Ali B2B Business Stagnation For 6 Reasons

Here world clothing shoes The Xiaobian of the hat net is to introduce the reason why Ali B2B stagnate in the information matching stage, and interpret the six major pain points.

The news that Alibaba will be listed on the NYSE has attracted wide attention from all walks of life. As a leader in China's e-commerce, Alibaba has achieved remarkable results over the past 15 years. However, compared with the popularity of online transactions between Taobao and Tmall, Alibaba's B2B business has always been in the stage of information matching. The lonely B2B only appeared 98 times in the listing documents submitted by Ali, but still appeared as the word "wholesale". Why is Ali's B2B unable to duplicate B2C's success and stagnate on the information forever? This is worth pondering.

In my view, the reason why Ali B2B business can only stay in the stage of information matching is mainly to blindly imitate the MRO mode of foreign industrial products, which can not adapt to the current situation of the domestic industrial products industry, and focus on comprehensive, light vertical, heavy scale and light quality. Specifically, there are mainly the following reasons:

1., the technical parameters of industrial products are complex and different product parameters are different. As a comprehensive e-commerce platform, Alibaba can not use the general merchandise management system to conduct product management, and its specialization is not enough. Simply put, in the electronics field, the same AS1117 LDO, different voltage references, different packages, different grades of civilian products of military products, will bring detailed parameter differences. Many friends say that these parameters are not non standard for the industry, but unfortunately, Alibaba is a giant that tries to cut across the board through the Internet. This is just a non-standard service.

Another example is the bearing industry, most of the bearing products are standard products. There are many parameters, such as inner diameter, outer diameter, width, weight, accuracy, clearance, cage material, load condition, etc., which are completely different from other industrial parameters. We must design the parameters according to the characteristics of the bearing, and the comprehensive B2B platform of Ali can not meet this demand.

2. the value of industrial products is high, most products are customized on demand, which is in sharp contrast to the small amount of civilian products, large customer base and high activity. The promotion mode of civilian products can not be fully applied to industrial products. Because of the behavior of enterprises, the characteristics of centralization and unification naturally form the characteristics of high unit price and long repeated purchase cycle; on the other hand, consumer goods are for consumers, and consumers are often the ultimate products. In the industry, there are a lot of raw materials, semi-finished products, and even supplies and leftover materials. These contents are often developed for a certain customer, and are difficult to be directly used by other customers. The deep customization results in a high cost price situation. This situation of industrial products has led to the simple promotion and failure of sales promotion models of consumer models.

3. due to poor management and imperfect legal system, fake and shoddy products are rampant in China's industrial market, and the existing e-commerce platforms can not take effective measures to solve them. National standard and bank standard often can only solve the problem of market access, but the technical threshold of this access level is not more than thousands of miles away from qualified products and high-quality products. However, such an important display of physical content can not be reflected by Alibaba, and Ali also lacks the eye of such a pair of discovery problems.

Four Alibaba The certification service provided by the platform can not solve the business integrity problem. If we expose the scar, it will eventually lead to the fact that Wei Zhe's resignation is an example. To tell the truth, this is not a simple business problem, not a problem that can be solved by money. Therefore, our enterprises are trying to acquire a pair of eyes and eliminate the false and retain the truth through the following visits. I am afraid this is really the day when the credit quality of the whole people is improved. Time has become the only solution and eyewitness.

5. traditional industrial goods worship business relationship marketing, suppliers often provide key business personnel to buyers provide a lot of gray income. How to ensure the inertia of these users? On the one hand, in order to highlight their green health, for the sake of social responsibility consideration, the electronic business platform will focus on fair and just publicity; on the other hand, it hopes that the buyers and sellers can continue to follow the gray contract under the table, otherwise those buyers who have the right to vote veto will often regard the platform as a killer and avoid it.

6. before we thought Alibaba platform profit model was single, membership fees and advertising fees became the main source of revenue, but it was never responsible for the ROI of both sides. Now Alibaba is trying to embrace online transactions, and we think it's a trick of wool on sheep. The future seems to be a negative combination of commission. Ali's serious vampiric image in B2B customers has seriously affected its feasibility of upgrading from information mode.

To sum up, despite the present B2B electricity supplier market The prospect is very broad, but the realization of online transactions is like the difficulty of "Shu Road". On the one hand, most traditional industries are too conservative, self complacent, unable to keep up with the trend of the Internet development; on the other hand, the Internet based electricity supplier, led by Ali, indulge in self admiration, and is not well aware of traditional industries. In the future, B2B business providers must take root in the traditional industries, leaving or ignoring the traditional B2B businesses such as "passive water" and "no wood".