Intermediary Customer Purchasing from the Product Producer

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.

Knowledge: Add knowledge

1. Company and products – Help customers recognize and recall name of company and its products

c. Attract attention of customers to brand name

Use non-traditional advertising in space available to many people

No. SIC Year Note
1 2085 2003 Belvedere vodka was launched at tasting events for bartenders. Gift bottles were also sent to key players in important markets. Frequent feedback from early purchasers and word of mouth recommendations contributes to the profit in a given category.
2 2522 2004 The futuristic design of the Humanspace's Freedom chair appealed to Hollywood set designers, exposing the design and helping to push sales up to $23 million by 2002. The steely-eyed government agents in Fox TV series 24 sat in Humanscale chairs, the chairs also showed up on the sets of Tim Burton's remake of science fiction classic Planet of the Apes and Bryan Singer's second X-men film, X2.
3 2830 2004 Over-the-counter health care product maker Chattem Inc. takes advantage of its opportunities. It gets its ads on network TV, but never pays the full asking prices. Chattem also trolls around the bargain basement of media, buying a lot of media on sale.
4 2834 2003 Since its release in 1998, Pfizer's Viagra has spawned the market for "erectile dysfunction" (ED) drugs with the biggest launch ever in the industry. The marketing onslaught has never let up. In 2000, Pfizer sponsored free ED screenings at Nascar events. The next year the company financed a "Cool Blue September" national concert tour, featuring disco-era band Earth, Wind & Fire. Last year Viagra became an official sponsor of Major League Baseball.
5 3711 2001 To market their new lower priced vehicles to the younger crowd, luxury car makers are using tactics like sponsoring parties in hipper metropolitan areas.
6 3711 2004 Mercedes toured nine of its model lines in 12 cities this summer, allowing consumers to drive its new cars in what the company dubbed the "LoveMercedes Tour."
7 5000 1990 Waldbaum's has the Checkout Channel, a satellite TV project of Act-Media and Turner Broadcasting, displayed on a mounted TV over its checkout counter. As well as TV newscasts, has lot of product advertising.
8 5182 2003 Sidney Frank Importing Company has created a new brand for the nascent market in expensive "super premium" liquor. Grey Goose vodka appeared in late 1997 with a new marketing campaign. It usually consisted of young women handing out samples of vodka.
9 5900 2005 National Geographic documentaries excite people to explore our world. "We thought this was a good way to provide a nice service for members as well as reach out to new people and attract them into our society."

<<Return to Sell Steps