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Konsep B2B

Konsep B2B. Tujuan pembelajaran. Memahami konsep dan karakteristik B2B Menggambarkan tipe model B2B Menggambarkan karakteristik marketplace sell-side dan buy side. Konsep dan Karakteristik EC B2B. Definisi EC B2B

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Konsep B2B

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  1. Konsep B2B Prentice Hall, 2002

  2. Tujuan pembelajaran • Memahami konsep dan karakteristik B2B • Menggambarkan tipe model B2B • Menggambarkan karakteristik marketplace sell-side dan buy side Prentice Hall, 2002

  3. 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 Prentice Hall, 2002

  4. 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 Prentice Hall, 2002

  5. 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. Prentice Hall, 2002

  6. Figure 6-1B2B Supply Chain Prentice Hall, 2002

  7. 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) Prentice Hall, 2002

  8. 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

  9. 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 Prentice Hall, 2002

  10. Product Customer Supplier Product process Transportation Inventory Supply chain Competitor Sales and marketing Supply chain process and performance Konsep dan Karakteristik EC B2B Information processed in B2B Prentice Hall, 2002

  11. 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 partnership / kerjasama Prentice Hall, 2002

  12. 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 Prentice Hall, 2002

  13. Model B2B • Other B2B models and services • Tujuan penjualan / selling • Tujuan pembelian / buying • Integrator Value chain • Service provider Value chain • Information brokers Prentice Hall, 2002

  14. Arsitektur Sell-Side Marketplace Prentice Hall, 2002

  15. Dell Intel IBM Cisco Sell-Side Marketplaces:One-to-Many • Successful cases Prentice Hall, 2002

  16. Sell-Side Case:CISCO Connection Online (CCO) • Benefits—saves the company $363 million per year in: • Technical support • Human resources • Software distribution • Marketing material Prentice Hall, 2002

  17. 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 Prentice Hall, 2002

  18. Cisco Connection Online (CCO) (cont.) • Benefits to customers • Quick order configuration • Immediate cost determination • Collaboration with Cisco staff Prentice Hall, 2002

  19. 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 Prentice Hall, 2002

  20. Figure 6-3A Traditional Purchasing Process Flow Source: ariba.com, February 2001. Prentice Hall, 2002

  21. Figure 6-4Buy-Side B2BMarketplace Architecture Prentice Hall, 2002

  22. 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 Prentice Hall, 2002

  23. 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. Prentice Hall, 2002

  24. 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 Prentice Hall, 2002

  25. 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 Prentice Hall, 2002

  26. 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 Prentice Hall, 2002

  27. 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 Prentice Hall, 2002

  28. 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) Prentice Hall, 2002

  29. B2B Infrastructure (cont.) • Software for CRM • Security hardware and software • Software for building a storefront • Telecommunications networks and protocols Prentice Hall, 2002

  30. Extranet and EDI • Secure interorganizational networks • Traditional EDI limits accessibility of small companies • Internet-based EDI offers wide accessibility to companies around the world Prentice Hall, 2002

  31. Figure 6-7 Intelligent Agent-Based Commerce B2B Agents Source: J. K. Lee and W. Lee (1997). Prentice Hall, 2002

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