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How do you find and select your suppliers?

How do you find and select your suppliers?. Content. F. 1. Bobex service offering. 2. 3 models. 3. Results so far. 4. Conclusions. Positioning. Bobex creates & manages trading platforms to improve collaboration between buyers & suppliers. S. B.

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How do you find and select your suppliers?

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  1. How do you find and select your suppliers?

  2. Content F 1 Bobex service offering 2 3 models 3 Results so far 4 Conclusions

  3. Positioning Bobex creates & manages trading platforms to improve collaboration between buyers & suppliers S B Market place S B B S Tender system

  4. Overview Bobex privileges a step-by-step pragmatic approach 2000 2001 2002 2003 • International breakthrough • Profitability • New services (Bobex+) Solid basis, focus on growth • New site • Preferred partners & catalogue integrations • Break-Even (07/2002) • BPS private market place Reduce costs & create additional revenues • First revenues (02/2001) • Affiliation partners • Back Office development • Public tenders partnership Create visibility, build critial mass • IT development • Company set-up • Funding • Soft launch (10/2000) Define business model

  5. Proposed solutions We develop and manage procurement platforms • Model 1: public market place platform • Bobex-branded & co-branded application • Common databases • Common or separate categories • Belgacom Skynet, FET, Telenet, Kompass, • Chambers of Commerce, ... S B S B B S • Model 2: managed MP platform • Standard application (few modifications poss.) • Separate database & categories • No split Buyer/Supplier • 2 separate applications (site/BO) • Xanos BV, E-BBEX Ltd. S B BO B S B S • Model 3: private sourcing platform (BPS) • Adaptable work flow • Stand-alone application • Split B/S • 1 application (User/Admin) • Integration possibilities • LVD Company S B BO S B B S Note: B = buyer, BO = Back-office, S = supplier

  6. Tendering (RFx) system Bobex deploys market places that facilitate the match-making between seller and buyers of business products & services Bobex market place You find it difficult to search for new suppliers? You have no time to contact and select each time different suppliers? You think it is difficult to define your needs for services you do not buy regularly?... You want to expand yourbusiness by finding new customers? You want to be able to respond quickly and efficiently to the customer's demands? You are looking for tools to reduce promotion/advertising costs?... Buyer: Source products & services Supplier: Find leads & customers RFP service (Request For Proposal)

  7. Tendering (RFx) system Our collaborative platforms connect buyers & suppliers Buyer Supplier 1 2 The buyer fills in a request for proposal Requests are filtered, buyer and suppliers are matched automatically and an e-mail is sent to selected suppliers Selected suppliers review the buyer’s request on-line and (if interested) prepare and submit their bids 3 The buyer evaluates the bids, negotiates on-line or off-line with suppliers and selects a supplier Buyer informs about his decision and provides feedback to suppliers 4 After delivery of the service, buyer and supplier can evaluate (rate) each other

  8. Tendering (RFx) system Bobex counts 4 business activities • Bobex.com is the leading horizontal B2B e-marketplace in the Benelux, with a network of 8.000 active companies • The platform (www.bobex.com) was launched in Sept. 2000 • Bobex is an intermediary between buyers and sellers, based on a tendering (Request For Proposal) system • Leading companies (such as Barco, Belgacom, Colgate Palmolive, Deutsche Bank, Ericsson, FedEx, KBC, KLM, Mobistar, L'Oreal, Partena, ...) joined our platform. 77% are SME (<50 pp) vs. 33% large companies • The marketplace attracted more than 3.500 suppliers and 5.000 professional buyers. Over 5.000 requests were submitted and 16.500 bids were received for a total est. amount of over 150 million euro • We also developed BPS, a purchasing software for large organisations. This tool provides an e-sourcing solution to professional buyers to specify, source and select suppliers within a closed/private environment • TenderAlert is a joint venture with PFConsult, and provides information about public tenders • Bobex Purchasing Consulting offers procurement and sourcing assistance 1 2 3 4

  9. Content 1 Bobex service offering F 2 3 models 3 Results so far 4 Conclusions

  10. -- Model 1 1. We manage the largest horizontal B2B market place in the Benelux 1 www.bobex.com Kompass Belgacom Skynet FET Telenet Telenet 2 www.bobex.com/backoffice Chamber of Commerce Chambre of Comm. Model Impact • Focus on indirect products & services (+120 templates) • Subscription fees for suppliers (av. € 500/year) , free to buyers • Self-selling system (teasers) • Extensive quality control • High ROI marketing (shared revenues with partners) • Low cost IT development • Recurring revenues (yearly subscriptions) • Reference in the Benelux

  11. -- Model 2 2. Our franchising systems allows us to grow fast at limited risk European horizontal market places BT Transact Smarterwork Mercateo WorkXL USA Elance Buyerzone DoubleTrade Companeo Kompass In preparation • France • Others (Spain, ...) Model Impact • Defined roles (IT= Bobex, Sales=partner) • Separate website and back-office • Royalties + fix monthly fees • Rapid international expansion • Limited risk (no investment) • Recurring monthly revenues

  12. Legend: • User • - Administrator • - Supplier • Automatic • processing -- Model 3 3. With BPS 2.0 we create private trading platforms for large companies Invite / register suppliers Registration Control/ approval SRM Supplier list Define purchase request (Create and) fill out template Selection/ evaluation/ invitation suppliers Submit RFP Control/ approval RFP Purchase Requisition Automatic publication Review RFP & post message Reply messages Prepare bid Automatic notification of the User Bid Compare bids Negotiate & pre-select Control/ approval Award contract Notification & feedback Acceptance report / Order no. Contract Model Impact Statistics/ Ratings Back office • Creation of private market places for corporate & administrations • Integration of back-office site in buy-site platform • Proposed in ASP or full license • Two pilot projects in preparation • Difficult market situation (IT budgets) • Long term positioning

  13. Content 1 Bobex service offering 2 3 models F 3 Results so far 4 Conclusions

  14. Results Our Belgian public market place has attained its critical mass Bobex.com market place Registrations RFPs & bids Subscriptions • Between 200 and 250 new registrations per month • Total: 8.000 registered members (50% buyers, 50% suppliers) • 150 to 250 RFP per month • 3.2 bids per RFP • Total: over 5.000 RFP, 16.500 bids • Most popular: printing, IT, web design, computer equipment • Price: € 375 to 575 per year • Sales target: 20 to 50 subscriptions per month • Seasonality (July-November is the high season)

  15. Content 1 Bobex service offering 2 3 models 3 Results so far F 4 Conclusions

  16. Secure Site Le site de la semaine Site de la semaine Site van de week Award “Young Entrepreneurs Fund” 2001 Conclusions Thank you for your time ! 2002 Winner Best e-Europe Practice Third place Datanews ‘ICT Manager of the Year’ Best Business Site 2002 2nd place Inside Internet Nominated E-trends Awards 2001 and 2003

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