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B2B Marketing scenario - Help please

by Doigovic
8 replies
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Hey guys, long time viewer first time poster,

I've got through to the final stages of an interview for a marketing executive role at a wholesale, electrical goods company.

Anyway for the final presentation I have to do the following:

For this could you please be prepared to present a short presentation as to how you would hypothetically market the following scenario. We have purchased 10,000 LED light bulbs (GU10) for a special price of £2,75 cost compared to our normal price of £4.50. Our target market for this promotion is Bars, Clubs and Restaurants in South Wales and Bristol area. What would you do to create the campaign. Also please be prepared to email the campaign to the 3 of us as if we were customers at

Is their any help you could give me? such as what I should look to include, as I really have 0 knowledge about the B2B whole sale market. And even less idea how I might convince a business to buy some bulbs. It's a graduate position so they don't expect me to know everything but I'd like to have a strong start.

Any help would be massively appreciated!

Regards,
#b2b #marketing #scenario
  • Profile picture of the author Joe Stewart
    Originally Posted by Doigovic View Post

    Hey guys, long time viewer first time poster,

    I've got through to the final stages of an interview for a marketing executive role at a wholesale, electrical goods company.

    Anyway for the final presentation I have to do the following:

    For this could you please be prepared to present a short presentation as to how you would hypothetically market the following scenario. We have purchased 10,000 LED light bulbs (GU10) for a special price of £2,75 cost compared to our normal price of £4.50. Our target market for this promotion is Bars, Clubs and Restaurants in South Wales and Bristol area. What would you do to create the campaign. Also please be prepared to email the campaign to the 3 of us as if we were customers at

    Is their any help you could give me? such as what I should look to include, as I really have 0 knowledge about the B2B whole sale market. And even less idea how I might convince a business to buy some bulbs. It's a graduate position so they don't expect me to know everything but I'd like to have a strong start.

    Any help would be massively appreciated!

    Regards,

    I think you'd have better luck asking this question in the offline marketing section.
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  • Profile picture of the author CharlstonR
    Hi Doigovic, quite a broad question!

    My suggestion would primarily be in building a credible database of bars, restaurants and clubs within these specific areas. These databases can either be purchased or built manually by searching for bars in certain destinations or looking for directories of bars + wales for example.

    Upon building the database you would then look to prospect whereby you contact each of the prospects by email, telephone and/or mail to promote your services.

    Beyond that it's relationship building and hounding them in a positive way to nurture into a sale.

    I would also be inclined to suggest in your pitch to install some B2B lead generation software such as whoisvisiting.com which will identify and inform you of which of these companies have visited your website and are therefore warmer leads.

    Note there's a couple of other softwares such as Lead Forensics which I believe are market leaders but again found this article on whois for Lead Forensics Alternatives.

    I hope this is of luck and apologies if I'm too late on my advice!
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    • Profile picture of the author swmktg
      Hi Doigovic,

      Well, let me start by saying that I know nothing about selling LED light bulbs, or about the bar/restaurant industry. However, I do know about B2B marketing since I've been marketing technology B2B for 20 years. For your email marketing campaign you have to first think about what is your USP (unique selling proposition) - what is the pain point that your solution (the bulbs) is solving for these prospective customers. How can you articulate a can't-say-no value proposition that tells them how these bulbs (at a great price) can solve their problem. I'm sure you can do some research online about these particular bulbs (they gave you the sku number... is there something special about these types of bulbs & what they are used for) and dig up a good value proposition for why these are important to these bars. Once you know the USP then you're halfway there to putting together a great email.

      Hope that helps,

      Joanna
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    • Profile picture of the author vanessa110
      Originally Posted by CharlstonR View Post

      Hi Doigovic, quite a broad question!

      My suggestion would primarily be in building a credible database of bars, restaurants and clubs within these specific areas. These databases can either be purchased or built manually by searching for bars in certain destinations or looking for directories of bars + wales for example.

      Upon building the database you would then look to prospect whereby you contact each of the prospects by email, telephone and/or mail to promote your services.

      Beyond that it's relationship building and hounding them in a positive way to nurture into a sale.

      I would also be inclined to suggest in your pitch to install some B2B lead generation software such as whoisvisiting.com which will identify and inform you of which of these companies have visited your website and are therefore warmer leads.

      Note there's a couple of other softwares such as Lead Forensics which I believe are market leaders but again found this article on whois for Lead Forensics Alternatives.

      I hope this is of luck and apologies if I'm too late on my advice!
      Nice answer. I totally agree with you
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  • Profile picture of the author ESRAA
    the important site in Egypt toggar for b2b
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  • Profile picture of the author Seantrepreneur
    Not so sure what you're saying ESRAA, but I think it's safe to say his interview has come and gone since he posted this in June of 2014.

    If not they are dragging the process out wayyyy too long.
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  • Profile picture of the author honeyhoney686
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  • Profile picture of the author jerehsiao
    "We have purchased 10,000 LED light bulbs (GU10) for a special price of £2,75 cost compared to our normal price of £4.50. " You guys got yourself ripped off, you will pay fewer than that price if you can contact people like me.

    FYI:

    Don't think about sit in the chair and have a cup of coffee and click the mouse for a few times to sell all the bulb. Go offline. You need to go for some market place, and visit one after another.
    People buy things online but they also buy things from local store, do not ignore that.

    Online? Price hard to get some customers for you
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