Intermediary Purchasing from the Producer of the Product

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

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: Level of savings over the current product cost system:
Medium – product saves 25% or less of current solution cost, including user time

No. SIC Year Note
1 3600 1986 Tractor trailers and 40-ft long shipping containers have to be unloaded at airports and seaports so packages can undergo inspection. Bechtel put together an X-ray system so sensitive, it can peer into a truckload of goods and spot a single pistol, this technology saves days at the docks.

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