Intermediary Purchasing from the Producer of the Product

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking 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 limitations set by time.
Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product

Segments where delays cause customers to be inactive

No. SIC Year Note
1 2511 2004 In order to combat the flow of cheaper furniture imported from China, U.S.-based manufacturers are offering speedier delivery on custom pieces which make up 30% of units sold. The products once took from 8-12 weeks to be delivered. Century Furniture is offering made-to-order home-office furniture that could ship within two weeks; Berkline/Benchcraft reduced its sofa delivery to 20 days. Furniture Brand's Lane Home Furnishings has reduced delivery time on custom upholstery goods to 30 days. Rowe furniture leads the industry with shipping its customized sofas in just 10 days. Wood furniture manufacturers are following suit. Custom goods from Asia take at least five to six weeks to arrive. They are improving the production process to speed these times.

<<Return to Obtain Steps