Strategic Management

Arborite HBS 9-796-146

John D. Macomber
Market Segmentation Framework Buyer Types (Buying HPL For):
For For For
For For Custom OfficeKitchen Custom Interiors Other Total N. America
Post-Forming Furniture Interiors Cabinets Retail Mkt Vol
Buyer % 200 300 25 275 325 175 1300 MM SF
who say (Exhib 4)
care about: To To To To To To To To To To To To
Products/ (Fig. C, D) OEM Distrib OEM Distrib OEM Distrib OEM Distrib OEM Distrib OEM Distrib
Services Job Days 45%
Types Driven Weeks 30%
Purchases
("Selling Inventory
HPL Driven Days 5%
For") Purchases Weeks 40%
N. America