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.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

A. Needs for comfort and status

2. Status in the community
Need for personal achievement:
Advancement in career and profession

No.	SIC	Year	Note
1	0	2001	To help Wal-Mart optimize its stocking and merchandising, the company expanded its data warehouse to store and analyze two years of sales transactions. This allows the company to concoct assortments of products. They are aided in this mission by vendors who are anxious to sell to the superstore. Companies like Pennzoil and Procter & Gamble are devoting resources and manpower to cater to the store and it's need for information about its customers.
2	2085	2004	Allied Domecq is using short descriptions of its scotches to encourage bartenders to recommend them to inexperienced whiskey drinkers. Tormore is "smooth & subtle citrus," for example, while Scapa is "heather & honey." The distiller decided to put more emphasis into what it calls entry-level scotches, when it noticed last year that young urban professionals were increasingly trying single malt scotches.
3	2300	1985	Peerless made up a catalog of its umbrellas and hit the streets. Peerless pitched not only products, but went to customers with marketing proposals in hand, giving advice on how the premium umbrellas could be used.
4	2300	1998	Fruit of the Loom decided to help distributors who wanted to set up their own Web sites, by giving them Web servers loaded with electronic catalog tools and templates, inventory management software, and order processing software.
5	2500	1995	Armstrong beefed up its Certified Flooring contractor program last year to increase customer satisfaction among specifiers and end users. Contractor salespeople who attended training seminars had twice the sales as did the average contractor.
6	2656	1988	Fort Howard is also the leader in the distribution business. It offers distribution sales and marketing programs second to none. These programs include such things as training distributors' sales staff and making joint calls.
7	3519	1989	Cummins' truck-driver training is 30% in the classroom and 70% behind-the-wheel. It's much cheaper to teach people in the classroom.
8	3571	1990	IBM has courted educators by offering discounts, seminars and software designed in consultation with education experts.
9	3600	2002	Radio frequency identification (RFID) could allow for vast methods of variable pricing, i.e. pricing according to use. In Singapore, for example, driving patterns are tracked and applied to a pricing scale for the purchase of vehicles.
10	3950	1994	When an office-supplies superstore customer recently kicked off a joint venture in Australia, 3M dispatched two employees to its Australian subsidiary to educate that division on the special needs of a superstore.
11	5251	2004	Chain store Tractor Supply has sent out 100 three-man teams from existing stores to work nights, rework layouts and add new products.
12	7372	2004	CCC Information Services Inc. is a leading supplier of information and technology software and services to the automotive claims and collision repair industry. They recently announced that they will be providing CCC classroom facilities for training in CCC Pathway products to CompUSA. The CCC Pathways training courses will be conducted at 185 CompUSA locations and lead by CCC certified sales staff. The classes cover topics ranging from installing CCC Pathways monthly updates to writing electronic estimates.
13	8721	1986	Coopers & Lybrand's new ExperTAX program is going out to 96 U.S. offices for internal use. Their goal to get senior expertise out to 10,000 clients served mostly by junior auditors. This replaces the old method of questionnaires up to 200 pages long.

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