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
1. Familiarity with company and brand, crossing all products
Customer knows company, not brand
| No. | SIC | Year | Note |
| 1 | 2086 | 2002 | At the request of Wal-Mart and Canadian customer LobLaw, Cott is expanding into the bottled water market. In this market it formed alliances with JD Iroquois Enterprises and Iroquois Water, two Canadian bottlers to boost production capacity. |
| 2 | 2086 | 2003 | As competition for consumer dollar heats up, beverage companies are in a scramble to extend their product lines and add new flavors. Last year they launched 70 products. Coca-Cola, the nation's top soft-drink maker, debuted Vanilla Coke. That same month, No. 3 Cadbury Schweppes launched Red Fusion and No. 2 PepsiCo introduced Pepsi Blue. Pepsi's has introduced a raft of new products, most bearing the Pepsi or Mountain Dew names. So far, its biggest hit has been cherry-flavored, caffeine-loaded Mountain Dew Code Red. |
| 3 | 2389 | 2001 | 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. |
| 4 | 2911 | 1996 | Quaker State dropped Burt Reynolds as an endorser and hired a new ad agency. It repackaged the product in bright green bottles to grab attention on store shelves. |
| 5 | 3571 | 2005 | EMC, IBM and Dell have made stronger pushes for the storage field, which often dovetails server sales. Mangers in Hewlett-Packard say server and storage unit execution will shore up the business, not a dramatic new strategy. The company is banking on a three step plan. They are hiring more sales people who know storage and related technology to help make more deals. The company is also making better use of its sales channels, especially against Dell. Dell sells directly to customers. Only 30-35% of HP's server resellers offer storage products. |
| 6 | 3674 | 2003 | Intel is whipping up demand with a huge advertising blitz for a combination of chips called Centrino, which includes the Pentium M plus wireless networking and other accessory chips. |
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