凯捷咨询销售和采购方法.pdf

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1、GlobalExchangeSummitNaplesFloridaJanuary9,2001SalesandeProcurementBreakoutConfidentialandProprietaryCGE&YCopyright2000eMarketplaceswillhavesignificantimpactineveryareaeMarketplaceswillhavesignificantimpactineveryareaofbusinessofbusinessTotalValuetoeMarketplaceparticipati

2、onSupplyChainCustomerDesignInnovationEfficienciesRelationships!Ownershipwillblur•Marketchangeswillrequire•Informationwillsupplantbrandloyalty"Requirestightercontractualanimmediateresponse!Reducesbrandloyaltyasrelationships!Expectscustomizedcustomerswillobtainservicesando

3、fferingsinstantaneousinformation"Pushesownershipdownthesupplychain!Requiresreal-time!Drivescompetitionbyinformationconsumerinformationaccessbythecustomer,notbrand!Supplychaininefficiencieswillloyalty!Requiresquick&instantdecreasemarginsresponse•Supplierswillneedtounderst

4、andend"Createsmore“commoditized”!Monitorsmarketshiftsconsumerneedsproducts!Availabilitytopromise!Providesdetailedand"Highlightsproblemswhichmandateinstantaneouscustomerneedinstantcorrectioninformation"Forcecollaboration!Evolvesintoone-on-onemarketingintocustomerandconsum

5、erintimacy!ResultslessretailshelfspaceinthephysicalaswellasonlineenvironmentConfidentialandProprietaryCGE&YCopyright2000AtomizationwillBlurValueWebsAtomizationwillBlurValueWebsInthepast,marketplacesstartedasweb-CommunitybasedconsolidatorsofcontentandValueChaincommunityfo

6、ranindustry(e.g.VerticalNet)•Innovate,Plan,Make,&ContentBuy,Move,Sell,Service•InternallyfocusedPastoptimizationToday,marketplacesareelectronictradingLinkagesfloorsforindirectorsurplusgoodsandareworkingondevelopinglinkagesina&Standardsstandardizedformat.NetworkedValueChai

7、nInthefuture,marketplaceswillevolve:•Buy/SellAggregation•AggregateandanalyzedataforS•StrategicLinkagesmembers•TargetedAggregation•FacilitateandhostcollaborationToday•Profit/yieldvs.CostCollaborationservicesformembersoptimized•ProvideinventoryoptimizationservicesOptimizat

8、ion•ProvidetheconduittopushownershipofassetstotheextremeBlurredValueendsofthesupplychain(e.g.Webmanufac