Issues:ProcessvsEnd-ProductDiscretevsProcessElectronics(ComponentsvsEnd-Prod.)Products•ConstructionEquip•ElectronicGoods•Apparel•Toys•HouseholdAppliance•Ammunition•Furniture•Guns•PreFabHomes•StampedMetalProd•StampedMetalProd•Housewares•Machinery•OilFieldServices•Equip.•MetalFabrication•Packaging•ThermalCouples•HardwareCustOffice:HoustonBaltimoreSt.LouisMilanTrevisoEnergyOfficesBologna,Philadelphia,Dallas,Winnipeg•PlumbingSupplies•Householdappliances•GolfCarts•ElectricalSupplies•Engines•BaseballCards•Bearings•TilesCustomers•ExtrudedPlastics•Shoes/Apparel•FluidPowerProducts•FarmMachinery•PackagingMachinery•MechanicalComponents•RailroadCars•ElectronicComponents•LatexProducts•MedicalSupplies•Castings•Desk/Furniture•LumberProductsProductsCustomers•OtherManufacturers•Wholesalers/Distributors•MassMerchandisers•Retailers•Consumers•Government•HealthCareInstitutions•FoodCompany•EquipmentInstallers•ConstructionIndustry•Utilities•EnergyCompanies•ServiceCompaniesOffices:?HouseholdApplIProcessFoodUKClothesIHighGradeMetalPartsUKFurnitureISiliconMfg(Waters)SFNetworkHWSFTractorsUKIndustr.IHardDrivePPtrs.SFPackagingMaterialUKAirCond./HeatingEquipIProductsCo.Offices:Verona,ItalyBirmingham,UKSanFrancisco,CACust.EndUsers•FinalProduct•ComponentMfgr’sAssyRetailWholesaleOEM’s•Manufacturer/Assembly•Construction•Distributors•RetailOutlets•RetailConsumers•Tools•Plastics•ElectronicEquipment•Computers•HomeAppliances•IndustrialEquipment•RecreationEquipment•SoftGoods(Apparel)•BuildingProducts•HABAProductsCUSTOMERSPRODUCTS•Tooling•LeatherProducts•Food/Beverage•PharmacyProducts•PackagingOFFICES:Detroit,Pittsburgh,Cleveland,Ohio,GrandRapids•Assemblers•Plastics•Medical•Pkg.Mfg•MetalFab•MetalForming•HeavyIndustrial•Custom-Engineered•Printers•Toys•Furniture/Seats•Machinery/Eq•LabEquip•HouseholdGoods•BldgSupplies(Tiles)•Steel•CastingsCUSTOMERSPRODUCTS•Tooling•Cans/Bottles•Labels•Boxes/PkgOFFICES:Italy,Minn.,Ohio,NewEngland•Elevators•Grills&Shutters•Appliances•SportsEquip•MachiningEquip•ConstructionEquip•PlasticProducts•Pumps•Furniture•Pulp&Paper•Gears&Switches•MadetoOrderProducts•Hotels•ConstructionCos•PrivateBus+HomeOwners•Airlines•MfgCompanies•Government•Utilities•RetailIndustries•PublicationInd•AutoMakers•AutoTier’1sCUSTOMERSPRODUCTSOFFICES:Chicago,Tampa,Ohio,Helsinki/Finland•Discrete•FragmentedNiche•Steel/Aluminium•Footwear•Wood/Furniture•Plastic(Components)•WhiteGoods•Machinery-•BrownGoods•Electronics•HeavyEquipment•MiningEquipmentFABRICATEDPRODUCTS•Robots•PaintSystems•Screw/Fastener•Pumps•EyewearOFFICES:Milan,Atlanta,Detroit,Treviso,JohannesburgCO.HomeBuilding1.Definitionof“Fabrication”Form?Shape?Weld?-“Transformation”2.FabricatedDoesn’tFitWith“Market”Terms-CustomersUseDifferentTerms-“HowTheyManufacturerMayNotBeMostImportant”.It’sTheirBusiness3.HybridCompanies4.12AAutoElecFas5.Fab=“Other”?6.Auto=Assy?NeedAnother“Assembly”Category7.EndlessLoopifweuseMfgProcesstoDefineCategory8.NeedtoUnderstandthedemandChannel9.MoreofaMatrixINDMFG/APPROACH?DEFININGCHARACTERISTICS1.UltimateUseofProductCustomerValueNetwork$3$.50$10.00DefineSupplierCustomerISSUE☛EasiertoIdentifyWhatItsNotThanWhatItIs☛TakingThings-GrindingBendingEtcWhereDotheOthersFallSUGGESTION☛Helpfulifweused♦AMR♦Gartner♦Software♦ERPStructureThesewillbepossiblymostimportant☛ShouldlineupwithGBP?☛DefineObjectiveofSegmentation
