Analysis of the six main modes of B2B websites in the industry [reprinted]

Analysis of the six main modes of B2B websites in the industry [reprinted]

This article was published in I strategy magazine in August. It is suitable for those who want to invest in B2B websites but lack basic knowledge.

Some people only have an understanding of B2B websites on the online transactions of enterprises. They believe that transactions should be conducted online according to the concept of e-commerce. However, at present, not all B2B websites in China are in the online transaction mode. On the contrary, many B2B websites in the industry have not done online transactions. Based on the analysis and research on the currently successful B2B websites in the industry, we have summarized the main six success modes. The following briefly analyzes these six modes.

1. Industry B2B model analysis focusing on supply and demand business opportunities and information services

Supply is the demand of the vast majority of enterprises, which is why lilaba can achieve billions of companies by providing only Chinese suppliers, the following briefly analyzes the characteristics of the industry that focuses on supply and demand business opportunities and information services:

A. The industry is relatively large, involving a large number of enterprises and a wide variety of products, which can form a large market, such as textiles and hardware;

B. The product is the buyer's market, and the competition among enterprises is fierce, not where dozens of suppliers are monopolized;

C. Products are relatively standardized. A major factor that an enterprise decides to buy a product is the priority of obtaining information.

This type of website must be sold by phone and more buyers and suppliers should be pulled to this market. The profit model was established. Representative websites are: China Chemical network, global Wujin network, and global textile network.

2. Analysis of industry B2B portal models based on industry information services

When a company wants to produce a new product, expand its product line, or make a reasonable price for the product, there are generally market research, analysis and prediction, price trend analysis, and other requirements, b2B websites in different industries in China are the requirements of enterprises. The following briefly analyzes the characteristics of the industry that focuses on industry information services.

A. the product price fluctuates greatly, and when the price of a product changes, it will affect many downstream enterprises;

B. There are many super-large enterprises in the industry, and the products are generally in the seller's market;

C. The industry has a certain monopoly, such as: petroleum and natural gas, chemical, steel, paper and other industries.

This type of website must involve industry experts who are proficient in the industry and good at market analysis and investigation. Only in this way can we make high-quality market analysis reports, help enterprises make correct decisions, and help improve sales. Representative websites are iron net and lianxun paper.

3. Analysis of industry B2B models focusing on attracting partners

Downstream enterprises generally seek distributors and agents to sell their products to better target consumers. Because if all enterprises do it themselves, the battle line is too long, and it is not conducive to the recovery of funds, because some terminal sellers will require the goods to be sold first, and then the collection. The following briefly analyzes the characteristics of the industry that focuses on attracting merchants and joining services.

A. industries tend to be downstream of the industrial chain. products are generally oriented directly to ordinary consumers, such as clothing and medicine;

B. product sales channels generally rely on malls, stores, etc., and dealers and agents to sell their products;

C. The industry pays more attention to publicity, and the budget for publicity expenses is large;

This type of website is generally maintained by charging brand merchants' advertising fees and membership fees. Members can advertise their brands on the first or second level columns, or view contact information of a large number of dealers. During business operations, you must increase the traffic of your website, especially pay attention to quantifiable data such as website rankings and visits. sales generally involve recruiting a large number of telemarketers to sell advertisements and members. Representative websites include China clothing network and China Medical Investment Network.

4. Analysis of industry B2B models focusing on outsourcing services

As China is a manufacturing power, many enterprises are doing export or internal sales processing. The transaction between OEM processing enterprises and brand enterprises is only a cooperation product, cooperation between an enterprise and another enterprise. The following briefly analyzes the characteristics of the industry that focuses on outsourcing services.

A. The vast majority of enterprises in the industry are OEM factories, and they do not sell products directly;

B. This industry is generally not very conscious of publicity, and there are many export or internal sales agents, such as clothing and software;

C. The two sides of the order transaction are partners. Generally, the strength of the factory needs to be investigated offline;

The profit model of B2B websites in this industry is to collect the money from the processing factory and find orders or better orders for the processing factory. During operation, it is necessary to strengthen customer cultivation or offline operation. Representative websites include: Software Project outsourcing Network and Global sweater network.

5. Analysis of industry B2B models dominated by online transaction services

Online transactions can save some of the sales costs for buyers and sellers, and enable enterprises to deal with transactions in a timely manner when the price is appropriate, through online negotiation, Online Signing, online payment, and other methods. The following briefly analyzes the characteristics of the industry that focuses on online transaction services.

A. The prices of such products are generally large and large, such as chemical, steel, and plastic products;

B. Products are relatively standardized. The major factor that an enterprise decides to buy a product is information and price;

C. The transaction is simple, and there is no need to check the other enterprise. Generally, the warehouse order transaction mode is adopted.

When operating such websites, we must establish a good credit mechanism, such as the Integrity audit of buyers and sellers, the security of payment, and fast logistics, third-party partners can be used to solve the problem of logistics, capital flow and Integrity audit. Currently, the mature mode is Warehouse order transaction. Representative websites include: jinyin Island website exchange and Zhejiang plastic city online trading market.

6. Analysis of industry B2B portal model focusing on technical community services

Any enterprise has technical needs. Technology is the driving force behind the development of the industry. Through the technical needs of the service industry, enterprises can improve their competitiveness and increase their product sales. The following briefly analyzes the characteristics of the industry that focuses on technical community services.

A. industry technical problems are suitable for online communication and solution. They are not very difficult, but not too simple;

B. employees engaged in industry technologies often communicate with each other online;

C. The industry has technical training courses, technical consulting services, and other traditional technical service models.

Such websites generally do not appear independently and are often combined with several of the above five modes, such as recruitment services, Project outsourcing services, online publishing services, and so on. What is needed during operation is to serve both ends of the technology market, that is, industry technology beginners and industry technical experts, so that both sides can gain some benefits and the Community can develop healthily. Representative websites include programmer forums and screw networks.

Based on the analysis of the six most successful modes, I believe that it has some reference value for everyone to invest in B2B websites in the industry. What kind of model is your industry suitable, you only need to analyze the characteristics of your industry and see which mode corresponds to. You can also combine one or two website modes, but it is best not to have more than two modes, after all, these models are mature and the risks are reduced, rather than being imitated by everyone, resulting in a waste of resources.