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 capability that crosses all products

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

No. SIC Year Note
1 2011 1995 Chicken sales are gaining over beef; not due as much to health concerns but due to fact that chicken farmers have vertically integrated, now growing chickens from birth to processing to ensure uniform size. This consistency makes it easier to sell to McDo
2 2080 1992 Pepsi did a promotion which offered buyers a $5 rebate on the home video release of "Home Alone." This deal gave customers money back, but tied in the all-family appeal of Pepsi to the all-family appeal of the movie.
3 2330 2001 Gucci has cut its high-volume retailers because of strong commitment to keeping the luxury connotation attached to the brand. Gucci's executives believe that their kind of brand discipline means sacrificing short-term scope for long-term demand.
4 3576 2000 Some of Cisco Systems Inc.'s success comes from the probability it will be around for the long term. Some of the company's rivals have inspired the same confidence among customers.
5 3674 2001 The development of the chipset, a pair of semiconductors that together cost PC makers between $20 and $50, finally transformed the notorious rivalry between Intel and Advanced Micro Devices. The chipset directs the flow of data through the various components of a PC, shuttling information, coordinating graphics and managing instructions from the user. While chipsets contribute just a small percentage of Intel's revenues, they are the key to its domination of the PC hardware business, chipsets allowed the company to enforce a standard hardware design from all PCs. For PC makers, this guaranteed absolute software compatibility and saved them from the cost of designing, testing and making their own devices. Add-on hardware makers had a single standard set of interfaces for plugging their circuit cards and multimedia devices. This shut AMD out of the business.
6 3711 2001 Lexus, a division of Toyota, has a reputation for quality which attracts new buyers to the brand, fortified by Toyota's experienced and strong marketing and service at dealerships.
7 3713 2000 Paccar is surely better positioned than it was during the industry's last rough stretch, in 1996. Then, Paccar banked almost entirely on sales of custom-built, heavy-duty trucks in the US. And Paccar, with 21% of the heavy-duty truck market, is pushing hard into the still growing market for midsize, short-haul trucks.
8 3800 NA Tourneau's second-hand watches come with guarantees.
9 4899 2002 The newest innovation to propel the tech industry is Wi-Fi technology, a set of standards created to provide wireless office computer networks. Now, it's spreading to deliver Internet access to coffee shops, airports and homes.
10 5734 2001 Apple Computer uses a selective hiring system, interviewing around 6,500 people for over 600 jobs in its 25 stores. The company seeks out tech-savvy, Mac-savvy employees.
11 7372 2001 Borland Software claims that we as a corporation are consistently focused on the developer community, and we are focused on giving them the freedom of choice to use any products they want with our products. They don't have to exclusively use ours.

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