Intermediary Purchasing from the Producer of the Product

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products

Knowledge of company and company product: Familiarity with company and brand, crossing all products:
Customer knows the channel brand but not the producer brand

No.	SIC	Year	Note
1	3571	2004	Customers who call Dell but do not qualify for the computer maker's credit option are routed to the Aaron-Rent-call center. Aaron has about 70,000 computers out on rent, and most of those are made by Dell. Dell denies about 10% of prospective customer for
2	3577	2002	Sun didn't have a full storage lineup until last fall. That's when it struck a deal to sell Hitachi Ltd storage equipment under the Sun name. Sun made plans to sell new software that manages storage networks. The moves gives Sun more of a presence in high
3	3661	2004	These days, carriers reign supreme. For several years, the likes of Verizon, Sprint and AT&T have been playing up their own brand names on cell phones while downplaying the names of manufacturers.
4	5092	2000	Petstore.com has an alliance with Animal Planet. The cable show promotes animalplanet.com site for which pet store provides the online commerce.
5	5122	2003	SureScript said merchandisers Costco Pharmacies, Kmart, ShopKo and Meijer had agreed to promote and encourage use of SureScript's fee-based system. Many grocers decided to do likewise.
6	5411	2004	Sysco has been the nation's leading food distributor for over a decade. The company has built new distribution centers, nurtured its customers via its 8,000 person sales force, and cranked out private label foods that brought in $11 billion last year.
7	6141	1985	Credit card affinity programs, where a credit card carries an exclusive affiliation with an organization, started in the early 80s.
8	6141	2001	AmeriCredit Corp. has a sales alliance with the Chase Auto Finance division of J.P. Morgan Chase & Co., which has generated as much as 12% of AmeriCredit's volume. The two work together in marketing to auto dealers, with Chase receiving the prime borrower
9	6311	1988	Some insurance companies added new distribution systems, such as brokers, who tended to have larger market shares than independent agents.
10	7374	2000	Critical Path sells email and other messaging services to ISPs and to customers such as America Online and E*TRADE which then turn around and offer those services to their customers or employees.

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