How do you find and select your suppliers?
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Transcript of How do you find and select your suppliers?
Bobex® 1999-2003, All rights reserved. 1
How do you find and select How do you find and select your suppliers?your suppliers?
2Bobex® 1999-2003, All rights reserved.
Content
11 Bobex service offeringBobex service offering
2 3 models
3 Results so far
4 Conclusions
3Bobex® 1999-2003, All rights reserved.
Bobex creates & managestrading platforms
to improve collaborationbetween buyers & suppliers
Positioning
MarketMarketplaceplace
B
B
B
S
S
STender system
4Bobex® 1999-2003, All rights reserved.
Bobex privileges a step-by-step pragmatic approach
2000 2001 2002 2003
• IT development• Company set-up• Funding• Soft launch (10/2000)
• First revenues (02/2001)• Affiliation partners• Back Office development• Public tenders partnership
• New site• Preferred partners &
catalogue integrations• Break-Even (07/2002)• BPS private market place
• International breakthrough• Profitability• New services (Bobex+)
Define business model
Create visibility, build critial mass
Reduce costs &create additional
revenues
Solid basis,focus on growth
Overview
5Bobex® 1999-2003, All rights reserved.
We develop and manage procurement platforms
B
B
B
S
S
S
Model 1: public market place platform• Bobex-branded & co-branded application• Common databases• Common or separate categories
Belgacom Skynet, FET, Telenet, Kompass, Chambers of Commerce, ...
BOBO
B
B
B
S
S
S
BOBO
B
B
B
S
S
S
Model 2: managed MP platform• Standard application (few modifications poss.) • Separate database & categories• No split Buyer/Supplier• 2 separate applications (site/BO)
Xanos BV, E-BBEX Ltd.
Model 3: private sourcing platform (BPS)• Adaptable work flow• Stand-alone application• Split B/S• 1 application (User/Admin)• Integration possibilities
LVD Company
Proposed solutions
Note: B = buyer, BO = Back-office, S = supplier
6Bobex® 1999-2003, All rights reserved.
Bobex deploys market places that facilitate the match-making between seller and buyers of business products & services
RFP service(Request For Proposal)
RFP service(Request For Proposal)
You find it difficult to search for new suppliers?
You have no time to contact and select each time different suppliers?
You think it is difficult to define your needs for services you do not buy regularly?...
You find it difficult to search for new suppliers?
You have no time to contact and select each time different suppliers?
You think it is difficult to define your needs for services you do not buy regularly?...
You want to expand your business by finding new customers?
You want to be able to respond quickly and efficiently to the customer's demands?
You are looking for tools to reduce promotion/advertising costs?...
You want to expand your business by finding new customers?
You want to be able to respond quickly and efficiently to the customer's demands?
You are looking for tools to reduce promotion/advertising costs?...
Bobex market place
Buyer:Source products & services
Supplier:Find leads & customers
Tendering (RFx) system
7Bobex® 1999-2003, All rights reserved.
Our collaborative platforms connect buyers & suppliers
Tendering (RFx) system
Buyer Supplier
The buyer fills in a request for proposal
2Requests are filtered, buyer and suppliers
are matched automatically and an
e-mail is sent to selected suppliers
3
The buyer evaluates the bids, negotiates
on-line or off-line with suppliers and selects
a supplier
Buyer informs about his decision and provides feedback to suppliers
After delivery of the service, buyer and supplier can
evaluate (rate) each other
1
Selected suppliers review the buyer’s
request on-line and (if interested) prepare and
submit their bids
4
8Bobex® 1999-2003, All rights reserved.
Bobex counts 4 business activities• Bobex.com is the leading horizontal B2B e-marketplace in the Benelux, Bobex.com is the leading horizontal B2B e-marketplace in the Benelux,
with a network of with a network of 8.08.000 active companies00 active companies
• The platform (www.bobex.com) was launched in Sept. 2000The platform (www.bobex.com) was launched in Sept. 2000
• Bobex is an intermediary between buyers and sellers, based on a Bobex is an intermediary between buyers and sellers, based on a tendering (Request For Proposal) systemtendering (Request For Proposal) system
• Leading companies (such as Barco, Belgacom, Colgate Palmolive, Leading companies (such as Barco, Belgacom, Colgate Palmolive, Deutsche Bank, Ericsson, FedEx, KBC, KLM, Mobistar, L'Oreal, Deutsche Bank, Ericsson, FedEx, KBC, KLM, Mobistar, L'Oreal, Partena, ...) joined our platform. 77% are SME (<50 pp) vs. 33% large Partena, ...) joined our platform. 77% are SME (<50 pp) vs. 33% large companiescompanies
• The marketplace attracted more than The marketplace attracted more than 3.53.500 suppliers and 5.000 00 suppliers and 5.000 professional buyers. Over professional buyers. Over 5.05.000 requests were submitted and 00 requests were submitted and 1616.500 bids .500 bids were received for a total were received for a total est. est. amount of amount of over over 11550 million euro0 million euro
• We also developed BPS, a purchasing software for large organisations. We also developed BPS, a purchasing software for large organisations. This tool provides an e-sourcing solution to professional buyers to This tool provides an e-sourcing solution to professional buyers to specify, source and select suppliers within a closed/private environmentspecify, source and select suppliers within a closed/private environment
• TenderAlert is a joint venture with PFConsult, and provides information TenderAlert is a joint venture with PFConsult, and provides information about public tendersabout public tenders
• Bobex Bobex Purchasing ConsultingPurchasing Consulting offers procurement offers procurement and sourcing and sourcing assistanceassistance
1
2
3
4
Tendering (RFx) system
9Bobex® 1999-2003, All rights reserved.
Content
1 Bobex service offering
22 3 models3 models
3 Results so far
4 Conclusions
10Bobex® 1999-2003, All rights reserved.
1. We manage the largest horizontal B2B market place in the Benelux
www.bobex.comwww.bobex.com
-- Model 1
KompassKompass
Belgacom SkynetBelgacom Skynet
FETFET
TelenetTelenet
Chambre of Comm.Chambre of Comm.
Model
• Focus on indirect products & services (+120 templates)
• Subscription fees for suppliers (av. € 500/year) , free to buyers
• Self-selling system (teasers)• Extensive quality control
Impact
• High ROI marketing (shared revenues with partners)
• Low cost IT development• Recurring revenues (yearly
subscriptions)• Reference in the Benelux
www.bobex.com/backofficewww.bobex.com/backoffice
11
22
TelenetTelenet
Chamber of CommerceChamber of Commerce
11Bobex® 1999-2003, All rights reserved.
2. Our franchising systems allows us to grow fast at limited risk
MercateoWorkXL
BT TransactSmarterwork
DoubleTradeCompaneoKompass
European horizontalEuropean horizontalmarket placesmarket places
European horizontalEuropean horizontalmarket placesmarket places
Model
• Defined roles (IT= Bobex, Sales=partner)
• Separate website and back-office• Royalties + fix monthly fees
Impact
• Rapid international expansion• Limited risk (no investment)• Recurring monthly revenues
-- Model 2
• France• Others (Spain, ...)
In preparation
USA
ElanceBuyerzone
12Bobex® 1999-2003, All rights reserved.
Define purchaserequest
Define purchaserequest
Selection/evaluation/invitationsuppliers
Selection/evaluation/invitationsuppliers
Submit RFPSubmit RFP Control/approvalControl/approval
(Create and)fill out
template
(Create and)fill out
template
AutomaticpublicationAutomaticpublication
Replymessages
Replymessages
Review RFP& post
message
Review RFP& post
message
Compare bids
Compare bids
Preparebid
Preparebid
Negotiate& pre-selectNegotiate
& pre-selectAward
contractAward
contractNotification& feedbackNotification& feedback
Control/approvalControl/approval
Acceptancereport /
Order no.
Acceptancereport /
Order no.
RFPRFP
BidBid
ContractContract
Automaticnotificationof the User
Automaticnotificationof the User
Control/approvalControl/approvalSRMSRM
PurchaseRequisition
Supplierlist
BackofficeBackoffice
RegistrationRegistrationInvite / register
suppliers
Invite / register
suppliers
Legend:
- User
- Administrator
- Supplier
- Automatic processing
Legend:
- User
- Administrator
- Supplier
- Automatic processing
Statistics/Ratings
Statistics/Ratings
3. With BPS 2.0 we create private trading platforms for large companies
-- Model 3
• Creation of private market places for corporate & administrations
• Integration of back-office site in buy-site platform
• Proposed in ASP or full license
• Two pilot projects in preparation• Difficult market situation (IT
budgets)• Long term positioning
Model Impact
13Bobex® 1999-2003, All rights reserved.
Content
1 Bobex service offering
2 3 models
33 Results so farResults so far
4 Conclusions
14Bobex® 1999-2003, All rights reserved.
Our Belgian public market place has attained its critical mass
Registrations
• Between 200 and 250 new registrations per month
• Total: 8.000 registered members (50% buyers, 50% suppliers)
RFPs & bids
• 150 to 250 RFP per month• 3.2 bids per RFP• Total: over 5.000 RFP, 16.500
bids• Most popular: printing, IT, web
design, computer equipment
Results
Bobex.com market placeBobex.com market placeBobex.com market placeBobex.com market place
Subscriptions
• Price: € 375 to 575 per year• Sales target: 20 to 50
subscriptions per month• Seasonality (July-November is
the high season)
15Bobex® 1999-2003, All rights reserved.
Content
1 Bobex service offering
2 3 models
3 Results so far
44 ConclusionsConclusions
16Bobex® 1999-2003, All rights reserved.
Thank you for your time !
Site van de week Le site de la semaineSite de la semaine
Third place Datanews‘ICT Manager of the Year’
Award “Young Entrepreneurs Fund”
2001
Nominated E-trends Awards
2001 and 2003
Best Business Site 2002
2nd placeInside Internet
2002 Winner Best e-Europe Practice
Secure Site
Conclusions