Page 4 - KZN Business Sense 8.1

WHAT IS YOUR STRATEGIC B2B APPROACH?

Monique Labat, Research the Competition B2B Business Growth Strategy International B2B Networks to speak to within the company is
Specialist in B2B Part of the B2B approach is For the B2B sector a growth A company seeking to find crucial to providing the best B2B
Market Linkages fit for the client.
to analyse new opportunities strategy is a huge area of focus distributors, stockists or resellers
in your clients’ businesses by and clients on both ends of the in a new market, may find The case study of an eyewear
ike better understanding their B2B spectrum are seeking to build difficulty in tapping into these manufacturer is a case in point.
anything demographics. Ask questions successful relationships. Having foreign networks. Language Monique Labat Consulting was
Lin life or and do your best to understand a business growth strategy is key barriers, cultural differences, engaged to find new eyewear
in business, everything from their when developing new markets. managing global teams, currency markets for a manufacturer.
you have to distribution channels to their exchange and inflation rates and Online meetings provided a
put in the direct competitors. As many B2B The marketing for a growth the nuances of foreign politics, cost-effective way of determining
time and opportunities are the basis for strategy involves using your policy and relations all impact the whether there was potential to
already established contact with
resources the finding new clients abroad, cost of securing new markets. do business. The success of this
if you wish to reap the benefits. an analysis of foreign markets clients. In order to be effective It makes sense when identifying B2B linkage was the first order
at achieving upselling and cross
Don’t focus on the short-term and other potential industry selling there are two different partners to supply goods and for eyewear which will now be
outcomes, rather look to long- sector openings is critical. areas you need to consider. The services, to collaborate with distributed through the clients’
term outcomes. In that way one is relationship marketing. If skilled and experienced B2B nationwide group of 48 stores. 
you’ll be building sincere value Research the competition and your existing customers aren’t firms who have the necessary
with your clients and find ways determine their best practice. happy, they won’t buy more from experience in those countries. For information on B2B matchmaking and
to genuinely help your clients, By compiling intelligence you. Marketing, along with other market linkages to secure new markets,
which will build the foundation reports for the client, you are factors such as product quality and Case Study Success new suppliers or new clients contact
of your Business 2 Business (B2B) providing more in-depth content customer service have a key role to Managing inward buying Monique Labat
relationships. By taking action and evidence that in turn will play in delighting your customers. missions delivers both exports T: +27 (0)82 924 6349
provide the client with accurate
and putting in the work to scale, and imports between regions E: monique@moniquelabat.com
W: www.moniquelabat.com
the results will start showing. information upon which to base Each interaction matters, and countries. By matching the
their decisions. from a face-to-face meeting,
Fundamental to B2B is access to an email, to a response, to a participants of inward buying
to networks and information Leverage Global Platforms tweet. Successful businesses are missions as accurately as possible
systems to create sustainable During the Covid-19 pandemic taking advantage of marketing with distributors, stockists or
linkages. The basis of successful many businesses moved part automation technologies to resellers in the visiting country,
B2B opportunities is accurate of their business online. Travel improve customer satisfaction. the manufacturer of the products SCAN
and verified information. was limited and shipping and In order to create successful or services has a quick grasp of
Companies undertaking B2B logistics proved to be very processes, you need to be able whether the business may be QR CODE
look for integration into new expensive. Using digital global to create highly personalised successful. TO SEE
markets and then have the platforms is cost effective and communication, and highly Understanding the local business VIDEO
ability to reach new customers. pays dividends. useful content. environment and knowing who

Dube The city of Durban
TradePort
0 1 and King (eThekwini Municipality)
0 0 Shaka is South Africa’s
1 International second most important
Airport - 60- economic region
0 year Master
11 11 Plan - driving

growth of Extensive first-world
01 aerotropolis, road, rail, sea and air
1 or airport city
1
1 0 0 0
1 01
01
00
1 1 0
0 0 11 1 00
1 1
0 Rated in top 5
0 0 11 1 1 0 ‘Quality of Living’
BUY LOCAL 11 1 01 1 0 cities in Africa and
Middle East by
INVEST LOCAL 1 1 0 1 11 Mercer Consulting in
2015
1
1
0
0
1
1 0 0 1 1 1 Named one of the
0 11 0 0 New 7 Wonders Cities
Let’s come together and heal as a nation. 0 0 11 1 by the Swiss-based
Let’s focus on renewing, restoring and rebuilding successful partnerships 11 1 New 7 Wonders
and investment opportunities so we can get back to promoting our city as 0 11 Foundation in 2014
the ideal destination for business and pleasure to the rest of the world.
1 1
Your support coupled with our world-class infrastructure, innovative 1 0 1 1 1
business environment and ever evolving investment opportunities, means 1 0 0 01
we can get back to ‘connecting continents’ in no time. 1
0 3 00
11 0 1
Tel: +27 31 311 4227 0 11
Email: invest@durban.gov.za 11
web: invest.durban
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