Consumer-Centric Business Strategies & Tactics

Consumer-to-Consumer

This business model focuses on transactions between consumers, often facilitated by an intermediary company that connects supply and demand for goods or services.

Chain Stores

These retail organizations operate multiple stores with a standardized product mix and centralized control.

Visit Analysis

This analysis optimizes vendor activity by examining the types of visits made to customers.

Visit Reports

Written reports summarizing customer visits.

Distribution Channels

The paths that products or services take from manufacturer to consumer.

Human Capital

The value of an individual's skills and talents.

Boxed Offers

Manufacturers offer discounts to wholesalers who purchase products by the box rather than individually.

Cow Milk

A product with high market share but minimal growth.

Cash Rebates

Price reductions offered upon purchase. Some customers may forget to redeem discounts and coupons.

Cause Marketing

Companies support popular causes through donations.

Centers of Social Influence

Influential individuals or businesses can help connect sellers with qualified buyers.

Channel Leaders

Companies that dominate a distribution channel and set its standards.

Liquidation Sales

Price reductions aimed at quickly selling products.

Hesitant Customers

Customers who struggle to make purchase decisions.

Key Customers

Influential customers with significant purchasing power, often treated differently by companies.

Loyal Customers

Customers who make regular purchases from a company.

Barcodes

Scannable vertical lines of varying widths used to identify products, track inventory, and manage sales data.

Cold Visits

Unannounced visits by sellers to potential clients.

Commission-Based Sellers

Sellers who earn a percentage of each sale.

Pioneer Sales Teams

Sales teams focused on introducing new products, often through increased staffing or rental efforts.

Competitors

Companies offering similar products or services from the same supplier.

Selective Competitors

Competitors who only react to certain market actions.

Aggressive Competitors

Competitors who react strongly to market actions, sometimes deterring new entrants.

Desire-Based Competition

Consumers choose between different desires and prioritize their purchases.

Brand Competitors

Companies offering the same type of product.

Product-Type Competitors

Different variations of a product, offering consumers choices.

Competitive Orientation

A company's approach to competition.

Supplementary Demand

Demand for a product driven by the consumption of related products.

Promotional Mix Components

The four elements of promotion: advertising, sales promotion, public relations, and sales force. A balanced mix helps achieve sales targets.

Shopping

The final stage of the consumer buying process, where the purchase is made.

New Purchase

In industrial marketing, the first-time purchase from a new supplier.

Impulse Purchase

Unplanned purchases, sometimes deviating from normal behavior and associated with certain personality profiles.

Geographic Concentration

A strategy where companies focus their sales and promotions on a specific geographic area.