TI

THNG MI
IN T B2B
 A, Li m u:
B, Ni dung:
I, C s l lun
1.1 Cc m hnh giao dch qua website B2B
1.1.1 Cc loi hnh giao dch B2B c bn
1.1.1.1: Loi hnh giao dch bn mua ch o
1.1.1.2: Loi hnh giao dch bn bn ch o
1.1.1.3: Loi hnh giao dch qua trung gian (sn giao dch nhiu n
nhiu)
1.1.1.4: Loi hnh thng mi hp tc

II, M t m hnh kinh doanh B2B ca alibaba.com

2.1 Gi thiu v alibaba.com
2.1.1 Gii thiu v alibaba.com
2.1.2 Ngnh ngh kinh doanh, tm nhn chin lc ca alibaba.com
2.1.3 Dch v hay hng ha m Alibaba.com cung cp
2.1.4 Cc i tc v qui trnh giao dch
2.2 M t m hnh kinh doanh B2B ca Alibaba.com
2.2.1 M hnh alibaba.com ng dng v m t m hnh
2.2.2 Cc cng c, phng tin, dch v m alibaba.com cung cp
2.2.3 Thun li v nhng kh khn gp phi ca cng c, phng
tin, dch v m alibaba cung cp.
2.2.4 Li ch v hn ch khi ng dng m hnh
2.2.5 Phn tch thnh tu t c
2.2.6 Phn tch kinh nghim trin khai m hnh kinh doanh B2B ca
Alibaba.com

C, Kt Lun
A, Li m u:

C nhiu doanh nghip t c nhng thnh cng vang di c tm nh

hng ti th gii nhng bn cnh khng t doanh nghip ph sn nh
hng t nhiu ti nn kinh t. Nhng doanh nghip thnh cng l nhng
doanh nghip bit kt hp rt nhiu yu t . c bit khi tri qua mt k
nguyn v cng ngh n khng ch tc ng n chiu su m cn n c
chiu rng trong hot ng kinh doanh ca doanh nghip. Vi vic nhiu
doanh nghip thc hin nhiu loi hnh kinh doanh mi xut hin trn mng
internet. Gi l cc doanh nghip thng mi in t tham gia vo th trng
m tnh cnh tranh rt cao. Thng mi in t s dng mng truyn thng
s ton cu to ra mt th trng in t cho tt c cc loi hnh sn phm,
dch v.

i vi mi th trng th thng mi in t c nhng m hnh kinh

doanh c th , v tt c cc m hnh u em li nhiu thnh cng ln cho
cc doanh nghip nu nh cc doanh nghip bit tn dng im mnh v hn
ch cc im yu ca nhng m hnh . Theo nghin cu thc t trn th
gii, m hnh thng mi in t B2B l loi hnh ng vai tr rt quan
trng v chim mt t l giao dch khng l khong 80% ca giao giao dch
thng mi in t. Hin nay, mc d thng mi in t B2B m li nhiu
li ch nhng bn cnh n cng c nhng mt hn ch cn tn ng cn
phi gii quyt. V vy nhm nghin cu la

I, C s l lun
1.1 Cc m hnh giao dch qua website B2B
Loi hnh giao dch bn mua ch o
i vi cc cng ty ln thng mua nhiu hng ha dch v nguyn vt
liu, gii php tt nht l m ring cho mnh mt ch in t v mi nhng
ngi bn hng tm xem v thc hin n t hang.
Mt s phng php mua sm hng ha v dch v c th:
Mua cc site u gi t nhn
Kt hp vo h thng mua theo nhm.
Mua trn mt sn giao dch (exchange),
Hp tc vi cc nh cung ng
Loi hnh giao dch bn bn ch o
Th trng in t bn bn: Mt th trng in t (e-marketplace) da
trn Web, trong mt doanh nghip bn hng ha hoc dch v cho nhiu
doanh nghip (doanh nghip bn bun, bn l hoc sn xut) hoc ngi tiu
dng.
Ba phng thc bn chnh:
- Bn qua catalog in t
-Bn thng qua u gi tng dn
-Bn mt ti mt,thng thng qua cc hp ng di hn
Loi hnh giao dch qua trung gian ( nhiu n nhiu)
Sn giao dch in t nh: ch in t (e-marketplaces), th trng in t
(e-markets), sn giao dch thng mi (trading exchanges), cng ng
thng mi (trading communities), trung tm trao i (exchange hubs), sn
giao dch Interrnet (Internet exchanges), ch mng (net marketplaces) v
cng B2B (B2B portals).
Ngoi vic t chc cc hot ng thng mi, cc Sn giao dchcn duy tr
cc hot ng cng ng nh phn phi tin tc cng nghip, ti tr cc
nhm tho lun trc tuyn, tin hnh cc hot ng nghin cu.
Phn loi Sn giao dch in tc th da trn mt s cch khc nhau. Cch
phn loi di y da trn 2 tiu ch:
+ Hng ha u vo trc tip (Direct goods) hay gin tip (Indirrect goods-
MRO)
+ Mua bn trao ngay (Spot Purchasing, Spot Sourcing) hay mua theo hp
ng di hn (Long time Contract Purchasing, Strategic Sourcing, Sistematic
Sourcing)

Loi hnh thng mi hp tc

Thng mi cng tc : s dng cng ngh s cho php cc cng ty cng tc
trong vic lp k hoch, thit k, pht trin, qun l, v nghin cu sn
phm, dch v v cc ng dng mi ca TMT. Hnh thc ny s dng cc
phn mm phc v lm vic theo nhm v cc cng c hp tc c thit k
c bit khc.
Mt s hnh thc thng mi cng tc
+ Trung tm cng tc (Collaborative Hubs)
+ Cc mng cng tc (Collaborative Networks)
+ Thng mi cng tc v qun tr tri thc
II, M t m hnh kinh doanh B2B ca alibaba.com
2.1 Gi thiu v alibaba.com
2.1.1 Gii thiu v alibaba.com
Alibaba.com l website hng u Th gii v B2B (Trang web thng mi
in t thc hin vic cung cp thng tin giao dch gia cc doanh nghip
vi nhau), Hin ti tng ti sn ca Alibaba l 2,5 t USD trong Yahoo
chim 40%
Alibaba thnh lp t nm 1999 bi Jack Ma, mt trong nhng nh kinh
doanh Internet xut chng nht Trung Quc. Cng ty ny nm thnh ph
Hng Chu, pha ng Trung Quc. Alibaba lp ra cc trang web 2 ngn
ng l Anh v Trung. y l cc trung tm u gi trc tuyn dnh cho cc
cng ty nc ngoi ang tm kim cc nh cung cp bn bun, ngi mua
v ngi bn l ca Trung Quc.
Trang Web Alibaba (www.Alibaba.com) hin nay c hn 68 triu thnh vin
ng k n t hn 240 nc khc nhau. Alibaba c vn phng i din ti
hn 70 thnh ph trn khp Trung Quc ,n , Nht Bn , Hn Quc ,
M , Chu u .Trong 4 nm lin cng ty vinh d nhn c gii thng
Best of the Web: B2B do tp ch Forbe bnh chn. Cng ty cng c cc
c gi ca tp ch Far Eastern Economic Review bnh chn l trang web
B2B thng dng nht.
Trang web Alibaba cho php ngi s dng tm kim thng tin v hng
dn kinh doanh thng qua cc danh mc ca hn 27 lnh vc v hn 1300
loi sn phm t nhng sn phm may mc cho n nhng in t.
Nhng nh u t vo Alibaba.com bao gm cc cng ty, tp on ln v
ni ting Chu v c trn Th gii. l SOFTBANK Corporation,
Fidelity Capital, Granite Global Ventures, Venture TDF Pte Ltd. of
Singapore, Japan Asia Investment Co., Ltd. and Transpac Capital.a nh cung
cp ng k ti Alibaba cho bn sn phm xut khu. c thnh lp v
hot ng t nm 1999, Alibaba.com l mt trong nhng sn giao dch
thng mi Th gii ln nht v ni cung cp cc dch v Marketing trn
mng hng u cho nhng nh xut khu v nhp khu. Alibaba.com cng l
im n u tin v cng l cui cng cho nhng cng ty xut nhp khu
mun tm c hi kinh doanh v xc tin vic kinh doanh trn mng.

Qu trnh hnh thnh pht trin

1999 Alibaba chnh thc c thnh lp vi 18 thnh vin sng lp

cng vi Jack Ma trong mt cn h Hng Chu
1999-2000 Alibaba c ti tr 25 triu USD t Softbank ,Goldman
Sch,Fidelity v cc t chc khc
2002 Alibaba bt u c li nhun
2003 website thng mi in t Taobao.com c thnh lp
2004 H thng thanh ton trc tuyn Alipay xut hin
2005 Alibaba hp tc vi yahoo
2006 Alibab u t vo Koubei.com
2007 Cng ty phn mm Alisoft c thnh lp
Nim yt trn th trng chng khon HongKong
Khi ng chng trnh ALimama , Cng ty trao i qung co
trc tuyn
2008 Taobao mall - mt nn tng B2C chuyn dng c gii thiu
b xung cho th trng C2C Taobao
Koubei.com c st nhp vi Yahoo Trung Quc
Alimama c tch hp vi Taobao
Vin R&D c thnh lp
2009 Alisoft c st nhp vi vin R&D
Phn mm qun l kinh doanh ca Alisoft c tch hp vo
Alibaba.com
Koubei.com c tch hp vo Taobao nh l mt phn chin
lc "big Taobao"
Taobao tr thnh nh cung cp dch v thng mi in t thc
y thng mi in t gia ngi tiu dng vi nhau
in ton m my c tch hp vo ALibaba kt hp vi k
nin 10 nm thnh lp Alibaba
2010 Alibab ra mt i ng qun l cp cao ca Taobao ALipay ..
thc hin chin lc "Big taobao "
Alibaba cam kt dnh 0,3 % doanh thu hng nm thc y
nhn thc v bo v mi trng v bo tn trung quc v
khp ni trn th gii
Taobao Mall ra mt tn min mi Tmall.com
2011 Alibab cng b k hoch xy dng mng li cc kho trn khp
Trung Quc cunngf vi cc i tc ca mnh u t pht trin
h thng Logistic trong nc
Alibaba t chc li Taobao vo 3 cng ty ring bit Taobao
marketplace ,Taobao Mall v Etao nm bt c hi thng
mi in t ca ngi tiu dng trung quc

2.1.2 Ngnh ngh kinh doanh, tm nhn chin lc ca alibaba.com

-Tm nhn chin lc

Jack Ma, ch tch tp on, a ra tm nhn chin lc cho Alibaba.com l
Tr gip cc doanh nghip va v nh thc hin giao dch thng qua
Alibaba.com (helping SMEs buy and sell goods through Alibaba.com ).
thc hin chin lc ny Alibaba i tng bc vng chc da trn nhu
cu th trng. S pht trin ca m hnh Alibaba.com s i theo ba giai
on:
Giai on th nht, Alibaba.com s hot ng nh mt trung tm trao i
thng tin (information exchange platform). Cc doanh nghip n vi
Alibaba tm kim thng tin v hng ho, cng ty,
Giai on th hai, Alibaba s h tr vic trao i cc chng t (document
exchange). giai on ny Alibaba.com s h tr thm cc dch v nh:
chng thc, k kt hp ng in t,
Giai on cui cng Alibaba.com s hot ng nh sn giao dch ca chu
u, chu M, tc l h tr v thc hin tt c cc giao dch trc tuyn
(money exchange of actual transaction ).

-Nghnh ngh kinh doanh : hot ng trong lnh vc sn giao dch in t, l

trung gian, xy dng theo m hnh B2B (nhiu n nhiu).

2.1.3 Dch v hay hng ha m Alibaba.com cung cp

Alibaba.com c nh gi l mt trong nhng knh c cc nh nhp

khu ton cu a dng nht trong giao thng quc t. Trong nhiu nm lin
tip, site ny c nh gi l knh giao thng hng u th gii xt v quy
m, uy tn v kh nng kt ni ton cu, ni kt ni hng triu ngi mua,
ngi bn trn th gii mi ngy.

-Cung cp cc thng tin v hng ho th trng:

Lng hng ho, dch v trn Alibaba v cng phong ph. Hin ti, ngi ta
giao dch hn 400 000 mt hng, c phn loi trong 27 danh mc. Mi
danh mc li c chia nh thm thnh cc tiu mc ri mi n thng tin
v hng ho. Thng tin hng ga c hin th di dng catalog.
Mi danh mc li c chia nh thm thnh cc tiu mc ri mi n thng
tin v hng ho.

-Cung cp thng tin v cc cng ty c mt trn ch:

Tng t nh hng ho, thng tin v cc cng ty cng c phn loi trong
27 danh mc v cc tiu mc nh.
-Cung cp cc dch v h tr giao dch:
Cc dch v h tr ca Alibaba nhm gip cc cng ty mua bn trn th
trng c th d dng tm c hng ho, i tc mnh cn. Cc ch dn
cch thc tin hnh giao dch mua v bn c hng dn chi tit trong
Alibaba.com user guide .

-Cung cp dch v thnh vin. Hu ht vic ng k thnh vin u min

ph. Cc cng ty c th la chn khng ng k thnh vin. Tuy nhin khi
tr thnh thnh vin ca Alibaba.com cc cng ty c c thm rt nhiu
cng c tin ch h tr.
2.1.4 Cc i tc v qui trnh giao dch
i tc
c thnh lp t nm 1999, Alibaba.com l a ch hng u kt ni cc
doanh nghip nh vi cc nh nhp khu tim nng v cc nh cung cp tin
cy trn ton th gii. Theo s thng k n ht qu I/2009, Alibaba.com
c 8,6 triu thnh vin ng k trn site giao dch quc t, t 240 quc gia
v vng lnh th.
i tc chin lc :
-Brazil: Ludatrade Technologia Ltda
-n : Infomedia 18 Limited
-Nht Bn Alibaba Marketing, Inc
-Hn Quc eSANG Networks Co, Ltd
- Malaysia Infodata Media Sdn Bhd:
-Th Nh K Logo Group
-Vit Nam OSB u t v Cng ty C phn Cng ngh
Cc i tc Thng mi :
-Cng ty TNHH Hi ch Hannover Thng Hi
-Institucion Feria de Madrid Institucion Feria de Madrid
- Kenfair International Limited Kenfair International Limited
- Koelnmesse Koelnmesse
- Nielsen Expositions Nielsen Expositions

Bn th 3 cung cp dch v :

-UPS
- VeriSign, Inc
-Trung Quc kinh t quc t v y ban Trng ti Thng mi (CIETAC)
-H s cng ty TNHH Chu (ACP)
-American International Underwriters Trung Quc (AIU Trung Quc)
-Hangzhou Zhongde Information and Technology Services Co. Ltd. Hng
Chu Zhongde Thng tin v Dch v Cng ty TNHH Cng ngh
-China Credit Information Service (PRC) Ltd. Dch v thng tin tn dng
Trung Quc (Trung Quc) Ltd

Mua Trn Alibaba.com

Tm kim sn phm v nh cung ng: c th s dng chc nng tm kim
hoc duyt theo th loi
-Lin h vi nh cung ng:
-Qun l thng tin mua
+ ng thng tin mua
+ Chnh sa thng tin mua
+ Xo Thng tin mua
-Lm thanh ton

lin h vi nh cc cung cp trc tip v gi v giao dch chi tit.

C hai Lin minh phng Ty v chuyn khon ngn hng ang c nguy c
cao, phng thc thanh ton v ch c s dng cho cc n t hng nh
rt / n t hng mu.

Low-risk payment methods include Paypal, L/C (letter of credit), and

Escrow. nguy c phng thc thanh ton-thp bao gm Paypal, L / C (th
tn dng), v kh c.
ng k vo ngh bn mi nht .

Bn Trn Alibaba.com
-Tm kim ngi mua : Mc d hu ht ngi mua mun tm nhng sn
phm v nh cung cp bng cch tm kim v duyt web, hu nh ti Hird
ca h bi Cho mua cho ngi bn tm thy chng thay th. L mt
ngi bn, bn c th tm kim thng mi mua dn c ng bi nhng
ngi mua v gi bo gi ngay lp tc.
-Lin h vi ngi mua :
+ Th nht: Click contract supplier gi mt bo gi cho ngi mua.
Khi ngi mua ng nhp vo / ti khon Alibaba ca mnh, anh / c y s
thy thng bo ny. Trong khi , chng ti cng s gi mt email thng bo
cho ngi mua hng ny ni cho anh ta / v tin mt mi ca c nhn c.
+Th hai: Nu bn thy biu tng chat online bn c th nhp chut
ni chuyn vi ngi mua trong thi gian thc bng cch s dng
TradeManager.
-ng k vo ngh mua mi nht
- c c cung cp cho ngi mua mi nht gi n hp th ca bn,
thc hin cc bc sau:
+ ng nhp vo Alibaba ca ti ti http://us.my.alibaba.com/
+ Trong Account Settings, nhn Thng mi Thng bo
+ Nhp vo Thm t kho mi
+ Nhp t kha sn phm ca bn v chn Type l thng tin cho mua
+ Nhp vo Lu.

2.2 M t m hnh kinh doanh B2B ca Alibaba.com

2.2.1 M hnh alibaba.com ng dng v m t m hnh
 Ban u hot ng l mt cng thng tin :
-Gi cc n cho bn sn phm ca minh, tm kim khch hng trn
Internet l ni dung ca dch v Alibaba trn Internet. Alibaba gip cho mt
cng ty kt ni Internet tham gia th trng th gii vi hng triu cng ty
kinh doanh cc loi hng ho dch v. Vi mt chi ph rt thp, cng ty tham
gia Alibabba c th giao tip hng ngy vi cng ng cng ty ton cu.
-Lc ban u Alibaba ch l cng ty Internet nh, tr s chnh t ti Trung
Quc. Alibaba.com kt ni hng nghn cng ty nh v va khp mi ni
trn th gii, gip h bn c hng ho t thit b cng nghip nng n
qun o, giy dp thi trang, my vi tnh, thit b in gia dng, chi,
cho cc tp on ln nh Kmart, Toys R Us, Hoem Depot, Tandy tin
(information exchange platform). Cc doanh nghip n vi Alibaba tm
kim Radio Shack hay Texas Instrument.
-Hin ti Alibaba hot ng theo m hnh sn giao dch. Vn hot ng l
mt trung tm trao i thng tin, cung cp thng thng tin v hng ho, cng
ty, ng thi Alibaba ang tin hnh h tr vic trao i cc chng t
(document exchange) Alibaba.com h tr thm cc dch v nh: chng thc,
k kt hp ng in t,
-Alibaba l mt sn giao dch nhng vn cha trong mnh c cng thng tin :
l vic cung cp cc bng danh mc cho bn ca cc doanh nghip, cc
danh sch nhng ngi mua v hng cn mua. Cng nh thng tin v ngnh
giao dch v thng tin khc. Hnh thc hot ng ca Alibaba l sn giao
dch theo chiu ngang. C th Cc dch v Alibaba em ti cho khch hng :

+ Cu trc ni dung Alibaba c nhng phong ph ring nhng nhng vn

c bn u ging nhau. Cc thng tin cho mua, cho bn c cu trc theo
nhm hng (trn c s bng m HS Harmonize System), sp xp theo thi
gian, theo cc th t u tin khc nhau, to iu kin thun li cho vic tm
kim v la chn ca khch hng. Ngoi nhng ni dung thng tin, nu cng
ty khch hng no c kh nng t chc khai thc, x l thng tin tt th u
c th t xy dng cho mnh mt danh sch bn hng trn c s cc thng
tin m t cng ty ng ti trn cc website (ngnh hng, lnh vc kinh
doanh, a ch lin lc, email,).

Chc nng sn giao dch ca Alibaba.com l to ra khng gian th trng kt

ni ngi mua v ngi bn, cung cp cc dch v v tin ch thun li
ho cc giao dch. Alibaba.com ch ng vai tr l trung gian , mi hnh thc
thanh ton v vn chuyn u do hai bn t tho thun. Tuy nhin Alibaba
cng t vn cc phng thc thanh ton gip cc khch hng la chn
ph hp.
Trong trng hp xy ra tranh chp v c bn do Alibaba ch l nh trung
gian, ngi bn v ngi mua vn phi ch ng gii quyt vi nhau trc,
bn cnh Alibaba cng h tr cc thng tin v cc bn tu theo trng
hp Alibaba xem xt hp l trong vng 7 ngy sau khi nhn c khiu ni.

Hin ti Alibaba ang trong giai on b sung nhiu dch v mi : chng

thc, k kt hp ng in t.

-V d nh dch v Escorw : chng thc, m bo thanh ton c an ton,

m khng lm l chi tit thng tin ti khon thanh ton. V m bo thng
sut qu trnh giao dch trc tuyn c thc hin an ton vi mc ph 3.09
% tng gi tr n t hng ca ngi mua.Quy trnh thc hin dch v
Escrow :
+ Ngi mua lin lc vi ngi bn chng thc chi tit thng v giao dch
+ Ngi mua t hng.
+ Qu trnh thanh ton s c m bo khi s dng Escorw : Escorw vi
chc nng chng thc tnh hnh thanh ton c bn mua v tnh hnh hng ho
bn cung cp sau s thng bo vi bn cung cp chng thc an ton
chuyn hng. + Ngi mua nhn hng, kim tra li hng v xc nhn hng.
Escorw xc nhn v kt thc thanh ton vi nh cung cp.

Doanh thu ca Alibaba.com ly t ph giao dch, ph thnh vin, ph dch v

v ph qung co. Hin nay, Alibaba.com trung bnh c 600.000 giao
dch/tun, vAliababa ng vai tr ch mng cho 11.000 a ch web cng
ty, sn xut 20.000 loi hng ho khc nhau, 90% s a ch web ny c mua
qung co trn Alibaba.

Giai on cui cng Alibaba.com s hot ng nh sn giao dch ca chu

u, chu M, tc l h tr v thc hin tt c cc giao dch trc tuyn
(money exchange of actual transaction ).
2.2.2 Cc cng c, phng tin, dch v m alibaba.com cung cp

2.2.2.1. Cc cng c, phng tin

Cng c tm kim
Nhng ngi s dng cng c ny l nhng ngi gh thm website ca
alibaba.com, h c th l nhng khch hng, nhng ngi ng k thnh
vin trn alibaba.com hoc cng c th l nhng ngi ch mun gh thm
website ca alibaba tm hiu v sn phm.
Nhng trng hp cn s dng cng c tm kim:
- Khi ngi s dng cn tm kim thng tin v sn phm, v nh cung cp
hay ngi mua, ngi s dng c th tm kim thng tin m mnh cn theo
quc gia hoc vng lnh th khc nhau
- Khi mun tm kim thng tin v mt vn no
- Khi mun tm cu tr li cho cu hi ca mnh

- Bn cnh website cn h tr khch hng c th tm kim nng cao.

Cng ging nh trong tm kim nng cao ca google, khch hng c th tm
kim chnh xc hn n tng cm t v qua c th tm kim c thng
tin m mnh cn mt cch chnh xc nht.
Cng c c nhn ha thng tin ngi dng
- Nhng ngi s dng cng c ny l nhng ngi ng k thnh vin
trn alibaba.com. H s dng cc cng c ny c nhn ha thng tin nh
chnh sa thng tin c nhn, qun l thng tin
- Cc trng hp s dng cng c ny l khi cn thay i thng tin c nhn
hoc qun l cc thng tin c nhn nh nh, tin nhn
Nhm cc cng c chia s
- Ngi s dng cng c ny l nhng ngi ng k thnh vin trn
alibaba.com
- Cng c ny c dng trong trng hp mun s dng v chia s d liu
nh khi upload hnh nh v thng tin v sn phm
Cng c mua
+ Cho mua
- Ngi s dng cng c ny l nhng ngi l thnh vin ca alibaba.com
trn phng din l ngi mua, h thng bo cho nhng nh cung cp bit
v cc sn phm m h cn, h mun mua. S dng cng c ny ngi mua
c th thng bo cho nh cung cp bit nhng thng tin chi tit v n hng
ca mnh nh tn sn phm, loi sn phm, hnh nh, gi c, s lng
+ Trade alert
- Dnh cho nhng ngi s dng l thnh vin ca alibaba.com, h c th
cp nht c nhng thng tin mi nht v cc sn phm, cho hng v nh
cung cp thng tin ngi mua ch cn in vo mu l nhng thng tin
s c gi trc tip n mail ca thnh vin
+ tradaManager
- Cng c ny dnh cho nhng ngi l thnh vin ca alibaba.com. H
c th dng cng c ny tr chuyn trc tuyn vi nhau. Khch hng c
th tr chuyn vi cc nh cung cp v nhng ngi mua trc tuyn v gip
giao dch din ra d dng hn
- Cng c ny cn gip ph b ro cn v ngn ng
- S dng cng c cc thnh vin cn c th gi hnh nh, sn phm hoc
cc tp tin c kch thc bt k ngay lp tc cho cc i tc thng mi ca
mnh
Cng c bn
- Cho bn: cng c ny dnh cho nhng ngi s dng l thnh vin ca
alibaba.com trn phng din l ngi bn, h mun cho bn sn phm ca
mnh trn trang web thng qua trang web c th tm c i tc ph hp
nht
Nhm cc cng c h tr tin ch
- Ngi s dng cng c ny l nhng ngi ng k l thnh vin ca
alibaba.com. H s dng cng c ny h tr cc tin ch nh mua, bn
hay trao i thng tin, tham gia vo cng ng

2.2.2.2. Cc dch v

i vi ngi mua: alibaba.com cung cp mt lot cc dch v gip

ngi mua c th tm c ngun cung ng d dng hn. Di y l cc
dch v ca alibaba cung cp cho ngi s dng l ngi mua:
-Cung cp danh mc sn phm: alibaba.com cung cp danh mc sn phm
trc tuyn ln nht th gii vi cc sn phm t hn 34 ngnh cng nghip
khc nhau. Vi vic phn r tng loi sn phm website alibaba.com d
dng hn trong vic kim duyt v thng qua sn phm
-Cung cp h s cng ty: C th bn mun tm kim mt nh cung cp x l
cc n t hng OEM? nng sut hng thng ca h ra sao? Tm cu tr li
cho nhiu cu hi quan trng v mt nh cung cp t h s cng ty ca h.
Mi h s c cha nhng thng tin quan trng lin quan n qun l, R &
D, kim sot cht lng v nhiu hn na, iu ny lm cho vic tm kim
cc nh cung cp ca bn tr nn d dng hn nhiu.
- Xc minh kinh doanh: Tm ngun cung ng trc tuyn c nhng ri ro ca
n, d rt thun tin s dng, Internet cng lm cho n d dng hn cho
cc c nhn thc hin hnh vi gian ln. Alibaba.com bo v bn khi
nhng ri ro ny vi vic xc minh nh cung cp cng nh cc bin php
bo m ti khon gi cho thng tin ca bn an ton. Bng cch , bn
c th tn hng tt c cc li ch ca vic tm ngun cung ng trc tuyn.
- Cho mua:Ti sao phi tm kim cc nh cung cp khi bn c th c mt
lot cc danh sch cc nh cung ng c th p ng yu cu ca bn ? L
mt ngi mua, bn c th post mua dn trn trang web ca alibaba.com, m
t nhng g bn ang tm kim. Cc nh cung cp sau s lin lc vi bn
da trn thng s k thut ca bn. V khi bn ang tm ngun cung ng
nhiu sn phm t cc loi khc nhau, mua dn c th gip bn tit kim
nhiu thi gian v cng sc.
- Channel ch thng mi: Nu bn n thm trin lm thng mi p
ng cc nh cung cp mi, Alibaba.com c th gip ch ra cho bn i ng
hng. Trang web alibaba.com khng ch cung cp cho bn mt danh sch
ton din v cc trin lm thng mi quan trng nht trn th gii, n cng
cung cp thng tin quan trng v nhng g mi trin lm thng mi cung
cp.
- Giao tip vi nh cung cp:
ui cng bn c tm thy cc nh cung cp ph hp vi bn? Gi e-mail cho
nh cung cp thng qua trang web alibaba.com ngay lp tc! Alibaba.com c
th gip bn d dng lin lc vi h thng qua cng c TradeManager, mt
cng c nhn tin tc thi cho php bn hi ngh video trc tuyn, qun l h
s thng mi v gi cc tp tin c kch thc khng gii hn vi nhau.
i vi ngi bn
-ng nhp thnh vin min ph: khi ng k l thnh vin ca alibaba.com,
bn khng phi mt ph ng nhp ng thi bn c th c hng rt
nhiu dch v t website alibaba.com nh: hin th sn phm trc tuyn khi
ng sn phm m mnh mun bn ln mng; tm kim cho mua v gi bo
gi, khi bn mun bn sn phm ca mnh, bn c th ng tin cho bn v
tm kim nhng ngi mua hng, khi tm c khch hng ph hp bc
tip theo l tin hnh gi bo gi mt cch n gin v d dng.
-V khi tr thnh thnh vin vng ca alibaba.com bn c th c u tin
lit k v hin th sn phm khng gii hn
-Lin h vi i tc: sau khi tm c i tc ca mnh, bn c th lin h
vi i tc chin lc d dng v min ph.
- Bn cnh , website alibaba.com cn hng dn dng s dng website
mt cch d dng nh lm th no tham gia bn hng, lm th no
nng cao hiu qu bn hng, website cn cung cp cho h bit nhng yu
cu mi nht ca ngi mua v c c nhng cu chuyn thnh cng
doanh nghip c th hc tp.
-Ngoi nhng dch v dnh ring cho ngi mua v ngi bn, alibaba.com
cn cung cp nhng dch v dnh cho cng ng nh
-Price watch: dch v ny cp nht nhng thng tin v cc ch s mi nht t
gi c th trng
-Ngoi vic cung cp cc ch s gi alibaba.com cn cung cp cho ngi s
dng nhng thng tin thng mi, nhng xu hng mi nht trn th gii.

2.2.3 Thun li v nhng kh khn gp phi ca cng c, phng tin, dch

v m alibaba cung cp.
Cc cng c m Alibaba.com cung cp cho ngi dung rt a dng v c th
ni l d s dng i vi c nhng ngi khng thnh tho vi Internet.
Chnh v vy m n tr thnh website pht trin mt cch nhanh chng v
thu c nhng khon doanh thu ln.
Nhng thun li khi Alibaba.com s dng nhng cng c v dch v trn l:
-i vi trade manager: vic to mt ti khon trn Alibaba.com ht sc n
gin, m vic ng k ny li hon ton khng mt mt khon ph no.
Ngoi ra bn cn c rt nhiu li ch khi tr thnh thnh vin ca
Alibaba.com. Khi bn c th ng vai tr l mt ngi mua hng hay
mt ngi bn hng, cung cp sn phm n vi khch hng. Khi ng vai
tr l ngi mua hng, khch hng c th hi p trc tip vi nh cung cp
lc h c nhu cu nn cc kh khn, vng mc ca h v sn phm dch v
s c Alibaba v cc nh cung cp ca mnh p ng, gii quyt ngay lp
tc lm cho h c th nhanh chng i n quyt nh mua hng. Cn nu
trong vai tr ca mt nh cung cp sn phm th h c th giao dch vi
khch hng ca mnh 1 cch d dng gip cho khch hng hiu bit v h
c nhiu, qung b v doanh nghip, sn phm ca mnh c tt hn.
Nh c cng c ny m khong cch gia nh cung cp sn phm v ngi
mua hng trc tuyn c rt ngn, cc giao dch nh cng din ra d
dng, nhanh chng hn.
-Ask It!: Gip cc khch hng ca Alibaba.com trn ton cu tha mn vi
bt c cu hi no ca mnh. Khch hng gi cu hi li cho Alibaba.com v
sau 1 thi gian nht nh s nhn c cu tr li trong tt c mi lnh vc
lin quan n mua sm v cc giao dch thng mi in t ca
Alibaba.com. Nh cc chnh sch v thng mi gm c vn lin quan
n cc vn bn, chnh sch bo him, logistics, lut php lin quan, cc
phng thc thanh ton ca Alibaba.com, cc hng dn i vi ngi mi
bt u tham gia trn Alibaba.com trong vic mun tr thnh mt nh kinh
doanh trc tuyn hay mun tm cc nh cung cp hng ha, sn phm, dch
v tt nht. Ngoi ra cn c cc vn lin quan n cng vic bn,
marketing v cc qu trnh thng mi khc.
-Alibaba.com cn tm kim cho khch hng nhng nh cung cp sn phm
hng ha tt nht i vi khch hng khi h mua sm hng ha nhiu hay t
ty theo nhu cu. Cn vi c khch hng v ngi cung cp sn phm ti
y th h s c cc gii p khch hng ca mnh yn tm khi mua hng
vi cc giao dch an ton, kim tra c c bn cc gian ln trong giao dch
trn website ny. Nu khch hng ca Alibaba.com b la o th
Alibaba.com s xc minh v cc vn ny, sau khi xc thc th
Alibaba.com s yu cu cc nh cung cp hon li tin cho khch hng nu
khng th cc nh cung cp ny s b Alibaba.com chm dt hp ng v ti
khon. Nu n cn ph dch v ti th s c Alibaba.com ly hon
tr li cho khch. Nhng iu ny c Alibaba.com thc hin gip cho
khch hng v ngi cung cp yn tm hn khi thc hin cc giao dch ti
y. chnh l thun li ln ca Alibaba.com gip h thu ht c khch
hng v tr thnh nh cung cp sn phm dch v ln nh hin nay.
-i vi Price Watch: gi c c cp nht theo gi ti th trng Trung
Quc. N l nhng thng tin v gi c mi nht ca nhng mt hng trn th
trng. T m khch hng c th cp nht gi c v cc thng tin v sn
phm, dch v m cc nh cung cp ca Alibaba.com a ra ngay ti y
mt cch nhanh chng, iu ny lm cho khch hng c th so snh v gi
c v cht lng cc sn phm, t h s la chn c nh cung cp sn
phm ti u nht cho mnh.

-i vi Trade Alert: Khch hng in vo mu c sn cc thng tin ca

mnh v sn phm m mnh c nhu cu cn mua, cc cng ty cung cp cc
sn phm ny. Khi khch hng s c Alibaba.com gi li vo hp th
ca mnh cc thng tin cp nht mi nht v cc sn phm mi c trn
Alibaba.com, danh sch, thng tin ca cc nh cung cp sn phm, cng vi
cc ch dn thng mi khc. iu ny cng gip ch rt nhiu cho khch
hng khin h khng phi mt qu nhiu thi gian v sc lc vo vic tm
kim sn phm v cc nh cung ng khi m h c gi cc thng bo
n hm th ca mnh ri. Khng nhng vy n cn gip cc nh cung cp
hng ha cho hng c d dng hn.
-Nh lm c nhng vic nh trn m Alibaba.com phi lm c th gii
ngc nhin v nhng bc tin thn k ca mng kinh doanh trc tuyn. V
th m Alibaba.com c nh gi nh mt b mi mt tay cho cuc
hn nhn trong lnh vc thng mi, Alibaba.com ang ngy cng n nn
lm ra vi doanh thu v li nhun tng ln khng ngng trong ch yu
doanh thu n t ngun thng mi in t.
Cn v nhng kh khn m Alibaba.com gp phi khi s dng nhng cng
c v dch v nu trn l cc nh cung cp sn phm ca Alibaba lun
lun phi cung cp y cc thng tin chi tit v sn phm ca mnh, iu
ny lm cho khch hng c rt nhiu s la chn nn c th khch hng s
khng la chn nhiu trong s khng l nh cung cp sn phm, dch v
cho mnh nn c th h s phi iu chnh li rt nhiu v gi thnh sn
phm cng nh cht lng sn phm phi ngy cng hon thin hn. iu
ny s lm gim i kh nhiu doanh thu ca cc nh cung cp. Nu vic ny
nh hng nhiu n doanh thu c th h s khng la chn Alibaba.com
lm trung gian bn hng cho mnh na. Nh vy n cng s nh hng n
doanh thu ca Alibaba.com.
Khng nhng vy vic tr li nhng cu hi ca khch hng s tn rt nhiu
thi gian ca Alibaba.com, h phi c 1 s lng nhn vin lm cng vic
ny, thm vo l tr li trc tuyn vi khch hng s cng tr nn vt v
hn.

Nhng c bn khi s dng nhng cng c ny c Alibaba.com tnh

ton v xc nh r rng phng hng kinh doanh ca mnh nn nhng
iu ny dng nh khng cn l tr ngi ca Alibaba.com na, v vy m
hot ng kinh doanh trc tuyn ca Alibaba.com pht trin mt cch mnh
m, thu ht c rt nhiu khch hng, doanh thu ca Alibaba.com cng
ngy cng tng cao.
2.2.4 Li ch v hn ch khi ng dng m hnh
2.2.4.1 Li ch

Lm cho th trng vn hnh hiu qu hn:

Alibaba.com l mt trung gian trao i thng tin sau dn chuyn sang
h vic trao i cc chng t v cui cng l tr thnh sn giao dch in t
tc l h tr v thc hin tt c cc giao dch trc tuyn nh:
- cung cp cc dch v cho khch hng v th trng mt cch hiu qu:
cung cp cc dch v h tr giao dch nhm gip cc cng ty mua bn trn
th trng c th d dng tm c hng ha, i tc mnh cn., cc dch v
m Alibaba mang li v cng phong ph.
- Alibaba cn cung cp cc dch v thnh vin:
Hu ht vic ng k thnh vin u min ph, cc cng vic c th la chn
khng ng k thnh vin. Tuy nhin khi tr thnh thnh vin ca
Alibaba.com cc cng ty c c thm rt nhiu cng c tin ch h tr
-Cung cp cc thng tin v hng ho th trng:
Lng hng ho, dch v trn Alibaba v cng phong ph. Hin ti, ngi
ta giao dch hn 400 000 mt hng, c phn loi trong 27 danh mc. Mi
danh mc li c chia nh thm thnh cc tiu mc ri mi n thng tin
v hng ho.
-Cung cp thng tin v cc cng ty c mt trn ch:
Tng t nh hng ho, thng tin v cc cng ty cng c phn loi trong
27 danh mc v cc tiu mc nh. Gim c cc chi ph v thi gian i li
cng nh l cng sc ca khch hng v doanh nghip
To c hi cho ngi bn, ngi mua tm i tc kinh doanh mi:
Alibaba.com l mt trong nhng sn giao dch thng mi Th gii ln nht
v ni cung cp cc dch v Marketing trn mng hng u cho nhng nh
xut khu v nhp khu. Alibaba.com cng l im n u tin v cng l
cui cng cho nhng cng ty xut nhp khu mun tm c hi kinh doanh v
xc tin vic kinh doanh trn mng.

Trang web Alibaba cho php ngi s dng tm kim thng tin v hng
dn kinh doanh thng qua cc danh mc ca hn 27 lnh vc v hn 1300
loi sn phm t nhng sn phm may mc cho n nhng in t. Cng
chnh v vy nn Alibaba mi chnh l cng thng tin, sn giao dch in t
kt ni ngi mua, ngi bn tm i tc kinh doanh mi cho mnh.

Ct gim chi ph qun l lin quan n t hng MRO, y nhanh qu trnh

giao dch :
Alibaba thc hin cc giao dch cung ng, mua bn nguyn, nhin vt liu
chnh cho sn xut, cung ng sn phm t ngi sn xut ti cc i l tiu
th v ngi bn bun thuc lnh vc hot ng ca mng EDI. V tt c cc
giao dch u c thc hin thng qua mng internet nn vic tp hp c
cc thng tin m bo cho thit b sn xut hot ng lin tc, cng sut
cao vi chi ph thp, t y nhanh qu trnh giao dch ca Alibaba cho
cc doanh nghip mun tm hiu thng tin, trao i hng ha, sn phm.

To nn h thng thng tin th trng rng ln, thc y thng mi ton

cu
Gi cc n cho bn sn phm ca minh, tm kim khch hng trn Internet
l ni dung ca dch v Alibaba trn Internet. Alibaba gip cho mt cng ty
kt ni Internet tham gia th trng th gii vi hng triu cng ty kinh
doanh cc loi hng ho dch v. Vi mt chi ph rt thp, cng ty tham gia
Alibabba c th giao tip hng ngy vi cng ng cng ty ton cu.
Lc ban u Alibaba ch l cng ty Internet nh, tr s chnh t ti Trung
Quc. Nhng sau , trong khi cc cng ty dot.com vn lao ao v cha tm
li thot cho mnh trong cuc khng hong dot.com th Alibaba nhanh
chng pht trin thnh h thng mng in t rt thnh cng. Alibaba.com
kt ni hng nghn cng ty nh v va khp mi ni trn th gii, gip h
bn c hng ho t thit b cng nghip nng n qun o, giy dp thi
trang, my vi tnh, thit b in gia dng, chi,cho cc tp on ln
nh Kmart, Toys R Us, Hoem Depot, Tandy Radio Shack hay Texas
Instrument.
Gi y, vi Alibaba.com, ngi trong vn phng ca mnh ti London, Paris
hay NewYork, mt gim c cng ty c ng k thanh vin Alibaba.com u
c th s dng my vi tnh truy nhp vo mng Alibaba thc hin mt
cuc ving thm o c s sn xut ca nhiu cng ty nh v va ri rc
khp chu . Qua mn hnh, v gim c y c th xem xt mu m nhiu
loi mt hng, gi c, th tc thanh ton, xut cng v thi gian vn chuyn.
Bt tn km chi ph i li, n ti khch sn v tn cng sc ln thi
gian m hiu qu nhanh, l mt trong nhng l th m Alibaba mang li
cho khch hng ca mnh.
Cu trc ni dung Alibaba c nhng phong ph ring nhng nhng vn
c bn u ging nhau. Cc thng tin cho mua, cho bn c cu trc theo
nhm hng (trn c s bng m HS Harmonize System), sp xp theo thi
gian, theo cc th t u tin khc nhau, to iu kin thun li cho vic tm
kim v la chn ca khch hng. Ngoi nhng ni dung thng tin, nu cng
ty khch hng no c kh nng t chc khai thc, x l thng tin tt th u
c th t xy dng cho mnh mt danh sch bn hng trn c s cc thng
tin m t cng ty ng ti trn cc website (ngnh hng, lnh vc kinh
doanh, a ch lin lc, email,).
Jack Ma, ch tch kim gim c iu hnh Alibaba.com ni: Ch sau mt
nm hot ng, s cuc truy cp Alibaba thc hin cc giao dch thng
mi in t tng gp hai ln. Hin nay, chng ti trung bnh c 600.000
giao dch/tun. Ti ngh rng chng ti gp phn lm thay i cung cch
giao dch thng mi ti chu . Gaby cho bit thm rng hin nay
Aliababa ng vai tr ch mng cho 11.000 a ch web cng ty, sn xut
20.000 loi hng ho khc nhau, 90% s a ch web ny c mua qung co
trn Alibaba. Chng ti d bo l n cui nm s c tt c 30.000 sn hm
c gii thiu trn Alibaba, Jack Ma cho bit.
Theo nhiu chuyn gia thng mi in t th rt t kh nng s c mt i
th cnh tranh c vi Alibaba ti chu v trong thi gian tin phong ca
thng mi in t ti chu lc ny, Alibaba xy dng cc quan h rt tt
vi cc nh sn xut chu v c cc cng ty ln M ng h, nh
Dell Computer, Hewlett Packard v Canon trong lnh vc in t; Grainger,
Truserv v Ace Hardware trong lnh vc cng ngh; Stapples, Federated
Deparmetn Stores v Eddie Bauer trong lnh vc bn l. V ti th trng
chu u, cc nh sn xut ln nh Bosch, Alcatel, Phillips v cc hng bn
l nh King fisher, WH Smith, London Drugs, Karstard u l nhng khch
hng trung thnh ca Aibabba. Ring ti chu , cc tp on ln thng s
dng Alibaba gii thiu hng l Epson, Sharp, JVC, Samsung v Aiwa.
2.2.4.2 Hn ch
Trong trng hp c bin ng vi sn giao dch, Alibaba i mt vi nhiu
ri ro, trc ht l ri ro v:
S nhn thc thng mi in t cn cha c thc s pht trin cc
nc chu :
Trung Quc lc ny, mi c rt t cc cng ty quan tm n thng mi
in t v nhng im khng ph hp ca cc m hnh thng mi in t
B2B ca cc cng ty M,Chu u. Thng mi giao dch ch yu l thng
mi truyn thng. e do ln nht i vi Alibaba l nhn thc v thng
mi in t ca cc cng ty Trung Quc cha cao.
Khi dn thn vo thng mi in t B2B, cng ty phi hng chu nhng
ri ro tim tng cu cng ty u tin lp nn sn giao dch thng mi in
t Trung Quc

S thay i t ngt ca th trng

Vi s bng n internet ngy cng cao th s lng xut hin cc sn giao
dch ln l rt nhiu. V vy nn Alibaba khng th khng trnh khi s
cnh tranh gay gt t cc i th nh eBay Khi c s bin ng ca th
trng th Alibaba s phi i mt vi ri ro v ti chnh nh mt thi gian
v cng sc i tm cc i tc mi, cng nh l ly li nim tin ca khch
hng.

2.2.5 Phn tch thnh tu t c ca Alibaba.com

c nh gi nh mt a ch mi gii hn nhn trong lnh vc thng
mi, mng Alibaba.com l mt trong nhng mng thng mi in t ln
nht th gii hin nay. Aliaba thnh cng nh ni kt cc cng ty tin ti
cc cuc hn nhn thng mi
Lc ban u Alibaba ch l cng ty Internet nh, tr s chnh t ti Trung
Quc. Nhng sau , trong khi cc cng ty dot.com vn lao ao v cha tm
li thot cho mnh trong cuc khng hong dot.com th Alibaba nhanh
chng pht trin thnh h thng mng in t rt thnh cng. Alibaba.com
kt ni hng nghn cng ty nh v va khp mi ni trn th gii, gip h
bn c hng ho t thit b cng nghip nng n qun o, giy dp thi
trang, my vi tnh, thit b in gia dng, chi,cho cc tp on ln
nh Kmart, Toys R Us, Hoem Depot, Tandy Radio Shack hay Texas
Instrument.
Gi y, vi Alibaba.com, ngi trong vn phng ca mnh ti London, Paris
hay NewYork, mt gim c cng ty ng k lm thnh vin
Alibaba.com c th s dng my vi tnh truy nhp vo mng Alibaba thc
hin mt cuc ving thm o c s sn xut ca nhiu cng ty nh v va
ri rc khp chu . Qua mn hnh, v gim c y c th xem xt mu m
nhiu loi mt hng, gi c, th tc thanh ton, xut cng v thi gian vn
chuyn. Bt tn km chi ph i li, n ti khch sn v tn cng sc ln
thi gian m hiu qu nhanh, l mt trong nhng l th m Alibaba
mang li cho khch hng ca mnh.
Vi s vn ban u ch vn vn 12 triu USD v h thng c xy dng
trn database do Oracle thit k, pht trin v c truyn i qua mt server
Sun Microsystem t ti Singapore, nm 2004 tng doanh thu ca Alibaba l
2,1 t USD trong c 780 triu USD n t ngun Alibaba thng mi
in t.
2.2.6 Phn tch kinh nghim trin khai m hnh kinh doanh B2B ca
Alibaba.com
Nh chng ta phn tch trn pht trin ca m hnh Alibaba.com i
theo ba giai on. V vy v c bn vic trin khai m hnh B2B ca
Alibaba.com c cc c im ca sn giao dch B2B(e-marketplace) c
tm lc li di y:
- a im ngi mua v bn trn khp th gii gp nhau.
- Tp trung cc mi quan h gia c nhn, t chc v chnh ph. Cung cp
thng tin cho cc doanh nghip ban u thng qua cng thng tin B2B.
- L nn tng cho cc hot ng thng mi, bn thn e-marketplace khng
mua bn hng ho, dch v m ch nhng ngi tham gia thc hin cc giao
dch ti y.
- C t nht mt trong cc chc nng thng mi.
- Ch cung cp thng tin th trng hay cung cp danh mc cc cng ty.
- L website ca mt cng ty lp ra bn cc sn phm ca cng ty .
- Ch cung cp cc gii php v Thng mi in t.

C, Kt Lun

Qua vic nhn xt, nh gi, phn tch m t website alibaba.com. Bi

nghin cu trn chng ta phn no thy c tm quan trng ca thng
mi in t B2B v nhn thc c nhng li ch cng nh mt hn ch ca
n. Khng ch cc doanh nghip trn th gii m cc doanh nghip hot
ng trong lnh vc thng mi in t Vit Nam cng rt cn quan tm.
V vy cc doanh nghip s gt hi c nhng thnh cng to ln, c
bit cc doanh nghip Vit Nam cn ang rt b ng trong vic xy dng m
hnh thng mi in t cn phi hiu trit v m hnh ny ri c nhng
bin php pht trin tn dng li ch, khc phc cc mt hn ch ri cn c
vo qui m hin ti ca doanh nghip xy dng m hnh ph hp nht.
Chng ta hin nay cn phi hc tp kinh nghim nhng website thnh cng
trn th gii nh alibaba c nhng quyt nh ng n cho m hnh kinh
doanh ca mnh.

http://news.alibaba.com/specials/aboutalibaba/aligroup/index.html
http://www.alibaba.com/Products
http://www.alibaba.com/about/en/Partnerships/partnerships.html
http://www.alibaba.com/about/en/Partnerships/3rd_party.html
http://www.alibaba.com/about/en/Partnerships/trade2.html
http://www.alibaba.com/help/search-for-products.html
http://importer.alibaba.com/