B2B Integration : A Practical Guide to Collaborative E-commerce

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E-Marketplaces and Collaborative Networks 453 services like auctions. Not only should the matching of trades be based on prices, but also factors such as logistics, warranty and quality. Interoperability with other e-marketplaces An e-marketplace should provide interoperability with other e-marketplaces. For example, CommerceOne.net, an open B2B e-marketplace, interoperates with all of the mega exchanges that are members of the Global Trading Web (an interconnected network of e-marketplaces). Negotiation Negotiation is one of the key factors for buyers to participate in an emarketplace. With this feature, buyers can pre-select qualified suppliers by filtering out those who do not meet basic criteria. They can then negotiate on a one-to-one basis with suppliers on various terms. All the key terms for negotiation should be electronically documented by the exchange for future reference. Training Lastly, e-marketplaces should provide appropriate and thorough training. Without proper training, internal users of companies may get overwhelmed with the application and its usage. 15.2.9. B2B e-marketplaces services Some of the core services provided by an e-marketplace are (see Figure 15.8): Trading events • Auction — Auction services of e-marketplaces, leading to dynamic pricing, make them true exchanges. Auctions can be either seller or buyer centric. In the former, sellers list the item to sell and multiple buyers bid for this item. Through auctioning, suppliers can easily dispose of their excess inventories and generate revenue on inventory
454 B2B Integration — A Practical Guide to Collaborative E-commerce Content User Profiles Catalogs News and Data Contacts Adapters Transformati on Translation Transactions Fulfillment Logistics Order Mgmt. Invoice/ PO,Other Requisition Source: Gartner Group Dynamic Trade Exchange Auction/ Reverse RFQ/ RFP Pricing Collaboration CRM Design &. Sourcing Demand Planning SCM Content Aggregation Shared Workflow/ Process Matching Catalog Aggregation Business Services Training Expert Advice Marketing Business Dev. Figure 15.8. — E-marketplace services Administration Personalization Permissions Tracki ng/ Audit Member Services Adapters Transformation Translation which otherwise would be written off. In buyer driven auctions, buyers specify the item to buy and multiple suppliers compete to get that order. Buyers can easily get discounted services or goods as downward pricing pressure is induced in such an auction. • Direct Selling — As the name indicates, direct selling allows direct dynamic trade between sellers and buyers of any e-marketplace. • RFQ/RFP — E-marketplaces should provide buyers the ability to submit RFQs and RFPs to all sellers. Through this service, buyers get multiple quotes for goods or service and sellers get sales leads. Full-service transactions • Logistics — As the volume of products transacted over B2B e-marketplaces increases, there will be a corresponding increase in the demand for management of the movement of these products. B2B e-marketplaces should directly or through external vendors provide
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Chapter 2 Components, Benefits, Cha
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This comprehensive guide reveals th
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B2B Integration : A Practical Guide to Collaborative E-commerce

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