How to become a supplier for a large network. New Suppliers. Purchasing from a single supplier

Procurement laws provide for several types of procedures. One of them is the ability to conclude a contract through a purchase from sole supplier. Such procurement procedures are called non-competitive.

• The procedure is simple and convenient

Procurement laws provide for several types of procedures. One of them is the ability to conclude a contract through the purchase from a single supplier. Such procurement procedures are called non-competitive.
Purchasing from a single supplier is perhaps the most loved by both customers and suppliers. In this case, the contract is concluded bypassing the procurement stages such as consideration of applications, auction, summing up. Those. The contract is concluded directly between the seller and the buyer.

Advantages of buying from a single supplier
This procedure has undoubted advantages for both parties:

• short procurement times
• The customer turns to a supplier who can guarantee the fulfillment of the contract
• It is almost impossible to suspend the operation and signing of the contract
• The procedure is simple and convenient
• To conclude a contract with a single supplier, the latter does not need to involve a large amount of human resources.

Cases of using purchases from a single supplier for 44 fz
All cases are described in part 93 of article 44 of the federal law. Actually, the law does not oblige to use this method of procurement. It gives customers such a right (the exception is the case when the announced procurement procedure did not take place), and whether to use it or not - the decision remains with the customer. Customers use this right with pleasure, but in this case a contract cannot be concluded by law for any amount. Basically, the purchase amount will be up to one hundred thousand rubles. In some cases, a large amount for the purchase is allowed, for example, purchases from a single supplier to provide orphans with everything necessary can be carried out in the amount of up to four hundred thousand rubles. Cases of procurement from a single supplier cover any force majeure situation that requires an urgent solution. The law describes fifty-two points when such a purchase can be carried out. It also indicates which purchases the customer decides on his own, in which he is obliged to inform the supervised body, and in which he must carry it out only upon approval of the control body. At the same time, the one who makes the purchase is forced to purchase the goods at the declared prices of the seller without a possible reduction and on his terms, this is a big minus for the buyer, since he is forced to agree with the proposed price without the possibility of reduction. At the same time, the entire amount of such purchases can reach no more than two million rubles a year, or more than five percent of the total purchases of the customer, but not more than fifty million rubles.

Purchasing from a single supplier
Since we are considering this type of procurement from suppliers, we will not dwell on all the actions that the customer is required to do, but will focus on the general algorithm.

• The customer chooses a company with which he concludes a contract and agrees on the terms of purchase and the text of the agreement (contract).
• The notice is placed by the buyer in the system (unified information system) and there are still five days left before the signing of the contract.
• In order to notify the control authority of the purchase, the buyer has one working day left after signing the contract, and one should not forget to provide a copy of it with justification for the need for the purchase and price.

All non-competitive procurement methods are under the close supervision of supervisory and regulatory authorities, and this must be taken into account when drafting documents. There is no algorithm by which it is estimated how legitimate it is to conclude a contract with a single supplier. It all depends on the employees of the control body and on the argumentation of the need for procurement. Since attention to such methods of procurement is increased, the correct justification of prices and the need to purchase from a single supplier will greatly simplify life not only for the customer, but also for the supplier.

Purchase from a single supplier under 223 FZ
223 federal law also has such a concept. Sometimes it is also called direct purchase. The initiative can come from both the customer and the seller. The rules for such a purchase for 223 fz are prescribed in the procurement regulations of the customer. In certain cases (this is described in part 15 of article 4 223 fz), such purchases are not entered into the system. You can understand how such a purchase from a particular customer should take place by reading its Procurement Regulations (located on the public procurement website)

How to become the sole supplier
So how do you get into buying from a single supplier? We note the main thing: the customer refers to the suppliers with whom he interacts. Or to a company that has no competitors due to the uniqueness of the proposed product or service. Therefore, if you do not communicate with the customer, the contract with a single supplier will be given to your competitor. If for some reason the customer is not satisfied with the way you fulfill obligations under other contracts, the purchase will be given to your competitor. The presence of a defective item in your warehouse greatly increases your chances, since this product can only be bought from you.
To conclude a contract with a single supplier, the customer must justify the feasibility of this purchase, as well as provide the reasonableness of the price and the method of its calculation. As a rule, the supplier who was contacted helps with the justification of the price. He makes a commercial offer. It is possible that the customer will contact more than one supplier with a request, and select an offer with a lower price.

Partnership Program of the Regional Center for Legal Security
If a supplier wants to conclude contracts by purchasing from a single supplier, he first needs to earn a reputation as a conscientious and responsible contractor. Have resources for fast and high-quality performance of work or fast delivery of goods. Pay close attention to your pricing commercial offer for the customer. Familiarize yourself with articles 44 fz and 223 fz regarding this type of purchase. When working with 223 fz, it is also necessary to study the Customer's Procurement Regulations.
Of course, you can do it yourself. But today more and more attention is paid to purchases from small and medium-sized businesses, including purchases from a single supplier. To facilitate this task, special partnership programs are being created, in which both customers and suppliers participate. The page of one of such programs of the Regional Center for Legal Security is available on our resource. By participating in such programs, large customers acquire permanent conscientious suppliers from among small entrepreneurs, and small businesses get the opportunity to become a supplier and a full-fledged partner for large corporations. for planned (and announced) purchases and tenders of your profile. Program participants are also provided personal manager which helps to understand complex system bidding and searching for your profile auctions. As you know, it is very difficult for small businesses to maintain a tender department, which employs highly qualified specialists. The Partnership Program is designed to help solve this problem and provide small businesses with highly qualified support from specialists in the field of bidding.

Getting a big client is easy. Enough to offer him best price. But if you are a small business, this is most likely not your option. You will have to prove that your products or services are somehow unique.

I'll tell you how to achieve this, using the example of the company I work for. Volvo Penta has 26 dealers. These are small companies of 5-15 people who maintain and repair diesel engines. Working with large clients seemed to them not a very profitable occupation.

We have established cooperation between our dealers and big companies almost five years. As a result, in 2015 they showed an increase of 25%, although the market dipped by an average of a third, and we continue to grow. Mainly due to deliveries to large shipping firms.

Step 1: Find problem areas

Small business representatives rarely ask how a large company works because they are afraid of incomprehensible terms. Entrepreneurs get lost when they hear the expression "generate cash flow". This problem is easily solved by courses like "Finance for "Non-Financial" Managers" and "Management Accounting".

Our dealers needed to understand how diesel engines affect customers' income and what problems there are in this area. Customers love the "buy cheaper - earn more" scheme, but it doesn't always work. The purchasing department of a container terminal was buying a Chinese starter for a loader that was four times cheaper than ours, and our dealers couldn't do anything about it.

When we looked up the operating statistics, we saw that the Chinese starter failed four times more often. Machine downtime has increased, and the cost of purchasing starters has approached the cost of the original ones. Replacement cost three times as much. Due to savings, the company was losing money - we showed this to the client, after which we made a deal.

Step 2: Suggest an effective solution

It is not enough to say that you can improve cash flow with your decision. We need to prove it with numbers. This is one of the key problems: few people are engaged in detailed calculation of costs, including the cost of equipment downtime due to breakdowns.

In Russia, they believe that downtime can always be "caught up" - for example, by going to the night shift. In Western accounting, idle time is an irretrievable loss: time cannot be turned back. Loss assessment is almost like financial advice, and many entrepreneurs think like this: how are we, the small ones, going to advise the big ones? False modesty must be overcome.

If an entrepreneur is a professional and an expert, he should advise a large company in his field. Ideally, if a small business at this stage can offer not only a one-time solution, but also a long-term one.

Our dealers have shown the customer that their parts and services can reduce downtime by so many percent over a given period, leading to so many percent improvement in cash flow. To do this, dealers offered to transfer the equipment to regular maintenance. They advised keeping records of each piece of equipment, training maintenance personnel and opening a warehouse for frequently used spare parts. The dealer took over the regular replenishment of the warehouse, and invoices for spare parts came as needed, taking into account seasonality.

Step 3: Sell ​​services to decision makers

The easiest way to negotiate with the managers of the purchasing department, but they never study the tasks in a comprehensive manner. It is a little more difficult in our market to reach employees of equipment operation departments. They see the problem more broadly, but they do not manage the finances. If you want to make a deal - go up.

In our case, if the dealer coped with the first and second steps, it remains to understand who the purchasing and operation departments report to. Once in a meeting with such a person, the dealer should not sell spare parts and repair services. This is a clearly losing strategy. It is necessary to stress that what is at stake is the company's cash flow and its profits.

Based on such a proposal, the client will formulate a task for the tender. Of course, it still needs to be won. But if you have prepared well, you will have few competitors.

public procurement- this is the main way to meet all the possible needs of the country. It is with the help of public procurement that the timely provision of food to educational institutions and any other organizations takes place. Therefore, the legislative system provides for such a status as a supplier of public procurement, which must produce or supply products to meet existing needs.

Requirements and regulations of the law

Public procurement is strictly regulated by certain normative documents, including special federal law, they must be carried out in accordance with a number of requirements. The main and most important of the conditions is the mandatory normative fixation and argumentation of each purchase, regardless of the nature of use and purpose.

Which companies will become suppliers is determined by customers based on several criteria. First of all potential buyer collects and analyzes information about all candidates for the role of suppliers. After all possible proposals for state supplies are recorded and approved on specialized resources, an agreement on future supplies is concluded or tenders are held, at which the most worthy candidates are determined in accordance with certain criteria.

Any company can become a public procurement supplier if a number of conditions are met. The most essential feature of an enterprise applying for this role will be the publicity and transparency of information.

Before submitting your candidature for the role of a public procurement supplier, or an organization should register in a specialized structure - the Unified Information System. Further, when a business entity becomes a full-fledged member of this system, it will receive notifications about opening online auctions. If you wish to participate in one of them, any company can submit an official application. But before that, you will have to obtain special accreditation by submitting a certain list of documents to the site specified by the customer.

How to become a public procurement supplier: stages and algorithm

To conclude a contract between the customer and the future supplier, a number of documents must be submitted. A company that intends to take on the role of a supplier must have the status of a natural or legal entity, in confirmation of which, provide documents according to a specific list:

• founding documents IP or LLC;
• extract from the Unified State Register of Legal Entities or EGRIP;
• personal data of an individual business entity;
• personal documents of the head of the company, if the supplier is a legal entity.

In addition to such a basic, mandatory list for all, some additional documents may be required for submission, which in some cases require the submission of customer companies.

In order to be able to conclude contracts for public procurement deliveries, the customer, in turn, must provide confirmation of the availability of a sufficient amount of funds. Including 0.5-5% of the initial marginal value of the contract must be secured own funds customer company.

Bulk supply, additional features

An enterprise specializing in wholesale supply can apply for cooperation with large trading networks. To conclude a wholesale supply agreement, you need to provide a potential customer with profitable terms cooperation, guaranteeing lower prices in comparison with competitors and maximum a wide range of goods.

Among other possibilities, the law allows the company to become the sole supplier. But for this it is necessary that the purchases meet the requirements, for example:

• if the buyer belongs to the category of cultural or entertainment establishments, he cannot purchase goods from one supplier for more than 50% of the budget. In specific figures, this limit is 20 million rubles.

Become the sole supplier, in accordance with regulatory documents, can correctional facilities. Suppliers of medicines also belong to this category, but also within the legally established limits.

In cases established by law, belonging to emergency or force majeure situations, a faster procedure for concluding a public procurement contract is possible. Such emergency circumstances include measures to eliminate natural disasters, man-made disasters, the need to supply electricity or other resources, or purchase software with the aim of introducing scientific and technical innovations.

My brother had been a book distributor for a long time and decided to try his hand at own business- began to take orders for the binding of finished book editions in expensive leather. When he was about to start deliveries of these gift books to stores, it was necessary to register a company - my brother turned to me (at that moment I registered a legal entity), and we started a joint business.

In this article you will read:

How to become a supplier and reliable partner for companies

How to ensure the smooth operation of the supplier with contractors

How to become a supplier shop and ensure the reliable work of the supplier with the contractor to varying degrees, every merchant knows. However, partnership and trust, which can prolong cooperation for many years, attaches key importance to these relations. To achieve this, we had to fill a lot of cones.

When we first decided to become store suppliers, at first people did not even want to do business with us - we were like children running around with bags. At that time we worked with only two stores, the volume of sales was very modest - about ten books a month. We had the impression that we started all this in vain, no one needs such books at all. However, then there were regular customers who came and asked for our books - perhaps because they were very different from the classic offers of competitors (we had colored leather bindings, illustrated plates). Be that as it may, gradually sales began to grow, and our work as a supplier with contractors began to improve. We have divided the responsibilities. The brother was engaged in the establishment of production, constantly trying different materials, I am looking for clients and building relationships with them. Our office was my apartment.

Search for partners

Understanding who exactly is our client did not come immediately. We used to think it was the retail customer - the one who is the end consumer who buys leather bound books.

But in order for retail customers to contact you, you need to promote a certain resource that provides an incoming flow of orders - an online store and a retail network where consumers come. It takes effort and time. We do the same job, but 28 times faster. Why at 28? Because our books are now sold by 28 stores - they are looking for the end user. Finding one store, you find dozens of customers at once. And if we were looking for them one by one, we would spend ten times more time.

• Promotion in social networks: how to assess the prospects for the company

Now among our partners - best stores Moscow. How did we achieve this? I can say that the main thing is not just to find a client (I saw the store, met, agreed, offered, agreed), but to work with him as long as possible. To do this, you need to initially understand how interesting we can be to each other, actively cooperate and help a partner: call, stimulate, offer book layout or replacement of the assortment, talk personally with sellers, receive feedback.

Price policy

Now our company has adopted the practice retail sales, but only if long-term customers contact us directly. And yes, they can come to our office for a book, but we try not to retail anymore so as not to create competition for our most important customers - bookstores. Because it is they, real and on the Internet, who have become our most effective partners.

It is very important not to harm the interests of the partner by your actions. That is why there are no prices on our website. If customers call us directly, we sell books to them at the retail price. Although, of course, at first there was an idea to sell wholesale in order to increase sales, but we refused such a scenario: it would be dishonest in relation to our counterparties and would cast doubt on the possibility of successful long-term cooperation.

New opportunities

George Washington once said, "Every problem is a success in disguise." Here we just had such an example of the work of a supplier with contractors. The fact is that now we bind books without formalizing legal relations with their publishers, while not violating their rights: we bought these books, we don’t change the text, we don’t appropriate authorship. But once we received a claim from one of the publishing houses in connection with the sale of his books in our bindings in the Moscow book network.

Our books were removed from the store, but the publishers thus lost some of the sales in the store, and now they no longer oppose our products on the shelves. The next stage, I think, will be the signing of an agreement between us on the binding of books and their unhindered distribution. This incident gave us the idea that similar agreements could be signed with other publishers. And just the other day we received such a proposal for cooperation.

Competitors

For us, the issue of competition on the retail shelf remains extremely important, because our market is very narrow. Book networks can be counted on the fingers of one hand (our main partner networks are the Moscow House of Books, Biblio-Globus and the book trading house Moscow). And our premium product is not bread or chewing gum, which are sold in tons every day.

Of course, exclusivity and high quality our offer. Many competitors work to order and at prices significantly lower than ours, as they minimize their costs, including through the use of lower quality materials. The difference in the price of finished products really turns out to be very tangible - several times, or even an order of magnitude.

To find out our competitors and their sales volume, we conducted a partner survey. It turned out that we are among the top three in sales and we have two main competitors. But we consistently outperform them in terms of service quality. For what? Our trump cards are prompt response, availability inventory and a wide range. After all, if a book is on sale, it is very important for the store that it be delivered immediately, because these publications are presented in a single copy, they are not transported in bundles. And we pay serious attention to this issue - and as a result, we deliver books faster than anyone else.

What system do we have? Partners have websites where in " Personal account» supplier for us displays sold books. Every morning we check sales. Stores that do not have sales alert systems have to call themselves, as weekly reports most often it turns out to be insufficient for a prompt response: it is not known which publications have been sold and which ones need to be delivered to the outlet.

Each employee of our company can cope with any emerging problem on their own. We also try to quickly resolve various paper issues - to conclude contracts and deal with accounting, since delay in these matters does not have a very good effect on partnerships, including sales.

Our website is designed in such a way that customers save their time: we do it ourselves high quality photos in photo studios, on our resource you can download and fill out an agreement, see the price list, subscribe to notifications about new products.