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Archive for the ‘B2B News’ Category« Previous Entries Next Entries »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! Great Global BrandsWednesday, March 23rd, 2011  The annual list of the world’s leading brands has just been published and Google comes out on top. With a brand value of $44.3 billion, the search engine giant is the most valuable global brand in Brand Finance’s annual survey. Microsoft, Wal-Mart and IBM are the next biggest brands and Vodafone, taking fifth spot, is the UK’s top representative and the largest telecoms brand to feature. HSBC and Tesco are the only two other British brands to appear in the Top 20, which is dominated by US brands – 13 in total. Apple is a big riser, climbing from $19.8 billion last year to $29.5bn in 2011. Meanwhile, Coca-Cola has dropped out of the Top Ten for the first time, falling from third place to 16th. This year’s complete Top Ten Most Valuable Global Brands (2011) is shown below:(Click the image for an enlarged version)
B2B International announces expansion plansWednesday, March 16th, 2011
 Global business-to-business market research and market intelligence specialists open a mainland European office and appoint more researchers Hot on the heels of impressive growth figures, with revenue up to £3.8m (US$6.15m), B2B International opens a sales office in Brussels. Managing Director Nick Hague explains, “Whilst our Manchester and London offices have been hugely successful in meeting the needs of our UK and other European clients, we recognise the benefits a mainland European office will have in terms of our responsiveness to client demands.” B2B International’s consistent growth continued in 2010 despite the difficult economic environment. The company has more than doubled in size since the end of 2006 and has experienced year-on-year growth in every year since its formation in 1998. The agency is also expanding its manpower. New additions to the international research team include Kyle Cockett in the UK, Gerry Caffrey and Daniel Attivissimo in New York, and Aubo Lee in China. With a business and marketing background, Daniel brings creative, analytical and strategic capabilities as a research analyst; Research manager Gerry has 20 years’ experience of the b2b market, previously working for PwC and IBM; Kyle is an economics graduate and works on data analysis and presentations; and Aubo is an experienced quantitative researcher. Not content with new offices and new recruits, B2B International continues with ambitious growth plans. The company recently bought a 50% stake in creative design agency B2B Marcomms (www.b2bmarcomms.com), formerly Frank Communications, allowing it to offer services such as CVP execution and branding consultancy for the first time. B2B International Brussels office: « Previous Entries Next Entries » |
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