Final Customer Purchasing from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

Resources: Reduce resources required for the use of the product

Time – Reduce the time the customer must spend with the product

A. Reduce steps the customer must use with the product

Bring products closer to the customer
Bring current products closer to new customers
Cover a broader geographic market with current products
Add current products where average customer volume is low

Serve customer segments with low unit volume

No. Year SIC Note
1 2002 5812 Panera Bread can concentrate on growth without worrying too much about competition. It operates in a unique way between quick service and casual dining. Most of the markets Panera operates in are largely under-penetrated. Panera stores are open for breakfast and lunch. Though they don't serve formal dinners, they stay open till early evenings. Breakfast makes up 18% of sales, lunch accounts for 54% and post lunch sales bring in 22%. Each unit brings in annually $1.7 million. The company's focus is in regional malls. Panera competes with causal dining places such as PF Changs and Cosi.
2 2002 7011 The big hotel companies have begun to band together to try to compete more directly with the wholesaler's sites. Hilton, Hyatt, Marriott, Six Continents and StarWood teamed up to form Hotel Distribution System LLC or HDS.

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