Upload
api-3774614
View
668
Download
0
Embed Size (px)
DESCRIPTION
Segmentation in B2B marketing .ppt
Citation preview
Industrial market segmentation
Market segmentation – “ process of dividing the total market for a product into several segments or distinct group of buyers with common characteristics”.
Each group of buyers are homogeneous and may require separate benefits from the product
Market segmentation procedure
segmentation
Carry out marketing research
Identify segmentation variables from the analysis of market research data
Prepare profiles of the resultingsegments
Target marketing
Evaluate the resulting segments
Select the target segment
Decide target market strategy
Positioning
Identify target customers attributes for differentiation
Select the right attributes or benefits
Communicate the chosen position to each target market
Marketing research (market segmentation) Secondary research is done for collecting information on
markets from co’s past data,online databases or industry associations.
If sy. Research info. is adequate,no need to collect primary data(descriptive research)
If info. Collected is inadequate, descriptive research should be done to collect the following info. From industrial buyers
* purchasing attributes considered by buyers * Buyers requirement of company’s product&
their purchasing policies * competitors information * buying behavior of buyers, buying phases &
buying situations
Analysis
Statistical technique – Analysis
1. Factor analysis
used to remove highly correlated variables
2. Cluster analysis used to identify different segments which
are mutually exclusive & at the same time each segment is homogeneous
Profiling Each group of customers are profiled by
its specific characteristics as : - application of the product - volume of requirements - type of industry - location - purchasing policies - major purchasing attributes - buyer’s personal characteristics - buying behavior
Benefits of market segmentation Enables industrial marketer to compare
mkg. Opportunities of different mkt. segments by studying customer needs & potential, competition & satisfaction levels of customers
Industrial firms develop separate mkg. Pgms. to meet the needs of different mkt. segments
Budgeted allocation of resources done effectively to various segments & hence mkg. resources used more efficiently.
Limitations of market segmentation Increase in mkg. Expenses – inventory
carrying cost, advertising cost, transportation……
Difficulty in segmenting due to the differences in buying practices, customer characteristics, product applications & benefit sought by different members of buying center.
Criteria – selection of segmentation variable
Measurable variables used should measure sales potential
or qty. of product required by customers & other customer info.
Differentiable segments should be distinguishable & should
respond differently to separate mkg. Plans or strategies
Substantial segments should be large enough in terms of
sales potential & profits
Identifying variables – segmenting industrial markets
Segmented Demographic
variables(age,income) Psychographic
variables(lifestyle,
personality)
Approach Macro variables Micro variables
In some instances, after using one variable it may be necessary to further
subdivide the market by other segmentation variable to obtain a more
detailed segmentation scheme called
SEQUENTIAL SEGMENTATION PROCESS
MACRO- SEGMENTATION This approach identifies macro- variables on the
basis of
* Industry / organizational characteristics
Such as type, size, geographic location or product application.
Information obtained through secondary sources like
* trade directories
* business magazines
* govt. publications
* company sources
Micro- segmentation Micro segments are homogeneous groups of
customers within macro – segments Industrial marketers subdivide macro into micro
segments only if necessary Micro variables are based on purchasing decisions Micro – variables:• Buy phases• Organizational capabilities• Purchasing policies• Purchasing criteria• Personal characteristics
Major variables used for segmenting industrial marketsMACRO VARIABLES Type of industry(customer) Which industries should we market our products or
services Types of customers include govt, commercial,
cooperative, & institutional
2. Company size(usage rate) What size of should we focus on?Based on sales
potential(usage) mkt is segmented into medium & small (A, B, & C) size customers
Contn… 3. Customer location What geographical areas should we
concentrate? Customers located near the factory or cluster of customers located in various urban areas
4. Application of product (end use) Should we focus on certain end- uses instead
of all the uses?Al extrusions are used for window frames,control panels, TV antennas…
Micro - variables1. Customer interaction needs Should we serve more customers who need
more information or discussions in DM process from the suppliers
2. Organizational capabilities Should we concentrate on customers who
need financial support(more credit), more services or technical support?
3. Purchasing policies Should we focus on customers who prefer
competitive bidding or mkt based negotiated prices or service contracts?
Contn….
4. Purchasing criteria Should we serve the customers who seek
quality, service or price?
5. Personal characteristics Should we focus on customers based on
the personal characteristics of buying – center members such as risk takers, risk avoiders, or personal motives
Evaluating market segments Size & Growth Mkt. Potential obtained by demand
forecasting methods as• Time series analysis• Regression analysis• Econometric models• Sales force estimates• Expert opinion Analysis indicate what is the size &
estimated market growth of each segment.
Profitability analysis
Market potential estimate the quantity & value of a product that
the entire mkt.purchase during specified time period
Sales forecast estimate of co’s sales based on the co’s share
out of the mkt. Potential in a specified time period Profitability refers to the difference b/w estimated sales
revenue(sales forecast) & the marketing cost servicing & maintaining customers in same time period
Competitive analysis
Penetrating a particular mkt. Depends on a careful analysis of strengths & weakness of existing or potential competitors.
It must be assessed in each mkt segment w.r.t to areas of mfg., R&D, finance,product quality,sales force,advertising,technology……
Company objectives & resources
Find whether each potential segment is in line with firm’s long- term objectives, if not eliminate segments.
A company will succeed in a segment if it has certain resources superior to competitors.