Final Customer Buying from the Product Producer
Use Steps: Use steps include all the customer's value added activities or the consumption of the product itself. These steps include all the costs the customer incurs in employing the product in its intended use.
2. Emotional: Segment customers according to the personal emotional needs of the segment.
A. Needs for comfort and status
Comfort through the five senses
|1||1521||1987||Morweg builds houses with a lived-in look. "We go out of our way to make them look old." Landscaping completed with completely mature trees. Stucco "deliberately made to look like it's a hundred years old."|
|2||2844||2002||Suave is launching two new product lines. The first, Seasonal lotions and shampoos, is an extension of Suave's Naturals line and resembles Clairol's Herbal Essences. In addition, Seasonal will change formulas each season to match the trendy scent.|
|3||3999||2003||Gillette, the razor industry's giant, created the "trade-up" strategy it employs to make daily act of shaving more effective. The company waits for about eight years until it introduces a new shaving system which promises revolutionary advancements in performance.|
|4||4512||2001||Customers appreciate regional airlines like Atlantic Coast because of the 32-to-70 seat jets that they use. These new generations of jets are replacing the turboprops that used to be used. The new jets are quiet, comfortable, and fuel efficient.|
|5||4812||2002||Color display mobile phones are widely seen as crucial to persuading consumers in increasingly saturated European markets to upgrade their mobile phones.|
|6||5812||2002||Baja Fresh has 29 straight quarters of same-stores sales growth . Their average sales at each restaurant is $1.5 million a year compared to McDonald's $1.6 million. Panera Bread draws in customers with its offering of quality and value. These fast casuals make fresher products with less equipment, bring in higher sales volumes than many fast food outlets because they can charge more and are busier throughout the day.|
|7||7011||1996||Blackcomb boasts the most high-speed lift capacity in the world. At Tremblant, Intrawest has created a French-Canadian village modeled after Quebec City. Intrawest has begun erecting a village at River Run with an Old West motif.|
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