Sales Plan Research Articles

Strategic Innovations in Apple's Supply Chain Management: Objectives, Methods, and Strategies for Navigating Global Market Challenges

This study looks at global supply chain risks and remedies in the context of Apple Inc.'s supply chain, which is renowned for being efficient and complicated. Apple's supply chain management strategy (SCM) optimizes costs and efficiency by integrating the planning and control of manufacturing, distribution, and sales. Efficient worldwide product delivery and very high operational standards are guaranteed by centralized strategic decision-making and collaboration with key suppliers like Foxconn. The report emphasizes how Apple uses cutting-edge logistics technology to reduce risks like supply interruptions and geopolitical unrest, which are becoming more common in today's international marketplace. Additionally, the study holds that in order to gain a long-term market competitiveness and manage a more uncertain external environment, today's smart device and electronic equipment manufacturers represented by Apple need to embrace the wave of digital transformation and increase resilience through strategic innovation and the construction of ethical and sustainable supply chains. This entails building morally and environmentally sound supply networks as well as implementing strategic innovations that increase supply chain resilience. Businesses that use this approach not only mitigate short-term risks but also establish a strong basis for sustained prosperity, guaranteeing their ability to adjust and prosper in the dynamic international arena.

Promoting Sustainability in the Automotive Industry: Economic Comparison of Dealer Sales Model and Agency Sales Model of Electric Vehicles in Slovakia

Electrification is becoming an increasingly important part of many industries. Electrification is a crucial area of interest in developing electric vehicles and charging infrastructure in the automotive industry. Research and innovation in the field of electric vehicles indicate positive trends. The rise in sales of electric vehicles represents a significant shift away from traditional fossil fuel-powered technologies to more sustainable and efficient alternatives. Electrification also brings with it new trends in sales models. The paper aims to identify recommendations for the practical adaptation of the importer of electric vehicles in the Slovak market based on the analysis of the financial and economic impacts of the sale of electric vehicles. This paper approaches two essential research topics. The first research topic focuses on the analysis of vehicle sales, specifically electric vehicles, and based on the analysis of existing sales, the paper will also outline the sales plan of the selected brand in the period 2023–2025. The second research topic focuses on changes in the business model for the sale of electric vehicles. One of the findings is that a specific indirect sales model for the automotive industry, i.e. selling vehicles through dealers, is used. In the long run, the new agency sales model standards should help correct many of the shortcomings of the current sales system. The effects on the profitability of sellers can be defined mainly by smaller financial costs caused by the cancellation of storage spaces, smaller credit indebtedness resulting from not creating warehouse stocks, and a greater focus on sales and additional services aimed at the end customer. Agency selling also allows the seller to get precious data about the customer and feedback directly to the manufacturer, which can serve as a valuable source of information for improving goods and services, which, in the long run, can lead to greater profitability for sellers. However, the Agency sales model is also coming to the fore. In this paper, the given types of business models are compared, their advantages and disadvantages are highlighted, and last but not least, the expected profits of the analysed company are calculated for both types of sales models. Keywords: agency sales model, business model, dealer sales model, economic comparison, electric vehicle

Implementasi Data Mining Prediksi Penjualan Produk Semen Menggunakan Metode Linear Regression (Studi Kasus PT. Toyo Mortar Indonesia)

The cement industry in Indonesia plays a vital role in infrastructure development and the construction sector. PT. Toyo Mortar Indonesia, established in 2015 in the Tangerang industrial area, focuses on the production of instant mortar cement. However, the national cement industry faces the challenge of declining sales due to the pandemic, which has affected people's purchasing power and slowed down property and infrastructure projects. To achieve future growth potential, the right strategy is needed in sales planning. This study implements data mining using the linear regression method with the RapidMiner application to predict cement product sales. The data used includes historical sales data and product information from PT. Toyo Mortar Indonesia. In the tests conducted, the data was processed using 12 variables, of which 10 variables influenced the prediction results: TM-168, TM-178, TM-188, TM-189, TM-198, UM-100, UM-101, UM BIRU, raw materials, and other sales. The test results show that the Linear Regression method can predict cement product sales with an average Root Mean Square Error (RMSE) value of 493,125.701 with a standard deviation of 126,330.525. The average Absolute Error is 303,270.965 with a standard deviation of 46,207.586, and the average relative error is 1.89% with a standard deviation of 0.36%, indicating very good prediction accuracy. This can help the company in making decisions related to sales planning using the available sales data.

Environmental impacts of medium-scale pig farming at technical and economic optimum production weight in Mexico

Medium-scale pig production systems, which make up 30 % of Mexico's pig farms, face two key obstacles impacting their economic and financial performance. The first is the absence of a sales plan based on pigs' weight, which negatively affects both profitability and resource management. The second obstacle is inadequate waste management, which hampers efforts to mitigate environmental impacts generated by pig farms. Based on this criterion, this study aims to determine technical and economic optimum levels of a medium-scale pig farm and evaluate its associated environmental impacts. Based on the last farm sale weight (116.3 kg – base scenario), technical and economic optimum levels were estimated using a production function, resulting in a technical optimum of 155 kg and an economic optimum of 127 kg. An environmental assessment of the pig fattening process was carried out following the principles of the Life Cycle Analysis methodological framework. Using a cradle-to-farm gate perspective, and establishing 1 kg of live-weight pig as the functional unit. The results indicated that production at maximum weight level (155 kg), increased environmental impacts by 60 % to 75 % compared to the base scenario. In contrast, at the maximum economic benefit level (127 kg), environmental impacts increased by 5 % to 10 %. Feed production represented the largest contribution (over 74 %) in six impact categories. The results provide valuable information for medium-scale pig farms to mitigate the environmental burdens associated with the optimal production weight and to direct efforts towards achieving future economic and environmental efficiency.

Comparative Analysis of Key Success Factors in S&OP: Focusing on Manufacturing and Retail Industry in South Korea

The global supply chain is facing unprecedented challenges due to pandemics, geopolitical tensions, volatile commodity prices, and rapid changes in consumer demand. The Sales and Operations Planning (S&OP) process can be an important solution by integrating supply and demand with business strategy and operational planning. However, previous studies have developed single frameworks or maturity models without considering industry-specific factors, overlooking the structural and operational characteristics of different industries that can have a significant impact on the approach and success factors of S&OP. Therefore, this study identifies and compares the key success factors of S&OP in the manufacturing and retail industries using the Analytic Hierarchy Process (AHP) technique. The results show clear differences in the prioritization of success factors between two industries. In the manufacturing industry, strategic support and leadership were evaluated as the most critical factor, while in the retail industry, operational processes were emphasized. In addition, the relative importance was concentrated on the top-ranked factor in the manufacturing industry, but the relative importance was distributed among several factors in the retail industry. This study provides valuable insights into the critical success factors for S&OP implementation in different industries and offers an understanding of how industry-specific characteristics influence the effectiveness of S&OP strategies.

Análise do plano de venda na satisfação dos membros em centros de fitness

The aim was to analyse how the sales plan influences member satisfaction in fitness centres (FC). The sample consisted of 115 members of a FC, the data was analysed using SPSS version 28.0 and simple linear regression was used for the statistical treatment. The results showed good internal consistency (α=0.83) and the perception of the sales plan explains the satisfaction of the members with the sales plan and the services offered (R2=>0.14 for all items). Thus, the results suggest that the perception of the resolution phase explains 62% (R2=0.62) of member satisfaction with closing the first sale. And that member satisfaction with the price offered explains 91% (R2=0.91) of member satisfaction with the services offered. Managers should focus on training their salespeople, trengthening relationships between salespeople and CF members. Keywords: Fitness centres, Marketing, Sales, Fitness services, General satisfaction

Analysis of Xunyang Lion’s Head Citrus Brand IP Shaping and Sales Planning Suggestions

In order to comply with the national “Belt and Road” policy and continue to promote the grand goal of rural revitalization. This paper is mainly for the lion head citrus industry in line with the development of the times, for Xunyang agricultural products lion head citrus to open a new type of marketing ideas and promotional methods. According to different age levels, different marketing programs are proposed, and product design and sales planning in line with the characteristics of different ages are proposed. Keeping up with the modern fashion trend elements, opening up new sales ideas for the Shishitoukan Industrial Park, strengthening the development of Shishitoukan deep-processing field, and opening up foreign markets. Solve the current sales limitations of the sales market, realize the two-way development of culture and economy, sustain the development of derivative industries, provide a new road to open up overseas markets, and realize the goal of rural revitalization.

SISTEM INFORMASI ANALISIS AKUNTANSI PENJUALAN BERBASIS WEB PADA DJAROT CELL MENGGUNAKAN METODE TIME SERIES

Djarot Cell is a company that provides credit for all operators, electric credit and vouchers. Djarot Cell is located at JL. Lebo Islamic Boarding School RT/RW; 03/05 Gringsing. The Sales Information System at Djarot Cell is not yet equipped with a sales plan. The absence of sales planning for the future makes it difficult to determine future sales targets and the number of sales targets that have been achieved and the form of reports that are still manual makes it difficult for owners to see business developments. Because the condition of the Djarot Cell company is that sales data can fluctuate every month.
 Based on this research, the author created a Web-Based Sales Accounting Analysis Information System application on Djarot Cell using the Time Series Method.
 The author hopes that this sales accounting analysis information system can make it easier for owners to make decisions, especially for managing data more regularly which will influence the company's finances for the better and be able to determine and know the size of sales plans and sales that have been achieved in a certain period.

Integration of sales, inventory, and transportation resource planning by dynamic-demand joint replenishment problem with time-varying costs

This paper addresses the joint replenishment problem in the context of sales and operations planning. Unlike traditional ones that assume static demands, unit costs, and transportation capacity, we consider dynamic-deterministic demands from sales plans and time-varying unit costs and transportation capacity to deal with the recent logistics conditions. We then introduce the capacitated dynamic-demand joint replenishment problem with time-varying costs. To efficiently solve this problem, a three-phase approach is proposed: (1) simplifying the problem and determining ideal inventory quantities using mixed integer linear programming, (2) estimating policy variables for each item using the covariance matrix adaptation evolution strategy, and (3) updating the ideal inventory quantities based on evaluated shortages until all demands are satisfied. Our method outperforms conventional approaches with at least 12 times faster solution runtimes in tests with up to 100 items. We also obtain the insight that the cost-efficient replenishment plan changes according to the increase rate of the unit transportation cost.

The Role of Sales forces in the Integration of Marketing Communication: An Empirical Study on the Tourism Sector in Jordan

The purpose of this study is to investigate the effect of the sales force's knowledge, planning, creativity, and durability in relationships on the integration of marketing communication (IMC) in the tourism sector in Jordan. The current study utilized the descriptive and analytical approach to gather and analyze data through questionnaires, which were distributed to relevant individuals and organizations in the tourism promotion authority and tourism facilities. The authors received 124 valid responses for analysis out of 190 distributed. The results indicated a positive impact of sales forces, with all sub-dimensions on integration marketing communication. However, the results showed that durability has less impact on IMC. Furthermore, the findings of the current study provided valuable insights for tourism organizations in Jordan to understand better the importance of integration marketing communication and the key factors that affect their success.

ЗАСТОСУВАННЯ МЕТОДУ ЛІНІЙНОГО ПРОГРАМУВАННЯ В ПРОЦЕДУРАХ ПЛАНУВАННЯ MRP II

The assimilation of modern approaches to enterprise management in Ukraine is rather slow, contrary to the rapid development of programming tools and informatics in general. Transparency, predictability, implementation of generally recognized management processes contribute to the efficiency of enterprises. The widely known methodology of Manufacturing Resource Planning II (MRP II) can ensure the operation of the enterprise without shortages of materials and equipment. The MRP II standard describes the processes of the management system, which cover all phases of management: planning, organization of activities, accounting and rationing. For these processes, a set of procedures and methods that must be implemented is presented. Taking in account the high demands of MRP II on enterprise organization and computing resources, an attempt was made to improve this process by applying optimization method, such as linear programming, to the central link of the process, which is the formation of the Master Production Shedule. Planners still perform these processes, but in most cases not formalized, so it would be useful to offer them some formalized options for building a Master Production Schedule within the framework of the MRP II methodology. In the MRP II methodology, which is the de facto industry standard, during formation of the Master Production Schedule, in addition to the requirement for the MPS to meet the sales plan, the limitations that should affect the formation of the MPS are, first of all, limitations on the capacities of equipment (work centers) and limitations on the availability of materials, taking into account the duration of the procurement cycles of this or that material. The standard algorithm involves checking the constraints only after the MPS is formed, and if the latter violates some constraints, organizational measures must be taken to correct the situation (such as accelerated delivery of materials or the rental of additional equipment, which incurs additional costs), or the MPS must be redesigned. Instead, the authors suggest taking into account critical limitations already in the process of MPS formation. This is possible thanks to the formulation of constraints within the linear programming problem. In this case, if, for example, equipment capacity limitations are active, the linear programming algorithm from the very beginning distributes the production of product types to earlier planning intervals, smoothing the peak load on the work centers. Several strategies for scheduling manufacturing inventory replenishment are considered, such as replenishment to offset each sale; periodic replenishment; maximum top-ups as much as the limits allow. Proposed template in the form of spreadsheet for a better understanding of MPS construction options.

Research on the Purchase Intention of Electric Vehicles Based on Customer Evaluation and Personal Information

With the continuous development of electric vehicle (EV) technology, there is an increasing need to analyze the factors influencing customers’ purchase intentions. According to the data of customers’ vehicle experience evaluation and personal information, this paper develops the analysis models of influencing factors using the analysis of variance algorithm (ANOVA) and Kruskal–Wallis algorithm. Then, the purchase intention model for EVs is proposed using the random forest method. Finally, the optimization model for the EV sales plan was built. The results show that the main factors influencing customers’ purchases are different for different vehicle brands. However, the customer’s evaluation of the vehicle experience has a greater influence on the customer’s purchase. Compared to other prediction models, the random forest model has the highest accuracy. For 3 EV brands, the prediction accuracies are 97.8%, 98.9%, and 97.6%. In addition, this paper predicts the purchase intentions of 15 customers. By optimizing the sales plans for 3 EV brands, the predicted purchase rate of 15 customers increased from 40% to 53%. The research work contributes to the sales of electric vehicles, the accurate positioning of customers, and the identification of more potential customers.

Процессная аналитика: от теории к практике управления железнодорожным подвижным составом на промышленном предприятии

The article is aimed at describing the tool of process analytics in the re-engineering of technological operations in the operation of railway transportation of an industrial enterprise. Efficiency improvement in process management is considered on the basis of their structuring with subsequent visualization. In particular, the article presents a target model of unsuitable railway rolling stock management aimed at reducing the risks of failure to fulfill the sales plan of industrial enterprises, where railway transportation dominates in the shipment of finished products.

Application of Break Even Point as a Tool Sales Planning at Expected Profit Level at PT. Light of Anugrah Lestari

The purpose of this research is to determine the application of break even point as a sales planning tool at the expected profit level at PT. The Light of Anugrah Lestari. The type of research used in this research is qualitative research with a descriptive qualitative approach. The types of data used are primary data and secondary data with data collection namely observation, interviews and documentation. The research results show that the sales of PT. Cahaya Aungrah Lestari has exceeded the break even point level and has generated profits. From these results PT. Cahaya Anugrah Lestari can carry out sales planning to achieve the desired profit level. Break even point provides calculation results regarding the margin of safety because the margin of safety calculation is the difference between targeted sales and sales at the break even point.

The cause of congressional oversight effort in US arms sale plans

The cause of congressional oversight effort in US arms sale plans

STUDY TO MEASURE MARKET POTENTIAL AND CUSTOMER PURCHASE REASONS

Market research refers to a procedure carried out with the intention of investigating the preferences of potential consumers or those interested in certain products or services, with the purpose of obtaining a precise and complete understanding of the panorama that guarantees the making of an informed decision. and correct. The study carried out is designed so that any company that has sales as its main objective can benefit from it by being able to quickly achieve its objectives or goals. This research focuses on analyzing the lack of accurate information about the size and potential of the product market, which often makes strategic decision-making difficult. It is in charge of preparing a market study to learn about new companies and study the rotations of each product line. The methodology used is qualitative research, data collection was carried out through an interview. The results indicate that the study to measure the market potential and the customer’s purchase reason has an impact on new companies and those that wish to enter the market, these companies must carry out a preliminary analysis of the field in which they wish to enter and settle. Themselves their sales plan. In conclusion, to measure market potential and customers’ purchasing motives, it is essential to thoroughly understand the commercial environment and maximize business opportunities. Some key factors that can be obtained from this type of study include: Identification of market segments. This will allow the marketing strategy and product offering to be adapted to meet the needs of each segment more effectively.

Sales Planning and Strategy for Enterprise Resources Planning Application at PT. Kolega Moeda Berkarja

The advancement of information and communication technology has had a positive impact on the business sector in Indonesia, particularly for SMEs (Small and Medium-sized Enterprises). The SME industry in Indonesia holds significant potential in supporting the country's economy. The aim of this research is to analyze the sales strategy and planning of Enterprise Resources Planning (ERP) application at PT Kolega Moeda Berkarja. PT Kolega Moeda Berkarja provides Point of Sale (POS) application services that can be utilized by various types of businesses, especially micro, small, and medium-sized enterprises (SMEs) in Indonesia. The business types served by Kolega Moeda Berkarja include food & beverages and retail stores. The application's specifications encompass features like online cashier, employee management, accounting, and business analysis. Market research focuses on identifying factors causing problems to establish research issues. In an ever-evolving industry, Kolega Moeda Berkarja's application continues to keep up with the latest trends and updates its features and functionalities to remain relevant and competitive in the current business landscape. The development and enhancement of Kolega Moeda Berkarja's application features are driven by customer feedback, aiming to identify the needs and desires of SMEs stakeholders.

엑스틴세대의 소비성향이 병원화장품 정보탐색과 광고수용태도에 미치는 영향

This study attempted to investigate the influence of consumption tendency on information search and advertisement acceptance attitude for cosmeceuticals against Generation X-teen. For this, a questionnaire survey was performed against domestic consumers with a teen-age child from December 25, 2022 to January 05, 2023 among on women aged 44-58 (born in 1965-1979), who experienced a cosmeceutical before. Among a total of 249 questionnaires distributed, 238 copies excluding 11 poorly answered ones were used for final analysis, and the results found the followings: First, Generation X-teen pursued planned purchase and value orientation which had a positive influence on information search. Second, Generation X-teen searched information through such planned purchase and value orientation. Third, in advertisement acceptance attitude, consciousness of others as well as value orientation was emphasized. This study empirically analyzed the effects of consumption tendency on information search and advertisement acceptance attitude for cosmeceuticals against Generation X-teen. It is anticipated that the study results would be available as basic data for the effective planning of cosmeceutical sales and development of advertising strategies.

THE EFFECT OF MACRO ENVIRONMENTAL ELEMENTS ON SALES, MARKETING AND EXPORT IN THE NATURAL STONE (MARBLE) SECTOR IN TURKIYE

Purpose- The purpose of this study is to reveal the effect of macro environmental factors on sales, marketing and export in the natural stone (marble) sector in Turkey. Methodology- The study employs questionnaire technique, one of the quantitative research methods, was used. The sector representatives participating in the 2023 Izmir Marble Fair were determined as the universe. The participants, who voluntarily exported 27 marbles, were reached by the convenience sampling method. Descriptive analysis was performed on the obtained data in SPSS program. Findings- The findings obtained from the research data are as follows, from the highest to the lowest, the reasons affecting sales, marketing and export in the marble sector in Turkey; The necessity of constantly monitoring the technological changes in the sector and the daily economic developments in the country, the negative impact of the inflation in the country on sales, the effect of worldwide epidemics, whether there is an alternative action plan predetermined for the crisis periods, The situation, the political stability in Turkey, the search for alternative energy sources due to the price increases in oil, the high labor costs in Turkey compared to many countries, the customs discounts of the relevant country, quotas, legal conveniences and obstacles are taken into account when determining the countries to export. . Other findings are as follows, from the most important to the lowest, the macro factors that threaten the marble companies in Turkey; increase in input costs, economic instability, increase in financing costs, decrease in demand, epidemics, political factors, removal of existing incentives, technological developments and intense competition. Conclusion- it may be concluded that it has been revealed that macro-environmental factors have an impact on the sales, marketing and export activities of companies operating in the marble sector in Turkey. Accordingly, it is recommended that companies create future scenarios by considering these factors in the planning of investment, production, sales, marketing and export activities. Keywords: Marble industry, 2023 Marble Izmir Fair, macro environmental faktors, export. JEL Codes: EO2, M31, F00

When and how to adjust statistical forecasts in supply chains? Insight from causal machine learning

ABSTRACT Empirical studies have discovered that most statistical forecasts in supply chains are subjected to judgemental adjustments during a forecast review. Although such a practice requires significant management effort and frequently reduces forecast accuracy, many organisations prefer this approach as part of their Sales & Operations Planning process. This study aims to identify the optimal policy to achieve significant accuracy improvement from forecast review. We focus on a practical situation where managers periodically review forecasts from the statistical software and compare them with judgemental forecasts from the sales and marketing functions. Managers must decide whether to disregard the judgement and continue with the existing forecast or revise the statistical forecast based on the judgement. To determine the best course of action, we conducted a numerical experiment using data from five supply-chain companies wit more than 12,000-point forecasts. The experiment considered three alternative actions: “do-nothing”, “follow the judgement”, and “simple-average”. Using a causal machine learning method, namely a policy tree, we develop a set of decision rules that maximise the expected accuracy gains given the variation in forecasting features. The result proposes a simple yet effective policy to recommend suitable actions based on two identified key features: “judgment direction” and the “accuracy of statistical forecasts”. The policy was tested against real-world data and achieved remarkable accuracy with roughly a 3–11 percentage points improvement over the baseline. Our findings offer valuable insights for managers to customise their forecast review policy based on their unique environment.