1. Professor: Jacques Nantel, Ph.D HEC Montréal Canada
Global Marketing Program (MAS) Electronic Commerce A Global Perspective Part 2
Professor: Jacques Nantel, Ph.D HEC Montréal Canada

4. B2B marketing and e-procurement
Two different models
The intranet and its capacity two lower procurement costs
Ford
Pepsico
Market places
Verticalnet.com

5. Market places can be profitable if
The operate in areas where buyers seek and compare several suppliers
Trade indirect inputs or commodities
Are able to capture critical masses

6. Source: Robert Dolan Pricing and Market Making on the Internet
Source: Robert Dolan Pricing and Market Making on the Internet . Harvard Business School April 2000

13. Market places are growing but the market is about to saturate

14. Saturating market

15. CRM systems

16. What they do The critical importance of owning a central data basis
Data basis must be updated
Sales force must be part of it
ROI must be evaluated

23. Industrial advertising and B2B

24. Major tendancies

27. Just like in B2C, advertising concentration is high in B2B

28. The major trend: Networked marketing