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.

Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products

A. Knowledge of company and company product

3. Knowledge of product technology

Above average- current customer

No. SIC Year Note
1 2052 1991 On Mrs. Fields cookie wrappers, Mrs. Fields suggests how to keep her cookies fresh: don't refrigerate, freeze, store in container with piece of white bread.
2 2813 2004 Air Liquide, the French producer of industrial gases found a way to produce gases in small plants on-site at customers' factories. Staff is stationed permanently at client sites -putting them in a prime position to help customers improve operating efficiency and increase output quality. These teams are given greater autonomy and able to act on new opportunities. These high-margin services constitute about 25% of Air Liquide's revenues.
3 3571 1991 Compaq has significantly shifted its distribution strategy towards the introduction of special, highly-trained dealers and paid services. The computer industry's distribution channel is experiencing a painful evolution.
4 4412 2001 In order to avoid the price wars that plague the shipping industry, Neptune Orient's American President Line division focuses on adding value. Shoppers can track their goods' movement on the internet and conduct business through APL's HomePort website. Re
5 7372 1991 WordPerfect's 5.1 upgrade gives users "help" in whatever feature they are currently using, instead of having to return to the "help" menu.

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