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Mark Smith
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Process expertise is critical to the success of reverse auctions as a sourcing solution, Beyer asserts. Solutions such as Freemarkets, Ariba, Oracle and PurchasePro treat print like a commodity that they know little or nothing about, he notes. "That's when the bad things happen."
The bottom line is that print suppliers shouldn't make bids with which they are not comfortable, Beyer says. "With a reverse auction, many times the low bid does not win the business. So, if a supplier posts a comfortable price and finishes second or third, it still has a fair chance of getting the business."
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