Models for Assessing the Resistance of Sales and Marginal Income of a Metal Trading Company

<jats:p>The contemporary development of economic processes is characterized by significant instability, which necessitates the formation, development, and strengthening of the resistant behavior of a metal trading company through the improvement of methods and approaches to the analysis and management of steel product sales planning processes in order to enhance comprehensive resilience to changes in the external environment. The aim of the study is defined as the development of a set of models for assessing the resistance of sales and marginal income of a metal trading company aimed at optimizing its sales structure and profitability. The research is based on the approach of synchronizing periods of demand growth and decline with steel product sales periods, methods of coefficient and integral assessment of resistance, as well as tools of strategic analysis and matrix-based assortment positioning. The study develops a model for assessing the resistance of steel product sales, which is based on the synchronization of periods of demand increase and decrease with sales periods and enables preliminary assessment of sales resistance using the sales resistance coefficient for each type of steel product, as well as a more comprehensive assessment based on the integral resistance coefficient. Possible behavioral strategies for a metal trading company aimed at enhancing resistance properties are proposed. A model for assessing the resistance of marginal income for each type of steel product based on resistance coefficients and integral resistance coefficients is proposed in order to synthesize possible development trajectories and strengthen the resistant behavior of a metal trading company. A matrix model for the strategic positioning of steel product assortments according to the levels of sales resistance and marginal income resistance has been developed. The model ensures the integration of quantitative resistance assessment with strategic analysis tools and forms the basis for the systematic management of steel product assortments. The implementation of the proposed models made it possible to conduct a comprehensive assessment of the stability of steel product assortments under market fluctuations, identify strategically prioritized and risk-sensitive segments, and substantiate managerial decisions regarding the optimization of the sales structure and profitability of a metal trading company.</jats:p>