Theoretical and practical issues of evaluation of forest enterprise customers
2001
Klubica, D. | Sulek, R. (Technicka Univ., Zvolen (Slovak Republic). Lesnicka Fakulta)
Timber trade is the main source of financial revenues of forest enterprises. To be successful on the timber market, the forest enterprise as a timber producer has to carefully select its customers (mainly wood-processing enterprises). Such selection should be based on the appropriate system of evaluation and classification of customers. The paper deals with the practical problems of evaluation of customers using theoretical background of BCG growth-share matrix. The strength and stability of seven main customers of chosen forest enterprise during period 1995-1999 are evaluated and based on their analysis, the importance of the customers is measured. Finally, the strategy of contract policy of the forest enterprise is formulated
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