Low – Product Saves 10% or Less 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.

Use Steps: Use steps include all the Final customer's activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery of the product.

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
a. Low – product saves 10% or less of current solution cost, including user time




1 5621 2001 Chico's has created good customer relations with their Passport Club which offers a permanent 5% discount for $500 spent, which has encouraged their Club members, about half of their total sales, without affecting margins.
2 6031 1995 Those who used buyer brokers saved an average of 9% off the asking price, vs. 3% for all home buyers. Also, buyer brokers check into property values & school systems.
3 5411 1990 Big Y gives out "Express Saving Club" cards to give people discounts without the fuss of cutting out coupons.