More detailed and scheduled purchase processes. Companies have much refined their purchasing processes. Which imposes the rhythm of the purchasing process is the buyer, not the seller. Bargaining more demanding conditions for providers imposition of conditions and pace of acquisitions search providers or strategic business partners. The search for strategic partners is more thorough and necessary to make great efforts (by part of the supplier) to ensure a long-term relationship less elastic demand for products and services at the prices than in consumer consumer market. Consuming is aware of the power which has today. Many know it use to profit from his position.

Let’s see some trends: better informed more prepared. Levels educational elderly, which generates more detailed analysis processes in the moment of evaluation and decisions of purchase, notwithstanding that the emotional factor still plays a very important role more researcher, although it has less time. He spends more time to analysis and purchase of goods or services of high involvement decisions. Since it has more information and their training is better, has the tools to investigate further before making any decision, especially in goods and services that have greater impact to economic or emotional level more selective and demanding more impatient, even aggressive. Today’s consumer is a highly demanding and very impatient person more volatile Less faithful more participatory, when you are interested (social networks, blogs, etc.) One of the key elements to review and identify their trends are distribution channels, which apply to B2B and B2C business scenarios.

These are some of them: fewer members in the distribution chain reduction of margins offset links in the distribution chain by technology. An obvious example is the sector of travel agencies appearance of new channels, especially those oriented to the use of computer technology and ICT s concentrations and mergers, including the mandatory distribution chain channels add value. The link in the chain of distribution that do not add value, will be one of the clearest candidate to abandon the system pressure for cost reduction which will be reflected in lower prices for the customer or consumer Finally, it is necessary to be very attentive on the trends in products and services.