BusinesstoBusiness

I. , , , , ,
,

,
( ),
(/),
( ), &
..(.........),
/(/),
( ) ( )
,
/
8 , 3
&2.

, ,

, ,
.

.

4,56

200720013
(...)
.
..
(
,,).

,(20122014)
/ (03 )
( )
:

1
BusinesstoBusiness

1. :

2. :()

3. :

4. "Business to
Business"

5.
/

6. ,

7. (logisticsmanagement)

8.

9.

10.

11.

II.

.
,
,, ,,, ,
,.

, /
,
85%,

,
,,.

2
BusinesstoBusiness

,/

.
,,,
,,

,
,
.

.

,
,
,,.

. , : ,
,
,

,,
,
.

,
: .
,....
, ,

. ,
,
, .
,
.

3
BusinesstoBusiness

,
www.epanakatartisi.gr
.

. ,
,

4
BusinesstoBusiness

BusinesstoBusiness
,
.

,

(BusinesstoBusiness).

.
,
,
,,,
.
:

/;

(,,);

,
, ,
.
,,
,
.

5
BusinesstoBusiness

IV.

,
(Business Plan) ,
.


,

(Business to Business).

, ,

, /
/:

6
Businessto
Business

1.1

,
,
,

.

, 40
, (32 ) (8 ).
,
80% .
,
case study. ,

(1.3)
27(234).

, ,
,
.

2012 2014, .
,
. ,
5

,
. 1.5188/. 3.968 (
915//20.5.2011) ,
,
, ,

(.....)
(20072013 ),
.

7
Businessto
Business

1.2

, ,

. ,
.,
,
.,

. , ,
(
)
.

.,,

,
, . ,
,,,
,
.

, ,
,

.
,.

.
,
.,
(1.3)

.
.

(2.1).

.

(2.2) , ,

8
Businessto
Business
:
(2.3).,,
,
,
. ,
,

.

, ,
,
.


,(1.3
2.1).,
.

,
,
,
( )

( ). , ,

.

, , ,
, ,
.. ,
,
( )
.

9
Businessto
Business

1.3

/ / (
)



1. 2 0 1.1
.

1.2

.
1.3


2. 3 0 2.1


2.2


2.3




3 2 0 3.1



3.2

3.3 4P
3.4 ,


4. 2 0 4.1

4.2
PEST
4.3 ,

SWOT
4.4 :

10
Businessto
Business
PEST SWOT




4.5
(BusinessModel)
4.6 5
Porter
5. 2 0 5.1



(branded)

5.2
/

5.3
5.4
5.5 Pareto
5.6 Boston
5.7
5.8

6. 1 0 6.1 :







6.2

6.3
6.4

6.5

6.6

7. 1 0 7.1
()
7.2
7.3

7.4

8. 2 0 8.1 :

11
Businessto
Business


8.2
8.3

8.4

8.5





8.6
,

9 2 0 9.1



.

.
:
,
,
, ,
,

.

10 8 4 10.1



10.2




,
,

10.3




10.4

(NPV)

12
Businessto
Business

(IRR)



()
10.5

10.6

11 2 2 11

12 2 2 12

13 2 0 13

14 1 0 14

&


.

32 8

40

13
Businessto
Business

2.1

/ /








1. 2 0 1


2



3



2. 3 0 4


5


6 ,




3 2 0 7


8
4P
9



4. 2 0 10

11

14
Businessto
Business
PEST
SWOT
12


PESTSWOT
13


5

Porter
5. 2 0 14


15






16

6. 1 0 17
:












.
18
7. 1 0 19
()
8. 2 0 20
:




.
21

15
Businessto
Business
,


9 2 0 22





23
1 B


10 8 4


24
(1)

25



(1
)
26
2



(1,5)
27
,



(1,5)
28

(0,5
)
29



(2
)
30
3

(1)

16
Businessto
Business
31 Case Study


32

17
Businessto
Business

2.2

,
1
15 . ,
,
,.

18
Businessto
Business

2.3

1

&

25
/




1. ,
,
.
2.
( 5)
.
3.

: &
,
,
,

..
4. ,

,

.
1.

.


.
2.


. (

19
Businessto
Business
).
1
1.1

20
Businessto
Business

2

/
&

35
/

/

,
,



1.




postit.
2. ,

(
)

flipchart.
3.

.

.
1.

.

(

),




.
(..
),

21
Businessto
Business


().
,



.
2.









.
1
1.2
Postit&Flipchart

22
Businessto
Business

3


&

30
/







(..
)

1. , ,


,

,

, ,
,
,
.
,

,
..
2. ,
,



,


, ,

.
3.
,
,

23
Businessto
Business




,



.
1.


,
,
,
..
2.

.
3.



.
4. ,

.
1
1.3

24
Businessto
Business

4


45
/




.



/












2
2.1
,1

Projector

25
Businessto
Business

5


45
/



5

,

.

/



2.2.4





.


.
/



/
(..
)
2
2.2
,1

Flipchartinternet

26
Businessto
Business
6
,


45
/


.







.



.






2
2.3
,1,1.2

Projector

27
Businessto
Business

7


20
/



.



.
,


.



.


.
3
3.1
,2,2.1

Projector

28
Businessto
Business

8
4P

45
/



.
4.
.
.

(,,,).

.
4P.

.

4P,

.


.
3
3.23.3
,2,2.1.2

Projector

29
Businessto
Business

9


25
/

SegmentationTargetingPositioning
.



.


.

4P
.


.

,
.

CocaCola.
CocaCola

(CocaColalight
CocaColazero).
3
3.4
,2,2.1.3

Projector

30
Businessto
Business

10

/
25
/


.


.

.

.
35
.


,

.

(
)(
).
4
4.1
,2,2.2.1

,Projector

31
Businessto
Business

11
PESTSWOT

20
/

PESTSWOT.
PEST
.
SWOT

.
PEST

.

PESTSWOT.
SWOT
PEST.
SWOT

.
4
4.24.3
,2,2.2.2
2.2.3

Projector

32
Businessto
Business

12
PEST
SWOT
/
25
/

PEST
SWOT.

PESTSWOT
.
,
.
35
.



.
.
PESTSWOT
mini
market.
,

.


.
4
4.24.3
,2,2.2.2
2.2.3

33
Businessto
Business

13

5Porter

20
/


5
Porter
.


5
Porter.

.

PESTSWOT.

,


(,,
,,.).
5Porter


.


.
4
4.54.6
,2,2.2.4
2.2.5

Projector

34
Businessto
Business

14


25
/



.

(branded)


.


.



.
IPhone

.

.

image,
,.

iphone.
brand
nameApple

.

,
,
.
5
5.15.2
,2,2.3.1

35
Businessto
Business

36
Businessto
Business

15



40
/



.


.


.
Pareto


.
Boston
.


.




.


.

,


.
5
5.3,5.4,5.5,5.6,5.7
,2,
2.2.3,2.2.4,2.2.5

Projector

37
Businessto
Business

16

()
30
/


.



.

.
,


.
35
.
,


(flow
charts).



.
5
5.8
,2,2.2.6

/Projector

38
Businessto
Business

17
:


.
()
25
/

,

.
,

sites(..
sites,youtube.)(
).



.

.


.

P.
6
,2,2.4

/Projector

39
Businessto
Business

18

/
20
/



.

.



.


.

.

.


.
6
,2,2.4

Projector

40
Businessto
Business

19
()
/
45
/


.
.
.

.


.


,
.


7
,2,2.5

Projector

41
Businessto
Business

20
:
.
//
50
/


,
.


.


.


.
,
.



,.

,


.
8
8.1,8.2,8.3,8.4
,2,2.6.1,
2.6.2,2.6.3

Projector/

42
Businessto
Business

21
,


40
/


P.
.



.
,
4P
,
.
,

.



.
8
8.58.6
,2,2.6.4

/Projector

43
Businessto
Business

22



60
/



.
:,
,
,,,

.


.





.

.


9
,3,3.1

Projector

44
Businessto
Business

23
1B

30
/

.
1





,.

.

.
9
,3,3.1

Flipchart
.

45
Businessto
Business

24


30
/




.
:,,






.








10
10.1
,3,3.2

Projector

46
Businessto
Business

25


45
/


.





()




.





10
10.2
,3,3.3
3.4

Projector

47
Businessto
Business

26
2


70
/



5








.




.
,



10
10.2
,3,3.3
3.4

Flipchart
.

48
Businessto
Business

27
,


65
/


,
.






.


10
10.3
,3,3.5
3.6

Projector

49
Businessto
Business

28


35
/

.

3.5
.




10
10.3
,3,3.5
3.6

Flipchart.

50
Businessto
Business

29



80
/

.

(NPV)




.


10
10.4
,3,3.7
3.8

Projector

51
Businessto
Business

30
3

35
/


.

3

.



.




.


10
10.4
,3,3.7

Flipchart.

52
Businessto
Business

31
CaseStudy

60
/


,


CaseStudy

,






.

Casestudy
(link
sykepi.teikav.edu.gr/subpages/guide/epSxedio_Case
Study.doc)
10
10.5
,3

Projector

53
Businessto
Business

32


120
/



.
5


,


templates
(.
.



.


.
,




10
10.6
,3

,/

54
Businessto
Business

()

http://www.diasyndesi.panteion.gr/attachments/article/45/%CE%9F%CE%B4%CE%
B7%CE%B3%CF%8C%CF%82%20%CE%A3%CF%8D%CE%BD%CF%84%CE%
B1%CE%BE%CE%B7%CF%82%20%CE%95%CF%80%CE%B9%CF%87%CE%
B5%CE%B9%CF%81%CE%B7%CE%BC%CE%B1%CF%84%CE%B9%CE%BA
%CE%BF%CF%8D%20%CE%A3%CF%87%CE%B5%CE%B4%CE%AF%CE%B
F%CF%85%20%CF%84%CE%BF%CF%85%20%CE%9A%CE%91%CE%95.pdf

55
Businessto
Business

:
1. C1=20.000, 3 ,
r1=7%
2. C2=10.000,2,
3. C3=15.000, 1 ,
r2=10%
4. C4=25.000, 5 ,
r3=5%
C1, C2, C3, C4 .

10.000 4
r=6%1.
D.

1 (
0).40
.
:

D[(1,06)1 + (1,06)2 + (1,06)3 + (1,06)4] = 10.000 + 15.000(1,10)1 + 10.000 +

20.000(1,07)3+25.000(1,05)5
D=20.072.

56
Businessto
Business
2

(.2003/361/)
.

1.

:
.
1. CNC 148.000,00
2. 90.000,00
3. 60.000,00
4. 45.000,00
5. INJECTION 1 103.779,00
6. INJECTION 2 73.414,00
7. INJECTION 3 143.073,00
8. INJECTION 4 149.898,00
9. INJECTION 5 230.000,00
10. 115.000,00
11. 115.523,00

12. 19.390,80

.
13 29.403,00
(SERVER)

10
5.

1:
12%.

57
BusinesstoBusiness

/


1 2 3 4 5 6 7 8 9 10
1 148.000,00
2 90.000,00
3 60.000,00
4 45.000,00
5 103.779,00
6 73.414,00
7 143.073,00
8 149.898,00
9 230.000,00
10 115.000,00
11 115.523,00
12 19.390,80
13 29.403,00
1.322.480,80

58
BusinesstoBusiness

2.

,
:1,3/,1,65/1,4/.

1 2 3 4 5 6 7 8 9 10
138.000 151.800 162.426 170.547 179.075 188.028 197.430 207.301 217.666 228.550
21.745 23.920 25.594 26.874 28.218 29.629 31.110 32.666 34.299 36.014
102.514 112.766 120.659 126.692 133.027 139.678 146.662 153.995 161.695 169.780

262.260 288.486 308.680 324.114 340.319 357.335 375.202 393.962 413.660 434.343

2:.

1 2 3 4 5 6 7 8 9 10
1,3/
1,65/
1,4/

59
BusinesstoBusiness

3.

:
,

1 2 3 4 5 6 7 8 9 10

1.319.858 1.385.851 1.455.143 1.527.900 1.604.295 1.684.510 1.768.736 1.857.172 1.950.031 2.047.533

1.319.858 1.385.851 1.455.143 1.527.900 1.604.295 1.684.510 1.768.736 1.857.172 1.950.031 2.047.533

957.769 997.546 1.039.620 1.084.172 1.131.397 1.169.958 1.209.908 1.251.298 1.294.185 1.338.626
,:

1 2 3 4 5 6 7 8 9 10
1.128.105 1.184.510 1.243.736 1.305.923 1.371.219 1.439.780 1.511.769 1.587.357 1.666.725 1.750.061
676.863 710.706 746.241 783.554 822.731 863.868 907.061 952.414 1.000.035 1.050.037

564.053 592.255 621.868 652.961 685.609 719.890 755.884 793.679 833.362 875.031

3:
.

60
BusinesstoBusiness

1 2 3 4 5 6 7 8 9 10

61
BusinesstoBusiness

/ 1 2 3 4 5 6 7 8 9 10
1 148.000,00 26.193,7 26.193,7 26.193,7 26.193,7 26.193,7 26.193,7 26.193,7 26.193,7 26.193,7 26.193,7
2 90.000,00 15.928,6 15.928,6 15.928,6 15.928,6 15.928,6 15.928,6 15.928,6 15.928,6 15.928,6 15.928,6
3 60.000,00 10.619,0 10.619,0 10.619,0 10.619,0 10.619,0 10.619,0 10.619,0 10.619,0 10.619,0 10.619,0
4 45.000,00 7.964,3 7.964,3 7.964,3 7.964,3 7.964,3 7.964,3 7.964,3 7.964,3 7.964,3 7.964,3
5 103.779,00 18.367,2 18.367,2 18.367,2 18.367,2 18.367,2 18.367,2 18.367,2 18.367,2 18.367,2 18.367,2
6 73.414,00 12.993,1 12.993,1 12.993,1 12.993,1 12.993,1 12.993,1 12.993,1 12.993,1 12.993,1 12.993,1
7 143.073,00 25.321,7 25.321,7 25.321,7 25.321,7 25.321,7 25.321,7 25.321,7 25.321,7 25.321,7 25.321,7
8 149.898,00 26.529,6 26.529,6 26.529,6 26.529,6 26.529,6 26.529,6 26.529,6 26.529,6 26.529,6 26.529,6
9 230.000,00 40.706,4 40.706,4 40.706,4 40.706,4 40.706,4 40.706,4 40.706,4 40.706,4 40.706,4 40.706,4
10 115.000,00 20.353,2 20.353,2 20.353,2 20.353,2 20.353,2 20.353,2 20.353,2 20.353,2 20.353,2 20.353,2
11 115.523,00 20.445,7 20.445,7 20.445,7 20.445,7 20.445,7 20.445,7 20.445,7 20.445,7 20.445,7 20.445,7
12 19.390,80 3.431,9 3.431,9 3.431,9 3.431,9 3.431,9 3.431,9 3.431,9 3.431,9 3.431,9 3.431,9
13 29.403,00 8.156,7 8.156,7 8.156,7 8.156,7 8.156,7
1.322.480,80 237.011,0 237.011,0 237.011,0 237.011,0 237.011,0 228.854,3 228.854,3 228.854,3 228.854,3 228.854,3

62
BusinesstoBusiness

1 2 3 4 5 6 7 8 9 10


1,3/
211.153,8 221.711, 232.797, 244.436, 256.659, 269.491, 282.965, 297.115,
179.400,00 197.340,00 0 10 50 40 00 30 80 00

1,65/
44.342,1 46.559,7 48.887,8 51.331,5 53.898,9 56.593,3 59.423,1
35.879,25 39.468,00 42.230,10 0 0 5 0 0 5 0

1,4/
168.922,6 177.368, 186.237, 195.549, 205.326, 215.593, 226.373, 237.692,
143.519,60 157.872,40 0 80 80 20 80 00 00 00

422.306,5 443.422, 465.595, 488.873, 513.317, 538.983, 565.932, 594.230,

358.798,85 394.680,40 0 00 00 45 30 20 15 10

63
BusinesstoBusiness

3:

1 2 3 4 5 6 7 8 9 10

1.319.858 1.385.851 1.455.143 1.527.900 1.604.295 1.684.510 1.768.736 1.857.172 1.950.031 2.047.533

358.799 394.680 422.307 443.422 465.595 488.873 513.317 538.983 565.932 594.230

1.365.116 1.421.521 1.480.747 1.542.934 1.608.230 1.668.634 1.740.623 1.816.211 1.895.579 1.978.915
1.128.105 1.184.510 1.243.736 1.305.923 1.371.219 1.439.780 1.511.769 1.587.357 1.666.725 1.750.061
237.011 237.011 237.011 237.011 237.011 228.854 228.854 228.854 228.854 228.854
957.769 997.546 1.039.620 1.084.172 1.131.397 1.169.958 1.209.908 1.251.298 1.294.185 1.338.626

2.560.774 2.688.812 2.823.252 2.964.415 3.112.636 3.268.268 3.431.681 3.603.265 3.783.428 3.972.600

1.319.858 1.385.851 1.455.143 1.527.900 1.604.295 1.684.510 1.768.736 1.857.172 1.950.031 2.047.533
676.863 710.706 746.241 783.554 822.731 863.868 907.061 952.414 1.000.035 1.050.037

564.053 592.255 621.868 652.961 685.609 719.890 755.884 793.679 833.362 875.031
5.604.546 5.890.865 6.181.449 6.478.670 6.790.755 7.110.285 7.454.358 7.815.631 8.194.971 8.593.279

64
 Business to Business
3

.
.
().

t0 t1 t2 t3 t4 t5

1883 +500 +600 +700 +500 +500

.
1883
() 10%
.i10%.

().
.:

1)()

2) : >0, , <0 ,
.().

3)
()

4)

;.

5)

;
;.

65
 Business to Business
1) ,
K:

,.

2) ,
.
2128,25
(10%).
1883.
245,25.,245,25
.
3) . 10% ,
. .
, ,
10 . ,
15%,,,
15%. 10%,
.
4) .
10%,10%.
,,.
5)
.
. ,

.
.
.

.

66