Training in trading on electronic platforms. First time on an electronic platform? Where can I find help? How to work on electronic platforms

Electronic trading is the process of selecting a supplier through the functionality of an electronic trading platform. ETPs are divided into government and commercial.

Differences between government and commercial ET

At government sites, procedures are carried out for selecting suppliers for government agencies (federal, municipal, budgetary) through an electronic auction.

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If a government agency intends to purchase work, goods or services, there is 44-FZ regulating the actions of the government Customer when choosing a supplier.

The customer can use one of the following determination methods:

• purchase from a single supplier;
• request for quotations;
• electronic auction;
• contest;
• request for proposals;

When a customer chooses to conduct an electronic auction, the procedure will take place on one of the state platforms: Sberbank-Ast, RTS-tender, MICEX, EETP.

It must be remembered that not all government customers work under 44-FZ. There are a number of institutions that are classified as subjects of natural monopolies: unitary enterprises that are classified as organizations operating under 223-FZ.

These organizations develop their own Procurement Regulations and, at their own discretion, carry out procedures on commercial or government resources. They also have the right to use resources for participants under 223-FZ. An example of such platforms are: UTP Sberbank-AST, OTS-tender, TP Fabrkant.

Commercial platforms contain information about requests from commercial organizations and for parastatal companies (operating under 223-FZ). There are several thousand commercial sites.

The main differences between a state site and a commercial one:

1. In order to participate in the auction, government platforms oblige organizations to identify themselves using an Electronic Signature. A number of commercial sites do not have such a requirement. To take part, just register by indicating your tax identification number and contact information.
2. At the state site you need to undergo accreditation. This process may take several hours or days. The commercial platform can send confirmation within half an hour.
3. Participation in procurement on the state platform is free. At a commercial site, you need to pay according to the established tariffs.
4. Participants in government contracts on the state platform are guided by the principle: “A low price will ensure victory.” Clients from parastatals or commercial organizations on commercial sites can take into account reviews of the company, availability of contracts, positive history and other signs that will influence the final protocol.

Types of electronic trading

According to the qualifications of the participants, procurement procedures are divided into open and closed:

• Using closed selection of suppliers who have passed pre-qualification for admission to participation is carried out. This is the purchase of goods, works, services that constitute state secrets (printing certificates, securities, fulfilling orders from the defense industry, etc.).
• In open Suppliers who have been accredited by the ETP can participate in the procedures.

Currently, reduction auctions (reductions) are held on state ETPs. Auction participants step by step reduce the Maximum Contract Price. The one who named the best offer wins.

The functionality of commercial platforms and resources for participants regarding 223-FZ allows you to select a supplier in several ways:

• electronic auction (reduction);
• request for prices in electronic form;
• request for proposals in electronic form;
• request for quotes in electronic form;

Commercial and parastatal sites also divide procedures into open and closed.

Participation in closed procedures is by invitation. As a rule, admission is granted to suppliers who have contracts with the Customer or are accredited to participate.

What are they selling and where are they held?

The subject of the procurement procedure may be goods, works and services to ensure the normal uninterrupted functioning of a government agency:

• software;
• medicines;
• conducting an assessment of working conditions;
• education;
• supply of medicines;
• providing schoolchildren with meals, etc.;

Electronic trading is carried out on electronic trading platforms.

For government orders:

• Sberbank-Ast www.sberbank-ast.ru;
• RTS-tender http://rts-tender.ru/;
• OSET ZakazRF www.zakazrf.ru ;

To participate in procurement of commercial and semi-governmental structures, information about the venue must be clarified:

• on the official website http://www.zakupki.gov.ru;
• on the customer’s corporate website;
• using systems that collect information about ongoing procedures;

Receiving timely information about the upcoming procedure eliminates the risk of missing an interesting purchase or finding a new sales channel. Companies using special systems take part in procurement more efficiently.

How to participate?

Companies that suddenly get excited about taking part in auctions are often doomed to disappointment. An auction is a common way to select a supplier; information about the ongoing procurement is known to all participants in the government order.

Please note that the number of auction participants is not limited. Therefore, your price may not be the best.

Look at the website http://www.zakupki.gov.ru for summing up protocols and procurement documentation for the previous quarter. You need to immediately understand the degree of competitiveness when participating.

Education

Get training, at least via webinar, on how to take part in an auction. Pay attention to what the lecturer says about filling out the application. Use available sources: video channels, websites, thematic forums where you can ask questions. It is best to take a course for beginner tenderologists.

Registration and accreditation on the site

Study the requirements established by the ETP and get accredited. It’s better to get accredited at all major sites at once. Please note that accreditation may take up to 5 business days.

To obtain accreditation, you need to fill out an application and attach statutory documents, decisions, and declarations. Once the procedure is completed, you will be given access to participate.

Finance

To take part in the auction, you will need to block funds on the site when submitting an application. The blocking amount is up to 1% of the initial contract price. After the auction is held and the results are summed up, this amount is returned.

Security must be provided for the performance of the contract. An amount of up to 30% of the contract price is blocked on the Customer’s account and returned to the Supplier after fulfilling the terms of the contract. In the spring of 2015, the Government issued a decree approving cases where contract security is not mandatory and is a right, not an obligation, of the Customer.

It should be taken into account that most government contracts do not contain advance payment provisions, so all financial costs will fall on the shoulders of the supplier for the entire period of fulfillment of obligations.

It is best to take care of opening a credit line for tenders in advance or carefully plan your participation and not experience financial losses. Be attentive to your obligations - improper fulfillment can lead to RNP.

Electronic signature

Electronic signature- This is an analogue of your handwritten signature. Once you have decided which sites you will participate in, fill out an electronic signature. Please note that there are several signature options; for participation only on government platforms, electronic signatures are cheaper. For a start-up company, it is better to take this option.

Search for information

Information about planned procedures at the first stage can be obtained from the mailing list issued on the ETP, as well as from the website http://www.zakupki.gov.ru. Select the purchase you are interested in and study the documentation.

When you gain momentum and experience, you can attract special programs and portals to participate in procurement.

A standard application consists of two parts: in the first part, the supplier declares his consent to participate in the procurement, indicating the subject of the purchase that he is ready to provide for the needs of the institution.

In the second part, the supplier attaches a list of documents established by the auction documentation, confirming legal capacity.

Submitted applications are certified by electronic signature and considered by the commission. After the commission reviews the first parts of the application, a decision is made on the admission or rejection of the participant.

The second (qualification part) is considered by the commission after the auction and a decision is made on the compliance or rejection of the second part of the application. The winner is the company that prepared the documentation in accordance with the documentation requirements and provided the best price offer.

Participation in the auction

At the appointed time, participants authorized and admitted based on the results of consideration of the first parts of applications begin to make a price offer. The standard auction step is 0.5-5%. The duration of the auction is determined by the number of steps that participants take. After each step, the time increases by 10 minutes. After the price has not changed for 10 minutes, the auction moves to the second stage, where participants can improve their price offer.

It is important to remember that a price proposal can be submitted without the auction step. You can submit a price corresponding to the initial maximum price of the contract. This is convenient if, according to the terms of delivery of the goods, you do not have the right to dump (for example, when delivering software, where the price is regulated by the developer).

Organizations that participate in electronic tendering to obtain orders often have their own tender department or employee to carry out the assigned procurement tasks. Specialists in this area must have certain knowledge in order to perform their work efficiently. Therefore, there are now many centers providing training in electronic trading.

Training to participate in tenders

Let's take a closer look at who exactly will benefit from taking the course and why it is so useful.

First of all, this applies to small companies with only one or a few specialists involved in purchasing. They must be able to work in all areas: from the ability to pass accreditation for any ETP and prepare applications of any complexity for participation in tenders to direct participation in the tender and interaction with the Federal Antimonopoly Service if necessary.

Advice: Bidding training allows an employee or the manager himself to understand all the nuances and features of participation in procurement.

If you are interested in effective participation in tenders, you can use our tender support service. To search for trades, you can use ours.

Training in electronic trading according to Federal Law-44

If we talk about training in government tenders, then this area will be useful to study for employees of companies that mainly take part in government orders to meet federal and municipal needs.

Despite the fact that participation in state tenders is strictly regulated and all requirements are reflected in Federal Law 44, a large number of mistakes are made that do not allow the supplier to reach the procurement itself.

Training in electronic trading allows you to avoid mistakes and successfully participate in government procurement. These courses will be useful to take not only for “specialists from scratch,” but also for employees already working in this field. After all, amendments are periodically made to the legislation, which must be taken into account when participating in tenders and always monitor changes in regulations.

The professionals who provide the training provide the most up-to-date information a contractor needs to participate successfully.

This also applies to training under 223-FZ; to participate in commercial tenders and conclude a contract, knowledge and skills in this area are required. There are even more controversial and difficult issues that may arise during the auction, because participation in bidding under 223-FZ is not so strictly regulated by law and more freedom of action is allowed for the customer.

The RusTender company offers training in tenders for your company’s specialists, as well as any individuals. The electronic trading training program is compiled based on the most important and popular materials and answers current questions.

Supplier training is conducted by our specialists and each individual seminar is covered by an employee working in this area.

What does training consist of?

The tender training program from scratch consists of the main points that the contractor first needs to study and understand in order to successfully participate in the procurement, both under 44-FZ and 223-FZ.

Tender courses for beginners consist of various blocks and answer the following questions:

1. How to obtain an electronic signature and set up a computer to work with it.
2. How to get accredited on the trading platform.
3. How to properly submit an application for participation. Depending on the form of procurement, different types of applications will be considered: quotation, application for request for proposals, first and second parts of applications. At the moment, the RusTender company website already contains video instructions on how to correctly submit applications for federal ETPs; you can find them in this section.
4. How to select tenders and evaluate them for corruption, how to select a customer and check his reliability.
5. How to take part in various procurements, both government and commercial. What are the nuances of each type of bargaining and what must be taken into account when participating?
6. How to choose a lending institution to obtain a tender loan to secure an application, as well as to obtain a bank guarantee.
7. How to competently draw up and submit a complaint to the FAS in case of unlawful actions of the customer.
8. In addition to general issues, non-trivial situations are also considered. The advantage of training a tender specialist at RusTender is that the seminars are taught by company employees who directly take part in tenders on a daily basis. Experience and constant study of various procurements, requirements for them and monitoring of changes in legislation allows for much better training in participation in government procurement and tenders than is done by ordinary theorists and course teachers.

After completing the trading training, our specialists will also answer all questions that arise, analyze and explain incomprehensible points that arise in the process of studying the material.

Public procurement courses for beginners and their advantages

After completing professional training, a tender specialist will be able to:

choose the right tenders to participate in;

freely navigate the laws 223-FZ and 44-FZ;

apply acquired knowledge in practice;

correctly draw up and fill out the package of necessary documents.

If the head of the company undergoes training in bidding, it will be much easier for him to navigate this issue, even if the company uses intermediary services when participating in auctions.

After completing the courses, it will become possible to perform most of the responsibilities yourself, and through intermediaries, solve only the most time-consuming issues, such as obtaining security for participation (in the absence of your own free funds) and obtaining a bank guarantee from a registered bank.

Training in electronic auctions in courses or seminars is much more convenient and profitable than self-study. After all, when studying the material with the help of a professional, you will immediately learn the most important and difficult points and get answers to your questions. And if you try to figure it out on your own, you may make the wrong decision and come to the wrong conclusions, which will take up time and money.

Training to work at tender sites

Typically, training is divided into various areas, both large, for example: training under 44-FZ and 223-FZ, and smaller ones, for example: tender specialist, procurement requirements under 223-FZ, advanced training and other areas.

Training to work at individual tender sites is also popular, usually these are federal electronic trading platforms, for example, training in electronic trading at Sberbank AST.

Therefore, if you or your company’s employees decide to undergo training in electronic trading, then the main thing is to first decide which course you are interested in, and then sign up for training or advanced training courses.

OOO ICC"RusTender"

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What is ETP? How to participate in bidding on an electronic platform (auction) in Russia in 2019. Advantages and disadvantages.

Dear readers! The article talks about typical ways to resolve legal issues, but each case is individual. If you want to know how solve exactly your problem- contact a consultant:

It's fast and FOR FREE!

The development of scientific and technological progress makes it possible to technically simplify most of the processes carried out by modern man. This is especially important for doing business.

The use of electronic gadgets, the Internet and other resources makes it possible to improve and speed up the conclusion of transactions, their implementation, and therefore increase profits.

At the same time, the costs of moving responsible persons to conduct a large number of negotiations are reduced.

Today, more and more transactions are negotiated and concluded through communication via Internet resources.

They allow you to negotiate, exchange documents, and also, using an electronic signature, enter into contracts.

But with all these benefits, there is still a difficult and responsible task assigned to businessmen - finding a reliable counterparty.

Basic moments

The search for partners who can act as both suppliers and buyers can also be simplified by taking advantage of modern IT resources.

For this purpose, special online trading platforms have been created on which goods and work of different companies are presented.

Let's take a closer look at what they are and how to take advantage of such opportunities.

Definitions

An electronic platform is an information space that ensures interaction between persons providing goods, work, services, and those who need them.

For its operation, a special set of hardware and software devices is used.

For what purpose are they carried out?

Electronic trading is carried out to simplify the process of searching for a supplier (seller) by customers (buyers) and vice versa.

At the same time, electronic trading platforms perform the following functions:

Among the functions of the ETP, it is also worth noting the protection of information of trading participants, which makes it possible to secure the electronic exchange of documents and increase the efficiency of the transaction, speeding up the process of its conclusion.

Legal regulation

Electronic trading platforms presented in the Russian Federation are of a commercial or government nature.

Their work is regulated by regulations, the main of which can be considered the orders of the Ministry of Economic Development of the Russian Federation, since it is under its control that ETPs are created and operate.

Below is the regulatory framework on which the introduction of electronic trading in various sectors of the economy is justified:

Federal laws remain unchanged in this list. As for the orders of the Ministry of Economic Development and the FAD of the Russian Federation, in connection with the opening and closing of new trading platforms in a particular area and their receipt, decrees may be issued again to include them in the list.

How to participate in electronic trading correctly

When starting trading for the first time, a lot of questions arise regarding participation in them. It's not difficult to figure this out.

From the material above, you already understand how to choose a platform for carrying out your trading activities. Let's look further at how to become a member.

Step-by-step instruction

In order to become a participant in electronic trading, which is held on the ETP, you need to follow a simple algorithm of actions:

What do you need to get to the auction?

To get to the site where electronic trading is held, you need to find the corresponding website on the Internet.

After this, you need to undergo accreditation according to the algorithm specified in the previous paragraph. Create and top up an individual account to use ETP services. But, as you know, to conclude a transaction even through an electronic trading platform, two parties are needed.

If you act as a buyer, then it is also worth going through accreditation on the site, providing the same documents as the seller, and topping up your account. To participate in the auction, you must submit an application with the specified order requirements.

Is it necessary to have an EDS?

One of the frequently asked questions is whether availability is required to bid. The answer, of course, is clear: “Yes!”

If you complete it before registration and use it when filling out the application, registration will be free for you.

But that’s not even what’s important. According to the operating conditions of the ETP, suppliers and customers do not contact directly and do not communicate live.

Therefore, the conclusion of the transaction also takes place through Internet resources. For this to happen, both sides are essential.

What documents may be needed

Considering the step-by-step instructions for participating in the auction, we have already discussed the issue of documents. But it’s worth spending a few more lines on this point.

To participate in the auction, registration and application documents are required. In the first case they consist of:

To submit an application for bidding, you must provide a complete description of the proposed product and documents confirming its quality and certification.

The company’s details are also required, using which the customer can check its activities and determine the reliability of the partner.

Please note that the details provided in the first case are confidential information, the protection of which is carried out by the organizer of the electronic trading platform.

In the second case, they are information provided to the customer and are available for general viewing.

Which platform to choose

Before you start participating in electronic trading, you may have a question about which platform is better to choose.

The answer to this depends on the area of ​​the upcoming transaction for which counterparties are being searched.

Video: how to participate in electronic trading

Depending on the goods, works and services presented on the site, they are divided into the following types:

• ETP of government orders - work is regulated by the Ministry of Economic Development of the Russian Federation. Intended for holding open auctions regarding services and works provided by companies to state budgetary institutions. A state tender is held at such sites;
• ETP for the sale of seized property – works on the basis of the bankruptcy law. The sellers are arbitration managers conducting bankruptcy procedures for enterprises. You can find out how to participate in electronic bankruptcy auctions on the website of sites that deal with this;
• ETP for placing orders by certain types of legal entities - this site does not contain offers, but, as can be understood from the name, orders of persons who fall under Federal Law 223, the implementation of which requires certain resources. This is rather a mini-auction, since in this case the supplier chooses the buyer;
• ETP of commercial companies is intended for interaction between non-governmental and extra-budgetary organizations and enterprises both for the supply and purchase of goods, works, and services.

In turn, this type can be divided into two groups:

Also, sites differ in organizational characteristics, that is, in who is their creator and manager.

Among them are:

Knowing how and how trading platforms differ, you can make your choice where to participate in trading.

According to the order of the Ministry of Economic Development of the Russian Federation, a number of sites belonging to the state were selected. The table below shows leaders of different types of ETPs.

For a more detailed understanding of this issue, we suggest you familiarize yourself with them:

Advantages and disadvantages

Electronic trading has its pros and cons for both suppliers and customers. Information content can be considered the main advantage. In this case, suppliers save money on advertising, and customers save time on searching for products.

At the same time, companies participating especially on government platforms are reliable and thoroughly vetted.

For commercial ones, they are required to provide guarantees. But this does not save customers from the main disadvantage - the possibility that the product does not correspond to the description.

It is important that deals are concluded much faster, it is also possible to make strategic purchases, but at the same time, if one of the parties experiences force majeure, they cannot change the terms of delivery and cooperation. But in general, online platforms are very convenient and profitable for trading in various areas.

Electronic trading platforms were created in the Russian Federation on the basis of regulations issued by the Ministry of Economic Development.

They are designed to simplify the search for information and interaction between suppliers and customers in different sectors of the economy. This allows you to speed up the process of concluding transactions and increase their number.

APPLICATIONS AND CALLS ARE ACCEPTED 24/7 and 7 days a week.

Electronic marketplaces can be an effective distribution channel for suppliers. It is important to choose the appropriate strategy, taking into account the costs that the supplier cannot do without when working with electronic trading platforms.

There are more than a hundred electronic trading platforms in Russia, including mono-brand/corporate ETP, where the auction organizer is a single customer (ETP UMMC, ETP Mosvodokanal, ETP RTRS, ETP MTK, etc.) and multi-brand/third-party/external ETP, where procurement procedures can be carried out by different customer companies (Fabrikant, Tender. pro, B2B, etc.).

Multi-brand electronic trading platforms also include five federal electronic trading platforms, where, from January 1, 2011, electronic auctions are conducted by government customers, whose procurement activities were previously regulated by 94-FZ, and today by Federal Law No. 44-FZ “On the contract system in the field of procurement of goods” , works, services to meet state and municipal needs.” Orders from companies whose procurement activities are regulated by Federal Law No. 223-FZ “On the procurement of goods, works, and services by certain types of legal entities” can be found on all types of electronic trading platforms.

Cost classification

The costs of suppliers on electronic trading platforms generally depend on the volume and quality of procurement procedures carried out on the ETP, as well as the conditions of electronic trading platforms and auction organizers and include:

Entry fee:

• costs for registration/accreditation on the ETP (preparing a package of documents, obtaining an electronic signature, etc.)
• labor costs for preparing proposals
• connection fee (only on multi-brand ETPs)

Cost of participation:

• subscription fee or commissions (only on multi-brand ETPs)
• posting security
• labor costs for obtaining information from the ETP and posting information on the ETP

The cost of entry refers to the totality of resources that a supplier needs to invest in order to begin interacting with potential customers of their products (goods, works or services) on certain ETPs.

Package of documents

The price of entry for the supplier should include the registration (accreditation) procedure on the ETP, within which suppliers perform a sequence of actions similar to all electronic trading platforms. In particular, when registering a new user, ETP operators require an appropriate package of documents from him. Depending on the ETP policy, the contents of the document package may differ.

As an example, here is a list of documents required from a legal entity (potential bidder) when registering on one of the trading platforms:

• 1) a copy of an extract from the Unified State Register of Legal Entities, issued no earlier than six months ago
• 2) copy of constituent documents
• 3) copies of documents confirming the person’s authority to receive accreditation. If another person submits an application for accreditation, a valid power of attorney from the General Director is provided, drawn up in accordance with the requirements of Part 1 of Art. 186 Civil Code of the Russian Federation
• 4) a power of attorney to carry out actions on the site on behalf of the procurement participant, which is valid and drawn up in accordance with the requirements of Part 1 of Art. 186 Civil Code of the Russian Federation
• 5) copies of documents confirming the authority of the manager
• 6) a decision on approval or execution of transactions based on the results of electronic auctions on behalf of the procurement participant.

Electronic signature

The cost of entering the ETP must also include the purchase of an electronic signature that meets the requirements of the platform. Today, many electronic platforms accept any certificates of a qualified enhanced electronic signature. Consequently, on such ETPs the supplier can use one ES certificate (unless the policy of the customer’s company establishes a different rule). There are electronic trading platforms that establish additional requirements for electronic signature certificates. In this case, the supplier’s costs for digital signature may increase by a multiple of the number of such sites.

Workshop

You can find out which electronic signature certificates are accepted during the registration process on the ETP, as well as by contacting the technical support services of the sites, some of which work around the clock.

User interface

The cost of entry, as well as the cost of participation in electronic procedures, is influenced by the ease of use of the ETP, that is, the quality of the user interface. The user interface represents a set of tools and methods by which the user interacts with the ETP. The user-friendly interface allows you to significantly reduce labor costs for obtaining information from the ETP and posting information on the ETP through ergonomics and automation of routine operations usually performed by the user. The principle works: the more convenient the ETP is to use, the less time, and therefore resources, the supplier will spend.

It should be taken into account that not all ETP systems have a different interface. Many of them are built on standard professional platforms and require similar skills from the user. The number of standard professional platforms used is limited and de facto in Russia does not exceed five. One of these platforms (iTender) was discussed in detail in the previous issue of the magazine.

Workshop

You can usually find out on what platform the site is developed by following the link located at the bottom of the ETP website web page.

There are sites that offer their users training in how to use their systems, including free training. However, this does not relieve the supplier of costs: specialists’ time is still spent on training.

Labor costs for preparing proposals

Today, electronic trading platforms offer dozens of possible bidding procedures, which are varieties of auctions, competitions and requests for commercial information. General principle: the more complex the procedure, the higher the labor costs for preparing proposals, and therefore the cost of participation in electronic auctions.

Tenders, requests for proposals, and multi-stage procedures are the most costly for the supplier. For example, participation in a competition will require lengthy preparatory work to study the evaluation criteria presented in the customer’s tender documentation and prepare competitive commercial proposals.

Requests for proposals may be preferable for suppliers, since the bidder may choose a supplier who, according to formal criteria, has lost to its competitors. But here, too, there is a risk of unjustified costs if the customer’s goal is to choose his supplier, and not to extract the maximum benefit from the transaction.

A framework agreement that stipulates that the supplier will be provided with an order for a certain period may also require some effort on the part of the supplier. It may contain many questions to prove the qualifications of the supplier, which may include asking for information that is unusual for most procedures, such as information about previous contracts, financial status and production capacity.

Auction and request for quotations are among the least labor-intensive procedures (the supplier sends an application, bargains to a certain level, waits for the result of the auction). There is also a significant disadvantage in the auction, related to the fact that here the only criterion for selecting suppliers is the price, which can be significantly reduced as a result of the auction.

Workshop

When deciding whether to participate in an auction, suppliers are advised to take a critical look at the starting price of the contract and, if possible, analyze the composition of the bidders. Otherwise, why would a supplier participate in tenders, in which, if he wins, he can conclude an obviously unprofitable deal.

Suppliers should treat bidding through re-bidding and re-bidding with caution. The purpose of such procedures is the maximum reduction in price, the desire to “put the squeeze” on the supplier.

The supplier can assert its rights. This recommendation may be relevant, for example, in the case where, for the customer, competitive bidding is only a form of concluding a transaction and the tender documentation is prepared for a specific supplier. Each case of a possible violation of competition may be subject to review by supervisory authorities.

Security

The practice of collecting security from bidders (security for participation in bidding and contract performance) is widespread in Russia. We calculate the costs: in order to provide security for participation in the auction, the supplier needs, firstly, to withdraw a certain amount from its turnover, and secondly, to spend a certain amount of labor resources, for example, on transferring money or issuing a bank guarantee. Enforcing the contract for the supplier is an even more expensive item. Providing security for a large contract freezes up part of the supplier's working capital and can harm the supplier's business.

Workshop

When participating in secured trading, the supplier is advised to include in the contract price a return on frozen funds equal to or greater than the return on capital.

Features of working on multi-brand electronic trading platforms (commercial sector)

One of the advantages of multi-brand electronic trading platforms for suppliers is the opportunity for a large number of customers to participate in procurement procedures. At the same time, the high cost of entry and participation in bidding increases the risk of unjustified costs. In most cases, providers will have to pay a subscription fee. For example, according to the tariffs presented on one of the electronic trading platforms, for the opportunity to participate in an unlimited number of trades for one customer for three months, the supplier pays 9 thousand rubles. For suppliers who work with an unlimited number of customers on a regular basis, the monthly subscription fee will be 27 thousand rubles. At the same time, the connection fee to this tariff will be about 50 thousand rubles.

Workshop

Special ETP offers may be attractive to suppliers, for example, the opportunity to participate in auctions of certain companies for free.

On the ETP, the supplier can be not only a participant, but also an organizer of the auction. Suppliers of unique goods, such as works of art, can sell their products through a public offering or a premium auction.

Features of working on multi-brand electronic trading platforms (government order)

Participation in tenders of government customers on five federal electronic trading platforms has some specifics for suppliers. An advantage of the ETP, where tenders are conducted by government customers, may be the absence of a subscription fee. We are talking about a commission in the amount of a fixed percentage of the transaction. It should be taken into account that, according to the law, government customers are required to require each potential supplier to ensure participation in the tender, and then to ensure the execution of the contract.

Workshop

When participating in a procurement by a state-owned company, the supplier must be confident in its ability to fulfill all obligations under the potential contract. If the contract is concluded and the supplier is unable to fulfill its obligations, then such a supplier may face not only inclusion in the register of unscrupulous suppliers with the impossibility of further participation in public sector procurement for at least one year, but also criminal liability.

Features of working on multi-brand ETPs

The relatively low cost of entering the ETP and the cost of participating in customers’ electronic procurement procedures is one of the significant advantages of mono-brand/corporate ETP. In particular, on this type of trading platform, suppliers do not pay subscription fees or commissions. The disadvantages of mono-brand platforms include the possibility of obtaining only one client, which, however, can become the key one for the supplier.

Workshop

By entering the combination “electronic trading platform/ETP + name of the customer company of interest” in the search bar of your Internet browser, for example, “ETP Mosvodokanal”, you can find the website of the corresponding ETP. If, of course, this customer has an electronic platform.

Supplier strategy

Having gained an idea of ​​the resources that the supplier will need to interact with potential customers on electronic trading platforms (multi-brand and mono-brand ETP), you can begin to form a pool of ETP.

An approximate plan for forming an ETP pool includes the following steps:

• 1. Preliminary selection of ETP
• 2. Registration on the ETP (accreditation)
• 3. Study the user interface
• 4. Participation in several tenders or requests for commercial information
• 5. Analysis of the effectiveness of ETP

Preliminary selection can be significantly influenced by the presence of customers of interest to the supplier on the ETP. A potential buyer organizing their auctions electronically should be assessed comprehensively. To do this, it is recommended to study the history of this customer, analyzing the results of the bidding held on his initiative, the movement of winners in the product group of interest, the procurement procedures used, the practice of withdrawing security for participation in bidding and enforcing contracts. In addition, it is advisable to familiarize yourself with the customer’s procurement regulations, its procurement plan, and the history of litigation in which this or that customer was the plaintiff or defendant. All this will help the supplier answer questions about the prospects for further cooperation.

Workshop

If among the regular winners of bidding on the ETP there are three suppliers who win in turn, then the supplier should think about whether he can compete with them on equal terms and become the fourth. If, as a rule, the only supplier is among the winners, then the chances are obviously minimal. When the range of suppliers is wide, you can participate in the auction, but the price should not drop much.

The analysis of the supplier’s performance on the ETP is carried out taking into account the following indicators:

• Sales
• price fall level
• spent
• cost per client
• acquired regular customers

Thus, the supplier will be able to create a pool of electronic trading platforms that will become the most effective sales channels for him, that is, they will not only compensate the supplier for the costs of participating in the auction, but will also allow him to achieve high commercial results.

Instead of a conclusion

Of course, a supplier can count on success when working with electronic trading platforms, and yet, wanting to get a guaranteed result, it is more advisable to carry out appropriate preparation by studying the conditions of the electronic trading platform, assessing the volume and quality of the auctions, identifying interesting clients, taking into account the positions of competing suppliers, conducting a comprehensive performance assessment.