Guo: How do you catch business opportunities for vertical business-to-business?

The entire Internet domain "to center" the trend is increasingly obvious, in the past by the portal site unified the situation has been gradually broken, the entire Internet from a highly centralized control to the distribution of centralized control changes. In the business-to-business domain, with the increasingly fragmented business needs, the difference between the various industries, the traditional integrated class of business-to-business portals can not be very good to meet user needs, business-to-business E-commerce will be to the vertical subdivision direction.

Industry and region

The business of Business-to-business Web services focuses on food, clothing, logistics, chemicals, daily chemical, hardware, machinery, agriculture, furniture, stationery, engineering, electronics, security, auto parts, chemical fiber, printing, agricultural machinery, paper, real estate, medicine, CNC, plastics, textiles, glasses, toys, instrumentation, electrical appliances, Renewable resources and a total of more than 30 areas, the provinces and regions including Zhejiang, Liaoning, Beijing, Shanghai, Shandong, Guangdong, Fujian, Hebei, Jiangsu, Jiangxi and other more than 10 provinces and cities.

Target Object

The target object of the industry website is generally the enterprise in the industry. As the industry web site continues to subdivide the service content of different enterprise personnel, more and more enterprise personnel become the frequent visitor of the industry website, among them, the most active group is enterprise marketing and sales personnel (marketing and advertising department personnel 50% and Sales person 89.29%), followed by the Enterprise Boss (76.79%) and Enterprise Procurement Personnel (69.64%), the rest for the engineering and technical personnel and financial personnel.

Strategic channels

Our industry websites are more diversified in the structure of cooperative resources, and seek various kinds of resources that can serve the enterprise extensively. Companies that establish partnerships with websites are divided into five categories according to their objectives:

Policy categories, mainly to obtain identity, policy support, such as industry organizations, government departments;

Customer class, with their own up and down tourists, especially in the industry to form a business partnership to

To obtain the support and active use of customer enterprises;

Peers, and their peers such as other industry sites and trading market alliances to expand the market and business. Websites tend to collaborate with websites that have no direct competitive relationship with them;

Technical categories, and technology providers, such as software and hardware partners, to obtain more technical resources;

Service category, with the industry site needs of various ancillary services providers to form a cooperative relationship to expand the scope of services and improve service quality, such as banks, logistics enterprises, payment service providers, information companies, credit certification providers.

Revenue channels

At present, the main income sources of all kinds of websites include membership fee, advertising fee, bidding ranking fee, information Technology Service cost, agent product sales income, transaction Commission fee, exhibition or activity income, etc. Surveys show that advertising fees (83.93%) and membership fees (76.79%) remain the main source of income.

In addition, the website provides the function and the service may summarize for the information content service, the transaction matching service, the transaction execution service, the Technical class service, the value-added service five kinds.

Financing channels

For the industry website, the investor includes the industry association, the industry Big Enterprise, the software service enterprise, the transaction market, the venture capital and the self-financing and so on. The survey found that most of the enterprise's funds are still their own planning, followed by the industry's large enterprises and industry associations.

Developing the core bottleneck

Industry scale problem, the main problem that bothers the industry vertical class Business-to-business website is the industry scale problem. Industry website, as the name suggests, is to focus on only one industry, its size is bound to be limited.

Industrial chain problem, industrial chain is a concept of industrial economics, which is based on a certain technical and economic relationship between various industrial departments, and according to the specific logical relationship and spatial-temporal layout relations objectively formed chain-type association relationship. The essence of the industrial chain is to describe an enterprise group structure with some intrinsic connection. In the industrial chain, there is a large number of upstream and downstream relationships and mutual value exchange, the upper reaches downstream links to transport products or services, downstream links to upstream feedback information. There is a serious problem in the industry vertical business-to-business, that is the problem of industrial chain breakage. For example, on a bearing site, almost all of the production of bearing enterprises, but in fact, bearing buyers do not necessarily know this site, this phenomenon in the more subdivided the industry problems more serious.