B2B Marketing By Hany Sewilam

Business-to-Business Marketing (B2B).

Hany Sewilam AbdelHamid

• [email protected] • +2-01005646569• +2-0542668137

mailto:[email protected]

B2B MARKETING• Marketing is the process of planning and

executing .• The conception (product), pricing, promotion,

and Place (distribution).• Ideas of how to promote and socialize.• The power of how to satisfy individual and

organizational objectives.• The ROI coming from more visibility &

combining between Modern Marketing & e-Marketing.

Hany Sewilam AbdelHamid - 2014

B2B MARKETING IS

MARKETING OF GOODS AND SERVICES TO:CompaniesGovernment Bodies Institutions (i.e. hospitals, Agencies, Hotels.)Non-Profit Organizations (i.e. Resala Foundation, LifeMakers Foundation.)FOR

USE IN PRODUCING THEIR PRODUCTS AND/OR TO FACILITATE THEIR OPERATIONS


WHY B2B MARKETING IS DIFFER? Because

Goods or services are sold for any use other than personal consumption

BecauseIt is not the nature of the product; it

is the reason for the transaction.



Characteristic B2B Market B2C Market

Sales volume Greater Smaller

Purchase volume Greater Smaller

Number of buyers Fewer Many

Size of individual buyers Larger Smaller

Location of buyers Concentrated Diffuse

Buyer-seller relationship Closer More Impersonal

Nature of channel More direct Less direct

Buying influences Multiple Single/Multiple

Type of negotiations More complex Simpler

Use of reciprocity Yes No

Use of leasing Greater Less

Key promotion method Personal Selling Advertising

B2B CUSTOMER PERSONACommercial enterprises

Indirect channel members and facilitatorsOEMs (original equipment manufacturers)Users = customersGovernmental organizationsInstitutions


REMEMBER



STAGES IN B2B MARKETING/BUYING PROCESS


MARKETING CHALLENGESBased on my experiences that I've made in the Saudi, Libyan

and Egyptian market ..let’s share following results ..

• Challenges of Government Markets• Challenges of Institutional Markets• Challenges of International

Markets


MARKETING DEMANDS


THANK YOUHany Sewilam Abdel HamidDirector of Sales & Marketing | HBD

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