The main groups and types of intermediary organizations.

From the point of view of economic feasibility and the importance of using commercial services, the product market includes a different set of groups and types of intermediary organizations. The usefulness of the activities of each intermediary is assessed, as a rule, by the savings received from customers due to the use of intermediary services by them in the transportation, storage, sale of products, as well as service. These savings determine the appropriateness of using and involving an intermediary.

Sometimes the customer resorts to the costs of intermediary services, which are clearly higher than his own. He resorts to such costs deliberately, since they bring him other benefits in the field of improving the quality and prestige of products, make his advertising more effective and substantive, and generally increase the company's image on the product market. All this happens due to the fact that the intermediary is more competent and professionally trained than the customer.

Thus, it is beneficial to have on the market not only an intermediary as such, but also the presence of different groups of intermediaries specializing in certain services.

Let us consider in more detail the main groups and types of intermediary organizations.

In the modern commodity market, there is a wide variety of intermediary enterprises, agents and brokers. Serving wholesale transactions, they do not become the owners of the goods. Their services are paid by buyers on the basis of a percentage agreed with them, depending on the complexity of the trading operations performed. Many agency and brokerage firms are specialized in the implementation of information and contact functions.

Agents and brokers occupy a stronger position in the wholesale of machinery, equipment and components than in the market for raw materials, materials and semi-finished products.

In the market, there are such main groups of intermediaries as industrial, sales and sales agents.

Industrial agents, as a rule, they replace the company's own sales apparatus, but unlike the sales employees of this industrial company, they do not receive wages, but a commission. Industrial agents almost always do not have a warehouse, they work in agency offices, and only in some cases can they function as a consignee, undertaking obligations to fulfill orders for organizing consignment trade from warehouses located abroad, on their own behalf, but at the expense of the consignee - a legal or natural person giving an order to organize the execution of trade transactions from warehouses abroad.

Sales agents, typically deal with small industrial firms and companies for a long time and market all of their products. At the same time, they completely replace the sales staff of these firms. Sales agents have more rights in determining the terms of purchase and sale than industrial agents. Offices and sales agents are usually located in large retail centers in close proximity to consumers.

Representing several, often competing manufacturers, sales agents have a fairly large turnover and do not limit their activities to a certain area. The delivery of goods under transactions is usually made in transit, i.e. in large volumes and directly to the end consumer without the participation of other intermediaries.

A variation of this group of agents are commission agents- sales agents, whose services are used by industrial firms and companies when they need to sell surplus consignments. Commission agents usually have available goods for sale, sell them on their own behalf, however, at the expense of the owner. The commission agent acts as an intermediary and provides services to the principal, who instructs the commission agent to sell, exchange or purchase goods on the market under an agreement for a commission. He does not transfer the ownership of the goods to the commission agent, but only pays him a commission percentage for the services rendered.

Commission agents, as a rule, they have an office, and may also have storage facilities for receiving, storing and selling goods. They also provide various additional services: prepare market information; assist in the conclusion of agreements and contracts with transport domestic and foreign companies, as well as financial institutions, exercise control over the quality and sorting of raw materials and materials.

Sales Agents carry out their commercial activities at the expense and in the interests of another person (principal). The relationship between an agent and his partner (principal) is governed by a special agency agreement. Sales agents act independently on the basis of the written agreement of the principal. For their activities, this group of intermediaries usually receives remuneration in the form of a percentage of the amount of the concluded transactions, and regardless of the final results of the transaction for the principal. According to the scope of authority, sales agents are divided into universal who can take any legal action on behalf of the principal, general having the right to enter into commercial transactions only in the field of activity of the principal, and special authorized to conclude only those transactions that are indicated in the power of attorney.

One of the varieties of the group of sales agents are the so-called traveling salesmen. They usually carry out trade representation of enterprises and industrial companies and work on the basis of fixed and perpetual agreements with the firms they represent.

Among the main areas of their activities should be highlighted: placing orders for products; formation of a circle of consumers; ensuring the sale of goods in a certain territory. At the same time, the traveling salesman does not conclude contracts and does not execute trade transactions. In other words, salespeople are a group of traveling representatives of industrial, trading and wholesale-intermediary firms that offer customers goods according to the samples and catalogs they have in order to organize the placement of orders and ensure the sale of the offered products.

Commodity brokers- the most active type of reseller who does not buy or sell goods on his own behalf, does not provide loans and does not act in a sale and purchase transaction on behalf of his client and at his expense. Moreover, the client of the broker can be both the seller of goods (broker of the seller) and the buyer (broker of the buyer).

A commodity broker acts on the basis of one-time orders and strictly within the instructions of its clients. The advantages of commodity brokers lie in a detailed knowledge of the market in which they specialize, in the possession of broad business connections, in the operational ability to efficiently and fully fulfill customer orders.

Brokers receive remuneration for services (brokerage), calculated as a percentage of the value of trade transactions concluded with the participation of brokers, the sizes of which are previously agreed upon with their clients. Depending on the traditions and rules of the market, sometimes a broker can receive his remuneration from each party, both from the buyer and from the seller of a particular agreement. In this case, the broker can represent the interests of both the seller and the buyer at the same time, while receiving double remuneration.

In trade in products for industrial and technical purposes, where preference is given to long-established long-term relationships, the use of commodity brokers as intermediaries is relatively weak, with the exception of transactions carried out on specialized commodity exchanges. Many industrial companies and large resellers prefer to maintain close contact with them in order to use them in the event of unforeseen market fluctuations and sales difficulties.

In modern conditions of development of the domestic market, the most significant, well-organized and productive trade and intermediary structure are dealer companies and firms. Today, their share in the field of commercial and intermediary activities significantly predominates. The main feature is that they work at their own expense, buying goods from various sellers, and thus becoming the owners of these goods, and then reselling them on their behalf.

Dealers they themselves choose sellers and buyers who express a desire to sell and buy goods through intermediaries, or serve their trading customers on their orders. In the latter case, working on their own behalf, dealer companies and firms can simultaneously represent one or another large and well-known manufacturers in creating a large-scale image.

The most prestigious, developed and well-established form of such cooperation is the performance by dealer companies and firms of distribution functions in relation to production, trade and financial-industrial corporations and groups, primarily foreign ones, whose authorized representatives in this case they become in the regions of their operation. By concluding distribution contracts and agreements with such corporations and groups, in addition to their dealer functions, they often play the role of the latter's local representatives with all the ensuing rights and obligations.

There are two types of independent wholesale intermediaries:

• · distributors having (leasing) warehouses;
• · distributors that do not have (do not rent) warehouses.

Distributors who fully carry out commercial and industrial activities, i.e. purchase goods, carry out their warehousing, storage, preparation for final consumption, constitute a group of distributors " with a full range of services ”, or distributors "Regular type".

Distributors“Irregular type” basically only buy goods from permanent producers and sell them. These resellers are called distributors "With an incomplete (limited) set of services"... This form of mediation has become widespread in the sale of perishable agricultural products, as well as in the sale of small industrial lots of a wide range of goods on the basis of the “buy - take” principle, ie. without performing services of a production and service nature.

The relationship between distributors and customers is based on a contractual basis. At the same time, the size of the markups to the wholesale price of the goods being sold is negotiated, and in the implementation of a range of services of a production and service nature - the amount of discounts from the wholesale prices. In the practice of wholesale and intermediary interaction with partners, the amount of markups (discounts) is regulated depending on the specific conditions of the concluded contract: deadlines, quantities of supplied consignments, payment options for goods sold: on credit, in cash, by installments, various forms of prepayment, etc. discounts) are the main sources of income for distributors and other commercial intermediaries. At the expense of the income received, intermediaries compensate for their numerous costs for organizing commercial activities, purchasing, storage, transportation, service, while obtaining net profit for further development and improvement of their own activities.

Introduction

Theoretical aspects of trade and intermediary activities of the enterprise

1 The concept and essence of the trade and intermediary activities of an intermediary

2 The distribution system and its participants

Analysis of the organization of trade and intermediary activities of the enterprise OJSC "Vladsnab"

1 Organizational and economic characteristics of the enterprise

2 Assessment of the distribution system

Directions for improving the trade and intermediary activities of the enterprise OJSC "Vladsnab"

2 Business rationale for the proposed recommendation

Conclusion

List of sources used

Introduction

In a market economy, any company pays special attention to the problem of optimizing the process of promoting goods to the consumer. Ultimately, the success of all its production and sales activities, as well as the conquest of its sector in the market, depends on the results of the sale of the product. Sometimes, with almost identical product characteristics, a company can bypass competitors precisely at the stage of product distribution, having managed to sell its product in the best way. Distribution of goods is an essential link in the overall supply chain of a company, covering the flows of finished goods from production sites or suppliers' warehouses to end consumers.

Distribution is a key factor in making a profit, since it is at this stage that a trade-off is formed between logistics costs and the level of customer service. Modern forms of organization of production and sales require coordination and synchronization of all material flows.

The optimal distribution network seeks to effectively implement the company's strategy aimed at achieving a certain level of service for the end user. Some companies accumulate stocks in warehouses in the immediate vicinity of consumers for prompt direct delivery of goods to the consumer, others rely on long-term delivery of goods based on the order placed by the consumer directly from production.

The purpose of this course work is to study the process of organizing the trade and intermediary activities of an enterprise using the example of OJSC "Vladsnab".

To achieve this goal, it is necessary to solve the following tasks:

consider the concept and study the essence of the commercial activity of the intermediary;

Study the distribution system and its participants;

Determine the organizational forms of trade and intermediary firms;

Give the organizational and economic characteristics of JSC "Vladsnab";

Analyze the distribution system of JSC "Vladsnab";

Develop proposals for improving the commercial activities of OJSC Vladsnab;

The object of the research is JSC "Vladsnab". The subject of the research is trade and intermediary relations arising from the commercial activities of the enterprise.

The theoretical and methodological basis is the results of research by Russian and foreign authors, materials from the Internet and various periodicals.

The work consists of an introduction, three chapters, a conclusion, a list of used literature.

1. Theoretical aspects of trade and intermediary activities of the enterprise

1.1 The concept and essence of the intermediary's trade and intermediary activities

From the point of view of terminological certainty, intermediary activity is a polysemantic term understood in several independent meanings:

a) as a way of resolving disputes (including international ones). Mediation is the participation of a third, neutral party to optimize the negotiation process and find a mutually acceptable solution;

b) as a type of participation in the securities market - the performance of special functions for the execution of transactions on the stock, commodity and currency exchanges by brokerage offices, firms or individuals (brokers);

c) as a type of activity in the field of commercial turnover.

Most authors agree that intermediary activities are carried out by economic entities that occupy a middle position in the act of exchange of goods between two other entities that bring the manufacturer and the buyer together or make a trade transaction.

In view of the fact that there is no unambiguous interpretation of the content of mediation activities, we will group different points of view into three main approaches to the essence of the problem.

Intermediary activity is considered as assistance in a transaction, as an activity aimed at reaching an agreement between different persons and limited to the stage of negotiations between the parties. Supporters of this interpretation believe that the mediator only "brings" the parties together, being the coordinating link between them.

As an illustration of this approach, we can consider the general interpretation of intermediary activities presented in the Tax Code of the Russian Federation, according to which the studied category is considered as "economic activity carried out by one person in the interests of another person on the basis of a commission agreement, commission or other similar agreement." Intermediary, according to the Tax Code of the Russian Federation, are operations aimed at ensuring the interests of any persons by the actions of another person.

V.V. Mokovkin separates intermediary activity from trading, defining it as "an independent link in the production-consumption chain."

Intermediary activities are considered either commercial or commercial intermediation. So, V.V. Shcherbakov and A.V. Parfenov believe that it is commercial intermediation that is closer to the classical understanding of intermediary activity, indicated in the first approach, and that trade intermediation means the performance of specialized functions of circulation in the wholesale and retail trade. In this sense, intermediary activity is the implementation of trading activities in goods of improper production (goods belonging to other persons).

At the same time, firms carrying out such activities are independent: they are not manufacturers and end consumers of products in the field of sale and carry out any operations with goods at their discretion.

E. Makarevich considers intermediary activity as a commercial one. The author interprets it as “a transaction under which the manufacturer grants the rights to present and sell its products (services) to an independent entrepreneur on the basis of an agreement concluded between them.

Commercial and commercial intermediation is considered as a single type of business, as a commercial intermediary activity and is interpreted as a complex operational and organizational system aimed at ensuring the completion of the sale and purchase processes, taking into account current and future market changes in order to fully meet demand and generate profit; and activities that allow all participants in the commercial turnover to successfully interact, taking into account mutual benefits at all stages of the implementation of trade transactions.

As an illustration of this approach, we can cite the point of view of T.A. Guseva, who determines that "intermediary activity consists in the provision of actual and legal services to other persons in the sale or purchase of goods, in the provision of other services related to commodity circulation, or in the implementation of sales and purchases of goods at the expense of other persons in order to make a profit" ...

Thus, we can conclude that there are many points of view on the definition of intermediary activities in commercial turnover. However, they all highlight common features inherent in mediation. Namely:

The mediator always acts in the interest of others;

He has the right to take both factual and legal actions;

The intermediary can act in the turnover on his own behalf or on behalf of the client, always at his expense;

The mediator enters into a relationship with at least two entities;

The main task of the mediator is to assist interested parties in achieving the desired result by performing those actions that are provided for by the agreement between the mediator and his client.

Thus, intermediary activity is the commercial activity of a person acting at the expense of the client on his own behalf or on behalf of the client in the interests of the client with the aim of generating profit by performing lawful actions of an actual and (or) legal nature, which consists in facilitating the establishment of economic ties, concluding contracts in the interval between the creation of products (services) and its (their) receipt by the consumer and ensuring the achievement by interested parties (primarily customers) of the desired commercial result.

Let's highlight the main functions of resellers (table 1):

Table 1 - Main functions of resellers

Research work	Gathering information needed for sales planning
Sales promotion	Conducting various marketing activities independently or with the assistance of other participants in the distribution channel
Search and selection of partners, establishment of contacts	Establishing and maintaining relationships with potential suppliers and buyers
Product adaptation	Product adaptation to customer requirements. This applies to activities such as sorting, repackaging, cutting, packaging, assembly, etc.
Organization of goods circulation	Transportation and warehousing of goods, control of goods movement, application of measures of economic responsibility for non-compliance with contractual obligations
Risk taking	Taking responsibility for the functioning of the distribution channel

All of these functions require scarce resources, and they can be performed better through specialization. If the manufacturer independently performs these functions, then the costs increase, and, consequently, the price of the goods increases. When a number of functions are transferred to intermediaries, the producer's costs will be lower.

1.2 The distribution system and its participants

The system that ensures the delivery of goods at the time of sale (for industrial goods - to the place of consumption) at a precisely defined time and with the highest possible level of customer service is called goods circulation. The system of goods distribution of the enterprise is of great importance.

Consumer goods firms should attach great importance to the movement of goods, which cannot tolerate the risk of out of stock due to inadequate control of goods or late delivery. Consumers lose their adherence to specific brands, if they are often unavailable, and start buying alternative products. Even the best advertising campaign and pricing strategy is useless if the firm does not have an effective distribution system to ensure that the goods are available at the right time in the right place.

Commodity movement is the activity of planning, practical implementation and control of the physical movement of materials and goods from the manufacturer to the consumer, so that they are available in the required quantity for him at the right time and in the right place with minimal cost.

The system of goods distribution of a wholesale trade enterprise can be represented in the form of a diagram (Figure 1).

Figure 1 - The main stages of the product distribution system

All of these stages are interrelated. Omissions in any of them can lead to an imbalance in the entire product distribution system. Building an effective system is possible only when planning each of these stages within the overall structure. Let's consider each of these stages in more detail.

Stage 1. Determination of the goals of commodity circulation. The distribution goals can be viewed from two positions:

a) achieving a high degree of customer satisfaction;

b) cost reduction.

The method for achieving the goals of the first group can be minimization of cases of lack of goods in stock and timely execution of orders by creating an effective transportation system. It is also important to minimize the incidence of damage to goods in transit.

Stage 2. Development of an order processing system. After determining the goals of product movement, it is necessary to develop the elements of the product movement system. First of all, this involves the creation of a system for processing orders, that is, receiving them, transferring them to the warehouse, picking goods, issuing invoices and transport documents.

Stages 3 and 4. Creation of storage facilities and stock management. An important role in an efficient cargo handling system is played by the quantity and quality of storage facilities, as well as inventory control. One of the characteristic trends in recent years is the construction of large distribution centers, i.e. large automated warehouses with computerized order processing and movement of goods. Effective use of warehouses and distribution centers requires an effective inventory management system. Such a system is designed to determine the quantity of ordered goods in order to maintain the optimal level of stock and the optimal frequency of orders.

Stage 5. Choosing a method of transportation. The fifth operation of commodity movement, transportation, accounts for an average of 40-45% of all costs of commodity movement. The choice of a vehicle is one of the most important tasks in the goods management system.

One of the important achievements in the movement of goods has become the use of multimodal transportations, when transportations are combined by various modes of transport. In container shipping, containers are loaded from vehicles onto railway platforms; train-ship transportation involves a combination of rail and water transport. A prerequisite for multimodal transport is containerization, that is, the transportation of goods in special containers that can be reloaded from one mode of transport to another.

Stage 6. Assessment and control of the distribution system. Control involves comparing the results with the intended goals. The indicators of the efficiency of the product distribution system can be:

a) processing time for one order (min., hour, day);

b) lead time for one order (min., hour, day);

c) the time the goods are in stock (hour, day, month);

d) costs of commodity circulation in% of sales (%);

e) the proportion of goods damaged during transportation;

f) the proportion of cases of late delivery of goods.

Failure to achieve the goals, taking into account the above criteria, may indicate the presence of problems in the system of goods circulation, which requires an analysis of each type of operations in the system.

The distribution functions are carried out through distribution channels. The distribution channel is the path that goods move from producers to consumers, thereby closing the long gaps in time, place, and ownership that separate goods and services from those who wish to use them.

A typical distribution channel consists of an independent manufacturer, one or more wholesalers, and one or more retailers. Each member of the channel is a separate enterprise, seeking to secure the highest possible profit, even at the expense of maximizing the profit of the system as a whole. None of the channel members has full or sufficiently complete control over the activities of the other members.

Distribution channel participants perform the following functions:

Organize the movement of goods - transportation and storage of goods;

Stimulate sales by spreading tempting information about the product; establish and maintain relationships with potential buyers;

Modify, sort, assemble and pack the goods; negotiate, agree on prices and other terms of sale; finance the operation of the channel;

Assume the risk of responsibility for the functioning of the channel;

Gather information for sales planning.

Distribution channels can be characterized by the number of their constituent levels. The level of the distribution channel is any intermediary who performs some kind of work to bring the product and ownership of it closer to the end customer.

The company can choose between its own distribution network (direct distribution, zero-level channel), sales through intermediary organizations (single-level channels) and sales through wholesale companies (multi-level channels). Naturally, these channels can be combined with each other to form mixed distribution channels.

Organizational forms of trade and intermediary firms:

The distribution channel can be defined as a set of independent legal entities or individuals involved in the movement of goods from producer to consumer. These intermediate links in the distribution process are called intermediaries.

Intermediary firms can be classified according to various criteria, but the main feature is the functions they perform. On this basis, the following are distinguished:

Universal intermediaries - perform a full range of services. Ego distributors, wholesalers-merchants;

Specialized intermediaries - perform separate functions.

Specialized intermediaries are divided into the following types (table 2):

Table 2 - Types of specialized intermediaries

	Characteristic
Information and contact	Promote the establishment of economic ties between suppliers and consumers
Informational (clean)	Do not have a product at their disposal and carry out the sale under the terms of the manufacturer
Search Engines (called Sales Agents)	these are, as a rule, agents of industrial firms who are looking for buyers in certain regions. They work on the basis of a contract or instructions, facilitate the conclusion of transactions between the seller (goods owner) and the buyer, concluding them on behalf of the goods owner
Attorneys (agents-importers)	They act on the basis of a contract of instruction on behalf of and at the expense of the principal. Agents enter into contracts, which stipulate their powers in terms of the technical and commercial conditions of the transaction. The contracts signed by the agents are fulfilled by the principals. Agents receive rewards for their services. Agents can be firms or legal entities licensed for this type of activity
Wholesalers-shippers	They sell by mail, i.e. send catalogs for individual product groups, and orders are sent by mail
Wholesale Salesmen	They not only sell for cash, but also deliver goods to customers. Usually this is a limited range of short-term storage products (bread, milk, fruits)
Wholesale organizers	They work with such goods, which are characterized by the absence of packaging (heavy equipment, timber, coal). They do not have stocks of goods, but when they receive an order from a customer (retailers), they find a manufacturer who ships this product to the customer.

On the basis of subordination and the nature of the operations performed, intermediaries can be divided into three types:

Independent;

Formally independent;

Dependent (production-related).

Independent intermediaries (both legal entities and individuals) act on their own behalf and at their own expense. In relation to the manufacturer, they act as buyers who purchase goods on the basis of a sales contract. They become the owners of the product and can sell it in any market and at any price.

The general classification of independent wholesale intermediaries is shown in Figure 2.

Figure 2 - Classification of independent wholesale intermediaries

Distinguish:

Full-service wholesalers who provide inventory storage, lending, delivery, and management assistance. They can carry out operations with various assortments;

Limited service wholesalers who provide customers with significantly less service. They can trade for cash, no delivery of goods, with usually a more limited assortment.

Dealers - a natural or legal person who buys goods from industrial enterprises and sells them to customers, assuming service responsibilities (minor repairs, supply of spare parts). Their income is formed due to the difference in the prices of purchase and sale.

Distributors (English - distribution) - an individual or legal entity serving various industries, having warehouses and vehicles and carrying out commercial activities on their own behalf and at their own expense. Most often they are engaged in the sale of industrial products or sell imported goods on the territory of the country.

Distributors of the regular type work by specialization, have a clear number of positions for each group, so they can use specialized means of transportation, loading, unloading and storage. They are mainly in the mechanical engineering market (computers, televisions, cars).

Another group of distributors - "irregular type" (with an incomplete, limited set of services) only purchases goods from permanent manufacturers and sells them. This is a larger group. They are engaged in the sale of perishable agricultural products or small industrial lots of various assortments on a “buy-take” basis (“cash and carry”), i.e. without services.

Jobbers are dealers who, at their own peril and risk, independently buy and sell goods (in small batches).

Jobbers can also work on stock exchanges. These are stock intermediaries who carry out their intermediary activities, buying up large quantities of goods and immediately selling them to other jobbers or brokers, while earning on the price difference. They make transactions on their own behalf and at their own expense, influence the price level and bear the risk in full.

Formally, independent intermediaries emerged in connection with the desire of manufacturers to include these enterprises in their value chain through a system of contracts. For this, the following types of contracts are used:

Commission agreement, which defines the powers of commission agents (find partners, sign agreements with them on their own behalf, but at the expense of the seller or the buyer);

Simple mediation agreement.

Dependent resellers are authorized sales agents (like the sales department of a manufacturer) and work on the basis of fixed-term and open-ended labor agreements. Dependent intermediaries do not claim ownership<#"665048.files/image003.gif">

Figure 3 - Types of dependent intermediaries

Broker - individuals or legal entities (brokerage firms) who find mutually interested sellers and buyers, bring them together, but do not participate in the transaction, neither on their own behalf, nor on behalf of the guarantor. Their task is to find a buyer for the products of the manufacturer (seller) and a seller for the buyer and facilitate the signing of a contract between them.

Purchasing offices are independent commercial enterprises. Payment for their services is made at the rate of a certain percentage of annual sales.

By the nature of their activity, purchasing offices are close to brokers (they provide their clients with information on price movements, information about potential partners, conclude transactions at the direction of their clients).

Industrial agents are independent specialized firms that work with non-competing, complementary goods and have the exclusive right to sell them in a certain territory.

Sales agents are enterprises and individuals who, under an agreement with a manufacturer, perform a full range of functions for the distribution of the entire range of products.

Sales agents are individuals or legal entities who, on the basis of an agreement with a seller or a buyer, have the right to facilitate the conclusion of transactions for a relatively long period. Sales agents act as representatives of sellers and buyers and are remunerated under an employment contract based on performance.

Commission agents-intermediaries act on the basis of a commission agreement concluded with the goods owner or buyer. The owners of the goods for this type of operation are called the consignor. He instructs the commission agent to make transactions on his own behalf and at the expense of the principal, who bears all the commercial risk.

Commission agents act as sellers of goods to third parties, are responsible for the safety of products. They are not responsible for the performance of third party transactions, payment obligations.

Consignee is a wholesaler (enterprises or individuals) who receives goods from the guarantor to his warehouse and sells it on his own behalf, but at the expense of the supplier-manufacturer by a certain date. He offers non-food goods, he sets the price himself. He sends a van to the store, and the representative sets up a display of goods in the sales area.

Trade brokers operate as distributors of a regular type, but have a narrower profile of activities and are associated with bulky goods, the transportation and transfer of which is very laborious.

There are so-called unofficial intermediaries - as a rule, these are individuals who have personal connections in various fields, acting on their own behalf. They rely on their reputation, knowledge, experience and personal relationships. Material obligations, as a rule, do not bear, but receive a certain remuneration for their services, and are not bound by legal contracts and obligations.

In recent years, especially in Western countries, a category of “virtual” intermediaries has emerged who use the Internet for their activities. The seller or the buyer places their sites on the Internet, where they indicate the type of their activity, the goods or services offered.

intermediary commodity movement commercial

2 Analysis of the organization of trade and intermediary activities of the enterprise OJSC "Vladsnab"

2.1 Organizational and economic characteristics of the enterprise

The company OJSC "Vladivostokoptsnab" is one of the largest trade organizations in the Primorsky Territory. Full corporate name: Open Joint Stock Company Vladivostokoptsnab. Abbreviated corporate name: JSC "Vladsnab"

By Order No. 10 of 01/09/1958 of the Primorsky Economic Administrative Region, the Central self-supporting office was established to provide material and technical supplies (MTS) for the Far Eastern Region. In 1966, the Vladivostok Universal Office of the Directorate of Material and Technical Supply of the Far East Region of the USSR Gossnab (UMTS of the Far East Region) was created on the basis of the Central House of Artists of the office. The universal office was an organization with the status of a legal entity. Since May 1970, the Vladivostok Universal Office of the UMTS of the Far East District was transformed into the Vladivostok Universal Department for Supply and Sales of the UMTS of the Far East District of the USSR Gossnab. In 1993 the enterprise was privatized. By Order No. 58-r dated 14.01.93. The State Committee for the Management of the State Property Committee, the state enterprise "Vladivostokoptsnabsbyt" was reorganized into the open joint-stock company "Vladivostokoptsnab". In January 2008, OJSC Vladsnab celebrated its 50th anniversary.

For the convenience of buyers, a network of stores "Muraveinik" was created, which currently has 8 stores in the Primorsky Territory, of which: 3 stores in Vladivostok, 2 in Ussuriysk, and one each in Spassk-Dalniy, Nakhodka, Wrangel village.

Today OJSC "Vladsnab" is an established, strong, stable operating enterprise that has firmly taken its place in the market. The total number of employees in the company is about 200 people.

The authorized capital of OJSC Vladsnab is 43,345 (forty three thousand three hundred forty five) rubles and is divided into 43,345 (forty three thousand three hundred forty five) ordinary registered shares with a par value of 1 (one) ruble each.

The goal of OJSC Vladsnab is to make a profit. To achieve the goals, the organization provides for the following main activities:

Trade-purchasing, trade-intermediary, wholesale-retail and other commercial activities;

Renting out your own real estate;

Construction and repair of industrial premises, including general construction, assembly, earthworks and finishing works, landscaping and outdoor lighting, etc.

The legal basis of the contractual entrepreneurial activity of OJSC Vladsnab is enshrined in the Civil Code of the Russian Federation, Art. 492. Also, the economic, financial, investment activities of the company are regulated by the regulations of the state, regional and municipal levels.

The mission of OJSC Vladsnab is a stable supply of enterprises, commercial organizations, individuals with high-quality products from Russian manufacturers.

OJSC "Vladsnab" has a management structure of a functional type enterprise (Figure 4), that is, the existing divisions of the company are subdivided by functional responsibilities. These responsibilities are: commercial work, educational work, financial activities, legal and legal activities, construction and installation work, activities to ensure the physical security of the activities carried out. For the implementation of each of the listed functions, a corresponding responsible employee has been appointed.

Figure 4 - Organizational structure of JSC "Vladsnab"

The first level in the management structure of the company is the general director, who organizes all the work of the enterprise and bears full responsibility for its condition and activities.

The second level in the management structure is made up of the chief accountant and the deputy general director.

The tasks of the trade department include providing the trade process with the necessary amount of material and commodity values ​​of the appropriate quality, as well as the formation of an assortment policy.

The trade department of OJSC "Vladsnab" includes trade regional managers and a marketer, there is no marketing department at the enterprise.

Table 3 summarizes the main financial results of JSC "Vladsnab" for 2010-2011.

Table 3 - Main financial results of JSC "Vladsnab" for 2010-2011.

Index	Value, thousand rubles		Change in indicator		Average annual value, thousand rubles
			Abs. thousand roubles.	Growth rate %
1. Revenue
2. Expenses for ordinary activities
3. Profit (loss) from sales (1-2)
4. Other income and expenses, except for interest payable
5.EBIT (earnings before interest and taxes) (3 + 4)
6. Interest payable
7. Change in tax assets and liabilities, income tax, etc.
8. Net profit (loss) (5-6 + 7)
For reference: Aggregate financial result of the period
Change for the period of retained earnings (uncovered loss) according to the balance sheet

The table shows that for two years there was an increase in revenue to 460,061 thousand rubles. (+105 970 thousand rubles or 29.9%). Profit from sales for 2011 was 12,990 thousand rubles, which is 601 thousand rubles more than in 2010. or 4.9%. The company's net profit in 2011 compared to 2010 slightly increased by 334 thousand rubles. or 5.2%. This is due to an increase in expenses for ordinary activities in 2011 by 30.8%.

2.2 Assessment of the distribution system

The structure of OJSC Vladsnab is shown in Figure 5.

Figure 5 - Structure of JSC "Vladsnab"

The head office acts as the head of the company's sales network, accepts orders for products and delivers orders from the warehouse to retail sales departments.

The enlarged assortment list of the company's goods can be presented from 20 product groups, it includes about 6,500 items (table 4).

Table 4 - Characteristics of the assortment

Commodity group	Number of assortments. positions	Share in assortment,%	The country of manufacture
Tableware<#"665048.files/image006.gif"> Figure 6 - Dynamics of goods movement for 2010-2011 During the analyzed period, the turnover of the enterprise increased by 29.93%, which was mainly due to the growth in sales in Vladivostok and Nakhodka, the increase in turnover for which amounted to 39.44% and 32.68%, respectively. It should be noted that the warehouse network through which the distribution of material flow is carried out is an important element of the product distribution system. The construction of this network has a significant impact on the costs arising in the process of bringing goods to consumers, and through them, on the final cost of the product being sold. This system does not meet many logistic principles on which distribution systems should be built in terms of optimizing flow processes, i.e. in the end, this system does not help to maximize the profit received by the enterprise from the sale of its products. A system with one distribution center in this case has both its positive and negative properties for the enterprise: Positive points: 1) The enterprise does not need to create an extensive network of warehouses serving any territory, it does not need to create an extensive warehouse infrastructure, so it does not incur additional costs for maintaining additional warehouses. 2) The company does not incur large transport costs, because under the existing distribution system, the enterprise does not maintain a significant fleet of vehicles due to the fact that it itself does not carry out independent transportation of its products. 3) The company has the opportunity to sell its products to wholesale buyers at a lower price, because this price does not include transportation costs. This low price can attract those wholesalers who have a wide network of distribution centers, established transport facilities, and, accordingly, are able to deliver goods to their wholesale depots with minimal costs. Negative points: 1) Under the conditions of the existing distribution system, the enterprise is quite dependent on its retail outlets. 2) One distribution center cannot cope with the load, cannot service and submit goods for sale in a timely manner. This distribution system, when not all outlets are serviced in a timely manner, leads to a decrease in profits. 3) The company conducts its activities at a sufficient distance from the places where most of the retail outlets are located. That is, it cannot be said that the warehouse of the finished products of the enterprise is located at an equal distance from the centers of its distribution. Thus, with a given warehouse location, transportation costs reach a sufficiently high value, which, naturally, increases the price at which the company's products are sold - this, in turn, will reduce the demand for these products. And since other enterprises sell a similar product on the territory of the region, some consumers may switch to their products if it is cheaper. It can be concluded that the existing distribution system is not optimized in terms of the total transport costs incurred by all participants in the distribution process, and this ultimately leads to inefficient use of resources, and, as a consequence, to an overestimated final price of the enterprise's products. 3 Areas of improving the trade and intermediary activities of the enterprise OJSC "Vladsnab" 3.1 Development of recommendations for improving the trade and intermediary activities of the enterprise OJSC "Vladsnab" Based on the results of the analysis of the distribution system carried out in the previous paragraphs, it can be concluded that the existing product distribution system does not meet many requirements of the distribution system, does not maximize the profit of the enterprise, leads to an increase in transportation costs when delivering products from the warehouse of the enterprise to the final consumer, etc. Nevertheless, this structure has been used by the company for many years, and so far the company's management does not intend to make any significant changes to it. This is due to the fact that changing the existing system requires significant investments (creating a fleet of vehicles, renting or buying warehouse premises within the city), and, in addition, a qualitatively different approach to organizing the management of material and information flows is required. The enterprise also needs to establish direct links with the direct consumers of its products. But if we consider the long-term perspective, taking into account the influence of positive and negative factors of the external environment, it becomes obvious that the existing system needs to be changed, optimized in accordance with the basic principles of commodity circulation. Optimization of the existing distribution system can be carried out in several directions: 1) It is necessary to increase the number of distribution centers (wholesalers). 2) It is necessary to optimally place these warehouses in the serviced area. 3) It is necessary to create a sufficient fleet of vehicles of the required carrying capacity and rationally organize its work on the delivery of the company's products from the place of production to the place of consumption. 4) At the same time, one should not lose the already established connections with wholesale buyers, but offer them to continue to work on mutually beneficial terms, and in the new conditions they will have the opportunity to choose the most convenient distribution center for them, which will reduce their transport costs. Of course, buying goods directly near their distribution centers, intermediaries will already rely on a higher price, in which the company will include its costs of delivering products to the place of consumption. It should be noted that after optimization of the distribution system, these costs will be minimized, which, at the existing level of retail prices for the company's products, will increase its profit. One of the main points of optimization of the distribution system is the determination of the required number of warehouses. First of all, here you need to take into account the number of consumers, their location, as well as the amount of material flow they consume. The priority factor here, as elsewhere in any optimization process, is the minimization of total costs. If we make the number of warehouses small (1-2), then in this case transport costs for delivery will be the greatest. The variant with a large number of distribution centers assumes the presence of 5-6 distribution centers, as close as possible to the places where the consumers of the material flow are concentrated. In this case, transportation costs for the supply of goods will be minimal. However, the appearance in the distribution system of such a number of additional warehouses increases operating costs, the cost of delivering goods to warehouses, and the cost of managing the entire distribution system. It is not excluded that the additional costs in this case may significantly exceed the economic gain obtained from reducing the mileage of vehicles delivering goods to consumers. With an increase in the number of warehouses in the distribution system, the cost of delivering goods to warehouses, that is, the cost of long-distance transportation, increases, as the number of trips increases, as well as the total amount of vehicle mileage. The nature of the dependence is not straightforward, since there are conditionally constant and conditionally variable components, as a result of which the delivery costs grow more slowly than the distance. - Total transport costs tend to decrease with an increase in the number of warehouses in the distribution system. However, this decrease is not as pronounced as the decrease in the cost of short-haul transportation, since the form of dependence is affected by an increase in the cost of bringing goods to warehouses (with an increase in the number of warehouses). - Expenses for the maintenance of stocks. With an increase in the number of warehouses, the service area of ​​each of them decreases. A reduction in the service area also entails a reduction in inventory in the warehouse. However, the stock is generally not decreasing as quickly as the service area. There may be several reasons for this. For example, the need to maintain a safety stock. In the single-warehouse model, the safety stock must be kept in one location. An increase in the warehouse network entails the replication of the safety stock, that is, by creating several warehouses, it is necessary to create a safety stock in each of them. As a result, the total stock in all warehouses will increase (compared to the stock in a distribution system with one central location). - Costs associated with the operation of the warehouse. As the number of warehouses in the distribution system increases, the costs associated with operating one warehouse are reduced. However, the total costs of the distribution system for the maintenance of the entire warehouse are increasing. This happens in connection with the so-called economies of scale: with a decrease in the warehouse area, operating costs per square meter. increase. - Costs associated with the management of the warehouse system. Economies of scale are also at work here, so that with an increase in the number of warehouses, the cost curve for control systems becomes flatter. So, based on the foregoing, the preferred option is that the areas will be served by an additional warehouse. In total, the distribution system will operate two warehouses, one for building materials and rolled metal products, the other for the rest of the products. The implementation of this measure will not require capital investments, since for the normal operation of the warehouse it is planned to transfer one car and two drivers to permanent work at the new warehouse. Additional workers will also be required: - storekeeper - 2 people; - movers - 3 people. In table 3.1 we present the calculation of additional costs for personnel salaries. Table 7 - Annual payroll The unified social tax (UST) is 30%. UST for 1 year. = 828 x 30% = 248.4 thousand rubles. Thus, additional costs for personnel salaries, taking into account the UST, will amount to 1,076.4 thousand rubles. in year. To complete the project, it is planned to conclude a lease agreement for a warehouse with a total area of ​​1000 m2 for a period of 5 years and the possibility of extending the lease agreement. The cost of the leased premises under the agreement is 300 thousand rubles. per month (300 rubles per 1 square meter) or 3600 thousand rubles. in year. At the moment, the delivery of the company's goods to retail outlets is carried out according to a specific schedule. In table 3.2 we will calculate the cost of delivery of goods. Table 8 - Costs of delivery of goods per month Index Before the opening of the warehouse After the opening of the warehouse Changes Number of flights per month Average flight duration, hour Average cost of 1 hour of transport, rubles. Shipping costs for delivery, thousand rubles Thus, with the opening of the warehouse, delivery costs will be reduced by 138.6 thousand rubles. per month, or 1663 thousand rubles. in year. Let's summarize the costs of the warehouse in Table 9. Also, the opening of the warehouse will increase the speed and level of customer service, which will undoubtedly increase the level of competitiveness of the enterprise in the target market. Table 3.3 - Additional warehouse costs Presumably, the opening of a new warehouse will be able to increase turnover by 10%: x 0.1 = 46006.1 thousand rubles. Let's calculate the indicators of the effectiveness of the proposed measures. The return on invested capital and the average rate of return are found by formula 3.1: О = profit / invested capital x 100% (1) So: O = 46006.1 / 5422.4 x100 = 848.45 thousand. rub. The payback period is found according to formula 2: Current = Invested Capital / Annual Profit Forecast (2) Current = 5422.4 / 46006.1 = 0.18 i.e. in 2 months. So, we have calculated the effectiveness of recommendations for creating an additional warehouse. The cost of its creation will amount to 5422.4 thousand rubles. per year, the invested capital will pay off in 2 months. So, the proposal to open a new warehouse will be effective and will lead to an increase in gross profit, will increase the speed and level of customer service, and will increase the level of competitiveness of the enterprise in the target market. Conclusion Most manufacturing enterprises use trade and intermediary structures in their sales activities. Recently, trade and intermediary activity has been developing at a high rate, new types of intermediaries are emerging, new types of contracts are being concluded. Intermediary activity is the commercial activity of a person acting at the expense of the client on his own behalf or on behalf of the client in the interests of the client with the aim of making a profit by performing lawful actions of an actual and (or) legal nature, which consists in facilitating the establishment of economic ties, concluding contracts in the interval between the creation of products (services) and its (their) receipt by the consumer and ensuring the achievement of the desired commercial result by interested parties (primarily customers). The system that ensures the delivery of goods at the time of sale (for industrial goods - to the place of consumption) at a precisely defined time and with the highest possible level of customer service is called goods circulation. In a general sense, a goods distribution system is a collection of functions for order processing, loading and unloading, stock creation, storage and transportation. The distribution functions are carried out through distribution channels. The distribution channel is the path that goods move from producers to consumers, thereby closing long gaps in time, place, and ownership that separate goods and services from those who would like to use them. A typical distribution channel consists of an independent manufacturer, one or more wholesalers, and one or more retailers. Intermediary firms can be classified according to various criteria, but the main feature is the functions they perform. On this basis, the following are distinguished: universal intermediaries - perform the entire range of services and specialized intermediaries - perform separate functions. The analysis of trade and intermediary activities was carried out on the basis of the enterprise OJSC "Vladsnab". JSC "Vladsnab" is an established, strong, stable operating enterprise that has firmly taken its place in the market. At the moment, the company has 8 stores in the Primorsky Territory, of which: 3 stores in Vladivostok, 2 in Ussuriysk, and one each in Spassk-Dalny, Nakhodka, Vrangel the head of the company's sales network, accepts orders for products and then delivers orders from the warehouse to retail sales departments. The enlarged assortment list of the company's goods can be represented from 20 product groups, it includes about 6,500 items. The company has only one warehouse that cannot cope with the load, cannot service and submit goods for sale in a timely manner. This distribution system, when not all outlets are serviced in a timely manner, leads to a decrease in profits. To improve the commercial activities of the company, an option is proposed, according to which the districts will be served by an additional warehouse. In total, the distribution system will operate two warehouses, one for building materials and rolled metal products, the other for the rest of the products. List of sources used Normative and legislative documents 1. Tax Code of the Russian Federation (Tax Code of the Russian Federation). Part 2 of 08/05/2000 - Access from the reference legal system "ConsultantPlus". Textbooks and tutorials 2. Arkhipov V.E. Principles of effective management and marketing. / V.E. Arkhipov. - M .: Infra-M, 2011 .-- 346 p. 3. Basovsky L.E. Marketing: Course of lectures. - M .: INFRA-M, 2008.219 p. Batova T.N. and other Economics of an industrial enterprise / Batova TN, Vasyukhin OV, Pavlova EA, Sazhneva LP. - SPb .: SPbGU ITMO, 2009 .-- 250 p. Belyaevsky I.K. Marketing research: information, analysis, forecast: Textbook. allowance. - M .: Finance and statistics, 2008 .-- 320 p. Berezin I.S. Marketing analysis. Market. Firm. Product. Promotion. - 3rd ed., Rev. and add. - Moscow: Vershina, 2010 .-- 480 p. Vinogradova S.N. Organization and technology of trade. / S.N. Vinogradov - Minsk: New knowledge, 2009 .-- 440 p. Guseva T.A. Commercial Law. - M.: Infra-M, 2008 .-- 290 p. Durovin A.P. Business marketing. / A.P. Durovin. - Minsk: New knowledge, 2011 .-- 740 p. Dyukova O.M. Organization of trade and intermediary activities: textbook / О.М. Dyukova, M. Yu. Pavlov. - SPb .: Publishing house of SPbGUEF, 2012 .-- 78 p. Kiseleva E.N. Organization of commercial activity by branches and spheres of application: textbook. allowance / E. N. Kiseleva, O. G. Budanova. - M.: University textbook, 2010 .-- 192 p. Commercial intermediary activity in the commodity market: textbook / ed. A. V. Zyryanova. - Yekaterinburg, 2008 .-- 416 p. Kotler F. Fundamentals of Marketing. Short course. : Translated from English. - M .: publishing house "Williams", 2010. - 656 p. Krylova G.D., Sokolova M.I. Marketing. Theory and practice: Textbook for universities. - M .: INITU-DANA, 2009 .-- 655 p. Lapusta M.G., Porshnev A.G., Starostin Yu.T., Skamay L.G. Entrepreneurship / ed. M.G. Lapusta. - 2nd ed., Rev. and add. - M.: INFRA-M, 2008 .-- 672 p. Marketing: general course: textbook / Edited by N.Ya. Kalyuzhnoy, A.Ya. Yakobson. - 2nd ed., Isp. - M .: Omega-L, 2010 .-- 476 p. Maslennikov V.V. Intermediary entrepreneurship. - M.: INFRA-M, 2008 .-- 272 p. Maslova T.D., Bozhuk S.G., Kovalin L.N. Marketing: Textbook for universities. 3rd ed., Revised and enlarged. - SPb .: Peter, 2008 .-- 384 p.

The concept of commercial intermediaries is their role in organizing the circulation of goods. The concept of the forms and methods of the wholesale of goods. At present, operations carried out with the assistance of organizations and individuals, independent of the producers of trading firms, which stand, as it were, between producers and consumers of goods, are becoming more and more widespread in the practice of trading activities ...

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Section 7. TRADING AND INTERMEDIARY ACTIVITIES
ON THE COMMODITY MARKET

7.1. Principles of organizing trade and intermediary activities
on the commodity market

Trade and intermediary activity is an activity in which intermediaries act as counterparties in the sale and purchase of goods; are engaged in the study of the demand and supply of goods and their purchase from producers, wholesale of goods by buyers.
At all stages of the development of the domestic economy, the choice of channels for the physical movement of goods belonged to the most urgent tasks that are solved in the field of material and technical support (MTB) of production. It was carried out mainly by distinguishing between transit and warehouse supplies. At the same time, there were significant differences in the motivation of decisions that are made by intermediaries of the wholesale link and production links.
The results of the activities of enterprises in the market conditions depend on their own enterprise and ability to find and use in a timely manner all the reserves for increasing the efficiency of their production. But this alone is not enough. An important and organic complement to effective production activities is a wide range of active actions in the field of circulation, providing for the achievement of the ultimate goal - the sale of goods, which means the actual recognition in the market of the usefulness and rationality of the entire work of the enterprise.
The expediency of a manufacturer's appeal to an independent reseller arises, as a rule, in the production and sale of products of fairly widespread use, used by many consumers and in small quantities.
A manufacturer cannot do without the help of a reseller for two reasons:
- striving for the maximum expansion (or preservation) of its segment in the market in a competitive environment;
- the impossibility, within the framework of the current prices on the market, to keep your costs at an acceptable level when trying to meet a large number of small orders that spontaneously arrive and their fulfillment within the time frame required by the buyer.
But what is economically unsolvable (or solved with great losses) for the manufacturer is quite within the reach of the reseller, who operates in the zone of maximum proximity to the consumer and turns large batches of products that he buys into small ones that correspond to individual demand.
The trade and intermediary link, thus, ensures, through other infrastructure enterprises, the connection of the initial and final links and the coordination of their mutual and at the same time conflicting interests. But at the same time, the presence of an intermediary link in itself raises the problem of its own interests and the economic logic of behavior. This problem is as follows:
1. Choosing an "economic niche", that is, assessing the possibilities and scale of the likely activity of a reseller in the commodity market. These scales must be sufficient for profitable operation, taking into account the prices that are prevailing in the market and the projected own costs, which in turn depends on the product specialization, the breadth of the range of products that are sold, the number of customers served and the service area.
With the same scale of functioning of an intermediary, the area of ​​his activity is directly proportional to the level of his product specialization, while trade costs are inversely proportional to the level of specialization. Thus, narrow specialization allows, ceteris paribus, the need to expand the service area, but with its limitation depending on transport costs.
2. The required level of inventory. The fact is that in a trading enterprise, the funds invested in stocks have a much greater impact on the efficiency of its activities than in an industrial one.
The modern market with its characteristic competitive relations creates conditions for expanding the scope of activities and developing the activity of resellers, who, like manufacturing enterprises, use the marketing concept in their activities.
Trade and intermediary activity in the conditions of developed market relations is characterized by the following features:
1. Motives and conditions of occurrence - the result of the action of the objective laws of commodity production and circulation, the formation of the real needs of business entities.
2. The role and place of mediation is an organic part of the trade and distribution system, which effectively facilitates the movement of goods from producer to consumer.
3. Reseller Subject - Any product intended for professional use or resale.
4. Economic guarantees - an intermediary entrepreneur shares the risk with the producers of goods in connection with the impossibility of selling them or selling them at prices that do not provide the required level of profit.
5. The main objectives of the intermediary - the intermediary functions in the interests of its counterparties and in its own interests in order to obtain appropriate profit.
6. Legal relationship to the subject of mediation (mainly acquire ownership of goods).
7. Organizational conditions of functioning - a variety of organizational forms of mediation, types of work and services.
8. The measure of freedom and the boundaries of activity - free expedient specialization in that market segment where a qualification advantage can be achieved.
9. Methods and techniques of working with consumers - a differentiated approach to different needs, focus on the direct needs of consumers, carried out on the basis of marketing research on a segmented market.
10. Source of income - payment, which is determined by the necessary expenses for the implementation of these works within the boundaries of the wholesale price of the manufacturer and the price of demand.
11. Remuneration for labor - based on the results of activities and the real contribution of each employee.
The activities of the intermediary link should be based on a number of principles:
1. Enhancing the role of strategic planning and management to ensure stable production and consumption of products in the national economy, creating conditions on this basis for a more stable and reliable functioning of the circulation sphere.
2. Allocation of economic priorities in stimulating material and financial flows to the most efficient sectors, based on economic, political and social tasks.
3. All-round mobilization of internal reserves, ensuring the rational use and saving of financial and material resources in every link of the economic complex.
4. Increasing responsibility for the fulfillment of contractual obligations regarding the supply and transportation of products by all participants in the market turnover on the basis of mutual rights and obligations stipulated by economic agreements, contracts, orders.
5. The most effective organization of the process of selling products that are produced by enterprises, and purchases of material resources by consumers in the required assortment and in a form prepared for production consumption with minimal circulation costs and total stocks.
6. Creation of economic conditions and the use of marketing tools that allow efficiently and efficiently meet the needs of buyers, flexibly maneuver material resources and accelerate their turnover in the interests of stabilizing and growing the economy.
7. Creation of a modern, highly technically equipped material and technical base with key elements of the market infrastructure in the commercial segment, its continuous improvement for the proportional development of the sphere of circulation in accordance with the requirements of the sphere of production.
8. The use of scientific methods of material flow management based on modern logistic approaches and methods, wide use of the possibilities of the electronic market, the Internet in order to maximize and timely meet the market demands of buyers.
9. The use of forms and methods of social and ethical marketing to establish mechanisms for mutually beneficial agreements not only with market partners, but also in society through the active use of communication models, in particular public relations.
Compliance with the principles of the formation of commercial ties will allow the trade and intermediary system to actively influence production, identify discrepancies between supply and demand for certain types of goods and services, and form rational commercial ties between suppliers and consumers.

7.2. Determination of the volume of trade and intermediary activities

The main determinant of the results of the activities of trade and intermediary enterprises is the turnover. Its indicators reflect the scale and intensity of the intermediate and final exchange of goods. The value of turnover is prone to significant fluctuations with changes in market conditions, the level of prices and tariffs, and other external conditions.
Being the main estimated indicator of the volume of a trading enterprise, the turnover is also a determining indicator of the formation of its resource potential (volume and composition of labor, material and financial resources) and resource costs (the amount and composition of circulation costs). At the same time, in a market economy, trade turnover is subordinate to the profit of the enterprise from trade and intermediary activities.
In the general composition of the turnover of a trading enterprise, the following types are distinguished:
1. Retail turnover - characterizes the sale of consumer goods to the population and other end consumers, completing the process of their circulation in the consumer market.
2. Wholesale turnover - characterizes the sale of goods that have undergone a certain technological processing at a given enterprise (transportation, storage, sorting, etc.) to various wholesale buyers who organize the process of their subsequent sale to end consumers. As part of the wholesale turnover of a trading enterprise, the following forms are usually distinguished:
1) sale of goods to wholesale buyers in their region - regional trade turnover;
2) sale of goods to wholesale buyers from other regions of their country - interregional trade;
3) sale of goods to wholesale buyers of other countries - foreign trade turnover for exports;
3. Trade and intermediary turnover - characterizes the volume of intermediary transactions of purchase and sale of goods carried out by a trading enterprise without any technological processing. As part of the trade and intermediary turnover, there are:
circulation on the exchange market;
circulation on the over-the-counter market.
1. The total volume of trade - characterizes the volume of sales of goods in the context of certain types of trade. According to this, the total volume is distinguished:
- retail turnover;
- wholesale turnover;
- trade and intermediary turnover. The sum of the total volume of all types of sales characterizes the gross volume of trade.
2. The composition of the turnover - characterizes the structure of the total volume of turnover of certain types in the context of its different forms. So, in the composition of the volume of retail turnover, the following are distinguished: the volume of sales of goods to the population and the volume of small wholesale sales; the volume of sales of goods with immediate payment and the volume of sales of goods on credit, etc.
3. The structure of turnover - characterizes the commodity-group composition of the sale of goods.
The main goal of managing the turnover is to ensure high rates of development of the trading enterprise and to meet the demand of the customer contingents served.
In the system of managing the turnover of a trading enterprise, the assessment and forecasting of the volume of turnover is of great importance. The main prerequisites for the development of forecasts of wholesale turnover are:
1) forecast for the development of retail trade;
2) information about potential manufacturing partners, the range of manufactured goods, their properties, prices, terms of delivery, exchange quotes;
3) information about market conditions, commodity markets, demand and buyers;
4) orders-applications for goods of serviced retail trade enterprises and other enterprises and organizations;
5) predictive calculations of commodity resources in the context of sources that may be involved in trade;
6) an order for the supply of goods for government needs;
7) the prospects for the development of production in the area of ​​operation of the wholesale enterprise;
8) focus on ensuring the required profitability;
9) analysis of the dynamics of the volume and structure of wholesale turnover, the state of commodity stocks and commodity supply.
The functioning of a wholesale enterprise in the market is associated with restrictions that determine the boundaries of its activities, in particular, wholesale turnover. These restrictions are:
- resources (material, labor), that is, forecasts of turnover cannot be more than available resources;
- financial (solvency);
- temporary, due to inflation, which allows a slowdown in turnover;
- the volume of purchasing demand - the volume of sales is always equal or less than the volume of demand.
The nature of these restrictions depends on the state of the country's economy, the level of independence of the enterprise, the level of market transformations.
Trade enterprises cannot independently, in full, form the level of prices for goods, implementing their pricing policy in the consumer market. The basis of pricing policy in the consumer market is formed by its manufacturer, choosing one or another marketing strategy.
Trade enterprises are forced to largely focus on the manufacturer's pricing policy.
In contrast to the manufacturer, trade enterprises in the overwhelming majority of cases form a pricing policy not for specific types of goods, but for a certain assortment of their aggregate. Thus, at trade enterprises, the pricing policy is not mono-commodity, but political in nature.
In addition to the commodity element itself, the level of trade services leaves a significant imprint on the pricing policy of trade enterprises. This is due to the fact that the level of prices at which goods are sold at trade enterprises is integral to the specific level of service offered to customers at these enterprises.
The pricing system in trade enterprises is, as a rule, more rigid than in manufacturing enterprises. For example, retail does not even use the concept of a “base price”, which is “negotiated” during the sale process. And even the system of price discounts used by individual retailers is standard in relation to certain price situations or categories of buyers. This complicates the flexibility of the implementation of pricing policy at trade enterprises.
Traders do not use producer pricing strategies associated with a long-term unfavorable market situation for a particular consumer product. As a rule, the conditions of trading activities allow a trading enterprise to quickly leave such a product market, that is, to stop purchasing and selling this product, while the manufacturer must actively fight for the return of funds invested in production.
The subject of the pricing policy of a commercial enterprise is not the price of a commodity, but only one of its elements - a trade markup. It is this element of the price of goods that characterizes the price of trade services offered to the buyer when selling it to trade enterprises. And only this price element, taking into account the consumer market conditions, the conditions of its economic activity, the level of the producer's price and other factors, is formed by the trade enterprise independently.
It is difficult to overestimate the possibility of using price discounts when purchasing and selling products. Providing a discount to the recipient of the goods is a kind of incentive measure for a quick payment for the purchased goods. The use of a discount means that the consumer can reduce the cost of delivery when settling with a wholesale intermediary within a specified time frame. It is beneficial for the wholesaler to provide a discount, since a quick calculation of the consumer for receiving the goods gives him the opportunity to use the funds received to pay various expenses without attracting his own sources of financing.
The use of discounts provides consumers with significant benefits, which are as follows:
no need to finance operations from internal reserves;
decrease in the cost of a unit of goods;
increase in average profit margins.
When purchasing products from a supplier, the wholesale reseller, as well as its consumers, strives to maximize all the benefits of discounts. The use of discounts allows him to reduce the cost of operating expenses by up to 30%. These savings are more profitable than external financing.
Section 3. ROLE OF COMMERCIAL AND INTERMEDIARY ORGANIZATIONS
IN THE DEVELOPMENT OF INFRASTRUCTURE

3.1. Agency Firms

An agent is a person who is independent of the principal, does not have labor relations with him, and carries out commercial activities on his own. The agency agreement regulates three types of relationships:

between the principal and the agent;
between a principal and a third party;
between an agent and a third party.

Under the agency agreement, one party (agent) undertakes, for a fee, to perform mediation and other actions on behalf of the other party (principal) on its own behalf, but at the expense of the principal or on behalf and at the expense of the principal.
In a transaction made by an agent with a third party on his own behalf
and at the expense of the principal, the agent acquires rights and accepts certain
obligations, but under a transaction made by an agent with a third party on behalf of and
at the expense of the principal, rights and obligations arise directly from
principal.
The principal is obliged to pay the agent a fee in the amount and in the manner prescribed in the agency agreement. If in this agreement the amount of the agency fee is not specified and cannot be determined on the basis of the terms of the agreement, then the fee is payable in the amount stipulated by the relevant legal document. In the absence of conditions in the agreement on the procedure for paying the agency fee, the principal is obliged to pay the fee within a week from the moment the agent submits a full commercial report for the past period to him (unless a different procedure for paying the fee follows from the essence of the agreement or business customs).
For its activities, the agency firm receives a commission as a percentage of the amount of transactions concluded, and regardless of the final results of these transactions for the principal. The agency firm is obliged to act within the powers specified in the agency agreement, but its activities should not be subject to supervision, direct control by the principal.
By the nature and volume of commercial activity, agency firms are divided into:
- universal - can perform any legal action on behalf of the principal;
- special - they make only transactions specifically indicated in the power of attorney issued by the principal;
- general - have the right to conclude any transactions in the area of ​​the principal.
An agency firm may be vested with exclusive rights and be the only intermediary organization that has the right to conclude contracts of a commercial and legal nature in a given territory in the interests of a partner. Such agency firms operate in the import-export trade and in the trade in services. The agent can assume del credere duties, that is, guarantee the execution of the transaction to the principal he represents. In case of non-fulfillment by a third party (legal or physical) of obligations under the transaction, the agent assumes reimbursement of the principal for financial losses. If this ultimately became the reason for the non-fulfillment of a commercial and legal transaction, the agent is released from the undertaken obligations.
The following types of agency firms operate on the Ukrainian commodity market:
a) agents of producers - they work at several enterprises that produce commercial products, have the right to sell specific products in a certain territory, and deal with complementary, non-competitive goods. They represent several manufacturers complementing each other with their products. In the agency agreement with each manufacturer, the price policy, territorial boundaries of activity, the procedure for passing orders, services for the delivery of goods, warranty obligations, commission rates, etc. are coordinated.
b) sales agents - they have commercial and economic relations with medium and small enterprises, they are engaged in the sale of all marketable products manufactured by them. They replace the sales and marketing apparatus of the principal and work on prices, credits, volume and assortment of supplies, marketing, rationalization of economic ties, commodity circulation, etc.
c) agents-commissioners - take physical possession of goods, then independently sell them on their own behalf, but at the expense of the principal. They have their own or rented warehouse space for receiving, storing and dispensing goods. They provide relevant services to the subjects of the commodity market: consulting, information support, the formation of a product range, the preparation and conclusion of agreements and contracts, the rationalization of commodity circulation, etc. Typically, these agency firms do not operate under a long-term agreement with the principal. Their services are used by enterprises when it is necessary to urgently sell medium and large volumes of surplus.
Intermediary agency firms operate under the supervision of the relevant services of the supplier - the manufacturer of the products, which strive to create an atmosphere of mutual understanding between the manufacturer and the agency firm, to instill in the latter a sense of loyalty and pride in both the manufacturer and his firm.
Working with intermediary agency firms requires helping them, as well as putting forward stringent requirements regarding the main strategic line pursued by the manufacturer of the goods in all matters of selling their products. At the same time, the manufacturer must avoid unwanted conflict situations and not shackle the agency's initiative in commercial work.
The manufacturer, who is well versed in the market situation, systematically takes various measures to encourage and stimulate the work of the intermediary.
The agent firm must know what the main indicators of its activities are assessed by the manufacturer of the goods. These may include: sales volumes for a certain period, timely settlements, the degree of participation in advertising costs, the level of technical maintenance of the sold products and their warranty service, customer satisfaction, the development of the material and technical base of the intermediary firm, etc. One of the most optimal options - joint development of the main criteria for evaluating the work of an agency firm.
The key to the success of agency firms is confidence in further long-term cooperation with manufacturers in the product market.

3.2. Dealership and distribution companies

Distributors (from the English Distributor), who are engaged in the sale of goods, play a significant role in the supply of market entities.
The distributor receives the exclusive right to purchase, store, sell, determine the list of goods and services in a specific market.
Distribution firms are independent, relatively large commercial and intermediary organizations that have their own or leased warehouse space at their disposal, which sell goods on the basis of wholesale purchases at their own expense of commercial products directly from manufacturers, deliver them to the warehouse, organize storage and shipment ( vacation) to buyers.
The distribution company is closely related to the manufacturer, but is not its subsidiary, although it shares a certain commercial risk with it. It is possible that a general distribution company exists, which organizes the sale of goods through its own grassroots distribution network. Subjects of the product market often use distribution firms to actively promote their products to the markets, especially to other regions.
Distributors are conventionally divided into two groups:
1) distributors of "regular type" - provide a full range of services, both commercial and intermediary, and production in nature;
2) "irregular type" distributors - carry out a limited list of commercial and intermediary services. Such distributors mainly work with small and medium-sized traders, consumer services enterprises, and the population who buys goods in small quantities.
Distribution firms distribute commercial products in two ways:
direct sale method;
by the method of multilevel (network) marketing. In this case, the distributor should not only be a seller, but also act as a psychologist, consultant, organizer and mentor.
A distribution company that operates on the basis of the exclusive distribution of a manufacturer's goods in a specific market area is called an exclusive (general) distributor.
From the point of view of economic efficiency, distributors are characterized by a high level of specialization, which allows them to create and rationally use the appropriate means for storing and transporting commercial products.
Depending on the nature of product specialization, there are:
1) multi-product distributors - those who do not have a strictly defined specialization and sell multi-product products;
2) specialized distributors. It is easier and more reliable to work as such a distributor, since he finds his “niche”, owns a certain “know-how” in it, determines and presents in a specific market the commodity products that are now needed by potential consumers, which are accompanied by appropriate services.
An important part of the work of a distribution company is the establishment and development of relationships with dealers.
A dealer (from the English dealer - a trader, an agent) is an independent relatively medium and small entrepreneur (individual or legal entity) who carries out professional trading operations, consisting in the purchase at his own expense from different sellers (manufacturers, agents, distributors) of wholesale goods which are in massive demand for further resale. Buying goods, the dealer becomes their owner for some time, and then resells them on his own behalf in any market for a certain price to individual buyers in the order of small wholesale or retail trade.
Such firms act as intermediaries between manufacturers, brokers; their main activity is the resale of goods with their provision to consumers in the required quantities, sets, batches. The dealer company itself chooses the goods, sellers, buyers and at the same time can have commercial and economic relations with several subjects of the commodity market.
A characteristic feature of the work of dealerships is the need for a quick turnover of the invested funds. Due to the lack of their own large funds, dealer firms are often forced to resort to using borrowed capital. As a rule, not having their own warehouse space, dealerships, in order to reduce the costs of maintaining the leased warehouse facilities, strive to sell marketable products as soon as possible. Rent for warehouse space, high interest rates for a bank loan are forcing these firms to minimize the time it takes to sell goods to consumers. Consequently, it is typical for dealerships to execute commercial transactions quickly, within a strictly agreed timeframe. It is no coincidence that such firms are called "just in time".
They can provide both producers and consumers of goods with a wide range of services, namely:
marketing research;
advertising of commercial products;
pre-sale service;
centralized delivery of goods to customers;
installation, assembly, adjustment, running-in machines, mechanisms, equipment;
after-sales technical service;
organization of repair of the most complex and expensive units;
collection, generalization and provision of information to the manufacturer about defects, design errors identified during the operation of machinery and equipment.
Taking into account the services provided, manufacturers often provide a dealership with a discount on the sale price of the product. The dealer's profit consists of the difference between the price at which the goods were purchased and the price of their sale to the subjects of the commodity market, as well as the income from the services provided.

3.3. Brokerage organizations

A broker (from the English broker - commission agent) is an intermediary in the commodity market, whose main responsibility is the collection of counterparties on the commodity exchange. Broker - an individual registered on a commodity exchange as an entrepreneur who has a contractual relationship with a brokerage organization. This is a pure intermediary who does not have the goods at his disposal even temporarily, and does not have serious powers to independently conduct trading operations without the power of attorney of clients. The broker cannot act as a buyer or seller of goods; is not a representative of the parties in the transaction; is not in a contractual relationship with either the seller or the buyer, but acts on the basis of their separate powers of attorney; receives remuneration in the form of commissions.
A broker must be a specialist in market conditions, know in detail the specific market, feel the psychology of sellers and buyers, own the specifics of the sale of different types of goods, as well as legal rules and methods of conclusions on trading operations.
Brokerage organizations are created in the form of firms and offices - trade intermediaries in the process of organizing and executing transactions for the purchase and sale of inventory items on commodity exchanges. Brokerage operations involve establishing contact between the seller and the buyer with the help of an intermediary broker.
A broker must first of all be a specialist in market conditions, know in detail the specific market, confidently determine the possibilities of purchasing and selling commercial products, feel the psychology of sellers and buyers, own the specifics of selling various types of goods, as well as legal rules and techniques for concluding trade transactions. Its activities are paid on the basis of products sold or purchased through its intermediary.
A broker organization - an exchange intermediary working in the commodity market, can be a brokerage firm, a brokerage firm. The brokerage firm is an independent enterprise,
etc.................

Trade and intermediary activities- this is an activity in which intermediaries act as counterparties in the sale and purchase of goods; are engaged in the study of the supply and demand of goods and their purchase from producers, wholesales of goods by buyers.

At all stages of the development of the domestic economy, the choice of channels for the physical distribution of goods belonged to the most urgent tasks solved in the field of material and technical support (MTO) of production. It was carried out mainly by separating transit and warehouse supplies. At the same time, significant differences arose in the motivation of the wholesale and production links accepted by intermediaries.

The position of intermediaries in warehouse supplies was determined mainly by the amount of orders submitted by consumers, the possibilities of their combination, the achievement of the total volume of warehouse supplies, ensuring the level of income and the availability of funds for the development of the material and technical base. When solving the problem at the highest levels of management of the MTZ system, the logs of the approach were partially used - options were selected that reflect attempts to optimize the levels of total stocks of products and costs in the delivery process, including transport services.

The production links, acting as consumers, considered it expedient for themselves to use warehouse delivery in cases where the funds allocated to them for material resources did not allow ordering products directly to manufacturing enterprises in accordance with the established norms of transit supplies.

It should be noted that while motivating intermediary links and consumer enterprises, their interests in warehouse supplies coincided, which contributed to the development of this channel of commodity circulation. Therefore, there was a systematic increase in both the volume of warehouse supplies and their share in the total turnover of products.

However, the absolute and relative volumes of warehouse supplies clearly did not meet the requirements of intensive economic growth, since they were dictated mainly by the desire of consumers "to keep within the allocated funds."

As for the manufacturers-suppliers, they were not only completely indifferent to the choice of distribution channels, but also by their attitude to the fulfillment of orders of intermediary organizations as third-rate customers determined their unreliability. In turn, the intermediaries showed no interest in taking on obligations to improve warehouse supplies.

The establishment of market relations, highlighting the problem of product sales, changed the situation that had developed radically. The main stakeholder in the organization of rational distribution of goods has become a product manufacturer. In a market economy, its viability depends not only on the production of goods in demand, but also on the ways in which they can be offered and sold to buyers on a mutually beneficial basis.

The market is based on the high activity of the seller, his real interest in the continuous search for effective forms and methods of meeting demand. Of course, the activity of the producer does not cause the passivity of the consumer of the product - he himself also acts as a producer of goods, works, services. It is important that the consumer, when choosing the best option to meet his demand, has an active partner in the person of the product manufacturer, who is ready and able to offer both the necessary product and a profitable way to purchase it.

The results of the activities of enterprises in the market conditions entirely depend on their own entrepreneurial spirit and ability to find and use in a timely manner all the reserves for increasing the efficiency of their production. But this alone is not enough. An important and organic addition to effective production activities is a wide range of active actions in the sphere of circulation, which presupposes the achievement of the ultimate goal - the sale of goods, which means the actual recognition in the market of the usefulness and rationality of the entire work of the enterprise.

The expediency of a manufacturer's appeal to an independent reseller arises, as a rule, in the production and sale of products of fairly widespread use, used by many consumers and in small quantities.

A manufacturer cannot do without the help of a reseller for two reasons:

1) striving for the maximum expansion (or preservation) of its segment in the market in a competitive environment;

2) the impossibility of keeping costs at an acceptable level within the current market prices when trying to satisfy a large number of small orders, they spontaneously arrive and fulfill them within the time frame required by the buyer.

But what is economically unsolvable (or solved with great losses) for the manufacturer is quite achievable for a reseller operating in the zone of maximum proximity to the consumer and converting large batches of products, bought into small ones, corresponding to individual demand. At the same time, a high level of service for small consumers is combined with the advantages of loading production from manufacturers with sufficiently large orders and using them to deliver the products to the consumption zones of mainline transport. In turn, resellers carry out large warehouse operations and have the ability to efficiently use vehicles to deliver goods to the consumers they serve.

Trade and intermediary the link, thus, provides with the help of other infrastructure enterprises the communication of the initial and final links and the coordination of their mutual and at the same time conflicting interests. But at the same time, the presence of an intermediary link in itself raises the problem of its own interests and the economic logic of behavior. This problem is as follows:

1. Choosing an "economic niche" that is, assessing the content and scope of the reseller's potential activities in the product market. These scales must be sufficient for profitable operation, taking into account the prices prevailing in the market and the projected own costs, which in turn depends on the product specialization, the breadth of the range of goods sold, the number of customers served and the service area.

With the same scale of functioning of an intermediary, the area of ​​his activity is directly proportional to the level of his product specialization, while trade costs are inversely proportional to the level of specialization. Thus, narrow specialization implies, other things being equal, the need to expand the service area, but with its limitation depending on transport costs.

2. The required level of commodity stocks. The fact is that in a trading enterprise, the funds invested in stocks have a much greater impact on the efficiency of its activities than in an industrial one. With approximately the same turnover of fixed assets in the manufacture and circulation of production products, in industry their ratio to material circulating assets is 5-5.5: 1, while in trade in goods for production purposes it is 0.5: 1. So, if industrial enterprises, as a rule, fixed assets have a decisive influence on the overall rate of turnover of all invested funds, while in trade and intermediary links - circulating assets. Therefore, resellers are faced with the problem of resolving the contradiction between their desire to maximize the satisfaction of demand and content for this sufficiently high level of commodity stocks in a wide range, on the one hand, and the need to ensure a high turnover rate of the funds at their disposal, on the other.

In an effort to find a way out of this situation, the intermediary can ignore some of the potential orders of buyers in order to reduce the level of inventory by limiting the range of his purchases only to those types of goods for which the batch sizes coming from manufacturers can be quickly sold. But this means a loss of clientele and a weakening of its position in the market. A more rational and practically real other way is to change the source of goods receipt, that is, to purchase them not from the manufacturer, but from another reseller, who is more profitable to purchase them in large quantities. In this case, a new link appears in the chain of movement of goods, thanks to which, with a certain increase in costs, it becomes possible to expand the range of goods sold in the link of the final sale with a minimum level of their stocks.

The modern market with its inherent competitive relations creates conditions for expanding the scope and development of the activity of resellers, who, like manufacturing enterprises, use the concept of marketing in their activities.

Trade and intermediary activity in the conditions of developed market relations is characterized by the following features:

1. Motives and conditions of occurrence - the result of the action of the objective laws of commodity production and circulation, the formation of the real needs of business entities.

2. Role and place of mediation- This is an organic part of the trade and distribution system, effectively contributes to the promotion of goods from producer to consumer.

3. Subject of commercial intermediation- any product is intended for professional use or resale.

4. Economic guarantees- an intermediary entrepreneur shares the risk with manufacturers of goods in connection with the impossibility of selling them or selling them at prices that do not provide the required level of profit.

5. The main objectives of the mediator- the intermediary works in favor of his counterparties and in his own interests in order to obtain the corresponding profit.

6. Legal relationship to the subject of mediation- mainly acquire ownership of goods.

7. Organizational conditions of operation- the variety and dynamism of organizational forms of mediation, types of work and services.

8. Degree of freedom and limits of activity- free specialization is expedient in the market segment where the qualification advantage can be achieved.

9. Methods and techniques for working with consumers- a differentiated approach to various needs, an orientation to specific consumer needs, carried out on the basis of marketing research on a segmented market.

10. Source of income- payment is determined by socially necessary costs for the implementation of these works within the wholesale price of the manufacturer and the price of demand.

11. Remuneration for labor - based on the results of activities and the real contribution of each employee.

The activities of the sales and intermediary link should be based on a number of principles:

1. Enhancing the role of strategic planning and management to ensure stable production and consumption of products in the national economy, creating on this basis conditions for a more stable and reliable functioning of the sphere of circulation.

2. The allocation of economic in stimulating material and financial flows to the most effective sectors, based on the economic, political and social tasks solved by the country at each specific stage.

3. Worldwide mobilization of internal reserves, ensuring the rational use and economy of financial and material resources in every link of the national economic complex.

4. Increasing responsibility for the fulfillment of contractual obligations for the supply and transportation of products by all participants in the market turnover on the basis of mutual rights and obligations stipulated by business agreements, contracts, orders.

5. The most efficient organization of the process of selling products manufactured by enterprises and purchases of material resources by consumers in the required assortment and in a form prepared for production consumption with minimal distribution costs and total stocks.

6. Creation of economic conditions and the use of marketing tools that allow efficiently and effectively meet the needs of buyers, flexibly maneuver material resources and accelerate their turnover in favor of stabilizing and growing the economy.

7. Creation of a modern, highly technically equipped material and technical base with key elements of the market infrastructure in the commercial sector, its continuous improvement for the proportional development of the sphere of circulation in accordance with the requirements of the sphere of production.

8. The use of scientific methods of material flow management based on modern logistic approaches and methods, wide use of the possibilities of the electronic market, the Internet system in order to maximize and timely meet the market demands of buyers.

9. The use of forms and methods of social and ethical marketing to establish mechanisms for mutually beneficial agreements not only with market partners, but also in society through the active use of communication models, in particular public relations.

Compliance with the principles of the formation of commercial ties will allow the trade and intermediary system to actively influence production, identify discrepancies between supply and demand for certain types of goods and services, and form rational commercial ties between suppliers and consumers.