Final Customer Purchasing from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

Knowledge: Add knowledge

Process where product is used – Explain how product can or should operate in customer cost system


No. Year SIC Note
1 2001 1382 Remington Oil & Gas hit the top. Its hook is data collection. Buying information from seismic data vendors allows exploration firms to pinpoint the best drilling sites. That lowers finding costs and boosts success rates. Remington timed its purchases carefully and bought vendors at the bottom of the oil and gas market at a discount rate.
2 1997 2834 P&G developed Helidac, an intense ulcer-treatment course. It's packaged to help consumers use it properly. Focused on PERM – packaging, education, reminder, & motivation – to help consumers.
3 2002 3600 In addition to expanded product lines under the Vidal Sassoon, Revlon and Sunbeam names, the maker of hair and personal care products Helen of Troy has expanded into direct marketing. Tactica International markets personal care appliance and housewares items via direct response, catalogs and infomercials. Infomercials bring in higher margins because the process eliminates the middleman.
4 1995 4911 Duke Power's demand-side management (DSM) programs are partnerships with its customers that encourage changes in energy consumption patterns to reduce the need for new generating facilities.
5 2004 5900 Despite the importance of the internet in direct-sales, the traditional party format created by Tupperware remains the most popular method. Companies can teach consumers how to use the product, making them more likely to purchase it. This strategy has proven effective with Tomboy Tools Inc., where sales consultants are trained in simple home improvement projects and give demonstrations to customers on how to use the product.
6 2002 7311 Donnelley hired scientists skilled in tracking eye movements to prove that yellow-page readers flipping through directories were drawn to full-color ads. He had Donnelley artists put the findings in a fancy brochure and offered all his directory customers free seminars on how to sell the expensive ads to small businesses
7 8011 When a patient has cancer the oncologist becomes his primary care physician. For example, if an elderly cancer patient breaks a hip, whether or not that patient can have anesthesia during hip surgery will depend on the status of his chemotherapy.

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