Calculation of business-to-business potential sales with data from county business patterns and end-user industry sales data

Stephen Latin-Kasper ()
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Stephen Latin-Kasper: Coherent Market Planning and Forecasting

Business Economics, 2025, vol. 60, issue 1, No 7, 25-33

Abstract: Abstract This paper explains how to calculate a businesses’ potential sales to other businesses by utilizing employment data from County Business Patterns (CBP), which is published annually by the US Census Bureau. CBP data can be combined with total sales data for any business-to-business product, product-group or industry sales activity that can be segmented and quantified by end-user. End-users need to be defined by North American Industrial Classification System (NAICS) codes to be comparable to CBP data. End-use data segmented by NAICS code is used to generate weights which are applied to CBP data to build a model of a company’s potential sales to each end-use industry by state/MSA/county.

Keywords: Business-to-business sales; Potential sales model (search for similar items in EconPapers)
Date: 2025
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DOI: 10.1057/s11369-024-00384-0

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