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A project on business to business marketing
Introduction to company
 Four Brothers is registered with MoD
(Ministry of Defense - Pakistan) and
other related organizations as
approved consultant, agent and
supplier.
 Here they engage with customers
from thought process and provide
continuous support resulting in
optimal, need-based solutions.
What is the key to your success
?
 Standing out with principals right from
initial proposal to successful project
completion.
 A team highly skilled administrative
team and IT experts
 A team which has a dedicated support
has been translated into successful
track record of various projects.
 From a local solution provider in 1998,
How was journey to the
success ?
 The company has evolved into a
well-known name representing global
defense industry.
 The credit goes to a very strong and
highly professional team of retired,
Senior and mid-level officers of armed
forces supported by a highly skilled
administrative team and IT experts.
Sucess
 Providing all possible support in an
efficient and effective manner.
 Providing customers with up graded
and modern solutions to meet the
latest standards and challenges.
6
Industrial Marketing Environment
Buyer seller interface
Labor
Capital
R.M.
Components
Equipment
Manufacturers
Distributors/
Dealers.
Competitors
Manufacturer’s rep
Distributors / Dealers
Transporters
Warehousing firms
Advertising firms
Mktg. Research firms
Bankers & insurers
Suppliers
Buyers
company Facilitators
Market segments
Govt.
Commercial
Enterprises
Industrial
Distributors
Markets
users
OEMs
Industrial Dist.
12/20/2014 Courtesy of Anjum Nisar Qureshi 6
What is the Selling
Process??
 Step 1 PPRA(A Regulatory Body)
 The Public Procurement Regulatory Authority is an
autonomous body
○ It’s responsibility includes prescribing regulations and
procedures public procurements by Federal
Government owned public sector organizations
○ To improve governance, management, transparency,
accountability and quality of public procurement of
goods, works and services.
 All tenders are according to the standards of PPRA
and the service provider needs to be in accordance
to the rules prescribed .
Steps
 Step 2 Distributed Financial Power
 The Authority to buy products is divided
according to there official ranks.
 Step 3 Bid submission
 There are two main things involved in bid
submission first thing is the Earnest which
totally refundable other are PPRA regulations
 Step 4 Technical Description
 The quotation for technical requirements is
examined prior to any other aspects and all
the bidders which do not complete these
aspects are rejected.
 Step 5 Financial Bids
 The remaining bidders are brought to table
and each bid is opened the one with least
quotation is accepted .
Steps
 Step 6 Final Selection
 Contracts are sighed in this process
payment process is discussed .In case of
advance pavement Bank guarantees or
Letter of credit is used for delivery in
advance
 Step 7 Delivery
 Physical delivery of goods or services
 Step 8 Feedback
 Feedback on quality and after sale services
What Marketing Strategies do
you use?
 Meeting Technical Requirements.
 The technical requirements of the bid must
be exactly according to the tender and
additional information can also be obtained
like logistics, Freight etc any short coming.
 Cost Leadership.
 The cost should be least else the bid is lost
all the operations should in accordance to it.
There is a lot of competition and no place for
runners up in the real world.
Marketing Strategies
 Differentiation Strategy.
 It not only about selling. It is about providing
extensive local support to there partners,
covering technical, logistical and administrative
solutions.
 Going beyond great lengths for customers in
order to exactly meet their logistical
requirements to enable utilization of platforms
and systems with optimum efficiency.
 Trust Building.
 Building trust is the key to get bids and it comes with
consistent value addition
What challenges do you face as an
industrial seller as compared to
consumer seller?
 In the consumer market the
consumer/costumer has less options
due to purchasing of small quantities
 As an industrial buyer, Government has
many options to buy products in bulk
quantity from multiple suppliers
Worldwide.
 The major challenge to industrial sellers
is Price competitiveness as compared to
foreign competitors.
 Three things are killing the industry,
1. Availability of Electricity
2. Electricity rates
3. Taxation system
What challenges do you face as
an industrial seller as compared
to consumer seller?
How do you deal with new
task?
 The requirements are sent to R&D for
model testing (Testing the design of a
product).
 After testing complete model is
developed.
 From here model is sent to the
engineering department.
 Once a product is manufactured the
development cost can be divided in
different ways.
1. Additional development cost.
2. Development cost is a part of first batch
(lot)
3. Cost is divided between the manufacturer
and the distributer.
How do you deal with new task
How to deal with project which
involves large capital investment??
 Government demands Pre qualification
report. (P.Q.R only demands when large
amount of capital is involved)
 And the companies which can pay the
earnest money and have the capabilities
to accomplish such projects are short
listed.
 All other companies are disqualified.
 Pre qualification report actually tells
complete profile of the company. Like,
○ Resources & capabilities .
 Technological competencies
 Human Resource
 Any other competencies required
○ Past performances
 Whether the companies have delivered in past what
they have promised
What is the role of technical
,educational & financial institutes in
your environment.
Environment
Education/Tech inst
Service/
Goods provider
Financial
Institutes
Buyer Organization(Govt)

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A project on business to business marketing

  • 2. Introduction to company  Four Brothers is registered with MoD (Ministry of Defense - Pakistan) and other related organizations as approved consultant, agent and supplier.  Here they engage with customers from thought process and provide continuous support resulting in optimal, need-based solutions.
  • 3. What is the key to your success ?  Standing out with principals right from initial proposal to successful project completion.  A team highly skilled administrative team and IT experts  A team which has a dedicated support has been translated into successful track record of various projects.  From a local solution provider in 1998,
  • 4. How was journey to the success ?  The company has evolved into a well-known name representing global defense industry.  The credit goes to a very strong and highly professional team of retired, Senior and mid-level officers of armed forces supported by a highly skilled administrative team and IT experts.
  • 5. Sucess  Providing all possible support in an efficient and effective manner.  Providing customers with up graded and modern solutions to meet the latest standards and challenges.
  • 6. 6 Industrial Marketing Environment Buyer seller interface Labor Capital R.M. Components Equipment Manufacturers Distributors/ Dealers. Competitors Manufacturer’s rep Distributors / Dealers Transporters Warehousing firms Advertising firms Mktg. Research firms Bankers & insurers Suppliers Buyers company Facilitators Market segments Govt. Commercial Enterprises Industrial Distributors Markets users OEMs Industrial Dist. 12/20/2014 Courtesy of Anjum Nisar Qureshi 6
  • 7. What is the Selling Process??  Step 1 PPRA(A Regulatory Body)  The Public Procurement Regulatory Authority is an autonomous body ○ It’s responsibility includes prescribing regulations and procedures public procurements by Federal Government owned public sector organizations ○ To improve governance, management, transparency, accountability and quality of public procurement of goods, works and services.  All tenders are according to the standards of PPRA and the service provider needs to be in accordance to the rules prescribed .
  • 8. Steps  Step 2 Distributed Financial Power  The Authority to buy products is divided according to there official ranks.  Step 3 Bid submission  There are two main things involved in bid submission first thing is the Earnest which totally refundable other are PPRA regulations
  • 9.  Step 4 Technical Description  The quotation for technical requirements is examined prior to any other aspects and all the bidders which do not complete these aspects are rejected.  Step 5 Financial Bids  The remaining bidders are brought to table and each bid is opened the one with least quotation is accepted .
  • 10. Steps  Step 6 Final Selection  Contracts are sighed in this process payment process is discussed .In case of advance pavement Bank guarantees or Letter of credit is used for delivery in advance  Step 7 Delivery  Physical delivery of goods or services  Step 8 Feedback  Feedback on quality and after sale services
  • 11. What Marketing Strategies do you use?  Meeting Technical Requirements.  The technical requirements of the bid must be exactly according to the tender and additional information can also be obtained like logistics, Freight etc any short coming.  Cost Leadership.  The cost should be least else the bid is lost all the operations should in accordance to it. There is a lot of competition and no place for runners up in the real world.
  • 12. Marketing Strategies  Differentiation Strategy.  It not only about selling. It is about providing extensive local support to there partners, covering technical, logistical and administrative solutions.  Going beyond great lengths for customers in order to exactly meet their logistical requirements to enable utilization of platforms and systems with optimum efficiency.  Trust Building.  Building trust is the key to get bids and it comes with consistent value addition
  • 13. What challenges do you face as an industrial seller as compared to consumer seller?  In the consumer market the consumer/costumer has less options due to purchasing of small quantities  As an industrial buyer, Government has many options to buy products in bulk quantity from multiple suppliers Worldwide.
  • 14.  The major challenge to industrial sellers is Price competitiveness as compared to foreign competitors.  Three things are killing the industry, 1. Availability of Electricity 2. Electricity rates 3. Taxation system What challenges do you face as an industrial seller as compared to consumer seller?
  • 15. How do you deal with new task?  The requirements are sent to R&D for model testing (Testing the design of a product).  After testing complete model is developed.  From here model is sent to the engineering department.
  • 16.  Once a product is manufactured the development cost can be divided in different ways. 1. Additional development cost. 2. Development cost is a part of first batch (lot) 3. Cost is divided between the manufacturer and the distributer. How do you deal with new task
  • 17. How to deal with project which involves large capital investment??  Government demands Pre qualification report. (P.Q.R only demands when large amount of capital is involved)  And the companies which can pay the earnest money and have the capabilities to accomplish such projects are short listed.
  • 18.  All other companies are disqualified.  Pre qualification report actually tells complete profile of the company. Like, ○ Resources & capabilities .  Technological competencies  Human Resource  Any other competencies required ○ Past performances  Whether the companies have delivered in past what they have promised
  • 19. What is the role of technical ,educational & financial institutes in your environment. Environment Education/Tech inst Service/ Goods provider Financial Institutes Buyer Organization(Govt)