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Konsep B2B

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Tujuan pembelajaran

Memahami konsep dan karakteristik B2BMenggambarkan 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 pasarDiperkirakan tumbuh dari $1.1 juta di 2003 sampai $10 juta di 2005Persentase of Internet-based B2B dari 2.1% di 2000 sampai 10% di 2005

Private and public e-marketplacePrivate—one-to-many modePublic—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 elektronikBiasanya Melalui supply chain dengan atau tidak melalui perantara-perantara/ intermediaries

Tipe transaksi B2BSpot 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 6-1B2B Supply Chain

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Konsep dan Karakteristik EC B2B

Hubungan Supply chainSaling berhubungan subproses dan aturan-aturan

mendapatkan materialmemroses produk dan jasaMenuju distributorDibeli oleh pelanggan

Proses Traditional diatur melalui transaksi kertasAplikasi B2B menawarkan keuntungan competitive untuk supply chain management (SCM)

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Konsep dan karakteristik EC B2B

Entitas B2BSelling company / Perusahaan penjual—perspektif manajemen marketingBuying company / perusahaan pembeli— perspektif manajemen pengadaanElectronic 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)

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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

ProductCustomerSupplierProduct processTransportation

InventorySupply chainCompetitorSales and marketingSupply chain process and performance

Information processed in B2B

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Konsep dan Karakteristik EC B2B

Electronic intermediaries in B2BPelanggan dan bisnis bisa saling berbagi perantara/intermediariesBisnis dapat menggunakan intermediaries yang berbeda dengan supplier yang berbeda

Keuntungan model B2BMenghilangkan sistem yang menggunakan kertasMempercepat waktu siklusMengurangi kesalahanMeningkatkan produktifitas karyawanMengurangi biayaMeningkatkan pelayanan pelanggan dan manajemen partnership / kerjasama

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Model B2B

Company-centric modelsSell-side marketplace (one-to-many), satu perusahaan melakukan semua penjualanBuy-side marketplace (many-to-one), satu perusahaan melakukan semua pembelian

Many-to-many marketplaces—the exchangeBuyers and sellers meet to trade

Trading communitiesTrading exchangesExchanges

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Model B2B

Other B2B models and servicesTujuan penjualan / sellingTujuan pembelian / buyingIntegrator Value chain Service provider Value chainInformation brokers

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Arsitektur Sell-Side Marketplace

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Sell-Side Marketplaces:One-to-Many

DellIntel

IBMCisco

Successful cases

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Sell-Side Case:CISCO Connection Online (CCO)

Benefits—saves the company $363 million per year in:

Technical supportHuman resourcesSoftware distributionMarketing material

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Cisco Connection Online (CCO) (cont.)

Benefits to CiscoReduced operating costs for order takingEnhanced technical support and customer serviceReduced technical support staff costReduced software distribution costsLead times reduced fro 4-10 days to 2-3 days

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Cisco Connection Online (CCO) (cont.)

Benefits to customersQuick order configurationImmediate cost determinationCollaboration with Cisco staff

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Buy Side: One-from-Many,E-Procurement

Purchasing agents (buyers)Direct purchasing

Use of material is scheduledNot a shelf item

Indirect purchasingMROsNonproduction materials

Inefficiencies in procurement management of indirect materials

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Figure 6-3A Traditional Purchasing Process Flow

Source: ariba.com, February 2001.

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Figure 6-4Buy-Side B2BMarketplace Architecture

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Procurement Revolution at GE

TPN at GE Lighting DivisionPurchasing was inefficient—too many administrative transactions

Process for each requisition took 7 daysComplex and time-consumingCould only send out bids for 2 or 3 suppliers

Trading Process Network (TPN)—electronic bidsEntire process takes 7 days (for suppliers to bid)2 hours to send information to suppliersEvaluate and award bids same day

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Procurement Revolution at GE (cont.)

Benefits to GEInvolvement in procurement process

Labor declined 30%Material costs declined 5%-20%--wider base of suppliers online

Redeployment60% of the staffSourcing department concentrates on strategic activities instead of paperwork, etc.

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Procurement Revolution at GE (cont.)

Benefits to GETime 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 modificationsGE procurement departments share information about their best suppliers across the world

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Procurement Revolution at GE (cont.)

Benefits to buyersWorldwide supplier partnershipsCurrent business partners

Strengthen relationshipsStreamline sourcing process

Rapid distribution of informationTransmit electronic drawings to multiple suppliersDecrease sourcing cycle timeQuick receipt and comparison of pricing bids

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Procurement Revolution at GE (cont.)

Benefits to suppliersIncreased sales volumeExpanded market reach, finding new buyersLowered administration costs for sales and marketing activitiesShortened requisition cycle timeImproved sales staff productivityStreamlined bidding process

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Procurement Revolution at GE (cont.)

Deployment strategiesStart EC in one division and slowly go to all divisionsUse the site as public bidding marketplace to generate commission income to GE

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B2B Infrastructure

Server to host database and applicationsSoftware for executing sell-side (catalogs)Software for conducting auctions and reverse auctionsSoftware for e-procurement (buy-side)

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B2B Infrastructure (cont.)

Software for CRMSecurity hardware and softwareSoftware for building a storefrontTelecommunications networks and protocols

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Extranet and EDI

Secure interorganizational networksTraditional EDI limits accessibility of small companiesInternet-based EDI offers wide accessibility to companies around the world

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B2B Agents

Figure 6-7

Intelligent Agent-Based Commerce

Source: J. K. Lee and W. Lee (1997).