Final Customer Purchasing from an Intermediary of the Product
Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.
Resources: Reduce resources required for the use of the product
Time: Reduce the time the customer must spend with the product
A. Reduce steps the customer must use with the product.
Increase the number of order locations for current customers
|1||1996||5200||Wilmar targets its clients with a 75-person direct sales force, a 1,000-plus-page catalog and monthly sales fliers.|
|2||2001||5700||Best Buy, with a network of more than 400 bigbox stores, was beginning to run out of good locations for new outlets. Musicland would add 1,300 stores to the company. Musicland's smaller stores, located mostly in malls and small towns, gave the company a way to reach new types of customers and gain further leverage with suppliers.|
|3||2002||5731||RadioShack is no longer carrying big-screen televisions and paring desktop computer models down to four or five. It ditched car stereos and security systems last year, deciding it couldn't compete against shops that offer installation. Instead, it's now focusing on convenience, estimating that 94% of Americans live or work within a five-minute drive from a store.|
|4||2002||7841||Blockbuster has 4.8 million accounts in the US operating in 5500 stores in the U.S. and 9100 worldwide. Seventy percent of the U.S. population lives within a ten minute drive of Blockbuster.|
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