Intermediary Purchasing from the Producer of the Product

Return Steps: The Return steps include activities required to return defective product to the supplier. These activities include the work to deliver the product to the supplier and receive credit for the returned product.

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

B. Needs to avoid sources of anxiety

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

Reliabiity Leader: The company can be counted on to lead the industry in major aspects of Reliability

No. SIC Year Note
1 2300 2004 In 2004, Polo RL launched a pilot program in cooperation with Macy's to tighten inventory of Polo goods. This led to fewer markdowns. The two firms also worked to improve the shopping experience for customers. The result has been total sales increases and increased full-price selling. Polo plans to expand the program into half the department stores that sell its clothes.

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