организация ВТД предпряития (1223714), страница 12

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A commissioner is a person who on behalf of the other party (a principal) on his own behalf and at the expense of a principal makes factual and legal actions for the sale of goods. A distinctive feature of agency operations is that the commissioner at any point of time does not become the owner of the sold (purchased) goods.

A consignee is a reseller like a commissioner, who makes factual and legal actions for the sale of goods on his own behalf, but at the expense of exporter. What differs him from a commission is that he certainly sells the goods to third parties from its warehouse.

An agent is an individual or a legal person committing or performing business operations on behalf of another person at his expense and on his behalf. He represents the interests of a buyer or a seller on a relatively permanent basis, but does not become an owner of the goods and does not have signature authorization.

A broker is like agents; brokers act at the expense of a manufacturer, but do not manage, and by no means own products of a manufacturer. Brokers are well informed about the state of the market, conditions of sale, sources of credit, pricing, etc.

If an industrial enterprise is engaged in foreign trade activities other than the imports for its own needs, the structure of its costs will be changed, as part of the resources diverts from the production process and is redistributed in marketing sphere.

Among the foreign trade organization costs, we can distinguish (see. Figure 1.1):

- The transaction costs;

- Pure distribution costs;

- Additional distribution costs (packaging, labeling, etc..);

- Costs resulting from transport service of foreign trade activities (in accordance with Incoterms 2010);

- Costs associated with customs convoy;

- Costs resulting from the legislation in force: receiving a passport of export (import, barter) transactions, licenses and certificates;

- Management costs;

- The costs of financial support of foreign trade activity (purchase and sale of foreign currency, insurance, lending transactions, international settlements);

- Costs associated with the movement of goods in foreign markets (market research of target markets, advertising);

- Forwarding costs;

- Costs related to the provision of services maintenance services.

Transactional

Extra costs of circulation

The costs of transport service

Costs of customs convoy

_{Foreign trade costs}

Costs resulting from the current legislation: a passport of export (import, barter) transactions, licenses and certificates

The management costs

Costs of financial support foreign trade activity

Costs of sales promotion

Transport forwarding costs

The costs arising from the provision of maintenance services

Figure 1.1 Typology of trade costs of an organization

Transaction costs are the costs arising from the conclusion of contracts, negotiation, etc., they also include the entertainment costs. Distribution costs are costs associated with the sale and purchase of goods, their movement to the market. By their economic nature, they are divided into net and extra. Costs are directly caused by an act of sale of goods, by changing their cost forms and include the costs of maintaining sales division. Differential costs are the costs, of the organization associated with the continuation of the process of production in the sphere of circulation, such as packing, labeling, wrapping.

There are several types of orientation of the real sector of the economy to foreign markets (see. Figure 1.2).

Foreign orientation of manufacturing enterprises

Export orientation

Import orientation

Purchase of products in foreign markets without intermediaries (participants of foreign trade activities)

Independent solving of problems of export of manufactures goods (participants of foreign trade activities)

Purchase of products of foreign manufacturers through national middlemen by signing an agent, commission and other agreements

Implementation of manufactures goods through national resellers by signing an agent, commission and other agreements

Purchase of goods of foreign manufactures by national companies by making a supply agreement and other agreements

Implementation of manufactures goods through a national company by making contract for delivery, the dealer, distributor contracts

Exports of manufactures goods through foreign companies (participants of foreign trade activities)

Figure 1.2 Types of foreign trade oriented industrial enterprise

Thus, we can conclude that it is not always export-oriented company that is a participant of Foreign Trade. For example, in cases where the company carries out marketing of products abroad through national trade and intermediary. Structures, we should think about the import-oriented enterprises in the same way.

A number of factors affect the decision-making on the need for independent export and import by an industrial enterprise now:

-the nature of the manufactured products. As a rule, if the company carries out production of standard products, it attracts intermediaries. If it is unique, expensive equipment, then it establishes direct contacts with foreign customers;

-condition of company: its size, financial situation, development strategy. The larger the company, it is usually the more stable. It has the financial capacity to carry out very serious investments in self-entering of foreign markets. Conversely, for small businesses the services of intermediaries may be the only opportunity to enter foreign markets.

Foreign trade activity implements its specificity in solvable tasks. The most important of them include:

1. Implementation of the obligations by enterprise resulting from treaties and agreements with foreign partners. For this purpose, is necessary to form the organizational structure of management of foreign trade activities with the definition of the rights and duties of relevant departments and experts.

2. Management of export potential of production, increase of its technical and technological level. The identification of factors affecting the quality characteristics of the exported products plays a special role.

3. Formation of conditions of the fullest satisfaction of customer requests for products within the chosen market segment abroad. This task is accomplished by searching of market niche in the chosen market by exporter, identifying the basic parameters of the demand, forming an effective assortment policy aimed at satisfying consumer demand for goods.

4. Comprehensive study, analysis and evaluation of the environment of international business in order to find sources of competitive advantage. This analysis is particularly important for the development of foreign trade activity strategy of the company. The study of the environment is carried out by using certain techniques (SWOT-analysis, PEST-analysis, and a number of other methods).

5. Search and development of new forms of the foreign trade operations. A special place among them is occupied by those who have shown the effectiveness and meet the export opportunities of the enterprise.

6. Maximization of profits from the implementation of foreign trade activity. This task is achieved by optimizing the turnover of the enterprise, providing efficiency of the implementation of trade and technological process, effective asset management, targeted pricing policy.

Considering that the main purpose of the global market is to maximize profit, the firm implementing foreign trade activity comes from the fact that it primarily meets the real needs and requirements of specific goods and due to this it gets the desired profit. If foreign trade activity is implemented by a non-profit company, its main goal is not to maximize profits. In this case, the goal may be to attract maximum number of customers interested in meeting the specific needs and requirements at the expense of manufactured goods or services provided by this company.

These objectives are achieved through the following tasks:

• expansion of production and creation of new jobs;

• achieving savings of resources by increasing the scale of production;

• obtaining additional income for the development of new markets;

• increasing the volume of internal (external) market, expanding the range of products;

• providing upgrade, reconstruction and expansion of production capacity by purchasing modern and efficient equipment abroad;

• reduction of production costs due to use of cheaper raw materials and therefore increasing profits and increasing overall efficiency;

• reduction in transport costs.

D

The objects of commercial transaction:

trade in industrial products (finished products, unassembled equipment, complete equipment), commodities, consumer goods, intellectual property, services

epending on the classification criterion (the direction of trade, the object of the bargain, the type of goods and services, sold form and way of organizing trade) there are several types of foreign trade activities (forms of foreign trade), which are presented in Figure 1.3.

The trade directions:

export, import, re-export, re-import

The foreign trade activity

The ways of the organization of trade:

on a barter basis; counter purchases using tolling schemes; buying of obsolete products, in the framework of industrial cooperation

The form of organization of trade: competitive (international exchange and auction trading, international trading) and non-adversarial (traditional)

Figure 1.3 Classification of foreign trade transactions

Rosstat and the customs authorities of the Russian Federation in the international practice most often use qualifier in the directions of trade.

According to trade direction foreign trade transactions can be divided into export, import, re-export and re-import.

Exporting or importing goods is usually the first foreign operation which the company, entering the international business faces, but the export-import operations do not stop even when the firm goes to other foreign trade transactions.

According to the objects of commercial transaction we can distinguish: trade in industrial products; trade in commodities; trade in consumer goods; trade in intellectual property; trade in services for production purposes (maintenance, engineering, consulting, etc.).

Характеристики

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