Date:    July 21, 2000
Place:   Monroe Hall, Charlottesville, VA

Introduction to B2B Commerce

Conference Synopsis

9:30 – 10:00 a.m.     Welcoming Reception & Registration

10:00 - 12:00 p.m.    Presentations:

Peter Keen
Chairman
Keen Education

F. Dale Hayes
Vice President
Business Development
United Parcel Service

12:00 - 1:00 p.m.      Lunch - Garden Room, Colonnade Hotel

1:00 – 3:00 p.m.       Panel and Roundtable Discussion

3:00 - 4:00 p.m.        Closing Reception

B2B: Emerging Initiatives and Best Practices

During the past several months, a plethora of large companies have announced the formation of standalone business-to-business (B2B) exchanges that will streamline direct goods procurement in their respective markets.  Ford, GM and DaimlerChrysler have pooled their resources to create an online auto supplier network that may process over $240 billion in annual spending. Sears and Carrefour also are launching an exchange that could streamline over $80 billion in purchasing from more than 50,000 suppliers.  Likewise, several government agencies are working with suppliers to create an online “G2B marketplace.” Many other exchanges have been announced, and many more are in the works in virtually all industries.

What’s driving this aggressive behavior that appears to be transforming the economic landscape? The answer appears to be simple: moving transactions to an online marketplace makes a great deal of sense. No industry is 100 percent efficient, and global e-commerce networks have the power to eliminate waste, streamline inventory, and reduce processing costs. But along with the benefits come a host of caveats, including collusion, price fixing, technological hurdles and standard setting.

Peter Keen

Peter Keen, Chairman of Keen Education, is a writer, researcher, consultant and educator. He is the author of over twenty books addressed to helping senior executives exploit the business opportunity of information technology. CIO Magazine identified his Every Manager's Guide to Information Technology as one of the ten most influential books of the past decade. His most recent book, From .Com to .Profit, is co-authored with Nick Earle. It is the latest in his books on electronic commerce, which include The eProcess Edge; Building Electronic Commerce Relationships: Trust By Design; The Business Internet and Intranets; and On-line Profits.

Peter is an adviser to top managers in public and private sector companies across the world. Information Week identified him as one of the top 5 IT consultants in the world and Forbes profiled him as the “Consultant from Paradise” (a reference to his five years of living in the US Virgin Islands and managing the world's smallest multinational firm from there.)

He has served on the faculties of Harvard, Stanford, Wharton, Duke, Fordham, and MIT in the US and the Universities of Delft, Stockholm, and Oxford in Europe.

Keen Education is in the business of helping companies accelerate their “time to impact” in their electronic commerce plans. Its more than fifty Faculty Associates include professors from leading universities across the world, noted practitioner-educators. Keen Education designs customized executive education for action that aims at accelerating organizational understanding, focus, coordination and business-technology dialogue of the “E” world, which is no longer the “new” economy but the economy.

Dale Hayes

Dale Hayes is the Vice President, Business Development and has overall responsibility for Customer Relationship Management of the company’s small, middle, key/major and national market segments.  He develops and directs processes to identify, acquire, retain, penetrate, service, and satisfy customers at UPS.

In his leadership position at UPS, Dale also has responsibility over electronic commerce and technology marketing.  He spearheads the UPS electronic commerce, OnLine products, web site and Document Exchange groups.

In his 5 years with UPS, Dale has held a variety of positions in international marketing and the U.S. products and pricing group.

Dale is a highly sought industry expert with interviews published in leading magazines such as CIO, Computer World, Sales and Marketing, Journal of Commerce and Traffic World.  He is also active on the speakers’ circuit having presented at conferences including Internet World, The Stanford Global Supply Chain Forum, The Conference Board and recently addressed the National Transportation Research Board.

Dale received a Masters of Business Administration from The Colgate Darden Graduate School of Business Administration at the University of Virginia and a Bachelors of Science in textile chemistry from NC State University.