1. Industrial Marketing also known as Business to Business Marketing (B2B)
Industrial Marketing involves the sale of goods by one business to other businesses.

2. Industrial Marketing
Strategies used differs from consumer marketing for a basic reason. Consumer shopping is discretionary and consumer behaviour is determined by, marketing, incomes, taste etc but businesses must buy supplies and services to keep their operations running and the price they pay for these items has a direct impact on their profitability.

3. Impact of JIT
Industrial Marketing must consider the impact of Just In Time on marketing strategies.
JIT impacts in two ways
For those firms marketing logistic services (i.e. freight haulage, parcel force) the ability to fit in with and help satisfy buyers, JIT is important.
For suppliers of components and raw materials it is often more important to market on ability to integrate supply and order systems than on small price margins.

4. How to use the four Ps in Industrial Marketing
Place
Price
Product
Promotion

5. Place Trade Fairs and Trade Shows, Personal Selling
An exhibition where companies in a specific industry can showcase and demonstrate their new products and services. Generally not open to public but attended by sales representatives. Deals can be made by negotiating prices, product requirements, delivery.
Internet B2B
Offers a wide range of B2B sites or portals, some of which are specialist where suppliers of specific industrial goods can interface with potential buyers. Geographic where sellers from other countries advertise diverse products. Advances in Internet infrastructure, business processes and software make the internet a must have distribution point.

6. Price B2B price can be negotiated as factors such as
quantity supplied,
delivery dates,
competitors’ actions and
potential for future custom are taken into account.
Price will also be determined by tender where a number of potential suppliers are required to offer their best price to the buyer of the goods.

7. Product
Similarly to consumer marketing both product and asset led firms are evident. Firms can also be market led adapting the product to the market, offering a type of product, with the specifics to be negotiated with the potential buyer. Asset led firms has a product/range of products for sale to the market but will be adapted to meet the need of the buyer, this may be simple labelling, changing technical specifications. Component suppliers may be required to change product design or produce products to fit with the production methods of buyers.

8. Promotion Promotion methods include
trade magazines – placing a glossy advertisement to captivate target audience
trade fairs – NEC exhibition
agricultural shows JCB
person to person selling – businesses entertain potential customers, develop and maintain customer relations is a main focus