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.
B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product.
Segments where delays create risk for customers
|1||3100||2002||Coach has switched its manufacturing from company-run factories to independent factories that are able to move faster to catch fashion trends and work in materials other than leather.|
|2||3500||2002||Outdoor-gear retailer REI's stores feature Internet kiosks that allow customers to check for out-of-stock items on the Web or find a nearby hiking trail.|
|3||3571||2003||Toyota Motor's Lexus division bought Palms for it sales teams in dealerships across the US to give them instant information on Lexus models and associated financial deals.|
|4||3599||2003||Casey's General Stores Inc. installed satellite-based intranet systems to allow their gasoline delivery drivers to electronically monitor the amount of fuel in stores' underground tanks to prevent outages.|
|5||6035||2003||Countrywide Financial, the largest independent mortgage lender in the U.S., hopes to capitalize on the numerous other mortgage bankers closing up shop. As it grew, it created a taskforce dedicated to finding new customers such as real estate agents, attorneys, and homebuilders, who were often ignored during the industry's periodic refinancing booms. Countrywide has 6,800 such reps and plans to add 3,200 more over the coming year. One thing that might attract those brokers is Countrywide's decentralized structure, which gives local offices wide latitude in granting loans rather than having approvals go through a central office. Hassle-free closings keep salespeople satisfied.|
|6||6141||2005||Credit Acceptance Corp. advances dealers less than most other subprime lenders – under 50% of the total amount due on a loan, including interest. In turn, it promises dealers it'll approve a loan on any vehicle on its lot within 30 seconds.|
<<Return to Sell Steps