Suning has gone through 29 years. In these 29 years, from its first entrepreneurship, to the Suning Appliance chain in 2000, to the integration of the Internet online and offline in the past decade. With the current hot 5G, data cloud, Internet, and blockchain, Suning also optimizes service efficiency around the supply chain, products, users, channels, and logistics.
B2B In China, no business can really do this business well like doing the C-end. This year, To B's business scale is predicted to be 21 trillion market, and next year it may be 26 trillion market. With such a large market, everyone has only started in recent years. No one said I am doing well. Suning's experience in the B-end can be shared with you:
· The local service capability requires not only a platform, but also a local exclusive team.
· Have your own core products.
· We have done some work in how to improve service efficiency, self-operated logistics.
· Solve standardization problems through SAAS.
36Kr analyst Zhu Bin
smart procurement has grown very fast in the past two years and has shown a sustainable growth trend.
The current bottleneck restricting the development of the industry is mainly:
· Building and maintaining a comprehensive platform has high requirements for technology and talents;
· Enterprise data poses security risks, especially customer confidentiality requirements for large central enterprises, governments and other customers;
· Smart procurement platform collects data from multiple parties, and the maintenance cost and difficulty are relatively high in the case of large data volume;
0 in the future, with technology as the core to serve smart procurement, and there are still many implementation problems waiting to be solved.
decibels vice president of operation Dai Zhen
Capital winter Many people are saying that the environment is bad. In this environment, as a B2B specialized in serving enterprises, what solutions do we do to help corporate customers optimize supply chain procurement? Decibeltong has entered the supply chain integration from corporate payments, and now serves about 6,000 companies and has more than 2,000 companies with monthly active users.
We position as a 2.0 enterprise wallet. By aggregating enterprise consumption scenarios and adding payment and fee control modules, we save costs for enterprises and simplify the reimbursement process as much as possible.
· Scenario Aggregation Section: including air tickets, hotels, train tickets, travel vehicles, dining, etc. By this year, it has been connected with more than 100 suppliers and has connected to more than 10 non-main business expenditure scenarios of enterprises. 80% of the prices are better than mainstream suppliers, especially hotels, air tickets, etc. that are frequently spent by enterprises.
· Payment and fee control module: Enterprises use wallet services through recharge or monthly settlement, while Decibels divides corporate wallets into business card , personal card and corporate card. Business cards are used to pay for travel, car and meals without reimbursement; personal cards are used to issue subsidies and benefits, and full invoices are issued; corporate cards are used to public expenditures, including centralized procurement and payment.
That is to say, for enterprises, we achieve full process control of pre-budget, in-process approval, and post-analysis. At the same time, as an open platform, it allows the company's supply chain needs to be met and managed more simplified. Decibel still hopes to promote corporate payment into a new era, and at the same time, use payment innovation to meet the demands of enterprises for the entire supply chain in the capital winter.
Youhualin CEO Xiao Fangfang
Youhualin mainly does BI, helping enterprises make intelligent decisions to reduce costs and increase efficiency from the perspective of overall planning. Many companies or enterprises will build storage work such as data platforms and will draw reports when making decisions for relevant decision makers of the company. However, the essence is that the human brain is making decisions, but it only has some data support and foundation. Using machine learning to find the rules in complex decision-making processes, and consider the entire problem more clearly through model algorithms. Replacing decisions in the human brain can reduce a lot of costs.
We mainly use operation optimization (OR), artificial intelligence (AI) and big data (Big Data) technologies as the core driving forces to promote the implementation and promotion of intelligent decision-making technologies based on massive data in China, and help Chinese companies achieve strategic transformation from automation to digitalization to intelligence.The supply chain related content can be mainly related to the following figure. There are many subdivision directions of
. Each link can make smarter decisions based on data through models and algorithms.
For example, the most important thing in network planning is site selection. After completing the site, it will also involve the design of each factory's production capacity. It is the planning of the entire network. Many customers always slap in these similar decisions, and don’t believe in the power of science. They will think that you have chosen a place for me.
also has examples of path planning. Carpooling is also a common demand for us. From the perspective of customers, it is the relatively high cost part, which basically considers the transportation cost and the relatively low loading rate. There is also a kind of courier scenario in the path planning, which is a bit "false proposition", because when the last kilometer is matched, a large number of decision-making drivers will not follow it. I have done similar related tests on Amazon before, and the results calculated by your computer will always feel that the result is wrong. In fact, by accumulating the driving trajectors of historical delivery personnel, you can extract the information they never leave and have to leave all year round through machine learning, and combine it with machine learning. The solutions you get are more feasible and practical.
Ho Shihua, General Manager of B2B Operation Center of Suning.com Group,
Today, we will mainly communicate together, and share some of Suning's views and practices with everyone. Let’s put aside one point of view first - digitalization + e-commerce, the only way to increase corporate procurement efficiency.
Suning has set up a department since the group was established to be responsible for the expansion of government and enterprise affairs. It was first called the group buying business center, later called the corporate sales center, and then B2B, but the business itself has always provided one-stop procurement solutions for government and enterprise customers. It can be said that Suning has participated and witnessed the development of B2B's business model in China. Today we are talking about the digital transformation of procurement. From the fact that we communicate with many large central enterprises, state-owned enterprises, and foreign-funded enterprises, we can summarize some of the pain points faced by enterprises into two categories:
· The first category is compliance, with transparent processes, open processes, and compliant procedures, but very inefficient;
· The second pain point is efficiency, and how to reduce the direct procurement costs and indirect costs of enterprises are also troubles faced by enterprises' decision-making. Direct procurement costs are easy to judge, such as prices, discounts, and settlement methods, while indirect procurement costs are relatively vague. Most companies tend to focus on direct procurement costs and ignore indirect procurement costs.
However, "indirect procurement cost" is the key indicator for enterprises to reduce costs and increase efficiency. If you expand it, it includes demand management, supply chain management, procurement execution efficiency, and procurement supervision efficiency. For example, if a manufacturing company wants to purchase some MRO products for a long time, how can it not only ensure that the inventory meets production needs, but not much inventory is provided? For example, how to ensure that the unqualified proportion of each batch of procurement materials is controlled within a certain range?
What we need to consider now is how to use new technologies to help enterprises with digital procurement management, reduce costs and increase efficiency? We believe that it is to digitalization and e-commerce:
· Digitalization accumulates your offline procurement links to the online platform in digital ways, all data can be traced, and the purpose of intelligent management is achieved through digital means, that is, smart procurement;
· E-commerce is to solve the problem of efficiency. After moving all offline procurement activities online, we will introduce the supply chain service experience of mature e-commerce platforms to solve the problem of supply chain efficiency, including quality control, logistics and distribution, etc.
Enterprise procurement can be subdivided into many sub-scenes and subdivided into some specific scenarios. Just like the employee welfare procurement of an enterprise, the execution departments are different, the demand characteristics are different, and the principles of budget management are also different. We first do a good job in the scenario sorting out the scenarios and launch our own scenario-based applications: sort out the demand catalog, the procurement model model corresponding to each demand scenario, and the procurement execution department and regulatory department in each procurement scenario.
Based on the understanding of enterprise procurement scenarios, we proposed Suning Yicaiyun, which has five solutions based on six application scenarios, as well as large and middle platforms to handle customization needs, and back-end service support:
Finally, we will introduce to you Suning and SAP Ariba’s cooperation. The transaction scale of SAP Ariba platform has reached 2 trillion US dollars, and the overall platform transaction scale is equivalent to twice the sum of Alibaba , Amazon, and ebay. It provides cloud platform services, one is Punch Out (jump mode), the other is Spot Buy (spoke procurement), and Suning.com is currently SAP Ariba's only large-scale comprehensive e-commerce partner in China. SAP Ariba provides a procurement cloud platform, and Suning provides e-commerce services.
Huajia Co-founder Wang Jingjing
Huajia is a company that makes daily flowers. In more than four years since its establishment in 2015, what we have done is how to deliver flowers from the flower field to the user's desktop at a low cost. The freshness here includes quality and speed, and low cost ensures that our cost is the best. In recent years, we have done some things to enable the flower industry, which is also low in mechanized and standardized, to mass-produce bouquets.
For example, the supply chain management system we developed ourselves: each module can be operated independently. For example, the origin, planting area, and price of Huatianxia collects all garden information will help estimate the purchase price of flowers and formulate a procurement plan; the TMS system can independently connect to multiple express companies, and at most, it can connect to 32 logistics companies by itself. At the same time, the information of each system is the same, and data must be connected in series and operated quickly to ensure that each delivery can be carried out in full.
This system looks relatively simple at the moment, but we also started from 0 to 1. The entire system has been running very smoothly now, which can ensure that our sales from the previous year was only 50 million to the current 500 million. In 2017, we achieved a bottleneck period, and also achieved a 500 million. From the source to the hands of users, our time is shortened to 36-48 hours, and we can quickly go from the fields to the hands of customers. There are more than 20 provinces' origin information, including domestic ones. From harvesting to back-end production to customer's hands, we can control 1% loss.
"Godian Poker" can budget based on the supply volume and can intelligently design tens of thousands of flower orders by yourself. In the past, flower order design was a very troublesome thing. Flower artists needed to compare thousands of varieties of flowers. Its price and supply volume were designed to design a bouquet of flowers. We have to copy it to 1,200, or even 5,000 bouquets. There are many things to consider here, and we also need to make the best cost. The magic computing subsystem we developed can intelligently calculate the optimal cost based on the supply volume and the optimal flower order. It can choose tens of thousands of kinds at a time. Now the user score has been added, and the selected bouquets are all bouquets with higher scores from users before.
Huajia's supply chain has improved our efficiency significantly in recent years. We might be too busy at the beginning, and the wind is next to us. We can't ship the goods. We only have ten thousand orders a day. In order to help us ship quickly, we directly made a hole in the wall, and their people directly helped us ship and print the nomination. After changing the model, we can make 50,000 orders a day, which greatly improves our efficiency.
round table exchange:
· Zhu Bin: Digital procurement is currently concentrated in large enterprises' procurement, and the proportion of small and medium-sized enterprises with more demand is not large. What is the reason for this?
General Manager of the Operation Center of Suning.com Group B2B Company, He Shihua: 's digital transformation is information reconstruction, which requires you to invest a lot of R&D capabilities to do this. For a small enterprise to do digital transformation, it must consider how much manpower, material resources and financial resources to do this. What kind of value can it bring to me after investing these costs? Nowadays, many companies still treat the procurement department as a cost department.When designing plans, we must consider these groups, especially some small and medium-sized groups. Perhaps they may be unwilling to invest too much manpower, material resources and financial resources to do these things, but we must provide these users with customized and exclusive solutions.
Wali Enterprise Service Operation Director Liang Hongchao: From the real situation of our service to so many companies, many companies do not have interfaces. Whether it is the benefits of corporate employee or gift redemption, they do not have corresponding management, just like two pipelines are not in line, so it is difficult to handle. To provide alternative services to small and medium-sized enterprises, the most important thing is that small and medium-sized enterprises do not have corresponding systems and do not regard the traditional procurement department as an efficiency department.
Marketing Director of Zhixing Technology He Duoce: We do encounter such a problem in the process of operating. I have to spend a lot of money to build such a platform, which is relatively high. For the needs of customized and personalized, if I build such a platform, it will be more cost-effective to my suppliers and many such companies, it is worth it to support you. This is indeed a big test for us.
· Zhu Bin: Many times corporate procurement is not as cost-effective as personal procurement. How can corporate procurement solve this problem?
General Manager of Suning.com Group B2B Company Operation Center He Shihua: personal consumption is relatively sensitive to promotions, and many of the personal needs are irrational consumption. However, there is definitely no impulse consumption for corporate consumption. Corporate procurement is planned and there are plans at the beginning of the year to make procurement according to its plans. There is another feature. Compared with price, corporate users pay more attention to service. It cannot be said that the price is high. It also pursues cost-effectiveness, but while pursuing cost-effectiveness, it also depends on whether your after-sales service is good or not.
Marketing Director of Zhixing Technology He Duoce: Everyone can understand the process of selecting suppliers. For example, there are many ways to purchase a equipment. After purchasing, it will compare prices, guarantee of service, credibility and other aspects. If there is such a platform for unified screening, I only need to choose the products I need for the company, and the cost savings are indeed something our company needs to consider.
Wali Enterprise Service Operation Director Liang Hongchao: Why is it so difficult to choose a supplier? There are problems with the current social trends. Maybe one Douyin or Kuaishou can bring a product to life. Moreover, the product iteration is very fast and the product homogeneity is also very serious. Which one does it better? I want to do well and need your supply chain to be updated quickly and respond quickly. The matching of people and goods yards is customer-centric, so the requirements for suppliers are also very high. If you purchase once or twice a year, you cannot understand this industry, which means it is destined to be difficult to choose suppliers. If you have a good platform to help it aggregate and can help it filter, this is also a good method.
· Zhu Bin: Think boldly about what kind of model will appear in our procurement in the next five to ten years?
General Manager of Suning.com Group B2B Company Operation Center He Shihua: I think about this is how it is. Digitalization is just the foundation, and ultimately we must move towards smart procurement. How to use new technologies to achieve reasonable control of demand, including improving supply chain efficiency. Future smart procurement can connect all links of the enterprise, and then judge your procurement plan, your needs, and what problems are there in your supplier management, and then provide advice to the company's decision makers, who supervise changes and optimize.
Wali Enterprise Service Operation Director Liang Hongchao: Big data after , including the current AI technology computing power, is getting higher and higher, improving the efficiency of demand and production parties, and purchasing will definitely develop smartly, coordinate multiple points, and instantly saving costs from multiple parties. But there is one thing that cannot replace human judgment for the time being, because the machine cannot determine which one is more suitable, and it still depends on people. Most of them can replace people in the future, but the situation matching of subjective judgment is still inseparable from human factors.
Marketing Director of Intelligent Technology He Duoce: As a technology product company, let’s take a look at it from a technical perspective. Under the premise of the bandwidth provided by 5G, with the support of the maximum computing power, including AR, VR, and artificial intelligence technologies, are implemented in reality. During the on-site inspection of corporate procurement, virtual technicians do not need to go to the site, and can obtain effective information remotely. For the application of big data, for the analysis of suppliers, demanders, and producers, high-calculation analysis can obtain real data, helping decision makers make better judgments when big data presents results.
The combination of technology and industry is a two-way running-in process. It requires not only the ability to develop and integrate technology and integrate, but also rich industrial experience to support it. This event is done with Suning.com B2B, and I hope to absorb more innovative forces based on Suning.com's ecology, and jointly explore the implementation of smart procurement in the future.
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