Toll-free numbers are a very common method for equipment procurement in the industry and allow Independence Marine to keep control of the channel. The toll-free number also allows Independence Marine to leverage the vessel owners' independent nature and provides another opportunity to learn more about our customers by developing a direct relationship with each of them. This approach is also complementary to the development and monitoring of the customer data base. By being close to the market, we will be able to respond immediately and effectively to changing customer needs as sales grow dramatically through 1994. Volume price discounts will be provided to these channel distributors in order to prevent them from undercutting our price.
Most net manufacturers make fishing nets and equipment as secondary items.
They usually fabricate construction nets, safety nets, etc. as their primary product. They sell fishing equipment to distributors of varying sizes who then either sell directly to the fishermen or else assemble the nets for the fishermen. The distributors use direct sales, catalogs, direct mail and toll-free telephone numbers to reach fishermen. The fishermen either buy all the equipment components themselves and have a third party assemble the nets for them, or they have a local shop buy everything and assemble it for them so that they can purchase the net ready to use. The fishermen personally know these owners and will give them business because they always have in the past.