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.
B. Needs to avoid sources of anxiety
3. Ecomonic limitations: Segment customers according to the limitations set by their economic interests and concerns
Savings of potential product vs. current solution
Savings on customer building block codsts:
Segment saves capital costs
| No. | SIC | Year | Note |
| 1 | 3089 | 1991 | 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. |
| 2 | 3589 | 2001 | Redback's products sit at the on- and off-ramps to e-commerce highways. For instance, Redback's Subscriber Management System gives service providers a way to manage broadband services such as DSL. In essence, SMS enables service providers to set up toll roads for spacing traffic and billing. |
| 3 | 3944 | 2001 | The first console to benefit from Sega's new strategy will be PlayStation 2. Sega will release the popular game "Crazy Taxi" for that platform this spring. It's also adapting titles for Nintendo's new Game Boy Advance and the Palm hand held computer, a popular gaming device. |
| 4 | 4813 | 2001 | KDDI phones work in many U.S. cities, as well as South Korea, Hong Kong, and Australia. The company wants to expand coverage as more innovative cell phones emerge. DoCoMo's phones only work in Japan and could take awhile to start working in Europe. |
| 5 | 5000 | 2002 | Distributors like Tech Data supply products from many vendors to the thousands of value-added resellers that work closely with companies of all sizes. Dell and HP don't have the resources to provide those services beyond the biggest technology buyers. And direct sellers focus on selling well-understood products like personal computers. |
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