The misunderstanding of business-to-business electric quotient: blindly follow the mode of business

In the past year, the days of business-to-business dealers have been tough. A survey shows that, influenced by the macro-economy, about half of business-to-business Web sites have seen net profit decline, while the number of paid members has fallen by more than half. Think about business-to-business development paths from the beginning? At present, the overall economic downturn, overcapacity in various industries, sales of various enterprises to the king, traditional enterprises, especially industrial enterprises net will strong. In the business-to-business industry, the vast majority of business-to-business platforms are struggling to survive, with the exception of one or two of the category of vertical electric dealers supporting the retail electric business. When looking back, the starting point for business-to-business electricity is much earlier than that of the business, but it is much slower to develop. From the simple information display to the business flow interaction, and then to the user as the benchmark, to build a complex electrical business system and trading processes, and vigorously expand online transactions, can go all the way, not successful. Why is this way wrong? Do we need to restructure the new business-to-business model? Thinking Refactoring: Do not follow the vendor for so many years, the core reason for the slow pace of business-to-business development is the lack of self and the lack of a way to find a business-to-business self. Whether from product design, process control or payment settlement, logistics warehousing and so on, seems to be copying the mode of the Business-to-consumer. In practice, however, business-to-business transactions are fundamentally different from those of the Business-to-consumer. In terms of trading concerns, it is important to be cost-effective. In the case of homogeneous products, the key to reaching a deal is at the price, especially for business-to-business, where personal preference has little impact on the transaction. At the same time, in Business-to-business, different from consumer goods, industrial products are basically sellers directly to the buyer, intermediary agents, distributors short hierarchy, purchase and sale channels appear flat, regional characteristics are obvious, resulting in online prices and offline prices. It turns out that for business-to-business, the traditional mode of transaction between the buyers and sellers has matured and perfected, and the trading thinking and trading habits are quite solidified. It is difficult to imagine that a business-to-business electric dealer will be required to cooperate with customers to change and reconstruct their business processes. Especially in some enterprises above the scale, the business needs involved in the financial, production, procurement, marketing and other links more complex, the electric business push is also more block. As a result, the thinking of business-to-business electricity should be changed, and the mode of the business can not be continued. At least for the time being, the online business of the business-to-business must rely on the traditional offline business and expand the line business. In the electric business system construction, the transaction process design as well as the payment settlement node and so on, as far as possible simplifies, eliminates the unnecessary operation, takes the industry custom and the customer demand as the first. At the same time, online business needs to highlight the construction and expansion of channels to promote the operation of the various functions of the line under the play and extension. Self-Innovation: payment, supply chain, finance need new rules in every industry in business-to-business, each enterprise has its own unique intrinsic gene. To be successful, the Business-to-business dealers must study and understand the habits of the industry and the thinking of the enterprise, thus summarizing the research, discovering the customer's demand and market value, accumulating the user's word-of-mouth and channel resources, and building their ownCore competitiveness. Otherwise, the face will only fail. In practice, the self innovation of business-to-business electric dealers is at least in the following three aspects. I. Payment diversification if the Business-to-business electric Shangqiang to pursue the standard process of the Consumer-to-consumer, then the payment of funds must be realized through the third party payment channel. But in this way, there are two difficult problems to solve: first, the vote conflict. The so-called conflict of votes, for example, in Alibaba, the buyer through Alipay payment to the seller, is actually the buyer first payment to Alipay, Alipay payment to the seller, but the seller is directly issued to the buyers, will cause funds and bills vouchers confusion, votes inconsistent. However, in the business, B-end sellers sell goods, there is no need for C-side buyers to increase the vote. and to B-terminal buyers, due to industrial and commercial, tax and other aspects of the requirements, must be issued to increase the vote. At present, the accounting supervision of the inconsistent recognition of the degree of vote is low, especially involving a large amount of exchange, it is difficult to avoid the suspicion of money laundering and tax evasion. Secondly, it is difficult to mention. Aside from the current bank's efforts to suppress third-party payment platform does not say, in the past, the seller received payment, to the net silver, not only cumbersome process, slow time, but also generate additional costs, increase its financial costs. What needs to know is that B-end users have a much higher rate of capital and faster turnover than individual users. Capital precipitation is cost, especially for large funds, normal enterprises, will not allow large funds to stop on the account. Therefore, the Business-to-business electronic business should be open to the diversification of payment methods. In order to facilitate the rapid and effective completion of transactions, to provide users with such as goods to pay, net bank payment and other means of payment, do not have to use third-party payment channels for funds transfer. Of course, in view of the transaction risk and trust issues, business-to-business platform can be appropriate to import intermediary trade units, platform guarantee transactions. Second, the storage desalination and logistics outsourcing in the business thinking, warehousing logistics to the world. For example, Alibaba-led rookie logistics, Jingdong large Logistics warehouse system, shun Fung relying on logistics to establish a preferred electric dealer and so on. However, in the business-to-business industry, it is not a good choice for the electric dealers to build their own warehouse logistics. For business-to-business, its warehousing needs are large freight yards, networked regulatory warehouses, etc. Different products on the warehouse hardware and software requirements vary, such as temperature, humidity standards, moisture, fire standards, and so on, especially for some commodities, but also to the warehouse attached to the dock to provide conditions. Business-to-business Electric dealers can not solve these complex problems, therefore, business-to-business electricity dealers should be diluted warehousing, self-regulation and improvement by the market. As there is no perfect security of the national electronic Logistics system to support, so most of the business-to-business platform has not yet provided logistics services. Unlike business logistics, the transportation of business-to-business goods requires trucks, railways and ships, especially trans-regional transactions, and logistics is the focus of risk. In this case, the business-to-business operators to integrate logistics information and channels, the choice of third-party logistics companies to transport the goods in a phased outsourcing, for the electricity business Platform users to provide a variety of freight options, will createCreate new market value. Third, the electricity business financing to solve the problem can be said that, in the current economic environment, no enterprises are not lack of money, especially small and medium-sized enterprises, capital shortage is widespread. In addition to the exchange of information and price discovery to attract customers to participate in platform transactions, we should actively seek more financing channels for customers to solve the problem of capital. The Electronic business financing not only can bring certain financing Commission for the platform, but also can establish the close cooperation relation with the customer, ensure the platform and the customer deep docking, impels the customer to become the platform core resources. In the current business-to-business industry, the electricity business finance for enterprise users of financing loans, one is based on customer qualification, credit, production, procurement, sales and other data, providing unsecured unsecured pure credit liquidity loans, usually low, high cost, strict audit; The other is the supply chain financing service, which is based on the purchase and sale business and the right control of the customers in the platform, some of which need guarantee or pledge. This financing model, accounting for the mainstream industry, most similar to the day cat order financing, Beijing-East White Stripes, and so on, its main source of funds from banks, net loans and electricity dealers own capital. The main contradiction lies in the cumbersome approval process, low pass rate and small amount, which is difficult to meet the financing demand of most platform clients, and the risk of information leakage and loss of customer resources. At the same time, the Business-to-business platform itself has limited funds, can not fully cover the effective customers, and the electricity business platform before the investigation and loan management and other wind control level generally weak, credit bad debt rate is higher. Therefore, in order to do a good job in the electricity business, business-to-business dealers need not only strengthen the learning and cooperation with banks and other financial institutions, but also accelerate the speed and efficiency of external funds acquisition.