Implementation of lean manufacturing, SOSTAC method and machine learning to improve commercial management in the services sector
DOI:
https://doi.org/10.26439/ciii2024.7787Keywords:
SOSTAC, machine learning, ARIMA, lean manufacturingAbstract
The following study addresses the issues of commercial management and the lack of sales forecasting in a company that sells personal protective equipment. Therefore, the study aims to implement an improvement model in the commercial management of a service sector company using the SOSTAC method, integrating 5S and machine learning with ARIMA. The research is applied, quantitative, and descriptive. SOSTAC and 5S, as marketing and engineering tools, contributed to order, management, and control in the implementation process of the model in the organization for profitable commercial management. On the other hand, machine learning provided an accurate diagnosis of future demand by implementing the ARIMA code. The sample consisted of sales data from January 2020 to October 2023. A situational diagnosis, internal and external analysis, identification of key processes, and the implementation of strategies for improving commercial management were carried out. The results indicated an improvement in the average monthly sales from S/ 12 648 to S/ 20 109,19, an increase in market share from 9,75 % to 10,81 %, a reduction in the efficiency gap of the company compared to the sector from 18,46 % to 13,60 %, and an improvement in inventory turnover from 2,7 to 3,62. It is concluded that the implementation of the proposed model, with the use of 5S and machine learning with ARIMA, significantly improves efficiency, sales volume, market share, and commercial profitability, favoring the growth and sustainability of the company.
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