So for some industries, distributors play a pivotal role in the distribution of the product.

He works a dealership over on Fulton.

I'm offering you the opportunity of a lifetime... a new car dealership.

Do you have any sales distributors in Japan?

They provide distribution and accounting, bill collection, etc.

Retailers and mass merchants often, though not always, get their products supplied through distributors.

So dealers might not have a physical storefront for end user customers, but retailers are all about main street and talking to your customers.

Then again for your revenue stream.

October is inventory time.

On the other hand, low utilization let me pick another color will lead the prices dropping.

If it turns out you're right, we could sell dealerships now, which sounds crazy.

When you're thinking about growing customers, nothing magic.

Sell, sell, sell.

What about the dealers filing suit against you?

The ice cream vendor is waiting on customers at his outdoor stand.

We sold the store for want of customers.

For this quiz to check your understanding of the channel diagrams, match the appropriate channel diagram to the corresponding channel and put the appropriate number in the correct box.

Let me say it again, waterfall development assumes you understand the customer problem and need on day one.

Can I get a dealership?

You really don't know where those customers are until they're physically inside you channel considering the purchase, and then of course, when they click I'll buy it or tell a dealer I'll take the car, or in JetBlue's case actually say, I'll but this fair or Book a seat, you'll finally understand whether you have the order or not and that's what acquisition looks like in a physical channel awareness, consideration and purchase.

You've now sold these customers way back here under purchased, and you've kept them around with relative programs and product updates, but really what you'd like to do, understanding now that it's a lot cheaper to sell existing customers more stuff than it is to get new customers, is let's go try to sell them some stuff, and how can we do that.

They deal in fruit and vegetables at that store.

There are some nice apples on sale in that shop.

We sell goods on commission.

We manufacture decorative ceiling tiles.

Credit companies send their customers monthly bills.

Guess what?

And so you're going to develop both corporate or company and product positioning, and you're going to do this way before you ever spend money on external PR agencies by actually listening to your own customers.

And in value proposition, the goal of this is to find out that minimum viable product.

What video lets me do is since I can't be in front of him at a sales counter,

Your direct sales people can actually be the one talking to the consumers directly or they could be the ones selling to system integrators,

The dealer gave an old Nissan to me for 200,000 yen.

Liquor is not sold at this store.

Liquor isn't sold at this store.

This is a phone call conversation from a car dealership from 27 minutes ago.

What do you sell?

By now, you're intimately familiar with the business model canvass.

SG amp A that mean selling, general and administrative expenses.

Now, when companies first started, there were essentially manufacturing concerns and they hired agents, outsiders to be their sales channel, and the first types of companies we had made physical products and therefore, had physical channels salespeople, stores, etc., but with the emergence of the web, we now have web and mobile channels.

But this is, of course, an optimistic scenario. Let's think of other scenarios.

In customer relationships all the get keep grow metrics, some of which we talked about, some of which you'll discover, what were the customer acquistion costs?

Oh, God. One of these days I'm gonna just sort through all the Dad stuff.

We first started distributing and making physical products cars, food, utilities, etc. and we distributed them through direct sales force that is people you shook hands with, look in the eye and met.

But for you to be a successful company and actually thinking about how much you could spend on them over here, you need to understand can I get them to spend more and more over time and how to keep them

So instead of just small storefronts, they aggregate tens or hundreds of thousands of products under one roof.