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Brainstorming Ideas: Intermediary Purchasing from the Producer of the Product

Intermediary Customers Purchasing from the Producer of the Product. Each of these costs represent steps an Intermediary or channel customer must take in connection with the product.

Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.

2.
Emotional: Segment customers according to the personal emotional needs of the segment

  1. Needs for comfort and status

  2. Needs to avoid sources of anxiety

    1. RISKS IN RELATIONSHIPS: The customer segment needs reassurance it can trust

      1. A piece of eqipment or product – a specific product apart from the company or process. Examples>>

      2. A process or procedure: A specific process apart from the company or product. Examples>>

      3. Company Capability: Company capability that crosses all products

        1. Function Leader: The company can be counted on to lead the industry in Function innovations. Examples>>

        2. Reliabiilty Leader: The company can be counted on to lead the industry in major aspects of Reliability. Examples>>

        3. Convenience Leader: The company can be counted on to be the industry leader in Convenience innovations. Examples>>

        4. Price Leader: The company can be counted on to lead the industry in price related innovation. Examples>>

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