Intermediary Purchasing from the Produce 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

Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

No.	SIC	Year	Note
1	0	2001	Many Internet exchange sites have recently shut down and virtually all the rest are badly behind schedule in implementing their business plans. The main assumption behind the exchanges was wrong. Faxes and telephones are just as efficient as the Internet in this field. They also offer a crucial flexibility that the Internet can't match, allowing Hunt to vary its prices while keeping the variations confidential and preserving goodwill. Internet exchanges also force 1% to 2% transaction fees.
2	2082	1991	In the three-tier distribution system that is in place in the beer industry currently, brewers assign exclusive territories to their customers. These agreements mean that any retailer that lies in a wholesaler's assigned territory must buy from that wholesaler.
3	3011	2002	Goodyear has chopped discounts to its biggest distributors who had been using their lower prices to undercut Goodyear's sales to smaller customers elsewhere.
4	3711	2004	Lexus sacrifices sales in the short term by keeping inventory low but it gains sales over the long term because dealers won't alienate consumers by using the hard sell to push slow-selling vehicles to ambivalent shoppers. Lexus dealerships are the most valuable in autoland because they sell on the market for six times the earnings before interest, depreciation and taxes, which in a good market is $25 million to $30 million. Other brands of dealerships sell for between two and five times Ebitda. With all the gross profit, the dealers can afford posh showrooms. They attract the best salesman who with the normal 25% cut of the gross profit can pocket $800 per sale instead of the $400 they might get with a typical brand. The dealers can offer perks like loaner cars and free car washes as well. One Lexus dealership spends $1,500 a week on gourmet deli sandwiches and salads that sit in a refrigerator case for customers. There are carpeted gyms at the dealership and at the service station. The mechanics' bathroom is tiled with marble.
5	3714	1988	With an increase in Detroit Diesel's share by Penske Corp., Penske will produce smaller engines, giving Penske the broadest line of engines in the business, ranging from 5 to 2,000 horsepower.
6	4724	1990	Discounted tickets sold by consolidators can often be inconvenient: availability can be uneven, tickets usually sold only for coach seats, generally require stopovers and carry time restrictions. They also can't be transferred to other airlines for last minute changes.
7	5600	1988	Dress Barn asked for none of the concessions regularly demanded by department stores–the cooperative advertising allowances, return privileges or subsidies to guarantee a store's gross margins.

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