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:
High – Product saves more than 25% of current solution cost, including user time

No. SIC Year Note
1 2834 2000 Generic drug manufacturer Biovail is reaping big revenues by coming to market with the first generic. With its latest generic, Adalat, Biovail has a 180-day window before competitors are allowed to come up with their own generics.
2 4899 2003 To date the mobile operating system business has been a two-horse race between Microsoft and Symbian, the London-based consortium led by Nokia. Linux has also been recently championed by Motorola. But SavaJe has developed yet another operating system for mobile phones. The company has 90 employees and only six months of cash in the bank. SavaJe's OS, which lets souped-up phones play movies, music and 3-D videogames, is in most cases faster than its competitors. The system, using Sun Microsystems' Java language, is also more secure, allows better color graphics and costs less. Symbian charges $5 to $7 per phone, but with all the attendant software licenses phone companies must buy, the total price can hit $13 to $15. SavaJe says it charges $8 to $10 with the licenses included. And unlike Symbian or Microsoft, this operating system is beholden to none.
3 7372 1992 Lotus software that lists for $495, can be purchased for $339 by mail, and big companies pay $307, or $250 in lots over 100.

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