A Guide for the Development of Purchasing Cooperatives

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1 A Guide for the Development of Purchasing Cooperatives

2 Abstract This report gives an overview on the variety of purchasing cooperatives that are organized for the purpose of reducing costs and improving the quality of products and services available to members. There are often more benefits for rural communities from membership in purchasing cooperatives for products and services that are less readily available, in comparison to urban areas. Some of the potential sources of cost reductions and marketing improvements are examined for purchasing cooperatives owned and controlled by independent retailers or farm supply cooperatives. The basic steps in organizing this type of purchasing cooperative and developing its operations on a sustainable basis are reviewed. Key words: Purchasing cooperatives, buying clubs, rebates, venders, negotiating. A Guide for the Development of Purchasing Cooperatives Bruce Reynolds James Wadsworth Agricultural Economists Publications and information are also available on the Internet. The Cooperative Programs Web site is at: Cooperative Information Report 64 April 2009 Cover photos courtesy (from top) Ace Hardware, Viroqua Food Cooperative, and Sacramento Natural Foods Co-op.

3 Contents Introduction Purchasing Cooperatives Create Savings Developing a Purchasing Cooperative Start-Up Strategies Retailer Purchasing Cooperative Figure 1: Steps to organize a purchasing cooperative for retailers Selecting a Brand/Product Line Generating Savings Table 1: Example of a purchasing cooperative's purchases, rebate terms, and rebates Manufacturer/Vender Receptiveness Credible Commitment Financing Start-Up Summary Appendix: Examples of Purchasing Cooperatives Purchasing Cooperatives Aggregate Data

4

5 A Guide for the Development of Purchasing Cooperatives Introduction

6 Purchasing Cooperatives Create Savings Developing a Purchasing Cooperative Start-Up Strategies

7 Retailer Purchasing Cooperative Selecting a Brand/Product Line

8 Generating Savings

9 Figure 1 Steps to organize a purchasing cooperative for retailers 1. Periodic communications between independent or cooperative retailers to form a responsible steering committee. 2. Third party conducts survey of products, brands, and supplies used by participants. 3. Consensus ranking of venders to contact for developing purchasing agreements. 4. Steering committee oversees development of a business plan, including an invoicing system. 5. Determine member capitalization and prepare organization prospectus for interested parties to make their membership commitment. Once completed, hire legal firm to file incorporation documents.

10 Table 1 Example of a purchasing cooperative s purchase, rebate terms and rebates [1] Product [2] [3] Rebate [4] Product [5] [6] Rebate [7] 1 wholesale Product 1 for Product 2 wholesale Product 2 for Product Combined purchases rebate 1 from purchases rebate 2 from rebate negotiated Vender 1 negotiated Vender 2 terms terms Member 1 $30,000 $175/$1,000 $5,250 $15,000 $50/$1000 $750 $6,000 Member 2 $70,000 $185/$1,000 $12,950 $30,000 $55/$1000 $1,650 $14,600 Member 3 $12,000 $125/$1,000 $1,500 $8,000 $45/$1000 $360 $1,860 Manufacturer/Vender Receptiveness Credible Commitment

11 Financing Start-Up Summary

12 Appendix Examples of Purchasing Cooperatives

13

14 Purchasing Cooperatives Aggregate Data

15 Appendix Table 1 Purchasing Cooperatives by Sector in the United States Commercial sales and marketing Social and public services Financial services 29 4 Utilities Total

16 USDA Rural Development Rural Business Cooperative Programs Stop 3250 Washington, D.C USDA Rural Development provides research, management, and educational assistance to cooperatives to strengthen the economic position of farmers and other rural residents. It works directly with cooperative leaders and Federal and State agencies to improve organization, leadership, and operation of cooperatives and to give guidance to further development. The cooperative segment of USDA Rural Development (1) helps farmers and other rural residents develop cooperatives to obtain supplies and services at lower cost and to get better prices for products they sell; (2) advises rural residents on developing existing resources through cooperative action to enhance rural living; (3) helps cooperatives improve services and operating efficiency; (4) informs members, directors, employees, and the public on how cooperatives work and benefit their members and their communities; and (5) encourages international cooperative programs. Rural Development also publishes research and educational materials and issues Rural Cooperatives magazine. The U.S. Department of Agriculture (USDA) prohibits discrimination in all its programs and activities on the basis of race, color, national origin, age, disability, and where applicable, sex, marital status, familial status, parental status, religion, sexual orientation, genetic information, political beliefs, reprisal, or because all or a part of an individual's income is derived from any public assistance program. (Not all prohibited bases apply to all programs.) Persons with disabilities who require alternative means for communication of program information (braille, large print, audiotape, etc.) should contact USDA's TARGET Center at (202) (voice and TDD). To file a complaint of discrimination write to USDA, Director, Office of Civil Rights, 1400 Independence Avenue, S.W., Washington, D.C or call (800) (voice) or (202) (TDD). USDA is an equal opportunity provider and employer.

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