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 specific product

No.	SIC	Year	Note
1	2800	1992	A marketing blitz has sent samples of Lever 2000 to half of all U.S. households. Lever ads show lots of skin.
2	2844	2002	Chattem spends way more on advertising than it does on research and development. It spent 1% of its sales on R&D and 39% on advertising in 2001. The company bought Gold Bond from Martin Himmel when the product was only bringing in $20 million annually.
3	3711	2004	Mercedes has a deal with more than 20 Ritz-Carlton resorts to include a car with the price of a room. Lexus has also teamed up with a host of hotels nationwide, while Nissan is working with the Aspen Skiing Co. to offer guests staying in the most expensive suites at the posh Little Neil in Aspen, Colo., free Infinity sport-utility vehicles during their stay. Deer Valley Lodging in Park City, Utah, just expanded its "Vacation Test Drive" program to include more vehicles and to run year-round.
4	4725	2002	To put together tour groups, Sunflower began scouring Web sites for wine stores, and sending them information about food and wine tours through Australia. It has been in touch with garden clubs and florists, and is selling a packaged tour. It's even making musical performances part of the tour.
5	5182	2003	Sidney Frank Importing Company has created a new brand for the nascent market in expensive "super premium" liquor. Grey Goose vodka appeared in late 1997 with a new marketing campaign. It usually consisted of young women handing out samples of vodka.
6	6211	2004	Barclays Global Investors leveraged their index experience and educated investors with advertising, offering tools to help financial advisors use ETFs in clients' portfolios. BGI launched a large number of mutual funds all at once to provide building blocks for clients' portfolios.
7	7375	1999	Realtor.com which is 15% owned by the National Association of Realtors, takes no piece of the agent's commissions. It does charge for advertising an agent's home page.

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