home Social networks Analysis of the activities of a wholesale enterprise (for example, LLC). Commercial activity of a wholesale enterprise Analysis and evaluation of commercial activity

Analysis of the activities of a wholesale enterprise (for example, LLC). Commercial activity of a wholesale enterprise Analysis and evaluation of commercial activity

The effectiveness of commercial activities largely depends on the availability of information in the commercial services, allowing to get an idea of \u200b\u200bthe situation in the market.

In a broad sense, information is understood as information about persons, objects, facts, events, phenomena and processes, regardless of the form of their presentation. Therefore, information characterizing the situation on the market for goods and services should be classified as commercial information.

The collection of commercial information is associated with the study of:

Ї demand of the population and factors that determine it;

Ї product offer;

Ї wholesale buyers;

Ї potential capabilities and competitiveness of the enterprise.

Information about the demand of the population and its determinants is the basis for making commercial decisions.

The study of demand helps to reveal its current changes, the motives for making purchases, the degree to which consumer properties and prices of the offered goods correspond to the needs of buyers.

The factors that determine the demand of the population are its size and composition, monetary income, national traditions and customs, etc. The study of these factors allows employees of commercial services to obtain complete information about customers and their needs.

Analysis of the information received contributes to a more accurate determination of the structure of the assortment and the volumes of goods purchased for subsequent sale. At the same time, the risk of purchasing unnecessary consumer goods is reduced, sales volumes increase, and commodity turnover accelerates.

Information about the commodity supply (volumes and range of goods produced, inventory, etc.) allows you to determine how much the demand for goods corresponds to their supply. If demand outstrips supply, then unsatisfied demand is formed. In this case, it is necessary to take measures aimed at replenishing the stock. When supply exceeds demand in the warehouses of trade enterprises, excessive accumulation of goods occurs, which also indicates errors in the management of inventory and assortment of goods. In both cases, it can be useful to influence manufacturers to change the range of products they produce. In some cases, it is advisable to use the services of other suppliers offering goods that better meet the needs of buyers. Therefore, the commercial services of commercial enterprises need to have information about various manufacturers and other suppliers of goods.

Since one of the main tasks of wholesale companies is the sale of goods, their sales services need to have as much information as possible about wholesale buyers.

This information includes information about the location, specialization and other performance indicators of enterprises that are potential consumers of goods and services. Analysis of this information allows wholesalers to choose the best partners for establishing business relations with them.

Information about the potential of the enterprise is obtained from internal sources (statistical and accounting reports, data of operational accounting of commercial activities). This is information about the volume of purchases and sales of goods, inventory, etc.

By analyzing this information, as well as information about the activities of competitors, commercial services draw conclusions about the competitiveness of a trading enterprise, which allows timely changes in the activities of the relevant divisions, strengthening their position in the market.

Organization of commercial activities

Introduction

Today, a merchant must master the art of conducting commercial negotiations with partners, know the ways and methods of regulating economic relationships between buyers and suppliers of goods and services, consumer properties and methods of high-quality examination of goods, be well versed in the basics of advertising, marketing, management and many other special disciplines.

A century ago, commerce was seen as an activity that did not require deep study and research. Now this interpretation of the trading business is primitive and absurd.

The sphere of knowledge in commercial activity is not at all narrower, and in some cases much broader than in any other specialty. The knowledge of commerce is literally inexhaustible.

The range of work of a merchant in modern conditions is extremely wide - in commercial, sales and marketing services of enterprises of various forms of ownership, retail and wholesale enterprises, firms, joint-stock companies and partnerships, joint trade enterprises, export-import offices, organizations and enterprises of consumer cooperation, etc. etc.

The purpose of this work is to study the economic ties of a commercial organization engaged in wholesale trade.

The task is in accordance with the purpose of the work:

1. Writing work in accordance with the requirements;

2. The work must contain the theory of economic relations of a commercial organization;

3. The practical part to consider an example on the company "Wholesale".

Chapter I. Organization of business transactions in trade

1.1 The concept of the essence of commercial activity

What is Commerce? Ability to resell more expensive? To some extent, yes, but not only that. The concept of "commerce" is much broader, deeper in content and ability to carry it out.

Commerce is a kind of commercial enterprise or business, but a noble business, the business that is "the main one of any truly civilized market economy.

Commerce is a word of Latin origin (from the Latin cornmercium - trade). However, it should be borne in mind that the term "trade" has a double meaning: in one case, it means an independent branch of the national economy (trade), in the other - trade processes aimed at the implementation of acts of sale and purchase of goods. Commercial activity is associated with the second concept of trade - trading processes for the implementation of acts of purchase and sale in order to make a profit.

The Explanatory Dictionary of the Living Great Russian Language of V. I. Dal defines commerce as "bargaining, trade, trade turnover, merchant crafts." In other words, these concepts imply the implementation of acts of sale and purchase with the intention to buy at a lower price and sell at a higher price. In a broad sense, commerce is often understood as any activity aimed at making a profit.

However, such a broad interpretation of commercial activity is inconsistent with the previously described approach to commerce as a trade process for the implementation of acts of sale of goods.

Commercial activity is a narrower concept than entrepreneurship. Entrepreneurship is the organization of economic, production and other activities that generate income for the entrepreneur. Entrepreneurship can mean the organization of an industrial enterprise, a rural farm, a commercial enterprise, a service enterprise, a bank, a law firm, a publishing house, a research institution, a cooperative, etc. Of all these types of entrepreneurial activity, only trade is a purely commercial activity. Thus, commerce should be viewed as a form of entrepreneurial activity. At the same time, in some types of entrepreneurial activity, transactions can be carried out on the sale and purchase of goods, raw materials, prepared products, semi-finished products, etc., i.e., elements of commercial activity can be carried out in all types of entrepreneurship, but are not for them defining, main.

Consequently, commercial work in trade is a vast sphere of operational and organizational activities of trade organizations and enterprises, aimed at completing the processes of buying and selling goods to meet the "demand of the population and make a profit.

The act of purchase and sale of goods is based on the main formula of commodity circulation - a change in the form of value:

D - T and D - D ".

It follows from this that commercial work in trade is a broader concept than a simple purchase and sale of goods, that is, in order for the act of sale and purchase to take place, a commercial entrepreneur needs to perform some operational-organizational and business operations, including the study of demand the population and the market for goods, finding suppliers and buyers of goods, establishing rational economic relations with them, transporting goods, advertising and information work on the sale of goods, organizing trade services, etc.

A simple resale of goods for profit, or otherwise "making" money out of nothing, is essentially a speculative transaction that does not represent any useful commercial activity (noble business). New economic conditions, development and deepening of commodity-money relations, full cost accounting and self-financing contributed to the emergence of a new type of organization of commercial relations between suppliers and buyers of goods, opened up a wide scope for commercial initiative, independence and enterprise of trade workers. Without these qualities, in modern conditions, it is impossible to successfully carry out commercial work. The previously existing administrative-command methods of management led to the fact that commercial work in trade was replaced mainly by distribution functions. Numerous planning tasks descended from above. Funds were distributed in the same way. The workers of the lower trading links were required only to strictly fulfill what was decided from above.

When organizing commercial activities in modern conditions, it is necessary to proceed from the complete equality of trading partners in the supply of goods, the economic independence of suppliers and buyers, strict material and financial responsibility of the parties for fulfilling their obligations.

With the transition of enterprises to full cost accounting, self-financing and self-government, with the development of entrepreneurship and market relations, the principles and methods of forming commodity resources are radically changing. They are based on the transition from their centralized distribution to free sale at stock exchanges and fairs, the development of direct economic ties with manufacturers of goods, and an increase in the role of supply contracts. The new principles of the formation of commodity resources radically change the nature, content and assessment of the work of the commercial apparatus. If, under the conditions of centralized administrative management, the commercial merits of a salesperson were assessed primarily by his ability to "knock out commodity funds", then in a market economy the quality of commercial work depends primarily on the ability to actively seek goods sold as free sale, to contribute to the development of industrial, agricultural enterprises, cooperatives, individuals engaged in self-employment, material incentives, interest in the manufacture of goods necessary for the population.

With the existence of a commodity deficit, the task of self-sufficiency of cooperative trade organizations and enterprises with commodity resources is brought to the fore in the cooperative trade of consumer cooperatives. An important role in this matter is assigned to the commodity resources of consumer cooperation, formed through procurement, processing of agricultural products and raw materials, and own production of goods. Commercial workers of consumer cooperatives should intensify their efforts to increase the commodity resources of consumer cooperatives, taking into account the natural, geographical, production and economic conditions of individual regions.

The actual task of the commercial apparatus of cooperative trade is to involve in circulation all surplus products of subsidiary farms, tenants, rural cooperatives, collective and state farms, as well as among the population engaged in self-employment.

In this regard, it is necessary to expand the scope of contractual relations with "suppliers and manufacturers of goods, to increase the efficiency and effectiveness of supply contracts. Supply contracts should actively influence production in order to increase the output of consumer goods in every possible way, manufacture them from cheap or alternative raw materials, and form an optimal range of goods. for a retail network.

Important tasks of the commercial, service in cooperative trade are the study and forecasting of the capacity of regional and commodity markets, the development and improvement of advertising and information activities, coordination of procurement work among suppliers and consumers. For this, it is necessary to widely use the progressive experience of foreign marketing, which makes it possible to successfully organize the commercial activities of enterprises in market conditions.

At the present stage, the commercial work of cooperative organizations and enterprises should contribute to the expansion of the sphere of foreign economic activity using various forms of economic and financial ties (barter, clearing, settlements in freely convertible currency, etc.). To accomplish these tasks, commercial workers need to know well their economic region and its natural resources, to realistically assess the state of industry, agriculture, production capabilities and the range of products produced at industrial enterprises.

To study suppliers and their capabilities, commercial workers should take part in the work of commodity exchanges, wholesale fairs, trade shows and exhibitions-viewing of samples of the best and new products, follow advertisements on radio and television, in newspapers and magazines, demand bulletins and offers, stock market announcements, brochures, catalogs, etc. It is advisable to visit manufacturing enterprises (suppliers) to get acquainted with their production capabilities, the volume and quality of products, to take part in meetings with industry workers. Only well-trained highly qualified personnel of commercial workers of cooperative trade who have undergone deep training or advanced training in the field of modern marketing, management, organization and technology of commercial work will be able to successfully carry out commercial activities in complex and diverse conditions of market relations. At the head of trade enterprises of consumer cooperation, trade departments, commercial services must be qualified specialists: merchandise merchants, economists-managers, financiers, who know commercial work well. At the wholesale bases, trade organizations and enterprises, commercial services or departments should be created, headed by the first deputy directors of the enterprises or, as it is commonly called, commercial directors.

Commercial services include trade or commodity departments, departments for studying demand or trade conditions, commercial pavilions of wholesale bases, halls of commercial samples and other trade divisions of enterprises (organizations). Increasing the level of commercial work requires constant improvement of its technology, especially the use of new management techniques, automated control systems, automated workstations (AWPs) of commercial workers, computerization of management of commercial processes.

The task of computerizing the processes of managing commercial work on wholesale purchases and wholesale of goods is very urgent.

Permanent accounting and control of wholesale purchases of goods, characterized by a large number of suppliers, tens of thousands of items of complex assortment, is possible only with the help of a computer. The manual, card-based form of accounting for deliveries, carried out by commodity experts, is laborious and does not provide a quick and accurate accounting for the entire set of assortment varieties from a large number of suppliers and for specific dates of receipt. Such a system for recording the fulfillment of contracts in a group assortment, as a rule, by quarters, does not ensure the adoption of operational measures to influence suppliers who violate obligations for the supply of goods in an expanded assortment, leads to disruptions in supplies and interruptions in the flow of goods. For these purposes, it is necessary to organize automated workstations (AWPs) in commodity departments, halls of commercial samples, commercial pavilions for operational processing of commercial information and management of commercial processes. This ensures the automation of accounting for the delivery and sale of goods for the intragroup assortment, frees commodity experts from the routine, manual work of maintaining a card index and the movement of goods, frees up time for real commercial work with suppliers and customers, and increases the productivity of the commercial apparatus.

1.2 The role of wholesale companies in the organization of economic relations

World experience and domestic practice show that the functioning of effective economic ties between suppliers and buyers of goods is inconceivable without the participation of wholesale links acting as an active commercial intermediary.

Wholesale trade plays an intermediary role between production and retail trade. The process of circulation of goods in many cases consists of two stages of wholesale and retail sales. Wholesale trade in its economic essence is the process of selling goods by industrial or trade (wholesale) enterprises to other trade enterprises or entrepreneurs for the purpose of subsequent sale to the sphere of personal consumption. Wholesale enterprises are entrusted with the important task of implementing the main economic function of trade - bringing goods from production to consumers in order to satisfy their effective demand and obtain their own profits.

During the period of the planned, administrative system of managing the national economy in the country, there was an extensive system of wholesale offices, bases, refrigerators, state trade, located mainly in republican, regional and regional centers and carrying out wholesale of various groups of food and non-food products.

Consumer cooperation on a large scale conducted intra-system wholesale trade through wholesale bases and warehouses of consumer societies, regional consumer unions, regional, regional, republican consumer unions and the USSR Central Union.

Wholesale enterprises of this period were the main links of the trade industry, which carried out the functions of centralized distribution of commodity resources, planned attachment of buyers to suppliers, directive establishment of the level of wholesale and additional discounts, the share of trade discounts in favor of wholesale, as well as determining the paths and links of commodity circulation, and others. important elements of trading activities. The work of the wholesale bases of the pre-market period was characterized by such features as the administrative guarantee of the wholesale sale of the bulk of goods in the absence of any competition between wholesalers, the independence of the wholesale from the retail trade and its dominant role in the supply of goods as holders of commodity ((probes. Market conditions turned wholesale enterprises in an equal subject of market relations, forced to look for their niche in the product market based on the principles and methods of marketing.However, the state and cooperative wholesale trade turned out to be completely unprepared for a new role in the market conditions. In this regard, the collapse of the unified system of state wholesale trade followed, state wholesale offices and bases in enterprises with various forms of ownership and various organizational structures, the destruction of existing intra-union economic ties, the usual patterns of commodity circulation, traditional forms and methods of wholesale trade. The leadership of consumer cooperation, like the system itself, found itself in a state of crisis - many bases were liquidated, lost their role as organizers of the supply of the retail network.

In order to survive in the market conditions, wholesale enterprises were forced not only to significantly change their functions and methods of wholesale activity, but also to engage in new activities for them (retail trade, production, lease of warehouse premises, etc.), change the existing product specialization , the administrative-territorial framework of the spheres of application of their forces, to introduce new forms of organizing wholesale trade - wholesale associations, firms, associations, wholesale intermediaries, etc.

Improvement of wholesale trade in market conditions, clear and thoughtful performance of its functions increase incentives for production, help to solve problems, restore federal and regional economic ties, interregional integration of the consumer market and increase the efficiency of domestic trade in the country.

In relation to customers, buyers, wholesalers must perform the following functions:

· Assessment of needs and demand;

· Transformation of industrial assortment into trade;

· Storage of commodity stocks; F lending;

· Concentration of commodity mass;

· Information and consulting services.

In relation to supplying customers, the functions of the wholesale trade should be as follows:

· Concentration of commercial activities;

· Support the process of transfer of ownership of goods;

· Investment support of the process of commodity circulation;

· Minimization of commercial risk;

· Marketing services.

The incentives for the production of goods, the solution of urgent problems of organizing rational economic ties for the delivery of goods will largely depend on how the wholesale links will perform these functions.

The objectives of the development of wholesale trade in a market economy are:

creation of a developed structure of distribution channels, capable of maintaining the required intensity of goods flows;

ensuring the reduction of distribution costs and high efficiency of the entire system of circulation of goods in the country;

mobilization of monetary resources necessary to finance the process of commodity circulation.

The peculiarities of the development of domestic trade and the need to solve the problem of meeting the needs of the market in goods, the development of regional, interregional and federal economic ties in the sphere of wholesale trade predetermined the following promising forms of organizing wholesale enterprises:

large wholesale structures of a national (federal) and interregional scale (wholesale enterprises of the first level);

wholesale enterprises of the regional level (wholesale enterprises of the second level).

The buyers of first-tier wholesale enterprises can be independent second-tier wholesale organizations, large retail structures and their associations, as well as industrial enterprises. On the basis of the activities of the first-level wholesale enterprises, the structures of the distribution channels for large Russian manufacturers are formed and favorable conditions are created for the entry of well-proven domestic suppliers of goods into the foreign market.

The number of interregional enterprises may include those that, due to the geographic characteristics of the country, carry out early delivery of goods (to the regions of the Far North, the Far East, etc.) in order to organize an uninterrupted supply of the population of these regions with the goods necessary for their life.

The first group of enterprises should also include wholesale structures concentrated in historically established centers of production of goods such as textiles, crystal, ceramics, etc. Since the development of production in these regions is uneven, wholesale structures must ensure the required rhythm of the process of commodity circulation.

Wholesale structures at the federal level should act as guarantors of the state stability of the consumer market. On their basis, large trading corporations, commercial, financial and industrial groups, unitary state enterprises of strategic importance can be formed.

Due to the peculiarities of their activities, the product range of these wholesale structures should be formed

taking into account the list of goods purchased for federal needs, the supply of special contingents of consumers, the needs for goods in hard-to-reach areas (procurement under government contracts).

However, wholesale enterprises of the second (regional) level should become the main link in the wholesale trading system. These wholesale organizations purchase goods from wholesale structures of a federal scale and directly from manufacturers both in the region of location and in the rest of the country and bring them to retail outlets and other consumers in their area of \u200b\u200bactivity. This includes distributors.

Distributor - a company that sells on the basis of wholesale purchases from large industrial firms - manufacturers of finished products and provides marketing and intermediary services. It is a relatively large company with its own warehouses and establishing long-term contractual relationships with industrialists. Along with independent wholesale structures, so-called dependent regional wholesale structures should function in the country, which are created in the form of sales units of local industrial enterprises, wholesale consumer cooperation enterprises, wholesale structures of local large retail organizations, etc.

In addition to the wholesale enterprises of the first and second levels, as well as the above various wholesale trading systems and organizations acting as independent economic entities and carrying out a full cycle of purchasing and marketing operations with the transfer of ownership of the goods to them, there are two more types of intermediaries in the country's commodity market. wholesale structures (wholesale intermediaries):

* intermediary wholesale structures that carry out their activities, as a rule, without the transfer to them of ownership of the goods (broker enterprises, dealers, trading agents, commission agents, etc.);

* organizers of wholesale turnover that do not carry out purchasing and sales operations with goods, but provide the necessary services for their implementation (wholesale fairs, commodity exchanges, auctions, wholesale markets, etc.).

In the conditions of a market economy in the field of wholesale activity, wholesale intermediaries acquire an independent significance. Consider the wholesale activities of some of them.

Brokerage firm - an enterprise that provides intermediary services to government and commercial structures, joint ventures, Russian and foreign citizens in the acquisition, sale and exchange of goods. Broker (individual) - a reseller in the conclusion of transactions between buyers and sellers on a vast exchange. Acts on behalf of and at the expense of clients "receiving from them a fee in the form of margin.

Dealer - a legal entity and individual performing exchange or trade intermediation at its own expense and on its own behalf. The dealer's income is generated from the difference between the purchase and sale prices of goods, currencies and securities.

Intermediary structures provide information services, carry out sales operations on behalf of manufacturers of finished products, etc. Integration and specialization of wholesale intermediary structures is accompanied by the organization of warehouse services, the development of a warehouse network based on the experience of countries with developed market economies.

The experience of foreign wholesale intermediaries shows that a priority place in their work is occupied by additional services, especially of a logistic and transport-forwarding nature, the volume of which is constantly increasing.

An important intermediary element in the procurement activities are the organizers of the wholesale turnover - 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.

The organization of trading activities of commodity exchanges, wholesale fairs and markets, auctions and other enterprises is considered in the following chapters of the textbook.

Of the above three types of wholesale structures, the main ones on the Russian consumer market should be independent wholesale enterprises (organizations) specialized in wholesale trade. They can sell both separate groups of goods and goods of a universal range, as well as use various methods of wholesale customer service and provide them with various types of wholesale services. These wholesalers can account for approximately 50-60% of the wholesale turnover of consumer goods.

1.3 Purchase and sale agreement as a regulating link in commercial relations

Sales and purchase agreements for goods in domestic and international commercial activities are the most common type of business relationship between sellers and buyers of goods and services.

The Civil Code of the Russian Federation is the regulatory framework for Russian merchants in the implementation of purchase and sale transactions.

Under the contract of sale, one party (the seller) undertakes to transfer the thing (goods) to the ownership of the other party (the buyer-), and the buyer undertakes to accept this product and pay a certain amount of money (price) for it.

The goods under the contract of sale can be any things, if they are not withdrawn from circulation or are not limited in circulation.

A contract may be concluded for the sale and purchase of goods available from the seller at the time of the conclusion of the contract, as well as goods that will be created or acquired by the seller in the future, unless otherwise provided by law or follows from the nature of the goods (Article 455 of the Civil Code of the Russian Federation ).

The seller is obliged to transfer to the buyer the goods stipulated by the contract of sale, within the period specified in the contract. Simultaneously with the transfer of the thing, the seller, unless otherwise provided by the contract, is obliged to transfer to the buyer its accessories, as well as the documents related to it (technical passport, quality certificate, operating instructions, etc.) provided for by law or contract (Article 456 of the Civil Code ).

The purchase and sale agreement is recognized as concluded with the condition of its execution by a strictly defined date. The seller has the right to perform such an agreement before or after the expiration of the period specified in it only with the consent of the buyer (Art. 457).

The moment of fulfillment of the seller's obligation to transfer the goods is considered to be the delivery of the goods to the buyer or to the person indicated by him, if the contract provides for the seller's obligation to deliver the goods, or the transfer of the goods to the buyer (the person indicated by him) at the location of the goods.

In cases where the seller's obligation to deliver or transfer the goods at the place of its location to the buyer does not follow from the sales contract, the seller's obligation to transfer the goods to the buyer is considered fulfilled at the time the goods are handed over to the carrier or the organization of communication for delivery to the buyer, unless otherwise provided by the contract (Art. . 458).

The risk of accidental loss or accidental damage to the goods passes to the buyer from the moment of its transfer to the buyer in accordance with the contract. If the seller refuses to transfer the sold goods to the buyer, the buyer has the right to refuse to execute the sales contract. The amount of goods to be transferred to the buyer (Art. 465) is stipulated by the contract of sale in the appropriate units of measurement or in monetary terms.

If the seller has transferred, in violation of the contract of sale to the buyer, a smaller amount of goods than specified in the contract, the buyer has the right to either demand that the missing amount of goods be transferred, or refuse the transferred goods and pay for it, and if the goods are paid for, demand the return of the amount paid (Art. 466). If the seller transfers the goods to the buyer in an amount exceeding that specified in the contract, the buyer is obliged to notify the seller about this. If, after receiving the buyer's message, the seller does not dispose of the corresponding part of the goods, the buyer has the right, unless otherwise provided by the contract, to accept the entire goods or refuse to accept it.

Under the contract of sale, goods are subject to transfer in the assortment agreed by the parties.

According to Art. 468 of the Civil Code of the Russian Federation, when the seller transfers goods provided for by the sale and purchase agreement in an assortment that does not comply with the contract, the buyer has the right to refuse to accept and pay for them, and if they are paid, to demand the return of the money paid.

If the seller has transferred to the buyer, along with the goods, the assortment of which corresponds to the contract of sale, goods in violation of the conditions on the assortment, the buyer has the right, at his choice:

* accept goods that meet the conditions of the assortment and refuse the rest of the goods;

* refuse all transferred goods;

* demand to replace goods that do not meet the conditions of the assortment with goods in the assortment stipulated by the contract;

* accept all transferred goods.

Goods that do not meet the terms of the assortment agreement are considered accepted if the buyer does not inform the seller about his refusal from the goods within the specified time after receiving them.

The seller is obliged to transfer to the buyer the goods, the quality of which corresponds to the contract of sale.

When selling goods, the quality of which must correspond to samples and (or) descriptions, the seller is obliged to transfer to the buyer the goods that correspond to samples and (or) descriptions.

If, in the manner prescribed by law, mandatory requirements for the quality of the goods sold are provided, then the seller is obliged in accordance with Art. 469 of the Civil Code of the Russian Federation to transfer to the buyer goods that meet these mandatory requirements (GOSTs, certificates, sanitary and hygienic conclusions, etc.). In the event that the sale and purchase agreement provides for the seller to provide a guarantee of the quality of the goods, the seller is obliged to transfer the goods to the buyer within a certain time established by the agreement (warranty period). The quality guarantee of the goods also applies to all its constituent parts (component parts).

Checking the quality of goods may be provided for by law and other legal acts, mandatory requirements of state standards, or a sales contract. These legal norms also establish the procedure for checking the quality of goods.

If the defects of the goods were not agreed by the seller, the buyer, to whom the goods of inadequate quality were transferred, have the right at their choice in accordance with Art. 475 of the Civil Code of the Russian Federation to require from the seller:

* gratuitous elimination of defects in goods within a reasonable time;

* reimbursement of their costs to eliminate defects in the goods.

In the event of a significant violation of the requirements for the quality of the goods (detection of fatal deficiencies or deficiencies that cannot be eliminated without disproportionate costs or time expenditures, or are detected repeatedly or appear again after their elimination), the buyer has the right, at his choice:

* refuse to fulfill the contract of sale and demand the return of the money paid for the goods;

* demand the replacement of goods of inadequate quality with goods that comply with the contract.

The seller is obliged to transfer to the buyer the goods that meet the terms of the purchase contract for completeness

The obligation to transfer a certain set of goods in the set is considered fulfilled from the moment of transfer of all the goods included in the set (Article 479).

Article 480 of the Civil Code of the Russian Federation provides for the consequences of the transfer of incomplete goods. In this case, the buyer has the right, at his choice, to demand from the seller:

* commensurate reduction of the purchase price;

* completing the goods within a reasonable time.

If the seller, within a reasonable time, has not fulfilled the buyer's requirements for completing the goods, the buyer has the right, at his choice, to demand replacement of the incomplete goods for the complete one or to refuse to fulfill the contract of sale and demand the return of the money paid.

In cases where the goods to be packed and (or) packaging are transferred to the buyer without containers and (or) packaging or in improper containers and (or) packaging, the buyer has the right to demand from the seller to package and (or) pack the goods or replace the inappropriate packaging and (or) ) packaging, unless otherwise follows from the contract, the nature of the obligation or the nature of the goods (Article 482 of the Civil Code of the Russian Federation).

The buyer is obliged to notify the seller about the violation of the terms of the sale and purchase agreement on the quantity, range, quality, completeness, packaging and packaging of the goods within the time period provided for by law, other legal acts or the contract, and if such a period is not established, within a reasonable time after violation of the relevant term of the contract should have been discovered on the basis of the nature and purpose of the goods (Art. 483).

The buyer is obliged to pay for the goods at the price stipulated by the contract of sale (agreement of the parties). In cases stipulated by law, prices (tariffs, rates, rates, etc.) are applied, established or regulated by the authorized state bodies. Changing the price after the conclusion of the contract is allowed in the cases and on the conditions provided for by the contract, by law or in the manner prescribed by law (Articles 424, 485).

The buyer is obliged to pay for the goods immediately before or after the seller has transferred the goods to him, unless otherwise provided by the Civil Code of the Russian Federation, other laws, other legal acts or the contract of sale and does not follow from the essence of the obligation.

Chapter II. Commercial relations of the "Wholesale trade" company

2.1 Enterprise characteristics

OJSC "Wholesale trade" settlement account 1467867 in the joint-stock commercial bank "Guta-bank", correspondent account 700161328 in the State Bank of the Russian Federation in the Novosibirsk region, TIN 4345000930, OKPO code 07509111, BIK 043304728, OKONKh code 71311, 80100, 14720, 14651. Legal company address: 630087, Novosibirsk, K. Marx Ave. 24 OJSC "Wholesale Trade". According to the Civil Code of the Russian Federation, based on the organizational and legal form of an open joint stock company, this enterprise is privately owned.

The suppliers of the Wholesale Trade Company for food products are large companies that produce food products, these are mainly local producers of chemical products, and others are factories in Russia and the CIS countries, and the main customers are various small wholesale organizations. Under an agreement with the mayor's office of the city of Novosibirsk, foodstuffs are supplied to hospitals, boarding schools and various budgetary organizations. During the reporting year, the company secured a revenue growth of 1.5 million rubles, due to an increase in turnover in connection with the opening of stores and amounted to 5.45 million rubles.

The sales scheme for the commissioned objects is as follows:

Figure: 1 Sales scheme of OJSC "Wholesale trade".

The following methods of stimulating sales are used: reduction of prices for the sale of your goods in case of large volumes is 3% of the cost; Also, to stimulate sales, various kinds of promotions are held, for example, in April of this year, a drawing of apartments was held, the action was called<<Выиграй квартиру>\u003e. During the promotion period, sales grew by 12%.

The supreme governing body of the JSC is the meeting of shareholders. The exclusive competence of the meeting of shareholders includes the following issues, the decision on which is made if the owners of more than 50% of ordinary shares present at the meeting voted for it:

· Amendments to the Charter;

· Change of the authorized capital (except for the cases stipulated by the constituent documents of the JSC);

· Adoption of the Code of Conduct for members of the Board of Directors, members of the management board and officials of the administration;

· Approval of balance sheet, profit and loss account, annual report of the Board of Directors, as well as auditor's reports;

· Approval of the amount of the dividend paid per ordinary share (the specified amount cannot exceed the amount recommended by the Board of Directors);

· Appointment of members of the Audit Commission and independent external auditors, as well as determination of their scope and remuneration;

· Making decisions on the establishment and termination of the activities of branches, representative offices, divisions of JSC in accordance with the current legislation;

· Approval of transactions and other actions that entail the emergence of obligations on behalf of the OJSC, which exceed the powers granted to the Board of Directors;

· Making decisions on pledge, lease, sale, exchange or other alienation of real estate of OJSC or other property, the composition of which is determined by the constituent documents of OJSC, if the size of the transaction or the value of the property that is the subject of the transaction exceeds 10% of the assets of the OJSC;

· Decision-making on the formation of subsidiaries and the participation of OJSC in other enterprises, associations of enterprises;

· Making decisions on merger, affiliation, transformation of an OJSC into an enterprise of a different organizational and legal form;

· Decision-making on liquidation of JSC, creation of a liquidation commission and approval of its report;

· Election of members of the Board of Directors, appointment of the General Director of JSC.

Board of Directors and Management Board.

The main task of the members of the Board of Directors is to develop a policy aimed at increasing the profitability of the JSC. Competence of the Board of Directors.

1. The Board of Directors has the right to make decisions on all issues related to the activities of the JSC and its internal affairs, with the exception of issues attributed to the exclusive competence of the meeting of shareholders.

2. The board of directors does not have the right to delegate its powers to other persons or bodies, unless otherwise expressly established by legislative acts of the Russian Federation and this Charter.

3. The board of directors has the following powers and is obliged to make decisions corresponding to them:

Recommend to shareholders the amount, conditions and procedure for increasing or decreasing the size of the authorized capital and certify in writing that the increase in the authorized capital is equal to the fair market value of the corresponding contribution to the authorized capital of the JSC;

Adopt regulations governing relations within the JSC;

Adopt the rules and regulations for holding meetings of the Council;

Approve the conclusion or termination of any transactions in which one party is an OJSC, and the other party is any shareholder owning a block of shares constituting at least 5% of the authorized capital, a member of the Board of Directors or an official of OJSC;

Determine the order of presentation of all accounts, reports, statements, profit and loss calculation system, including the rules related to depreciation;

Determine policy and make decisions regarding the receipt and issuance of loans, borrowings, credits, guarantees;

Make decisions on the implementation of capital investments by OJSC, the amount of which exceeds 10% of the annual turnover of OJSC in the previous year;

To approve the conclusion of transactions with the assets of JSC, the amount of which exceeds 20% of the quarterly turnover of JSC in the previous quarter, in the manner established by the meeting of shareholders.

CEO.

1. The General Director carries out the operational management of the activities of the JSC and is endowed in accordance with the legislation of the Russian Federation with all the necessary powers to perform this task. The General Director carries out his activities in strict accordance with the current legislation and this Charter.

2. The General Director has the right to act on behalf of the JSC without a power of attorney.

Revision Commission.

1. The Revision Commission consists of at least three persons elected by the owners of more than 50% of the ordinary shares of the JSC. The Audit Commission makes a decision by a majority vote of its members. At the request of the Board of Directors, members of the Audit Commission may attend its meetings.

2. The Audit Commission shall submit to the Board of Directors, no later than 10 days before the annual meeting of shareholders, a report on the results of the annual audit in accordance with the rules and procedures for maintaining financial statements and accounting established in accordance with the provisions of this Charter. Unscheduled audits are carried out by the Audit Commission at the written request of the owners of at least 10% of ordinary shares of OJSC or the majority of members of the Board of Directors. The employees of the JSC must provide the Auditing Commission with all the necessary information and documents in a timely manner.

2.2 Establishing business relationships with suppliers

Under the contract for the supply of goods, the company's suppliers are Sibirskiy Melnik, which is engaged in grain growing and processing, that is, it produces pasta and flour of all sorts.

Under the contract, "Siberian Miller" engaged in entrepreneurial activity undertakes to transfer, within a specified period or time, the goods produced or purchased by him to the buyer for use in entrepreneurial activity or for other purposes not related to personal, family, household and other similar use.

To conclude a supply agreement, the Wholesale Trade company sent an offer to the Siberian Miller to conclude an agreement, in turn, the Siberian Miller accepted this offer to conclude a supply agreement, the agreement was concluded in the city of Novosibirsk at the Wholesale Trade office.

The contract entered into force on June 25, 2004, and from that day until it happened that any party did not fulfill its obligations under the contract for the supply of goods. The contract is considered concluded if the parties, in the form required in appropriate cases, have reached an agreement on all essential terms of the contract. If the offer contains the essential terms of the contract, then the contract is recognized as concluded at the moment the person who sent the offer receives its acceptance.

The company's commercial employees ensured the timely and correct conclusion of contracts with suppliers and buyers of goods, the establishment of rational direct contractual relations for the supply of goods, as a rule, for a long period (over 1 year) and constant monitoring of their implementation.

The contract between the companies was signed for five years. The network, both companies with a perspective look at their future as partners, the cooperation plan of the companies was drawn up immediately after the conclusion of the contract and for 5 years of cooperation, the company plans a turnover of goods in the amount of 15 million rubles. To achieve its goals, the company is endowed with a number of obligations that must be met during a certain period of cooperation.

Contract

(delivery of goods)

novosibirsk, st. Linear 45 Altai Territory, Nalobikha village,

tel. 45-56-12, fax 45-56-13. st. Mira 12. tel 12-5-45

INN: 9584761231565 INN: 129487986213321

In this agreement, the parties are OJSC "Wholesale trade" and LLC "Siberian Melnik". LLC "Siberian Melnik" undertakes to deliver the goods on time to the other party to the contract of the company OJSC "Wholesale trade", in turn, OJSC "Wholesale trade" undertakes to accept the goods at its warehouses. In case of violation of the terms of the agreement, both companies have the right to go to court.

The term of the agreement is 5 years from the date of signing the agreement i.e. June 25, 2004 to June 25, 2009.

Gene. Director Director.

OJSC "Wholesale trade" LLC "Siberian Melnik"

A.N. Nikolaichev A.S. Golovin.

The company also has a number of secondary suppliers that supply goods in small volumes, the company resorts to their service because such companies, as a rule, have low prices, for example, such a supplier is bread - the Korolev bakery company, this company supplies flour and confectionery products on the shelves shops of the company "Wholesale trade".

So with this company "Wholesale trade" works by virtue of the contract, which was signed by both parties in May last year, and since then the company "Korolev" is a supplier.

Bread and bakery products are delivered on the shelves of the store every day under the contract, the requirement for the supplier is the presence of cellophane packaging of bakery products.

Each delivery is documented and at the end of the week, on the basis of this document, the chief accountant of the Wholesale Trade company credits the funds to the settlement account of the Korolev company.

2.3 Business relations with customers

The company "Wholesale Trade" builds its relations on a contractual basis with large buyers and a purchase and sale agreement with buyers directly in the stores of the "Wholesale Trade" company.

The Wholesale Trade company guarantees to its customers the quality of the products they have purchased, for checking and inventorying the company conducts marketing research of buyers, it turns out who the buyers of Wholesale Trade products are, whether they are satisfied with the quality of the price of the goods, various tests, questionnaires are specially developed for these studies, survey questions, etc.

According to the results of the latest market research, the main buyers are people of all strata and ages who can shop. For the elderly, the company's stores have a flexible system of discounts, and there is also a tariff scale for regular customers, so we can say that the counters of the "Wholesale" stores are always crowded.

Consider the share of buyers of the company "Wholesale" in Table 1.

Share of buyers "Wholesale trade". Table 1.

This table allows you to consider in detail buyers by volume and amount of sales. We can say that a large number of goods are sold through a network of its own stores, the company has recently introduced such a practice of selling goods into its activities, that is, the company plans to open several more stores, since the company receives more profit from the activities of the stores.

Chapter III. Improvement of economic ties of the "Wholesale trade" company

To improve relationships with suppliers and customers, I would recommend Wholesale Trade to take orders for orders from customers and maybe even deliver products directly to the customer's home.

Applications and orders for goods. One of the traditional forms of economic ties between trade and production in the conditions of a planned, administrative economy was the system of applications and orders submitted by trade organizations and enterprises to producers of goods and planning authorities.

Applications and orders were aimed at contributing to the correct determination of the volume and structure of plans for the production of goods, the systematic linking of the production of goods with the demand of the population.

An application is a document of trade organizations (enterprises), reflecting their need for goods.

Unlike bids reflecting the need for goods, an order in the precise sense of the word is a requirement for a supplier to manufacture and supply certain goods necessary to meet the demand of the population.

A purchase order for goods is essentially a further specification of an application through which trade organizations communicate to specific suppliers a detailed range of goods to be delivered for the upcoming period (within allocated limits or in quantities determined by the order). The order submitted by the buyer serves as the basis for determining such terms of the contract as quantity, range, quality, delivery time. Therefore, the submission of an order is inherently a preliminary stage for the conclusion of a supply contract and it is legitimate to consider it as a pre-contractual document. When the supplier accepts the order for execution, it actually turns into a delivery contract.

In the context of the transition to a market economy, the organizational forms and content of applications and orders change, they lose the planned-directive nature of the centralized regulation of economic relations and turn into commercial tools for local regulation of economic relations between suppliers and buyers. In market conditions, the application is necessary for the manufacturer (supplier) of goods as a document informing about the identified need for goods and orienting the manufacturer to release goods needed by the population. However, unlike; administrative command control, when there was a cumbersome bureaucratic system of centralized presentation and generalization in higher ministries (departments) and cladding bodies, in the market conditions the need for centralized submission of applications disappears and they retain their importance as a form of relationship between manufacturers and buyers (consumers) on horizontal level.

An order as an operational, pre-contractual document, which gives rise to the organization of commercial relationships for the supply of goods, seems necessary in market conditions, especially when organizing direct economic ties between Suppliers (manufacturers) and buyers of goods.

The concept of an order as an operational pre-contractual document should be distinguished from a state order, which expresses the state's requirements for the supply of products by enterprises to meet priority social needs.

State orders are established by government bodies mainly to state-owned enterprises according to the group nomenclature of goods in the form of specific volumes of production of certain types of goods (products). Government orders are mandatory and are included in the production plans of industrial enterprises.

The number of goods subject to delivery included in the state order is determined in the contract in accordance with the limit (fund) allocated to the buyer.

For goods for which a state order is issued, state bodies within the prescribed period inform buyers a list of suppliers with whom contracts for the supply of goods can be concluded.

Conclusion

In conclusion, I would like to clarify that in consumer cooperation, direct economic ties mean direct contractual relations of cooperative organizations (enterprises) or their wholesale links with industrial enterprises for the supply of goods without the participation of wholesale and other commercial intermediaries.

In the context of the transition to a market economy, the development of direct economic relations with manufacturers of goods should be considered as the most important task in the development of rational economic relations for the supply of goods that provide a stable source of supply of commodity resources to the retail trade network with the lowest costs. By establishing direct contractual ties with manufacturers of goods, cooperative organizations and enterprises have a real opportunity to influence the range and quality of manufactured products, their price by directly agreeing with manufacturers of the main contractual conditions for the supply of goods. With direct contractual relations with producers of goods, cooperative trade enterprises get a real opportunity to achieve the release of goods necessary for the population, replace poorly sold products with new ones that are in demand by the population, raise the issue of reducing prices.

Direct long-term economic ties of wholesale consumer cooperation enterprises with manufacturers of goods necessitate the study and forecasting of the needs of buyers in goods of their range, participation in the development of projects of production programs of supplier enterprises, coordination with manufacturers of products of reference samples, prices of goods. Wholesale enterprises will be able to participate in joint work with manufacturers on product certification, quality control, development of recommendations for maintaining the quality level in the process of promoting goods to the consumer.

Bibliographic list

1. Albekov A. U., Soghomonyan S. A. Economy of a commercial enterprise. - Rostov-on-Don: Phoenix, 2002 .-- 456 p.

2. Jones G. Trading business: how to organize and manage: Per. from English - M: INFRA-M, 1996 .-- 145 p.

3. Zubtsovskaya AA Auction trade: Lecture for students of all specialties. - Novosibirsk: SibUPK, 2000 .-- 354 p.

4. Commercial activity of manufacturing enterprises (firms): Textbook / Ed. O. A. Novikova, V. V. Shcherbakova. -SPb .: Publishing house of SPbGUEF, 1999 .-- 257 p.

5. Strong LM Organization of commercial success. Expert advice. - M .: Economics, 1999 .-- 354 p.

6. Levy M., Veitz BA Fundamentals of retail trade: Per. from English - SPb .: Peter, 1999 .-- 236 p.

7. Maklakov GV Commercial activity in wholesale enterprises. - Novosibirsk: SibUPK, 1997 .-- 235 p.

8. Mikhailova OI Management of commercial transactions. -M .: Ed. house "Dashkov and K", 1999. - 189 p.

9. Osipova LV, Sinyaeva IM Fundamentals of commercial activity: Textbook for universities. - M .: Banks and stock exchanges; UNITY, 1997, - 478 p.

10. Organization of commercial activities: Reference manual / Under total. ed. S. N. Vinogradova. - Minsk: Higher school, 2000 .-- 254 p.

11.Pankratov F.R., Seregina T.K. Commercial activity: Textbook for universities. - 4th ed., Rev. and add. - M .: Marken-ting, 2000 .-- 356 p.

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1. The theoretical essence of the organization of wholesale trade

1.1 The concept and role of wholesale trade

Wholesale trade in the commodity market is an integral part of the sphere of circulation. Through the wholesale trade, the accumulation and movement of goods in space and time is controlled, almost all commodity resources pass through. It is an important lever for maneuvering commodity resources both in regions and in commodity markets. Through the wholesale trade, the consumer is influenced by the manufacturer in the direction of balancing supply and demand, providing consumers with the opportunity to purchase goods within their financial capabilities and in accordance with needs.

The purpose of the wholesale trade is to bring the objects of purchase and sale of goods, services from one business entity to another and / or the end consumer. Wholesale trade, in contrast to retail, takes an intermediate stage in commodity circulation. Such mediation occurs when manufacturing enterprises are not able to independently bring their products to the retail trade network, and stores are unable to organize the delivery of goods directly from industrial enterprises for many objective reasons.

The objective need for wholesale enterprises is caused by production, transport and trade factors. The main ones are:

Placement of industrial enterprises by regions of the country, taking into account the sources of raw materials and other conditions;

The level of specialization of manufacturing enterprises;

Conditions of cargo transportation, remoteness of the retail network from product suppliers;

A wide range of goods sold, their physical and chemical properties, the inconsistency of the production range with the trade;

The scale of activity of stores (the value of their turnover), the state of the material and technical base of the retail trade, the discrepancy between the sales period and the time of production due to the seasonality of production and consumption of certain goods (sugar, potatoes, vegetables, sporting goods, footwear, Christmas tree decorations, etc.) P.).

These specific operating conditions of manufacturing and retail enterprises require the creation and accumulation of certain stocks, most of which are concentrated in the wholesale link.

Wholesale trade helps to save costs and increase the efficiency of the entire sphere of commodity circulation. In particular, it is cheaper to store stocks of goods in a wholesale link than in stores. Delivery of goods to a retail network from wholesalers, as a rule, requires less costs than transportation from manufacturing enterprises.

The purpose of wholesale trading is to meet the demand for goods at a convenient time for the consumer. The objectives of the development of wholesale trade are: creation of a developed structure of distribution channels, capable of maintaining the required intensity of trade flows; ensuring savings in distribution costs and high efficiency of the entire system of circulation of goods in the country; mobilization of financial resources necessary to finance the process of goods circulation.

1.2 Types of wholesale enterprises

The needs of the consumer goods market must be met by two main types of wholesalers:

Large wholesale structures of a nationwide (federal) scale. These organizations must ensure the wholesale turnover of large consignments of goods to consumers throughout the territory or in a number of regions of the country. Federal organizations are called upon to form the structure of distribution channels for large domestic manufacturers of products and create favorable conditions for foreign suppliers of quality goods to enter the Russian market. They should act as a guarantor of the strategic stability of the consumer market as a whole and solve many problems in the development of domestic trade. This link should ensure the sustainability of the development of the entire national wholesale trading system;

Wholesale enterprises of a regional scale. This structure represents the basis of the national wholesale trading system, its internal contour (wholesale structures at the regional level). Wholesale enterprises at the regional level (autonomous or independent structures) must purchase goods from wholesale enterprises at the federal level and directly from commodity producers and bring them to retail outlets in their service area. In the area of \u200b\u200bactivity of these structures there are sales divisions of local industrial enterprises and wholesale structures of large retail organizations. The main task of this wholesale link is to provide goods to regional commodity markets and stimulate the formation of such types of organizations that would satisfy the requirements of commodity producers as much as possible.

Each type of wholesale business can exist in different forms.

Independent wholesalers are enterprises specializing in wholesale trading that carry out a full range of purchasing and sales operations with the transfer of ownership of the goods to the wholesale link. They must carry out a wide range of operations for the processing of commodity mass, create conditions for large manufacturers and retailers to enter the market.

Wholesale intermediary structures - "agent enterprises", "broker enterprises" (distributors), which do not use in their activities the transfer of ownership of the goods to them, act on behalf of the client and mainly at his expense.

Wholesale turnover organizers - commodity exchanges, wholesale fairs, auctions, wholesale food markets.

Commodity exchanges serve the wholesale turnover of standardized goods.

Wholesale fairs ensure the expansion of the consumer market through the establishment of interregional and interstate economic ties.

Auctions are a type of intermediary organization that facilitates the circulation of goods, where trade is conducted by open bidding.

Wholesale trade markets create conditions that ensure free access to the market for all suppliers of agricultural products and food.

The organizers of the wholesale turnover are an important element of the wholesale infrastructure, the main task of which is to create conditions for the organization of wholesale trade.

1.3 The specifics of the organization of the work of commercial departments of wholesale organizations

Commercial work is carried out by a staff of specialists. It uses modern computer technology. The main content of commercial work in wholesale organizations:

Information support for commercial activities;

Determination of the need for goods;

Selection of partners for establishing economic ties and promotion channels;

Commercial activity to establish economic ties between partners;

Organization of bulk purchases of goods;

Commercial activities for the wholesale of goods;

Commercial activities for the organization of retail sale of goods;

Commodity resource management.

The structure of the commercial department is determined by what functions the wholesale organization performs, how wide the range of goods purchased and sold by it, how many suppliers and buyers it has, etc. In general, the commercial service of the wholesale organization may have the structure shown in Fig. 1.

Figure: 1. The approximate structure of the commercial service of a wholesale enterprise

Each of the departments of the commercial service performs certain functions related to the solution of their tasks.

Providing the wholesale enterprise with the necessary marketing information;

Conducting a complex of marketing research related to consumer demand and market conditions, the supply of goods to suppliers, etc .;

Analysis and assessment of the market situation;

Formation of the company's image. The procurement department provides:

Search for suppliers of goods;

Justification, selection of organizational forms of procurement;

Organization of bulk purchases;

Documentation of purchases;

Control over the execution of contracts.

The sales department carries out the following functions:

Selection of forms of wholesale;

Development and signing of supply contracts;

Organization of wholesale;

Documentation of the wholesale;

Inventory management;

Monitoring the execution of supply contracts.

The following operations are performed in the warehouses of the wholesale enterprise:

Acceptance of incoming goods in terms of quantity and quality;

Organization of storage of goods;

Picking goods at the request of buyers;

Loading of completed goods for transport and sending to buyers;

In its work, the commercial department interacts with each other, as well as with other departments of the wholesale enterprise (planning and economic, legal, accounting, dispatching, etc.).

1.4 Analysis of the development of wholesale trade in Russia

It is obvious that GDP growth in the Russian economy depends to a large extent on the wholesale market. The latter, although it already existed during the time of the Russian Empire and during the period of the USSR, but the greatest leap in development was made after perestroika and the economic reforms in the country caused by it. According to 2015 data, this segment provided about 10% of the total gross domestic product.

Today the wholesale market can be conditionally divided into two sections - unprocessed raw materials and products of its processing. In the first sector, the sale / purchase of semi-finished products can also be distinguished. As for the general structure, it is roughly as follows.

About 40% is formed by a variety of semi-finished products, scrap, as well as other non-agricultural products. 20% comes from the sale of food and tobacco products. 15% of wholesalers' proceeds come from the sale of non-food consumer goods.

As the analysis of the wholesale market shows, today there are practically no large enterprises under the control of the state, almost all former Soviet trusts and trade associations have been privatized and are in the hands of private investors. The state today accounts for no more than 5% of such property.

A feature of domestic business is the relatively weak presence of large players in the regions. There, the distributors have much better established horizontal links with retail outlets, wholesale is less in demand. About 30% of all sales are in the Moscow region, which is not too surprising given the number of people living there and a higher level of well-being compared to the rest of the country.

Experts predict the growth of the sector (if the entire economy grows) in the coming years, but also note a number of significant problems that hinder this. Eliminating them will help even more effective development. First of all, the oversupply of state regulation is mentioned. Obtaining all the necessary approvals and certificates sometimes takes months.

There is also a serious dissatisfaction of the wholesale market participants with the abuse of authority by certain government officials. Many of them "cooperate" with other business structures and try in every possible way to make life difficult for their competitors, for example, by organizing frequent unscheduled inspections. Or, on the contrary, they persistently offer to “be friends” with them, threatening in case of refusal with various troubles.

Among other factors, it can be mentioned that entrepreneurs are not yet paying enough attention to the possibilities of Internet resources. Thus, they seriously lose revenue and, with all this, lose the consumer to more advanced competitors.

The analysis of the wholesale market indicates the relevance of the so-called "direct purchase" programs. Those distributors who have managed to train their staff to be focused on the needs of the consumer and to flexibly change the purchasing strategy depending on the requirements of the situation achieve more success than their colleagues.

It is also very important to constantly work on optimizing costs. Timely investment in logistics technologies, storage facilities and the latest software is not superfluous "show-offs" that can be completely dispensed with, but a competent strategy that provides solid dividends in the future.

In addition, it is vital for sellers to build trust with the manufacturer. To solve this problem, experts in the wholesale market recommend following a few simple rules. First, you need to try to conclude supply agreements for the long term. Secondly, to show interest in the business of partners, to find additional opportunities for deepening interaction.

Thirdly, it is worth showing loyalty to the manufacturer: not only timely fulfill their obligations for payment and the volume of the sample of goods, but also, for example, help him in various marketing research. In general, if you can provide an additional service, you should try to do it.

One of the trends in modern business is the dominance of large networks. Naturally, such companies are better off working with operators who specialize not in just one, but in various sectors of consumer goods and foodstuffs production. This is more convenient plus significantly reduces the costs and expenses for solving organizational issues. In this regard, more and more participants in the wholesale market are trying to move precisely towards universalism.

2. Analysis of the activities of a wholesale company on the example of LLC "Fargo-S"

2.1 Organizational and economic characteristics of LLC "Fargo-S"

The firm LLC "Fargo-S" is located at the address Rostov region, the city of Rostov-on-Don, Lenin street 12, office. 151.

The founder of this company is its general director Krupin Yury Alexandrovich. On June 22, 2013, the company received the OGRN - 1125194032240. In accordance with the charter, the main activity of the enterprise is trade in waste and scrap.

LLC "Fargo-S" is a medium-sized enterprise in the wholesale trade of ferrous scrap ZA (scrap steel)

In addition to the main activity, the company is also engaged in the processing of metal waste and scrap, as well as storage and warehousing (Figure 2.1).

Figure 2.1 - Site for the storage of scrap LLC "Fargo-S"

Figure 2.1 shows the site for the storage of scrap LLC "Fargo-S".

The main clients are legal entities of the Rostov region and adjacent regions. Lots of different weights are accepted, with all this, customers who hand over a batch of scrap weighing more than 10 tons have significant advantages in working with this enterprise. Purchasing managers of the LLC "Fargo-S" enterprise often visit the client to evaluate the future batch. Settlement with counterparties is carried out in cash and non-cash forms.

Lots of scrap metal are presented for testing for explosion hazard, it is also necessary to have accompanying documents, which must indicate the type, weight, grade, group and category of waste.

This society has the right:

Participate in associations and other associations;

Cooperate with any public organizations;

Purchase and sell goods from other companies, including foreign ones, in the Russian Federation and abroad;

Exercise your rights and be responsible for obligations.

The organizational structure of any enterprise has a great impact on building inter-farm relations with partners and establishing relationships between departments of the company.

In order for management decisions to be implemented in a timely manner and to have the opportunity to monitor their implementation, the organization carries out information communication. Information communication is carried out depending on the organizational structure of the enterprise.

We can say that every medium-sized wholesale enterprise begins its activities, building the enterprise according to the type of a linear management structure. As the enterprise develops, the enterprise expands, thereby increasing the need to empower employees with management functions. The Director General provides guidance on fundamental issues. Therefore, we can say for sure that the organizational structure of LLC "Fargo-S" is a linear - staff structure (Fig. 2.2).

The linear management structure is an organization in which the subordinate is subordinate to only one boss, only through one boss the subordinate receives all instructions. The boss is responsible for the actions of his subordinate.

Under the line-staff structure of management, the division of the functions of the manager and their distribution among divisions of different levels is provided. The line manager only coordinates the actions of the units.

Figure 2.2 - Organizational structure of LLC "Fargo-S"

Figure 2.2 shows the organizational structure of the line-staff type at a medium-sized wholesale enterprise LLC "Fargo-S".

The tasks of management and control in Fargo-S LLC are performed by the General Director. In his immediate subordination are: Deputy Director for Procurement, Deputy Director for Sales, managers for work with VIP - clients, chief accountant, head of personnel department, safety engineer and head of documentation department.

The general director of LLC Fargo-S is not only a manager, but also a founder. This cannot but affect the specifics of the company's management, since he is personally interested in the growth of the company's financial profit.

The Deputy Director for Procurement in his activities is guided by orders and orders of the General Director, job descriptions and regulatory legal acts. The deputy director must know the main legislative and legal acts regulating the company's activities, modern economic and practical relations in this area, planning and management of procurement activities, as well as other aspects of wholesale business.

The purchasing department is one of the main structural divisions of a wholesale trade enterprise. In this department, decisions are made on the purchase of scrap, its quantity, supply agreements are concluded, a supplier is selected, and the amount of inventory is predicted. Correct accounting of goods and its documentation is of great importance for planning purchases. Decisions on new purchases are made on the basis of financial and business documents.

The deputy director of sales must know the prospects for the economic and social development of the company and the industry, market conditions, advanced and scientifically based experience in the development of a wholesale enterprise, tax and environmental legislation.

The sales department is also the leading structural unit of the wholesale trade enterprise. The main task of this department is to increase the amount of ferrous scrap sold. The primary tasks of the department are: sales stimulation and forecasting.

Managers for work with VIP - clients are in other words managers for work with key clients. They bring the bulk of the profit to the enterprise by concluding agreements with regular and large partners. It is these managers who go to the seller's territory to assess the batch of his metal, since they have sufficient experience and qualifications to independently represent the interests of the company, conclude new contracts and correct old ones. If necessary, managers carry out work to stimulate the market using a system of discounts and bonuses.

The chief accountant is the head of the full-time accounting department, which collects and accumulates information about the property and finances of the enterprise. Accounting is a source of information on the accounts receivable and credit debt of the enterprise. Such information is necessary for the CEO to predict economic indicators, make decisions in all areas of the enterprise, and exercise financial control.

The head of the personnel department is the head of the department who is responsible for staffing the organization with the appropriate specialized employees. Employees of the personnel department are engaged not only in finding new personnel, but also in their adaptation at the enterprise, training, advanced training, as well as social issues of the enterprise.

The safety engineer is responsible for the maintenance of labor protection and fire safety documentation at the enterprise. Also, the duties of the engineer include monitoring compliance with safety regulations in the company's divisions, certification of workplaces, interaction with regulatory authorities, metrological control of measuring equipment, preparation of reports and other various documents.

The head of the department of documentation support directly supervises and is responsible for the work of the department. Office work is a specific activity for the preparation and execution of documents, their storage and processing. The adoption of management decisions largely depends on the correct preparation of documents. The documents reflect all aspects of the company's activities, which is why when checking the work of the company, first of all, they analyze financial and commercial documents.

LLC "Fargo-S" is a dynamically developing enterprise that is engaged in the procurement of ferrous scrap. This enterprise works for the long term, trying to offer the most optimal solutions.

General Director Krupin Yu.A. Among the goals and objectives of the enterprise, two main ones are distinguished:

Increasing production volumes by improving quality to reinvest the freed up funds in production;

Interaction with company employees to establish a connection between their personal responsibility for the quality of work performed and the company's image.

Company policy - a system of principles by which the company forms and implements its activities. The company's policy is built in accordance with the goals and objectives. But these are all just basic guidelines, the CEO of the company, with all this, is free to make managerial decisions. Among the activities of LLC "Fargo-S" are the following:

Improving the quality system through timely response measures;

Equipping workplaces in accordance with sanitary and hygienic requirements;

Increasing the material and moral satisfaction of the company's employees;

Systematic training of employees in order to improve their professional level;

Hiring highly qualified employees;

Creation of new jobs;

Entering the international market.

2.2 Organization of commercial activities of a wholesaler

One of the main functions of the wholesale trade is the systematic regulation of sales, the ratio of supply for a product to its demand. The functioning of the national economic complex is closely related to the development of wholesale trade, which works to saturate the domestic market and grow needs. In modern conditions, wholesale trade enterprises are completely autonomous and independent in choosing the range of goods and functional orientation.

Commercial activity is a part of entrepreneurial activity that covers only the sphere of circulation and does not imply the production of goods and the provision of services. The entrepreneur always strives to purchase resources in accordance with his commercial goals. Therefore, any activity aimed at acquiring material and technical assets for the purpose of circulation on the market can be called commercial activity.

Today, there is the problem of defining commercial activities for tax purposes. So, in accordance with the current Russian legislation, the criterion for classifying a company as a commercial one is that the enterprise has profit goals. It is necessary to take into account that the form of ownership and organizational and legal form of the organization does not matter.

Not only goods, but also services, as well as objects of intellectual value can act as a subject of commercial activity, since, along with goods, they have real and potential utility.

The functional structure of a wholesale trading enterprise is largely determined by the scope of its activities.

A characteristic feature of the activity of Fargo-S LLC is a large number of labor operations.

The main activity of LLC Fargo-S, according to OKVED and the charter of the enterprise, is wholesale trade in waste and scrap of ferrous metals.

Wholesale trade involves the following functions:

Improvement of inter-farm relations;

Selection of methods and forms of wholesale trade;

Strengthening interaction with retailers;

Improvement of the storage and warehousing system;

Organization of financial management.

The key point in the wholesale trade of goods is finding your target segment, in other words, establishing a sales market.

With the possibility of a free search for sellers and buyers, a medium-sized wholesaler should plan business relations as competently as possible. All relationships are built on a contractual basis. The contract is the main economic and legal evidence of the fact of the purchase and sale transaction.

The existing market relations have led to a fundamental change in the structure of contractual relations. Sellers and buyers are equal partners who align their activities with financial benefits.

The result of the commercial activity of any trade enterprise is the amount of turnover. This indicator is largely influenced by the sales promotion policy of the trade enterprise, which includes activities aimed at the consumer, intermediaries, and the organization's personnel.

A specific feature of the organization of the activity of a wholesale enterprise, including a medium-sized one, is that during the movement of goods, a change in the form of value occurs, that is, a technological process is carried out.

The technological process is a set of methods and operations for the promotion of goods, the preservation of consumer properties, aimed at bringing the goods to the consumer. This process handles the flow of goods from purchase to sale. Also, the technological process includes acceptance for quality and quantity, storage, transportation and movement of goods.

The financial results of LLC “Fargo-S” are presented in the financial statements for 2014. and 2015 (Table 2.1).
Table 2.1 - Dynamics of labor productivity for 2014 and 2015.

Table 2.1 shows that this enterprise is developing successfully, this is evidenced by the growth of the main indicators of the company's activity.

The growth in revenue from the sale of scrap in 2015 compared to 2014 amounted to 131.8% (growth - 91,465 thousand rubles).

In LLC "Fargo-S" there is an increase in the number of personnel from 208 people in 2014 to 227 people in 2015. This fact speaks of the stability of the enterprise, its systematic expansion and management's concern for its employees.

In 2015, fixed assets were introduced in the amount of 870 thousand rubles, equipment was removed in the amount of 36 thousand rubles.

For a complete presentation of the main indicators of a commercial enterprise, it is necessary to consider the indicators of the movement of fixed assets.

The renewal coefficient is the ratio of the value of the introduced fixed assets to the value of fixed assets at the end of the study period. This ratio shows what part of the value of fixed assets is occupied by new fixed assets.

, (1)

Where OPF cv - the cost of the received fixed assets for the year;

OPF kg - the cost of fixed assets at the end of the year.

all formulas are in the archive with work ;

The retirement rate is the ratio of the value of withdrawn fixed assets to the value of fixed assets at the beginning of the study period. This ratio shows what proportion of fixed assets retired from circulation due to dilapidation and obsolescence.

all formulas are in the archive with work, (2)

Where Ф choice - the cost of the main retired funds;

Ф ng - the cost of fixed assets at the beginning of the year.
wholesale activity analysis

The growth rate is the ratio of the amount of the growth rate of fixed assets to the value of fixed assets at the beginning of the study period. This ratio shows what part of fixed assets has been added or decreased in relation to the total value of fixed assets.

Where (F centuries - F choice) - the sum of the value of the increase in fixed assets.

all formulas are in the archive with work;

Depreciation ratio - the ratio of the amount of the depreciation cost to the original book value of fixed assets. This ratio shows the level of depreciation of fixed assets.

Where And - the amount of depreciation of fixed assets;

OPFp - the initial cost of fixed assets at the relevant date.

The shelf life ratio is the ratio of the residual value to their replacement value. This ratio shows what share is the residual value of fixed assets from the initial value for the period under study.

Where OPF ost is the residual value.

The calculation data are presented in the form of a table (Table 2.2).

Table 2.2 - Movement of fixed assets of the enterprise

The name of indicators	2014	2015
Update rate	1,0	0,47
Retirement rate	0	0,07
Growth rate	0	1,64
Wear factor	0	0,14
Expiry factor	0,85	0,86

Calculation of indicators of movement of fixed assets of the enterprise shows that the coefficient of renewal decreased in 2015 by 0.53. The retirement rate increased by 0.07, which indicates that the company is removing obsolete equipment from circulation. The growth rate also increased compared to 2014 by 1.64. The depreciation rate in 2015 was 0.14. The shelf life ratio in 2014 was 0.85, and in 2015 it was 0.86, this fact indicates that this enterprise has new equipment on its balance sheet.

When developing an effective financing system, there is always a dilemma of combining the company's investments in its development, planning cash receipts for this and keeping credit debt at the lowest possible level.
analysis of the activities of the wholesale enterprise

The current problem of the Russian economy is the underutilization of production capacities, which is associated with sales problems. It can also be said that many businesses have outdated infrastructure. It is of great importance to update the material and technical base for the successful solution of modern problems of development of the organization and the industry.

Investments - a long-term investment of material assets in the development of a company to provide production factors. Real investments are the most important.

The objects of investment activity are fixed assets (created or renewed). Investment activity at the enterprise is developing in two directions:

Investing money in shares of other companies for profit;

Expansion of your own enterprise through the construction of fixed assets, purchase of land, and more.

Among the investment areas of LLC "Fargo-S", the main ones can be distinguished, among them the following:

Choice of dividend policy;

Debt and working capital management;

Development of credit policy;

Analysis and development of financial and tax policy;

Cost management, including depreciation.

2.3 Organization of wholesale trade in scrap of ferrous metals in LLC "Fargo-S"

In modern conditions of increasing the amount of steel smelting, improving and developing industry, ferrous scrap is a very important raw material. The growing demand for raw materials and the limited secondary market create a demand for ferrous scrap. This causes an increase in competition in the purchase of scrap, this process is accompanied by an increase in the price of this raw material.

Commercial activities in the wholesale of ferrous scrap, like any other commercial activity, are subject to regulatory regulation.

The main regulatory legal acts, within the framework of which the studied organization operates, are the following:

1. The Constitution of the Russian Federation (adopted by popular vote 12.12.1993).

2. The Civil Code of the Russian Federation of 30.11.1994 No. 51 - FZ as amended. dated 05.05.2015 No. 124 - FZ.

4.Federal Law "On Production and Consumption Waste" dated 26.06.1998 No. 89 - FZ

5.Federal Law "On Licensing Certain Types of Activities" dated 04.05.2012 No. 99 - Fz

6. Normative legal documents, adopted by the Government of the Russian Federation and state authorities of the Rostov region.

The Constitution of the Russian Federation determined the most important principles for the operation of a commercial enterprise, in particular, the organization of wholesale trade in ferrous scrap.

The Civil Code of the Russian Federation outlined the relationship between the parties who entered into an agreement, the relationship between debtors and creditors, as well as the very concept of organization and entrepreneurial activity.

The Code of Administrative Crimes of the Russian Federation determined offenses in the economic sphere and the responsibility of persons in the field of handling ferrous scrap.

The Federal Law “On Production and Consumption Wastes” laid the foundations for the regulation of scrap trade as a secondary raw material and an additional resource for industry. It delimited the powers of the state federal, regional and local authorities in the field of recycling.

The Federal Law "On Licensing Certain Types of Activities" regulates relations arising between federal executive bodies, executive bodies of the constituent entities of the Russian Federation, legal entities and individual entrepreneurs in connection with the implementation of licensing of certain types of activities.

The main principles of state regulation in the field of ferrous scrap handling are:

1. Complex processing of all types of waste.

2.Reduction of the amount of waste and their involvement in economic circulation.

3. Environmental feasibility of metal waste disposal.

The most important aspect of the development of a wholesale trading enterprise specializing in the purchase and sale of ferrous scrap is the assessment of market conditions and forecasting prices for scrap when it is purchased by scrap processing organizations and metallurgical plants. Today, there is a need for the scientific development of the problem of organizational and economic methods for studying the process of analyzing and forecasting prices for secondary raw materials, in order to increase the competitiveness of the enterprise in the purchase and sale of scrap.

Establishing this kind of evidence-based methodology would allow an organization to more efficiently allocate its resources to minimize the purchase price and maximize the selling price.

For the modern Russian economy, ferrous scrap is the most important secondary raw material. The following trends in the development of the ferrous scrap market can be identified:

1. The volume of demand for scrap in Russia is growing, this is due to an increase in the volume of steel smelting, casting and rolling.

2. The limitation of the amount of resources of secondary raw materials leads to its shortage.

3. With the strengthening of market ties, there is an enlargement of market participants and the industry itself.

4. The share of lightweight scrap is increasing, which entails an increase in costs for its processing.

5. The large territorial dispersion and remoteness of processing industry enterprises and metallurgical plants leads to an increase in the cost of transporting raw materials.

6. There is an increase in prices for ferrous scrap.

The relationship of the most important market participants is its structure. The elements of the market structure for ferrous scrap are scrap suppliers, suppliers and consumers of scrap (Fig. 2.3).

Figure 2.3 - Structure of the market for ferrous scrap

Figure 2.3 shows the structure of the ferrous scrap market. The elements of this structure are scrap suppliers, suppliers, consumers.

Pricing in the secondary metals market has its own distinctive features. Recycling plants set prices for the purchase of scrap in accordance with their production needs and the remains of raw materials in their own warehouses. Thus, the consumer's purchase price is formed. Taking these prices into account, scrap suppliers set prices for purchasing scrap from scrap suppliers.

The most important condition for the development of commercial activities of scrap suppliers is adherence to market conditions, dynamics of prices for the purchase and sale of scrap. This fact allows wholesalers to effectively organize logistics activities for the distribution of scrap flows, which contributes to an increase in the profitability of the enterprise.

Fargo-S LLC regularly develops and updates the behavior model of this enterprise on the market. In the conditions of an unstable market, for this they revise the budget, various plans and forecasts.

The model of the organization's behavior in the market is developed in several stages. The first stage is price forecasting. Managers of the studied enterprise, when forecasting prices, use three main methods:

1.Multiple regression method.

2.Model Box - Jenkins.

3. Method of expert forecasting.

The concept of multiple regression was first used in 1908. in Pearson's work. Today it is one of the most common methods in econometrics. The essence of the method is to analyze the relationship between several independent variables (also called regressors or predictors) and the dependent variable. In LLC “Fargo-S” this method is used to solve demand problems when analyzing production costs. When using this method, the degree of influence of each factor and their cumulative effect are determined.

The Box-Jenkins model is used to analyze financial series. At the investigated enterprise, this model is used to predict and analyze the volume of investments in production.

Expert forecasting method - a method based on the intuitive judgments of an expert regarding the object under study. This method is based on the available information about the company and the market. With its help, one can assume the prospect of development of the studied organization.

Very often managers are faced with a situation of uncertainty and risk, the success of an enterprise, in this case, depends only on the ability of an individual manager to predict the results of his work. Therefore, in LLC "Fargo-S" managers take part in the development of a model of enterprise behavior in the market, thereby linking the behavior model with forecasting.

The next step in the behavior model is pricing. In conditions of limited resources, the most important factor is the radius of delivery of scrap. Another important factor in the successful development of a wholesale enterprise is a differentiated approach to scrap suppliers and consumers. To a lesser extent, the issue of pricing is influenced by the presence of potential scrap stocks and the structure of scrap generation. Therefore, the approach to pricing requires building a competent pricing policy.

The last stage in the development of a model of enterprise behavior is the analysis of the information received and their introduction into commercial activities. Application of the obtained results allows LLC "Fargo-S" to promptly respond to market changes and optimize flows of ferrous scrap.

Fargo-S LLC works primarily with clients from the Rostov region and the North Caucasus. The surveyed company is not a monopoly on the ferrous scrap market. The main competitors are the following companies:

1. LLC "Geotsin", Rostov - on - Don;

2. LLC "Rosttechnomet", Rostov - on - Don;

3. LLC "Flagman-MT" Voronezh;

4. LLC "Phoenix S", Pyatigorsk;

5. LLC "Novorosvtormet", Novorossiysk.

The enterprise LLC "Fargo-S" occupies its niche in the market thanks to mutually beneficial relationships with partners, built on a long-term basis. The organization is responsible for its commitments, as do key partners. Such exactingness is the key to long-term profitability.

3. Proposals for improving the organization and development of the enterprise in the wholesale trade

In recent years, the role of wholesale trade has changed dramatically. First, there has been a significant increase in competitors in this industry. The process of creating a wholesale market structure has been completed today. The wholesale market is quite developed and almost full, so the company can develop only at the expense of competitors' niches. Secondly, many retailers seek to work directly with scrap processing plants. These circumstances force the wholesale companies to work in an increasingly harsh and changing conditions of the modern economy.

Figure 3.1 - A set of proposals for improving the organization and development of a medium-sized enterprise

Figure 3.1 shows a system of proposals for improving the organization and development of a medium-sized enterprise in wholesale trade. The proposals are presented in the following areas: management, work with personnel, the use of space for storage of scrap, as well as in the field of marketing.

Increased competition in the domestic market is forcing medium-sized wholesalers to pay more attention to their competitiveness and its compliance with market requirements. This can be achieved by analyzing the competitive advantages of the enterprise and building internal and external policies of the enterprise, taking into account the identified advantages. Competitiveness management is one of the fundamental factors in the development of a wholesale enterprise.

For many years, domestic and foreign scientists have been dealing with the problems of the competitiveness of a medium-sized enterprise. But today there is no formed complex of ideas about the management mechanism in the field of competitiveness of a wholesale trade enterprise. There are also questions in the field of determining competitive advantages and the model of their application in an existing enterprise. In modern conditions, a theoretical and methodological set of approaches should be developed to improve competitiveness based on the analysis of competitive advantages. This is necessary for the successful adaptation of the enterprise to the constantly changing conditions of the modern market.

The environment for the emergence of competitive advantages can be due to internal and external factors of the enterprise environment. These benefits can have legal and extra-legal status. In terms of their validity on the market, they can be short-term, medium-term and long-term. The nature of the dynamics of competitive advantages can be characterized as stable and unstable. In relation to price, the benefits can be price and non-price. Despite the variety of factors, all of them in one way or another have a fundamental or secondary influence on the competitiveness of an organization.

The competitiveness of a wholesaler is, first of all, the ability of an enterprise to develop and analyze an entrepreneurial idea and having resources of any nature in a competitive advantage in order to strengthen its place in the market and conquer new niches. We can say that the basis of competitiveness is competitive advantages, which must be maintained, developed and improved. These events will help the company to form superiority against competitors and become more in demand among potential partners.

Proceeding from the fact that entrepreneurial activity is based on the independence and initiative of the enterprise, it should be noted that a wholesale enterprise should be focused on increasing sales. To do this, you need to know and be able to apply the main indicators of the activities of enterprises of this type.

In the area of \u200b\u200bwork with personnel, additional personnel training is offered. The trade enterprise cannot be viewed from one side. It is impossible to isolate the enterprise from the external environment, since it is the environmental factors that have a significant impact on the nature of the company's activities. Therefore, when assessing the development of an enterprise, it is necessary to take into account the industry affiliation (trade in ferrous scrap), the existing infrastructure and its development, relationships with partners. At a wholesale trade enterprise, communication links occupy an essential position. It is through the channels of such communication that information about the external environment is collected and feedback is carried out.

To analyze the development of a wholesale enterprise, it is necessary to consider the reserves and factors that can directly or indirectly affect the development of the enterprise. This is due to a comprehensive assessment of the system of indicators characterizing the efficiency of production, and the analysis of particular indicators characterizing the dynamics of the enterprise's development and its pace.

Today, the professionalism of employees plays an important role in the competitiveness of the enterprise. Therefore, for the development of the organization, we propose to provide additional training for workers involved in cutting metal. On average, the cost of training is 5,000 rubles. per person. In the firm, 2 teams of 6 people are involved in cutting. Consequently, the cost of additional training will be 5000 * 12 \u003d 60,000 rubles. After completing the courses, the workers will improve the quality of the services provided, so they will be able to cut 10 tons more. On average, cutting one ton of scrap costs 1,000 rubles. This means that for the month the profit will increase by 10,000 rubles, and for the year by 120,000 rubles.

The economic efficiency of this measure (capital investment) is calculated by the formula:

Where P is the increase in profit from the implementation of the event;

З - the costs of the event.

The economic effect of this event is positive, i.e. the profit received from the implementation of this activity exceeds the cost of its implementation by 20%.

In the field of management, we propose to introduce controlling as a form of interaction between departments. The economic situation is characterized by rapid changes. In a business environment, it is very important to make informed and informed decisions. You need not only information support, but also a system that could ensure interconnection and successful functioning. This is done by the controlling system.

Controlling is a system that ensures successful interaction between management systems and a control system. Controlling provides information support for decision making. In today's conditions, with the help of controlling, the risk management system, the quality management system is carried out.

Controlling has been successfully developing for several decades in the USA and England. This contributed to the specialization of this system. Today there is controlling in the field of budgeting, insurance, tax support.

In Russia today, this system is quite new and is rarely used by wholesalers. Enterprises of the classical model of entrepreneurial activity are conservative in their activities, this slows down the possibility of re-profiling an organization when the external environment changes. Such enterprises need to pay attention to the controlling system, since with the help of such a system it is possible to activate their competitive advantages without restructuring the business model.

Any controlling system can be described horizontally. For this it is necessary to consider the structure of controlling (Fig. 3.2).

Figure 3.2 - Horizontal structure of controlling

Figure 3.2 shows the horizontal structure of controlling. It is represented by the following elements: planning, implementation and control, analysis and processing, self-improvement.

These elements are in constant interaction. The task of controlling is to define the goals and objectives of each department in order to achieve a single goal.

It is necessary to pay attention to the problems of the secondary wholesale market, in particular the market for ferrous scrap, to consider the possibility of innovative solutions in this industry.

In the area of \u200b\u200boptimizing the use of storage space, we offer scissor cutting and stacking. Improving the efficiency of labor in the field of scrap metal trading is a key issue, since most jobs are dominated by manual labor (gas cutting of metal). This leads to high social and labor losses.

Today, the most important factor in the development of this industry is the introduction of modern technologies (for example, hydraulic presses). To determine the effect of innovations, a system for determining socio-economic efficiency is needed. This methodological base is necessary, since scrap metal is a commodity and a raw material at the same time. When used inappropriately, scrap becomes a polluting object of the environment.

Scissor cutting is a kind of recycling that transforms oversized pieces of scrap into oversized pieces by chopping. Packing is used for lightweight scrap and metal shavings, which are destroyed by corrosion within three to six years, but still account for almost 40% of the total scrap metal. This method consists in compressing scrap on a baling press. The share of oversized metal objects among scrap is about 20%. Scissor cutting will make it easier to transport oversized metal.

Lightweight scrap and metal shavings occupy almost 50% of the warehouse area, when using bundling, it is possible to reduce the occupied area by almost half.

Enterprises in Russia and the Rostov region, specializing in the wholesale trade of ferrous scrap, are often engaged only in storage. The introduction of modern methods of scrap processing would save resources used in scrap storage. This kind of automation would improve the efficiency of each employee.

Environmental safety issues are closely related to the activities of secondary industry enterprises. Each developed country strives to close the scrap turnover within the country, this allows solving the environmental problem and providing metallurgical plants with raw materials.

According to the research of NIPI Vtorchermet, the use of 1 ton of scrap metal will save instead of the same amount of pig iron:

Electricity 180 kW / h;

Wholesale of goods is carried out by two main methods: the transit method and the method of selling goods from the warehouse.

The paper considered the development of wholesale trade in Russia and the Rostov region. The consumer market of the Rostov region is a budget-forming link. The share of tax revenues from wholesale and retail trade, public catering and consumer services in the region in the total amount of tax revenues from all sectors of the economy of the Rostov region is more than 17% in 2015.

In the second chapter, the monitoring of the organization and development of the commercial enterprise "Fargo-S" LLC was carried out. The organizational structure of the enterprise is a line-staff structure. The investigated company is engaged in the wholesale of ferrous scrap. The main clients of the company are legal entities.

The calculation of indicators of the movement of fixed assets of the studied enterprise shows that the renewal rate decreased in 2015 by 0.53. The retirement rate increased by 0.07, which indicates that the company is removing obsolete equipment from circulation. The growth rate also increased compared to 2014 by 1.64. The depreciation rate in 2015 was 0.14. The shelf life ratio in 2014 was 0.85, and in 2015 it was 0.86, this fact indicates that this enterprise has new equipment on its balance sheet.

The market for secondary raw materials, including ferrous scrap, has its own distinctive features. Recycling plants set prices for the purchase of scrap in accordance with their production needs and the remains of raw materials in their own warehouses. Thus, the consumer's purchase price is formed. Taking these prices into account, scrap suppliers set prices for purchasing scrap from scrap suppliers.

Increased competition in the domestic market is forcing wholesalers to pay more attention to their competitiveness and its compliance with market requirements. This can be achieved by analyzing the competitive advantages of the enterprise and building internal and external policies of the enterprise, taking into account the identified advantages. Competitiveness management is one of the fundamental factors in the development of a wholesale enterprise.

Today there are two main methods of labor facilitation used in scrap wholesalers. These are scissor cutting and bag forming.

The third presents a system of proposals for improving the organization and development of a medium-sized enterprise in wholesale trade:

1.apply controlling as an effective form of increasing efficiency in the interaction of departments;

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