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 the use of the product

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

b.
Reduce the customer's spending on People, Purchases or Capital costs the customer uses with the product itself

No.	SIC	Year	Note
1	2038	1987	Food companies moving TV dinners out of the grocer's freezer onto the shelf next to the canned goods. New vacuum-packed technology keeps food fresh without preservatives or refrigeration for at least a year.
2	3589	2001	Redback's products sit at the on- and off-ramps to e-commerce highways. For instance, Redback's Subscriber Management System gives service providers a way to manage broadband services such as DSL. In essence, SMS enables service providers to set up toll roads for spacing traffic and billing.
3	4813	2003	Sonus's voice-over-Internet-protocol technology chops up voice transmissions into digital packets and routes hundreds of calls simultaneously through the same port. Instead of carrying the telephone call over a dedicated line, each digitized packet seeks out the most efficient route over multiple lines. The packets are then reassembled at the destination point. The result is that fewer telephone ports are needed to direct calls, resulting in less equipment to service and smaller real-estate needs. Sonus says its equipment typically takes up about one-fifth of the floor space of traditional switches. The digital transmissions also create more available bandwidth on the telephone network. In addition, by transmitting calls digitally using Internet protocol, telephone carriers can more easily offer advanced services, such as video conferencing.
4	5000	2002	Distributors like Tech Data supply products from many vendors to the thousands of value-added resellers that work closely with companies of all sizes. Dell and HP don't have the resources to provide those services beyond the biggest technology buyers. And direct sellers focus on selling well-understood products like personal computers.
5	5122	2000	In the last nine months, McKesson has signed 14 agreements to supply hospitals, supermarkets, and pharmacies with drug, medical and software supplies. It also launched an Internet service for independent pharmacists – a sort of virtual pharmacy that lets the 4,600 pharmacies in its network offer features such as 24-hour drug refills. In addition, the company is building a Web-based system for doctors, nurses and medical assistants to store clinical data, patient records, and schedules. The best feature of the system – a hand-held device that does everything the Web-based system can do – won't be available for about two years.
6	6411	2005	St. Paul Travelers has launched a new campaign to support its network of independent agents with advertising tools they can personalize in their local markets. The program is called Help Agents Grow and includes template ads for print, radio and TV that demonstrate the benefits of working with an independent agent.
7	7379	2002	Nexpansion will provide Web services and in-store kiosks for the aisle program. It will process all of the online orders and handle product fulfillment and shipping.

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