Understanding markets and customers - Turkey Supplier Day (sharing)
Post on 19-Oct-2014
1108 Views
Preview:
DESCRIPTION
Transcript
Understanding Your Markets & Customers
Michael Mang Buyer Service & Development, Alibaba.com
19 June, 2012
Top 10 Buyer Markets for Turkish Suppliers
2
Q1 2012Market % of total inquiriesEgypt 8%United States 5%Iran (Islamic Republic of) 4%United Kingdom 4%China 4%India 4%Pakistan 3%Turkey 2%Tunisia 2%Greece 2%
Top 10 Supplier Markets for Turkish BuyersQ1 2012
Market % of total inquiriesChina 66%India 4%Turkey 2%Hong Kong 2%South Korea 2%Malaysia 2%Taiwan 2%United States 2%Ukraine 1%Pakistan 1%
3
International Trades
4
Important Trading Hubs
Buyer MarketsManufacturing and Trading Regions
Top 10 Industries for Turkish Suppliers
5
Q1 2012Industry category % of total inquiriesMachinery 11%Agriculture 9%Food & Beverage 8%Construction & Real Estate 7%Apparel 7%Minerals & Metallurgy 6%Textiles & Leather Products 6%Beauty & Personal Care 6%Chemicals 4%Automobiles & Motorcycles 3%
The Importance of Sourcing Channels to Buyers
53
52
50
46
40
39
27
26
47
39
48
42
30
35
24
24
56
57
50
48
44
41
28
27
Internet-Search engine
Internet-B2B e-commerce
platforms/portals
Local trading markets/wholesale
centers
Recommendation from others
Trade shows/exhibitions
Association
Yellow pages
Magazines and newspapers
Importance of various channels to buyers
Overall International Sourcing
Online channels
Offline channels
Traditional channels
• International buyers prefer sourcing through multi-channels, but the online channel is the most important one for them.
Local Sourcing
Source: The Nielsen Company
Manage Your Digital Content - Catch Buyers’ Attention in a Few Seconds
BRICS GDP Forecast2006 2010 2015 2020 2030 2040 2050
US US US US China China China
Japan China China China US US US
Germany Japan Japan Japan India India India
China Germany Germany Germany Japan Brazil Brazil
UK UK UK UK Russia Russia Mexico
France France France India Germany Japan Russia
Italy Italy Italy France Brazil Mexico Indonesia
Canada Canada Russia Russia UK Germany Japan
Brazil Russia India Italy France UK UK
Russia Brazil Brazil Brazil Mexico France GermanySource: Global Insight World Service and Goldman
Sachs
Group 2Big order, better margin
Pros: Cash flow & Quality Group 3Small order, thinner margin
Pros: Variety & Diversification
Group 4Small order, medium margin
Pros: R&D
Group 1Big order, thinner margin Pros: Branding & Capacity
Small
General Merchandise
Professional
Large
Medium
Classification of Your Customers“Busy and Business”
Top 3 Considerations When Buyers Choose Suppliers
What concerns the buyers most in dealing with new suppliers?
Buyer’s Needs
• Small : Integrity > Cost > Quality > Service
• Medium: Integrity > Cost = Quality > Service
• Big: Integrity > Quality > Service > Cost
Understanding of Buyer’s needs
15
Buyers’ Needs %To get market intellegence 50To find cheaper quality sources for existing products 30To find new products and innovations 20To consolidate existing supplier base 0To find backup suppliers 0
To get market information
To look for cheaper quality sources for existing products
To look for new products and innovationTo consolidate exisiting supplier base
To look for backup suppliers
0%
50%
Implications• buyers may not have immediate
purchase orders and may not understand the supply market; But he / she should have certain product knowledge and sales channels;
• Buyer has existing supplies but would like to change suppliers and should have certain product knowledge and orders;
• Buyer has no existing supplies but would like to develop new suppliers and should have limited product knowledge and orders;
• Buyer has exisitng supplies but would like to consolidate the orders for less suppliers. He / she should have certain product knowledge and orders;
• Buyer has existing supplies but would like to split the orders to backup suppliers to lower the risks. He / she should have certain product knowledge and orders;
Research Result by Nielsen
What is the key elements on the first contact:
• Understanding of Buyer’s needs 63%• Supplier’s Response Time 55%
Range <1 1-2 3-5 6-7 >7
Satisfaction Rate
Number of Days
Response Time Expectation from SME buyers （ Source: Alibaba.com Internal
Survey）
18
Sourcing Hub Service
Meeting with Suppliers
Package A: Meeting with suppliers in local office
Package B: Meeting with suppliers & factory visit
Market Intelligence
Acquire sourcing tips from our expert team on:- Market information;- Sourcing tips;
Pre-trip Arrangement
Leave all transportation arrangements to us:- hotel pick up;- Alibaba.com local office;
More Information: http://www.alibaba.com/sourcinghub
please apply here
Meet pre-screened suppliers in one day in one of the 17 Asian industrial Zones (Sourcing Hubs)
Sourcing Hub - Mumbai
Sourcing Hub - Vietnam
Professional Sourcing Club(PSC)Supporting by Alibaba.com, PSC (Professional Sourcing Club) is an online and offline networking group aiming to gather trading, sourcing and supply chain experts from various industries and regions to share market intelligence and creative ideas, search for talents and encourage more interactions between members such as organizing professional seminar, networking, leisure activities, sourcing tours, visiting trade shows etc. to contribute the industry as a whole and benefit mutually.。
To join, please click herePlease contact Mr. Michael Mang at michaelmang@hk.alibaba-inc.com for more information
Professional Sourcing Club
Alibaba.com Market Intelligence Series – Vietnam
November, 2011Prepared by Allan Yau & Thuy
ConclusionsAlibaba.com makes
doing business easier anywhere
Thank you!Michael Manghttp://buyer.alibaba.com/Skype: michaelmang1119YM: mang_tsan@yahoo.com.hkDirect line: 852-22155233Mobile Phone: 852-93423430
Copyright NoticePlease note:Michael Mang & Alibaba.com retain the right of copyright of all material in this presentation. No part of it is to be copied or published or circulated to any third parties without permission from Vincent Wong or Alibaba.com
top related