Využití Paretovy analýzy pro zhodnocení zákaznického portfolia vybrané společnosti

Abstract

Aim of this thesis is an assesment of a customer portfolio of a waste company. Pareto analysis and ABC analysis were used on a turnover ratio and a contribution to profit. Pareto analysis showed that only a very small percentage of a customers brings most of the turnover ratio and the contribution to the profit. Then ABC analysis was used to categorize customers onto three groups. Suitable procedures and arrangements to make the cooperation between company and customer more effective were suggested to the each group. There were analyzed a business sectors in which have their origin the Group A customers to find out the most important businnes sector for the waste company. 143 out of 3310 customers were defined as the most important for the division of the selected company. There were defined 6 companies with an inconsistent evaluation. The recalculation of prices and subsequent cooperation with this companies should be considered. Results of this work will help to work more effectively with the customers to the business department of the company.