1

B2B Company

Student’s Name

University

Course

Professor

Date
 2

B2B company

The selected B2B company for this study is Salem glass; their website is www.

Salemglass.com. Salem glass company is a glazing contractor located in Massachusetts in the

United States. Salem glass company is an own family organization that has been in operation for

the past 90 years. Over the years, it has earned its reputation from strong customer service,

excellent workmanship, and having competitive pricing. They have earned the work that they

have performed through the preconstruction services such as the designing development and

pricing, budgeting, through the dedicated team specialized in the installation, fabrication, and in-

house engineering services (Salem glass company, 2021). It specializes in windows, panels,

curtains, storefronts, monuments metals, and interior glazing aspects. The company

concentrations are base building construction, interior projects for public and privates

organizations. Salem glass company focuses more on their customer and provides a

comprehensive solution to the specified needs, particularly the project specification and

requirements.

One of the B2B customers of the Saleem company is the lee Kennedy co., inc located in

Quincy, MA. It is a full-service construction company that provides feasibility analysis

construction management, preconstruction general contraction services to the health care

facilities, retail market, academic, historic restoration residential/hotel, and the interior. Lee

Kennedy co. inc is one of the customers of the Salem glass company. They team up in the

construction of Winsor school that is located in the city of Boston (Salem GlassCompany, 2021).

Willam Rawn associate, the architect, inc designed the great look building and the Salem

company provided the exterior and interior curtain wall framing and glazing entrances, sunshade

device, soffit panels, skylights, and the window

 3

Another customer of Salem company is the Wise Construction Company. Wise

Construction is a company that undertakes construction activities in the United States. They are

specialized in occupied space projects their main area of focus the healthcare, corporate

Construction, biotech education through all phases of the work. The kind of relationship that

exists between the Salem company its partners is that most of this company is a construction

company that is more focused on delivering the customer specification or requirement (Salem

GlassCompany, 2021). Hence, they subcontract some of the tasks that they are not specialized to

perform Salem company. Salem company, therefore, performs this task on behalf of the

company, such as Lee Kennedy co. Inc and Wise Construction Company.

A customer value proposition

A customer value proposition refers to the promise of potential value that a business is

focused on delivering to its customer and why the customer would prefer to choose them to

compare to others. Salem is company's mission to be the primary glazing contractor of choice for

their customer through customer services and providing value to their customers. Over the years,

the Salem glass company has earned a reputation from having a strong customer focus service,

excellent artistry in all their contractual jobs, and having competitive pricing that is not

comparable to others (Salem GlassCompany, 2021). They have earned the work they have

performed through the preconstruction services such as the designing development and pricing,

budgeting, through the dedicated team specialized in the installation, fabrication, and in-house

engineering services. Salem has gained a reputation. It has been recognized as one of the

companies specializing in interior windows, entrances, storefronts, curtain walls, panels,

skylight, monumental metal, and interior glazing. Its key focus is on its customers and providing

an all-inclusive solution to their needs and their project's specification.

 4

Competitor

One of the main competitors of the Salem glass company is the wicks wood floor, inc

That is specialized in construction and remodeling hardwood flooring projects for commercial

and properties, installation, stain, sand, and finishing of the hardwood flooring. Another

competitor is the C.W. Horton General Contractor Details specializing in hotel renovation,

public space, and hotel rooms. Another competitor is the ARS Companies that provide

construction services to western US companies for over 30 years. It is based in Colorado (Salem

Glass Company, 2021). The ARS company is a privately held consortium made up of six

different managers a line of business. The line of business consists of railway trans-loading, sand

& gravel services, land development services, structural concrete services, soil stability, and

asphalt recycling services.

The marketing strategy

The marketing strategy of this company is different from that of Salem Company, while

Salem glass company is a glazing contractor that is more focused on It specializes in windows,

panels, curtains, storefronts, monuments metals, and interior glazing aspects. The company

concentrations are base building construction and interior projects for public and private

organizations(Salem Glass Company, 2021). The other company has diversified the specialty

area in that they don’t have a specific line of specialty.

Recommendation.

How the Salem company can expand their B2b product can form a partnership in terms

of working relationships where they can design specify the product and brand them for other

companies who will then sell them. Also, they can assist another company comes up with a

product that is unique in the market and specifically targets the client specification, such as
 5

model and designs (Saura et al., 2019). Also, they can offer after-sale services such as

maintenance and repair on behalf of other B2B companies. Also, they can embrace the online

marketing strategy, such as the use of social media that provide wide network coverage.
 6

References

Salem glass company. (2021). Salem glass company. Retrieved from www.salemglass.com/:

http://www.salemglass.com/about-us

Salem Glass Company. (2021). Salem Glass Company. Retrieved from www.apollo.io:

https://www.apollo.io/companies/Salem-Glass-Company/54a11c3a69702d9a8b619600?

chart=count

Salem GlassCompany. (2021). Salem Glass Company. Retrieved from www.linkedin.com/:

https://www.linkedin.com/company/salem-glass-company

Saura, J. R., Palos-Sanchez, P., & Blanco-González, A. (2019). The importance of information

service offerings of collaborative CRMs on decision-making in B2B marketing. Journal

of Business & Industrial Marketing.