Management Model Based on the Croston Method and Nash-in-Nash Negotiation to Increase Sales in a Small Hardware Business

Matta Y.M.; Esteban J.O.; Blanco C.C. · Congreso Internacional de Innovacion y Tendencias en Ingenieria, CONIITI (2024) · DOI: 10.1109/coniiti64189.2024.10854846

Resumen

Companies in the hardware and home improvement sector have experienced an increase in Peru, driven specifically by the sale of hardware products. This has led to increased competitiveness, requiring companies to manage their resources and strategies promptly to achieve a positive impact on their sales and, consequently, their market profitability. In this context, this research work aims to increase the sales of a small hardware business (SME) located in the Lima district through the implementation of the Croston method and Nash-in-Nash negotiation. This hardware store experienced a 44% decrease in sales from 2021 to 2022. Indicators were also established to measure the impact of the proposed tools on the processes to be improved and on the company's sales. As a main result, an increase in sales of 6.39% was achieved, demonstrating the effectiveness of the implemented model.

Instituciones: Universidad Peruana de Ciencias Aplicadas