Final Customer Purchasing from the Producer of the Product
Use Steps: Use steps include all the customer's value added activities or the consumption of the product itself. These steps include all the costs the customer incurs in employing the product in its intended use.
B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
Delays 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||100||1987||Seeds of Tomorrow claims it has an affordable hybrid cotton. One variety matures 2-3 weeks faster than regular plants. Farmers pay more for the seeds, but save on irrigation & pesticide costs.|
|2||3585||1997||Trane's pioneering effort in Integrated Comfort Systems and microelectronic controls gives chain customers a much more economical approach to comfort control of their facilities while providing important diagnostic and performance data to enable the user to monitor performance at low cost.|
|3||3600||2000||Gentner was built around equipment to help keep radio and TV talk shows rolling. It developed a product that queued talk-show callers.|
|4||3669||2003||Group Dekko has been employing wireless systems for years to transmit data, usually scanned bar codes, to and from its shop floors.|
|5||4300||1990||UPS sent a letter to its customers to warn them of a possible impending strike.|
|6||4512||1987||Programmed into American Airlines Capture software is the customer's (company) travel policy, with everything from preferred airlines to who can fly first-class, so the company can spot transgressions before money is spent.|
|7||4512||2004||JetBlue started operations in February of 2000 with two airplanes flying out of Kennedy, New York. All pilots are provided with laptops to calculate the load and balance of their planes before take off.|
|8||4513||2004||Dynamex has found a profitable niche as a same day business-to-business courier in metropolitan areas across the U.S. and Canada. Dynamex offers three types of same day delivery. It provides on demand pickup and delivery of time sensitive goods 24 hours a day.|
|9||7382||2000||Loronix Information makes closed-circuit surveillance systems and has recently decided to ditch the videocassette recorder in favor of a digital system. This would allow its customers to watch their businesses from computer workstations.|
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