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.

Resources: Reduce resources required for the use of the product

1. Money – Reduce the money the customer uses with the product

a. Reduce the level of payment for use of the product

Reduce performance benefits

No. SIC Year Note
1 2389 2002 The new Levi Strauss Signature line will feature men's, women's and children's jeans for less than $30. Most of Wal-Mart's jeans sell for less than $18. Some go below $10.
2 2834 1992 Mylan was quick to introduce a generic version of Marion Merrell Dow's Cardizem heart drug last month and is also ready with FDA approval to make a generic of Warner -Lambert's Lopid, which goes off patent next week.
3 3300 1999 Until recently, only the car companies, steel's biggest customer, could come close to naming their own price for steel. Now hundreds of small and midsize steel buyers are circumventing all the middle men and paying less for their steel by visiting MetalSite or its rival e-Steel, websites dedicated to selling steel. Because the steelmaking process is not perfect, a producer often churns out more steel than is necessary to fill particular orders or shipments. The overage traditionally has been warehoused or recycled but either way consumes inventory space and is a drain on company profit. With the Web site, the companies can quickly unload excess and secondary steel, accounting for about 15% of the steel sold in the U.S.
4 3571 2001 For PDA buyers, the Palm platform is looking better than ever. Compared with Microsoft's Pocket PC–the main alternative–Palm has key advantages. And with two new models at the high end, Palm m500 and m505, Palm is gaining ground. Palms are already substantially less costly than Pocket PCs, are simpler to learn and use, and have brand status. Where the Pocket PC camp has had an edge has been in hardware. But with the new Palm products, the gap is closing.
5 3571 2001 Palm keeps expanding its offerings: The cheap, entry-level m100 has opened the door to new markets such as college kids. The products' easy to use interface is an overwhelming hit with users, who see Palm as the handheld to own.
6 7373 2000 Sun plans to market StarOffice and StarPortal through Internet Service Providers and ASPs and then charge user fees to end users. These fees would range from $1 to $100 per seat depending on the size of the company.

<<Return to Sell Steps