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By Burke W.L.

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Travel agents might have rethought how to better service their customers, and aggregate the online airline efforts into their service offerings. Â < previous page page_32 next page > If you like this book, buy it! < previous page page_33 next page > Page 33 Bridging the Channel 1. Force the issue. Avon decided that the potential to sell on the Net was too great to ignore. At the same time, it didnt want to alienate the army of Avon ladies who held the link to the customer. Company research showed little overlap between existing customers and potential Net customers.

Previous page page_21 next page > If you like this book, buy it! < previous page page_22 next page > Page 22 3. The One-Time Buyer makes individual small purchases, such as books or gifts. 4. The E-consumer is comfortable with more complex transactions, such as online brokerage services and regular participation in auctions. The behavior of E-consumers depends on where they use the Net. 9 At least some of the difference may have to do with the fact that many people can access the Internet more quickly at work, where pages often transmit over high-speed T1 lines rather than dramatically slower residential lines.

The firm laid off four out of five workers, and saved more than $20 million in annual overhead by the move. com, Inc. The Don'ts of the E-Commerce World There are some potential pitfalls for companies moving into the Net Future. Being too overt with sales pitches or too narrow-minded about how to use the Internet can either stall potential useful efforts or bring down those that are well intentioned. 40 41 Don't Be a Hero Team up wherever possible to enhance product or speed delivery. Take advantage of real communities, rather than trying to force-fit groups of people.

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