b2b Concepts of Diffternt Companies

8/9/2019 b2b Concepts of Diffternt Companies

1/58

Presented by: Group 7Devi Dutta

Kalla Vijay

Kaushik Ranjan Kashayap

Monu DihingiaManish Kumar Shahi


2/58


3/58

Concept coverage

DISTRIBUTION

SEGMENTATION OF BUYERS

CUSTOMER RELATIONSHIP STRATEGIES

PRICING PURCHASING AND PAYMENT

STRATEGIES

FLOW OF GOODS


4/58

WHY CEASE FIRE?????????

Indian Company Specialised in the

field of Fire Protection

Nationwide Network

Experience ofover 35 years. Excellent CRM strategies

Largest market sector covered(

worked with major companies)

Educated, experienced &technically qualified personals.


5/58

OBJECTIVES

To know business marketing process

To understand practical implementation

of the concepts

To study the various marketing strategy

adopted.

To understand the method of

distribution


6/58

Questions??????????

What types of entities

marketed in your

business marketing?

AnswerEverything related to fire

safety and security.

Two types of entities are

a) Goods

b) services

What is the method ofdistribution in yourorganization?

AnswerWe dont have anydistributors. We marketand sell our product

directly through directmarketing,


7/58

What is the co-ordination betweenmanufacturing and marketing of your

organization ?Our manufacturing unit is in Dehradun. Wehave a godown in Lalbagh road where all ourproducts are stored. Usually all fast moving

products are available there. When any ordercomes, the bill is passed to the godown andfrom there it is delivered and installed at thecustomers place by our installation guys


8/58

Questions?????

Who are the buyers ofyour entities?

We sell ourproducts to

Commercialenterprise

Government

Industries

Home appliances

On what basis yousegment yourbuyers?

Main segment isdone on industryand home products

a) Needs

b) Usage

c) Size


9/58

Cont

Are there anycustomer relationshipstrategies for business

markets? If yes, thenwhat are they?

Ans.

Yes.

Every quarterly our expertsvisit our clients place tocheck if our products arein ready to use condition.

Software used is SAP

What are the strategiesof pricing yourentities?

Ceasefire is a brand. Allour products arepremium products.

Our prices are very highcompared to ourcompetitors as quality ofour products is far betterand relievable. In fact we

dont have any


10/58

Cont..

How many branchesare there and whatabout the workforcein each branches?

Answer

Across 45 cities,and 1500 trainedprofessionalsexcluding

installation guys.

How much time yourdepartment takes inorder to deliver the

product?Answer

1 week after receipt

Purchase OrderPAYMENT

50% amount in advanceand 50% against

delivery


11/58

Sample Availability : Yes

Supplier Product Code : 1MP03CF

Competitive Advantages of the product

1. Works on all classes of fire

2. 90% MAP highest in the industry.

3. Easy snap safety seal.

4. Controllable discharge mechanism

5. Instalert.

6. State-of-the-art pressure guage

Main Markets/Key Customers : India

Delivery Terms : 1 week after receipt Purchase

Order

Payment Terms : 50% amount in advance and

50% against delivery

Min Quantity : 3

Price Information : on enquiry INR

Quality Process Certifications : ISO 9001-2000 & CE certified


12/58


13/58


14/58

Fortune 500 Company in India

The company is a leading cement player in EasternIndia.

Lafarge India is a subsidiary of the French Building

Materials major Lafarge.

Lafarge entered the Indian market in 1999, with the

acquisition of the cement business of Tata Steel.

Lafarge currently has four cement plants in India: Two

integrated plants in the state of Chhattisgarh, one grinding

station each in Jharkhand & West Bengal.

About the company


15/58

Perception vs. RealityPerception vs. Reality

Clients selection criteriaClients selection criteria

To understand the general marketing practices of B2Bfirm

Templates

11

22

33

ObjectivesObjectives

Vendors selection ProcessVendors selection Process44


16/58

Your own sub headline

Templates

Your own footer Your Logo

6Ps (Product Specification,

Product Depth, Commercial

Terms, Methods of Distribution,Promotion ,People, Internal

Process).

Market segmentation. Vendor Management

Concept Coverage


17/58

Your own sub headline

Templates

Your own footer Your Logo

Interviewee.

Vijay Singh

Dy Manager (sales)Lafarge cement Pvt. [email protected]


18/58

QuestionsQuestions

Lafarge india produces high performance blended

cements in Portland Slag Cement (PSC)

and Portland Pozzolona Cement (PPC) variants.

Currently there are three different brands under Lafarge1. Lafarge Concreto

2. Lafarge Duragard and

3. Lafarge Cement.

What are the types of products that are marketed by your

business ?


19/58

Products...Products...


20/58

QuestionsQuestions

Yes.

Based on the requirement, Geographical locations and

conditions, and product premium there can be

different pricing strategies.

Negotiated pricing commonly used for bulk purchases .

Is there any pricing strategies followed to marketthe product as per the different businesses?


21/58

QuestionsQuestions

For bulk purchases we deliver our products directly to

the clients warehouse.

It exports clinker and cement to Bangladesh and

Nepal

For small orders we generally use our intermediarychannels.

Company warehouse Main agent warehouse

dealers /distributors sub dealers end user

What is the method of distribution in your organization?


22/58

KeyFactors to consider while choosing the client would be

Credit Worthiness of client .

Companys ability to supply or provide service as per the

clients requirement.

What are the key factors considered while choosing a client?

QuestionsQuestions


23/58

Three Departments namely

1. Sales,

2. Marketing,

3. Business Strategy & Development.(market survey )

How many departments are involved in marketing a product?

We segment our buyers on the basis of level of

purchases namely bulk buyers like construction

companies and general consumers

How do you segment your buyers?


24/58

Co's client normally consists of Builders, Developers,

Masons, Infrastructure Co's and other intermediate users

like Aggregates & Concrete Co's.

Merlin group

Dimond Group

Srijan Projects

Who are the companys clients?


25/58

Initially based on the overall worthiness of a vendor heis enrolled in the vendor list of the organization.

Vendors ability to supply in terms of qty and quality is

taken into consideration .

Based on the lowest quotations the vendor is selected

to make the supply.

What is the process of vendor selection?


26/58

DVC Power And Water SupplierEmperical Engg Gen ContractorMagnum Engg Mech ContractorTechno Engg Bag Filter Maint ContractorMajumdar Entp FabricatorRiebcons Loco, Yard , Wagon MaintenanceGlobal Technical Services Lubrication

Timespac India Ltd - Supplier OfPackaging MaterialsKushal Polysacks (P) Ltd. -- HDPE/PP Fabric And BagsSubhas DistributorsDurlavpur Trucks TransportationControl Print Printing Solutions

Who are the vendors of the company ?


27/58

For business markets we have a unique resource

centre Known as Lafarge home building centre in

Kolkata , with a wealth of information for home

builders, architects, engineers, contractors,

developers . It helps you to find out how to save time, money and

effort, explore design options, decide on building

materials

Are there any customer relationship strategies forbusiness markets? If yes, then what are they?


28/58

Distribution process Direct and indirect

channels adopted

Distribution process Direct and indirect

channels adopted

Segmentation Usage RateSegmentation Usage Rate

Different pricing strategies are adopted fordifferent business Geographicalpricing,negotiated pricing

Templates

11

22

33

Learning OutcomesLearning Outcomes


29/58


30/58

OBJECTIVES

To know business marketing process

To understand the practical

implementation of the project To study the various marketing strategy

adopted

To understand the various methods ofdistribution


31/58

Concept coverage:

6 Ps in B2B

Segmentation

Pricing strategies

Person Contacted :

Mr. Anand SubramanianNation Head (Marketing)


32/58

INTRODUCTION

Formerly known as Micro Metallic Company,is a Port Washington, New York basedglobal business in the diverse field offiltration, separations and purification.

Pall's business is being split into two broadbusiness: Life Sciences (c.40%) andIndustrial (c.60%). Pall Corporation is thelargest manufacturer of filtration,separation, and purification products in the

world.The company markets its products in fourmajor industries: healthcare,pharmaceutical, fluid processing, and

aerospace. According to the company, fluids


33/58

Relationship with the

company Pall Corporation is the largestmanufacturer of filtration, separation,and purification products in the world.

NYSE listed company with a revenue ofUS $3 Billion (2009)

63 Year old company and a Global

leader in filtration, separation andpurification devices for use inlaboratory and diagnostic applications

Pall has been named a top "green

company" by Newsweekmagazine.


34/58

Q. What types of entities are

marketed in your businessmarketing? A: Industrial and Life science productsAerospace/Defence/Marine, AnimalHealth, Biopharmaceuticals, Food and

Beverage, Fuels and Chemicals,Graphic Arts, Industrial Manufacturing,Laboratory, Medical, Microelectronics,OEM Materials and Devices, OEM MediaMembranes and Materials (Industrial),Power Generation, Transportation andWater Treatment


35/58

Q. How are the products sold?

The companys products are sold tocustomers in the market through its ownpersonnel, distributors and manufacturersrepresentatives.

The Management believes that performance,product quality, innovation and service are themost important factors in the majority of salesin the market.

They have announced a long-term jointmarketing agreement with SOTAX Group thatwill include Pall AcrodiscPSF syringe filters

in all SOTAX dissolution systems for solid


36/58

Operations

We improved operations along with supplychain and logistics activities, allowing usto reduce costs while improving on-timeperformance. Weve focused heavily oncompliance and oversight, and invested in

training for our people across the region.

We created several Centres of Excellenceto leverage our strengths effectively

around Asia and the world. Our fifth Pall Advanced Separation

Systems (PASS) engineering centreopened during 2008 in Pune.


37/58

What are the capabilities/Product

line of Industrial and Life scienceproductsIndustrial capabilities:

Life Science Capabilities:Aerospace, Defense, MarineFood and BeverageFuels and ChemicalsGraphic artsIndustrial ManufacturingMicroelectronicsPower GenerationTransportationWater Treatment

Lifescience capabilities:

Biopharmaceuticals

Laboratory

Animal Health

Medical

Food and Beverage

OEM materials and

devices


38/58

Q. Who are the buyers of yourentities? We sell our products to

Commercial enterpriseGovernmentIndustries

They believe in Straight Rebuy


39/58

Q. How many branches are there and whatabout the workforce in each branches?

Branches in 40 countries worldwide

10,200 Trained Professional excludingInstallation guys.

Q. How much time your department takes inorder to deliver the product?

1 week after receipt Purchase OrderPayment

70% amount in advance and 30% against

delivery


40/58

Q. What is the process of vendor

selection? Quality of the product

Business relation

Pricing History and Experience

Market stand

Delivery

Location and feasibility


41/58

Q. Who are the companyscompetitors?

Life science Segment: Milliporecorporation, GE Healthcare, TycoInternational Ltd, Capital Health,

CUNO(a 3M company), SartoriousGroup etc..

Industrial Segment: The SartoriousGroup, Parker Hannifin Co., Rohm andHaas Company, Donaldson company,ESCO technologies, Entegris, Inc, andMott Corporation


42/58

OUTCOMES

Companys marketing process

Segmentation

Process of vendor selection Pricing strategies


43/58

Power and

productivity for a

better world


44/58

Introduction

A leader in power and automation

technologies.

Helps customers to use the electrical power

effectively and to increase the productivity in asustainable way.

Company operates in over 100 countries.

Employs about 1,20,000 people.


45/58

Continuation..

Includes 14 manufacturing facilities with over 7500

employees.

18 market offices. 8 service centers.

3 logistic warehouses.

Network of 800 channel partners.


46/58

Making businesses in

Power products.

Power systems.

Discrete automation and motion. Low voltage products.

Process automation.


47/58

Product Line Cables and Cable Accessories.

Control Systems.

Force Management.

High Voltage Products and Systems.

Insulation Components.

Medium Voltage Products and Systems.

Motors and Generators.

Power Protection and Automation Products.

Robotics.

Transformer Components. Turbo Charging.

Collaborative Production Management.

Drives.

Generator Circuit Breakers.

Instrumentation and Analytical.

Low Voltage Products and Systems. Metallurgy products.

Power Electronics.

Reactors.

Semiconductors.

Transformers.


48/58

Concept Coverage.

4Ps (Product, Price, Place Promotion).

6Ps (Product Specification, Product Depth,

Commercial Terms, Methods of Distribution,

Promotion People, Internal Process).

Market segmentation.

Vendor Management.


49/58

Interviewee.

Sridhar Thiagarajan

Asst. Vice President, Power Systems-eBOP

Electrical Balance Of Plant.mobile:- +91 9901490014.


50/58

Objective

How do they do market products and departments

involvement?

Key factors of choosing clients.

Vendor Selection.


51/58

Who are the companys clients?

Companys client includes all the sectors of market since the company

has products for the following sectors:-

Power Plants:- All Major Power Plants owners like NTPC, State

Electricity Boards, Private Power Plants Owner like JSW, GVK etc.

Process Industries:- like cement, Steel, Sugar, Metal and Minerals,

Food and Beverage etc. All companies who set up such plants areour customers.

EPC contractor/ System Houses (Business Partners) who operate in

above industry.

Transportation Industry like Metro and Airport operators. Retails markets for all kinds of power related products.


52/58

What is the key factor to choose a client??????

At ABB while Choosing the client we consider the following factors:-

Financial Capability of client.

Project feasibility.

Risk factors for ABB in supplying to client which will also include soft

issues like clients background, ethics, climate issues, country related

risks etc.

Clients past similar experience in setting up project.

Clients usage of product.


53/58

Will you be giving the product quotation to all kind of businesses???

N

o, ABB scrutinizes the end use of the product before giving quotationand also we scrutinize the correct technical usage of product by

customer.

ABB dose not supply to countries and businesses, where legal

framework dose not allow and there are the Countrys Government

restriction.


54/58

How many departments are involved in marketing a product???

Marketing as a function has the following departments in ABB:-

Product development- where active feedbacks are taken from market for

product development to suit market requirement.

Business development- This department is the first step of marketing for

ABB wherein all ABB products are marketed to end customer and

process includes new projects information, to introduce ABBs productsand registration of all ABB products with new customers.

Front end sales- Front end sales as a function are located near

customers cities (major cities) and scouts market for new enquires and

gives total support to customer for offers, order booking and also ensurecollection of payments and statutory forms.

Back end Tendering support- This includes preparation of technical and

commercial offer against detailed technical specifications of customers.

Is there any pricing strategies followed to market the product as per the


55/58

Is there any pricing strategies followed to market the product as per the

different businesses?????

Pricing is always function of the following as in any business and thestrategy is same:

Price support available in market for the products especially in

competitive markets.

Type of market, since specifications differ in Power, Oil and Gas, Processand Retail markets.


56/58

What is the process of vendor selection?????

Vendor selection has the following criteria as in any business:-

Vendors past exposure to the business.

Vendor financial capability.

Vendor technical infrastructure.

Vendors engineering manpower infrastructure.

Vendor ability to meet ABBs stringent Quality, Safety and Statutory

obligations.

Vendor capability to meet the quantity requirement of ABB.

A l i


57/58

Analysis.

Not all companies thinks in same way.

They do have market segmenting strategy as per the clients.

Pricing as per the business.

4 Departments are involved.


58/58

Documents

b2b Concepts of Diffternt Companies