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.

Resources: Reduce resources required for the use of the product

Time – Reduce the time the customer must spend with the product

C. Help customers obtain and use related products

Offer products that could be purchased with the main product, saving purchase time

Add products used or purchased concurrently with the main product

No. SIC Year Note
1 3571 2001 Sun announced its entry into the low-end server appliance market with its Cobalt line of machines, Sun sells Cobalt appliance server packages for as low as $995. Sun in December completed its purchase of Cobalt Networks Inc., a pioneer in server appliances.
2 3577 2004 Last year, Dell introduced two "all-in-ones" – printers that also scan, copy, and fax. As all-in-one sales soared during the holiday season, Dell's U.S. market share in that category hit 14.5%, just behind No.2 Lexmark.
3 4513 2000 Since Airborne Freight's unused space on airplanes has doubled to 40% (due to less deliveries and larger planes), it will start renting out space on its Web site.
4 4899 2004 Cable Companies are jumping in to compete with phone companies over VOIP technology (which allows users to place calls over the Internet), and phone companies are using VOIP to compete with one another. Every major phone carrier is jumping in, with retail or wholesale projects under way.
5 5734 2001 Apple's retail stores sell computers, scanners, printers, MP3 music players, Palm handhelds, digital cameras, camcorders and software, among other items.
6 5800 2003 Krispy Kreme is testing espresso drinks, and this summer plans to introduce frozen coffee drinks.
7 7389 2003 Large software makers are building their own professional service businesses as well. These teams offer consulting, client training, and software hosting. Meanwhile, large systems integrators such as Accenture and EDS are broadening their focus. A slowdown in large computer integration projects means these firms are seeking more consulting deals.
8 8742 2003 Complicating matters further for the big consulting firms, the competitive landscape has changed. These days, big hardware and software makers are trying to make up for slowing product sales by building their consulting businesses. No firm has shaped this trend more than IBM, which has transformed itself into a services-led powerhouse the past decade, adding high-end consulting recently.

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