In-shop marketing Agent | d2d marketing Work wardha

When it comes to Promotional Marketing and its associated services In-shop marketing Agent | d2d marketing Work wardha, we like to think we know a thing or two. After all, we’ve been doing it for a quarter of a century!

As a long established and reliable partner to brands and agencies, we provide a proactive and helpful account management team to help work through your marketing objectives. Technology is at the heart of everything we deliver – from live online reporting through to cashback platforms and ecommerce websites, we utilise the latest technology to deliver efficiencies in handling and transparency of our operation.

Fulcrum provides a flexible approach – allowing you to focus on your brand, while we take care of the detail behind the scenes

For the team here at Fulcrum it’s all about how to help a brand to drive sales, manage logistics – using the power of our people, our processes and our technology. Our people are drawn from a variety of commercial backgrounds including agency, experiential, btl and fieldwork.

We do the research on new trends, Marketing and Btl solutions and effective ways of working

we provide a comprehensive a range of promotional solutions to major organisations working to promote their businesses and brands. These solutions relate to the issuing, validation, redemption and settlement of…

RETAILER OFFERS – loyalty vouchers, coupons & points, complex & personalised targeted promotions, trigger offers

STORED VALUE INSTRUMENTS – gift, savings, points, general ‘spend’ cards or virtual cards
MANUFACTURER COUPONS – including 3rd party and affinity partner programmes
…whether physical or digital, for customer present and online transactions.

Our services are operational in the mumbai and pune (where we support all major grocery retailers, FMCG manufacturers, and many leading multi-retailer environments).

Who are we?

Fulcrum specialises in the provision of marketing, Btl and leaflet distribution services within the Marketing and all sector.

How can we help?

Over the years we have innovated our core capabilities through excellent IT infrastructure and customer service, to provide a one stop shop for all your promotional, fulfilment and distribution needs.

We are dedicated to helping our customers achieve growth, customer retention and increased profitability through the combination of our expert marketing support services.

Marketing

Brand Activation

 

Marketing idea an tips , info , case study

Types of Social Responsibility: Sustainability

Types of Social Responsibility: Sustainability

One type of corporate social responsibility focuses on three key dimensions of sustainability—environmental, social, and economic.

LEARNING OBJECTIVES

KEY TAKEAWAYS

Key Points

  • Sustainability generally refers to a company’s capacity to endure over the long term through renewal, maintenance, and sustenance. From an organizational perspective, it includes stewardship for sustaining not just the organization but also its various stakeholders.
  • While a universally accepted definition of sustainability remains elusive, according to a common definition, sustainability has three key dimensions: environmental, social, and economic.
  • Tracking sustainability measures can be performed through sustainability accounting, in which a corporation discloses its performance with respect to activities directly affect the social, environmental, and economic performance of an organization.
  • Environmental aspects can relate to water, land, and atmospheric impact, including energy and chemical use. Social sustainability can include human and worker rights and community issues. Economic aspects can include financial transparency and accountability and corporate governance.

Key Terms

  • stewardship: The act of caring for or improving with time.
  • impact: A significant or strong influence; an effect.

Many efforts to show corporate social responsibility, or CSR, focus on environmental, social, and economic sustainability. Sustainability is the capacity to endure over the long term through renewal, maintenance, and sustenance. From an organizational perspective, sustainability is a criteria used to make decisions about business conduct and to evaluate outcomes.

Environmental sustainability involves efforts to protect air, water, and land from any harmful effects. It also encompasses stewardship for natural resources, such as trees and wildlife. Sustainable business practices consider not only the use of resources in production, but also the assurance that those resources can be replenished for future use. Energy is another area of interest in environmental sustainability. Reducing greenhouse gasses harmful to the atmosphere and embracing alternative, renewable fuel sources such as wind and energy are examples of business practices in this area.

The social dimension of sustainability addresses concerns such as peace and social justice. Efforts to improve education, to expand worker rights, to minimize the use of child labor, and to increase the political empowerment of women, especially in developing countries, are examples of social sustainability practices. Reducing poverty by helping people develop the skills to earn their own livelihoods is another example of social sustainability. Projects that provide access to clean water and sanitation are also aimed at improving social sustainability by reducing illness and mortality rates.

Economic sustainability refers to business practices that do not diminish the prospects of future persons to enjoy levels of consumption, wealth, utility, or welfare comparable to those enjoyed in the present. This means companies’ operational practices reduce environmental damage and resource depletion. Efforts to influence business practices toward economic sustainability include pricing mechanisms, such as carbon taxes, that pass on the cost of environmental impact to the users of those resources.

image

Triple bottom line: Sustainable design of a business can be an aspect of corporate social responsibility.

Tracking sustainability measures can be performed using sustainability accounting, in which a corporation discloses its performance with respect to activities that have a direct impact on the societal, environmental, and economic performance of an organization. According to common definitions, sustainability has three key dimensions: environmental, social, and economic. The three pillars—also known as the “triple bottom line”—have served as a common ground for numerous sustainability standards and certification systems in recent years, though a universally accepted definition of sustainability remains elusive.

Types of Social Responsibility: Ecocentric Management

According to the ecocentric model of CSR, environmental protection and sustainability are more important than economic or social benefits.

LEARNING OBJECTIVES

Explain the concept of ecocentric corporate social responsibility and how it relates to other forms of CSR

KEY TAKEAWAYS

Key Points

  • Ecocentric CSR seeks to protect and improve the quality of the natural environment, regardless of the economic benefits to an organization.
  • Ecocentric CSR reflects an organization’s commitment to the environment as the primary core value for conducting business.
  • As a core business activity, ecocentric management may also incorporate life-cycle assessment, a technique aimed at assessing the environmental impacts associated with all stages of a product’s life, from raw material extraction to disposal or recycling.

Key Terms

  • ecology: The branch of biology dealing with the relationships of organisms with their environment and with each other.

Corporate social responsibility, also referred to as CSR, can be described as a business’s efforts to assume responsibility for its actions and to encourage a positive impact through its activities on the environment, consumers, employees, communities, and other stakeholders. Ecocentric management is one type of CSR that adopts a deeply ecological view of business.

The ecocentric model differs from more human-centered interpretations of sustainability or responsibility. “Deep” ecology is a form of environmentalism that seeks to protect and improve the quality of the natural environment. It values environmental good above economic or even social benefits. For this reason, ecocentric CSR activities, more than any other type of CSR efforts, are not expected to provide business benefits. Instead, they reflect an organization’s commitment to the environment as the primary core value for conducting business.

image

Emerging Values: Environmentalism and Green Energy: Image of an energy plant.

Ecocentric supporters believe that low-impact technology and self-reliance are more desirable than technological control over nature. As a result, the ecocentric manager may argue against using ecologically damaging products, such as pesticides and nuclear power, even if these products benefit people. In this way, the ecocentric approach contrasts with that of a more traditional CSR environmental sustainability, which seeks to maintain economic performance while reducing the impact of those products or making parallel investments in alternatives.

Ecocentric CSR activities are typically integrated with business operations. For example, they may incorporate life-cycle assessment, a technique aimed at assessing the environmental impacts associated with all the stages of a product’s life, from raw material extraction through materials processing, manufacture, distribution, use, repair and maintenance, and disposal or recycling. The more environmentally harmful stages can be identified and targeted for improvement so that every part of the value chain demonstrates the paramount importance of ecocentric CSR.

Arguments for and against Corporate Social Responsibility

Most arguments both for and against CSR are based on how a company’s attempts to be socially responsible affect its bottom line.

LEARNING OBJECTIVES

Contrast the views in favor of and opposing corporate social responsibility

KEY TAKEAWAYS

Key Points

  • Proponents of corporate social responsibility (CSR) argue that socially responsible practices can have a positive impact on the bottom line.
  • While some evidence links CSR to financial performance, its proponents also point to non-financial rewards as well as to benefits to the environment and social welfare.
  • Some critics see CSR as unrelated to the primary aim of the business: making a profit for its shareholders.
  • Critics may also see some CSR efforts as attempts at public manipulation or greenwashing.

Key Terms

  • shareholder: One who owns shares of stock in a business.
  • bottom line: The final balance; the amount of money or profit left after everything has been tallied.

Corporate social responsibility, also referred to as CSR, can be described as embracing responsibility for a company’s actions and encouraging a positive impact through its activities on the environment, consumers, employees, communities, and other stakeholders.

image

Corporate social responsibility (CSR): CSR refers to the practice of companies integrating ethical, social, environmental, and other global issues into their business operations and in their interaction with their stakeholders (employees, customers, shareholders, investors, local communities, government).

While some evidence links CSR practices to business performance, most organizations point to the non-financial benefits of their efforts. Proponents of CSR argue that socially responsible practices can have a positive impact on the organization by improving employee recruitment and retention, managing environmental risks by reducing harmful accidents, and differentiating brand to achieve greater consumer loyalty. CSR proponents may also argue for the recognition of a “triple bottom line” performance that includes not only financial returns for owners but also social and environmental benefits for the greater society.

Milton Friedman and other conservative critics have argued against CSR, stating that a corporation’s purpose is to maximize returns to its shareholders (or shareholder value) and that it does not have responsibilities to society as a whole. Part of the critics’ argument is that managers should not select social causes on behalf of a diverse set of owners. Rather, CSR opponents believe that corporations benefit society best by distributing profits to owners, who can then make charitable donations or take other socially responsible actions as they see fit.

Other critics, rather than targeting the concept of CSR, point to examples of weak CSR programs. For example, the term greenwashing refers to instances where businesses have spent significantly more resources advertising being “green (that is, operating with consideration for the environment) than investing in the environmentally sound practices themselves. Critics view these as misleading, even cynical, attempts to shape public perception about a company without its actually having to benefit the environment.

 

Advertising ideas

Promotional Idea

Marketing Ideas

Marketing Ideas 1

Events Ideas

Marketing Management and Strategic Planning

 Guide to Online Marketing

Sales Management & Planning

Advertising and Promotion

Mass Communication Media and Culture

Principles of Marketing

Effective marketing techniques

Marketing communication Strategies and Planning

Promotion: Integrated Marketing Communication

Marketing Management and Strategic Planning

Marketing Strategy

ADVERTISING AND PROMOTIONS

 

 

Retail Management

Entrepreneurship and Innovation

Small Business Management

Business Plan Development Guide

Small Business and Entrepreneurship

Human Resource Management

Introduction to Business

Principles of Management

Business Parks Marketing
 Door To Door Marketing Agent wardha, btl marketing Supplier wardha, Product marketing Staff wardha ,
guerrilla marketing Work wardha, In-shop marketing Agent wardha, d2d marketing Work wardha,
Experiential Marketing Work wardha, Fieldwork marketing Workwardha , Colleges Marketing Work ,
malls Marketing Work , park Marketing Work ,
Business to consumer marketing Work , face to face marketing Work

btl marketing Supplier | Product marketing Staff wardha

Fulcrum Marketing is a creative promotions marketing agency with over 10 years’ combined experience in the FMCG, Insurance, Automotive, Banking, Telecoms, White Goods and Retail sectors.

We create innovative marketing strategies using free-to-consumer rewards that engage and excite – whether that’s tactical promotional activity to boost acquisition or retention or long-term loyalty and engagement programmes.

We offer the widest range of established promotional offers, together with the skills and experience necessary to produce a bespoke solution to drive sales and offer great ROI, whilst using our own loyalty and reward platforms gives us a competitive edge in terms of both costings and response time.

MARKETING SOLUTIONS THAT LOCK BRANDS & CONSUMERS TOGETHER

Fulcrum Marketing is a creative promotions marketing agency where consumer incentive ideas fill our hearts, minds and souls.

We love thinking, learning and driving innovative campaigns for your brand.

We love a challenge.

MARKETING SOLUTIONS THAT LOCK CONSUMERS & BRANDS TOGETHER

Fulcrum Marketing was founded in 2007 to offer innovative marketing strategies that engage and excite consumers. At FulcrumMarketing we understand it is difficult for brands to get stand-out and engage with consumers on an emotional level.

Our role is to continually develop new, innovative promotional solutions that offer high value incentives at a fraction of retail cost. This is as an alternative to heavily discounting.

We offer Marketing solutions that work!

Because we have the widest range of established promotional offers, along with a skilled and experienced team, which is necessary to produce a best marketing solution to drive sales and offer unrivaled ROI.

About Us

Fulcrum is a dynamic, creative agency that partners with leading consumer brands across a spectrum of industries, supporting both their domestic marketing strategies through a wide variety of creative brand solutions and value-added services.

We specialise in developing and delivering engaging solutions for a whole host of global brands, from creative, branded merchandise with inspiring packaging and POS options to tailored print management services.

Our Values

Our growth and continued success is built on core company values such as quality, value, service, passion and innovation.

Our Ethics

Every factory we use is personally assessed by our staff for quality, working conditions and the ethical treatment of workers.

Supply Chain Management

We project manage your product from concept to completion. Relax in the knowledge that your brand is in safe hands.

Accreditations

We are a responsible organisation that implements good processes with a focus on environmental sustainability.

Our Values

Our core values are what guide us as a company and individuals. These values are at the heart of everything we do:

Quality

Deliver excellent standards consistently.

Value

Ensure exceptional value for our customers.

Service

Provide the highest standard of service to our customers.

Innovation

Remain at the forefront of innovation in both design and manufacturing.

Trust

We are the most trusted supplier. The integrity of your brand is in safe hands.

Passion

We are passionate about what we do and strive to exceed customer expectations.

btl marketing Supplier | Product marketing Staff wardha

Marketing

Brand Activation

Stages of Business Buying

Stages of Business Buying

Understanding the stages of business buying is important to a marketing firm if it is to market its product properly.

LEARNING OBJECTIVES

Describe the different stages within the business buying decision process

KEY TAKEAWAYS

Key Points

  • The stages of business buying includes recognizing the problem, developing product specs to solve the problem, searching for possible products, selecting a supplier and ordering the product, and finally evaluating the product and supplier performance.
  • Buying B2B products is risky. Usually, the investment sums are high and purchasing the wrong product or service, the wrong quantity, the wrong quality or agreeing to unfavourable payment terms may put an entire business at risk.
  • Making a riskier investment can yield to high returns. However, there is also a greater chance that they could lose their investment as well. This can be seen in this diagram. Those involved in the decision buying process need to weigh the risks against the expected returns.
  • In order to entice and persuade a consumer to buy a product, marketers try to determine the behavioral process of how a given product is purchased. Understanding the nature of customers’ buying behavior is important to a marketing firm if it is to market its product properly.

Key Terms

  • B2B: Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer.
  • B2C: The sale of goods and services from individuals or businesses to the end-user.

Stages of the Business Buying Decision Process

The main difference between B2B and B2C is who the buyer of a product or service is. The purchasing process is different in both cases and the following is a list of the stages involved in B2B buying:

Step 1: Recognize the Problem

  • Machine malfunction, firm introduces or modifies a product, etc.

Step 2: Develop product specifications to solve the problem

  • Buying center participants assess problem and need to determine what is necessary to resolve/satisfy it

Step 3: Search for and evaluate possible products and suppliers

  • look in company files and trade directories, contact suppliers for information, solicit proposals from known vendors, examine websites, catalogs, and trade publications
  • conduct a value analysis – an evaluation of each component of a potential purchase; examine quality, design, materials, item reduction/deletion to save costs, etc.
  • conduct vendor analysis – a formal and systematic evaluation of current and potential vendors; focuses on price, quality, delivery service, availability and overall reliability

Step 4: Select product and supplier and order product

  • This step uses the results from Step 3
  • An organization can decide to use several suppliers, called multiple sourcing. Multiple sourcing reduces the possibility of a shortage by strike or bankruptcy.
  • An organization can decide to use one supplier, called sole sourcing. This is often discouraged unless only one supplier exists for the product; however it is fairly common because of the improved communication and stability between buyer and supplier.

Step 5: Evaluate Product and supplier performance

  • Compare products with specs
  • Results become feedback for other stages in future business purchasing decisions

This 5 step process is mainly used with new-task purchases and several stages are used for modified rebuy and straight rebuy.

Understanding the stages of business buying and the nature of customers’ buying behavior is important to a marketing firm if it is to market its product properly. In order to entice and persuade a consumer to buy a product, marketers try to determine the behavioral process of how a given product is purchased.

Risks

Buying one can of soft drink involves little money, and thus little risk. If the decision for a particular brand of soft drink was not right, there are minimal implications. The worst that could happen is that the consumer does not like the taste and discards the drink immediately. Buying B2B products is much riskier. Usually, the investment sums are much higher. Purchasing the wrong product or service, the wrong quantity, the wrong quality or agreeing to unfavourable payment terms may put an entire business at risk. Additionally, the purchasing office / manager may have to justify a purchasing decision. If the decision proves to be harmful to the organization, disciplinary measures may be taken or the person may even face termination of employment.

image

Risk and Return: Less risky investments yield less returns. The riskier the investment, the higher the yield.

Measuring Vendor Performance

Firms can measure vendor quality, service, availability, and overall reliability to determine future engagement with the vendor.

LEARNING OBJECTIVES

Describe the different tactics B2B companies use to search for and evaluate products and supplier performance

KEY TAKEAWAYS

Key Points

  • Supply managers evaluate suppliers utilizing the tools of value assessment and the fundamental value equation. They estimate the benefits and total costs paid to each vendor.
  • Vendors play a role in two steps of the business buying decision process. Steps 3 and 5 both require researching new and current vendors and analyzing various factors to determine if they should be used again.
  • Vendor analysis is a formal, systematic evaluation of current and potential vendors. This focuses on price, quality, service, availability and overall reliability.

Key Terms

  • fundamental value equation: Customer Perceived value of a product is the difference between the prospective customer’s evaluation of all the benefits and all the cost of an offering and the perceived alternatives. Formally, it may be conceptualized as the relationship between the consumer’s perceived benefits in relation to the perceived costs of receiving these benefits. It is often expressed as the equation: Value = Benefits / Cost.

Introduction

Decision makers complete five steps when making a business buying decision:

  1. Recognize the problem
  2. Develop product specifications to solve the problem
  3. Search for and evaluate possible products and suppliers
  4. Select product and supplier and order product
  5. Evaluate product and supplier performance

Vendor performance measurement plays a role in Steps 3 and 5.

Step 3: Search for and Evaluate Possible Products and Suppliers

Step 3 requires searching for and evaluating possible products and suppliers. This can be done in several ways:

  • Looking in company files and trade directories, contacting suppliers for information, soliciting proposals from known vendors, and examining websites, catalogs and trade publications.
  • Performing a value analysis (an evaluation of each component of a potential purchase). This examines the quality, design, and materials, with the intention of finding cost savings opportunities.
  • Performing a vendor analysis (a formal, systematic evaluation of current and potential vendors). This focuses on price, quality, service, availability, and overall reliability.

Step 5: Evaluate Product and Supplier Performance

Step 5 of the business buying decision process involves evaluating product and supplier performance.

Firms need to compare products with specifications. The results become feedback for other stages in future business purchasing decisions. If a firm has any negative issues with a vendor, it is likely they will look for another one.

The business feedback loop includes four steps - sell the improved product, access progress (is it selling?), ask customers if they like the new product, and fix it, improve it, and make changes.

Business Feedback Loop: Firms need to compare products with specifications. The results become feedback for other stages in future business purchasing decisions.

Supplier performance evaluation teams are used to monitor activity and performance data, and to rate vendors. But supplier performance evaluation teams are just one of the many teams companies deploy to address tactical issues.

Supplier certification teams help selected suppliers reach desired levels of quality, reduce costs, and improve service. Specification teams select and write functional, technical, and process requirements for goods and services to be acquired.

Supply managers evaluate suppliers utilizing the tools of value assessment and the fundamental value equation. They estimate the benefits and total costs paid to each vendor. Consistent with supply management orientation, these evaluations can be complemented with the firm’s customer feedback. In this way, supply managers can better focus or redirect the efforts of the entire supply network toward the delivery of superior value to end-users.

Influences on Business Buying

Environmental, organizational, and interpersonal factors all impact the business buying decision process.

LEARNING OBJECTIVES

Give examples of how environmental, organizational, interpersonal, and individual factors influence the business buying decision process

KEY TAKEAWAYS

Key Points

  • The personal characteristics of the people in the buying center can be influential. Age, education level, personality, tenure, and position within the company all play a role in how a person will influence the buying process.
  • The company’s objectives, purchasing policies and resources can influence the buying process.
  • Firms can suffer from strategic inertia, the automatic continuation of strategies unresponsive to changing market conditions.

Key Terms

  • Buying Center: A group of employees, family members, or members of any type of organization responsible for finalizing major purchase decisions.

Influences on Business Buying

Four main influences impact the business buying decision process: environmental factors, organizational factors, interpersonal factors, and individual factors.

Environmental Factors

Competitive conditions may enable a company’s short-term success, where the organization is able to operate irrespective of customer desires, suppliers, or other organizations in their market environment. Early entrants into emerging industries are likely to be internally focused due to few competitors. During these formative years, customer demand for new products will likely outstrips supply, while production problems and resource constraints represent more immediate threats to the survival of new businesses.

Nevertheless, as industries grow, these sectors become more competitive. New entrants are attracted to potential growth opportunities, and existing producers attempt to differentiate themselves through improved products and more efficient production processes. As a result, industry capacity often grows faster than demand and the environment shifts from a seller’s market to a buyer’s market. Firms respond to changes with aggressive promotional techniques such as advertising or price reductions to maintain market share and stabilize unit costs.

Different levels of economic development across industries or countries may favor different business philosophies. For example:

  • Certain environmental and economic factors can lead to an apprehensive buying center.
  • Firms can suffer from strategic inertia, or the automatic continuation of strategies unresponsive to changing market conditions.

Organizations that fall victim to strategic inertia believe that one way is the best way to satisfy their customers. Such strategic inertia is dangerous since customer needs as well as competitive offerings eventually change over time.

For example, IBM’s traditional focus on large organizational customers caused the company to devote too little effort to the much faster-growing segment of small technology start-ups. Meanwhile, IBM’s emphasis on computer technology and hardware like the IBM cell processor made the company slow to respond to the explosive growth in demand for Internet-based applications and services. Thus, in environments where such changes happen frequently, the strategic planning process needs to be ongoing and adaptive. All business participants, whether from marketing or other functional departments, must pay close attention to customer preferences and competitor activities.

image

IBM Cell Processor: IBM traditionally focused on large organizational customers. It did not put enough effort into small technology start-ups, which grew at a faster pace.

Organizational Factors

Organizational factors such as the company’s objectives, purchasing policies, and resources can influence the buying process.The size and composition of the buying center also plays a role in the business buying decision process.

Interpersonal Factors

The interpersonal relationships between people working in the company’s buying center can hinder the buying process. Buying center members need to trust each other and operate under full disclosure.

Individual Factors

The personal characteristics of people in the buying center can influence the buying decision process. Individual factors including age, education level, personality, job tenure, and position within the company all play a role in how a person influences the buying process.

Business Parks Marketing wardha
Door To Door Marketing Agent wardha, btl marketing Supplier wardha, Product marketing Staff wardha ,
guerrilla marketing Work wardha, In-shop marketing Agent wardha, d2d marketing Work wardha,
Experiential Marketing Work wardha, Fieldwork marketing Work wardha, Colleges Marketing Work wardha,
malls Marketing Work wardha, park Marketing Work wardha,
Business to consumer marketing Work wardha , face to face marketing Work wardha

Business Parks Marketing | Door To Door Marketing Agent wardha

With so many new ways to reach your potential customer, it is essential to protect the integrity of your brand message”

 

Fulcrum has succeeded over 10 years by continually innovating providing clients with marketing services they need Business Parks Marketing | Door To Door Marketing Agent wardha. Our core work today is very different to that of when we first opened our doors but what has not changed is our commitment to service, creative thinking and generating results.

Direct Marketing
Strategic planning and delivery of targeted direct marketing campaigns to generate a strong ROI

Data consultancy
Creative design and production
Print and digital

Advertising
Tactical ad solutions or full multi media campaign planning, concept and execution
Print and digital media
Production and delivery to chosen media

Creative Design
From initial concept development through to finished production and delivery

Press, print and digital media
From corporate identity to point of sale

Experiential Marketing
Take your brand to the right people

Real world and virtual (augmented reality)
Exhibitions and shows
Guerrilla activity

Sales Promotion
Plan and execute activity in all channels to achieve tactical marketing objectives

From concept through to delivery and performance analysis
All media

Campaign Delivery
Creative design
On-line and off-line direct marketing channels
In-house studio production
Print buying and distribution logistics

Marketing performance

Marketing performance analysis
Customer value delivered by marketing channels
Cross channel marketing budget allocation
Optimising allocation of multiple brand propositions to individuals
Customer understanding
Propensity modelling
Response and value predictive models for home shoppers
Product affinity segmentation
Impact of contact density on consumer response
Using on-line browsing to predict purchase propensity

 

About us

Fulcrum is a dynamic, creative agency that specialises in developing and delivering engaging sales promotion, retail merchandise and on-brand promotional products.

From local sourced products to any marketing projects, we partner with leading consumer brands to develop merchandise to support the execution of their global sales and marketing strategies.

we provide our clients with the project management platform required to generate and deliver creative & Inspiring branded merchandise solutions, however simple or complex they may seem.

Through our unique combination of design talent, manufacturing scope, buying power and global distribution expertise, we can provide multi-territory fulfilment of creative products tailored to our clients’ exact requirements.

Business Parks Marketing | Door To Door Marketing Agent wardha

Stages of Business Buying

Stages of Business Buying

Understanding the stages of business buying is important to a marketing firm if it is to market its product properly.

LEARNING OBJECTIVES

Describe the different stages within the business buying decision process

KEY TAKEAWAYS

Key Points

  • The stages of business buying includes recognizing the problem, developing product specs to solve the problem, searching for possible products, selecting a supplier and ordering the product, and finally evaluating the product and supplier performance.
  • Buying B2B products is risky. Usually, the investment sums are high and purchasing the wrong product or service, the wrong quantity, the wrong quality or agreeing to unfavourable payment terms may put an entire business at risk.
  • Making a riskier investment can yield to high returns. However, there is also a greater chance that they could lose their investment as well. This can be seen in this diagram. Those involved in the decision buying process need to weigh the risks against the expected returns.
  • In order to entice and persuade a consumer to buy a product, marketers try to determine the behavioral process of how a given product is purchased. Understanding the nature of customers’ buying behavior is important to a marketing firm if it is to market its product properly.

Key Terms

  • B2B: Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer.
  • B2C: The sale of goods and services from individuals or businesses to the end-user.

Stages of the Business Buying Decision Process

The main difference between B2B and B2C is who the buyer of a product or service is. The purchasing process is different in both cases and the following is a list of the stages involved in B2B buying:

Step 1: Recognize the Problem

  • Machine malfunction, firm introduces or modifies a product, etc.

Step 2: Develop product specifications to solve the problem

  • Buying center participants assess problem and need to determine what is necessary to resolve/satisfy it

Step 3: Search for and evaluate possible products and suppliers

  • look in company files and trade directories, contact suppliers for information, solicit proposals from known vendors, examine websites, catalogs, and trade publications
  • conduct a value analysis – an evaluation of each component of a potential purchase; examine quality, design, materials, item reduction/deletion to save costs, etc.
  • conduct vendor analysis – a formal and systematic evaluation of current and potential vendors; focuses on price, quality, delivery service, availability and overall reliability

Step 4: Select product and supplier and order product

  • This step uses the results from Step 3
  • An organization can decide to use several suppliers, called multiple sourcing. Multiple sourcing reduces the possibility of a shortage by strike or bankruptcy.
  • An organization can decide to use one supplier, called sole sourcing. This is often discouraged unless only one supplier exists for the product; however it is fairly common because of the improved communication and stability between buyer and supplier.

Step 5: Evaluate Product and supplier performance

  • Compare products with specs
  • Results become feedback for other stages in future business purchasing decisions

This 5 step process is mainly used with new-task purchases and several stages are used for modified rebuy and straight rebuy.

Understanding the stages of business buying and the nature of customers’ buying behavior is important to a marketing firm if it is to market its product properly. In order to entice and persuade a consumer to buy a product, marketers try to determine the behavioral process of how a given product is purchased.

Risks

Buying one can of soft drink involves little money, and thus little risk. If the decision for a particular brand of soft drink was not right, there are minimal implications. The worst that could happen is that the consumer does not like the taste and discards the drink immediately. Buying B2B products is much riskier. Usually, the investment sums are much higher. Purchasing the wrong product or service, the wrong quantity, the wrong quality or agreeing to unfavourable payment terms may put an entire business at risk. Additionally, the purchasing office / manager may have to justify a purchasing decision. If the decision proves to be harmful to the organization, disciplinary measures may be taken or the person may even face termination of employment.

image

Risk and Return: Less risky investments yield less returns. The riskier the investment, the higher the yield.

Measuring Vendor Performance

Firms can measure vendor quality, service, availability, and overall reliability to determine future engagement with the vendor.

LEARNING OBJECTIVES

Describe the different tactics B2B companies use to search for and evaluate products and supplier performance

KEY TAKEAWAYS

Key Points

  • Supply managers evaluate suppliers utilizing the tools of value assessment and the fundamental value equation. They estimate the benefits and total costs paid to each vendor.
  • Vendors play a role in two steps of the business buying decision process. Steps 3 and 5 both require researching new and current vendors and analyzing various factors to determine if they should be used again.
  • Vendor analysis is a formal, systematic evaluation of current and potential vendors. This focuses on price, quality, service, availability and overall reliability.

Key Terms

  • fundamental value equation: Customer Perceived value of a product is the difference between the prospective customer’s evaluation of all the benefits and all the cost of an offering and the perceived alternatives. Formally, it may be conceptualized as the relationship between the consumer’s perceived benefits in relation to the perceived costs of receiving these benefits. It is often expressed as the equation: Value = Benefits / Cost.

Introduction

Decision makers complete five steps when making a business buying decision:

  1. Recognize the problem
  2. Develop product specifications to solve the problem
  3. Search for and evaluate possible products and suppliers
  4. Select product and supplier and order product
  5. Evaluate product and supplier performance

Vendor performance measurement plays a role in Steps 3 and 5.

Step 3: Search for and Evaluate Possible Products and Suppliers

Step 3 requires searching for and evaluating possible products and suppliers. This can be done in several ways:

  • Looking in company files and trade directories, contacting suppliers for information, soliciting proposals from known vendors, and examining websites, catalogs and trade publications.
  • Performing a value analysis (an evaluation of each component of a potential purchase). This examines the quality, design, and materials, with the intention of finding cost savings opportunities.
  • Performing a vendor analysis (a formal, systematic evaluation of current and potential vendors). This focuses on price, quality, service, availability, and overall reliability.

Step 5: Evaluate Product and Supplier Performance

Step 5 of the business buying decision process involves evaluating product and supplier performance.

Firms need to compare products with specifications. The results become feedback for other stages in future business purchasing decisions. If a firm has any negative issues with a vendor, it is likely they will look for another one.

The business feedback loop includes four steps - sell the improved product, access progress (is it selling?), ask customers if they like the new product, and fix it, improve it, and make changes.

Business Feedback Loop: Firms need to compare products with specifications. The results become feedback for other stages in future business purchasing decisions.

Supplier performance evaluation teams are used to monitor activity and performance data, and to rate vendors. But supplier performance evaluation teams are just one of the many teams companies deploy to address tactical issues.

Supplier certification teams help selected suppliers reach desired levels of quality, reduce costs, and improve service. Specification teams select and write functional, technical, and process requirements for goods and services to be acquired.

Supply managers evaluate suppliers utilizing the tools of value assessment and the fundamental value equation. They estimate the benefits and total costs paid to each vendor. Consistent with supply management orientation, these evaluations can be complemented with the firm’s customer feedback. In this way, supply managers can better focus or redirect the efforts of the entire supply network toward the delivery of superior value to end-users.

Influences on Business Buying

Environmental, organizational, and interpersonal factors all impact the business buying decision process.

LEARNING OBJECTIVES

Give examples of how environmental, organizational, interpersonal, and individual factors influence the business buying decision process

KEY TAKEAWAYS

Key Points

  • The personal characteristics of the people in the buying center can be influential. Age, education level, personality, tenure, and position within the company all play a role in how a person will influence the buying process.
  • The company’s objectives, purchasing policies and resources can influence the buying process.
  • Firms can suffer from strategic inertia, the automatic continuation of strategies unresponsive to changing market conditions.

Key Terms

  • Buying Center: A group of employees, family members, or members of any type of organization responsible for finalizing major purchase decisions.

Influences on Business Buying

Four main influences impact the business buying decision process: environmental factors, organizational factors, interpersonal factors, and individual factors.

Environmental Factors

Competitive conditions may enable a company’s short-term success, where the organization is able to operate irrespective of customer desires, suppliers, or other organizations in their market environment. Early entrants into emerging industries are likely to be internally focused due to few competitors. During these formative years, customer demand for new products will likely outstrips supply, while production problems and resource constraints represent more immediate threats to the survival of new businesses.

Nevertheless, as industries grow, these sectors become more competitive. New entrants are attracted to potential growth opportunities, and existing producers attempt to differentiate themselves through improved products and more efficient production processes. As a result, industry capacity often grows faster than demand and the environment shifts from a seller’s market to a buyer’s market. Firms respond to changes with aggressive promotional techniques such as advertising or price reductions to maintain market share and stabilize unit costs.

Different levels of economic development across industries or countries may favor different business philosophies. For example:

  • Certain environmental and economic factors can lead to an apprehensive buying center.
  • Firms can suffer from strategic inertia, or the automatic continuation of strategies unresponsive to changing market conditions.

Organizations that fall victim to strategic inertia believe that one way is the best way to satisfy their customers. Such strategic inertia is dangerous since customer needs as well as competitive offerings eventually change over time.

For example, IBM’s traditional focus on large organizational customers caused the company to devote too little effort to the much faster-growing segment of small technology start-ups. Meanwhile, IBM’s emphasis on computer technology and hardware like the IBM cell processor made the company slow to respond to the explosive growth in demand for Internet-based applications and services. Thus, in environments where such changes happen frequently, the strategic planning process needs to be ongoing and adaptive. All business participants, whether from marketing or other functional departments, must pay close attention to customer preferences and competitor activities.

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IBM Cell Processor: IBM traditionally focused on large organizational customers. It did not put enough effort into small technology start-ups, which grew at a faster pace.

Organizational Factors

Organizational factors such as the company’s objectives, purchasing policies, and resources can influence the buying process.The size and composition of the buying center also plays a role in the business buying decision process.

Interpersonal Factors

The interpersonal relationships between people working in the company’s buying center can hinder the buying process. Buying center members need to trust each other and operate under full disclosure.

Individual Factors

The personal characteristics of people in the buying center can influence the buying decision process. Individual factors including age, education level, personality, job tenure, and position within the company all play a role in how a person influences the buying process.

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