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.

Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product.
Segments where delays cause customers to be inactive. Delays caused by time required for:

Product delivery

No.	SIC	Year	Note
1	3571	2001	Quanta is reducing its costs through its Taiwan direct shipment service launched for brands like HP. Quanta fills orders received electronically from U.S. brands and then fills the order within five working days for the U.S. and three for Japan.
2	3576	2004	The battered telephone companies, long an elusive market for Cisco, could use its efficiency-improving help. Cisco's muscle-bound new router could prompt the revenue-hungry companies to flee their old networks to jump onboard the Internet. 72 of these routers, lashed together, have enough bandwidth, in theory, to move the Library of Congress in 4.6 seconds.
3	3695	2001	UltimateTV's interface and usability are superior as menus and on-screen guides are easier to use. The UltimateTV remote is better too, as it has a commercial skip button that leaps ahead in 30-second intervals.
4	4512	2002	American Airlines, struggling to end its huge losses, will adopt a new flying strategy at hub airports, spreading out flights to boost efficiency. The strategy is called a "rolling hub," and it boosts passengers' sitting time before a flight in order to more quickly unload and load a plane.
5	4800	2002	802.11 offers the "next frontier" allowing schools and hospitals to build their own networks, shipping sound and video across the room at up to 11 million bits per second, 196 times as fast as a PC modem.
6	4813	2000	The telephone and cable companies will be bringing Internet connections to America's homes. The telephone companies provide DSL (digital subscriber line), which provides speeds 10 or 20 times faster than a standard modem.
7	4841	2003	Comcast has tools to make sure its own cable modem service outperforms rivals. For example, Comcast will limit how much bandwidth AOL's subscribers will get via Comcast's network. Comcast wants to be sure it leaves plenty of capacity for Comcast customers.
8	4899	2003	Instead of lowering most of their monthly fees, Comcast and Time Warner have boosted broadband speeds by 50% to 3 megabits per second. That's twice as fast as top DSL speeds.
9	5812	1988	McDonald's began test-marketing the U-Card, embossed w/ photos of fries & burgers and available in denominations of $8, $24 or $40. Baskin-Robbins and Coke have similar cards.
10	5812	2004	In a survey last year, 64% of Americans said they pick a restaurant based on how much time they have. As Starbucks broadens its menu with hot breakfast sandwiches, it plans to speed up its coffee-serving process to avoid losing customers to Dunkin' Donuts or other rivals also trying to speed up the process
11	7375	2002	The founder of EarthLink is eyeing the next revolution, a wireless gold rush – 802.11 and the nickname Wi-Fi (wireless fidelity) it offers lightning -fast data links around the home, in the office and across a neighborhood and beyond.
12	7996		Traditionally, ride lines at Disneyland take up to 60 minutes. Disneyland's new Fastpass changes all this. It is a virtual queue system introduced on three of the park's most popular rides. Instead of waiting in line, your put your park pass into the Fastpass machine and receive a printed reservation. It assigns you to a one-hour block of time during which you can return to the ride and join the Fastpass line rather than the regular line. Fastpass lines can cut the wait from 75 minutes to 10. The passes are free and there is little wait to get them.
13	7999	1998	Heavenly Ski Resort was acquired by American Skiing Company last fall. Its capital improvement budget tripled to $10 million. This speedily resulted in the new Gunbarrel and Stagecoach high-speed quad lifts.

<< Return to Use Steps