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    B2B Marketing Process: Presented By

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    Neeraj Mishra
    John Fowler is a pioneer in filtration systems in India operating since 1953. It produces engine and industrial filters, catering to automotive OEMs like Tata, Ashok Leyland, and Escorts. It has a market presence in India, SAARC countries, USA, Australia, and Sweden. The presentation covered B2B marketing concepts like segmentation, pricing, distribution channels, and CRM strategies. The respondent wanted to understand John Fowler's buying process, CRM techniques, and any new information. John Fowler uses segmentation based on end use applications. It has a negotiable pricing structure based on RFQs. Its CRM strategies include resolving quality issues within 24 hours and meeting customer expectations. It

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    B2B Marketing Process: Presented By

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    Neeraj Mishra
    47 views13 pages
    John Fowler is a pioneer in filtration systems in India operating since 1953. It produces engine and industrial filters, catering to automotive OEMs like Tata, Ashok Leyland, and Escorts. It has a market presence in India, SAARC countries, USA, Australia, and Sweden. The presentation covered B2B marketing concepts like segmentation, pricing, distribution channels, and CRM strategies. The respondent wanted to understand John Fowler's buying process, CRM techniques, and any new information. John Fowler uses segmentation based on end use applications. It has a negotiable pricing structure based on RFQs. Its CRM strategies include resolving quality issues within 24 hours and meeting customer expectations. It

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    B2B pricing

    Original Title

    Example of b2b

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    John Fowler is a pioneer in filtration systems in India operating since 1953. It produces engine and industrial filters, catering to automotive OEMs like Tata, Ashok Leyland, and Escorts. It has a market presence in India, SAARC countries, USA, Australia, and Sweden. The presentation covered B2B marketing concepts like segmentation, pricing, distribution channels, and CRM strategies. The respondent wanted to understand John Fowler's buying process, CRM techniques, and any new information. John Fowler uses segmentation based on end use applications. It has a negotiable pricing structure based on RFQs. Its CRM strategies include resolving quality issues within 24 hours and meeting customer expectations. It

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    47 views13 pages

    B2B Marketing Process: Presented By

    Uploaded by

    Neeraj Mishra
    John Fowler is a pioneer in filtration systems in India operating since 1953. It produces engine and industrial filters, catering to automotive OEMs like Tata, Ashok Leyland, and Escorts. It has a market presence in India, SAARC countries, USA, Australia, and Sweden. The presentation covered B2B marketing concepts like segmentation, pricing, distribution channels, and CRM strategies. The respondent wanted to understand John Fowler's buying process, CRM techniques, and any new information. John Fowler uses segmentation based on end use applications. It has a negotiable pricing structure based on RFQs. Its CRM strategies include resolving quality issues within 24 hours and meeting customer expectations. It

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    B2B Marketing Process

    Presented by:Kumar Abhishek Jyoti Prashant IFIM B School, Banglore

    Introduction :-

    John Fowler is a pioneer in the field of filters and filtration systems in India and is in operation since 1953. It caters to a wide product range for Internal Combustion Engines and Industrial applications , John Fowler caters to the requirements of several reputed OEMs. Certified for ISO 9001:2000 - Quality Management System and ISO 14001:2004- Environmental Management System.

    The company has a huge market in India ,SAARC countries , U.S.A


    ,Australia and Sweden.

    Concepts covered :
    Vendor-buyer relationships, products specifications, segmentation techniques, pricing strategies, commercial terms , distribution channel, people , DMU, promotional strategies, new product development , CRM strategies, buying situation , bulk buying.

    Motivation:-

    Leading B2B player in filters , Existing contact.

    Expectations:-

    Was to understand the entire buying process of this company, the CRM techniques and something new which we are not aware of .
    Sandeep kumar singh Assistant technical marketing manager

    Respondent :-

    Product Mix :-

    Engine Housing

    Off highways products

    Filters

    Agricultural machineries Industrial division

    Tractor manufacturing

    Automotive division
    Fuel filters Oil filters Hydraulic filters Air filters

    Tata

    Ashok Leyland

    Escorts

    Components Paper

    Vendors:Vendors
    Senapati whiteline

    Inner cotton
    Cover plate Springs Outer cotton Bowl

    Ramson industries
    Jagan industries Sunderam fasteners Sumco industries Jagat Industries

    Customers:-

    Bharat earth movers

    Tata

    Bosch

    TVS

    Maruti suzuki

    Segmentation:Macro level segmentation :- On the basis of end use application

    Sports utility vehicles Off-highway applications - earth moving equipment, drill rigs, compressors, tractors, etc.

    Railways locomotives. Two wheelers vehicle.


    Other sectors such as power, aviation, electronics, petroleum, space, pharmaceuticals, biotechnology etc.

    Pricing strategies:Negotiable pricing based on RFQ

    Clients
    Contract manufacturing MHIL Bosch Gulf TVS GATES TATA Maruti ESCORT

    Quantity supplied/month
    5000 2,00,000 30,000 50,000 20,000 50,000 90,000 1,00,000

    Price/unit
    52/44/58/46/53/-

    Buying situation:- Modified re-buy, New buy. Depends on changes in OEMs & market trends.

    Commercial terms:Online bidding. Credit terms:- 30 days. Payment criteria:- Accepts RTGS & NTFS transfers only. Distribution channel :Sales force for JF brand only. Dealers Ex-works for OEMS

    People:-

    Around 95 % workforce is Core mechanical engineers.

    Promotional strategies:Print media Direct marketing Promotional schemes for mechanics.

    Internal process:ERP implemented


    SAP tool implemented for both vendors and JF. Online order and quality check for customers.

    Vendors meet to make aware of product ranges and to bring changes in it.
    Dealers meet to strengthen the distribution network.

    CRM Strategies:In case of any quality issue , has to be resolved within 24 hrs. Excellent quality control. Customers are our brand ambassadors Product to deliver safe and trouble free experience for the customers Meeting better than customer expectations every time Placing customers needs first

    New product development review:strives continuously to develop new products in the field of filtration to keep pace with latest market requirements. The design department is equipped with the latest CADD systems and technical data base. to develop new products as per customer's requirements quickly with optimal design and assured performance.

    DMUs:-

    DMU
    Marketing department

    Purchase & quality dept.

    R&D department

    Cost benefit analysis & comparative study with existing suppliers

    Purchase department

    Marketing department

    Learning outcomes

    In depth concept learning of B2B marketing process of JF.


    Research findings did match with the concepts taught in the classroom which supports our understanding of basics of B2B marketing. How to make the purchase order.

    The format of Invoice.


    Contract manufacturing.

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