1. Sandro Bicocchi Managing Director Compagnia delle Opere Barcelona, 2nd december 2002 VII Jornada Euroecom – 2Bdigital www.cdo.it “Marketplace for SME: A virtual community - a real service”

2. Sandro Bicocchi Managing Director 2 –A Non Profit Organization –Founded in 1986 in Milan, Italy by a group of Christians –We do not hold any ownership in any private or public company –We offer services to help the development and growth of our members (CdO enterprises) Who we are

3. Sandro Bicocchi Managing Director 3 n Take a look at our Network

4. Sandro Bicocchi Managing Director 4 National Headquarters Milan National Headquarters Via Melchiorre Gioia 181, 20125 Milano +39.02673961 cdo@cdo.it cdo@cdo.it Rome National Headquarters Via Milano 51, 00184 Roma +39.064744013

5. Sandro Bicocchi Managing Director 5 Nationwide Network n 34 local branches n 108 affiliated offices

6. Sandro Bicocchi Managing Director 6 Germany, Spain, Slovenia, Czech Rep., Croatia, Poland, Hungary, Rumania, Libya, Tunis, Morocco, Kuwait, Kazakhstan, USA, Mexico, Chile, Argentina, Brazil, Peru, Siberia, India, Taiwan. Offices: International Network

7. Sandro Bicocchi Managing Director 7 n Today’s situation

8. Sandro Bicocchi Managing Director 8 Growth over the last years n Since 1992 local offices n Constant Yearly Growth n 85 % membership retention

9. Sandro Bicocchi Managing Director 9 The Italian Situation in 2002 n Number of businesses –More than 25,000 n Number of workers involved – More than 350,000 n Gross income of affiliates –14 B €

10. Sandro Bicocchi Managing Director 10 Affiliated Companies by Industry (not for profit 5%)

11. Sandro Bicocchi Managing Director 11 Affiliated Companies - by n° of employees

12. Sandro Bicocchi Managing Director 12 Affiliated Companies - by gross income (M€)

13. Sandro Bicocchi Managing Director 13 n Business Instruments –Internet portal (www.cdo.it)www.cdo.it –Network portal (network.cdo.it)network.cdo.it –Call Center with toll-free number –Business Partners –Associated Service Providers

14. Sandro Bicocchi Managing Director 14 Marketplace for SME n The “Business Idea” n Partnership n Project Steps –Needs of SME –Goals –Some data –E-commerce?

15. Sandro Bicocchi Managing Director 15 Business idea n In Italy during the so-called “new economy bubble”, different companies tried to develop a web portal n They tried to build up a community using the web n The internet (or marketplace) as a goal not as a medium

16. Sandro Bicocchi Managing Director 16 We started from a different approach n A “community” already existed n More than 20,000 companies were already contacting the “cdo network” (via phone, fax, email i.e. in a traditional way) n Q: “Why not take advantage of the internet to “accelerate” this network dynamic”? n A: We developed a web portal (a marketplace) to fit the needs of our affiliates

17. Sandro Bicocchi Managing Director 17 Partnership n We needed to develop a partnership and we chose: –Telecom Italia (main service provider) –Hewlett Packard –Monte dei Paschi di Siena (bank)

18. Sandro Bicocchi Managing Director 18 Project steps 1) Convince partners 2) Build a “virtual” big box: a “piazza” 3) More than 17,000 affiliates at the end of summer 2001 partecipated 4) Currently, all associates partecipate 5) Develop CRM platform network.cdo.it network.cdo.it 6) Develop administrative platform network.cdo.it network.cdo.it 7) Integrate everything

19. Sandro Bicocchi Managing Director 19 Yesterday Information DB Admin DB Associate DB Local DB Employee Local office director Associate Associate, local office manager

20. Sandro Bicocchi Managing Director 20 Integration - today Database Associate employee partner Local office director

21. Sandro Bicocchi Managing Director 21 Data n More than 20,000 companies are “inside” the marketplace –A New CO is being developed (economic return) n Almost 5,000 companies access monthly n Some e-commerce features are included

22. Sandro Bicocchi Managing Director 22 Future steps n Platform For Providing Services –A New CO is being developed n CdO web portal as CdO International Window

23. Sandro Bicocchi Managing Director 23 The Roots of the Project n Realism n Working together n The Principle of Subsidarity –Platform For Providing Services –CdO web portal “as a Piazza” enable the participant to communicate and to do business

24. Sandro Bicocchi Managing Director Compagnia delle Opere Barcelona, 2nd December 2002 VII Jornada Euroecom – 2Bdigital www.cdo.it “Marketplace for SME: A virtual community - a real service”