Intermediary Purchasing from the Producer of the Product
Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.
B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of 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
|1||3652||2003||The Mac version of iTunes released in April drew rave reviews for its slick, easy approach to selling downloadable music. Its design and copyright protection mechanisms, along with intense lobbying from the persuasive CEO, were enough to get the Big Five record labels to grant their most liberal online music licenses to date.|
|2||3661||2003||Nextel's push-to-talk service is built around Motorola's iDen network, a digital voice and data technology that uses advanced compression algorithms to allow walkie-talkie service.|
|3||3663||2004||Sirius has stated that Toyota would start installing its radios at a post-production facility. That way, a car would arrive on a dealer's lot with the radio already preinstalled. This makes it an easier impulse buy for the customers.|
|4||3663||2005||Hyundai's decision to install XM Satellite Radio on all new cars is a boost to the fledgling industry but a setback for rival Sirius Satellite Radio. The radio requires a monthly service fee of $12.95 but provides more than 100 channels and fewer commercial interruptions.|
|5||3669||2003||Wireless phones have become a tool for cashless vending. C-Mode machines are the result of a collaboration between Coca-Cola and Japanese carrier NTT DoCoMo. All users have to do is wave their phones over a sensor and the price is added to their phone bill. These machines are also in Hong Kong and Germany, but the concept hasn't caught on in the U.S. yet.|
|6||3711||1998||General Motors announced plans for a national rollout of a Web site that lets consumers track down the exact model car or truck they want, print out a window sticker, schedule a test drive and get a commitment on a low purchase price from a local dealer.|
|7||6141||2005||J.P. Morgan Chase announced plans to issue millions of new credit cards that can be waved or held in front of a special reader. The "blink" technology would use terminals to avoid swiping. American Express introduced ExpressPay versions of the same technology. The cards contain a chip that is recognized by a merchant's terminal. The major companies have agreed to a standard that enables all the readers to accept any card that is equipped with the feature. The new payment method does not require a signature since the cards are equipped with encryption software to prevent duplication. Since the customer is not required to hand the credit card over to the cashier, there are fewer chances for theft. This effort may encourage customers to switch from cash to credit for common purchases and will speed up transactions. CVS, McDonald's and Regal Entertainment have signed on to accept the new cards, at a cost of $150 per terminal.|
|8||6300||2005||St. Paul Travelers has designed a service model that combines a local presence and high quality service to agents with low cost technological solutions such as self-service web portals where the agents can enter information directly into the Travelers system.|
|9||8059||2001||Sunrise also benefits from hospitals' "discharge planners," making it easy for them to place patients needing too much care to go home. With Sunrise, they "can make a call in the morning and by the afternoon it's taken care of and the patient is moving in."|
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