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MIS2002-봄-B2B eProcurement

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					B2B EC와 eProcurement

과목명: 경영정보시스템
TMG542c: Management Information Systems

            2002. 4. 25.


담당교수: 이재규 (jklee@kgsm.kaist.ac.kr)
         한국과학기술원 테크노경영대학원
     목              차
         B2B EC의 시장 규모 전망
         B2B EC의 기능과 진화
         eProcurement : Direct vs Indirect Purchase
         SCM in B2B EC
         B2B eMarketplace의 유형과 현황
       Business Models of eProcurement
       사례 분석
         GE과 삼성전관
         Covisint와 KNX
       Desktop Purchasing 과 구매 혁신
         Microsoft의 MS Market
       국내 B2B EC 시장 동향
              통계청
              대한상공회의소
              전자통신연구소
       중소기업의 Network 화
       추진전략과 맺음말

TMG 542c 봄 B2B EC와 eProcurement - 2 -
     세계B2C와 B2B 시장규모 전망

                                                      $ Billion

                             2000       2001   2002    2003
                B2C 50.7    78 116.5 177.7
                B2B 138.8 270.9 526.4 978.4

                                              B2C : B2B
                                          2000년 1     2.7
                                          2003년 1     5.5


TMG 542c 봄 B2B EC와 eProcurement - 3 -
     Comparative Estimates of B2B
     (eMarketer, April 20, 2001: Note different past record)




TMG 542c 봄 B2B EC와 eProcurement - 4 -
     국내 B2B 전자상거래 시장 규모 및 전망


                                                                  (단위 : 억원)

             예측기관              1999      2000    2001     2002     2003   2004


      엔더슨컨설팅                             2,700   6,500   14,000   26,800 49,500

      삼성증권                         132   1,218   5,784   14,193   31,443 68,093

      전자상거래연구조합                    700   3,000

        [자료] Data guest 2001. 2.




TMG 542c 봄 B2B EC와 eProcurement - 5 -
     B2B EC 기능의 진화과정
       EDI (Electronic Data Interchange) on the
              VAN(Value Added Network)
             Buyer’s Hub; 데이터 교환을 위한 표준중심
       Seller 중심 (1:m) 의 e-Marketplace on the
          Web-based Internet
             Seller’s Hub
             eCatalog, 경매 중심의 거래
       Third Party Public Exchange (m:n) on the
          Internet
       Buyer 중심의 e-Marketplace
            • Buyer’s Hub for Reverse Auction
       Private Exchange for SCM
       eProcurement 와 연계
TMG 542c 봄 B2B EC와 eProcurement - 6 -
     B2B EC as an Evolution of B2C EC


                 1472


                                                                        1472




      Consumer
                                                                                Business Customer

                                                                        1472




                 1472




                                              Supplier’s
      Consumer                              Electronic Mall                     Business Customer

                                      Supplier’s       Customer’s
                                   Products Catalog Order Information


              B2C EC                                                           B2B EC
                            1472




                                       Business Suppliers

                 In the early stage of seller-centric marketplace,
             the architectures of B2C and B2B are basically the same.


TMG 542c 봄 B2B EC와 eProcurement - 7 -
      B2B EC Architecture: Neutral Exchange



       Seller                                        Buyer
                       XML                  XML


       Seller          XML       Exchange   XML      Buyer
                                            XML
                        XML

       Seller                                        Buyer


                                              Fire
                                              Wall


TMG 542c 봄 B2B EC와 eProcurement - 8 -
       eProcurement System in B2B EC
   Customer’s
   Corporate           BuySite                                                            Suppliers
     Buyer                                                MarketSite           Internet     Web
                                               Internet                                    Browser
                       Intranet                                          Supply
                                                                         Order

   Web                   BuySite TM
  Browser
                                                            Commerce One
                                  Print                   Transaction Servers
   Web
  Browser
                        Web
                       Server                                   Fax    Fax


        User

                                                                       Email


                                                                        EDI
                                  Customer’s Firewall                  Format




TMG 542c 봄 B2B EC와 eProcurement - 9 -
     Direct vs. Indirect Purchase

                      Direct Purchase          Indirect Purchase

                                           Non-Strategic Sourcing
              Strategic Sourcing
       품목                                   - MRO (maintenance,
               - Core Business
                                                  Repair, Operations)

       관계     Partnership with Suppliers   Spot Purchase

          재고감소, 납기 준수, 구매경비
            절감,                      최저 가격, 최상의 구매조건
       목표
                                      발견
          Collaboration (C-Commerce)
          1. Supply Chain Management 2. Online Purchasing from
       대안    in Private Exchange;       Public Exchanges
          3. Desktop Purchasing


            Issue: eProcurement Outsourcing
TMG 542c 봄 B2B EC와 eProcurement - 10 -
       Direct vs. Indirect Online Purchases

    Percentage of Direct vs. Indirect Purchase
     Experience (Source: NAPM/Forrester 2001)
          Indirect Goods: 70.9% (up from 61.3% in the previous Q)
                           had purchased indirect goods online
          Direct Goods: 45.7% had purchased online


    Contract Purchase
          85% of online B2B transactions
          95% of offline B2B transactions

    Management of Private Exchange more
     critical


TMG 542c 봄 B2B EC와 eProcurement - 11 -
         Supply Chain Performance
         (CIO Magazine, Feb 1, 2000)
                              Delivery                 Upside              Total Supply            Cash-to-Cash
                              Performance
                              To Request               Production          Chain Costs             Cycle Time
                              The percentage of        Flexibility/Mate    The total cost as a     The number of days
                                                       rial Availability   percent of sales to     between paying for raw
                              orders that are
                                                                           manage order            materials and getting
                              fulfilled on or before   The number of       processing, acquire     paid for product, as
                              the customer’s
                                                       days required to    materials, manage       calculated by inventory
                              requested data.
                                                       achieve an          inventory and           days of sales
                                                       unplanned           manage supply chain     outstanding minus
                                                       sustainable 20%     finance. Planning and   average payment period
                                                       increase in         MIS costs               for material.
                                                       production
                              Best-in-      Median Best-         Median    Best-       Median Best-in-         Median
                              class                in-                     in-class           class
                                                   class
Computers&Electronics         94.3          72.6        4.3      30        4.0           8.3       28.7          75.1

Consumer Packaged             97.6          81.2        8.3      42        4.9           9.2       24.7          66.6
   Goods

Defense & Industrial          97            68.9       10        30        4.3         10.2        18.5          67.6

Pharmaceuticals &             99            79          6        30        3.9         11.2        33.4          91.2
   Chemicals

Telecommunications            93.9          77          2.6      25.5      3.3           8.3       44.4        100.2


     Source: The Performance Measurement Group, based on two-year benchmarking study of more than 110 participants.
                                            www.pmgbenchmarking.com.
TMG 542c 봄 B2B EC와 eProcurement - 12 -
     Collaborative Planning, Forecasting and
     Replenishment (CPFR)
        Wal-Mart (유통 회사)                                    Warner-Lambert (제조 회사)


                           Operational
                             System

                                                          EDI

                                                                         ERP
                        Data warehouse

                                            Internet
                                                                    Manufacturing
                          RetailLink                                    Plan

                         Sales data about
                                                        WWW
                          W-L Products


                                                       Review and
  Inventory                Forecast                    Comments
     Plan
                                                                        Planner
              Planner

TMG 542c 봄 B2B EC와 eProcurement - 13 -
       Why Complex?:
       “Many-to-Many” Relationships

                                                               Consumer
                                                                        Large Retail
                                                                         Customer
        Design Partner
                                                              VAR/
                         Manufacturer                        Reseller
         Component                       Distributor
          Supplier                                                      Small Retai
                                                              VAR/       Customer
                         Manufacturer
                                                             Reseller
         Raw Material                     Distributor
           Supplier

                         Manufacturer
          Contract                        Distributor                     Corporate
         Manufacturer                                                     Customer

                   Logistics       Logistics            Logistics


TMG 542c 봄 B2B EC와 eProcurement - 14 -
         Architectural Options
         and Contingency

        Streamlined Link                                       GM   Dealers
                              AC/Delco         DANA

             Bethlehem                    Cummins
                                               Delphi
                                                                              Consumers
             Motorola               Visteon
                                                           Ford     Dealers
                           BF Goodrich

                                                        Dana
       E-Hub                                 GM                     BF Goodrich

                                         Visteon                          Ford

                                  Federal Mogul                       Dealer
                                                      Cummins



TMG 542c 봄 B2B EC와 eProcurement - 15 -
     B2B eMarketplace 의 기능

    Vertical eMarketplaces
         산업별
    Vertical Portal = Vortal
    Horizontal eMarketplaces
         MRO (Maintenance, Repair, and Operations)




TMG 542c 봄 B2B EC와 eProcurement - 16 -
     B2B 전자상거래 Dynamic Pricing 유형




             Many            Auction               Exchange
                        (Supplier Advocate)   (Neutral Exchange)

          Buyers

                            Negotiation        Reverse Auction
              One
                      (Efficient Commerce Hub) (Buyer Advocate)



                               One       Sellers      Many




TMG 542c 봄 B2B EC와 eProcurement - 17 -
      Dynamics in Three Types of Exchanges
               (InternetWeek, March 13, 2001)

     Public Exchange: Open
            • Just 16% of professional buyers have joined the third
               party exchanges by early 2001.
            • 50% of procurement agents see so little advantages
                - Reason: Their existing suppliers are not there yet.
                - More interested in automating existing trade
                patterns
            • Spot Market
          Independent Exchange (Third Party): Poor Performance
          Industry Consortia: Created industry standards

     Private Exchange: Invitation Only
       For supply chain
       Apply to the companies most crucial business problems
        Between a small number of partners


           •
TMG 542c 봄 B2B EC와 eProcurement - 18 -
       Coexistence of
       Public and Private Exchanges
       Many public marketplaces also offer
        private exchange service to key
        customers
          Automaker established Public Exchange Covisint.
          Daimler Chrysler AG, Toyata Motor Corp., and Volks
           Wagen agreed to build private exchange.

    Coexistence Strategy
          Public: Non-strategic MRO
          Private: Buy, sell, collaborate the core business;
                   partner integration




TMG 542c 봄 B2B EC와 eProcurement - 19 -
     업종별 e-마켓플레이스 분포
                      산업                 업체수   백분율
                     도소매                  8    10.1%
                    금속/기계                12    15.2%
                   사업 서비스                20    25.3%
                    섬유/의복                21    26.6%
                    전기/전자                33    41.8%
                     음식료                 15    19.0%
                      건설                 16    20.3%
                    화학/석유                19    24.1%
                    의료/정밀                15    19.0%
                    운수/창고                13    16.5%
                    농업/임업                14    17.7%
                    전기/가스                10    12.7%
                    음식/숙박                12    15.2%
                      MRO                12    15.2%



TMG 542c 봄 B2B EC와 eProcurement - 20 -
     국내 업종별 주요 e-마켓플레이스 현황
          분야                         참여 업체                       비 고
                    삼성물산 및 국내외 30여개 화학업체 참여         ChemCross.com
         화 학
                    현대종합상사, SK상사, LG상사              ChemRound.com
                    삼성물산                            Carecamp.com
                    SK 상사                           e-메디칼스
          의료        제일제당, 대한약사통신                    Pharmsnet.com
                    41개 의과대학부속병원                    e-메디피아
                    네오보털, 100여개 대형약국 등              Pharmsia.com
                    데코, 쌈지, 삼영모방, 성도어패럴, 이랜드, 일승성   TplusF.com
                      뮤, B2B 코리아 등
                    Vertical Korea                  Fatex.com
                    쌍용중공업                           TextileM.com
                    FSCM, 동대문 시장                    FSCM.co.kr
        섬유/패션       싸이버택홀딩스, CMR                    TexpiaWeb.com
                                                    InnoMarket(FashionMarketsite.
                    DIB
                                                        com
                    파코스닷컴                           facos.com
                    한국의류진흥센터                        ndN
                  텍스콤                               texcom.co.kr
TMG 542c 봄 B2B EC와 eProcurement - 21 -
     국내 업종별 주요 e-마켓플레이스 현황
        분야                         참여 업체                     비 고
                                                iSteeIKorea.com(홍콩의
                 SK 상사, 삼보컴퓨터, 두루넷
                                                    iSteelAsia.com사와 합작)
        철강       삼성물산                           tradesteel.com
                 현대종합상사                         steelnmetal.com
                 황금에스티                          anysteel.com
                 현대종합상사, SK상사, LG상사             ChemRound.com
                                                buildersnet.com
                 인터파크, 동부건설, 성원건설, 대아건설, 성부실업
                                                -100여개 건설회사, 2,000여개
                 동양고속 건설, 삼부토건, 신화건설, 삼능건설
                                                 건설현장 및 1,000개 이상의 공
        건설       월드 건설 등
                                                    급 업체 참여
                 대한잉크페인트, 파트랜드                  Built1.com
                 풍산종합건설                         econs.com
      전자 부품      필코전자, 휴맥스, 디지토, 베스트나우          partsN.com
                 현대중고업, 현대정보기술, 한국오라클, 삼호중공업
       중공업                                      heavyindustryxchange.com
                   등
        엔진       쌍용중공업                          engineM.com
      소비재 등      제일제당(CJ코페레이션), 오라클             dreamxchange.com
                                                foomerce.com
                 풀무원, 링크웨어, 매일유업, 샘표, 신라명과 등
       식음료                                      (globalfoodxchange.com과 제
                 10여개사
                                                    휴)

TMG 542c 봄 B2B EC와 eProcurement - 22 -
     국내 업종별 주요 e-마켓플레이스 현황

       분야                          참여 업체                       비 고

     전기/전력       일렉트리아닷컴                            electria.com

       환경        에코솔루션                              ecobuysell.com

                 삼성전자, 컴팩, HP, AMD, 히타치, 게이트웨이      ehitex.com(각사별로 5~7%의
   컴퓨터/반도체
                 인피니온, NEC, 궨텀, SCI시스템, 솔렉트론, 웨스턴       구매비용 절감)

                 싸이버로지텍, 한국오라클, 한국HP, 싸이버텍홀딩스
       물류                                           LogisticExch.com
                 등
     건설자재        파텍21                               partec21.com
     석유제품        석유공사                               5월중 서비스 개시
                                                    합작회사 설립 추진
                 LG상사, LG-EDS, 데이콤, 금호건설, 컴팩코리아 등   - 글로벌트레이딩웹의 국내거
                                                       점
       기타
                                                    섬유, 화학, 철강, 비철금속, 건
                 Industrader.com                    설, 반도체, 식품, 물류유통 등
                                                    의 분야




TMG 542c 봄 B2B EC와 eProcurement - 23 -
      Top Industry Trading Exchanges
      Aerospace and Defense: Exostar
           By BAE Systems, Boeing, Lockheed Martin, and
            Raytheon
      Automotive and Heavy Equipment: Covisint
           Ford, GM, and Daimler Chrysler
      Chemical and Plastics: Chematch
           Independent exchange
      Consumer Products: Transora
           $250 mil investment by 55 members
      High-Tech and Electronics: Converge
           HP, Compaq, etc.
           Combination of online and offline
           Purchased NECX for offline business



TMG 542c 봄 B2B EC와 eProcurement - 24 -
     Top Industry Trading Exchanges (II)

       Metal: e-Steel
            US Steel, Ford, and steel makers
            Commodity trading
            Offer private trading service too
       Oil & Gas: FuelQuest
            Changed to technology provider
       Paper: Paper Exchange
            20-fold volume increase
            575% transaction increase for 2000
       Retail: GlobalNeteXchange (GNX)
            Sears, Who’s who in retailing
            Support collaborative forecasting [vs. RetailLink:Wal-
             Mart]
       Utilities: Altra Energy Technology
            Profitable
            $1 Bil of transactions a month

TMG 542c 봄 B2B EC와 eProcurement - 25 -
     Business Models of eProcurment
     Model 1: Auction in the Buyer’s Site
     Model 2: Auction in the Public Exchanges
     Model 3: Matching in the Public Exchanges
     Model 4: Supply Chain in the Private Exchanges
     Model 5: Desk-top Purchasing with Internalized
                     Marketplace
     Model 6: Outsourcing the Procurement Service
     Model 7: Procurement of Human Capital




TMG 542c 봄 B2B EC와 eProcurement - 26 -
     eBiz in GE
   “GE Scales Back”,
    InternetWeek,
             May 10, 2001,
       http://www.internetweek.
       com/newslead01/lead051
       001.htm
   In June 2000,
    announced plan
    to cut the cost by
    $10B by mid-2002.
    But now
    conceded to
    $1.6B.


TMG 542c 봄 B2B EC와 eProcurement - 27 -
       GE: Evolution from Own Site
                                   to Public Exchanges
        GE TPN Post: Reverse Auction Market
            Start as its own site
            Evolved to a public exchange
        GE Information Services
            EDI solution provider
        GE Global eXchane Service (GXS)
            Evolution of GEIS
            Solutions: EAI, EDI, XML, Exchange
            GE GXS manages GE TPN Post too
        GXS has 100,000 trading partners
            1 billion annual transactions
            $1 trillion in goods and services
        Issue: Procurement vs. eMarketplace Ownership

TMG 542c 봄 B2B EC와 eProcurement - 28 -
     삼성전관 (SDD)
    1,000 개 품목 구매, 역경매
    97% 972개를 인터넷에 공개구매
    720 개 공급자 등록
    236개 신규거래선 발견
    효과
      2000년 70-80억원 구매 비용절감 (10%)
      구매 대상업체 발굴시간 단축 및 구매인력감축
      전화, 팩스, 우편비용 절감
      구매절차 투명성 제고
      구매 거래선의 다원화 향상



TMG 542c 봄 B2B EC와 eProcurement - 29 -
    From ANX to Covisint
    (Automotive Network Exchange)
     GM, Ford, Chrysler and 30 suppliers, Dealers,
      Experimental Extranet (1997); 300 supplier (1998)
     Eventually 30,000 participants expected
     Information to Exchanges: EDI(Order, Delivery),
      E-Mail, Groupware, CAD, e-Payment, etc.
     Goal of Cost Down: $1Billion/Year for Industry,
      $71/car
     Standard Protocol: ANX-Certificate (IPSec
      Protocol) Ameritech, Bell Canada, EDS, MCI get
      the certificate.
     Solution and Service Business: ANX eBusiness
      [anx.com]


TMG 542c 봄 B2B EC와 eProcurement - 30 -
      Automobile Industry and Covisint
   GM
         Joint Venture with CommerceOne:
          Announced TradeXchange ; Private Exchange
          Policy.
         Goal of Cost Reduction: $100/trx  $10/trx
         Goal Purchase Cycle time: 16 weeks  few
          hours, 2 days
   Ford
         Joint venture with Oracle: Announced
          AutoXchange
         Planned Public Exchange policy

    Merger: TX and AX  Covisint
         Additional Participations

    Do they still need private exchanges?
    Reactions: ENX, KNX

TMG 542c 봄 B2B EC와 eProcurement - 31 -
     Covisint Trading Partners
      ArvinMeritor
      DaimlerChrysler
      Delphi
      Faurecia
      Ford Supplier Portal
      Freudenberg
      General Motors
      JCI
      Nissan
      Peugeot
      Renault
      Siemens Automotive
      Tower Automotive
      Yazaki NA



TMG 542c 봄 B2B EC와 eProcurement - 32 -
    Desktop Purchasing from
    Internalized Database
      목적 : High Volume, Low Dollar Purchase의 구매
           처리 효율 증대와 경비 절감
        상품 Catalog Database 내부화 : 제휴사의 동참
        사용자의 직접 주문: 구매부서의 배제; 구매부서의 역할의 변화
        소액 구매 결재 생략 : 구매결재 절차단순화과 경비절감

      Microsoft의 MS Market의 예
        70% of Total Volume, 3% of accounts payable
        Average orders : 1,000 per day
        Invested $1.1 million
        Purchased $3 billion online
        Used by 6,000 employees
        Cycle time : 8  3 days
        Procurement Employee : 14  1.5
TMG 542c 봄 B2B EC와 eProcurement - 33 -
     Desktop Purchasing Cases
   Lockheed Martin
         30-35% of purchase decisions back to end users
         Goal: Make electronic catalog a standard for small dollar
          (less than $10,000) procurements

   Cisco
         Cisco implemented a Web buying program
         Low-end items without going through the traditional
          approval process
         Change the way of purchasing
    Other Cases in mySAP.com:
           http://www.mysap.com/solutions/e-procurement/customersuccesses.htm




TMG 542c 봄 B2B EC와 eProcurement - 34 -
       Eliminate Procurement Department
    Avendra for Lodging Co. Case
    Hyatt Hotel and Marriott International Hotel
        eliminated purchasing department
    Joint venture with 5 lodging companies,
        combining their procurement staffs
    The joint venture, Avendra LLC, procures for
        these hotels.




TMG 542c 봄 B2B EC와 eProcurement - 35 -
     Procurement Service Provider
         WorldCrest
            Specialized in negotiating office supplies, furniture, gas,
             chemicals, etc.
            Bargain by group purchasing

         Pantellos
            Membership of 20 large energy companies
            American Electric Power, Cinergy, Consolidated Edison,
             PG&E, Reliant Energy
       Pantellos supports the members the access to
        WorldCrest for indirect goods and services
       Potential in Cinergy: $100 million annual
        purchase on indirect goods and services

TMG 542c 봄 B2B EC와 eProcurement - 36 -
       국내 B2B EC 시장규모
       통계청 (2000년 분기별 조사)

   1,658개 업체 (금융업제외); 직접 면접 방식
   판매관점
      EC 판매규모 23조 6,691억원, Q4/Q1 = 1.90
       • 전체매출대비                1.9% (인터넷 0.5%, 비인터넷 1.4%)
            제조업의 경우 4.2% (인터넷 1.1%, 비인터넷 3.1%)
       • 인터넷           6조 5,943억원 [평균 27.9% ; Q1 14.8%; Q4 35.2%]
       • 전통적 EDI 17조747억원 [평균 72.1%; Q1 85.2%; Q4 64.8%]
      판매대상
                                         업종 구성
       • 산업사용자               54.4%
                                            •1차 금속      38.1%
       • 중간유통                23.5%
                                            •전기기계       21.1%
       • 해외                  18.8%
                                            •자동차        16.3%
       • 정부                   0.2%
                                            •전자부품       11.4%
       • 일반소비자                3.1%

TMG 542c 봄 B2B EC와 eProcurement - 37 -
     B2B 구매규모 (통계청 2002)
    구매금액: 총 52조 3,276억원
      인터넷           32조 8,618억원 (62.8%)
      비인터넷          19조 4,658억원 (32.7%)
    전체구매 대비 6.2%                        (제조업 11.9%)
       • 인터넷                 3.9%        (제조업   7.8%)
       •비인터넷                 2.3%        (제조업   4.1%)
   산업구성
      제조업           81.3% (전자부품, 전기기계, 자동차)
      도소매           10.7%
      건설             5.6%

    제품
      원부자제          76.9%
      MRO           10.2%
      자본제            5.6%




TMG 542c 봄 B2B EC와 eProcurement - 38 -
     e-마켓플레이스 거래실적 (통계청, 2000)
                                                               (단위 :억 원)

             사업 영역             조사업체 수          실적업체 수    거래액       비 중
      합계                                 191        86   517,887     100.0
      화학                                  18         9   138,909       26.8
      건자재 및 건설                             8         2   103,000       19.9
      식음료                                 11         8    74,619       14.4
      철강                                  11         5    65,091       12.6
      MRO                                 17        10    31,200           6.0
      무역 및 종합                             35         9    23,791           4.6
      기계 및 산업용 자재                         15         8    23,050           4.5
      석유                                   5         4    17,571           3.4
      의료                                   8         6    16,833           3.3
      전자                                  15        10    10,756           2.1
      섬유                                  14         7     9,390           1.8
      컴퓨터                                 12         4     3,095           0.6
      기타                                  22         4      582            0.1

TMG 542c 봄 B2B EC와 eProcurement - 39 -
     국내 B2B업체현황
     (대한상공회의소, 2001, 3-5월)
     조사: 353개사, e-Survey
        설립년도 2000년 75.4%
     구성
        eMarketplace 84%, ASP 23.9%, Solution 22.3%, Community 17.0%
     관련산업및 등록회사수
        화학 10.4%, MRO 9%, 무역 8.1%, 섬유 8.1%, 전자 6.8%
        등록: 500개 미만 65%, 1000개 이상 22%
        제휴: 10개사 이하 67.4%
        상품:100개 미만 45.2%
      기업규모
        자본금 10억이하 65.5% ; 종업원 50명이하 82.8%
     Offline 배경
        순수 Online             46.1%
        Offline의 분사           30.6%
        Offline의 병행           23.3%


TMG 542c 봄 B2B EC와 eProcurement - 40 -
     국내 B2B업 매출및 수익성
     (대한상공회의소, 2001, 3-5월)

      매출액
         매출없음         36.5%
         1억이상         27.1%
        10억 이상        13.5%
         증가율          770%

      수익성
         적자     78.6%
         수지균형 16.6%
         흑자      4.8%
         초기투자, 수익모델 부실

      적자탈출시기
         6개월 32.2%, 1년 40.1%, 3년이상 9.9%



TMG 542c 봄 B2B EC와 eProcurement - 41 -
     B2B 의 특성(I)
     (대한 상의 2001)

   Online과 Offline의 관계
      Pure Online                       32.6%
      Online 검색, Offline 실거래            45.3%
    접속대비 구매비율
      2% 미만 59.8%
      2-4%       12.2%
      10% 이상     14.0%
    반복구매: 응답업체의35.4%가 40%이상 반복구매
    판매방법:
      공동구매 46.9%
      경매        44.9%

TMG 542c 봄 B2B EC와 eProcurement - 42 -
       B2B 의 특성(II)
       (대한상의 2001)
      가격: 특별히 저렴하지 않다
        10% 이상 저렴             48.3% (B2C 74%)
        5% 미만                 23.9%
     거래취소 및 반품률
        응답 91.0% 가 5% 미만
     판매촉진책
        가격할인                  32.0%
        구매Mileage             26.5%
        특판제                   24.5%
        사은품 증정                23.8%
     물류비 비중
        3% 미만      46.7%
        10% 미만     92.7%
        재래기업의 물류비 비중: 12.5%
        배달소요시간: 24시간이내 20.7%, 4일이내 78.6%

TMG 542c 봄 B2B EC와 eProcurement - 43 -
    B2B 의 특성(III)
    (대한상의 2001)

    국제거래
         국내거래만 67.9%
         국외거래 발생 32.1% (영문제공 39.7%, 예정 32.3%)
    결제수단
           은행계좌 입금방식 80.8%
           전자화폐            4.5%
           전통적 어음         17.3% (전자어음의 요구 28.9%)
           보안채택(SSL, SET) 63.5%




TMG 542c 봄 B2B EC와 eProcurement - 44 -
       e-마켓플레이스 수익 구성항목별 비율
       (전자통신연구원, 2000. 1.)




     60.00%
                          52.70%
     50.00%

     40.00%

     30.00%
                                                  20.10%
     20.00%                                                   14.40%
               13.50%
     10.00%                                                             7.50%
                                         4.70%

      0.00%
                Ì ë á
                À¿ ·     ß³ ööá
                         Á° ¼ ¼ ·    ¤ í öÍ
                                     ±° ¼ À      Î ¡ ­ ñº
                                                 º ° ¼ º ½   Öç Ç ÇÅ
                                                             ¼ · ¼ Ƹ   â ¸
                                                                        ±Å




TMG 542c 봄 B2B EC와 eProcurement - 45 -
     e-마켓플레이스 서비스 유형별 비율


          80%
                      71%                71%        69.60%
          70%
          60%
          50%                                                      43%
          40%
          30%
          20%
          10%
           0%
                  ¡ ÝñÏ ­ ñº
                  ° ° ¸ · ¼ º ½   ° · Ç» ¼ º ½
                                  Å¡ ù ó ­ ñº    Å¡ ë à ­ ñº
                                                 ° · ´ Ç ¼ º ½   öø ­ ñº
                                                                 Á¿ ¼ º ½




TMG 542c 봄 B2B EC와 eProcurement - 46 -
     e-마켓플에이스 거래방식별 비율


        45.00%
                                               40.30%
        40.00%
        35.00%                                           31.20%
        30.00%
        25.00%       20.80%
        20.00%
        15.00%
        10.00%                       7.80%
         5.00%
         0.00%
                      æÅ
                      ° ¸                ±È
                                         ³ ¯   « » Î ×
                                               ÄÅ· ±      â ¸
                                                          ±Å




TMG 542c 봄 B2B EC와 eProcurement - 47 -
     e-마켓플레이스 대금지급 방식별 분포 비율



        60.00%
                             52.70%
        50.00%

        40.00%
                                                                    31.10%
        30.00%

        20.00%

        10.00%     6.80%                  5.40%
                                                   1.40%    2.70%
         0.00%
                  Åë « å
                  ½ ¿ ĵ    ÂóÎ Ì ¼
                            ¿ ¶ À ÀÃ     ¸ Å « å
                                         ±¸ Ä µ    ü Ú­ ó
                                                   ÀÀÈÆ     î ½
                                                            ¾ À      â ¸
                                                                     ±Å




TMG 542c 봄 B2B EC와 eProcurement - 48 -
     Poor Readiness of SME

   SME Weak Link [Feb 21, 2001]
   SMEs need training
   SMEs need the support of inventory
    management systems
   SMEs need intermediate e-Hub service:
    Example: SPS Commerce
   중소기업 Network화 사업:
       ASP(Application Service Provider)



TMG 542c 봄 B2B EC와 eProcurement - 49 -
     Sears through SPS Commerce
        Sears has 3,000 small and mid size suppliers.
        80% of suppliers has no electronic linkage.
        SPS Commerce provides the linkage service
        between Sears and SME.

                                                         SME


                                              Secure
                                              Internet

                                              EDI
                                  SPS
                       Internet   Commerce    Fax

                                              Phone
               Sears

                                   Internet
                                                      SCM System




TMG 542c 봄 B2B EC와 eProcurement - 50 -
   eProcurement Deployment Strategies
Deployment Strategies
  Evolutionary: start small; with single set of commodities; a particular
                    region
  Strategic Sourcing: systematic e-Procurement process reengineering
   • Only most advanced organization adopts; about 8% in 2001.
   • 2/3 of purchasing communities in experimental stage
   • Spending on e-sourcing technology $556 mil in 2001, which is doubled from
   last year

 Priority and Contingent Policy Portfolio
  Start   small for MRO at Public Exchanges
  Seriously prepare for the Strategic Sourcing and
       organize Private Exchange Consortium.


TMG 542c 봄 B2B EC와 eProcurement - 51 -
       맺음말
    B2B Exchange Shakeout 및 대형화 계속될 것 임.
    가격 최소화 구매
      MRO; Spot 구매; Public Exchange에서 구현
    효율 극대화 구매
      SCM의 구현은 Private Exchange와 Desktop Purchasing으로 구현
    Public과 Private Exchange의 보완적 조화가 필요
    SME의 연결 필요; 기존 거래선 존중 필요
    eProcurement의 전략 조합이 필요
      Spot 구매; 계약 구매; 전결 구매; 구매 부서 외부화
    Solution의 선택과 통합이 구현의 관건


TMG 542c 봄 B2B EC와 eProcurement - 52 -
 제 16차 “B2B EC와 eProcurement”의 강의가 모두 끝났습니다.

                                   감사합니다!!




TMG 542c 봄 B2B EC와 eProcurement - 53 -

				
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