B2b International Marketing Case Study

772 Words4 Pages

B2B Challenges
The key challenges of business to business marketing are as follows:

Small Customer Base:
B2B markets must develop personal relationships because they would have smaller customer base compared to B2C market. The B2B market must develop a relationship with the customer and build trust with the suppliers over time. The company must train staff in excellent customer service. If a B2B company doesn’t do this, they will face the challenge of losing out on customer loyalty. An Example of this would be if you are dealing with suppliers from other countries (e.g. in China you would need to understand their business customs and culture to make the experience personal for them to keep them as client). According to Ivers, A. (2016). CRM …show more content…

The B2C marketing is a lot less complex compared to B2B because they only deal with individual customers and have a target market. While B2B companies must deal with smaller number of suppliers which want the product or service to their standard, the product then must go through many levels of authority in the company before a decision is made causing a lot of time being taken up in B2B markets. An Example is Musgraves Group supplying to Centra, this would be a long process because they must go through costings, food regulations, pricing and transportation stated in Musgravegroup.com. (2016). CRM technology could help speed up the complex decision making by managing the supply chain more efficiently so a decision is made a lot faster saving the B2B companies …show more content…

The B2C products and services can be mass produced while B2B products and services must be tailored to the business they are supplying to. This can be time consuming and expensive for the company because they must do unique segmentation for the company. An Example of a complex product would be a smart phone. To consumers it is simply a luxury product but to B2B companies the phone needs to be integrated with corporate servers, security procedures need to be implemented and the corporate applications need to be enabled. This is a complex process. The staff members need to be motivated and trained to be able to work on these complex products and services. Ivers, A. (2016). CRM Strategies for Business Marketing. stated by creating customer relationship management strategy of motivating employees with a bonus and investing time and training in to the employees to develop well trained and motivated employee’s to be able to work

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