Enthusiasm and interest is dependent upon their previous experience of eProcurement (if any), the resources and skills at their disposal, their market share and their proposed future business growth. Some larger suppliers who have invested in their own web technology may want you to do business their way and may be reluctant to cater for your particular requirements. On the other hand, some SMEs have welcomed the opportunity to trade using the new technologies because, all things considered, they see benefits for their own business in terms both of internal processes and of expanding their business reach. The 'bottom line' in suppliers participating is a clear illustration and quantification of the benefits to them.
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