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

3. Ecomonic limitations: Segment customers according to the limitations set by their economic interests and concerns
Savings of potential product vs. current solution

Savings from the creation of economies of scale for customer segments who incur costs at levels above those of currently available through economies of scale

No. SIC Year Note
1 5122 2000 In the last nine months, McKesson has signed 14 agreements to supply hospitals, supermarkets, and pharmacies with drug, medical and software supplies. It also launched an Internet service for independent pharmacists – a sort of virtual pharmacy that lets the 4,600 pharmacies in its network offer features such as 24-hour drug refills. In addition, the company is building a Web-based system for doctors, nurses and medical assistants to store clinical data, patient records, and schedules. The best feature of the system – a hand-held device that does everything the Web-based system can do – won't be available for about two years.
2 5122 2001 D&K's drug distribution business buys, breaks up, and drops off over 25,000 different products for pharmacies.
3 7372 2001 Another MortgageRamp business line, called Aurora, will provide lenders with a software package to streamline paperwork. Such software will help lenders save 25% to 30% of processing a loan. MortgageRamp also is developing an in-house appraisal service.
4 7379 2002 Nexpansion will provide Web services and in-store kiosks for the aisle program. It will process all of the online orders and handle product fulfillment and shipping.
5 7379 2002 Nexpansion service for retailers is similar to a service it sells to product manufacturers. That service lets consumers order hard-to-find products on manufacturers' Web sites. Nexpansion handles all of the orders and shipment.

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