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
3. Ecomonic limitations: Segment customers according to the limitations set by their economic interests and concerns
Potential improvement in income of current customers
Customer segments whose revenues could increase if the supplier:
Offered the segment access to new customer relationships controlled by the supplier
|In order to thrive, the DVR innovator TiVo needs an alliance with at least one major cable firm. However, a possible deal with Comcast has fallen through. While DVR technology was limited to two firms including TiVo just a few years ago, now all cable firms hope to offer the service with products made by other manufacturers. The company does have a licensing deal with DirecTV; half of its users come through this partnership. While TiVo has the best product, the high licensing fees that it demands discourage partnerships from forming.
|XM Satellite has said that Toyota will install satellite-delivered data services like traffic/weather condition on its vehicles. XM has dealer-installed options on 10 Toyota models. It has factory arrangements with Honda and GM as well. Sirius has factory installed arrangements with DaimerChrysler and BMW.
|TiVo has joined with companies such as AOL Time Warner to help promote itself, DirecTV, Philips, and more. TiVo has had to fund this co-branding either in direct subsidies or as non-cash charges. TiVo recently agreed to exchange much of its subscription fees for brand-hyping from its largest partner, DirecTV.
|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.
|FTD.com, the online florist in the Chicago suburbs, in fact washes its hands of both inventory and shipping. It merely takes customer orders and then forwards them for a fee to one of 17,000 independently owned florists in its network.
|DirectAdvice.com has made a deal with E*Trade to offer its services to customers of the brokerage firm. The service, which normally costs $75 when accessed directly over the Internet, will be free to some wealthier E*Trade customers.
|Amazon, the Web's leading retailer, has held discussions with Wal-Mart Stores and Best Buy to beef up their Web sites. With 22.8 million visitors in March, Amazon could help other retailers increase their online traffic and sales.
|In 2000 Amazon made a deal with leading toy retailer Toys "R" Us to co-sell Toys "R" Us products through the Amazon retail website.
|While only about 18% of America's online consumers use comparison sites while shopping online, those that do spend about 24% more than average online consumers. Listing products on comparison sites is generally free. Most sites make their money by charging merchants a fee whenever they send them customers, whether or not those shoppers end up buying anything. Many comparison sites offer perks for small merchants, like sections where they "host" product listings for small sellers.
|The DVD-rental pioneer Netflix is hoping to fend off rival Blockbuster with a new agreement with Wal-Mart. The giant chain agreed to end its online subscription movie-service and instead promote Netflix to its customers. In turn, Netflix will promote Wal-Mart's more successful DVD sales business to its subscribers. The deal comes at a time when Netflix is facing increasing competition from rival Blockbuster. Meanwhile, cable and satellite TV providers have begun offering video-on-demand and Internet-TV services that could affect DVD sales and rentals in the future.
|Hospitals are installing computerized systems to refer patients to doctors. These services typically provide information on a doctor's location, hours, training, board certification, & acceptability to insurance carriers.
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