Brainstorming Ideas: Intermediary Customers Purchasing from the Producer of the Product

Intermediary Customers Purchasing from the Producer of the Product. Each of these costs represent steps an Intermediary or channel customer must take in connection with 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

1. Knowledge of company and company product

   1. Familiarity with company and brand, crossing all products

   2. FAMILIARITY WITH SPECIFIC PRODUCT
      

      1. Customer knows of product but does not use it Examples>>

      2. Customer segment uses a similar product for work, home or leisure Examples>>

      3. Customer segment uses the product for leisure activities outside the home Examples>>

      4. Customer segment does not know product because the product is:

         1. New on the market Examples>>

         2. New in the channel of distribution Examples>>

         3. Untried by the segment Examples>>

<<Return to Sell Steps