Final Customer Purchasing from the Product Producer
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
3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns
Potential improvement in income of current customers. Customer segments whose costs would decrease if:
Taught the segment how to reduce costs
|1||3500||1989||Some fax machines can delay sending until night, when telephone rates are lowest.|
|2||4813||1986||Teleconsultants, an 18-month old company, helps customers of alternate long-distance carriers such as MCI and US Sprint recover refunds due to billing errors. The firm is typically able to recover 10 to 15% of the total long-distance bill in refunds.|
|3||6159||2005||From 1999 to 2001, Acosta went through a series of five roll-up acquisitions, which resulted in multiple formats for revenue recognition. With help from GE's experts, revenue processing soon took 15% fewer man-hours, while sales data became more precise.|
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