Sales Management in a Retail Chain of Non-food Stores

Sergei Semakov ()
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Sergei Semakov: HSE University

A chapter in Management Information Systems in a Digitalized AI World, 2025, pp 17-30 from Springer

Abstract: Abstract We consider three problems related to the management of sales of goods in a retail chain of non-food stores. The first problem is related to the analysis and management of the remains of goods of the old (outgoing) season during the off-season. From the point of view of maximizing sales revenue during the off-season, we propose a scheme that, as a first approximation, can be used to solve this problem. The second problem is related to the cases of untimely replenishment of stores when goods arrive at stores behind schedule due to transport, customs, political, and other reasons. We propose an algorithm that allows us to adjust the planned volume of goods imported for the season depend on the mode of replenishment of stores. The third problem is the problem of finding the optimal distribution of retail space between the old (outgoing season) and new (coming season) collections of goods during the off-season. We propose a scheme that allows us to distribute the area in such a way that the total revenue from sales is maximum. Our proposed solutions to the described problems are successfully used in a large retail chain that includes several hundreds clothing stores. This article is practical in nature: the proposed solutions to the described problems are successfully used in a large retail chain that includes several hundreds clothing stores.

Keywords: Seasonal goods; Sales revenue; Off-season sales; Replenishment of stores; Distribution of retail space (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:prbchp:978-981-96-6526-6_2

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DOI: 10.1007/978-981-96-6526-6_2

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