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

Serve new customers with a new channel of distribution

No. Year SIC Note
1 1986 2060 Sweet Victory sells reduced-calorie ice cream, cookies and candy. It owns and operates retail stores, issues franchises for other stores, and distributes its ice cream to supermarkets.
2 1991 2086 Gatorade is offering new flavors and drinks in plastic bottles (originally only offered in powdered form). Widening distribution to vending machines, convenience stores. Offering Gatorade Light.
3 1990 2300 Coach has broadened its distribution to include catalogs, and now operates 52 boutiques of its own. "We've made a conscious effort to make our product more available to consumers."
4 1987 2300 Coach has broadened its distribution to include catalogs, and now operates 52 boutiques of its own. "We've made a conscious effort to make our product more available to consumers."
5 2002 2389 Levi's sales peaked at $7 billion in 1996 by 2001 it sales had fallen to $4.25 billion. To help its turnaround Levi needs the huge volume of the mass merchandisers where denim pants sell for under $25.
6 2003 2844 Estee Lauder has been trying to develop new ways to create some independence from currently struggling department stores. It has recently purchased Rodan & Fields skincare line, made known by its dermatologist creators who sold their products through infomercials. Estee Lauder also began selling a central department-store brand, Prescriptives, on QVC television-shopping network.
7 1994 3011 Goodyear began selling to mass merchants such as Sears and Wal-Mart to gain greater distribution.
8 1999 3300 Big steelmakers such as LTV Corp. and Weirton Steel Corp., which have been seeing inventories building in the face of cheaper imports, are now watching them drop because of the Web activity. In January, LTV offered 100 tons of cold rolled coil steel through MetalSite, a Web site dedicated to finding buyers for excess steel. Last month, LTV had expanded to six product lines totaling more than 50,000 tons. Without MetalSite, LTV believes it would have been selling roughly half of what it is selling now.
9 1993 3571 Compaq is planning to launch a full-scale mail-order operation.
10 1992 3571 IBM has begun selling computers by mail and 800-number.
11 1997 3634 Sunbeam Corp. opened two factory outlet stores last week in Nashville, Myrtle Beach, part of the company's drive to find new channels of distribution for its products.
12 2002 5812 McDonald's signed a join venture pact with fast casual chain, Fazoli's, to develop 20-30 Fazoli's units in three major U.S. Markets. McDonald's has the option of buying the company. McDonald's is number one in the fast food industry and entered the fast-casual space in 1998 when they bought Chipotle Mexican Grill. In the past three years the same-store sales have grown at a 20% clip.
13 2001 5813 Starbucks has a 90% market share for bottled coffee beverages due to its joint venture with PepsiCo Inc.
14 2003 7221 Kodak, the biggest photography company, bought Ofoto in June 2001 and has been expanding its digital services as demand for film declines.
15 2004 7800 Two Bells, the BellSouth Corp. of Atlanta and SBC Communications Inc. of San Antonio have marketing alliances with services that allow customers to download movies over DSL lines.
16 2002 7822 Hollywood studios are seriously planning to offer their customers a legal way to download films in response to the piracy phenomenon. IBM plans to provide the technology for a new venture called Movielink which will deliver movies online.
17 2004 8062 Universal decided to diversify into psychiatric centers for treating mental-health problems and substance abuse. Plying the same strategy of identifying fast-growing markets, the company had acquired 47 behavioral-health centers, up from 13 in 1993.

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