Intermediary Customer Purchasing from the Product Producer

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

Knowledge: Add knowledge

2. Relative benefits – Help customers understand the unique benefits of your product

Establish reputation for brand

No. SIC Year Note
1 0 1999 The post office aims to be the Web's top shipper. It has a deal with and handles merely two-thirds of Amazon's shipments. More merchants are signing up. The company is constantly bringing on e-tailers, as well as those who are in click and mortar.
2 2082 2004 InBev is the new No. 1 in the world of beer. The beer empire produces 161 million barrels a year, compared with rival Anheuser-Busch's 130 million. InBev has a major presence in far more markets than its US rival. Its top brands in Europe include Stella Artois, Becks, and Bass. In Latin America, it owns Skol, the world's No. 3 beer brand.
3 2086 2003 Cott Corp., a private-label soft drink supplier that sells to retailers, doesn't look to swamp consumers with new products. "Rather, we monitor categories that are successful and try to expand in those areas." Cott added flavors and products, and updated store displays to boost sales.
4 2273 1996 World's CustomWeave division was able to grow dramatically when it shifted to a tight market focus on a select group of high end retailers.
5 2732 1990 Bantam Doubleday Dell sent 60 top executives to work for 2-3 days in bookstores across the country to learn more about how books are actually sold. Hopes that increased understanding of customers will help bookstores sell more of their titles.
6 3944 1993 Mattel and Fisher-Price announced merger. Now Fisher-Price toys able to be marketed overseas.
7 4812 2001 In addition to revenue from cell-phone sales, RadioShack gets about 5% of what subscribers pay for Sprint's monthly rate plans.
8 4899 2003 McDonald's has said it will test Wi-Fi in several hundred restaurants in three major markets by year's end, teaming up with wireless provider Wayport and using Intel to test the areas.
9 5141 2001 Fleming Cos, the grocery distributor, faced difficult times as discount chains and club stores gobbled up business from independent grocers, its main customer base. The company's own chain of supermarkets was also affected. Fleming supplies 3,000 supermarkets, 5,000 convenience stores and 1,000 super centers and discounters. The company reduced its dependence on struggling traditional grocers and teamed up with Kmart to better penetrate the discount market.
10 6141 2001 AmeriCredit Corp. has a sales alliance with the Chase Auto Finance division of J.P. Morgan Chase & Co., which has generated as much as 12% of AmeriCredit's volume. The two work together in marketing to auto dealers, with Chase receiving the prime borrower and AmeriCredit subprime loans.

<<Return to Obtain Steps