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  • Case study in B2B: services marketing - Trade Deals
    placed a commercial offer about business trip organization on diversified in order to attract companies from different business sphere B2B marketplace Specify phone numbers to contact with sales manager who will be already prepared to face up with questions form Internet visitors The final results depend on services quality and sales skills 3 Individuality Unique goods exist both in B2C and B2B however in most cases wholesale goods are similar It means you and your competitor can easily buy the same products for feather retailing toys clocks jewelry eyewear and others Business service is always individual so called an exclusive business product Advertising signboard or poster business trip organization financial or legal consultation each of them is unique in own way even if it is made by the same person An outcome depends on client s purposes and wishes How to convince potential client online Market experience clients and partners recommendations and business reputation are bargaining chips in struggle for client Each commercial offer even short one like on B2B Club or on the other electronic marketplaces needs to be accompanied by Successful operation since year or other words For the beginners it can be appropriate to attract clients attention by pricing policy 4 One more feature connected with business services individuality is a set of difficulties in qualities comparison and analog choosing How to convince potential client online Make an accent on competitive advantages in short terms individual tasks exclusive service effective advancement high quality is our guarantee and etc 5 The main competitive advantage on service sector is advancement on the Internet and active sales How to convince potential client online No doubt reliable partnerships in b2b are important Taking into account high competitive environment of business services market recognizibility plays huge role in profitable operations You may raise the chances to attract new clients by placing your commercial offers on electronic business pages Don t lose your chances on success 6 Business service can t be returned to a company as the tangible product does However this feature doesn t mean each service base company can easily provide non quality business product Attention the client who is not satisfied by logo appearance can t require all money back but in the same time can make a bad fluency on your reputation by telling the partners about unsuccessful cooperation experience In order to avoid the feather problems and misunderstanding with clients both potential and exciting let quality purpose to be the main one in marketing strategy Let clients know that you are interested in them therefore do your best Keep in touch with a client during all the way inform him about each middle outcome each idea and each point in order to compare his expectations and getting results 7 Standards of service are defined by clients Besides services quality is estimated by clients too Not by services providers as they may think Turn back to advertising campaign Let it be a video for feather TV translation This

    Original URL path: http://tradedeals.biz/blog/case-study-in-b2b-services-marketing-15 (2016-05-02)
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  • The most effective media channels in B2B - Trade Deals
    hand there are companies which would like to inform potential clients about goods and services On the other hand there are companies which are interested in this information and searching for it by itself reading specialized printing editions searching on the Internet Traditional media channels printing editions radio TV For B2B companies wholesale goods industrial sector business services professional industrial editions are the most effective channels among traditional ones In this case specialized edition has tripartite interest For publishers it is advertisers and subscribers for advertiser it is a target audience and necessary business information for subscribers Specialized printing editions can be divided into three main groups Group number one consists from industrial editions for advertiser It can be wholesalers container and packing manufacture logistics and many others Group number two consists from industrial editions for potential clients Let s consider an example of transportation These companies clients may be representatives from different industries FMCG clothes shoes food s manufacturers general industrial equipment manufacturers and etc miles away from each other Group number three consists from diversified editions It is one of the most effective ways to find both clients and suppliers business partners and competitors Among packing manufacturers as an example it is possible to find partners and exchange mutually advantageous advertising Disadvantages are the following high cost of advertising materials placing in comparison to Internet resources and limited targeting period depending on edition 1 week 1 month a half of year and so on Internet resources such as corporate website B2B marketplaces direct emailing All media channels set forth above are effective in B2B sector Corporate website is the most detailed company s card which is available 24 hours per day and 7 days per week Own page is not only information resource for visitors but also is real orders making online a possibility to carry on dialog with clients quick feedback The main disadvantages of numerous corporate websites are bad quality of information giving design structure and options and external advancement absence In this case corporate site will be extremely inefficient B2B trade platform is an effective external advertising and external advancement of corporate website under condition of direct links presence as B2B Club has Registration on this platform is usually free There are also some additional services of advancement inside of the marketplace at low prices Direct emailing is the one of direct marketing elements for B2B and B2C sectors Active sales are actual especially for the companies providing business and the companies in conditions of a rigid competition Commercial offer in this case is an opportunity to acquaint potential clients with the company About every B2B company needs transportation advertising and consulting services but they these companies have never hear about your company The difficulties in direct emailing consist from preliminary commercial offer s drawing up and searching for corporate emails of potential clients In a general rating corporate website occupies the first place Corporate page is not only effective media channel but also an

    Original URL path: http://tradedeals.biz/blog/the-most-effective-media-channels-in-b2b-14 (2016-05-02)
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  • Let me introduce myself: speaker’s and listener’s side in b2b presentation - Trade Deals
    that is a short term objective of your presentation and that is a long term prospect Between the sell purpose and to receive the contact information of potential customers there is a big difference the first is impossible without the second Business presentation is only one b2b marketing tools So for example many companies wrongly believe that the web site means Internet marketing however corporate site isn t enough to become successful on the b2b market Take a look at following examples of b2b company presentation s purposes to strengthen an effect from exact advertising campaign which has already begun or begin in the nearest future to attract mass media attention business printing editions and Internet resources devoted to b2b market to prove competitors and partners in business stability and in leading position on the market to demonstrate the loyalty to the mass media government clients and business partners to convince investors in project success to attract potential consumers attention to new or modernized b2b product and etc Specific presentation s goals advance time and place structure and quantity of the invited visitors Not every presentation will be successful and reach the purposes facing it More experience both positive and negative in self presenting company has more successful this presentation will be with each subsequent time Choosing a date choosing a time Every company has a right to choose date time and place for presentation voluntarily but there are some common recommendations So for example Monday Tuesday and Sunday are not the best time to corporate parties There is no interdiction but there is a possibility that target audience you plane to see on this party will be less than expected Company s goal is to inform maximum quantity of listeners among b2b audience Short business presentations can be conducted from Monday to Friday in most of the cases it depends on listeners Press conferences are more often nominated on Wednesday or Thursday in order to give a chance to journalists to prepare material at the beginning of the next week for the following publishing Business presentation can be also an interview with head officer advertising article about b2b goods and business services Business gifts for listeners Important and almost compulsory element of image advertising is business gift to listeners pens calendars and notebooks with company s name logo phone number web address There is a difference between retail and wholesale buyer s mentality The first one is assured that pens and calendars are nothing more than just a money wasting and useless stuff to attract buyers attention The second one concerns business gifts in another way namely the company spent time and money for pens calendars and notebooks manufacturing In other words presenting company seriously concerns its clients and its business Cut away can be called a business gift too It is information Be ready to receive it from any source in every minute We live in information age Receive analyze and draw correct conclusions from information you get

    Original URL path: http://tradedeals.biz/blog/let-me-introduce-myself-speakers-and-listeners-side-in-b2b-presentation-13 (2016-05-02)
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  • «Big» marketing vs small and middle-sized business? Nothing is impossible - Trade Deals
    necessity in outsourcing Does that mean that small and middle sized companies can not run an effective marketing campaign at all No it doesn t Follow the rule of competition if there is no money to spend on advancement try to be a little more creative than the other ones Profit making machine is available online Ask each small and middle sized company to name the commercial goals and they will answer as one Increasing the sales and business diversifications The main difficulty is marketing specialists absence Try to imagine day by day the chiefs face up with tens business tasks to manage finance and personnel to sign the contracts to negotiate with potential clients suppliers logistics companies Under existing conditions working with intangible B2B marketing is considered as time wasting However marketing appointment both for small and large business for B2B and B2C sectors is the one to increase the revenues And there are some possible ways to achieve this goal 1 To attract more clients 2 To persuade clients to order more products to buy more expensive and or profitable products than they did or plan before How to use B2B marketing in order to attract more clients Start from initial market research You may be surprised how to do it taking into account a limited budget On the Internet we can answer Check out B2B Club pages Business Club is diversified international electronic marketplace Find similar products services make comparison with your commercial offer price B2B goods and business services competitively How to use B2B marketing in order to buy more products Place your commercial offer on maximum number of online resources Is there anything easier and cheaper than do it on the Internet Effective doesn t mean costly It s about online marketing efficiency Marketing as like as any other component of business process book keeping planning of deliveries pricing should have certain plan budget and purposes An advancement of goods and services brings quite notable results a profit margin Take a look at case study presented below To make an effective advancement plan for small and middle sized business follow 3 main points There are 1 Specify a target audience Speaking about B2B sector keep in mind a necessity of target marketing No need to spray efforts on audience who will never buy your product or order a service you provide Direct it efforts to the correct market certain company it will be much more productive than shooting into darkness At the beginning you can start from choosing industries that may be interested in your product Make a list of the companies that may be interested in your offer starting from the nearest city district country one All information should be presented as a simple database company name business portfolio address and contact email 2 Prepare a standard commercial offer No need to outsource B2B marketing agencies if it is really out of pocket expenditure This sample can be corrected easily name date conditions and

    Original URL path: http://tradedeals.biz/blog/big-marketing-vs-small-and-middle-sized-business-nothing-is-impossible-12 (2016-05-02)
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  • The prospects of specialized B2B marketing agencies - Trade Deals
    To estimate B2B product or business service it is necessary to outsource external specialists such as engineer designer specialist from standardization department and etc It is necessary to approach to a question of positioning on B2B market with the maximum responsibility and professionalism No one manufacturer wholesaler supplier is ready to risk own reputation which means a lot in B2B sector It is important to observe business ethics to have professional approach to business 2 Potential clients To define target audience and media channels on which potential and existing clients receive the most relevant in their point of view commercial information The main feature of this point consists in a type of clients in B2B sector They the clients are representatives of business sector that s why they may be called more rational in the way of purchasing than their consumer counterparts are Besides clients number is limited Media channels in turn are specialized What are the features of B2B agency s job The companies which can be focused on a certain B2B product are defined at a stage of work with it The main goal of B2B marketing agency is to define the most effective media channels for each product and service individually B2B agency has to posse erudition in the field of specialized press electronic B2B marketplaces to visit conferences and seminars Personal and business relationships are also important in B2B sector B2B marketing agencies need to interrogate the various companies in order to define the most effective media channels as an example to find business clients for themselves using direct marketing to address for consultation or attraction high specialized experts and many others 3 Setting the goals Agency s client can not always accurately formulate marketing campaign purposes It is fair for B2B and B2C sector Very usually clients formulate these purposes as following expressions We would like to raise our sales up We would like to become a market leader We would like to be recognizable on the market Good purposes but very uncertain for being established What are the features of B2B agency s job B2B marketing agencies should specify clients requirements and purposes They these agencies know how to buy wholesale successfully or sell wholesale and etc Take a look at the following examples We would like to raise our sales up means we d like to raise revenues up This purpose is equal to new clients attraction keeping in touch with existing clients taking a part in competitive struggle After a preliminary analysis of existing market conditions B2B marketing agency can answer the following questions on how many percent client s sales can be raised up under the certain conditions what time period is required to achieve this goal and specify some commercial moments As an outcome the purpose can be formulated as To raise the sales up on 15 per the first 6 months We would like to become a market leader In this case primary market analysis is also required namely

    Original URL path: http://tradedeals.biz/blog/the-prospects-of-specialized-b2b-marketing-agencies-11 (2016-05-02)
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  • More than advertising campaign: recognisability in B2B - Trade Deals
    the maximum attention and to locate in customers mind for a long time period The main difference between B2C and B2B in recognizing strategy is the following in B2B recognisability there are 2 main elements They are company name and certain product it produces or business service it provides In B2C usually there is only one element product service Company name and country it was based play considerable role in premium class mostly Take a look at simple example from B2C recollect any chocolate advertising let it be Bounty can you tell us exact company name or describe corporate logo without very much thought Now compare 2 examples medical equipment and medical equipment made in Gossen Metrawatt Germany Which of two possible versions seems more credible The second one we are sure Information about company country market experience recommendations are very important for potential clients That s why product service recognisability is estimated in a complex with information about manufacturer or provider The main advantage of corporate recognisability consists in providing credibility among clients and business partners and customers loyalty formation B2C company are concentrated in generating positive emotional response connected with goods services logos company name It is expected that these emotions will play a main role in decision making process in shop supermarket cafe trade center and etc For B2B sector the main goal is to form positive corporate image for long term prospect It is fair to believe that goods turnover of more recognised company under others concerning equal conditions such as price policy and delivery terms exceeds its competitors in tens times Therefore corporate recognition is also important in B2B and deserves a proper attention to own formation and increasing Why Top positions on the electronic market places are on sale but not given free of charge The Tops on diversified B2B electronic marketplace are on sale as other physical analogues are the most passable place in trade center or foreground in supermarket for instance The reason is clear these places attract more attention than the other ones Nobody is surprised with physically existing Top payment However online ones cause a lot of questions the majority of which are simple such as What is a reason of Top placing The answer is the same an attraction of potential clients attention to increase their interest in goods and services to increase corporate web site attendance In comparison with B2C where physical Top brings instant profit the scheme I saw I recognized I bought Tops in B2B is a long term prospect As in case with supermarket or with trade center on B2B marketplace there is a competitiveness between manufacturers dealers suppliers business services providers therefore B2B portal participants aspire to take the most visible place among the others There are some possible variants of Top placing on the main page category and subcategory How to raise corporate recognisability I e how to raise the sales up Nowadays one of the best ways to increase corporate recognisability on

    Original URL path: http://tradedeals.biz/blog/more-than-advertising-campaign-recognisability-in-b2b-10 (2016-05-02)
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  • B2B calculations: market volume estimation - Trade Deals
    prospects prediction In given business case market volume will be estimated Initial data for estimation Wholesale b2b products let it be kitchen ware An analysis can be spent either for each product group for example ware and bedding or for each good separately In the second case estimation will be more exact Wholesale price Market volume is measured in monetary expression For b2b sector it is wholesale prices for chosen goods Where to take information From competitors price lists Wholesale prices in most of the cases are in opened access for the potential client With a sales volume expression it is more difficult In order to find such information about competitors you may need to read their press releases It is possible to base on own business experience and try to define a mid annual sales volume Territorial coverage of a market is not less important parameter than the first one If you have interest in regional market get acquainted with all companies presented on it If your company plans an exit on new market Russian German and etc define its borders and existing participants Territorial coverage is defined proceeding from company s purposes to estimate existing or new regional or world market Time period a year or a season The choice also depends on company s plans It can be an estimation of entering new market efficiency during a certain season or definition of the best time to launch new product on the market It is possible to divide the market into segments hypermarkets with home supplies retailers and etc Volume market estimation So you need to know market volume in the following cases business diversification product s modernization new product launching new project launching to enter commodity markets There are many direct and indirect approaches to the estimation but the most popular and easy are the following using the secondary information using official statistical data about volumes of output It is necessary to note the following feature ones markets are well studied opened and clear for the analysis the other ones for example sector of business services are more specialized so information about these markets is not enough for objective estimation Market volume should be estimated regularly because it varies from time to time Increase or reduction of the market size volume depends on a number of factors macroeconomic changes new technologies occurrence consumers life style changes manufacturers marketing efforts and many other influencing on the market It makes sense to analyze the scheme of advancement of a product to the consumer during working out of the program for market volume estimation It is expedient to combine some two or three methods because any of offered below methods can not show an objective market picture If the divergence of estimations does not exceed 10 12 level it means all calculations were made correctly If results disperse more than on 15 start to search for errors Perhaps it is necessary to specify methodology of calculations or the initial data

    Original URL path: http://tradedeals.biz/blog/b2b-calculations-market-volume-estimation-9 (2016-05-02)
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  • An efficiency of complex B2B product: conveniently for client, favorably for a company - Trade Deals
    agencies service There is always a risk not to get this visa because of some circumstances The individual guide s and translator s services will be in several times more expensive then per group as well as excursions prices Total price for individuality is more money and more time to spend Let s do the same with complex business service or wholesale goods Company A produces certain goods Company B is carrier of cargoes and partner of company A And under partner program s conditions company B provides a discount for transportation of the goods made by A Company C is insurer and partner of company A in this case discount system is similar Benefits for the client who orders wholesale goods consists on the one hand in saving a time for searches and negotiations with other companies on the other hand in reducing the costs of transportation insurance and etc Does your company produce anything or provide business services every time meeting new client try to count how much this company is ready to pay for complex service and try to look forward i e which advantages can bring this client for your commercial future Wholesale goods what to offer the clients where to find partners Purchase of wholesale goods is accompanied by following services packing transportation documents and cargo insurance As an additional bonus for large wholesale client you can offer free marketing research of the market of these goods or exclusive goods manufacturing Where to find partners It is possible to do on diversified business to business marketplace such as B2B Club In a corresponding category carriers insurers suppliers of raw materials and other companies which can be interesting as future business partners are presented Contact information is accessible to every user of electronic b2b catalogue Advantages of ordering complex goods for the clients are saving time bonus and discounts convenience supplier guarantees In other words if you offer a certain carrier it means you are assured of its reliability Benefits from offering the complex goods for the company manufacturer are long term business ties in b2b sector reliable partnership with partners high level of clients satisfaction competitive advantages on the market Besides offering complex services provides future prospects to a gradual diversification of company s commercial activity As an example if cargoes transportation service will be claimed among buyers company manufacturer can open special department or an affiliated company which is engaged in transportation of own goods or the goods of other firms Benefits from participation in the partner program for the third side companies are new clients long term business ties in b2b sector For this reason these companies willingly render discounts for own services An equipment what to offer the clients where to find partners Sale of any kind of equipment telecommunication energy saving equipment chemical medical and so on can be accompanied by packing transportation insurance installation adjustment testing personnel training and guarantee repair Postselling service installation of the additional equipment illumination and

    Original URL path: http://tradedeals.biz/blog/an-efficiency-of-complex-b2b-product-conveniently-for-client-favorably-for-a-company-8 (2016-05-02)
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