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
Outside the cost system of the product itself
|1||3661||2003||Cognex Corp makes vision systems, gear that can be used to inspect computer chips and circuit boards to ensure proper manufacturing. The In-Sight Vision Sensor is the size of a small cell phone and can be applied to almost all types of manufacturing processes. It is priced from $4,000 to $5,000 compared with $12,000 for high-end chip products. The company is also working on a people sensor that will detect and count people to ensure security at airports and government buildings.|
|2||3861||1997||Despite the rise of Internet use and all the talk about going "paperless," 90% of all information is still stored on paper, making it difficult for banks and law firms to improve productivity. Bell & Howell sells scanners and software that digitize that information.|
|3||4512||1987||American Airlines introduced Capture, a service that lets companies automate their travel & expense information, so that they can instantly see what is being booked. The idea is to create an electronic T&E report for each traveler, eliminating need for paper.|
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