B2B ????? ??? ?? ??

1
B2B ????? ??? ?? ??
May 30, 2000
eBiz
2
General Overview of B2B
3
General Definition of e-commerce

• Electronic commerce covers any form of business
  or administrative transaction or information
  exchange that is executed using any information
  and communications technology.
• B2B (Business to Business)
• B2C (Business to Consumer)
• G2C (Government to Citizen)
• New Emerging Concept
• d-Commerce
• m-Commerce

Source WEFA
4
When and How Much ? (EU Case)
BUSINESS to CONSUMER
BUSINESS to BUSINESS
Source WEFA
5
B2B Sales Forecast Revision
97 US B2B e-Commerce FCST vs. Actual
B2B e-Commerce FCST Revision(Jul. 97 Fcst Vs
Dec. 98 Fcst)
Billions
Billions
900
20.0
132 Increase
800
155
700
15.0
600
500
175
10.0
400
300
137
5.0
200
22
100
147
0.0
0
1997 Forecast ( March 1997)
1997 Actual
1998
1999
2000
2001
2002
Source Forrester Research March and July
1997 Forecast, (cited from phone interview with
Forrester analyst) December 1998 Forecast
cited in Wall Street Journal Special Report,
Selling Points, (December 7, 1998)
6
???? ????? ??

• ???? ?? ??? ?? ????? ???? ???? ??? ??, ????? ???
  ???? ????? ???? ????. ???? ???? ???? ????? ????
  ????? ???, ?? ?? ???? ???? ????? ??, ?? ??? ????
  ?? ??? ??? ???? ?? ??? ???? ??? ????? ??.
• ????? ???? ???? ??? ??? ?? ?? "??? ??? ??"????.
  ??? ??? ??? ??? ???, ??? ???? ?? ????? ?????
  ????. ????? ???? ??? ?? ?? ?? ???? ????? ???,
  ???? (Customer Retention) ????, ???? ????? ???
  ????.

7
??? B2B ??

• The 1st Step B2B Homepage
• Target User B2B ??? ??? ?? ??
• Objectives ?? ??? ??
• Contents ????, ????, ??, ???
• The 2nd Step B2B e-Commerce Site
• Target User ?? ??, ?? Channel ??, end-Customer
• Objectives ?? Channel ??, ??? B2B Homepage ??
• Contents ?? Channel?? ??? Contents ??
• The 3rd Step e-Business including CRM / SRM
• The Final Step e-Collaboration

8
e-Business ??? ????
9
e-Business? ???? Chain
Suppliers
Resellers
Employees
?? ??
Customers
Sell Side
Buy Side
Electronic Procurement System
Extended Supply Chain Management
Customer Relationship Management
On-line Shopping System
Back Office / ERP Application
E-Business
????
????
????
??????
?????
????
????
??????
?? / ?? (??? / ??? / ???)
?? / ?? (?? / ???)
?? / ?? (?? / ???)
???? ???
?? ????
??? ??
?? ??
????
10
e-Business ?? ??

• ???? ?? ??? ?? ???? ?? ??? ??
• PLC ?? ? ??? ???? ?? ???? ??
• ?? ??? ?? ??? ??
• Order Winner vs.. Order Qualifier
• ?? Network ??? ?? ?? ??

Customer Retention Strategy to Survive !
11
Supply Chain before e-procurement
CEO View
Taxes 13

• Over 1/3 of cost to business
• 60 for service business
• Clear Target!

HR 17
Direct 28
Profit6
Indirect 36
-Typical Manufacturer-
Source CAPS (Centre for Advanced Purchasing
Studies)
12
Costs after e-procurement
CEO View
Taxes 13

• 3 reduction in indirect cost equals 50 increase
  in revenue

HR 17
Direct 28
Profit9
Indirect 33
-Typical Manufacturer-
Source CAPS (Centre for Advanced Purchasing
Studies)
13
e-Business ?? ??

• ??? e-Business ? ?? ??? ?? ?? ?? ??
• ?? ???? ???? ???? ??

• ???? ????? ??????? ??
• ??? ??? ?? ?? ??

? ??????? ??

• ?? ?? ??

• ?? ????? ???

Source IBM e-Business ?? Model
14
New Paradigm ??? e-Strategy (1)
?? ????? ??
??? ?????? ??
?? ???
?? ?? Platform ??
?? ?? ??
?? ?? ??
Mass Marketing
1 ? 1 Marketing
?? ??? ??
Version ??? (ex CTO)
Source ??????? (99.10.12)
15
New Paradigm ??? e-Strategy (2)

• Business ?? ? Marketing Tool??? e-Business
• Flexible Mfg. System Just-in-time
• Internal Customer? ??? BPR
• Flexibility Adaptability
• ??? ??? ????? ??? ?????

16
New Paradigm ??? e-Strategy (3)
E-Business ????? e-Business ????
Source ??? ??
17
e-Business ??? ??
Source ??? ??
18
e-Business ?? ?? (1)

• Quality
• ???? / Data ???? ?? ?? / ???? ?? ???? Data
  Warehouse ?? ??
• Product Data Management
• ?? / ?? / ???? ??? ?? Design Cycle ? Change
  Control Cycle ??
• Product Design ?????? ?? ?? ??? ??
• Supplier Administration
• ??? Data ?? ?? ?? ? ??
• XML / EDI Technology

19
e-Business ?? ?? (2)

• e-PO e-Invoice
• Non-Value Added Process ??? ?? ?? ???
• ???? PO ?? ( Supplier managed inventory )
• Shipment Tracking
• Shipment Track down? ?? ???? ??
• Shipment Data? ?? Visibility ??
• FCST / Capacity / Inventory
• VMI or Hub Inventory
• ?? ?? ?? ?? ??, FCST? ?? Real Time Capa ?? ?? ?
  Response, Commit, Flexibility ?? ? WIP Tracking

20
?? ???? ??? ?? ???
???-??? ??
????? ??? ??
???? ?? ????? ?? (VOC)
??? ?? ??????
???? 5? ? ???? 1/3? ??? ?????? ??
Extranet
Intranet
??? ??? ?? ??
??????? ???? ??

• ???? ?????? ? ??????
• ????? ??? ????
• ????
• ???? ??? ?? ?? ??? (BMT)

• ????
• K-GATE (??? ??? ??)
• ???? ??? (MOS)
• ??? Web (???????)
• ????

Source ?? (99.10.12)
21
?? LG?? ???? ??? ???
LG?? ???????
? GISVAN ???

• C/S ?? ?????
• ?? ?? ??
• ???? ????
• ???? ?
• ERP ???
• BOM / ?? / ????
• ??????
• ????, ??
• Inventory ??

• ????
• ??, ??
• ??????
• ??, ?/????
• LC, ????
• ??
• ??
• ?????, ????
• e-Mail System

????/??Agent
??????/????
??/????
(?? ?? ?? ??)
Source ?? (99.10.12)
22
(No Transcript)
23
e-Business ??? ??? (1)

• Do now before you have to !
• (?? ??? ?? ????)
• E-SCM, CRM ? ?? ???? ???? Supplier?? ???? ?? ?
  ??? ??? ?? ????? e-Biz. ??
• 99? ????? ???? ??? Trend? ? ??? ???

24
e-Business ??? ??? (2)

• MRP -gt ERP -gt SCM -gt VBM
• (??? ?? ????)
• ???? ???? Supplier?? ??? System ??? ???? ??.
• 98? ? SCM?? ??? ???? ??, ?? ??? VBM?? ???? ????,
  99? ?? ?? System ?? ??? ?? ?.

25
e-Business ??? ??? (3)

• e-Business ?? ??? ?? ??
• (?? ??? ??? ??? ??? ??)
• ??? e-Business System ?? ? ?? ??? ??.
• System ?? ? Business Process? ? ????? ?? ??, ?
  ??? ?? ? ??? ??? ???? ??? ? ?? ??? ??.

26
e-Business ??? ??? (4)

• Best Web-based Solution
• Web ??? ?? ???? ??? ??? System ??? ??
• e-Business ?? ??? ??? ????
• e-Service, e-Partner, e-Speak
• e-Procurement ? ???? ??? ?? ??.

27
e-Business ?? ? TFT ??

• ???(???) e-Business ??? ??? ???? ??.
• ??? ???? ???? ? ??? ??? ??.
• ??/??? ???? e-Business? Lead?? ?? ???.
• ??? ?????? ?? ??? ??.

28
Whos leading e-Business ?
Source PhoneLink/Computer Weekly Research Oct
99
29
??? e-Business ?? ??
Source ??? ??
30
?? LG?? e-Business Team
???
????
CIO
Web Site Admin.
IT???
Process?
?????
e-Biz???
e-Biz ??
Web Architect
Content ??

• MiT Project ( LG?? ??? ???? ???) ITS ME (IT
  Solution for Millenium E-biz.)
• Process? Architecture? ????? ???? ?? ???? ??
  ? ??

Source ?? e-Business 3?
31
e-Collaboration (Dynamic Trade)
32
e-Collaboration? ??

• ????? ?? e-Business? ???? ???? ?????? ????
• e-Collaboration??? ???? ?? ??? ?????
• B2B? B2C? Solution? ??
• e-Business ??? ??? ???? ??
• B2B e-Collaboration? ??? ?? ???
• Market Place, e-Market
• Trading Partner, Trading Community
• Virtual Community
• Dynamic Trade

33
??/?? ??? ????

• ?? ??? ??? ??
• ?? ??? ???? ?? ??
• ?? ?? ??
• ???? ??? ???
• ???? ???? ??

34
B2B e-Collaboration ??

• Extended SCM ??? ???
• Pareto ??? ??? ?? e-Business ??
• Trading Partners? ?? ??? ??

35
B2B e-Collaboration ?? ??

• Inter-company collaborative strategy

Strategy
People
Data

• Planning performance
• Systems Integration

• Cultural change
• Centres of excellence

Business Processes

• Extended integration
• Improvement of local processes

36
B2B e-Collaboration ??? ??

• E-Collaboration? ?????? ?? ? ?? Business
  Benefits? ?????
• ?? ???? Trading Partner?? ??? ???? ?? Solution?
  ??? ????
• ?? ??? Trading Partner?? ????? ???? ?? ??? ????
• ??? ??? ??? Extranet ?? Hub System ??
• ?? ??? Collaborative Applications? Launching??.

37
Compliance Supply Chain Management
Master-Slave Extranet Systems
38
Distributed Collaborative Extranet System
Distributed Collaborative Extranet Systems
39
e-Collaboration ?? ??

• ????? Business Model? ????.
• Quick Win? ???.
• Business Benefits? ????? ??? ??? ??.
• ?? ??? Solution? ?? ? ?? Partner? ????.
• ?????? ??? ???????

40
e-Collaboration Strategic Drivers

• Evolving from EDI (Electronic Data Interchange)
  to EPI (Electronic Process Interchange)
• Crafting collaborative strategies to achieve to
  supply chain integration
• Preparing for new era competition by developing
  the intelligent supply chain

41
e-Collaboration ?? ??

• Manufacturing
• PLC Mgmt
• production scheduling

• Retail
• Product sourcing
• Promotions management
• New line introductions
• Product returns
• Price change management
• Pre-season trialling

• Logisticsand Transportation
• Delivery slot bookings
• Home delivery

42
Biz. Model (B2B based informediary)

• ?????? ????? SCM ??? ?? ???? ????System ????? ???
  ??, ?? SCM ??? ???? ???? ? ????? ???? ?? ??
  ????? ???? ???? ??.
• ??? ?? ?? ?? ??? ?????? ???? ???? ??? ?? ???
  Market Place? ??, ?? ????? ???? ????.
• ?? Business? Off-line?? ????, On-line??? ??? ????
  ???? ???? ???? ????.
• ????? Market Place? ??? ?? ?????? ?? System ???
  ???? ??? ???? ??? ??? ? ?? ????? ??? ????? ???
  ????.

43
?? www.koreasources.com
44
Biz. Model (B2B ????)

• ?? B2B ????? ?? ???? ????? ?? ?? ?? Process? ???
  ?? ??? ??? ??? ?? Market Place? ????. ? ??? ??
  ???????? ???? ???? ?? ?? SCM ??? ?? ???? ??? ???
  ??? 1999? 11? ?? B2B ?? ? ?? ??? ?? ?? ?? ????.
• Contents ??? ??? ? ????
• ????? ????, ????? ???? ?????
• ????? ???? ??? ??? ??? ????

45
?? www.bizbuyer.com
46
?? www.bidtheworld.com
47
?? www.mondus.com
48
Biz. Model (B2B ?????)

• Trading Community? ???? ?? ??? ?? ???? ????? ???
  ?? ???? ?? ????? ???? ?? ????, ???? ????? ?? ???
  ??? ???? ??? ?? ?? ??, ???? ???? ?? ??? ????.
• ????? ???? ??? ???? ?????? ???? ????? ?? ? ????
  ??? ? ???, ???? ?? ?????? ???? ?? ??? ?? ??
  ??????? ???? ???? ? ?????? ????.

49
?? www.shop2gether.com
50
?? www.gonggoo.com
51
Biz. Model (Industry Collaborative Model)

• ??? ?? ??? ??? ???? ?? ???? ?? ?????? ??? ????.
  
• ???? ??, ??? ??? ??? ? ???? ???? ?????? ????, ???
  ??? ????? ??? ????? ????? ??? ? ?? ??????. ? ??
  ??? ?????, ??? ???? ??? ? ????? ???? ?? ????? ??
  ??? ? ??.
• ? ????? ??? ?????? ????, ??? ?? ??? ???? ?? ?????
  ?? ??? ? ? ?? ????.

52
?? Hightechmatrix.com
Shared service for broader partner network
Design Partners
Manufacturers
Logistics providers
Hightechmatrix. com
Customers
Component Suppliers
Distributors Resellers
e-Collaborative Company
53
?? Hightechmatrix.com
54
?? chemcross.com
55
?? chemround.com
56
?? e-steel.com
57
?? VerticalKorea.net
58
?? Fakos.com
???? ??
?? ??
??
??, ?? ??
???,?? ??
?? ??
?? ??
?? ??
??, ?? Contents ??(www.fakos.com)
????
????
???? ???? ???? (??,??)
??, ??? ????
????
????
????
?? ??
?? ??
????
?? ??
??,?? ??

• ??? ??, ????, ????, ????, ??????, ??????, ?????
  ?
• ??? ?? ??.????? ???? ???? ?? ?? ??
• ???? ??? ??, ????? ????? ?? ??? ??? ?? ? ????
  ????? ?? ????? ????? ?? ??? ??? ? ?? ?
• ???? ???? ??, ??? ?? ??, ?? ??? ?? 10? ?? ???
  ?? ??

59
?? TplusF.com
60
?? Carecamp.com
???,?? ?? ??
??
???, ?? ????
??
????
??
???,????, ?? ??
??? ????? ?????? (carecamp.com)
??
???? ????
?? ??? ??
???? ??
??
??,???? ?? ??
??
??, ???

• ??? ????, SDS, ???, ?????, ??????, ????? ?
• ??? 100?? (???? 53??, ??? ??? 5?10?)
• 1300? ????? ??? ???????? 50 ?? ??? ??, ??? ???
  ??? ???? ???? ?? ??? ??

61
B2B ??? ??? ????

• I2 Technology Aspect Development
• 2000? 3? 13? Aspect Development? 93??? ??
• B2B S/W ?? ?? ?? ??
• Aspect ? 1700??? ??? DB? ???? ??? ? ???? ??????
  ?? ??
• ???? ???? Oracle? ???? ?? ??? ??
• Dell Ariba? ?? ?? ??
• Oracle ?? ??
• GM, Ford, ?????? ??? ??? ?? ?? ??
• ???, ???? ??? ?????? ?? ?? (Mar. 8)

62
? ??? ?3 ?? Internet ?? ??

• ??? ???(GM), ??, ??? ????? ? ??? 3? ?????? ?? ???
  ????? ????? ? ??? ?? ? ?? ??????.
• ?? ?? ??? 25?(????) ????? ?? ?? ????? ?? ?????
  ??? ??? ?? ??? ??? ???? ??? ?? ?? ??? ??? ???
  ???? ??? ???.
• ?? GM? ??? ?? ???, ????? ??? ????? ? ??? ??? ???
  ???? ??.
• ??? 3? ??????? ???? ??? ?? ????? ?? ? ?? ????
  ???. ?? ? ??? ??? ?? ? ??? ?3 ? ?? ???? 2500???
  ??? ???,??,???? ? ?? ??? ??? ??? ?? ?????? ?? ???
  ??? ??? ? ????.
• ? ?? ?3? ? ??? ?? ?? ?? ??? ?????? ?? ?? ? ?
  ?????? ????? ????? ??? ?? ? ?? ? ??? ????? ????
  ??. 3? ??? ? ??? ? ? 25?? ?? ???? ?? ??? 25?
  ??????? ??? ? ??.
• ???? ?? ??? ???? ?? "??? ??????,??? ???? ? ?????
  ??? ??? ??? ?? ???? ??? ???? ???? ??? ???? ???
  ??? ????? ??? ? ?? ???? ?? ? ?? ?"??? ???.
• GM? ??? ???? ?? ?????????, ???????? ? ??? ????
  ??? ???? ??? ???? ??. ??? ?? ?? ??? ?? ??? ?? ???
  ????????? ?? ?? ?.

Source ?? (00. 2. 28)
63
B2C? ???? ?? ???? ????

• ??? www.intizen.com
• ??, ???, ???, ????, ???, ?????, ????, ????,
  ????, ???, ?????, ?????, ?????, ?????, ????21
  ??? ??? ??? ?????? ???? ? ???? ??? ???? ??? ????
  ??? ID ??? ?? ?????? ??? ? ??? ?? ??.
• ??? www.selpia.com
• ??? ??? ?????? ???????, ????, ?????, ?????,
  ????. ????, ?? ?? ???? ??. ?????? ???? ? ? ????
  ????? ???? ??? ?????? ???? ??? ??? ? ? ??.
• ???? www.mybiz.naver.com
• ????, ?????, ????, ????, ????, LG??, LG???, ????
• ??? www.sijaq.com
• ????, ????????, ??????, ????, ??????, ???

64
??? ???? ???
65
??? ???? ???
66
i2 vs. SAP
hightechmatrix.com
mySap.com
? ?

• Back-end system (ATP)? interface ??
• Customization ??
• 2???? free trial service ?
• ?? ??

• R3 System? interface?
• ????? ??
• ERP ??? ??

? ?

• Transaction? ?? ?? ??

• Hi-tech? marketplace?
• Q3? open ??
• C/A? ?? commitment?
• i2 ?? ??

67
Rosettanet

• EC (Electronic Components)? IT ?? Business
  Interface Process Tools? ???? ????
• B2B e-Business? ?? Lingua Franca
• EC? IT industry? trading partner ???? XML based
  internet business? ?? ????? interface ????? ??
  standard (common format, process, content, system
  interface) ??
• Managing Board EC 29? IT 34?
• ????, ????, ???? ? ?? ? ?? ??
• Partners coalition, supply chain, solution

68
The Points are ...

• e-Business? ??? ????.
• e-Business? ??? Business? Internet ???? ??? ??
  ???. e-Business? ??? ??? ?? Business Process
  ????? ????, ? ??? ??? Internet? ???.

To be or not to be, that is the question !
69
Thanks for your listening !For more
information, Visit www.hp.co.kror
jae-hyeong_han_at_hp.com