ANALYTICAL CAPABILITIES OF SALES STATISTICS OF A TRADE COMPANY

Trade assortment plays a crucial role for trade enterprises in the struggle for customers and requires constant attention from the management. Priority is its analysis, as the results of the analysis are used to justify decisions on assortment management. For small commercial enterprises, mostly with limited budgets, the need for marketing research, in the field of data collection for decision‑making on the range disappears, if you fully use your own sales statistics. The purpose of the work is to demonstrate the possibilities of sales statistics in justifying decisions on the trading range on the materials of the activity of the studied trade organization. The research methods used are General scientific methods of cognition: content analysis, method of comparative analysis, as well as special methods and techniques: summaries and groupings, tabular method. ABC—XYZ‑analysis of the trade assortment of the organization, which has more than 20 product groups, which occupy a predominant share in the turnover for a number of years, is performed. ABC analysis was performed on one indicator — sales volume in monetary terms. XYZ‑analysis was performed according to the classical pattern with preliminary calculation on the statistics for three years of the coefficient of variation, reflecting the fluctuations in sales for each product group. ABC and XYZ analyses are deepened and extended by combining their results in the ABC— XYZ matrix. On the basis of the analysis the directions on strengthening of positions of goods‑leaders, increase in turnover, expansion of the range and increase of profit of the organization are defined. The article demonstrates the credibility and effectiveness of ABC and XYZ methods in the analysis of the range of trade enterprises and the development of management decisions to optimize it.

assortment, trade organization, commodity groups, analysis, forecast, turnover, sales volume, profit, assortment management, management decision.

Grishina V. T., Kalugina S. A., Lebedeva T. P. Analytical capabilities of sales statistics of a trade company. Business. Education. Law, 2019, no. 4, pp. 244–249. DOI: 10.25683/VOLBI.2019.49.451.