Intermediary Purchasing from the Producer of the Product

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

Risks in relationship: The customer segment needs reassurance it can trust.
Company Capability: Company capability that crosses all products

Price Leader: The company can be counted on to lead the industry in Price related innovation

No. SIC Year Note
1 2000 1998 Dean achieved its status with no national brands and little advertising. Dean relies on low-margin markets; private-label makes up 55% of its sales. When Dean buys a company, it preserves the unit's traditional strengths and adds efficiency and scale.
2 7374 2004 Alliance has around 10.5 million users today. "These guys have a unique niche among high-end specialty retailers." Alliance looks to sign four to six new private-label clients next year, a few more than last.

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