High – Product Saves More than 25% of Current Solution Cost Including user Time

A Final customer buying from an intermediary of the product The Final customer is the one who makes the final decision on what product to buy and from which supplier to buy it. Most consumer products, and many industrial products, reach Final customers through Intermediaries.

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

2. Emotional:

B. Needs to avoid sources of anxiety
3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns
d. Savings of potential product vs. current solution
1. Level of savings over the current product cost system
c. High – Product saves more than 25% of current solution cost, including user time

NO.	INDUSTRY SIC	YEAR	EXAMPLE
1	6211	2000	Recently, Ameritrade Holding quietly opened a new bare-bones brokerage, Freetrade.com, that offers free trades at the market price but provides no customer service by phone or statements by mail. It didn't take long for challengers to emerge, such as FreeTradez.com.
2	5999	2002	The bargain sites are leading a trend, All U.S. e-tail sales from Nov. 1 through Dec. 3 rose more than 40% from the year-ago period to $7.2 billion, says BizRate.com. Overstock says it sells most of its products at 60% below retail.