1. Top 8 Concepts in ANALYZING BUSINESS MARKETS Leslie B Co Kehyeng ASMPH 12 May 2010

3. The Business Market is different from the Consumer Market What is the business market? Who are involved in the buying and selling? How do buyers make their decision?

4. 1: The Business Market where products are sold as part of another production process

5. Kotler: Texas Instruments, PPG Industries Local: PLDT/SMART, Neo laptop RP Medical Application: Hospital services, PhilHealth, Anti-rabies vaccine 1: The Business Market

6. Straight rebuy Modified rebuy New task 2: Buying Situationsaffects the buying requirements, the people involved, and the time required

7. Kotler: Orica Ltd. Local: Light Railway Transit (LRT), Smartmatic PCOS RP Medical Application: generic drugs, B Braun 2: Buying Situationsaffects the buying requirements, the people involved, and the time required

8. 3: Systems Buying and SellingBidding and Contracting

9. Kotler:Shell Oil Local: Architectural firms RP Medical Application: IT firmware used by TMC 3: Systems Buying and SellingBidding and Contracting

10. 4: The Buying Center consists of members with roles

11. Individuals/groups in the purchasing decision-making process Kotler:Consultants and technical advisors Local:Government officials RP Medical Application:Patients, hospitals administrators

12. 5: Satisfying Key Buying Influencers Constant communication -- Buyers exhibit different buying styles -- Individuals are motivated by their own needs and perceptions in attempting to maximize the rewards

13. Companies reach hidden buying influences and keep current customers informed Kotler:Symantec Corp (Norton) Local:Market research companies RP Medical Application:Medical representatives

14. 6: BUYPHASES – Buying process stages

15. 6: BUYPHASES – Buying process stages Kotler: Lincoln Electric Local: Tiangge RP Medical Application: Shopping for doctors

16. 7: The Benefits of Vertical Coordination Trust and teamwork Activities that create more value for both parties Efforts to build..

17. Kotler: Motoman Inc & Stillwater tech. Local: Food stalls inside schools RP Medical Application: Maxicare inside TMC 7: The Benefits of Vertical Coordination

18. 8: Customer-Supplier relationship creates tension Strive for joint benefits. Profit Risks Customer-Supplier Relationship Opportunism

19. Kotler: Xerox Local: 7-Eleven franchising RP Medical Application: Mercury Drug and drug suppliers 8: Customer-Supplier relationship creates tension

20. Top 8 Concepts in ANALYZING BUSINESS MARKETS Leslie B Co Kehyeng ASMPH 12 May 2010