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

2. Limitations set by time: Segment customers according to the causes of the limitations set by time.

Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others
Breadth of locations where product is purchased or used:
National

No.	SIC	Year	Note
1	2095	2002	Peet's Coffee & Tea plans to sell more of its whole beans to specialty food stores, restaurants, offices and via the Internet. That business carries higher margins than labor-intensive retail stores.
2	2389	2002	Levi's sales peaked at $7 billion in 1996. By 2001 its 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. Levi's announced a new line of discount denim to be sold through the 3000 Wal-Mart stores by the summer of 2003. Wal-Mart is the leader among discounters. The discounters, themselves, sell an estimated one third of all jeans in the United States.
3	2851	1992	Sherwin-Williams is concentrating on increasing market share by increasing company-owned locations where product is sold and selling to Wal-Mart.
4	3089	1999	Internet sales are a part of a broader push by Tupperware to boost sales. The Home Shopping Network will soon broadcast the second one-hour show devoted to selling Tupperware in the past three months.
5	3300	1999	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.
6	3500	2000	Under a 5 year contract, Gateway will set up and staff Gateway sales operations inside as many as 1,000 OfficeMax stores, more than quadrupling Gateway's US retail presence. Gateway plans to set up 500-square-foot to 1,000-square-foot retail centers inside OfficeMax stores. Gateway employees will sell its PCs, Internet access, PC training and other services. The two companies also agreed to link their Web sites, allowing Gateway buyers to purchase OfficeMax supplies over the Internet.
7	3571	2003	Apple has been trying to make a deal with Circuit City and Best Buy which are the two largest consumer electronic retailers, to sell their products in a special product display area by Apple employees.
8	3600	2004	Sony began opening storefronts last year, quietly opening stores in different cities, making retailers of Sony goods uneasy. They worry that the manufacturer is becoming a potential competitor. Other manufacturers like Apple and Dell do this, but the two electronics manufacturers do not rely heavily on retailers to sell their product. Sony is moving into high-end shopping malls to sell to women, who are often alienated by big-box stores in strip malls. The stores are outfitted with a concierge to greet shoppers. Aisles are wide enough for strollers. Televisions are arranged to allow shoppers to visualize how the products will look in their homes. And sports are verboten. Competitor Samsung opened up a showroom in Manhattan but focused on showing off the products, those who wished to make purchases were directed to nearby retailers.
9	3711	2003	The Audi company believes they are under-represented in North America, so in response they are boosting the number of dealerships in the U.S. to at least 150 from 68 and expanding the vehicle sales targets from 85,700 to 180,000.
10	3900	2001	Fastenal has started to pursue more national accounts. This would help manufacturers with multiple wide-spread facilities that consolidate parts and tools contracts into a single supplier.
11	4813	1990	In 1988, AT&T had Multi-Location Calling Plan that let customers earn discounts based on the traffic volume from all their locations, not just the main office.
12	7363	2005	Temporary day-labor firm Labor Ready's rivals are mostly privately held local or regional outfits. Labor Ready is the only company of its kind with a nationwide footprint, putting more than 600,000 people to work in a year.

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