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.

Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products

Knowledge of company and company product: Familiarity with company and brand, crossing all products:
Customer knows the channel brand but not the producer brand

No. SIC Year Note
1 3571 2004 Customers who call Dell but do not qualify for the computer maker's credit option are routed to the Aaron-Rent-call center. Aaron has about 70,000 computers out on rent, and most of those are made by Dell. Dell denies about 10% of prospective customer for
2 3577 2002 Sun didn't have a full storage lineup until last fall. That's when it struck a deal to sell Hitachi Ltd storage equipment under the Sun name. Sun made plans to sell new software that manages storage networks. The moves gives Sun more of a presence in high
3 3661 2004 These days, carriers reign supreme. For several years, the likes of Verizon, Sprint and AT&T have been playing up their own brand names on cell phones while downplaying the names of manufacturers.
4 5092 2000 has an alliance with Animal Planet. The cable show promotes site for which pet store provides the online commerce.
5 5122 2003 SureScript said merchandisers Costco Pharmacies, Kmart, ShopKo and Meijer had agreed to promote and encourage use of SureScript's fee-based system. Many grocers decided to do likewise.
6 5411 2004 Sysco has been the nation's leading food distributor for over a decade. The company has built new distribution centers, nurtured its customers via its 8,000 person sales force, and cranked out private label foods that brought in $11 billion last year.
7 6141 1985 Credit card affinity programs, where a credit card carries an exclusive affiliation with an organization, started in the early 80s.
8 6141 2001 AmeriCredit Corp. has a sales alliance with the Chase Auto Finance division of J.P. Morgan Chase & Co., which has generated as much as 12% of AmeriCredit's volume. The two work together in marketing to auto dealers, with Chase receiving the prime borrower
9 6311 1988 Some insurance companies added new distribution systems, such as brokers, who tended to have larger market shares than independent agents.
10 7374 2000 Critical Path sells email and other messaging services to ISPs and to customers such as America Online and E*TRADE which then turn around and offer those services to their customers or employees.

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