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Industrial Marketing

Industrial Marketing

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Published by: Apple Camba on Nov 30, 2010
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05/12/2014

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UNIVERSIDAD DE STA.

ISABEL MARILLAC ALTERNATIVE COLLEGE CITY OF NAGA

IN PARTIAL FULLFILMENT IN MARKETING MANAGEMENT

(A REPORT ON INDUSTRIAL MARKETING)
PREPARED BY:

RHEA BASILAN AND APPLE M. CAMBA BSCE-NT

Industrial Marketing

ITS IMPORTANCE. IDENTIFY THE FACTORS THAT CAN INFLUENCE INDUSTRIAL MARKETING. .OBJECTIVES: DEFINE INDUSTRIAL MARKETING. DEFINE INDUSTRIAL ADVERTISING. ITS CHARACTERISTICS AND THE WAY IT IS DISTRIBUTED THROUGHOUT THE MARKET. DIFFERENCIATE INDUSTRIAL MARKETING FROM CONSUMER MARKETING.

Industrial Marketing is the marketing of goods and services from one business to another. . The word "industrial" means machinery run by power to produce goods and services.

.Industrial goods are those which are used in Industry for producing a Different end product from one or more raw materials.

or between a wholesaler and a retailer. such as between a manufacturer and a wholesaler .Business-to-business (B2B) Describes commerce transactions between businesses. .

Types of Industrial Goods Raw Materials Semi-Manufactured Goods Installations Supplies Accessories .

public utilities. service. Gov t. newspaper industries . Institutions. Construction. transport. . fishing.Possible Industrial Markets Manufacturing Industries. winery. mines and quarries. institutions and various professions. commercial establishments.

IMPORTANCE OF INDUSTRIAL MARKETING Helps all company to bear the bridge between buyer and seller. Helpful in building a bridge between themselves and their customer. Helps the company to know their return on investment/revenue. .

‡Greater reliance on distribution ‡More effort put into mass marketing ‡More reliance on branding ‡Higher use of main media one in nature.Industrial Marketing ³B2B´ ‡ Marketing is one-to- Vs. ‡Highly professional and Trained people in Buying processes are involved ‡Purchase decision is typically made by a group of people ‡Often the buying/selling process is complex and includes many stages . Consumer Marketing ³B2C´ ‡Marketing is one-to-many in nature ‡Lower value of purchase ‡Decision making is quite often impulsive in nature.

Characteristics of Industrial Market Derived Demand Elasticity of Demand Geographical Concentration Limited Number of Buyers Well informed Buyers Quality Consideration Leasing of Equipment .

DISTRIBUTION OF INDUSTRIAL PRODUCTS PRODUCERS SALES FORCE REPRESENTATIVES MARKETING CHANNELS CUSTOMERS .

FOUR MAIN TYPES OF DISTRIBUTION GENERAL LINE DEPARTMENTALIZED SELECTED LINE SPECIALIZED .

Buying Motives of Industrial Buyers To maintain continuity of supply To do so with a minimum investment To avoid duplication To maintain standards of quality and materials To procure materials at the lowest cost To maintain the company¶s competitive position .

FACTORS INFLUENCING PATRONAGE QUALITY SERVICE RELIABILITY PRICE CONTINOUS SUPPLY UNDER ALL CONDITIONS LIBERAL CREDIT TRADE-IN ALLOWANCE .

OR INSTITUTIONS BY AN IDENTIFIED SPONSOR´ . SERVICES. IDEAS.INDUSTRIAL ADVERTISING ³ ANY PAID FORM OF NONPERSONAL PRESENTATION AND PROMOTION OF INDUSTRIAL GOODS.

ELEMENTS OF AN EFFECTIVE INDUSTRIAL PRODUCT NATURE AND DISTINCTIVE CHARACTERISTICS OF THE INDUSTRIAL PRODUCT ADVANTAGE OVER COMPETING PRODUCTS ADAPTABILITY TO THE BUYER¶S NEEDS EXPERIENCE OF OTHERS IN ITS USE GAINS TO RESULT FROM PURCHASE DEPENDABILITY OF THE SUPPLIER .

THANK YOU! .

TYPE OF INDUSTRIAL DISTRIBUTORS WHICH COMPROMISE A GENERAL LINE & A SPECIALIZED DISTRIBUTOR.) CONSUMER GOODS B. A. A.) COMMERCIAL GOODS D.) DEPARTMENTALIZED B.) INDUSTRIAL GOODS C. A.) GENERAL LINE 3.) RAW MATERIALS B. THROUGH DEPARTMENTS.) INSTALLATIONS C.) ACCESSORIES D.) SELECTED LINES C.) SPECIALIZED D.1.) COMPETITIVE GOODS . THESE ARE GOODS WHICH UNDEGO FURTHER PROCESSING & ARE USED IN MANUFACTURING FINISHED PRODUCTS.) SUPPLIES 2. TYPE OF INDUSTRIAL GOODS WHICH INCLUDE EQUIPMENTS USED FOR BASIC PROCESSING.

PAPER AND OFFICE STATIONERY.4.) INSTALLATIONS C.) QUALITY CONSIDERATION 6. A.) SUPPLIES 5.) RAW MATERIALS B. A.) QUALITY D. ONE OF THE CHARACTERISTICS OF INDUSTRIAL MARKETING IN WHICH IT IS DERIVED FROM THE NEED FOR THE GOODS OR SERVICES IT CAN BE USED TO MAKE OR RENDER.) GEOGRAPHICAL CONCENTRATION D.) DERIVED DEMAND B.) ELASTICITY OF DEMAND C.) PRICE B.) LIBERAL-CREDIT C. TYPE OF INDUSTRIAL GOODS WHICH ARE HIGHLY ESSENTIAL TO THE EFFICIENT OPERATION OF THE BUSINESS SUCH AS FILING CABINETS.) TRADE-IN ALLOWANCE . ONE OF THE FACTORS THAT COULD INLFUENCE AN INDUSTRIAL CUSTOMER TO EXTEND HIS PATRONAGE THROUGH CONSISTENCY OF THE INDUSTRIAL PRODUCTS.) ACCESSORIES D. A.

) INDUSTRIAL MARKETING B. 9.) BONUS QUESTION: (2 PTS.) R Y WHEN TWO BUSINESS FIRMS CAN USE EACH OTHER¶S PRODUCTS THEY MAY REGULARLY BUY FROM EACH OTHER.) INDUSTRIAL SERVICES D.7. OR INSTITUTIONS BY AN IDENTIFIED SPONSOR´ A. ( 3 PTS. PERTAINS TO: ³ANY PAID FORM OF NONPERSONAL PRESENTATION AND PROMOTION OF INDUSTRIAL GOODS.) INDUSTRIAL GOODS C. 10. IN YOUR OWN UNDERSTANDING DEFINE INDUSTRIAL MARKETING.) INDUSTRIAL ADVERTISING 8. . SERVICES. IDEAS.

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