info@enikom.ru 8 800 250 5212 home About us Suppliers Buyers Career Contacts Adjusted for delivery homeAbout companyIndustry news About company History Mission Our suppliers Our buyers company's news Industry news 23 August 2016 It didn't take long for retailers to figure out how to compensate for future losses from the new Trade Law, which prohibits them from taking rewards from suppliers in the usual amounts. Retailers offer manufacturers to reduce purchase prices, and not only in connection with the rejection of bonuses, but also due to the prescription of the law, to reduce the terms of payment for goods. As a result, suppliers' contract revenues may decline, while chains will maintain their profits without raising prices for buyers. The second largest food retailer X5 Retail Group (Pyaterochka, Perekrestok, Karusel chains) has begun preparing for a negotiation campaign to conclude agreements in accordance with the changed requirements of the Trade Law. The bulk of the contracts will be signed in November-December. According to an X5 representative, the general principle of negotiations with suppliers is that prices on the shelf should not rise, and the company should maintain a profitability of 2-3%. The retailer intends to switch to the so-called net purchase price (that is, excluding bonuses) with all 6 thousand suppliers: now, according to this model, it already works with 2.4 thousand suppliers. During preliminary negotiations, X5 offered some partners to reduce purchase prices due to the rejection of the rebate (bonus for the purchase volume) and a reduction in the grace period. One of them calculated that under such conditions he would have to reduce the purchase price by about 12%. X5 offers them to deduct 10% of the rebate from the purchase price excluding VAT, calculated from the purchase price, but this time including VAT. They were also asked to subtract another 0.25% from the resulting price in order to accelerate payment for the goods. Thus, the supplier will receive less than 1.9% of the value of the contract with X5, says one of the counterparties. From a commercial point of view, there is logic in the demand for a price reduction due to accelerated payment, admits Dmitry Leonov, deputy chairman of the board of Rusprodsoyuz: “When the grace period is changed, the supplier saves a little on the bank rate, but it is impossible to establish a single discount for accelerating payments, because the conditions of attraction loans from suppliers are different. " In January 2015, a group of deputies and senators headed by Irina Yarovaya submitted a bill to reduce the amount of bonuses and accelerate the settlement between retailers and suppliers to the State Duma. The authors of the document argued that the proposed measures would support manufacturers. In July this year, the amendments to the law "On Trade" were signed by President Vladimir Putin. The approved document limits the payments by networks to 5%. They will include payment for the purchase volume (rebate), marketing, advertising, logistics and other services. Also, settlement with counterparties will be accelerated up to 8-40 days, depending on the shelf life of the goods. Now only a rebate can be 10% (other payments are not regulated), and the deferral of payment for goods reaches 10-45 days. The purpose of these changes was just the transition to a "clean price", which would make it possible to track the markup of retailers, says Mikhail Burmistrov, general director of the Infoline-Analytica agency. According to him, there is no unified approach to calculating the "net price", and the short transition period does not allow retail chains to develop a methodology and retrain buyers. "In the context of a decrease in consumer demand, the chains cannot increase prices on the shelf, therefore, in the negotiation campaign for 2017, they, switching to a" net price ", try to at least not worsen the purchasing conditions," the expert says. He believes that when communicating with suppliers, buyers who themselves do not really understand how to work without bonuses and marketing will use the arguments available to them to reduce purchase prices: refusal from marketing and logistics, Source: http://kommersant.ru Share link: Back to the list © 2015 Nevada Company All rights reserved. 680014, Khabarovsk, st. Shkotova 15a About company Suppliers Buyers Career Contacts info@enikom.ru 8 800 250 5212