We all know that it is wholesale structures that help provide the wide range of goods that we see today on the shelves of retail stores. If you are thinking about organizing profitable business in the field of wholesale trade, then our article will tell you where to start and how to avoid the difficulties that await you along the way.

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Business in wholesale trade: what are the advantages?

Wholesale is the purchase of goods in large quantities from a manufacturer or supplier for further resale in small quantities. In other words, the product is purchased not by the end consumer, but by business representatives for the purpose of resale or use for production needs.

Of course, the wholesale business plays a significant role in the system of economic relations between regions of the country, industries, product manufacturers and organizations retail.

Often, ambitious beginning entrepreneurs are faced with the problem of choosing between such forms of trading activity as wholesale and retail. Both of them have a number of advantages and disadvantages. By comparing them, you can make one or another choice.

For example, to organize a retail business you need:

• find a trading premises located in a suitable location so that the store is “competitive”;
• have enough money to buy the premises or rent them monthly and to purchase goods;
• pledge funds to pay store staff;
• provide for the costs of advertising the store and its promotion.

In order to organize a business in wholesale trade, you will need to think through the following components:

• selection of a reliable supplier (one or more);
• selection of stores to sell goods (their number may vary);
• methods of transporting goods (renting or buying trucks. Their number will depend on the scale of your business);
• personnel selection.

Experts note a number of advantages of a wholesale business:

• in the field of wholesale trade, there is no need to “advertise” your enterprise after a customer base in the retail field has been formed;
• there is no need to pay much attention to location, as this would be necessary for a retail chain of stores;
• the size of wholesale purchases and transactions is larger than retail ones;
• the trading area of ​​the wholesale company is wider;
• large producers, including regional ones, are more willing to use the services of wholesale organizations;
• Wholesale organizations have the opportunity to choose the most profitable type of goods for trade, for example, alcohol, tobacco, semi-finished products or household chemicals. Stores try to create the widest possible range, satisfying all the wishes of customers;
• when purchasing goods in bulk, significant savings occur, which means that when organizing wholesale trade, the entrepreneur can set his own retail price for the product;
• All conditions for the purchase/sale of goods between wholesale trade organizations and retail stores are regulated by the contract. This eliminates possible conflicts, misunderstandings and disagreements. Payment for delivered products often occurs immediately - when trading in bulk, there is no need to wait for their sale by end consumers;

In addition, the legislation of our country provides for different taxation rules for wholesale and retail trade. Thus, retail trade enterprises are subject to the Unified Tax on imputed income, and wholesale trade organizations pay contributions under the General or Simplified Taxation System (OSN or STS). These schemes are simpler.

Retail trade also has a number of advantages:

• retail trade involves a larger number of transactions and outlets for the sale of goods;
• there are also no costs for maintaining large warehouses;
• The retail price can be an order of magnitude higher than the wholesale price, which means you can earn more on “retail” with a competent approach and trade margins.

But in general, the advantages of wholesale trade in the realities of the modern economy are obvious.

You need to keep records of goods regardless of whether you trade wholesale or retail. The automation program Business.Ru will help you with this. Combine all company operations into one scheme - from ordering to a supplier to shipment to a client. Organize the smooth operation of several departments in a single database.

Types of wholesale trade

First, decide on the type and forms of wholesale trade that will suit your business. The two main forms of wholesale trade are transit and warehouse:

In the first case, products are delivered to the retail network directly from the manufacturer or wholesale organization, without delivering goods to warehouses. Its advantage is that the safety of goods is higher and trade turnover occurs faster.

In the warehouse form, goods are sold directly from warehouses. This type of wholesale trade is the most common today, since it is possible to pre-sale goods and supply retail stores with small quantities of goods of the required range.

Wholesale trade enterprises are also distinguished by the breadth of the range of goods - from 1 to 100 thousand items is “considered” a wide assortment, less than a thousand items of goods are a “limited” assortment of a company in the field of wholesale trade, and less than two hundred items are already a “narrow” assortment. or "specialized". Based on the size of turnover, large, medium and small wholesalers are distinguished.

Also, organizations in the field of wholesale trade may differ in the method of delivery - when goods are delivered by employees of a wholesale company and on company vehicles, or when goods are issued to retail stores directly from the warehouse.

Organization of wholesale trade also implies various systems sales of goods on which your wholesale business will be based - “exclusive”, “selective” or “intensive”:

In the first case, the manufacturer issues a license to trade in accordance with the terms of franchising. The number of intermediaries here will be limited.

“Selective” sales implies the conclusion of dealer or distribution agreements between the manufacturer and wholesale trade organizations. As a rule, the sales market for technically complex products operates in this system.

With an “intensive” sales system, work occurs simultaneously with big amount intermediaries and wholesale trade organizations.

How to organize a wholesale business from scratch

How to start a wholesale business?

First, you need to decide on the types of goods and the industry in which you plan to conduct your wholesale business. Carefully study this area and the experience of other wholesalers, analyze the specifics of the activities of the main players - large enterprises.

First of all, pay attention to goods or products that are produced in your region. What is it famous for? For wholesale trade, choose goods that are in high demand, regardless of the season, but at the same time, try to choose niches that are “unoccupied” by competitors and those areas where you can “play” with prices.

A lot of controversy arises among novice entrepreneurs: which goods are more profitable to trade in wholesale and which in retail? The main law of business in wholesale trade is the competent selection of assortment. You can independently choose the most profitable products for wholesale trading.

First, ask yourself: what products will always be in demand among customers? For example, alcohol, tobacco, and food products are the most popular among retail store customers.

But here special attention should be paid to the fact that food products have a limited and short shelf life or special storage conditions in the warehouse. Household chemicals, cosmetics are also in great demand among consumers - these products are in demand at any time of the year and regardless of the economic situation in the country.

Organizing the sale of agricultural products in bulk directly from the manufacturer is also likely to be successful - the demand for goods such as milk, potatoes, flour, cereals, sugar, vegetables and fruits is consistently high all year round.

When organizing wholesale trade, pay attention to the ease and specificity of transporting goods. Obviously, delivering furniture is much easier and safer than delivering drinks in glass containers to stores.

The Business.Ru program will help you effectively manage your assortment, control receivables and payables, and place orders based on sales data.

The next stage is the selection of storage space. Before starting a wholesale business, pay attention to this aspect: finding a warehouse can be a big problem.

Today, many entrepreneurs note an insufficient amount of warehouse space in major cities and small towns. Renting them can be expensive, depending on the size of the warehouse and its location.

Important! You need to rent or buy warehouse space immediately after you have decided on the type of product you will resell.

Think about whether it would be more profitable for you to build your own warehouse than to rent a ready-made space on a monthly basis? Now exists a large number of opportunities for the construction of prefabricated warehouses - they are built in a short time and are suitable for specific types of goods for wholesale trade.

Also consider options for purchasing or renting warehouse equipment, refrigeration chambers, and shelving.

Set the target turnover value for your wholesale trade enterprise. This can be done based on an analysis of the number and volume of orders from wholesale buyers and their direct survey; you can also evaluate statistical data on the sale of goods and market conditions.

Today, organizing wholesale trade is unthinkable without such an important condition as the presence of a reliable supplier. Finding a supplier is the main stage of organizing a business.

Most the best option- this is to find a manufacturer in your region to work with him directly. That is, to find those who directly produce goods or products and are interested in their speedy sale on the market.

It could be a dairy plant or a furniture factory. This is, a priori, more low prices, and you won’t have any problems with delivery when organizing wholesale trade.

Often manufacturers, especially large federal ones, deal with a large number of different wholesalers or dealers in the regions, so the “chain” of resales can be long and “pass” through several wholesalers and resellers at once.

It depends on the demand for products, the volume of the retail market in your region and the number of competing enterprises in the wholesale trade sector. In any case, products reach retail stores through the wholesale business, where they are purchased by end consumers.

When starting a wholesale business, think about the fact that the wider the range of goods for resale in your wholesale organization, the higher the profit will be. It is obvious that the “increase” in volumes and contracts with suppliers will occur gradually.

Find major manufacturer, who does not yet have a company that carries out wholesale purchasing of goods in your region, is really difficult. But large suppliers and manufacturers are interested in cooperation with the wholesale business, which means you will be offered a system of discounts and bonuses.

Of course, by working directly with manufacturers, you can save a lot.

INTRODUCTION

Wholesale trade is part of the market for goods and services, i.e. consumer market. Historically, it was the consumer market that initially emerged. These are commodity exchanges, many other forms of wholesale and retail trade, marketing and marketing organizations, etc. Historically, developing and improving as objective economic conditions matured, markets for production factors were separated from the market for goods and services. This made markets more expedient and rational, more specialized, and therefore more perfect.

The relevance of the topic of the course work “Organization of wholesale trade” lies in the fact that at the present stage of economic development, in the conditions of already relatively established economic relations and a competitive environment, it becomes relevant not only the general improvement of existing technologies for organizing wholesale trade, but also the introduction of new techniques for the economy product promotion.

Wholesale trade as a market for intermediate sellers expresses the totality economic relations persons and organizations purchasing goods for resale or rental to other consumers for a profit. The use of intermediaries is mainly due to their unmatched effectiveness in making a product widely available and reaching its target markets. Because of their contacts, experience, specialization, and scope of operations, wholesalers offer a firm more than it would normally be able to do alone.

The subject of the study is the process of organizing wholesale trade. The object of the study was the enterprise OJSC “Adygeyaturist”.

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

Define the meaning of wholesale trade;

Study the functions performed by wholesale trade;

Familiarize yourself with the types of wholesale trade enterprises;

Research the marketing decisions of the wholesaler;

Complete an individual task.

Research methods:

Analytical;

Comparative;

Survey method;

Evaluative.

The research used the works of famous Russian economists and marketers, such as S.N. Vinogradova, G.Ya. Goldstein, A.N. Romanov, A.P. Gradov, R.A. Fatkhutdinov, V.M. Tarasevits, Z.A. Utkin, A.P. Durovich and others, and also used the results of research by foreign economists M. Porter, F. Kotler, M. MacDonald, J.Zh. Lambin, A. Diana and others.

IMPORTANCE OF WHOLESALE TRADE

The main participants in the commodity market - manufacturers, intermediaries, consumers of products - must be equal partners, which is manifested in such a form of commodity relations as wholesale trade, which can actively regulate the accumulation and movement of products in time and space. Wholesale trade is a form of relations between enterprises and organizations in which economic ties for the supply of products are formed by the parties independently. It influences the system of economic relations between regions and industries, determines the routes for the movement of goods in the country, thereby improving the territorial division of labor and achieving proportionality in the development of regions. For a rational distribution of the trading environment, wholesale trade must have specific data on the current state and future changes in situations in regional and industry markets.

Historically, the process of development of the commodity economy contributed to the isolation of the sphere of circulation and the identification of intermediary industries in it - wholesale and retail trade. Wholesale trade precedes retail trade; as a result of wholesale trade, goods do not pass into the sphere of personal consumption, they either enter industrial consumption or are purchased by retail trade for sale to the public. Thus, wholesale trade turnover represents the total volume of sales of goods to manufacturing and trading enterprises, as well as intermediaries to other trading enterprises and legal entities for subsequent sale to the population or for industrial consumption. Wholesale trade includes any activity of selling goods and services to those who purchase them for resale or professional use. Wholesalers differ from retailers in the following ways:

The wholesaler pays less attention to incentives, store atmosphere and location of his outlet;

The wholesaler deals primarily with professional clients rather than end consumers;

Wholesale transactions are usually larger in volume than retail transactions;

The trading area of ​​a wholesaler is usually much larger than that of a retailer;

Legal regulations and tax policies for wholesalers and retailers differ.

Wholesale trade provides services to goods manufacturers and retailers. As a result of its activities, the product moves closer to the consumer, but does not yet fall into the sphere of personal consumption.

The most important task of wholesale trade is to systematically regulate product supply in accordance with demand. The objective possibility of successfully solving this problem is due to the intermediate position of wholesale trade: it concentrates a significant part of commodity resources, which makes it possible not to be limited to passive operations, but to actively influence the sphere of production, retail trade and, through it, the sphere of consumption. Wholesale trade, like no other link associated with the sale of goods, is capable of actively regulating regional and industry markets through the accumulation and movement of goods. This area of ​​work should occupy a decisive place in all its activities. Wholesale enterprises are called upon to improve the chain of goods distribution, develop centralized supply and circular delivery of goods. Currently, along with the positive aspects, there are significant shortcomings in the activities of wholesale enterprises. Frequently, delivery deadlines for goods are not met, and contractual obligations regarding the volume, range and quality of goods supplied are violated.

The efficiency of the functioning of the entire national economic complex, the balance of the domestic market, and the satisfaction of the growing needs of people largely depend on the work of wholesale trade. In the new economic conditions, the scope of wholesale trade will be significantly expanded. The strengthening role of commodity-money relations is associated not only with the development of wholesale trade in consumer goods, but also with the transition to wholesale trade in means of production. These two forms become the most important channels for the systematic movement of material, technical and commodity resources. Wholesalers ensure efficiency in the trading process. A small manufacturer with limited financial resources is unable to create and maintain a direct marketing organization. Even with sufficient capital, the manufacturer prefers to allocate funds to the development of its own production rather than to organizing wholesale trade. The efficiency of wholesalers is almost always higher due to the scale of operations, more business contacts in the field of retail sales and the availability of special knowledge and skills. Retailers dealing in a wide range of products usually prefer to purchase the entire range of products from one wholesaler rather than buying parts from different manufacturers. Wholesale trade connects almost all sectors of the economy, all enterprises and organizations engaged in material production and commodity circulation. It includes the stages of promoting goods from manufacturers to retail enterprises, and in the case of trade in products for industrial and technical purposes - directly to consumer enterprises. The following forms of wholesale trade exist:

Direct connections between manufacturers and buyers;

Through intermediary organizations and enterprises; commercial contacts of market entities.

Direct connections in economic relations between producers and buyers of goods are practiced during transit (wagonload) deliveries of a consignment of products.

Economic ties for the supply of products can be short-term, up to a year, or long-term. A rapid change in the range of products, high rates of updating its product range, and the one-time nature of consumption require short-term economic ties, but in most cases long-term ties are more economically feasible. In case of long-term economic relations, the supplier and buyer are given the right to determine the nomenclature and types, delivery times, quality of supplied products, financial liability and material reward for fulfilling delivery conditions. Such connections provide the parties with direct contact, allow them to coordinate the frequency of delivery, reduce the time for agreeing on the terms of the assortment, additional technical requirements. Consumers can encourage manufacturers to produce high-quality products, and manufacturers interested in selling products can provide various assistance and services to consumers.

The organization of direct long-term economic relations allows:

Release the parties from the annual drawing up of a supply agreement (the agreement is drawn up for several years);

Periodically adjust the assortment and quarterly delivery dates;

To develop technology for manufacturing products and thereby improve their quality;

Coordinate production schedules with interested other enterprises;

Reduce deadlines for submitting specifications;

Reduce document flow in the circulation area.

Wholesale trade through intermediary organizations and enterprises (wholesale stores and depots, small wholesale and company stores, etc.) is appropriate for buyers who purchase products on a one-time basis or in volumes less than transit standards.

Having warehouse space, warehouse technological equipment (racks, containers, bunkers, tanks, etc.) and lifting and transport equipment (loaders, cranes, conveyors, etc.), intermediary enterprises organize the acceptance, sorting, storage, and release of goods to customers. In addition, these enterprises provide customers with various services (product preparation and consumption, commercial and information, transport, freight forwarding, leasing, etc.).

Commercial contacts of market entities are of several types.

a) Direct exchange of goods - barter transactions. In this case, agreements are used for the supply of a specific type of product from one enterprise to another, and vice versa. In barter transactions, as a rule, there is exchange in kind. During the sale of goods, competitive bidding may be scheduled, with sellers determining the terms of trade and giving characteristics of the product or service in writing. The buyer, having studied the offers, chooses the best in his opinion.

b) Auction trade is becoming widespread, in which the seller, in order to obtain the greatest profit, uses the competition of buyers present at the sale. An auction sale can be conducted by a seller or an intermediary organization specializing in this type of trade. The auction offers goods both in large quantities (wholesale trade) and individual items (retail trade). Public auctions are held at a predetermined time in a special place. Organizing an auction includes preparation, inspection of goods by potential buyers, the auction itself, registration and execution of auction transactions.

c) The commodity exchange plays a significant role in wholesale trade.

On the stock exchange, goods are sold without inspection, trade transactions are not concluded. Commodity exchanges carry out the purchase and sale not of goods as such, but of contracts for their supply. At the same time, there is a free purchase and sale of contracts (the buyer is free to independently choose the seller, and the seller is free to choose the buyer). Transactions are concluded only by professional intermediaries - brokers. Basic market prices are set by stock exchange quotes and are formed under the influence of real supply and demand relationships. The buyer gives the broker an instruction to carry out an exchange transaction, which specifies a specific product, its delivery time, and price.

d) The opportunity to establish commercial contacts between the manufacturer and potential buyers is created by wholesale fairs. The wholesale purpose of fairs is to establish direct business contacts between market entities (product manufacturers, intermediaries, buyers) interested in the sale and purchase of specific commercial products.

Wholesale trade is the purchase and sale of goods. Workers in this activity provide communication between producers and consumers. Sometimes a whole organization becomes a client of a wholesale enterprise. She is essentially both a buyer and a consumer. But most often there are one or more intermediate links. Until a product makes its way from the wholesaler to the consumer, it usually passes through 2-3 intermediaries (retailers).

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

What is wholesale trade?

Wholesale trade is one of the types of economic activity that helps to establish relationships between suppliers and buyers. During their interaction, each has its own benefit. Buyers receive affordable goods, sellers receive profit.

At the moment, wholesale trade is developing very rapidly, suppliers and the scope of their activities are expanding day by day. This is due to constant profit, good income. In addition, the emergence of new suppliers is also beneficial for buyers, since the range and competition between them is growing. This invariably leads to lower production costs and, as a consequence, lower prices at final retail outlets.

Wholesale distribution does not have a fixed quantity of goods supplied. An agreement is concluded between the supplier and the buyer, which specifies the amount and number of products. The only thing we can say for sure is that trade is carried out in batches. Typically, delivery is focused on subsequent resale to the final buyer.

Wholesalers and their differences from retailers

A wholesaler is a company or individual that carries out related activities. It provides its services not only to retail organizations, but also to manufacturers and their sales offices.

A wholesale trade center and the people involved in this activity differ from retail centers in several ways:

• Minimizing advertising. A wholesaler deals with professional clients who independently collect information about the product. Only end consumers are interested in advertising.
• Maximum transaction size, as well as a large trading area. Compared to retailers, these parameters are several tens (or even hundreds) times higher.
• Different positions regarding legal norms and taxation by the state.

Sometimes manufacturers bypass wholesalers and market the goods themselves. But this is aimed mainly at small businesses. Large manufacturers prefer not to waste time searching for customers.

Wholesale trade and its essence

The wholesale trade center initially interacts with manufacturers. He goes to the sales office, where he “picks up” a certain amount of products (sometimes the entire product). Then it goes to retailers, and we distribute the shipment between them. Again, sometimes all the goods are picked up by one representative or company. After this, the products are supplied directly to personal consumption.

The most important task of this type of economic activity is to regulate supply and demand. Trade centers, in fact, can successfully cope with it, since they are the so-called intermediate link. They hold back some of the goods, then the demand for them will increase. Also, to increase supply, the products are supplied to the market in abundance.

It should be noted that wholesale trade activities are significantly limited. She can only work with the data that is given to her. It cannot influence the sphere of production or final sales. And it certainly doesn't have any direct impact on consumers.

Wholesale functions

Wholesale trade enterprises are sources of communication between individual regions of the country, and also in a global sense they contribute to interaction between states, both neighboring and distant. This is their main function. But there are also minor ones:

• Incentivizing manufacturing enterprises to create new products, modernize old models and widely introduce modern technologies.
• Participation in creating a range of goods and services, monitoring market conditions.
• Assumption of commercial risk. Some products may become unsaleable. Therefore, there will be no demand for them among retailers. It will not be possible to return the invested funds.
• Organization of warehouse operations, providing all conditions for storing certain products.

Finally, it should be pointed out that wholesale trade in products is intended for another function. She delivers goods to retail chains. Otherwise, they will not see the end consumer.

Retail and consumer service levels

Wholesale and retail trade are very similar. Both of these concepts imply that sales activities will be carried out. But retail sales are the sale of products to end consumers who will use them for personal purposes that are far from commercial.

There are several levels of service in the activity under consideration:

1. Self-service. It implies that a person will independently choose products and their names.
2. Free selection of products. Indicates that the consumer will be offered many goods of the same purpose, among them he will choose those that he likes best.
3. Limited service.
4. Full service (like in a restaurant).

There are a huge number of enterprises engaged in retail trade. These include various shops, catering establishments and others.

The essence of wholesale trade.

Role and functions wholesale trade .

Exchange form wholesale trade .

The essence and content of procurement work.

Purchasing goods at wholesale fairs and wholesale markets.

Types of wholesale trade enterprises.

Impact of wholesale trade on retail trade.

Types and forms of wholesale trade turnover.

Analysis of sales of goods and serviceswholesale enterprises .

Analysis of plan implementation and dynamics of wholesale trade turnover.

Organizing and regulating - to ensure the rational construction and harmonious functioning of the economic system with the help of impulses that stimulate structural changes.

The macroeconomic functions of wholesale trade are transformed at the micro level into various subfunctions or functions of wholesale trade enterprises, among which are the following:

Economic integration of territories and bridging the spatial gap;

Transformation of the production assortment into a commercial one range goods;

Formation of reserves to insure against changes in demand for goods;

Antialiasing prices;

Storage;

Refinements, bringing goods to the required quality, packaging and packing;

Lending to its clients, especially small retail enterprises;

The development of market relations contributes to the emergence of new elements in the activities of wholesale enterprises, providing a variety of management and consulting services to their clients.

The functions of wholesale trade can also be divided into two types:

Traditional - mainly organizational and technical (wholesale purchase and sale, warehousing and storage of inventories, transformation of the range of goods, their transportation);

New ones that arise under the influence of market developments.

The wholesale purchase and sale company has been one of the most important functions of wholesale trade since process of the social division of labor, it became isolated into an independent sub-sector of trade. When contacting product manufacturers, wholesalers Intermediaries act as representatives of demand, offering the product to customers, they act on behalf of producers.

Wholesale enterprises organize the delivery of goods to various regions of the country, thanks to which the territorial division of labor is improved. The transport function is manifested when goods are delivered from the enterprise’s warehouses to the retail network or to off-market consumers in their region.

Historically process development of the commercial economy contributed to the separation of sulfur circulation and the allocation of intermediary agents in it industries- wholesale and retail trade. Wholesale trade precedes retail trade; as a result of wholesale trade, goods do not pass into the sphere of personal consumption, they either enter industrial consumption or are purchased by retail trade for sale to the public. Thus, wholesale trade turnover represents the total volume of sales of goods to manufacturing and trading enterprises, as well as Intermediaries other commercial enterprises and legal entities. persons for subsequent sale to the population or for industrial consumption.

The functions of wholesale trade can be divided into two types: traditional - mainly organizational and technical (wholesale purchase and sale, warehousing and storage of inventories, transformation of the range of goods, their transportation) and new ones that arise under the influence of market development.

The specialization of wholesale trade in performing the contact function (connection between the product manufacturer and the buyer) provides significant savings in distribution costs, which leads to a reduction in the number of contacts. As a result (i.e.), it saves time, since it is freed from purchasing from many manufacturers, and reduces material costs associated with storage, formation of a product range and their delivery.

One of the main functions of wholesale trade workers is to purchase goods.

Basic forms of wholesale trade. Wholesale trade is a form of relations between enterprises and organizations in which economic ties for the supply of products are formed by the parties independently.

It influences the system of economic relations between regions and industries, determines the routes for the movement of goods in the country, due to which the territorial division of labor is carried out, and proportionality in the development of regions is achieved

Currently, wholesale trade has the main forms:

transit, when the wholesale base sells goods without delivery to its warehouses, directly to the end user;

warehouse, when goods are sold directly from their warehouses.

The result of these forms of sales is wholesale transit turnover and warehouse turnover, which accounts for more specific gravity. Transit trade turnover is divided into:

Trade turnover with participation in settlements. Trade Organization pays the supplier the cost of the shipped product, which it then receives from its customers.

Supplier turnover without participation in settlements. The Supplier submits an invoice directly to the Buyer for Payment.

With the Transit Supplier Firm, the supplier base performs an intermediary role between Suppliers and recipients for a fee.

At the same time, it concludes contracts with the Supplier and semi-suppliers and monitors the implementation of contracts. The labor intensity of transit turnover by the supplier is lower than warehouse turnover, therefore, with a relatively tall sizes markups, it is beneficial for wholesale stores. The justification for the transit shipment of goods is an order that is issued to wholesale Enterprises and addressed to a specific manufacturer, and a copy is sent to the Buyer of the client base.

In the warehouse form of Trade, the following methods of wholesale sales of goods from a warehouse are used:

Personal selection of goods by buyers is practiced for Trade Items of a complex assortment (cars, furs, the latest models of sewing Trade Items, furniture), when a choice is needed taking into account color, model, pattern.

Sale of goods through mobile rooms of product samples, which are equipped in the bodies of cars, equipped with drawers, display cases with samples, advertising albums, catalogs, business cards, on the basis of which the merchandiser fills out applications for the delivery of goods to customers.

Sale of goods through truck warehouses, which are loaded with Goods at the base and, leaving on schedule, release the Goods to stores.

Modern commodity Exchanges on the Russian Market cannot be identified with modern Exchanges in the West. In the Russian Federation, the volume of all products sold on stock exchanges in the total production volume as of January 1, 1996 was about 2%, and in the leading capitalist countries of the world - 42%, respectively.

Traits Exchange trading:

Regularity of resumption of exchange Bidding, their high level of organization, subordination Exchange trading established rules, conducting trading at a strictly designated time and place.

For the Stock Exchange Trading Company there is a big preliminary work on establishing standards for Goods, their interchangeability, developing standard contracts, quotation of prices, advertising and information activities and others.

Trading on the stock exchange is carried out in mass homogeneous Goods, qualitatively comparable, individual Political Parties of which must be interchangeable. The Trading Process establishes minimum Quantities for the goods sold.

Trading on the stock exchange is regulated by the Law of Ukraine “On Exchanges and Trading on the Stock Exchange”. The current volumes of trading on the exchange increase the share of monetary resources and Securities by reducing the share of raw materials, materials and goods. Domestic futures trading in currency contracts is gaining momentum, Securities . In Ukraine, contracts are just being formed and are at the initial stage of their development.

Sharp with contracts existing commodity and equity markets in Russian Federation, contracting is a normal and positive phenomenon leading to the establishment of genuine trading on the stock exchange.

The efficiency of Wholesale Trade is characterized by the quantity and quality of services provided by the Wholesale Enterprise to its clients - buyers and Suppliers of goods. Based on their functional purpose, the following main sets of services are distinguished:

Technical - storage, makovka supplier, labeling, transport and forwarding services, etc.;

Organizational and advisory - consultations on issues of assortment and suppliers of goods, operation of Trade Items, Firms Retail sales, demand study, etc.

Services provided by a wholesale enterprise to its customers, as a rule, must be paid. Specific Sizes Payments services should be specified in contracts concluded between the wholesale enterprise and clients.

The essence and content of the procurement work

Purchasing Work is the basis of commercial activity in Trade. Essentially, commercial work begins with it. To sell the Product to the Buyer and receive it, you must have the Product. The main function of commodity circulation boils down to changing the form of Value according to the formula M-T and C"-M".

The formula reveals the essence of commercial work in Trade - having a certain amount of money, he purchases a Product, which he then sells into money with some increment. Based on the main function of commodity circulation, we can conclude that commercial Work in Trade begins with the purchase of goods for the purpose of their subsequent Sale.

By their economic nature, purchases represent wholesale or small-scale trade turnover carried out by entities Trading activities for the purpose of subsequent resale of purchased goods.

Properly organized wholesale purchases make it possible to create the necessary trade assortment of goods to supply the population or retail trade network, to influence manufacturers of goods in accordance with the requirements of consumer demand, provide effective work trading enterprise.

In a market economy, procurement technology in Ukraine has undergone fundamental changes.

The stock distribution of goods under a planned centralized system of economic management, a system of centralized attachment of buyers to Suppliers, fixed state prices, inequality of economic entities, strict regulation of the supply of goods, lack of independence, initiative, and enterprise of commercial workers has been replaced by the era of free Market relations which are characterized by: freedom to choose a partner, a counterparty for the purchase of goods; multiple sources of procurement (Suppliers); equality of partners; self-regulation of Goods Supply Processes; freedom Pricing; Competition between suppliers and buyers; economic responsibility of the parties; initiative, independence and enterprise of the merchant in purchasing goods.

supplier Work on the wholesale purchase of goods consists of the following stages: studying and forecasting consumer demand; identification and study of sources of receipt and suppliers of goods; The company has rational economic relations with Suppliers of goods, including the development and conclusion of supply agreements, the provision of orders and applications to Suppliers; Company of accounting and counter-supplier purchases.

Commercial Work on wholesale purchases of goods in market conditions should be based on the principles of modern Market analysis. Using methods Market analysis commercial workers, executives, managers of trading enterprises receive the necessary information about what Trade Items Consumers want to buy and why, about the Prices that Consumers are willing to pay, about in which regions Demand on Data The item of trade is highest, where sales or purchase of products can bring the greatest Profit.

Studying and forecasting consumer demand is a necessary marketing condition for conducting successful commercial work on the procurement of goods. Marketing science has developed a whole arsenal of tools and methods for studying and forecasting consumer demand that must be used in wholesale purchasing companies. Therefore, wholesale purchases should begin with a study of demand, customer needs for Products, purchasing intentions and other factors that shape Demand . Wholesale bases, being trading enterprises and serving a certain territorial-economic region, study mainly the volume of consumer demand for certain types of goods and, in some cases, the assortment structure of demand. For this purpose, wholesale enterprises use various methods for studying and forecasting demand. These methods include operational accounting of sales of goods and movement of inventory for the past Period, studying and summarizing applications and orders of retail trade enterprises for the need and supply of goods, accounting and analysis of the unsatisfied demand of wholesale buyers, holding assortment and market meetings with buyers of goods, etc.

To carry out work on studying and forecasting demand at large and medium-sized trading enterprises, marketing services (departments) are created, one of the main functions of which is to study both the total volume of demand (Market capacity) and the intra-group structure of demand for purchased Goods.

To successfully carry out commercial operations for the purchase of goods, wholesale centers must systematically identify and study sources of purchases and suppliers of goods. Business workers must have a good knowledge of their economic region and its natural resources, agriculture, production capabilities and the Assortment of produced Trade Items at industrial enterprises. suppliers An important role in commercial work is given to the search for additional resources from local raw materials, products of cooperative Industry, subsidiary farms, products of individual labor activity. The commercial apparatus of wholesale bases must identify opportunities for the development of new types of production and restoration of old forgotten crafts, especially artistic ones, keep records and routinely study specific Suppliers, identify and register manufacturers of goods not yet connected by contractual relations with the base, prepare Offers on issues of increasing the production of necessary goods, expanding the range, and improving quality.

Commercial workers must visit manufacturing enterprises in order to familiarize themselves with the production capabilities of the Enterprise, the volume and quality of products, and also participate in meetings with Industry workers, exhibitions and viewings of new samples of Trade Items, and wholesale fairs.

Commercial workers need to constantly monitor advertisements in the media, prospectuses, and catalogues. The formation of commodity resources is the subject of the constant work of the trading apparatus of wholesale bases. In market conditions, the forms and methods of this Work have undergone significant changes. The main changes are that the methods of centralized distribution of commodity resources have been replaced by the market practice of free purchase and sale of goods at Demand and Supply Prices. Therefore, the commercial initiative of sales workers to involve maximum commodity resources in trade turnover in order to obtain the necessary Arrived must be combined with concern for end customers, taking into account their solvency, preventing unjustified price increases, and providing the population with the opportunity to purchase Goods at affordable Prices.

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Sources of goods receipt include Industries National economy producing various consumer goods (agroindustrial complex, light industry, mechanical engineering). Suppliers of goods include specific enterprises from various sources of income, i.e. certain branches of the national economy, various fields production and economic activities producing goods and services.

Taking into account the variety of suppliers, suppliers of goods can be classified into different groups according to various criteria.

In a generalized form, all Suppliers of goods can be divided into two categories: supplier-manufacturers and suppliers-intermediaries, purchasing goods from their manufacturers and selling them to wholesale buyers.

Intermediary suppliers can be nationwide wholesalers, regional level various product assortments (specializations), which form the basis of the wholesale structure system in the consumer Market, wholesale intermediaries (distributors, broker enterprises, agent enterprises, dealers), as well as organizers of wholesale turnover (wholesale fairs, auctions, commodity, wholesale and small wholesale markets, warehouse stores).

Wholesale intermediaries in a market economy acquire independent importance in the field of purchasing activities.

Distributor - A company that carries out sales on the basis of wholesale purchases from large industrial manufacturers of finished products. This is a relatively large Company that has its own warehouses and establishes long-term contractual relationships with industrialists.

Wholesale trade is one of the important links in the distribution of goods. Wholesale trade is a catalyst for ongoing changes in production and consumption in the face of constantly changing market needs.

Wholesale trade, as a field of activity, is a form of relations between enterprises and organizations in which economic ties for the supply of products are formed by the parties independently. It influences the system of economic relations between regions and industries, determines the routes for the movement of goods in the country, thereby improving the territorial division of labor and achieving proportionality in the development of regions. To rationally distribute the trading environment, wholesale trade must have specific data on the current state and future changes in situations in regional and industry markets.

Based on the scale and nature of their activities, wholesale enterprises at the federal and regional levels are distinguished.

Based on product specialization, wholesale enterprises are divided into specialized and universal.

Based on their location and role in wholesale trade, these enterprises are divided into:

1. enterprises specializing in wholesale trade and acquiring ownership of goods;

2. enterprises performing the functions of wholesale intermediaries and not acquiring ownership of goods (enterprises - agents, brokerage houses, commodity auctions);

3. enterprises that organize wholesale turnover (commodity exchanges, wholesale food markets, etc.). They themselves are not subjects of wholesale trade activities.

The main objectives of wholesale trade are:

· marketing study of the market, supply and demand for consumer goods;

· placement of production of goods in the range, quantity and quality required by the consumer;

· timely, complete and rhythmic provision of goods in a wide range of intermediary, retail enterprises and consumers;

· organization of storage of inventory;

· organization of systematic and rhythmic import and export of goods;

· ensuring the priority of the consumer, strengthening his economic impact on the supplier, depending on the reliability of economic relations and the quality of the supplied products;

· ensuring the stability of partnerships in economic relations, interconnection in all temporary categories (long-term, medium-term, current, operational);

· organizing the systematic delivery of goods from production regions to consumption areas;

· wide application economic methods of regulating the entire system of relationships between suppliers, intermediaries, consumers; reduction of total costs associated with the promotion of goods from manufacturers to consumers.

The reasons for failure to complete the listed tasks are varied and include:

Limited scope of commercial activities of wholesale enterprises;

Significant reduction in production volumes of domestic goods,

Poorly developed information network,

Lack of close ties between commodity producers and trade,

Financial problems of enterprises,

Unstable economic situation in the country, consequences of the crisis.

When locating wholesale enterprises, provisions are made shortest paths and the minimum link of product distribution, ensuring maximum speed of promotion of goods into the retail trade network, minimum costs for bringing goods to the consumer. When placing, a number of economic and geographical transport factors are taken into account (density of the trading network, location of manufacturing enterprises, use of the most convenient routes of communication).

Wholesale purchases and wholesale sales of goods are the basis of the commercial activities of wholesale firms. The correct and precise organization of the wholesale purchasing process largely determines the timeliness and rhythm of the supply of goods to the retail network and, accordingly, the efficiency of the activities of the wholesale enterprise itself.

The wholesale procurement process consists of the following operations: studying the sources of purchases of goods, studying demand, submitting and coordinating orders for the supply of goods, concluding contracts for the supply of goods, operational planning of wholesale purchases, operational accounting of the fulfillment of supply contracts by suppliers. The main sources of purchases from wholesale enterprises can be: 1) manufacturing enterprises - industrial, agricultural enterprises, farms, local industry, etc.; 2) large wholesale intermediaries; 3) foreign suppliers.

The technological process in warehouses includes: acceptance of goods in terms of quantity and quality, organization of storage, packaging, subsorting, repackaging, document processing and release of goods from warehouses. The general diagram of the warehouse technological process is shown in Figure 9.

Moving to the loading area

Loading goods onto a vehicle

Figure 9. General diagram of the warehouse technological process

Goods are delivered to the warehouses of wholesale enterprises by rail or by car. Technology of unloading operations Vehicle and acceptance features depend on the physical and chemical properties of the unloaded goods, the type of transport packaging, and the type of vehicle.

Acceptance of goods is carried out in accordance with GOSTs, specifications, instructions on the acceptance procedure for quantity and quality, concluded contracts, etc.

Storing goods is one of the most important functions of warehouses. Its implementation is ensured by a system of measures, including: the creation of a storage regime taking into account the physical and chemical properties and characteristics of each product, the development of an optimal layout of goods, the determination of methods for storing individual goods, and ensuring constant monitoring of the quality of goods. Experts in the field of wholesale trade believe that the cost of storing goods is 18-25% annually. Goods stored in a warehouse can become ballast. The greater the volume of goods and the level of its circulation, the greater the opportunities for the success and growth of the enterprise, the stability of its financial position.

When organizing the storage of goods, the following principles should be taken into account:

1. storage of goods depending on their size and weight;

2. storage of goods according to the principle of homogeneity;

3. storage of goods of high consumer demand in active zones; low demand – in reserve zones;

4. separate storage of goods for specific purposes;

5. the principle of commodity neighborhood;

6. FIFO principle (first in, first out).

When organizing the storage of goods, it is important to assign certain goods permanent places storage and indexing.

Wholesale sales can be organized by supplying goods from the warehouses of wholesale enterprises or directly from manufacturers with whom the wholesale enterprise has economic relations. In the first case, the turnover is called warehouse turnover, and in the second - transit. Wholesale enterprises can carry out mutual purchases in which goods do not leave the scope of wholesale trade. This kind of turnover is called intrasystem.

The choice of the form of wholesale sales is determined by comparison of costs.

Methods of selling goods from a warehouse are: sale on the basis of personal selection, by written and telephone orders, by parcel operations, through traveling sales agents.

When selling on the basis of personal selection, the buyer selects goods from the warehouse. The client first gets acquainted with the assortment and samples of goods available in the warehouse, in assortment rooms and showrooms.

The showroom is the commercial center of a modern wholesale business. It concentrates the main work related to organizing the sale of goods: familiarizing buyers with samples of goods, preparing the relevant documentation for the sale and operational accounting of goods.

The system of personal selection of goods makes the relationship between employees of the wholesale enterprise and representatives of the retail trade more specific and efficient. It allows you to quickly identify the attitude of buyers to the range of goods, their quality and external design, determine trends in changes in demand, take into account their comments and wishes when drawing up orders and when purchasing goods from manufacturers.

For wholesale sales by telephone and written orders, a department for receiving orders is created in a wholesale trading enterprise. This method is used if personal acquaintance with product samples is not required.

Pre-orders by phone, fax, or modem help save customers time and improve their execution. When placing orders by phone, it is possible to clarify customer requirements regarding the quantity and quality of goods supplied, agree on the replacement of goods, and provide advice on storage and advertising. The sale of goods using this method is carried out for goods of a simple assortment or well-known goods of a complex assortment.

The parcel sales method is used for the supply of small quantities of goods to as soon as possible. Customers can familiarize themselves with the offered range of goods in catalogs and brochures, which provide characteristics of the goods sent by parcels, as well as the terms of their payment and ordering procedure. The catalogs include goods that are not subject to storage in the warehouse of the wholesale enterprise. Brochures inform the buyer about properties, technical specifications, design features, warranty repairs, methods of use and care of the product.

In wholesale trade, the method of selling goods through traveling sales agents who regularly visit retail outlets in order to familiarize them with the assortment and form orders for the supply of goods is becoming increasingly widespread. Sales agents are provided with albums, catalogs, and brochures for goods in stock. Their activities help generate consumer demand, contribute to changes in consumption patterns, expansion of sales markets, and growth in the profitability of a trading enterprise.

Organization of wholesale sales through traveling sales agents involves the following activities: fulfillment of the planned sales plan, assignment to each sales agent certain territory services, monitoring the quality and timely fulfillment of orders from their clients, conducting promotional events, training and retraining of personnel. The size of the service territory depends on the number of retail trade enterprises, the scale of their activities and the volume of goods purchased.

Wholesale trade enterprises specialize in commercial intermediation in establishing economic relations between manufacturing enterprises and various trading enterprises, as well as in the purchase and sale of goods from warehouses and the provision of related services.

Services have a significant impact on the effectiveness of the process of selling goods in a wholesale trading enterprise.

Wholesale trade services can be used not only by retailers, but also by manufacturers, providers of various services, as well as small wholesalers.

The main services in wholesale trade include:

Production services: sorting of products, packaging in small containers, packaging;

Responsible storage of products;

Transport and forwarding services: delivery of goods from warehouses of wholesale trade enterprises, forwarding services;

Intermediary services: assistance in establishing economic relations, placing orders at enterprises, selling excess, substandard inventory, waste, secondary raw materials; selling products on a commission basis, concluding contracts with transport companies, etc.

Information services: information about the purpose of products; information about the method of transportation and storage rules that ensure the safety of consumer properties; information on product prices, possible discounts, surcharges and conditions under which they may be applied;

Reception and replacement of defective products;

Certification services for purchased and sold products;

Weighing and metrological services.

Analyzing current state wholesale trade, the following points can be distinguished:

Large shopping complexes are being created, competition is increasing, profits are decreasing;

Inflation causes an increase in fixed costs /overheads/;

Buyers have a wide range of product choices;

Consumer requirements are changing rapidly and significantly;

Shortage of cash causes inventory reduction;

Are used Computer techologies processing of statistical data (the profitability of goods is easily determined, costs are analyzed).

All of the above difficulties necessitate the need to improve the qualifications of enterprise personnel and comprehensively research and analyze the market situation.

Control questions:

1. Name the essence of the commercial activities of wholesale trading enterprises.

2. List the main tasks of wholesale trade in market conditions.

3. Explain the procedure for making bulk purchases.

4. Name the sources of supply of goods to wholesale trade enterprises.

5. What operations does the warehouse include? technological process?

6. Explain the content of the basic principles of storing goods in a warehouse.

7. Describe the methods of selling goods from the warehouses of wholesale trade enterprises.