Business to Business & Its Marketing Channels

7/31/2019 Business to Business & Its Marketing Channels

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Business to Business & Its

Marketing Channels


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Introduction

What is B2B?Business-to-business, commerce

transactions between businesses, such

as between a manufacturer and a

wholesaler, or between a wholesaler

and a retailer


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About The Company

Indus Motor Company (IMC) is a joint

venture between the House of Habib ,

Toyota Motor Corporation Japan (TMC) ,

and Toyota Tsusho Corporation Japan(TTC) for assembling, progressive

manufacturing and marketing of Toyota

vehicles in Pakistan since July 01, 1990.


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Business To BusinessActivities

Like many other organizations (IMC) is

also involved in many b2b activities, as

its core business is to manufacture

vehicles, from small 1000cc to powerful2500cc 4x4s


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Business to Business Activities

80 Vendors, which are local and international

E.g. Corolla is manufactures with approx 5000parts

Direct materialsDirect materials which can be easily identifiedwith the unit of production

Indirect materials

Consumables (such as cleaning chemicals,disposable tools, protective devices) not usedas raw materials but the cost will be added inthe final product


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Components Require For

Manufacturing CKD Kit(Knocked Down Kit)

Imported by Indus Motors from the

parent company (TOYOTA JAPAN), Kit

comprises of 3 components

1. Internal combustion engine

2. Gear box

3. EFI unit and safety equipments


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CBU Kits (Complete Build Unit)

This comprises of parts that are keycomponents for the assembly of the

automobile, e.g.. Fly wheel, mainly thesecomponents are imported from Toyota

Motors, but if these items can be producedlocally, and or from other country thatmeets quality requirements and lessexpensive, the parent company allows theproduction.


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MSP (Multiple Some Parts)

Due to the lack of technology and quality

concerns, these parts cannot be

manufactures locally, e.g. Engine

Parts(alternator bearing), these items aremanufactured in Korea, Thailand, this also

becomes cost effective and ensures on

time availability of components


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Local Vendors

When manufacturing locally, the parent

company asks the local manufacturer to

import a specific raw material from a

vendor which has already beenspecified (international vendor) to

ensure quality and or according to the

need and specification of the vehicle E.g. Kensi is an SBU of Moishi Japan


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Local Vendors( After sales

service)

In any B2B business after sales service

is highly important

Affiliation with IMC

Technical Present


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Names Of Vendors

British Petroleum : lubricants

Shell, Mall Pak : lubricants

Exxon (Singapore) : lubricants

CCI (Japan) : Brake Fluid, Coolants

Kensi, Burger, ICI :Paints

General Tires :Tires Sunstar (Thailand) :Sealants

Honeywell (USA) :AC Gas


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Steel sheets (Japan)

Ali Brothers: Instrument Panels

Seats: Pro con Engineering(Master

Foam)

Thal Eng: Ac system and wiring

Fly wheel: BWL (Japan)


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Contingency Plan

Tsunami in Japan 2011

Japan experienced its worst natural disastertsunami which led to huge amount ofdamages to the businesses in the effecting

areas. Fukushima incident

Due to the high concentration of water, theFukushima nuclear plant proved to beunstable and posed as a treat spewing nuclear

radiation that also effected the businessesaround them. The Vendors that supply toTotoya Japan were present in that area.


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Marketing Channels

What are marketing Channels?

A marketing channel is a set of practices

or activities necessary to transfer the

ownership of goods, and to move goods,from the point of production to the point

of consumption and, as such, which

consists of all the institutions and all themarketing activities in the marketing

process


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Before Launch

Marketing Survey

Interviews From

High profile individuals e.g. prominentgovernment individuals, Entrepreneurs,Large bank account holders etc

Research

Focusing on colleges and universities toperform research about potential buyersand ask research companies


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After Launch

Advertisement

Local news paper

Television E marketing

Billboards

Direct dealers ( Showrooms) Auto shows


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Thank you


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INDUSMOTOR BUSINESSTOBUSINESS ACTIVITIES

ANA ITS MARKETINGCHANNELS

Documents

Business to Business & Its Marketing Channels