Shaping the Strategies for Successful Entering the eMarket

1. Shaping the Strategies for Successful Entering the eMarket Brigita Gajšek e-Commerce Manager Alpos, Slovenia Company:ALPOS Metal Furniture and Equipment Manufacturing Ltd.,  Address: Ulica Leona Dobrotinška 2, SI 3230 Šentjur pri Celju Telephone:++386 (0)3 74 63 249 e-mail: brigita.spes@alpos.si http://www.alpos.si Core Business Activities: - the production of steel pipes of various cross-sections and pipe-production tools,  - the production of various types of metal furniture for home, catering and public places, - consulting, design, production and installation of shop interiors, warehouses, kindergartens, bars and restaurants,  - the production of household and reform aluminium ladders and boxes. 

2. Definition of eMarkets • B2B marketplace is a virtual place where buyers and suppliers meet to exchange information about the product and service offerings and to negotiate and carry out the business transactions. • eMarketplace services support the exchange of large amounts of data about supply and demand between buyer and seller

3. Why e-markets? • E-markets enable: • Aggregating together a large number of buyers and sellers • Matching buyers and sellers to negotiate prices on a dynamic and real-time basis, • Ensuring trust among participants by maintaining neutral position (checking companies) • Facilitating market operations by supporting certain transaction phases (catalogue maintaining, auctions, negotiations, contracting, logistics, payments, legal, consulting, …)

4. Advantages anddisadvantages On line auctions are often impose to Sellers Buyers lower prices Data exchange is not completely electronic yet ? Trust Low Less intermediate Bigger self-confidence Long term contracts Safety Sellers must be able to deliver goods Faster from inquiry to contract Company size does not matter Faster on new markets ? More stable production processes Lower cost New ideas based on inquiries Quick market Test

5. e-markets And again: Why e-markets? objectives (ll) objectives (l) Reduce stock on final products Sell more than yesterday Faster from inquiry to contract Less intermediate more effective advertising at lower cost New markets Seller

6. Research Objective Answer on question: “When can we say: This company is ready for successful entering the eMarket as Seller .” (informaticand organizational point of view) Articles, internet, Best practices, interviews, questionnaires. Focus: SME

7. SME’s • Many SME’s with few employers, • Managing and control from one centre, • Lack of knowledge, • Lack of time for learning, • Closed and fair working group, • Effective work • Limited technology, • Small market

8. Small Business Development Centre Basic terms for registration Group of companies with experience confirmed 5 basic terms for registration on most eMarkets: • Internet access and browser • Person who can work with internet and understands English language • Company sells own products • Company has experience with exporting • Top management approves activities on eMarket

9. Small Business Development Centre Project OBJECTIVES: • to push eMarkets closer or in SME • to inform SME about eMarkets TEAM: • PCMG as coordinator • 3 researcher • 12 SME from Slovenia

10. Opotunities for SME through eMarkets • simple, cheaper access to new markets • faster way to contact new buyers • access to information • more effective advertising at lower cost • faster from inquiry to contract • eMarket means trade mark

11. Questionnairy for project members Importance of some factors which could influence on more or less successful entering the eMarket • Questionnaire • Enterprises: • 3 BIG (registrated on eMarket, with experience) • 12 SM(registrated on eMarket, without experience) • Top manager • Purchasing manager • Sales manager • IT manager

12. (5) • selling on eMarket is a continuous process • enterprise is open for new business partners • Top management approves activities (4,7) • Work on eMarket is daily organized • Educated employers • e-catalog • eMarket is picked up carefully with consideration • Globaly oriented selling (4,3) • Quality certificates • Use of faster access to internet • Website (4) • Certificates that product is safety • Own IT specialist who speaks English (3,3) • Trade mark (3) • Small enterprise • Big enterprise VERY IMPORTANT Results Importance of some factors which could influence on more or less successful entering the eMarket NOT IMPORTANT

13. At the end Searching for new business partners in longer period of time will bring good results only if it will be supported by top management. For successful selling on eMarkets own Trade Mark and size of the enterprise are not crucial factors. To get the best results it is needed to educate employers, to daily plan activities on eMarket and to acquire quality and safety certificates.

14. Care for published data Active work education, informing to employers Top Management support Shaping the strategy for successful Entering the eMarket Registration eMarket is picked up carefully with consideration 5 basic terms for registration

15. Thank you!