Models of sales assignment to maximize the profits from an economic point of view in FMCG

The sales assignment by manufacturers is an important part of the supply chain at the micro level. It is the most obvious manifestation of dynamism. Also, it has a significant impact on improving the efficiency of the entire supply chain. However, market demand is often uncertain. It makes it more difficult to allocate orders. A typical example of this situation always appears in FMCG (Fast Moving Consumer Goods). Customers are often willing to pay more time to wait with advanced payments compared to other products, such as mobiles, luxury goods and cars. In response, manufacturers often use marketing strategies such as pre-ordering and creating waiting list to gather information. It is a good way of alleviating the information mismatch between demand and production in the supply chain. However, it is not the same situation with cosmetics, daily necessities, and food. They are characterized by fierce competition between manufacturers, high replaceability and relatively open market price information. Therefore, in Fast Moving Consumer Goods industry, manufacturers usually use proportional allocation as the main principle to ensure that resources are maximised at each link in the supply chain. In this project, how managers make centralised decisions through a model if they have all the information will be discussed. They will not only decide how to allocate products quickly, but also get a theoretical maximum value of supply chain profits. Based on the mass nature of the goods in this industry, the sensitivity analysis will be also mentioned to validate its reasonablene