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ИД «Финансы и кредит»






Economic Analysis: Theory and Practice

Sales planning for platinum group metals: Segmentation and optimization

Vol. 23, Iss. 6, JUNE 2024

PDF  Article PDF Version

Received: 18 April 2024

Received in revised form: 11 May 2024

Accepted: 3 June 2024

Available online: 28 June 2024


JEL Classification: L1, L61

Pages: 1109–1132


Il'ya A. STEPANOV National Research Nuclear University MEPhI, Moscow, Russian Federation


Subject. The article considers sales of platinum group metals on the case of a Russian mining and metallurgical company in the context of tariff barriers in some key markets and increased competition.
Objectives. The purpose is to develop a set of methods to ensure the full sale of platinum group metals produced by the company and maximize profits from their sale under the introduction of import duties discriminating against metals of Russian origin and increased competition among suppliers for consumers due to redistribution of commodity flows.
Methods. The study employs methods of logical, statistical analysis, and optimization.
Results. The paper formulates a methodology for the sale of Russian platinum group metals in the duty-free markets of Europe, China, Japan and the rest of the world, presents a monthly optimization model enabling to calculate the discount rate for the sale of platinum, palladium and rhodium in full. For the Russian mining and metallurgical company, I developed individual recommendations on cooperation tactics and pricing policy for each group of consumers.
Conclusions. The demand for platinum and palladium is price elastic. Depending on the degree of market changes, the sales methodology and its tools should provide necessary flexibility, including price, based on the optimality of solving operational and tactical tasks.

Keywords: sales, planning, optimization, platinum, palladium


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