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
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 create risk for customers
|1||0||2001||A new service from Equifax helps consumers keep a close eye on their credit reports. For a fee of $49.95 a year, Equifax monitors your credit report nightly and e-mails you if it finds any unauthorized activity.|
|2||2033||1986||Spraying plant hormones on leaves of citrus trees before harvest will allow navel oranges, lemons and grapefruit to be squeezed into juice without turning bitter.|
|3||3500||1987||ASK's lot tracking system is designed for regulated manufacturers or companies that handle regulated substances. The software can manage lot genealogy from purchase-order receipt through production to final shipment. The system also facilitates product recalls.|
|4||3500||1996||Skyjack's scissors platforms were an instant hit, largely because their design makes mechanical parts easy to reach. All the parts are attached to trays that swing out at ground level; cut out hours of downtime for distributors who rented equipment.|
|5||3523||1988||John Deere has a parts distribution center that offers parts for models up to 40 years old that is open 24 hours a day, 7 days a week. Deere also has locations in the heartland where they are easily accessible to farmers.|
|6||3571||1991||The combination of toll-free customer service and, when necessary, the promise of repairs within 24 hours are big reasons why Dell has often outranked its rivals in customer surveys.|
|7||3576||2001||Cisco still has a chokehold on the computer networks of virtually every major U.S. corporation and a growing presence inside local and global telecom networks. Components for some Cisco products, especially switches used in corporate computer networks, were in critically short supply. The company has a two-fold strategy to revitalize its supply chains: help contract manufacturer's accumulate parts and commit to buying specific quantities of components from key suppliers.|
|8||3576||2004||Unlike the previous software, the new software offered by Cisco Inc. is built in modules, which can be replaced without shutting down the system.|
|9||3674||1998||In order to maintain short design cycles, fabless firms must extensively reuse design data, "porting: designs from one product carried to another" or contracting with another firm for all or some part of the design.|
|10||3674||2001||The company says future Athlons will be based on AMD's Palomino design, which enables the use of multiple processors in one computer and adds features like error-correction software. The dual-processing capability is big for workstations.|
|11||4213||1997||Serving all 48 contiguous states, WERN has focused on serving customers with time-sensitive/time-definite truckload shipping needs, seeking to compete on both service and price. The company pursues a power-lane strategy like most major TL carriers.|
|12||7372||1999||Linux is the main rival of Microsoft's Windows and it may start in the laptop market. Linux is liked for its crash-proof performance and is popular with techies and programmers.|
|13||7372||2003||Intuit focuses on after-sale support which means it has answers to questions on its Web site, chat rooms for tech help, and phone support for tax questions. Intuit accounted for 69% of tax software sales and 76% of retail revenue in 2002.|
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