阿里巴巴电子商务解决方案.

NeitherthisdocumentnoranydiscussionrelatingtoitisanofferorasolicitationofanyoffertopurchasesecuritiesintheCompany.Allinformationinthisdocumentisprovidedforinformationalpurposesonly.Anyprojectionsandforecastsincludedinthesematerialswerepreparedbasedonassumptionsregardingfactsandfutureeventsthatmayormaynotmaterialize.NorepresentationorwarrantyofanykindismadebytheCompany,itsmanagementoranyotherpersonassociatedwiththeCompanyinrelationtoanysuchprojectionsorforecastsoranyotherinformationincludedinthesematerials,andnoreliancemaybeplacedforanypurposewhatsoeverontheaccuracyorcompletenessofanysuchprojections,forecastsorotherinformation.Globaltradestartshere.TMTakingsourcingtothenextlevelLeveragingtheinternettofindsuppliersBrianA.WongInternationalBusinessDevelopmentDivisionHead,SeniorDirectorAgendaI.SourcingtrendsII.SourcingtoolsIII.OnlinesourcingchallengesIV.Alibaba.comSourcingTrendsGlobalSourcing•“Globalsourcingwillbethenextbattlegroundforcompetition.Withinfiveyears,businessesthatdonotmakeglobalsourcinganimperativewillbestrugglingnotonlytocompetebutalsotosurvive.”-AberdeenGroup,June2003•IncreasedglobalcompetitionisdrivingmanyfirmstoidentifyandestablishrelationshipswithsuppliersinlowwageandlowcostcountriessuchasChina,India,Malaysia,EasternEurope,LatinAmericaandAfrica.Benefits:•Reducedmaterial,componentandmanufacturingcosts•Lowerproductcost•HigherproductsophisticationachievedbybettertrainedworkforceandimportedtechnologyBuyFactoryDirectBenefits:•Increasedmarginsandprofits•Reducedcost(nomiddlemen)•Betterknowledgebaseonproducts,technologiesandmarkets•Directinvolvementinproductionprocess•“Wheneveryoucaneliminatefolkswhoalongthewayhavetomaketheirownprofit,youcansavemoney.”-PaulGaffney,ExecutiveVicePresident,SupplyChain,Staples,June2005•Manylargeandsmall-to-mediumsizedretailersnowpurchasedirectlyfromlowcostoverseasfactoriesinsteadofgoingthroughsourcingagents,wholesalersanddistributors.SourcingToolsSourcingtoday•AsurveyofAlibaba.comusersreflectstheshifttoe-sourcinghasalreadyoccurredamongsomebuyersegments•Traditionalmedia,whilestillusedisdiminishinginimportanceastheinternetbecomesthetoolofchoice•Thistrendislikelytocontinuease-marketplacesgrowinsophisticationandfunctionalitiesToolsRankingAlibaba.com1.51ExistingSupplier1.75Internet(search,surf,etc)2.19Referral(associate,colleague)2.38OtherTradingSites2.53TradeShows2.62Trade/BuyingAgent2.78IndustryMagazine3.03IndustryAssociation3.16TradeDirectory3.30Othersourcing/trademedia3.58Source:SynovateResearch1=highestimportance4=lowestimportanceSourcingCycleDiscoveryNegotiationTransaction123SourcingCycle•Discovery(buyerssearchingforsellers)isthemosttimeconsumingandcostlyphaseoftheSourcingCycle.Source:AberdeenGroupDiscoveryof/Searchforsuppliers–52%Developing/Managingsupplierlist–5%RFQdevelopment–8%RFQresponse/receipt–5%Screening/qualifyingproposals–20%Contractnegotiation–10%AverageSourcingCycle=3.3monthsto4.2monthsOnlineTradingCommunities•ReducetimerequiredforDiscoveryPhase–Fast,efficientandeffective•Business-to-businessfocus–Noneedtofilterthroughconsumerorientedcontent•Aggregatedtimelycontent–Thousandsofsuppliers/productsatonelocation,updateddaily•Researchproductandsupplierinformation–365daysayear,24hoursaday,7daysaweek•Bridgegeographiesandtimezones–Buyfactorydirect!OnlineSourcingChallengesRisksofonlinesourcingType:•Fraud•Identitytheft•Scam•CounterfeitgoodsPrecautions:•Usecommonsenseanddonotignorestandardduediligencetradepractices•Stickwithcrediblemarketplaceswithpre-qualificationservices•Confirmcontactdetailsofbusinesspartner•Considerdoingbackgroundcheckusingcreditcheckorobtainingcertificateofgoodstandingfrom3rdpartyValuablebenefitsalsobringnewhazardsTrustandcredibility–Initialtrustisestablishedbyqualitycontentprovidedonwebsite:•Individualcompanysite•Productspecifications•Qualificationsandindustrystandards–Somemarketplacesofferinitialscreeningbyprovidingthirdpartyauthenticationandvalidation(A/V)oruserfeedbacksystemstopre-screensuppliers–NosubstitutefortraditionalduediligenceKnowyoursupplierAlibaba.comCorporateIntroduction•Establishedin1999•Officeslocations:Hangzhou,China(HQ),HongKong,Europe(Geneva),USA(SiliconValley),majorcitiesinChina•2004Revenue*:$68mm•#ofEmployees:2,300•Seniormanagementworkingtogetherforover5+yearsAlibabaisChina’sleadinge-commercecompany,operatingtheworld’slargestonlinemarketplacesforbothinternationalanddomesticChinatrade,aswellasChina’slargestonlineconsumermarketplaceandmostpopularonlinepaymentsystem,AliPay.eMarketplaces:Circa2000approachSource:CaliforniaManagementRevieweMarketplaces:TheAlibabaApproachAHangzhouTeahouse•Marketplaceprovidesthe“cups,teaandscenicsurroundings”tofacilitatematch-makingbetweenbuyersandsellers•Customersbringtheproductsandideas•Themore,thebetter•Usergeneratedcontent:Formembers,bymembers,ofmembers“Attracttheshrimps(sic.)andthewhaleswillcome,”-JackMa,CEOAlibaba.comSynergisticCommunitiesAliPayVolumeBuyers/ImportersExportersChinaWholesalersInternationalSite:GlobalB2BChinaSite:DomesticB2BChinaConsumere-CommerceRetailers/VolumeSellersConsumers*Base