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

Familiarity with specific product
Customer segment does not know product because the product is:
New in the channel of distribution

No.	SIC	Year	Note
1	2085	2003	Belvedere vodka was launched at tasting events for bartenders. Gift bottles were also sent to key players in important markets. Frequent feedback from early purchasers and word of mouth recommendations contributes to the profit in a given category.
2	2096	1992	To sell its cheese snacks, Borden shunned TV and print advertising, instead creating 25,000 cardboard cutouts of an orange fox. It was part of a merchandise display that held 200 sample-size packages of the snacks.
3	2096	1992	On a single day in 1992, Frito-Lay gave away more than 6 million bags of and coupons for nacho cheese flavor Doritos at 100 special events and 10,000 supermarkets – the largest one-day sampling effort ever.
4	2096	1993	Frito-Lay will introduce Doritos Tortilla Thins with a huge multimedia blitz that includes TV and movie-theater commercials, sample giveaways, billboards and coupons.
5	2111	1992	To bring out its new Benson and Hedges brand, Philip Morris is advertising heavily. (The brand will become the nation's second-most-advertised after Marlboro).
6	2834	2003	Since its release in 1998, Pfizer's Viagra has spawned the market for "erectile dysfunction" (ED) drugs with the biggest launch ever in the industry. The marketing onslaught has never let up. In 2000, Pfizer sponsored free ED screenings at Nascar events. The next year the company financed a "Cool Blue September" national concert tour, featuring disco-era band Earth, Wind & Fire. Last year Viagra became an official sponsor of Major League Baseball.
7	3663	1986	New "Drive-Buy" unit by INR allows homeowners to emit low-power FM transmissions from their homes which allow automobiles driving by to pick up a pre-recorded sales pitch for the house. Costing about $200, it is inexpensive way to advertise a home.
8	3711	2001	To market their new lower priced vehicles to the younger crowd, luxury car makers are using tactics like sponsoring parties in hipper metropolitan areas.
9	4725	2002	To put together tour groups, Sunflower began scouring Web sites for wine stores, and sending them information about food and wine tours through Australia. It has been in touch with garden clubs and florists, and is selling a packaged tour. It's even making musical performances part of the tour.
10	5000	1990	Waldbaum's has the Checkout Channel, a satellite TV project of Act-Media and Turner Broadcasting, displayed on a mounted TV over its checkout counter. As well as TV newscasts,it has lot of product advertising.
11	5182	2003	Sidney Frank Importing Company has created a new brand for the nascent market in expensive "super premium" liquor. Grey Goose vodka appeared in late 1997 with a new marketing campaign. It usually consisted of young women handing out samples of vodka.
12	6211	2004	Barclays Global Investors leveraged their index experience and educated investors with advertising, offering tools to help financial advisors use ETFs in clients' portfolios. BGI launched a large number of mutual funds all at once to provide building blocks for clients' portfolios.

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