The speed of delivery of goods
Posted: Tue Jan 21, 2025 10:40 am
Most Russian companies are still at the stage of creating such packages as "product + service". Let's look at Western companies that operate in more developed markets.
If you study the websites of Western companies operating in the b2b sector, you will find that these players offer not individual products, but ready-made solutions. For example, "Comprehensive maintenance of logistics systems", "Project from drawing to turnkey delivery", etc.
This approach requires complete immersion in the customer's sphere of work. The most "advanced" companies have gone further: selling a ready-made solution, they provide a guarantee of its effectiveness. That is, they take on part of the responsibility for the client's use of the proposed solutions.
This is how it looks in practice. Let's take the famous a deep dive into the demographics of the u.s. chinese population company, a manufacturer of car tires. It became the first concern to provide a guarantee for a certain number of miles that a car will travel on the tires it produces. If the product fails, the company undertakes to make a free replacement. As a result, the client buys not just tires, but the number of miles that he will travel.
Given this trend, what will the b2b market look like in the foreseeable future? What products will customers buy?
Logistics: from one point to another is purchased.
Engineering communications: heat, microclimate and the ability to control them are purchased.
Cars and special equipment: the tonnage of transported cargo is purchased for a certain period, etc.
Selling ready-made solutions with a guarantee is the very future that awaits the Russian b2b market soon. Of course, this approach will take a lot of time and resources. It will be necessary to rebuild and improve all business process models, focus more on service and use more of the three Ps - physical evidence, people, process. They are the most difficult for competitors to copy, and therefore those companies that use these methods of doing business will be able to achieve success.
If you study the websites of Western companies operating in the b2b sector, you will find that these players offer not individual products, but ready-made solutions. For example, "Comprehensive maintenance of logistics systems", "Project from drawing to turnkey delivery", etc.
This approach requires complete immersion in the customer's sphere of work. The most "advanced" companies have gone further: selling a ready-made solution, they provide a guarantee of its effectiveness. That is, they take on part of the responsibility for the client's use of the proposed solutions.
This is how it looks in practice. Let's take the famous a deep dive into the demographics of the u.s. chinese population company, a manufacturer of car tires. It became the first concern to provide a guarantee for a certain number of miles that a car will travel on the tires it produces. If the product fails, the company undertakes to make a free replacement. As a result, the client buys not just tires, but the number of miles that he will travel.
Given this trend, what will the b2b market look like in the foreseeable future? What products will customers buy?
Logistics: from one point to another is purchased.
Engineering communications: heat, microclimate and the ability to control them are purchased.
Cars and special equipment: the tonnage of transported cargo is purchased for a certain period, etc.
Selling ready-made solutions with a guarantee is the very future that awaits the Russian b2b market soon. Of course, this approach will take a lot of time and resources. It will be necessary to rebuild and improve all business process models, focus more on service and use more of the three Ps - physical evidence, people, process. They are the most difficult for competitors to copy, and therefore those companies that use these methods of doing business will be able to achieve success.