CLASSIFY-Profiles: Volume 2, Commercial and industrial customer needs and energy decision making. Final report
Technical Report
·
OSTI ID:93506
- eds.; Barakat and Chamberlin, Inc., Oakland, CA (United States)
- National Analysts, Inc., Philadelphia, PA (United States)
Efficient promotion of utility products and services is best achieved by a commitment to customer-focused market-driven strategies. EPRI`s CLASSIFY System provides utilities with the information, methods, and tools required to develop an in-depth understanding of customer attitudes toward end-use technologies, industrial processes, and their applications. This guide presents an overview of commercial and industrial customer needs and describes nine target markets, as defined by 22 key customer needs related to business strategies,.business operations, and energy operations. Target markets include: Proactives, Innovators, Dependents, Utilitarians, Conservatives, Self-Reliants, Status Quos, Besieged, and Survivors. For these segments, end-use profiles illustrate 24 technology-related factors that influence customer purchasing decisions and usage patterns. Illustrative examples show how to use Commercial and Industrial CLASSIFY-Profiles in developing and deploying customer-driven products, programs, and services. Volume I of this report presents residential customer needs information. Volume 3 provides an assessment of trade ally needs and their influence on utility customer decisions.
- Research Organization:
- Electric Power Research Inst., Palo Alto, CA (United States); National Analysts, Inc., Philadelphia, PA (United States)
- Sponsoring Organization:
- Electric Power Research Inst., Palo Alto, CA (United States)
- OSTI ID:
- 93506
- Report Number(s):
- EPRI-TR--104567-V.2
- Country of Publication:
- United States
- Language:
- English
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