International Public Procurement encompasses the procurement processes undertaken by a country's public authorities or international organizations to adjudicate construction, supplies and service contracts. ProCórdoba's Cooperation and International Relations Department offers the Public Procurement Service, being aware that this modality represents an important export opportunity for Cordobese companies.
Scorza has been working with ProCórdoba Agency for some time and it has become a leader in public procurement due to its significant participation in said market.
Scorza has worked in the urban hygiene market for 63 years. It was the first Argentine firm to have a comprehensive offer of equipment for the industry. Accountant Gustavo Mozzoni, Head of Foreign Trade of the company, explained, "We cover the entire process from street cleaning, sweeping and washing to urban residential and industrial waste collection. We also have a waste transfer station line for industrial and construction waste. Finally, we have a water treatment line and drain suction pumps. In other words, we have answers to every need, be it cleaning, collection, sweeping, transportation or disposal."
Regarding the company's participation in the public procurement market, Mozzoni said, "We have been in the foreign market for over 30 years, having won some tenders directly. In the last few years we have consolidated our presence in six countries such as Bolivia, Paraguay, Uruguay, Chile, Ecuador and especially Peru, where three yeas ago we started manufacturing certain components." He added, "After seven years, we've regained a market in Ecuador. In Panama, we are establishing a company there to serve the Central American and Caribbean market, taking advantage of the agreements in force, so as to be able to compete with American and Mexican companies.
In this sector, it is very important to offer a good after-sales service, which is why having a distributor in the destination market is a strategy for consolidating our presence abroad. "Technical support, the whole after-sales service, is fundamental with this type of equipment, which requires maintenance." Having agents abroad allows as to submit proposals for requests for tenders both at the national and international levels. When doing so, it is important to show that you have experience selling equipment of the same category. Since these are not common in the country, we participate in the market by partnering with our agent. This is very common in Peru."
Scorza has managed to establish contacts with the two biggest private companies in the country, who own most of the private services in Lima, and the firm has already been awarded some contracts. "The leading street sweeping machines in Peru are Scorza brand, as are the leading waste container washers. We have established this street-sweeping method; we were pioneers in mechanized sweeping and container washing in the country, since these were done by hand before." In addition, the firm has won a tender requested by the Municipality of Asunción for compactors. All the compactors used there now are Scorza.
Mozzoni talked about ProCórdoba Agency's Public Procurement Service and said, "The service is crucial since it constantly gives us information that even our agents abroad are not aware of. Getting this information promptly is crucial because it allows us not only to become aware of opportunities but also to prepare a bid with time."
Becoming a Vendor for the UN
On November 19-20, the firm participated in a seminar and business round with 9 UN agencies in Argentina's Ministry of Foreign Affairs. The event was organized by the Argentine Investment and Trade Promotion Agency (AAICI) with the collaboration of ProCórdoba, a trailblazer in the training of companies on how to become UN vendors and in disseminating information about international calls for tenders.
During one of the panels, Scorza was singled out by UN officers, who referred to the firm's technical strengths and the quality of its products. UNDP staff also acknowledged the firm during the networking activities. In the course of the business round, Scorza had the chance to meet with officers of both UNOPS and UNDP, two large organizations that offer important programs and have a significant demand of goods and services.
