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

2. Time – Reduce the time the customer must spend with the product

c. Help customers obtain and use related products

Offer products that could be purchased with the main product, saving purchase time

No.	SIC	Year	Note
1	3577	1995	In 1984, HP introduced 2 competing lines of PC printers: laser printers and ink-jet printers; it resisted the temptation to narrow its focus. Now HP is the world leader in both categories.
2	3651	2003	Harman is expanding its audio business to include the Infotainment Systems placed in cars, this system includes DVD players, GPS systems and hands-free cell phone technology. It is currently in use in some BMW, Mercedes-Benz, Audi and Porsche models and will expand into non-luxury brands like General Motors to expand their customer base.
3	3711	2000	The new Mercedes, called the Sports Coupe, is the latest in a string of attacks that luxury-car makers such as BMW AG and Volkswagen AG's Audi are launching on volume makers. Upmarket makers are elbowing in on the profitable midsize segment.
4	3751	1999	In 1999, Harley-Davidson began selling custom bikes packed with accessories priced at $9,000 more than the standard model. The profit margin on these $25,000 bikes is likely 40%, four points higher than standard models.
5	4832	2005	Both XM and Sirius are on the verge of reaching a critical mass of subscribers and are trying to shore up their weaknesses. XM recently made a $650 million deal to air Major League Baseball games for the next 11 years.
6	6141	2005	Credit Acceptance Corp. provides auto loans through a nationwide network of car dealers, called dealer-partners. They had 957 dealer-partners in the third quarter, up from 724 the previous year.
7	6513	2005	With the resurgence of urban living, Whole Foods Market Inc. has profited from serving the sophisticated tastes of these new city dwellers. Developers of the three-building complex in Miami that includes the Met 3 sought out Whole Foods to take up the ground floor of the Met 3 condo tower. It has been a huge draw for people to buy in the buildings, with a third of the condos in the building sold three years before the building is scheduled for completion.

<<Return to Sell Steps