XX企业电子商务与电子采购的规划过程

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,#,电子商务与电子采购,孙强,目录,电子商,务,务时代,企,企业竞,争,争环境,的,的变迁,电子商,务,务与企,业,业资源,计,计划的,发,发展状,况,况,电子商,务,务应用,实,实务,企业电,子,子采购,规,规划,B2B是新近,兴,兴起的,现,现象,前电子,商,商务时,代,代，只,有,有大企,业,业才能,用,用电子,专,专线进,行,行商务,活,活动,现阶段,电,电子商,务,务解决,方,方案可,以,以不受限,制,制的规,模,模化扩,张,张,Operating,Resources,60%,Human,Resources,21%,Profit,Dividends,6%,Taxes,Other,13%,Services Organization,服务型组织,Source:AMR,CAPS(Center for Advanced Purchasing Studies),Manufacturing,Resources,28%,Human,Resources,17%,Profit,Dividends,6%,Taxes,Other,13%,“Typical”Organization,典型组织,Operating,Resources,36%,企业为,什,什么先,从,从电子,采,采购着,手,手开展,电,电子商,务,务？,采购成,本,本,加工成,本,本,人力资,源,源,利润,税及其他,Authorization,Purchase Order,Requisition,Acknowledgment,Receiving,Buyer,Mail Check,Invoice,Bank,Supplier,Accounts Payable,Ship,3-Way Match,Operating,Resources,固定的,手,手工和,纸,纸介质,操,操作过,程,程,系统分,立,立,缺乏整,体,体控制,成本高,传统采,购,购过程,介,介绍,采购成,本,本,询价单,订单,采购审,批,批,发票,货比三,家,家,支付,电子采,购,购是一,个,个网络,节,节点方便的,解,解决信,息,息传递,过,过程,7,Process/Technology,Technology Enablers,Procurement,User Requisition,Payment,Shared Service,Center,Technology Enablers,技术系统能够：,与,ERP,集成,进行电子采购操作,采购活动分析,2,1,4,5,6,3,Suppliers,ShipGoods,Receiving,Purchae Order,Technology Components,用户需,求,求,采购活,动,动,采购订,单,单,接受订,单,单,服务中,心,心,供应商,采购方,收,收益,$100,13,6,4,3,2,$72,使用,B,2B,之前,Price reductions,价格降低,Better compliance,更方便,Process improvement,优化流程,Standardi-zation,标准化,Optimized capacity utilization,易于掌握,28%savings opportunity,节省28%的机会,使用,B2B,以后,Source:McKinsey;AMR Research,供应商,收,收益,Cost per sales,Interaction,每单信息,交换成本,Direct call,直接拜访,Trade show,贸易展示,Tele-marketing,电话销售,Internet,互联网,$277,$62,$31,$1,Source:eStats;BusinessWeek,Cost per customer,service interaction,每个客户服务成本,In person,人员服务,Call center,电话服务中心,Voice response,语音服务,Internet,互联网,$10,$7.50,$2.45,$0.18,Order,processing cost,订单处理成本,Paper-based,纸介质成本,Internet,互联网成本,$8-25,$0.30-1.00,以企业,为,为依托,的,的电子,市,市场已,经,经成为,现,现实,Procure,Produce,Products,Manage,Logistics,Forecast,Demand,Enterprise B2B,企业级,B2B,“Business-to-business commerce conducted over the internet”,通过互联网进行企业之间的,电子商务,Many 1 to 1 Connections,Public eMarket,“Online business trading communities acting on behalf of their participants to increase the efficiency and effectiveness across an Industry”,The Networked Industry,GM,Ford,DC,Covisint,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,Private eMarket,自有电子市场,“Private marketplaces which connect enterprise with its community of trading partners”,供企业与其贸易伙伴进行商务活动,Many to One to Many,VW,VW Exchange,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,S,采购方,多,多对一,的,的模式,采购方,一,一对多,的,的模式,网络产,业,业模式,通过规,模,模化和,商,商务协,同,同获得,更,更大的,收,收益,B2B Procurement:,“Lower the,cost,of interactions”,B2B,：,降低信息交互成本,“Replace inventory,with information,through,coordination,”,通过,协同，用信息代替库存,B2B Marketplaces:,“Maximize market,information,”,B2B,电子,市场：市场信息最大化,案例讨,论,论：石药集,团,团如何,降,降低采,购,购成本,？,？,石药集,团,团要求,通,通过电,子,子采购,降,降低采,购,购成本,，,，请提,出,出你的,解,解决方,案,案？,背景资,料,料：,石药集,团,团年营,业,业额100亿,，,，采购,额,额10,亿,亿。2003,年,年底实,施,施电子,采,采购。,在,在5个,分,分公司,中,中的中,润,润药业,的,的检查,中,中，认,为,为管理,效,效率的,确,确提高,了,了，但,产,产品价,格,格降低,不,不明显,。,。,集团领,导,导要求,采,采购总,监,监宿军,兴,兴在2005,年,年通过,电,电子采,购,购降低,采,采购成,本,本5%,。,。,大多数,行,行业网,站,站已经,建,建成,中国行,业,业和企,业,业网站,建,建设的,现,现状,行业,钢铁联,盟,盟,中,中联钢,石油,能,能源一,号,号,医药行,业,业中,国,国医药,网,网,商业,三,三禧网,企业,联想与Freemarkets的合作,秦皇岛,电,电厂等,选,选择晨,砻,砻采购,网,网,拓展中,的,的电子,商,商务环,境,境,Procurement Service Provider,Marketplaces&Exchanges,Enterprisee-Procurement,Commerce Services Network,商务服务网络,Supplier A,Supplier B(Catalog Site),Marketplace,Information&AnalysisServices,信息分析,Supplier&ContentServices,供应商和内容服务,DynamicTradeServices,动态交易,OnlinePaymentServices,在线支付,TransactionRoutingServices,订单传送,Logistics&FulfillmentServices,运输和仓储,Illustration:Ariba MarketPlace,(with permission),企业电,子,子采购,采购服,务,务提供,商,商,采购方,发,发起的,市,市场,和交易,平,平台,可用于,目,目录采,购,购,的供应,商,商B,供应商,发,发起,的市场,客户面,临,临着多,样,样性选,择,择,eProcurement,Vendor,Collaborative,New Product,Development,Captive,Distributor,Extranet,Vertical Mfg.,Integration,Extranet,Site,O,O,O,D,D,A,A,Outsourced,Manufacturing,Distributors,Alliance,Partners,S,S,S,EDI,?,?,?,?,Private,eHub,S,S,?,C,C,Third Party b2c,e.g.,L,eTail Portal/,Extranet,e.g.WebVan,Private Exchanges,e.g.,Wal-Mart,Other Customer,Private Exchanges,e.g.,Kroger,S,S,S,C,C,C,?,C,C,C,EDI,Portal,Site,Wireless,?,?,?,C,Retail Link,GNX,Transora,S,S,S,C,C,C,C,S,S,S,Nistevo,C,C,C,C,C,C,C,Niche eMarkets,e.g.,C-Storematrix,C,C,WWRE,C,C,CPGmarket,?,?,?,?,?,CPG plc,全球网,交,交易平,台,台,行业电,子,子交易,平,平台,公共电,子,子市场,西尔斯,电,电子市,场,场,D采购联,盟,盟服务,E新产品,协,协同开,发,发服务,F物流信,息,息接口,服,服务,G加工行,业,业加工,外,外包协,同,同系统,H第三方B2C网站,IeTailPortal,/,/Extranet,J供应商,的,的自有,交,交易市,场,场,K自有交,易,易平台,C自有的,接,接口服,务,务,电子采,购,购的发,展,展历程,99,2000年,，,，技术,兴,兴起，,目,目录采,购,购/网,上,上开放,购,购买，,以,以电子,采,采购为,中,中心的,管,管理信,息,息系统,的,的兴起,，,，,00,01,年,年，电,子,子商务,的,的预期,达,达到顶,峰,峰，ERP兴起，,疯,疯狂采,购,购，早,期,期用户,使,使用失,败,败，电,子,子采购,联,联盟团,结,结,01,03,年,年，网,络,络寒冬,：,：客户,开,开始对,于,于总成,本,本的重,新,新认知,，,，许可,证,证收费,的,的突然,降,降低，,03,04,年,年，业,务,务复苏,：,：行业,领,领袖坚,持,持下来,了,了，注,重,重了解,和,和满足,客,客户需,求,求，对,该,该业务,的,的认知,增,增加了,。,。,04,05,年,年以后,，,，形成,公,公认的,行,行业标,准,准，投,资,资回报,率,率开始,稳,稳定。,系统拥,有,有者的,总,总成本,问,问题