Brainstorming Ideas: Intermediary Customer Purchasing from the Product Producer

Intermediary Customers Purchasing from the Producer of the Product. Each of these costs represent steps an intermediary or channel customer must take in connection with the product.

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.

  1. Knowledge: Add knowledge

    1. Company and products

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

      1. Warnings and advice


        1. Draw on reputation of existing products

          1. Combine product with strong brand from another firm Examples>>

          2. Other Examples>>

        2. Use brand name to establish reputation Examples>>

        3. Get professional or third party endorsement Examples>>

        4. Associate product with particular values to imply relative benefits Examples>>

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