Final Customer Purchasing from an Intermediary of the Product

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: 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 the limitations set by time.

Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others
Distance from the company, from the product, from competition or from some other preferred location.
Distance from company or product
Customers in residential areas

Segments shopping within a few miles of home

No.	SIC	Year	Note
1	5122	1997	With an emphasis on convenience, Walgreens draws most of its customers from a half-mile radius. Thus it can position stores as little as two blocks apart in urban areas like Chicago and still turn a profit.
2	5200	2002	Home Depot has reached market saturation and is unable to continue expanding. Its latest efforts have been smaller "neighborhood" units in urban markets.
3	5331	1998	Wal-Mart even took a page out of Family Dollar's strategy book. In 1998, Wal-Mart rolled out its smaller-store concept, Neighborhood Market. Although small for Wal-Mart means 40,000 square feet, analysts say it can be a threat to the convenience of smaller stores.
4	5331	2002	99 Cent Only plans to take on the much larger Family Dollar and Dollar General chains with a national expansion. One difference between 99 Cents Only and the other stores is that 99 Cents prefers to go into middle class neighborhoods.
5	5499	2000	7-Eleven plans to encourage Web-order companies to send products to the 7-Eleven distribution network for pickup at nearby stores. The method cuts costs and doesn't demand that the customer be at home when the truck arrives. 7-Eleven employees already fill depleted shelves by ordering from handheld terminals, so designing another simple system will help minimum-wage counter-help keep track of everything. At Esbooks, a Japanese book Web site set up last November, 93% of people who bought books have chosen to pick them up at 7-Eleven instead of having them home-delivered.
6	5511	2003	Using Autobytel, customers are able to work out all the details of buying a car online. Autobytel forwards all the information in the form of a purchase request referral to the dealer. The dealer then supplies the consumer a price.
7	5600	2003	Jos. A. Bank Clothiers Inc. sells a full line of men's casual and tailored clothing and accessories. The company has expanded into California with three stores, using market information from their Internet and mail order sales to pinpoint the clusters of California customers. California has made up 10% of the segment's sales and was the #1 state for direct marketing.
8	5731	1993	Circuit City, reporting good results, plans to open 180 new superstores to place it in most major US markets within 3 years.
9	5731	2002	RadioShack is no longer carrying big-screen televisions and paring desktop computer models down to four or five. It ditched car stereos and security systems last year, deciding it couldn't compete against shops that offer installation. Instead, it's now focusing on convenience, estimating that 94% of Americans live or work within a five-minute drive from a store.
10	5944	1999	As of Jan. 1, 1999 Tiffany & Co. will cut the middleman and sell diamonds directly to consumers. And the company no longer plans to sell diamonds wholesale. Instead, it will build more retail stores to reach far-flung customers.
11	6021	2000	Northern Trust wants to run 100 personal financial services offices around the country by 2003–that would put it in reach of 40% of millionaire households. It currently has 81 offices in 12 states with an emphasis on the Sunbelt, where its clients retire.
12	7841	2002	Blockbuster has 4.8 million accounts in the US operating in 5500 stores in the U.S. and 9100 worldwide. Seventy percent of the U.S. population lives within a ten minute drive of Blockbuster.
13	7841	2002	Seventy percent of the U.S. population lives within a ten minute drive of Blockbuster.

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