Final Customer Purchasing from an Intermediary of the Product

Use Steps: Use steps include all the Final customer’s activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery 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
Distance from the company, from the product, from competition or from some other preferred location.
Distance from company or product
Customers in retail establishments


No. SIC Year Note
1 5812 1994 Triarc, parent of Arby's, will acquire Long John Silver's chain. Triarc says it also plans to convert hundreds of restaurants to "dual-branded" stores with 2 different menus, one offering Arby's and the other Long John Silver's seafood.
2 5942 2000 Borders e-strategy is to build customer loyalty by placing upgraded versions of its web enabled kiosks called Title Sleuth, in each of its stores. The kiosks help customers locate books in the store, place special orders, and learn about store events.
3 5945 2002 FAO Schwarz has added car seats and strollers to the baby section of the outlets. It is now expanding the book and video sections of the shops.
4 5999 1993 Bashas found that only 18% of customers ever went down greeting card aisle. So they moved the cards & sales are up 40%.
5 5999 2003 Borders and Amazon arrangements also lets Amazon users reserve books online, then pick them up from Borders and pay Borders prices.
6 6021 Banks, such as Washington Mutual, have begun to open branches with coffee shops in or near the facility. Starbucks has at least 18 locations that are part of bank branches or adjacent to banks and other coffee retailers have begun testing the concept. This pairing is an attempt to place new emphasis on branches after the closing of locations and addition of teller fees that took place in the 1990s in response to automated banking innovations. With more and more branches being opened, banks seek to differentiate themselves from competitors, luring in cafe patrons and promoting their services. As many as 700 people walk into the average Starbucks daily. The average bank customer visits a branch just 2.9 times a month. The banks often lease unproductive space to the coffee chains; each gets added exposure and traffic.
7 6141 2000 Ace Cash Express made a pact in 1999 with Community West Bancshares Goleta National Bank to develop loans and related products offered at Ace stores. Goleta processes loans and Ace issues debit cards funded by deposits in accounts at Goleta.
8 7514 1989 Hertz offers a business center in major airports so travelers can conduct business on the road (FedEx drop box, a fax machine, phones). Hertz also offers clearly printed directions to thousands of destinations in 100 cities worldwide.

<< Return to Use Steps