Оффсет

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English: Offset


Содержание

General provisions

Политически сфокусированное, но верное определение гласит [1]: Оффсет является такой практикой[2], посредством которой государственные покупатели ищут компенсацию за расходы на технические и финансовые инвестиции в отечественных отраслях, вызванные за счет приобретения ими оборудования иностранного производства. Оффсетные сделки представляют собой широкий класс встречной торговли, который во все возрастающем масштабе представляет наиболее распространенные соглашения, в рамках которых инвестиционные (капитальные) товары поставляются и оплачиваются покупателем, а поставщик по принципу quid pro quo (услуга за услугу; я тебе, а ты мне) идентифицирует другие товары/услуги, которые могут быть закуплены на собственные потребности поставщика или им же для предложения и продажи (маркетирования) третьим сторонам в целях развития новых экспортных продаж [3] </ref>. С другой стороны, этот покупатель может искать входящие инвестиции в виде инвестиционных товаров поставщика. Эта, по сути, сделка встречной торговли предназначена для того, чтобы генерировать новый поток дохода для покупателя, чтобы смягчить его общие экономические издержки, связанные с закупкой исходных капитальных (инвестиционных) товаров.

В соответствии с разъяснениями компании HMV Group Frontier Solutions TM, которая создает ведущие программные решения (Leading Software Solutions) для рынка оборонных отраслей промышленности США, рассмотрение оффсетных сделок составляет критический аспект любых торговых сделок с зарубежными странами. В последнее время, зарубежные государственные закупочные организации увеличили внимание, обращаемое на взаимные торговые соглашения в целях компенсации их военных расходов. Правительства применяют оффсетные схемы для улучшения состояния государственного сектора их экономик после закупки товаров военного назначения. Исходя из соответствующих соображений, условия применения оффсета составляют шанс [продавцов военных или капитальных товаров] приобрети конкурентное преимущество в сравнении с конкурентам. В настоящее время, по меньшей мере, пятьдесят стран требуют применения оффсетных схем в случае военных или аэрокосмических закупок, тогда как другие пятьдесят стран уже предписали условия применения оффсетов. Оффсетные схемы являются весьма типичными на Ближнем Востоке и в Евразии [4].

Классификация оффсета [5]

  • Прямой офсет [6]: Контрактные схемы, которые включают в себя оборонные товары и услуги, на которые ссылаются в торговом соглашении по экспорту военных товаров. Прямой оффсет представляет собой форму некоторой компенсации для закупщика, включающей в себя такие товары или услуги, которые непосредственно связаны с предметом продажи [7]. Например, в качестве условия продаж страны экспортирующей военные товары, контрактор (contractor - экспортер) может согласиться на разрешение закупщику (импортеру) производить в его стране некоторые компоненты или подсистемы для включения в состав данного предмета продажи. Обычно, прямые оффсеты должны выполняться в пределах установленного периода времени. Иногда, в перечень прямых офсетов включают (См. ниже) со-производство (co-production), лайсензинг (продажа лицензий - licensing), субконтрактинг (организация заданного производства по контракту - subcontacting) и организацию совместного производства (joint venturing).


  • Indirect Offsets: Contractual arrangements that involve goods and services unrelated to the exports referenced in the sales agreement.Indirect offset is a form of compensation to a purchaser (importer) involving goods or services that are unrelated to the item being purchased [8]. For example, as a condition of a sale the contractor (exporter) may agree to purchase certain of the customer's domestically manufactured products, agricultural commodities, raw materials, or services. Indirect offsets may be accomplished over an expected, open-ended period of time.
  • Co-production: Overseas production based upon a government-to-government agreement that permits a foreign government(s) or producer(s) to acquire the technical information to manufacture all or part of a U.S. origin defense article. Co-production includes government-to-government licensed production, but it excludes licensed production based upon arrangements with U.S. manufacturers.

Table 1. Subjects and Features of Offset Arrangements[9]

Subjects of Direct Offsets Comments to Direct Offsets Subjects of Indirect Offsets Comments to Indirect Offsets
Local assembly and procurement of locally made components
  • This is the most commonly found and most straightforward form of offset.
  • Often a certain number of the complete aircraft, or other piece of equipment being purchased, is imported, and then kits are supplied from which the remainder are assembled. Whatever can be supplied or manufactured locally is then included in the assembly.
  • Technology transfer, licensing, and the setting up of joint ventures with appropriate local companies may be involved, these sometimes being government establishments
Investment
  • The buying country may nominate certain industries in which investment would be preferred, or the seller may make proposals, related to the arrangements that can be made with associated or collaborating companies either in its own country or possibly others
  • As with direct investment, technology transfers, licensing, and the setting up of new companies or joint ventures could be involved. These new industries may be required to have export potential.
  • The buying country may require the investment to be made, and the establishment of the new industry, in a region of the country that is relatively undeveloped and where there might be a high degree of unemployment.
Technology transfer.
  • The seller will select the technology it would be prepared to transfer, in the form of know-how and/or licenses. The situation may arise where the buyer (or the government to whom the tender is made) might press for certain technology which the seller is reluctant to release.
  • The buyer might accept technology unrelated to the product being purchased. Sellers then are at liberty to offer technology which for them is superseded, but nonetheless is significant for the buyer
Assistance in export marketing.
  • When the selling company is a large multi-national with a world-wide marketing organization, it could be negotiated for it to take over or assist in the international marketing of the equipment manufactured locally, be it either the product contracted, or the goods made in an unrelated industry. Particularly one in which it has invested
Investment
  • Usually investment is preferred in enterprises that will continue after the offset commitment is complete, as the buying government has the objective of permanently enhancing its industrial sector with the investment
  • Technology transfer may be linked with the investment, and may indeed form at least part of the equity of the seller in the enterprise. Finding appropriate companies in which to invest, or to form joint ventures, could be a considerable task, but the buying government may have proposals to make.
Technical and professional training
  • An interest of the buying country may be in the establishment of an educational or training institute at any particular level, such as a secondary technical college, a faculty, or a research or teaching institution in a university.
Training
  • Professional and technical training of personnel from the buyer's country would usually be related to the product being purchased, but it could also be of a more general nature, specified by the buyer.
  • An alternative is to fund training in the buyer's country, by setting up an organization and providing the teachers.
Civil construction projects
  • An indirect offset could include infrastructure projects, such as the construction of a road, port facility or airport.
Research & Development
  • Contributions in personnel and resources can be offered to the buying government, given a knowledge of what would be preferred.
Tertiary activities
  • Examples of indirect offsets involving tertiary services are tourism, shipping services, printing, and arranging conferences and legal services.
  • In the case of tourism, buying countries have made available a number of hotel rooms which have been allocated for vacations taken by the suppliers' employees, or have been sold to tourist agencies for the general public.
Maintenance and servicing
  • This would be a normal part of any sales of equipment with a high technological component.
  • As an offset proposal it could be for the establishment of a special center for servicing and maintaining the equipment sold, with the provision of plant and equipment, and stocks of spare parts, as well as the training of the locally-recruited personnel to man the center.
Commodities and semi-manufactured goods
  • The inclusion in the offset package of goods unrelated to the equipment being supplied involves the countertrade procedure known as counterpurchase.
  • Counterpurchase requires the supplier to accept goods, either nominated by the buyer, or selected by the supplier, and to dispose of them on the international market.
  • As the supplier is more likely than not to be a manufacturer, it would not have any marketing experience related to the goods supplied for counterpurchase, but would still have to arrange for their sale on the international market.

Generalized offset transaction scheme


OFFSET R.jpg

EXAMPLE[10]: As it is well-known for the case in military aircraft deals, there were offsets involved. Some are industrial, including a service center for the aircraft in Malaysia, but one offset was especially interesting an is given herein to show an offsets variety. According to Victor Komardin, Deputy Director General of Rosoboronexport:“…the offset clause of the Contract with Malaysia envisages the on-site setup of the Service center for the Russian-made aircraft as well as the assistance in promoting the Malaysian national space program. In autumn 2007 the first Malaysian cosmonaut is due to visit the International Space Station as a member of the 16th space crew.” And it was so. The ISS got a Malaysian visitor, orders progressed, and all 18 SU-30MKMs were delivered.

References

  1. Definitions - http://www.stemcor.com/definitions.aspx
  2. Черенков В.И. Внешнеэкономическая деятельность предприятия: основные операции. Ростов-н/Д: Феникс, 2007 – с. 101-107
  3. Offset/Countertrade - http://www.stemcor.com/offsetcountertrade.aspx
  4. Offset Ventures, HMV Group, LLC OFFSET Information - p.3. - http://www.docstoc.com/docs/33971994/What-is-an-offset-agreement
  5. ibid, p.1.
  6. Цель, сущность, виды, содержание оффсета и его характерные черты - http://old.nasledie.ru/voenpol/14_13/offset.html
  7. Offsets of Foreign Military Sales - http://www.acq.osd.mil/dpap/cpic/ic/offsets_of_foreign_military_sales.html.
  8. ibid
  9. Holmes, J. Preparing The Offset Proposal - Barter News - http://www.barternews.com/offset_proposal.htm
  10. The SU-30MKM Deal: Old Offsets & New Opportunities - http://www.defenseindustrydaily.com/malaysia-receives-first-2-su30mkms-03336/
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