DOI: 10.25136/2409-8647.2019.2.26040

Abstract: The object of this research is the product range of food companies on the example of a meat processing plant. The subject of this research is the unmanageable and uncontrollable product range of food companies. The goal is to devise methodology and tools for managing product range. The author meticulously examines such instruments as structuring, systematization and balancing of product range in width and depth. Special attention is paid to ABC and BCG analyses. Combining the ABC and BCG analyses and structuring of recommendation matrix represents a key aspect in this research. The methodology includes the following stages: systematization of product range by category and width balancing; structuring of product range by profitability, sales and number SCU’s, and depth balancing; conducting ABC analysis by profit within a category; conducting BCG analysis within a category; fusion of ABC and BCG analyses. The scientific novelty of this work consists in fusing the ABC and BCG analyses, as well as forming a matrix for classification of product range, where the entire product range is divided into twelve categories. The author’s contribution into this study lies in the matrix of recommendations for each of the twelve categories. The main conclusion is defined by the fact that using the recommendation matrix, formed on the basis of intersecting of ABC and BCG analyses, will allow for optimized product range management, make sound strategic decisions on product range, as well as structure proper product range policy.

DOI: 10.25136/2409-8647.2019.2.26183

Abstract: The object of this research is the active customer base of a food company. The subject of this research is the unregulated active customer base of food companies. The goal lies in the development of technique for studying the active customer base. The author carefully examines such instruments as systematization of the active customer base, presentation of assortment at the sales outlet, as well as ABC analysis of sales outlets. Special attention is given to the instrument of certification of the points of sale, which reveals their potential. An important aspect is the combination of ABC analysis and certification results with construction of recommendation matrix in coordinating the active customer base. Research methodology includes the following stages: systematization of active customer base; presentation of products at the points of sale; ABC analysis of the sales outlets by tonnage; certification of sales outlets; combination of ABC analysis on tonnage and certification. The results of this work help to efficiently manage the active customer base and influence the tonnage and profit ratio. The author recommend applying this research in food companies. The scientific novelty lies in systematization and synthesis of methods and techniques for studying clients of the companies. Food companies, which are both, production and trade. The author’s special contribution consists in the formation of classification matrix of sales outlets and recommendation matrix for each point of sale via combining the ABC analysis and certification of sales outlets.