Direct selling refers to a scenario whereby a company's products are not sold through intermediary channels, but are available directly from the manufacturer or service provider. In this way, the company skips the retail margin or any additional costs associated with the intermediates. These savings can be forwarded to the customer and a standardized sales experience established. Additionally, such close contact can improve customer relationships.
How they do it: Hilti’s direct sales model gives every customer a dedicated account manager. This not only allows the account manager to service and sell Hilti’s products fitted to the customer’s needs but also give the customer a one-stop purchasing experience. Hilti’s account managers are trained and visit its customers on site to support in all necessary steps to ensure a perfect product experience.
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How they do it: Freitag’s products are mainly offered through their online store and their infrastructure of physical brand stores. The products are rarely sold in department stores. This gives the company great control over how their products are presented and enable them to deliver a holistic industrial manufacturing experience connected to the products of recycled materials.
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How they do it: Customers are able to book flight fares directly at the official Ryanair website. The website was launched in 2000, and within a year accounted for three quarters of total sales. Today, 99% of sales occur on the Ryanair website.
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How they do it: Carnegie steel and its affiliated companies pioneered steel technology by directly supplying large scale construction projects (e.g. Eads Bay Bridge) in the 1890s, an important proof-of-concept for steel technology.
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How they do it: American Express markets its credit cards directly to end customers with targeted advertisement at events, in publications or also direct via mail.
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Below, the top industries for the pattern "Direct Selling" are displayed, in order to get insights into how this pattern is applied across different industries. We've collected data from 5 firms using this pattern.
Below, the pattern "Direct Selling" is analyzed based on co-occurrence, in order to get insights into how this business model pattern is applied in combination with other patterns within the firms we studied.
