МЕТОДИКА ОПРЕДЕЛЕНИЯ ЭФФЕКТИВНЫХ КАНАЛОВ СБЫТА В ОПТОВОЙ ТОРГОВЛЕ МАЛОГО ПРЕДПРИНИМАТЕЛЬСТВА В СОВРЕМЕННЫХ УСЛОВИЯХ

Abstract

With the growing availability of digital tools in the wholesale trade of small businesses, it became possible to automate internal business processes and integrate with the business processes of external counterparties, which inevitably led to the transformation of product distribution patterns, raising the question of the effectiveness of using traditional distribution channels in the new realities. The author proposed possible models for the transformation of product distribution and developed a methodology for determining effective sales channels in the conditions of the digital economy and the development of logistics services. In the course of the study, the author identified the main vectors for identifying effective sales channels, which require mandatory analysis of their impact on the calculation results. Based on the results of the study, the author developed practical recommendations for managers of wholesale small business companies, taking into account the level of their entrepreneurial competence and access to qualified personnel, in the form of designating possible models of transformation of product distribution and methods for calculating effective distribution channels, taking into account new opportunities.