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海尔微波炉市场部 These groups or segments of consumers not only have different profit potentials... — Investment Buyer Value Segments — % of Market (Consumers) — Investment Buyer Value Segments — % of Market ($) — Average Investment Balance Per Value Segment — Source: Andersen Consulting National Buyer Values Study for Retail Financial Services Consumers Value Segment Channel Rate / Speed Liquidity / Access Sensitive Speed Avg.. Investment Balance $77,725 $92,264 $96,335 $68,212 Case Study Channelists Speed Liquidity / Access Sensitive 34% Rate / Speed Sensitive 16% Speed Liquidity / Access Channel Rate / Speed 海尔微波炉市场部 $ In summary, using value based segmentation is a powerful tool to improve a client’s bottom line. Creates Revenue Opportunities Retain most profitable customers Improve profitability of other customers by fulfilling their values with lower cost structures Generate new business Identify revenue enhancement opportunities Simplify and increase effectiveness of client’s target market activities Identifies Substantial Cost Reduction Better manage utilization of client’s delivery network Focus on delivery on required service thresholds Strip costs from non-value added processes Don’t have to build one delivery option that fits all Better Positions Relative to Client’s Competition Increased customer satisfaction due to fulfilled value sets Organization clearly understands goals and delivery expectations Sets stage for adaptable organization better able to respond to competitive change 海尔微波炉市场部 Based on Andersen Consulting’s investigation of the target markets, there is identifiable change in buyer preferences from window to split and cabinet air conditioners. -- Product -- Yesterday Today Future trends Window and split account for the majority of the air conditioners possession before 1996. Split air conditioners account for the majority of sales. Cabinets sales begin to increase and windows share of the market begin to decline (From distributors per