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.

A.
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

Establish local presence independently

No.	SIC	Year	Note
1	2096	1992	To sell its cheese snacks, Borden shunned TV and print advertising, instead creating 25,000 cardboard cutouts of an orange fox. It was part of a merchandise display that held 200 sample-size packages of the snacks.
2	2389	1995	Nike now has 4 Nike Towns, including a huge store in Chicago that includes a basketball court and video theater.
3	3571	2003	Hewlett-Packard's products are sold through consumer electronics retailers such as Best Buy and Circuit City. This holiday season HP plans to heighten its retail strategies with special in-store showcases for technologies such as digital photography.
4	3679	1986	To establish international brand-identity and overcome trade frictions, AC Wang set up factories in Atlanta, Long Beach and Great Britain. Multitech is spending $1 million on advertising in the US to boost its international identity.
5	5251	2004	Chain store Tractor Supply has sent out 100 three-man teams from existing stores to work nights, rework layouts and add new products.
6	5900	2004	The old-school, direct-sales approach of Tupperware is gaining traction among small-business owners. The Internet has made widespread recruitment of sales representatives easier and cheaper and e-mail has facilitated marketing and selling. E-commerce has allowed sales to expand beyond the traditional house party format by letting reps direct potential customers to a company's website for purchases. Competition for retail space is reduced as direct-sales retailers don't have to compete for store placement with already established companies.
7	6531	1999	Realtor.com which is 15% owned by the National Association of Realtors, takes no piece of the agent's commissions. It does charge for advertising an agent's home page.
8	7371	2003	Salesforce.com rents software online to companies. The companies use the software to manage their sales people. The service now offers developers to rent out their software using Salesforce.com's computers.

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