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

b. Reduce the customer's spending on People, Purchases or Capital costs the customer uses with the product itself

People costs

No. SIC Year Note
1 5122 2000 In the last nine months, McKesson has signed 14 agreements to supply hospitals, supermarkets, and pharmacies with drug, medical and software supplies. It also launched an Internet service for independent pharmacists – a sort of virtual pharmacy that lets the 4,600 pharmacies in its network offer features such as 24-hour drug refills. In addition, the company is building a Web-based system for doctors, nurses and medical assistants to store clinical data, patient records, and schedules. The best feature of the system – a hand-held device that does everything the Web-based system can do – won't be available for about two years.
2 7372 2001 Another MortgageRamp business line, called Aurora, will provide lenders with a software package to streamline paperwork. Such software will help lenders save 25% to 30% of processing a loan. MortgageRamp also is developing an in-house appraisal service.
3 7379 2002 Nexpansion service for retailers is similar to a service it sells to product manufacturers. That service lets consumers order hard-to-find products on manufacturers' Web sites. Nexpansion handles all of the orders and shipment.

<<Return to Sell Steps