For years, the goods were remained unsold or were off again, sold or delivered, with little attention. More recently, companies have realized that they can to significantly increase their revenues from the sale of those goods by the increased attention, when, how and to whom they sell these goods. Describes the way this “secondary market” works and presents proposals on how best to maximize their business income from the use of the secondary market.

For years, the goods were remained unsold or were off again, sold or delivered, with little attention. More recently, companies have realized that they can to significantly increase their revenues from the sale of those goods by the increased attention, when, how and to whom they sell these goods. Describes the way this “secondary market” works and presents proposals on how best to maximize their business income from the use of the secondary market.
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Tibben-Lembke, Ronald S.
Source: California Management Review
16 pages.
Release date: 01 February 2004. Prod #: CMR278-PDF-ENG
Strategic use of the secondary market for trading consumer goods HBR case solution

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