Main functions and types of intermediaries. Role and functions of wholesale trade Who carries out wholesale trade

Essence, functions and objectives of wholesale trade

in market conditions.

Introduction. 3

1. The essence of wholesale trade and its role. 4

1.1. The concept and characteristic features of wholesale trade. 4

1.2. The meaning and functions of wholesale trade. 7

2. Classification of wholesale trade enterprises. 13

2.1. Types of wholesale trade. 13

2.2. Signs of classification of wholesale enterprises

and their varieties. 15

3. Status and main directions of development

wholesale and intermediary activities in Russia. 20

3.1. The state of wholesale trade in Russia. 20

3.2. Main directions of wholesale development

trade in modern Russia. 21

Conclusion. 26

Literature. 28

Application. 32

Introduction.

Wholesale trade plays an important role in the development of the circulation of consumer goods. By transforming the production assortment into a trade one, determining the structure and direction of commodity flows, acting in the market as an intermediary between industry and the retail trade level, wholesale enterprises and organizations contribute to the harmonization of the country’s single consumer market.

World experience and domestic practice show that the functioning of a system of intersectoral, regional and interregional connections is unthinkable without the participation of wholesale trade as an active commercial intermediary.

By the time economic relations were reformed, wholesale trade in Russia was a fairly powerful, stable and territorially uniform structure.

The presence of wholesale trade in a market economy is an objective reality and necessity.

The targets for the development of wholesale trade as an active commercial intermediary, which is a key link in the product distribution system, are also undergoing a radical change.

Thus, the importance and relevance of the topic discussed in this work is very high. The purpose of the work is to identify the essence, functions and tasks of wholesale trade in market conditions.

1. The essence of wholesale trade and its role.

1.1. The concept and characteristic features of wholesale trade.

The modern market economy is a flexible system of adapting production to consumption based on marketing tools. Its mechanism is implemented through the functioning of certain economic institutions and, above all, an integral system of intermediation based on acts of purchase and sale of goods or services.

The domestic history of trade development shows that only in the early thirties, after the abandonment of private entrepreneurial activity in the national economy, national statistics officially recorded the categories - wholesale and retail trade, defining their conceptual content. In the previous period, there was virtually no clear economic division of trade into wholesale and retail.

Traditionally it is believed that wholesale trade - This is the sale of relatively large lots, and the division and sale of smaller lots that differ from the standard ones in size or quantity is retail.

Unlike retail, wholesale trade was almost always associated with the batching of goods, mediating the initial stage of their movement to the market. There was virtually no other sign, in particular, the movement of goods for personal or industrial consumption, the entry of goods into the trade and distribution network for further resale, etc. In Russia, the regulatory documents currently in force do not contain a specific definition of the concept of “wholesale trade”. At the same time, not a single regulatory document regulates the mandatory size of the minimum delivery lot, nor has the payment procedure been established.

It was during this period, in connection with the abandonment of the practice of private entrepreneurial activity in the country, that statistical innovations (for accounting purposes) determined the conceptual content of wholesale and retail trade turnover. The sale of goods for further resale became known as wholesale trade, and the sale of goods for personal, individual consumption became known as retail trade.

Wholesale trade enterprises specialize in commercial intermediation in establishing economic relations between enterprises producing goods and retail trade enterprises or other wholesale buyers, as well as in the purchase and sale of goods from warehouses and the provision of related services.

Trade intermediation in the economic sense is a fairly broad concept. It includes a significant range of services:

finding a counterparty;

preparation and execution of a transaction; lending to parties

carrying out transport and forwarding operations;

insurance of goods during transportation;

fulfillment of customs formalities;

carrying out maintenance, etc.

Trade and intermediary firms are legally and economically independent of the manufacturer and consumer of goods. They act in order to make a profit, obtained either as a result of the difference between the prices for purchasing goods from manufacturers and the prices at which these goods are sold to customers, or in the form of remuneration for the services provided to promote goods to the market. Trade and intermediary firms are mainly engaged in commercial activities, although the largest of them also carry out production operations, mostly associated with the processing of goods purchased and sold by them.

The experience of countries with developed market relations shows that in the distribution of goods a wide variety of enterprises, organizations and individuals perform trade and intermediary functions. Thus, in the United States there are two dozen different types of enterprises and organizations providing trade intermediary services. Taking into account product specialization, their number exceeds several thousand.

The wholesale link, determining the structure and direction of commodity flows and transforming the production assortment into a trade one, acts as a conductor for a fairly large mass of goods to the consumer market. Wholesale trade is characterized by:

purchase of large quantities of goods from manufacturers;

increasing the number of stages of intermediate users of products;

adaptation of the product range to the needs of intermediate and final consumers;

pursuing a policy of timely updating and improving the quality of goods;

availability of sufficient capital to organize and conduct trade;

acceptance of risk when handling goods.

Thus, manufacturers and retailers have every reason to resort to the services of wholesale structures.

Wholesale -

Wholesalers differ from retailers in a number of ways.

First, the wholesaler pays less attention to sales promotion, atmosphere and location of his sales establishment, since he deals primarily with professional clients.

Secondly, wholesale transactions are larger in volume than retail transactions, and the trading area of ​​the wholesaler is usually larger than that of the retailer.

Third, with regard to legal regulations and taxes, the government approaches wholesalers and retailers from different perspectives.

1.2. The meaning and functions of wholesale trade.

In the recent past, in domestic economic science, the concept of “wholesale trade” was theoretically defined as a form of planned distribution of resources in the national economy and the organization of the sale of products to enterprises with the widespread use of commodity-money relations. Wholesale trade in industrial and technical products was defined as a form of planned distribution of material resources, based on the state plan for the development of the national economy.

Market transformations of the economy have also changed the content of wholesale trade as an economic category. In marketing textbooks, the category “wholesale” is defined as “any activity of selling goods or services to those who purchase them for resale or professional use.” At the same time, the feasibility of having a wholesale distribution link is justified by the fact that wholesalers ensure the efficiency of the trading process. This efficiency is achieved by the fact that, firstly, a small manufacturer with limited financial resources is not able to create and maintain a direct marketing organization; secondly, even with sufficient capital, the manufacturer would rather prefer to allocate funds to the development of production rather than to organizing wholesale trade; thirdly, the efficiency of wholesalers will likely be higher due to the scope of operations, a larger number of business contacts in the retail sector and the presence of special knowledge and skills; fourthly, retailers dealing with a wide range of products often prefer to purchase the entire range of goods from one wholesaler, rather than in parts from different manufacturers.

The wholesale distribution industry has stood the test of time and operates reliably throughout the world due to its role as an intermediary for the distribution of goods produced by industrial, agricultural and processing industries. It is impossible for each manufacturer to have its own network of supply and market organizations, since then to cover sales costs it is necessary to significantly increase the cost of products.

Wholesalers, with their knowledge of the needs of regional markets, have proven that they can successfully perform supply functions at prices acceptable to consumers.

Today, the wholesale distribution industry continues to develop. An increasing number of wholesale companies are using in their activities new methods and technologies that are so successfully used in industry. This allows you to optimize all production and financial operations, helps reduce prices and improve customer service. Many distributors are now equipped with advanced real-time inventory management systems, automated invoicing and ordering systems. Modern technologies are penetrating the warehousing industry, where computer and other equipment are successfully used. Research conducted by the American National Distributors Association irrefutably shows that this trend is growing.

The number of wholesale trade enterprises is growing every year and is associated with the expanding needs of consumers in the conditions of constant updating of the range of goods and services. These enterprises make a significant contribution to the distribution of the national product. They are full members of the business community in each region. Many of them are geographically located near the main highways of the country, others concentrate their activities around seaports and airports.

The importance of wholesale trade for the counterparties involved in transactions is that wholesale trade provides the following advantages for manufacturers:

relieves sales organs. There is no need to issue multiple invoices, invoices, ledger entries and reminder letters. The costs associated with the sale of products are reduced, since instead of a large number of retail enterprises, deliveries are made only to a small number of large wholesale enterprises;

reduces fluctuations in production capacity utilization. The wholesaler places orders several months in advance, so the manufacturing plant can plan long-term. Thus, the utilization of production space becomes more uniform, and production becomes more rational, production costs are reduced;

the risk associated with storing products in a warehouse is reduced. The manufacturer has the opportunity to ship goods ordered by the wholesaler immediately after their production;

The financial advantages are that, as a rule, the wholesaler makes payments in a short time using a discount for payment in cash in advance or by issuing obligations on bills of exchange. Thus, the manufacturer receives the necessary free funds to continue its production.

the organization of procurement is facilitated. From a large number of offers from manufacturers, the wholesaler selects the most profitable ones, combines them into one order, and thereby makes the choice easier for the retailer;

Urgency and small volume of deliveries are ensured. The retailer can stock up on goods at short notice and in arbitrarily small quantities at any time. There is no need to maintain large warehouse stocks and the risk is reduced;

Credit assistance is provided. The experience of many years of business relationships gives the wholesaler the opportunity to assess the creditworthiness of the retailer and provide him with appropriate credit assistance;

provides services for organizing sales of goods.

The licensing functions of wholesalers are as follows.

1. Sales and its promotion. Wholesalers have a sales force that helps a manufacturer reach many small customers at a relatively low cost. The wholesaler has more business contacts, and often the buyer trusts him more than some distant manufacturer.

2. Purchasing and formation of product range. The wholesaler is able to select products and create the necessary product range, thus relieving the client of significant hassle.

3. Breakdown of large quantities of goods into small ones. Wholesalers provide customers with cost savings by purchasing goods by the carload and breaking large quantities into small ones.

4. Warehousing. Wholesalers store inventory, thereby helping to reduce related costs for suppliers and consumers.

5. Transportation. Wholesalers provide faster delivery of goods because they are closer to customers than manufacturers.

6. Financing. Wholesalers finance their customers by providing them with credit, and at the same time finance their suppliers by issuing orders in advance and paying bills on time.

7. Taking risks. By taking ownership of the product and bearing the costs of theft, damage, deterioration and obsolescence, wholesalers assume some of the risk.

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

9. Management and consulting services. A wholesaler often helps retailers improve their operations by training their salespeople, participating in store layout and display design, and setting up accounting and inventory management systems. In recent years, the growth of wholesale trade has been facilitated by several significant trends in the economy: 1) the growth of mass production in large enterprises remote from the main users of finished products; 2) increasing production volumes for future use, and not to fulfill specific orders already received; 3) an increase in the number of levels of intermediate producers and users; and 4) an increased need to adapt goods to the needs of intermediate and final users in terms of quantity, packaging, etc.

2. Classification of wholesale trade enterprises.

2.1. Types of wholesale trade.

World practice has identified the following types of wholesale trade:

trade through a wholesale purchasing network, which includes exchanges, fairs, auctions, and wholesale food markets. Purchases agricultural crops, raw materials and other goods subject to storage, such as grain, cotton, wool, metals, scrap metal. Constant monitoring of changes in market conditions (exchanges, exhibitions, auctions) is necessary to reduce the risk associated with price fluctuations;

trade through direct production links. It usually connects two successive stages of the production process, and is of particular importance in the trade of ferrous metals and steel;

wholesale trade in raw materials and supplies. This type of wholesale trade in turn includes:

Wholesale trade with centralized delivery of goods. A wholesaler supplies goods to retailers and also provides them with extensive services;

Wholesale trade with receipt of goods from the supplier. The wholesaler's client, retailer or large consumer picks up the goods themselves;

Wholesale trade "Cash-and-Caggu" with payment in cash before acceptance and transportation of goods by the buyer (wholesale trade using the self-service method). This type of wholesale sales is carried out to regular consumers (retailers, restaurant and canteen owners), who complete their orders in the warehouse using the self-service method. Payment for goods is made in cash (cash), the client loads and removes goods (cash) independently (pickup). For example, a retail trader can independently purchase the required daily amount of vegetables and fruits at the central market every day; restaurants do a similar operation, purchasing batches of vegetables, fish, meat, etc. from the markets;

wholesale trade from racks (Rask Jobber). Large retailers provide the wholesaler with sales floors with shelving or space on shelving. The merchant, at his own expense, carries out the current filling of the shelves, as a rule, with simple goods and takes back unsold goods. In this way, it takes the burden off the retailer and complements its product range.

Based on the assortment, the following types of wholesale trade are distinguished:

wholesale trade in a wide range of goods. In a wide and in-depth assortment of various product groups, the consumer finds an offer that meets his demand, for example, wholesale trade in food products;

specialized wholesale trade. The wholesaler forms a small but in-depth assortment of goods of varying quality from one product group and thereby provides the consumer with a wide selection of goods.

2.2. Signs of classification of wholesale enterprises.

To determine the distinctive features of certain types of wholesale enterprises operating on the market, one should consider the signs of systematization of their individual species groups, given in Appendix 1. The purpose of the classification is to better understand the essence of the individual distinguished types of wholesale trade enterprises. It is important to emphasize that no enterprise can be unambiguously identified using any one (several) characteristics.

The system of sectoral national economic classifiers, currently used by statistical bodies, is focused even more on the structural, departmental, sectoral division of groupings of statistical objects and does not take into account the requirements of new economic conditions: emerging types of economic activity, organizational and structural transformations, etc.

The classification criteria can be systematized in the following list.

According to the main function performed. There may be two levels here: 1) the location of the wholesale enterprise relative to manufacturers and buyers of products and 2) the composition of the services provided. Depending on the place in the distribution of goods from one client to another physically (territorially) the wholesale enterprise occupies, several options are possible: output wholesale bases carry out batch picking, packaging, loading and shipping to customers; trade and purchasing bases (TPB); authorized trading bases, for example, for excisable goods.

According to the specialization of wholesale enterprises. Practice distinguishes several groups in terms of specialization. In the wholesale trade of consumer goods, four groups of enterprises are usually distinguished: mixed, universal, specialized and highly specialized. At the same time, the range of mixed enterprises includes groups of food and non-food products; universal - most groups of food or non-food products; specialized - one or more product groups. Highly specialized - carry out trade in goods of one enterprise. In the practice of supply and distribution enterprises, three types are usually distinguished: universal, mixed and specialized. This division is based on a product characteristic, and the number of product types varies from many groups to two or three and even one. Most departmental wholesale bases, as well as those located in peripheral areas, are universal. The division of wholesale enterprises and the boundaries between individual groups are largely arbitrary.

By area of ​​activity of wholesale enterprises. This characteristic characterizes the geography of the wholesale enterprise’s clients: sellers and buyers of goods. Since, as we noted, wholesale trade in our country is characterized by its primary focus on the buyer (consumer), the area of ​​activity is characterized by the location of the latter and their belonging to a particular area. We can distinguish specific groups of wholesale enterprises focused on the national domestic market: enterprises with several meso-districts (krais, regions, republics) in their area of ​​activity; enterprises with one meso-region as their area of ​​activity; several areas; one area. In this regard, the names of wholesale trade bases, both consumer goods and material and technical supplies, often contain a clarification word: republican, interregional, regional (territorial), interdistrict, district. Republican, interregional bases according to their place in goods circulation are weekend, trade and purchasing bases. Interdistrict, regional and district bases, as well as interregional bases, perform the function of trade (supply) wholesale enterprises.

By departmental affiliation of wholesale trade enterprises. This feature has lost its former meaning, but for a number of wholesale structures it still exists.

According to the form of ownership of the wholesale enterprise. In this sense, the following main types of wholesale enterprises can be distinguished: those owned by the state, shareholders, cooperatives, and private individuals. In the total volume of wholesale trade turnover, the leading role belongs to joint-stock wholesale enterprises.

According to the nature of the acquired ownership of the product. When characterizing the types of enterprises operating on the wholesale market, it is necessary to proceed from the fact that their operation or construction incorporates, to one degree or another, almost each of the listed characteristics. In a real market environment, there are a number of varieties of such enterprises, differing in specific organizational, technical and technological functions, and scale of activity (Appendix 2). The most significant include:

Commercial intermediary firms are wholesale enterprises that carry out wholesale trade at their own expense and with the use of loans, both from their own warehouses and from the warehouses of manufacturers and other wholesale intermediaries.

Wholesale bases are enterprises that organizationally unite warehouses specialized in the technical characteristics of processed products, with unified energy, transport and other communications, as well as centralized forwarding and support services, and a management apparatus that organizes the warehousing and shipment of products.

Commodity exchanges are organized commodity markets with established admission rules and fixed membership.

Wholesale stores are wholesale enterprises that are as close as possible to product buyers.

Trading houses are brokerage firms that carry out transactions in real goods for their own account or for the account of manufacturers, consumers or other wholesale enterprises.

Fairs and exhibitions are short-term wholesale markets periodically organized in a designated place on the basis of inspection of samples of goods.

Auctions are special markets created in certain places for the sale of goods with individual properties through public auction.

Brokerage firms (firms, brokers) are intermediary trading enterprises acting in the interests of their clients at their expense (receiving a commission for this) and in their own interests at their own expense.

Dealer offices (firms, dealers) are intermediary enterprises (legal entities or individuals) that carry out transactions for the transfer of securities, currency and precious metals at their own expense and on their own behalf.

Traveling salesmen are traveling representatives of trading companies who offer customers goods based on samples or catalogs they have.

Trade and industrial agents are persons acting on behalf of trade (industrial) enterprises or other persons as intermediaries in the sale of goods or their advertising on the basis of an agreement for a fixed commission.

Associative voluntary associations of entrepreneurs and businessmen. These include, in particular, chambers of commerce (commercial and industrial). Chambers of Commerce (CC), existing in countries with market economies, unite enterprises of industry, agriculture, trade, and the banking system on the scale of administrative-territorial units (regions, cities, districts).

By offering goods to the retailer through the listed wholesale structures, wholesale trade significantly reduces the range of tasks for the latter to purchase goods.

3. The state and main directions of development of wholesale intermediary activities in Russia.

3.1. The state of wholesale trade in Russia.

Before the liberalization of economic relations in Russia, there was a predominantly single-channel system of product distribution, which was characterized by:

the predominance of state wholesale enterprises and, consequently, a high level of monopolization of wholesale intermediary services;

the uniformity of organizational structures of wholesale enterprises and the management mechanisms they use;

strict regulation of the work of regional wholesale enterprises from the center in terms of limiting the area of ​​their activities, unifying their product profiles and organizing economic activities;

the lack of a marketing commercial approach to the organization of trade and economic activities in connection with the centralized distribution of commodity resources used.

As a result of the hasty and ill-conceived privatization of state wholesale enterprises in 1992-1994. the existing system of commodity distribution was essentially destroyed. Former state-owned wholesale enterprises lost a significant part of their customers and their orders for the supply of goods. In order to survive, they were forced to rent out warehouse space to other commercial structures, as well as create their own retail network.

Newly created wholesale enterprises and intermediaries were initially focused on fast-turnover, highly profitable groups of goods and quite often on imported goods, payment for which is made on credit terms, and not on the basis of advance payment, which is typical for the supply of domestic goods. And the number of intermediate links in them in 1997 turned out to be 2.5 times higher than in the public sector (Appendix 3).

For these reasons, as well as due to the lack of qualified personnel or necessary working conditions, many wholesale structures do not pay sufficient attention to quality control of purchased goods. As a result, the trading network turned out to be saturated with a significant mass of low-quality food and non-food products.

3.2. The main directions of development of wholesale trade in modern Russia.

In modern conditions, the problem of creating a modern infrastructure of wholesale intermediary services based on a competitive multi-channel distribution system is becoming extremely relevant. Therefore, the “Concept for the development of wholesale trade in consumer goods”, developed by the RF Committee on Trade and adopted by the Interdepartmental Commission on Consumer Market Problems in 1995, defines the principal directions of the wholesale intermediary structure and the organizational basis for their functioning.

The main goals for the development of wholesale intermediary structures are:

formation of reserve sources of financing commodity distribution processes.

These goals can be achieved by solving the following long-term objectives of the state policy for the development of wholesale trade:

structural restructuring of wholesale trade, including stimulation of small enterprises;

attracting non-traditional sources of financing for the development of the material and technical base of wholesale trade;

widespread application of the principles of strategic and marketing management;

stimulating the introduction of progressive, including logistics, principles of organizing goods distribution.

The long-term goal of the structural policy for the development of wholesale trade is to ensure market diversity of organizational structures of wholesale intermediary activities, guaranteeing the maintenance of the necessary level of competition in the market of wholesale intermediary services, both for manufacturers of goods and wholesale buyers. The process of creating market diversity of intermediary enterprises includes two main directions:

formation of a typical variety of wholesale intermediary activities;

formation of species diversity of wholesale intermediary structures.

The typical variety of wholesale intermediary enterprises is determined by the scale of their activities and includes two types of organizational structures:

wholesale intermediary structures on a federal scale;

wholesale intermediary structures on a regional scale.

Species diversity is determined by the motives for the choice of specific forms of product distribution by manufacturers and trading enterprises and includes the following types of wholesale and intermediary activities:

enterprises specialized in wholesale activities that carry out a full range of purchasing and sales operations with the acquisition of ownership of goods;

intermediary wholesale structures that do not acquire ownership rights to the goods;

organizers of trade turnover.

The formation of a modern infrastructure of wholesale intermediary services is one of the key problems in the development of the commodity circulation system and the country's economy. This is due both to the interests of manufacturers of goods, who need a reliable and rhythmically functioning system for the distribution of goods, and to the interests of retailers and other wholesale buyers who need a system of uninterrupted supply of goods.

To form organizational structures and conditions for their interaction, ensuring the continuity of reproduction of goods and services, the “Comprehensive Program for the Development of the Infrastructure of Commodity Markets of the Russian Federation for 1998-2005” provides for the solution of the following tasks:

formation of a network of intermediary organizations and warehousing facilities that ensure effective wholesale trade, disaggregation of shipments, storage and movement of goods with minimal costs;

increasing the competitiveness of goods through the creation and use of packaging products that meet international standards;

creation of a network of facilities and conditions that ensure the distribution of goods in terms of transportation, payment, settlement and credit needs;

improving the regulatory framework for the functioning of commodity markets and their infrastructure;

creation of effective information support for the functioning of commodity markets;

development of modern forms of market infrastructure management, etc.

In the conditions of market relations, many elements of the infrastructure of wholesale intermediary services are formed at the expense of investment funds of interested participants in commodity circulation, taking into account the dynamics of the rate of profit in these industries. However, some progressive types of wholesale intermediary activities that ensure significant qualitative changes require government support. State support is also necessary in the formation of an information support system for wholesale intermediary structures. In conditions of increasing competition in the field of wholesale intermediary activities, it becomes necessary to monitor and forecast the development of the wholesale intermediary services market and its segments. To solve these problems, it is necessary to create information centers that ensure the exchange of commercial and financial information between manufacturers of goods, wholesale intermediary structures, retailers and other wholesale buyers.

Thus, the main strategic objectives of the development of wholesale intermediary activities in our country are the establishment of a multi-channel distribution system and the formation of modern wholesale intermediary structures, diverse in functional areas and the nature of the operations performed. When solving them, not only the established trends in traditional forms of organizing wholesale intermediary activities should be taken into account, but also modern trends in the development of inter-industry integration and logistics principles for organizing product distribution.

Conclusion.

Wholesale - This is any activity of selling goods or services to those who purchase them for resale/or professional use.

Wholesalers differ from retailers in a number of ways. First, the wholesaler pays less attention to sales promotion, atmosphere and location of his sales establishment, since he deals primarily with professional clients. Secondly, wholesale transactions are larger in volume than retail transactions, and the trading area of ​​the wholesaler is usually larger than that of the retailer. Third, with regard to legal regulations and taxes, the government approaches wholesalers and retailers from different perspectives.

The goals of wholesale trade development are:

creation of a developed structure of distribution channels;

maintaining the required intensity of trade flows;

formation of reserve sources of financial support for the goods distribution process.

In the conditions of market economics, the functions of wholesale trade also change - on the one hand, they become more complicated, and on the other, they become personified. Wholesale trade enterprises should specialize in commercial intermediation in establishing economic relations between enterprises producing goods and retail trade enterprises or other wholesale buyers, as well as in the purchase and sale of goods from warehouses and the provision of related services.

The main objectives of a wholesale trading enterprise are:

searching for suppliers of goods for retailers and other buyers;

purchase of goods from manufacturers and their delivery, storage;

formation of a trade assortment in accordance with the requirements of retail enterprises;

providing manufacturing enterprises with sales of their goods;

marketing research for goods manufacturers and retailers;

information service.

At the macro level, wholesale trade performs the following functions:

integrating (ensuring the relationship between partners in the supply of products, in finding distribution channels);

evaluative (determining the level of socially necessary labor costs through pricing);

organizing and regulating (ensuring the rational construction and harmonious functioning of economic systems with the help of impulses that stimulate structural changes).

The macroeconomic functions of wholesale trade are transformed at the micro level into various functions of wholesale trade enterprises: economic integration of the territory and bridging the spatial gap; transformation of the production assortment into a commercial one; formation of inventory; price smoothing; storage; refinement, bringing goods to the required quality; packaging, packing; lending; marketing market research and organization of advertising campaigns.

The main strategic objectives of the development of wholesale trade in modern Russia are the establishment of a multi-channel distribution system and the formation of modern wholesale intermediary structures, diverse in functional areas and the nature of the operations performed. When solving them, not only the established trends in traditional forms of organizing wholesale trade should be taken into account, but also modern trends in the development of inter-industry integration and logistics principles for organizing the distribution of goods.

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Annex 1.

Classification of wholesale trade enterprises,

operating in the commodity market.

Appendix 2.

Basic forms of organizing wholesale trade on the commodity market.

Appendix 3.

The number of intermediate structures between production and final sale of products on the consumer goods market.

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There, p. 90.

Wholesale.

One of the main tasks of trade is to ensure the effective movement of goods from producers to final buyers (consumers). In many cases, such movement of goods cannot be carried out without the participation of wholesale trade, designed to ensure the appropriate accumulation of necessary goods and their movement in space and time.

Usually under wholesale trade refers to any activity involving the sale of goods or services for their further resale or production use. In this case, a wholesaler can be either an individual or a company. It is only important that the main activity is wholesale trade.

Basic functions of wholesale trade.

The main functions performed by wholesale trade are:

· collection and processing of information about demand, buyers and offers;

· purchasing and formation of product assortment. A wholesaler has the opportunity to purchase a wide range of goods in large quantities from different manufacturers;

· selection, sorting and formation of the most acceptable shipments for the buyer. The wholesaler, on the basis of large shipments, forms small ones, if necessary, sorts them, packages them, etc.;

· warehousing and storage of goods;

· transportation of goods. Sometimes wholesalers provide direct delivery of goods to their places of sale;

· participation in the promotion of goods to the market;

· risk distribution. Wholesalers assume the risk of being responsible for theft, damage and obsolescence of inventory;

· financing supplies and sales. This can be either an advance payment for the goods supplied to the manufacturer, or a loan to the seller or buyer;

· provision of consulting services.

The number of listed functions and the level of their implementation depend on what form of wholesale trade is implemented.

Who carries out wholesale trade?

Wholesale trade can be carried out by both commodity producers and various commercial wholesale companies. Agents and brokers are directly involved in wholesale trade.

Under retail trade refers to the activity of selling goods and services to final customers who purchase them for consumption purposes. The end customer will not necessarily consume the product or service itself. He can buy it, and he can consume it with others, or it will be consumed by other people altogether. For example, you bought bread, brought it home, and your family consumed it without you. So you can be the end buyer, but not be the consumer.

The retailer always has direct contact with the final buyer (consumer), regardless of what he is and where and how he sells his goods and provides services. Such contact determines the basic functions that retail trade is designed to provide.

Order No. 490

Course work

Topic: “The role and functions of wholesale trade in the development and strengthening of economic ties in the country’s domestic market”

Introduction........................................................ ................................ 4

1.1. The essence of economic relations.................................................... 7

1.2. The role of wholesale trade in the development of economic relations in the commodity market.................................................... ............................................. 12

2.1. Basic forms of organizing wholesale trade on the commodity market.................................................... ........................................................ ............... 22

2.2. The role and functions of wholesale trade in the wholesale services market 26

3.1. Basic and additional services.................................................. 34

3.2. The role of commercial structures in the development of economic relations.................................................... ........................................................ ........................... 35

Conclusion................................................. ............................... 38

Literature................................................. ........................... 40

Applications........................................................ ............................ 42

Introduction

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 determined by the intermediate position of wholesale trade. It concentrates a significant part of commodity resources, which allows us not to limit ourselves 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. Under 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.

Wholesale trade plays a significant role in the system of economic relations between regions of the country, industries, manufacturers of goods and retail trade. For example, by purchasing flax from collective and state farms and selling it to textile industry enterprises, wholesale trade becomes a link between agriculture and industry. The further movement of the produced fabric, in particular its supply to garment workers, is also serviced by wholesale trade. Thus, it connects the textile and clothing industries. Finally, by selling ready-made clothing to retailers, wholesale trade enterprises maintain a connection between light industry and trade.

Carrying out economic relations with industry and agriculture, wholesale trade acts as a customer of consumer goods, its functions include the purchase and delivery of goods from manufacturing enterprises. It should be noted that it is designed to actively involve local commodity resources in trade turnover and conduct decentralized purchases of goods from various sources. By organizing the delivery of goods, trade controls whether the industry complies with contractual obligations to supply goods of the appropriate range and quality, strictly within the stipulated time frame. In the warehouses of wholesale enterprises, purchased goods are sorted and discounted if they do not meet the needs of customers or reduce their consumer qualities.

Hence, the question of the role of wholesale trade in the development and strengthening of economic ties in the country’s domestic market is still relevant.

The purpose of this course work is to study the role of wholesale trade in the development and strengthening of economic ties in the domestic market of the country.

The subject of the study is the wholesale trade market.

The main objectives of the course work are as follows:

1. Analyze the essence of economic relations;

2. Explore the role and functions of wholesale trade in the wholesale services market;

3. Analyze the role of commercial structures in the development of economic relations.

The work uses materials from periodical and specialized literature, and statistical data.

Chapter 1 Economic relations and features of their development

1.1. The essence of economic relations

In the context of the transition to predominantly economic methods of management and the formation of market relations, the dependence of the enterprise on higher authorities is reduced, the relative stability of the enterprise’s position in the past is also reduced, and uncertainty is felt in the market environment. This determines the development of new positive forms of interaction and behavior of managers, enhances adaptation in the external and internal environment, strategic orientation in the management of enterprises and organizations, the formation of new structures and forms of trade management.

On the difficult path to the market, economic relations have reached a point where the old structures inherited from vertical departmental systems can no longer fit in with the new economic mechanism, and new forms of management organization have not yet gained strength. From this contradiction arises today the task of a more decisive transition to new structures that provide diverse direct economic ties in the economy instead of rigid and standard vertical systems.

In the conditions of the presence of different forms of ownership and the absence of centralized capital investments in the sphere of circulation, state regulation of the formation and development of the material and technical base of trade acquires a special role. State financing has always played a decisive role in the development of industries in this sphere of commodity circulation. Despite the independence of privatized trade enterprises, without the active participation of the state in modern conditions, their further development is unthinkable, as well as the commissioning of newly built trade facilities and, as a consequence, their response to stimulating technical progress and increasing the efficiency of invested labor.

One of the important areas of implementation were recommendations for the organization and widespread distribution of clothing markets, and for the trade in food products - “super markets”, that is, large universal food stores with a wide selection of food products.

It should be noted that the weakening of state regulation, for a number of objective reasons, led to the disruption of economic ties between related enterprises located in the former Soviet republics; in fact, many of them ended up abroad.

During the reforms, wholesale enterprises, which played a huge role in organizing trade, were hastily liquidated. Wholesalers worked closely with industry, studied demand, and created seasonal stocks of goods. Today, unfortunately, the role of such an organizing link has been reduced. And very often in different regions of the country there is a shortage of certain goods. In addition, there was a shortage of working capital. In mutual settlements between enterprises, prepayment for products was introduced. The lack of free money in stores created a certain difficulty in the sale of products by manufacturers. This caused a sharp reduction in the total volume of production, including low-profit goods.

And although the role of wholesale enterprises in the consumer market infrastructure has now begun to increase, only a third of the goods receipts were sent through these enterprises to the retail trade network, however, the currently achieved level of development of the commodity market infrastructure does not meet the requirements of the free movement of goods. In some cases, there is a distance between business partners, the links in the process of circulation of goods increase, and distribution costs increase.

It would be rational to carry out further resuscitation of wholesale trade in accordance with the Concept for the development of wholesale trade in consumer goods, which is a key component of the formation of a general state trade policy in the domestic consumer market of Russia.

The system of state regulation of the development of wholesale trade should involve clear coordination of the activities of all executive authorities at the federal and regional levels. At the federal level, the main functions of executive authorities should be: general regulation of the activities of the wholesale chain, creating conditions for increasing the efficiency of its work, developing the main directions in its development, pursuing a procurement policy for government needs, etc. At the regional level, the main task of executive authorities should be to specify the application of general rules, taking into account the regional specifics of the development of wholesale markets for trade services, analyze the state of the market for trade services and trends in its changes, ensure the necessary competitive environment in the market, develop regional programs for the development of wholesale trade in consumer goods consumption, etc.

Regulation of wholesale trade must be carried out with the participation of antimonopoly authorities. By regulating the access to the market of new wholesale structures, these bodies will resolve issues of merger or disaggregation of the latter, carry out their certification, if necessary, determine the procedure for the participation of foreign investors, and formulate the necessary protectionist policies.

The mechanism of state regulation of trade activities can also be implemented using organizational and administrative methods of regulation. Through these methods, stable connections and relationships are formed in the management system of trading enterprises and organizations; provisions are being developed that establish the rights and responsibilities of departments, management staff and individual employees; administrative responsibility and control over trade rules are exercised; operational regulation of trade processes. Administrative regulation is implemented through the direct influence of managers on subordinates, higher management structures on lower ones in order to achieve results of economic activity.

This impact is manifested in a variety of administrative orders and regulations, in various regulations, instructions, regulations, standards and other official regulations that organizationally regulate the activities of subordinates.

A market economy in modern conditions necessitates the creation of a trade management structure based on private property. At the beginning of the reforms, trade management bodies collapsed under pressure from above, massive privatization of trade and public catering enterprises took place, trading was eliminated, and the teams of these enterprises acquired the status of a legal entity. New organizational and legal forms of enterprises and organizations were created, some of them, not having their own working capital, were unable to work in conditions of such independence (this was especially true for small enterprises) and found themselves on the verge of bankruptcy.

In the current conditions, the question has arisen about restoring the system of managing trade processes by influencing through licensing, certification of enterprises, services, state participation in the authorized capital of enterprises and trade organizations and restoring the role of wholesale trade in organizing the distribution of goods and supplying retail enterprises, working with subjects to identify the causes reduction in income, tax revenues, transfers to extra-budgetary funds, etc.

When creating a new system of state regulation of trade during the transition period of reforming the domestic economy, it is necessary to take into account that the excessively intensive use of economic methods weakens the effectiveness of market mechanisms and can cause the same harm to the economy as the desire for administrative methods.

The implementation of general and private management functions is associated with solving specific problems using certain management methods. Thus, to implement the marketing function, it is necessary to use methods for developing in-house marketing programs and development forecasts; for the planning function, a number of methods of analysis, planning and forecasting, etc. are performed.

Functions, management methods, economic levers and tools are interconnected into a single economic (economic) management mechanism at the organizational level.

Issues of economic activity are regulated, first of all, by the charter of a trading enterprise, a system of target indicators, internal standards and requirements on certain issues of the organizational, managerial, economic and financial activities of the enterprise.

In the transition from distributive and directive management to regulatory influence, the system of state regulation of trade should be built:

Firstly, taking into account the financial and economic independence (autonomy) of the organization and,

Secondly, based on the conditions of decentralization of management, delimitation of competence, powers and responsibilities between its various levels.

Improving the regulatory mechanism at the level of constituent entities of the Russian Federation and enterprises involves the transformation of management structures of trade based on a clear delineation of the functions of state regulation

1.2. The role of wholesale trade in the development of economic relations in the commodity market

The trade sector today is characterized by constant improvement of forms and technologies. And the wholesale segment is no exception. But if in Moscow some large retail grocery chains have announced their intention to work directly with manufacturers, without intermediary wholesalers, then Oryol wholesalers believe that only large retail chains can do this. In their opinion, regional chains and small retail enterprises are not able to bear the burden of logistics costs, so they will continue to use the services of wholesale divisions.
At the end of 2005, the turnover of wholesale trade in the Sverdlovsk region amounted to almost 583 billion rubles.

In terms of turnover of wholesale trade, public catering and services, the Sverdlovsk region occupies a leading position.

In terms of wholesale trade turnover, the Sverdlovsk region ranks fourth in the Russian Federation, second only to Moscow, St. Petersburg and the Moscow region. Wholesale trade turnover in 2005 amounted to almost 583 billion rubles, which is 1.4 times higher than in 2004.

In 2006, wholesale trade organizations in the Perm region significantly expanded the scope of their commercial activities. As a REGNUM correspondent was informed in the press service of the governor of the Perm Territory, according to the results of the 1st quarter of 2006, the wholesale trade turnover of wholesale trade organizations in the Perm Territory increased by 21% compared to the same period in 2005. and amounted to 46258.8 million rubles.

According to Permstat, in addition to wholesale trade organizations, business entities from other sectors of the economy were engaged in the resale of products purchased externally, taking into account which the total volume of wholesale trade turnover of enterprises (organizations) of all types of economic activity in the Perm Territory amounted to 54,033.1 million in January-March 2006 rubles, or 119.1% compared to the level of the 1st quarter of 2005.
Small businesses make a significant contribution to the formation of wholesale trade turnover in the Perm Territory. In January-March of this year, their share accounted for 63.1% of the total wholesale trade turnover in the region. Including wholesale trade organizations - 64.3%, enterprises (organizations) of other types of economic activity - 56.6%.
The wholesale trade turnover of organizations in all sectors of the economy of the Yamalo-Nenets Autonomous Okrug (Yamalo-Nenets Autonomous Okrug) in January-May 2005 increased by 16.5% compared to the same period in 2004 - to 22.364 billion rubles.

Wholesale trade turnover in Russia in January 2005 increased by 4% compared to January 2004 to 989.3 billion rubles, according to the materials of the Federal State Statistics Service. In January, 82.7% of wholesale trade turnover was formed by wholesale trade organizations, whose turnover increased by 5.2% compared to January 2004 and amounted to 818.5 billion rubles. The share of small wholesale trade organizations accounted for 48.3% of wholesale trade.

Wholesale trade turnover in 2004 amounted to 11,547.8 billion rubles, which is 14.7% higher than in 2003.

In the first half of 2006, the turnover of wholesale trade of wholesale trade organizations (except for trade in motor vehicles and motorcycles) amounted to 9286.9 million rubles, which is 8.1 percent more than in the first half of 2005.

The dynamics of wholesale trade turnover is characterized by the following table (Appendix 1).

In the first half of 2006, small enterprises formed 64.5 percent of the total turnover of wholesale trade organizations. In addition to wholesale trade organizations, resale of products is carried out by organizations of other types of economic activities, taking into account which the total turnover of wholesale trade in the first half of 2006 amounted to 12,664.7 million rubles, or 103.5 percent compared to the level of the first half of 2005.

Sales of certain types of goods by wholesale trade organizations (except for trade in motor vehicles and motorcycles) in the first half of 2006 are characterized by the following data (Appendix 2).

Inventories of individual goods in wholesale trade organizations (except for trade in motor vehicles and motorcycles) are given below:

(at the end of the month) (Appendix 3).

According to the results of a sample survey of the situation and business activity of wholesale trade organizations in the second half of 2006, the general economic situation of organizations compared to the first half of 2006 improved slightly. In the current quarter, 76 percent of respondents rate the economic situation as “satisfactory” and 13 percent as “unfavorable.”

An assessment of the main performance indicators of wholesale trade organizations in the second half of 2006 compared to the previous quarter is presented in the table (as a percentage of the number of surveyed organizations):

The largest wholesale trade turnover is accounted for by organizations with private ownership (82%). State-owned organizations account for 18 percent.

Of the total wholesale trade turnover of the surveyed organizations, 46 percent is the turnover of wholesale trade in food products, 14 percent - chemical products, waste and scrap, 4 percent - fuel, 6 percent - medical goods and cosmetics, 2 percent - machinery and equipment, 1 percent - building materials and timber.

The share of imports in the structure of wholesale trade turnover of the surveyed organizations in the second half of 2006 amounted to 9.5 percent.

The respondents’ assessment of the order portfolio (demand) was as follows (as a percentage of the number of surveyed organizations):

The majority of respondents (60%) believe that in the fourth quarter of 2006 the order portfolio will remain without significant changes, 24 percent expect it to increase.

Compared to the fourth quarter of 2005, managers of 58 percent of the surveyed organizations note an increase in the purchase price of goods (products) and 55 percent expect another increase in the purchase price. In the second half of 2006, compared to the previous half of the year, 53 percent of organizations increased the selling price, 40 percent left it unchanged. In the first quarter of 2007, 53 percent of respondents plan to further increase the selling price.

The level of warehouse inventories in the second half of 2006 was assessed by 82 percent of respondents as “normal.” The share of surveyed trade organizations assessing the level of inventories as “above normal” was 5 percent.

The main types of settlements with suppliers and buyers are shown in the table (in percentage):

Buyers of products are wholesale and wholesale intermediary organizations (38%), retail trade organizations (37%), manufacturing enterprises (12%) and individuals (4%).

Among the factors limiting the activities of wholesale organizations, the following are noted: insolvency of buyers (78%), lack of financial resources (76%), high transport costs (40%), unfair competition (38%), high taxes (36%), high rent (29%), high percentage of commercial loans (24%).

As of January 1, 2007, municipal and departmental boiler houses each had 15.1 thousand tons of coal and 11 thousand tons of heating oil, which is 0.2 and 9.9 percent less than as of January 1, 2006.

Fuel warehouses selling coal to the population and social organizations had reserves of 13 tons as of January 1, 2007, which corresponds to reserves as of January 1, 2006.

Coal and heating oil reserves in warehouses of wholesale organizations and consumers as of January 1, 2006:

The main reserves (22.5% of coal and 74.1% of heating oil) are concentrated in enterprises for the production and distribution of electricity, gas and water. Compared to January 1, 2005, their share in total coal reserves decreased by 5.3 percentage points, and in total fuel oil reserves increased by 9 percentage points.

Fuel reserves in warehouses of wholesale organizations and consumers

(at the beginning of the month; as a percentage of the corresponding date of the previous year)

Wholesale trade indicators for the first half of 2005

Source: Federal State Statistics Service

In the second half of 2006, the turnover of wholesale trade of wholesale trade organizations (except for trade in motor vehicles and motorcycles) amounted to 9286.9 million rubles, which is 8.1 percent more than in the first half of 2006.

State of wholesale trade in 2005 and 1st half of 2006 characterized by the following main results:

The share of wholesale trade in the formation of the gross domestic product of the Russian Federation increased in 2006. amounted to 14.% versus 14.0% in 2005.

For the development of wholesale trade in 2006. 23.1 billion rubles of investment in fixed assets were allocated (excluding small businesses), which is 45.1% higher than the 2005 level. (in comparable prices)

At the end of 2006 the volume of accumulated foreign investments in wholesale trade organizations carrying out foreign trade operations amounted to more than 14.3 billion US dollars, selling consumer goods - more than 5.5 billion US dollars, selling products for industrial purposes - more than 1.4 billion US dollars

There was a steady increase in wholesale trade turnover: in 2006 compared to 2005. the increase was 14.4% (in comparable prices), in the 1st half of 2006 compared to the corresponding period of the previous year 11.0%

Inventories in large and medium-sized wholesale trade organizations during 2006. were subject to minor fluctuations: the highest growth rate of inventory compared to the previous month was observed in April (108.2%), the lowest in May (95.4%)

The financial condition of wholesale trade organizations has improved somewhat in recent years - the balanced financial result obtained by wholesale trade organizations in industrial and technical products in 2006 was compared to the previous year increased by 56.9% and amounted to more than 27.7 billion rubles. The balanced financial result obtained by wholesale trade organizations in consumer goods increased 3.9 times and amounted to more than 330.2 billion rubles. In 2006 Compared to the previous year, the share of unprofitable large and medium-sized organizations in both the wholesale trade of industrial and technical products and the wholesale trade of consumer goods decreased - from 40.8% to 38.7% and from 35.3% to 30.9%, respectively. .

In January-March 2007 wholesale trade turnover amounted to about 5863.6 million rubles, or 119% of the corresponding period in 2006, in March 2007 - about 2665.3 million rubles, or 150%.

In March 2007, 79% of the wholesale trade turnover was formed by wholesale trade organizations, whose turnover amounted to about 2116.2 million rubles, or 151% by March 2006.

Coal and heating oil reserves in the warehouses of consumer enterprises, mining and fuel organizations as of January 1, 2007 amounted to about 301.1 and 11.2 thousand tons, respectively. Compared to April 1, 2006, coal reserves in the region decreased by 8%, heating oil - by 19%.

Fuel warehouses selling coal to the population and social organizations had reserves of 11.8 thousand tons as of January 1, 2007, which is 1.4 times less than a year ago.
In boiler houses operated by municipalities and in departmental boiler houses, coal reserves by the beginning of April 2007 amounted to about 166.3 thousand tons (2% less than at the beginning of April 2006).

In January-March 2007 wholesale trade turnover amounted to more than 5863.6 million rubles, or 119% of the corresponding period in 2006, in March 2007 - more than 2665.3 million rubles, or 150%.

In March 2007, 79% of the wholesale trade turnover was formed by wholesale trade organizations, whose turnover amounted to more than 2116.2 million rubles, or 151% by March 2006.

Chapter 2 The role of wholesale trade in the wholesale services market

2.1. Basic forms of organizing wholesale trade on the commodity market

Historically, the process of development of the commodity economy contributed to the separation of sulfur circulation and the separation of intermediary branches of wholesale and retail trade in it. 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.

The functions of wholesale trade can be divided into two types: traditional, mainly organizational and technical (organization of 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 manufacturer of a product and the buyer) provides significant savings in distribution costs, which leads to a reduction in the number of contacts. As a result, the buyer (i.e. retail trade) saves time, is freed from purchasing from multiple manufacturers, and reduces material costs associated with storage, creating an assortment of goods and their delivery. One of the main functions of wholesale trade workers is to purchase goods.

A progressive form of wholesale purchases of goods is the conclusion of contracts for the supply of goods at wholesale fairs.

The sale and purchase of goods at wholesale fairs is one of the oldest forms of wholesale trade. Wholesale fairs were held back in the pre-revolutionary period, when Nizhny Novgorod, Kiev, Kharkov and other fairs were widely known. During the period of centralized administrative economy, wholesale fairs became widespread in the mid-60s. At that time, they had a positive, progressive meaning, as they allowed buyers to more freely purchase goods based on the samples presented, quickly formalize transactions with contracts, increase their influence on industry, and revived the spirit of competition between producers of identical goods. Subsequently, wholesale fairs acquired an increasingly administrative and directive character, they were organized by state governing bodies, the procedure for their holding was strictly regulated, the sale and purchase of goods distributed centrally, at fixed retail prices, prevailed, according to the plan for attaching buyers to suppliers.

In the context of the transition to market relations, wholesale fairs in their administrative and directive form lost their importance, since they did not ensure free market relations and commercial initiative of goods producers and consumers. During this period, new trade and intermediary structures and permanent commodity exchanges began to better meet commercial goals. However, due to some complexity of putting goods up for auction on a commodity exchange, wholesale fairs have not lost their importance, as we conduct wholesale auctions on a free market basis. Wholesale fairs of international or national scale, as well as wholesale fairs of regional significance, have prospects for development in a market economy. International companies (firms) suppliers of goods from near and far abroad take part in wholesale fairs of international or national importance. They are organized by government authorities, as well as large commercial structures. At local wholesale fairs, in contrast to permanent commodity exchanges for the trade of homogeneous standardized goods, purchase transactions are made; sale of complex assortment goods produced by local manufacturers. At such wholesale fairs, buyers make purchases of goods on the basis of individual selection, comparison, selection from the range of products of various manufacturers at free prices; are in direct contact. The work of the fair is managed by the fair committee, which can create working bodies of the fair (directorate, arbitration, contract accounting group, etc.).

In a number of developed market countries, wholesale markets play an important role, occupying a middle position between a wholesale fair and a commodity exchange. However, unlike the last two, the wholesale food market has its own warehouse. A type of wholesale market are small-scale wholesale warehouse stores, aimed primarily at small buyers of retailers. Small-scale wholesale warehouse stores have become widespread abroad and are called “keshandcarries”. They first appeared in the 30s, and their network is developing to the present day.

By territorial basis, suppliers of goods are local, extra-regional, republican and extra-republican. Wholesale enterprises often purchase goods from extra-regional and extra-republican suppliers, taking into account that not all regions and republics have developed the production of many goods and they have to be imported. Local suppliers often supply goods directly to retailers, bypassing wholesalers.

Suppliers also differ in their affiliation with a particular economic system. Suppliers belonging to the same system that includes wholesale buyers are called in-system, the rest are called out-of-system. According to the form of ownership, suppliers can be private, state, municipal, cooperative and other forms of ownership.

Rational economic ties must be established with suppliers of goods, mainly direct and long-term contractual relationships, allowing the purchase of goods directly from supplier-manufacturers on a stable long-term basis.

Commodity exchanges occupy a special place in wholesale trade. They are similar to trading houses where they sell anything, both wholesale and retail. Basically, commodity exchanges have a specialization: coal, oil, timber, grain, etc. Public exchange trading is based on the principles of a double auction, when increasing offers from buyers meet decreasing offers from sellers. If the bid prices of the buyer and seller coincide, a deal is concluded. Each contract concluded is publicly registered and brought to the attention of the public through the press and communication channels.

Price movement will be determined by the number of sellers willing to sell a product at a given price level and buyers willing to purchase a given product at this price level. A feature of modern exchange trading with high liquidity (a large number of sellers and buyers) is that the difference between the prices of offers for sale and purchase is 0.1% of the price level and lower, while on stock exchanges this figure reaches 0.5% of the price stocks and bonds, and in real estate markets - 10% or more.

2.2. The role and functions of wholesale trade in the wholesale services market

Wholesale trade plays an important role in the development of the circulation of consumer goods. By transforming the production assortment into a trade one, determining the structure and direction of commodity flows, acting in the market as an intermediary between industry and the retail trade level, wholesale enterprises and organizations thereby contribute to the harmonization of the country’s single consumer market.

Figuratively speaking, wholesale trade is the engine, the heart of the circulatory system of the economy. At the same time, she is the eyes and ears of its front line - retail. Wholesale trade has most strongly experienced the devastating consequences of command privatization, from which it has not yet been able to recover.

By the time of liberalization of economic relations, wholesale trade in Russia was a fairly powerful, stable and territorially uniform structure, which was characterized by the following main features:

Approximately equal provision of Russian regions with a specific composition of wholesale enterprises;

Rigid unification of product profiles of wholesale enterprises within regions;

Regulation of the work of regional wholesale enterprises from the center;

Limitation of the area of ​​activity of regional wholesale enterprises;

Centralized formation of the structure of economic relations of wholesale enterprises and their economic mechanism;

Priority development of state wholesale enterprises, which led to a high level of monopolization of the market for wholesale trade services.

As a result, an almost single-channel product distribution system was formed in Russia, which in many ways did not meet the requirements of market development.

A comparison of the quantitative parameters of the development of the domestic wholesale chain with similar indicators in leading market-oriented countries confirms this conclusion. If in Russia in the early 90s there were, on average, 20-25 wholesale structures per region of location (region, territory, autonomy), then in the USA - more than 8 thousand per state, in France - more than 10 thousand per state. one department, in the former Federal Republic of Germany - about 10 thousand per land.

The change in the guidelines for economic development in the country caused serious deformations in the development of wholesale trade.

The elements of stagnation in the national economy, which had been intensifying since the mid-80s, led to crisis phenomena in the wholesale sector in the early 90s. The downward trend in inventories at former state-owned wholesale enterprises continued.

The decisive factors in the growth of negative trends in the wholesale trading services market were:

Continued decline in the production of domestic goods;

Unregulated increase in selling prices by manufacturers in order to ensure their own financial condition against the backdrop of extremely weak efforts to reduce the cost of products;

Extremely high depreciation of investment funds in the consumer market and in the field of wholesale trading activities;

Almost complete depreciation of the own working capital of wholesale enterprises, which in the early 90s accounted for half of their payment resources;

The appearance on the market of a large number of private commission intermediaries in the process of moving goods to consumers, including with shadow capital, which led to inflated prices for goods;

The ineffectiveness of the state's tax policy, which focuses only on the officially registered part of the business sector in the wholesale services market, and therefore the size of the tax burden exceeds all acceptable limits.

In a market economy, the targets for the development of wholesale trade as an active commercial intermediary, which is a key link in the product distribution system, must undergo a radical change.

The goals for the development of wholesale trade should be:

Creation of a developed structure of distribution channels;

Maintaining the required intensity of goods flows;

Formation of reserve sources of financial support for the goods distribution process.

The functions of wholesale trade must change accordingly. On the one hand, they will become more complex, and on the other, they will become personified.

In relation to client-buyers, wholesale trade is designed to perform the following functions: assessment of needs and demand; transformation of the industrial assortment into a commercial one; concentration of commodity mass; storage of inventory; goods delivery; lending; information and consulting services.

In relation to customer-suppliers, the functions of wholesale trade include: concentration of commercial activities; supporting the process of transfer of ownership of goods; investment support for the product distribution process; minimizing commercial risk; marketing services.

The proposed target and functional reorientation of wholesale trade, a change in the guidelines of state policy for its development should contribute to the formation of civilized forms of wholesale trade. Incentives for the production of goods, the solution to painful problems of restoring economic ties, and interregional integration of the consumer market will largely depend on how wholesale trade is formed.

The long-term goal of the structural policy for the development of wholesale trade should be to ensure market diversity of structures engaged in wholesale trade activities, guaranteeing the filling of the consumer market with goods, their unhindered promotion through sales channels, stimulation of domestic producers, and increasingly full involvement of the country in the system of interstate relations.

The formation of organizational structures of wholesale trade is being built taking into account the deepening of recent trends towards the integration of production and sales of goods, the search for new forms of regional, interregional and interstate economic relations.

A feature of the structural policy for the development of wholesale trade in a market business model is the orientation towards a conditionally unstructured scheme of its organization.

This means that the previously dominant various types of standard solutions for organizing wholesale trade on the scale of the federation and individual regions, based on the principles of linear-functional interaction and subordination, cease to exist. The product specialization of a wholesale enterprise, the scope and zone of its activity, the level of autonomy of operation, and functional orientation become the exclusive competence of the enterprise.

An important feature of the state’s structural policy in the field of wholesale trade development should be to give the sub-industry itself economic sustainability based on the consistent development of both typical and species diversity of wholesale structures in the consumer market.

The typical diversity of wholesale structures is a consequence of the different scales of their activities. In this regard, wholesale enterprises at the national (federal) and regional (intraregional) levels should be distinguished.

Wholesale enterprises at the national (federal) level should be the core of the entire intra-industry structure of wholesale trade, guaranteeing its sustainability and strategic stability.

Wholesale enterprises at the national level sell goods to consumers throughout the country. Their main task is to create the necessary structure of distribution channels to serve large domestic producers, foreign manufacturers and suppliers of goods.

A group of enterprises on a national scale will be formed by enterprises that meet federal needs, wholesale structures of an interregional nature, serving the needs of the Far North, Far East and areas of early delivery, wholesale enterprises serving historically established centers for the production of certain goods (textiles, crystal, ceramics, viticulture, furniture and etc.).

The product range of these enterprises should be developed primarily within product groups that ensure the strategic stability of the consumer market (goods for federal needs, supplying special forces, hard-to-reach areas, areas for early delivery).

The most appropriate organizational and legal form of such enterprises may be open joint-stock companies with state participation in their authorized capital (not excluding more rigid forms - state concerns).

In the future, these enterprises will form the basis for the formation of trade, financial, industrial, trade and financial groups and transnational companies.

Wholesale enterprises at the regional level, due to the nature of their activities and place in the general system of commodity distribution, as a rule, complete the process of wholesale sales of goods.

Wholesale enterprises at the regional level purchase goods directly from commodity producers and from wholesale enterprises at the federal level, bringing them to any buyers in their area of ​​​​location. Their main task is to provide goods to regional commodity markets.

A group of enterprises at the regional level should be formed by both autonomous wholesale structures and sales divisions of industrial enterprises (wholesale manufacturer), as well as wholesale structures of large retail enterprises (wholesale retailer).

In organizational and legal terms, wholesale enterprises at the regional level can be and are actually created mainly in the form of business partnerships and joint-stock companies.

Various types of associations are becoming an effective tool for implementing the structural policy for the development of wholesale trade at the regional level. At the same time, associations are formed both in the form of chain wholesale trading companies and in the form of voluntary wholesale and retail chains.

The diversity of wholesale structures means that each type of wholesale enterprise can exist in several forms.

The basis for the variety of types of wholesale structures is the different motivation of the commodity producer for his choice of one or another method of promoting the product produced to the market.

The implementation of each of the possible models of behavior of a commodity producer requires the identification of the following types in the structure of wholesale enterprises:

Enterprises specialized in wholesale trading activities that carry out a full range of purchasing and sales operations with the transfer of ownership of goods to the wholesaler (independent wholesalers);

Intermediary wholesale structures that do not use the transfer of ownership of goods to them in their activities;

Organizers of wholesale trade.

The basis of the system of wholesale structures in the consumer market should be enterprises specializing in wholesale trade.

The main task of specialized structures should be to create in the middle level of commodity distribution the necessary conditions for entry into the market of mainly large commodity producers and retailers of consumer goods.

Among independent wholesalers there may be either wholesalers with a wide range of services provided or those with a limited range of services; both specialized in individual products and universal.

Intermediary structures - broker enterprises, agent enterprises - should occupy an independent role in the wholesale trading market.

Chapter 3 Services of wholesale trade organizations

3.1. Basic and additional services

The wholesale market is precisely designed to solve a problem such as bringing together a manufacturer and a seller. The wholesale market is an impressive area where many small and medium-sized manufacturers and buyers of their goods will converge. Based on the proposals, a price will be formed in one place, while intermediaries will actually drop out of this link. The consumer will only benefit from the creation of a food wholesale market.

Basic services include those services that are directly related to the activities of wholesale markets, namely storage of goods, warehousing, labeling, determination of the structure and direction of commodity flows.

One of the main trends of the past year is that additional services, such as delivery and forwarding, are becoming increasingly important in the wholesale market. More and more clients of trading companies are starting to use them, and this area is developing dynamically. For some, however, for example, regional or very small enterprises, this is not yet economically profitable, and they organize transport logistics on their own. Therefore, wholesale stores are still in demand, although perhaps to a lesser extent than it was a few years ago. These are normal trends, the market is developing.

Most clients understand that forwarding services ordered from large companies are more convenient for them. However, there is a certain inertia in the transition of all clients to this service.

Also, additional services include services such as packaging of goods, transportation of goods, delivery of goods and, if necessary, assembly, etc.

3.2. The role of commercial structures in the development of economic relations

The role of commercial structures undoubtedly takes place.

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

A distributor is 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.

A brokerage firm is an enterprise that provides intermediary services to government and commercial structures in the acquisition, sale and exchange of goods. A broker (individual) is a trading intermediary in concluding transactions between buyers and sellers of goods on a commodity exchange. He acts on behalf of clients, receiving remuneration from them.

A dealer is a legal entity or individual who carries out exchange or trade intermediation at his own expense and on his own behalf. Income dealer are formed due to the difference between the purchase and sale prices of goods, currencies and securities.

An important intermediary element in purchasing activities are the organizers of wholesale trade: commodity exchanges, wholesale fairs, auctions, wholesale markets and other enterprises. The main task of these structures is to create conditions for organizing the procurement and sales activities of clients. However, they are not independent subjects of wholesale trade activities.

Wholesalers-traveling salesmen Primarily engaged in trade and delivery. They work with a limited range of goods that cannot be stored for a long time (usually milk, bread, snacks). Such companies make rounds of supermarkets, small grocery stores, hospitals, restaurants, factory and school canteens, and hotels. They sell their goods for cash.

Wholesalers-brokers work in industries characterized by large volumes of cargo, in the coal, woodworking, and heavy engineering industries. They do not handle storage or delivery of goods. Having received an order, such companies select a manufacturer, who delivers their products directly to the buyer in accordance with a pre-concluded agreement. Assume title to the goods and risk from the moment the order is received until the end of delivery.

Wholesalers-exporters Serve retailers involved in the trade of food and pharmaceuticals, offering them mainly non-food products. The wholesaler-consignor sends a van to the store, his representatives equip the departments of toys, inexpensive books, household tools, cosmetic and medicinal products, etc. They themselves determine the prices for their goods, update them as necessary, equip display cases and displays inside the stores, keep records. Exporting wholesalers retain ownership of the product and bill retailers only for what is purchased by consumers. They carry out few promotional and sales promotion activities, since they deal mainly with products from well-known companies, which are already actively advertised.

Producer cooperatives are collectively owned by farmers and produce agricultural products for sale in local markets. At the end of the year, the cooperative's profits are distributed among its members. Often such cooperatives try to improve the quality of their products and create their own brand.

Catalog wholesalers send their catalogs to retail, manufacturing and non-manufacturing organizations. They deal mainly in jewelry, cosmetics, specialty foods, etc. The main customers of such a wholesaler are small commercial organizations located in nearby areas. They do not have a special staff of salespeople to work with. Completed orders are sent to customers by mail by car or other means of transport.

Brokers and agents do not assume ownership of the goods and perform only a few functions. Their main task is to facilitate purchases and sales, from which they receive a commission of 2-6% of the sale price. Typically specialize in certain types of products or customers.

The main function of brokers is to bring the buyer and seller together and help them come to an agreement. Brokers' services are paid by the hiring party. Brokers are not involved in the storage and transportation of consignments of goods, financing, and do not assume any risky obligations.

Agents represent the interests of either buyers or sellers, but on a more permanent basis than brokers. There are several types of agents: manufacturers' agents, sales agents, purchasing agents and commission agents.

Conclusion

The essence of the trade sphere of activity is to maximally satisfy consumer demand for goods and services at a time convenient for the consumer, the required assortment and the required quantity. Wholesale trade is a catalyst for changes in production and consumption in the face of constantly changing market needs.

The number of wholesale trade enterprises is growing every year, which is associated with the expanding needs of consumers in the conditions of constant updating of the range of goods and services. These enterprises make a significant contribution to the distribution of the national product. They are full members of the business community in every region of the country. Many of them are geographically located near the main highways of the country, others concentrate their activities around seaports and airports.

In order to provide modern distribution centers with the necessary vehicles, large transport fleets are being created in many developing regions. Wholesale trade enterprises with a small scale of activity are entrusted with the functions of servicing specific consumers not covered by large wholesale companies.

Distributors are usually located in large population centers, from where they serve suburban rural areas that sometimes extend for many hundreds of miles. Distributors must have a good knowledge of the needs of regional markets in order to successfully carry out the functions of market circulation and distribution of goods.

Wholesale trade covers a wide market space, beginning with the completion of production of products by an industrial or agricultural manufacturer and ending with the sale and delivery of goods to retail chain enterprises, industrial consumers, government agencies, etc.

Literature

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Wholesale- this is a set of intermediary transactions between economic entities for the purpose of marketing (selling) products, on the one hand, and acquiring (purchasing) goods for their subsequent use in production and sale to retail trade enterprises for subsequent sale to the public, on the other.

Wholesale trade is the most important link in free interaction between participants in the act of purchase and sale of goods. It acts as a trade intermediary between goods manufacturers, retailers, food establishments and other wholesale consumers. Wholesale trade enterprises sell goods for subsequent resale or processing.

Wholesale trade in the market is carried out by various types of wholesale trading enterprises.

Wholesalers differ from retailers in a number of ways:

1. Wholesale transactions, as a rule, are large, the trading area is large.

2. The wholesaler pays little attention to sales promotion and the location of his enterprise, since he deals with professional clients, and not with the end consumer.

3. Differences in legal support and tax legislation (applicable in countries with developed market economies).

Main functions of a wholesale enterprise:

· supply of goods to retail trade enterprises;

· assortment of goods in accordance with the requirements of retail trade enterprises;

· organization of timely delivery of goods;

· study of population demand;

· influencing industry to produce goods in accordance with demand, in the required consumer range and of high quality;

· organizing the supply of goods for export;

· storage of goods inventories.

Wholesale trading enterprises are classified according to a number of criteria:

By product specialization:

· universal with an unlimited range of food or non-food product groups;

· specialized, having an assortment of certain groups of food or non-food products.

By territorial scale of served markets:

· nationwide;

· regional.

By functional focus (place and role in the process of product distribution):

· wholesale and distribution (output bases);

· trade and purchasing bases;

· wholesale trading centers;

· wholesale and retail associations (ORO)

As market relations develop, new types of wholesale enterprises of various organizational and legal forms are created. These can be joint stock companies, holding companies, associations, concerns, trading houses, wholesale markets, commodity exchanges, auctions, fairs, etc.

In recent years, certain positive trends in the development of the urban wholesale sector have emerged, which are a direct reflection of the action of market laws and mechanisms. These include:

Strengthening corporate principles in the organization, interaction and interpenetration of the wholesale and retail trade links;

Universalization of the activities of wholesale enterprises;

Shifting the functions of wholesale enterprises with a relatively developed warehouse base towards the provision of storage services to wholesale market operators;

Acquisition by food and processing enterprises of the functions of wholesale trade and wholesale procurement of raw materials;

An increase in the number of wholesale structures acting as organizers of wholesale turnover;

Involving wholesale trade structures of the city in the processes of interregional interaction.

At the same time, the existing system of food distribution, the achieved level of development of the wholesale market and the organization of wholesale trade in food products in Moscow have major shortcomings and unresolved problems, including:

Insufficient social orientation of retail trade with a lack of distribution centers to service discount stores and their analogues in the wholesale segment;

High distribution costs due to the low level of logistics organization; the presence of up to 6 links of intermediaries in the commodity distribution network, most of which are neither organizationally nor technologically necessary;

Storage of part of the volumes of imported food (for individual product groups up to 50%) in unsuitable premises: workshops and warehouses of industrial enterprises, non-residential premises, garages, sports facilities, etc. The existence of this channel removes significant volumes of food products from the system of state quality control and tax control;

High import dependence of the city's food supply, exceeding 80% for certain product items (meat, animal oil, fruits). At the same time, commercial organizations purchasing food for urban needs do not actively market the Russian market and prefer to work with foreign suppliers. There is practically no system for monitoring the conditions of the Moscow wholesale food market;

There is a well-known monopolization of certain sectors of the city's food market, including by Moscow commodity producers.

Many wholesale fruit and vegetable enterprises are in a difficult financial situation and have significant overdue debts to the federal and city budgets. The own trading activities of wholesale enterprises are limited; They have lost, in particular, their positions in the most profitable sectors of the fruit and vegetable market.

The depreciation of fixed production assets at most wholesale enterprises reaches 65 - 85%. Significant investments are needed in their technical re-equipment and ensuring chemical safety.

The organizational and economic mechanism for purchasing food for urban needs requires significant adjustments. It is necessary to increase the effectiveness of the impact of these purchases on the price environment and the development of the wholesale food market, to reduce the burden on the city budget for financing and lending purchases for the formation and maintenance of the city food fund.

The regulatory framework for wholesale trade is insufficiently developed. There are problems in the area of ​​property and land relations, including regarding the conditions for attracting investors and developers to wholesale food markets and managing the city’s shares in joint stock companies at wholesale enterprises.

Basic functions of wholesale trade

Wholesale trade plays an important role in a modern market economy. Its main task is the systematic regulation of product supply in accordance with market demand for goods and services. At the same time, it performs many functions. There is no single approach to identifying them. However, scientists agree that the main functions of wholesale trade include:

• the function of collecting and processing information about customers, market demand and supply;
• function of purchasing and forming a product range;
• the function of selecting, sorting and forming the most acceptable supply batches for the consumer;
• function of storage and warehousing of commercial products;
• transport function (often wholesale trade enterprises organize delivery of marketable products to the places of their sale);
• market distribution function (wholesale trade enterprises assume risks associated with possible theft, damage and obsolescence of goods inventories);
• function of market promotion of commercial products;
• supply and sales financing function;
• provision of consulting services.

The number of functions described above and the level of their implementation are determined by what particular form of wholesale trade is used.

Functions of wholesale trade at macro and micro levels

Among other things, the functions of wholesale trade are usually considered in relation to the macro and micro levels (Figure 1).

Figure 1. Functions of wholesale trade. Author24 - online exchange of student work

Note 1

The basic functions of wholesale trade performed at the macro level include functions of an integrating, evaluative, organizing and regulatory nature.

The essence of the integrating function of wholesale trade is to ensure relationships between partners in the supply of commercial products and finding distribution channels.

The evaluation function of wholesale trade is associated with determining, through pricing mechanisms, the level of socially necessary labor costs.

The organizing and regulatory functions of wholesale trade are based on the need to ensure the rational construction of the economic system.

Note 2

Speaking about the functions of wholesale trade at the micro level, it is customary to distinguish between the functions performed in relation to clients-buyers and in relation to clients-suppliers.

The functions performed by wholesale trade enterprises in relation to purchasing clients are associated with assessing demand and market needs, price smoothing, transforming the industrial assortment into a commodity one, accumulating and storing inventory, concentrating the mass of goods, refining and bringing goods to the required quality, prepackaging, packing , delivery of commercial products, lending, information and consulting services.

In this case, retailers, thanks to wholesale trade enterprises, free retailers from the need to purchase goods from multiple manufacturers. Among other things, there is a reduction in costs associated with storage, the formation of a product range and its delivery.

In the same case, if we are talking about functions in relation to customer-suppliers, wholesale trade ensures the concentration of commercial activities, supports the processes of transfer of ownership of goods, and also contributes to investment support for the processes of product distribution, provides marketing services and minimizes the commercial market.

Benefits and functional advantages of wholesale trade

For the retail sector, cooperation with wholesalers is particularly important. Wholesalers are needed by both manufacturers and buyers. Their activities ensure the efficiency of the trading process.

In the modern world, wholesale trade is one of the most effective ways to sell the products of commodity producers and purchase them by customers. There are several main reasons for this:

• wide coverage of the trading area;
• large size of concluded transactions;
• high efficiency;
• concentration of commodity mass;
• market promotion of products.

Let's look at them in more detail.

Wholesale trade enterprises, due to the specifics of their activities, pay less attention to the location and stimulation of their trading enterprise. For the most part, such enterprises deal more often with retail customers in trade than with end consumers. This means that wholesale trade, as an area of ​​capital investment, often turns out to be more effective than retail trade - the trading area of ​​wholesale enterprises is wider, and the size of transactions is much larger.

There are certain differences between wholesale and retail trade in terms of legal and tax regulation.

Among other things, we should not forget that small producers with limited financial resources are often unable to create and maintain their own direct marketing system. As practice shows, most often such companies prefer to allocate funds not to organizing wholesale trade, but to developing production, and therefore resort to the services of wholesalers.

The profitability and efficiency of the wholesale trade sector is often significantly higher than retail sales. The reason for this is not only the scale of transactions, but also the presence of special knowledge and skills, as well as a large number of business contacts in the retail sector.

Finally, as practice shows, retail enterprises dealing with a wide range of products most often prefer to purchase the entire set from one wholesaler rather than purchasing parts from different manufacturers.

Note 3

Thus, commodity producers and retailers have every reason to cooperate with wholesale trade enterprises. Wholesale trade not only facilitates the process of promoting and selling products, but also creates convenience for large-scale purchases by retail trade enterprises.