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
Economic limitations: Segment customers according to the limitations set by their economic interests and concerns
|Rubbermaid keeps track of its retail customers' inventories with a computer hookup to the retailer's point-of-sale data, to get shipments out as soon as they're ordered.
|Bar code scanners allow Safeway to research and place products in the places where customers are most likely to buy them. Ex: it placed candy bars near the front-end checkout stands because that's where people bought them.
|The new leasing trend in the auto industry is a better option for customers who buy a new car every two or three years. Manufacturers are not offering the leasing deals across the board, instead they are focusing them specifically on certain parts of the
|Marriott has become an industry leader by whipping troops into line, including hotel owners while treating customers with a soft touch. The company offers franchises to hotel owners. They have seen steady recovery while luxury rivals have floundered. Hotel owners under Marriott pay the industry's highest fees and must use Marriott-controlled suppliers. Those suppliers often do not pass along discounts to individual buyers. Owners also complain of over billing for marketing and restaurant-concept research. Despite a willingness to undermine owners by building another hotel near by, most owners feel that they do better under the banner than they could elsewhere; 55% want the lodging giant to manage the next hotel they are buying or building.
|The four main types of e-tailing business models are channel supporter, auctioneer, category killer, and vertical portal. The channel supporters deliver product information to customers, offer user forums and refer customers to stores.
|Coinstar supermarket-based coin machines have capitalized on their possibilities for expansion by aligning with Standard Federal Bank and DataWave Systems to issue a prepaid MasterCard for $4.95.
|Another MortgageRamp business line, called Aurora, will provide lenders with a software package to streamline paperwork. Such software will help lenders save 25% to 30% of processing a loan. MortgageRamp also is developing an in-house appraisal service.
<<Return to Sell Steps