Final Customer Buying from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

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

B. Needs to avoid sources of anxiety

Limitations set by time: Segment customers according to the causes of the limitations set by time

No.	SIC	Year	Note
1	3300	1999	Big steelmakers such as LTV Corp. and Weirton Steel Corp., which have been seeing inventories building in the face of cheaper imports, are now watching them drop because of the Web activity. In January, LTV offered 100 tons of cold rolled coil steel through MetalSite, a Web site dedicated to finding buyers for excess steel. Last month, LTV had expanded to six product lines totaling more than 50,000 tons. Without MetalSite, LTV believes it would have been selling roughly half of what it is selling now.
2	4011	2001	By loading an entire 110-car grain train at a single facility such as Alton's the railroad can operate the train intact from origin to destination without the costs and delays of switching cars.
3	4512	1987	Allegis combined United Airlines, Hertz and Hilton hotels. Allegis had hoped to build an army of loyal customers seeking crossover services, discounts and joint reservation and check-in systems.
4	5812	2003	Panera Bread is a bakery/café chain with 500 stores; it plans to open 120 more this year. It is penetrating the West Coast market with a 60-store opening across Southern California. Its market potential is estimated at 1,500 stores.
5	6300	2005	Insurance carriers are working to process applications and service requests more quickly. Some of these carriers are using the same lean manufacturing techniques used by manufacturers. For example, some are using straight-through processing which links steps for new applications, renewals, service inquiries and claims to increase speed and accuracy.
6	6512	2003	The Unico Properties landlord just finished building a few pre-furnished and decorated speculative suites in its office building in San Francisco, a city with nearly 17% of its total market for office spaces empty.
7	7011	2003	Three big Chicago hotels operated by Hilton shut their in-house reservations desks. Callers get an automated answering system that routes them to agents in Dallas. Hilton leaves nearly all cost-cutting decisions up to local managers, who are responsible for meeting specific profit margins. Marriott, one of the largest of the big-brand hotel-management chains, says it isn't seeing decreases in guest satisfaction.

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