To serve the specific needs of China’s diverse middle class, companies must understand the desires of these six sub-segments and learn how to reach them. Early Heavy Buyers are energetic consumers, consisting primarily of professionals in tertiary industries and junior managers at multinational corporations. They tend to be young and well-educated, with an interest in and exposure to the world outside China. As consumers, they are early adopters of the latest products and aggressively seek out fashion that can help them stand out from their peers. Because they serve as trendsetters, members of this group actively search for information online and share that information with peers. They predominantly make purchases online or by mail order and have a high willingness to spend, especially on discretionary goods such as fashion items and lifestyle products and services. This group of trendsetters stands out from Trend Followers, who attempt to emulate Early Heavy Buyers in certain ways but approach purchasing decisions differently. Trend Followers tend to be junior white-collar workers and civil servants who have some leisure time and a stable salary but are new to the middle class and have less room for discretionary spending. They are less well informed than Early Heavy Buyers and consequently place more emphasis on the shopping experience. They are also more prices sensitive. Though Early Heavy Buyers may be more concerned with being the first to get a new product, Trend Followers will wait for discounts and tend to take advantage of promotions.
服务的具体需要，中国的中产阶级，公司必须了解的欲望，这六个细分市场和学习如何达到他们。早期大买家是充满活力的消费者，主要由专业人员在第三产业和初级管理人员在跨国企业。他们往往是年轻人和受过良好教育，有兴趣和接触到中国以外的世界。作为消费者，他们是早期采用者的最新产品，积极寻求时尚，能帮助他们从同龄人中脱颖而出。因为他们充当先锋，该组的成员积极寻找在线信息和共享信息的同行。他们主要是让网上购物或邮购和具有较高的消费意愿，尤其是在自由裁量等时尚用品和生活方式的产品和服务。这组潮流站从趋势追随者，谁试图仿效早期大买家在某些方面但方式购买不同的决定。趋势追随者往往是年轻白领和公务员谁有一些闲暇时间和一个稳定的工资，但新的中产阶级和有较少的房间可支配支出。他们是那么的了解比早期重买家，因此把重点放在购物体验。他们也更价格敏感。虽然早期的大买家可能更关注的是第一个得到一个新的产品，趋势追随者会等优惠，往往以促销。
