Final Customer Purchasing from an Intermediary of the Product
Use Steps: Use steps include all the Final customer’s activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery of the product.
B. Needs to avoid sources of anxiety
3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns.
Potential improvement in income of current customers
Customer segments whose costs could decrease if the supplier:
Taught the segment how to reduce costs
|1||5122||2001||Pharmacy-benefits managers are getting into the practice of pharmacy by designing drug-benefit packages with specific drugs to help cut costs.|
|2||6159||2005||GE's business development program is known as "At the Customer, For the Customer," or ACFC. The ACFC tool kit includes proven methods from GE to map processes, reduce waste, integrate acquisitions and build leaders. The goal of ACFC is to give GE customers an edge over rivals. GE does not charge for this service, as they feel it aligns them as a strategic partner with customers with expected future business.|
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