Business to Business marketing, although sharing the same persuasive elements of Business to Consumer marketing, has its own set of considerations to be effective. One of the main differences is the complexity of the decision-making process.
Business to business marketers must often contend with a complex purchase decision-making chain. Complexity alone often makes the sales cycle time much longer than business to consumer sales cycles. In most cases, the purchasing decision must pass through several offices, from purchasing agents, CFOs and CEOs, not to mention engineering and warehousing.
H2M has extensive experience with manufacturers with and without distribution sales channels. Our work for such international manufacturers as Duratech Industries and BTD Manufacturing reflects our deep understanding of the complexities of the world of business to business marketing, from trade advertising, channel sales and coop dealer programs.