SAQ Presented by: Delattre Therese Groizard Carlos Petersen Pablo.
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Transcript of SAQ Presented by: Delattre Therese Groizard Carlos Petersen Pablo.
SAQSAQPresented by:Presented by:
Delattre ThereseDelattre ThereseGroizard CarlosGroizard CarlosPetersen PabloPetersen Pablo
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ContentContent
What is SAQ?What is SAQ? B2C siteB2C site B2B solutionsB2B solutions Value creation & captureValue creation & capture ConclusionConclusion
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Société des alcools du Société des alcools du QuébecQuébec(SAQ)(SAQ)
State-owned corporation responsible for State-owned corporation responsible for the trade of alcoholic beverages. the trade of alcoholic beverages. (Monopoly) since 1921(Monopoly) since 1921
5500 employees5500 employees $2.4B annual sales(2003) ($540M net $2.4B annual sales(2003) ($540M net
income)income) 77% Consumers and 23% Permit Holders77% Consumers and 23% Permit Holders Network:Network:
– 30 Express, 290 Classiques, 66 Sélections and 2 30 Express, 290 Classiques, 66 Sélections and 2 Signature storesSignature stores
– www.saq.com Web site VSOP System www.saq.com Web site VSOP System – 6 SAQ Dépôt stores and 3 bulk wine points of sale.6 SAQ Dépôt stores and 3 bulk wine points of sale.
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50% Mediagrif, 50% SAQ
International Wine Makers
Agents
Local Wine MakersSAQ.COMSAQ.COM
Customers
Permit Holders
Globalwinespirits.comPublic B2B
SAQOther Buyers
B2B
B2BB2C
B2C
$$$
$$$
= <.2% of sales
++
= Most purchases
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Net income 1994-2004
Distribution of Selling PriceMarch 2000
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How much goes to IT?How much goes to IT?
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Purpose of sitePurpose of site Age constraintsAge constraints Delivery constraintsDelivery constraints Prices are the samePrices are the same
www.saq.comwww.saq.com
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B2C-FeaturesB2C-Features
ABCs of Wine, ABCs of beer, ABCs of SpiritsABCs of Wine, ABCs of beer, ABCs of Spirits Recipes, games, adviceRecipes, games, advice PromotionsPromotions Links to Clubs & AssociationsLinks to Clubs & Associations Extensive list of related sites links & Search Extensive list of related sites links & Search
enginesengines
The The Courrier vinicole Courrier vinicole publication (membership)publication (membership) Groceries & Convenience Stores SectionGroceries & Convenience Stores Section
Business-to-Entertainment sectionBusiness-to-Entertainment section– Gift CertificatesGift Certificates– Gift ShopGift Shop– Business receptions ideasBusiness receptions ideas
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Measures of SuccessMeasures of Success
Surveys & Customer complaintsSurveys & Customer complaints 9000 visits daily & growing9000 visits daily & growing The The Courrier vinicole Courrier vinicole publication publication
2000 members2000 members SAQ e-Newsletter – 115,000 usersSAQ e-Newsletter – 115,000 users 1500 orders/week @ 93% efficiency1500 orders/week @ 93% efficiency
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SAQ.com PAWine.com Wine.com
Ownership State owned State owned Private retailer
Products 3,000 labels 55 countries
Over 1000 wines 2500 labelsDomestic & Intl’s
E-catalogue Yes Yes Yes
Registration Required Required Optional
Return policy 30 days 30 days 30 days
Customer Service
Phone & e-mail Phone & e-mail On-line specialists available
Delivery service Canada Post3 options 3 – 5 days deliveryFree delivery >$50
UPS 2 days deliveryFree ship to liquor store of choice in PA
UPS, FEDEX, DHL 7 - 10 days deliveryMax 24 bottles for 12 Sates
Order tracking On-line throughout delivery
On-line 24 delay tracking
Market QC, Canada PA, USA 30 States in USA & Japan
Special features • Wish list program• e-Newsletter • Courier Vinicole • Outlets link
Wine connection program (sampling)
• Wish list program• e-Newsletter• Party planner
Sites Comparison: B2CSites Comparison: B2C
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Business to BusinessBusiness to Business
One private (SAQ-B2B) and the other One private (SAQ-B2B) and the other one public (Global Wines and Spirits one public (Global Wines and Spirits – GWS).– GWS).
Globalwinespirits.comGlobalwinespirits.com– 5 languages5 languages– Call for tendersCall for tenders– Spot market placeSpot market place– CataloguesCatalogues– Private extranetsPrivate extranets– File management/conversionFile management/conversion
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SAQ-B2B.comSAQ-B2B.com
A private B2B transactional portal A private B2B transactional portal owned and operated by the SAQ’s owned and operated by the SAQ’s e-Commerce Divisione-Commerce Division
No membership fees, product list or No membership fees, product list or per-transaction fees to payper-transaction fees to pay
SAQ is the only buyer on the portalSAQ is the only buyer on the portal
The SAQ online saves time, effort and The SAQ online saves time, effort and money money (purchasing, shipping, and receiving)(purchasing, shipping, and receiving)
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SAQ-B2B.com SAQ-B2B.com (con’t)(con’t)
The only equipment required is a The only equipment required is a computer and Internet access computer and Internet access
Highest industry standards for Highest industry standards for security, boasting data encryption, security, boasting data encryption, back-up support systems and firewallsback-up support systems and firewalls
Easy-to-use functionsEasy-to-use functions (call for tenders, (call for tenders, logistics mgt, doc sharing, freight forwarders, and logistics mgt, doc sharing, freight forwarders, and shipment tracking)shipment tracking)
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The questions of added ValueThe questions of added Value
How does SAQ add value to its How does SAQ add value to its core business through its web core business through its web site?site?
How is the value created How is the value created captured ?captured ?
– By SAQBy SAQ– By SuppliersBy Suppliers– By CustomersBy Customers– By TaxpayersBy Taxpayers
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How can a wine retailer How can a wine retailer add valueadd value on-lineon-line
Value added
Knowledge baseKnowledge base Category searchCategory search PersonalizationPersonalization Exchange forumsExchange forums B2CB2C Up-stream B2B Up-stream B2B Down-stream B2BDown-stream B2B
SAQ
YesYes YesYes NoNo NoNo YesYes YesYes NoNo
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Benefits for SAQ of going Benefits for SAQ of going electronicelectronic
Characteristics of the Internet ReachReach Flexibility and ease Flexibility and ease
to useto use PersonalizationPersonalization Interactivity Interactivity Asynchronous Asynchronous
communicationcommunication E-Commerce E-Commerce
transactionstransactions B2BB2B
SAQ application benefits
Restricted to QCRestricted to QC Benefits customers (no Benefits customers (no
impact on growth)impact on growth) Potential not exploitedPotential not exploited Forums not availableForums not available E-mail support providedE-mail support provided Optional to customers Optional to customers
and compulsory to and compulsory to supplierssuppliers
Limited to suppliersLimited to suppliers
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Creation of valueCreation of value
Reduction of transaction costs (relative low Reduction of transaction costs (relative low
importance)importance) Accessibility of knowledge base to Accessibility of knowledge base to
customerscustomers– ProductsProducts– PricesPrices– Retail stores dataRetail stores data
Convenience of home deliveries to Convenience of home deliveries to customerscustomers
Certainty of product availability at retail Certainty of product availability at retail storesstores
Electronic transactions with suppliers (B2B)Electronic transactions with suppliers (B2B)
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Increased process efficiencies due Increased process efficiencies due to systems integration throughout to systems integration throughout
the Supply Chainthe Supply Chain
On line E-Commerce transactions On line E-Commerce transactions linked to SAQ’s ERP systemlinked to SAQ’s ERP system
Suppliers’ integration via: Suppliers’ integration via: – B2B portal (transactional via EDI)B2B portal (transactional via EDI)– Global Wine & Spirits portal Global Wine & Spirits portal
PRP (Planned Replenishment PRP (Planned Replenishment Model) to be implementedModel) to be implemented
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How is the created value How is the created value being captured?being captured?
By SAQBy SAQ– Enhancements achieved through Enhancements achieved through
site don’t play as a differentiating site don’t play as a differentiating factorfactor
– Cost reductions obtained not even Cost reductions obtained not even quantifiedquantified
– Market: Captured and limited to QCMarket: Captured and limited to QC• Growth of market in Quebec not a Growth of market in Quebec not a
government prioritygovernment priority• Limited cannibalization from outlets Limited cannibalization from outlets • Promotion of site self restrictedPromotion of site self restricted
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How is the created value How is the created value being captured?being captured?
By SAQ’s suppliersBy SAQ’s suppliers– Increased efficiency through Increased efficiency through
electronic transactionselectronic transactions– Improved logisticsImproved logistics– Access to on-line sales information Access to on-line sales information
(overnight updates)(overnight updates)– Close communication on Close communication on
promotional activities (through promotional activities (through agents)agents)
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How is the created value How is the created value being captured?being captured?
By SAQ’s customersBy SAQ’s customers– Access to knowledge base and Access to knowledge base and
specialized consulting servicesspecialized consulting services– On-line ordering convenienceOn-line ordering convenience– Home delivery service (flexible Home delivery service (flexible
service optional)service optional)– Access to on-line information on Access to on-line information on
inventories at outletsinventories at outlets– 17/5 Call center (complementary 17/5 Call center (complementary
info.) info.)
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How is the created value How is the created value being captured?being captured?
By taxpayers (as stakeholders)By taxpayers (as stakeholders)– Transparency: On-line access to all Transparency: On-line access to all
information information
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ConclusionConclusion
Small part of a larger supply chain Small part of a larger supply chain integration strategyintegration strategy
Some products are not easily or Some products are not easily or desirably sold onlinedesirably sold online
The SAQ is using the web technology The SAQ is using the web technology to complement its service to the to complement its service to the consumer and to the suppliersconsumer and to the suppliers
Whatever time is saved from buying Whatever time is saved from buying online is time to be used to savor the online is time to be used to savor the wine!wine!
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THANKS !THANKS !