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ArticlesKingston Technologies was caught between the proverbial rock and a hard place.
In the spring of 2000 as the tech market was softening, the manufacturer of computer memory and networking hardware saw sales falling. Executives felt the critical need to rejuvenate their relationships with resellers and create more user demand for the company’s networking products. “We wanted to build a reseller plan direct to the customers that would generate sales but not cut out the distributors in the supply chain,” says Jason Jacobi, director of marketing for Kingston, which is located in Fountain Valley, California. » Read entire article
GoCargo.com is an on-line exchange for ocean freight. The site works like most B2B exchanges; shippers post their ocean freight shipments on the site. Freight companies bid on the shipment, posting the prices that they are willing to charge to carry the cargo. This is a reverse auction; the lowest bidder wins.
Auctions only work if there is volume. The founders of GoCargo.com realized they needed shippers and freight companies to get the bidding going immediately or the venture would sink. They also felt they had a short time to become the leading shipping exchange; they had to find a way to generate leads quickly so their competitors would find themselves looking at their stern. » Read entire article