B2B trading platform. B2B-center: a marketplace for business. What is an electronic trading platform

Many large organizations are thinking about implementing a new approach to organizing procurement activities. It is private companies that are interested in automation, the owners of which want to receive a convenient and functional service for the selection of suppliers. There are many online platforms on the market that provide such opportunities. One of them is the b2b trading platform, which will be discussed in our material.

History of creation

B2B trading platform was opened by JSC "Center for Economic Development" 15 years ago. From the very beginning, it was conceived as a platform for conducting purchases in the business-to-business segment, hence the name B2B trading platform, the official website - www.b2b-center.ru.

The first major project was dedicated to public procurement electricity. The B2B-energo trading platform (official website b2b-energo.ru) is still in operation, and at one time was highly appreciated by a number of ministries. For 15 years, the B2B-center space has significantly expanded. Now it unites about 40 more industrial and corporate electronic systems.

The founders say their goal is to help companies communicate effectively when purchasing and selling works, goods and services. More than 240 thousand registered organizations have already assessed how they cope with this task. It is interesting that among them are representatives of 93 countries, and not only Russian legal entities.

Functionality

The B2B-center electronic trading center organizes and conducts 43 types of procedures, including tenders, auctions, tenders, requests for proposals and quotations, competitive negotiations. Moreover, the organization can carry out both the purchase of goods and services of interest to it, and the sale of its own.

For those companies that are still thinking about which platform to choose for the sale or purchase of goods, we offer:

demonstration videos about system operation;
training seminars;
information materials about the procurement.

Full participants in the system have more opportunities. This is both tender consulting and mobile app, and analytical reports, and automatic verification of counterparties. In addition, they get access to all electronic platforms of the system, so they learn about tenders in a timely manner in a variety of areas: energy, metallurgy, aviation and automotive industries, petrochemistry, etc. According to the admission of new participants, they really like the opportunity to integrate procurement into the management system enterprise, as well as an online logistics service. Since electronic trading is impossible without digital signatures, financial services and electronic document management in general, B2B-center provides this aspect as well.

The capabilities of the system are, of course, large-scale. But the main thing is that users are satisfied, which is confirmed by the ranking of the rating agency "Expert RA" for 2014. The international electronic trading center B2B-center is recognized as the leader in terms of satisfaction with the quality of services.

Statistics

According to official data, over 15 years of operation, 808,000 procedures have been performed on the site. On June 14, 2017, 5,200 lots were listed as relevant. That is, in fact, about 150 trading procedures are carried out every day. In total, during the work, it was possible to conclude contracts totaling 9.4 trillion. rubles.

The company does not disclose detailed statistics. But its success can be judged by other data. For example, according to the results of last year, the B2B-center is in 13th place in the ranking of the most expensive companies on the Russian Internet from Forbes. This is on a par with Yandex, Mail.ru Group, Avito, which do not deal with purchases. In addition, the marketplace was ranked 31st in the list of the largest groups and companies in the field of information and communication technologies, as well as 24th in the ranking of IT service providers.

Click on the "Register" button on any page of the site. Registration is free.
Enter the TIN of the company and fill in the contacts. The site will automatically download data from the Unified State Register of Legal Entities, just check them.
Try to accurately select the categories of goods or services that you supply. On their basis, B2B-Center will select the profile procedures. You will see notifications about them in personal account and receive it by e-mail.
The site will check your company's data within 1 day. Moderation is needed to protect users from unscrupulous counterparties. After processing the application, you will receive an e-mail with a username and password to enter the site.

Important:
Take care of registration and obtaining an electronic signature in advance. Many suppliers register on the site, receive an electronic signature, submit their offer at the most last moment when the procedure of interest to them is nearing completion, and due to haste they make mistakes in their documentation. An electronic signature may not work correctly due to an outdated browser, so it is worthwhile to test your digital signature in advance and familiarize yourself with the requirements for the computer and software (to the right of the registration form).

How to choose a tariff for participation in procurement under 223-FZ and commercial procurement?

In the comments to the articles, you can get answers from other vendors, and experts will answer

Modern business is developing in many directions, but the plane of electronic relationships is still not fully understood. Of course, it has huge potential for growth and development, so it is not surprising that trading platforms in electronic form are becoming more and more popular. What are B2B trading platforms, what are they for and what types of them exist - read on.

What is an electronic trading platform

Electronic trading platform (ETP) - this is a kind of place for mutually beneficial cooperation between the seller and the buyer where they can carry out their transactions through electronic devices. Almost any Internet resource that promotes the implementation of ultimate goal: registration of a transaction between two parties. To achieve the set task, the ETP possesses all the necessary resources: organizational, technical and informational.

What are we for

Using the ETP to achieve their business goals, each party has the opportunity to make the relationship more effective by combining in one information area... The opportunities for customers are expanding thanks to the auctions, tenders and requests for proposals and quotations (all costs are fully optimized), while suppliers, taking part in such events, can post their information about the products provided.

In some cases, the task of conducting trading procedures "falls on the shoulders" of a third party - a specialized organization, and in addition to entering certain data into the ETP, its responsibilities often include processing the final result and even determining the winner. With the emergence of such sites, the interaction between customers and suppliers has become much easier, and their size, industry and geographic location do not play any role.

Types of electronic trading platforms

The process of organizing tenders on the ETP can have a variety of formats, but the concept always remains the same: any supplier will compete with competitors for a lucrative contract with the customer.

federal (at the state level);
commercial (private companies);
associations.

For the types of sites, see the video:

Federal trading platforms for electronic trading

To ETP federal significance include platforms selected by the Federal Antimonopoly Service of the Russian Federation and the Ministry of Economic Development of the Russian Federation, which have everything necessary for organizing auctions in the network open type and adhering to the existing rules in their activities, determined legislative framework Russia. These ETPs today include Sberbank-AST CJSC, RTS-tender, State Unitary Enterprise Agency for the State Order of the Republic of Tatarstan, United Electronic Trading Platform OJSC, Moscow Interbank Currency Exchange CJSC.

Commercial e-trading platforms

The commercial type of sites provides for the organization of trade on them by non-state-level companies and, of course, in comparison with the previous type, there are much more such platforms, and the rules of their work are more flexible.

specialized (such resources are created for the needs of a specific enterprise, for example, Gazprom's ETP);
multidisciplinary (in comparison with the previous type, it represents a wider range of products and services, and each organization can simultaneously be both a supplier and a customer, without any nomenclature framework).

In the latter case, on such platforms, you can often find data on the work of companies to which the requirements of 223-FZ are applicable.

creation of a system that controls and regulates corporate and public procurement;
standardization of the processes of using an electronic signature, mandatory for a particular ETP;
formation of a single database for all parties to the transaction (buyers and suppliers), without taking into account their actual location;
guarantee of accurate and verified data on procurement processes.

The Association brings together 4 main sites focused on the implementation of orders for the needs of the state and the municipality: ETP MICEX "Goszakupki", "Sberbank-AST", "RTS-Tender" and the Electronic Trading System "Order of the Russian Federation".

In addition, the association also includes over 1000 ETPs commercial activities(in particular the B2B group). It is possible to become a part of such an association only with the help of an individually assigned electronic signature, which is subsequently used in the course of trading (issued by the Certification Center of CenterInform JSC).

With it, you will have access to all the required data about customers geographically located in other regions of the country, the opportunity to study your own advantages and evaluate all your actions, thanks to the "purity" of all concluded contracts and equal treatment of suppliers.

Also, the members of the Association have access to data on any ETP of the country or neighboring countries that are part of it. That is, access to all information of the association reduces material and time costs, since all activities are carried out directly without leaving your office.

In a word, such a functional set ensures the most beneficial relationship of all participants in the activities that have taken place on the site.

What is B2B

Talking about ETP, often the first thing that comes to mind is B2B ("business to business"). This type of economic and informational cooperation involves the interaction of companies with other companies, and not with the end consumer of the goods provided.

In the West, the term "B2B" is regarded as a characteristic of any type of activity of some organizations, aimed at ensuring the rest industrial organizations the products they need (for example, equipment or raw materials for the production of products). That is, the subjects of activity in this case are organizations interacting in the market field, and the objects are represented by the provided goods and services. Both whole companies and individual entrepreneurs can act as a seller and a buyer.

The concept of "B2B" is often opposed to something else - FMCG or, more simply, "business aimed at the end consumer." For example, negotiations with a company engaged in the production of goods for daily use will relate to the scope of FMCG, even if this company is a legal entity.

It should be noted that the number of B2B transactions exceeds the number of B2C transactions.

Modern Russian money has come a long way in its formation, but who would have thought that back in 1725, 1 copper ruble weighed 1.6 kg and measured 18x18 cm, with a thickness of 5 cm.

Differences B2B from B2C

If “bi tu bi” is “business for business”, then bi tu si provides for the provision of business services for an individual client (private person). Of course, there is a certain difference between these concepts, it is not only in the name.

The main difference will be end object, at which the provided product or service is aimed. So, in B2C, the client buys them for his own use, and the company buys ready-made solution specific business problem, despite the fact that there are high risk wrongness of such an act.

B2B requires a good knowledge of the market of the goods provided and its customers, which will allow to determine the risks for the client in advance and show the advantage and rationalism of possible solutions. In this case, all problems are solved according to one of two possible scenarios: the client himself performs all transactions, realizing all the responsibility, or on his behalf (as well as on behalf of the supplier) a whole staff of specialists works. That is, in order to work with B2B, it is necessary to be able to listen to both the opinion of your own team and the subjects representing the interests of the client.

There are also differences in the price of the product. With B2B, it differs in rather high rates, while with B2C, the price is low. In addition, in the first case, it is important to be able to correctly carry out calculations, justifying the long-term benefit from the purchases made.

For those who have already gotten used to selling in the B2B format, it is no secret that this is a rather serious activity, when work with a buyer is entrusted only to professional buyers and experts, and all decisions are carefully weighed and evaluated (suppliers have considerable industry experience). B2C, on the other hand, is characterized by one-time purchases of a client, without specific knowledge, only on the basis of emotional motives.

The sellers at bi tu bi only practice advisory sales, not specifically using a manipulative approach. They create specific values for the customer and organize their activities according to market segments. The sales cycles are quite long, which cannot be said about the "bi to si".

Business sales require careful planning, which is why the system of work of managers provides for the consideration of individual results. The cost of attracting new clientele to B2B is much higher than that of B2C.

This is largely due to the standard profile of the so-called "ideal client", with the priority of assessing his prospects at the initial stages of cooperation. It turns out that in the B2B system the number of potential customers is significantly limited due to the importance of each of them, while in B2C the effect of large scale reduces their value.

Employees of the business-to-business system carefully study each person or company that has been successfully assessed as promising, and the activity is recorded taking into account the most significant customers (establishing contact with them is combined with solving the most important issues).

Watch the video about the difference in sales systems:

That is, it is easy to see that in b2b, the search for solutions to the problem is carried out during sales, while in b2c only solutions of one type are provided. In the first case, this means the selection of managers capable of independent flexible decisions, depending on the specific situation, and there is no need for strict management. In this matter, the right mentoring is of great importance.

The sources of efficiency in the “bitu bi” system are direct sales of goods, microdifferentiation and lobbying, while for “bitu si” these are mass communications and macrodifferentiation. Of course, in the first case, special marketing preparation is very important for sellers.

For effective solution all questions of your business, knowledge and understanding of the above differences in b2b and b2c sales options plays an important role. Like the methods of organizing sales, the management of their activities in each a separate case will have significant differences. It is not enough just to use a strategy of one of the famous companies, because the mechanical transfer of her success to her situation is unlikely to lead to the desired result.

Bi Tu Bi and its associated trading floors did not immediately attract public interest. It is now easy to find official sites on the network that are engaged in online sales, and in the distant 90s in Russia very few people heard about them.

The b2b market jump took place only in 2001, which is confirmed by the Boston Consulting Group research conducted at that time (the results published at the beginning of the year indicated the beginning of its development). This study identified more than 50 developed and active ETPs, which mostly represented metallurgy and fuel and energy complex. Towards the end of 2001, the number of such projects (in various sectors of the Russian economy) exceeded 100.

According to preliminary forecasts of specialists, at such a rate the volume of transactions in the electronic version in just a year should have grown in the Russian Federation by more than 100%, and by 2004 it should have stopped at the value of 22.3 billion euros. Nevertheless, the rapid recession of the Internet industry around the world made certain adjustments to such a plan and the initial expectations of specialists did not come true.

At the end of 2004, it was possible to trace the work of about 200 ETPs in Russia, which covered almost all business sectors of that time. True, full-fledged B2B sites that would offer customers a wide range of services are still not enough, and most of the existing ones are more reminiscent of catalogs of offered products, with the search for data of interest and further offline registration of the transaction.

Today in the Russian Federation there is a sharp decrease in the number of independent electronic trading platforms, acting as intermediaries, with a simultaneous strengthening of the positions of trading platforms created by large buyers (purchasing) or sellers (distribution). Moreover, in last years independent ETPs are not particularly developed and are increasingly turning into standard information portals.

Such trading platforms differ among themselves and in terms of the volumes of transactions carried out on them, therefore, the turnover values by industry do not at all correspond to the number of operating ETPs in them. So, annual turnover, which falls on one site in the fuel and energy sector, exceeds the turnover of one such platform in the timber and metallurgical industries. However, the profitability of their work determines not only the volume of transactions performed, but also the payment arrangements.

The principle of operation of the electronic trading platform B2B

online catalog;
auction;
exchange.

Moreover, each option has its own agreements regarding the delivery or other nuances of transactions for the provision of goods and services. Of course, it is far from always possible to say that this is convenient enough for the buyer, but most often sellers on such sites do their best for the client's comfort and long-term cooperation. Let's consider several options for ETP from the point of view of their principle of operation.

Online catalog

With the help of such a catalog, buyers in short time can find the sellers they need and conclude mutually beneficial deals with them. In order not to look through the many long-outdated catalogs from the supplier, you can always turn to the search capabilities of the network and compare several characteristics of the product you are interested in at once, in particular, the delivery date, price indicator, information service, guarantees and other parameters.

Catalogs are the most viable option for industries with a huge number of small businesses, and transactions for the supply of relatively inexpensive goods are often carried out. That is, online catalogs enable the buyer to study the offers of a larger number of suppliers and choose the most successful option for themselves.

Auction

Unlike the previous option, there is no specific price for this or that product (service). Their cost is determined during the course of the tender, which allows for electronic procurement on a tender (competitive) basis.

The largest auction on the Internet is the notorious eBau, which was registered in 1995, and the most expensive lot that was sold here was a Gulfstream V jet that flew to the new owner for $ 40 million.

Stock exchange

The “stock exchange” model works well where the cost of a particular product is capable of rapidly changing depending on supply and demand. It can help match supply / demand and even set market prices. All transactions can be registered and carried out in real time.

Review of existing electronic trading platforms

Now we will consider the most popular ETPs of our time and learn about the features of each of them.

Participation in electronic trading on the B2B-Center platform is paid for customers and suppliers.

An exception is purchases of the nuclear industry with an initial price of up to 200 thousand rubles. Downloading tender documents in open procedures is free of charge.

After deciding to participate in the procurement, you will need to register on the site and buy a tariff.

For small businesses, participation in tenders up to 600 thousand rubles is possible at a democratic price of 1 thousand rubles. Participation in all trade procedures on the B2B-Center is possible at a rate of 10 thousand rubles or more.

Saving corporate customers in the course of electronic trading reaches 20%, which in the current environment is becoming a determining factor in competitiveness and cost reduction.

There are 43 types of trading procedures on the site.

The main ways of purchasing on B2B-Center:

Electronic auctions (7 types)
Competitions (9 types)
Request for proposals
Price inquiries
Competitive negotiations

To use the site, an electronic signature is required for trading. EDS B2B Center must include a special attribute for working on this particular trading platform. It is usually not included with the electronic signature. Therefore, check this possibility when receiving EDS, then it will not be possible to make changes.

Registration on the B2B-Center trading platform

To register on the site, you must fill out a profile and specify the data:

User: full name, e-mail, phone number, position
Organizations: country, legal form, TIN, headings for products offered and consumed
Requisites: complete and short title, OGRN, KPP, actual, legal and postal address

Electronic marketplace "B2B-Center" was founded in 2002 and in recent years has been one of the three in terms of total purchases in the Russian Federation.

B2B-Center unites in itself all B2B trading systems, of which there are already more than 30: В2В-Energo, В2В-Avia, В2В-NPK, В2В-Metallurg, В2В-Agro, В2В-ZhKKH, В2В-Auto, В2В-Insurance, В2В-Stroyka, В2В-Bank and others.

Participants of the B2B-Center system

Within the system electronic platforms B2B-Center organizes their procurement procedures such companies as:

PJSC "Promsvyazbank"
JSC "AVTOVAZ"
IDGC of the Urals, OJSC
PJSC "Kubanenergo"
Smolensk NPP
Zarubezhneft JSC
other

Cost of participation

The starting rate for suppliers and customers is 24,000 rubles per month (but 39,000 per quarter is much more profitable).
The cost of organizing / participating in one procedure up to 600,000 rubles is 1,000 rubles.
Participation in the procurement of the nuclear industry with a starting price of up to 200,000 rubles is free.

It should be noted that downloading of tender documents in open tenders is free of charge.

To participate in trading on the B2B-Center trading floor, a qualified electronic signature is required.

How to get an electronic signature for the B2B ETP

To register it, fill out the following application.

After sending the application, a specialist of the certification center will call you within 30 minutes (on weekdays). He will answer your questions, after which he will send an invoice and an agreement for the production of an electronic signature.

The cost of an electronic signature

EDS price for trading on the B2B-Center trading platform - 350 0 rubles.

If this is your first time participating in electronic auctions, you may also need:

USB-token, on which your EDS is written (1200 rubles)
license for the CryptoPro program (1200 rubles)

An electronic signature is valid for 1 year after production. Then it must be reissued.

How to register on B2B-Center

To register on the site, you need to follow the link. Fill in the "User" column, then fill in the information about the organization and, at the last stage, indicate the address and details. You also need to select a username, password and specify an email address.

On the registration page, you will also find a list of the statutory documents of the B2B website.

A separate paragraph contains the requirements for a PC for convenient work on the trading platform.

System features

each registered company can act as an organizer of an auction or a participant
a total of more than 350,000 companies are registered
every day about 5,000 purchases are placed
over the entire existence of the site, 912,000 tenders were held for a total amount of about 15 trillion rubles
geography of participants - more than 90 countries of the world

What purchases are carried out at B2B-Center

On the site, electronic trading is held in the following industries:

Banking services
insurance services
telecommunications
construction, reconstruction and repair
Agriculture
transport and logistic
minerals
Fuels and lubricants and oil products
electrical equipment
industrial equipment
special equipment
computers and office equipment
clothes and shoes

How to search for ongoing tenders

For the convenience of users, a special form has been created for searching for trades in real time - the "Trading platform" section. The search is carried out by keywords. Many filters are applied to maximize search detail. Thanks to this, you can immediately cut off a lot of unnecessary information.

After entering the necessary information into the search form and selecting filters, click the "Apply Filters" button.

Additional Information

On the website, in the "Training" section, there is information useful for bidders. You can learn about upcoming training seminars and webinars, undergo retraining and advanced training, as well as self-study. Interesting and informative videos are presented, introducing the work on the site.

Service users can get advice and ask questions of interest:

by phone number +7 495 989-85-19
by writing a message to the email address: [email protected]