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Directives on Suppliers Side for Efficient Joining to the eMarket. Brigita Gajšek, MSc. e-Commerce Manager , Alpos, Slovenia brigita.gajsek@alpos.si. Company: ALPOS Metal Furniture and Equipment Manufacturing L td., 

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directives on suppliers side for efficient joining to the emarket
Directives on Suppliers Side for Efficient Joining to the eMarket

Brigita Gajšek, MSc.

e-Commerce Manager, Alpos, Slovenia

brigita.gajsek@alpos.si

Company:ALPOS Metal Furniture and Equipment Manufacturing Ltd., 

Address: Ulica Leona Dobrotinška 2, SI

3230 Šentjur pri Celju

Telephone:++386 (0)3 74 63 100

http://www.alpos.si

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,

- the production of household and reform aluminium ladders and boxes- consulting, design, production and installation of shop interiors, warehouses,

kindergartens, bars and restaurants. 

definition of emarkets
Definition of eMarkets
  • B2B eMarket 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.
  • eMarket services support the exchange of large amounts of data about supply and demand between buyer and seller
why emarkets 1
Why eMarkets? (1)

eMarkets enable:

  • Aggregating together a large number of buyers and sellers,
  • Matching buyers and sellers to negotiate prices on adynamic and real-time basis,
  • Ensuring trust among participants by maintaining neutralposition (checking companies),
  • Facilitating market operations by supporting certain transaction phases.
why emarkets 2
Why eMarkets? (2)

eMarkets give support to certain transaction phases:

  • Catalogue maintaining,
  • Negotiations,
  • Auctions,
  • Contracting,
  • Logistics,
  • Payments,
  • Legal,
  • Consulting,
slide5

Advantages and disadvantages

On line auctions are often

impose to Sellers

On line auctions are often

impose to Sellers

Buyers

lower

prices

Buyers

lower

prices

Data exchange is not

completely

electronic yet

Data exchange is not

completely

electronic yet

Legislation

Legislation

Trust

Trust

?

?

Less intermediate

Bigger

self-confidence

Long term

contracts

Safety

Safety

Faster from

inquiry to

contract

Sellers must

be able

to deliver

goods

Company

size does

not

matter

Sellers must

be able

to deliver

goods

Faster

on

new

markets

Lower

cost

?

More

stable

production

processes

New ideas

based on

inquiries

Quick market Test

slide6

And again:

Why eMarkets?

e-markets

objectives (ll)

objectives (l)

Reduce stock on

final products

Sell more than

yesterday

Faster from

inquiry

to contract

Less intermediate

more effective

advertising

at lower cost

New markets

Seller

slide7

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

slide8

Basic terms for registration

Small Business Development Centre

  • Internet access and browser
  • Person who can work with internet and understands English language
  • Company sells own products
  • Company has experience with exporting
  • Top management approves activities on eMarket

Comfirmed by a Group of companies with experience

slide9

Project

Small Business Development Centre

OBJECTIVES:

  • push eMarkets closer or in SME’s
  • inform SME’s about eMarkets
  • create list of literature, articles, best practices
  • Work with small group of SME’s (12)

TEAM:

  • PCMG as coordinator
  • 3 researcher
  • 12 SME’s from Slovenia
slide10

Questionnairy for project members

Importance of some factors which could influence on more or less successful entering the eMarket

  • Questionnaire
  • Enterprises:
        • 3 BIG (registrated on eMarket, with experience)
        • 12 SM(registrated on eMarket, without experience)
  • Top manager
  • Purchasing manager
  • Sales manager
  • IT manager
slide11

(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

VERY IMPORTANT

Results

Importance of some factors which could influence on more or less successful entering the eMarket

NOT IMPORTANT

slide12

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.

slide13

Shaping the strategy for successful Entering the eMarket

education,

informing

to employers

Care for

published data

Active

work

Registration

eMarket is picked up carefully with consideration

5 basic terms for registration

Top Management

support