ÇAĞLA DEMİRCİOĞLUŞEYMA ŞAHİN

The Real Value of “E-Business Models”

What Is E-Business?

E-Business: Buying, selling, servicing customers, collaborating with business partners, and conducting electronic transactions within an organisations.

E-Business is more than selling and marketing online!

E-Business becomes a major economic force.

E-Business becomes an element of overall business strategy - not the total business strategy

* A Managerial Perspective 2004.

What Is E-business?

The e-Business model, like any business model, describes how a company functions; how it provides a product or service, how it generates revenue, and how it will create and adapt to new markets and technologies.

Business E-business

Definitions are clearNo change in the business

and technology environmentHigh time pressureContinuous learning

Definitions are ‘fuzzy’Permanent and unpredictable

change in the business and technology environment

Time to market and speed Continuous learning & fast

adaptation

What Is the Difference Between E-business and Business?

Brief Information About Current E-Business Models Why it is important?

- Success vs failure

Example: Boo.com - What makes a good model is very difficult

4 Key Distinctions

The Supply Chain Model

Revenue Model

B2C vs B2B

Clicks and Mortar vs Pure Play

The Supply Chain Model

is can be classified as

Direct Sales – Dell, CiscoIntermediary(Portals) – Yahoo, MSN, AOLMarketplace - eBay

* Portals and marketplace facilitates the sales process but direct sales provide product or services.

Revenue Model

Two types of revenue model:

A. Income generated directly through consumer transaction

B. Free sites

Examples: Yemeksepeti.com, Yahoo

B2C vs B2B

B2C => More frequent and smaller size of transactions and needs for mass advertising

B2B => Less frequent and larger size of transactions

Clicks and Mortar vs Pure–Play Model

Clicks and mortar is an online distribution channel for company that also has physical stores.

Pure – Play is purely net based.

Clicks and Mortar relies on offline assets as well.

Example:

Wallmart.com, BestBuy – Clicks and Mortar

Amazon, eBay - Pure Play

A Study of Failures

Failure Rates By Model

B2C 13.6%B2B 6.3%

Direct Sales 6.8%E-tail 16.3%Portal 20.0%Marketplace 25.0%

Free site 15.0%Pay site 8.5%

Pure Internet 22.8%Clicks and Mortar 2.6%

Odds of survival of different business models compared

E-tail vs. direct sales 0.93:1Portal vs. direct sales0.97:1Marketplace vs. direct sales1.3:1Pay vs. free0.80:1Clicks/mortar vs. pure net11.00:1

Fatal Errors of Many E-Businesses

• Mismanage to match the stages of growth while working with limited capital

• High burn rate (rate at which they use up startup capital)

Example:

Bizbuyer.com offers a online marketplace for small business owners

Clicks and Mortar

Case: eVineyard vs Wine.com

Wine.com: Outsourcing logistic systemLonger deliver times and out of stock problemsLarger and better known

eVineyards: Setting up its own retail storesQuicker and more reliable service Different logistic strategies

Wine.com acquired by eVineyards in 2001 Channel conflict

Free vs Pay Web Sites

- Risk of failure decreases with payment in case of retail and direct sales.

- But increases in the case of portal.

* The point is that the decision whether or not to charge for the service varies with the business models.

Supply Chain Model

Direct Sales:

1. Mathcing price to demand and costs to revenues Example: Musicmaker vs MP3 and Napster.

Business vs Consumer Market

Mercata targeted consumers and could not generate enough savings per transaction.

Zoho targeted business and receive the advantage of transaction in large volumes.

Summary

By definiton, the companies that have succeeded have been those that understood and managed to overcome the particular problems inherent in their model.

Questions1. There are few and large companies in

clicks and mortar market, while in pure play there are lots of and small to large scale companies. What is the chief reason behind this distinction between two market?

2. Although Wine.com is larger and better known than eVineyards and even if both use the same business model, what makes eVineyards different from Wine.com?

Answers1. Because, pure play market has a low barrier

to entry, so small companies exists and be able to compete with big companies.

2. Different logistic strategies: Wine.com: Outsourcing logistic system Longer deliver times and out of stock

problems

eVineyards: Setting up its own retail stores Quicker and more reliable service

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