The Ford Motor Company, Telstra and the BHP Essay

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Introduction

Various companies can be viewed in different aspect depending on the nature of business and dealings. For the purposes of our discussion, a business can be viewed simultaneously as a supplier, a buyer, a user, reseller or dealer.

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In line with the kind of dealings, different companies can be viewed as a user company, an original equipment manufacturer and a dealer or distributor. These distinctions are important for marketers where the company in each kind of role has different needs and goals and the objective of the marketer is to address these needs and satisfy these exclusively and effectively.

The Ford Motor Company

The Ford motor company producing various automotive brands is a user company where in it uses various mechanical pars, machinery and equipment in manufacturing and assembling cars and therefore is a customer for various other companies as well. In view of the Ford Company being an Original Manufacturer customer, Ford can be viewed by vendors who supply individual components of cars as an OEM customer. Moreover in assembling and selling to target consumers who are the final users, Ford is viewed as a dealer in various car brands and can also be viewed as the marketer of the finished cars.

Keeping these roles in view, each role can be dealt with separately and in a unique manner wherein the companies needs as a user, as an OEM Customer and as a dealer or distributor can be fulfilled. In case of it being a user company, Ford can be pursued by manufacturers of machines and providers of services such as telephony, software and technology as a consumer which needs top class services at low rates in bulk. Marketing deals which give corporate discounts and a special sales and marketing team that services these accounts can be a potential choice for marketers who want to obtain and retain Ford as a consumer. As an OEM customer, Ford requires top quality components that match is standards completely with no or a low margin for errors. The company might settle for a higher price if the OEM manufacturer offers consistent quality with minimum rejections. Moreover, in its functioning as a dealer, the company as a dealer of car brands may need to offer promotional campaigns that help it gain a loyal user following and at the same time increases car sales more than its competition. These could include deals such as low down payments and smaller monthly installments or options of bank financing among others.

Telstra

As a User Company Telstra in its functioning as a telephony service provider is also a user wherein it uses transmission equipment, signal towers, various computing devices and services along with services such as advertising. In being a user company, Telstra would again need good quality services and products along with price effectiveness to control costs. Again corporate deals would attract Telstra where it would be using laptops such as Dell computers for its staff to work on. Not only would Telstra’s needs be more unique and demanding than individual users Telstra would need after sales services and a dedicated service staff to solve any computing problems. It in turn would also in some cases require special made to order laptops for its specialized staff which again would be evaluated in terms of its price and quality., and hence the distinction as a user comes into play where B2B marketing strategies and segmentation strategies would be needed by marketers to service a company such as Telstra. As an OEM customer, Telstra needs mobile phones on which it can offer various telecommunication packages for its customers and in this regard it would only be dealing with certified distributors or the companies itself to get a better deal and to have one entity to direct queries and concerns about quality among other things to. With regards to Telstra as a dealer, which provides telecommunications services, Telstra has to be up to date with competition and offer competitive packages that are not cutting into costs and yet are attractive to consumers.

The BHP Corporation

This company, being part of the mining and resources industry can be classified as a user company in terms of it being a customer of realtors who provide the service of looking for suitable land and dealing with legalities and issues in buying land and dealing with government in order to gain access to land for drilling and exploration. Realtor service is one of the services that BHP uses but considering this one service that BHP uses in isolation a marketer of real estate services can study the needs of the company and provide a package that serves the company’s need for an efficient and legally abreast company that also specializes in the geological field. Simultaneously as an OEM customer the company would be needing drilling and transportation equipment along with refining machinery and hence would be looking for hardy machinery that is low on maintenance and comes with a leasing arrangement in case the company requires it to be as such. Finally as a dealer, BHP can be seen as a dealer in raw material resources by refineries. As a dealer of raw material the company would have special quotas for various refineries depending in the terms of trade with each refinery. The marketing efforts would also include transportation arrangements along with credit terms that refineries will be needing given the large absolute amount of money that’s is dealt with in such an industry.

Conclusion

As can be observed in all the companies’ cases, a company cannot function in a single role because it serves various purposes and objectives in order to operate. In an environment where in order to be successful it needs to work in a competitive manner and negotiate deals that are beneficial and fruitful in both short and long runs and this is where the concepts of B2B marketing come into place.

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References

Company, F. (2009). Company Information.

Telstra, (2009). Tesltra.

Wikipedia, (2008). WMC Resources.

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IvyPanda. (2022) 'The Ford Motor Company, Telstra and the BHP'. 8 December.

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IvyPanda. 2022. "The Ford Motor Company, Telstra and the BHP." December 8, 2022. https://ivypanda.com/essays/the-ford-motor-company-telstra-and-the-bhp/.

1. IvyPanda. "The Ford Motor Company, Telstra and the BHP." December 8, 2022. https://ivypanda.com/essays/the-ford-motor-company-telstra-and-the-bhp/.


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IvyPanda. "The Ford Motor Company, Telstra and the BHP." December 8, 2022. https://ivypanda.com/essays/the-ford-motor-company-telstra-and-the-bhp/.

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