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.
Brigita Gajšek
e-Commerce ManagerAlpos, Slovenia
Shaping the Strategies for Shaping the Strategies for Successful Entering the Successful Entering the eMarketeMarket
Shaping the Strategies for Shaping the Strategies for Successful Entering the Successful Entering the eMarketeMarket
Company: ALPOS Metal Furniture and Equipment Manufacturing Ltd.,
Address: Ulica Leona Dobrotinška 2, SI 3230 Šentjur pri CeljuTelephone: ++386 (0)3 74 63 249e-mail: [email protected] http://www.alpos.si
Definition of eMarketsDefinition 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
Why e-markets?
E-markets enable:1. Aggregating together a large number of buyers and
sellers 2. Matching buyers and sellers to negotiate prices on a
dynamic and real-time basis,3. Ensuring trust among participants by maintaining
neutral position (checking companies)4. Facilitating market operations by supporting certain
transaction phases (catalogue maintaining, auctions, negotiations, contracting, logistics, payments, legal, consulting, …)
?
Less intermediate
Long term contracts
Quick market Test
Biggerself-confidence
New ideasbased oninquiries
Faster frominquiry tocontract
More stableproduction processes
Faster on
new markets
Companysize doesnot matter
Lowercost
On line auctions are oftenimpose to Sellers
Buyerslowerprices
Sellers mustbe ableto deliver goods
Trust
Safety
Low
Data exchange is notcompletelyelectronic yet
?Advantages and disadvantages
And again:Why e-markets?
Seller
e-markets
Reduce stock onfinal products
Less intermediate
Sell more than yesterday
Faster from inquiry
to contract
New markets more effective
advertisingat lower cost
objectives (l)
objectives (ll)
Research Objective
Answer on question:
“When can we say:
This company is ready for successful entering the
eMarket as Seller .”
(informatic and organizational point of view)
Articles,
internet,
Best practices,
interviews,
questionnaires.
Focus: SME
SME’sSME’s
Many SMEMany SME’s’s with few employers, with few employers, Managing and control from one centre,Managing and control from one centre, Lack of knowledge,Lack of knowledge, Lack of time for learning,Lack of time for learning, Closed and fair working group,Closed and fair working group, Effective work Effective work Limited technology,Limited technology, Small marketSmall market
Group of companies with experience confirmed 5 basic terms for registration on most eMarkets:
1. Internet access and browser2. Person who can work with internet and understands
English language3. Company sells own products4. Company has experience with exporting5. Top management approves activities on eMarket
Basic terms for registration
Small Business Development Centre
ProjecProject t
OBJECTIVES:1. to push eMarkets closer or in SME2. to inform SME about eMarkets
Small Business Development Centre
TEAM:1. PCMG as coordinator2. 3 researcher3. 12 SME from Slovenia
Opotunities for SME Opotunities for SME through eMarkets 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
Questionnaire Enterprises:
• 3 BIG (registrated on eMarket, with experience)• 12 SM(registrated on eMarket, without experience)
• Top manager• Purchasing manager• Sales manager• IT manager
Questionnairy for project members
Importance of some factors which could influence on more or less successful entering the eMarket
Results(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
Importance of some factors which could influence on more or less successful entering the eMarket
VERY IMPORTANT
NOT IMPORTANT
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.
Shaping the strategy for successful Entering the eMarket
5 basic terms for registration
eMarket is picked up carefully with consideration
Registration
Care for published data
Activework
education,informing
to employers
Top Management support
Thank you!
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