1. C Jacques Nantel HEC montréal E-commerce course 1 Introduction and tendencies

2. C Jacques Nantel HEC montréal Basic numbers

3. C Jacques Nantel HEC montréal Source: Nua May 1999

4. C Jacques Nantel HEC montréal Source: Forrester May 1999

5. C Jacques Nantel HEC montréal 4 different approaches B2B –Dell –Ford B2C –Amazon –Ford C2B –Priceline C2C –e-Bay

6. C Jacques Nantel HEC montréal B2B About 80% of e-commerce

7. C Jacques Nantel HEC montréal B2C, C2B and C2C account for less than 20% but is where most marketing strategies are tested E-tail is about 1% of retail business. In 2004 it should account for 10%

8. C Jacques Nantel HEC montréal The Number And Spending Of Online Shoppers Will Plateau In 2004 (Forrester 2000) 0 20 40 60 80 100 120 140 160 180 $200 200420032002200120001999 Total US online retail revenues (Billions)

9. C Jacques Nantel HEC montréal The Number And Spending Of Online Shoppers Will Plateau In 2004 ( Forrester 2000) 0 1 2 3 4 5 6 7 8 9 10 11 12 New online shopping households 0.0 0.5 1.0 1.5 2.0 2.5 3.0 3.5 $4.0 Average online spending per online shopping household 200420032002200120001999 (Thousands of dollars per household) (Millions of households) Average spending online and new shopping households

10. C Jacques Nantel HEC montréal The Number And Spending Of Online Shoppers Will Plateau In 2004 (Forrester 2000) New online shopping households (millions) Total US online retail revenues (billions) 1999 $20.3 7.311.0 $38.8$64.2 8.15.7 $101.1$143.8 4.72.6 US households shopping online (millions) 17.428.436.442.146.849.4 Average online spending per online shopping household $1,167$1,366$1,761$2,403$3,074$3,738 $184.5 20002001 2002 20032004

11. C Jacques Nantel HEC montréal Definitions, concepts and models

12. C Jacques Nantel HEC montréal

13. Some of the things that can be done over the net Promotion Customer services Transaction Transaction and distribution intermediating

14. C Jacques Nantel HEC montréal E-commerce is much more than to have a site Site Back Office Promotion and advertising Data base marketing Other electronic supports

15. C Jacques Nantel HEC montréal Impacts on the organisation Closer integration of manufacturing and marketing Different pricing strategies Huge impact on distribution Who «owns» the customer? Bundling, price vs worth of a consumer Is it about volume or margins? Should you go vertical or horizontal

16. C Jacques Nantel HEC montréal Internet should be the major concern of upper management It is much more than only playing with computers