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

3. Process where product is used – Explain how product can or should operate in customer cost system


No. SIC Year Note
1 0000 2001 To help Wal-Mart optimize its stocking and merchandising, the company expanded its data warehouse to store and analyze two years of sales transactions. This allows the company to concoct assortments of products. They are aided in this mission by vendors who are anxious to sell to the superstore. Companies like Pennzoil and Procter & Gamble are devoting resources and manpower to cater to the store and it's needsfor information about its customers.
2 2015 2004 In response to the popularity of low-carb diets, the American Bakers Association and the North American Millers Association are joining forces in a marketing and public relations blitz that includes consumer advertising, marketing materials aimed at doctors and schools and a rapid response team of carb-friendly experts. The low-carb lifestyle is hurting demand, with more than 50% of the population cutting back on the intake of carbohydrates. The campaign focuses on "balancers," those who have not joined in on the low-carb craze or are completely unaware of nutrition. An important sub segment is well-educated women from 35-55.
3 2800 2004 The relationship between Kodak and Walgreens flourished into the 1990s, when consumers began demanding more one-hour photo developing. Kodak helped Walgreen set up a national one-hour photo business. It provided machines called minilabs that could handle the developing on-site–collecting fees to lease the equipment–and trained Walgreen employees to operate them.
4 3571 2005 EMC, IBM and Dell have made stronger pushes for the storage field, which often dovetails server sales. Mangers in Hewlett-Packard say server and storage unit execution will shore up the business, not a dramatic new strategy. The company is banking on a three step plan. They are hiring more sales people who know storage and related technology to help make more deals. The company is also making better use of its sales channels, especially against Dell. Dell sells directly to customers. Only 30-35% of HP's server resellers offer storage products.
5 5812 2003 The Starbucks reloadable card helps the company gather information about their customers' shopping and buying habits. The data helps identify potential locations for new stores and identify customers to target for direct marketing.
6 6211 2004 Barclays Global Investors had little success with World Equity Benchmark Shares among individual investors and turned to managing money for smaller investors. They leveraged their index experience and educated investors with advertising, offering tools to help financial advisors use ETFs in clients' portfolios. BGI launched a large number of mutual funds all at once to provide building blocks for clients' portfolios.
7 7372 1995 Lexus came out with a CD-ROM program to teach its dealers how to sell and make customers feel good.

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