| Sumario: | The economic and social prominence achieved by Trading MSMEs (called, either convenience stores or neighborhood stores) in Colombia, has led them to hold more than 60% of the high consumption products market, to the detriment of supermarkets participation into the same sector. However, there is a minimal bargaining power with suppliers due to each production unit size. Therefore, this document is approached from shopkeeper’s viewpoint, concerning three elements forehead to suppliers: bargaining skills, incentives to rise in purchases, and also payment flexibility. To identify different groups of commercial establishments, was used a cluster analysis technique. Owing to sample size, a breaking down model was applied based on the Howard and Harris algorithm. They have identified four groups according their characteristics, which have been called: Submissives, Exploited, Independents and Leaders.Key Words: counter sales; quality; price and wide range of products, credit; customer services; establishment’s location; supply of all goods into the consumer’s basket.
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