Maximizing Success in e-Commerce: Key Strategies and Insights from TradeNet Conference 2004

1. The e-Commerce ladder TradeNet Conference 18. June 2004

2. The e-Commerce ladder • Entering the e-Commerce playing field • Many good reasons for suppliers to utilize e-Commerce • The two primary dimensions of e-Commerce • Climbing the ladder • Integration – presentation of Navision Ship Supplier • Key points

3. Suppliers: Choose which door to take Do not make life easier for your customers Make life easier for your customers

4. Suppliers: Choose which door to take Do not make life easier for your customers Make life easier for your customers The e-Commerce Playing Field

5. Suppliers utilize e-Commerce for many reasons • Customer service • Show prospective/existing clients you are progressive • Exposure to potential new customers • Become a more attractive supplier • Stand out against competition (or keep up with them) • Marketing reasons • grow revenues • Automate internal processes • Standardizing data • Reduce/reallocate labor • Fewer errors – save time • Better transactional visibility across organization • Beat competitors who are slower to embrace technology • Reduce amount of paper • A desire to receive quality data from customers • Reduce cost to serve existing customers • Operational reasons • efficiency • reduce costs

6. Does not want to make customers’ lifes easier The two primary dimensions of e-Commerce Marketing Reasons (grow revenue) The e-Commerce playing field – for the ones who want to make their customers’ lifes easier Operational Reasons (efficiency/reduce cost)

7. Climbing the ladder Marketing Reasons (grow revenue) The e-Commerce playing field – for the ones who want to make their customers’ lifes easier StartSupplier – a BIG step for customer service Operational Reasons (efficiency/reduce cost)

8. StartSupplier – a BIG step for customer service • Desire to service customers • Easy-to-use Web-tool • Ideal for lower transaction volume • Documents created will import directly into purchasing system

9. StartSupplier PLUS – marketing AND customer service Climbing the ladder Marketing Reasons (grow revenue) The e-Commerce playing field – for the ones who want to make their customers’ lifes easier StartSupplier – a BIG step for customer service Operational Reasons (efficiency/reduce cost)

10. StartSupplier PLUS – marketing AND customer service • Permanent TradeNet no. • Listing in TradeNet Member list and Supplier Guide • Participation in TradeNet Member conferences • Promote e-Commerce capability

11. SmartSupplier – first step for operational efficiency Climbing the ladder Marketing Reasons (grow revenue) The e-Commerce playing field – for the ones who want to make their customers’ lifes easier StartSupplier PLUS – marketing AND customer service StartSupplier – a BIG step for customer service Operational Reasons (efficiency/reduce cost)

12. SmartSupplier – first step for operational efficiency • Advanced e-business tool – latest Smart Client technology • Outlook-style Inbox/Outbox management (search, sort, filter, group) • Copy/paste to/from Excel/Access • Background send/receive with local cache

13. Integration – max. operational efficiency and marketing potential Climbing the ladder Marketing Reasons (grow revenue) The e-Commerce playing field SmartSupplier – first step for operational efficiency StartSupplier PLUS – marketing AND customer service StartSupplier – a BIG step for customer service Operational Reasons (efficiency/reduce cost)

14. SAP, MFG/PRO, Ventas, Navision, ShipStores, others Navision Ship Supplier Mr. Torben Brammer, Managing Director VisionPeople A/S Integration – max. operational efficiency and marketing potential • Full e-Commerce enablement • Full automation of internal processes • Desire to receive quality data from customers • Full marketing potential • Reduce cost to serve existing customers Integrated supplier systems: Introducing:

15. Key points Most suppliers initially chose to adopt e-Commerce to better service customers • Growing revenue (marketing) • Reducing cost (operational efficiency) Those that do realize e-Commerce can contribute to financial performance through: ShipServ supports this with four solutions tailored to suppliers at different levels: • StartSupplier (reactive) • the BIG step for customer service • StartSupplier PLUS (proactive) • marketing PLUS customer service • SmartSupplier (proactive) • first step for operational efficiency • Integration (proactive) • could be close to nirvana! The Navision Ship Supplier demo showed that technically almost anything is possible

16. The end I hope you enjoyed it Thank you