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___________________________________________________________________________
2008/SOM3/GPEG/SEM/007
Purchases by Catalogue / Framework Agreements
Submitted by: Chile
Seminar on Implementation of the Value for Money Non Binding Principle in Government
Procurement Lima, Peru
13-14 August 2008
www.chilecompra.cl
PURCHASES BY CATALOGUE / FRAMEWORK AGREEMENTS
LORENA CARO CALFUMÁNFramework Agreement
Commercial Department ChileCompra
August 14th, 2008
www.chilecompra.cl
MOTIVATION
1.FIRST, I’LL GIVE YOU SOME GENERAL INFORMATION ABOUT HOW THE FRAMEWORK AGREEMENT CATALOGUE WORKS.
2.SECONDLY, I’LL TALK ABOUT THE BENEFITS AND RISKS OF FRAMEWORK AGREEMENTS IN THE GOVERMENT PROCUREMENT SYSTEM.
3.LAST OF ALL, I WANT TO LOOK AT CHILE’S FUTURE PLANS CONCERNING THE FRAMEWORK AGREEMENT CATALOGUE.
IN THIS PRESENTATION I’LL TALK ABOUT THE BENEFITS AND RISKS OF FRAMEWORK AGREEMENTS IN THE CONTEXT OF THE VALUE FOR MONEY AMONG OTHER THINGS.
www.chilecompra.cl
FRAMEWORK AGREEMENTS
A FRAMEWORK AGREEMENT IS AN AGREEMENT WITH ONE OR MORE SUPPLIERS THAT ESTABLISHES TERMS AND CONDITIONS UNDER WHICH THE PARTIES WILL ENTER INTO
SUBSEQUENT CONTRACTS IN THE PERIODS WHICH THE FRAMEWORK AGREEMENT APPLIES.
LAW Nº19.886
THE ENTITIES MUST TO BUY BY FRAMEWORKAGREEMENTS EXCEPT FOR ADVANTAGEOUSCONDITIONS UNDEROTHER PURCHASE’SMECHANISM. THE ADVANTAGES MUST BE OBJECTIVE AND DEMONSTRABLE
www.chilecompra.cl
Electronic Catalogue
USD 450 MM300.000 OC
Electronic MarketTransactional
www.chilecompra.clUSD 4.500 MM1.500.000 OC
CHILE COMPRA EXPRESS
www.chilecompra.cl
CHILECOMPRA EXPRESS YEAR 2007
0
50.000
100.000
150.000
200.000
250.000
300.000
050100150200250300350400450500
2003 2004 2005 2006 2007
Millon
es US$
Transacciones en ChileCompra ExpressAños 2003 ‐ 2007
Monto Transado ChileCompra Express N° OC ChileCompra Express
• US$ 450 MILLION TURNOVERS, 300.000 PURCHASE ORDERS
• 60 FRAMEWORK AGREEMENTS, 150.000 PRODUCTS, 1400 SUPPLIERS.
FRAMEWORK AGREEMENTS TRANSACTIONS2003‐2007
AMOUNT N° OF PURCHASE ORDERS
www.chilecompra.cl
FRAMEWORK AGREEMENT LIFECYCLE
CHILECOMPRA’S PRODUCT SPECIALIST MANAGE THE FRAMEWORK
AGREEMENTS AND THE CATALOGUE
CHILECOMPRA’S PROJECT MANAGERS CREATE THE RULES AND CONTRACT FOR
TENDERING
CATALOGUE DEPARTMENT PREPARES AND REVIEWS THE PRODUCT
DATASHEETS WITH PRICES AND COMMERCIAL CONDITIONS FOR EACH
SUPPLIER.
contract terms
•Production of Product Datasheets
•Reception of photografies
•Framework Agreements Assessment
www.chilecompra.cl
HOW WORK THE SUPPLIERS ON THE CATALOGUE?
www.chilecompra.cl
Benefits of Framework Agreements
www.chilecompra.cl
SOME RISKS
IT’S IMPORTANT TO MAKE A GOOD SELECTION OF THE PEOPLE WHO MANAGE THE FRAMEWORK AGREEMENTS. IT’S IMPORTANT TO MAKE A GOOD SELECTION OF THE PEOPLE WHO MANAGE THE FRAMEWORK AGREEMENTS.
TO CHOOSE A BIG PURCHASE SUPPLIER IT’S A GOOD IDEA TO DESIGN A PROCEDURE TO ENSURE THE TRANSPARENCY AND EQUITY.TO CHOOSE A BIG PURCHASE SUPPLIER IT’S A GOOD IDEA TO DESIGN A PROCEDURE TO ENSURE THE TRANSPARENCY AND EQUITY.
SOMETIMES, IT’S DIFFICULT TO MANAGE THE MARKET PRICES VOLATILITY OF THE MARKET TO CONTROL A GOOD PRICE LEVEL ON THE CATALOGUE.
SOMETIMES, IT’S DIFFICULT TO MANAGE THE MARKET PRICES VOLATILITY OF THE MARKET TO CONTROL A GOOD PRICE LEVEL ON THE CATALOGUE.
www.chilecompra.cl
Why we must incentive suppliers to make good commercial plans?
IMPORTANCE OF WORKING WITH SUPPLIERS
www.chilecompra.cl
FRAMEWORK AGREEMENTS: VALUE FOR MONEY STUDY-BELGIAN COURT OF AUDIT
A SURVEY WAS CARRIED OUT TO NINE PROCUREMENT OFFICES WITH THE FOLLOWING MAIN CONCLUSIONS:
THE USE OF FRAMEWORK AGREEMENT HAS RISEN.
THE PROCUREMENT OFFICE AIM IS ALWAYS TO RECEIVE AN INPUT FROM PUBLIC ENTITIES. CUSTOMER INPUT IS ESSENTIAL TO WORKOUT CONTRACTS DEALING WITH NEW PRODUCTS.
IN GENERAL, FEW BUYERS MAKE THE MOST OF PURCHASE ORDERS.
ONLY SOME OFFICES CALCULATE SAVING GENERATED BY THE PRICE COMPETITIVENESS OF FRAMEWORK AGREEMENTS
IN GENERAL, CUSTOMERS ARE SATISFIED WITH THE PROCESS COST SAVINGSAS ALL CUSTOMERS ARE CHARGED THE SAME PRICE OF PRODUCTS, IN GENERAL THE SMALLER ORGANIZATIONS HAVE THE MOST SAVINGS.
CONCERNING THE PRODUCT RANGE, TELECOMUNICATIONS, PHOTOCOPIERS, ENERGY, PC AND OFFICE SUPPLIES, THEY ARE CONSIDERED TO OFFER MOST VALUE FOR MONEY.
FINALLY, THE NEED FOR INTEGRATION IS AN INDIPENSABLE CONDITION FOR A GOOD FUNCTIONIG, FOR EXAMPLE TO KNOW WHAT PUBLIC ENTITIES BUY, WHEN THEY BUY AND WHAT PRICE THEY PAY, ETC.
www.chilecompra.cl
2007 2008 2009 2010
Turnovers MM USD 445 700 900 1.000
Client’s Satisfaction 59% 65% 70% 70%
Savings MM USD 25 33 43 50
Purchase Orders 250.000 390.000 450.000 500.000
Chilean FA Aims 2008 - 2010
www.chilecompra.cl
Incremento de la eficiencia del portafolio base
0
10,000,000
20,000,000
30,000,000
40,000,000
50,000,000
60,000,000
70,000,000
80,000,000
90,000,000
100,000,000
Hemo
dialisi
s
Video
proye
ctores
Alime
ntos
Sumi
nistro
s orig
inales
para
Impre
soras
Vouc
her
Mobil
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Artic
ulos d
e Esc
ritorio
Avisa
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Gas L
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Neum
ático
s
Hotel
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salon
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Lente
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difon
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Radio
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Curso
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ompu
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e id i
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Arrie
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Reclu
tamien
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y 4SO
AP
Arrie
ndo d
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USD Efficiency
15 base points: USD 110 MM
60%
75%
FRAMEWORK AGREEMENTS EFFICIENCY INCREASE
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐Framework Agreements‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
www.chilecompra.cl
GOOD PRODUCTS AND GOOD PRICES ‐
QUALITY DATASHEETS
NEW FRAMEWORK AGREEMENTS
FRAMEWORK AGREEMENTS RENOVATIONS
www.chilecompra.cl
Buyers Satisfaction Survey
www.chilecompra.cl
Price Strategy
• Study of prices each three months• Suppliers with specialist working in their prices• New claims• Cheaper suppliers will be privileged to offer their products
on the catalogue• To generate more business competence.
www.chilecompra.cl
BI BUYERS
Data Warehouse
SALES
CUSTOMERS SERVICE
MKT
CRM
Reporting
www.chilecompra.cl
Conclusions
THE FRAMEWORKS AGREEMENTS ARE A SUCCESSFUL PURCHASE MECHANISM.THEY HAVE EXPANDED RAPIDLY OVER THE LAST FIVE YEARS
THEY GIVE MANY BENEFITS TO THE DIFFERENT PARTICIPANTS
TRANSPARENCY TO EMPOWER SUPPLIERS AND OTHER STAKEHOLDERSECONOMIC GROWTH
BETTER PUBLIC INSTITUTIONS
BETTER GOVERNMENT
EACH AGENCY CHOOSES THE PRODUCTS THAT NEED IN A SHORT TIMETHEY GENERATE SAVINGS FOR THE PUBLIC PROCUREMENT
THEY ALLOW ACCESS TO GOVERNMENT BUSINESS OPPORTUNITIES AND IMPROVES GOVERNMENT’S PROCUREMENT PROCESSES GIVING VALUE FOR MONEYWE MUST MAKE A GOOD JOB TO IMPROVE EVER MORE THIS PURCHASE MECHANISM