Core Business Activities:- the production of steel pipes of various cross-sections and pipe-production tools,  - the production of various types of metal furniture for home, catering and public places, - consulting, design, production and installation of shop interiors, warehouses, kindergartens, bars and restaurants,  - the production of household and reform aluminium ladders and boxes. 

Brigita Gajšek

e-Commerce ManagerAlpos, Slovenia

Shaping the Strategies for Shaping the Strategies for Successful Entering the Successful Entering the eMarketeMarket

Shaping the Strategies for Shaping the Strategies for Successful Entering the Successful Entering the eMarketeMarket

Company: ALPOS Metal Furniture and Equipment Manufacturing Ltd., 

Address: Ulica Leona Dobrotinška 2, SI 3230 Šentjur pri CeljuTelephone: ++386 (0)3 74 63 249e-mail: brigita.spes@alpos.si http://www.alpos.si

Definition of eMarketsDefinition of eMarkets B2B marketplace is a virtual place

where buyers and suppliers meet to exchange information about the product and service offerings and to negotiate and carry out the business transactions.

eMarketplace services support the exchange of large amounts of data about supply and demand between buyer and seller

Why e-markets?

E-markets enable:1. Aggregating together a large number of buyers and

sellers 2. Matching buyers and sellers to negotiate prices on a

dynamic and real-time basis,3. Ensuring trust among participants by maintaining

neutral position (checking companies)4. Facilitating market operations by supporting certain

transaction phases (catalogue maintaining, auctions, negotiations, contracting, logistics, payments, legal, consulting, …)

?

Less intermediate

Long term contracts

Quick market Test

Biggerself-confidence

New ideasbased oninquiries

Faster frominquiry tocontract

More stableproduction processes

Faster on

new markets

Companysize doesnot matter

Lowercost

On line auctions are oftenimpose to Sellers

Buyerslowerprices

Sellers mustbe ableto deliver goods

Trust

Safety

Low

Data exchange is notcompletelyelectronic yet

?Advantages and disadvantages

And again:Why e-markets?

Seller

e-markets

Reduce stock onfinal products

Less intermediate

Sell more than yesterday

Faster from inquiry

to contract

New markets more effective

advertisingat lower cost

objectives (l)

objectives (ll)

Research Objective

Answer on question:

“When can we say:

This company is ready for successful entering the

eMarket as Seller .”

(informatic and organizational point of view)

Articles,

internet,

Best practices,

interviews,

questionnaires.

Focus: SME

SME’sSME’s

Many SMEMany SME’s’s with few employers, with few employers, Managing and control from one centre,Managing and control from one centre, Lack of knowledge,Lack of knowledge, Lack of time for learning,Lack of time for learning, Closed and fair working group,Closed and fair working group, Effective work Effective work Limited technology,Limited technology, Small marketSmall market

Group of companies with experience confirmed 5 basic terms for registration on most eMarkets:

1. Internet access and browser2. Person who can work with internet and understands

English language3. Company sells own products4. Company has experience with exporting5. Top management approves activities on eMarket

Basic terms for registration

Small Business Development Centre

ProjecProject t

OBJECTIVES:1. to push eMarkets closer or in SME2. to inform SME about eMarkets

Small Business Development Centre

TEAM:1. PCMG as coordinator2. 3 researcher3. 12 SME from Slovenia

Opotunities for SME Opotunities for SME through eMarkets through eMarkets

simple, cheaper access to new markets

faster way to contact new buyers

access to information

more effective advertising at lower cost

faster from inquiry to contract

eMarket means trade mark

Questionnaire Enterprises:

• 3 BIG (registrated on eMarket, with experience)• 12 SM(registrated on eMarket, without experience)

• Top manager• Purchasing manager• Sales manager• IT manager

Questionnairy for project members

Importance of some factors which could influence on more or less successful entering the eMarket

Results(5) selling on eMarket is a continuous process enterprise is open for new business partners Top management approves activities (4,7) Work on eMarket is daily organized Educated employers e-catalog eMarket is picked up carefully with consideration Globaly oriented selling(4,3) Quality certificates Use of faster access to internet Website(4) Certificates that product is safety Own IT specialist who speaks English(3,3) Trade mark(3) Small enterprise Big enterprise

Importance of some factors which could influence on more or less successful entering the eMarket

VERY IMPORTANT

NOT IMPORTANT

At the end

Searching for new business partners in longer period of time will bring good results only if it will be

supported by top management.

For successful selling on eMarkets own Trade Mark and size of the enterprise are not crucial factors.

To get the best results it is needed to educate employers, to daily plan activities on eMarket and to acquire

quality and safety certificates.

Shaping the strategy for successful Entering the eMarket

5 basic terms for registration

eMarket is picked up carefully with consideration

Registration

Care for published data

Activework

education,informing

to employers

Top Management support

Thank you!