Segments Exposed to Serial Delays Due to Multiple Stops

A Final customer buying from an intermediary of the product The Final customer is the one who makes the final decision on what product to buy and from which supplier to buy it. Most consumer products, and many industrial products, reach Final customers through Intermediaries.

Use Steps: Use steps include all the Final customer's activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery of the product.

2. Emotional:

B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
a. Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product
4. Segments exposed to serial delays due to multiple stops

NO.	INDUSTRY SIC	YEAR	EXAMPLE
1	5943	2001	Siebel eBusiness Consulting was in a printing bind, so it decided to give Staples.com a try. The Web site had links to partner companies that do printing, copying, and other services on short notice. Siebel clicked on NowDocs, an online print shop that lets customers upload word files from their personal computers with data on what they want done. The work is printed at the nearest service center and sent to the customer in 2-4 hours via express delivery.
2	5300	2004	Sears is about to introduce another format called Sears Grand, which is closer to the popular off-mall format that has helped big box retailers like Wal-Mart win. Because the Sears Grand stores are bigger than regular Sears department stores, they can add products such as books and magazines, CDs and DVDs, as well as some groceries and everyday necessities.
3	5331	2002	Sears Outdoors offers consumers a single source for flooring, lighting, kitchen and bathroom fixtures, appliances, curtains, accent items, and furnishings. It combines this with a full spectrum of services for the entire project, from design and financing to construction and installation. It cuts shopping time, streamlines the project-planning process, and improves the quality of the finished work.
4	5411	2001	Whole Foods has 125 stores which average about 35,000 square feet as opposed to main competitor, Wild Oats, whose average amount of square feet is 20,000. Consequently, Wild Oats has a lesser selection and array of product than Whole Foods. Whole Foods encourages its employees to experiment with new ideas and engage with customers.
5	5999	2003	Petsmart, the pet product industry leader, faces its biggest competition from Petco and Wal-Mart, but Petsmart's price disadvantage over Wal-Mart's low priced pet food can be dealt with through Petsmart's focus on high end services like grooming, obedience training and PetsHotels, services unlikely for Wal-Mart to ever adopt. Health regulations make it hard for a store like Wal-Mart to keep pets in the same place where human food is sold.
6	6141	2000	Ace's check cashing outlet plans to tie deposit and withdrawal services together with a bank card and create the qualities of a debit card.
7	6231	2000	Although other web sites already offer trading in government bonds, the main feature of the new securites.com is its ability to allow institutional investors to shuttle among six major dealers' Web sites with a single log in and password.
8	6141	2001	The Credit Card giants such as Visa and MasterCard confront new competition: 1) consumers in Japan and Europe pay for taxi rides, cars washes, etc. through their cell phones 2) Achex is a virtual checking site where customers can send money.
9	6231	2001	The NY Stock Exchange which traditionally has not sold securities that it does not list is about to enter the market for ETFs in competition with Amex, the American Exchange. The NY Stock Exchange plans to sell QQQs, Spiders and Diamonds.
10	7375	2002	AOL Time Warner last month began an experiment that allowed American Online subscribers to download a small selection of MP3 singles for 99 cents each.
11	5331	2000	Giant combination stores have an average size of 190,000 square feet and are double the size of general-merchandise stores. These stores are expected to grow by 25% annually during the next few years.
12	5331	2000	SuperTarget's focus is on service and variety while Wal-Mart and Kmart focus on low prices. SuperTarget offers a big variety of prepared meals to go and has a large deli and bakery.
13	8082	1997	Orkin has 22 company-owned lawn care branches that will be consolidated with existing TruGreen locations. The acquisition of Orkin's plant business should double ServiceMaster's business in that area.
14	8011	1997	Cowley has 23 physicians, 15 of them primary care physicians. Combined with Beacon, ProMedCo will have 40 providers in the Harrisburg market in eight locations. This size will afford ProMedCo economies of scale.
15	6531	2002	HomeGain.com Inc. a site that links buyers up with local real-estate brokers, opened a mortgage center so home buyers can get financing information.
16	5331	2001	99 Cents Only stores are both attractive and carry lots of stock so that they have broader appeal than some of the bigger players like Dollar General and Family Dollar stores.
17	5541	1993	Many gas stations are adding new businesses within their existing facilities: flowers, dry cleaning, tacos, etc.