5. Final consumption by consumer.
INDUSTRIAL PRODUCTS
Not used by consumers directly
Used for the production of consumer products
For further reselling of a product
6.
7. INDUSTRIAL
PRODUCTS
MATERIAL AND SUPPLIES and
DURABILITY
PARTS services
MANUFACTURED maintainance and
CAPITAL EXPENSE RAW MATERIAL operating supplies
MATERIAL repair
NATURAL COMPONENT COMPONENT
INSTALATION ACCESSORY FARM PRODUCTS
PRODUCTS PARTS MATERIAL
8. Installations :-
used directly in the production of goods.
Examples: conveyor systems, robotics
equipment, and machine tools, are designed
and built for specialized situations.
Accessory equipment:-
less expensive and have shorter lives.
Examples include hand tools, computers,
desk calculators, and forklifts
9.
10. Raw material-
Examples are iron ore, crude oil, diamonds,
copper, timber, wheat, and leather. Some (e.g.,
wheat) may be converted directly into another
consumer product (cereal).
Manufactured product
component materials & parts-motors, tyres, spark
plugs etc.
11. Maintenance & repair- paints, nails
Operating supplies- lubricant, coal ,paper,
pencil
(usually sold by giving adds in paper and
personal selling in case of large contracts)
Business services- legal management
consulting, advertising(usually supplied under
contract)
14. CONSUMER PRODUCT INDUSTRIAL PRODUCT
Heavy promotion is Small players need
required for Convenience advertisements and
and Unsought products. personal selling in order to
mark their presence.
Careful targeted Big player give less
promotion by producer as importance to
well as by resellers for advertisement instead
shopping and specialty stress is on personal
products. negotiation and deals.
15. CONSUMER PRODUCT INDUSTRIAL PRODUCT
Frequent purchase, customer Mostly demand dependent
involvement ,little planning purchase and planning in case
and price comparison in
convenience product. of material and parts and
More planning, customer supplies and services. quite
involvement and comparison low in case of capital items.
of brands in shopping More planning and brand
products.
Strong brand preference ,low preference in case of some
price sensitivity in specialty capital items and services.
product. Main preference is given to
Little product awareness or
timely delivery, quantity ,
even negative interest in
unsought product. supply and after sale services.
16. CONSUMER PRODUCT INDUSTRIAL PRODUCT
Convenience –widespread Mostly selective
distribution and convenient location
Shopping-selective distribution
distribution as Personal
in fewer outlets selling is largely involved.
Specialty-widespread distribution.
Unsought-varies
17. Brand building ,which was
not given much importance
earlier has become very
important for industrial
products.
Like Schneidar electric and
Areva.
a shift is there from print
media to social media for
branding.
18. LOCATING PROSPECTIVE
CUSTOMER.
For example ELECRAMA,an
exibition held once every
two years.many govt
owned companies,private
companies and
multinationals display their
products and it opens an
interesting opportunity for
companies to locate
prospective customers.
19. CONVINCING PROSPECTIVE CUSTOMERS
ON SPECIFICATIONS AND QUALITY
It includes inviting
customers to visit plants,
display of processing and
service capacity,technical
discussion(backed by
displaying test certificates
etc)
20. OBTAINING TRIAL/INITIAL
ORDERS
At this stage industrial
producers have to satisfy
quality, packaging,transport
and storage requirement of
customers.
Pricing has to be globally
competitive.
On time delivery, inventory
management and flexible
credit for customers is must.
21. CONVERSION INTO REGULAR
CUSTOMER
Quality, cost ,delivery and
service are keys that
industrial producer has to
keep in mind in order to
convert trial customers into
regular one.
Along with this customers
are also looking for
environment friendly
operations.
