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Learning Objectives
Describe the B2B field and describe the major types of B2B models. Discuss the characteristics of the sell-side marketplace, including auctions. Describe the sell-side intermediary models. Describe the characteristics of the buy-side marketplace and e-procurement. Explain how reverse auctions work in B2B. Describe B2B aggregation and group purchasing models. Describe other procurement methods.
Sell-side
Buy-side
Exchanges
Private e-marketplaces
Markets in which the individual sell-side or buy-side company has complete control over participation in the selling or buying transaction
Intermediaries
Many-to-many: exchanges
Exchanges (trading communities or trading exchanges) Many-to-many e-marketplaces, usually owned and run by a third party or a consortium, in which many buyers and many sellers meet electronically to trade with each other Public e-marketplaces Third-party exchanges that are open to all interested parties (sellers and buyers)
Types of transactions
Spot buying The purchase of goods and services as they are needed, usually at usual market prices Strategic (systematic) sourcing Purchases involving long-term contracts that usually are based on private negotiations between sellers and buyer
Direct materials Materials used in the production of a product (e.g., steel in a car or paper in a book) Indirect materials Materials used to support production (e.g., office supplies or light bulbs) MRO (maintenance, repair, and operation) Indirect materials used in activities that support production
Direction of trade
Vertical marketplaces Markets that deal with one industry or industry segment (e.g., steel, chemicals) Horizontal marketplaces Markets that concentrate on a service, materials, or a product that is used in all types of industries (e.g., office supplies, PCs)
The supply chain process consists of a number of interrelated sub-processes and roles
Acquisition of materials from suppliers Processing of a product or service Packaging it and moving it to distributors and retailers The eventual purchase of a product by the end consumer
A B2B private e-marketplace provides a company with high supply chain power and high capabilities for online interactions
Travel and hospitality services Real estate Financial services Online stock trading Online financing Other online services
Creates new sales (purchase) opportunities Eliminates paper and reduces administrative costs Advances processing Lowers search costs and time for buyers to find products and vendors Reduces errors and improves quality of services Makes product configuration easier Reduces marketing and sales costs (for sellers) Reduces inventory levels and costs Enables customized online catalogs with different prices for different customers Increases production flexibility, permitting just-in-time delivery Increases opportunities for collaboration
Sell-side e-marketplace
A Web-based marketplace in which one company sells to many business buyers from e-catalogs or auctions, frequently over an extranet.
Direct Sales
Benefits
Reduced operating costs for order taking Reduced technical support staff cost Faster service
Manufacturers frequently use intermediaries to distribute their products to a large number of buyers, known as distributors. The intermediaries usually buy products from many vendors and combine them into one catalog from which they sell. Now, many of these distributors also are selling online.
Revenue generation Cost savings Increased stickiness (increased loyalty) Member acquisition and retention
Benefits
No additional resources are required No hiring costs Offer fast time-to-market Billing and collection efforts, are handled by the intermediary rather than the company
Buy-side e-marketplace
A corporate-based acquisition site that uses reverse auctions, negotiations, group purchasing, or any other e-procurement method
e-sourcing (Identifying new suppliers) e-tendering (Sending requests for information to known suppliers) e-reverse auctioning (Using internet to buy goods and services from a number of known or unknown suppliers) e-informing (Gathering and distributing purchasing information) e-MRO (maintenance, repair and operating)
Procurement management The planning, organizing, and coordination of all the activities relating to purchasing goods and services needed to accomplish the mission of an organization Maverick buying Unplanned purchases of items needed quickly, often at nonpre-negotiated higher prices
Increasing the productivity of purchasing agents (providing them with more time and reducing job pressure) Lowering purchase prices (reverse auction) Minimizing the purchases made from non-contract vendors Establishing efficient, collaborative supplier relations Ensuring delivery on time, every time Reducing the skill requirements and training needs of purchasing agents Increasing the number of suppliers Finding new suppliers and vendors that can provide goods and services faster and/or cheaper (improved sourcing) Minimizing human errors in the buying or shipping processes Monitoring and regulating buying behavior
Implementing E-Procurement
e-sourcing
The process and tools that electronically enable any activity in the sourcing process, such as quotation/tender submission and response, e-auctions, online negotiations, and spending analyses
Desktop purchasing
Direct purchasing from internal marketplaces without the approval of supervisors and without the intervention of a procurement department
Group purchasing
The aggregation of orders from several buyers into volume purchases so that better prices can be negotiated
Integration
XML (eXtensible Markup Language) Standard (and its variants) used to improve compatibility between the different systems of business partners by defining the meaning of data in business documents
XBRL A version of XML for capturing financial information throughout a business information processes. XBRL makes it possible to format reports that need to be distributed to shareholders, banks, and other parties. The goal of XBRL is to make the analysis and exchange of corporate information more reliable (trustworthy) and easier to facilitate Web Services An architecture enabling assembly of distributed applications from software services and tying them together