Economic profitability as an indicator of the development of the commodity distribution network and the distribution policy of the industrial enterprise

To analyze the trading activity of enterprises it is necessary to use a complex methodology in which it is economic profitability that shows the causal pattern of the entire development process of the company. In this case, it is necessary to structure the indicators in detail, which determine the efficiency of the functioning of its entire system.

Each enterprise sets itself a set of strategic and tactical tasks that, when implemented, should strengthen long-term competitiveness and provide such an indicator of efficient management as economic profitability. The commodity distribution network (hereinafter TPN) of the enterprise also does not arise from scratch and is not an obligatory attribute of activity, but, on the contrary, is the subject of strategic marketing planning and justification of the development of distribution and price policy. Consequently, the development of the company's TPNs must meet certain objectives and the TPN should clearly perform the functions assigned to it. For example, the economic profitability of an enterprise is closely connected with the quality of TPNs, as a factor, puts forward to it the following principles of organization:

1) the activities of the subjects of their own TPN are aimed at achieving maximum sales efficiency and ensuring the long-term competitiveness of the enterprise ;

2) subjects of own TPN position themselves as official representatives of the parent enterprise, observe and position elements of corporate identity ;

3) the subjects of the commodity distribution network ensure the maximum level of service for customers, intensive work is carried out to retain real and attract potential final consumers of products of the parent enterprise.

4) the entities of the commodity distribution network perform monthly reporting on the relevant forms developed by the parent enterprise;

5) subjects of their own TPN produce a mandatory monthly sample and payment for products in accordance with the monthly quotas of consumption brought by the parent enterprise by types of products;

6) the subjects of the commodity distribution network strictly observe the methods of regulating the price level proposed by the parent enterprise for consumers;

7) subjects of own TPN, in agreement with the parent enterprise, should develop the appropriate infrastructure that includes warehouse and office premises that provide the most complete satisfaction of the needs of customers of the products of the parent enterprise;

8) economic profitability and pricing for products are formed in accordance with the legislation of the country in which the subject of its own TPN operates;

9) the subjects of their own TPN strictly observe the agreed zone of the primary responsibility for implementation.

Subjects of their own TPNs are subsidiaries, trading houses, representative offices or branches, in this regard, they should primarily focus on the priorities of the parent enterprise. High economic profitability should be their tactical goal in the activities for the sale of products with maximum efficiency, and the main strategic goal - the formation of a long-term competitiveness of the parent enterprise. Since the subjects of their own TPN position themselves as official representatives of the enterprise, they must withstand all elements of the corporate style, especially when maintaining such an indicator as economic profitability at the proper level. Also, for the formation of a favorable image of the parent enterprise, TPN entities must implement a set of marketing activities aimed at targeted counterparties.

In order to ensure, both operational monitoring and a general strategic vision of the development prospects for the markets of the target regions, TPN entities regularly submit approved reporting forms. Periodicity of reporting and its form are usually approved in advance, but subject to the urgent need for information accumulation, subjects of TPN should, at the request of the head of the parent enterprise, provide the necessary data. Also one of the main tasks of the TPN subjects is to provide maximum service to real and potential consumers, otherwise the creation of TPN can be not only not justified, but also economically unreasonable. Subjects of TPN should conduct continuous monitoring of needs and assessment of customer satisfaction in their region, form and maintain a client base, establish trust relationships and introduce new adaptive forms and methods of cooperation with consumers.