Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises

In the article, the authors considered the possibilities of forecasting sales based on the use of ABC analysis tools, the customer potential coefficient and the degree of customization of orders. The object of the study was five medium-sized machine-building enterprises. The method is based on stati...

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Autores principales:	Ershova Irina V., Prilutskaya Maria A., Klyuev Andrey V.
Formato:	article
Lenguaje:	EN FR
Publicado:	EDP Sciences 2021
Materias:	Engineering (General). Civil engineering (General) TA1-2040
Acceso en línea:	https://doaj.org/article/bedaae222d694e7584b70e9507c57dde
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id	oai:doaj.org-article:bedaae222d694e7584b70e9507c57dde
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spelling	oai:doaj.org-article:bedaae222d694e7584b70e9507c57dde2021-11-08T15:20:32ZForecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises2261-236X10.1051/matecconf/202134603027https://doaj.org/article/bedaae222d694e7584b70e9507c57dde2021-01-01T00:00:00Zhttps://www.matec-conferences.org/articles/matecconf/pdf/2021/15/matecconf_icmtmte2021_03027.pdfhttps://doaj.org/toc/2261-236XIn the article, the authors considered the possibilities of forecasting sales based on the use of ABC analysis tools, the customer potential coefficient and the degree of customization of orders. The object of the study was five medium-sized machine-building enterprises. The method is based on static grouping and analysis of actual sales volumes in the context of customers and the range of orders. The peculiarity of these enterprises is the presence of a large pool of customers with low repeatability of orders. The analysis showed that the majority of Group A customers have low customer potential and stable or declining demand. The largest increase in orders was observed among the customers of Group B. The level of customization of the order increases customer loyalty, but increasing the level of customization reduces the economic efficiency of the activity. The authors suggest direct planning of the basic part of the sales volume based on the achieved level of orders by customers of Groups A and B with the customer potential above 1. The additional part of the sales volume determined by the goals of the enterprise, its resources and planned based on an increase in the level of customization.Ershova Irina V.Prilutskaya Maria A.Klyuev Andrey V.EDP SciencesarticleEngineering (General). Civil engineering (General)TA1-2040ENFRMATEC Web of Conferences, Vol 346, p 03027 (2021)
institution	DOAJ
collection	DOAJ
language	EN FR
topic	Engineering (General). Civil engineering (General) TA1-2040
spellingShingle	Engineering (General). Civil engineering (General) TA1-2040 Ershova Irina V. Prilutskaya Maria A. Klyuev Andrey V. Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises
description	In the article, the authors considered the possibilities of forecasting sales based on the use of ABC analysis tools, the customer potential coefficient and the degree of customization of orders. The object of the study was five medium-sized machine-building enterprises. The method is based on static grouping and analysis of actual sales volumes in the context of customers and the range of orders. The peculiarity of these enterprises is the presence of a large pool of customers with low repeatability of orders. The analysis showed that the majority of Group A customers have low customer potential and stable or declining demand. The largest increase in orders was observed among the customers of Group B. The level of customization of the order increases customer loyalty, but increasing the level of customization reduces the economic efficiency of the activity. The authors suggest direct planning of the basic part of the sales volume based on the achieved level of orders by customers of Groups A and B with the customer potential above 1. The additional part of the sales volume determined by the goals of the enterprise, its resources and planned based on an increase in the level of customization.
format	article
author	Ershova Irina V. Prilutskaya Maria A. Klyuev Andrey V.
author_facet	Ershova Irina V. Prilutskaya Maria A. Klyuev Andrey V.
author_sort	Ershova Irina V.
title	Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises
title_short	Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises
title_full	Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises
title_fullStr	Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises
title_full_unstemmed	Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises
title_sort	forecasting sales volumes of small and medium-sized machine-building enterprises
publisher	EDP Sciences
publishDate	2021
url	https://doaj.org/article/bedaae222d694e7584b70e9507c57dde
work_keys_str_mv	AT ershovairinav forecastingsalesvolumesofsmallandmediumsizedmachinebuildingenterprises AT prilutskayamariaa forecastingsalesvolumesofsmallandmediumsizedmachinebuildingenterprises AT klyuevandreyv forecastingsalesvolumesofsmallandmediumsizedmachinebuildingenterprises
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Forecasting Sales Volumes of Small and Medium-Sized Machine-Building Enterprises

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