Segmenting Industrial Markets:
1) 1) Location:
a) Region,
b) One Site,
c) Multiple Sites.
2) 2) Type:
a) Size,
b) Organisational Structure:
Ø Centralised,
Ø De-Centralised,
Ø One Decision-Maker,
Ø Multiple Decision-Makers.
c) Usage:
Ø Resale,
Ø Raw Material,
Ø Ornamental.
d) Purchase Criteria:
Ø Quality,
Ø Price,
Ø Durability,
Ø Lead Time.
3) 3) Sales Condition:
a) New Buy,
b) Replacement,
c) Usage Rate (Heavy, Medium, Light, Non),
d) Procedure (Contract, Lease, Tender),
e) Order Volume (Small, Medium, Large),
f) Services (Light, Medium, Heavy).
