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

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Potential improvement in income of current customers: Customer segments whose revenues could increase if the supplier:
Limited competition for the segment

No. SIC Year Note
1 2082 1991 As the beer industry matured, a new wholesaler did not necessarily have his choice as to the supplier from which he would buy. Wholesalers typically have exclusive territories in which they are the only distributor of their brands.
2 2082 1991 In the three-tier distribution system that is in place in the beer industry currently, brewers assign exclusive territories to their customers. These agreements mean that any retailer that lies in a wholesaler's assigned territory must buy from that wholesaler.
3 2085 2003 Distillers are required to sell their products through independent distributors. Rather than stick with the traditional patchwork of small operators, Diageo over the past year has pitted booze wholesalers against one another by making them bid for exclusive rights for an entire state. That consolidation should result in big efficiencies. It also gives Diageo clout with distributors.
4 3674 2000 Orckit is planning a spin-off called Tikcro in the semiconductor business. It will be beneficial because customers were previously interested in Orckit's proprietary chipset technology but wanted to avoid potential competition with Orckit systems.
5 3711 2004 Lexus sacrifices sales in the short term by keeping inventory low but it gains sales over the long term because dealers won't alienate consumers by using the hard sell to push slow-selling vehicles to ambivalent shoppers. Lexus dealerships are the most valuable in autoland because they sell on the market for six times the earnings before interest, depreciation and taxes, which in a good market is $25 million to $30 million. Other brands of dealerships sell for between two and five times Ebitda. With all the gross profit, the dealers can afford posh showrooms. They attract the best salesman who with the normal 25% cut of the gross profit can pocket $800 per sale instead of the $400 they might get with a typical brand. The dealers can offer perks like loaner cars and free car washes as well. One Lexus dealership spends $1,500 a week on gourmet deli sandwiches and salads that sit in a refrigerator case for customers. There are carpeted gyms at the dealership and at the service station. The mechanics' bathroom is tiled with marble.
6 3872 2000 Meade Instruments sells telescopes that carry a special brand name at mass merchants like Wal-Mart and Target, some of Meade's best customers. At Wal-Mart, Meade telescopes are sold under the TeleStar brand. They are prominently displayed in the vision centers located in the front of most Wal-Mart stores.
7 5812 1992 Hardees franchisees get the same type of franchising agreements as other people. However, they do receive better exclusive territory development rights.

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