Exchange offers to teach suppliers

18 March 2004
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18 March 2004 | David Arminas

Exostar, the online marketplace for the aerospace and defence industry, is offering training to suppliers to improve their e-auction strategies.

E-auction support company e-Three will host one-day workshops in the UK and the US starting this month for suppliers to understand better what buyers look for in an e-auction winner.

Ludo Van Vooren, vice-president of international business at Exostar, said the arrangement with e-Three aimed to improve the buyer-supplier relationship by offering value for money.

"Buyers are not always looking for lowest cost and suppliers should not go into an e-auction thinking they must be the lowest bidder," he said.

James Anthony, co-founder and director of e-Three, said training to develop strategy could help less sophisticated suppliers from emerging markets learn more about value for money.

Jerry Coughlan, programme manager, e-sourcing, at Exostar founder BAE Systems, said: "It's to the benefit of buyers that they have the best informed suppliers. Training in how to put a strategy together means suppliers with little experience of e-auctions can raise their game closer, and faster, to those who have the e-auction experience."

Exostar, whose other founding partners are Boeing, Lockheed Martin, Raytheon and Rolls-Royce, has 12,000 registered suppliers, of which 3,600 have used e-auctions at least once.

Exostar recently reported its first quarterly profit since it was set up in March 2000.


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