B2B eMarketplaces and small- and medium-sized enterprises

Since February 2000, we have seen numerous announcements from large companies such as General Motors, Boeing, Ford and British Airways saying they are creating or participating in Business-to-Business (B2B) eMarketplaces. Clearly, these companies believe they are going to derive benefits in supply chains from these trading exchanges. In analyzing the situation, the potential benefits to large organizations are obvious. However, the benefits to suppliers, who are usually SMEs, are less obvious. This paper draws on the author’s experience in working with Boeing to build an aerospace hub in Asia, and addresses the problems that face SMEs when they are asked to participate in exchanges. The paper includes an outline for a realistic business case that includes supplier considerations, and ends with a proposal for creating an exchange environment that makes it easier for SMEs to participate. # 2002 Elsevier Science B.V. All rights reserved.