Pump B2B_Internet_Marketing by We School Students

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This is one of the presentation we did in our B2B Internet marketing subject.

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Pump B2B_Internet_Marketing by We School Students

  1. 1. B2B INTERNET MARKETING FOR A WATER PUMP MANUFACTURER Provide an outline for a water pump manufacturer company to use Internet and Mobile as a marketing tool By, (PGDM EBIZ 2013-15) Aditya More Keshav Mundra Abhilash Rathi Sagar Salunkhe Tushar Warang
  2. 2. SCOPE  Market of water pump  Use of Internet as marketing tool  Use of mobile as marketing tool
  3. 3. INTRODUCTION TO WATER PUMP INDUSTRY in 3rd century BC pumps are one of the most important mechanical devices in industrial applications  Mature market  Market size(Global) - $38 bn (23,676 Cr.)  Market size(India) - $500 mn (3115 Cr.)  Growth of 2.8% annual  35% of pump revenues are from WWW  Born
  4. 4. GLOBAL MARKET CAPTURE OF PUMPS Sales ITT Goulds Ebara 9% Grundfos 7% 30% 8% Weir 10% Sulzer 13% 11% 12% KSB Flowserv e Others
  5. 5. MARKET CAPTURE OF PUMPS IN INDIA Sales of pumps 6% 7% Kirloskar Pumps KSB Pumps 8% 49% 11% 19% Dynamatic Tech WPIL Shakti Pumps Others
  6. 6. ANALYSIS OF WATER PUMPS INDUSTRY Strengths: Weaknesses: 1)Customer loyalty 2)Unique solutions 3)Mature market 4)Yet to be a commodity market 5)After Sales Service 1)After sales service is crucial 2)Slow technology change 3)Delivery period 4)LCC 5)High investment Opportunities: Threats: 1)Customer awareness 2)Market growth @ 2.8% 3)35% of market revenue from WWW 4)Water & waste water ind. increasing @ 4% 5) 80%are repeat customers 1)International competition 2)Less scope for innovation 3)Moving towards Commodity market
  7. 7. WATER PUMPS USAGE  Car wash pump  Drainage and Dewatering pumps  Pressure boosting pumps  Pump station  Raw water Pumps  Theme park pumps  Sea water/Desalination pumps  Water tower pumps  Submarine
  8. 8. DIFFERENCE BETWEEN B2B & B2C MARKETING Buyer & seller are business owner  Large monetary value of transaction  Purchase once a while or in certain order  B2B is quite complex  More time require  Brand play important role  One is buyer & other is end user  Low monetary value of transaction  Frequent purchase  B2C is quite straight forward  Less time require  Brand play comparatively low role 
  9. 9. WHY B2B INTERNET MARKETING IS IMPORTANT: Sales cycle has been increased  More people involved in buying process  Meet the buyer in their buying cycle  50% of industrial buyer have selected one supplier over another primarily based on capabilities of their website--2008 Thomas buyer seller disconnect survey  Result: Adam Needles companies report sell has been increased by 157 % with internet marketing
  10. 10. INCREASE THE USE OF INTERNET IN BUSINESS ACTIVITIES
  11. 11. Source:
  12. 12. Source: BtoBonline.com
  13. 13. KEY WAYS OF MARKETING AUTOMATION & SALES TECHNOLOGY  Lead Capture  Lead qualification  Lead Intelligence  Real Time Lead Alert Result: Saving time & more success Source: The Economist
  14. 14. USE OF SOCIAL SIDE B2B MARKETING Source: BtoBonline.com
  15. 15. USE OF SOCIAL NETWORK  Companies actively leverage online social network such as MySpace, Facebook, Friendster.  Social sites strictly for professional like linkedin, Hoover’s Connect
  16. 16. PROMOTE NEW TECHNOLOGY
  17. 17. EDUCATE THE CUSTOMER BEFORE BUYING
  18. 18. BUILD YOUR OWN SOLUTION
  19. 19. ONLINE SOCIAL GRAPH OFFER ADVERTISING METHODS  Targeted Ads  Appvertising  Social Action Service:  Provide customer support from social media
  20. 20. TAP EXPERTISE OF ONLINE PEOPLE  Asking question on professional side i.e. LinkedIn  Crowd  Use  ROI sourcing corporate blogs & case study includes more engaged customers, increased leads, reduced costs.
  21. 21. DIGITAL PULL MARKETING TECHNIQUE  Detailed online catalogue  Interactive  Search  Use website Engine optimisation of social sides.
  22. 22. INTERACTIVE WEBSITE
  23. 23. MOBILE MARKETING
  24. 24. IS THERE A NEED FOR MOBILE MARKETING?  87% of connected device sale by 2017 will be tablet & Smartphone.. (by Forbes)
  25. 25. IN INDIAN CONTEXT
  26. 26. HOW CAN YOU PERFORM MOBILE MARKETING FOR B2B?
  27. 27. CREATE A MOBILE APP  Keep  If the overall design simple and clean. possible avoid the Flash animations.  Avoid the drop-down menus.  Increase the font size to until 14 and line spacing to 1.5 for small screen readability
  28. 28. INCORPORATE QR CODES  It is a matrix barcode which is readable by QR scanners.  Use to store the information.  Include QR codes in magazines, on a bill board, a web page or even on someone’s Tshirt.
  29. 29. MOBILE SEARCH ADVERTISEMENT PROGRAM  In general it is a PPC of Mobile.  Google offers various option of advertising model.  Pay-per-call  Allows and Pay-per-call model. you to have both a link and a phone number.
  30. 30. TEXT/SMS MARKETING  Contact your customers once you have the confirmation from user.  Create the right message to get them click on your link.
  31. 31. MAKE YOUR BUSINESS FINDABLE  Provide a mapping ability on your website.  Make sure you are easily findable on Social media.  Claim your business locations on Google maps.  Allocate a budget for Mobile search marketing which is separate from Web search marketing.
  32. 32. Thank you!!

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