Final Customer Purchasing from the Product Producer
Maintain Steps: Maintain steps include all activities required to keep the product in working order. These steps include the costs the customer incurs to diagnose and correct product problems.
Emotional: Segment customers according to the personal emotional needs of the segment.
B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product
Segments where delays are due to steps a customer must take. Segment must:
Install, prepare or maintain product
|1||3421||1990||Gillette's Sensor razor has a support bar that eliminates space between the blades, for easier cleaning.|
|2||3579||2003||Dell is targeting consumers and small and midsize businesses with its initial printer line. The company's main point of differentiation with rival printers is its automatic low-ink notification system and direct sales of ink cartridges. It hopes to attract customers on convenience.|
|3||3600||1998||Technology has changed the paper industry game somewhat. Modern office and home equipment can tolerate a wider range of paper quality. Office paper quality itself has improved as paper makers updated equipment.|
|4||3661||2004||Motorola pitches "seamless mobility" as the future of communications. It is looking to get disparate carrier and business networks working together so communications can flow easily from one place to the next.|
|5||3674||2004||A new industry trade group, the Semiconductor Test Consortium, is coming with standards for chip test gear. The big makers of chip test gear, aside from number one Advantest America, have not joined the group and oppose its plans, since standards would allow chipmakers to buy fewer testing machines. But the standards would cut down on the cost of making test machines as well, since test gear makers design their products from scratch with unique software.|
|6||3711||1993||Cadillac's Seville Touring Sedan had a wimpy engine. Cadillac introduced a new engine–4.6 liter, aluminum, 32-valve V-8, delivers 290 foot-pounds of torque and 295 horsepower. It won't need a tune-up for 100,000 miles.|
|7||3711||2000||In an effort to develop maintenance-free vehicle solutions, Visteon Corporation is introducing another Visteon first — a factory-installed Long Life Filtration System designed to virtually eliminate filter maintenance over the lifespan of a vehicle.|
|8||3716||2001||After the combination of a strong economy, retiring boomers and loose credit in the 1990's created strong demand, RV and mobile home makers are struggling with lower demand, increased manufacturing capacity and unpaid debt. Now, manufacturers are focusing on quality, adding additional space and traditional home accoutrements.|
|9||3861||2002||Recently Xerox introduced a product that replaces traditional light-lens copying techniques with digital copying, where documents are electronically scanned to create an image stored in a computer, then printed out whenever needed. Once it scans a document, a copier will be able to store, edit, or enhance the document before printing it.|
|10||4513||1993||Fed Ex had a PowerShip program, in which a computer terminal was given to several thousand of the company's best customers. The terminal can be used to create address labels and routing instructions, and automatic billing.|
|11||4800||2003||Polycom made its deepest advance into Web territory when it released a new version of its Weboffice software. It lets users do voice, video, data and Web conferencing and instant messaging using one interface.|
|12||7372||2000||Unlike conventional software that is contained on CDs, Staroffice "lives" on large servers. At the Sun web site consumers can download the 65 megabyte file using a standard internet browser.|
|13||7372||2001||A decade ago, such industry heavyweights as IBM, NCR, and Tandy, along with startups like Go Corp., plowed hundreds of millions into developing a magazine-sized computer that could decipher handwriting.|
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