The subcontract exchange - direct prepared negotiations between suppliers and customers, which were large enterprises of agricultural engineering - was held in Moscow on October 5 as part of the Agrosalon-2022 International Exhibition of Agricultural Machinery. This is the first Exchange organized jointly by the Association "Rosspetsmash" and the Association "National Partnership for the Development of Subcontracting". 14 customer enterprises and 38 performers from 20 regions of Russia and the Republic of Belarus took part in its work.

The Exchange was opened by Vyacheslav Pronin, Deputy Director of the Rosspetsmash Association, and Alexander Fedorov, President of the National Partnership for the Development of Subcontracting Association, Vice President of the Chamber of Commerce and Industry of the Yaroslavl Region. They wished the participants fruitful work and further mutually beneficial cooperation.

“Holding the Exchange as part of a major specialized agricultural exhibition allows manufacturers not only to demonstrate their products, get acquainted with new equipment presented by market leaders and modern trends in the industry, but also find new partners to solve current production problems,” said Alexander Fedorov. “Russian industrial enterprises today have faced serious challenges, in connection with which the holding of the Subcontract Exchange is reaching a qualitatively new level.”

From the Belgorod Region to the Altai Territory - the geography of the Exchange participants was so widely represented. Representatives of enterprises from the Central, Northwestern, Volga, Southern, Urals and Siberian federal districts met at one site.

Orders were placed on the stock exchange in the field of mechanical and metalworking, the manufacture of components for agricultural machinery as part of the import substitution policy, the manufacture of parts according to customer drawings, and outsourcing of technological operations.

During the work of the Exchange, more than 230 negotiations took place between customers and suppliers. According to them, the Exchange format has several significant advantages. Firstly, it allows you to negotiate with enterprises from different regions of the country in one place in a few hours. Secondly, the contractors get acquainted with the placed production orders in advance on the website of the National Partnership for the Development of Subcontracting - subcontractrf.ru and sign up for negotiations with those customers who they have something to offer.

Thirdly, the Exchange, as a rule, involves directors and technical specialists who are well versed in technical documentation and on whom further decisions depend. Negotiations on the stock exchange are always a conversation on the merits.

“We regularly participate in subcontract exchanges, a very convenient format, you can face to face with competent specialists to discuss the main issues, understand the needs of customers, talk about our capabilities,” said the representative of the supplier company, Deputy General Director of Alfa Engineering LLC » Sergey Grachev. “If earlier large manufacturers preferred to purchase imported products, now they are interested in developing cooperation with Russian companies and are actively looking for new suppliers.”

Among the representatives of customer enterprises were those who participate in the Subcontract Exchange for the first time and those who have already appreciated the benefits of such targeted work and are actively using this tool to expand the circle of industrial partners.

“For the first time we are taking part in the subcontract exchange, we have found suppliers who can meet our needs,” said Anna Verbitskaya, Head of the Procurement and Logistics Department at Liliani. - The company is engaged in the production of agricultural machinery, we are located in the Rostov region, we are looking for Russian manufacturers who can replace foreign suppliers. Cardan shafts, gearboxes, axle shafts, machining…The level of the companies with which we have held talks is high, there are common points of contact, but there are many subtleties and specifics, we will continue to work. Unexpectedly, I found the suppliers I had been looking for for a long time. Such events, in my opinion, have great potential, significantly saving time and effort in the search for manufacturers that meet our requirements. And “live” communication with competent specialists is much more productive than communication by phone or e-mail. I think that such meetings should be held more often.”

The queue for negotiations with the representative of the Altai Agricultural Engineering Plant did not dry up until the end of the Exchange. “Over the past five years, the plant has been the Russian leader in the production of tillage harrows for agricultural machinery. Due to the stable growth of production by about 30% annually, we regularly have a need to place various operations for outsourcing: laser cutting, turning, milling and other types of work. Cooperation is very relevant in order to unload our own production and existing outsourcers who work at the limit, - said Alexander Kaygorodov, Head of the Procurement and Sales Department.–We are constantly increasing the pool of suppliers, but this is not always enough. Finding a reliable company with a strong technical base, a professional team, and competencies is not easy and labor-intensive. The exchange of subcontracts is most welcome. We take potential partners very seriously. Before placing an order, visits to enterprises, checking the base, availability of equipment, and specialists are required. Quality, volume, delivery time - everything matters.

More than 25 negotiations have been held today. The level of companies pleasantly surprised me. After the exhibition, we will conduct a thorough analysis of potential suppliers, systematize them by type of work, prepare technical specifications, provide the necessary documentation for the production of an experimental batch and carefully consider the possibilities of cooperation. We thank the organizers for such a timely and necessary event for manufacturers. For us, this is a great chance to participate in the exhibition and find new reliable partners.”

Manufacturers from the Vladimir region came to the talks with a whole delegation.

“Production volumes at the enterprise are growing, we can no longer cope on our own and are ready to give part of the operations to third-party contractors. Cooperation with small businesses was almost never considered before, now we are actively expanding this area, - said Sergey Zhuravlev, head of the order placement department of JSC PO Murommashzavod. – Interested in the full range and cycle of mechanical processing of metals, from blanks to finishing operations. They presented several products, captured drawings for clarity. Honestly, the expectations were high, and we were satisfied. We held 12 meetings with representatives of small and medium-sized businesses from different regions of the country. The companies are very diverse, we have found common ground with each and will continue to communicate.

The subcontract exchange is an excellent platform for meeting large manufacturers with small and medium-sized businesses. There are no random people here, managers or heads of departments arrive, who prepare in advance for the meeting, and even in 15 minutes, according to the timing, we manage to discuss the main needs and understand, as a first approximation, whether the company meets our requirements or not. We try not to miss such events, on October 7 we will be at the stock exchange in Yaroslavl.

We thank the organizers for a real opportunity to find reliable production partners.”

The negotiations were attended by a delegation of the Chamber of Commerce and Industry of the Tula Region headed by Vice President Ilya Lobanov. The delegation also includes representatives of the Tula business. At the negotiations with the participation of Alexander Fedorov, Vice President of the Chamber of Commerce and Industry of the Yaroslavl Region, and representatives of agricultural engineering enterprises, the conditions for the supply of components of import-substituting agricultural machinery, which are traditionally in steady demand on the market, were specified.

“The event received a positive assessment from both customers and suppliers,” said Vladimir Lavrov, Executive Director of the National Partnership for the Development of Subcontracting Association. - It was noted that the idea of ​​prepared negotiations on pre-placed customer needs is correct and significantly saves time on finding suppliers. There was also a good level of potential performers. Two executing enterprises - JSC "Kardan" and LLC "NPO "ZERS" - expressed their desire to take part in subsequent Exchanges as a customer."

The head of the Association "National Partnership for the Development of Subcontracting" Alexander Fedorov personally thanked the Chairman of the Board of Directors of "Rostselmash" Konstantin Babkin and the Director of the Association "Rosspetsmash" Alla Elizarova for supporting the initiative to hold the Subcontracting Exchange within the framework of the International Exhibition of Agricultural Machinery Agrosalon-2022, as well as for the professional organization and conduct of the event. The possible conditions for further cooperation at the next Agrosalons and other possible events were discussed in advance.

From the side of customers and contractors, proposals have been received to expand the list of industry exhibitions, which can become fertile ground for a meeting of customers and suppliers at the Subcontract Exchange.

Reference:

The Association "National Partnership for the Development of Subcontracting" has existed since 2004. Since 2012, its work has been carried out on the basis of the Chamber of Commerce and Industry of the Yaroslavl Region. The structure includes 13 regional subcontracting centers. For 18 years, the Association has organized more than 50 subcontract exchanges in different regions of the country.

Rosspetsmash Association is a non-profit organization that brings together companies to lobby the interests of domestic specialized mechanical engineering in government bodies, promote their products in the domestic and foreign markets, develop and review technical standards and regulations, address issues of industry modernization and improve the quality of manufactured machinery and equipment . The Rosspetsmash Association includes 234 enterprises, including manufacturers of agricultural and road construction equipment, food equipment, components, trailers and semi-trailers.