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Enterprises, organizations, firms involved in foreign trade, i.e. engaged in export-import operations, can be divided into the following groups:

1. The manufacturers that produce the products (services). Numerous associations, enterprises and organizations of industry, agriculture, processing industries of agriculture, construction, etc.

2. Organizations, businesses, commercial intermediary structures. These include exchanges, brokerages, sales, trading firms and other traders;

3. Organizations, firms that cater to provide foreign trade activity. This group includes commercial banks, insurance companies, advertising and marketing agencies, accounting firms, transportation organization (auto, air, rail, sea and river), organization communication, consulting companies and others.

Conducting export-import operations are carried out in several stages:

1. Market research.

Analysis of market conditions is a complex of measures aimed at detailed study of the processes and factors that affect supply and demand, and determining the economic situation between the producer and the consumer of the products. The determining factors are: product price, quality, terms of delivery. These issues are solved by marketing and other most qualified firm.

Special attention is paid to the following issues:

• studying and possibilities of markets;

• ensuring advertising of the goods;

• forecasting commodity markets and price dynamics.

• collection and processing of data on similar products.

• according to the results of these works, the decision about the choice of goods, type of activity, the nature of foreign trade operations is made.

Also, one of the main conditions for the successful implementation of foreign trade operations is the choice of a suitable partner (counterparty).

Contractors in international trade are called the parties to a contractual relationship for the sale of goods or the provision of various services. Counterparty exporter is the importer, contractor, customer, landlord - tenant, debtor - creditor, etc.

In the process of preparation and implementation of foreign trade transactions, the parties resort to detailed study as a potential range of possible contractors, as concrete companies and organizations with which agreements have been reached. The study of organizations is a common element of carrying out foreign trade operations, which pay attention to all the participants of foreign economic activity. In the conditions of unstable global situation and sudden, unexpected changes they choose a foreign partner (especially in cooperation for a long time) very carefully.

Contractor selection largely depends on the nature of foreign trade transactions and from the subject of the transaction. When choosing a country, along with economic considerations, the nature of trade and political relations with this country is taken into account. Preference is given to those that have normal business relationships, supported by legal basis, and who do not admit discriminationof ourcountry.

When choosing a company it is important to study various aspects of activities of potential partners:

1. technology – the study of the technical level of the products of the company, its technological base and production capabilities;

2. scientific and technical – information about the organization of research and development activities and their costs;

3. organizational – a study of the management of the company;

4. economic – assessment of the financial position and opportunities of the company;

5. legal – learn the norms and rules valid in the country of a potential partner, and having direct or indirect relation to cooperation.

The search for a foreign partner for companies that do not have sufficient information about potential partners, can be carried out with the aid of information request to the Ministry of industry, the Department, the chamber of Commerce, the Union of entrepreneurs, the Union of small businesses and other associations.

If you need help in establishing contacts with foreign firm, then you can contact the sales office in the country of intended partner or in the commercial section of the Embassy of this country in Russia (the address can be found in the trade Department of the Ministry of foreign affairs).

2. The study of the system of state regulation of foreign trade.

Organization of export-import operations includes a thorough study of the regulations governing foreign trade.

You can read them in libraries, ministries, departments, state committees, concerns, the Union of entrepreneurs and tenants, as well as in the chamber of Commerce.

Regulations can be divided into:

• international agreements on trade and commercial activities;

• agreement of the CIS countries;

• decrees of the President;

• government regulations;

• departmental regulations (National Bank, State customs Committee, the Ministry of Finance and others).

3. The study of feasibility.

The feasibility study includes: the cost calculation the calculation of the price of goods (services), calculation of profitability of the transaction including all costs, taxes, duties.

4. The conclusion of foreign trade contract.

The structure and content of the contract is largely determined by the form of foreign trade transactions (export, import, re-export, re-import), appointment, type of goods and services (trade in manufactured goods, machinery and equipment, the sale of licenses and know-how, trade in engineering services, transport services, etc.), as well as the nature of the transaction (barter, clearing, etc.).

However, despite the differences, the General sections of the contract, as a rule, are: "Legal entity", "Contract", "Delivery Time", "Price and total contract amount", "Amount", "Basic conditions of supply","Quality of product", "Delivery and reception", "Insurance", "Claim", "Force majeure", "Sanctions", "Resolution of disputes", "Other terms of the contract". In some cases, individual sections of the contract are combined. It depends on the degree of detail of the contractual relationship partners.

The signing of foreign trade contract is preceded by negotiations with a foreign partner. This stage is usually carried out by heads of the enterprises, firms. It includes:

• preparation of action plan for foreign experts;

• preparation of the protocol;

• signing of the contract.

5. Performance of contractual obligations.

When performing customs procedures it should be decided who will exercise their own forces or customs agent (the declarant, carrier). The latter greatly simplifies the preparation of the documents, although it is necessary to provide an additional fee for customs services.

The organization of the customs service includes knowledge of the Customs code and regulations on the rules of import and export of goods across the border, the order of moving things about the transit of goods, exercise of control over the delivery of things, the export of currency, customs regimes, customs charges, fees, etc.

The rules of freight forwarding activity (collective agreement on the transport, manual on the fill waybill, manual on the fill commercial invoice, manual on the procedure of maintenance of the goods) need to be known.

Currency control in foreign economic activity assumes knowledge of regulations on foreign-exchange transactions: "On improvement of the monetary system", "About measures on streamlining of currency regulation", "Purchase-sale of hard currency on the Interbank currency market", "the Use of economic sanctions for violations" and other normative acts and guidance materials on the organization of international settlements - the "Uniform rules for collection", "Uniform rules for documentary credits".

Upon the completion of the foreign trade, transactions are held according to the accounting calculation of the actual margin. This takes into account all types of taxes, payments in foreign trade activities: payment of customs duties, excise taxes, VAT, fees for customs clearance of goods, as well as all expenses related to foreign trade deal.

1.3 Mediation in international trade in goods and services.

There are two methods the release of the company from its products to the foreign market: direct and indirect.

The direct method involves the establishment of direct links between producers of goods (services) and the final user, the contract of sale between them and the supply of goods (provision of services) by the manufacturer directly to the final consumer.

The indirect method involves buying and selling of goods (services) through trade and intermediary link. The indirect method is implemented through the conclusion with the manufacturer or the buyer and reseller of a special agreement for the provision by the intermediary of a specific set of intermediary services related to the sale and purchase of goods (services).

Both methods have their advantages and disadvantages and are used in certain markets.

When using a direct method of entering a foreign market, exporting enterprise has the ability to take into account requirements of the importer – the final user. Working on the orders of the consumer, the manufacturer is capable of synchronizing its operations with its suppliers.

Direct contact with the end user installs and exporter in that case, if it sells its goods or services through a network of its overseas sales and manufacturing companies, which allows him to react quickly to the requirements of the final user.

Therefore, the direct method of exist on foreign market is mostly used while trading:

1. industrial raw materials through long-term contracts;

2. unique high-tech products;

3. through the network of overseas branches and subsidiaries;

4. perishable agricultural products.

The advantages of the indirect method of entering a foreign market is evident when the market is poorly understood by an exporter, resellers has a well-established sales network in the importer's country or foreign market is monopolized by several major trade and intermediary firms.

The indirect method is mostly used while trading:

1. consumer products;

2. standard industrial equipment.

Currently there is an approximate equality in the use of these methods in international trade, half of all exports are made through trading-intermediary link, and the other half with the use of direct methods of trade.

Commercial mediation is a very important and inseparable part of the modern market economy. Objective economic need for and effectiveness of trading-intermediary link in the international trade of raw materials, semi-finished products, finished products, machinery and equipment, and also (and most often) the services proved by the practice of work in sphere of realization of foreign producers, exporters and importers.

Many years of experience of both large, medium and small industrial and commercial structures abroad showed that the ultimate effect of the use of intermediaries, linking producers and consumers of goods and services, significantly higher than the creation of the manufacturer's own distribution network (in the latter case, the manufacturer would significantly increase the value of the goods and services to meet the huge costs of implementation, that would sharply reduce their competitiveness on the world market).

For the manufacturer the role of trade intermediaries in conditions, when he first comes out with its product to the foreign market or starts selling in the foreign market of a new product (service) is extremely high. The success of the manufacturer in these cases depends not only on the competitiveness of the product itself, but also from the skilled actions of its Resellers.

As shown by many studies, the number of intermediary firms in the world trade is constantly growing. This happens due to ever-increasing consumer demand for goods and services, updates, and latest addition to the range, the expansion and deepening of international division of labor, including in the sphere of distribution.

In general, the trade-intermediary operations are operations related to the sale and purchase of goods (services) and executed on behalf of the supplier (manufacturer or exporter/importer) by independent trading intermediary on the basis of mutual agreement and separate order.

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