Team Member Guide

  Team Member Guide 3 The Customer Survey Score
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3.1 Buying Criteria and the Customer Survey Score
3.1.1 Positioning Score
3.1.2 Pricing
3.1.3 MTBF Score
3.1.4 Age Score
3.2 Estimating the Customer Survey Score
3.3 Stock Outs and Seller’s Market
Page 6 of 8

3.1.4 Age Score

The age criteria does not have a rough cut; a product will never be too young or too old to be considered for purchase.

Segments that want cutting-edge technology prefer newer products– the ideal ages for these segments are generally less than one and a half years. Other segments prefer proven technology. These segments seek older designs.

Each month, customers assess a product’s age and award a score based upon their preferences. Examples of age preferences are illustrated in Figure 3.4.

Figure 3.4 Age Scores: The example on the left displays an age score for a segment that prefers products that have an age of one year. The example on the right displays a score for a segment that prefers products that are two years old.

Age preferences for each segment are published in the Industry Conditions Report and the Segment Analysis pages of the Capstone Courier.


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