Compete Smarter, Not Harder by William Putsis

Author:William Putsis
Language: eng
Format: epub
Publisher: Wiley
Published: 2013-10-07T16:00:00+00:00

A few things stand out from this table.

1. A litmus test. Segments A and B are the same. This is the litmus test referenced earlier that indicates that we should not have continued this far in the earlier segmentation exercise. Therefore, we can combine them into a single segment.

2. Must-have attributes. Cost per available seat mile is clearly one of these, as it's a focal point for customer decisions.

3. Segmentation opportunities. Only three out of the four segments are overly price sensitive, and segment C may be interested in paying more if the IFE and CASM are right. This warrants further study.

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