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  • B2B Marketing: Group 4

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    Sahil Agrawal
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    This document contains information from multiple groups presenting on different B2B marketing and procurement topics. It includes: 1) Information on three different companies - one incorporated in 2005 dealing in generic and OTC products, one incorporated in 2007 dealing in formaldehyde chemicals, and one incorporated in 1988 specialized in power substations. 2) A section on sales team operations, problems like not meeting targets, and solutions like incentives and improved communication. 3) A section on problems with single point buying centers like limited reach, and solutions like creating a buying center and integrating technology. 4) A presentation on business to government tendering including the tendering process and factors considered in bids. 5) A concept

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    G4_DIV B _B2B

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    This document contains information from multiple groups presenting on different B2B marketing and procurement topics. It includes: 1) Information on three different companies - one incorporated in 2005 dealing in generic and OTC products, one incorporated in 2007 dealing in formaldehyde chemicals, and one incorporated in 1988 specialized in power substations. 2) A section on sales team operations, problems like not meeting targets, and solutions like incentives and improved communication. 3) A section on problems with single point buying centers like limited reach, and solutions like creating a buying center and integrating technology. 4) A presentation on business to government tendering including the tendering process and factors considered in bids. 5) A concept

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    © All Rights Reserved
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    5 views16 pages

    B2B Marketing: Group 4

    Uploaded by

    Sahil Agrawal
    This document contains information from multiple groups presenting on different B2B marketing and procurement topics. It includes: 1) Information on three different companies - one incorporated in 2005 dealing in generic and OTC products, one incorporated in 2007 dealing in formaldehyde chemicals, and one incorporated in 1988 specialized in power substations. 2) A section on sales team operations, problems like not meeting targets, and solutions like incentives and improved communication. 3) A section on problems with single point buying centers like limited reach, and solutions like creating a buying center and integrating technology. 4) A presentation on business to government tendering including the tendering process and factors considered in bids. 5) A concept

    Copyright:

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    of 16

    B2B MARKETING

    GROUP 4
    B010 RAHUL MINAT
    B011 MANISH SHARMA
    B027 SHIVAM GARG
    B029 SAHIL AGRAWAL
    B031 TUSHAR AGARWAL
    B036 YASH KYAL
    B040 MOHIKA JASRARSARIA

    Incorporated In the year 2005 by Incorporated In the


    Incorporated In the year
    RK Kyal year 2007 By Satish
    1988
    Deals in Generic and OTC products Kumar Garg
    EPC CONTRACT
    More than 250 products in generic Deals in Formaldehyde
    (Engineering
    & OTC range. Chemical
    Procurement
    Strength of sales force 35+ that Uses- Adhesives,
    Construction)
    covers eastern and southern India. preservatives etc.
    Turnkey Projects
    Mostly Used in
    Specialized in Power
    Plywood and powder
    Sub- Station - 132 KV
    industry.
    Sales Force &
    Motivation
    SALES TEAM OPERATIONS

    National sales manager


    Zonal sales manager
    Regional sales managers
    Area sales manager
    Business sales executive
    Retail sales executive

    PROBLEMS

    Not achieving sales volume


    Not achieving sales targets
    No proper communication
    Lack of motivation to work
    SOLUTION
    MOTIVATION
    Cash incentive or a trip to foreign country
    Providing health policy
    Recognition of their achievement
    Providing interest free loans

    COMMUNICATION
    Standard SOP's - 8 days Model.
    Feedback and survery from the customer
    Target to visit minimum 15 stores in a day
    Using MR reporting software and WhatsApp
    INCENTIVES
    Buying Centre
    PROBLEMS SOLUTIONS
    Single point contact (Non By creating a buying center
    integration Switching to Procurement
    Limited Reach - based approach
    Geographical and Supplier Integrating Information
    No market Analysis Technology
    One person with Asset Management System
    information
    False claims
    RESULT

    Clear knowledge of Roles and Responsibility


    Better management with centralized
    technology
    Better prices of Raw Material
    Good Market Analysis
    Good supplier management
    Estd . 2022

    BUSINESS TO GOVERNMENT
    (TENDERING)
    BUSINESS TO GOVERNMENT

    01 02 03 04 05 06
    07 0715 071
    CALL FOR PURCHASE PRE-BID PRE-BID
    LOOK FOR METTING PRE-BID METTING
    SEALED PRE-BID METT
    LOWEST
    TENDER THE TENDER METTING SUPPLIER TENDER WINS

    BUSINESS TO GOVERNMENT Price is important


    E-TENDERING The quality of product
    BUT FOR B2B ? On-time delivery
    Experience
    More paperwork, research,
    and documentation
    Terms & Condition
    Payment
    CONCEPT USED BUYER
    SELLER RELATIONSHIP
    THROUGH SOFTWARE
    DIGITAL PROCUREMENT
    B2B DIGITAL PROCUREMENT
    THANK
    YOU
    Group-4

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