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.

2. 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.

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

No. SIC Year Note
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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