how do you find and select your suppliers?

Bobex® 1999-2003, All rights reserved. 1

How do you find and select How do you find and select your suppliers?your suppliers?

2Bobex® 1999-2003, All rights reserved.

Content

11 Bobex service offeringBobex service offering

2 3 models

3 Results so far

4 Conclusions


Bobex creates & managestrading platforms

to improve collaborationbetween buyers & suppliers

Positioning

MarketMarketplaceplace

B

B

B

S

S

STender system


Bobex privileges a step-by-step pragmatic approach

2000 2001 2002 2003

• IT development• Company set-up• Funding• Soft launch (10/2000)

• First revenues (02/2001)• Affiliation partners• Back Office development• Public tenders partnership

• New site• Preferred partners &

catalogue integrations• Break-Even (07/2002)• BPS private market place

• International breakthrough• Profitability• New services (Bobex+)

Define business model

Create visibility, build critial mass

Reduce costs &create additional

revenues

Solid basis,focus on growth

Overview


We develop and manage procurement platforms

B

B

B

S

S

S

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, ...

BOBO

B

B

B

S

S

S

BOBO

B

B

B

S

S

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.

Model 3: private sourcing platform (BPS)• Adaptable work flow• Stand-alone application• Split B/S• 1 application (User/Admin)• Integration possibilities

LVD Company

Proposed solutions

Note: B = buyer, BO = Back-office, S = supplier


Bobex deploys market places that facilitate the match-making between seller and buyers of business products & services

RFP service(Request For Proposal)

RFP service(Request For Proposal)

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 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 your business 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?...

You want to expand your business 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?...

Bobex market place

Buyer:Source products & services

Supplier:Find leads & customers

Tendering (RFx) system


Our collaborative platforms connect buyers & suppliers


Buyer Supplier

The buyer fills in a request for proposal

2Requests are filtered, buyer and suppliers

are matched automatically and an

e-mail is sent to selected suppliers

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

After delivery of the service, buyer and supplier can

evaluate (rate) each other

1

Selected suppliers review the buyer’s

request on-line and (if interested) prepare and

submit their bids

4


Bobex counts 4 business activities• Bobex.com is the leading horizontal B2B e-marketplace in the Benelux, Bobex.com is the leading horizontal B2B e-marketplace in the Benelux,

with a network of with a network of 8.08.000 active companies00 active companies

• The platform (www.bobex.com) was launched in Sept. 2000The platform (www.bobex.com) was launched in Sept. 2000

• Bobex is an intermediary between buyers and sellers, based on a Bobex is an intermediary between buyers and sellers, based on a tendering (Request For Proposal) systemtendering (Request For Proposal) system

• Leading companies (such as Barco, Belgacom, Colgate Palmolive, Leading companies (such as Barco, Belgacom, Colgate Palmolive, Deutsche Bank, Ericsson, FedEx, KBC, KLM, Mobistar, L'Oreal, Deutsche Bank, Ericsson, FedEx, KBC, KLM, Mobistar, L'Oreal, Partena, ...) joined our platform. 77% are SME (<50 pp) vs. 33% large Partena, ...) joined our platform. 77% are SME (<50 pp) vs. 33% large companiescompanies

• The marketplace attracted more than The marketplace attracted more than 3.53.500 suppliers and 5.000 00 suppliers and 5.000 professional buyers. Over professional buyers. Over 5.05.000 requests were submitted and 00 requests were submitted and 1616.500 bids .500 bids were received for a total were received for a total est. est. amount of amount of over over 11550 million euro0 million euro

• We also developed BPS, a purchasing software for large organisations. We also developed BPS, a purchasing software for large organisations. This tool provides an e-sourcing solution to professional buyers to This tool provides an e-sourcing solution to professional buyers to specify, source and select suppliers within a closed/private environmentspecify, source and select suppliers within a closed/private environment

• TenderAlert is a joint venture with PFConsult, and provides information TenderAlert is a joint venture with PFConsult, and provides information about public tendersabout public tenders

• Bobex Bobex Purchasing ConsultingPurchasing Consulting offers procurement offers procurement and sourcing and sourcing assistanceassistance

1

2

3

4



Content

1 Bobex service offering

22 3 models3 models

3 Results so far

4 Conclusions


1. We manage the largest horizontal B2B market place in the Benelux

www.bobex.comwww.bobex.com

-- Model 1

KompassKompass

Belgacom SkynetBelgacom Skynet

FETFET

TelenetTelenet

Chambre of Comm.Chambre of Comm.

Model

• Focus on indirect products & services (+120 templates)

• Subscription fees for suppliers (av. € 500/year) , free to buyers

• Self-selling system (teasers)• Extensive quality control

Impact

• High ROI marketing (shared revenues with partners)

• Low cost IT development• Recurring revenues (yearly

subscriptions)• Reference in the Benelux

www.bobex.com/backofficewww.bobex.com/backoffice

11

22

TelenetTelenet

Chamber of CommerceChamber of Commerce


2. Our franchising systems allows us to grow fast at limited risk

MercateoWorkXL

BT TransactSmarterwork

DoubleTradeCompaneoKompass

European horizontalEuropean horizontalmarket placesmarket places

European horizontalEuropean horizontalmarket placesmarket places

Model

• Defined roles (IT= Bobex, Sales=partner)

• Separate website and back-office• Royalties + fix monthly fees

Impact

• Rapid international expansion• Limited risk (no investment)• Recurring monthly revenues

-- Model 2

• France• Others (Spain, ...)

In preparation

USA

ElanceBuyerzone


Define purchaserequest

Define purchaserequest

Selection/evaluation/invitationsuppliers

Selection/evaluation/invitationsuppliers

Submit RFPSubmit RFP Control/approvalControl/approval

(Create and)fill out

template

(Create and)fill out

template

AutomaticpublicationAutomaticpublication

Replymessages

Replymessages

Review RFP& post

message

Review RFP& post

message

Compare bids

Compare bids

Preparebid

Preparebid

Negotiate& pre-selectNegotiate

& pre-selectAward

contractAward

contractNotification& feedbackNotification& feedback

Control/approvalControl/approval

Acceptancereport /

Order no.

Acceptancereport /

Order no.

RFPRFP

BidBid

ContractContract

Automaticnotificationof the User

Automaticnotificationof the User

Control/approvalControl/approvalSRMSRM

PurchaseRequisition

Supplierlist

BackofficeBackoffice

RegistrationRegistrationInvite / register

suppliers

Invite / register

suppliers

Legend:

- User

- Administrator

- Supplier

- Automatic processing

Legend:

- User

- Administrator

- Supplier

- Automatic processing

Statistics/Ratings

Statistics/Ratings

3. With BPS 2.0 we create private trading platforms for large companies

-- Model 3

• 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

Model Impact


Content


2 3 models

33 Results so farResults so far

4 Conclusions


Our Belgian public market place has attained its critical mass

Registrations

• Between 200 and 250 new registrations per month

• Total: 8.000 registered members (50% buyers, 50% suppliers)

RFPs & bids

• 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

Results

Bobex.com market placeBobex.com market placeBobex.com market placeBobex.com market place

Subscriptions

• Price: € 375 to 575 per year• Sales target: 20 to 50

subscriptions per month• Seasonality (July-November is

the high season)


Content


2 3 models

3 Results so far

44 ConclusionsConclusions


Thank you for your time !

Site van de week Le site de la semaineSite de la semaine

Third place Datanews‘ICT Manager of the Year’

Award “Young Entrepreneurs Fund”

2001

Nominated E-trends Awards

2001 and 2003

Best Business Site 2002

2nd placeInside Internet

2002 Winner Best e-Europe Practice

Secure Site

Conclusions

how do you find and select your suppliers?

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