B2B
Prentice Hall, 2002
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Tujuan pembelajaran
Memahami konsep dan karakteristik B2B
Menggambarkan tipe model B2B
Menggambarkan karakteristik marketplace sell-side dan buy side
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Konsep dan Karakteristik EC B2B
Definisi EC B2B
Suatu transaksi bisnis yang dilakukan secara elektronik melalui jaringan Internet, Extranet, Intranet, private network (Contoh EDI).
Suatu Transaksi dapat dilakukan antara bisnis dan anggota supply chain-nya, seperti melakukan antar bisnis.
Suatu bisnis bisa suatu organisasi, umum atau swasta, untuk kepentingan profit / non profit
Karakteristik B2B adalah perusahan yang melakukan otomatisasi proses jual-beli / trading
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Konsep dan karakteristik EC B2B
Ukuran dan isi pasar
Diperkirakan tumbuh dari $1.1 juta di 2003 sampai $10 juta di 2005
Persentase of Internet-based B2B dari 2.1% di 2000 sampai 10% di 2005
Private and public e-marketplace
Private—one-to-many mode
Public—many-to-many mode
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Konsep dan Karakteristik EC B2B
Bagaimana B2B bisa berjalan ?
Bisa Secara langsung antara pembeli/buyer dan penjual/seller melalui perantara / intermediary online. Intermediary dapat berupa organisasi, orang, atau sistem elektronik
Biasanya Melalui supply chain dengan atau tidak melalui perantara-perantara/ intermediaries
Tipe transaksi B2B
Spot buying / pembeli spot—berdasarkan pembelian barang dan jasa pada pasar harga/market price yang ditentukan oleh dynamic supply dan permintaan pasar /demand. Penjual dan pembeli biasanya tidak saling kenal. Contoh stock exchange dan commodity exchange (minyak gula,jagung)
Strategic sourcing/sumber strategik—melibatkan kontrak jangka panjang biasanya berdasarkan negosiasi antara penjual dan pembeli.
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Figure 6-1
B2B Supply Chain
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Konsep dan Karakteristik EC B2B
Hubungan Supply chain
Saling berhubungan subproses dan aturan-aturan mendapatkan material memroses produk dan jasa
Menuju distributor
Dibeli oleh pelanggan
Proses Traditional diatur melalui transaksi kertas
Aplikasi B2B menawarkan keuntungan competitive untuk supply chain management (SCM)
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Konsep dan karakteristik EC B2B
Entitas B2B
Selling company / Perusahaan penjual— perspektif manajemen marketing
Buying company / perusahaan pembeli— perspektif manajemen pengadaan
Electronic intermediaries / perantara elektronik—optional third party directory service provider (scope of service may be extended to order fulfillment)
Trading platforms—pricing and negotiation protocol (auctions, reverse auctions)
Prentice Hall, 2002
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Konsep dan Karakteristik EC B2B
Payment services— mechanism for transferring money to sellers
Logistics providers— logistics to complete transaction (packaging, storage, delivery)
Network platforms— Internet, VAN, intranet, extranet
Protocols of communication— EDI or XML
Back-end integration— connecting to ERP systems, databases, functional applications
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Konsep dan Karakteristik EC B2B
Information processed in B2B
Product
Customer
Supplier
Product process
Transportation
Inventory
Supply chain
Competitor
Sales and marketing
Supply chain process and performance
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Konsep dan Karakteristik EC B2B
Electronic intermediaries in B2B
Pelanggan dan bisnis bisa saling berbagi perantara/intermediaries
Bisnis dapat menggunakan intermediaries yang berbeda dengan supplier yang berbeda
Keuntungan model B2B
Menghilangkan sistem yang menggunakan kertas
Mempercepat waktu siklus
Mengurangi kesalahan
Meningkatkan produktifitas karyawan
Mengurangi biaya
Meningkatkan pelayanan pelanggan dan manajemen
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Model B2B
Company-centric models
Sell-side marketplace (one-to-many), satu perusahaan melakukan semua penjualan
Buy-side marketplace (many-to-one), satu perusahaan melakukan semua pembelian
Many-to-many marketplaces—the exchange
Buyers and sellers meet to trade
Trading communities
Trading exchanges
Exchanges
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Model B2B
Other B2B models and services
Tujuan penjualan / selling
Tujuan pembelian / buying
Integrator Value chain
Service provider Value chain
Information brokers
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Arsitektur Sell-Side Marketplace
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Sell-Side Marketplaces:
One-to-Many
Successful cases
Dell
Intel
IBM
Cisco
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Sell-Side Case:
CISCO Connection Online (CCO)
Benefits— saves the company $363 million per year in:
Technical support
Human resources
Software distribution
Marketing material
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Cisco Connection Online (CCO) (cont.)
Benefits to Cisco
Reduced operating costs for order taking
Enhanced technical support and customer service
Reduced technical support staff cost
Reduced software distribution costs
Lead times reduced fro 4-10 days to 2-3 days
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Cisco Connection Online (CCO) (cont.)
Benefits to customers
Quick order configuration
Immediate cost determination
Collaboration with Cisco staff
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Buy Side: One-from-Many,
E-Procurement
Purchasing agents (buyers)
Direct purchasing
Use of material is scheduled
Not a shelf item
Indirect purchasing
MROs
Nonproduction materials
Inefficiencies in procurement management of indirect materials
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Figure 6-3
A Traditional Purchasing Process Flow
Source : ariba.com, February 2001.
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Figure 6-4
Buy-Side B2BMarketplace Architecture
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Procurement Revolution at GE
TPN at GE Lighting Division
Purchasing was inefficient—too many administrative transactions
Process for each requisition took 7 days
Complex and time-consuming
Could only send out bids for 2 or 3 suppliers
Trading Process Network (TPN)—electronic bids
Entire process takes 7 days (for suppliers to bid)
2 hours to send information to suppliers
Evaluate and award bids same day
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Procurement Revolution at GE (cont.)
Benefits to GE
Involvement in procurement process
Labor declined 30%
Material costs declined 5%-20%--wider base of suppliers online
Redeployment
60% of the staff
Sourcing department concentrates on strategic activities instead of paperwork, etc.
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Procurement Revolution at GE (cont.)
Benefits to GE
Time to identify suppliers, prepare a request for bid, negotiate a price, and award the contract
Was 18-23 days
Now 9-11 days
Invoices automatically reconciled reflecting modifications
GE procurement departments share information about their best suppliers across the world
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Procurement Revolution at GE (cont.)
Benefits to buyers
Worldwide supplier partnerships
Current business partners
Strengthen relationships
Streamline sourcing process
Rapid distribution of information
Transmit electronic drawings to multiple suppliers
Decrease sourcing cycle time
Quick receipt and comparison of pricing bids
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Procurement Revolution at GE (cont.)
Benefits to suppliers
Increased sales volume
Expanded market reach, finding new buyers
Lowered administration costs for sales and marketing activities
Shortened requisition cycle time
Improved sales staff productivity
Streamlined bidding process
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Procurement Revolution at GE (cont.)
Deployment strategies
Start EC in one division and slowly go to all divisions
Use the site as public bidding marketplace to generate commission income to GE
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B2B Infrastructure
Server to host database and applications
Software for executing sell-side (catalogs)
Software for conducting auctions and reverse auctions
Software for e-procurement (buy-side)
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B2B Infrastructure (cont.)
Software for CRM
Security hardware and software
Software for building a storefront
Telecommunications networks and protocols
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Extranet and EDI
Secure interorganizational networks
Traditional EDI limits accessibility of small companies
Internet-based EDI offers wide accessibility to companies around the world
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Figure 6-7
Intelligent Agent-Based Commerce
B2B
Agents
Source : J. K. Lee and W. Lee (1997).
Prentice Hall, 2002
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