FORMALIZATION OF THE PROCESS OF SALES EXPANSION IN DISTRIBUTION CHANNELS FOR INDUSTRIAL MANUFACTURERS OF INSULATION MATERIALS

Kuvirkova M.V., Zozuloev A.V. Candidate. ekonom.nauk, Associate Professor,
National Technical University of Ukraine "KPI"

FORMALIZATION OF THE PROCESS OF SALES EXPANSION IN DISTRIBUTION  CHANNELS FOR INDUSTRIAL MANUFACTURERS OF INSULATION MATERIALS 

The article considers the definition of directions modification marketing system for large 
industrial enterprises of the construction industry in Ukraine. In analysing the expected review
of each distribution channel in order to increase their coverage. The process of determining the  algorithm presented in the form of successive stages of situational , and strategic factor analysis. The strategic analysis, the direction of the study and a detailed review of the specificity of interaction with the supplier industrial customers , given the situation procurement decision-making process , and especially members of the procurement centre of the client organization .The last step of the algorithm involves the development of tactical activities within certain means possible exposure to industrial consumers. Determined by management decisions to modify elements of the marketing mix to enhance the motivation of industrial customers and recommendations for the reorganization of the distribution system of the supplier. In considering each block algorithm are possible theoretical and methodological tools for analysing and determining the specificity and perspective analysis is for large industrial enterprises of the construction industry . 
Key words: marketing, distribution channels, building materials, model of the expansion 
of distribution channels.
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