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.

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

NO.	INDUSTRY SIC	YEAR	EXAMPLE
1	5300	2005	Wal-Mart customers are reaping the benefits of its new financial services. They can cash payroll checks for just $3, transfer money to Mexico for $9.46, and buy a money order for 46 cents. Some competitors charge twice as much. By one rival's estimate, the market for services that Wal-Mart already offers is worth about $5 billion a year in fees, leaving plenty of room for it to slash prices while making a profit.