Final Customer Buying 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.

2. Emotional: Segment customers according to the personal emotional needs of the segment

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust

Company Capability: Company capability that crosses all products
Convenience Leader: The company can be counted on to be the industry leader in Convenience innovations – Segment interested in company with leading:

Awareness – Segment recognizes company or product

No. SIC Year Note
1 2800 1990 Sigma-Aldrich sells chemicals by telephone to hospitals, schools, and research labs. Last year it mailed almost 2.5 million copies of its three different catalogues to customers all over the world. The volumes list about 47,000 items.
2 3462 1997 ABC is the leading supplier of specialty trackwork and the number two supplier of wheels to the railroad industry. Recent acquisitions have broadened the company's product line into services, including wheel mounting, rail yard automation and signal syste
3 3999 1995 Since software companies use Avery label dimensions as their standard, every time the programs are used, a little endorsement for Avery shows up.

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