EDS for the electronic platform "B2B-Center. What is B2B electronic marketplace B2B marketplace

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

The exception is nuclear industry purchases with an initial price of up to 200,000 rubles. Downloading tender documents in open procedures is free.

After deciding to participate in the purchase, 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 reasonable price of 1 thousand rubles. Participation in all trading procedures on the B2B-Center is possible at a rate of 10 thousand rubles.

Savings for corporate customers during electronic trading reaches 20%, which in the current conditions is becoming a determining factor in competitiveness and cost reduction.

There are 43 types of trading procedures on the site.

The main methods of purchasing at the B2B-Center:

  • Electronic auctions (7 types)
  • Contests (9 types)
  • Request for Proposals
  • Price requests
  • Competitive negotiations

To use the platform, an electronic signature for trading is required. EDS B2B Center must include a special attribute to work on this particular trading platform. Usually it is not included with the composition of the electronic signature. Therefore, specify this possibility upon receipt of the 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 provide data:

  • User: full name, e-mail, phone, position
  • Organizations: country, legal form, TIN, rubrics for offered and consumed products
  • Details: full and short name, PSRN, KPP, actual, legal and postal address
  1. Click on the "Register" button on any page of the site. Registration is free.​
  2. Enter the company's TIN and fill in the contacts. The site will automatically download data from the Unified State Register of Legal Entities, just check it.
  3. Try to accurately select the categories of goods or services that you supply. Based on them, B2B-Center will select specialized procedures. You will see notifications about them in personal account and receive by e-mail.
  4. The platform will check your company data within 1 day. Moderation is needed to protect users from unscrupulous contractors. 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 ES, submit their proposal at the very last moment, when the procedure they are interested in is nearing completion, and make mistakes in their documentation due to the rush. An electronic signature may not work correctly due to an outdated browser, so you should test your digital signature in advance and familiarize yourself with the requirements for a computer and software (to the right of the registration form).

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

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

Modern business is developing in many directions, but the plane of electronic relationships is still not well 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 place of mutually beneficial cooperation between the seller and the buyer where they can carry out their transactions through electronic devices. Almost any Internet resource that contributes to the realization of the ultimate goal: the execution of a transaction between the two parties is well suited for the role of such a “market”. To achieve the set task, the ETP has all necessary resources: organizational, technical and informational.

What do you need

Using the ETP to achieve their business goals, each party has the opportunity to make the relationship more efficient by combining in one information area. Customers' opportunities are enhanced through auctions, competitions 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 duties often include processing the final result and even determining the winner. With the advent of such sites, the interaction between customers and suppliers has been greatly simplified, and their size, industry affiliation and geographical 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.

    Depending on the direction of trading events held on the electronic platform, several types of it can be distinguished:
  • federal (at the state level);
  • commercial (private companies);
  • associations.

Watch the video about the types of sites:

Federal electronic trading platforms

ETPs of 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 in their activities to the existing rules defined by legislative framework Russia. These ETPs today include CJSC Sberbank-AST, RTS-tender, State Unitary Enterprise Agency for the State Order of the Republic of Tatarstan, OJSC Unified Electronic Trading Platform, CJSC Moscow Interbank Currency Exchange.

Commercial e-commerce marketplaces

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

    Commercial trading platforms can be divided into two main types:
  1. specialized (such resources are created for the needs of a particular enterprise, for example, Gazprom's ETP);
  2. 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 apply.

    Combining ETPs (and with them also trading and purchasing systems) in one electronic space, which provides for the organization of their work in the following areas:
  • creation of a system that controls and regulates corporate and public procurement;
  • standardization of the processes of applying an electronic signature, which is mandatory for a particular ETP;
  • formation of a single database for all parties to the transaction (buyers and suppliers), without regard to their actual location;
  • guarantee of accurate and verified data on procurement processes.

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

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

With it, you will have access to all the required data about customers located in other regions of the country, the opportunity to study your own advantages and evaluate all your actions, thanks to the “cleanliness” of all executed contracts and the 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 provides the most beneficial relationships between all participants in the activities that have unfolded on the site.

What is B2B

Speaking of ETP, often the first thing that comes to mind is B2B (“business to business”). This type of economic and informational cooperation provides for 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 kind of activity of some organizations aimed at ensuring the rest. production 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 goods and services provided. Both whole companies and individual entrepreneurs can act as sellers and buyers.

The concept of "B2B" is often opposed to another - FMCG or, more simply, "a business aimed at the end consumer." For example, negotiations with a company that manufactures goods for daily use will fall under 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 development, but who would have thought that back in 1725, 1 copper ruble weighed 1.6 kg and had dimensions of 18x18 cm, with a thickness of 5 cm.

Differences between B2B and B2C

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

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

B2B requires good knowledge the market for the goods provided and its customers, which will allow you to pre-determine the risks for the customer and show the advantage and rationality possible solutions. In this case, all problems are solved according to one of two possible scenarios: the client himself carries out 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, for activities with B2B, it is necessary to be able to listen to the opinion of both your own team and the subjects representing the interests of the client.

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

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

Sellers in B to B practice only consultative selling, specifically not using a manipulative approach. They create value for the client and organize their activities according to market segments. Sales cycles are quite long, which cannot be said about BTC.

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

This is largely due to the standard profile of the so-called "ideal client", with the priority of assessing its prospects for another early stages cooperation. It turns out that in the B2B system the number of possible 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 evaluated as promising, and fixing activities is carried out 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 performed during sales, and 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 rigid management. In this matter high value has the right guidance.

Sources of efficiency in the "b to c" system are direct sales of goods, micro differentiation and lobbying, and for "b to c" they are mass communications and macro differentiation. Of course, in the first case, special marketing training is very important for sellers.

For effective solution all issues of your business, knowing and understanding the above differences in b2b and b2c sales options plays an important role. Like the methods of organizing sales, managing your activities in each individual case will have significant differences. It is not enough just to use the strategy of one of the well-known companies, because the mechanical transfer of its success to your own situation is unlikely to lead to the desired result.

"Bee to be" and related marketplaces did not immediately arouse public interest. It is now easy to find official sites on the net that are engaged in online sales, and in the distant 90s in Russia, few people heard about them at all.

The jump in the b2b market did not occur until 2001, which is confirmed by a Boston Consulting Group study conducted at that time (the results released at the beginning of the year indicated the beginning of its development). This study identified more than 50 developed and active ETPs, which for the most part represented metallurgy and the fuel and energy industry. Toward the end of 2001, the number of such projects (in various sectors of the Russian economy) passed over 100.

According to preliminary forecasts of specialists, at this rate, the volume of transactions in electronic version in just a year it was supposed to grow in the Russian Federation by more than 100%, and by 2004 stop at a value of 22.3 billion euros. Nevertheless, the imminent decline in the Internet industry around the world made certain adjustments to this plan, and the initial expectations of specialists did not come true.

At the end of 2004 in Russia, it was possible to trace the work of approximately 200 ETPs, 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 today are more like catalogs of products offered, with the search for data of interest and further offline processing of the transaction.

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

Such trading platforms differ from each other and in terms of the volume 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. Thus, the 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 B2B electronic trading platform

    There are several basic principles for the operation of B2B trading platforms:
  • online catalog;
  • auction;
  • exchange.

Moreover, in each option, their own agreements regarding the supply or other nuances of transactions for the provision of goods and services are possible. 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 everything possible for the comfort of the client and long-term cooperation. Let's consider several variants of ETP from the point of view of their principle of operation.

Online catalog

With the help of such a catalog, buyers can quickly find the sellers they need and conclude mutually beneficial deals with them. In order not to look through 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, warranties and other parameters.

Catalogs are the most viable option for industries where there are a huge number of small businesses, and deals are often made for the supply of relatively inexpensive goods. That is, online catalogs allow the buyer to explore the offers more suppliers and choose the best option for yourself.

Auction

Unlike the previous option, this does not provide for a specific price for a particular product (service). Their value is determined during the auction, which allows e-procurement on a tender (competitive) basis.

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

Exchange

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

Overview of existing electronic trading platforms

Now let's look at the most popular ETPs of our time and learn about the features of each of them.

Many large organizations are thinking about introducing a new approach to organizing procurement activities. Interest in automation is shown by private companies whose owners 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 a b2b trading platform, which will be discussed in our material.

History of creation

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

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

The founders say their goal is to help companies communicate effectively in the procurement and sale of works, goods and services. The extent to which they cope with this task has already been assessed by more than 240,000 registered organizations. Interestingly, among them are representatives of 93 countries, and not just Russian legal entities.

Functionality

The B2B-center electronic trading center organizes and conducts 43 types of procedures, including contests, 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 which platform to choose for the sale or purchase of goods, we offer:

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

Full participants in the system have more opportunities. This includes 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 variety of areas in a timely manner: energy, metallurgy, aviation and automotive industries, petrochemicals, etc. According to new participants, they really like the opportunity to integrate procurement activities into the management system enterprise, as well as an online logistics service. Insofar as electronic trading impossible without digital signatures, financial services and electronic document management in general, B2B-center provides this aspect as well.

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

Statistics

According to official figures, 808,000 procedures have been performed at the site over the 15 years of operation. As of 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 for total amount 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, B2B-center is in 13th place in the ranking of the most expensive companies Runet from Forbes. This is on par with Yandex, Mail.ru Group, Avito, which are not engaged in purchases. In addition, the marketplace 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.

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

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

Members of the B2B-Center system

Within the framework of the system of electronic platforms B2B-Center, such companies organize their procurement procedures as:

  • PJSC Promsvyazbank
  • JSC "AVTOVAZ"
  • OAO IDGC of Urals
  • PJSC "Kubanenergo"
  • Smolensk NPP
  • JSC "Zarubezhneft"
  • other

Cost of participation

  • The starting rate for suppliers and customers is 24,000 rubles per month (but where more profitable option 39,000 per quarter).
  • 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 tender documents in open tenders is free of charge.

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

How to get an electronic signature for ETP B2B

To apply, please fill out the following application.

After sending the application, a certification center specialist 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 to which your digital signature is written (1200 rubles)
  • license for the CryptoPro program (1200 rubles)

The electronic signature is valid for 1 year after production. Then it needs to 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 enter information about the organization and, at the last stage, indicate the address and details. You also need to choose a username, password and enter an email address.

On the registration page you will also find a list statutory documents B2B site.

A separate paragraph specifies the requirements for a PC for convenient work on the trading floor.

System features

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

What purchases are made at B2B-Center

The site hosts electronic trading 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 auctions

For the convenience of users, a special form has been created to search for trades in real time - the "Marketplace" section. The search is conducted by keywords. A lot of filters are applied for maximum search detail. Thanks to this, you can immediately cut off a lot of unnecessary information.

After making necessary information in the search form and select filters, click the "Apply filters" button.

Additional Information

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

Users of the service can get advice and ask questions: