Business-to-Business Networking Marketplace
Presenter: Aidan Covillewith Francisco Campos (WB), Sabrina Roshan (WB) and Sandra Sequeira (LSE)
DIME-FPD Global Workshop, 6 – 11 June 2011
Overview
PPPPP of the B2B
The ProblemSouth Africa The World
The ProblemIt is difficult for companies to find suppliers, and screen them for quality.
This increases the cost of products and services (inefficient matching) while reducing business opportunities for smaller, female-owned firms
How do we create a credible and almost costless link between small and medium to large firms?
How do we generate trust for medium and large firms to do business with small firms, particularly women-owned?
Proposed InterventionLink small firms (suppliers) to small, medium and large firms (buyers) through an online and SMS accessible marketplaceKEY New Features
Updated Directories of suppliers
Job postings and quotes by sector, location, price range
Shortlisting of potential suppliers to request more information
Feedback rating system: feedback on performance
Recommendation system: buyers recommend suppliers
Mapping of business relationships
Proposed InterventionLink small firms (suppliers) to small, medium and large firms (buyers) through an online and SMS accessible marketplaceKEY New Features
Updated Directories of suppliers
Job postings and quotes by sector, location, price range
Shortlisting of potential suppliers to request more information
Feedback rating system: feedback on performance
Recommendation system: buyers recommend suppliers
Mapping of business relationships
Examples of Features
Directories
www.buy-in-timor.org:
Job Postings and Request for Quotes
http://plumbers.networx.com:
2195
Feedback and Rating System
www.ebay.com:
Recommendation System
www.linkedin.com
www.amazon.com
Mobile Access: Quotes
Quote requested (#Q6502): 60-seater bus hireon 8 June. Copacabana to Rio Scenarium return trip.Company: World BankContact: Sylvia
Reply Quote #Q6502 Cost: R$ 350Comments:Only 50-seater bus availableContact: Natasha
Mobile Access: Feedback
Order #O3201 Feedback: Comfortable, on time and flexible. Thanks!Punctuality: 5/10Price: 7/10Communication: 6/10
Networking
Marketplace
Advisory role in marketplace Development
Impact Evaluation
Recommendations for upgrade and nationwide scale-up
Marketing of the marketplace
Hosting the marketplace
Showcase for potential scale- up
Develop MarketplaceMarketplace Maintenance
Sponsor the Marketplace Development
Provide supporting role in marketing
Access to business lists
Pilot Plan (in KwaZulu Natal Province)
Marketing and selectionPool of suppliers
(10,000) Pool of buyers
General marketing awareness campaign
Targeted marketing: demos, brochures, firm visits, workshops ,
survey
Personal support:• Visits / Demos• Identification of needs • Updates to the marketplace• Presentation of features
Buyers registration (250 with gender information,
250 without)
Marketing and selection
• Baseline survey• Upload participants into system•Randomly phase in new features•Follow-up survey
List of participant suppliers (1,500)
Initial screening and random selection of pilot participants
Similar group of
not participants
(1,500)
• Baseline survey
• Follow-up survey
Overcoming Information Asymmetries
125 125
125 125
NO OWNER GENDER INFO COMPLETE INFO
FEEDBACK AND RATING SYSTEM
NO FEEDBACK/RATING
BUYERS
QuestionsCan an intervention like this improve market access and support the development of traditionally marginalised SMEs?
Is market access a more binding constraint for female firms?
What information (including gender and race) influences buyers transaction decisions and do these depend on knowledge regarding the quality of the suppliers?
The Results
Watch this space...
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