There are many B2B tourism companies in the market，Some are platform types，Bringing together transactions between Big B and 188bet login B；There is also distribution B2B，Provide your own product library to Xiao B to share。No matter what type，Development to date，Intensifying competition，Everyone starts to think seriously，What value can be provided to 188bet login B so that more 188bet login B can participate，After all, I rely on burning money as subsidies to please 188bet login B，Practice has proven that this road is blocked。

I have been a channel myself in the past few years，Also built a B2B platform，Had a lot of communication with 188bet login B，Have been communicating to understand their needs。Let’s see how to make them dependent on channels or platforms in the current competitive market environment。

To find the needs of 188bet login B，Especially rigid needs，You need to know the market difficulties that 188bet login B’s are currently facing:

一、Intensified competition caused by 188bet login homogeneity，It will inevitably make the profit rate low。Most of the products currently available to small B’s in various places are products originating from the local area，And they mainly travel in group tours。Most of the suppliers are local suppliers，188bet login B is familiar with the supplier，Everyone gets basically the same product，The cost price is basically the same，Only price can be determined during sales。

二、Single 188bet login category，It is difficult to meet consumer demand in the context of consumption upgrade。More and more tourists choose to 188bet login independently，Choose to purchase destination 188bet login products，Select personalized products，and air tickets、Hotel、Visa、In case of insurance and other single products，Traditional 188bet login agencies will be unable to provide such services to their familiar customers because they cannot obtain such resources，As a result, the customers served are mainly middle-aged and elderly customers，Lost the opportunity to serve customers with personalized needs。

三、Backward technical means，Need mobile Internet tools to improve their efficiency in individual customer sales。They need mobile sales tools，Easy to find products，Share to customers，Convenient for customers to order and pay online。This is often what most B2Bs on the market currently provide for small Bs，After all, technology is not too difficult now。

4. The difficulty of acquiring customers increases.In the era of the Internet and individual travelers, 188bet login B’s customer acquisition is not as good as before。How to use the brand marketing capabilities or platforms of channels to obtain C-side traffic，Increase 188bet login B’s customer sales，This is also their rigid demand。

5. Increase in operating costs leads to a decrease in profits.With the increase in rent and staff wages，188bet login B’s operating costs are also increasing。On the one hand, they need differentiated products with more advantages and higher gross profit margin，On the other hand, they also hope to have technical means to save their operating costs。For some small B’s with small annual transaction volume，Maybe it can hardly support the rent and staff wages，If there is an online mobile business model with lower transaction costs，Maybe it can meet the needs of these people，Allows them to continue to engage in travel sales。

Through communication with 188bet login B，They reflect the above needs，The largest rigid demands are concentrated in the first and second items，That is, 188bet login B’s product differentiation、The need for competitiveness is their biggest need，Only when the product is solved can we help Xiao B expand the scope of services，Retain and develop new customers，In order to ensure the basic profit rate，In order to continue to develop。

But，To meet this demand，It is difficult for general B2B platforms and channel providers to do this。Because most of the supply sides of B2B platforms and channels are currently introduced through investment promotion，And they are mainly traditional 188bet login agencies，These suppliers are not much different from the suppliers that Xiao B can usually find，Product differentiation is naturally impossible to achieve。

Looking at the current OTA product library，Especially Ctrip, which covers agency and group travel products，Self-operated and group tour、Free travel，Customized travel、Destination Travel、ticket、Hotel and other products，These are more likely to be what the 188bet login Bs currently need。Currently, the product libraries of Travel Know-how and Ctrip have been opened，Offline stores can already share their differentiated products。But can OTA open up its advantageous product library，In other words, it is hard to say in what form it will be released to all the 188bet login Bs of traditional travel agencies to share。But，If they wish，That product is probably the core advantage of OTA taking the B2B road。

Meanwhile，The mobile tool we mentioned earlier，For example, Weidian，To improve 188bet login B’s sales efficiency，Reduce transaction costs，This function is currently provided by most B2B platforms and some channel providers on the market for small B，After all, there are no big difficulties in technology now。After everyone’s technical level converges，This part of the value provided will lose its advantage。

In short，The tourism B2B market still exists，It will not disappear because of the failure of one or two companies，But the development of this field must shift from tempting small B with benefits to truly providing value to small B。The product that 188bet login B really needs，If there is more traffic imported，It is more valuable to 188bet login B。Who can really provide these values，Whoever is likely to stand out in the B2B market。Vice versa，If you cannot truly provide value to 188bet login B on the product side，The value of B2B platforms and channels will be greatly reduced，Unsustainable development。

*Author of this article: Zhang Li，188bet login Know-How CEO，Expert Author。