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

   3. KNOWLEDGE OF PRODUCT TECHNOLOGY

      1. Little – very limited exposure, may be new to the market Examples>>

      2. Average – some acquaintance, but may not be current customer in the industry Examples>>

      3. Above average – current customer. Members of the segment are:

         1. Regular non-expert users Examples>>

         2. Expert users Examples>>

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