Tehnici de Comert Exterior Borsec

7/30/2019 Tehnici de Comert Exterior Borsec

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-TEHNICI DE COMERT EXTERIOR-

Managementul tranzactiilor de comert exterior

APA MINERALA CARBOGAZOASA BORSEC

Studenti:

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Capitolul 1. Rezumatintroductiv

1.1. Prezentarea operaiunilorSocietatea ROMAQUA GROUP SA esteprimul mbuteliator cruia i s-a acordat certificatulpentru managementul calitii n conformitate cu

standardul internaional ISO 9001, de ctre prestigioasa firm TUV CERT - Germania. Deasemenea, societii i s-a decernat medalia " Marca de Aur" (n 1999 i 2000) pentru cea maibun ap mineral carbogazoas din Romnia i distincia " Marca de Aur" ca premiu deexcelen pentru industria romneasc (2000). Societatea a primit premiul de excelen pentrusupravegherea calitii produselor - 2000 - acordat de Centrul Naional pentru ncercarea iexpertizarea Produselor -Larex.

Capacitatea firmei pentru export este de minimum 50 milioane flacoane/an.

mbutelierea industrial a funcionat permanent din 1806 i pn n prezent, cu scurte stagnrin timpul celor dou razboaie mondiale. Tradiia a fost continuat de catre "Regina ApelorMinerale Borsec S.A." i n prezent de Romaqua Group S.A.- Borsec. ntre timp tehnologia dembuteliere s-a modernizat, punndu-se n funciune instalaIi de mbuteliere performante.

ncepnd cu 1998, Regina Apelor Minerale Borsec S.A. se asociaz cu Comchim S.A.- Bucureti, punnd n funciune dou linii tehnologice complete de mbuteliere n flacoanePET. Cele doua linii sunt compuse din utilaje de injecie i formare prin suflare pentrupreforme PET, produse de firma german Krupp Corpoplast i mbuteliere n flacoane PETproduse de firma italian Sasib Beverage.

n anul 2001 au fost puse n funciune dou noi capaciti noi de producie, respectiv atreia linie complet de mbuteliere n flacoane PET, format din linie injecie preforme PET

(producie Netstal - Elveia), linie de suflare flacoane PET i linie mbuteliere (ambeleproducie Krones - Germania). Preocuparea permanent pentru o continu retehnologizare icretere a nivelului calitii a fcut ca Romaqua Group S.A. s fie primul mbuteliator de apmineral din Romnia care a primit certificarea internaional pentru managementul calitii -ISO 9001, acordat de TUV - Germania. Avnd n vedere considerentele de mai sus putemafirma c BORSEC deine capacitatea de a-i extinde afacerile pe piaa internaional.

Capacitatea total de mbuteliere Romaqua Group Borsec depete 350 de milioanede litri pe an, folosind ca recipiente: flacoane PET de 2 litri, 1.5 i 0.5 litri, sticle de 1 litru isticle personalizate de 0.75 litri - pentru apa mineral carbogazoasa; flacoane PET de 1.5 i 0.5litri i sticle personalizate de 0.25 i 0.75 litri - pentru apa mineral plat.

Legat de potenialii parteneri cu care s- ar putea stabili relaii comercialeinternaionale, principalele inte le-au constituit rile unde veniturile populatiei sunt ridicate iexist o cerere mare pentru apa nimeral. La nivel european, 35% din totalul de ap mineralse afl pe teritoriul Romniei. Aadar Romnia are mari anse s se impun pe acest segmentde pia dac va reui s adopte o strategie de marketing mai eficient.

Pentru ptrunderea pe piaa internaional firma a trebuit s studieze piaa i s ia odecizie legat de rile de export. Principalele candidate pentru postura de partener de afaceriau fost: Germania, Italia, Spania, Frana, Austria, Tunisia, Cuba, Grecia, Japonia i China.ara aleas pentru a se face exportul este Germania deoarece are o economie bazat pe

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stabilitate, iar calitatea de ri memebre UE att a Romnia ct i Germania ofer anumitefaciliti de transport prin diminuri sau chiar scutiri de taxe.n consiliului director s-a ales ca metod de intrare pe pia exportul indirect, iar ca strategiede intrare pe pia internaional strategia de penetrare. Firma va putea practica astfel un presuficient de sczut (dar care va asigura acoperirea costurilor medii unitare), avnd ca obiective

majore cucerirea unei mari pri a pieei sau descurajarea intrrii pe pia i a altor concureni.S-a luat hotrrea contactrii unor firme din rile respective, firme care s acioneze cautilizatori ai produselor oferite de ROMAQUA GROUP SA dar i ca distribuitori deoareceacest tip de cooperare i poate facilita penetrarea pieei.

Prin extinderea pe piaa internaional firma urmrete atingerea urmtoareloobiective:

creterea cifrei de afaceri i a profitului; obinerea recunoaterii produselor firmei de ctre consumatorii europeni, ct si

atragerea unor noi potentiali consumatori; recunoaterea internaional a mrcii.1.2. Pieele i clieniiCel mai important importator de ap mineral este Ungaria si apoi Israel. n rest,

importatorii care desfac n magazinele etnice sau n locatii etnice. De asemenea, apa mineralBorsec mai este exportat n ri precum SUA, Cipru, Taiwan, Republica Moldova.

Piaa int este reprezentat de personele adulte, deoarece copiilor nu le esterecomandat consumul de apa mineral, ce au venituri medii i mari.

1.3. Date despre contract, cantitate, valoare, rentabilitateContractul este ncheiat ntre ROMAQUA i 3 firme din Germania, ce au fost

selecionate dup criterii care ne intereseaz i anume: cifra de afaceri, numrul punctelor dedistribuie, vechimea companiei pe pia.

Cantitatea total exportat este de 142 500 L de ap mineral Borsec, valoarea total acontractelor fiind de 61 350 .

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Capitolul 2. Planificarea operaiunii

S.C.ROMAQUA GROUP S.A

STRADA: CARPATI, NR. 46, COD 535300LOCALITATE: BORSECJUDE: HARGHITATELEFON: 0266/337032, 0266/337038NAMATRICULAT SUB NR: J/19/162/1991, CUI 497342Fia tranzaciilor

1.Apa minerala de 1,5 lPreul de vnzare: 2.2 Ron = 0.53 euroCantitatea total: 75.000 buc./1,5 l*Cantitatea defalcat pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH: 25.000 buc./1,5 l2)AVANUS MINERALBRUNNEH: 30.000 buc./1,5 l3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 20.000 buc./1,5 l

Valoarea totala = Cantitatea totala * Pret unitar75.000 buc * 2..2 Ron = 165.000 RonValoarea total n euro: 75.000 buc * 0.53 euro = 39.750 euroCurs euro: 4.1007 Ron*Valoare defalcat pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH:

25.000 buc * 2.2 Ron = 55.000 Ron25.000 buc * 0.53 euro = 13.250 euro

2)AVANUS MINERALBRUNNEH:30.000 buc * 2.2 Ron = 66.000 Ron30.000 buc * 0.53 euro = 15.900 euro

3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH:20.000 buc * 2.2 Ron = 44.000 Ron20.000 buc * 0.53 euro = 10.600 euro

Pre unitar: 2.2 Ron = 0.53 euroCost unitar = x% * Pre unitar12% * 2.2 Ron = 0,26 Ron12% * 0.53 euro = 0.06 euroCheltuieli totale = x% * Valoarea total0.25 * 165.000 Ron = 21.450 Ron0.25 * 39.750 euro = 5.167,5 euro

*Cheltuieli defalcate pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH:

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0.25 * 55.000 Ron = 13.750Ron0.25 * 13.250 euro = 3.312,5 euro

2)AVANUS MINERALBRUNNEH:0.25 * 66.000 Ron = 16.500 Ron

0.25 * 15.900 euro = 3.975 euro3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH:

0.25 * 44.000 Ron = 11.000 Ron0.25 * 10.600 euro = 2.650 euro

*Venituri totale:0.75 * 165.000 Ron = 123.750 Ron0.75 * 39.750 euro = 29.812,5 euro

Venituri defalcate pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH:0.75 * 55.000 Ron = 41.250 Ron0.75 * 13.250 = 9.937,5 euro

2)AVANUS MINERALBRUNNEH:0.75 * 66.000 Ron = 49.500 Ron0.75 * 15.900 euro = 11.925 euro

3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH:0.75 * 44.000 Ron = 33.000 Ron0.75 * 10.600 euro = 7.950 euro

2) Apa mineral de 0,5 lPreul de vnzare: 1.5 Ron = 0.36 euroCantitatea total: 60.000 buc./0,5 l*Cantitatea defalcat pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH: 20.000 buc./0,5 l2)AVANUS MINERALBRUNNEH: 25.000 buc./0,5 l3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 15.000 buc./0,5 l

Valoarea total = Cantitatea total * Pre unitar60.000 buc * 1.5 Ron = 90.000 RonValoarea total n euro: 60.000 buc * 0.36 euro = 21.600 euroCurs euro: 4.1007 Ron*Valoare defalcat pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH:

20.000 buc * 1.5 Ron = 30.000 Ron20.000 buc * 0.36 euro = 7.200 euro

2)AVANUS MINERALBRUNNEH:25.000 buc * 1.5 Ron = 37.500 Ron25.000 buc * 0.36 euro = 9.000 euro

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3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH:15.000 buc * 1.5 Ron = 22.500 Ron15.000 buc * 0.36 euro = 5.400 euro

Pre unitar: 1.5 Ron = 0.36 euroCost unitar = x% * Pre unitar12% * 1.5 Ron = 0,18 Ron12% * 0.36 euro = 0.04 euroCheltuieli totale = x% * Valoarea total0.25 * 90.000 Ron = 22.500 Ron0.25 * 21.600 euro = 5.400 euro

*Cheltuieli defalcate pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH:

0.25 * 30.000 Ron = 7.500 Ron0.25 * 7.200 euro = 1.800 euro


3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH:0.25 * 22.500 Ron = 5.625 Ron0.25 * 5.400 euro = 1.350 euro

*Venituri totale:0.75 * 90.000 Ron = 67.500 Ron0.75 * 21.600 euro = 16.200 euro

Venituri defalcate pe firmele importatoare:1)AEDELHOLZENER ALPENQUELLEN GMPH:0.75 * 30.000 Ron = 22.500 Ron0.75 * 7.200 = 5.400 euro


3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH:0.75 * 22.500 Ron = 16.875 Ron0.75 * 5.400 euro = 4.050 euro

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Capitolul 3. Identificarea clienilor i a partenerilor externi

La baza alegerii rii ctre care va fi exportat apa mineral carbogazificat Borsec de 0,5i 1,5 l, au stat numeroase criterii precum:

n primul rnd existena unei piee deschise ctre consumul de ap mineralcarbogazificat;

rile mai dezvoltate manifest o cerere mai ridicat pentru astfel de produse; Existena unor condiii fiscale favorabile pentru societatea S.C ROMAQUA GRUP

S.R.L; Situaie economic foarte bun.

n urma studierii unui articol publicat online de Ziarul Financiar pe site-el www.zf.ro,am constatat c rile n care consumul de buturi rcoritare carbogazificate, inclusiv a apeimbuteliate pe cap de locuitor este foarte ridicat sunt: Germania ( 286,6 l), Frana (237,53 l),Polonia (168,6 l). Deoarece Germania se afl n fruntea clasamentului i ndeplinete totodat

criteriile enumarate mai sus, a fost aleas ca ara ctre care va fi exportat apa mineralcarbogazificat Borsec.

Ca poteniali parteneri din Germania s-au ales 8 companii care au ca obiect de activitatembuteliarea i comercializarea de ap mineral carbogazificat:

1. ADELHOLZENER ALPENQUELLEN GMPH Adresa St.Primus-Strasse 1-583313Telefon + 498662620

2. PRIVATBRUNNEH TONISSTEINER SPRUDELDR.C.KERSTIENS

Adresa Heilbrunnen PF 8256656 Brohl-LutzingTelefon + 491805995990

3. REGINARIS MINERALQUELLEN Adresa Reginarisbrunnen 156743 Mendig

Telefon + 4926359660

4. AVANUS MINERALBRUNNEH GMPH Adresa Power Weg 4549191 BelmTelefon/Fax + 4954064443 / 054069659

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Mail [email protected]

6. NESTL WATERS DIRECT DEUTSCHLANDAdresa Sperberweg 4941468 NeussTelefon/Fax + 491805995991 / 01805995991

7. RHEINISCH BERGISCHER MINERALBRUNNEN - VERTRIEB

Adresa Max-Planch-Str.2140699 ErkrathTelefon + 49211920870

8. SCHLOSS QUELLE MELLIS Adresa Ruhrorter 1645478 MulheimTelefon + 49208580000

Din aceste 8 companii au fost alese doar 3 cu care urmeaz s fie ncheiate contracte, iarselectarea lor s-a fcut dup urmtoarele criterii:

Companie Cifra deafaceri(mil.euro)

Cota depiata(procente)

Nr.punctelorde distributie

Vechimeacompaniei(ani)

1)ADELHOLZENERALPENQUELLENGMPH

1,2 15 8 10

2)PRIVATBRUNNEHTONISSTEINERSPRUDELDR.C.KERSTIENS

0,5 6 3 5

3) REGINARISMINERALQUELLEN

0,8 7 5 4

4) AVANUS

MINERALBRUNNEH 1 14 8 125) LEISSLINGERMINERALBRUNNEN

0,6 8 3 5

6) NESTLWATERS DIRECTDEUTSCHLAND

1,5 25 10 15

7) RHEINISCH BERGISCHERMINERALBRUNNEN- VERTRIEB

0,9 10

5

8

8

5. LEISSLINGER MINERALBRUNNEN Adresa Am Frauenholze 206667 Leibling

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8) SCHLOSS QUELLE MELLIS

1 11 7 7

n funcie de datele nregistrate n tabelul de mai sus s-au acordat puncte de la 1 la 5,unde 1 reprezint nota minim, iar 5 nota maxim, alegandu-se astfel primele 3 ri din totalulde 8.

Companie Cifra deafaceri(mil.euro)

Cota depiata(procente)

Nr.punctelorde distributie

Vechimeacompaniei(ani)

1)ADELHOLZENERALPENQUELLENGMPH

5 5 4 4

2)PRIVATBRUNNEHTONISSTEINERSPRUDELDR.C.KERSTIENS

1 1 1 2

3) REGINARISMINERALQUELLEN

2 3 2 1

4) AVANUS

MINERALBRUNNEH

4 4 4 5

5) LEISSLINGERMINERALBRUNNEN

1 2 1 2

6) NESTLWATERS DIRECTDEUTSCHLAND

5 5 5 5

7) RHEINISCH BERGISCHERMINERALBRUNNEN- VERTRIEB

3

3 2 4

8) SCHLOSS QUELLE MELLIS

4 4 3 3

1)ADELHOLZENER ALPENQUELLEN GMPH5 + 5 + 4 + 4 = 18 puncte

2)PRIVATBRUNNEH TONISSTEINER SPRUDEL DR.C.KERSTIENS1 + 1 + 1 + 2 = 5 puncte

3)REGINARIS MINERALQUELLEN2 + 3 + 2 + 1 = 8 puncte

4)AVANUS MINERALBRUNNEH

4 + 4 + 4 + 5 = 17 puncte

5) LEISSLINGER MINERALBRUNNEN1 + 2 + 1 + 2 = 6 puncte

6) NESTL WATERS DIRECT DEUTSCHLAND5 + 5 + 5 + 5 = 20 puncte

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7) RHEINISCH BERGISCHER MINERALBRUNNEN VERTRIEB3 + 3 + 2 + 4 = 12 puncte

8) SCHLOSS QUELLE MELLIS4 + 4 + 3 + 3 = 14 puncte

n urma acordrii de punctaje, s-a ajuns la concluzia c cele trei companii germaneproductoare de ap mineral carbogazificat, cu care societateaS.C ROMAQUA GRUP S.R.L va ncheia contracte de export sunt:

ADELHOLZENER ALPENQUELLEN GMPH; AVANUS MINERALBRUNNEH; NESTL WATERS DIRECT DEUTSCHLAND.

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Capitolul 4. Corespondena comercial

Pentru a finaliza aciunea de stabilire a unor relaii de colaborare comercialinternaional cu rile vizate, au fost expediate ctre companiile selectate scrisori de ofertprin care acestora le-a fost adus la cunotin intenia ROMAQUA GROUP SA de a lefurniza produsul ap mineral

S.C.ROMAQUA GROUP SAStr. Carpati, nr. 46, Borsec, Harghita

Dear Sirs,

We are an important Romanian company that produces mineral water, juices and beer. Themineral water propose by us have a serie of qualities that makes it unique. First of all you mustknow that it is an 100% natural product, obtained by traditional methods that assure itssuperior quality.We enclose herewith our offer, together with our price list.Kindly let us know if you are interested by our offer, so that we can give you the necessarydetails.You may be sure of immediate attention to your order, which we look forward to receiving.

Your faithfully,

Mihai IlacuSales Manager

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Capitolul 5. Contractarea

5.1. ContractulConsumables supply contractI. THE CONTRACTING PARTIES TO THE CONTRACT

BetweenROMAQUA GROUP SA, a corporation organized and existing under the laws of

Romania, whose register office are in ( city) Borsec, str. Carpati, no. 46, county Harghita,registered at the Trade Register Office 402911, under no. J19/297/2008, with account no.IBAN RO97RNCB0153012854390002, open B.C.R Borsec Agency, represented by MihaiIlacu, acting as a representative of ROMAQUA GROUP SA, hereinafter referred to as Supplier

And................, a corporation organized and existing under the laws of Germany, whose

register office are in (city).............., str............,no........., county........, registered at the TradeRegister Office..................., under no. .............., with account no. ..... .........................,open ..............................., represented by ........................., acting as a representativeof ............................., hereinafter referred to as Acquirer.

II. PURPOSE OF THE CONTRACT AND EXTENT OF SUPPLY

2.1.The purpose of this Contract is for the supply of mineral water Borsec.2.2. The seller shall supply and deliver to .............. a number of ............... bottles of 0,5

l and a number of............bottles of 1,5 l of mineral water Borsec.2.3. The contract will come into effect from the date of signing for a period of 1 year.

III. PRORITY OF CONTRACTUAL DOCUMENTS

This agreement and any schedules constitute the entire understanding between theparties and supersede any prior communication, representations or agreements, whether oral orin writing. No modification of any of the terms or condition herein shall be valid or bindingon either party unless in writing and signed by an authorized representative of each party.

IV. PACKING, MARKING, STAMPING AND LABELING GOODS

4.1. The seller is required to package the goods in appropriate amabalaje allowingtransportation of goods in such a way that they do not damage the buyer

The goods are sold along with packs over to the buyer. Was included in the price ofgoods value packs.

4.2. The seller undertakes to deliver the goods marked, labeled and stamped accordingto legal requirements and the necessary precautions regarding safety of goods, etc..

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V. RECEPTION, INVOICING AND TRANSPORT OF GOODS

5.1. The seller undertakes to deliver and the purchaser is required to take the goods atdelivery time: (treb completatIf the seller does not surrender the goods to the delivery time due, will bear interest on

late or nondelivery of 0.5 % per day of delay, calculated from the value of goods notdelivered.

If the buyer does not take over the goods at time of delivery due, it will bear interest on0.5 % per day of delay, calculated from the value of goods not delivered.

5.2. The goods will be taken and shipped from the warehouse belonging ROMAQUAGROUP SA located at ..............................

Delivery of goods takes place under clause DAF. Transfer costs and risks from sellerto buyer is fixed in place on the border of the country agreed. The costs of unloading ortranshipment in place established at the border are the responsibility of the buyer.

5.3. Quantitative and qualitative reception of goods is made by a delegate.............. theborder between Austria and Hungary and will be recorded in the minutes of receiving thequality and quantity, to be dated, signed and stamped by authorized delegates of the parties.

In case of damaged goods, quantitative deficiencies and / or qualitative sellerundertakes to replace the defective goods and / or supplement the quantitative deficiencies.

5.4. The seller undertakes, with delivery of goods, to hand the following documents:reception minutes, bills signed, dated and stamped by both parties, accompanying notices,certificates required (quality, security, indications for use, booklets, test reports, etc..).

5.5. On taking over the goods, ownership of the goods and risk is passed from seller tobuyer.

VI. PRICE, PAYMENT INSTRUMENT, LATE CHARGES

6.1. The buyer undertakes to pay as prices are negotiated, agreed: .6.2. Payment will be made on vendor invoices and signed by the buyer. Were included

in the price of goods and afferent VAT.6.3. The buyer is required to settle each invoice within 30 days after its issue, this

being the payment is due.If the buyer does not pay at maturity, will bear the penalties for delay in settlement of

1% per day of delay, calculated from the amount due.6.4. Payment instrument agreed by the seller is documentary letter of credit.All expenses incurred in conection with the opening and operation of the letter of

credit as well as any other bank charges incurred in making payment to seller shall be for theaccount of purchaser.

VII. CONTRACTUAL WARRANTIES

7.1. The seller is obliged to guarantee the purchaser against total or partial crowd.

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If the total eviciunea will take place, the seller undertakes to pay: the price, thebottles , costs and damages. If you have partial eviciunea place, the buyer will be entitled torequest desfiiinarea sale or maintenance of the payment of damages.

7.2. The seller shall guarantee the purchaser against the apparent and hidden defects ofgoods sold for a period of 30days , calculated after taking over the goods, his reply given

during the warranty period.7.3. The purchaser is obliged to denounce the apparent flaws seller within 2 days of theacquisition of goods and hidden defects in 2 days from their discovery.

VIII. CONFIDENTIALITY

8.1 Seller may have a proprietary interest in information that may be furnishedpursuant to the purchase agreement . Purchaser will keep in confidence an will not discloseany such information which is specifically designed to purchaser as being proprietary to sellerwhitout the prior written of seller. The provisions of this paragraph shall not aplly toinformation, notwithstanding any confidential designation thereof, wich is known to purchaserwithout any restriction as to disclosure or use at the time it is furnished, wich is or becomesgenerally available to the public without breach of any agreement, or wich is received from athird person without limitation or restriction on said third party at the time of disclosure.

8.2. Seller also has a proprietary interest in this agreement, the proposal, and thepurchase agreement. Accordingly, these documents will not be disclosed in whole or in part tothird parties without the prior written permission of seller.

IX. RESPONSIBILITY OF CONTRACTING PARTIES

9.1. This included serving interest of the parties undertakes to execute exactly andentirely in good faith, sincerity and seriousness

9.2. Both parties undertake to pursue and inform each other on the contract.10.3. Neither party may unilaterally amend this contract. Change can occur only by

agreement of the parties willingness.9.4. Non-performance, defective performance or late performance of commercial

obligations assumed under this contract employ for the at fault liability under the CommercialCode completed the Civil Code.

X. FORCE MAJEURE

10.1. Seller shall not be held responsible for any delay or failure in performancehereunder caused by acts of God or other causes beyond sellers control and without sellersfault or negligence. If such contingency occurs, the purchaser may elect to : (a) terminate thisagreement or any part as to products not shipped (b) suspend this agreement in whole or inpart for the duration of the delaying cause, buy elsewhere products to be purchased hereunderand deduct from any commitment the quantity purchased elsewhere; or (c) resumeperformance hereunder once the delaying cause ceases with an option to extend the time forperformance hereunder up to te length of time the contengency endyred.

XI. TERMINATION

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11.1. Should seller fail to perform any of the terms and condition of this agreement andfail to remedy such failure within thirty days after receipt of notice from buyer, or within suchlonger period as may be mutually agreed upon, except the case of excusable delay, buyer shallhave the right to terminate this agreement in whole or in part and may consider such failure as

a breach of contract and shall further be relieved from accepting any undelivered items.11.2. Buyer expressly retains all its rights and remedies, provided by law in the case ofsuch breach and no action by buyer shall not constitute a waiver of any such right or remedy.

XII. CONDITION PRECEDENT

12.1. This agreement shall become effective as of the date of issuance of adocumentary credit on the condition that such documentary credit would be issued at the least2 months prior to the date of contractual delivery.

XIII. LITIGATION

13.1. Eventualele of disputes which might arise in connection with this contract will besettled amicably, and if the parties disagree, will be handled by competent courts.

XIV. LANGUAGE OF THE CONTRACT

14.1. The official language to be applied to all verbal and written exchange betweenthe parties shall be the english language.

14.2. No document shall be contractually binding if it is not submitted in english,except when otherwise specifically agreed upon by the parties.

This commercial sale contract includes 4 pages. The contract was completed in 2originals, one for each Contracting Party.

Acquirer Supplier......................... .............................

5.2. Explicarea clauzelor contractuale1. Prile contractanteContractul este ncheiat ntre firma Romaqua i fiecare dintre cele 3 firme alese pentru

activitatea de export n Germania.2. Obiectul contractuluiObiectul contractului l reprezint apa mineral Borsec, la 0,5 i 1,5 L.1)AEDELHOLZENER ALPENQUELLEN GMPH: 25.000 buc./1,5 l2)AVANUS MINERALBRUNNEH: 30.000 buc./1,5 l3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 20.000 buc./1,5 l

1)AEDELHOLZENER ALPENQUELLEN GMPH: 20.000 buc./0,5 l

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2)AVANUS MINERALBRUNNEH: 25.000 buc./0,5 l3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 15.000 buc./0,5 l

3. Ordinea de prioritate a documentelor contractuale .Aceast clauz prevede c orice nelegere anterioar, scris sau verbal devine nul n

momentul semnrii acestui contract.4. Ambalarea, marcarea, etichetarea i timbrarea mrfurilorVnztorul se oblig s ambaleze mrfurile n amabalaje adecvate care s permit

transportarea mrfurilor de o asemenea manier nct s nu-l pgubeasc pe cumprtor.Mrfurile se vnd mpreun cu ambalajele care trec n proprietatea cumprtorului. n preulmrfurilor a fost inclus i contravaloarea ambalajelor

5. Recepia, facturarea i transportul mrfurilorVnztorul se oblig s predea i cumprtorul se oblig s preia mrfurile la

termenele de livrare prevzute n contract.Termene de livrare:n cazul nerespectrii termenilor de livrare de ctre una din prile contractante,

aceasta va trebui s plteasc penaliti n valoare de ___ % pe zi calculate la valoare mrfiinepreluate/nelivrate.

Transportul se va efectua n baza clauzei DAF. S-a ajuns la aceast clauz n urmanegocierilor. n baza acestei clauze, livrarea mrfurilor se va realiza la grania dintre Austria iUngaria, costul descrcrii sau mutrii mrfurilor va fi suportat de ctre cumprtor.

Pentru alegerea modalitii de transport s-a efectuat o analiz care a luat in considerarecosturile i beneficiile fiecarui mijloc de transport.

a) Transportul feroviarAvantaje: marfa necesit un singur document de nsoire care va fi ntocmit pentru

ntreg traseul, indiferent de numrul rilor prin care marfa trece pentru a ajunge la destinaie;sigurana circulaiei, posibilitatea de a transporta cantiti mai mari de marf; transportulferoviar este nepoluant i se pot transporta cantiti mari de marf ntr-un interval scurt detimp.

Dezavantaje: nu asigur livrarea mrfurilor la sediul firmei cumprtoare.b) Transportul rutierAvantaje: viteza ridicat; posibiliti de a livra marfa la sediul cumprtorului; necesit

investiii valutare mai reduse pentru c nu are nevoie de instalaii speciale; perisabilitatea ntransportul rutier este mai redus; grad ridicat de accesibilitate, putnd ptrunde n locuri undealte mijloace de transport nu pot ajunge sau pot fi redirecionate n orice moment alparcursului mult mai usor dect n alte situaii.

c) Transportul aerianAvantaje: rentabil pentru marfuri cu volum redus, dar cu valoare mare; viteza

avioanelor care nu poate fi depit de nici un alt mijloc de transport, regularitatea acestoraetc.

Dezavantaje: costuri ridicate.n urma analizei cost beneficiu realizat pentru cele trei mijloace de transport, s-a

luat decizia alegerii transportului rutier ca mijloc de transport a produselor ROMAQUQ,datorit avantajelor prezentate de aceast modalitate de transport, dat fiind c satisface cel maibine exigenele ROMAQUA S.A. n raport cu preul pltit i asigur livrarea mrfii la timp sin bune condiii la destinaie. Compania ROMAQUA va realiza i transportul mrfii deoarecedispune me mijlocul de transport necesar.

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n cazul mrfurilor deteriorate, deficienelor cantitative i/sau calitative vnztorul seoblig s nlocuiasc mrfurile necorespunztoare i/sau s completeze deficienele cantitative.

Vnztorul se oblig, odat cu predarea mrfurilor, s nmneze urmtoareledocumente: procesul verbal de recepie, facturile semnate, datate i tampilate de ambele pri,avizele de nsoire, certificatele necesare.

6. Preul, instrumente de plat, penalitiPreturile pentru apa mineral a fost obinut ca urmare a alinierii acestora la mediapreurilor de comercializare a acestora pe piaa naional, i innd cont de preurile practicatede companiile distribuitoare concurente de pe plan mondial.

Plata se va realiza prin acreditiv documentar, deoarece reprezint cea mai sigurmetod de plat att pantru vnztor ct si pentru cumprtor.

7. GaraniiVnztorul se oblig s-l garanteze pe cumprtor mpotriva eviciunii totale sau

pariale. Dac va avea loc eviciunea total, vnztorul se oblig s plteasc : preul, fructele,cheltuielile de judecat i daunele interese. Dac va avea loc eviciunea parial, cumprtorulva avea dreptul s cear desfiiinarea vnzrii sau meninerea acesteia cu plata de dauneinterese.

8. ConfidenialitateVnzatorul poate deine un drept de proprietate asupra informaiilor care poate fi

furnizat conform contractului semnat.9. Rspundrea prilor contractanteAceast clauz specific atribuiile fiecrei pri n raport cu cealalt i anume: ambele

pri se oblig s urmreasc i s se informeze reciproc asupra derulrii contractului, nici oparte nu poate modifica unilateral contractul ncheiat, modificarea poate interveni numai prinacordul de voin exprimat al prilor, n cazul nerespectrii nerespectrii clauzelorcontractuale, partea vinovat va fi tras la rspundere.

10. For majorAceast clauz indic faptul c vnztorul nu poate fi tras la rpundere pentru

ntrzierile sau neexecutarea obligaiilor sale, din cauza unor cazuri de for major. n cazulunui astfel de eveniment clientul are dreptul s rezilieze contractul, sau o parte a lui.

11. ReziliereaRezilierea contractului are loc n cazul nerespectrii uneia dintre clauzele din prezentul

contract. Bineneles c rezilierea contractului nu reprezint o renunare la vreun drept saudespgubire.

12. Condiia suspensivPrin aceast clauz, furnizorul are o siguran n plus c plata va fi efectuat.13. LitigiiClauza prevede faptul c n cazul unei nenelegeri aceast trebuie rezolvat pe cale

amiabil. n caz contrar, instanele de judecat competente vor soluiona aceast nenelegere.

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Tehnici de Comert Exterior Borsec

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