Multiple sales calls - due to the decision process, the process can take a long time involved many visits

Derived demand - demand is driven by the consumer market, so B2B marketers must closely monitor consumer demand in their ultimate supply chain

Multiple buying influences - Multiple skilled and trained people involved in the decision making, sale people must be prepared for this

Inelastic demand - not so price dependant due to the difficulty of change the production processes in the short-term

Professional purchasers - trained purchasing managers with company policies and procedures to follow

Fluctuating demand - small % changes in consumer demand can have an 'accelerated effect' (much larger) on the related business demand

Close supplier-customer relationships - customisation and reciprocal business often form part of the relationship

Geographically concentrated buyers - e.g. cities, wine country, etc

Fewer, larger buyers - a few major clients can make or break your business

Direct purchasing from manufacturers, rather than through intermediaries