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Focus on the Product or Service:
Offer the Product or Service Any Time

Many products and services are available only at certain times. The movie will be shown at 7:00 PM and 9:30 PM. The Motor Vehicle Bureau is open from 9:00 AM to 5:00 PM. The doctor's office hours are 1:00 PM to 5:00 PM Monday through Friday. The bank is open from 9:00 AM to 3:00 PM. Your new car will be available in two weeks. These constraints almost always detract from the quality of the product or service. How can these constraints be removed? In some cases a technology breakthrough such as the Automatic Teller Machine, or ATM, is needed. In others, prediction plays an important role, for example, predicting what type of cars customers will order. However, in many situations the constraint is created because it is more convenient for the provider of the service than for the customer. Would most people prefer the bank to be opened from 9:00 AM to 3:00 PM or from 3:00 PM to 9:00 PM?

Offering the product or service any time is different from just reducing wait time. To achieve this goal often requires a totally new conceptualization of the product or service. For this reason, "any time" is an important concept for changing the expectations of customers.




Examples of Tests of this Change

A health maintenance organization (HMO) and a private specialty practice cooperated to design a system that allowed patients who needed to see a specialist virtually as soon as the health problem was recognized. Previously, patients who needed to see the specialist had a two-week wait before an appointment with the specialist was available. By analyzing the historical rates of referral from the HMO to the specialty practice, they were able to predict the number of appointments that were needed each week. The specialty practice reserved an appropriate amount of appointments, allowing the HMO's members almost same-day access to them.