11 Sensor Customer Buying Criteria - 11.1 Capstone® Buying Criteria

11.1 Capstone® Buying Criteria

11.1.1 Traditional

Traditional customers seek proven products using current technology.

1. Age, 2 years- 47% of decision
2. Price (for Round 0), $20.00-$30.00- 23% of decision
3. Ideal Position (at the end of Round 0/Beginning of Round 1), performance 5.0 size 15.0- 21% of decision
4. MTBF, 14,000-19,000- 9% of decision

11.1.2 Low End

Low End customers seek proven products, are indifferent to technological sophistication and are price motivated.

1. Price (for Round 0), $15.00-$25.00- 53% of decision
2. Age, 7 years- 24% of decision
3. Ideal Position (at the end of Round 0/Beginning of Round 1), performance 1.7 size 18.3- 16% of decision
4. MTBF, 12,000-17,000- 7% of decision

11.1.3 High End

High End customers seek cutting-edge technology in both size and performance.

1. Ideal Position (at the end of Round 0/Beginning of Round 1), performance 8.9 size 11.1- 43% of decision
2. Age, 0 years- 29% of decision
3. MTBF, 20,000-25,000- 19% of decision
4. Price (for Round 0), $30.00-$40.00- 9% of decision

11.1.4 Performance

Performance customers seek high reliability and cutting edge performance technology.

1. MTBF, 22,000-27,000- 43% of decision
2. Ideal Position (at the end of Round 0/Beginning of Round 1), performance 9.4 size 16.0- 29% of decision
3. Price (for Round 0), $25.00-$35.00- 19% of decision
4. Age, 1 year- 9% of decision

11.1.5 Size

Size customers seek cutting edge size technology.

1. Ideal Position (at the end of Round 0/Beginning of Round 1), performance 4.0 size 10.6- 43% of decision
2. Age, 1.5 years- 29% of decision
3. MTBF, 16,000-21,000- 19% of decision
4. Price (for Round 0), $25.00-$35.00- 9% of decision