The two disciplines of b2b and b2c market research, though employing many of the same research tools and techniques, both have very differing requirements, traits and skillsets. In this short article, we outline some of the core differences between b ...
Using distributors as an alternative to selling direct is very far from being a soft option, though it may be inevitable. Here we consider the manufacturer distributor relationship and look at its three commonest problems. ...
A research brief is a statement from the sponsor setting out the objectives and background to the case in sufficient detail to enable the researcher to plan an appropriate study. As a general rule a market research study is only as good as the brief. ...
Increasingly distributors are replacing direct salesforces in industrial marketing. They cost less, they absolve the manufacturer from the burdens of credit control and they provide a wide geographical spread of stocking points. But, how can the prin ...
This article discusses the different insights that tend to arise in different geographies. In particular, how do the critical marketing success factors in the developing and developed worlds differ from each other? ...
It's so easy to do, and so useful, that it's amazing more companies don't do it. Profiling the competition plays an important role in four decision making areas: product planning, setting future strategies, pricing and acquisition policy. ...
Postal surveys have a very bad image, so much so that by far the majority of industrial marketers dismiss them as being inappropriate as a research technique. However, postal surveys have an important role to play in industrial marketing research as ...
One of the main objectives for many companies when carrying out research in China is to establish the size of the market. Market size information can be used to gauge the overall size of the opportunity, to prioritize segments of the market for speci ...
As demand for market research services in and about China continues to grow, attracting and retaining good quality industry professionals has become one of the most significant challenges facing agencies with operations in the Greater China region. ...
The essential element of the sales manager's survival kit is good information, particularly in four areas: the company's sales, the structure of the market, detailed knowledge of buyers and the strengths and weaknesses of the company vis-a-vis the co ...
