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1、Net marketplaces are changing rapidly because of the widespread failures of early exchanges and a growing realization by key participants that real value will derive from B2B e-commerce only when it can change the entire procurement system, the supply chain, and the process of collaboration among fi
2、rms. Several industry consortia have transformed themselves into industry standards and synchronization forums. The consolidation of Net marketplaces in 2003 and 2004 has resulted in remaining firms that are much stronger and that are beginning to grow rapidly once again. In fact, B2B online transac
3、tion volumes are growing worldwide and within the United States at 20%-30% per year.网络市场正在迅速改变, 因为早期市场普遍的破产和主要的参与者越来越认识到, 真正的价值是源自B2B 电子商务只有当它可以改变整个采购系统,供应链的过程之间合作的公司。一些行业协会自己变成行业标准和同步论坛。整合的净市场在2003 年和 2004 年导致剩余的公司 ,也更加迅速 , 它们开始再次增长。事实上, B2B 在线的交易量增长中的全球和在美国范围内每年20% - 30% 。Figure 12.14 depicts some
4、 of these changes. Pure Net marketplace exchanges are moving away from the simple “ electronic marketplace” vision, and toward playing a more central role in changing the procurement process. Independent exchanges are ideal buy-out candidates for industry consortia because they have often developed
5、the technology infrastructure. In any event, consortia and exchanges are beginning to work together in selected markets. Likewise, e-distributors are securing admission to large e-procurement systems and also seeking admission to industry consortia ad suppliers of indirect goods. 图 12.14 描述了其中的一些变化。
6、纯粹的网络市场交易所正在远离简单的“电子商务”的愿景 , 向中心角色扮演更在采购流程的变化。独立的交流是理想的收购候选人, 因为它们常常行业协会开发了这项技术的基础设施。在任何事件中, 工会和交流开始一起工作, 在部分市场。同样 ,批发商是确保进入大型电子采购系统,并寻求进入广告行业协会的间接产品供应商。Other notable trends include the movement from simple transactions involving spot purchasing to longer-term contractual relationships involving bot
7、h indirect and direct goods (Wise and Morrison,2000). The complexity and duration of transactions is increasing, and both buyers and suppliers are becoming accustomed to working in a digital environment, and making less use of the fax machine and telephone. To data, Net marketplaces, as well as priv
8、ate industrial networks, have emerged in a political climate friendly to large-scale cooperation among very large firms. However, the possibility exists that Net marketplaces may provide some firms with an ideal platform to collude on pricing, market sharing, and market access, all of which would be
9、 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 1 页，共 7 页 - - - - - - - - - anti-competitive and reduce the efficiency of the marketplace. Insight on Society: Are Net marketplaces Anti-competitive Cartels? Considers the anti-competitive possibilities inherent in Net
10、marketplaces 其他值得注意的趋势包括运动从简单的交易涉及到现货购买长期合同关系, 既包括直接或间接的商品 ( 明智和莫里森 ,2000) 。 交易的复杂性和持续的时间越来越多, 而买家和供应商都越来越习惯于在数字环境中工作, 并使更少使用传真机和电话。数据、网络市场 , 以及私有工业网络 ,出现了一个政治气候友好的大规模合作非常大的公司之一。然而 , 可能存在净市场可能会提供一些公司提供了理想的平台共谋定价, 市场共享 , 和市场准入 , 所有这些将是反竞争和降低市场的效率。 了解社会 : 是净市场竞争卡特尔吗?考虑了反竞争的可能性中固有的净市场名师资料总结 - - -精品资料欢迎
11、下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 2 页，共 7 页 - - - - - - - - - Siemens Clicks with Click2procure Since 1999, Siemens has spent over $870 million building its e-procurement system called Click2procure, using technology provided by Commerce One and SAP, the Austrian manufact
12、urer of a widely adopted ERP system. Click2procure is one of the world s largest private buy-side Net marketplaces. Siemens is a Germen electrical engineering and electronics giant with approximately 471,000 employees in 190 countries and revenue of over 73 billion (euro) in fiscal 2007. This multin
13、ational conglomerate is a leading manufacturer of automation and control systems, communications, lighting, medical, semi-conductors, power, and transportation produce and services. 西门子与 Click2procure 自 1999年以来 , 西门子已花了超过8.7 亿美元建设其名为Click2procure的电子商务系统, 使用由 Commerce One和 SAP公司提供的技术, 奥地利厂家广泛采用ERP系统。
14、Click2procure是全球最大的私人市场买方。西门子是一个德国电气工程和电子产品巨头，在全球 190 个国家，拥有约471000 名员工 , 2007 财政年度收入超过730 亿(欧元 ) 。这家跨国集团是一家主要提供自动化和控制系统、通讯、照明、医疗、半导体、能源和运输领域的生产和服务。Click2procure is used today by 35,000 Siemens employees, of which 6,000 are involved with strategic purchasing. Siemens purchases over 45 billion (euro)
15、 a year in direct and indirect goods. Currently, Click2procure has about 9,000 registered suppliers. Suppliers can either register free of charge for a “ Basic Registration ” or pay a subscription fee of 3,000 (euro) a year for “ Advanced Business Service,” which entitles the supplier to additional
16、marketing support, such as the contact information for relevant Siemens customers and an analysis of suppliers individual competitive position. Click2procure has handled over 4 billion (euro) in purchasing volume for Siemens and achieved over 1,400 e-auctions within Siemens. According to Siemens, av
17、erage savings achieved with e-auctions is around 18%. Suppliers have created almost 170 electronic catalogs within the system, with over 1.8 million direct and indirect goods available in about 40 different categories, such as copper and copper alloys, precious metals, plastic components and mold pa
18、rts, microcontrollers, office materials, and so on. About 80,000 transactions are processed per month, and average savings in process costs range from 30%-60%, according to Siemens. Click2procure如今被用在西门子35000 名员工上 , 其中 6000 个参与采购战略。 西门子一年购买超过450 亿( 欧元 ) 的直接和间接的商品。目前, Click2procure有超过 9000 的注名师资料总结 -
19、 - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 3 页，共 7 页 - - - - - - - - - 册供应商。供应商可以选择注册免费的“基本注册”，或支付使用费每年3000( 欧元 ) 的“高级业务服务” , 允许供应商对于额外的营销支持, 如联系信息和分析有关西门子客户个人竞争地位的供应商。Click2procure已经为西门子处理了逾40 亿( 欧元 ) 的采购量 ,取得的电子拍卖超过1400 亿。据西门子消息，完成电子拍卖平均储蓄在18% 左右。供应商在系统内已经创造了大约170 个电子目
20、录 , 拥有超过 180 万， 约 40个不同的类别直接和间接的货物,如铜和铜合金、贵重金属、塑料零件和模具零件、微控制器、办公材料, 等等。根据西门子消息，处理约80000 个事务 , 每月平均储蓄成本范围在30%-60% 。Click2procure provides a private, Wed-based platform for standardizing and automating purchasing activities. The system also provides sourcing, procurement, and supply chain management s
21、ervices to outside firms. Siemens initially established a separate business called Siemens (SPLS) as a separate business unit set up for the purpose of developing Click2procure as a profit center. SPLS was integrated into Siemens Global Procurement and Logistics (GPL) in October 2004. Click2procure
22、提供了一个私人的,基于网络平台规范并自动化采购活动。该系统还提供到外部企业的采购、采购和供应链管理服务。西门子最初设立一个独立的业务，称为西门子SPLS， 作为一个独立的业务单位设置为目的的发展中Click2procure 作为一个利润中心。 2004年 10 月， SPLS 被合并到到西门子全球采购和物流(GPL)。Prior to Click2procure, each of Siemensbusiness units around the globe did its own purchasing and followed its own rules. This bloated the s
23、upply base to 5,000 separate suppliers for MRO goods alone-about $10 billion worth of products. The decentralized purchasing system meant that Siemens could not aggregate orders across all business units to obtain better price, and a significant amount of maverick purchasing occurred. Generally, mav
24、erick purchasing results in higher costs. Under the old system, 50,000 indirect purchases per month cost about $100 each to process, and there was no central review of the prices paid for products. 在没有 Click2procure 之前 , 西门子的每个业务单位，在全球做自己的采购和制定自己的规则。这个臃肿的供应基地，有5000 个独立供应商，非生产原料性质的工业用品价值在100 亿美元。分散采购
25、系统意味着西门子不能汇集 订单而使得所有业务单位获得更好的价格,并且大量的独立的采购发生。通常 ,独立的采购导致更高的成本。在旧制度下 ,每月购买50000个间接成本的过程约为每人100 美元 ,没有中央的审查产品的价格。Siemens wanted to centralize control over global purchasing into a single unit. It wanted to build a solution with the following five characteristics: 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - -
26、 - - - - - - - - - 名师精心整理 - - - - - - - 第 4 页，共 7 页 - - - - - - - - - 西门子希望集中控制全球采购, 成为一个单一的采购单位。它想要建立一个解决方案有以下 5 个特点 :Global reach-supporting procurement in over 90 countries Effective catalog management-providing the ability to aggregate and manage catalogs from hundreds of suppliers Web-based sea
27、rch engine-providing the ability to compare prices from multiple suppliers Rules-based and approval tracking-providing the ability to compare impose its own business rules on purchasing based on the type of product and the ability to track the approval process Integration with legacy systems-providi
28、ng a software solution that would easily integrate with a diverse range of legacy and ERP systems already in place 从全球在 90 多个国家达成配套采购以百计的有效的目录管理提供聚集能力和管理数供应商目录基于 Web的搜索引擎提供的能力比较来自多个供应商的价格规则为基础和审批跟踪提供的能力比较强加其上购买自己的业务规则基础上的产品类型和审批过程的跟踪能力为遗留系统的集成提供一个软件解决方案，将很容易整合的遗留和ERP系统的多元化已经到位Guided by these criteri
29、a, Siemens opted for Commerce Ones package Net Market Maker Solution. Net Market Maker Solution leveraged CommerceO, a web-based Net Marketplace operated by Commerce One, CommerceO provided catalog management and transaction processing capabilities. In addition, CommerceO provided access to catalog
30、management, transaction processing, and business services such as auctions and eRFQs. Using Commerce One s packaged solution allowed Siemens to develop its own “private” Click2procure version in only four months. A system of this magnitude would have required three to five years if Siemens had chose
31、n to build the system itself. 遵循上述标准,西门子选择了Commerce One 包装网络市场制造商的解决方案。CommerceO 做市商解杠杆CommerceO，Commerce One 公司经营的一个基于网络的网络市场， 提供目录管理和事务处理能力。此外，CommerceO 提供访问目录管理，事务处理，如拍卖和eRFQs 的业务服务。使用Commerce One 的一揽子解决方案，允许西门子公司合作开发自己的“私人”Click2procure 版本，仅在4 个月。这种规模的系统将需要三到五年，如果西门子选择了建立系统本身。GPL is now the gene
32、ral contractor of the Click2procure service. GPL aggregates purchases 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 5 页，共 7 页 - - - - - - - - - from all Siemens buyers to negotiate better prices from suppliers. GPL also works with buyer firms-both Siemens business u
33、nits and other firms who use Siemens s system-to integrate Click2procure with back-office legacy systems. This increases the switching costs for users who might want to use a different exchange. GLP issues a single monthly invoice to business units, reflecting items purchased., tax, and freight chan
34、ges. GPL charges buyers either a flat fee per transaction, or takes a percentage of the discount it negotiates with suppliers. GPL 现在的 Click2procure 服务的总承包商。GPL 聚合所有西门子买家，与供应商谈判从而获得更好的价格。GPL 也与买方企业都西门子业务的单位和其他企业使用西门子的系统集成与后台的遗留系统Click2procure 。这增加的用户可能要使用不同的汇率转换成本。GLP 发出一个单一的每月发票业务单位，反映购买的物品，税务，和货运的
35、变化。GPL 的收取每笔交易的买家无论是固定费用，或需要它与供应商协商折扣率。For suppliers, Click2procure automates the invoicing and payment process, ensuring that suppliers get paid rapidly. In the past, receiving payment for supplies could take months as invoices wended their way through a number of differing accounts payable systems
36、 at local and global levels. GLP issues a single check to suppliers monthly for all orders processed through Click2procure. In addition, suppliers gain access to Click2procure s rapidly expanding network of buyers and potentially huge aggregated orders. For instance, whereas in the past, Siemens bus
37、iness units would buy PC computers from many different sources, by aggregating orders from all its business units, Siemens was able to purchase $30 million worth of PCs from a single vendor, Dell, up from $2 million in previous years. Click2procure 为供应商提供自动结账和付款过程,确保供应商迅速获得报酬。在过去，接收物资支付可能需要几个月的时间让的发
38、票蜿蜒通过一些不同的地方和全球各级应付帐款系统。 GLP 发出一个单一供应商为所有通过Click2procure 处理订单每月检查。此外，供应商获得 Click2procure 迅速扩大网络买家和潜在的巨大的汇总订单。比如在过去,西门子业务单位将从许多不同的来源购买PC 电脑 ,通过汇集所有业务部门的订单,西门子能够购买价值 3000 万美元的电脑从一个单一的供应商,戴尔 200 万美元 ,高于往年。Siemens reports a number of significant benefits from Click2procure: 10% reduction in prices paid
39、for goods 75$ reduction in administrative costs, bringing purchase order cost down to $25 60% reduction in ordering life cycles, from over eight days down to 48 hours Significant reduction in accounts payable staff now that bills are paid on time Enhanced inventory and asset utilization Improved dem
40、and planning and forecasting 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 6 页，共 7 页 - - - - - - - - - 西门子报告显示从Click2procure 获得的好处：货物支付的价格降低10行政成本降低75 元，采购订单的成本将下降到25 美元订购的生命周期减少60%，从超过八天减少到48 小时显着减少现在应付帐款的工作人员，按时支付账单增强的库存和资产利用率改进的需求计划和预测Despite these benefits, many
41、 business units at Siemens initially resisted joining. In some cases, favorite local suppliers were not included in the marketplace. Joining Click2procure meant that local units would have to give up their own purchasing process and forms, and completely change their procurement business procedures.
42、 Local units would also lose the ability to negotiate most favored terms, passing this activity on to central buyers who might not understand local requirements, To rectify this problem, Siemens elevated Click2procure to the status of a corporate standard, which meant that all Siemens operating grou
43、ps were required to use its services and applications. This philosophy, known within Siemens as the “ Shared Services Concept,” makes all 14 Siemens operating groups “ partners” in Click2procure. Click2procure s portfolio, strategy, and budget are jointly planned by a steering committee consisting o
44、f purchasing managers from the business groups. This organizational structure has been a significant factor in ensuring Click2procure s success. 尽管有这些好处，最初在西门子许多业务单位拒绝加入。在某些情况下， 最喜爱的还是本地供应商，不包括在市场上。加入Click2procure 意味着地方单位将不得不放弃自己的采购流程和形式， 彻底改变他们的采购业务流程。地方单位也将失去最惠国待遇的条件进行谈判的能力， 通过这项活动，中央的购房人可能不明白当地的要
45、求，要纠正这个问题，西门子的企业标准，这意味着所有的西门子业务集团的地位升高Click2procure 需要使用它的服务和应用。 西门子内部被称为“共享服务的概念，这一理念， ”让所有 14 个西门子作业组 “合作伙伴”在Click2procure 。从企业集团的采购经理组成的督导委员会共同策划click2procure的组合，战略和预算。这种组织结构一直在确保Click2procure 的成功的重要因素。名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 7 页，共 7 页 - - - - - - - - -