Sandro Bicocchi

Managing Director

Compagnia delle OpereCompagnia delle Opere Barcelona, Barcelona, 2nd2nd december 2002 december 2002

VII Jornada Euroecom – 2BdigitalVII Jornada Euroecom – 2Bdigitalwww.cdo.it

“Marketplace for SME: A virtual community - a real service”

Sandro Bicocchi

Managing Director

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– A Non Profit Organization– Founded in 1986 in Milan, Italy by

a group of Christians– We do not hold any ownership in

any private or public company– We offer services to help the

development and growth of our members (CdO enterprises)

Who we are

Sandro Bicocchi

Managing Director

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Take a look at our Network

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Managing Director

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National Headquarters

Milan National Headquarters

Via Melchiorre Gioia 181, 20125 Milano+39.02673961cdo@cdo.it

Rome National Headquarters

Via Milano 51, 00184 Roma+39.064744013

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Managing Director

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Nationwide Network

34 local branches 108 affiliated offices

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Managing Director

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Germany, Spain, Slovenia, Czech Rep., Croatia, Poland, Hungary, Rumania, Libya, Tunis, Morocco, Kuwait, Kazakhstan, USA, Mexico, Chile, Argentina, Brazil, Peru, Siberia, India, Taiwan.

Offices:

International Network

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Managing Director

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Today’s situation

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Managing Director

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Growth over the last years

Since 1992 local offices

Constant Yearly Growth

85% membership retention

2200

4100

7200

1040012300

14800

18000

25000

0

5000

10000

15000

20000

25000

1992 1994 1996 1998 1999 2000 2001 2002

Sandro Bicocchi

Managing Director

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The Italian Situation in 2002

Number of businesses– More than 25,000

Number of workers involved– More than 350,000

Gross income of affiliates– 14 B €

Sandro Bicocchi

Managing Director

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Affiliated Companies by Industry

Craftmanship 0,23%

Agriculture-fishing1,34%

Service39,36%

Education1,84%

ICT5,04%

Manufacturing21,59%

Mineral 0,27%

Construction11,19%

Commerce19,15%

(not for profit 5%)

Sandro Bicocchi

Managing Director

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Affiliated Companies - by n° of employees

less than 1070%

more than 1012%

from 51 to 1002%

from 31 to 505%

from 11 to 3021%

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Managing Director

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Affiliated Companies - by gross income (M€)

0,1 - 0,530%

25 - 503%

15 - 253%

5 - 1511%

2,5 - 515%

1,5 - 2.532%

0,5 - 15%

mt 501%

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Managing Director

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Business Instruments– Internet portal (www.cdo.it)– Network portal (network.cdo.it)– Call Center with toll-free number

– Business Partners

– Associated Service Providers

Sandro Bicocchi

Managing Director

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Marketplace for SME

The “Business Idea” Partnership Project Steps

– Needs of SME– Goals– Some data– E-commerce?

Sandro Bicocchi

Managing Director

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Business idea

In Italy during the so-called “new economy bubble”, different companies tried to develop a web portal

They tried to build up a community using the web

The internet (or marketplace) as a goal not as a medium

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Managing Director

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We started from a different approach

A “community” already existed More than 20,000 companies were already

contacting the “cdo network” (via phone, fax, email i.e. in a traditional way)

Q: “Why not take advantage of the internet to “accelerate” this network dynamic”?

A: We developed a web portal (a marketplace) to fit the needs of our affiliates

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Managing Director

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Partnership

We needed to develop a partnership and we chose:– Telecom Italia

(main service provider)– Hewlett Packard– Monte dei Paschi di Siena (bank)

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Managing Director

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Project steps

1) Convince partners

2) Build a “virtual” big box: a “piazza”

3) More than 17,000 affiliates at the end of summer 2001 partecipated

4) Currently, all associates partecipate

5) Develop CRM platform network.cdo.it

6) Develop administrative platform network.cdo.it

7) Integrate everything

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Managing Director

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Yesterday

Information DB

Admin DB

Associate DBLocal DB

Employee

Local office

directorAssociate

Associate,local office manager

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Managing Director

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Integration - today

Database

Associate

employee

partner

Local office

director

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Managing Director

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Data

More than 20,000 companies are “inside” the marketplace– A New CO is being developed (economic

return) Almost 5,000 companies access

monthly Some e-commerce features are

included

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Managing Director

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Future steps

Platform For Providing Services – A New CO is being developed

CdO web portal as CdO International Window

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Managing Director

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The Roots of the Project

Realism Working together The Principle of Subsidarity

– Platform For Providing Services – CdO web portal “as a Piazza” enable the

participant to communicate and to do business

Sandro Bicocchi

Managing Director

Compagnia delle OpereCompagnia delle Opere Barcelona, Barcelona, 2nd2nd December 2002 December 2002

VII Jornada Euroecom – 2BdigitalVII Jornada Euroecom – 2Bdigitalwww.cdo.it

“Marketplace for SME: A virtual community - a real service”