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.
3. Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products
A. Knowledge of company and company product
Familiarity with company and brand, crossing all products
|Shaw has embarked upon an endeavor with its Trustmark program, seeking to create a branded portfolio of carpet products supported with a national advertising campaign, and made available only to its best customers.
|Oakley added four new lines in the past three years, now manufacturing shoes, watches, prescription eyewear, and apparel, which were especially important during the low retail sales holiday season of 2000. The new lines performed well and added $20 million in sales during the season, which protected it from the soft retail season.
|IBM is teaming with businesses whose customers might be users of the device. For example, Fidelity Investments is partnering to produce a net appliance to offer to its 6 million investors who could log on to Fidelity's Power Street web page.
|LG, under its GoldStar brand, was once best known in the U.S. for low-price microwave ovens and other small appliances.
|Sprint's biggest impact on the industry will likely be through reseller agreements with cable companies. The Bells have been forming partnerships with satellite TV companies EchoStar Communications Corp and DirecTV Group Inc.
|Microsoft, a software giant, is trying to elbow aside rivals who have pioneered new markets. It has announced a new deal with Comcast to offer new digital cable set-top boxes loaded with Microsoft software.
|National Geographic documentaries excite people to explore our world. "We thought this was a good way to provide a nice service for members as well as reach out to new people and attract them into our society."
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