Content. 1 Introduction: the concept market place. 2 Examples of market places. 3 Practical use of a market place. 4 Benefits vs.

Transcription

1 0 Places de marché : Les plates-formes de collaboration en ligne Introduction: the concept market place 2 Examples of market places 4 enefits vs. constraints PI+ 05/06/2003 Jean-Louis Van Marcke Tel: Fax: An (online) market place is not something new... ut internet has allowed market places to become virtual... Physical market place The marketplace Digital market place Internet... it is a place where buyers meet sellers (online)... while the purpose remains the same: Conducting business relations 2 3 More than,000 2 marketplaces are available on the internet... E-marketplace models are evolving First generation: econd generation: Third generation: Independent public market places Consortia of large incumbents with current trading partners Private market places (VPN)? Fordaq.com Traderanger.com LVD More info: P, hell,total, Dow, but this number is decreasing! 4 5

2 6 Introduction: the concept market place 2 Examples of market places 4 enefits vs. constraints 7 08/ / /2003 First quarter ended March 3, 2003: Profitability +49% to $.5 million Cash flow from operations +34% to $3.9 million China revenue +6% uyer community : 385,000 (+7%) 0 - Market cap= $50 million - P/E: $32.00

3 2 Global ources Registration: 68,8 million persons Generated sales Q 2003: $5,2 billion Turnover Q 2003: $480 million (+94%) Net profit: $04 million (+50%) Mainly U: 72% of turnover Estimated turnover 2003: $2 billion Market cap: $ 3billion P/E: $ Valuation Ebay vs. Microsoft Horizontal marketplaces in (Western) Europe After a major clean-up the survivors are remaining... European horizontal market places bizbuyer.co.uk businesseurope.com (mondus.co.uk) elance.co.uk euroffice.co.uk ignitemarketplace.net smarterwork.co.uk bobex.be obex.lu xpertbuyer.nl bobex.nl achatpro.fr avisium + hubwoo.fr andtrade.fr (kompass.fr) buying- partner.fr companeo.fr negopartner.fr mondus.fr objectif -devis.fr seliance.fr mercateo.de mondus.de workxl.de offert.com (Austria) trimondo.de 4 5 Practical use There are 3 types of market places Introduction: the concept market place upply site market place Web ite Organised by one or more suppliers Example: Tradcom (MRO products) 2 Examples of markt places uy site market place uyer ERP system E-Procurement package Organised by one or more buyers Example: Covisint (GM, Ford, Daimler,...) 4 enefits vs. constraints Neutral market place Web ite Organised by a neutral intermediary Example: Pefa.com (fish) 6 7

4 8 Practical use Different dynamic pricing models are used on market places Auction platform Request platform Group buying Illustrative (non-exhaustive) Practical use obex public & private market place offering Private market places Public 2 market place 2 (E-sourcing software) supplier n buyers buyer n suppliers n buyers supplier Procurement oftware MP ack office oftware for large buying organisations uyer Time Time Time ell at highest price Compare and find best offer uy cheaper together Public (ME) Private (large accounts) 9 obex market place obex is a horizontal market place that facilitates the match-making between seller and buyers of business products & services Tendering (RFx) system uyers and suppliers exchange information easily uyer upplier uyer: ource products & services obex market place RFP service (Request For Proposal) upplier: Find leads & customers The buyer fills in a request for proposal Requests are filtered, buyer and suppliers are matched automatically and an is sent to selected suppliers 2 elected suppliers review the buyer s request on- line and (if interested) prepare and submit their bids You find it difficult to search for new suppliers? You want to expand your business by finding new customers? 3 You have no time to contact and select each time different suppliers? You think it is difficult to define your needs for services you do not buy regularly?... You want to be able to respond quickly and efficiently to the customer's demands? You are looking for tools to reduce promotion/advertising costs?... The buyer evaluates the bids, negotiates on-line or off-line with suppliers and selects a winner uyer informs about his decision and provides feedback to suppliers 4 After delivery of the service, buyer and supplier can evaluate (rate) each other Free 20 2 Home page ervice offering We combine RFPs and catalogues (*) 20 service categories RFP system ( buyer, n suppliers) Preferred partners ( buyer, supplier) (*) Note: We combine 2 systems: requests for proposal (RFP) and preferred partnership The choice between the 2 models depends on: market fragmentation amount per transaction business practices 22 23

5 24 uyer s page (select a category) Questionnaire (describe your buying need) creen shots (2): uyer s side uyer s page 25 upplier s preselection (optional) obex: ack Office Quality control upplier notification ( ) Overview of the resquests (supplier s view) 28 29

6 30 Prepare bid (supplier) My obex (follow-up projects) 3 Overview of bids per request (buyer s view) id comparison grid (buyer s view) Ratings (buyer s view) Directory 34 35

7 36 Members Early May 2003, we counted over 6.54 registered members (3.28 buyers, suppliers) Introduction: the concept market place 2 Examples of market places 4 enefits vs. constraints 37 Value proposition Trust enefits versus constraints enefits for buyers: enefits for suppliers: Confidence & trust are major issues in E-business (and - of course - market places) Time & money savings Larger access to market information (transparency) Increase negotiation power Constraints for buyers: New way of working, need to get the reflex Lack of trust (contact data, company info) Increase the number of interested leads Larger market access Reduce sales costs More active on the Internet with few investment Constraints for suppliers: More transparency: pressure on margins Less personal contact at start Lack of trust (confidentiality of proposed bid) ecurity Automatic pass code generation Verification of s Quality control upon registration Quality control at every new request for proposal (phone!) Help desk Access to own data and user profiles Free trial period Transparency No obligation at end of trial period Overview of last 25 projects (without login) Overview registered members (2 directory) Help desk Opt-in / opt-out newsletter and s Myths & believes Conclusion: some popular myths about e -business Myths... What we believe... Thank you for your attention... Your questions! The Internet is dead, let s get back to reality... The Internet has a major impact on business relations & transactions My website provides me worldwide presence... - Internet favours local relations - Customer acquisitions costs remain high We ll all soon be Amazoned... Internet has more impact on buying processes (rather than selling) as well as efficiency improvements Visit the obex market place at: Jean-Louis Van Marcke Tel: + 32 (0) Mail: partners@bobex.com 40 4