Because They Need Unusual Functions

A Final customer buying from an intermediary of the product The Final customer is the one who makes the final decision on what product to buy and from which supplier to buy it. Most consumer products, and many industrial products, reach Final customers through Intermediaries.

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

2. Emotional:

B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time
b. Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others
2. Distance from the company, from the product, from competition or from some other preferred location.
b. Distance from competition
3. Because they need unusual Functions




1 6141 2001 GreenPoint Financial Corp.'s no-documentation loans require healthy down payments and the company takes great care with appraisals, an approach that saved it from the large industry profit losses of the early 1990's. GreenPoint's unique strategies keep it away from harsh competition.
2 7841 2005 GreenCline specializes in non-mainstream flicks. Its rental catalog has grown to more than 25,000 titles, The site tells would-be subscribers its selection focuses on "independent, art house, classics, foreign documentary, anime and Asian cinema."
3 7375 2002 RealNetworks, a software company, has signed up more than 600,000 broadband subscribers that pay at least $9.95 a month over their subscription for broadband to get the company's online entertainment service with audio and video content. Much of their content is not offered elsewhere.
4 4513 2004 FedEx has also begun to offer money back guarantee with its LTL business thus making it the first LTL carrier to do so. The best part about the LTL business for FedEx is that for once it does not have to compete against UPS which dominates the U.S. ground parcel market. UPS concentrates on shipments under 1,000 pounds and forwards anything bigger to its supply chain services subsidiary.
5 6141 2003 New Century Financial Corporation lends to homeowners who cannot qualify for conventional loans thus letting them consolidate their debt and refinance their mortgage.
6 5521 2003 America's Car-Mart Inc., a used car company with a unique "Buy Here, Pay Here" strategy, sells primarily to customers with bad credit who are unable to purchase vehicles from a regular dealer. The customers then pay a higher interest rate (19%). Stores are concentrated in rural areas, where customers who default are easier to track down, they also center their stores around Wal-Mart distribution centers to bring in business.
7 6162 2005 As interest rates rise, the refinancing boom that made mortgage companies flush will likely fizzle. The companies are also liberalizing policies to qualify as many would-be borrowers as possible with "Alt A" loans which require minimal income documentation. This practice may raise the risk of defaults.
8 6141 2001 Since the U.S. economy has been faltering, corporations like American Express are focusing more on international markets. It is difficult to boost international business because products must fit non-U.S. markets and regulations.
9 6141 2001 Providian Financial is the #5 credit card issuer in the U.S. Back in 1991, it decided to provide credit to people with damaged or no credit (10% of the population). This brought in more users and improved Providian's database.
10 5942 2003 Book Baron has expanded from 3,000 sq. ft. to 20,000 plus three other locations and an online store. It is the biggest used and rare-book store in Southern California. The store specializes in used and rare books but also carries new books at discounted prices.