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Intermediate trade is a very important and integral part of the current market economy . Objective economic necessity and high efficiency commercial and intermediary links in the international trade in raw materials , semi-finished products , finished products, machinery and equipment, as well as all the services of proven working practices in the implementation of foreign manufacturers, exporters and importers .Many years of experience of both large and medium and small industrial and commercial structures abroad showed that the final effect of the use of intermediaries in communication with the consumer producer of goods and services is much higher than the creation of the manufacturer's own sales network. (In the latter case, the manufacturer to cover the huge costs of implementation would significantly raise the price of goods and services sold, which dramatically would reduce their competitiveness in the world market). It is no accident that the marketing structures of major international corporations such as General Motors , Nestle , Mitsubishi , IBM , BP , directly or indirectly, based on hundreds of thousands of intermediary firms operating in different countries.

For manufacturer, the role of intermediate sellers is extremely important under the conditions where he first comes out with his goods to foreign markets or starts selling a new product on the foreign market. The success of the products on the market in this case depends not only on the competitiveness of the product itself, but also on the actions of its qualified resellers.

As many overseas studies, the number of intermediary firms in world trade is constantly increasing. This is due to the ever-increasing consumer demand for goods and services, upgrading and completion of the range of the past, the expansion and deepening of the international division of labor, including in the area of ​​distribution. Arrange brokerage firms can be on different grounds. But the main feature is the functions performed. Based on that feature, the following intermediaries are specified:

• universal intermediaries - perform all the services. (Ego distributors, wholesalers, merchants);

• specialized intermediaries - perform some functions, therefore they are divided into:

• contact information (promote the establishment of economic ties between providers and consumers);

• information (net) – do not have a product at their disposal and realize on the conditions of the manufacturer;

• searchers (called commercial agents) are, as a rule, agents of industrial companies who are seeking buyers in certain regions. They work under the contract or instructions and promote the conclusion of transactions between the seller (commodity owner) and buyer concluding them in the name of the commodity owner;

• attorneys (agents-importers) act on the basis of the contract of agency on behalf and at the expense of the Principal. Agents enter into contracts stipulating their powers with regard to technical and commercial terms of the transaction. The attorneys execute the conditions and terms of the contract signed by the agents. Agents for their services are remunerated. Agents can be represented by firms or legal entities with a license for this type of activity,

• wholesalers - the sellers through mail carry out sales: the catalogs of the certain range of products are sent out and the orders for them are sent by mail;

• Wholesalers-salespeople do not only sell the goods for cash, but also deliver them to customers. This is usually a limited range of short-term storage products (bread, milk, fruits)

• wholesalers -organizers are working with such products for which containers (heavy equipment, wood, and coal) are not necessarily required. They do not have stocks of products and receiving the order from a buyer (retail trade enterprises), find a manufacturer that ships these goods to the buyer.

On the basis of subordination and the nature of the transactions made, the intermediaries can be classified into three types:

• independent;

• formally independent;

• dependent (related to production).

Independent mediators (both legal and natural persons) act sui juris and at their own expense. With respect to the manufacturer, they act as buyers who purchase goods on the basis of the sale contract. They become owners of the goods and can sell them on any market and for any price. There are:

• wholesalers with full-service that provide services for storing inventory, credit, delivery of goods and assisting management. They can make transactions with various assortment;

• wholesalers with limited cycle services that provide customers much fewer services. They can trade the goods for cash without delivering them and usually with a limited range. Independent intermediaries constitute the basis of wholesale structures as they enclose a large number of retail outlets and perform a sufficiently large range of transactions. These include dealers, distributors, jobbers, wholesalers, merchants, wholesale distributors, trading houses, wholesalers, salesmen, wholesalers, organizers, wholesalers, consignees, and wholesales-sellers via mail.

Dealers are a natural or legal person who buys goods from industrial enterprises and sell them to customers taking on the responsibilities for rendering services (minor repairs, spare part supply). The income is obtained by their difference in purchase prices and sales.

Distributors deal with selling products sui juris and at their own expense. They bear all the risks connected with damage or loss of the goods as well as the insolvency of customers. Distribution agency agreements are interesting for the Principal because they give the opportunity to enter new markets and provide the advertising of its goods on these markets for several years; they are concluded with the companies that have their own distribution network or the means to establish it; they are followed by sale contracts for goods delivery that, unlike consignment contracts, guarantee receiving the payment for the goods immediately after the delivery of the goods (if the goods are not delivered on credit), eliminate the risk of losses from loss or damage to goods on the territory of a foreign country, since acquiring the commodity, the distributor becomes its owner . For the distributor, these contracts are of interest because in comparison with other intermediaries, distributors have a greater commercial independence, self-setting prices, often acquire a monopoly on selling the goods of the Principal on their territory (usually firms seek to become distributors of the products of the companies that have good market reputation and name). The agency agreement with the distributor is usually signed for a long term (2-5 years), followed by the extension by mutual agreement. Such agreements are particularly concluded for selling mechanical engineering technology, raw materials, and consumer goods. Having concluded the agency agreement in which the general framework for the relationships between the parties is determined, they make the purchase and sale agreement for the supply of goods according to which, the agent shall buy the goods of the Principal, and then sell them to the final consumer. Selling the goods is the final operation in the list of the duties of an agent; before that operation, he must organize advertising and marketing system, warehousing, pre-sales service and maintenance during the warranty period. For large volumes and ongoing implementation, the agent that in this case will be referred to the general agent organizes the distribution network consisting of sub-agents operating in certain regions and dealers servicing the individual towns. The reward for the agent is obtained through the difference between the Principal’s purchase price of the goods and its resale price. Jobbers are dealers who at their own risk buy and sell their own products (small batches). Jobbers can operate on the stock exchanges. These are exchange intermediaries that carry out their brokering activities buying large quantities of goods and then selling them to other jobbers and brokers, and earning on the difference in price. They make trading transaction sui juris and at their own expense and have an impact on the level of prices, and bear the risk in full. Formally independent intermediaries appeared in connection with the desire of manufacturers to include these companies in their production and sales cycle through contracts. To do this, the following types of contracts are used:

• trust agreement which is concluded with attorneys or commercial agents;

• commission agreement which determines the powers of Commissioners (find partners, sign contracts sui juris, but for account of the seller or the buyer);

• intermediary agreement

Dependent intermediaries are authorized sales agents (like sales department of the manufacturer) and work on the fixed-term and open-ended employment contracts. Dependent intermediaries do not claim ownership of the goods: they work for a commission. Brokers are persons who are engaged in selling and purchasing the goods, but do not act as the parties of the contract: neither as a seller nor as a buyer. Their task is to find the buyer for the seller and the seller for the buyer, and to contribute to the signing of the contract between them. For instance, in England the brokers who deal with goods are engaged in timber trade: almost all the transactions on timber trade in the UK are made through brokers. Brokers who work oт transactions are stockbrokers. The work of a broker can be schematically described as follows:

• exporter from Finland refers to the English broker with the request to find a buyer in any country for this product;

• broker refers to the importer from Syria offering to buy the goods from the exporter;

• by the consent of the parties, the broker consolidates the counterparties;

• counterparties sign the contract;

• exporter delivers the goods to Syria.

The broker receives a small fee for his intermediation and usually from that side that will be the first to apply with the request. If it is a one-time request, it is not necessary to sign an agreement with him. If the relations are long-term, they draw up the contract. Brokers generally sell large lots of substantial value therefore the rates for their services are not very high. Large brokerage firms cooperate with the banks for the buyer lending, and sometimes they themselves act as lenders as well as they can take over a guarantee for the buyer that actually increases the amount of remuneration.

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