凯捷咨询 销售和采购方法.pdf

Global Exchange Summit
Naples Florida
January 9, 2001
Sales and eProcurement Breakout
Confidential and Proprietary CGE&Y Copyright 2000
eMarketplaceseMarketplaces will will havehave significantsignificant impactimpact inin everyevery areaarea
ofof businessbusiness
Total Value to eMarketplace participation
Supply Chain Customer
Design Innovation
Efficiencies Relationships
!Ownership will blur • Market changes will require • Information will supplant brand loyalty
" Requires tighter contractual an immediate response ! Reduces brand loyalty as
relationships ! Expects customized customers will obtain
services and offerings instantaneous information
" Pushes ownership down the
supply chain ! Requires real-time ! petition by information
consumer information access by the customer, not brand
!Supply chain inefficiencies will loyalty
decrease margins ! Requires quick & instant
response • Suppliers will need to understand end
"
Creates more “commoditized”! Monitors market shifts consumer needs
products
! Availability to promise ! Provides detailed and
" Highlights problems which mandate instantaneous customer
need instant correction information
" Force collaboration ! Evolves into one-on-one marketing
into customer and consumer
intimacy
! Results less retail shelf space in the
physical as well as online
environment
Confidential and Proprietary CGE&Y Copyright 2000
AtomizationAtomization willwill BlurBlur ValueValue WebsWebs
In the past, marketplaces started as web-
Community based consolidators of content and
Value munity for an industry (. )
• Innovate, Plan, Make, & Content
Buy, Move, Sell, Service
• Internally focused
Past optimization Today, marketplaces are electronic trading
Linkages floors for indirect or surplus goods and are
working on developing linkages in a
& Standards standardized format.
Networked
Value Chain In the future, marketplaces will evolve