Intermediary Purchasing from the Producer of the Product

Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.

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

A. Needs for comfort and status

2. Status in the community
Need for affiliation: Find segments of customers who wish to identify with a particular group in the society. They want to be a part of a group that has:
Distinctive style or appearance:
Demanding of exclusivity. Segment wants a look few others have

No. SIC Year Note
1 2000 2004 In order to minimize cannibalization, when new products cut into existing sales of a similar product, companies can create separate brand images. Kraft has succeeded at this by offering their own brand and the Bull's-Eye line at a different price points.
2 3711 2001 Other premium auto makers are looking to BMW's approach of having vehicles throughout the whole price range to attract drivers into their luxury brand even when they can't afford the most luxurious model.
3 3716 2002 Thor Industries makes RVs and motor homes under brand names such as Airstream, Four Winds, Keystone and Dutchmen.
4 3873 2002 Plastic Swatch watches became instantly popular upon their introduction in 1982, selling 2 million in just two years. Now the company is much more specialized; 45% of its sales and 60% of its operating profit come from watches that cost over $1,500. Swatc
5 3949 2005 For Nike, the move to remove Nike products from Sears stores is part of an effort to segment the shoe and apparel markets with different brands it now controls, including Starter, Cole Haan, and Converse. Nike has made it clear it does not want the flagsh
6 5699 2004 Guess has already tested a few Marciano products in its stores-including a $128 pair of pants-and found that they sold out quickly. Later this year Guess will open five stores dedicated entirely to Marciano to test the concept.

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