B2B vs. B2B2C Market Entry Strategies: A Case Study

The assignment delves into the intricacies of B2B versus B2B2C market entry strategies. It examines how businesses leverage channel partnerships to access consumer markets effectively. By analyzing these models through a case study approach, students will gain insights into strategic planning and execution in different business contexts. The study highlights key differences, challenges, and opportunities associated with each model, providing a comprehensive understanding of effective market entry tactics.

Running Head: International Marketing
Bunnings Group Limited
International Marketing

International Marketing 1
Table of Contents
Brief introduction of organization...................................................................................................2
Evaluation of selected target market................................................................................................3
Market entry recommendations.......................................................................................................4
Target market for organization in Singapore...............................................................................5
Marketing Strategies........................................................................................................................7
PESTLE analysis..........................................................................................................................7
SWOT analysis............................................................................................................................8
Marketing Mix.................................................................................................................................9
Conclusion.....................................................................................................................................10
References......................................................................................................................................11

International Marketing 2
Brief introduction of organization
Bunnings Group Limited is an Australian multinational company owned by Wesfarmers since
1994. It operates in Australia, New Zealand, United Kingdom, and in Ireland. The company was
initially founded in 1887 in Western Australia and performed activities such as sawmilling. Later
on in 1952, the company becomes a public company and simultaneously expanded its operations
in retail industry, and in hardware stores. In 1990s, organization started expanding its business in
the overseas market and with this effect; company opened its first warehouse style store in
Melbourne in 1994. Bunnings currently operates in more than 300 store locations along with the
retails chains such as Home Timber and Hardware, Mitre 10 and other retailers. With this effect,
organization has 20% market share in the Australian retail hardware industry. Company’s
product offering is wide and huge. They provide unique and useful products for DIY projects, for
builders as well as fancy items which are useful for renovation type of procedures. Along with
this, they also provide fittings for bathroom and kitchen, flooring materials, lightning products,
paint, hardware and tools, window furnishings, etc. (Bunnings Warehouse, 2018).
The aim of this report is to expand the business of Bunning Group Limited in Asian countries
with the objective to increase their revenues and presence in the international market. While
executing the research methods, organization observed that the Singaporean market will be more
suitable for Bunning Group limited in order to expand their operations. Bunnings Warehouses
are not reached to the Asian countries and for enhancing their international approach,
Singaporean market have been chosen. The report will include the research methods used for
selecting the market, market entry strategies in order to attain the desired goals and the
objectives. Apart from this, the report will include the market strategy recommendations under

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which the company’s PESTLE and SWOT analysis will be performed. The next of the report
will include the marketing mix recommendations through which an effective position will be
developed in the Singaporean market. Along with these strategies, promotional and
advertisement strategies will also be covered in this report with the objective to enhance the
market presence of the organization in the international retail chain industry.

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Evaluation of selected target market
In order to select the target market for the organization with the motive to increase their global
presence, Singaporean market has been chosen. Singapore market has been selected due to
numerous vital elements such as presence of big retail companies in and the emerging economy
rate. Apart from these elements, organization is able to uplift its performance in the target market
with the help of its own services and product offerings. Only few competitors are available
which performs the same functionalities as of Bunning Warehouse. Their unique products and
services are the major reason for their success and growth, with this; they had developed an
effective position in Australia, New Zealand, and Ireland and in United Kingdom’s market
(Tabrizi, et. al., 2014).
In the search operation of the target market, organization has used secondary research method
which is also known as the desk research. In this research method, organization could utilise the
information already researched by the philosophers, newspapers, journals, articles as well as
through digital platforms. Information shared by websites could also be used for reaching to the
final decision in relation with the motive to expand the business operations of organization in the
international market. This method includes internal desk research and the external desk research
and it helps the organization to determine the most appropriate technique in relevance with
identifying the market conditions of Singapore with the motive of setting up an effective position
in the target market. This will help the organization to acquire the distinct market share in the
target market along with determining the opportunities to expand the business in the international
market (Water, et. al., 2014).

International Marketing 5
Market entry recommendations
There are numerous market entry options available for the business enterprise to enter into the
domestic or international market with the motive of expansion. Prior to the adaptation of most
appropriate strategy, it has been recommended to the organization to research the future aspects
of the market entry strategies in relevance with obtaining the desired goals and the objectives.
Along with this, the determination of the factors related with the market entry options is
necessary with the objective of successful expansion in the target market. Following are certain
recommended market entry strategies for the Bunnings Group Limited in order to make the
expansion effective and result oriented:
Joint Venture: It is a particular form of partnership which involves two companies working
together on a particular project. This form of partnership is done for certain period of time in
order to accomplish the desired tasks. Two companies specialised in their sectors agree to work
on the same project for attaining their targets. Market conditions and the environment plays
crucial role in the operations of these types of firms as these are formed for a limited period of
time in order to accomplish the desired task. Generally, profit sharing ratio amongst the
companies is equal otherwise it depends on their mutual understanding. Bunnings Group Limited
could come into a joint venture type of firm with a well-known brand in the Singaporean market.
This will help the organization to understand the business environment’s conditions as well as it
will help them to ascertain the opportunities for setting up their brand image effectively. The best
example of joint venture type of firms is Sony and Ericsson, both of them decided to
manufacture the cell phones and for a long period of time, this joint venture enjoys the leading

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position in the market. Thus, it has been recommended to the Bunnings Group Limited to operate
their functionalities in the Singaporean market in the form of joint venture type of business entity
(Morschett, Schramm-Klein & Swoboda, 2010).
Franchise: Franchising is a typical North American process which is used for expansion of the
business in the international as well as in the domestic markets. Now this process is being used
by other parts of the globe also in order to attain their desired goals and the objectives. This form
of business enterprise is majorly used by the fast food companies under which same type of food
items and beverages are delivered to its consumers. Bunnings Group Limited could adopt this
strategy in relevance with setting up their strong image in the Singaporean market. This form of
business will be adopted only by reviewing the demand of the products and services delivered by
the organization in the target market. Without appropriate information, organization would not
be able to acquire the appropriate market share in the target market. In a franchise model,
organization needs to provide the details of their business to an outsider of the target market with
the reputed brand name. With the help of the effective brand image, business could easily be set
up along with the attainment of the goals, objectives and objective to establish a unique image in
the market becomes an easy task (Moore, Doherty & Doyle, 2010).
Licensing: This is a general mode of entry into the new market; it involves huge paper work
under which company gets the right to sell its products and services in the target market
consenting over several conditions, rules and regulations. With the help of this strategy,
organization would be able to accomplish its tasks in an effective manner. Apart from this,
organization will get the official license to perform its functionalities in the target market with
the motive of acquiring a separate and important position in the target market. Bunnings Group

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of Limited is performing its operations in several countries, thus, it is required to adopt the most
appropriate market entry strategy for maintaining the brand image of the organization. Along
with this, it is necessary for the organization to acquire the appropriate share in the market with
the objective of increasing its effectiveness in the international market (Glowik, 2016).
Direct Exporting: This strategy is used for trading in the international markets without showing
its presence in those markets. This procedure involves the selling over the demand and this
procedure involves seller, buyer and agent from both the countries which will help the seller and
buyer to accomplish the task in an effective and appropriate manner. Agents and distributors
becomes the face for the company because they are the people who have traded with its
consumers on behalf of the company. Thus, they plays crucial role in these types of activities and
for the company, these types of employees carry huge importance (Omar & Porter, 2010).
Amongst these market entry strategies, Bunnings Group Limited could adopt the most
appropriate strategy in relation with their goals and objectives. Bunnings Warehouse has
developed a reputed position in the international market with its superior level of services. Along
with this, the company is majorly known for delivering the essential products and services to its
consumers in order to increase their effectiveness. Reviewing the organizational working
procedure and the future market conditions, it has been recommended to the Bunning Group
limited that licensing or joint venture type of market entry strategies could be adopted in
relevance with setting up an effective position in the target market. In addition to this, licensing
and joint venture type of market entry strategies are effective enough to extract the positive
outcomes for the organization. In joint venture, risks factors will be distributed amongst the
companies involved and the same will be executed with profits. In order to increase their

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effectiveness in the target market along with developing an important position, organization will
be able to identify the market conditions of the target market (Stevens & Dykes, 2013).
Target market for organization in Singapore
Bunnings Warehouse provides various products and services to all segments of audience. This
strategy is being used by the organization for approaching to the right market in order to enhance
the demand of their products and services. With the help of increase in the demand, chances for
attainment of the goals and the objectives for the organization will be increased. Bunnings
Limited majorly deals in homewares, accessories, and warehouse services to the retail chain
companies in order to store their goods in a safe and secure manner. Company is operating its
activities from more than 300 locations along with approximately 30,000 employees.
Organization has covered almost 20% market share in the Australian retail hardware sector and
in order to accomplish its objectives related to the increase in the international presence of the
organization, they are continuously planning to expand in the rest part of the globe (Martorell,
Mulet & Otero, 2013).
Major target market for Bunnings Group Limited in Singaporean market will be retail chain
companies, bathroom fittings organizations, and the companies with the functionalities in the
market of light fittings, electrical appliances, outdoor living, paint products, storage places, and
warehouses and the hardware and furniture stores, etc. Apart from this, organization has
executed the segmentation and positioning strategies in order to analyse the current market
conditions and the influence of the external environmental factors. This has helped the
organization to develop its position in the target market along with the motive of fulfilling its
consumer’s needs and requirements (Srdjevic, Bajcetic & Srdjevic, 2012).

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Marketing Strategies
Marketing strategies are used for setting up the position of the organization in the target market.
Prior to implementing these strategies, organization is required to perform certain steps in order
to analyse the current marketing environmental conditions and the company’s strengths,
weaknesses, opportunities and threats through which the effective strategies or the model could
be adopted for the purpose of enhancing its effectiveness in the target market.
PESTLE analysis
Political factors: Political risk in Singapore is quite low as well as the political rules, regulations
and the frameworks are supportive for business corporations in order to increase their country’s
economic conditions. According to the Political and Economic Risk Consultancy, lowest
political risks are involved in Singapore. With the help of democratic nation, political stability
could be analysed and this has led to the better standard of living for the citizens of the country.
With these frameworks, opportunities for the multinational and domestic corporations have been
increased. Political factors and their policies invites the business corporations for conducting
their operations in Singapore and this will increase the opportunities for Bunnings Limited in
order to successful expansion (Pestle, Crowley & Weirauch, 2014).
Economic factors: Singapore’s economic conditions are vibrant and free market economy. With
the involvement of huge multinational companies in the economy, economic conditions of
Singapore have been increased rapidly and it is one of most emerging countries in Asian
continent. Per capita income of citizens of country is highest amongst the ASEAN. Apart from
this, Singapore is also known for the corruption free economic conditions and with this effect,
opportunities for business corporations are huge as well as supportive. In these conditions,

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Bunning Limited will easily be able to set up their strong and effective position in the
Singaporean market along with their motive of increasing their global presence will also be
fulfilled (Kolios & Read, 2013).
Social factors: Social factors such as customer’s preferences, market’s current trends, culture
and values of the country. Organization needs to consider all these factors before setting up its
outlet in the target market in order to achieve the desired objectives and the goals. Apart from
this, it is crucial for the organization to develop and adopt certain strategies in relevance with the
global factors (Helms & Nixon, 2010).
Technological factors: Technological factors such as improvement in the technology,
introduction of new devices, machinery and the technological advancement are the major factors
which influence the organization towards resistance to change. Change is necessary for
improving the organizational performance as well as it is crucial from the perceptive of gaining
the competitive advantage. Adaptation of these factors will help the organization to enhance their
effectiveness as well as to gain the competitive advantage in the target market (Amin, Razmi &
Zhang, 2011).
Legal factors: For improving the performance of the organization, legal obligations should be
fulfilled with the motive of economic growth. It is required for the organization to develop
certain effective rules, regulations and the policies through which the strategies could be utilised
on the basis of legislative requirements. This will help the Bunnings Limited to attain its goals
and the objectives along with development of an effective image (Huang & Sarigöllü, 2014).

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Environmental factors: In Singapore, the Ministry of Environment and Anti-Pollution Unit is
continuously working upon certain crucial environmental factors such as maintaining air quality,
controlling the pollution factors, etc. With the effect to these factors, business organizations need
to contribute certain part of their revenues with the objective of increasing the effectiveness of
their functionalities (Kim & Hyun, 2011).
SWOT analysis
Strengths
 Huge network of more than 300 stores
locations in Australia, Ireland, and
United Kingdom and in New Zealand.
 Organization has wide product offering
for various segments of public
(Gordon, 2012).
 Loyalty and training programs for their
employees in order to improve their
effectiveness and efficiency.
 Experts are appointed in order to
provide specialised services to its
clients (Peter & Donnelly, 2011).
 Bunnings Warehouse is known as the
widest and largest household hardware
retailer across the Australia.
Weaknesses
 Organization is not available on online
platforms through which their
distribution platforms are limited to an
extent.
 Lack of administration and controlling
methods.
 Requirement of the services and
products offered by Bunnings Limited
is decreasing due to people are
concerned about the self-service and
related services (Luan & Sudhir, 2010).