Determination of Priority Customers for Small and Medium-Sized Machine-Building Enterprises

Abstract

The article is devoted to the selection of priority customers from among new customers for small and medium-sized machine-building enterprises. The analysis of the dynamics of sales from new and existing customers for ten enterprises allowed us to offer the coefficient of its potential as a criterion for evaluating the customer. The potential coefficient shows the increase in the cost of subsequent orders compared to the first order. The correlation and regression analysis revealed the main factors that determine the customer's potential coefficient. They are the number of years of presence in the market and the profitability of sales of the customer. The introduction of the potential coefficient in the target function of the optimization task of forming a portfolio of orders will allow you to select and retain priority customers. © 2022 American Institute of Physics Inc.. All rights reserved.