THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY

Ol&#039;ga Esina; Natalia Tereshchenko; Anna Ilina

doi:10.17516/2782-2214-0003

UDC 33 CSCSTI 06.81

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THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY

Published in Trade, service, food industry · Volume 1, Issue 1 · Pages 20–31 · Rubric: Trade

DOI: https://doi.org/10.17516/2782-2214-0003

Received: 28.12.2020 Accepted: 04.03.2021

Authors

Ol'ga Esina

Natalia Tereshchenko

Anna Ilina

Ol'ga Esina

Science rang: docent ; docent

Siberian Federal University docent · kafedra torgovogo dela i marketinga · Krasnoyarsk

Natalia Tereshchenko

Academic degree: doctor of economic sciences

Science rang: professor

Siberian Federal University professor · Depatment of Trade Business and Marketing · Russian Federation · Krasnoyarsk

Anna Ilina

Siberian Federal University kafedra torgovogo dela i marketinga · Krasnoyarsk

ABSTRACT

The development of competition in the retail sales market determines the development of methodological and practical approaches to the formation and diagnosis of the assortment of goods sold. The issues of optimizing the assortment policy are reflected in the works of both foreign and domestic researchers for a significant period of time, but there is a possibility to expand the tools of such studies. In practice of retail enterprises, due to various sales formats, location, volumes of activity and other factors, in many cases it is difficult to use knowledge-intensive econometric models for assortment diagnostics, and therefore there is a need to form tools that are user-friendly in a variety of operating conditions. The aim of the study is to develop approaches to the diagnosis of the formation of the assortment of a retail enterprise based on the synthesis of existing methods and techniques. The article defines the concept of sales profitability in the framework of assortment diagnostics, taking into account the specifics of income generation in trade. In addition, basic methodological approaches to the formation of a retail assortment from the standpoint of merchandising, marketing and category management are summarized and structured, that enabled to prove the possibility of an assortment diagnosis using a matrix combining the ABC-analysis of profitability and XYZ-analysis of the stability of sales for the formation of the basic classes of goods. The proposed methodology will expand the tools for diagnosing the assortment of retail trade enterprises and will allow making adequate management decisions on its optimization to increase the effectiveness of the functioning of retail sales entities.

KEYWORDS

profitability of sales, assortment, trade assortment, assortment policy, assortment formation, assortment diagnostics, category management, assortment improvement

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GOST

Esina O. N., Tereshchenko N. N., Ilina A. S. THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY // Trade, service, food industry. 2020. no. 1. pp. 20-31. DOI: https://doi.org/10.17516/2782-2214-0003. (Date of access 27.09.2026).

MLA

Ol'ga Esina, Tereshchenko N. N., Ilina A. S.. "THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY." Trade, service, food industry 1.1 (2020): 20-31. DOI: https://doi.org/10.17516/2782-2214-0003.

APA

Esina O. N., Tereshchenko N. N., Ilina A. S. (2020). THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY. Trade, service, food industry, 1(1), 20-31. https://doi.org/10.17516/2782-2214-0003

Chicago

Ol'ga Esina, Tereshchenko N. N., Ilina A. S.. "THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY." Trade, service, food industry 1, no. 1 (2020): 20-31. https://doi.org/10.17516/2782-2214-0003.

WIKI

{{cite journal | author = Esina O. N., Tereshchenko N. N., Ilina A. S. | title = THE ASSORTMENT OF A RETAIL TRADE ENTERPRISE DIAGNOSTICS CONSIDERING THE SALES PROFITABILITY | journal = Trade, service, food industry | year = 2020 | volume = 1 | issue = 1 | pages = 20-31 | doi = 10.17516/2782-2214-0003 }}

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