1. Industrial Marketing

2. What is Marketing
Marketing is the science and art of identifying, creating, and delivering value to satisfy the needs of a target market at a profit.  Marketing identifies unfulfilled needs and desires. It pinpoints which segments the company is capable of serving best and it designs and promotes the appropriate products and services

3. Marketing
Marketing is often performed by a department within the organization. This is both good and bad. It’s good because it unites a group of trained people who focus on the marketing task. It’s bad because marketing activities should not be carried out in a single department but they should be manifest in all the activities of the organization.

4. Marketing : DEFINITION
Marketing is the social process by which individuals and groups obtain what they need and want through creating and exchanging products and value with others. (Kotler)
Marketing is the management process that identifies, anticipates and satisfies customer requirements profitably
The Chartered Institute of Marketing (CIM)

5. Industrial marketing
The basic concept of marketing remain the same for both the consumer marketing and industrial marketing. However there are differences between consumer markets and industrial markets. These differences must be understood well by industrial marketers, who want to reach and satisfy the customer better and faster then their competitors in order to achieve the corporate objective.

6. What is Industrial Marketing
Industrial marketing is also referred to as business to business (B2B) marketing or business marketing or organizational marketing. Industrial marketing is the marketing of products and services to business organizations. Business organizations include manufacturing companies, educational institutions, hospital, distributors and dealers.

7. Classification Of Industrial Product
Industrial products and services are classified into three broad groups.
(1) Material and Parts
These goods enter the product directly
Raw Material ( Basic Products like iron ore, crude oil, fruits, vegetables )
Manufactured Items ( Acids ,fuel oil, steel, chemicals)
Components Parts ( semi finished parts like bearings ,TV Tubes , small motors , tyres)
Subassemblies ( semi finished goods like exhaust pipe in motorcycle)

8. (2) Capital Items
A capital good is a durable good (is a good that does not quickly wear out) that is used in production of goods or services. These goods are used in production process.
Light equipment or accessories ( Hand tools, computer terminals.)
Installations or heavy equipment's ( machines , turbines)
Plant and building ( Offices ,plants, warehouses, parking lots , housing, which are real estate property)

9. (3) Supplies and Services
These goods /services support the operations
Supplies – These are operating maintenance supplies like fuels , packaging materials, lubricants, paints, electrical items
Services – Companies need a wide range of services like Legal ,auditing, advertising, courier, marketing research agency

10. Difference between Industrial Marketing & Consumer Market
Sr. No
Areas
Industrial Marketing
Consumer market 1
Market Characteristics
Geographically concentrated
Relatively fewer buyer buyers
Geographically disbursed
Mass market 2
Product Characteristics
Technical complexity
Customized
Standardized 3
Service Characteristics
Service, timely delivered & availability very important
Service, timely delivered & availability somewhat important

11. Difference between Industrial Marketing & Consumer Market
Sr. No
Areas
Industrial Marketing
Consumer market 4
Buyer Behaviour
Involvement of various functional areas in both buyer & supplier firms
Purchase decisions are mainly made on rational/performance basis
Technical expertise
Involvement of family members
Purchase decisions are mostly made on physiological/social/ physiological needs
Less technical expertise
Non-personal relationship

12. Difference between Industrial Marketing & Consumer Market
Sr. No
Areas
Industrial Marketing
Consumer market 5
Channel Characteristics
More direct
Fewer intermediaries/middlemen
Indirect
Multiple layers of intermediaries 6
Promotional Characteristics
Emphasis on personal selling
Emphasis on Advertising 7
Price Characteristics
Competitive bidding & negotiated prices
List prices for standard products
List prices or maximum retail price (MRP)

13. Characteristics of Industrial Market Customers
Industrial Market customers comprise commercial enterprises, institutions and governments.
HCL Computers customers can be Air India, Delhi University and State Governments
A single purchase by an industrial customer may be far larger than individual customers.
An individual may purchase one unit of Microsoft software or an upgrade but Citibank may buy 1000

14. Characteristics of Industrial Market Customers
The demand for industrial products is derived from the ultimate demand for consumer products.
Increase in demand for housing will stimulate demand for wood for making furniture and numerous other related products.
Relationships between industrial marketers tend to be close and enduring.
HCL Computers relationship with some key customers spans decades

15. Characteristics of Industrial Market Customers
Buying decisions by industrial customers often involve multiple buying influences rather than a single decision maker.
A textile producer will evaluate various textile machinery companies before buying from any particular company. Purchasing, engineering, material management and other division members may be involved in this purchase

16. Industrial Customers 1.Commercial Enterprises
2. Government Organisations
3. Institutions

17. FEATURES & IMPORTANCE OF INDUSTRIAL MARKETING

18. FEATURES OF INDUSTRIAL MARKETING
FEWER; BUT LARGER MARKET:
Business buyers will be very less as compared to consumer buyers; but they purchase in bulk or more quantities.
CLOSE RELATIONS:
Relation between seller and buyer have to be kept very close and professional. Because once the relations are build; can’t be changed easily as it reflects huge profit.

19. COMPLEX BUYING PROCESS:
Very complex procedure is adopted by business buyers; because before purchasing, the approval is required from different officials and authorities.
CONTINUOUS SALES CALLS:
To finalize the deal, it requires constant follow-ups and continuous sales calls.

20. EXPERTISE SELLING SKILLS:
Sharp selling skill is required to sell the product to industrial buyers. As they are purchasing in bulk, they will not be easily convinced. Deep product knowledge is required.
INFLUENCES:
To finalize the product, different authorities and officials will interfere and influence the decision to purchase the product.

21. DERIVED DEMAND The demand for industrial goods is ultimately derived from the demand for consumer goods. Thus animal hides are purchased because consumers buy shoes, purses, and other leather goods. If the demand for these consumer goods slackens, so will the demand for all the industrial

22. IMPORTANCE OF INDUSTRIAL MARKETING
MAJOR SHARE OF REVENUE:
Major share of revenue is generated by selling the product to business buyers as they purchase in bulk therefore it is important to take care of business deals.
LESS EXPENDITURE:
as the business buyer are very few, no much expenditure is required to reach and to contact them.

23. LESS PROMOTIONAL EFFORTS:
Free gifts, demonstration etc is not required; because the product is not to be shown to mass audience.
PERMANENT CUSTOMERS:
Once the relations are built, business buyers will purchase the products for longer period of time. Therefore the future is secured if existing buyers are satisfied properly.

24. Industrial Buying Behaviour

25. INDUSTRIAL BUYING BEHAVIOUR
Meaning: Industrial buying behavior refers to the study of the motives and actions of, and influences upon, industrial buyers while engaged in the purchasing of goods and services

26. Factors Influencing Buying Behaviors
There are number of external and internal factors that directly or indirectly effect organizational buying behavior. Economic factors are considered very important role in buying. Other factors are political influencers that are dominant. Organizational buying is also situational and situations play an important role. Most thinkers feel that these influencers can be grouped under four major headings.

27. External Environmental Factors
Under this heading we have social,political,legal,cultural,economic factors that interact with each other, for example they could be power shortages, credit squeezes, political and economic changes, which govern many of the rules regulations. The shortage of raw materials leads excessive tariffs and taxes for a particular item. These affect the buyer behavior and the industry has to adapt itself to these changes.

28. Organizational Factors
An organization is purposefully created and deliberately structured to attain specific objectives. These objectives and polices differ in every organization. Every organization had a climate and culture of its own. The organization is interested in selling its products to the industries that have a “buying center” or, a group of people who have the authority to buy. The marketer of industrial products thus wants to know who constitutes this “power center”,

29. Interpersonal Factors
The buying center consists of a number of persons who are involved in buying. It is an inter Personal activity. Those people come from various levels of the organization . They have different backgrounds, different expiries, different values and considerations. They play different roles and make the buying more complex. In some cases this leads to a conflict, which has to be solved, and uniformity and harmony is made to prevail between members involved in buying.

30. Individual Factors
The buying center consists of individual factors such as, income, education, job, position and risk taking.

31. PARTICIPANTS IN BUYING PROCESS

32. Buyer Formal authority to sign contracts
Member of purchasing department
Influences the vendor selection
Not in technical details
Main criteria: price + terms and conditions of the contract

33. User Person working with the product
Interested in benefits and unobstructed function of the product to buy
Large knowhow and preconceived opinion

34. Influencer
A person with high technical knowledge and practical experience
 definition of minimum requirements on technical or company standards

35. Gatekeeper Controls the flow of information within the buying center
Assistant of decision maker
Influence by preparing the decision and the relevant documents

36. Decider Right to say yes or no Mightiest person Rajnish Kumar
Accman Institute of management
PGDM-MKT ( )

37. Initiator Person who brings new ideas and solutions into the company
Rajnish Kumar
Accman Institute of management
PGDM-MKT ( )

39. BUYING SITUATIONS

40. BUYING SITUATIONS
The business buyer faces many decisions in making a purchase. The number depends on the buying situations.
Complexity of the problem being solved.
Newness of the buying requirement.
Number of people involved
Time Required

41. buying situations in B2B
Straigtht rebuy – routine decision, repetitive process (energy, office supplies, raw materials, wood, cigarettes), component suppliers for the automotive industry – little or no new information
Modified rebuy – more complicated but less sophisticated: cars, trucks, computers, consulting – modified rebuys are often treated too uncautious
New task – calls for thorough research – industrial plant – highest level of uncertainty. Strategic new tasks are of extreme strategic and financial importance (aircrafts, military equipment, infrastructure) – re-evaluation of alternatives and search for new information and new alternatives

42. Buying phases Problem recognition General need description
Product specification
Supplier search
Proposal solicitation
Supplier selection
Order routine specification
Performance review

43. Stages of decision in B2B procurement
Backhaus developed a widely usable model to distinguish between 5 phases of procurement
Preliminary application (initiation phase)
Tender proposal
Negotiation
Processing of order
Warranty and services

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