2nd African International Conference on Industrial Engineering and Operations Management

Sales Maximization through Service Tier Introduction Utilizing LP Model and AHP-based After Sales Pursuit Strategy Selection

Publisher: IEOM Society International
0 Paper Citations
Track: Operations Research

This study aims to use available company data on annual sales from after sales service subscriptions in countries within the Asia Pacific region. It is also aimed to identify optimal solution in maximizing the annual sales through service tiers introduction using the Linear Programming approach. To realize the optimal solution, this study intends to utilize Analytical Hierarchy Process (AHP) in prioritizing the different alternatives for after sales pursuit strategy implementation per country. The set of criteria was determined using the predictive analytics approach. It was concluded that the annual sales per country in the Asia Pacific region is largely influenced by the number of customer subscriptions. The result of this study is applicable to the proposal being made to meet the company goal of increasing service adoption through service tiers introduction to increase the annual sales of at least 15% in Asia Pacific. Since the number of customer subscription has a positive effect on increasing annual sales, the outcome of the AHP-based after sales pursuit strategy implementation may be used by the company as a customized approach in capturing the targeted sales per country.

Published in: 2nd African International Conference on Industrial Engineering and Operations Management, Harare, Zimbabwe

Publisher: IEOM Society International
Date of Conference: December 7-10, 2020

ISBN: 978-1-7923-6123-4
ISSN/E-ISSN: 2169-8767