Wholesale value. Organization of wholesale trade

2.2. Wholesale trade enterprises, their types and types

Before moving to market relations, wholesale businesses in Russia were divided into two groups:

1) state wholesale enterprises of the Ministry of Trade of the RSFSR;

2) Cooperative wholesale enterprises of the Central RSFSR.

During the years of restructuring, a structural policy of the development of wholesale trade was carried out. The long-term goal of this policy is to provide a market diversity of structures employed by wholesale activities. The implementation of structural policies in the Wholesale made it possible to fill the consumer market in goods, created the conditions for accelerating the promotion of goods through the distribution channels, activated domestic producers.

Wholesale trade in market conditions should be more flexible, responding to any changes in the economy. Features of the development of domestic trade and ensuring the needs of the market in products were called typical and species diversity of wholesale structures. Currently, a network of wholesale trade enterprises of various forms of ownership and departmental affiliation has been created in the country.

Wholesale enterprise - This is a trading mediator who acquires ownership of large batch of goods for wholesale. Today, wholesale enterprises are significantly expanding. They independently determine their specialization, sphere and area of \u200b\u200bactivity, functional orientation.

In the Russian consumer market, two types of wholesale enterprises allocate depending on the scale of activity:

■ wholesale enterprises of the first level;

■ Wholesale second-level enterprises.

Types of wholesale trade enterprises

Wholesale enterprises of the first level - large wholesale structures of nationwide (federal) and interregional scale. These enterprises must be the rod of the entire wholesale trade structure. They must guarantee the sustainability and strategic stability of the entire wholesale trade. Based on the activities of these enterprises, channel channels for large Russian producers, foreign manufacturers and suppliers of goods are generated. Favorable conditions are created to enter the overseas market of manufacturers of domestic goods. To enterprises of the first level include:

■ Enterprises providing federal needs;

■ Interregional enterprises carrying out an accelerated importance of goods to remote regions of the country (areas of the Far North, the Far East, etc.) - to organize the uninterrupted supply of the population by goods;

■ Wholesale structures focused in the historically established centers produced by such goods, as furniture, ceramics, crystal, textile goods, etc. Here the production of production occurs unevenly and wholesale structures are designed to ensure the rhythm of the process of product.

The main organizational and legal forms of enterprises of the first level:

■ Open joint stock companies (OJSC) with a large share of state participation in their authorized capital;

■ State concerns.

In the future, these nationwide enterprises will be the basis for the formation of trading and financial and industrial groups, trade and financial groups, trade corporations, transnational companies, unitary state-owned strategic enterprises.

Wholesale enterprises of the federal level implement the goods throughout the country. Buyers can be:

■ independent wholesale second-level organizations;

■ large retail structures and their associations;

■ Industrial enterprises.

The commodity range of wholesale federal enterprises should be formed taking into account the list of goods purchased for federal needs, the supply of special complex consumers.

Wholesale second-level enterprises - Wholesale enterprises of the regional (intraregional) level.

This is the main wholesale link. These wholesale organizations purchase goods from wholesale federal structures and directly in commodity producers both in the placement region and the rest of the country. The main task is to bring the goods to retailers and other consumers in the zone of their activities. They provide commodity markets in goods.

Second-level enterprises include:

■ Independent wholesale structures of the country's regions - independent, autonomous wholesale bases, warehouses;

■ Dependent Regional Wholesale Structures:

■ Sales divisions of local industrial enterprises;

■ wholesale consumer cooperation enterprises;

■ Wholesale structures of local large retailers.

These enterprises operate in the form of economic partnerships (LLC) and joint-stock companies (OJSC, CJSC).

At the regional level, various associations should be distributed. They can be formed in the form of valuable wholesale trading companies and voluntary wholesale retail chains.

Each type of wholesale enterprises can exist in various types.

Types of wholesale trade enterprises

There is a certain classification of wholesale businesses, wholesale intermediaries on various features.

I. According to the functions performed

1. Universal intermediaries - These are wholesalers of merchants or wholesale merchants, or wholesale enterprises or distributors. They carry out a full range of organizational and commercial activities. Buy goods at your own expense. Transportation of goods and storage. Transform an industrial assortment of goods to the trading. Credit consumers and advances suppliers. Engaged in advertising and advisory service. They act as independent business entities that carry out a full cycle of procurement and distribution operations with the transition of ownership of the goods.

2. Distributors - Firms carrying out sales based on wholesale purchases from large industrial firms manufacturers of finished products. They also have marketing and intermediary services. These are relatively large firms with their own warehouses and establish long-term contractual relations with industrialists.

3. Specialized intermediaries Concentrate their activities on individual functions:

■ information intermediaries;

■ information and contact intermediaries;

■ Search intermediaries;

■ Attachment mediators.

4. Information media (Pure), brokers, have no goods at their disposal, perform the implementation conditions specified by the manufacturer.

Brokers specialize in a narrow assortment of goods.

Brokerage firm - Enterprise providing intermediary services to state and commercial structures, joint ventures, Russian and foreign citizens in the acquisition, sale and exchange of goods.

Broker - An individual is a trading mediator at the conclusion of transactions between buyers and sellers on the commodity exchange. Specifies on behalf of the Customer, receiving remuneration from them. Brokers are engaged in finding interested sellers and buyers, bring them, but do not participate in a deal or their own name or their capital. The main function of the broker is to reduce the buyer with the seller and help them agree. The broker does not hold inventory, does not participate in financing, is limited in taking risk.

Brokers have information about market conditions, purchase and sales capabilities. They maintain a high rate of profit in their activities.

5. Information and Trade Intermediaries Promote the establishment of economic relations between suppliers and consumers.

Thus, the commissioners are looking for partners and sign contracts on their own behalf, but fulfill them at the expense of the seller or buyer.

6. Search intermediaries - These are agents of industrial firms that are engaged in the search for potential buyers of goods in certain regions. They are often referred to as trading agents. This is a firm or persons who operate on the basis of instructions or simple mediation agreements. They are designed to facilitate the conclusion of delivery contracts on behalf of the manufacturer.

7. Attorney attorneys - This is a firm or persons acting on the basis of the contractual agreement. Sellers or buyers attract intermediaries to make transactions on behalf of and at the expense of the principal. Studies the terms of reference of the attorney in terms of commercial transactions. The manufacturer must reimburse all the expenses of the attorneys and pay the remuneration.

II. By subordination

1. Independent intermediaries - They act as buyers, that is, they acquire goods based on the contract of sale. They become the owners of the goods and can implement it at their discretion on any market and at any price. The relationship between such intermediaries and manufacturers are terminated after the parties to be fulfilled. Of these intermediaries B. different countries They are called differently - wholesalers of merchants, wholesale enterprises, distributors, traders under the contract, concesses and others.

They play a leading role in the wholesale turnover. For example, in the wholesale trade in the United States over the past 15 years, there accounts for 78% of the total number of wholesalers and over 50% of the volume of wholesale turnover. They take on a high proportion of commercial risk. Independent wholesalers are wholesalers with a complete set of trading and intermediary services.

Independent intermediaries it is advisable to use:

■ when the manufacturer is introduced into new markets;

■ when working on the main market to create competition with the manufacturer's sales divisions;

■ to displace competing firms from the market;

■ - If the manufacturer cannot independently espass a set of trading and intermediary services. Specializing in trading wholesale trade

enterprises in Russia must compile the basis of the system of wholesale structures in the consumer market. Their main task is to create on the middle link of the provision of conditions to enter the market of large producers and retailers. It can be:

■ specialized in separate goods wholesalers;

■ Universal wholesalers. Independent wholesale businesses specialized in wholesale trade activities should be the main ones in the Russian consumer market. They can be implemented both separate groups of goods and the goods of the universal range. The share of these wholesale structures accounts for 50-60% of the wholesale commodity turnover of consumer goods.

2. Formally independent mediators. They appeared in connection with the desire of manufacturers to include these enterprises in their production and sales cycle through the contract system.

Use the following types of contracts:

■ Agreement-order - lies with trusted or trading agents;

■ Commission agreement - determines the powers of the commissioners;

■ simple mediation contracts. Consider the agents in more detail.

Agents do not assume ownership of the goods and perform only a limited number of functions, facilitating the purchase and sale.

Types of agents:

■ Manufacturers agents;

■ sales agents;

■ Purchasing agents;

■ Trading (commercial) agents. Manufacturers agents represent two or more manufacturers. They conclude an agreement in relation to the price policy, the borders of the delivery services, the size of the remuneration.

Trading (commercial) agents are individuals or legal entities acting on the instructions of the mediator as a trustee. They are authorized to commit economic, financial, trade, commercial, economic operations, to carry out instructions in the interests of the company.

Commercial agents study the conjuncture of the goods market and buying demand, promote wholesale purchases and sale of goods, sell goods and stimulating sales in the market. They can negotiate at prices, assortment, delivery methods. The right of ownership of goods they do not have. Payment - ■ Commission.

Plenipotentiary agents for sales - mediation wholesale structures that do not use the transition to them ownership of goods. They are addicted intermediaries. Work on the basis of urgent and indefinite labor agreements. The activity is not limited to the territorial framework. Influence significantly on price policies, deadlines and terms of sale of goods.

Debid mediators - sales agents include consignments and brokers.

Consignments - mediators with their own warehouses and working under the agreement.

The seller supplies the goods to the consignment warehouse, and it is obliged to sell goods from a warehouse from his own behalf, but at the expense of the seller by a certain period. Thus, the seller credits a consignment for the term of the product.

Brokers - firms or individuals who are engaged in the search for interested sellers and buyers, bring them, but do not participate in a deal or their own name or their capital. Brokers are well informed about the market conjuncture. Brokers do not hold in stocks, do not participate in financing transactions, are limited in risk taking.

Brokers usually represent the buyer who pays them commissions of remuneration. Working with a broker is important where buyers wish to buy goods during the excess of this product at a low price or need urgent supplies.

III. Organizers wholesale turns

They are an important element of the market infrastructure. The main task is to create conditions for the organization of wholesale trade.

Wholesale fairs, commodity exchanges, wholesale food markets, trade and industrial exhibitions, commercial auctions include wholesale fairs, commercial exchanges, commodity auctions, trading.

Wholesale fairs - This is a progressive form of wholesale purchases of goods. Wholesale fairs of the international and general national scale are operating, and regional (local) wholesale fairs. They are not independent subjects of wholesale trade. Wholesale fairs are made transactions on the purchase and sale of goods of a complex range. Wholesale buyers are purchased for retail chain-based retail network. The fairs are a periodically operating market, which is going regularly in the same place at a certain time of the year, for a certain period.

Commodity Exchange - special view permanent markets where purchase and sale transactions are performed on mass raw materials and food products. Moreover, these products are highly homogeneous and interchangeable. Goods are sold according to samples, without their presentation and inspection.

Wholesale food markets occupy an intermediate position between the wholesale fair and the commodity and commodity exchange. These are commercial business structures that organize buying agricultural raw materials and food products in certain places and on established rules. The system of wholesale food markets is designed to ensure year-round uninterrupted supply of the population with high-quality food products and form concrete business structures. The markets provide standardization, certification ^ sanitary and veterinary monitoring of the quality of agricultural and livestock.

Trade and industrial exhibitions - periodically operating market, aims to show scientific and technical achievements. It is allowed to make commercial transactions on the exhibited samples. Types of commercial and industrial exhibitions:

■ short-term;

■ Mobile;

■ Permanent sample exhibitions.

Commodity auctions - Especially organized, periodically operating in certain systems of markets, where the goods due to public trades in advance and in a specially appointed place are sold. Moreover, these goods go to the property of the buyer, which offered the highest price. Goods must have individual properties. Buyers can preview them. The sale of goods can produce either the owner or an intermediary. Auction trade may be wholesale and retail.

Stages of auction:

■ preparation;

■ inspection of the goods;

■ Registration and execution of auction transaction. Lot - batch of goods, sorted by sign of quality homogeneity and intended for auction sale.

Bidding is a way of purchasing goods, placement of orders and issuing in a row. Here is attracted to a certain, predetermined sentence of proposals from several suppliers. The contract is concluded with those of them, the proposal of which is most beneficial to the organizers of trading.

Types of bidding:

■ Open - all those who want firms participate in the auction;

■ Closed - only certain firms are invited to participate in the trading.

Stages of trading:

■ preparation;

■ submission of proposals;

■ choice of supplier;

■ Signing a contract.

Tender - notice of upcoming trading, or a set of tender documentation, or a proposal to take part in the auction.

The long-term goal of the structural policy of development of wholesale trade is to ensure the market variety of structures carrying out intermediary activities.

Structure of wholesale intermediaries

I. Wholesale and mediation firms:

■ Wholesale and wholesale retail chains;

■ Independent Distributors;

■ Agent firms;

■ Brokerage offices;

■ Trading houses;

■ Dealer firms;

■ Commission houses;

■ Procurement cooperatives.

II. Organizational markets:

■ Fairs;

■ commercial exchanges;

■ auctions;

■ Wholesale agricultural markets.

III. Commercial and service firms:

■ general warehouses;

■ Firms providing freight forwarding services.

IV. Leasing companies.

V. Information and reference organizations:

■ Marketing research centers;

■ information and commercial telecommunication networks;

■ Credit and reference firms.

Vi. Organizations providing procurement and storage of goods for state needs:

■ State reserve warehouses;

■ State contract corporations.

From how wholesale trade will develop, the production of goods and the restoration of the whole manifold of economic relations in the country will develop.

Wholesale as trade supervision - this is a large network of enterprises different shapes Property and departmental affiliation. The development of wholesale trade in Ukraine long-term goal is to ensure the market diversity of wholesale structures, which will provide an opportunity to fill the consumer market in goods, will create conditions for their unimpeded progress on the channels of graders, intensifying Ukrainian producers.

The basis of the classification of wholesale businesses can be put on their activities, taking into account what is to allocate enterprises of the wholesale trade of nationwide and regional (regional) levels.

Environmental enterprises are designed to become the rod of the entire intra-industry structure of wholesale trade. They must guarantee its durability and strategic stability. The most important task is to create the necessary structure of channels to a commodity, intended for servicing large Ukrainian producers, as well as foreign manufacturers and suppliers of goods.

Wholesale businesses of the nationwide level implement the goods throughout Ukraine. These include enterprises that provide government needs, as well as an interregional enterprise that serve historical centers for metal products manufacturing, chemical goods, goods, light industry, vehicles, agricultural products, winemaking and the like. Taking into account this, a trade assortment of wholesale trade enterprises of a nationwide scale and interregional nature should develop.

The process of wholesale of goods is completed by the wholesale trade enterprises of the regional (regional) level. They buy goods directly from commodity producers and wholesale businesses of a nationwide level, bring them to wholesale buyers in the zone of their activities. The main task of their functioning is the provision of regional commodity markets.

Depending on the ownership form, wholesale businesses are divided into:

state;

utilities;

collective;

* Enterprises of international organizations and legal entities of other states.

State and utilities make up less than 1% of the total wholesale businesses of Ukraine. The overwhelming majority (98%) are collective and private forms Property.

According to the territorial basis and nature of the activities of the wholesale trade enterprise are divided into:

enterprises located in production areas (source bases);

enterprises located in areas of consumption (trading bases).

Source bases are created with the goal:

release of production enterprises from connections with numerous wholesale buyers and from expeditionary operations from the shipment of goods to consumption areas;

carrying out control over the quality of goods that comes from manufacturers;

transformation of the production assortment in the trading;

facing, packaging and performing other operations, picking commodity parties.

The source bases, as a rule, have a variety of compositions. Trading bases are in regional centersother places of concentration of consumers. They get goods from different areas Production, buy products of local manufacturing enterprises and supply goods to retailers.

In recent years, the phrase "Wholesale base" has almost disappeared from trade terminology. He was replaced by a foreign word "Distributor", "Trading House" or simply "Wholesaler". However, there is hope that this word will return to our lexicon, since it has a very specific and understandable content. At all times, the wholesale base was considered a wholesale trade enterprise that performs wholesale purchases of goods and has one or more compositions for this purpose. Such bases are also called wholesale businesses with a full service cycle.

For the specialization of the wholesale trade enterprise, which traded consumer goods is divided into:

mixed;

universal;

specialized;

non-specialized.

Mixed wholesale businesses traded both food and non-food consumer goods. Universal - a wide range of food or non-food products. Specialized enterprises carry out wholesale trade by one or more product groups that complement each other (for example, televisions and video recorders). Non-specialized - only one commodity subgroup, such as ceramic tiles.

Depending on the functions that perform wholesale businesses, they are divided into two types:

enterprises with a full service cycle;

limited service cycle enterprises.

A full service cycle provides for a full range of services that the company provides a wholesale trade in its customers, namely: packaging, packaging of goods and other warehouse operations, providing commodity loan to buyers (delaying payment), centralized delivery by own vehicles or transport ATP, unloading using mechanization , export of containers, containers and pallets, provision technical information, providing advertising materials, participation in compatible advertising events, counseling and providing marketing research results and the like. A wholesale trade in a limited service cycle company provides its customers with only some of the listed services.

In both cases, these enterprises have ownership of goods, since they buy them on their own or debit funds.

Enterprises with a full service cycle

The varieties of wholesale bush enterprises with a full service cycle is an independent wholesaler, distributor, wholesaler-consignant and a trading house.

Independent wholesaler is a wholesale trade enterprise that trades from its own behalf and has the ownership of the goods.

It specializes in the purchase of goods from producers (wholesalers) at its own expense and independently implement them to buyers and customers. For its specialization, such a trading mediator can act as:

a) the seller of industrial and technical goods that serves manufacturers;

b) the seller which sells consumer goods to other wholesalers, retail enterprises and entrepreneurs.

The main functions of independent wholesale:

study of the market, the formation of the clientele;

conclusion of contracts with both wholesalers and wholesale buyers;

storage of goods on their own or leased compositions;

independent setting of prices for goods, wholesale organization;

Independent wholesaler, except for the main activity from the purchase and sale of goods, can provide a complete set of services to the subjects of the commodity market, namely:

Commercial services (mediation from the search for the necessary goods, suppliers, wholesale buyers, marketing research, assistance in advertising goods, etc.).

Technological services (packing, sleefings, packaging, sample, cutting, cutting; manufacture of containers, non-standard products; compilation of complex equipment and furniture; installation of equipment; building, run-in, regulation of machines, mechanisms, equipment).

Information and consulting services (provision of manufacturers, buyers of scientific and technical, economic, legal, advertising information, as well as product information regarding the range, quality, rules of operation, methods of use; Scientific and technical and legal consulting).

Financial and settlement and credit services (participation in settlements, issuance of commercial cash loans to manufacturers and buyers of goods, investing the production of the most deficient and promising goods).

Rental and rental services (provision of warehouse, manufacturing, service and other squares, machinery, equipment; Equipment for rent equipment, instruments, tools, containers, containers, lifting vehicles, mechanisms, vehicles, etc.).

Transport and expeditioning services (centralized delivery of goods to the retail chain network and delivery of large-sized goods home to consumers, organization of delivery of individual materials, products, products with special vehicles, receiving goods from departure or destination on customer assignments, parceling of artificial and small batches of goods and Dr.).

The distributor is a wholesale trade in the full service cycle that is traded from his own behalf, has the right to ownership of the goods, but unlike independent wholesaler, it sells goods only on a certain territory agreed upon in the contract with the supplier.

Relationships between partners are determined by two types of contracts. First, they conclude an agreement on granting the right to sell goods of a particular nomenclature on a certain territory. Then the supplier and distributor concludes certain purchase and sale contracts, in which the quantity, quality of goods, their price, the terms of delivery, the terms of operation and quality, the form of payment and calculations, the delivery time, the procedure for consideration of claims, etc.

Distributor may have such duties:

organization of a separate composition for storing supplier goods;

centralized delivery of goods to wholesale buyers, because of the retail network;

demonstration of goods on the composition or in the hall of commercial cuts;

participation in the organization of the Merchandising network of the supplier;

conducting presentations, scientific and technical conferences and the like.

Thus, the distributor is a permanent link in the supply network of the supplier, including the manufacturer. Therefore, he is obliged to adhere to the interests of the supplier and act within the limits of authority in accordance with the agreement on the provision of the right to sell.

Suppliers (manufacturers) are called distributors of independent wholesalers, the assortment of which partially consists of their goods and with which they have agreements on the provision of right to sell.

Wholesaler-consignant supplies goods to the consignment and for due time they must be sold. By the time of the sale of goods to third parties, they are the property of the Consignant. After the sale of goods from the warehouse, the consignant lists the means for them, and the owner returns unsold goods.

This form of a relationship with the buyer forces a consignant to a thoroughly form its range, maintain commodity reserves at the optimal level, to establish such prices that would not slow down the subsequent promotion of goods to the final consumer.

Wholesale sale through consignment formulations is most often used to enter new sales markets, launch new or little-known goods to the market. Wholesaler-consignant clearly determines the territory within which the consignor should sell goods. This is done so that others, the same consignments, did not compete with each other and held prices at the same level.

Since the goods that are located on the composition remain in the property of the concediment, it has the right to observe the progress of the implementation, attend the composition, demonstration halls and other storage locations.

Upon receipt of fees for sold goods, the wholesaler-consignant pays a remuneration consignor. For the most part it is defined as a percentage of the cost of goods. In addition, additional remuneration may be paid for additional remuneration for the number of goods sold in excess of the conditioned norm or at the highest price.

Consignant wholesalers also successfully sell wide range products, using the retail chain network (selling toys, books, perfumery and cosmetic products and has been like that). In this case, the consignment is a retail trade enterprise, which ensures the storage of the consignance of the consignant in warehouses and their placement in the trading room. Wholesaler-consignant for own funds establishes trade equipment for storage of goods, provides a retail enterprise with advertising materials, organizes the presentation of goods and tasting, and also supports the optimal level of inventory and a variety of assortment.

Trading house. In most Western countries, trading houses specialize in foreign trade operations, financing and lending to exports of goods and services. They have a wide network of foreign branches, representative offices, subsidiaries.

The largest number of trading houses have the United States, Canada, Sweden, Switzerland, India, Singapore, Brazil, Japan. However, their role in each of these countries is unequal. Yes, according to experts, in Japan, a particle of trading houses in the total number of trading intermediaries who are engaged in foreign economic activity is 65-70%, and in the United States - only 8-10%. Japanese trading houses attract buyers with a wide range of goods (20-30 thousand items). Thanks to the multidisciplinary and versatility of the trade assortment, they have the ability to quickly move from one product groups to others, carry out the most profitable types of operations and elect promising sales markets. High level of service, a powerful information base and global communications network also contribute to the activities of trading houses and their subsequent development.

The appointment of trading houses that operate in the countries of the world is foreign trade activities and wholesale trade in imported goods in the domestic market of their country. They buy products from producers or wholesalers of their country and export to other countries; Purchas products abroad and sell them to manufacturers, wholesale and retail enterprises.

However, trading houses, in contrast to the usual wholesale trade enterprise with a full service cycle, penetrate the production sphere, often perform operations of production, financial and credit and investment nature. They have not only warehouse and transportation, but also production facilities, own retail network.

The main, most typical functions of trading houses belong:

mediation activities in the field of foreign economic activity;

export - import of goods (on their own behalf and for own funds);

study of commodity markets and information services;

wholesale and retail trade in the country's domestic market;

organization of production and sale of competitive goods;

combining medium and small manufacturers, financing their sales activities;

investment in the production, acquisition of enterprises in full property;

transmission of equipment for rent or leasing;

provision of loans;

investment cooperation with foreign partners in the construction of facilities;

providing other services (in the field of insurance, transportation, storage, repair and maintenance of equipment, engineering).

Trading house, as the type of a large trading intermediary, may be more close to manufacturers, on the contrary, - to consumers. In the first case, he resembles a trade and manufacturing enterprise, and in the second - wholesale and retail.

Limited Service Cycle Enterprises

Wholesale of wholesalers with a limited service cycle belongs:

wholesalers organizers;

wholesalers - ambigorgovy;

wholesalers - comewurs;

small wholesale shops "Cash & Carry".

The wholesaler-organizer, as a rule, has no product warehouses and works in industries where there is transportation, storage and sale of goods in the transport packaging (containers, cars, tanks, and the like). Upon receipt of the order from the buyer, such a wholesaler organizes the delivery to the product from the manufacturer directly to the buyer. He is the owner of the goods and takes on all risks - from the moment of accepting the order until the delivery is completed. Often, wholesalers organizers have their own or leased vehicles. The wholesaler-organizer can be an expeditionant enterprise, but only if this enterprise has purchased goods to their own or borrowed funds and concluded a contract of carriage with a transport organization.

Wholesaler-Pousorgovets is a wholesale trade enterprise, which is engaged in the wholesale of goods, sending catalogs and other advertising materials to enterprises - potential buyers.

To fulfill its functions, the wholesaler-ambition must have a storage room, choose an effective type of delivery of goods.

Using catalogs, Wholesaler-Pousorgovets provides manufacturers, wholesale and retail trade enterprises information about their assortment. Upon receipt of the order from the buyer, he sends a complicated batch of goods using the service of post office or service courier delivery. Now such services are functioning at the automotive, railway and aviation vehicles.

Wholesaler-commruer is a small enterprise or an entrepreneur who purchases goods for its own funds and delivers them to the procurement, manufacturing enterprise or retailers.

Wholesalers - commercials resell mainly agricultural products and consumer goods. Having own transport, they buy products in rural areas and sell them to harvesting organizations, kitchen factories, retail enterprises. Purchaising from producers perishable food products that quickly deteriorate (dairy products, bread and bakery products, confectionery, culinary products), the commercials are delivering them to the points of the small network, catering establishments, hotels, sanatoriums, and the like.

Wholesalers - commercials can also be considered entrepreneurs, called "shutouts". Abroad or in other regions of Ukraine, they buy small batch of goods for their own funds, deliver and resell their retail merchants, receive new orders and again go for goods. Often such entrepreneurs have their own trading points, which sell part of purchased goods.

Small-pool shop "Cash & Carry" (English - fees and dumps) sells goods to owners of small stores, a small trading network for cash or non-cash payments, but without delivery.

This store is similar to the composition: here the goods are not only sold, but also persist. The trading room has extensive passages, storage racks, interior design - minimal.

Sale of goods in a small-winding store has such features:

a wide range of goods;

free access of the buyer to the goods, the possibility of independent familiarization and selection of goods;

low prices are compared with prices in the retail chain;

providing discounts;

calculations for cash are carried out through the calculated node, both in the self-service store;

export of goods from the store carries out the buyer.

Most often, small-winding stores "Cash & Carry" specialize in the sale of food products, perfumery and cosmetics, household chemicals, haberdashery, computer equipment.

Trade - This is a type of entrepreneurial activity related to buying goods and services to buyers.

Wholesale

Definition, function and classification of wholesale trade

Wholesale - This is a trade of goods with subsequent resale or professional use.

Wholesale is the initial stage of the access of goods in their movement from manufacturers to retailers or, in terms of production facilities, to enterprises - consumers of products. Wholesale trading also includes purchases and sales of agricultural products and raw materials. Traditionally, it is believed that wholesale is sale of relatively large parties, and the division and sale of reduced parties differing from standard size or quantity - retail. The main volume of such work is performed wholesale businesses. Trade enterprise - This is not only an organizational structure, but also a property complex used by the organization for the sale and sale of goods and the provision of trade services, which includes buildings, structures, equipment, equipment, goods, specific rights, debts, branded name, trademarks, service signs and Dr.

The main technological functions of wholesale trade are the concentration of products of various enterprises of industry and agriculture, its storage, sorting, formation of an assortment set, accommodation in the country, taking into account the characteristics of the needs of consumers. In Russia, the problem of the Northern Express is particularly acute, which is due to the fact that the regions located at the Far North and the Far East, the mass supply of goods can be provided throughout the limited period of the year.

Wholesale trade in terms of its organization can be divided into three types: wholesale trade manufacturers; Wholesale trade of intermediary enterprises; Wholesale trade carried out by agents and brokers.According to the range, allocate wholesale trade in a wide profile - more than 1 thousand items, limited - less than 1 thousand names, narrow - less than 200 names and specialized range.

Two main forms of wholesale trade are distinguished: transit and warehouse. In transit form, the goods are delivered from the manufacturer to a retail network directly, bypassing the wholesale intermediary warehouse. It applies if the intermediate handling of goods is not required: packaging, bulkhead, etc. In this case, the wholesaler has the ability to form an assortment immediately when shipping goods. When using this form, the turnover is accelerated, logistic costs are reduced, the safety of the goods increases.

With a warehouse form of a batch of goods from the manufacturer enters the wholesaler warehouse, and then distributed over different sales channels to retail. In this case, the rhythm of the supply of stores with small batches of goods is improved, the possibility of the formation of the product range required for each store is available. Therefore, despite the increased logistic costs, in this case, retailers need in pre-sale preparation are satisfied better.

Types of wholesale trade

The most common types of wholesale trade are: personal selection by the client or his representative of the goods in stock, the selection of the goods on his written or telephone application, the proposal of goods to clients through away trade representatives or by phone, with the help of active phone calls, using e-commerce tools according to the B2B scheme, sales of goods at wholesale exhibitions and fairs, auction wholesale etc. The choice of a specific type of trade is determined taking into account the characteristics of the goods, the current state of the market, the conditions of competition, trade traditions of a given country or region, customer wishes.

Wholesale of personal selection Most often used if necessary, quickly make purchasing, for example, when warehouse stocks are completed. At the same time, the client expects to create an assortment, choose products new products, get discounts for self-delivery. This type of trade opens up additional features and in front of wholesale: its marketers can test new products, conduct a survey of customers, take into account their comments. Such a work contributes to the presence of an exhibition hall, where the key products of the range, goods-novelties are demonstrated. In some cases, personal selection of standard goods is organized in the form of self-service, and small mechanization means are used to move selected goods. Payment of goods occurs for cash (eng. CASH), the client carries out loading and export of goods (eng. Sap) Alone, therefore, this type of trade is called "Cash-and-Carry". Also known wholesale with racks (eng. Rack Jobber), in literal translation - "Hire shelves". Large retailers provide wholesale trade halls with racks or racks area. Wholesale merchant at its own expense carries out the current filling of racks, as a rule, uncomplicated goods and takes back unsold goods.

Wholesale trade in written or telephone applications It is made on the basis of a predetermined contract between the seller and the client. It stipulates the terms of payment, the magnitude of the goods supplied by the goods, the rules for the formation of the application and CE satisfaction. Delivery of goods to the store can be carried out by transporting wholesaler, customer or independent carrier.

Wholesale of field sales representatives or by phone clients, The need for this type of goods has been widespread as the most active sales form in the wholesale link. For this, the wholesale merchant organizes agency there is aimed at finding customers. Her staff support contacts with their customers, follow the availability of goods in the trade hall of their stores, control the timeliness of the calculations for goods, etc.

For wholesale trading with active phone calls Traditionally, the dispatching was organized (today call-centers are increasingly called), where specially trained sellers worked - telephone operators, which received information about orders were transferred to the sales department. Today, this work is increasingly reporting on a contractual basis in organizations specializing in such services. This interaction scheme is called outsourcing, recent years it is widely used in practice. Wholesaler rents a call center and uses his staff as operators. The call-center is actually engaged in processing orders, and the tenant wholesaler receives a ready-made result. He does not need to expand his own state and spend funds for additional communication lines. The main feature of the call-center - sales, attraction and maintenance of customers without personal contact with them. The call center becomes key in a business process and a tool for improving personnel performance working with clients.

Wholesale of e-commerce tools according to the B2B scheme. The development of information technologies has created prerequisites for e-commerce (from english E-Coin Merce) - the sectors of the economy, which includes all financial and trade transactions carried out using computer networks, and business processes associated with conducting such transactions.

E-commerce tools, as a rule, include: Electronic Information Exchange (Electronic Data Interchange, EDI), Electronic Motion of Capital (Electronic Funds Transfer, EES), E-Trade (E-Trade), Electronic Money (E-Cash), Electronic Marketing (E-Marketing), Electronic Banking (E-Banking), Electronic Insurance Services (E-Insurance). According to the B2B or Business For Business scheme, the company trades with another enterprise. This includes any interactions that include wholesale deliveries of goods or similar orders.

Internet platforms make it possible to significantly simplify operations at all stages, make trade more operational and transparent. Often in such cases, the representative of the Customer's side has the ability to interactive control over the process of completing the order using the seller's databases.

Wholesale trade in exhibitions and fairs is very popular. Such events are attracted to themselves a large number of manufacturers, intermediaries and consumers, which makes it possible to conclude during their holding or immediately upon completion of contracts for the supply of goods.

Auction wholesale It is carried out using auctions that are periodically operating centers of intermediary trade in real goods with individual properties. Auctions are held national and international. The most common auctions organized in the form of joint-stock companies. Often, they monopolize the trade in a certain type of product, for which the goods are bought by manufacturers, setting purchase prices, and resell the goods with wholesale intermediaries, making a profit from the price difference. The auctions also take on the resale of goods and from independent manufacturers on the commission basis. Large auctions have their own production to finalize commodities. Bargaining At auctions usually occur openly, directly with the participation of buyers. Open auctions specialize mainly on commerce, animals, fish, tropical fruits, art objects. Other auctions are specialized brokerage firms that are engaged in resale products on the terms of the Commission, receiving remuneration from sellers, and sometimes from buyers. The sellers and buyers themselves do not participate in such auctions, and their assignments within the limits of their powers are performed by brokers. Sometimes such auctions are called closed. They specialize mainly on the trade of tea, tobacco, wool, less often - fur.

Typically, periodically existing auctions publish a trading schedule or notify suppliers and traditional buyers in advance about the timing of their holding. Before selling, goods are sorted by parties (lots), taking into account their quality. Each lot is assigned a number, in which it will be sold from the auction. Lots with similar product quality are completed in larger batch - thongs. Upon completion of sorting the auction, the catalog indicates the composition and numbers of lots. Buyers at auctions arrive in advance in order to inspect the goods exhibited, mark their lots of lots in the catalogs and put the prices expected. The main stage of the auction is a bargaining, which leads auctioneer with its assistants. There are several ways to conduct trading: auction with price increases, with a decrease in prices. Auction with price increases can be carried out vowels and inexpensive ways. With a vowel method, auctioneer announces the number of the next lot, calls the initial price and asks: "Who is more?" Buyers will increase the price every time the value is not lower than the minimum premium specified in the rules of the bargaining. It usually is from 1 to 2.5% of the initial price. If the next price increase is not offered, auctioneer after a triple question "Who is more?" It hits the hammer, confirming that this lot is sold to the last buyer who has suggested the highest price. Auctionseist assistants label to which buyer and at what price a certain lot has been sold.

In case of unlawful (s), buyers after the announcement of the minimum price auctioneer give it conventional consent signs to raise the price for the established amount of the surcharge. Auctionist declares each time new pricewithout calling the buyer. If on a three-time question of the auctioneer "who is more?" No one will give a conditional signal, the lot or thing acquires that buyer who filed the signal to the last. The unlawful bargaining allows you to save the name of the buyer in secret. Such an order of auction bargain is often used when selling jewels and art objects. Some auctions are carried out with a gradual decrease in the initially announced price for pre-installed discounts. A batch of goods acquires the one who will say the first of the participants: "Yes." Most of the auctions leading to lower prices are automated. Each time the lower price is highlighted on the scoreboard. Lot buys the one who first will say "yes" or press the electrical button, stopping the shift of the numbers on the scoreboard. The buyer is determined by a blocked burning light bulb at the site of the bargaining. The automated bargaining is also applied with raising prices, according to the MERS increase of which buyers release the electrical buttons. The goods acquire the one who remained the last not let go of the button. Usually, the auction bidding pass quite quickly and about 300 lots can be sold per hour. With an automated method of trading, especially for a decrease, the number of lots sold in an hour may be 1.5-2 times more. Registration of contracts is carried out by the Auction Administration on the basis of records made by Auctionseist Assistant. Sellers of goods (committees) and buyers sign typical contracts. The committees receive money for their products, and buyers pay the full amount of the price of goods purchased by them or contribute advances and take goods from warehouses during the period established by the auction rules. Auctions, being commercial organizations, can lend suppliers of goods by issuing cash advances. Buyers can receive goods from auction to account commercial loanwhich is returned as sales or use of goods.

The development of modern information technologies led to the appearance internet auctions or online auctions. Unlike conventional auctions, Internet auctions are held remotely and you can participate through the site or computer program. The end of the end of the Internet auction is appointed in advance the seller himself when producing goods for trading. In the usual auctions, the struggle goes until rates rises. Often, the Internet auctions include auctions that are not conducted on the Internet, but those who wish can bet over the Internet. Recently in auction software Additional payment systems and user authorization systems are added. Today, the largest Internet auction in the world is eBay, which has a turnover of several million transactions per day.

Most recently, "Scandinavian auctions" began to appear on the field of Internet auctions of Russia - this is online auctions offering buyers low prices10-20% of their real market value, but requiring fees for rates. Wins a person who made the last bet. If the winner turns out to be insolvented, the lot, as a rule, gets to the one who made the previous bet. It happens that if the lot does not bother the winner, the bargain is canceled, and the owner of the lot can expose it again.

Auction Trade creates considerable amenities for suppliers and buyers, reducing the costs of circulation and providing sale at prices close to optimal for the region.

Bargeted wholesale It is conducted on the commodity exchange, which is a voluntary association of legal entities and individuals for public public aunts in a specific place, at a certain time, but in advance established rules. The main tasks and functions of the commodity exchange are: creating conditions for carrying out stock trading, registration of stock exchange transactions, the allocation of supply and supply of goods, the study of factors affecting the dynamics of stock prices, quotes and its publication. In this context, the quotation is to identify prices for goods taking into account demand and suggestions for a certain period or date as a reference point for sellers and buyers when making transactions. The commodity exchange is valid on the basis of the Charter, which determines the size of the Authorized Fund of the Exchange, the procedure for adopting the rules of exchange trading, the procedure for admission to members of the Exchange, their rights and obligations, the property responsibility of the Exchange on the obligations of its members and the property responsibility of the Members of the Exchange. On the stock exchange, members of the commodity market, their representatives and visitors to trades are performed on the stock exchange. Among the bidders allocate exchange brokers providing intermediary services to make stock exchanges to members of the exchange or customers for their account, and stock dealers carrying out stock transactions on their own behalf and at their own expense. The members of the Exchange are legal or individuals who have acquired the right to participate in the auction and can dispose of them in the manner determined by the trade status. As participants in the auction allowed persons who are not members of the Exchange or its representatives, but allowed to independently make one-time exchange transactions. The subject of the exchange transaction is the conclusion of an agreement for the supply of goods made by this exchange to trade, as well as the right to buy them or sell. Exchange transactions can be made both with available goods and a commodity, which will appear in the future (forward, futures, optional and other transactions). The implementation of the goods on the stock exchange is made at a free price set by agreement between the parties to the stock exchange transaction.

The main forms of wholesale trade are:

trade in the wholesale markets;

wholesale shopping centers;

wholesale warehouses (bases).

Enterprises carrying out wholesale trade define the forms of organization of their activities, guided by various factors. First of all, it depends on the specialization of the enterprise.

As noted earlier, the wholesale trade is carried out:

commodity producers;

wholesale commercial structures (enterprises specializing in the maintenance of industrial enterprises; organizations acquiring goods for further resale, etc.);

plenipotentiary representatives of commodity producers and wholesale commercial structures;

exporters and importing products;

intermediaries.

Naturally, the approach of each of the above enterprises to the selection of the implementation of its activities is different. However, it depends not only on the specialization of the enterprise. So, the specifics of the enterprise (ie, trade in certain classes, groups, types of goods), financial potential, trade turnover, market conditions on a certain territory, the presence of warehouse and retail space are also determining factors.

Commodity producers, in particular, choose the form of wholesale products depending on the quantity, character, product range, etc. So, the enterprise producing one type of product (for example, butter creamy) and its wholesale parties, it is often not necessary to equip trade and demonstration halls. - Sometimes it is enough just to transfer to potential buyers or intermediaries information about the sale of goods. A enterprise that produces several types of products (for example, shoes), equipping a demonstration room, can submit samples of all available goods for sale.

Wholesale commercial structures specializing in resale of goods of one group (for example, stationery), are interested in submitting the entire range to the buyer. For this, demo or trading rooms are equipped.

Some enterprises prefer trading rooms in which the goods have a product prepared for sale in wholesalers and here a sample of the product presented with information about the product.

Other enterprises choose the sale of goods through warehouses. To do this, either on the territory of the warehouse, or in another place is equipped with a demonstration hall, which seems samples of products sold, where the buyer is the order. The seller's staff draws up the relevant documents and solves the issues of order.

Wholesale markets are preferred by those enterprises that specialize in food trade. However, the choice of this form depends not only on the specifics of the enterprise, but also on financial potential, freight turnovers, sales strategies, etc.

Currently, trade in catalogs has already been distributed and e-commerce and economic attractiveness becomes popular.

Consider the shape of the wholesale trade in more detail.

1. Trade in wholesale markets.

The concept of "wholesale market" is used in two senses.

The first - under the wholesale market is a legal entity that provides conditions for the implementation of wholesale trade in a certain territory.

The second - under the wholesale market it is understood by the place of trade operations.

It should be noted that at the federal level, the regulatory act defining the rules of trade in the wholesale food market is the joint order of the Ministry of Agriculture of Russia and RoskomktoTGA of December 1, 1994 No. 292, 95, which approved "exemplary trade rules on the wholesale food market."

And in the federal parliamentary act and in the draft law of the city of Moscow, the concept of "wholesale market" is used in two senses. In order to separate these concepts in this section, we denote that under the wholesale market it is understood by the place of wholesale trading, and the concept of "wholesale market" "as an economic entity" is relevant to the concept of "wholesale market".

As noted, a number of enterprises carry out wholesale trade in wholesale markets. Consider the benefits of this form:

• one). In one place focused goods of one species. Buyer enterprises prefer to make purchases of goods in one place. The presence of one type of product on a certain wholesale market is a determining factor for the commission of stabilized purchases of goods. This allows you to simplify and speed up the process of promoting goods.
• 2). Wholesale sellers are provided with a trading place in accordance with modern trade technologies. The company does not need to equip their own trading and demonstration halls - trading warehouses are already prepared for operation and equipped with the necessary equipment, it remains to conclude a lease agreement with the administration and in time to make a rent.

Rent a shopping place may be long-term or short-term.

In the wholesale markets there is an opportunity and one-time participation with a pile pay for the cost of a trading place or a special market duty, differentiated by type of goods and paid from the turn. This form is attractive for enterprises that implement the seasonal goods; enterprises that want to implement small lots of goods.

3). Wholesale sellers are given the possibility of temporary storage of goods. As a rule, the seller is leased by a trading place with a warehouse room of a closed type, temporary warehouses are provided for sellers of seasonal products. It eliminates the enterprise from the permanent export of non-sold lots of goods.

In the present, the wholesale markets "turn" by storage facilities working in close proximity to market territory. Moreover, the construction of new ones is carried out taking into account access to terminal complexes. The use of public warehouses allows to reduce trade costs for the delivery of goods.

• four). Auxiliary services are functioning in the wholesale market. This means that questions of the provision and unloading of goods within markets, heat, energy and water supply, the protection of the general territory, the export of garbage and waste, ensuring weighting devices, communications are not solved by the seller. These services provide the administration of the wholesale market and system-wide services.
• five). Sellers and buyers are ensured by information on market conditions and demand, both in this wholesale market and in other markets.

Collection, storage and transfer of market information (data on demand, sentence, prices, quality, stocks of goods, stock prices, currency courses, regulatory base etc.) carries out the information service of the wholesale market.

6). Examination of quality and certification of goods in place.

The high place in the activities of the wholesale market is given by the certification and quality control system. For sale in the wholesale market, goods underwent their quality checks are allowed, and such a check provides a specialized wholesale market.

For the quality control system, the following modes have been developed:

the "direct implementation" mode is to examine the accompanying documents with the determination of their compliance with the established requirements, the admissibility of the right to implement, and the identification of products is established in the accompanying documents;

the "deferred implementation" mode - with the consent of the Customer, the product tests are carried out for compliance with the obligatory requirements in order to obtain documents that give the right to sell products under the appropriate conditions and modes to make a decision on the sale of products;

"Voluntary Expertise" mode - providing additional examination of documents or additional tests Product quality indicators.

• 7). Wholesale market advertising. The administration of the wholesale market independently takes care of the wholesale market advertising as a place where buyers can purchase separate groups of goods.
• eight). The possibility of combining wholesale and retail trade. It should be noted that the ideal model of the wholesale market does not provide for retail trade. However, the rules of a particular wholesale market may be provided for the allocation of special trading sections for retailers, as well as time, during which individuals are allowed on the wholesale market as customers. Wholesale businesses, carrying out the sale of goods to the population increase their turnover.
• nine). The wholesale market has the ability to select a seller's relationship scheme and buyer.

In accordance with the Order of the Ministry of Agriculture of Russia and Roskomtorga of December 1, 1994. Nos. 292, 95 Contracts concluded in the wholesale market are public, that is, those in which one party is always the seller who assumed the duty to sell the goods to everyone who contact him (clause 5.4). It follows that the price of the eponymous batch of goods from a separate seller, as well as other conditions of the public contract proposed on the wholesale market, should be the same for all buyers, except when legislation is allowed to provide benefits to individual buyers groups (p.5.5).

The same document (clause 3.3) determines that wholesale trading is carried out, as a rule, based on private relations of the seller and the buyer, in which the price and other conditions of the transaction are determined on a bilateral basis through negotiations.

Currently, the wholesale markets have both schemes of contractual relationships. Sellers define a system of discounts depending on the size of the buyer of the party, that is, prices for different parts of the goods are unequal. In cases where the buyer requires a large batch of goods, and the seller can provide it from its warehouse, the terms of the contract acquire some features, in particular, the price of the stated batch of goods may change depending on the transportation costs.

Under certain conditions, wholesale trading can be carried out on the basis of auction or competition. With auction trading, the contract is concluded with the buyer who offered the highest price, and if competitive trading is held - the contract is concluded with the buyer who fulfilled the conditions of the competition in the best way.

All marked advantages of this form of wholesale trade are preferred by small and medium enterprises specializing in sales of goods in small batches. Commodity producers and large reseller enterprises are involved in the auction through the scheme of plenipotentiary representatives or intermediaries.

However, for the possibility of carrying out its activities on the wholesale food market, and for services provided by the administration of the market, the enterprise must provide a timely manner. The proportionality of these payments and expenses, which others would have to be incurred to implement all the above advantages and is a determining factor in choosing this form of wholesale trade.

We should not forget that at the enterprise that carries out wholesale trade in the wholesale market, the implementation of certain duties is assigned, including:

carrying out its activities in accordance with the rules of trade established on this wholesale market;

ensuring the safety of the provided equipment;

compliance with the procedure and deadlines for the reporting required for the information service of the wholesale market, etc.

2. Wholesale shopping centers.

Wholesale shopping center - modern form Wholesale trade. Often this trade form is called a "wholesale store". It is unlikely that the use of this concept is correct. The fact is that the "store" is interpreted as "the enterprise producing retail trade or as a premises in which retail trade is produced," and the essence of the wholesale shopping center consists in the optimal combination of a store and a warehouse, which is expressed in providing the buyer with opportunities on the principles of self-service to acquire wholesale parties goods.

Explain on the example.

Enterprise carrying out wholesale trade equipment for offices, office supplies, equips a trading hall, in which goods prepared for the sale of wholesalers (that is, in the appropriate packaging or packaging) and the sample of the presented goods provided herein is displayed here Detailed information about him. Buyer, on the basis of visual acquaintance with the goods independently forms its order.

This form of wholesale trade has its own positive and negative sides. The following advantages include:

• one). The possibility of combining wholesale and retail trade. The essence of this advantage is to increase turnover by attracting various buyers. But, mandatory condition To combine the wholesale and retail trade, the presence of a license (if it is provided for by the current legislation) or permission (patent) of the relevant bodies for the implementation of these species of trade. In addition, for retail trading operations requires the availability of cash registers.
• 2). Improving the consumer opportunity through the application of the self-service system. From the point of view of psychology, this system has important tools of influence on the action of the buyer. Such tools are:

freedom of access to the entire product available at the enterprise. The buyer has a feeling of a "psevualist" of the goods, which is an additional factor in the implementation of his desire to purchase goods;

visual contact is not only with the sample, but also with the batch of goods. Often packaging or packaging are already a symbol for the purchase of goods;

the ability to adjust the order based on the inventory provided;

minimum waiting for the execution of the order.

Time to prepare the order depends directly from the buyer. The staff is connected only at the stage of documentary design of trading operations and the production of settlements.

3). Cash control is partially carried out by the buyer himself. In practice, this is expressed in the following: let's say, the buyer wants to purchase 100 packs of goods. However, this product is delivered in the amount of 80 packs and the alternatives to the replacement of the goods are not available. By requesting the missing number, the buyer is informed service staff The shopping center, thereby performing the function of the "controller" of the seller's inventory.

In addition to the above-mentioned benefits of this wholesale trade form, add the following:

• but). The organization of the wholesale shopping center is associated with the cost of purchasing appropriate equipment. Since wholesale shopping centers are built on the self-service system, along with the functionality of the equipment, the main characteristic is both the presentability. As for the cost of repair (capital and current) of the commercial premises, it should be noted that they are much higher than say, on the equipment of a closed warehouse room.
• b). Feature wholesale shopping centers are organic flows of goods. This means that the seller represents on a certain trade Square A certain amount of goods. In case the buyer asks a lot of goods, the company does not always have the possibility of additional delivery of goods from the manufacturer. The enterprise, who chose this form of wholesale trade, needs to work out a clear policy in the planning of trade in stocks.
• in). The complexity of the inventory is one of the shortcomings of this form. In a commercial premises, which is open to access a large number of buyers, it is difficult to carry out an inventory. To carry out properly, it is necessary to limit the access of buyers or to stop it at all.

This form of wholesale organization is presented for small and medium-sized enterprises specializing in selling individual groups of goods in a large range. In particular, these are enterprises carrying out wholesale trade:

food, beverages and tobacco, (fruits and vegetables, dairy products, food oils and fats, meat, fish products, confectionery, coffee, tea, cocoa, spices, cigarettes, tobacco, alcoholic and non-alcoholic drinks, etc.);

textiles, clothing, shoes;

household appliances, products and equipment (home furniture, household metal dishes, lighting devices and equipment, household radio electronic equipment, musical instruments, products made of glass, porcelain, ceramics, office supplies, cleaning agents, etc.);

pharmaceutical and medical goods, surgical and orthopedic tools and devices, perfumery and cosmetics;

construction materials, hardware, plumbing and heating equipment and auxiliary materials (paints, enamels, reinforcement, sheet glass, etc.).

3. Wholesale warehouses, databases.

This form of wholesale trade is preferred by medium and large enterprises. The volume of commodity turnover of these enterprises by itself is an indispensable condition for the organization wholesale warehouses and bases.

It should be noted that this form has several schemes. In this paragraph, all schemes are considered on the example of Moscow. This city is chosen as a demonstration of all features characteristic of this form of trade organization. In the context of a particular city, individual features may not have place. The illustrations of the schemes are given in Appendix 1.

The demonstration hall and office are in the territorial distance from warehouse (as a rule, the office in the city center, storage facilities are outside the city). Such a solution to the issue of wholesale organization is justified by the following factors:

the coefficient of business activity in the city, significantly higher than on the outskirts;

the cost of renting or acquiring warehouses within the city feature is significantly higher than the cost of organizing warehouse space outside the city or not by the outskirts. Moreover, the company can not always find the required area in the city center;

the saturation of transport flows outside the city is significantly less, which in turn facilitates the fare of the buyer's transport to warehouses;

cargo access to the city center is limited. When organizing commodities, the company needs to provide for the possibility of delivering large batches of goods, while observing the requirements of the authorities of the city (payment of the appropriate collection, registration necessary documents etc.).

Demonstration hall, office and warehouse are one room (as a rule within the city feature). This scheme is most economical for medium enterprises. To ensure their turnover does not need large areas. Among the features, the following can be noted:

the ability to purchase one premises of the required area within the city. All other things being equal, the maintenance costs of one room are less than several maintenance costs;

the operationalization of the design and execution of the order - the buyer does not carry additional transportation costs, the order waiting time is reduced;

simplification of document flow - there is no need to write additional overhead, it is possible to reissue the order in the event of a change in its client;

mobility in managing the warehouse service to provide commodity orders.

This scheme is a combination of scheme 1 and circuit 2, the essence of which consists in the presence of an operational warehouse Pi office within the city and the main warehouse outside. Such a combination is optimal for large trading enterprises.

The economic attractiveness of this scheme is primarily expressed in the fact that the company has the opportunity to provide a product of various categories of buyers. So, if the buyer requires small lots of goods, the goods are released from the operational warehouse, at the same time, the buyer who needs large batch of goods is maintained at the main warehouse.

It should be noted that the cost of the enterprise to purchase a warehouse space of a large area within the city and beyond the limits. Often, the set of costs for the purchase within the city of the warehouse, which is necessary for storing a small batch of goods, and warehouse, adapted to store large parties of goods, is significantly less than the cost of equipment of a single power warehouse.

In conclusion, add that all of the above forms of wholesale trade can be used in conjunction. So, large wholesale enterprise It can carry out their activities through and shopping warehouses, and wholesale shopping centers and wholesale markets.

Describing the main forms of wholesale organization, I would like to consider the most common methods of the wholesale of goods, which include the methods of wholesale of goods from warehouses:

sale of goods with personal selection;

sale in writing, telegraph, telephone and other orders;

sale through travel merchants and mobile sales samples;

sale through autumn.

Consider these methods in order:

1. Sale of goods with personal selection of organizations or enterprises are practiced by goods of a complex range. The combination of goods is carried out in the halls of commercial samples. Here it is possible to get acquainted in detail with the assortment available on the basis, the goods by inspecting commodity samples, the study of directories. In the halls of commercial samples, sewing and knitwear are exhibited, fabrics, hats and many other non-food and food products. Products are accommodated in groups and subgroups. Well known, as well as large-sized goods in the hall of commercial samples are not demonstrated, there must be lists about the presence and directories.

To accommodate goods in the hall of commercial samples, used and island slides are used, demonstration stands, showcase counters. Posted on them samples of goods should be equipped with shortcuts indicating the name of the product, prices, articles, as well as the name of the manufacturer's enterprise.

In the hall of trading samples, the workplaces of merchants engaged in the wholesale sales of goods are also placed. They advise buyers, accept applications from them to order goods, draw up qualifying sheet or invoices, study the demand of wholesale buyers.

2. Sale of goods on writing, telegraph, telephone and other applications is used when a personal acquaintance with samples of goods is not required. This wholesale method of goods is particularly convenient with the widespread use of centralized delivery of goods to the retail chain network.

To facilitate the work on the preparation of applications in stores on the delivery of goods and simplifying their processing on wholesale enterprises, the bases carry out a preliminary newsletter for application forms.

The merchants engaged in the wholesale sale of goods register applications of buyers in a special journal, check them from the point of view of compliance with the concluded contract, clarify and make out the qualifying sheet and invoice.

In telegraph, telephone and telefax applications, contain the same details as in writing. They apply to the same order of admission and execution as in written applications.

3. Sale of goods through mobile warehouses and travel goods.

Mobile warehouses are formed on the basis of indoor vehicles. They are downloaded by goods in accordance with the commodity assortment of stores in which the delivered product is carried out. Store employees get acquainted with the proposed assortment of goods, determine the need for them. The storekeeper, which is accompanying the warehouse, draws up an invoice and lets the goods discharged. We use mobile warehouses in the consulting of individual small retail trade enterprises, while freeing workers from the necessary trips to trade bases and significantly accelerating the delivery of goods to retailers. Transportation of goods to the store is made in accordance with previously developed schedules.

With the help of travel merchandise (commruis), you can offer stores many non-food and food products. For this, traveling goods are sent to various trading enterprises, where they get acquainted with the assortment of goods, find out the missing and accept applications. Merchanders are provided by albums, catalogs and prospectuses for goods available in stock.

4. Mobile commercial sample rooms are specially equipped cars equipped with the necessary product models, catalogs, albums. The merchander is enshrined at the room of mobile samples, which includes the acquaintance of store workers with samples of goods, assisting in the selection of the necessary goods, acceptance of applications for their factory.

Along with the sale of goods, wholesale businesses provide their customers with wholesale trade services, which are divided into:

technological (storage, deported of goods, their transportation, etc.);

organizational advisory (advice on issues of marketing research, etc.).

Introduction 3.

1 Essence and Functions of Wholesale 4

2 Basic Forms of Wholesale 6

3 types of wholesale businesses in the global economy. Classification of wholesalers 7

Conclusion 13.

References 14.

Introduction

Wholesale trades covers the entire set of commodity resources that are both production facilities and consumption items.

With wholesale trade, the goods are purchased by large parties. Wholesale allows manufacturers with the help of intermediaries to sell goods with minimal direct contracts with consumers. In the commodity market, wholesale is an active part of the sphere of circulation.

It affects the system of economic relations between the regions, sectors, determines the ways of moving goods in the country, due to which the territorial division of labor is performed, proportionality is achieved in the development of regions.

On the modern stage In the Russian economy, wholesale trade is essential. It is wholesale trade that makes our manufacturers raise the quality of domestic goods to conquer lasting space, both in the domestic and foreign markets.

It would seem that manufacturers could bypass wholesalers and sell goods to retailers or end users. But wholesalers provide great efficiency trade process. Retail merchants dealing with a wide range of goods prefer to buy the entire set of one wholesaler than in parts of different manufacturers. In recent years, wholesale trade has increased significantly. This was facilitated by trends in the economy, namely: the growth of mass production at large enterprises remote from the main users of finished products; Increased production production an increase in the number of levels of intermediate producers and consumers; The exacerbation of the need to adapt the goods to the needs of intermediate and end users in terms of quantity, quality, varieties and packaging.

All of the above allows you to conclude that wholesale trade firms need to be clearly managed by their activities.

1 Essence and Functions of Wholesale

Wholesale trade - This entrepreneurial activity carried out on the internal, as a rule, organized by the wholesale market by making transactions to acquire or alienate the parties of a homogeneous product intended to continue entrepreneurial activities, until its delivery to the final consumer. Optional feature of the wholesale trade is the presence of organized wholesale markets (wholesale stores, stock exchanges, fairs, etc.).

Wholesale trade is different from the retail for a number of characteristics. First, the wholesaler pays less attention to stimulate, atmosphere and location of its trading enterprise, since it has a matter of preferentially with professional clients, and not with end users. SecondlyIn terms of volume, wholesale transactions are usually larger than retailers, and the trade zone of wholesaler is usually more than a retailer. Thirdly, the government comes to wholesale and retail merchants with respect to legal deposits and taxes.

Wholesale trade is not just an intermediary between production and retailers - it should actively organize both in relation to production and retail. The status and improvement of all trade depends on the activities of the wholesale trade.

With the help of wholesalers, the following functions can be performed:

Stimulating sales goods . Wholesalers have merchant personnel, which helps the manufacturer cover many small customers at relatively low costs. Wholesaler has more business connections. Buyer, as a rule, more believes wholesaler than to some distant manufacturer;

Procurement and formation of product range . Wholesaler can choose the product and form the necessary commodity assortment, having lost the client from significant hassle;

Breakdown of large parties to small . Wholesalers provide customers with significant cost savings by purchasing goods by car, breaking large batches for small;

Storage . Wholesalers are stored in stocks, thereby contributing to the relevant cost of the supplier and consumers;

Transportation. Wholesalers provide more operational delivery of goods. They are closer to customers than manufacturers of goods;

Financing . Wholesalers finance their customers, giving them a loan, and at the same time suppliers, give orders in advance and pay bills in time;

Risk acceptance . Taking the ownership of the goods and carrying expenses due to its predation, damage, damage and aging, the wholesalers simultaneously take part of the risk;

Providing market information . Wholesalers provide their suppliers and customers with information on the activities of competitors, new products, price dynamics, etc.;

Management Services, Consulting Services . Wholesaler helps retailers to improve activities, taking part in the development of a store's scheme, a device for exposure of goods, training sellers, as well as in the organization of accounting and management of goods in stocks.

2 Basic Forms of Wholesale

Currently, wholesale has 2 main forms:

· Transit when the wholesale base sells goods without exploring their warehouses, immediately the end user;

· Warehouse when the sale of goods is carried out directly from their warehouses.

The type of turnover is a warehouse or transit - a wholesale enterprise chooses (coordinates) when concluding supply contracts with customers. At the same time, the following main factors should be taken into account: greater specific gravity; seasonality production and consumption of goods; the complexity of the product range and the need for their preliminary training; provision of warehouse areas; Development of direct contractual relations between production, retail and shelter consumers.

When organizing a transit turnover, the wholesale base performs a mediation role between suppliers and recipients for a fee.

At the same time, it concludes contracts with the supplier and recipient, controls the execution of contracts.

With the warehouse form of trading, the following methods of wholesale of goods from the warehouse are used:

1. Personal selection of goods by customers, is practiced on products of a complex range (cars, fur, the latest models of sewing products, furniture, etc.), when you need a choice with color, model, pattern.

2. Sale of goods through high schools that are loaded with goods on the base and, leaving the schedule, let go shops.

4. Estimated trading, ensures the population in the form of an individual or retail trade through small-pool shopping stores.

5. A selection of goods in accordance with applications, orders decorated in writing, by telephone, telegraph, telexus from consumers.

6. Attraction in the formation of a portfolio of orders of numerous trade agents or commruy.

3 Types of wholesale businesses in the global economy

All wholesalers can be divided into four groups:

1. Wholesalers	2. Brokers and agents	3. Wholesale compartments and manufacturers	4. Different specialized wholesalers
Wholesalers with full service cycle : Merchants Wholesale Distributors of Industrial Products Limited service cycle wholesalers: Wholesalers selling in cash without delivery of goods wholesalers - Commowers wholesalers wholesalers - Consignants wholesalers Agricultural industrial cooperatives Wholesalers - Posletorchkov	Brokers agents	Sales offices and office purchasing offices	Wholesalers-buying agricultural products Wholesale refuses wholesalers-auctioneers

Wholesalers of merchants are independent commercial enterprises that acquire ownership of all goods with which they deal. In different areas of the activities of merchant wholesalers are called differently: wholesale firms, distributors, equipped houses. Wholesalers of merchants are two types: with a full service cycle and a limited service cycle.

Wholesalers with a full service cycle provide the following services: storage of inventory; provision of sellers; lending; Ensuring the delivery of goods and assistance in the field of management. In its nature, these are either traders in bulk or distributors of industrial goods. Merchants wholesale traded mainly with retail enterprises, providing them with a full range of services. They differ from each other mainly by the breadth of an assortment set.

Wholesalers of the mixed range are engaged in several groups of goods to meet both the needs of retailers with a wide mixed assortment and retailers with a highly specialized product range. Wholesalers of the non-rich assortment are engaged in one or two assortment groups of goods with a significantly greater depth of this range, such as technical goods, medicines, clothing. Non-specialized wholesalers are engaged only by a part of a particular product product group covering it to a greater depth. As an example, you can point out wholesale merchants to therapeutic food products, spare parts for cars, seafood. Wholesalers in this case provide their customers with a more complete choice.