Intermediary Purchasing from the Producer of the Product

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.

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 capabiity that crosses all products

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

No. SIC Year Note
1 3571 2002 Toshiba knows it has to get back to being a technology leader. An area they excel in is adding wireless communication to its laptops. Toshiba is six to nine months ahead of its rivals in adding wireless features.
2 3711 2001 Toyota's product line has grown by about 50% in the past 10 years, going from about 40 total models to over 60.
3 3841 2000 Medtronic Inc., the No. 1 provider of pacemakers, has developed a to link doctors to their heart patients via the Internet.
4 4841 1987 HBO and Showtime are seeking to differentiate their offerings and have signed exclusive movie contracts with rival studios; in past years, both frequently offered the same films. In addition, both adding made-for-TV movies & exclusive events like boxing.

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