Selling on the Web

1
Selling on the Web
2
Business-to-Consumer EC

• Selling goods and services
• Selling information or other digital content
• Advertising Supported Web Sites
• Combined Advertising-Subscription Websites
• Fee for Transaction Websites

3
Selling Goods and Services

• Dell
• Gateway
• Lands End
• L.L.Bean

4
Selling Information or Other Digital Content

• Lexis-Nexis Xchnage
• ProQuest

5
Advertising Supported Web Sites

• A major stream of revenue for many
• Possible to track every customer and customer
  movement
• Varying rates for web ads (CPM, click through
  ratios, actual purchase, etc.)
• Stickiness ability to keep visitors at the
  website and attract repeat visits
• Not enough traffic for most sites to generate
  enough revenue to be profitable
• Web portals doorway to the Internet
• Yahoo!, ExciteAtHome, Lycos

6
Combined Advertising-Subscription Websites

• The New York Times
• The Wall Street Journal

7
Fee for Transaction Websites

• Travelocity
• Expedia
• Autobytel.com
• Carpoints.com

8
Cannibalization

• Cannibalization decreasing or shutting down one
  business channel by increasing other channels

9
Business-to-Business EC

• Purchasing
• Office Depot, Staples
• Delivery
• Schneider Logistics, J.B.Hunt Transport Services
• Support
• Online Benefits
• MicroAge

10
New Businesses

• Consumer Web Auctions
• B2B Web Auctions
• Seller-Bid Auctions and Group Purchasing
• Virtual Communities

11
Consumer Web Auctions

• eBay
• Auctions.com
• Haggle Online
• Onsale
• uBid
• Specialty Auctions
• Golf Club Exchange, StampAuctions, Coin Universe,
  Winebid

12
B2B Web Auctions

• Build your own auction site
• (CompUSA Auctions)
• Use an independent third party auction site
• Specialty Auction Sites
• NECX Online Exchange
• CheMatch

13
Seller-Bid Auctions and Group Purchasing

• Seller-Bid Auctions
• TravelBids
• Group Purchasing
• Mercata

14
Virtual Communities

• The Well (owned by Salon.com)
• Geocities
• Tripod (owned by Lycos)
• theglobe.com