Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries

With the development of market relations, most domestic enterprises have gained access to new markets, including external ones. The study and development of these markets requires not only time, but also significant financial, labor and organizational resources. Domestic manufacturer deals with a ho...

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Autor principal:	L. Klimova
Formato:	article
Lenguaje:	RU
Publicado:	State University of Management 2020
Materias:	dealer distribution network dynamics of sales evaluation parameters experts interaction strategy intermediary joint ventures operating efficiency sales structure Electronics TK7800-8360 Management information systems T58.6-58.62
Acceso en línea:	https://doaj.org/article/45e6e6f333bb4fce8e5742f85177f6db
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spelling	oai:doaj.org-article:45e6e6f333bb4fce8e5742f85177f6db2021-11-14T15:54:16ZAnalysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries2658-34452686-840710.26425/2658-3445-2020-2-13-21https://doaj.org/article/45e6e6f333bb4fce8e5742f85177f6db2020-08-01T00:00:00Zhttps://e-management.guu.ru/jour/article/view/91https://doaj.org/toc/2658-3445https://doaj.org/toc/2686-8407With the development of market relations, most domestic enterprises have gained access to new markets, including external ones. The study and development of these markets requires not only time, but also significant financial, labor and organizational resources. Domestic manufacturer deals with a horizontal, geographically dispersed market, where a large number of consumers are present, and creating its own sales network to serve them requires disproportionately high costs in relation to the expected sales volume. Intermediaries, by providing relatively easy and inexpensive access to foreign markets, play an important role in the export of the enterprise’s products and are designed to ensure more efficient movement of goods from producer to consumer, while producers can focus their attention and effort on producing high-quality products that better meet the needs of consumers.An analysis of the distribution network of the open joint stock company “Mogotex” has been conducted in the article, the structure of finished production enterprises through joint ventures and through dealers have been analysed, the analysis of dynamics of sales through distribution network has been performed, the author`s methodology for evaluating the effectiveness of intermediaries, has been сreated, taking into account the opinions of experts from the Marketing Department of the company under study and the weight of the criteria selected for evaluation, based on the developed methodology, depending on the average amount of points collected, the company᾽s intermediaries have been grouped and strategies for interaction with various groups have been selected. For the key intermediaries of the enterprise, the development of a program for their stimulation and support has been proposed.L. KlimovaState University of Managementarticledealerdistribution networkdynamics of salesevaluation parametersexpertsinteraction strategyintermediaryjoint venturesoperating efficiencysales structureElectronicsTK7800-8360Management information systemsT58.6-58.62RUE-Management, Vol 3, Iss 2, Pp 13-21 (2020)
institution	DOAJ
collection	DOAJ
language	RU
topic	dealer distribution network dynamics of sales evaluation parameters experts interaction strategy intermediary joint ventures operating efficiency sales structure Electronics TK7800-8360 Management information systems T58.6-58.62
spellingShingle	dealer distribution network dynamics of sales evaluation parameters experts interaction strategy intermediary joint ventures operating efficiency sales structure Electronics TK7800-8360 Management information systems T58.6-58.62 L. Klimova Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
description	With the development of market relations, most domestic enterprises have gained access to new markets, including external ones. The study and development of these markets requires not only time, but also significant financial, labor and organizational resources. Domestic manufacturer deals with a horizontal, geographically dispersed market, where a large number of consumers are present, and creating its own sales network to serve them requires disproportionately high costs in relation to the expected sales volume. Intermediaries, by providing relatively easy and inexpensive access to foreign markets, play an important role in the export of the enterprise’s products and are designed to ensure more efficient movement of goods from producer to consumer, while producers can focus their attention and effort on producing high-quality products that better meet the needs of consumers.An analysis of the distribution network of the open joint stock company “Mogotex” has been conducted in the article, the structure of finished production enterprises through joint ventures and through dealers have been analysed, the analysis of dynamics of sales through distribution network has been performed, the author`s methodology for evaluating the effectiveness of intermediaries, has been сreated, taking into account the opinions of experts from the Marketing Department of the company under study and the weight of the criteria selected for evaluation, based on the developed methodology, depending on the average amount of points collected, the company᾽s intermediaries have been grouped and strategies for interaction with various groups have been selected. For the key intermediaries of the enterprise, the development of a program for their stimulation and support has been proposed.
format	article
author	L. Klimova
author_facet	L. Klimova
author_sort	L. Klimova
title	Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
title_short	Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
title_full	Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
title_fullStr	Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
title_full_unstemmed	Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
title_sort	analysis of the work of the commodity distribution network of jsc “mogotex” and choosing a strategy for interacting with intermediaries
publisher	State University of Management
publishDate	2020
url	https://doaj.org/article/45e6e6f333bb4fce8e5742f85177f6db
work_keys_str_mv	AT lklimova analysisoftheworkofthecommoditydistributionnetworkofjscmogotexandchoosingastrategyforinteractingwithintermediaries
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Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries

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