Model of classification of the metal products assortment by business process indicators of the resilient behavior of a metal trading company
Abstract
In the context of modern environmental instability caused by various types of crises, metal trading companies face the necessity of strengthening their resilient behavior. The key factor in forming and increasing the level of resilience of metal trading companies is the effective management of the metal products assortment. The purpose of the study is defined as the development and implementation of a model for classifying the metal products assortment according to the main indicators of business processes that determine the resilient behavior of a metal trading company. Based on the analysis and generalization of existing classifications of metal product assortments, the study revealed their insufficiency for developing effective measures aimed at strengthening the resilience of metal trading companies under unstable economic conditions. Therefore, the objective necessity of creating a new classification of metal products is substantiated - one that considers key indicators of business processes determining the company’s resilient behavior to enhance its stability through effective assortment management strategies. The feasibility of including in the classification model such indicators reflecting the main parameters of resilient business processes is justified, namely: client type (B2B/B2C), demand type (sustainable/seasonal), product turnover, marginal income, sales volume, and sales frequency. A model for classifying the assortment of metal products has been developed and implemented using hierarchical clustering methods (Ward’s method and K-means method), ensuring the optimal distribution of the metal product assortment into homogeneous clusters and creating an information base for strategic sales planning. For each cluster, corresponding management strategies have been determined to strengthen the resilience properties of the business processes of a metal trading company.
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