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.
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
|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.
|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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