-TEHNICI DE COMERT EXTERIORManagementul tranzactiilor de comert exterior

APA MINERALA CARBOGAZOASA BORSEC

Studenti:

Capitolul 1. Rezumat introductiv

1.1. Prezentarea operaiunilor Societatea ROMAQUA GROUP SA este primul mbuteliator cruia i s-a acordat certificatul pentru managementul calitii n conformitate cu standardul internaional ISO 9001, de ctre prestigioasa firm TUV CERT - Germania. De asemenea, societii i s-a decernat medalia " Marca de Aur" (n 1999 i 2000) pentru cea mai bun ap mineral carbogazoas din Romnia i distincia " Marca de Aur" ca premiu de excelen pentru industria romneasc (2000). Societatea a primit premiul de excelen pentru supravegherea calitii produselor - 2000 - acordat de Centrul Naional pentru ncercarea i expertizarea 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 stagnri n timpul celor dou razboaie mondiale. Tradiia a fost continuat de catre "Regina Apelor Minerale Borsec S.A." i n prezent de Romaqua Group S.A.- Borsec. ntre timp tehnologia de mbuteliere 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 flacoane PET. Cele doua linii sunt compuse din utilaje de injecie i formare prin suflare pentru preforme PET, produse de firma german Krupp Corpoplast i mbuteliere n flacoane PET produse de firma italian Sasib Beverage. n anul 2001 au fost puse n funciune dou noi capaciti noi de producie, respectiv a treia linie complet de mbuteliere n flacoane PET, format din linie injecie preforme PET (producie Netstal - Elveia), linie de suflare flacoane PET i linie mbuteliere (ambele producie Krones - Germania). Preocuparea permanent pentru o continu retehnologizare i cretere a nivelului calitii a fcut ca Romaqua Group S.A. s fie primul mbuteliator de ap mineral din Romnia care a primit certificarea internaional pentru managementul calitii ISO 9001, acordat de TUV - Germania. Avnd n vedere considerentele de mai sus putem afirma c BORSEC deine capacitatea de a-i extinde afacerile pe piaa internaional. Capacitatea total de mbuteliere Romaqua Group Borsec depete 350 de milioane de litri pe an, folosind ca recipiente: flacoane PET de 2 litri, 1.5 i 0.5 litri, sticle de 1 litru i sticle personalizate de 0.75 litri - pentru apa mineral carbogazoasa; flacoane PET de 1.5 i 0.5 litri 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 comerciale internaionale, principalele inte le-au constituit rile unde veniturile populatiei sunt ridicate i exist o cerere mare pentru apa nimeral. La nivel european, 35% din totalul de ap mineral se afl pe teritoriul Romniei. Aadar Romnia are mari anse s se impun pe acest segment de 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 o decizie legat de rile de export. Principalele candidate pentru postura de partener de afaceri au 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 2

stabilitate, iar calitatea de ri memebre UE att a Romnia ct i Germania ofer anumite faciliti 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 strategie de intrare pe pia internaional strategia de penetrare. Firma va putea practica astfel un pre suficient 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 ca utilizatori ai produselor oferite de ROMAQUA GROUP SA dar i ca distribuitori deoarece acest tip de cooperare i poate facilita penetrarea pieei. Prin extinderea pe piaa internaional firma urmrete atingerea urmtoarelo obiective: 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 clienii Cel 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 mineral Borsec mai este exportat n ri precum SUA, Cipru, Taiwan, Republica Moldova. Piaa int este reprezentat de personele adulte, deoarece copiilor nu le este recomandat consumul de apa mineral, ce au venituri medii i mari. 1.3. Date despre contract, cantitate, valoare, rentabilitate Contractul 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 de distribuie, vechimea companiei pe pia. Cantitatea total exportat este de 142 500 L de ap mineral Borsec, valoarea total a contractelor fiind de 61 350 .

Capitolul 2. Planificarea operaiunii

S.C.ROMAQUA GROUP S.A STRADA: CARPATI, NR. 46, COD 535300 LOCALITATE: BORSEC JUDE: HARGHITA TELEFON: 0266/337032, 0266/337038 NAMATRICULAT SUB NR: J/19/162/1991, CUI 497342 Fia tranzaciilor 1.Apa minerala de 1,5 l Preul de vnzare: 2.2 Ron = 0.53 euro Cantitatea total: 75.000 buc./1,5 l *Cantitatea defalcat pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 25.000 buc./1,5 l 2)AVANUS MINERALBRUNNEH: 30.000 buc./1,5 l 3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 20.000 buc./1,5 l Valoarea totala = Cantitatea totala * Pret unitar 75.000 buc * 2..2 Ron = 165.000 Ron Valoarea total n euro: 75.000 buc * 0.53 euro = 39.750 euro Curs euro: 4.1007 Ron *Valoare defalcat pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 25.000 buc * 2.2 Ron = 55.000 Ron 25.000 buc * 0.53 euro = 13.250 euro 2)AVANUS MINERALBRUNNEH: 30.000 buc * 2.2 Ron = 66.000 Ron 30.000 buc * 0.53 euro = 15.900 euro 3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 20.000 buc * 2.2 Ron = 44.000 Ron 20.000 buc * 0.53 euro = 10.600 euro Pre unitar: 2.2 Ron = 0.53 euro Cost unitar = x% * Pre unitar 12% * 2.2 Ron = 0,26 Ron 12% * 0.53 euro = 0.06 euro Cheltuieli totale = x% * Valoarea total 0.25 * 165.000 Ron = 21.450 Ron 0.25 * 39.750 euro = 5.167,5 euro *Cheltuieli defalcate pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 4

0.25 * 55.000 Ron = 13.750Ron 0.25 * 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 euro 3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 0.25 * 44.000 Ron = 11.000 Ron 0.25 * 10.600 euro = 2.650 euro *Venituri totale: 0.75 * 165.000 Ron = 123.750 Ron 0.75 * 39.750 euro = 29.812,5 euro Venituri defalcate pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 0.75 * 55.000 Ron = 41.250 Ron 0.75 * 13.250 = 9.937,5 euro 2)AVANUS MINERALBRUNNEH: 0.75 * 66.000 Ron = 49.500 Ron 0.75 * 15.900 euro = 11.925 euro 3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 0.75 * 44.000 Ron = 33.000 Ron 0.75 * 10.600 euro = 7.950 euro 2) Apa mineral de 0,5 l Preul de vnzare: 1.5 Ron = 0.36 euro Cantitatea total: 60.000 buc./0,5 l *Cantitatea defalcat pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 20.000 buc./0,5 l 2)AVANUS MINERALBRUNNEH: 25.000 buc./0,5 l 3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 15.000 buc./0,5 l Valoarea total = Cantitatea total * Pre unitar 60.000 buc * 1.5 Ron = 90.000 Ron Valoarea total n euro: 60.000 buc * 0.36 euro = 21.600 euro Curs euro: 4.1007 Ron *Valoare defalcat pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 20.000 buc * 1.5 Ron = 30.000 Ron 20.000 buc * 0.36 euro = 7.200 euro 2)AVANUS MINERALBRUNNEH: 25.000 buc * 1.5 Ron = 37.500 Ron 25.000 buc * 0.36 euro = 9.000 euro 5

3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 15.000 buc * 1.5 Ron = 22.500 Ron 15.000 buc * 0.36 euro = 5.400 euro Pre unitar: 1.5 Ron = 0.36 euro Cost unitar = x% * Pre unitar 12% * 1.5 Ron = 0,18 Ron 12% * 0.36 euro = 0.04 euro Cheltuieli totale = x% * Valoarea total 0.25 * 90.000 Ron = 22.500 Ron 0.25 * 21.600 euro = 5.400 euro *Cheltuieli defalcate pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 0.25 * 30.000 Ron = 7.500 Ron 0.25 * 7.200 euro = 1.800 euro 2)AVANUS MINERALBRUNNEH: 0.25 * 37.500 Ron = 9.375 Ron 0.25 * 9.000 euro = 2.250 euro 3) NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 0.25 * 22.500 Ron = 5.625 Ron 0.25 * 5.400 euro = 1.350 euro *Venituri totale: 0.75 * 90.000 Ron = 67.500 Ron 0.75 * 21.600 euro = 16.200 euro Venituri defalcate pe firmele importatoare: 1)AEDELHOLZENER ALPENQUELLEN GMPH: 0.75 * 30.000 Ron = 22.500 Ron 0.75 * 7.200 = 5.400 euro 2)AVANUS MINERALBRUNNEH: 0.75 * 37.500 Ron = 28.125 Ron 0.75 * 9.000 euro = 6.750 euro 3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 0.75 * 22.500 Ron = 16.875 Ron 0.75 * 5.400 euro = 4.050 euro

Capitolul 3. Identificarea clienilor i a partenerilor externi

La baza alegerii rii ctre care va fi exportat apa mineral carbogazificat Borsec de 0,5 i 1,5 l, au stat numeroase criterii precum: n primul rnd existena unei piee deschise ctre consumul de ap mineral carbogazificat; 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 apei mbuteliate 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 mineral carbogazificat Borsec. Ca poteniali parteneri din Germania s-au ales 8 companii care au ca obiect de activitate mbuteliarea i comercializarea de ap mineral carbogazificat: 1. Adresa Telefon 2. Adresa Telefon ADELHOLZENER ALPENQUELLEN GMPH St.Primus-Strasse 1-583313 + 498662620 PRIVATBRUNNEH TONISSTEINER SPRUDEL DR.C.KERSTIENS Heilbrunnen PF 8256656 Brohl-Lutzing + 491805995990

3. Adresa Telefon

REGINARIS MINERALQUELLEN Reginarisbrunnen 156743 Mendig + 4926359660

4. Adresa Telefon/Fax

AVANUS MINERALBRUNNEH GMPH Power Weg 4549191 Belm + 4954064443 / 054069659 7

Mail

info@vanus.de

5. Adresa Telefon

LEISSLINGER MINERALBRUNNEN Am Frauenholze 206667 Leibling + 493444891220

6. Adresa Telefon/Fax 7. Adresa Telefon 8. Adresa Telefon

NESTL WATERS DIRECT DEUTSCHLAND Sperberweg 4941468 Neuss + 491805995991 / 01805995991 RHEINISCH BERGISCHER MINERALBRUNNEN - VERTRIEB Max-Planch-Str.2140699 Erkrath + 49211920870 SCHLOSS QUELLE MELLIS Ruhrorter 1645478 Mulheim + 49208580000

Din aceste 8 companii au fost alese doar 3 cu care urmeaz s fie ncheiate contracte, iar selectarea lor s-a fcut dup urmtoarele criterii: Companie
1)ADELHOLZENER ALPENQUELLEN GMPH 2)PRIVATBRUNNEH TONISSTEINER SPRUDEL DR.C.KERSTIENS 3) REGINARIS MINERALQUELLEN 4) AVANUS MINERALBRUNNEH 5) LEISSLINGER MINERALBRUNNEN 6) NESTL WATERS DIRECT DEUTSCHLAND 7) RHEINISCH BERGISCHER MINERALBRUNNEN - VERTRIEB

Cifra de afaceri(mil.euro ) 1,2

Cota de piata(procente) 15

Nr.punctelor de distributie 8

Vechimea companiei(ani) 10

0,5 0,8 1 0,6 1,5

6 7 14 8 25

3 5 8 3 10

5 4 12 5 15

0,9

10

8) SCHLOSS QUELLE MELLIS

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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 totalul de 8. Companie
1)ADELHOLZENER ALPENQUELLEN GMPH 2)PRIVATBRUNNEH TONISSTEINER SPRUDEL DR.C.KERSTIENS 3) REGINARIS MINERALQUELLEN 4) AVANUS MINERALBRUNNEH 5) LEISSLINGER MINERALBRUNNEN 6) NESTL WATERS DIRECT DEUTSCHLAND 7) RHEINISCH BERGISCHER MINERALBRUNNEN - VERTRIEB 8) SCHLOSS QUELLE MELLIS

Cifra de afaceri(mil.euro ) 5

Cota de piata(procente) 5

Nr.punctelor de distributie 4

Vechimea companiei(ani) 4

1 2 4 1 5

1 3 4 2 5

1 2 4 1 5

2 1 5 2 5

3 4

3 4

2 3

4 3

1)ADELHOLZENER ALPENQUELLEN GMPH 5 + 5 + 4 + 4 = 18 puncte 2)PRIVATBRUNNEH TONISSTEINER SPRUDEL DR.C.KERSTIENS 1 + 1 + 1 + 2 = 5 puncte 3)REGINARIS MINERALQUELLEN 2 + 3 + 2 + 1 = 8 puncte 4)AVANUS MINERALBRUNNEH 4 + 4 + 4 + 5 = 17 puncte 5) LEISSLINGER MINERALBRUNNEN 1 + 2 + 1 + 2 = 6 puncte 6) NESTL WATERS DIRECT DEUTSCHLAND 5 + 5 + 5 + 5 = 20 puncte 9

7) RHEINISCH BERGISCHER MINERALBRUNNEN VERTRIEB 3 + 3 + 2 + 4 = 12 puncte 8) SCHLOSS QUELLE MELLIS 4 + 4 + 3 + 3 = 14 puncte n urma acordrii de punctaje, s-a ajuns la concluzia c cele trei companii germane productoare de ap mineral carbogazificat, cu care societatea S.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 comercial internaional cu rile vizate, au fost expediate ctre companiile selectate scrisori de ofert prin care acestora le-a fost adus la cunotin intenia ROMAQUA GROUP SA de a le furniza produsul ap mineral S.C. ROMAQUA GROUP SA Str. Carpati, nr. 46, Borsec, Harghita Dear Sirs, We are an important Romanian company that produces mineral water, juices and beer. The mineral water propose by us have a serie of qualities that makes it unique. First of all you must know that it is an 100% natural product, obtained by traditional methods that assure its superior 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 necessary details. You may be sure of immediate attention to your order, which we look forward to receiving. Your faithfully, Mihai Ilacu Sales Manager

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Capitolul 5. Contractarea
5.1. Contractul Consumables supply contract
I. THE CONTRACTING PARTIES TO THE CONTRACT Between ROMAQUA 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 Mihai Ilacu, 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 Trade Register Office..................., under no. .............., with account no. ..... ........................., open ..............................., represented by ........................., acting as a representative of ............................., 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 the parties and supersede any prior communication, representations or agreements, whether oral or in writing. No modification of any of the terms or condition herein shall be valid or binding on 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 allowing transportation 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 of goods value packs. 4.2. The seller undertakes to deliver the goods marked, labeled and stamped according to legal requirements and the necessary precautions regarding safety of goods, etc.. 12

V. RECEPTION, INVOICING AND TRANSPORT OF GOODS 5.1. The seller undertakes to deliver and the purchaser is required to take the goods at delivery time: (treb completat If 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 not delivered. If the buyer does not take over the goods at time of delivery due, it will bear interest on 0.5 % 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 ROMAQUA GROUP SA located at .............................. Delivery of goods takes place under clause DAF. Transfer costs and risks from seller to buyer is fixed in place on the border of the country agreed. The costs of unloading or transhipment 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.............. the border between Austria and Hungary and will be recorded in the minutes of receiving the quality and quantity, to be dated, signed and stamped by authorized delegates of the parties. In case of damaged goods, quantitative deficiencies and / or qualitative seller undertakes 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 to buyer. 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 the account 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, the bottles , costs and damages. If you have partial eviciunea place, the buyer will be entitled to request desfiiinarea sale or maintenance of the payment of damages. 7.2. The seller shall guarantee the purchaser against the apparent and hidden defects of goods 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 the acquisition 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 furnished pursuant to the purchase agreement . Purchaser will keep in confidence an will not disclose any such information which is specifically designed to purchaser as being proprietary to seller whitout the prior written of seller. The provisions of this paragraph shall not aplly to information, notwithstanding any confidential designation thereof, wich is known to purchaser without any restriction as to disclosure or use at the time it is furnished, wich is or becomes generally available to the public without breach of any agreement, or wich is received from a third 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 the purchase agreement. Accordingly, these documents will not be disclosed in whole or in part to third 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 and entirely 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 Commercial Code completed the Civil Code. X. FORCE MAJEURE 10.1. Seller shall not be held responsible for any delay or failure in performance hereunder caused by acts of God or other causes beyond sellers control and without sellers fault or negligence. If such contingency occurs, the purchaser may elect to : (a) terminate this agreement or any part as to products not shipped (b) suspend this agreement in whole or in part for the duration of the delaying cause, buy elsewhere products to be purchased hereunder and deduct from any commitment the quantity purchased elsewhere; or (c) resume performance hereunder once the delaying cause ceases with an option to extend the time for performance hereunder up to te length of time the contengency endyred. XI. TERMINATION 14

11.1. Should seller fail to perform any of the terms and condition of this agreement and fail to remedy such failure within thirty days after receipt of notice from buyer, or within such longer period as may be mutually agreed upon, except the case of excusable delay, buyer shall have 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 of such 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 a documentary credit on the condition that such documentary credit would be issued at the least 2 months prior to the date of contractual delivery. XIII. LITIGATION 13.1. Eventualele of disputes which might arise in connection with this contract will be settled 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 between the 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 2 originals, one for each Contracting Party. Acquirer ......................... Supplier .............................

5.2. Explicarea clauzelor contractuale

1. Prile contractante Contractul este ncheiat ntre firma Romaqua i fiecare dintre cele 3 firme alese pentru activitatea de export n Germania. 2. Obiectul contractului Obiectul contractului l reprezint apa mineral Borsec, la 0,5 i 1,5 L. 1)AEDELHOLZENER ALPENQUELLEN GMPH: 25.000 buc./1,5 l 2)AVANUS MINERALBRUNNEH: 30.000 buc./1,5 l 3)NESTLE WATERS DIRECT DEUTSCHLAND GAMBH: 20.000 buc./1,5 l 1)AEDELHOLZENER ALPENQUELLEN GMPH: 20.000 buc./0,5 l 15

2)AVANUS MINERALBRUNNEH: 25.000 buc./0,5 l 3)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 mrfurilor Vnztorul 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 preul mrfurilor a fost inclus i contravaloarea ambalajelor 5. Recepia, facturarea i transportul mrfurilor Vnztorul 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 mrfii nepreluate/nelivrate. Transportul se va efectua n baza clauzei DAF. S-a ajuns la aceast clauz n urma negocierilor. n baza acestei clauze, livrarea mrfurilor se va realiza la grania dintre Austria i Ungaria, 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 considerare costurile i beneficiile fiecarui mijloc de transport. a) Transportul feroviar Avantaje: 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; transportul feroviar este nepoluant i se pot transporta cantiti mari de marf ntr-un interval scurt de timp. Dezavantaje: nu asigur livrarea mrfurilor la sediul firmei cumprtoare. b) Transportul rutier Avantaje: viteza ridicat; posibiliti de a livra marfa la sediul cumprtorului; necesit investiii valutare mai reduse pentru c nu are nevoie de instalaii speciale; perisabilitatea n transportul rutier este mai redus; grad ridicat de accesibilitate, putnd ptrunde n locuri unde alte mijloace de transport nu pot ajunge sau pot fi redirecionate n orice moment al parcursului mult mai usor dect n alte situaii. c) Transportul aerian Avantaje: 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 acestora etc. 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 mai bine exigenele ROMAQUA S.A. n raport cu preul pltit i asigur livrarea mrfii la timp si n bune condiii la destinaie. Compania ROMAQUA va realiza i transportul mrfii deoarece dispune me mijlocul de transport necesar. 16

n cazul mrfurilor deteriorate, deficienelor cantitative i/sau calitative vnztorul se oblig s nlocuiasc mrfurile necorespunztoare i/sau s completeze deficienele cantitative. Vnztorul se oblig, odat cu predarea mrfurilor, s nmneze urmtoarele documente: procesul verbal de recepie, facturile semnate, datate i tampilate de ambele pri, avizele de nsoire, certificatele necesare. 6. Preul, instrumente de plat, penaliti Preturile pentru apa mineral a fost obinut ca urmare a alinierii acestora la media preurilor de comercializare a acestora pe piaa naional, i innd cont de preurile practicate de companiile distribuitoare concurente de pe plan mondial. Plata se va realiza prin acreditiv documentar, deoarece reprezint cea mai sigur metod de plat att pantru vnztor ct si pentru cumprtor. 7. Garanii Vnztorul 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, cumprtorul va avea dreptul s cear desfiiinarea vnzrii sau meninerea acesteia cu plata de daune interese. 8. Confidenialitate Vnzatorul poate deine un drept de proprietate asupra informaiilor care poate fi furnizat conform contractului semnat. 9. Rspundrea prilor contractante Aceast 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 o parte nu poate modifica unilateral contractul ncheiat, modificarea poate interveni numai prin acordul de voin exprimat al prilor, n cazul nerespectrii nerespectrii clauzelor contractuale, partea vinovat va fi tras la rspundere. 10. For major Aceast 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 cazul unui astfel de eveniment clientul are dreptul s rezilieze contractul, sau o parte a lui. 11. Rezilierea Rezilierea contractului are loc n cazul nerespectrii uneia dintre clauzele din prezentul contract. Bineneles c rezilierea contractului nu reprezint o renunare la vreun drept sau despgubire. 12. Condiia suspensiv Prin aceast clauz, furnizorul are o siguran n plus c plata va fi efectuat. 13. Litigii Clauza 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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