Analytical Model of Commercial Activity of a Transport-Logistics Enterprise

Abstract

The main task of any commercial activity is to achieve objectives of an enterprise. The vast majority of Russian scientists and companies’ Chief Executive Officers treat commercial activity as an operational component for gaining profit. This approach unveils only one side of commercial activity, i.e. to obtain the results today. Commercial activity has an ambivalent essence in itself. On the one hand, it is necessary to deliver results – make a profit. On the other hand, commercial activity should be reviewed from the aspect of collaborative nature of parties’ relations, which aim at a continuous growth rate of satisfaction of the economic interests of the buyers as well as sellers. Thus, the commercial work is focused on reproduction of economic and industrial relations. The strategic objective of commercial activity is reproduction of commodity exchange relations. However, in order to organize operational work for target-setting of each specific department and employee it is necessary to supplement the strategic benchmark with a certain analytical model. Realization of the ambivalent essence of commerce should be reflected in work-planning. An analytical model of commercial work based on the market contacts and the results of its practical application are given in the article. The model for commercial activity of transport-logistics enterprises allows correlating the indicators of increase in the value of business with a production schedule and, simultaneously, achieving the balance of demand and supply.