Poll Analysis For Week 4

Link to us: http://snipurl.com/27qpc1-b2b

The question we ask in week 4 is "The future dis you think B2B is useful?". We just provide two option allow people to choose there is "Yes" or "No". Until the poll closed we have only 15 voted, and we can see the chart is showiong 100% people is votes for YES and none of people is vote for No. For this voted result i can knows most of the people now is trust for Busines to Business.

Business to Business Menu

Link to us: http://snipurl.com/27qpc3-b2b

B2B, or Business to Business, transactions occur when businesses sell products and provide services to other businesses, sometimes in a wholesale context. In terms of monetary value, B2B products and services represent the majority of sales transactions.
In many cases, B2B transactions deal with products and services that are customized to satisfy a customer's or client's requirements. Business buyers are usually quite knowledgeable, sometimes understanding specific applications and uses of a product better than the seller!
Business purchases are made for company use, and they are generally based on a rational decision-making process. However, branding can raise awareness of a company's offerings, helping to ensure their consideration along with other competitive offerings.
A B2B purchase transaction may comprise a multi-step decision-making process, involving interactions between multiple players at both the buying and selling companies. The process may include educational sessions and marketing presentations as well as basic sales calls. Customer service considerations begin with the first contact, whether the buyer or seller initiates the contact.
Target markets for business to business transactions are often fairly small and narrowly focused. Especially in these situations, the B2B purchase process is relationship driven, with each party striving to establish the relationship and maximize its value.
Transactions between businesses and government agencies as well as those between businesses and non-profit organizations share many of the same characteristics as B2B transactions. In a broader B2B context, office products and imaging services retailers such as Staples and Office Depot serve the small business market.
On B2B-Menu.com, you will find information about products and services, such as commercial real estate and institutional furniture as well as accounting and advertising services, that are traditionally associated with Business to Business transactions.

Reference:

B2B menu (Online) (Cited 27 February 2011)

Available from:
http://www.b2b-menu.com/

Business to Business Marketing

Link to us: http://snipurl.com/27qpc4-b2b

Business to Business Marketing Company is set for manufactures, suppliers and exporters to expand their sales network internally or externally. To start a business to business we must plan which categories we should concern of:

-Relationship driven

-Maximize the value of the relationship

-Focus target market

-Multi step buying process, longer sales cycle

-Brand identity created on personal relationship

-Educational and awareness building activities

-Rational buying decision based on business value

Business to business company needs to focus on relationship building and communication using marketing activities to promote their sales market. Business to business company use marketing to educate their stuff to know how to target customer because is not only one decision maker when comes to business to business market. First to target customers, business to business company need to integrate some campaign that include direct mail, telemarketing, web casts, newsletters and sales representatives who will play a important role in the company. We must plan before we begin to start the market. Business to business offer products and services to other businesses, put some credit into marketing programs and materials that offer target company to help them make a rational buying decisions. Help them to determine the values of the product and service by testimonial, feedback and products quality.

Reference:

Marketing for B2B vs B2C (Online) (Cited 24 February 2011)

Available from:

http://masterful-marketing.com/marketing-b2b-vs-b2c/

B2B Privacy Policy Statement

Link to us: http://snipurl.com/27qpc7-b2b

The privacy policy is creating to ensure the client confidence to the website and protect to client. There is more common policy in B2B industry.

Type of Information collected

There are two type of information collected is Traffic Data Collected and Personal Information Collected. Traffic Data Collected is the system will automatic track of your IP Address, Domain Server, types of computer, type of web browser.

The Personal Information Collected is provide by you. It is needed when you want to purchase product from the website you need to submit your information to it. Personal Information may include contact Data such as your name, mailing and e-mail address, phone number. Financial Data such as your account or credit card number.Demographic Data such as your zip code, state, or industry.

How B2B Industries Uses of Information Collected

Contact Data can be to send you information about the products or services, or promotional material, or to contact you when necessary. Demographic Data is to customize and tailor your experience on the Site, displaying content that may interest you according to your preferences.

Security of Personal Information

Client information will protect. B2B Industries will not allow sell, rent or lease the client personal information to others. There may only be able to share personal information with third parties to perform services on behalf such as fulfilling to customers' orders, promotional offer, delivering packages and etc.

Reference:

B2B Computer Products Company(online) (cited 22 Feb 2011). Available from

http://www.b2bcomp.com/help/index.php?view=privacy_policy

Proteus B2B Company(online) (cited 22 Feb 2011).Available from

http://www.proteusb2b.com/firm/privacy-policy.php

Business to Business Integration Software

B2B describes any business that sells products or provides services to another business. Business to Business integration software enables companies to manage the integration and automation of business processes with key suppliers, partners, and customers via the Internet. It does this by allowing new and existing information systems to communicate with each other in a common language and framework. iWay Software supports B2B integration initiatives through a network of connectors and adapters as well as through the universal language of XML.

IWay software have a powerful foundation made up of the iWay Universal Adapter Framework and the iWay Integration Engine, these suites provide a high-performance environment that is powerful enough to effectively meet current integration requirements – without the need for cumbersome and expensive manual coding – and has built-in scalability to protect investments and ensure value as business needs change.

IWay Software can cutting-edge B2B, EDI, and managed file transfer (MFT) gateway dramatically improves the way trading partners and related activities are managed. So, cross-company transactions, as well as those that span external exchanges, can be planned, executed, and tracked more efficiently and effectively than ever before.

Connectors transport application requests through the iWay infrastructure where they are routed to adapters, transformed, and optimized for the desired data source. Adapters then return the requested information to the appropriate connector that hands it back over to the requesting application. Using this method, iWay connectors enable virtually any application to reach enterprise transaction systems, procedures, application packages, and data in more than 300 relational, nonrelational, ERP, and proprietary sources on over 35 platforms.

iWay Software offers a portfolio of pre-packaged suites designed to help companies seamlessly integrate systems, information, and processes from across the extended enterprise. With these comprehensive solutions, organizations can build a strong, yet open and flexible technology infrastructure that maximizes agility, efficiency, and competitive advantage.

iWay Service Manager is an open-transport Enterprise Service Bus (ESB) that provides a single platform for SOA and EDA, and extends to B2B service design and deployment.


Reference: Business to Business Integration Software (online) (cited 17 Feb 2011).
http://www.iwaysoftware.com/b2b-business-to-business-software.html

Business to Business Technique

Business to business techniques to help business to lift up sales performance.

Understand the Product

To success approach a customer we have to understand the product. Some customer like to hear some sweet talk before start to approach them while some customer don't have must time to hear those sweet talk and if they are interesting they prefer go to the main point. Customer don’t just expect to be given details about the benefits of the product, they want to know how it can be applied in their business to achieve their goals. The client won’t necessarily expect the sales person to be impartial, but they will expect them to know their stuff and to be able to answer their questions.

Be Persistent

In sales there is a fine line between being too pushy and being persistent, when you have confidence in what you sell and you are confident that there are benefits for the client’s business, the sales person should ensure that they do not pass up an opportunity through failing to keep in touch with the client. When selling an item over a sales cycle, we should try to contact with the client once a month at least.

Build a Relationship

Another way to success in business performance we have to try to get to know all about our client. Try to get to know the customer, what they like, what they don’t, and cater for their needs. The more the customer considers you to be likable, the less likely they are to say no. It is important that we have to natural when meeting with the client, try to build relationship with the client. Try to build a relationship in a different way to suit each customer, their confidence levels, and their approach to business.

Ask for the Sale

Many sales person not dare to build relationship with the client, this make them fail to success in the business. If the customer does not appear to have any objections, then ask for the sale and try to approach them. If they say they are not authorized to make a decision, try to speak with the decision maker.

Reference:

Business to Business Sales Techniques that’ll Lift Performance (online) (cited 17 Feb 2011).

Available from

http://www.buzzle.com/articles/business-to-business-sales-techniques-thatll-lift-performance.html

The Top 10 of B2B Website 2010

Now a days is given a lot of advance to b2b business. This type of business or trade can be performed through the websites. So before you have started a B2B business you need have a good website design that suitable with your product. With a best website you need have some criteria like:

Design, Easy to use, Content, Innovation,Use of Technology,Interactive,and Copy writing

LinkChina

LinkChina is an online marketplace for international buyers and China wholesale suppliers and manufacturers. With our web-based business platform, we enable global buyers to find the latest, quality and competitive-priced products from Greater China suppliers directly.Find all quality products from China selected merchants, at wholesale price, including apparel, handbags, shoes, sports goods, electronics, makeups, and other items.

Alibaba

This is the largest B2B portal in the world; you can put 50 products on it for free. Enough products and companies on it. Compare to soldouteasy.com, its data not open to other search engines. Only customers of alibaba.com can get you products information.

TradeTang

TradeTang is a comprehensive business-to-business (B2B) trade solution provider offering one-stop trade services to both international buyers and domestic sellers.

As a Third Party online business platform, we provide our buyers with an efficient and manageable procurement process covering every phase of the international supply chain and streamlining trade channels.

LightInTheBox

LightInTheBox.com has been a worldwide business leader in selling blue-ribbon consumer goods since 2006. From the moment we founded LightInTheBox, our vision was to empower people worldwide in buying and selling online.

Made-In-China

It is a good place to find OEM companies in China. This is NO1 or NO 2 hot B2B portal in China. It’s weakness same as alibaba.com, data not open to other search engines.

EC21

This site created by a Korean, main market is in China. We tried to register when we started the B2B sites research, but when it ask me put the code of my email address, I refused, unfortunately, I was turn down by this company. We tried to sign in, it always shown Unregister ID, recently we get several email from this site. We really lost interesting, there is a Soldouteasy.com with an open data system, somebody want do free trade, really have no worry.

DHgate

DHgate.com is a B2B e-Commerce website serving Chinese sellers and global buyers since 2004. As a leader in B2B online trading, DHgate is proud to be PayPal’s largest client in the Asia-Pacific region. Our buyers are from the US, Europe, Australia and Asia–totaling to over 230 countries worldwide. We also boast over 10 million product listings from more than 100,000 dedicated Chinese suppliers. On Dhgate.com, international buyers can purchase directly from Chinese wholesalers and factories, who offer a wide range of products at very low prices.

GlobalSources

It has a very big data base system of Asia; it is a excellent place to find your customers or your potential partners from Asia.

Importers

This site originally from the United States, allowed register ID for free. Good flow in Europe, if your market or you want open new market in Europe or North American, it is good to use. Customers allowed send only 10 messages in one month. If you have a small business, it is a good help.

TradeKey

Recently raised B2B websites, original from Saudi Arab, but right now it not allowed free member post their products anymore. The early free members allowed have 20 free trade offers only, you can update, but if you deleted one, that means you have 19 free trader offer left.

Reference:

bags-and-cases, (online) (cited 15 Feb 2011). Available from

http://www.bags-and-cases.com/top-10-b2b/

Why Is B2B Marketing Special?

Business-to-business marketing is about meeting the needs of other businesses, though ultimately the demand for the products made by these businesses is likely to be driven by consumers in their homes.

We believe that there are ten key factors that make business-to-business markets special and different to consumer markets. These are described below.

1) B2B Markets Have A More Complex Decision-Making Unit

The decision making unit (DMU) in business-to-business markets is highly complex or at least it has the potential to be so.Ordering products of low value and low risk may well be the responsibility of the office junior.  However, the purchase of a new plant that is vital to a business may involve a large team who makes their decision over a protracted period.  The DMU at any one time is often ephemeral – specialists enter and leave to make their different contributions and, of course, over time people leave the company or change jobs far more frequently than they change family unit.

The Risk-Value Purchasing Decision Matrix

Above divides business-to-business purchases into four categories according to their financial value and the level of business risk associated with the purchase.  Each of these categories gives rise to different purchasing behaviour and different complexities.

• Low-risk, low-value purchases are the least distinct from consumer purchases.  They often involve just one, frequently junior person.  There is little financial or business risk involved on getting the decision wrong, meaning that relatively little thought goes into the decision.
• Low-risk, high-value items such as raw materials typically involve a mixture of technical and purchasing personnel, and often very senior people such as board members.  This complexity is necessary to ensure that price is minimised without impacting upon quality.  Purchasing personnel would usually be the key decision makers on a transaction-by-transaction basis, under the general guidance of more technical employees, who would review suppliers periodically.
• Low-value, high-risk items such as office insurance would similarly involve a mixture of specialists and purchasers.  As the ‘risk’ is in the product rather than the price, and as each transaction is likely to be unique, an expert would tend to be the key decision maker every time a purchase takes place.
• High-value, high-risk purchases are the most distinct from consumer purchases, with a large number of senior decision makers evaluating a large range of purchase criteria.  In the case of plant equipment, we might expect a CFO, R&D Director, Production Director, Purchasing Director, Head of Legal Department, CEO and a number of upper-management department heads to be involved.

2) B2B Products are often more complex

Just as the decision making unit is often complex in business-to-business markets.

Where the purchase of a consumer product requires little expertise (perhaps nothing more than a whim), the purchase of an industrial product frequently requires a qualified expert.  Where consumer products are largely standardised, industrial products are often bespoke and require high levels of fine-tuning.  Even relatively complex consumer products tend to be chosen on fairly simple criteria.  A car might be chosen because it goes fast and looks nice, and a stereo might be purchased on the grounds that it is tremendously loud.

Even simpler industrial products, on the other hand, frequently have to be integrated into wider systems and as a result have very specific requirements and need intimate, expert examination and modification.  It is difficult to imagine a turbine manufacturer or commercial website design buyer having a look at three or four products and then choosing one simply because it looks nice.  The choice of turbine will involve a whole host of technical, productivity and safety issues, whilst the choice of website might be based on its integration into a wider marketing campaign, its interactivity with users and the degree to which it draws potential clients via search engines.

Buyers of consumer products are generally not interested in the technical details of what they are buying.  The vast majority of car buyers are far more interested in what speed the car will reach than in how it will reach that speed.  Similarly, the buyer of a chocolate bar is likely to be far more interested in the fact that the item stops them feeling hungry and tastes nice than in the technology and ingredients that make it so.  As a result, consumer products are frequently marketed in ways that are superficial or even vacuous.

3) Personal Relationships Are More Important In B2B Markets
An important distinguishing feature of business-to-business markets is the importance of the personal relationship.  A small customer base that buys regularly from the business-to-business supplier is relatively easy to talk to.  Sales and technical representatives visit the customers.  People are on first-name terms.  Personal relationships and trust develop.  It is not unusual for a business-to-business supplier to have customers that have been loyal and committed for many years.

The importance of personal relationships is particularly pronounced in emerging markets such as China and Russia, which have little culture of free information, historic quality problems with local suppliers, and – in markets where the concept of branding is still emerging – little other than their trust in the salesperson on which they can judge the provenance of the product or service they are buying.

4) B2B Buyers Are Longer-Term Buyers


Whilst consumers do buy items such as houses and cars which are long-term purchases, these incidences are relatively rare.  Long-term purchases – or at least purchases which are expected to be repeated over a long period of time – are more common in business-to-business markets, where capital machinery, components and continually used consumables are prevalent.

Furthermore, the long-term products and services required by businesses are more likely to require service back-up from the supplier than is the case in consumer markets.  A computer network, a new item of machinery, a photocopier or a fleet of vehicles usually require far more extensive aftersales service than a house or the single vehicle purchased by a consumer.  Businesses’ repeat purchases (machine parts, office consumables, for example) will also require ongoing expertise and services in terms of delivery, implementation/installation advice, etc that are less likely to be demanded by consumers.

Finally, business customers tend to be regarded as long-term customers more than consumers do for the simple reason that there are fewer business customers about, and the ones that do exist are more valuable!  The benefits of retaining a B2B customer are often enormous, and the consequences of losing them very serious.




Reference:B2B International
URL:http://www.b2binternational.com/publications/white-papers/b2b-marketing/ 

How to develop business marketing, B2B market?

B2B market requires a completely different marketing and sales methods. B2B market will be the main contact with clients to discuss sales and marketing issues and identify areas for improvement.

B2B business will be a lot of money devoted to advertising, public relations, direct marketing and other brand building activities.

However, B2B companies, the establishment of a strong brand really mean? Brand played in the B2B market, what kind of effect? Have a strong enough brand to it?

Yes, a strong brand on the market and the B2B B2C suppliers on the market are important, but they seem "important" reason not the same. Strong consumer brands to make the customer buy the product, to prevent the transfer to buy competing products, and lower price sensitivity, which is not the same as the case of B2B market. In the B2B market, strong brand to get your attention and consideration, but usually does not directly result in purchase decision, it will not increase customer loyalty or lower price sensitivity. For example, UF's sales staff may be less known than other sales businesses to reach customers more easily, but when the final customer brand influence because of UF to buy products, but the time of its decision a long pull.

The following content can be well explained brand in the B2C and B2B market difference between the role of the market. Consumers mainly by personal taste and style, the enterprise is mainly affected by the impact of the pursuit of profit, therefore, make purchasing decisions, companies will become very rational, they are a product functions and make decisions based on the performance, Moreover, they are in accordance with the product cost reduction, increased production and other capabilities to assess the product features and performance.Because of these differences, we need to reach consumers in a completely different way to reach business customers.

First of all, your product interests must eventually be able to describe the form of money. Products, "the fastest", "most likely to upgrade," "most complete" of course true, but how this excellent value to reflect the currency of it? The extent to which the customer can reduce the cost?

Secondly, the product the monetary value of benefits must be able to be clear, fluent enough to express, to do this, customers or potential customers have to do in-depth research.

To the right way to reach customers on the B2B market, companies should establish their own "customer value model", "customer value model" in monetary terms to a detailed description of the form provided by the supplier or to provide goods relative to the competition value.

The Construction of "customer value model" of the process, companies need to carefully check their content in the provision of affected or when the function and performance can affect the way customers, it can be expressed in monetary terms of the size of the. In addition, the model will be on the competitor's product offering to do a similar analysis. Since the study is the use of customers in real situations to carry out, so it provides an objective, data-driven comparison, it can help companies to provide superior value in their market segment looking for new opportunities also help companies with relatively weak demand in the value market segments to provide support.

This is very important, four out strategic management consulting that business customers make choices between competing products mainly depends on two things: price and value. For example, suppose a company is weighing the two, "Learning Management System" vendor's proposal , a supplier called A, another vendor called B, then, the company will refer to the following equation to compare the two suppliers of product supply.

The companies will choose to value and price can provide the biggest difference of LMS suppliers, rather than to the lowest price as the standard. Of course, companies do not normally purchase decisions in this way. However, decision-making is usually because they do not which party can successfully describe the real value of the enterprise products.

Reference:
企业应如何开展B2B市场的营销

蔡强, 中国总裁培训网, (online) (cited 7 Feb 2011). Available from

http://info.ceo.hc360.com/2009/12/24104992719-2.shtml

How Does B2B Is Process？

Last week we had introduction about base of the B2B e-commerce and now i have to continue with B2b process.

In B2B process can be divide to 8 step.

1St, the Commercial customers need to get order form the Vendor. In the order have to include product name, amount and etc.

2Nd, After the vendor receive the order, vendor will be verify the store either available for the order.

3rd, After the supplier checking is done, the vendor will be return the answer to the customer either available or not.

4Th, Now is transport. After confirm the store is available for customer, vendor will checking the transport type. It depend on type of goods order and distance.

5Th, Now the transport have receive the transport order. And now transport order will get the route from the customer. After that, is set up the date, mode and answer back to the customer, when the goods will be delivery.

6Th, After identify transport is no problem, vendor will immediately notify to the customer and at the same time the transport operate will starting do their job.

7Th, After transport operate starting delivery, and the system will be notice of payment to the customer through the Internet, and settle it by online banking or other type.

8Th, And the last, the payment gateway will be notice to the distribute, if transaction is successful.

Reference:
B2B的大致交易流程

八方资源网, b2b168.com, (online) (cited 7 Feb 2011). Available from
URL: http://www.b2b168.com/b2b/b2b-what.htm

Image Source:https://www.kjcsolutions.com/order1.html

Advantages and Disadvantages of B2B E-Commerce

Advantage

Business to Business is a global trade market, where you can buy anything at any time. Purpose is to save money and good for immediate decision. Suppliers to use the site to respond to buyers comments and send additional catalogs. Use the online link instead of a means to save money buying agency, ordering materials in an efficient, less error and the warehouse inventory to minimize the immediate environment.

Distributors, suppliers, retailers and other partners have formed on the electronic Union customers, products, suppliers, transportation, product catalogs, competitors, supply chain, marketing and sales alliances and business information. This can trace the customer's sales history, product sales history, they can also be the cost and terms of delivery, transport arrangements, inventory location, transportation costs and inventory replenishment of the response time.

Disadvantage

Number of B2B websites as early as 2000, there was an explosive growth. In order to obtain cheaper and faster delivery, it opened hundreds of websites to support the automotive, chemical, pharmaceutical, retail and other industries. E-commerce is not suitable for every business.

B2B is a problem in this type of business will lead to a possible lack of credit. For example, large electronics market owners may deliberately kill smaller competitors transactions. Electronic public bidding itself may lead to dubious price signals.

This process has often happened in the newspaper, telephone and face to face meetings. No one is given to ensure the success of B2B business model. Most sites charge a small fee per transaction as a percentage of revenue. Reason is competition. Moreover, the monopoly of a special service providers and enterprises are building for ten of his own trading platform products and industries.

After finish reading this article what did u think about B2B ? Please share some new information here.

Reference:

B2B电子商务的优点和缺点

URL: http://www.seo.com.cn/b2b-e-commerce-advantages-and-disadvantages.html

Image Source: http://graphics.hiscec.com/7ef32a75a254f66370f9d74a38bd758e.jpg

Characteristic B2B

1.Trading partners is already known and generally have a fairly long relationship. Information is only exchanged with these partners. Due to the already familiar with the communication opponent, the type of information transmitted can be prepared in accordance with the needs and confidence (trust).

2. Data exchange took place repeatedly and periodically, eg every day, with a data format that has been agreed. In other words, certain services that are used already. This facilitates exchange of data for the two entities that use the same standards.

3. One of the actors can make the initiative to send data, do not have to wait parternya.

4. The model commonly used is peer-to-peer, where processing can be distributed intelligence in both businesses.

Reference:
Karakteristik B2B
Materi Kuliah, scribd.com, (online) (cited 3 Feb 2011). Available from
http://www.scribd.com/doc/45049823/Karakteristik/

What is Business to Business (B2B) ?

B2b (business to business, in the English pronunciation of the same in the 2 to the same.) is the enterprise and between enterprises via the Internet products, services, and information exchange. Internet-based b2b current pace of development is very rapid, according to the latest statistics, in this year's transactions on the Internet b2b b2c far more than turnover. 2006 Global b2b e-commerce market size is at 5.8 trillion dollars, expected annual growth rate of the next few years will remain a global b2b about 45% in 2010, the size of the global b2b e-commerce market will reach 26 trillion U.S. dollars .

Traditional business transactions between businesses often have to spend a lot of resources and time, both the sales and distribution, or procurement cost of the product to be occupied. B2b buyers and sellers through the way that transactions can complete the entire business process online, from the establishment of first impression, to shop around, to bargain, signing and delivery, and finally to customer service. b2b enable enterprises to reduce the number of transactions between the transactional workflow and management costs, reduced business costs. And the extension of the convenience of network applications makes enterprises to expand the scope of activities, the development of regional cross-border business easier and cheaper

Reference:
什么是B2B?
网络营销教学网站,wm23.com (online) (cited 1 Feb 2011).
http://www.wm23.com/resource/r08/8027.htm