An example of this tailoring can
be found in the industrial chemical
industry.One specific group of chemical
buyers values timeliness and
security compliance above all else,
these buyers may be located in the
U.S., Germany, and France, and as a
group care little about ordering procedures,
order discrepancy handling,
or cross-currency financial
terms.Another group of buyers of the
same products will only buy from
those suppliers offering automatic
replenishment and long term financing,
along with a specific account
representative with the supplier to
handle any unforeseen problems.