The manufacturer is most often self-sustained in the delivery of his products. As a rule, at the beginning, it sells without intermediaries directly to the final consumer. As business grows, there is also a need for increased marketing and it is more difficult to maintain both directions. Distributors, trading networks and their agents are therefore emerging between the client and the producer. Realization of goods through regional shelves and then federal networks is all phases of business growth.

But this strategy will not suit each manufacturer. Frequently, the network imposes high demands not only on the quality of the product, but also on partner business processes: documentation, timeliness and completeness of the order, financial stability, etc. And for failure to do any of the paragraphs, there are penalties. It is therefore important to assess in advance the possibilities.

Reteilers, when making commercial proposals, tend to evaluate them on the basis of the following criteria:

• need for this category of goods,
• competitive pricing,
• Packing of goods and appearance,
• Possible supplies.

Networks also impose certain requirements on the supplier. These are the most frequent:

Products must be demanded from consumers and treated for goods of mass consumption, as well as conforming to the price and range policy of the store. The goods shall be in an attractive and convenient package, in accordance with the regulations.

Research on the demand of networks will be facilitated by the " Productive Co-operation and Marketing " services for SMEs.

Target audience. Before sending a commercial proposal, the target audience of the relayer should be examined. The main point is how it intersects with the target manufacturer.

Product qualitywhich can be confirmed by documents (certificate or declaration of conformity). If the product is not produced by the GOST, there must be TC. It's not fast, it's better to start in advance. You should also be ready for audit by the relayer.

Production capacity must comply with the requirements of the relayer. Supply disruptions are unacceptable and jeopardize cooperation with the network, as well as major fines.

The company's positive historyincluding experience through local networks and labels increases the chances of success

Price policy. It should be competitive. Federal relayers tend to work with middle and lower price segments. Therefore, the entrepreneur should understand that the Kraft cheese or craft chocolate will not be used in all networks.

Under all circumstances, several networks should be selected and commercialized. It must be understood that the deadline for applications is short, negotiations can take six months. Effective negotiations need to know all the advantages to competitors, the cost of the product and the minimum price that the network is willing to sell.

Cooperation with the relayers cannot and should not be an end in itself. It is difficult for small local producers to compete with industrial giants, so it is sometimes better to cooperate with local networks. By the way, the Farmer Island allows small farmers to sell their products using the trade network.

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Entrepreneurs in the region are supported through the national project " Maloy and Secondary Entrepreneurship and support for the individual entrepreneurial initiative " , which was initiated by the President and supervised by the First Vice-Primere Andrei Belousov.