Intermediary Customer Purchasing from the Product Producer

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.

B.
Resources: Reduce resources required for theuse of the product

1. Money – Reduce the money the customer uses with the product

a.
Reduce the level of payment for use of the product

No.	SIC	Year	Note
1	2000	1994	Even though olive oil has become more popular due to its healthful image, consumers quickly switched back to corn oil after companies raised prices 7% a pound in 1991.
2	3571	2003	The latest device has a faster processor and 8 MG of memory, games, a shopping list and other software. The original Zire drops in price to $79, down $20, and will be gradually phased out.
3	4512	2004	Marriott has become an industry leader by whipping troops into line, including hotel owners while treating customers with a soft touch. The company offers franchises to hotel owners. They have seen steady recovery while luxury rivals have floundered. Hotel owners under Marriott pay the industry's highest fees and must use Marriott-controlled suppliers. Those suppliers often do not pass along discounts to individual buyers. Owners also complain of over billing for marketing and restaurant-concept research. Despite a willingness to undermine owners by building another hotel near by, most owners feel that they do better under the banner than they could elsewhere; 55% want the lodging giant to manage the next hotel they are buying or building.
4	4931	2000	Essential.com offers to sell utilities at lower rates than can be generally found elsewhere by aggregating customers. New England Electric System sells electricity through Essential at 10% below competitors' prices.
5	5140	1993	Large grocers are building their own supply networks, eliminating the need for food wholesalers.
6	6211	2004	ETFs, like those managed by Barclays Global Investors, are hybrid mutual funds which trade all day on exchanges like stocks, unlike the once-a-day pricing of open-end mutual funds. They are designed to track as closely as possible the movement of specific market indexes, with extremely low expenses, translating into higher returns for investors. Financial advisors are increasingly building basic, low-cost core portfolios for clients out of ETFs. The average U.S. diversified-stock index fund costs shareholders 0.76% of their investment, ETFs cost 0.29%.
7	7373	2000	Sun plans to market StarOffice and StarPortal through Internet Service Providers and ASPs and then charge user fees to end users. These fees would range from $1 to $100 per seat depending on the size of the company.

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