Section 1. Types of intermediaries.
Section 3. Features of activity intermediaries.
Section 4. Rights intermediaries.
Section 5. Remuneration of intermediaries.
Intermediary - it is in commerce - a person, or firm standing between the producer and the purchaser of the product and facilitating its turnover.
Intermediary - it is in jurisprudence - a person, organization or facilitating the seller and buyer in the conclusion and execution of the contract.
Intermediary - it is a legal (organization,) or physical. a person assisting in the completion of any transaction. An example of an intermediary in commerce: a broker.
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Types of intermediaries
Simple - trading companies, persons and organizations that facilitate the conclusion of contracts, but do not themselves participate in their implementation. (brokers or brokerage organizations).
Attorneys - firms, persons or organizations that are involved sellers or buyers (principals) to make transactions on behalf and at the expense of principals.
Commission agents - firms, individuals and organizations that are looking for partners and sign sales contracts on their own behalf, but at the expense of sellers or buyers (consignors), who bear the commercial.
Consignees - a kind of commission agents working on certain conditions, in particular, they accept goods to your warehouse; sell them on the markets for a long time; unsold goods may be returned to the manufacturer.
Agents - legal (companies, organizations) or individuals , performing certain operations on behalf of another person (principal) at his expense and on his behalf, as well as ensuring the preparation of transactions, but usually without the right to sign an agreement.
Sales - independent trade organizations involved in the sale of goods. (Merchants, resellers, distributors).
Directions in mediation
Simple: brokers or brokerage companies - they look for and bring together interested sellers and buyers, but do not invest their funds in the execution of transactions, do not appear in sales contracts as a party. They work mainly for serious markets(in Britain - market forests).
Attorneys: their services are resorted to when businessmen themselves enter into treaty they don't know how, but they can do it. IN international trade the services of foreign attorneys are rarely resorted to. They are called differently: in the Republic of Germany - sales representatives, in Switzerland by agents, in France by commercial agents.
Commissioners: concludes concessions purchase and sale on its own behalf and acts in it as (sometimes agrees with the committent on the listed technical and commercial provisions before the commission agent signs the sale and purchase transaction)
Consignees: accept goods to their warehouse; sell them on the market for a long time deadline; unsold goods may be returned to the manufacturer.
Agents: perform certain operations on behalf of another person (principal) at his expense and on his behalf; provide preparation of transactions, but usually without the right to sign an agreement.
Features of the activities of intermediaries
Simple: market research; informing about product and market development trends; meeting and providing representatives and their product with premises, transport; company business meetings with contractors; implementation of advertising; creating a favorable opinion; informing about upcoming large purchases, auctions.
Commissioners: market research; implementation of advertising, maintenance of trade items; protection of the commercial interests of the consignor.
Consignees: the ability to raise prices for a product if it goes well sales.
Agents: in different countries are interpreted in different ways: in the USA and England - any intermediary (simple, attorney, commission agent), in the Euro-continental - simple or attorney; may also name dealers, brokers, personal representatives, lawyers who carry out their actions with the knowledge of the principal on agency agreement for reward.
Sales: conclusion of sales contracts on their own behalf, both with sellers and buyers (independently); market research; advertising of goods and the manufacturer; maintenance of stock warehouses; performance of pre-sales service and pre-sales refinement of goods; creation of a stable sales network, which may include regional distributors, end sellers (dealers); technical support. maintenance of products at all levels; are responsible for all types of risks (damage, loss of the purchased product, etc.; they themselves appoint price; are themselves responsible for risks on customer loans.
Intermediary Rights
Non-exclusive right sales. The intermediary receives the right to sell products in a certain territory for a certain time. But this does not forbid the manufacturer to attract here and on the same period and other intermediaries to market this product. The manufacturer can insist on such conditions when entering a new one in order to work with different intermediaries, compare them and choose the most promising one.
Exclusive right to sell. Having provided such conditions to an intermediary, the producer in a certain territory at a specified time cannot sell the same goods either himself or through other intermediaries. In this regard, in an agreement with an intermediary on such terms, a number of clauses are included, for example, that the manufacturer: can sell such a product to government organizations, bypassing the intermediary; not to pay remuneration for the sale of the product under agreements concluded before the agreement; sell spare parts under contracts concluded before the contract; sell the product bypassing the intermediary, if it is purchased as a component part of another product, etc. The agreement may include the following conditions: the intermediary's obligation to sell a certain amount of the product within a certain period of time; the possibility of canceling the agreement if the previously specified condition is not met; do not trade the same product of other suppliers (and maybe trade if the goods complement each other and their joint sale helps to increase sales).
The pre-emptive right to sell (the right of “first hand”). Under this condition, the manufacturer of the product is obliged to the supplier of the product first of all to the intermediary and only after his refusal - to another (without paying remuneration to the first) intermediary or to sell it independently. In an intermediary agreement with supplier list the motives for which the intermediary may refuse the product: unsatisfactory specifications; low quality; overpriced price; unacceptable payment terms.
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Intermediary fees
Payment of the difference between the sale price of the product on the market and the price at which the product is transferred to the intermediary. Stimulates the intermediary to increase sales volumes, but is not interested in raising the price at which he receives the product from supplier. It can be applied when the supplier knows well the selling prices of similar goods on the market.
Calculation of an agreed percentage of the price at which the product is transferred to an intermediary and which is set at the same level as the sale on the market. Stimulates the growth of sales volumes, interests the intermediary in raising the price of the goods sold. The interests of the supplier and the intermediary coincide.
supplierfy"> Mixed form of payment: accrual of remuneration in the form Percent from Sales and Differences prices. The nominal sale of the Product and the Price at which the Product is transferred to the Intermediary are set. This method can be used if the Supplier is able to control the actual Prices at which the Intermediary sells its Product.
Remuneration in a fixed, predetermined amount. Used in calculations certain types services of the Intermediary: for a targeted Market research on a new Product; promotional event; receiving legal advice. Calculations of remuneration according to the “Cost + premium” system. In settlements for the execution of individual orders of the Supplier. The Intermediary provides documents confirming the costs, and the Supplier pays them and pays a premium calculated by the agreed method (Supplier as a percentage of costs).
Payment of additional incentive remuneration for the fulfillment of obligations. You can set, for example, remuneration for the regularity of maintenance. The costs associated with maintenance and the agreed additional remuneration are paid if the Intermediary provides documents that Maintenance produced regularly and with high quality.
Sources
bestreferat.ru - Abstracts
glossary.ru - Glossary
en.wikipedia.org Wikipedia - the free encyclopedia
bobych.ru - Abstracts
Encyclopedia of the investor. 2013 .
Synonyms:See what "Intermediary" is in other dictionaries:
Mediator- Intermediary: Intermediary legal (firm, organization) or individual, assisting in the completion of any transaction. Example of an intermediary in commerce: broker, dealer, broker. Films "The Mediator": The Mediator (film, 1968) American ... ... Wikipedia
Mediator- (intermediary) Any person or organization acting as an agent (See: agency (agency) or broker (broker) between the parties involved in the transaction. See also: financial intermediary (financial intermediary); independent intermediary (independent ... ... Financial vocabulary
intermediary- Attorney, representative, authorized, messenger, ambassador, envoy, broker, broker, commission agent, dealer, matchmaker, agent, factor; intercessor, walker, walker, elected, delegate, deputy, emissary, truce; intermediate link, point ... ... Synonym dictionary
INTERMEDIARY- intermediary, m. 1. A person who connects, brings the seller and the buyer together or makes a deal on behalf of others, in the interests of the seller and the buyer; commission agent. An exchange intermediary is called a broker. || trans. Means of communication, communication. Mail… … Explanatory Dictionary of Ushakov
Intermediary 2- Pointman Genre Comedy Starring Jack Scalia Country USA Year 1994 ... Wikipedia
Very often, beginners face problems buying goods through eBay. Various difficulties arise - problems with delivery, ordering, payment, etc. I do not want to lose the opportunity to buy good and quality goods because of some little thing. How to be in this situation? How to solve the problems that have arisen? In this case, you will be helped by intermediary companies that offer their services when shopping on eBay, Amazon, and many other online stores from the US and Europe.
Many who encounter intermediary companies for the first time may ask a completely logical question: “Why are they needed, because I can choose the product myself, pay for it, and receive it at the specified address. Why else pay third parties? The answer is simple - comfort. Intermediaries make the buying process as easy as in a regular store. You simply indicate which product you like, deposit the required amount to the account of the intermediary, and he does everything else for you - he corresponds with the seller, orders and checks the goods, and, if necessary, opens and conducts a dispute. You only choose, pay, receive. No extra worries.
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In this article, we will talk in detail about intermediaries when shopping on eBay. We will find out in what cases they will be very needed, consider the question of why every day intermediary companies are becoming more and more popular in the CIS.
How can intermediaries help companies?
Knowledge and skills
Buying any item on any of eBay's auction affiliates, e.g. eBay.de, eBay.com, etc. or in any online store in the US or Europe requires certain skills and knowledge. Minimum knowledge required foreign language(English, German), awareness of the specifics of the transaction on a particular trading platform, for example, eBay operates according to rules other than online stores, you need to have the skills to pay for goods online with a payment card directly or through the PayPal payment system (which has its own specifics), be aware of delivery options, etc. If you have the desire or opportunity to understand all these nuances, register, create accounts, open payment cards, etc. - No, intermediary companies will help.
Problems with the shipment of goods to your country
It happens that without the services of intermediary companies can not do. You can already be an experienced buyer, have more than one hundred transactions under your belt, but at the same time face the problem of delivering goods to your country. Sometimes sellers put restrictions on delivery to a particular region (for example, to Russia, Ukraine, or other countries), and some are generally limited only to their country of residence. Intermediary companies, as a rule, have their offices in the USA and other developed countries of the world. They place an order to their address, and then they send it to you. Thus, there is no need to order directly, and you solve the problem of the impossibility of delivery to your country.
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Problems with payment
It often happens that the payment method accepted by the seller is not available to you in this moment, and in the near future, too, will not be able to use it. Then you need to turn to intermediaries who will take care of all the worries. You only replenish their account, and they deal with the seller themselves.
An intermediary firm is a person or firm that stands between the producer and the consumer of the product and promotes it.
An intermediary exists where there are civilized market relations. By identifying problems and helping to solve them, the mediator acts as a kind of catalyst.
Trading and intermediary firms include enterprises, in legal and economic relations independent of the producer and consumer of goods. They operate in order to extract profits, which they receive either as a result of the difference between prices from producers and the prices at which these goods are sold to buyers, or in the form of remuneration for the services provided in promoting goods to the market.
Classification of trading and intermediary firms
Experience of developed market economies shows that it is involved a large number of a variety of enterprises, organizations and individuals that perform trade and intermediary functions.
Intermediary firms can be classified according to various criteria.
By main feature- This functions performed. On this basis, there are:
- universal intermediaries - perform the whole range of services. Ego distributors, wholesalers-merchants;
- specialized intermediaries - perform separate functions, so they are divided into:
- information and contact (contribute to the establishment of economic relations between suppliers and consumers),
- informational (pure) - they do not have a product at their disposal and carry out the implementation according to the conditions of the manufacturer,
- search engines (they are called sales agents) are, as a rule, agents of industrial firms that are looking for buyers in certain regions. They work on the basis of an agreement or instructions, facilitate the conclusion of transactions between the seller (commodity owner) and the buyer, concluding them on behalf of the commodity owner,
- attorneys (importing agents) act on the basis of a commission agreement on behalf and at the expense of the principal. Agents conclude contracts, which stipulate their powers in terms of the technical and commercial terms of the transaction. Contracts signed by agents are executed by principals. Agents are rewarded for their services. Agents can be firms or legal entities who are licensed for this type of activity,
- wholesalers-messengers carry out sales by mail, i.e. send catalogs for certain groups of goods, and orders are sent by mail,
- wholesalers-travelers not only sell for cash, but also deliver goods to customers. Usually this is a limited range of short-term storage products (bread, milk, fruits),
- wholesalers-organizers work with those that are characterized by the absence of containers (heavy equipment, timber, coal). They do not have stocks of goods, but, receiving an order from the buyer (retailers), they find a manufacturer who ships this product to the buyer.
Types of intermediaries
On the basis of subordination and the nature of the operations performed, intermediaries can be divided into three types:
- independent;
- formally independent;
- dependent (related to production).
Independent intermediaries
Independent intermediaries(both legal entities and individuals) act on their own behalf and at their own expense. In relation to the manufacturer, they act as buyers who purchase goods on the basis of a sales contract. They become the owners of the product and can sell it in any market and at any price.
Distinguish:
- full-service wholesalers who provide inventory, credit, delivery, and management assistance services. They can carry out operations with a different assortment;
- wholesalers with a limited service cycle, which provide customers with significantly less service. They can trade for cash, without delivery of goods, with usually a more limited assortment.
Independent intermediaries form the basis of the system of wholesale structures, since they close on themselves big number retail trade enterprises and perform a fairly wide range of operations. This includes dealers, distributors, jobbers, wholesalers-merchants, wholesalers, trading houses, wholesalers-travelers, wholesalers-organizers, wholesalers-consigners, wholesalers-messengers.
Dealers a natural or legal person who buys goods from industrial enterprises and sell them to customers, taking on service duties (minor repairs, supply of spare parts). Their income is formed due to the difference in purchase and sale prices.
Distributors(eng. - distribution) - an individual or legal entity serving various industries, having warehouses and vehicles and implementing commercial activity on its own behalf and at its own expense. Most often they are engaged in the sale of industrial products or sell imported goods in the country.
A distributor who purchases a product, stocks it, stores it, prepares it for final consumption, constitutes a “full service” (or regular type).
Distributors of the regular type work by specialization, have a clear number of positions for each group, so they can use specialized means of transportation, loading, unloading and storage. They are mainly in the mechanical engineering market (computers, televisions, cars).
Another group of distributors - " irregular type” (with an incomplete, limited set of services) only purchases goods from regular producers and sells them. This is a larger group. They are engaged in the sale of perishable agricultural products or small industrial batches of a diverse range on the principle of "buy - take away" ("cash and carry"), i.e. without services.
Jobbers- dealers who, at their own peril and risk, buy and sell goods on their own (in small lots).
Jobbers can also work on stock exchanges. These are exchange intermediaries who carry out their intermediary activities by buying large consignments of goods and immediately selling them to other jobbers or brokers, while earning on the price difference. They make transactions on their own behalf and at their own expense, influence the price level and bear the risk in full.
Formally independent intermediaries
Formally independent intermediaries appeared in connection with the desire of manufacturers to include these enterprises in their production and sales cycle through a system of contracts. For this, the following types of contracts are used:
- contract-commission, which is concluded with attorneys or sales agents;
- a commission agreement that defines the powers of commission agents (find partners, sign agreements with them on their own behalf, but at the expense of the seller or buyer);
- simple mediation agreement.
Dependent Intermediaries
Dependent Intermediaries are authorized sales agents (as if the sales department of the manufacturer) and work on a fixed-term and open-ended basis labor agreements. Dependent intermediaries do not claim goods, working for a commission.
Broker- individuals or legal entities (brokerage houses) who find mutually interested sellers and buyers, bring them together, but do not participate in the transaction, neither on their own behalf, nor on behalf of the guarantor.
Their task is to find a buyer for the manufacturer's (seller's) products and a seller for the buyer and facilitate the signing of a contract between them.
Purchasing offices— independent commercial enterprises. Payment for their services is made at the rate of a certain percentage of annual sales.
Purchasing offices are close to brokers by the nature of their activities (provide their clients with information on price movements, information about potential partners, conclude transactions at the direction of their clients).
Rice. 12.2. Types of dependent intermediaries
Industrial agents- independent specialized firms that work with non-competing, complementary goods and have the exclusive right to sell them in a certain territory.
Sales agents- enterprises and individuals, performing, under an agreement with the manufacturer, the whole range of functions for the distribution of the entire range of products.
Sales agents- natural or legal persons who, on the basis of an agreement with the seller or buyer, have the right to facilitate the conclusion of transactions for a relatively long period. Sales agents act as representatives of sellers and buyers and are remunerated according to labor contract depending on performance.
Groups of sales agents:
- Manufacturers' representatives - individuals or legal entities with whom the manufacturer enters into an agreement, where price policy purchase and sale of goods, territory, boundaries of the agent, procedure for submitting orders, system after-sales service, sizes of commission rates;
- distributors;
- purchasing agents - representatives of buyers who take responsibility for the safety, quantity, quality and incoming goods. They act on behalf of the buyer and fulfill his conditions for the purchase of goods. For their work they receive remuneration as a percentage of the volume of purchased and delivered goods.
Intermediary commissioners operate on the basis of a commission agreement concluded with the commodity owner or buyer.
The owners of the goods for this type of operation are called the committent. He instructs the commission agent to make transactions on his own behalf and at the expense of the committent, who bears all the commercial risk.
Commissioners act as sellers of goods to third parties and are responsible for the safety of products. They are not responsible for the execution of transactions by a third party, payment obligations.
Consignee- a wholesaler (enterprises or individuals) who receives goods from the guarantor to his warehouse and sells them on his own behalf, but at the expense of the supplier-manufacturer by a certain date. He offers non-food items, sets the price himself. He sends a van to the store, and the representative equips the display of goods on the trading floor.
The activity is based on a consignment agreement. Consignment agreement - a special type commission agreements.
The consignees act mainly in foreign trade transactions. The consignee makes payments to the consignee for the sale of goods. Goods not sold by the deadline may be returned to the exporter.
Trade brokers operate as distributors of a regular type, but have a narrower profile of activities and are associated with bulky goods, the transportation and transfer of which is very laborious.
There are so-called informal intermediaries - as a rule, these are individuals who have personal connections in various fields, acting on their own behalf. They rely on their reputation, knowledge, experience and personal relationships. As a rule, they do not bear material obligations, but receive a certain remuneration for their services, and are not bound by legal contracts and obligations.
In recent years, especially in Western countries, a category has appeared "virtual" intermediaries who use the Internet for their activities. The seller or buyer places his websites on the Internet, where he indicates the type of his activity, the goods or services offered.
Factors influencing the choice of intermediary
There are many factors that go into choosing a mediator. These include:
- legal security of the intermediary, i.e. the presence of the necessary and legally correctly executed documents, giving the right to provide intermediary services;
- the competence of the intermediary, i.e. knowledge of the essence of the tasks that he needs to solve, knowledge consumer properties goods, the ability, if necessary, to promptly assist in the transportation, storage, safety of goods, timely payment for goods according to the agreement;
- financial security, i.e. the ability of the intermediary to fulfill its obligations and to bear liability in accordance with agreements concluded by interested parties;
- the reputation of the intermediary, i.e. the opinion of those who have already used or use its services, correctness in drawing up and fulfilling their obligations and agreements.
