Final Customer Purchasing 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.

3. 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

Average- some acquaintance, but may not be current customer in the industry

No. SIC Year Note
1 3651 2005 Apple Computer's iPod beat Sony's Network Walkman to market and has won raves for its ease of use, giving it a 70% market share.
2 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 plan is to create an electronic T&E report for each traveler, eliminating need for paper.

<< Return to Use Steps