What does the commercial department do: structure, functions and tasks. Commercial department: structure and management Section I Fundamentals of organizing commercial activities in trade

An individual or legal entity has the right to acquire commercial real estate by investing personal or authorized capital in it. This does not oblige the owner to run the business on his own. Income from the enterprise can be received by transferring the acquired object to the trust management of an entrepreneur or a company providing these services.

What is trust management of commercial real estate

Trust management is the transfer to a third party of one's own powers relating to the organization and conduct of business with one's own real estate, in which capital owned by the owner was previously invested. When it comes to commercial real estate, the trustee is given authority over commercial buildings, premises or pavilions. Sometimes they are industrial premises that are used for business, including storage of products.

In any case, only areas that are officially withdrawn from circulation as residential premises and belong to the non-residential fund are transferred to trust management. This fact must be recorded in the Unified State Register of Real Estate (EGRN).

Features of trust management of commercial real estate

Real estate management is similar to the intermediary activities of trusted persons. However, the activities of the manager are different in the following:

providing a full package of services;
formalization of the contract, and not just a power of attorney;
mandatory receipt of remuneration for the services provided;
approved work schedule;
manager's report to the owner for performance.

Such management takes the form of hiring a competent specialist or a management company to fulfill the obligations established by the service agreement.

I worked for a commercial real estate company. You conclude an agreement, and monthly money is transferred to you for renting an apartment minus the agency commission specified in the agreement.

twice mom
https://www.u-mama.ru/forum/family/housing/547383/

Naturally, if such an agreement is not concluded, the owner of commercial real estate fulfills the obligation to lease the space on his own. And when issuing a power of attorney to an intermediary, the authorized person fulfills them partially, without the regulations for the requirements imposed on him.

The retail space can be transferred to management without furniture and equipment

Who acts as subjects of trust management

The subjects of trust management are the parties to the agreement, which in fact are:

the owner of real estate transferring it to the manager;
a manager who accepts commercial real estate from the owner.

In legal terminology, they act under the following definitions, which is regulated by the relevant articles of the Civil Code (CC):

As a general rule, the founder of trust management (Article 1014 of the Civil Code) is the owner of the property transferred for management. At the same time, the form of ownership does not matter - property can be in private ownership (citizens or legal entities), municipal or state (subjects of the Federation, Russian Federation).
As a trustee (Article 1015 of the Civil Code), either an individual entrepreneur or a commercial organization in the form of economic society(partnership) or production cooperative. State and municipal unitary enterprises cannot be trustees, since they themselves are not owners of property, but have property on the right of economic management and operational management. Bodies of state power and local self-government cannot act as trustees.

Owner or service provider individual acts on its own behalf, identifying itself by a civil passport. Only heads of firms appointed by the founder are entitled to act on behalf of legal entities. In both cases, the parties may use proxies.

If representatives of interests act on the part of one of the subjects or on both sides, then the subjects of trust management do not change, and a wording is introduced into the contract indicating in whose interests the attorney acts. For the most part, legal entities always act under the auspices of an authorized representative acting under a power of attorney from the organization. And individuals are obliged to provide their authorized representatives with a notarized power of attorney.

How to choose a trustee and what functions he performs

First of all, you should decide on the volume of real estate that goes to the manager. The package of necessary services that will be required of him depends on this. When it comes to large volumes and vast areas of commercial real estate, management companies or representatives of large alliances are chosen. When choosing a company, you need to pay attention to the attractiveness of the offer presented by it and the list of basic services. The functions of the manager must include the following:

Real estate market monitoring, situation analysis.
Planning the efficiency of real estate operation.
Submission of announcements and other advertising to search for tenants, holding demonstrations of retail or industrial space.
Conclusion of contracts with tenants of objects.
Payment of utility services.
Receiving payments from tenants.
Provision of services for the preparation of leased space for operation.
Real estate insurance and work with insurance companies in the event of an insured event.
Improving the characteristics of the premises, their modification.

The list of services of the management company can be seen on the website in public access or asked to send

However, some entities differ in the specifics of the package of services provided or the geography of their provision. Maximum full package services are offered by representatives of world leaders who have extended their influence to domestic market. Among them are the following:

CB Richard Ellis is the largest alliance whose leadership has spread all over the world. In the Russian Federation, its representative offices were opened in Moscow and St. Petersburg. Commercial property owners living in these cities can apply there if they want to take their business to the international level. They will be offered a full package of services: from the development of a business plan and paperwork to proposals for business expansion. Accordingly, it is profitable to apply there only for the organization of large enterprises.
NAI Becar is a network of organizations that has spread not only in the metropolitan cities of the Russian Federation, but also in 20 other million-plus cities. Its advantage is that it is available to a larger number of citizens. But representative offices also attract only large projects, that is, it is profitable to contact them if they own vast commercial areas, where the company is developing a business based on the project of the company's logisticians.
Colliers International FM - has spread its representative offices in almost all regional and regional centers of the Russian Federation. Unlike CB Richard Ellis and NAI Becar, this firm takes on work of any size and complexity. It will provide trust management services not only for commercial buildings, where it is possible to organize the activities of shopping and entertainment or shopping centers, but also organize the rental of warehouses and other non-residential premises. You can apply here if the owner of the property has mundane plans and a focus on a stable business.
Sawatzky Property Management - this company has stepped even further. She begins cooperation with investments in business. That is, potential owners of real estate first invest in the construction of shopping centers, after which they buy out the buildings built by the company, register them for themselves and transfer them to the trust management of the company. Accordingly, it is advisable to apply to such a company when there is money for investment, but there is no time for paperwork on transactions for the sale of commercial space.

In my opinion, contacting such companies makes sense if you choose the right commercial offer. But we should not forget that the payment for their services reaches 15% of the total cost of rent, and for many investors this is considered an unprofitable investment. I find that it is often more profitable to contact local firms that offer similar services. They are less known than world authorities, so the payment for their services is generally 10%, and sometimes reaches 7%.

Information about them can be obtained both from company managers and on forums where the results of citizens' appeals to a particular company are discussed. For example, there you can get certain recommendations, although it is not uncommon for harsh statements about management firms.

Why pay parasites? You are unlikely to abstract from problems ....

https://www.e1.ru/talk/forum/read.php?f=96&i=654529&t=654529

In my opinion, negative statements cannot be discounted if there are no other reviews.

The reliability of the company can be traced by the following indicators, which can be obtained on its official website:

a valid (not expired) license;
the full scope of the company's statutory documentation;
period of work in the real estate market from 5 years;
the number of satisfied customers who left their reviews.

Based on the portfolio of the management company, you can understand how large-scale tasks it is able to perform

Personal experience and the experience of my clients suggests that a search can reveal the following information about a company that can be useful to create the most objective picture:

approximate number of dissatisfied customers;
at least - the presence of persons dissatisfied with the quality of services provided;
the presence of arbitration or civil proceedings involving the company (depending on the capacity in which it acted).

If there is no official website, we can reasonably conclude that the service provider may be fraudulent. In order not to become a victim of a group of persons acting on forged documents, you should request an extract from the Unified State Register of Legal Entities (EGRLE) on registering a company as a legal entity. The same goes for subsidiaries, whose direct affiliation with an alliance or a large service company is declared on their part, but is not clearly traced. They do not inspire unconditional trust, since at any moment they can carry out fraud with real estate and cease to exist.

Analysis of supply and demand in the real estate market

The concept of analysis includes monitoring the situation in the area where commercial real estate is located. The manager assesses the situation:

with rental pricing;
with planned rental income;
with the demand for space in the existing segment.

The trustee analyzes the situation on the rental services market and conducts a comparative analysis on the following parameters:

Selects successfully leased premises and the percentage of unclaimed tenants that are empty.
Examines and compares the characteristics of those and other objects.
Takes as a model to guide his own actions examples of successful delivery of similar objects to the tenant.
Provides for the acceptability of risks and ways to reduce them to zero.

Here, options for making a profit can be considered and offered to the owner of the property. alternative way if it seems to be the most efficient. For example, instead of a shopping center, use a building for a shopping and entertainment center. Based on the analysis, the most effective option is selected.

Search for tenants, advertising

The functions of the management company include the task of renting the premises:

in as soon as possible, no downtime;
at the most efficient prices.

According to my information, the provision is widespread that the maximum period allowed for downtime of real estate can be no more than two weeks. To solve this problem, meeting the deadlines, it is possible only with integrated approach, which forms the pricing of the lease in accordance with market conditions. Therefore, it is advisable to submit advertisements for the lease of real estate only after the completion of analytical calculations and monitoring.

Hire professionals: put up billboards or banners, connect local media.
Limit yourself to your own resource: search for tenants using the submitted ads, post an ad on the wall of the proposed facility.

The lease announcement can be performed in the original style

Here you can see the difference:

costs Money advertising and search for tenants;
return on advertising.

Accordingly, when attracting specialists and when independently searching for tenants, the return will differ in favor of attracting advertisers. Therefore, many companies include advertising services in the basic list included in the service package. In other situations, the advertising submission algorithm must be coordinated.

Required documents

For the procedure for preparing and concluding a service agreement, the owner of real estate - an individual - is obliged to submit a package of documents that certifies his identity and ownership of real estate. Legal entities must present the permission of the co-founders for trust management, except in cases where the real estate is part of the property that the owner is authorized to dispose of personally.

Since the co-founders drain their capital, each of them has the right to use at their own discretion that part of the property, the value of which does not exceed the amount of investments made in the business. In this case, instead of permission from the co-founders, a certificate is presented authorizing the use of the established share of commercial real estate at one's own discretion. This certificate can be obtained by the service provider in the accounting department of the company.

I draw attention to one more nuance. I noticed that when checking the documentation package and concluding a service agreement, consulting services of a lawyer are required. Firms mostly provide them free of charge, as indicated in the price list of the company. Individuals may require payment legal services from the owner of the property.

Payment of utility bills and repairs, collection of rent

The manager is responsible for cooperating with utilities, including for the following:

timely payment for the services they provide;
the correctness of accrual of payments from housing and communal services or housing and communal services;
prevention of the appointment of penalties and fines for late payment.

The same applies to the collection and provision of rent to the owner. The manager must:

receive and transfer rent in a timely manner;
demand a penalty for late payment;
receive an advance upon registration of the lease in order to avoid damage;
claim damages for early termination lease agreements.

Since the tenant is required to provide retail space or other commercial premises fully prepared for operation, it is the responsibility of the manager to prepare them for their intended use. If new problems arise, the tenant contacts the manager to correct them. These actions are mandatory, their implementation does not entail an increase in rent.

The manager can make repairs and re-equip the premises for its efficient use

The manager has the right, in agreement with the owner or by virtue of his own powers specified in the contract, to modify the leased premises. Modification is the introduction of inseparable improvements that qualitatively change the parameters of the used commercial real estate. These include only those improvements that appeared after the execution of the lease agreement. For example:

heated floors;
more modern or design decoration walls;
installation of built-in furniture;
installation of refrigerated display cases;
renovation and design of the facade;
significant improvement of the interior of retail or other commercial premises, taking into account their intended use.

The increase in rent for the introduced types of improvements is due to the fact that they allow attracting additional profit.

Commercial real estate insurance

For lease, commercial buildings and premises must be insured, as when using them, circumstances may arise that lead to unforeseen damage to the facade or interior of the building. Registration of legal nuances and all issues with insurers are delegated to the manager, who draws up real estate insurance from the money received from the owner of the property.

In the event of an insured event, an authorized employee or company is also involved in processing payments to the owner of commercial real estate. Insured events may include fires, floods and other forms of destruction or damage to a building (premises) transferred to responsible management.

Insurance protects against damage caused by unforeseen circumstances

The procedure for drawing up and concluding an agreement on trust management of commercial real estate and its sample

Depending on what volumes of real estate are transferred to the manager and who acts as the parties to the transaction - individuals or legal entities, an algorithm of the procedure is formed. Large companies conclude such agreements at the office of the owner or management company. In other cases, the parties may:

use the owner's money to draw up a contract by a lawyer;
conclude an agreement with a notary and certify it by a notary;
draw up the text of the contract on your own with or without notarization.

The document is drawn up in free form. The main thing is that all the information entered into the contract should correspond to the documentation package and be entered without technical and legal errors.

What documents are needed to draw up and sign a contract

The documentation package on the basis of which the trust management agreement is drawn up consists of the following papers:

civil passport with a residence permit;
title document for commercial real estate;
certificates from Rosreestr on the absence or presence of an arrest and encumbrance with a pledge.

Owners-legal entities represent:

statutory documents;
title documents for real estate;
an extract from the USRN on the form of ownership of the legal entity;
power of attorney for the current representative of the company;
decisions of the meeting of founders on transfer to responsible management;
protocol of voting of the general meeting of founders with a positive result;
a certificate from Rosreestr on the absence or presence of an arrest and encumbrance with a pledge.

If the trust management is formalized on the recommendation legal bodies, documents such as petitions may be required stakeholders from among creditors, a court decision or an order of a bailiff. Sometimes conclusion may be needed independent appraiser on the determination of the cost of rent.

Service providers provide:

a package of constituent documents;
a license to permit this type of activity;
power of attorney for a representative, passport.

In addition to the documentation, the service provider must have a package with commercial offer describing in detail the composition of the services received by the client, which may subsequently be included in the contract.

The manager concludes the lease agreement as a representative of the company and its authorized person. Representatives authorized to draw up and sign the contract must attach a power of attorney drawn up and certified by a notary.

The owner is obliged to transfer to the manager a power of attorney listing all his powers

Drafting a contract, essential provisions and sample

The parties to the trust management agreement are its subjects: the owner of commercial space, who is called the founder of the management, and the manager who enters into trust management of real estate. The subject of the contract is commercial real estate, indicating its characteristics, technical parameters, address and location in the building. Mandatory details contracts will:

determination of the parties;
the address of the object, its cadastral and technical characteristics;
purpose of the object;
services provided by the management company;
rights and obligations of the parties;
the responsibility of the parties.

The contract must be signed by both parties

After signing the paper by the parties, the document must be submitted to Rosreestr to register the registration of the transfer of real estate to trust management. This procedure requires the payment of a state duty in the amount of:

2,000 rubles - for individuals;
22,000 rubles - for legal entities.

The drawn up agreement will enter into force only after the registration of the procedure for transferring powers to the manager is completed and the information specified in the agreement is entered into the Rosreestr.

Drawing up an act of acceptance and transfer of commercial real estate

An act of acceptance and transfer of commercial real estate, which passes into trust management, must be attached to the trust management agreement. This procedure goes like this:

The parties meet on the territory of the immovable object passing into management.
The manager checks the technical condition of the facility and identifies damage, damage to the interior of the premises or the exterior of the facade. Determines the quality of the repair.
The parties draw up an act in which they indicate that the owner transferred, and the manager accepted the specified building or premises.
Include in the act information about the property, including its location, cadastral and technical characteristics.
Describe the essential characteristics of the premises, make information about the existing shortcomings.
They put their signatures and the date of the act.

The act can be drawn up according to the model.

The act has no independent force without the presentation of the contract. It is needed to fix the characteristics of the object passing into control.

When the manager will return the property to the owner, the condition of the object will be compared with the primary one. In the event of a discrepancy in information, a dispute may arise, the solution of which is allowed in court.

Taxation of trust management of commercial real estate

The tax is levied on profits derived from the management of commercial real estate, in accordance with the provisions of Article 276 of the Tax Code of the Russian Federation. This includes:

management company remuneration;
income received from rent by the owner.

The tax rate of 13% of the total amount of income received applies to the owner of the areas transferred to management. Until the end of 2018, the tax rate will not increase.

The tax requirements for a company depend on the established system of taxation. They can be lower than 13% if the parent company of the management or the trust management company is registered with the tax authority under a preferential taxation system.

To pay taxes, you must file a tax return. The report on it is submitted once during one tax period. The tax period is the current calendar year. Reporting information for the past calendar year is submitted by April 30 of the following year. The tax base does not include expenses incurred. The tax rate is calculated solely from the amount of net profit. In order to calculate it, you need to subtract the amount of expenses incurred from the total profit from the rental of commercial space. The rest will be subject to taxation according to the established regulations.

Both parties must pay income tax in a timely manner and report the payment to the tax authority

Each party files its own tax return. When the manager receives the tax obligations of the owner of the property in accordance with the officially fixed terms of the contract, he has the right to file a declaration on the profit of the founder of the property management. To do this, a notarized power of attorney must be obtained from the owner-founder.

The procedure for changing and terminating the contract

According to the provisions of the Civil Code, a contract is a document stating the acquisition by its parties of certain advantages due to the conclusion of the contract. The benefits are expressed in the provisions of the contract and arranged in paragraphs and subparagraphs. Therefore, they are subject to mandatory execution by the parties. In case of non-fulfillment, according to the norms of Article 450 of the Civil Code of the Russian Federation, the contract is subject to termination. In addition to the fact that this article of the Civil Code is a regulation for terminating a non-performing contract, a separate provision on the responsibility of the parties should be made in the body of the document itself. This provision may include conditions that allow the counterparty to collect penalties and fines for poor-quality services or late payments. Other conditions under which the contract may be terminated:

by agreement of the parties;
unilaterally.

If the parties terminate the contract by agreement, an agreement is drawn up in which they state the fact of the voluntary termination of the previously established mutual actions. From the moment of signing such an agreement, the supply of property management services is terminated.

If the initiative to break off relations stems from one party, and the counterparty refuses to terminate the interaction, the contract can be terminated in court if a lawsuit is filed.

Sometimes previously established agreements lose their relevance and cease to be effective, therefore, a change in certain provisions is provided. Such changes can only take place on the basis of mutual agreement. An agreement is drawn up and signed with the obligatory observance of the following rules:

indication of the details of the trust management agreement;
an indication of the paragraphs and subparagraphs that are subject to change;
introduction of new provisions to replace those being replaced;
an indication of the items that are no longer valid;
introduction of new items that did not previously exist.

The signed agreement is submitted to Rosreestr for making changes to the information bank of the registering authority.

Pros and cons of trust management of commercial real estate

The positive aspects provided to the owner of commercial space by hiring a manager are expressed in the following:

the work of the manager will be carried out in accordance with the provisions of the contract, which will give the management a controlled character;
the owner can completely withdraw from the business organization process;
the manager has more experience and competence than the owner;
on the day appointed by the contract, the due profit will be received;
at the first request of the owner, a report on the work must be submitted;
the owner of the object has the right to schedule the receipt of new types of services from the manager.

With simple mediation by proxy, the owner does not have such powers. Also, the listed amenities are not available if the owner of the property manages to rent out the space on his own.

The transfer of real estate to management also has disadvantages:

payment for services will be required even in the absence of profit;
in case of inefficient work, you will have to terminate the contract;
if the manager turns out to be dishonest, you will have to go to court;
profit depends entirely on the actions of the manager.

My personal experience shows that the situation with the hiring of a manager can unfold in different ways. Therefore, I strongly recommend that you turn to proven options for hiring specialists or companies, and before signing the papers, weigh all the benefits indicated in the contract and foresee possible risks.

Age 54, former university teacher, researcher, candidate of philosophical sciences. I write on legal and philosophical topics. I achieve a high uniqueness of the text, I write without water - in a clear, concise style.

Commercial management

Remark 1

Such a concept as commercial management, includes the main range of issues related to the management commercial organization in the course of its operating, investment and financial activities.

In the process of researching commercial management, the main issues of conducting management activities, organization of marketing commercial and advertising work, development of proposals for management decisions.

Commercial management is aimed at the implementation of the main tasks, which include:

Development of conditions for the most general satisfaction of buyers' demand for goods in the area of the selected component of the consumer market;
Providing the highest level of service;
Increasing the amount of profit;
Reducing the level of risks associated with the activities of the organization.

Functions of commercial management

Traditionally, the main functions of commercial management are the following functions:

Control technological processes . The implementation of this function is associated primarily with the selection of a specific technological scheme; Customer service process management. The implementation of this function is directly related to the task of a trading enterprise and is a determining condition for the development of its high competitive position in the consumer market.
Personnel Management. The implementation of this function includes a rather complicated process, since the management decisions used in this area are mainly related to the interests of employees and have a very strong impact on the level of customer service.
Merchandise management. The implementation of this function provides the economic basis for all activities of a trading enterprise.
Revenue Management. The implementation of this function directly depends on the development of the commercial enterprise's own financial base.
Distribution cost management. The implementation of this function is associated with the development of conditions for a periodic reduction in the level of current costs.
Profit management. The implementation of this function provides the main condition for self-financing the activities of a trading enterprise and the possibility of increasing its market value.
Asset Management. The implementation of this function is directly related to the development and ensuring the effective use of the production potential of a trading enterprise. In the process of performing this function, following from the delivered volumes of trading activity, the real need for various forms of assets is determined and a single amount of capital management is determined. During the implementation of this function, a single need for capital is determined for the implementation of the strategy for the further development of the enterprise; its optimal structure develops.
Investment management. The implementation of this function is associated with ensuring the formation of a trading enterprise in the future and an increase in market value. In the course of this function, the main directions of the investment activity of the organization are developing.
Business risk management. This function is one of the most difficult functions, and therefore, its implementation is entrusted to highly qualified specialists of the enterprise.
Financial Condition Management. The implementation of this function is associated with ensuring the relationship of each direction of the financial work of the organization and their mutual orientation, aimed at achieving the highest result of this activity.

Without delving into the essence of the work, one might think that sales department completely follows the line-staff principle. The commercial department is not a single whole: its functions and sales are divided into autonomous components, but at the same time they have the same value and are equivalent to the work of the entire department. Their only common goal is to get the buyer to buy this or that product. The fact that each component works independently in the commercial department should not negatively affect the work, each of the activities brings its own small contribution to the activities of the entire enterprise.

What does the commercial department in the company do?

Distinctive features of any activity are the presence of its direction and the organization of tasks to achieve the desired heights. The purpose of the commercial department is the acquisition by individuals or legal entities of goods and services offered on the market, or their exchange for other goods for mutual benefit. Interestingly, the elements operated by marketing are also operated by the commercial department. The organization of the commercial department is complex, but at the same time allows it to perform many tasks.

The main goal of the commercial department is to create a certain system of measures aimed at regulating the processes of buying and selling, meeting demand and making a profit.

All processes regulated by the commercial department of the enterprise are divided into two types: technological and commercial.

Technological processes are connected with logistics. This concept refers to all operations performed during the transportation of goods (transportation, unloading, storage, packing, packaging). These operations are a continuation production process and direct traffic.

Commercial transactions are all processes, one way or another connected with the purchase and sale. This list also includes organizational and economic processes. It cannot be said that they are directly related to the purchase and sale, but these processes definitely affect the systematization of the trade flow.

Commercial operations are also functions of the commercial department:

study of demand for goods, its forecast. Research of consumer demand for certain groups of goods;
search and identification of suppliers;
all actions related to the formation of an assortment of goods;
assortment management;
economic justification for choosing a particular supplier;
organization of relations with suppliers;
organization of service maintenance;
conclusion and termination of contracts, all work with documentation;
the choice of marketing techniques for the sale of goods;
the use of marketing in social networks, advertising on the Internet, etc.
evaluation and study of their own activities.

Examples of standards for the commercial department

The basis for the application of any techniques and actions in commercial activities should be the conditions currently prevailing in the market.

The correct and productive work of the commercial department of the enterprise will develop only with the full understanding of all the staff, what are the tasks of the commercial department:

implementation;
sales forecast;
implementation policy - sales and service;
studying the situation on the market;
advertising, marketing, trade development;
setting prices for the entire range of goods;
packaging and distribution;
commercial footage.

Responsibilities of the commercial department

Many firms still transfer advertising responsibilities to specialized agencies. The management of the enterprise determines only the policy of carrying out promotions. But it's time to understand that advertising largely determines the policy of the company itself, the perception of the company by customers directly depends on it. The best solution in this case would be to introduce the post of administrator of the commercial department.

This person is needed in order to ensure that advertising reinforces the company's policy, but does not establish it. Good publicity- one of the important conditions for the sale and purchase of goods. Companies need to scale their efforts according to sales, production and distribution opportunities.

Market research

It does not matter where the information about the current state of the market comes from (advertising agencies, own observations, use of general information as a source), it is an essential component for marketing campaigns. Responsibility for finding information placed on top management will turn any knowledge gained into useless and unnecessary. It would be much better to assign it to the "working layer", then any information received will become a powerful planning tool for you. This market research technique helps to organize the activities of all layers of employees in the sales department, and also predicts sales. Market research is not yet so widely used in the work of enterprises.

Product range planning and pricing

Price setting in commercial departments by administrators has not yet taken root in domestic companies. The fact that prices should be fixed in commercial departments is considered heresy. But the fact that employees of the commercial department should have influence on the range of goods is clear to everyone. The compromise with which to get out of this situation will be the creation of a new price-setting headquarters, which will be supervised by commercial administrators.

Forecasting and planning income and salaries

The planning of future sales volumes and incomes depends on the planned profit. This duty is usually assigned to all levels of management. However, in order to calculate planned profit, you need to make a sales forecast. This is what the commercial department does, where the current market situation and past sales are studied. This is the only way to get the most accurate forecast.

Sales organization in general business activities

One of the advantages of this concept is the ability to coordinate the work of the personnel services of the commercial department. Also, an undoubted advantage is that the use of this concept implies the coordination of commercial operations with other components of the work (production, administrative work and finance). But the most significant contribution made by this concept is that marketing becomes closely connected with other types of commercial activities. Thus, the head of the department gets more freedom of action and a lot of new tools for managing the commercial department. The head of the department establishes links with the management of advertising, research work, planning and development of operations. By joint efforts, guided by the general policy of the company, they achieve their goals.

What does the structure of the commercial department of the enterprise look like?

When a new organization arises, the commercial department appears by itself, it develops spontaneously, its work is not coordinated. The commercial department in such companies does not have clearly defined boundaries of responsibility, and the levels of subordination are established using organizational structure. However, this does not prevent the department from continuing its work.

Usually the blame for the unproductive work of the department is placed on the sellers. But the responsibility also lies with the entire commercial department. Each mistake of the subject affects the entire sales system as a whole.

Set created various kinds structures, each of which is designed to perform certain tasks and achieve goals. It is extremely important to match the commercial structure and distribution policy of the company, only in this way it will be possible to effectively implement strategic tasks for business development.

Among the many sales departments, the following principles for organizing the work of the commercial department are most often used.

Geographical. To use this type of organization, it is necessary to place a sales unit in each region in the form of an official representative or branch.

Grocery. It implies competition between teams, each of which is responsible for the sale of a certain product, in the same markets.

Client. This type of organization subdivides departments into categories that specialize in a particular client level. Usually departments are divided into department of work with corporate clients and retail department. But there are departments of commercial service with a large number of divisions.

Functional. The case when the sales process consists of the sequential implementation of the following steps:

search and selection of the client base;
discussion of working conditions and trial sale;
subsequent cooperation and service;

This type of specialization considers the division of departments into sales stages. Often used is a division between commercial department specialists working with the client base and direct sales, and back-specialists involved in subsequent sales and service provision.

Matrix. It is most advantageously used by organizations that sell complex goods, both intellectual and technical. Sales of such companies are formed in the form of projects. Typically, such enterprises recruit leading specialists in each of the areas used in the production, and they all work in turn with the client. good example companies using this structure will be consulting agencies, IT companies, etc.

Organization principles	Advantages	Flaws
Geographic	Simple structure and proximity to customers. Low cost of sales and relatively low administrative costs.	The benefits of specialization are lost. Limited managerial control over the distribution of sales force. It is difficult to work with a wide interchangeable assortment. The performance of the region is highly dependent on the representative.
By products	It is easier to transfer specific knowledge across products. Easier to plan deliveries to customers. In the case of competing departments - high coverage of the territory.	Duplication of efforts: one client - several sellers. Large administrative costs. A high degree of coordination is required.
By clients	Allows you to better take into account the interests and needs of customers. A high degree of control over the distribution of sellers' efforts.	There is a danger of “missing out” on a potentially interesting client niche.
functional	Low dependence of customers on a particular seller. Specializing in sales allows salespeople to focus on what they do best. Strong sellers can be "unloaded" with the help of less expensive staff.	A high degree of work coordination is required (especially for departments with different functions). It is necessary to motivate several independent departments for a common result in working with a client.
Matrix (project)	Rapid concentration of heterogeneous resources for different periods. A high degree of control over the work of salespeople and the design team.	High sales and administration costs. Difficulties with motivation, cost accounting. Participants' conflicts of interest.

Key principles for the productive work of the organizational structure of the commercial department:

Full compliance of the structure with the goals and priorities of the enterprise.
Building structure around certain functions.
Fixing the rights, duties, and powers in the structure.
Set the degree of control depending on the volume of sales and the independence of sellers during transactions.
Develop structural flexibility. It must adapt to market conditions, the availability of certain products, price fluctuations.
The structure should be balanced and take into account the interests of other departments: supply department, financial department, marketing department.

A well-designed structure is one of the most necessary aspects of a company's development, but not all enterprises can boast of having it and a commercial department. Most consider it a formality, but the absence of these components leads to widespread confusion. If more experienced employees fully understand the "hierarchy" of the enterprise, then for beginners this can be a problem. Creating a certain structure will help them adapt faster. Systems without structure are beneficial to middle managers, in such situations they try to gain undeserved authority.

Each company remains unique, so it cannot be said that the processes in them are the same. The structure created for a large company can be very different from the structure created for a small office. In order to draw up the correct structure, it is necessary to draw up a diagram of possible departments of commercial activity.

Description of the key structural elements of the commercial department

Composition of the commercial department

In some commercial companies, the Board of Directors meets to solve important problems. This is the name of the meeting of leading specialists of the commercial department. Open discussions help them jointly achieve their goals, find the best options for solving production and commercial problems, and avoid fragmentation of departmental interests.

The following variant of building an organizational structure is also possible. Marketing director becomes direct manager commercial director or indirectly controls it.

Another option for the development of the organizational structure is the introduction of the position of executive (commercial) director of departments. Such a scheme is useful for those enterprises that need to reduce the number of duties of the CEO and give him the opportunity to deal with more urgent and important tasks. For example, he may spend his time establishing business connections with companies or suppliers. The executive director may also take over the security or commercial department.

Sales department

Not only the sales department is responsible for commercial success, but also other components of production. However, this department brings the main profit to the enterprise. The system of the sales department must be clearly debugged, and the employees must be motivated, only then the income of the enterprise will be as high as possible.

For convenience, the heads of each division are referred to as senior commercial managers. In simple words, each department has its own head, who fully and completely controls its work. Various variations of the names of these positions are possible, but the essence of this does not change.

The statement that the sales department is the heart of the company is confirmed by the numerous flows of finance and information that connect it and other departments.

Name	From whom / to whom (department, service)
INCOMING STREAMS
Sales policy - the concept of sales, assortment, prices, etc.	Commercial Director. Marketing
Methodological support for the organization and management of sales	Head of Sales Department. Commercial Director
Item: Current Sales Availability, Planned Stock, Scheduled Delivery	Merchandising (warehouse)
Delivery of goods to customers: exactly at the address, on time, without deterioration in consumer qualities	Merchandising (distribution)
Information about the availability and movement of goods	Merchandising (warehouse). Procurement. Logistics. DB
Cash	Accounting, financial department
Material support (workplace equipment - telephones, computers, etc.)	Office Manager
Information support, results of analytical calculations	DB, marketing analytics
	Marketing
Analytics based on sales results	Marketing
Results of claims work	Marketing
Results of marketing research: a counter sales plan for customers, segments and regions, new forms of working with customers, etc.	Marketing
Data for economic efficiency sales by goods	Financial department. DB
Customer accounts receivable data	Accounting. DB
Frames that decide everything	Personnel service
Solution contentious issues with clients	Legal service. Security Service
OUTGOING STREAMS
Money to the bank / cash desk, concluded deals, contracts, orders	Accounting, financial department
Sales budget (sales plan)	Financial department. Marketing
Assortment plan-order for goods	Production. Procurement. Merchandising. Logistics. Marketing
Cost budget	Financial department
Information on feedback with the client about the quality of the goods and services of the company	Marketing
Information about the state of the target market, collected on the instructions of the marketing service	Marketing
Offers in sales policy companies	Commercial Director. Marketing
Databases of current and potential customers. Operational reporting of sales managers. Final reporting of the sales department on the results of work for the period	Commercial Director. Financial department. Marketing

Operational commercial groups

Operational groups are divided according to certain criteria and their number depends on market segmentation, but there are other factors that affect this. With a small assortment and volume of supplied goods, commercial groups are divided according to the region. Otherwise, commercial groups are divided into groups of goods supplied to the interested regions. Organizations selling or receiving goods from wholesale company, it is more profitable to collect groups in relation to these counterparties. The same scheme is used for sales organizations to other enterprises.

Such a group consists of 2-4 people, there is no definite leader in it, and all decisions are made collectively. Accordingly, the entire team is responsible for the miss of one participant. This way of organizing leads to an acceleration of the work process, the full dedication of each employee, an increase in the efficiency and quality of work in general, simplification of the training of new employees and creates a certain competition between groups. The group also performs some analysis of the commercial department.

Work in the commercial department is productive if these immutable rules are observed:

During the working day it is forbidden to miss phone calls.
Each employee must be "savvy" in the area where his group works and cannot afford to have gaps in knowledge.
If the group is not competent in the client's question, he is redirected to service to a group with the necessary knowledge.
Group members must choose lunch time, as well as mutually replace each other while one of the employees is on vacation. If the issue cannot be resolved amicably, it is referred to senior management for consideration.

The ideal placement of commercial groups looks like this: all groups are in the same room, separated by screens. Each employee has his own phone and personal monitor connected to the public network.

Coordination and Procurement Department

The organization of commercial activities is almost entirely dependent on the work of this department. He works closely both with other specialized departments and with commercial groups.

The tasks of the Coordination and Procurement Department are as follows:

distribution and control of incoming goods;
control over the fulfillment of tasks by departments;
monitoring the promptness of deliveries and providing guarantees to customers;
maintaining a reserve of demanded goods in warehouses;
control of the unity of the enterprise policy;
creation of proposals for changing the range of goods in relation to their demand;
creation of commercial groups to work with suppliers.

Department of Transport and Customs Operations

The department is headed by a commercial director. The main tasks of the Department of Transport and Customs Services are as follows:

Search for the most profitable modes of transportation.
Control of customs documents, registration of transaction passports.
Arrangement of goods escort at the request of the customer.
Creation of new warehouses or zones for transshipment for justified reasons.
Provision of vehicles, including shipping.
Monitoring the timeliness of deliveries and the receipt by the customer of the necessary documents.
Providing cargo with insurance documents.

The Marketing Director manages multiple departments. Let's take a closer look at the functions and tasks of some of them.

Marketing and Pricing Department

This department is responsible for the continuous study of the buyer's market and the enterprise market. The information received gives them the opportunity to offer the marketing director many options for promoting a particular product, among which you can find:

Changes in the assortment of goods in relation to the forecast and the situation on the market.
Proposals to replace suppliers with more competitive ones (offering goods cheaper or better than the existing one).
Market improvement.
Entry of the company to more developed levels of the market.

This department keeps records of all materials purchased and sold by competitors, collects all existing information about the pricing policy in the market, competing sellers and current indices. At the same time, the department collects data on those firms with which they have ever been in contact.

The price group of the department advises the sales groups on the prices that exist in the market at the moment, checks the reports they have completed and sends them to the head of the commercial department for review. Also, the price group issues new proposals for changing the range of goods.

Before large meetings, the department justifies the reason for discussing a new pricing policy, changes in the market and other important issues within their competence.

Required for the following tasks:

Monitoring the effectiveness of advertising a particular product, as well as the company as a whole, compiling the characteristics of the commercial department.
Organization of promotions and calculation of the costs of their implementation, justification of the reasons for their decisions.
Implementation of the approved plan of events by concluding deals with advertising companies.
Distribution of trial or promotional versions of products.
Sending the company's products to participate in various exhibitions and fairs.

Smaller companies can afford to combine the above two departments.

Department of work with intermediaries

Engaged in the development of sales schemes. For high-quality work, the department needs the support of other components of the company: the marketing and pricing department, the customs (transport) department, the maintenance organization department, the department for coordinating purchases and sales. All commercial groups interested in promoting the goods being sold are also involved.

Having developed a proposal, the intermediary department submits it to the Board of Directors for consideration. And after its approval, the proposal turns into a target plan.

Now the department needs to find promising commercial intermediaries, prepare all documents for signing and start cooperation with them. After signing the contract, the department monitors compliance with the conditions specified in the document, as well as the work of the departments. Negotiations on the conclusion of the contract are conducted by the marketing director.

CEO speaking

Sergey Miroshnichenko, General Director of Srednevolzhskaya Gas Company LLC, Samara

We are among the natural monopolies, we are a service company, so we do not have sales and purchase departments in the standard sense. Deputies, heads of branches and structural departments. Each department is a fairly independent structural unit that has financial isolation, a work plan, the procedure for carrying out work and payments. Each purchase is aimed at providing financial means for the construction and transformation of networks. The purchase of the main part of the necessary goods is carried out by the Production and Technological Completion Department (UPTK), which is part of the parent company, it reports to the deputy general director of the commercial department of the enterprise. Over the course of several years of work, the company has a list of trusted partners, the structure of work has been debugged, and therefore, I consider it inappropriate to form a procurement department and provide a position for the head of this department.

UPTK employees and employees responsible for conducting tenders (carrying out activities under the supervision of the First Deputy General Director) select a supplier. After that, the bidding department analyzes the correctness of the purchase procedure, the selection of a supplier, either by request for quotations, or by tender. The final selection takes place in the bidding department, a protocol is drawn up. As a rule, this process is carried out when signing serious and large contracts. A unique product is purchased, as a rule, from a specific supplier, since here attention is primarily paid to quality. The department delivers products to the main warehouse at the request of other departments.

How to organize competent management of the commercial department

The financial component of the activities of companies is not carried out by itself, it needs to be properly managed.

The management system of the commercial department is a complex of components, the relationship between them, as well as the manipulations that carry out the commercial activities of the enterprise.

To systematize the management of the commercial department, you must:

Prepare goals for the implementation of commercial activities.
Distribute the functions of production and management of commercial activities.
Distribute tasks among the employees of the commercial department.
To streamline the interaction of employees of the commercial department and the order of their functions.
Acquire new technology manufacturing a product or reconstructing it.
Optimize the system of incentives, supply and marketing.
To carry out the manufacture of products and the trade and technological process.

The management structure is based on several subsystems: methodology, process, structure and management technique.

The process of managing the commercial department of a company is a component of the management sphere, which includes the development of a communications structure, the creation and implementation of management decisions, and the creation of a management information support structure.

The management organization of the commercial department is based on the following elements:

Development.
Formation.
Establishment of properties of isolated parts, based on tasks.
Creating a coordination scheme that guarantees the ability to adapt to changing business circumstances.
Separation of duties for commercial activities.
Formation of a scheme for providing data that will help in decision making.

The goals of the commercial activity of the company are divided into certain tasks, united by the scope of activity:

purchase of goods;
storage system;
distribution routes, etc.

These principles are considered the basis for creating the organizational structure of the commercial department and its management:

Determination of a clear and precise goal of the organization of the commercial department.
Formation of installation for the commercial department to achieve the overall goals of the organization.
Formation of mutual work among departments.
Formation of a clear apparatus and management system with a single subordination, the correct hierarchy in the enterprise. Accurate division of responsibilities among different management participants.
Building a diversified approach for leadership work.
Striving for the minimum number of links in the chain of command.
Formation of orientation of the management system.
Providing executive information.
Flexibility and adaptability to fluid market conditions.

Business management is inextricably linked with the management of the entire enterprise. Thus, when creating the structure of the commercial department and choosing the way to manage it and its activities, you need to remember the relationship of each element that makes up the management system.

Management practices are a means of influencing the management and processes associated with the business department. They consist of administrative, organizational, economic and legal. These methods of leadership imply a fruitful combination. Their interaction depends on any operating conditions of the trade organization and the market environment.

Sales department: 4 steps to organize effective work of managers

Key positions of the commercial department for the effective functioning of the company

For the competent management of the commercial service department, the participation of people and the systematization of work are necessary. It is necessary to select specialists of the commercial department and provide them with high-quality training, to systematize and manage the activities of commercial departments, and to establish fruitful cooperation between departments involved in customer service. We have already found out, referring to the functional connection of the sales department, that most of the departments are involved in these processes. In this regard, the main task of the organization and management of sales is the availability of professional staff, on which everything depends.

Head of commercial department

At the very first stage of organizing a commercial department, it is necessary to find a responsible head of the commercial department, allocate a position to him and define powers, then orient him in order to work.

The job title is not a formality. Don't treat a job title without the necessary responsibility. Behind the position of an employee who works in the commercial department, the essence should be seen: the duties of the employee, his responsibility to the enterprise, opportunities and powers, as well as the requirements for him.

The commercial department, in most cases, is led by a commercial director. Departments associated with the circulation of money in the company must make manipulations, referring specifically to him. Sometimes, depending on the size of production, close in activity workplace has a different name: director of sales, director of sales and marketing or head of sales.

Primary tasks of the commercial department and its director. Firstly, he must stimulate and in every possible way monitor the process of selling goods, its increase. Second, improve distribution links and develop the regional network. The head of the enterprise must clearly articulate job responsibilities that can be understood and performed by the commercial director.

Another form of interaction is possible - the director himself analyzes the organization of the commercial department, finds new ways of their development and progress of the entire enterprise. At the end of the formation of ideas, an employee of the commercial department puts them forward to the CEO or presents them to the board of directors. Only after such events, the main goals are set and further prospects are formed.

The job description or regulation on the commercial department provides an example of behavior for such cases. It addresses the above issues related to the definition of the goals and objectives of the commercial director, the construction of the production hierarchy, the system of interaction between employees, methods of assessing work activities and a to-do list.

Business Specialists

Specialists of the commercial department participate in the organization and implementation of the processes of logistics and sales of products, the sale of services, conduct marketing research and advise on these issues.

Their responsibilities include:

Participation in the planning and organization of logistics, control over the fulfillment of contractual obligations, receipt and sale of funds for raw materials, materials, fuel, energy and equipment.
Definition of requirements for material resources and finished products and compliance with their quality standards, specifications, contracts and other regulatory documents, drawing up claims for delivered low-quality inventory items and preparing responses to customer claims.
Carrying out a comprehensive study and analysis of markets for goods and services in order to actively influence consumer demand in order to expand sales of products.
Preparation of proposals for planning the production of specific goods (services) and prices for them in accordance with changes in market conditions.
Participation in planning and organization of sales of products (transportation, storage, bringing to the consumer).
Participation in the planning and organization of the service.
Development and participation in promotional activities.
Advising on marketing, other aspects of organizing the work of commercial activities.
Fulfillment of related duties.
Management of other employees.

Examples of professions included in this basic group:

The manager of the commercial department is a specialist directly involved in trading operations: purchases and sales. The scope of duties of the manager of the commercial department depends on the specifics and size of a particular enterprise, on the niche it occupies in the market, etc.
Marketing specialist (market research and analysis).
Advertising Specialist.
Merchandiser.
Economist for contract and claims work.

CEO speaking

Ilya Mazin, General Director of ZAO Office Premier, Erich Krause Group of Companies, Moscow

The head of the commercial department is needed to organize the work of the commercial department. If it is necessary to link two components: obtaining favorable commercial conditions at the entrance, that is, the terms of delivery (either components or finished products), and achieving favorable sales conditions. In the absence of one of these functions, there is no need for the head of the commercial department.

Very small and very large companies do not need to manage the commercial department. Small because, most often, it is difficult for them to pay for a large administrative apparatus. Usually in such situations, the functions of the head of the commercial department are performed by the owner, if there are several of them, then usually the management areas are divided between them: someone can deal with administrative and economic issues, someone controls financial turnover and profit (and in fact is a commercial director). AT big business on the contrary, the duties of the commercial director are often distributed among the directors of the directions.

But for medium business it is key person. The head of the commercial department is a top manager who ensures the most important thing in the company - this is the creation of a profitable part.

How to analyze the performance of the commercial department and the sales department

It doesn't matter where your position in the corporate hierarchy is, as long as your job is to work in the sales department and strategic planning its activities or, to put it another way, market and marketing strategy, then you are responsible for making a certain number of sales and economic growth of the firm.

Often the expected sales turnover is not achieved due to the overpricing of the sale, or the high price of raw materials, insufficient funding for advertising or low motivation of employees. If at least one of the listed or similar problems is well known to you, then when organizing the work of the commercial department of the enterprise, you miscalculated in planning. This means that you did not conduct an in-depth study of the previous stages, did not find the real factors that affect the increase and decrease in sales.

If it was not possible to make your area of responsibility for the commercial department accessible and understandable; if you have no way to timely determine the position of the commercial activities of the enterprise, then it is worth waiting for the real financial results. But this does not apply to companies that have a competent CEO.

A good CEO will usually be interested not only in how much you aim to sell next year and how many hot customers you have, he will also be interested in the facts on which your confidence is based. He will not be satisfied with the information that the company has doubled sales for several years, and now there is a need to hire more highly paid specialists in the commercial department in the field of sales, which needs an 80% increase in income. He will also analyze the growth of the market in the industry, which can be equal to just 50%. The conclusion suggests itself, doesn't it? The answer is obvious: the company has stopped in its development, but exists because of previous successes.
Suppose you are a manufacturing company or, for example, a professional services firm. With any chosen method effective promotion, among the employees of the organization must be employees whose main duties will be interaction with customers. These methods include active sales, advertising, marketing programs, client recommendations, etc. How deep did you analyze the commercial department? Have you given an accurate description of the commercial department? Does your analysis system answer the questions: why is our turnover the way it is, how to act to sell more, and how much sales do we need? The proposed analysis system, which we will consider, can solve such problems of the commercial department.

What should be analyzed in the activities of your managers?

1. The result of the work:

turnover;
the established number of active clients and the percentage of clients recently introduced into the process;
average number of customer purchases;
further prospects in working with the client and our possibilities in working with him;
the number of lost customers among those with whom interactions have already been conducted and those who were only a potential client;
the number of lost customers in the past.

Entering this information into an Excel worksheet, calculating the necessary indicators, you can get data on the result of the work of each specific manager who works in the commercial department:

turnover will notify you of all financial profits brought by the manager for the company;
the number of active clients and the number of new active clients will tell you how purposeful the employee is in terms of attracting;
the average number of sales per client will indicate the quality of the clients that the manager of the commercial department works with;
the customer's ability to purchase your product will inform you how deeply the employee analyzed the customer, in addition, you will receive data for further monitoring of sales;
the rest of the data will indicate the development of the manager's abilities in the field of working with clients.
All individual indicators of managers, individually and in total, are compared with each other, plus there will be an average indicator for the entire department, this will help you objectively look at and evaluate the results of the annual financial turnover.

A start. It is worth noting that when evaluating the results, you will not find the reason why the performance of managers is so different from each other. And if you do not know the reasons, then you cannot properly manage them and correct errors and inaccuracies. In this connection, it is necessary to continue the analysis of the commercial department, delving into it.

2. Activity and effort expended.

If you want to know the full data of the employees of the commercial department for working with clients and the efforts expended by them to achieve success, then you must first describe the totality of all actions, that is, describe the indicators of sales processes.

The indicators are different, it all depends on the characteristics of your business. Usually, the following indicators carry real information content: calls, meetings, offers. Naturally, they can pursue many different goals, which can be many - the exchange of information, the discussion of the presentation, financial calculations, features of the payment system or its confirmation, etc. Well, if they serve as a stepping stone to a new stage of relations with the customer, the ladder of such development looks something like this: getting to know the client, then studying him in depth, based on the data obtained, you need to attract him, then develop these relationships and retain them to complete this transaction with a future perspective cooperation.

The most convenient tool for presenting sales processes and searching for a connection between activities and a specific sales stage is the use of the sales algorithm below.

Each period defines the process and stage of sales at which the customer is located. If you compile statistics on current customers, then it will be possible to find the average duration of the transaction process, which will provide initial information for building a sales forecast for "hot" customers. By applying this tactic to "lost" clients, you will find the stage at which the client decides to refrain from dealing with your company, thanks to which you can find out how interesting your proposals look. The sales algorithm should look like this:

Request a meeting and determine its subject.
First meeting.
Establishing customer needs and your company's ability to meet them.
Sending minutes of discussions and questionnaires of customer expectations.
Purpose new meeting to discuss the proposal.
First presentation.
Sending an offer.

Of course, when creating this system, you must provide for all options. It is not a fact that the proposal for a meeting will be accepted, even if the client agrees to see him, he does not always sign the contract, so you need to be prepared for many scenarios. For example, if you are refused to sign a contract, and a specialist in the commercial department was able to find out the real reason for the refusal (he must be able to do this), the client was not satisfied with the cost. Further, you can send a thank you letter and notify him whenever the price of the item he is interested in changes. With a large base of such customers, you can arrange a sale to increase market share. It is also possible to consider the option of introducing accumulative cards, which, upon reaching the required number of purchases, will reduce the price to the desired level.

To analyze the commercial department, you must obtain the results of the description of the sales business processes:

definition of business contacts with the client;
definition of sales stages;
Assigning a deal stage to identified business contacts.

Performance appraisal of your managers.

To achieve this, you must first educate your sales team on the rules for successful customer interactions. You must convey the advantages of dividing the sales process into stages and determine the goals for which you need to keep track of customers. If you can confidently state your thoughts and convince employees of the benefits of your proposals, then the information will be assimilated and adopted.

The final report of your managers should include the following items:

inventory of current customers and determination of their stage of sales and source of appearance;
the amount of annual profit, data for each client: the date of commencement of work and the last contact, their result;
in case of refusal, it is necessary to indicate the reason, the reason and the stage at which the client decided to refuse.

Be prepared for the fact that, unfortunately, you may receive an incomplete report. Sometimes this is not part of the responsibilities of the manager of the commercial department. If you insist on fixing the history of work with clients, against all odds, you risk getting misleading information. We advise you to introduce this practice when working with new clients.

For large companies with a huge customer base, it seems logical to focus on key customers, usually about a quarter of the total number of customers.

After reporting on current clients, the manager needs to indicate the number of active manipulations towards each client, this can include calls, meetings, special offers, etc. By dividing customers into groups: “buying”, “new buying” and “never bought”, it will be easier for you to calculate the indicators that determine the success of your managers:

calls, meetings, proposals of everything;
calls, meetings, offers to new clients;
calls, meetings, offers to old clients;
calls, meetings, offers to new buying customers;
calls, meetings, offers to old buying customers;
calls, meetings, offers to non-buying customers.

By combining the obtained information about the manager’s activities, his activity and spent resources into a table, you will find out the answers to the following questions:

What is the amount of effort expended by the manager of the commercial department to work with clients?
Is each manager focused on large, medium or small clients?
Which client brings in the most profit?
How much effort (calls / meetings / offers) does an employee need to spend in order to receive an order?
Does the manager work with new or old clients?
What proportion of buying customers in the entire database?
Having passed what stage, the manager approaches the signing of the contract?
At what stage does a client usually refuse a manager?
What are the main reasons for rejection?
Does the manager have a deep or superficial attitude towards working with a client, does he reveal his full potential for interacting with your company?
What is the proportion of lost customers?

By comparing KPIs and financial results, you will be able to calculate the average number of calls, meetings or offers to sign one contract and its average price.

According to the data, the statistics will say something like this: a specialist calls about 80 clients every month, makes appointments with half of them, and receives 20 offers, as a result, 10 customers with a contract amount of about $ 5,000 begin to cooperate. When calculating backwards, you will be able to notice the required degree of professional effort by the manager in order to obtain a profit of the desired amount. By developing a percentage system of remuneration, you will be able to control the activity of employees, thanks to financial incentives and bonuses.

The resulting data will provide you with objective information about the capabilities of the sales manager, you will be able to identify areas for his growth and help develop the required abilities in order to increase his productivity. For example, if a manager holds a sufficient number of meetings per work month, but only a small part ends with the signing of a contract, and the department’s usual indicator clearly exceeds its success, then you need to establish the cause of the failures and help your employee to function successfully and increase income. If you notice that an employee spends quite a lot of effort in working with new partners, but they are ineffective, study the list of his clients. It often turns out that the manager worked in a non-target segment. If an employee is busy with an outdated customer base without attracting fresh flow, you should stimulate the interest of such an employee in a different approach, even if the performance of such a manager is above average. The system of introducing bonuses for the appearance of new partners can help you.

At the moment, commercial service departments prefer to look for opportunities to reduce organizational costs in favor of their own benefit, which depends on the fulfillment of customer needs. So, in modern market relations The economic principle of "calculation of benefit to the consumer" is at the very center of attention of departments that control the finances of the organization.

L. P. Dashkov- Honored Worker of the Higher School of the Russian Federation, Doctor economic sciences, Professor;

O. V. Pambukhchiyants- Candidate of Economic Sciences, Associate Professor.

Reviewers:

O. A. Novikov– doctor of economic sciences, professor;

I. M. Sinyaeva- Doctor of Economics, Professor.

Introduction

Trade is a type of entrepreneurial activity associated with the purchase and sale of goods. The main social goal of trade is to provide consumers with a wide range of affordable goods of good quality.

Depending on the purpose for which the goods are purchased, trade is divided into wholesale and retail.

Wholesale- a type of trading activity associated with the acquisition and sale of goods for use in business activities (including for resale) or for other purposes not related to personal, family, household and other similar use.

Retail- a type of trading activity associated with the acquisition and sale of goods for use in personal, family, household and other purposes not related to entrepreneurial activities.

Being one of the basic sectors of the economy of the Russian Federation, trade plays a significant role economic role in the life of the country. In recent years, this sector of the economy has been intensively developing, outpacing many other industries in terms of growth. Leading position is occupied by trade in terms of contribution to Russian GDP. It provides about a tenth of all tax revenues to the budget of the Russian Federation.

Trade is the leader among all sectors of the Russian economy in terms of the number of jobs created. Trade plays an important role in the development of small business. Approximately half of the

small enterprises in Russia. More than 70% of the turnover of small enterprises in the country falls on trade.

At the same time, it should be noted that the factors hindering the faster development of trade, in particular, are the uneven distribution of trade enterprises in the country, insufficient use of modern technologies, low labor productivity, lack of highly qualified personnel.

The efficiency of the work of trade enterprises largely depends on how well their commercial activities and trade and technological process are built. An important role in the organization and management of them is played by commodity specialists, the region professional activity which includes, among other things, organizational and managerial functions related to the purchase, storage and sale of goods in the field of trade.

The discipline “Organization and management of commercial activities” is devoted to the study of related issues, the subject of which is commercial and technological operations carried out with goods in the process of their movement from the sphere of production to end consumers through wholesale and retail.

Section I
Fundamentals of organizing commercial activities in trade

Chapter 1
Fundamentals of the organization of goods distribution

§ 1.1. The concept and essence of commodity circulation

Merchandising – this is a trade and technological process of bringing goods from the sphere of material production to the sphere of material consumption through wholesale and retail trade enterprises.

At trade enterprises, the process of circulation of funds invested in produced consumer goods is completed, the commodity form of value is transformed into a monetary form and economic basis to restart the production of goods. Therefore, the rational organization of the process of product distribution is one of the important functions trade. To this end, the most favorable flows and directions of movement of goods, more economical modes of transport for the transport of goods from places of production to places of consumption, as well as the creation of an appropriate network of warehouses and bases, should be determined.

The quality of trade services for the population, as well as the time of turnover of inventory items, largely depends on how rationally the process of commodity circulation is organized. Therefore, commodity circulation involves the creation of a technological chain capable of timely and uninterrupted delivery of goods from production to consumers in the required quantity, wide range, High Quality, at the minimum cost of labor, material resources and time.

The main links in the technological chain of commodity circulation are manufacturing and agricultural enterprises producing consumer goods, wholesale depots, shops and other points. retail goods.

The basis of the organizational and economic side of the process of commodity circulation is commercial activity, carried out by the links participating in it - wholesale and retail trade enterprises. It includes the study of consumer demand, determining the range and quantity of purchased goods, researching the goods market and identifying the most profitable suppliers, establishing economic relations with them, implementing promotional activities and other operations not related to physical impact on goods.

The greatest costs of living and materialized labor fall on the material, or technological, side of the process of commodity circulation. Its basis is technological operations associated with the continuation of the process of production in the sphere of circulation. These include the transportation of goods from production to wholesale warehouses, their intra-warehouse movement, acceptance and storage, supply of retail trading network, intra-store operations, the release of goods to customers and the provision of additional services to them.

In the practice of organizing the movement of goods, two of its forms are used. Form of distribution- This is an organizational technique, which is a variety of ways to promote goods from the manufacturer to the consumer. Distinguish between transit and warehouse forms of commodity circulation.

At transit form of goods movement goods are delivered to the retail trade network directly from manufacturing enterprises, bypassing the warehouses of intermediaries, with warehouse- through one or more warehouse links of intermediaries.

The use of one form or another of commodity circulation depends on the complexity of the assortment of goods, the conditions and terms of their storage, and the frequency of purchase. So, the transit form of commodity circulation is used mainly for perishable goods, with a simple assortment. The use of a warehouse form is necessary for a complex assortment of goods that require preliminary sorting in a warehouse link, goods of seasonal production or consumption.

With warehouse goods movement, goods can pass through one or more warehouses of wholesalers (warehouse links). The number of warehouse links through which a product passes as it moves from producer to consumer is called the level of commodity circulation. The rational organization of the process of product distribution implies the passage of goods through as few links as possible. To determine the warehouse links, a coefficient is used, which is calculated by the ratio of wholesale and warehouse turnover to retail.

§ 1.2. Factors influencing the process of product distribution. Principles and conditions for the rational construction of the process of product distribution

The process of commodity circulation is carried out under the influence of production, transport, socio-economic and trade factors.

From production factors the following have the greatest influence on the organization of the process of commodity circulation: the location of production, the specialization of manufacturing enterprises, the seasonality of the production of individual goods.

Thus, the excessive proximity of industrial enterprises to sources of raw materials can lead to their uneven distribution throughout the country, to a distance from consumption areas. All this makes it necessary to transport goods over long distances, requires the participation of the wholesale link of trade, which leads to a slowdown and complication of the process of goods movement.

The organization of the distribution process is greatly influenced by the specialization of manufacturing enterprises in the production of a relatively narrow range of goods. This is especially true for goods with a complex assortment that cannot be delivered to small shops without preliminary sorting in the warehouses of wholesale enterprises. Therefore, the specialization of production leads to the fact that most goods, before entering the retail trade enterprise, first pass through one or more wholesale trade links.

Certain types of food products (fruits, vegetables, sugar, etc.) can be procured or produced only at certain times of the year. Trade assortment many goods (shoes, clothing, etc.) varies significantly depending on the season, which also causes a pronounced seasonal nature of their production. Therefore, appropriate adjustments should be constantly made to the organization of the process of commodity circulation, related to the need for long-term storage of goods.

Among the main transport factors the state of transport routes and modes of transport used for the transport of goods should be attributed. That is, in order to ensure the uninterrupted and economical functioning of the distribution process, it is necessary to have a well-developed transport network, as well as the optimal structure of the park Vehicle(a certain number of specialized vehicles, vehicles of various carrying capacities, etc.).

Main socio-economic factors are the resettlement of the population, its composition and the level of monetary income. Taking into account the influence of these factors, there are different approaches to the organization of trade services for urban residents and the rural population. The intensity of the process of commodity circulation largely depends on them. Thus, with a low population density, it is more difficult to organize the delivery of goods to consumers than in areas with a high population density: they have to be transported over long distances and, as a rule, they go through a larger number of links.

The following main factors have a significant impact on the process of product distribution: trading factors : types, sizes and location of trade enterprises, the degree of complexity of the range of goods sold, their physical, chemical and biological properties, the level of organization of the supply of goods to the retail trade network, the qualifications of sales workers, the methods used to sell goods, etc.

In order to ensure rational organization distribution process, the following basic principles must be observed:

Apply the shortest ways to promote goods;

Reduce linkage;

Widely use centralized, i.e., carried out by the forces and means of the supplier, the delivery of goods to the retail trade network;

Choose rational vehicles (depending on the quantity and properties of the transported cargo, distance of transportation) and use them efficiently (taking into account the carrying capacity);

To develop the use of container-equipment and means of mechanization of loading and unloading operations, intra-warehouse and intra-store movement of goods;

Constantly improve and optimize the technological chain of goods distribution, using in-line cargo handling, in which each previous operation is simultaneously a preparation for the next one.

One of mandatory conditions increasing the efficiency of the process of distribution is to use the achievements of scientific and technological progress.

The most important areas of scientific and technological progress in trade are:

Creation and implementation investment projects related to the construction of new retail infrastructure facilities and optimization of the placement of retail facilities;

Mechanization and automation of labor-intensive work;

Widespread use of package and container systems for cargo processing of commodity flows;

Use of computer technology and software, allowing to conduct automated accounting of goods along the entire path of commodity circulation;

Introduction of progressive technologies of trade service;

Automation of cash register operations and the introduction of store plastic cards in settlement transactions;

Automation of the processes of selling goods.

Chapter 2
The essence and content of commercial activities in trade

§ 2.1. Essence and objectives of commercial activity

The word "commerce" comes from the Latin sottagsgit which means "trade". Therefore, these words are often used as synonyms, and the concept of “commercial activity” in a narrow sense is interpreted as an activity related to trade, purchase and sale of goods.

Thus, from the point of view of civil law, any legal activity aimed at making a profit is commercial. However, in practice, commercial activity is more often considered as a type of entrepreneurship carried out in the sphere of circulation of goods and services. Therefore, in the future in the textbook we will talk specifically about commercial activities in trade.

Commercial activities in trade include:

Study of demand and determination of needs for goods;

Identification of suppliers of goods and establishment of economic relations with them;

Organization of wholesale of goods;

Organization of retail sale of goods;

Formation of assortment and management of commodity stocks;

Provision of trading services.

Consequently, commercial activity in trade is a set of sequentially performed trade and organizational operations that are carried out in the process of buying and selling goods and providing trade services in order to make a profit and meet customer demand.

Both trade organizations (legal entities) and individual entrepreneurs can act as subjects of commercial activity, that is, carry it out. When carrying out commercial activities, they must:

Make effective commercial decisions that allow you to receive the profit necessary for the further development of their activities;

Improve the quality of customer service;

Strictly observe the current legislation.

Compliance with the above requirements contributes to

successful fulfillment of the tasks facing the commercial services of trade organizations. The main tasks are:

Improving work on the study of market conditions on the basis of marketing research;

Timely decision-making in accordance with the current market situation;

Formation of mutually beneficial relationships with partners (suppliers and wholesale buyers);

Strengthening the role of contracts and strengthening contractual discipline;

Establishment of long-term economic relations with suppliers;

Increasing the efficiency of commercial activities by automating certain operations related to the conclusion and execution of contracts, inventory management, etc.

Goods and services are the main objects of commercial activity in trade.

Product is a product of labor produced for sale. It can be any thing that is not limited in circulation, freely alienable and passing from the seller to the buyer under a contract of sale.

Depending on the purpose of the acquisition, goods can be divided into two groups:

Common consumption goods;

Industrial goods.

Common consumption goods intended for sale to the public for the purpose of personal, family, home use, i.e., not associated with entrepreneurial activity.

Industrial goods serve for sale to various organizations or individual entrepreneurs for the purpose of their use in economic activity. Such goods are, for example, technological equipment, road construction equipment, transport vehicles common use, fuel and raw materials, etc.

All goods have consumer properties, i.e., the ability to satisfy certain needs of the consumer. The combination of consumer properties of a product determines its quality.

Since the quality of a product is a measure of its usefulness, one of the main tasks of trade is to provide consumers with precisely such goods. To this end commercial services trade organizations must constantly interact with manufacturers of purchased goods, influence them so that they improve and update their product range.

In addition, to maintain the quality of goods, the correct organization of such technological operations as transportation, acceptance, storage, etc. is of great importance. The use of modern equipment for moving, storing, preparing goods for sale also contributes to this.

Service is the result of direct interaction between the contractor and the consumer, as well as the contractor's own activities to meet the needs of the consumer. Services rendered to the population, according to their functional purpose, are divided into material and socio-cultural.

material services satisfy material needs. They ensure the restoration, change or preservation of consumer properties of products or the manufacture of new products, as well as the movement of goods and people, the creation of conditions for consumption. Therefore, material services, in particular, include household services related to the repair and manufacture of products, catering services, and transport services.

Social and cultural services satisfy the spiritual, intellectual needs and support the normal life of the consumer. With their help, spiritual and physical development, increase professional excellence, maintaining and restoring the health of the individual. Socio-cultural services can include medical services, cultural services, tourism, education, etc.

The trade service is the result of the interaction between the seller and the buyer, as well as the seller's own activities to meet the needs of the buyer when buying and selling goods.

Trade services can be divided into two groups:

Wholesale trade services (provided by wholesale trade enterprises);

Retail services (provided in stores and other retail establishments).

The main service of trade is the sale of goods. However, in order to profitably sell goods, it is necessary to carry out a whole range of activities related to the purchase of goods, their storage, delivery to wholesale buyers, pre-sale preparation in retail, etc. That is, the provision of various services that precede the sale of goods and related to It forms the basis of the commercial activity of any trade enterprise.

Both wholesale and retail trade services are essentially intermediary services. Moreover, given the variety of such services, some of them are material (for example, transportation of goods, their storage, preparation for sale, etc.), and some of them are socio-cultural (for example, providing advice to customers, information services, etc.) .

The effectiveness of the commercial activities of trade organizations largely depends on how the set of goods and services offered to customers meets their needs. In a competitive market right choice objects of commercial activity plays a special role.

The success of the commercial activities of trade organizations largely depends on the state of their material and technical base, the level of competition in the market and other factors. Quite a few important role plays and skill level management personnel, as well as employees of commercial and other services of the enterprise, their attitude to the work performed, interest in the results of their work.

Commercial activities carried out by trade organizations can be conditionally divided into several stages, at each of which certain commercial operations are performed (Table 1).

At the same time, it should be borne in mind that commercial activities in wholesale trade very different from the commercial activities of retailers. This is especially true for operations related to the formation of an assortment and the sale of goods. Thus, the nature and content of the operations performed in the implementation of commercial activities will depend on the chosen form of product promotion and the stage of the product distribution process at which this product is located.

Table 1

Operations performed at various stages of commercial activity in trade

Effective commercial work is possible only if there is complete and reliable information about the market situation, i.e. socio-economic, trade-organizational and other conditions for the sale of goods that have developed in certain period time and in a specific place. To obtain such information, it is necessary to collect information about both the product itself and its manufacturers.

It is also important to have information about the social, economic, demographic and other factors that determine the demand for goods, and about the purchasing power of the population. Along with this, it is necessary to have reliable information about the capabilities of prospective competitors, which will allow you to make the right commercial decisions and occupy your own niche in the market.

The information obtained makes it possible to determine the possible volume of sales of goods on the market, to justify the range of necessary goods, that is, to calculate the need for them.

In addition, information about the state of the market contributes to the establishment of rational economic ties. For

To do this, it is necessary to study potential suppliers and select those that will prove to be the most profitable in the current conditions. At the same time, attention should be paid to the location of suppliers, the range and quality of the goods they offer, terms of delivery, prices, etc.

At this stage of commercial activity, contracts are concluded with suppliers of goods. It is very important to agree on all the terms of the future agreement: a well-drafted agreement will allow not only to take into account the interests of partners, but also to avoid future disagreements associated with insufficient elaboration of its individual provisions.

Once signed, the contract becomes binding on the parties. Therefore, trade enterprises and organizations must exercise constant and effective control over the execution of the terms of the contract.

Following operations for the wholesale purchase of goods, a number of technological operations are performed related to the receipt of goods, unloading vehicles, acceptance of goods in terms of quantity and quality, their storage, packaging, etc. The listed operations are performed both in the wholesale and retail sectors trade. Along with the technological ones, commercial operations continue in these links.

commercial activityat wholesale enterprises as the following steps includes:

Formation of the range of goods;

Commercial activities for the wholesale of goods;

Providing services to wholesale buyers.

Formation of the range of goods implies the creation of such an assortment that would best meet the demand of wholesale buyers. Taking into account their requirements, it is necessary to constantly update the range of goods in warehouses. To solve this problem, the commercial services of wholesale trade enterprises should actively participate in the formation of the assortment policy of commodity producers.

Inventory management in wholesale trade lies in their rationing, operational accounting and control over their condition. Keeping inventory at an optimal level promotes uninterrupted supply of goods to wholesale buyers and speeds up the turnover of goods, reducing the cost of their storage.

At the stage of wholesale of goods, an important role is played by advertising work. A well-organized, based on reliable information and timely advertising campaign contributes to the growth of demand for certain goods, positively affects their implementation.

One of the key stages of commercial activity is wholesale of goods. At this stage, there is a search for buyers of goods, which, as a rule, are shops, small retail trade enterprises, etc. Then, work follows to agree on the conditions and conclude an agreement, in accordance with which the sale of goods will be carried out. Effective work wholesale enterprise at this stage is impossible without the organization of control over the fulfillment of the terms of the contract.

An important place in the commercial activities of the wholesale link is occupied by service operations. Wholesale trade enterprises offer their partners services that are impossible or difficult to perform in retail trade. For example, they can be intermediary (search for suppliers of goods), advertising (carrying out advertising campaigns in a retail trade network, exhibitions and sales with the participation of commodity producers, etc.), informational (collection and analysis of information about market conditions, marketing research, etc.). .), advisory (acquaintance of employees of retail enterprises with new products, rules for their operation, etc.) and other services.

The role of trade services is especially great in the presence of competition: wholesale customers are interested in contacting the seller who, along with quality goods, is able to offer a set of services that best meet their requirements.

Commercial operations in retail establishments have their own specifics. First of all, this is due to the fact that the consumer of goods and services here is the population.

It is the requirements and demands of the population that become decisive in the formation of the assortment at retailers. Of the services that a trading enterprise can provide, only buyers in demand are selected. The interests of buyers are also taken into account when choosing methods for selling goods.

It should be noted that, carrying out commercial activities, retailers can, to a certain extent, shape the needs of the population. To this end, new products are offered to customers and those that meet the approval of consumers are included in the assortment of the retailer.

When managing inventories, they proceed primarily from the fact that they are stored in retail trade enterprises in much smaller volumes and for shorter periods.

The advertising work carried out in the retail trade network also has its own characteristics, primarily related to the choice of types and means of advertising.

Commercial activity in trade should be guided by the interests of the end user, otherwise it is impossible to count on a successful commercial result. At the same time, it should be taken into account that many factors directly or indirectly influence commercial activity, the main of which are:

Legal basis for commercial activities;

The level of competition in the market;

The state of the material and technical base of the trading enterprise;

The financial condition of the enterprise;

Qualification level of commercial workers;

The range of goods and the list of services provided, etc. Trade enterprises should build their work with

taking into account these factors, responding in a timely manner to ongoing changes, without which it is impossible to ensure high efficiency of their functioning.

Trust management of real estate - DUN - is a set of services that the owner receives from the management company. Regulates relations between the owner and the management company of the Civil Code of the Russian Federation. His 53rd chapter is devoted to this kind of management.

In other words, DOT is a temporary lease of business assets under the direction of another person in order to make a profit. Trust management is a great way to make passive income. A person who rents property for management can receive money in several ways:

By receiving an annual or monthly percentage of the rental value for a given period, minus the necessary expenses.
By obtaining an agreed amount, which will be paid by the manager once in a certain period.

Management saves a lot of time and effort to the property owner. But when transferring his property for use, the owner must be responsible in choosing a manager, since the income of the enterprise depends on him.

We invite you to watch a video about trust management of real estate:

What does an administrator do?

A manager is a person who manages real estate in order to generate income. But what exactly does this person do and what is included in his duties, we will consider in more detail.

Market analysis

Market analysis is a necessary operation in any area of the economy. It includes:

Expenses.
Analysis of the audience of tenants.
Estimated profit for the year.
Tracking price trends.
Risk assessment.
Study of supply and demand in the client's field of activity.
Payback analysis.

Market analysis will help you better understand tenant opportunities, market conditions, and your own profit prospects.

Search for employers

The main source of money in this system is the tenant. And the property manager is looking for him. The renter must have the following qualities:

Honesty in describing plans.
Systematic payments without delay.
Solvency.
A responsibility.
Responsibility for property.

Among other things, the tenant is obliged to sign the contract and follow it exactly.

Preparation and execution of the lease agreement

The person or firm with which the trust document is concluded is obliged to conclude a lease document. The terms of the contract are followed by both parties, both the landlord and the tenant. The contract details all the terms of cooperation. In case of violation of the terms of the contract, the party has the right to sue the other.

Payment of utility bills

The property manager is obliged to control the timeliness of payment of utility bills and possible fees.

Monitoring the timeliness of payments

The manager exercises control over payments and is responsible for this. The landlord's procedures for responding to violations of rent payments are described in the lease agreement.

Provision of any household services

Periodically it is necessary to check the condition of the property, detect malfunctions, breakdowns, violations and other household troubles. This is done by a trusted organization or management person. Such procedures help to save on serious repairs and keep the room in order.

Object insurance

Often, issues of insurance against floods, fires, etc. are discussed in the power of attorney agreement. Of course, you can avoid the procedure, but this will significantly increase the risks in this business and in the event of any "trouble" the owner will have to pay for the entire restoration of the object on their own.

Main goals of activity

The purpose of property management is to obtain maximum profit from property at a minimum cost of the owner's resources. Also, hiring a qualified manager will bring a lot of money to the owner.

Increasing profitability

The authorized person also financial management, for its successful implementation it is required:

Maintaining financial reports.
Analysis of expenses and income.
Insurance will save a lot of money to the owner.
Control of utility bills.
Company budget control.

This approach allows you to keep the property of clients under control and prevent a decrease in income.

Cost optimization

Cost optimization is one of the basic management functions. Cost analysis helps to rationalize real estate costs, which contributes to an increase in overall income.

Formation of a positive image in the market

Managers can and do use advertising, marketing, and PR to attract customers and create demand. Also, a positive image is created by the forces of satisfied customers.

Increasing the status and image of the business has an extremely favorable effect on demand, and, consequently, on the company's income.

Ways of leadership

There are several legal rules regarding the transfer of real estate to management, viz.

With the right to sublease

Principle this agreement consists in the fact that the manager or company pays the owners the amount in the form of rent, and the tenant pays managing organization another amount, but it is already sublease. The difference between these two amounts is the company's earnings. Also, the managing person is engaged in maintenance of the property at his own expense.

According to the Civil Code of the Russian Federation, leased property can only be re-leased if there is a sublease permit provided by the lessor.

The lease agreement with the right to sublease must contain all the main provisions of the lease agreement(, its address, technical characteristics, a list of property on the area, etc.), regulated information on the possibility of sublease, its conditions and permission.

The advantages of this method can be called:

Security of the owner with rental payments, since the responsibility for payments lies with the managing organization.
The first tenant is responsible for the upkeep of the premises.

And the risk lies in the degree of professionalism of the management company and the responsibility of the tenant.

Financial

Here, the income of the property owner consists in the flow of money from the subtenant, minus budgetary expenses and management fees.

The advantages of the financial management method include:

Motivation of managers to increase the profits of the enterprise.
Receipt stable income from your property.
Ease of documentation.

Comparable to the previous method, the biggest risk is an unreliable subtenant.

Conclusion of the DUN deal

Upon the conclusion of such an agreement, the property passes under the full control and management of the company for a certain period, and the owner of the object receives only the agreed fee.

The advantages of concluding a deal with DUN are:

All work and supervision of the case is removed from the owner.
Any debts and fines fall on the shoulders of ex. firms.
A contract is a more reliable form of a fixed agreement.
The treaty protects the benefit of the owner of the territory.

The only risk in this method is the competence of ex. company, its professionalism, honesty and integrity.

Order or agency agreement

Under the terms of this agreement, the management company is given certain powers to operate and maintenance territory of the owner to the extent of its permissible competence.

The advantages of concluding an agency agreement include:

Strict accountability and limited jurisdiction of the management firm.
The owner remains the manager of the property.

The risks lie in the partial responsibility of the owner, which does not make it possible to completely abstract from real estate affairs.

Entrusting the functions of the executive body

If the owner is a legal entity, it can transfer powers executive body another legal entity and make it CEO management.

Benefits of entrusting the functions of the executive body:

The executive body deals with paperwork.
The CEO is controlled by the owner.
All reports can be verified by the owner.

Risks lie in responsibility on the part of the owner and honesty on the part of ex. firms.

Additional services

In addition to controlling and disposing of real estate, the manager must also take care of the benefit and interest of the owner. He can do this by using the following methods:

How to transfer for temporary use - step by step instructions

Let's take a closer look at the transfer of real estate:

Company selection. First, you need to choose the organization to which you apply. When choosing, it is worth considering: the conditions provided by the company, its prices, reviews, reputation and the presence of complaints or lawsuits.
Documentation. To carry out this operation, the owner will need: a passport, an agreement on the transfer to management, documents on property.
Payment for services. Depending on the company, the owner pays a different percentage of ex. company, net of service charges.
Treaty. A trust management agreement is a document that approves the rights of the manager to operate the property within the terms of the agreement. The contract can be signed for up to 5 years.
Organization by the performer. The contract should indicate all forms of reporting, conditions, expenses, etc. for cooperation. Also, it will be very useful here to invite an independent lawyer who will adequately state all the requirements and desires of the owner.

What to do if the company does not fulfill its functions?

First of all, terms of breach of contract must be specified in the contract. But in general practice, it is worth breaking the contract with the company and possibly even fine it. You can also take advantage of consumer protection.

Not every owner has the opportunity to manage their property due to various factors, whether it is lack of time or knowledge. This is where management companies come to the rescue. But interaction with them should be approached extremely responsibly.

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