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www.http://.org.net.@www.//http/.com@html//.orgwww.http://.org.net.@www.//http/.com@html.orgwww.http://.org.net.@www.//http/.com@html.orgwww.http://.org.net.@www.//http/rg.net.@www.//http//.org.net.http://.org.net.@www.//org,www.//.@@.org.http:\\www.net.org.html.html.//www1.http:\\Automotivee-CommerceA(Virtual)RealityCheckDeutscheBankDeutscheBankRolandBergerStrategyConsultantsNorthAmericaMichaelHeidingsfelderPartner(1)248-729-5100michael_heidingsfelder@us.rolandberger.comKatherinePendillSeniorConsultant(1)212-651-9666katherine_pendill@us.rolandberger.comMaheshLunaniSeniorConsultant(1)248-729-5143mahesh_lunani@us.rolandberger.comEricKintzProjectManager(1)212-651-9663eric_kintz@us.rolandberger.comAntonioBenecchiProjectManager(1)248-729-5125antonio_benecchi@it.rolandberger.comEuropeThomasDittlerPartner(49)89-9223-113thomas_dittler@de.rolandberger.comJoergKampmeyerProjectManager(49)89-9223-979joerg_kampmeyer@de.rolandberger.comThomasSedranAssociatePartner(49)1716032089thomas_sedran@de.rolandberger.comFelixHoffmann-BeckingSeniorConsultant(49)89-9223-415felix_hoffmann-becking@de.rolandberger.comMarcusBerretSeniorConsultant(49)711-7673-419marcus_berret@de.rolandberger.comDeutscheBank1JapanIsaoEndoPartnerisao_endo@jp.rolandberger.comMasahiroItoJuniorConsultant(81)3-3587-6684masahiro_ito@jp.rolandberger.comKazuoTanji(81)3-3587-6678kazuo_tanji@jp.rolandberger.comKyuWatanabe(81)3-3587-6680Kyu_watanabe@jp.rolandberger.comDeutscheBankGlobalAutoTeamUSARodLache(1)212-469-5551rod.lache@db.comKennethA.Blaschke(1)415-617-3206kenneth.blaschke@db.comEuropeMarkLittle(44)131-243-4419mark.little@db.comEvaSonnenschein(49)69-910-31960eva.sonnenschein@db.comChristianBreitsprecher(49)69-910-31949christian.breitsprecher@db.comGaëtanToulemonde(33)144-956663gaetan.toulemonde@db.comJapanToshikiOuchi(81)35401-7228toshiki.ouchi@db.comDeutscheBankDeutscheBankTechnologyTeamJamesA.Moore(1)415-617-4269jim.moore@db.comJeetilPatel(1)415-617-4223jeetil.patel@db.comAndreaWilliamsRice(1)415-617-3343andrea.w.rice@db.comKeithWesthead(44)1312434372keith.westhead@db.comDeutscheBank1ContentsHowWilltheInternetAddValueandIncreaseEfficiency?........................................2A.TheImpactandtheVision..............................................................................8The10KeyFindingsoftheImpactofB2BUpontheAutomotiveIndustry.............8TheHurdlesandtheRisks.............................................................................41TheWinnersandtheLosers...........................................................................45HowShouldOEMsandSuppliersReact...........................................................48B.eSAVE—AModeltoEstimateB2BCostSavingsintheAutoIndustry................50C.TheInternet/AutoExchanges:MoreThanJustAuctions...................................68I.PurchasingandProcurement.......................................................................73II.ProductDevelopment................................................................................79III.SupplyChainManagement........................................................................82IV.ForecastingandScheduling......................................................................87V.ManufacturingandLogistics......................................................................88VI.SalesandMarketing................................................................................94VII.ImpactontheAftermarket.......................................................................96D.TheTechnologyValueArchitectureforB2BExchanges.....................................98E.B2BCouldBetheCatalystforthe“CommunityModel”...................................107F.HowShouldOEMsandSuppliersReact?........................................................117TheRolandBergerDifference............................................................................123RolandBergerB2BGlobalTeam...................................................................124DeutscheBankGlobalAutomotiveTeam............................................................125ListofInterviewParticipants.............................................................................127DeutscheBankHowWilltheInternetAddValueandIncreaseEfficiency?AlothasbeenwrittenabouthowtheInternetwillrevolutionizebusinessandsocietyasweknowit.NearlyeverydaythereisanewannouncementconcerningyetanotherB2Bmarketplace.ThediscussionandthehypesurroundingB2B,theexchanges,andtheextravagantclaimsmadearestaggering.Savingsof$3,700perautomobileinNorthAmerica?Order-to-deliveryorOTD(pertheDellmodel)becomingtheprevalentvehiclesalesanddistributionmodelintheU.S.market?Figure1:Hype&Excitementintheautomotiveindustry..VWx-changeBig6x-changeDanax-changeMegax-changeGMx-changeFordx-changeAutoindustryannouncementsExcitementandhypeaboutB2BintheautoindustryisbasedonexpectationsforhugecostsavingspotentialSource:RolandBerger&Partners;DeutscheBancAlex.BrownNASDAQBullmarketB2BMedia&ResearchSavingsofmorethan$3,000pervehicleButjustasenormousasthepromisearethequestio