Final Customer Buying from the Product Producer
Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.
B. Needs to avoid sources of anxiety Limitations set by time: Segment customers according to the causes of the limitations set by time.
2. Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product.
Segments where delays create risk for customers
|1||2711||1998||The newspaper industry has improved by getting papers to houses even earlier in the morning. Long articles in the papers now include a summary. Color pages and more late-night stories have been added.|
|2||3571||2000||Dell Computer's direct-sales model squashed an archaic, costly system that placed middlemen between PC makers and customer. PC distributors automated and speeded up their inventory cycle-cutting warehouse time to 5 weeks this year instead of 12 in 1997-but they still couldn't keep up with Dell's 6-day average when shelved PCs lose 1% of their retail value every week.|
|3||3571||2003||IBM expects its new z990 will be more reliable than Intel machines that use the Unix operating system.|
|4||4512||2001||By proposing to fly directly to the East and West Coasts, Great Plains is hoping to answer the rising chorus of complaints from fliers tired of making one or more time-consuming connections. In fact, the airline has been financed largely by Oklahomans fed up with lousy service. Based on the demand they estimate for nonstop flights to coastal cities. The company is predicting $144 million of revenue by the third year of operation.|
|5||4513||1992||Certain customers by the nature of either how they pay for shipments or send shipments to us can benefit from the EDI programs.|
|6||6300||2005||Insurance carriers are working to process applications and service requests more quickly. Some of these carriers are using the same lean manufacturing techniques used by manufacturers. For example, some are using straight-through processing which links steps for new applications, renewals, service inquiries and claims to increase speed and accuracy.|
|7||7375||1986||D&B now delivers credit histories via computer, telephone, and the mail.|
<<Return to Acquire Steps