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Archive for the ‘B2B News’ Category« Previous Entries Next Entries »B2B International expands its consultancy team to LondonThursday, September 1st, 2011  Following on from the successful opening of a London sales office last year, B2B International is delighted to today announce the opening of a new central London office, on Euston Road, to better service clients in London and the south-east of England. Research Manager Matt Powell will head up the new office. Matt joined B2B International in 2004 and has spent time in the Manchester (UK) and Beijing offices. He has worked with numerous clients in many industry sectors, including: ADT, Ashland Chemical, Autoglym, BRUSH, Centravis, Friedland, Interxion, JLG, John Wiley, Microsoft, OCR, Travis Perkins, UK Hydrographic Office, Vodafone and a number of universities. Marketing Training Courses In ShanghaiFriday, August 19th, 2011  B2B International is pleased to announce the dates of its upcoming training courses in Shanghai: On Thursday, 22 September 2011, we will be running a Market With Intelligence course, and on Friday, 23 September 2011, we will host a course on Value-Based Marketing. As with all our courses, these full-day, hands-on training workshops will enable attendees to not only learn the theory of marketing, but – crucially – to apply the learnings to their own businesses. A brief summary of the course schedules is shown below, but more information can be found here “Shanghai Marketing Training Courses”. To book your place online, please click here.. If you have any questions, please call your nearest B2B International office or email shanghai@b2binternational.com Market with Intelligence – Thursday, September 22, 2011 This course introduces you to the key principles of market research and how research tools can be used to grow your business. Topics covered include: • Introduction to market research Value-Based Marketing – Friday, September 23, 2011 Our value-based marketing workshop explores the key marketing principles and how you can make them work for you, including: • Market intelligence and value-based marketing The New Metric For Judging A Company’s SuccessThursday, August 18th, 2011  During a recent global branding study for PPG Industries Inc., B2B International developed a set of questions and a unique algorithm, which led to the creation of a new tool providing the market’s perception of benefits and price on brand. PPG Industries – the multibillion-dollar supplier of paints, coatings, chemicals, glass and fibre glass – found the tool so useful, that B2B International branded it the Net Value Score (NVS), and has since used it in a number of studies carried out for the company’s other Fortune 500 clients. The NVS is a metric that provides the market’s view on the perceived value offered by each company supplying a market. It can also provide the perceived value of a company’s different business units, indicating where the company’s value proposition is seen as the strongest and weakest. The NVS is based on a calculation that is arrived at through asking just three questions in a market research survey. For each supplier, questions are asked about how the supplier compares relative to other suppliers in the market on (i) its product and service benefits, (ii) its pricing, and (iii) its total value. The data are then run through the algorithm to result in the Net Value Scores. The tool illustrates the strength of a company’s brand relative to competitors, and indicates where more work is required to improve the level of perceived value – be it through better communicating certain benefits to specific market segments; better differentiating benefits so that they more strongly stand apart from those of competitors; or adjusting pricing so that prices are more in tune with the benefits offered. A company with an NVS which is significantly higher than others with which it competes will be one which enjoys a rising market share. The NVS can also change the way a company thinks. A supplier is very aware of the benefits offered by its products or services, but these benefits only resonate with the market if people recognise them. In other words, perceptions are shaped by communications. Companies can therefore increase the level of perceived value they are seen to offer by selling on value (such as lifetime cost) as opposed to price. This in particular refers to the sales force and distributors who frequently talk price instead of value. Patrick Kenny, Vice President of Corporate Marketing for PPG, states, “PPG Industries is fully committed to providing our customers with compelling value and so the NVS is a new metric that provides an ideal way to measure customer-experienced value. It is an excellent, adjacent metric to other popular customer advocacy scores that companies should embrace.” B2B International is currently building a comprehensive databank of industry-specific Net Value Scores for benchmarking clients against other companies (in both similar and different industries), so that learnings can be shared from those who are performing strongly on perceived value. Director Julia Cupman, Head of the company’s North American operations, states, “The Net Value Score is an example of our commitment to thought leadership. We hope more companies will recognise the importance of measuring perceived value and that they start benchmarking their performance with the NVS. One should not underestimate the power of this simple tool in providing critical metrics and research findings, which if acted on effectively, can lead to significant business success.” To learn more about B2B International’s Net Value Score, please visit: Net Value Score Website www.netvaluescore.com Net Value Score White Paper: The Metric For Judging A Company’s Success Polocrosse Comes To TownTuesday, July 12th, 2011  The teams have arrived, the horses are ready and everything is well underway at the 2011 Polocrosse World Cup! B2B International, shirt sponsor of the USA polocrosse team, was there to cheer them on over the weekend. After beating the UK on Friday but losing heavily to the South Africans on Saturday, the US team needed a win against Ireland to keep their World Cup dreams alive. Their game against Ireland didn’t disappoint and was a close run thing, with the US winning 17-16 thanks to a golden goal in extra time. This means that the teams that have made it through to the semi-finals next weekend are: USA, Australia, South Africa and Zimbabwe. Who will win? Not long till we all find out… See you there!  Summer’s here…and so is InsightTuesday, June 28th, 2011  Our latest installment of Insight, B2B International’s newsletter, is out now! In the Summer 2011 issue, discover how to tackle emerging markets around the world, read case studies about ways we’ve helped recent clients, find out about our newest white papers, and get to know our team members a little better! « Previous Entries Next Entries » |
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