Organisation of consumer accounting as a promising direction of accounting and analytical support for strategic management

Abstract

The research purpose is to study the problems of accounting and analytical support for profit management of the company on the basis of the organisation of сost and income accounting in the context of consumer groups. In connection with the growth of the share of expenditures for promotion of products to the market and service, in the work, the necessity of сreating management accounting in terms of consumers being the company’s clients has been substantiated. Identification of them as objects will allow to determine who causes the greatest costs of an economic entity, but does not bring enough profit, so is not profitable. The possibilities of such accounting have been examined to achieve the objective of strategic client assessment. The organisation stages of the management accounting for consumers have been allocated, including ways of grouping them for further analysis. The factors that determine the value of clients for an economic entity have been identified. The dependence of the level of the company’s costs on the types of activities related to consumer service has been substantiated. Recommendations have been made on the use of intensive, operational, and temporary cost drivers to allocate expenditures among consumer groups and determine their profitability for the company. The article offers the application of a client assessment matrix in order to identify strategically important consumers and those with whom it is not worth maintaining long-term relations. In conclusion, the possibilities of using data of the consumer accounting for management purposes are given.