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, suggestions, prices, quality, stocks, stock prices, currency courses, regulatory database, etc.) provides 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;

the "voluntary examination" regime is the provision of additional examination of documents or additional tests of 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 is a modern form of 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 his 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. However, a prerequisite for a combination of wholesale and retail trade is 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 informing the service personnel of the shopping center, thereby performing the function of the "controller" of the seller's markets.

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). A feature of wholesale shopping centers are organic flows of goods. This means that the seller represents a certain amount of goods on a certain trading area. 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 products, (fruits and vegetables, dairy products, edible 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 organizing wholesalers 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 space. 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, the design of the 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. Thus, a large wholesale enterprise can carry out its 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

Wholesale is part of the goods and services market, i.e. consumer market. Historically, the consumer market originally originally arose. These are commodity markets, many other forms of wholesale and retail, marketing and marketing organizations, etc. Historically, developing and improving with ripening, objective economic conditions, the market factors of production were separated from the market for goods and services. This made markets expedient and more efficient, more specialized, therefore, more perfect.

The topical course of the course work "Organization of Wholesale Trade" is that at the current stage of the economic development of the economy, in the context of the established economic relations and the competitive environment, not only the general improvement of existing technologies for the organization of wholesale trade, but also the introduction of new techniques for the economy Promotion of goods.

Wholesale trade as a market of intermediate vendors expresses a set of economic relations of persons and organizations that purchase goods for resale or renting them to other consumers with benefits for themselves. The use of intermediaries is due mainly to their unsurpassed efficiency in ensuring the wide availability of goods and bring it to target markets. Thanks to its contacts, experience, specialization and scope, wholesale traders offer a company more thing that she can usually do alone.

The subject of the study is the process of organizing wholesale trade. The object of the study chosen an enterprise of OJSC Adygeyaturist.

The goal of the course work is to study the organization of the wholesale market. To achieve the goal, it is necessary to solve the following tasks:

Determine the value of wholesale trade;

Explore the features performed wholesale;

Familiarize yourself with the types of wholesale businesses;

Explore marketing solutions of the wholesale merchant;

Perform an individual task.

Research methods:

Analytical;

Comparative;

Poll method;

Estimated.

In the course of the study, the works of famous Russian eco-nomist marketers, such as S.N. Vinogradova, G.Ya. Goldstein, A.N. Romanov, A.P. Gradov, R.A. Fathutdinov, V.M. Tarasevitz, Z.A. Utkin, A.P. Durovich et al., And the results of research of foreign economists M. Porter, F. Kotler, M. Mac-Donalza, J.ZH. Lambena, A. Daian and others.

The value of wholesale trade

The main members of the commodity market are manufacturers, intermediaries, consumers of products - must be equal partners, which manifests itself in a form of commodity relations, as wholesale, capable of actively adjusting the accumulation and movement of products in time and space. Wholesale trade is the form of relations between enterprises, organizations in which economic relations for products are formed by the parties on their own. It affects the system of economic ties between the regions, sectors, determines the ways to move goods in the country, which improves the territorial division of labor, is achieved proportionality in the development of regions. For the rational distribution of trading opportuncture, wholesale trade should own specific data on the present state and promising changes in situations in regional and sectoral markets.

Historically, the process of development of the commercial economy contributed to the separation of the sphere of treatment and the allocation of mediation industries in it - wholesale and retail. Wholesale trade is preceded by a retail, as a result of the wholesale goods, the goods do not go to the scope of personal consumption, they enter either industrial consumption, or are purchased retailers for the implementation of the population. Thus, wholesale trade is the total sales of goods by manufacturing and commercial enterprises, as well as intermediaries to other trade enterprises and legal entities for subsequent implementation of the population or for production consumption. Wholesale trade includes any activity selling goods and services to those who acquire them for the purpose of resale or professional use. Wholesale traders are different from retail to the following characteristics:

Wholesaler pays less attention to stimulating, atmospheric shop and location of its trading enterprise;

Wholesaler has a matter of mainly with professional customers, and not with end users;

Wholesale transactions in volume are usually larger than retail;

The trading zone of wholesaler is usually much more than the retail merchant;

Legal standards and tax policies regarding wholesale and retailers differ.

Wholesale Provides services to manufacturers of goods and retail. As a result of its activities, the goods approach the consumer, but does not fall into the sphere of personal consumption.

The most important task of wholesale trade is to systematically regulate the product proposal in accordance with the demand. An objective opportunity to successfully solve this task is due to the intermediate position of the wholesale trade: it concentrates a significant part of the commodity resources, which allows not limited to the operations of a passive nature, but to actively influence the sphere of production, retail trade and through it - to the consumption sphere. Wholesale as no other link associated with the sale of goods is able to actively regulate regional and industry markets at the expense of the accumulation and movement of goods. This direction of work and should take a decisive place in its entire activity. Wholesale businesses are designed to improve the stations of the product, develop a centralized supply and a ring bridge of goods. Currently, along with positive in the activities of wholesale enterprises there are significant drawbacks. It is often not complied with the delivery time of goods, contractual obligations are violated on the volume, assortment and quality of goods supplied.

The efficiency of the entire national economic complex, the balance of the domestic market, the satisfaction of the growing needs of people depends on the operation of the wholesale trade. In the new economic conditions, the wholesale sector will be significantly expanded. Strengthening the role of intensity relations is connected not only with the development of wholesale trade in subjects of consumption, but also from transitions to wholesale trade means of production. These two forms become the most important channels of the systematic movement of logistical and commodity resources. Wholesalers ensure the efficiency of the trading process. A small manufacturer with limited financial resources cannot be created and containing direct marketing. Even with sufficient capital, the manufacturer prefers to send funds to develop its own production, and not on the organization of wholesale trade. The effectiveness of wholesale merchants is almost always higher due to the scope of operations, more business contacts in the field of retail and the availability of special knowledge and skills. Retail merchants dealing with a wide range of products usually prefer to purchase the entire set of products from one wholesaler, and not in parts from different manufacturers. Wholesale trade involves almost all sectors of the economy, all enterprises and organizations carrying out material production and product handling. It includes the stages of promoting goods from manufacturers to retailers, and during trade in production and technical products - directly to consumer enterprises. There are the following forms of wholesale:

Direct links between manufacturers and buyers;

Through mediation organizations and enterprises; Commercial contacts of market subjects.

Direct links in business relationships between producers and buyers of goods are practiced with transit (carriage) supply of batch of products.

Economic communications for the supply of products can be short-term up to a year and long. Fast change of product range, high rates of updating its nomenclature, a one-time nature of consumption require short-term economic relations, but in most cases, more economically expedient lengthy links. With long-term economic relations, the supplier and the buyer have the right to determine the range and types, delivery times, the quality of the products supplied, material responsibility and material remuneration for carrying out the delivery conditions. Such bonds provide direct contacts to the parties allow us to interconnect delivery frequency, reduce the time for approval of the range of assortment, additional technical requirements. Consumers can stimulate manufacturers in the release of high-quality products, and manufacturers interested in product sales provide various assistance and services to consumers.

The organization of direct long-term household connections allows:

Release the parties from the annual compilation of the supply contract (the contract is issued for several years);

Periodically adjust the range and quarter delivery time;

Work out product manufacturing technology and thereby increase its quality;

Coordinate product production schedules with interested in other enterprises;

Reduce specifications submission;

Reduce document flow in the field of circulation.

Wholesale trade through intermediary organizations and enterprises (wholesale stores and bases, small-winding and branded shops, etc.) are suitable for buyers purchasing products in one-time or in volumes less transit norms.

With warehouse areas, warehouse technological equipment (racks, containers, bunkers, tanks, etc.) and lifting vehicles (loaders, cranes, conveyors, etc.), intermediary enterprises organize acceptance, sorting, storage, goods vacation to buyers. In addition, these enterprises provide customers with various services (on the preparation of products and consumption. Commercial-information, transport, transport and expeditionary, leasing, etc.).

Commercial contacts of market subjects are several species.

a) Direct merchandise - barter transactions. At the same time, agreements are used to supply a specific type of goods from one enterprise to another, and vice versa. In barter transactions, as a rule, there is a natural exchange. In the course of the sale of goods, competitive bidding can be assigned, while sellers determine the terms of trade, give the characteristic of a product or service in writing. Buyer, having examined the proposals, chooses the best in his opinion.

b) Auction trade is widespread, in which the seller, in order to obtain the greatest profit, uses the competition of buyers present during the sale. Auction sale can be carried out by a seller or intermediary organization specializing in this form of trade. The auction offers products like large parties (wholesale) and individual products (retail). Public auction trading is produced in advance due time in a special place. The organization of the auction includes the preparation, inspection of goods by potential buyers, directly auction bargaining, design and execution of auction transactions.

c) A significant role in the wholesale trade is given by the commodity exchange.

On the stock exchange, the goods are sold without inspection, trade transactions are not concluded. Commodity exchanges carry out the purchase and sale of not goods as such, but contracts for their supply. At the same time, there is a free purchase and sale of contracts (the buyer of the Waves to choose the seller, the seller - the buyer). Transactions are only professional brokers intermediaries. The basic market prices are established by the exchange quotation and are formed under the influence of real demand ratios and suggestions. The buyer gives the broker to the commission of the exchange transaction, which defines a specific product, the term of its delivery, the price.

d) the possibility of establishing commercial contacts between the manufacturer and potential buyers create wholesale fairs. Wholesale appointment Fates is to establish direct business contacts between market entities (manufacturers of products, intermediaries, buyers) interested in the implementation and acquisition of specific commercial products.

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 a sale of relatively large parties, and the division and sale of reduced parties different from standard size or quantity is 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 the literal translation - "Rent 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. Auctioneister declares a new price every time without 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 a commercial loan, which 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 remotely carried out and you can participate through a website or a 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, payment systems and user authorization systems are added to the auction software. 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 - it is online auctions offering goods to buyers at low prices, 10-20% 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.

World practice allocated the following types of wholesale:

· Trading through a wholesale purchasing network to which stock exchanges, fairs, auctions, wholesale food markets. It purchases the crop of crops, raw materials and other goods to be stored, such as grain, cotton, wool, metals, scrap metal. Permanent monitoring of the market conjuncture (stock exchanges, exhibitions, auctions) is necessary to reduce the risk associated with price fluctuations;

· Trade in direct production relations. It usually connects two consecutive stages of the production process, it has a particular importance in trade in ferrous metals and steel;

· Wholesale of raw materials and materials. This type of wholesale in turn includes:

♦ Wholesale trade with centralized delivery of goods. Wholesale merchant carries out the supply of retailers, and also provides them with extensive service;

♦ Wholesale trade with obtaining goods from the supplier. The client of the wholesale merchant, retail trader or large consumer independently take the goods;

· Wholesale (CASH-AND-CARRY)with payment cash before acceptance and transportation of goods by the buyer (wholesale trade in the form of self-service). This type of wholesale sales is made by constant consumers (retailers, restaurants and tableware owners), which are equipped with their orders in the form of self-service. Payment of goods is carried out in cash (CASH),the client carries out loading and export of goods (Surr)alone (pickup). For example, a retail merchant can daily independently acquire the required daytime number of vegetables and fruits in the central market, a similar operation is done by restaurants, buying vegetables, fish, meat, meat in the markets;

· Wholesale of racks (Rackjobber).Large retail enterprises provide wholesale trading chains with racks or areas on racks. The merchant at its own expense carries out the current filling of racks, as a rule, with simple goods and takes back unsold goods. By this, he removes the load from the retailer and complements its assortment.

The assortment distinguishes the following types of wholesale:

· Wholesale of goods of a wide range. In a wide and unjust assortment of various commodity groups, the consumer finds a proposal that meets its demand, such as wholesale of food products;

· Specialized wholesale. Wholesale merchant forms a small, but an in-depth assortment of products of various quality of one product group and thereby grants the consumer a wide selection of goods.

Following the requirements of the commodity producer, the structure of the wholesaleling is developing on the basis of the allocation of this composition:

· Specializing in the wholesale trade of enterprises carrying out a full range of procurement and sales operations with the transition of ownership of goods to a wholesale link;

· Intermediary wholesale structures that do not use in their activities, as a rule, transition to them ownership of goods (enterprises - brokers, trading agents, commissioners, etc.);

· Organizers of wholesale turnover not working with a product, but providing services for the organization of wholesale turnover of goods (fairs, commercial exchanges, auctions, wholesale markets).

In a real market environment, there are a number of varieties of enterprises that differ from among themselves specific organizational, technical and technological functions, a scale of activity. The most significant include:

· Commercial mediation firms - wholesale businesses that carry out wholesale trade at their own expense and with the involvement of loans from both their own warehouses and warehouses of manufacturers and other wholesale intermediaries;

· Wholesale bases are enterprises, organizationally unifying warehouses, specialized in technical signs of processed products, with single energy, transport and other communications, as well as centralized expeditionary, subsidiary services, management apparatus, organizing storage and shipment of products;

· Commodity exchanges - organized markets for exchange goods with established receiving rules, fixed membership;

· Wholesale stores - wholesale businesses, as close as possible to product buyers;

· Trading houses - brokerage firms that carry out transactions with real goods at their own expense or at the expense of manufacturers, consumers or other wholesale enterprises;

· Exhibition fairs - periodically organized in the established location. Short-term wholesale markets based on inspection of product samples;

· Auctions - special markets created in certain places for the sale of goods with individual properties by public auctions;

· Brokerage offices (firms, brokers) - mediation trading enterprises operating in the interests of their customers at their account (receiving a commission for this) and in their own interests at their own expense;

· Dealer offices (firms, dealers) - mediation enterprises (legal or individuals) who are committed at their own behalf of the transmission of securities, currency and precious metals;

Table 5.3.

Species diversity of wholesale organizations

Wholesale trade is the purchase and sale of goods. Employees of this activity provide a link between manufacturers and consumers. Sometimes a wholesale organization becomes a client. It is essentially at the same time by the buyer and the consumer. But most often there is one or more intermediate links. While the goods finish all the way from the wholesale merchant to the consumer, it usually passes through 2-3 intermediaries (retail).

Wholesale sales includes any type of activity related to the implementation of services and products to people who will resell them or use personal or business purposes.

What is wholesale trade?

Wholesale trade is one of the types of economic activities that contribute to the establishment of connections between suppliers and buyers. During their interaction, everyone has their own benefit. Buyers get a cost affordable goods, sellers - profits.

At the moment, wholesale develops very rapidly, suppliers and the area of \u200b\u200btheir activities are expanding day after day. This is due to a permanent profit, good income. In addition, the emergence of new suppliers is also beneficial for buyers, since the range and competition between them is growing. This invariably leads to a decrease in the cost of products and, as a result, reducing prices in the final outlets.

Wholesale sales there is no fixed amount of goods supplied. There is a contract between the supplier and buyers in which the amount and number of products are indicated. Unambiguously can only be said that trade is carried out by parties. Typically, the delivery is focused on the subsequent resale to the end buyer.

Wholesale sellers and their differences from retailers

Wholesale merchant is a company or a separate representative who provides relevant activities. It provides its services not only by retail organizations, but also to manufacturers, their sales offices.

The wholesaler's center and people leading this activity differ from retailers for some characteristics:

• Minimizing advertising. Wholesale merchant deals with professional customers who independently collect product information. Only end users are interested in advertising.
• The maximum size of the transactions, as well as a large trading area. In comparison with retailers, these parameters are above several dozen (or even hundreds) times.
• Different positions regarding legal norms and taxation by the state.

Sometimes manufacturers bypass wholesalers and sell goods independently. But it is focused mainly into small enterprises. Large manufacturers prefer not to spend time searching for customers.

Wholesale and its essence

The wholesaler center initially interacts with manufacturers. It is heading to the sales office, where "takes" a certain amount of products (sometimes all the goods). Next, he moves to retailers, distribute the batch between them. Again, sometimes all the goods take one representative or company. After that, products are delivered directly to the scope of personal consumption.

The most important task of this type of economic activity is the regulation of supply and demand. Trade centers, in essence, can be successfully cope with it, as they are the so-called intermediate link. Part of the goods are followed, then the demand for them will increase. Also to increase the offer, the products are shipped to the market in the abundance.

It should be noted that wholesale trade is essentially limited. It can only work with those data that she is given. It can not affect the sphere of production or final sales. And certainly it does not have any direct impact on consumers.

Wholesale functions

Wholesale businesses are sources of communication between individual regions of the country, as well as in the global sense, they contribute to the interaction between states, both neighboring and remote. This is their main function. But there are secondary:

• Stimulating manufacturing enterprises regarding the creation of new products, modernization of old models and widespread introduction of modern technologies.
• Participation in the creation of an assortment of goods and services, tracking the state of the market.
• Taking on commercial risk. Some products can be inseparable. Therefore, they will not have any demand among retailers. Return the invested funds will not succeed.
• Organization of warehouse operations, providing all conditions for storing certain products.

Finally, we must specify that wholesale trade of products is intended for another function. It deals with the delivery of goods to the retail network. Otherwise, they will not see the end consumer.

Retail and consumer service levels

Wholesale and retail trade are very similar to each other. Both of these concepts involve what the sale associated with the sale will be carried out. But retail sales - the sale of products to end users who will use it for personal purposes are far from commerce.

There are several service levels in this activity:

1. Self-service. It implies that the person will independently choose the goods and their names.
2. Free selection. Indicates that consumer will be offered a lot of goods of the same destination, among them he will choose those that will like it.
3. Limited service.
4. Complete service (as, for example, in a restaurant).

There is a huge number of enterprises carrying out retail trade. These include various shops, catering establishments and others.