Intermediary Purchasing from the Producer of the Product

Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.

Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
Time limitations due to the use with other products: Segment customers by their use or purchase of other products with the product.

Final customers of the product who use related ancillary products

No. SIC Year Note
1 3571 2000 Apple Computer's new built-in applications such as iTunes digital music software and iDVD digital image software are the staples of Apple's goal to become a unique, central hub in the booming digital age. These applications are more important to Apple's newest Macs than any Internet programs or speedy processors.
2 3600 2001 At DeVry Institute, students can buy a Pepsi by making a phone call. The Pepsi machines are equipped with a specialized circuit board made by Wirca. The company hopes to start licensing its patent by 2002. To use Wirca's system, people must open an account with the company and purchases are made on their credit cards. Another firm is doing the same in the U.S., Stitch Networks. They are testing their machines (also in conjunction with Pepsi) right now.
3 3652 2005 Microsoft, watching Apple's success with the iPod, has announced agreements with Viacom's MTV networks, DVR pioneer TiVo and Yahoo to make more music and TV programming available through Microsoft websites. Microsoft and industry giant Sony may team up in the digital-music sector to offer more of a choice for consumers. Apple's iTunes only sells music that can be played by Apple devices. Matsushita Electric Industrial Co., maker of the Panasonic brand, will adapt its SD-chip technology to handle digital content that is stored in Microsoft's Windows Media format. This could allow Microsoft and its collaborators to develop products to compete with Apple.
4 3661 2002 As cellular carriers have been busy upgrading their networks to carry data, electronics manufacturers have been working on smart phones. Handspring’s $500 Treo 300 for Sprint looks like its clamshell predecessors but includes faster data capabilities. Handspring’s browser reformats web pages to fit the screen. For e-mail, the device uses Sprint’s PCS Business Connection which encrypts messages and eliminates messages from the server. The Treo syncs with computers through cables and software.
5 3661 2002 Since cellular phone sales to consumers are beginning to level off, communications companies are looking to insert wireless devices into machines. Nokia Corp. and Hewlett-Packard Co. teamed up to build a mini-Nokia cellular device that's tied into HP computers.
6 3661 2002 The T-Mobile Sidekick, one of a growing number of handheld computer-phone combos, features a screen that rotates to reveal a keyboard for sending e-mail and instant messages. It is priced at $200 with monthly fees of $35. The product is aimed at 18 to 34-year olds.
7 4813 2000 Elcotel is breaking new ground with 27 software patents that would transform a pay phone into a snappy unit with a 5-inch video screen that provides ads, restaurant listings and access to "800" numbers. After spending $8 million on research, Elcotel sold
8 4813 2000 With cell phones seemingly in every pocket, fewer people must rely on phones that are attached, quaintly, to a wall or booth. There are still 2 million pay phones across the United States, but that is down by 300,000 in the last two years alone. In response, the companies that make or operate pay phones are rushing to reinvent themselves, working to change the perception that pay phones are nothing but black boxes for making calls. New technology will transform them into tools to provide communications access to the Internet, find local news and weather and even offer e-mail.
9 6513 2005 With the resurgence of urban living, Whole Foods Market Inc. has profited from serving the sophisticated tastes of these new city dwellers. Developers of the three-building complex in Miami that includes the Met 3 sought out Whole Foods to take up the ground floor of the Met 3 condo tower. It has been a huge draw for people to buy in the buildings, with a third of the condos in the building sold three years before the building is scheduled for completion.
10 7311 2000 Latcha won a $10 million contract from Ford away from J Walter Thompson USA which bills Ford nearly $1 billion this year. In response, J Walter Thompson has redirected resources previously used on brochures into fast growing Internet activities.
11 7372 2002 In 2001, Intuit opened up the source software code in QuickBooks. "It's been a major component of our strategy. What we've known for years is that there are many developers who are interested in creating innovative solutions for small businesses. We made it easier for them to do that. The more innovation built around QuickBooks, the more valuable it is for a small business. Our partners, the (software) application developers, get a great opportunity to (make products for) that large base of customers we've built. Today we have 2.6 million active QuickBooks customers."

<<Return to Sell Steps