Final Customer Purchasing from the Product Producer

Maintain Steps: Maintain steps include all activities required to keep the product in working order. These steps include the costs the customer incurs to diagnose and correct product problems.

Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Savings of potential product vs. current solution
Savings on customer building block costs

Capital costs

No. SIC Year Note
1 0 2004 Allen-Edmonds, a maker of high-end men's shoes, provides a slightly different kind of investment appeal by offering a recrafting service. The approach has paid off on three fronts. The promise of recrafting increases the value proposition, driving increased initial sales. The need to drop off worn shoes for recrafting at a retail outlet means more traffic in the stores. Recrafting yields higher margins than original manufacture does.
2 3576 2003 Cisco Systems announced a new high-end router that can be upgraded rather than replaced. The move is designed to save telephone companies money and the headaches that come with replacing the devices. The Cisco 12800 core router would be used on long-distance networks.
3 3679 2002 Radio frequency identification (RFID) systems are being used to tag items in libraries and movie rental stores, cutting down inventory times and the loss of misplaced materials.

<< Return to Maintain Steps