The turnover of the wholesale trade enterprise. Features of the organization of wholesale trade processes

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List of used literature……………………………………….………. .26

Introduction

The modern market is an extensive system of economic relations between producers and consumers, as well as a complex mechanism for identifying and coordinating their economic interests. The practical implementation of these ties, taking into account the interests of all participants in the circulation of goods, is undertaken by trade intermediaries. Thus, they contribute to the formation of a single market for goods and services, expand the possibilities for the development of competition on it.
Wholesale trade provides services to manufacturers of goods and retailers. As a result of its activities, the product approaches the consumer, but does not yet fall into the sphere of personal consumption. The most important task of wholesale trade is to systematically regulate the product offer in accordance with demand.
The objective opportunity to successfully solve this problem is due to the intermediate position of wholesale trade: a significant part of commodity resources is concentrated in it, which makes it possible not to be limited to passive operations, but to actively influence the sphere of production, retail trade and, through it, the sphere of consumption.
The efficiency of the functioning of the entire National economy, balancing the domestic market, meeting the needs of the population in goods.
Establishing business ties with industry and agriculture, the wholesaler acts as the customer of the goods consumer goods, its functions include the purchase and import of goods from manufacturers. It should be noted that it is designed to actively involve local commodity resources in the trade turnover and to purchase goods from various sources. In the warehouses of wholesale enterprises, goods are sorted out, discounted if they do not meet the needs of buyers, or if their consumer qualities are reduced.
In order to influence the change in the trade situation, the wholesale trade must have data on the state and prospective changes in situations in the sectoral and regional markets, investigate and predict the demand of the population, and have an idea of the capabilities of suppliers. The most important task of trade is to regularly supply stores with small quantities of goods in accordance with their needs.
From the point of view of a wholesale trade enterprise, the following main tasks can be distinguished: overcoming the spatial gap; transformation of the production assortment into a trading assortment of goods; formation of stocks for insurance against changes in demand for goods; price smoothing; storage of goods; finalization and bringing the goods to the required quality, packing and packaging; lending to their clients; marketing research.
The main and determining indicator of the financial and economic activity of wholesale enterprises is the wholesale turnover, which determines income, expenses, profit, the need for warehouse and trading network. An analysis of this indicator helps to more fully identify the available reserves for its growth, ensure a rational change in its structure and contribute to a more complete satisfaction of the needs of the retail network and the population for consumer goods.
Therefore, the main goal of the work is to master the techniques and methods of economic analysis to identify reserves for growth in sales and take timely measures for their implementation. The main tasks of the work are to analyze the total volume of trade and determine the factors that have the greatest impact on it.
When analyzing the wholesale turnover in term paper economic methods were used - the method of comparison, the method of chain substitutions, the method of percentage numbers.
Under the conditions of a normal market, wholesale trade should become an active lever for stimulating the growth of production efficiency, better meeting the needs of the buyer, and the successful development of the entire national economy, therefore, the development of wholesale trade and its indicators are of interest for study.

Chapter I. Wholesale turnover, its essence, significance in implementation

economic links between the production of goods and their

retail

Wholesale turnover - the main indicator economic activity enterprises and organizations of wholesale trade.
Wholesale turnover is understood as the sale of consumer goods and industrial value by trading enterprises for their subsequent sale or processing.
The economic essence of wholesale trade is determined by the functions performed by wholesale trade. Carrying out economic relations with industry and agriculture, wholesale trade acts as a customer for consumer goods, and also affects the rational distribution of production, increasing the volume of output.
There are two types of wholesale trade:
warehouse turnover - the sale of goods through the warehouses of wholesale bases;
transit turnover - the shipment of goods by industrial enterprises to buyers bypassing the warehouses of trading bases, but according to their orders. With this form of turnover, trade enterprises organize the movement of goods, but do not participate in the technological process itself. Direct connections of large trade enterprises with manufacturers allow us to quickly respond to changes in consumer demand, expand the range and improve the quality of goods, and receive them rhythmically. Transit deliveries have also proved to be effective for trade enterprises that have special requirements for the goods sold, that is, in cases where it is necessary to form an assortment in accordance with the product profile of stores. The wholesale sale of goods in transit can be carried out with the participation of the wholesale link in the calculations - with the investment of funds, and without participation in the calculations - the organized turnover.
In the case of transit turnover with participation in settlements, the wholesale trade first, as a buyer, settles with the supplier, and then, as a seller of goods, presents invoices for payment to buyers. At the same time, wholesale enterprises use their working capital, use bank loans, pay all taxes, that is, like all enterprises, the goal is to make a profit, which in wholesale trade is formed due to the excess of income over expenses - distribution costs. In a number of cases, the volume of trade with participation in the calculations takes into account transit sales, when wholesalers pay only transportation costs for the delivery of goods to their destination.
Transit turnover without participation in the calculations provides only for the intermediary activity of wholesale trade. Producers and buyers conduct payments for goods directly between themselves. The role of the wholesale link is to organize contractual relations and deliveries of goods. It participates in placing orders and drawing up specifications for goods and monitors the progress of shipment.
Transit trade is the most economical. An increase in its share in the entire wholesale turnover leads to resource savings. This is achieved by reducing the number of links in the movement of goods, accelerating the turnover of goods, reducing the need for storage space and transport for the delivery of goods. However, the use of transit turnover is limited by certain conditions: the size of the turnover of a retail trade enterprise, the lack of sorting of goods, the location of industrial enterprises and buyers. Delivery of goods in transit to the retail network in large quantities can lead to a slowdown in the turnover of invested funds, to incomplete satisfaction of demand in some regions for goods that are available in excessive quantities elsewhere. Transit trade turnover has been widely developed for goods of a simple assortment, as well as for goods that are produced by local industries.
The sum of warehouse and transit turnover is the total or gross turnover of the wholesale enterprise.
Wholesale turnover can be considered as:
1) the turnover of the wholesale link for the sale of goods to organizations and retailers, associations, enterprises Catering and industry;
2) turnover on the sale of goods by some wholesale links to others. This turnover occurs when the goods pass through several wholesale links.

Chapter II. Tasks of economic analysis of wholesale trade.
Its role in the commercial service of the population.
Sources of information used

The trading activity of wholesale enterprises is characterized by the volume, composition, assortment and structure of trade. Wholesale turnover is the sale of goods in large quantities to retail and public catering enterprises for subsequent sale to the public, industrial and other enterprises and institutions - for production purposes and non-market consumption.
The main purpose of the analysis trading activities wholesale enterprises - identification, study and mobilization of reserves for the development of trade, improvement of customer service, improvement of commodity circulation. In the process of analysis, it is necessary to assess the implementation of plans for wholesale turnover and delivery of goods to customers; study them in dynamics; identify and determine the influence of factors on the development of wholesale trade; study the causes of shortcomings in trade and commercial activities, if any, and develop measures to eliminate and prevent them; determine the strategy and tactics of the marketing activities of the wholesale enterprise. The analysis should show how the wholesale enterprise in its economic activity takes into account the socio-economic development of the region served, the production capabilities of industrial enterprises and other suppliers, the availability of commodity resources, the volume and structure of the expected receipt of goods from other regions of the republic, near and far abroad.
The information material used in the course of the economic analysis of the indicators of the wholesale base are plans and normative indicators, data from statistical, accounting and operational reporting, in particular: balance sheet, form No. 2 “Profit and Loss Statement”, form No. 3 “Interpretation of other items Profit and Loss Statement", form No. 4 "Report on distribution costs in trade", form No. 5 "Report on the costs of maintaining the administrative apparatus", form No. 7 "Report on the movement of economic incentive funds" and other accounting data, list which is determined during the analysis 1 .
The main sources for reporting are entries in the statement of shipment and sale of goods, which is maintained to the journal - order on the account "Goods shipped, work performed and services", which contains data on the sale of goods by their groups, by buyers, by departments and sections of the wholesale enterprises, warehouse and transit turnover.
The primary documents for compiling the balance sheet are commodity reports and registers with documents attached to them: invoices, specifications. Trade departments keep an operational record of shipments of goods to each buyer, whose data is an important source of analysis and planning.
Operational accounting of the consumption and receipt of goods is carried out, as a rule, every 5-10 days in a detailed commodity nomenclature based on analytical accounting.
Deliveries of goods by individual suppliers in terms of quantity, assortment, quality, timing and other signs of a supply contract are also carried out on the basis of operational accounting materials. For each supplier, for each concluded contract, a separate card with the relevant details is created. Entries in the card are made as the goods arrive. Therefore, delivery by individual suppliers or by a group of suppliers, by the number and types of goods, by the timing of receipt, as well as by other elements, can be considered as of any date or for any period of time.
An in-depth analysis of deviations from the terms of the supply contract can also be done on the basis of the study of primary accounting documents - acts drawn up upon acceptance of goods when the quantity, assortment, quality, price of goods do not correspond to the data of the accompanying documents and the terms of the contract.
Inventory - a continuous count of all goods that, if necessary, can be outweighed and remeasured. The data obtained in physical terms are evaluated at current prices and summarized by product groups into a total amount.
Removal of balances or operational accounting - reconciliation by materially responsible persons of the actual availability of goods with the data of the commodity account. Moreover, not goods are counted, but cargo items (boxes, rolls, bags), then, taking into account the relevant norms, a recalculation is made, the quantity of goods is determined, which is evaluated at current prices.
All of the above sources of information and methods of obtaining it can serve to analyze the wholesale turnover and all its components.

Chapter III. Brief description of the activities of the wholesale base
To conduct an economic analysis of the wholesale turnover and the factors influencing it, the indicators of the wholesale link of the Optovik enterprise, which is mainly engaged in the supply of goods to the regions of the region, the accumulation and storage of seasonal goods and wholesale sales, are considered. The enterprise imports mainly food products - 90% and a part - 10% of non-food - related products. The total volume of trade for the reporting year amounted to 36209.1 thousand rubles. and has an upward trend.
The prospects for increasing trade turnover are determined by the conclusion of supply contracts with suppliers operating in the region, which implies a reduction in selling prices, or at least their stability, since the level of transport costs can be reduced due to their small remoteness compared to the delivery of goods from the mainland. Working with local suppliers makes it possible for local producers to survive, increase jobs, receive taxes by the region, and as a result, increase the quality and standard of living of the population.
Working with the trade base of the city's stores allows the latter to more freely dispose of their financial reserves, as it makes it possible to purchase goods in small batches, thus expanding the range of goods, in a timely manner to make claims to the supplier and manufacturer in case of its (goods) poor quality characteristics.
For the reporting year, the inventory of the wholesale base tends to increase, at the same time, the turnover of goods also increases. This is a positive indicator in the work of the base, but it still requires an increase in retail space.
The trade depot has a small area of 300.5 sq.m, but in the future it is planned to put into operation an object with a total area of 1000 sq.m., specially designed for working with food products, which will increase not only the volume of trade, but also the range goods imported for sale.
For the reporting year, the base has 111 employees with higher and specialized trade education. With the increase in retail space and turnover, the staffing of employees will increase, taking into account productivity per 1 meter of retail and warehouse space.
The base has a wholesale warehouse and transit trade. The wholesale and warehouse turnover is 72.2% of the retail turnover in the serviced enterprises, which is a positive factor, although its share fluctuates slightly downward, which indicates that retailers are trying to work independently with suppliers or deliverers of local products, thereby trying to work without intermediaries.
In general, the base has great prospects, as it has certain financial resources, fixed assets adapted for trading food products, established relationships with suppliers, as well as qualified personnel.

Chapter IV. Assessment of the dynamics and implementation of the internal plan - forecast

wholesale turnover using absolute and

relative indicators

The total volume of wholesale trade, its types, ways and links of goods movement are important indicators of the trading activity of the wholesale base. Their analysis is carried out using comparison and difference methods. In addition, some calculated indicators are also used in the analysis process, such as, for example, the share of wholesale and warehouse and transit turnover in the total volume of wholesale trade, the coefficient of product movement links, specific gravity centralized delivery of goods to the retail network.
For the normal functioning of a wholesale trade enterprise, it is necessary to determine the main indicators of wholesale trade turnover: the volume and structure of trade turnover, the receipt of goods and inventory.
Analysis of wholesale turnover is considered, if necessary, according to the forms of commodity circulation: warehouse turnover, transit, with participation in settlements, without participation in settlements; by categories of buyers: retail enterprises, industrial enterprises, wholesale enterprises, exports, government orders; by region: local region, other regions; by structure and range of turnover: food products, non-food products; by the method of payment for the goods: immediate payment, by transfer, on credit.
Wholesale turnover is characterized by changes in total sales in the reporting year compared to previous years, growth rates of turnover, average growth rates, changes in value (natural) measurement. If necessary, similar indicators are calculated at constant prices.
It is possible to single out such an indicator as the sale of goods to each buyer in the context of commodity groups, as well as other indicators of turnover and sales structure based on the interests of the enterprise.
Analysis of the turnover of a commercial enterprise begins with a study of the dynamics of its volume.
If the enterprise is planning the turnover, it is necessary to analyze the degree of implementation of the plan as a whole for the wholesale enterprise, in the context of individual structural divisions and calculate the uniformity of the implementation of the turnover plan for individual periods of time.

Table 4.1. Analysis of wholesale turnover for the reporting year by trade base
(thousand roubles)

Product groups	Trade turnover				deviation		Growth rate, %
	Last year	Reporting year			off plan	actually
		plan	fact	% completed
Foodstuffs Non-grocery goods (related) Total	30085,7 3225,6 33311,3	32320 3520 35840	35838,4 3991,6 39830	110,9 113,4 111,10	+3518,4 +471,6 3990	+5752,7 +766,0 6518,7	119,1 123,9 119,6

The wholesale turnover of the base for the reporting year amounted to 39830.0 thousand rubles, which is higher than the indicator of the previous year by 6518.7 thousand rubles (39830.0-33311.3) or by 119.6% (39830/33311.3x100).
The fulfillment of the planned indicator of the turnover of the base amounted to 111.0% (39830/35840x100), which in total amounts to 3990.0 thousand rubles. (39830 - 35840).
The analysis of trade turnover should be carried out not only in terms of the total volume, but also in the context of individual product groups - according to the assortment structure. To characterize the change in the structure of trade, you can use the coefficient of absolute structural shifts 2:

Kss= v?(fi 1 – fi 0) 2 / n , (4.1.)

where K is the coefficient of absolute structural shifts in trade;
f1 - specific gravity i-th commodity groups in the total turnover (%) in the reporting period;
f0 - specific i-th weight commodity group in the total turnover in the previous period (%);
n is the number of commodity groups.

Wholesale turnover by types of promotion of goods is divided into wholesale and warehouse and transit (paid and unpaid). Transit turnover, both paid and unpaid, has certain advantages over wholesale and warehouse turnover. It speeds up the promotion of goods, reduces labor and cost. Therefore, an increase in the share of transit turnover in the total volume of wholesale trade is considered as a positive phenomenon, provided that transit deliveries certain goods produced on the basis of the current shipping standards do not exceed the demand for them retail network and do not overstock it, which must be taken into account when assessing the change in the ratio of wholesale warehouse and transit trade turnover.
In the process of analyzing the wholesale turnover, the state and development of the centralized delivery of goods directly to stores is checked and evaluated.
An analysis of the general links in the distribution of goods in the wholesale base can be considered as an example of table 4.2.
Table 4.2. Wholesale turnover of the wholesale base for the reporting year (thousand rubles)

Indicators	Previous year	Report. year	Reporting year to previous
Indicators	Previous year	Report. year	%	sum
1.Wholesale and warehouse turnover 2. Transit turnover (paid and unpaid)	28248 5063,3	33736 6094	119,4 120,4	+5488 +1030,7
3.Total wholesale turnover (page 1+page 2)……………………………………….	33311,3	39830	119,6	+6518,7
4. The share of transit turnover in the total wholesale turnover,% (page 2/page 3x 100)………………………………… 5. Retail turnover of serviced organizations………………………………………… 6.Wholesale and warehouse turnover in % to retail in serviced enterprises p.1/p.5x100)………………………………………	15,2 39017 72,4	15,3 46725,8 72,2	0,6 119,8 0,3	0,1 7708,8 0,2

In the reporting year, the wholesale base achieved an increase in turnover by 119.6%, and trade organizations served by the wholesale base increased the growth in retail turnover by 119.8%. At the same time, the retail trade turnover was overfulfilled by 7708.8 thousand rubles. rub. (46725.8 - 39017), and wholesale turnover by 6518.7 thousand. rub. (39830 - 33311.3). In this case, it is necessary, in the course of analyzing the structure of trade turnover, to establish for which product groups the excess wholesale trade turnover exceeds the retail one, and to consider the state of commodity stocks in the retail network for these groups. The presence in the retail network of excess stocks of goods for these groups will indicate that some of the goods received in the reporting year from the wholesale base were not sold to the population.
Thus, in the reporting year, there was an increase in wholesale and warehouse (119.4%) and transit (120.4%) turnover. At the same time, a higher percentage of transit turnover was achieved, as a result of which its share in the total wholesale turnover amounted to 15.3%; compared to the previous year, it increased by 0.1% (15.3 - 15.2). The increase in the share of transit turnover in the reporting year deserves a positive assessment.
The actual link ratio (the ratio of wholesale and warehouse turnover to retail turnover) is 72.2%. This means that out of the total mass of goods sold to the population through the retail network and catering establishments, 72.2% of them came from the warehouses of the wholesale base. At the same time, the link ratio turned out to be lower than last year's figure by 0.2% (72.2 - 72.4). These indicators indicate that in the reporting year the role of the wholesale base in the supply of goods to the retail network has slightly decreased, which cannot be assessed as a positive factor.
etc.................

Wholesale - the distribution of goods for further processing and retail, but not to the final consumer.

The main tasks of organizing the processes of a wholesale trade enterprise are:

- search for suppliers of goods, their purchase from manufacturers, delivery and storage for buyers;
- formation of a trade assortment in accordance with the requirements of retail enterprises;
- providing enterprises-manufacturers with the sale of their goods;
- marketing research for manufacturers of goods and retail trade enterprises, information services.

Under market conditions, wholesale trade provides for the needs caused by differences in commodity exchange, and organizes the movement of goods in the sphere of circulation, which is necessary in view of the uneven distribution of production and consumption over the periods of the year and regions.

Data on the sale on the wholesale market of individual consumer goods are given in Table. 2.1.

Table 2.1

Sale of consumer goods in the wholesale market

Type of consumer goods	Industrial enterprises and organizations	Wholesale trade organizations
Type of consumer goods	in % of total (100%)
Meat and poultry
Sausages
Canned meat
Butter animal
Fatty cheeses (including cheese)
Margarine products
Sunflower oil

Confectionery


Pasta

For any economic system intermediaries are needed, the role of which is performed by wholesale trade. Instead of one-time deliveries, it has the ability to organize multiple deliveries from one manufacturer, as it attracts several consumers to participate in transactions at the same time, separated by the scale of purchases and distances.

With the help of wholesale economic integration territory and the role of spatial factors is reduced. Wholesale trade provides the relationship between partners in the supply of products and finding distribution channels. It regulates the level of social necessary costs through pricing and ensures the rational functioning and structural changes of economic systems. The production assortment in the wholesale trade is transformed into a trade one. Commodity stocks are formed, storage is provided, finalization is carried out, bringing goods to the required quality, their packing, packaging.

As a result, the material costs associated with the storage and formation of an assortment of goods are reduced, especially in seasonal production and consumption. Without wholesale trade, suppliers and consumers will have to enter into several transactions instead of one - with an intermediary (Figures 2.4 and 2.5).

Rice. 2.4.

Rice. 2.5.

Everyone will have to take on a number of functions that are not characteristic of him for the storage and assembly of resources. With huge territorial, quantitative and volumetric differences in the characteristics of sales, this leads to an increase in costs, a slowdown in the circulation process and a decrease in production efficiency as a whole.

Wholesalers often finance the manufacturer by providing an order for a batch of products with a guarantee of its sale and paying in advance for a part of the purchased batch. Wholesale trade finances retail enterprises by selling goods with deferred payment. The role of wholesale trade is determined by the level of customer service, which includes the speed of order fulfillment, the willingness to take back the delivered goods, the variation in the size of the shipment lot, the mode of transport, the highly efficient service of a well-established warehouse network, the availability of sufficient inventory and the level of selling prices.

Intermediaries more effectively perform special distribution functions (operational, logistical and providing). Operating functions include the processes of purchasing goods, reselling and the risk associated with the storage of goods. Logistics functions include product picking, storage, presentation to customers, and delivery to consumers. Providing functions create conditions for information support of the market, marketing communications and business lending.

The development of trade and intermediary organizations is carried out in a complex solution common problems economy and the sphere of circulation, which involves taking into account a number of organizational and economic factors (Fig. 2.6).

Rice. 2.6.

Factors for the effective operation of wholesalers include the availability of goods, reliability, stability, efficiency and cost-effectiveness of deliveries.

Availability It assumes that the product can be presented for trade at any necessary moment, regardless of its novelty, popularity and place of production. Reliability characterizes the supplier's mobility, his readiness to quickly respond to changes in supply and demand.

Stability ties implies customer confidence in the quality of the goods supplied, compliance with the terms of delivery. Efficiency provides for minimum terms for the implementation of orders and compliance with agreements, and economy- acceptable prices for goods, on the basis of which it is possible to ensure the profitability of economic activity. The presence of these characteristics in the wholesale trade allows you to establish long-term commercial relations as a solid basis for long-term business activities.

Intermediation is also associated with intermediate consumption, born of the final demand of individual consumers for a product in which the product is included as a component material or packaging. With regard to consumers - processing and mining enterprises - we often encounter the manifestation of the effect acceleration, when small changes in final demand are reflected in much larger quantities in intermediate demand, especially if several stages in the organization of processing and production are required.

The growth in demand for cheese increases not only its production at dairy enterprises, but also increases orders for the supply and, accordingly, milk production in farms. They change the feed ration of animals, which means that feed production is affected. Need optional equipment- bathtubs, cheese makers, presses. Consequently, machine-building production is expanding, and it needs special metal, components, etc. Thus, the circle of enterprises of various industries is captured.

Wholesale functions can be performed by distributors, sales agents, commission agents, commodity brokers, sales organizations. There are universal, specialized, independent and dependent intermediaries, commission agents, dealers, attorneys. To universal distributors are intermediaries. They carry out the whole range of functions of organizational and commercial activities. These are the purchase of goods, transportation, storage, the transformation of the production range into a trade one, consumer lending, advance payments to suppliers, and advertising of goods.

Specialized intermediaries focus their activities on individual functions of establishing economic ties. According to the accepted classification commission agents search for partners, conclude contracts on their own behalf, but do not purchase products that do not change ownership. According to the results of the sale, settlements with them are carried out at commission rates depending on the turnover. Dealers usually products are purchased with varying degrees of prepayment and sold at prices from which they form their own income.

Attorneys- these are entrepreneurs acting on the basis of an agency agreement, when sellers or buyers involve intermediaries in transactions on behalf and at the expense of the principal. The manufacturer reimburses all expenses of the attorney for the fulfillment of his obligations and pays him the appropriate remuneration. Agents do not have ownership of the goods sold.

Independent intermediaries act as buyers of goods on the basis of a sales contract with a full range of trade and intermediary services. Dependent resellers are authorized sales agents working on a fixed-term and open-ended basis. labor agreements. Dependent intermediaries include brokers - entrepreneurs who are looking for sellers and buyers, bring them together, but do not participate directly in the transaction.

In the material supply system, there are effective commercial centers. Here, on a paid basis, resources are exchanged between enterprises, unnecessary equipment is sold, deals are made for the production and supply of non-traditional products, and advertising services are provided. There are supply bases and wholesale shops in the cities. They are designed to supply enterprises with products of any assortment, accept orders for the supply of lots of various sizes and organize the delivery of resources from other bases, depending on the nature of the order and the urgency of its execution.

An example of a wholesaler is Fleming, a food wholesaler with 5,000 different stores. Its trade turnover is 6 billion dollars. in year. In Russia, on the basis of another company - Master Foods - a set of chocolate products of any assortment and mass of a one-time batch is compiled. This allows it to generate daily sales of $1.5 million.

The forms of organizing wholesale trade include a trading house, a commodity exchange, an auction and a fair.

The trading house is characterized by conducting large-scale commercial transactions directly with the existing goods. Commodity exchange is commercial enterprise, where transactions of purchase and sale of contracts for goods are simultaneously carried out, which, as a rule, are not available, but they will be produced and delivered in the future, after a certain time.

The exchange operates on strictly defined days with a fixed start and end time. The structure of the exchange includes operational information and expert departments (to familiarize visitors with the procedure for conducting transactions, market conditions, price dynamics, consultations, etc.), brokerage (intermediary functions), quotation commission (determination of reference prices and market conditions), auction department ( sale of goods at public auction).

For the implementation of exchange transactions, an exchange bulletin is published, which, along with an information board, is a source of commercial information and reflects the results of the price quotation of the past exchange day. It contains data on the lower and upper price of transactions for each type (group) of goods, a typical (reference) price and market conditions. The current price for goods is set at the conclusion of transactions in the process of public auction in compliance with certain rules. When buying, prices are not called lower, and when selling - above the proposed level.

The subject of exchange transactions, as a rule, are contracts, and not the goods themselves. Distinguish spot (spot) and future (future) transactions. The former are concluded for real goods in stock, on the way, ready to be shipped, for use, the latter for disposal (for example, next year's harvest, which depends not only on the organization of agricultural work, but also on weather conditions). The final price may be lower (if there is an excess) or higher (if there is a shortage) of the purchase price. In futures transactions, the seller sells the contract for the product, fearing a price decrease in the future, and the buyer, expecting their increase, purchases it for subsequent resale or processing.

Auction - a method of selling products by one seller to several buyers in separate lots or single copies from a public auction at free prices based on the competitiveness of buyers. Individual entrepreneurs and entire enterprises that have submitted an appropriate application take part in the auction as buyers and sellers. Information about the products offered at the auction (technical and economic characteristics, release date, quantity, initial price) is given in a specially compiled catalog. Bidding begins with the announcement of the original auction price. The highest bidder is declared the buyer of the auction products.

The form of creating economic ties is the conclusion of contracts as a result of the demonstration of the free sale of products at wholesale fairs. This is a periodically operating market where the product is simultaneously demonstrated, advertised and sold. Commercial and industrial exhibitions are designed to show scientific and technological achievements. They can be short-term, mobile and permanent. Here commercial transactions are made according to the exhibited samples.

Wholesale trade as mediation includes the following elements: search for a counterparty, preparation and execution of a transaction, lending to the parties, forwarding operations, cargo insurance, customs formalities, promotional activities, Maintenance. Trade and intermediary organizations can also perform production operations for the processing of purchased and sold goods (for example, the manufacture of ice cream, sausages and other products).

The number of operations and the sequence of their execution depend on the size of the consignments of goods and types Vehicle by which they are delivered.

If the process of wholesalers includes storage operations, then the structure technological process in general view can be represented as follows (Fig. 2.7).

Operations for the receipt of goods are the initial stage of the technological process. In the presence of railway sidings, wagons, gondola cars, platforms, tanks, containers are fed to the warehouse branch from the railway station. A place for unloading vehicles, mechanization, labor, pallets for storing and moving goods is being prepared. The received goods can be sent in transit to the consumer or unloaded, accepted and moved, depending on its readiness.

Unloading is carried out in compliance with the rules for conducting loading and unloading operations. When unloading from railway cars, the integrity of both the cars themselves and the locking and sealing devices is checked. Then the wagon is opened, the incoming cargo is inspected (marking, appearance, no bias). The cargo is unloaded with stacking on pallets and trolleys. The number of shipping items is checked, the batches are delivered for acceptance.

When delivering goods by road, the condition of the car body, the serviceability of the seal and compliance with the

Rice. 2.7.

vice specified in the bill of lading. The state of packing and its compliance with the special marking on the container, the integrity of the container and packaging are checked. Stowing, moving goods to the storage area is underway.

Upon receipt of cargo in a damaged wagon (with locking and sealing devices) or a container, the weight and number of cargo items are checked. In case of non-compliance with the data specified in the transportation document, a commercial act is drawn up.

Acceptance of goods in terms of quantity and quality involves checking the fulfillment by suppliers of contractual obligations in terms of quantity, assortment, quality and completeness with registration of acceptance and acceptance of goods for accounting. Acceptance is carried out by financially responsible employees on time.

Goods accepted in terms of quantity and quality, if necessary, are placed in containers, packaged and moved to the storage area. To ensure the safety of goods, it is of great importance to develop a rational scheme for the placement of goods, assigning various groups, subgroups and names of permanent storage places to goods and indexing (a symbolic numerical designation of storage places for goods).

The placement scheme and the choice of storage equipment are predominantly influenced by the method of stacking goods (stacked and shelved), the specifics of the stored goods. In practice, the following are used: storage of goods according to the principle of uniformity, depending on their size and weight; separate storage of goods of increased and reduced consumer demand, as well as specific goods.

Goods storage operations involve their rational placement and creation necessary conditions content. Placement depends on the storage method. Requirements for storage conditions require compliance with temperature, humidity and other mandatory conditions established by standards, specifications and sanitary rules. Maintaining the necessary conditions is ensured regular inspection, cleaning, disinfection and other actions that reduce losses from damage, fight, shrinkage and other causes.

Operations for the release of goods include the selection of goods, their acquisition and packaging, paperwork, transfer to the expedition, loading and dispatch of finished goods for further sale. On vacation selection goods are kept individually (at the request of each buyer) and comprehensively (simultaneously for several buyers). Location on staffing the selected goods after the control reconciliation of invoices are packed (stacked) separately for each consumer ( retail store). Shipment documents (packing list) are drawn up and enclosed when registering containers.

Ready-to-ship item after necessary work for sorting and picking, they are transferred to an expedition for shipment to consumers in accordance with applications and contracts various types transport or self-delivery by the consumer.

The expedition conducts route picking of consignments of goods, taking into account the best use of transport and minimum mileage, as well as operational accounting of received goods. From the expedition, the goods are moved to the loading area, from where they are delivered to consumers.

Questions for self-examination

1. What is the task of organizing a wholesale enterprise?
2. What are the forms of organization of wholesale trade?
3. What is the production process of the wholesaler?
4. Describe the order of acceptance of goods at the wholesale enterprise.
5. What are the features of storage and distribution of goods at a wholesale enterprise?

Wholesale trade is the trade in goods with their subsequent, for example, for the purpose of supplying manufacturing enterprises, it can be sold once - by the manufacturer to the consumer enterprise (for professional use). It is not possible or economically feasible to sell other goods in this way. They need temporary stops on the way of their movement, in the formation of stocks there, which are required for the uninterrupted satisfaction of consumer demand for them. For such goods, there is a need for resale (resale). It is precisely this need that leads to the creation in the sphere of circulation of various kinds of marketing and trading enterprises as subjects of these repeated sales and as links in the movement of goods from the place of production to the place of consumption.

Wholesale structures ensure the efficiency of the trading process:

Firstly, a small producer with limited financial resources is not able to create and maintain its own marketing division.

Secondly, even with sufficient capital, the manufacturer would rather prefer to direct funds to the development of production, and not to the organization of wholesale trade.

Thirdly, the efficiency of wholesalers will be higher due to the scope of operations, a large number of business contacts in the retail trade and the availability of special knowledge and skills.

Fourth, retailers dealing with a wide range of products often prefer to purchase the entire set of goods from one wholesaler, rather than in parts from different manufacturers.

It is very important to understand and practical use various forms of links in wholesale trade. The first act of circulation of any commodity takes place when this commodity is sold by the production enterprise itself. In a manufacturing enterprise, when selling goods, a wholesale turnover is formed. As a result of this act, goods pass into the possession or ownership of a trading enterprise or organization, since their sale by manufacturing enterprises directly to the population is practically impossible and economically irrational.

Wholesale turnover may include (see figure 1).

Figure 1 - Varieties of wholesale trade

It is necessary to distinguish the transit turnover of a particular wholesale enterprise from the transit commodity circulation, which means the movement of goods from production directly to the store, without delivery to any warehouses - retail, wholesale or marketing enterprises.

The type of turnover - warehouse or transit - is chosen by the wholesale company when concluding supply contracts with buyers. The following main factors should be taken into account:

The share in the wholesale turnover of goods produced in the zone of activity of a particular wholesale enterprise and imported by it from the zones of activity of other wholesale enterprises;

Seasonality of production and consumption of goods;

The complexity of the range of goods and the need for their preliminary preparation in accordance with the requirements of retail trade enterprises and organizations;

Placement of the retail trade network and the state of its material and technical base;

Minimum transit norms for shipments of goods;

Provision of warehouse space;

Development of direct contractual links between production, retail trade and non-market consumers.

The correct understanding and practical application of various forms of links in wholesale trade is very important. First of all, it is impossible to identify the concepts of wholesale trade as economic category and wholesale apparatus. The absence of a separate wholesale apparatus does not indicate the absence of wholesale trade itself. The first act of circulation of any commodity occurs when it is sold by the production enterprise itself. At a manufacturing enterprise, when selling consumer goods, a wholesale turnover is formed. As a result of this act, goods pass into the possession or ownership of a trading enterprise or organization, since their sale by manufacturing enterprises directly to the population is practically impossible and economically irrational.

Participation in the wholesale trade of various parts of the trading apparatus inevitably leads to repeated acts of buying and selling the same product. With the participation in wholesale purchases of only one retail link, the goods are already sold 2 times, the first time - by the manufacturing enterprise to the retailer and the second time - by the retailer to the consumer. But in this case there is still no link in the wholesale trade, it turns out to be one-act, or direct, i.e. committed in the order of direct links between industrial and retail enterprises or organizations.

If manufacturing enterprises will sell goods to a wholesale enterprise, and the latter to retail enterprises, then the circulation of goods becomes more complicated, each product is sold within the sphere of circulation (not counting retail) not 1, but 2 times.

Wholesale trade in such cases will take a two-act, or one-link form. Of course, participation in the wholesale trade of a separate trading link, ceteris paribus, causes an increase in the time and costs of distribution, to ensure profitability, the wholesale link makes an extra charge on the goods. Therefore, the use of a one-link form of wholesale trade instead of a one-act form is economically justified only in cases where the costs of the wholesale link are offset by a significant acceleration in the turnover of goods in the retail link.

Wholesale can accept various forms links, expanding or limiting the scope of circulation of these goods and the number of sales acts per one product. This is its special significance as the initial stage of trade in consumer goods. It can be carried out efficiently, with minimal costs and a slight increase in the price of goods, or you can easily allow an excessive increase in the number of links, time and distribution costs, without at the same time meeting the requirements for the supply of goods to stores. The link of the wholesale turnover can be measured using a special coefficient showing how many times the goods were sold within the sphere of circulation. The coefficient of links of goods turnover is calculated by referring all the amounts of wholesale and retail goods turnover to the amount of retail goods turnover.

Wholesale trade is not just an intermediary between production and retail trade enterprises - it must act as an active organizer in relation to both production and retail trade. The state and improvement of all trade largely depends on the activity of wholesale trade.

Wholesale trade performs a number of important functions that complement its central distribution function between producers and consumers.

Depending on the type and capacity of the wholesaler, these auxiliary functions have a different share (see Table 1).

Table 1 - Functions of wholesale trade


Assortment formation function:	Wholesale trade carries out purchases of often dispersed goods due to the specialization of production and differentiation of demand, i.e. it examines the supply of goods and selects products for the market segment it supplies from its product range.
Time gap bridge function:	Wholesale trade performs the function of overcoming the time gap between the moments of production and consumption, for example, the irregular supply of southern fruits, supplies building materials from spring to autumn, etc.
Spatial Gap Bridging Function:	The function of covering the distance between the place of production and the place of consumption is in any case transport function, moreover, the purchased goods can be delivered to wholesale customers or they can pick it up themselves at the wholesale trade enterprise.
Inventory function (reliability function)	Serves to equalize fluctuations in demand for different goods and different periods of time
Quality assurance function:	Means that wholesale trade prepares goods for further sale. This is done by sorting, packing, mixing the assortment, i.e. through manipulation. This includes, for example, the bottling of imported wine, the ripening of fruits, the storage of raw materials until they reach maturity for processing purposes (wood, tobacco), etc.
Price Leveling Feature:	It consists in taking advantage of cost advantages due to discounts in the purchase of large quantities of goods, transportation, packaging, offering goods at reduced prices.
Funding function:	Bridging the gap in time between the purchase of goods and its payment is a credit function. Upon delivery, a short-term credit is provided if the trading company pays a deposit. The buyer receives a loan if the trading company delivers on time (on credit).
Market research and development function:	The wholesaler performs an important task by developing new markets for existing products or expanding the market through advertising.
Warehouse function:	This function is inextricably linked with the function of overcoming the gap in time, since the rhythm of the emergence of the needs of wholesale buyers often does not correspond to the rhythm of the proposals of manufacturers.

The most important place in the performance of these functions belongs to rational organization wholesale trade, building its material and technical base.

In recent years, a number of notable trends in the economy have contributed to the development of trade.

1) The growth of mass production at large enterprises remote from the main consumers finished products

increase in production volumes for the future, and not to fulfill specific orders that have already been received

Increasing the number of levels of intermediate producers consumers

3) The aggravation of the need to adapt goods to the needs of intermediate and end users in terms of quantity, quality, varieties and packaging.

In accordance with the functions of trade in wholesale enterprises, two main processes are carried out: the wholesale purchase and sale of goods and their actual processing in warehouses. The activity in the first process is purely commercial, commercial. In the second, although it is carried out from the standpoint of economic accounting, it has a technological focus. Therefore, in general operational activities wholesale enterprises is commercial in nature.

Warehouse processing of goods can be carried out only in combination with forwarding operations that ensure the receipt and dispatch of goods. As a result, the operational activities of the wholesale enterprise are divided into 3 types: trading, warehouse and forwarding.

The company conducts operational-trading, or commercial, activities, guided by its charter, observing the law, the best way using basic and working capital, bank loans and commodity resources. Wholesale enterprises buy and sell goods in quantities and assortment determined by agreement of the parties, seeking to better satisfy the demand of the retail trade network.

A commercial approach to business should also be manifested in the organization of forwarding operations. Such an approach should provide least cost timely arrival at the enterprise and dispatch from the enterprise of commodity cargoes.

All three types of activity have a direct impact on the construction of the apparatus of wholesale enterprises, on its structure. They require an appropriate material and technical base, work force and management personnel.

Despite differences, all wholesalers have common features in building the structure of the apparatus. So, management is carried out in the order of unity of command by the managing director or head. The leading element of the apparatus is the trading part, organized most often in the form of sales department, headed by the deputy director of the enterprise, often called the commercial director.

The sales department conducts all work on wholesale purchases and wholesale goods, organizes the movement of goods, manages warehouse and forwarding activities. It is subdivided into sectors that organize trade in goods individual groups and names. The sector is headed by a head or senior merchandiser, has groups of merchandisers or individual merchandisers who work with individual suppliers or buyers depending on the product profile, type and type of base, are engaged in wholesale purchases and sales of goods, or only sales, or only purchases. Warehouse managers also report directly to commercial director.

Implementation of the main commercial functions in modern conditions are largely determined by the quality of preliminary auxiliary functions, which primarily include marketing functions.

The main marketing decisions that wholesalers must make relate to the selection of the target market, the formation of the product range and package of services, pricing, promotion and choice of location. warehouses enterprises.

Within the target group, the most profitable customers for the wholesale company are identified, lucrative offers are developed for them and closer relationships are established. For less profitable customers, higher minimum order volumes or price premiums for small volume orders are set.

Practice highlighted the following types wholesale:

1) Trade through a wholesale purchasing network, which includes stock exchanges, fairs, auctions, etc. Procures crops, raw materials and other warehousing goods such as cotton, wool, metals, scrap metal. It is necessary to constantly monitor changes in market conditions (exchanges, exhibitions, auctions) to reduce the risk associated with price fluctuations;
2) Trade through direct industrial relations. It usually connects two successive stages production process, of particular importance in the trade in ferrous metals and steel;

Wholesale trade in raw materials and materials. This type wholesale trade includes:

a) wholesale trade with a centralized delivery of goods. The wholesaler supplies goods to retailers and provides them with extensive services;
b) wholesale trade with the receipt of goods from the supplier. Wholesaler customer, retailer or major consumer picks up the goods on his own;

Wholesale (Cash-and-Carry) with cash payment before the buyer accepts and transports the goods. The client carries out loading and export of goods independently (self-delivery).

Shelving trade. Large enterprises retailer provide wholesaler trading floors with shelving. The trader, at his own expense, carries out the current filling of the racks, as a rule, with simple goods and takes back unsold goods. In this way, he relieves the burden on the retailer and complements his assortment.

To determine the distinguishing features of certain types of wholesale enterprises operating in the market, one should dwell on the consideration of the systematization features and their individual species groups shown in Table 2. The purpose of the classification is to better understand the essence of the individual distinguished types of wholesale enterprises. At the same time, it is important to emphasize that no enterprise can be uniquely identified using any one (several) feature.

Table 2 - Classification of wholesale trade enterprises operating in the commodity market

Classification signs
1. Main function performed	1.1. Purchasing goods from consumers in one area for sale in different areas
1.2. Sale to consumers of one region of goods purchased in different regions
2. Specialization of enterprises	2.1. Universal
2.2. mixed
2.3. Specialized
2.4. highly specialized
3. Area of activity	3.1. State
3.2. Economic region, group of meso-regions
3.3. mesoregion

4. Departmental subordination	4.1. Ministry economic development and trade
4.2. Ministry of Agriculture
4.3. Other ministries and departments
5. Form of ownership of the wholesale enterprise	5.1. State, joint stock
5.2. Cooperative
5.3. Private
6. Acquisition of ownership of the goods sold	6.1. Wholesalers who acquire ownership of goods
6.2. Wholesalers who do not acquire ownership of the goods

Classification features can be systematized as follows:

a) according to the main function performed. Two levels can take place here: 1) the location of the wholesale enterprise in relation to manufacturers and buyers of products, and 2) the composition of the services provided.
b) according to the specialization of wholesale enterprises. There are four groups of enterprises: mixed, universal - may have groups of food and non-food items; specialized - one or more product groups; highly specialized - carry out trade in goods of one enterprise.
c) according to the area of activity of wholesale enterprises. This feature characterizes the geography of the wholesale company's customers: sellers and buyers of goods. Since wholesale trade in our country is characterized by a predominant focus on the buyer, the area of activity characterizes the location of the buyer and their belonging to a particular area.
d) according to the form of ownership of the wholesale enterprise. The leading role belongs to joint-stock wholesale enterprises.
e) by the right of acquired ownership of the goods. In the market environment, there are a number of varieties of such enterprises that differ in specific organizational, technical and technological functions, and the scale of activity (Figure 2).

Figure 2 - The main forms of organization of wholesale trade in the commodity market

At present, the structural policy in the field of wholesale trade in consumer goods provides for both the definition of a general mechanism for its implementation and the specification of the main directions of structural transformations.

As for the general mechanism for pursuing a structural policy in the wholesale services market, the essence of the new approach here was the orientation towards a conditionally unstructured two-loop scheme for organizing trade.

The development of the wholesale trade link provides for the provision of both standard and species diversity wholesale organizations (table 3).

Table 3 - Type and species diversity of wholesale organizations


Independent wholesalers
1. Federal (national)	WHOLESALE	INTERMEDIARIES	ORGANIZERS

specialized	Agent companies	wholesale fairs
universal	Brokers	Fair exhibitions
Commodity exchanges
Auctions
Wholesale food markets
Guaranteed storage warehouses
Warehouse hotels
Forwarding companies
Dependent wholesale structures
2. Regional (intra-regional)	Sales divisions of industrial enterprises
Wholesale structures of retail enterprises and associations

*The share of the relevant structure in ensuring the wholesale turnover of goods.

The strategy for the development of the wholesale link proceeds from the fact that the needs of the consumer goods market must be satisfied by two main types of wholesale organizations (Figures 4 and 5).

WHOLESALE COMPANIES

Figure 4 - Organizational structure, goals and objectives of wholesale enterprises

Purpose: To form the necessary structure of distribution channels for large domestic manufacturers, as well as to create favorable conditions for entry into the Russian market of well-established foreign suppliers of goods.

Protection and support of domestic producers.

Ensuring the stability of the country's consumer market.

Wholesale enterprises of the national level ensure the wholesale circulation of large consignments of goods to consumers throughout the country. These consumers may include wholesale organizations, large retail structures and their associations, as well as enterprises in the processing industries.

Main purpose of this type wholesale structures is to form the necessary structure of distribution channels for large domestic manufacturers of products, create favorable conditions for entering the Russian consumer market well-established foreign suppliers of goods.

Figure 5 - Organizational structure, goals and objectives of wholesale enterprises

Objective: To create the basis of a national wholesale system.

Providing goods to regional commodity markets.

Free (no restrictions from outside executive power) formation of economic relations of regional wholesale structures .

Wholesale structures of the national (federal) level guarantee the strategic stability of the country's consumer market as a whole.

The basis of the national wholesale trading system, its inner contour is formed by the wholesale structures of the regional level.

As a rule, these wholesale organizations, when forming their own commercial strategy, quite accurately determine the zone of their influence in the market of wholesale trade services.

Purchasing goods from wholesale structures of the federal scale and from commodity producers both in the location region and in the rest of Russia, they bring them to retailers and other consumers in their area of activity.

The main priority of the activities of any wholesale structures of a regional scale is the provision of goods to regional commodity markets. At the same time, no restrictions on the formation of their structure of economic relations on the part of the executive power of the regions should be provided.

Ensuring a typical variety of wholesale structures in the market of wholesale trade services is a necessary, but not sufficient condition for building a market model for the functioning of the wholesale link. The conditions for sufficiency can only be met by ensuring the required species diversity of wholesale structures operating on the market.

The main task of the structural construction of the wholesale link is to stimulate the formation of such types of organizations that would maximally satisfy the requirements of commodity producers.

The experience of countries with an active market orientation shows that, following the requirements of a commodity producer, the structure of the wholesale link develops on the basis of the allocation in its composition:

1 Enterprises specializing in wholesale trade, carrying out a full range of purchasing and marketing operations with the transfer of ownership of the goods to the wholesale link;

Intermediary wholesale structures that do not use in their activities, as a rule, the transfer of ownership of the goods to them (enterprises-brokers, sales agents, commission agents, etc.);

Organizers of wholesale turnover that do not work with goods, but provide services for organizing the wholesale turnover of goods (fairs, commodity exchanges, auctions, wholesale markets).

The main type of wholesale structures in the Russian consumer market are enterprises specializing in wholesale trading activities, the so-called "independent wholesalers".

The leading role of these wholesale trade enterprises is explained by the fact that, performing the widest range of operations for processing the mass of commodities, they close a wide range of retail trade enterprises, most of which are large retail structures. On the other hand, companies specializing in wholesale trade are convenient partners for large manufacturers of consumer goods.

The task of wholesale enterprises of this type is to create the necessary conditions in the middle link of goods distribution for large manufacturers and retailers of consumer goods to enter the market.

The share of these structures in ensuring the wholesale turnover of goods can vary between 60 - 65%.

Structures conditionally referred to as "intermediaries" - agent enterprises, broker enterprises - should occupy an independent role in the wholesale trading services market.

Their main activity is Information Support. They act on behalf of the client and most often at his expense.

Agent enterprises carry out marketing operations on behalf of manufacturers of finished products, and the latter retain ownership of the goods until it passes into the hands of the buyer.

Brokerage companies are a kind of agent companies with the only difference being that they simultaneously act as agents of both the seller and the buyer.

World practice shows that the share of such structures in the wholesale trade services market can reach 15-20%.

An important element of the wholesale infrastructure are the organizers of the wholesale turnover - wholesale fairs, commodity exchanges, auctions.

Commodity exchanges serve the wholesale turnover of exclusively standardized goods.

Auctions should be used primarily to incentivize individual manufacturers of goods.

Fairs are a special form of organizing wholesale trade with the main goal of expanding the consumer market by establishing relationships between different regions.

Among the organizers of the wholesale turnover are guaranteed storage warehouses, warehouse-hotels, forwarding companies.

Guaranteed storage warehouses provide urgent responsible storage of goods of various commodity owners.

Warehouses-hotels - provide urgent responsible storage of goods in places with a limited number of goods owners.

Forwarding warehouses - are created mainly at the junction stations of major highways.

The share of participation of these structures in ensuring the wholesale turnover of consumer goods can reach 25%.

The diversity of the structural construction of the wholesale trade in Russia guarantees the filling of the consumer market with goods, their rational promotion through the sales channels and the stimulation of domestic producers, which creates favorable conditions for the retail trade enterprise.

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

purchase of large consignments of goods from manufacturers;
increase in the number of stages of intermediate users of products;
adaptation of the product range to the needs of intermediate and final consumers;
pursuing a policy of timely updating and improving the quality of goods;
availability of sufficient capital to organize and conduct trading activities;
acceptance of risk in the circulation of goods.

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

Wholesale trade enterprises carry out the sale of goods, the performance of work and the provision of trade services to buyers for the subsequent resale of goods or professional use.

Consider the main classification features of wholesale trade enterprises: form of ownership, purpose, scope of territorial services, specialization of trading activities (Table 3.2).

Table 3.2

Classification of wholesale trade enterprises

property	Purpose	territorial service	Specialization trading activities
		district, interdistrict	Non-specialized
mixed	Trade and marketing		Specialized
Municipal	purchasing		Universal
State	distribution centers	Regional, interregional	With a combined range
consumer cooperation	Supply logistics centers	Federal	Mixed assortment

The predominant form of ownership of trade enterprises is private: business partnerships and joint-stock companies. The activities of wholesale trade enterprises are determined by their purpose and functions. At the same time, the influence of the territorial factor is also taken into account. If a wholesale trade enterprise is located in the zone of production of goods, then it carries out trade and marketing activities and bringing goods from production areas to consumption areas. They purchase products from commodity producers, sort and complete shipping lots in their warehouses and send them to trading enterprises.

In the wholesale trade network, trade and purchasing organizations operate, the warehouses of which are located in the areas of consumption of goods. They are engaged in the purchase of products in various areas of its production. Then the goods are sold to retailers located in the sphere of their territorial service.

Companies play a certain role in shaping the goods market. Having the status of a regional or federal level, they act as wholesale trade organizations for the sale of domestic and foreign goods. Companies have distribution or logistics centers.

Wholesale and small wholesale trade enterprises are universal and specialized general food and non-food warehouses, warehouse stores, wholesale and small wholesale trade centers.

The sale of goods, the minimum lot of which cannot be less than the number of units in one manufacturer's retail package, is carried out by Discount, Cash & Carry, Discounter stores.

Small wholesale and wholesale food markets are of particular importance when bringing goods from the producer to the consumer. They allow you to bring goods closer to the consumer, organize their sale in a mobile way and in a place convenient for the buyer. The wholesale market is focused on the necessary range of goods sold at affordable prices, and is interconnected with the process of product distribution. The work of the markets is controlled by the sanitary service, quality inspection, insurance company, security organization. The formation of wholesale markets is justified if there is a real need for them (requests of buyers, interests of producers).

Measures for the development of wholesale trade are:

determination of measures to promote the development of wholesale trade in the territories of the constituent entities of the Russian Federation;
development and implementation of regional wholesale trade development programs;
stimulation investment projects, aimed at the construction of logistics supply centers that receive and store agricultural products, the formation of consignments of goods for shipment to business entities engaged in wholesale and (or) retail trade in food products;
support for agricultural consumer cooperatives, organizations consumer cooperation carrying out trade and procurement activities in countryside;
organization and holding of exhibitions in the field of trade activities, fairs.