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Spring 2025 Marketing (MKT-230-01)
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Scenario 8.2.
Use the following scenario to answer the questions.
AccuBrake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATVs. It also sells its products to independent repair centers, dealers, and other wholesalers in northeastern and southern states. AccuBrake has done research on the demand for lawn tractors and found that most manufacturers are in Georgia, Mississippi, and Louisiana. Research also shows that most dealers who sell directly to individual consumers are in the midwestern states, while dealers who sell to small business landscaping companies tend to be located in the northeastern states. Company executives are considering expansion of its distribution to markets in the Midwest.
Refer to Scenario 8.2. Last year, AccuBrake’s sales to the manufacturers of lawn tractors declined, partially due to the fact that more consumers were hiring small landscaping businesses to cut their grass. This decline in sales for AccuBrake is an example of which of the following?