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

2. Limitations set by time: Segment customers according to the causes of te limitations set by time
Time limitations due to the use with other products: Segment customers by their use or puchase of other products with the product

Intermediaries of the product who sell similar products

No.	SIC	Year	Note
1	2000	2003	Companies like Kraft, Nestle, Kimberly-Clark, and Unilever have all started to combat competition from store-brand products by adopting a strategy to also do private labels. Many of them sell in Europe.
2	2086	2001	Cott Corp. provides purified drinking water for Wal-Mart's private label, Sam's Choice. Bottled water is the fastest growing segment of the beverage industry, growing at a 35% to 40% annual rate vs. 1% to 2% for carbonated soft drinks.
3	2600	1985	On offering goods for restaurants, hotels and commercial buildings, Scott hopes to offer distributors one-stop service with everything from soap dispensers to paper napkins.
4	2992	1998	In announcing the merger between Pennzoil and Quaker State the companies promised a broader line of waxes, cleaners and engine fluids.
5	3571	2001	Teva Pharmaceuticals battles commodity pricing in drugs through ties with the 20 or so top drugstores and wholesalers. It builds those ties by offering a greater breadth of products in practically all forms and doses. Its pipeline is full of drugs coming off patent that customers have sought.
6	3861	2000	Concord Camera Corporation, an 18 year old company, became stodgy by making outdated cameras and relying totally on the retailers to distribute its product. To turn around, the company started making digital and one-time-use cameras.
7	7300	2000	In 1937, Marriott's president noticed that customers at his food store adjacent to the old Hoover Field airport in Washington were buying food to eat while airborne. He arranged with Eastern Air Transport to allow Marriott to provide food for Eastern flights out of Hoover Field. That was the cornerstone for Marriott In-Flite, at one point the world's largest airline catering business.

<<Return to Obtain Steps