1. Raffles Hotel Caroline Grooms Jo Thompson

2. Raffles and their competition www.raffles.com www.fourseasons.com

3. Combining e-procurement & selling in one marketplace Negotiations take place online Private exchange between Raffles and vendors Reduction in number of suppliers leads to increased quantity purchased at a lower price Allows other hotels to buy Raffle brand products inexpensively

4. Raffles & BeXcom benefit Raffles benefits by holding 10% equity in BeXcom. The site is tailored to Raffles Hotel’s needs. BeXcom benefits by being affiliated with a worldwide luxury hotel that helped expand their own business.

5. Private Exchange vs. Public Exchange Private exchange forces the suppliers to disclose their prices on the exchange which increases competition among suppliers. In public exchange the suppliers must show their prices publicly, vs. a private exchange where only the competing suppliers know the prices. Public exchange makes it difficult to develop buyer-seller relationships. Limited to the suppliers participating in the private exchange network.