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We started by doing a Value proposition which its main points were.
1-Our main activity is to import exotic meats from abroad and also buy sophisticated domestic meats, and sell them to fancy restaurants. “
2-. We aim to reach a different provider, we can see lots of distribution companies in the market but we offer a different product and a better service.
3-Our products are thought to be cooked by the chefs of the most demanding restaurants and hotels and therefore their guests will be experienced and conscious about how quality tastes.”
Later on we focused on the needs and demands of our customers realizing that since we are a b2b company those are quite different as a b2c business.
The next step was to do a SWOT analysis, in our case few competitors was the main strength and the most important weakness of Meat Love displayed was rising economical resources to run a new company in this crisis environment.
In our case we decided to work in a Business-to-Business market and that means that we sell our products to other professionals.Those will resell it to try to get a profit. However we analyzed the consumer behaviour of those who are the final consumers of our product. When we did that we noticed that the final customers of our products portray a characteristic profile.They are mid/high income with medium high education level and predominantly an avantgarde lifestyle. They also have a social need of belonging and the one of self-express themselves so they buy our product.In this part we concluded that the guests of our meat may eat our product because they want to eat a different product and experience something new as well as something that is not regularly eaten by everybody.
To understand the actual purchasing process carried out by our customers we had to understand first the characteristics of this market. We agreed in that there was a high concentration of customers, that their demand was derived and whereupon highly fluctuating, and that relations are even more important here than in B2C markets due the dependence that customers and suppliers have of each other.
To sell our products we use a commercial network to show our products and introduce them into the customers.By the time we deal with the customer to sell our product we also advise it about how our product is.
The composition of restaurants and hotels is heterogeneous but most of times we will find family businesses that call for a non rigid structure in which we will deal with one person that embodies all the roles related to the purchase .Some other times we will have to deal with more complex organization charts in which more people play different roles.
To segment the market we decided to locate ourselves in Denia and serve just te suroounding areas and Balearic Islands.We want to reach small and medium companies that use Internet as well as old school comunication channels and we want to make the point in the service that we provide.
We will serve a niche market so that is on an introductory stage,so we decided to go for a concentrated target strategy.we’ll launch only one proposition but dedeicated to our market and tailored to each customer.
When talking about differentiation we decided to be different not only in the product but also in the service we provide. We want to set strong relations with our customers specially thoroug our sales representatives and our people.
Regarding the potential customers,we observed that the touristic sector has grown over the years in that area.On the other hand this number is deceitful because many of those can have no movement at all during a great part of the year so their orders can be closed to zero.
About the 4 p’s
-We want to be perceived as a company that gives more for more so our products will be more expensive than our competitors
-Our product is not just exotic meat but also implies all what is needed to bring it to our customer doors without any trouble and in the most satisfactory way feasible
-We are a XXI century distribution company whereupon the logic channels to use are internet and especially our own sales force.
-We believe that those two channels are the best way to make us notice.