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To: Mark Fowler who wrote (106348)	7/22/2000 4:51:05 PM
From: fedhead	Read Replies (1) \| Respond to of 164684

I think that plays into the hands of established ecommerce players with the best brands like Amazon and Ebay. Anindo

To: Mark Fowler who wrote (106348)	7/22/2000 5:08:07 PM
From: H James Morris	Read Replies (1) \| Respond to of 164684

>Where did the missing $13 billion go? "It was captured by customers in open architecture and increased choice," he said. "There was a net destruction of value and a huge shift of value to a different set of players." True.

To: Mark Fowler who wrote (106348)	7/23/2000 11:20:02 AM
From: Glenn D. Rudolph	Read Replies (1) \| Respond to of 164684

Mark, I indirectly have been saying this since I have been on this thread. I was not as clear making the point as this writer. Everyone should read these two paragraphs and understand them well if they want to understand how B2C will play out and want to locate the long term winners. Good article by the way. Thank you. "Hagel said that to succeed in business-to-consumer e-commerce, companies have to find ways to develop sustained relationships with customers and generate value from those relationships. "Unless you are going to do something that is economically valuable with those customers, more traffic is an expense," Hagel said. "Many companies that won the fight for traffic are poorly positioned to win the fight for profits." The key to unlocking traffic, Hagel said, lies in using customer relationships and profiles to generate value. This interactive focus has changed the notion of branding from the vendor-centric brands of physical markets to the customer-centric brands of electronic markets. The old brands said, "You can trust a product that comes from these brands." The new brand promise is, "You can trust me to bring together the right resources to meet your individual needs." The opportunity in these customer-centric brands is that, in contrast to the conventional brands owned by manufacturers, the new brands tend to favor intermediaries. "