Job descriptions of the merchandiser of the retail and retail network of the company. Functions and main responsibilities of a merchandiser. Merchandiser - who is it and what does it do

Today, the profession of a merchandiser is very common in all regions of our country. This is due to the growth in the number of large hypermarkets and supermarkets. Suppliers of products in order to increase sales profits turn to the services of such specialists. What are their responsibilities and how is their work organized?

What is the job

The labor activity of a merchandiser consists not only in the display of supermarket goods, but also in promoting the sale of products and increasing turnover.

Employees of the company in this position do not stack goods according to their own views. They have to arrange products in accordance with the prepared plan, empty the shelves from expired goods, monitor expiration dates by putting forward products with later dates.

Together with the layout, the merchandiser checks the presentation, undamaged packages, keeps order on the shelves. He can only control the placement of products, if at the outlets the working staff is engaged in its laying out on its own.

General provisions and functions

Merchandisers in their category are specialists. Persons with education, additional vocational training for merchandising, with relevant work experience, driving license with category B.

Merchandisers are appointed and removed from this position according to order of the general director.

They are required knowledge:

• instructions, orders, instructions, orders, normative and administrative documents regulating their activities;
• fundamentals of the Civil Code Russian Federation, a law protecting consumer rights, as well as relating to advertising;
• marketing regulations and management principles;
• characteristics and methods of application of merchandising products;
• advertising images and ways to create advertising work;
• procedures for creating demand and increasing the incentive to sell products;
• principles of design and productive use of the trading platform;
• how to organize the trading process;
• ways to review the effective placement of products in the premises for trade;
• the proposed assortment group, together with the main quality and consumer characteristics;
• current prices for products;
• psychological and sociological principles;
• behavioral model of consumers in point of sale;
• buyer personality types;
• factors affecting the purchase of products;
• business etiquette;
• main planning methods labor activity;
• principles of the economic system;
• rules for the formation of accounting, reporting and other documents;
• the basics of creating a production, labor and management process;
• provisions specified in the Russian labor legislation;
• requirements for internal work schedule;
• regulatory documents on safe activities, labor protection, as well as sanitary and fire protective equipment.

The head of the merchandiser is the administrator of retail space, that is supervisor.

Main Functions given official are:

• correction of the old cost of production, according to new changes;
• competitor monitoring;
• the procedure for conducting a conversation with sellers;
• determination of the value of the trade margin.

The fulfillment by the merchandiser of his own duties is carried out with the help of periodic visits to retail outlets, where he needs to provide products from certain organization. In one day, he sometimes has to fill the shelves with goods for which he is responsible in four or five stores.

He must also check the layout at each point at least once a week. Upon completion of the audit of all stores, the merchandiser is required to provide a detailed report, which indicates:

• the name of the product that is most in consumer demand;
• what is the demand for the products of competing companies;
• price indicators of goods from other organizations.

Supervisor Tasks

The supervisor must:

• optimize the activities of the staff;
• demand the maximum performance of duties from all subordinate employees;
• eliminate losses caused by insufficient activity of managers of a trading company.

The difference between mobile and stationary

In accordance with the methods of performing work functions, instructions that the job description contains, where the merchandiser works, it can be mobile and stationary. The first category of these employees is not assigned to one store. They must consistently come to different outlets of the same network and perform their main tasks.

The second type of merchandisers, on the contrary, is obliged to carry out permanent labor activity in only one store. At the same time, he can move from one trading facility to another, but only on a regular basis.

Menchandisers can be universal, that is, combine the functions of the mobile and stationary categories. They work flexible hours, performing tasks regarding two types of merchandising.

Features of activity

Merchandiser working directly in one commercial premises, must:

1. Arrange the goods attached to it on the shelves of stores . Of course, the employees of the retail facility themselves are obliged to fill the racks with products, but merchandisers provide the goods for which they are responsible for the most advantageous location on the shelves. To do this, they negotiate with the employees of the outlet and independently lay out the products.
2. Maintain perfect order, which is very difficult, because consumers, when shopping, often confuse places various goods. The merchandiser needs to check the preservation of an attractive image of the packages, their integrity.
3. The most time-consuming activity consists in the analysis of demand, price indicators, shares of competing companies and control of the remaining products in warehouses, placement advertising texts, pictures, along with probes and leaflets.
4. Generate unscheduled and current reporting. The first option requires an assessment of a particular store, a report, relative to competing companies, and a lot of other information for marketers. Current reports should be made every day, week or month.

What does he do in the supermarket

Hypermarkets and supermarkets are very popular as well as promising objects. retail. In such self-service marketplaces, very often there are vacancies for merchandisers.

This is not surprising, because only in the above trading service merchandising activities, if done well, provide an important key guarantee in increasing trade volumes and increasing the sale of certain products.

In the smallest retail areas where self-service is not provided, for example, in kiosks, small shops, pavilions, squares, compared to large outlets, the system for the location of goods doesn't play a big role. This is due to the psychological impact on consumers, consisting of the implementation of appropriate product placement techniques.

Suppliers usually try to arrange more expensive goods so that the buyer can immediately see them, in addition, they try to create the appearance of the presence of the assortment group. To do this, firms that distribute products hire merchandisers, regardless of the cost of their services, explaining this as a profitable investment.

Work in an online store

Currently this vacancy for online stores quite in demand, such ads are very common. But employers in this case, when looking for merchandisers, they mean that they need marketers.

Both of these specialties have common features associated with strategic interests. Marketers are engaged in the analysis of consumer demand, the behavioral model of buyers, methods of advertising.

When looking for merchandisers, considering certain options, applicants need, first of all, to familiarize themselves with the methods of selling the goods of the employer.

The rules for displaying goods at a point of sale and a supermarket are presented in the video.

How to write a resume

For employment as a merchandiser, it is necessary to form summary. The very first section will consist of personal data, along with contact information, without this information, any resume will not make sense. For this position, such specialties as a merchandiser or sales manager are ideal. Corresponds to the former labor activity as a seller, consultant trading floor as well as a sales representative.

But often applicants who do not have seniority and experience are allowed to this job. Such applicants should note in their resumes that they are ready to learn, strive for development in the trading field and acquire new skills.

Professional and personal qualities

Professional skills, which are also important in employment as a merchandiser, are next:

• work with a personal computer, as well as cash registers;
• promotion of goods;
• design and distribution of advertising media;
• tracking product residues in warehouses and its timely deliveries;
• control over the volume of sales, a quick change in the course of action in case of a decrease or increase in consumer demand;
• Foreign language skills.

All of these skills should be noted when writing a resume.

Personal qualities for this profession are stress tolerance and sociability. The indicated character traits are the most important, so those who want to get a job as a merchandiser must definitely mention them in their resume.

Merchandiser's rights include:

• independent choice of methods and forms of activity with managers and working collectives of trade organizations;
• signing the relevant documents for which he is responsible;
• study of documentation on his rights and obligations, according to the profession, as well as how official duties;
• personal request for the necessary papers or at the request of management) related to the solution of work tasks;
• demand to provide it with organizational and specifications and draw up documents according to which he performs official duties.

Each merchandiser should be responsible for:

• improper performance or failure to fulfill their own labor obligations, which are provided for by the job description, in accordance with Russian law;
• offenses committed in the performance of work tasks;
• material damage to the company.

What to look for when applying for a job

When choosing an employer, an applicant for the position of a merchandiser should focus on larger organizations. That's where you can get a job work book and receive qualified training..

Already popular and advertised products are ideal for this work. In order to facilitate work activities, you should choose products that are lighter in weight so as not to lift heavy boxes, as well as products with long or no shelf life.

Pros and cons of work

The positive aspects of the work of a merchandiser are:

• attractive career ladder;
• possible increase in communicative knowledge, emancipation and gaining self-confidence;
• free movement around the city, thereby having the opportunity to perform personal affairs;
• motivation to receive large percentages of product sales.

The negative aspects of the profession in question include:

• disrespectful public opinion;
• possible pain in the lower back and upper limbs associated with the regular movement of goods;
• various human factors.

Thus, the work of a merchandiser is not quite light labor. However, the presence of a flexible schedule allows the employee to combine work and study. In addition, you do not need to constantly ask for time off from management to resolve personal issues.

From this video you can learn how to become a merchandiser.

Merchandiser is one of the most common specialties and is great for people who aim to career. It should be noted that experienced professionals are in high demand. This is due to the constant development of this profession.

For a clear understanding of responsibilities in companies, job descriptions are being developed.

About document

Essence and purpose

The concept of a merchandiser includes several concepts at once - this is knowledge of the product, its attributes and commodity science. Modern activities such a specialist implies all of the above concepts. So the main task of a specialist is sales promotion. In other words, he takes measures to increase sales in a particular outlet.

Contrary to popular belief, the specialty of a merchandiser does not mean only laying out goods on store shelves. The process of promoting trade and taking action to increase sales is always the result of integrated approaches.

The purpose of the job description is to correctly reflect the duties and rights of a specialist. This will allow him to qualitatively fulfill his duties and resolve possible disputes with superiors.

The provisions of the job description are regulated Labor Code Russian Federation.

Kinds

In the supermarket

The hypermarket is one of the most popular and promising places to work in this area. This is due to the fact that there is a great demand in stores for this specialty, this fact can be confirmed by any job search site.

This is all quite logical, since it is in these conditions that the specialty of a merchandiser (with the quality performance of official duties) ensures an increase in sales and additional promotion certain products on the market.

In the online store

With development trading floors on the Internet, job advertisements for a merchandiser in an online store began to appear more and more often. Here the question may quite logically arise: what are its functions?

In this case, the employer is most likely looking for. It is worth noting that these professions are quite similar in terms of strategic interests.

Merchandiser Supervisor

Some supervisors are also responsible for the development of the planogram (card containing the product layout). Such a function, as a rule, is not typical for this specialty, but, nevertheless, it can be optionally included by the employer in the duties.

Who makes up and where it is used

Job description developed, as a rule, and under the guidance of . At the same time, during its writing, the specifics of the work are taken into account.

It is used during the acceptance of an applicant for a position. He must familiarize himself with its provisions in writing. This is necessary first of all in order for a person to get a clear idea of ​​​​his duties and rights.

In addition, a clear statement in the job description provides the employer with the opportunity to more closely monitor specialists. After all, in case of failure to perform official duties, it will be possible to apply a disciplinary sanction.

Also, a specialist can apply the provisions in the instructions to protect against the arbitrariness of the authorities (for example, if the management sets tasks that are not part of its duties).

Positions of the job description of the merchandiser

General provisions

• The merchandiser is classified as a specialist;
• A person with a secondary, incomplete higher or higher education may be appointed to this position;
• Experience in a direct sales department preferred.
• A merchandiser is appointed and dismissed;
• This specialist must have the following knowledge:
  • Be familiar with administrative documents, orders and other regulations that regulate its activities;
  • Know civil law, and consumer protection;
  • Theories of marketing and management;
  • Types of advertising (basics of advertising campaigns);
  • Know how to organize sales;
  • Examine the range of products, in particular, pay attention to their consumer characteristics;
  • Know current prices for goods;
  • Possess knowledge in psychology;
  • To study the model of customer behavior in the trading floor;
  • Basic principles of work;
  • Labor regulations;
  • Rules of safety and labor protection.
• The merchandiser will report to the administrator (supervisor).

Job Responsibilities

On the this specialist have the following responsibilities:

• Use your knowledge to maintain a positive reputation of the manufacturer or wholesaler of products. It should provide favorable conditions for promotion to consumer market goods, as well as to increase sales;
• Conduct an analysis of the territory where it is planned to sell products in order to determine effective places sales and subsequent development of cooperation plans;
• Regularly visit the outlets assigned to the specialist;
• Negotiate with the management of the outlet on holding merchandising events;
• To train the staff of the outlet in the following areas: consumer characteristics of products, the basics of the concept of laying out goods, methods of motivating the sale of products to customers;
• Monitor the layout of the assortment of goods in accordance with the rules of merchandising;
• Inform the supervisor in case of detection of an insufficient amount of products;
• Improves the placement of goods in relation to the products exhibited by competitors;
• Inform supervisors about received claims to the quality or quantity of products;
• Prepare and transmit information about changes in the market identified by a specialist in the territory entrusted to him;
• Analyze marketing information as directed by management;
• Conduct promotions;
• Constantly update the database (addresses and phone numbers of the store administration, etc.).

Rights

• The specialist can get acquainted with all the decisions of his management if they relate to his activities;
• Suggest measures to the company management to improve the quality of work or optimize sales;
• Interact with specialists from all structural divisions;
• Request information from management and other departments that is necessary for the performance of job duties;
• Involve employees of other departments to solve their duties, if this is provided for in the job description;
• Demand assistance from superiors for the performance of duties;
• Represent the interests of the company in other organizations.

Who is a merchandiser, the video below will tell:

A responsibility

Liability may arise if:

• In case of improper performance or ignoring of their job duties, which are displayed in the job description - within the limits determined by labor law Russian Federation;
• For offenses that were committed during employment - within the limits determined by the administrative, criminal and civil legislation of the Russian Federation;
• For intentional or accidental infliction material damage— within the limits determined by the labor and civil legislation of the Russian Federation.

The profession of a merchandiser requires the applicant to have knowledge in psychology, sociology, the laws of the market and the sale of goods. It's pretty interesting job to help you start a successful career.

You can download DI merchandiser for free

1. General Provisions

1.1. The merchandiser is appointed to the position and dismissed from the position in accordance with the procedure established by the current labor legislation by order of the general director.

1.2. Merchandiser reports directly
__________________________________________________________________________.

(general director, head of structural unit)

1.3. A person with a higher professional education and at least 1 year work experience. A person with a secondary vocational or general education is appointed to the position of a lower-level merchandiser.

1.4. The merchandiser must know:

1.4.1. Current legislation governing commercial activities.
1.4.2. Fundamentals of organizing work to create demand and stimulate sales of goods.
1.4.3. Fundamentals of trade marketing and management.
1.4.4. Characteristics and principles of using merchandising tools.
1.4.5. Types of advertising and the basics of organizing advertising activities.
1.4.6. Principles of organization of retail space and efficient use of retail space.
1.4.7. Principles of organization of sales.
1.4.8. Methods for evaluating the effectiveness of the display of goods on the trading floor.
1.4.9. Factors influencing predicted and unplanned purchases.
1.4.10. The main qualitative and consumer characteristics of the offered goods.
1.4.11. Current prices for goods.
1.4.12. Types of consumers.
1.4.13. Models of behavior of buyers in a trading floor.
1.4.14. Fundamentals of psychology and sociology.
1.4.15. Ethics of business communication.
1.4.16. Basic principles of work planning.
1.4.17. Requirements for the preparation and execution of documentation (accounting, reporting, etc.).

2. Job responsibilities

2.1. The merchandiser carries out:

2.1.1. The study of a certain territory (region) in which the organization of sales of goods is supposed.
2.1.2. Determination of the point of sale (retailers) and the development of a scheme for establishing business relationships.
2.1.3. Negotiating with the administration of points of sale on holding merchandising events (presenting goods and related services, convincing them of the need and effectiveness of merchandising).
2.1.4. Education and training service personnel commercial enterprise in the following areas: the main consumer characteristics of goods; principles for maintaining the concept of displaying goods; bases of motivation of sale of the goods to consumers.
2.1.5. Adjustment of retail prices for goods, tracking the competitiveness of prices, consulting the staff of a trading enterprise on the establishment of trade allowances (optimal sizes).
2.1.6. Organization promotions(tastings, sampling*, etc.).
2.1.7. Analysis of the principles of work in the points of sale of merchandisers of other enterprises; monitoring their work.
2.1.8. Tracking the dynamics of sales at controlled facilities; preparation of reports (weekly, monthly, by goods); informing your immediate supervisor about the need for new receipts of goods.
2.1.9. Formation of a data bank on points of sale (organizational and legal forms, addresses, details, telephone numbers, names of managers and leading specialists, financial condition, volumes of purchases, etc.).
2.1.10. Preparation of reports on the results of the work done and on the expenditure of advertising samples of goods, advertising elements.
2.1.11. Regular detour of assigned shopping facilities (points of sale).
2.1.12. Formation of merchandising programs (selection of methods for the sale of goods, formation of equipment for displaying goods in various types trade enterprises, selection and budgeting of advertising elements, etc.); organizing the work of a team of merchandisers (training, setting tasks and distributing tasks, monitoring the execution of tasks, etc.).

2.2. The merchandiser controls:

2.2.1. Order fulfillment status.
2.2.2. Compliance with the concept of laying out goods.
2.2.3. Intended use of advertising commercial equipment(displays, racks, shelves, etc.).
2.2.4. Condition of advertising elements (wear, damage, death).

2.3. Merchandiser coordinates:

2.3.1. Working with retailers.
2.3.2. Activities for the promotion and sale of goods, which includes actions for market research, effective advertising.

2.4. Merchandiser provides:

2.4.1. favorable conditions to promote the product to the consumer market.
2.4.2. Inventory at points of sale at the required level.
2.4.3. High sales volumes of goods in retail outlets.
2.4.4. Carrying out events for the presentation of goods at points of sale using the following merchandising tools:
a) display (placement, positioning) of goods in ways that encourage impulsive purchases of goods;
b) placement in the space of points of sale of advertising elements - posters, booklets, wobblers, models of goods (hanging, standing, etc.), garlands, flags, advertising commercial equipment (racks, racks, lamps);
c) calculation of the necessary and sufficient quantity (balance) of goods at points of sale, ensuring their availability.
2.4.5. Competent and effective positioning of all goods sold by the retailer.
2.4.6. Motivation of the administration of points of sale to conclude contracts for the supply, sale, commission (provision of small consignments of goods for commission).
2.4.7. Taking measures to maintain long-term relationships with the administration of commercial enterprises.
2.4.8. Taking measures for the reconstruction, repair, replacement of defective or worn advertising elements.

Merchandising, as an integral element of trade, appeared in Russia simultaneously with the first supermarkets in the early 90s of the last century. Over time, this scientific discipline served as the basis for the emergence of such a profession as a merchandiser.

What is merchandising: definition of the concept

AT in general terms Merchandising can be described as a set of activities aimed at increasing the sales of a trade organization.

In particular, these are:

• Laying out goods in accordance with standards aimed at achieving clear positioning, improving the overall visual perception of shop windows and attracting the attention of the buyer.
• Design of points of sale, showcases, product packaging various POS materials.
• Working on soundtrack that stimulate sales.

Hence it follows that merchandiser- this is none other than a specialist responsible for the promotion of goods.

Merchandiser or Merchandiser - which is correct?

given word borrowed from English merchandiser and in fact is a neologism in the Russian language.

There is no consensus on the correct spelling of the word "merchandiser" or "merchandiser".

In some dictionaries, it is written through the letter "e", in others - through "a".

Wikipedia offers both options as correct spellings.

If we refer to translation transcription or tracing, then both options have a place to be.

You can safely use both the letter “e” and the letter “a” when writing - this will not be considered an error.

What is the work of a merchandiser: job description, main responsibilities

Merchandiser position implies stimulating sales growth reporting category of goods.

The merchandiser must have the necessary set of skills and knowledge to be able to present your product potential buyer as in demand and indispensable.

According to the standard job description, a person appointed to the position of a merchandiser must have a professional education in the specialty "merchandising", or have additional training in this area of ​​knowledge.

In particular, he should know the following points:

What are the responsibilities of a merchandiser?

The main point in the job description of the merchandiser is the point describing his job responsibilities, which are as follows:

1. Visits retail outlets in the territory assigned to him according to the approved schedule.
2. Displays merchandise at points of sale while adhering to established merchandising standards.
3. Monitors the availability of the maximum possible range of goods on the shelves, checks balances and, if necessary, places an order.
4. Advise buyers on consumer product properties.
5. Responsible for the placement of branded equipment and advertising materials , as well as for the timeliness of their updating.
6. Controls the availability of correct price tags for your product.
7. Monitors the expiration dates of the goods and observes the rotation at the points of sale according to the principle- goods manufactured earlier are located closer to the buyer.
8. If possible, duplicates the points of sale of goods, improves the conditions for its placement in relation to the competitor's goods.
9. In the event of a quality complaint from the customer or the quantity of the delivered goods, transfers the information to the supervisor.
10. By order of the supervisor, collects marketing data.
11. Maintains reports in the prescribed form for all outlets assigned to him including making photo reports.

Depending on the specifics of the work of a particular company, the list of duties of a merchandiser can be supplemented with other functionality.

What does a merchandiser do in a supermarket?

For this reason they assign their merchandisers to large retail chains, which, depending on the volume of sales, can be at one outlet all day, or visit several stores per day.

For its part, it is beneficial for the management of supermarkets and hypermarkets to use the services of third-party merchandisers, since often they account for up to half of all work related to the display of goods on the trading floor.

This allows them to save on the cost of wages, since these costs are borne by the supplier company.

The merchandiser performs all the functions in the supermarket that are prescribed in his job description.

What is the job of a merchandiser in an online store?

Sometimes in job advertisements you can find a vacancy online store merchandiser.

In such cases the employer is just confused in the title of the position and is actually looking for a marketer or operator to fill the site with goods.

Because in the classical sense of merchandising, such a specialist as a merchandiser simply cannot work in an online store.

A merchandiser is the person who works with the goods live.

Therefore, when faced with a similar vacancy, you should understand that the responsibilities of these two specialists differ significantly from each other.

Who is a supervisor?

Supervisor is the immediate supervisor of merchandisers and is responsible for their work in the territory assigned to him.

Supervisor's main responsibilities:

• Clear assignment of tasks to merchandisers and consolidation behind each of them a specific territory;
• Evaluation of performance by employees their duties;
• Organization of training for merchandisers, introduction of new employees to the position;
• Drawing up a work schedule for their subordinates, taking into account the specifics of outlets to which they are assigned and control over its execution;
• Monitoring employee compliance disciplines;
• Negotiating with key management trading partners;
• Collection from merchandisers necessary information for each outlet in the form of reports, its systematization and analysis;
• Preparation of reports for management on the results of work in the assigned territory.

The supervisor monitors the volume of trade, plans the schedule of deliveries and the display of goods.

At least once a week, the supervisor visits all the stores assigned to him to personally monitor the compliance of the merchandisers with the correct layout and to resolve current issues with the management of the outlets.

Mobile and stationary merchandiser - what's the difference?

According to the nature of the binding to the outlet, merchandisers are divided into two groups: mobile and stationary.

If the turnover is large and requires the constant presence of an employee, then the store is assigned stationary merchandiser full time.

If sales volumes are relatively low or very small, then at such points work already mobile merchandisers devoting work in a particular store every day for several hours a day, or even a week.

Such merchandisers travel around several points a day and, for greater efficiency, they prefer to take people with a private car for this position.

If a large number of points are assigned to the merchandiser and all of them are sufficiently distant from each other, then using public transport It's almost impossible to get around them in a day. And in any case, more time will be spent on movement than on work.

Such a division is associated with the volume of turnover of certain categories of goods in a particular store.

Responsibilities of a merchandiser: for resume and further work

When choosing a job as a merchandiser, you need to understand that this is a starting position in large trading companies, mostly wholesale. It is not uncommon for this position to be taken by young people without work experience, although having one in the field of trade will be your advantage in employment.

The main personal qualities that a merchandiser should have:

Of the professional skills, the future merchandiser will need:

• knowledge of the laws regulating trading activity;
• knowledge of the basics of merchandising, management, marketing, sociology, psychology;
• experience with programs goods accounting;
• experience with office equipment and TSD.

For mobile merchandisers additional competitive advantage You will have a driver's license and a personal car.

If you already had to work, describe in more detail your experience and functionality from several last places jobs, preferably no more than three, so that the resume does not look too cumbersome.

Pay special attention to your achievements and acquired skills. Another advantage is the presence of a positive letter of recommendation from your former employer.

If you have never worked anywhere before and you have never written a resume, take a few ready-made samples from the Internet as a basis and make your own.

Job description of a merchandiser: what to look for when applying for a job?

If you have already made competent summary and successfully passed the interview for the position of a merchandiser, you will have to sign employment contract and job description.

When reading instructions Special attention focus on a few things:

1. Who do you report to, that is, who is your immediate supervisor, as a rule, this is a supervisor. At the same time, the appointment to the position and dismissal from it is carried out directly by the decision of the head of the company. This means that the supervisor himself does not make decisions about hiring and dismissal.

You will find this information in the first section - "General Provisions":

1. Everything in the same first section lists professional skills and knowledge that a merchandiser must have.
2. The second section describes in detail the job responsibilities of a merchandiser. Study them with special care and try to fulfill them in full in the course of work so that the employer does not have reasons for dissatisfaction and grounds for dismissal.
3. The third section describes the rights of the merchandiser. Failure by an employer to comply with any of the items in this section may serve as a basis for the impossibility of fulfilling any obligation or for not fulfilling it in full.
4. The final fourth section prescribes the responsibility of the merchandiser for certain actions. Concerning liability, it is described in more detail separately in collective agreement about liability.