Title: B2B
1B2B
- E-Procurement
- Metamediaries
- Intermediation Opportunities
2Sourcing Search Costs due to large number of
sellers
B2B Buying Problems
Ordering Workflow and transaction costs from
many orders dependent demand
Fulfillment Monitoring costs to avoid errors
Replenishment Continued reliance on old source
3- Electronic Data Interchange (EDI)
- Definition.
- First developed in the late 1960s
- Business to Business exchange of standardized
documents in electronic form (e.g., Invoice,
Purchase order) - Background.
- Early barriers lack of standards, telecom
infrastructure - New national (X.12), international (EDIFACT)
standards - Used heavily by large companies (e.g., Fortune
1000) - Enables re-structuring business relationships
4- Common EDI Applications in B2B Commerce
- Quick Response (QR) POS data to supplier
- Model Stock Replenishment Supplier manages
inventory - Materials Management JIT systems
- Efficient Customer Response (ECR) Grocery
industry chain - Evaluated Receipt Settlement No invoice
- Collaborative Forecasting and Replenishment
Sharing forecast
5- Value Added Networks (VAN)
- Advantages Translation, security, auditability,
integrity - Disadvantages High price, Connect time
mailbox charges
VAN
Bank
Buyer
Translate incoming document
Compliance checking
Translate X.12? EDIFACT
Route to mailbox
Transport company
Seller
6Why EDI was not sufficient?
7- Web based Procurement Process
-
- Old Approach Task orientation (slow and error
prone) - New Approach Process orientation (Faster and
cheaper)
2. Create Requisition
3. Check availability
1. Browse online catalogs
4. Online Approval
5a. Check status
9. Route to Recipient
5. Supplier Fulfillment
8. Accounts Payable
6. Ship Product
7. Receiving
The e-Procurement Cycle
8 - Production Items
- Raw materials and components
- Scheduled by production runs
- Professional buyer initiates
- No approvals required
- High degree of automation
- Design-spec driven
- Non-Production Items
- Office computer supplies
- MRO supplies Travel
- Ad hoc, not scheduled
- Employee initiates
- Approval required
- Little automation
9Requirements of e-Procurement Systems
Most systems provide a subset of these functions!
Purchasing Management
Order Mgt, Quotations, Negotiations Goods
Received, Source Quality
Quality Evaluation
Supplier Selection
Identification, Price, Lead Time
Purchasing Contracts
Quantity Contracts, Discounts
Accounting
Budgeting, Overheads, Costing
10B2B
- E-Procurement
- Metamediaries
- Intermediation Opportunities
11Large Market size
Fragmented supply chain
High workflow costs
Markets ready for intermediaries
Product comparison hard
Some product differentiation
High search costs
12B2B Trading Models
- 1. Multi-vendor catalogs
- Price posted, Product comparison, Customization
- Chemdex, e-Chemicals, PlasticNet, NetBuy
- 2. Post and Browse
- Bulletin Board accessible by pre-qualified users
- One-on-one negotiation of non-standard products
- Catex (insurance), PaperExchange, CreditTrade
- 3. Auction
- Seller driven liquidation of surplus inventory
(MetalSite) - In reverse auction, buyer specifies items and
lot-sizes - Popularized by FreeMarkets, VerticalNet, Tradeout
13B2B Revenue Models
- Transaction fees
- Often paid by seller (e-Steel), sometimes shared
by parties - Difficulty of collecting fees in post and browse
exchanges - Pressure to waive fees to achieve acceptance
- Membership fees (visitors with restricted
privileges) - Order posting fees with volume discounts
- Supplier listing fees (VerticalNet)
- Auction Commissions
- Selling content, trading and historical data
(Manheim Online) - Advertising
- Software licensing
14Intermediary vs. Metamediary
Metamediary Metamediary Metamediary
Metamediary
Buying guides
Procurement
Intermediary
Match buyers and suppliers
Intermediary
Intermediary
Metamediary Metamediary Metamediary
Metamediary Metamediary Metamediary
Credit verification
Risk management
Intermediary
Settlement
Order fulfillment
Metamediary Metamediary Metamediary
Metamediary
A successful marketplace does more than matching
buyers and suppliers!
15 Improve Information Flows
Value Creation by Intermediary
Improve Price / Quality
Reduce Costs
Build Liquidity
16Increase communication channel efficiency
Improve Information Flows
Decrease the number of communication channels
Increase the number of buyer-seller channels
17Carrying Cost
Carrying Cost
Fulfillment Cost
Fulfillment Cost
Transaction Cost
Transaction Cost
Workflow Cost
Reduce Costs
Search Cost
Workflow Cost
Search Cost
Different industries provide different cost
reduction opportunities!
Product Cost
Product Cost
Bulk Chemicals
Office Supplies
18Improve Price / Quality
Price / Quality
Traditional cost of search
Savings from more sellers
Internet cost of search
Value Added
Number of Sellers
19Build Liquidity
Transaction automation leads to Improved
Velocity
Central marketplace leads to Improved
Reach
Improved Reach Improved Velocity Liquidity
Market liquidity brings more buyers and sellers
Product liquidity helps sell goods / services
20Market Dynamics
- Cost of connection proportional to participants
- Value of market proportional to buyer-seller
relationships - Value increases if each participant can be
either buyer or seller - Value accelerates if multiple transactions occur
before consumption
21B2B
- E-Procurement
- Metamediaries
- Intermediation Opportunities
22Buyers
Origins of Intermediaries
Sellers
Third Parties
23Origins of Intermediaries Sellers
- Electronic catalog, transaction capabilities
- Access to product information and transaction
automation - Migration from one seller to multi-vendor
catalogs - Global Healthcare Exchange (JJ, GE Medical,
Baxter, Abbott) - MetalSite by steel producers
24Origins of Intermediaries Buyers
- Buyers want catalogs or reverse auction
- Gain access to product information and
availability - Migration from one buyer to multi-buyer market
place - GEIS TPN procurement to marketplace
- Automakers Covisint
253rd Party Intermediaries
- Exploit inertia in product markets
- Speed, neutrality, but acceptance?
- Internet players (e-Steel, Chemdex, FreeMarkets)
- Infomediaries Create virtual community, no
procurement experience (Asian Sources, SeaFax) - Software Provider Trusted name, but no market
experience (Ariba, Commerce One, Oracle Exchange)
26Challenges Facing Intermediaries
27B2B Myths
- The middleman must go!
- Speed is everything!
- EDI will vanish!
- Old economy companies dont get it!
- Throw away your old systems!
28Private Exchanges
- Limited access!
- Pre-existing business relationship
- Higher level of integration
- Order confirmation, tracking
- Seller / buyer auctions
- More volume than public exchanges (b 242 gt 43 in
2000)! - Example Buyer GE 20b
29Its not the technology, stupid!
- Its about redesigning workflows, processes and
structures (BPR / Change Management)! - Its about collaboration between various parties
inside and outside the company! Its about the
cross-functional approach. - Its about changing decision making! Multi-million
dollar contracts today are decided by higher ups
who act in weeks! - The cost of training and process redesign exceeds
technology costs.
30B2B Exchanges Industry Outlook
- At its peak in July 2000, as many as 1400
exchanges emerged (Source Business Week) - More than 100 shut down in 2000 (WSJ, May 21,
2001) - About 200 are expected to survive! (Forrester
Research, 01) - Industry Life Cycle Emergence (Many competing
approaches, few succeed)
31Key Points
- E-Procurement is a must!
- Searching for a B2B revenue model!
- More online business, fewer exchanges?