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.

3. Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products.

A. Knowledge of company and company product

3. Knowledge of product technology

Average – some acquaintance, but may not be current customer in the industry

No.	SIC	Year	Note
1	2389	1995	Nike now has 4 Nike Towns, including a huge store in Chicago that includes a basketball court and video theater.
2	2800	2004	Despite the importance of the internet in direct-sales, the traditional party format created by Tupperware remains the most popular method. Companies can teach consumers how to use the product, making them more likely to purchase it. This strategy has proven effective with Tomboy Tools Inc., where sales consultants are trained in simple home improvement projects and give demonstrations to customers on how to use the product.
3	2834	1997	P&G developed Helidac, an intense ulcer-treatment course. It's packaged to help consumers use it properly. Focused on PERM – packaging, education, reminder, & motivation – to help consumers.
4	2840	1992	P&G describing previous "deodorant soap" now as "anti-bacterial deodorant soap."
5	3571	1991	Dell is adding more value to the basic machines it sells. Dell salespeople, for example, now sell computer systems tailored to a customer's needs by adding software programs.
6	3571	2003	Upon its entry into the consumer electronics market, Gateway is remodeling its retail stores to demonstrate more effectively how all of its new products work together. These new products include flat-panel TVs, home theater systems, digital camcorders, and pocket music players.
7	3571	2003	With the Dell Digital Jukebox and Dell Music Store, the company is taking a page from Apple's playbook. The device features a sleek design and a hard drive with a large storage capacity, just like Apple's iPod. Dell's online music service is expected to offer thousands of songs for legal downloading, just like Apple's iTunes.
8	3711	2002	Although Porsche has modernized many of its production techniques, the outermost layers of paint on each car are applied by hand, and its engines remain unchanged and hand-assembled.
9	3944	1996	Any set that costs more than $14 comes w/ an invitation to join the LEGO Builders Club, a loyalty-builder that offers coupons & a LEGO magazine.
10	4899	1996	Motorola is getting pressured to "dumb-down" its product line because of changes in customer characteristics. Nearly 3/4 of those purchasing cellular use them for personal reasons.
11	4931	2000	Wattage Monitor lets consumers choose new electricity providers. The service specializes in providing consumer information about electricity suppliers, and doesn't sell products online.
12	7372	1996	Disney's interactive version of Pocahontas came with instruction to parents to open, install, & learn to use the software in advance.

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