There are more and more business models now. Whether they work or not often requires a big price, that is, money. Use money to attract users. If users can bring profits, it is successful. If users are only limited to discounts, it will not work. The same is true for industrial product e-commerce. We pay too much attention to a certain type of relationship. What kind of relationship does
attach too much importance to? It’s the customer relationship. I believe you have already thought of many reasons to refute me. Isn’t the customer relationship important? It's important, but you focus on customer relationships and ignore the relationship between products and users. Industrial product e-commerce companies often deal with buyers who are not product users. They often tell buyers that our logistics are on time, our prices are advantageous, and our products are comprehensive. This is all true, but everyone ignores the actual experience and use effect of a product.
Industrial products e-commerce just completed the transaction, is the cement really quick-drying? Are the tools really lightweight? Can the instrument remain stable for a long time? How to differentiate
? Comparing two industrial product e-commerce platforms, one can provide 600,000 SKUs and the other can provide 250,000 SKUs. Is this called differentiation? Don’t call it, because the quantity of SKU can be made up with money. In the commercial market, problems that can be solved with money have never been a problem. What industrial product e-commerce should do is to think from the source of the product, together with suppliers, to better highlight the value of the product. Such differentiation is difficult to learn.
A pair of labor protection gloves, when opened, it says that they are wear-resistant, corrosion-resistant and non-slip. Who cares whether this glove fits most human hand sizes, whether it can be used flexibly, whether it is more comfortable to wear, or whether it is breathable and not stuffy. This is called differentiation, and it is also people-oriented.
When I was a child, I saw an advertisement for Liby , which repeatedly emphasized that it would not hurt my hands. At that time, I couldn’t understand it because there was a washing machine at home. Even if it was some underwear, using soap would not hurt my hands. Later I learned that there are still many people who prefer to wash clothes by hand. Many rural areas do not have washing machines. They have to wash clothes by hand by rivers and wells. Then Liby's non-injury hand hits the pain points of these people.
Liby is differentiated and can be imitated by others. However, due to the advertising effect, the only product that does not hurt your hands is Liby. Other brands have also released a similar hand-safe washing powder, and everyone will only think of Liby.
Industrial products e-commerce products can also do this, or the platform itself, if you can establish a character that directly hits the pain points, others will not be able to learn it even if they want to!
How can industrial products e-commerce differentiate?
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