From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement #...

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From purchasing to e-sourcing To τοπίο των Ηλεκτρονικών Προμηθειών στην Ελλάδα Facts & Figures 2001-Σεπτέμβριος 2019 Θανάσης Πετμεζάς Διευθύνων Σύμβουλος

Transcript of From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement #...

Page 1: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

From purchasing to e-sourcing

To τοπίο των Ηλεκτρονικών Προμηθειών στην Ελλάδα

Facts & Figures 2001-Σεπτέμβριος 2019Θανάσης Πετμεζάς

Διευθύνων Σύμβουλος

Page 2: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Γιατί οι προμήθειες έχουν ενδιαφέρον

Πηγή SAP

Page 3: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Οι ηλεκτρονικές προμήθειες ως εργαλείο

Page 4: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Συμβολή Ηλεκτρονικών Προμηθειών

Μείωση Κόστους

(cost reduction)

Compliance

Αποφυγή Κόστους

(cost avoidance)

Αγορές μέσω Συμβολαίων (Spend under

Contract)

Έλεγχος Αγορών (Spend under Mgnt.)

Auditability &

Traceability

Page 5: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Μείωση Κόστους (cost reduction)

Στόχος o κανόνας Pareto 80% -20 %

Επικέντρωση στο 20% των περιπτώσεων που

αντιπροσωπεύουν το 80% του κόστους .

Άρα → αυτοματοποίηση του 80% των περιπτώσεων που αντιπροσωπεύουν το

20% του κόστους.

Αποτελεσματικότητα

Effectiveness = save money

Αποδοτικότητα

Efficiency = save time

Μείωση Κόστους

(cost reduction)

Page 6: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Αποφυγή Κόστους – cost avoidance

Προγραμματισμός

Προμηθειών

Τεύχος

Προκήρυξης

Διαδικασία

Διαγωνισμού Παραγγελίες

Διαπραγμάτευση

& Σύμβαση

Πληρωμή

Τιμολόγηση

Παρακολούθηση

Σύμβασης

Έμφαση

Στάδιο

Ανάλυση Αναγκών

Εντοπισμός Λύσεων

Στρατηγική Προμήθειας

Απολογισμός Προμήθειας

Αξιολόγηση Προμηθευτή

Αποφυγή Κόστους (cost

avoidance)

Page 7: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Έλεγχος Προμηθειών (spend under management)

Έλεγχος Αγορών (Spend under Mgnt.)

Page 8: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Αγορές μέσω συμβολαίων (Spend Under Contract)

Αγορές μέσω

Συμβολαίων (Spend under

Contract)

Page 9: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

B2B

Β2Β εφαρμογές Ηλεκτρονικών

Προμηθειών

e-Procurement

e-Procurement μέσω

Ηλεκτρονικών Αγορών

eMarketPlaceB2C

eCommerce

Τρόποι υλοποίησης ηλεκτρονικών προμηθειών

inHousee-Procurement

μέσω S/W-ERP

Page 10: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

O marketplace maker δημιουργεί τις υποδομές

e-marketplace

Access

Public

e-marketplace

Private

e-marketplace

Δομή ηλεκτρονικής αγοράς

Οι Μεγάλες ιδιωτικές εταιρίες/όμιλοι μπορούν να δημιουργήσουν ιδιωτικά δίκτυα αγορών και κανάλια πωλήσεων

Οι ΜΜΕ έχουν πρόσβαση στην Ηλεκτρονική Αγορά για να αποκομίσουν οφέλη, συναλλασσόμενες με όλα τα μέλη

Η ηλεκτρονική αγορά είναι κατάλληλη για ανοικτές προμήθειες (π.χ. Δημόσιο) ή συναλλαγές many-to-many

Page 11: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Τοπίο των e-marketplaces στην Ελλάδα

2000➢ Ιδρύεται η cosmoONE

2001➢ Ιδρύεται η ΒΕ24 ➢ Ιδρύεται η YASSAS.com ➢ Ιδρύεται η ONIAnet.gr➢ Ιδρύεται η BE4Retail.gr

2002➢ Ιδρύεται η e-construction.gr ➢ Ιδρύεται η Β2Βin.gr ➢ Ιδρύεται η elogistics.gr

2003

Παύει η BE4Retail.gr

Παύει η Β2Βin.gr

2005

Παύει η elogistics.gr

2006

Εξαγοράζεται η ONIAnet από την ΖΗΝΩΝ

2007

Σταματά η e-construction.gr

2008

Απορροφάται η BE24 από την EFG EuroBank

Page 12: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Οι δημόσιες ηλεκτρονικές προμήθειες

1η μελέτη (2001-2002)

Ένταξη στο ΕΠ ΚτΠ (1/2004)

3 πιλοτικά έργα (2003)

Επανεξέταση προδιαγραφών (2005)

2 διαβουλεύσεις (2005)

Προκήρυξη διαγωνισμού (2006)

Διαγωνιστική διαδικασία (5/2006 – 2/2010)

Υπογραφή σύμβασης 6655/2011 (14/10/2011)

Πιλοτική λειτουργία (02/2013)

Εκπαίδευση, επικοινωνία, έως 2014

Page 13: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Οι εφαρμογές ηλεκτρονικών προμηθειών

Page 14: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Participant

Tender

Announcement

Registration Platform

Tender Documents

Participant 6

Participant 5

Participant 4

Participant 3

Participant 2

Participant 1

E-Tender platform

Technical Offer

Financial Offer

e-Auction platform

A combined tender and auction scenario

Buyer

Page 15: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Ηλεκτρονικές δημοπρασίες

Μείωση Κόστους

(cost reduction)

Page 16: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Μειοδοτικές Δημοπρασίες (reverse auctions)

Page 17: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

2001-2019Ιδιωτικός Τομέας Δημόσιος & ΔΕΚΟ

ΣΥΝΟΛΟReverse auctions

Budget Price € 1.289.118.571 € 1.563.780.181 € 2.852.898.752

# of Lots 3.201 2.396 5.597

% Improvement (On Budget)

17,7% 11,0% 14,0%

Improvement (On Budget) € 228.237.766 € 171.675.601 € 399.913.368

Budget/lot € 402.724 € 652.663 509.719

Benefit/lot € 71.302 € 71.651 71.451

Bidders/lot 5 3 4

bids/lot 31 22 27

Page 18: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Evolution of reverse auction usage

0

100.000.000

200.000.000

300.000.000

400.000.000

500.000.000

2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019

Auctions Budget Volume in €

1.0

20

.24

9.0

00

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Per working day since 2001 : 1,2 lotsleading to approx. 70 k€ per day payback

0%

5%

10%

15%

20%

25%

30%

35%

40%

0 €

200.000 €

400.000 €

600.000 €

800.000 €

1.000.000 €

1.200.000 €

1.400.000 €

1.600.000 €

2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Average Budget per lotAverage % improvement

Budget/lot % Improvement/lot

Average overall 14% budget improvement

Page 20: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Sector Budget Price # of Lots % Benefit (On Budget)Benefit (On

Budget)

Banking Sector 175.476.928 735 26,74% 46.930.349,25

Construction Sector 4.548.300 9 13,48% 613.161,75

Food Sector 2.124.170 8 19,34% 410.722,00

Health Sector 18.649.680 756 28,32% 5.281.257,30

Industrial Sector 3.533.213 12 12,40% 438.233,58

Insurance Sector 1.453.547 21 25,99% 377.804,34

Public Institutions 7.518.224 17 40,39% 3.036.785,06

Public Municipalities 6.040.796 28 7,62% 460.071,04

Public Utilities 1.451.193.311 264 10,15% 147.310.487,50

Real Estate Sector 74.781.590 163 37,85% 28.303.687,65

Retail Sector 4.014.357 10 29,92% 1.201.280,60

Services Sector 41.901.366 80 14,80% 6.200.497,43

Shipping Sector 60.715 2 13,70% 8.320,93

Telecom Sector 1.050.960.421 2.091 15,02% 157.832.307,49

Tourism Sector 998.909 225 12,61% 125.916,97

Transportation Sector 9.643.227 1.176 14,34% 1.382.484,91

Per Industry, reverse auction organizers

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Acr

oss

Ind

ust

ries

, re

vers

e au

ctio

n c

ateg

ori

es

Auction Categories Budget Price% Benefit

(On Budget)

Benefit (On Budget)

# of Lots

ΕΙΔΗ ΓΡΑΦΕΙΟΥ 39.020.873 25,6% 9.979.321 343

ΕΝΕΡΓΕΙΑ 893.415.050 13,3% 118.526.178 15

ΗΛΕΚΤΡΟΛΟΓΙΚΟΣ ΕΞΟΠΛΙΣΜΟΣ 26.010.039 14,6% 3.800.746 459

ΗΛΕΚΤΡΟΝΙΚΟΣ ΕΞΟΠΛΙΣΜΟΣ 32.018.748 31,3% 10.009.692 176

ΙΑΤΡΙΚΑ ΕΙΔΗ 17.184.534 27,9% 4.788.047 727

ΚΑΤΑΣΚΕΥΕΣ 300.461.595 22,2% 66.844.227 726

ΜΗΧΑΝΟΛΟΓΙΚΟΣ ΕΞΟΠΛΙΣΜΟΣ 37.968.241 14,4% 5.461.701 500

ΝΑΥΤΙΛΙΑ 60.715 13,7% 8.321 2

ΟΡΥΚΤΑ ΚΑΙ ΜΕΤΑΛΛΕΥΜΑΤΑ 2.079.850 6,2% 128.029 4

ΠΛΗΡΟΦΟΡΙΚΗ 252.448.682 21,1% 53.368.035 726

ΡΟΥΧΙΣΜΟΣ - ΕΙΔΗ ΕΞΟΧΗΣ 7.410.088 24,1% 1.785.001 107

ΤΗΛΕΠΙΚΟΙΝΩΝΙΑΚΟΣ ΕΞΟΠΛΙΣΜΟΣ

884.161.888 7,7% 68.408.528 488

ΤΡΟΦΙΜΑ 4.210.881 7,2% 301.448 237

ΥΛΙΚΑ ΚΑΘΑΡΙΟΤΗΤΑΣ 1.066.480 18,0% 192.244 14

ΥΠΗΡΕΣΙΕΣ 224.891.067 16,7% 37.666.268 562

ΧΑΡΤΙ - ΠΡΟΪΟΝΤΑ ΧΑΡΤΟΥ 93.098.330 17,9% 16.692.381 373

ΧΗΜΙΚΑ 37.378.896 5,2% 1.948.985 208

Page 22: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Top % budget improvement categories (avg)

Category Budget Price % Benefit (On Budget) Benefit (On Budget) # of Lots

ΑΝΑΛΩΣΙΜΑ ΓΡΑΦΕΙΟΥ 12.097.079 50,4% 6.093.289 156

ΦΑΡΜΑΚΕΥΤΙΚΑ ΣΚΕΥΑΣΜΑΤΑ 9.189.671 42,4% 3.897.917 33

ΕΠΙΠΛΑ ΓΡΑΦΕΙΟΥ 1.791.364 41,3% 739.170 25

ΚΛΙΜΑΤΙΣΤΙΚΑ 1.976.422 34,9% 689.783 23

ΟΡΓΑΝΑ ΜΕΤΡΗΣΗΣ 4.534.026 34,1% 1.548.295 20

ΔΙΑΦΟΡΑ ΔΟΜΙΚΑ ΥΛΙΚΑ 2.665.708 32,6% 868.301 34

ΔΙΑΦΗΜΙΣΤΙΚΑ ΕΝΤΥΠΑ 2.513.147 32,5% 815.573 28

ΠΥΡΟΣΒΕΣΤΗΡΕΣ 835.058 30,9% 258.349 17

ΥΠΗΡΕΣΙΕΣ ΑΣΦΑΛΕΙΑΣ 6.028.781 29,9% 1.801.613 14

ΕΝΔΥΜΑΤΑ / ΙΜΑΤΙΣΜΟΣ 5.869.339 26,9% 1.581.208 60

ΥΠΗΡΕΣΙΕΣ ΚΑΘΑΡΙΣΜΟΥ 30.748.646 26,1% 8.026.531 57

ΜΕΤΑΦΟΡΕΣ - ΤΑΧΥΜΕΤΑΦΟΡΕΣ 8.560.524 26,1% 2.231.809 34

Page 23: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

The role of reverse auction types

Type Criterion % improvement # lots

NPV Net Present Value 51,17% 2

MVB Formula with common variables to all bidders 26,51% 107

M.e.a.T Math Formula with lowest price and highest score 24,64% 178

Weighted Formula with different variables per bidder 17,99% 6

English Always improves the leading bid 15,92% 3.817

Dynamic Allows improvement of bidders own bid 10,64% 1.330

Co

mp

lexity

Imp

rove

me

nt

Page 24: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Ηλεκτρονικοί Διαγωνισμοί

Compliance

Αποφυγή Κόστους

(cost avoidance)

Auditability &

Traceability

Page 25: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Low value RFPs3-step procedure for RFQ creation & evaluation

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0

5.000

10.000

15.000

20.000

25.000

2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019

RFI/RFP/RFQ

6,02 days AVG, from request to award

Low value RFPs statistics

Page 27: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

High Value tendersFully adaptable to customer procedures

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0

100

200

300

400

500

600

700

800

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1.200.000.000 €

1.400.000.000 €

2017 2018 2019

Total Budget per yearNum. of Tenders per year

Budget # Tenders

High Value tenders statistics

Page 29: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Electronic Public Procurement (ESHDHS)

-

500.000.000

1.000.000.000

1.500.000.000

2.000.000.000

2.500.000.000

3.000.000.000

3.500.000.000

4.000.000.000

2013 2014 2015 2016 2017 2018 2019

Public Tenders Volume in €

Page 30: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Ηλεκτρονικοί Κατάλογοι & Παραγγελίες

Αγορές μέσω Συμβολαίων (Spend under

Contract)

Έλεγχος Αγορών (Spend under Mgnt.)

Page 31: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

P.R. and P.O. Approval Workflows

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0

50.000.000

100.000.000

150.000.000

200.000.000

250.000.000

300.000.000

350.000.000

400.000.000

450.000.000

500.000.000

2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019

EUR

O V

OLU

ME

OR

DER

S

€ value of B2B orders

0

50.000

100.000

150.000

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250.000

300.000

2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019

# O

RD

ERS

# count of B2B orders

Page 33: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

B.I. reporting for Spend mgmt

Page 34: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders
Page 35: From purchasing to e-sourcing...The role of reverse auction types Type Criterion % improvement # lots NPV Net Present Value 51,17% 2 MVB Formula with common variables to all bidders

Σας ευχαριστώ!Θανάσης Πετμεζάς

Διευθύνων Σύμβουλος