The paper proposes a ML workflow for B2B sales prediction.
problem Predicting business to business sales outcomes using subjective human evaluations.
method A two-pipeline ML approach on Azure ML, including data enrichment and model training.
result ML predictions improve accuracy and increase sales value.
Intel's system identifies and categorizes businesses for sales opportunities.
problem Identifying relevant new markets and customers for large enterprises.
method Mining public business web pages, enriching with external data, and using deep learning.
result Significantly boosts sales personnel's ability to discover new customers and partnerships.
New approach optimizes sales process for B2B businesses.
problem Optimizing the sales process for B2B businesses.
method Causal Predictive Optimization and Generation with three layers: prediction, optimization, and serving.
result Significant wins over legacy systems in LinkedIn implementation.
Short selling is key to exploiting arbitrage opportunities in financial markets.
problem Theoretical basis for differences in financial service regulations.
method Analyzing semimartingales to show arbitrage opportunities require short selling.
result Arbitrage opportunities can only be exploited through short selling.
Through a short sale, a person borrows a share of stock from a lender, sells the borrowed share to a third person at the current price, and purchases an identical share in the market at a future date and at a future price to replace the borrowed share of stock. This only makes sense if the short seller anticipates a do…
This study improves valuation of post-revenue biopharmaceutical assets using Pfizer's data.
problem Accurate valuation of post-revenue drug assets in biotech and pharma.
method Historical sales data analysis to forecast future sales and calculate Net Present Value.
result Demonstrates a method for more informed investment decisions in biotech and pharma.
Consider an ephemeral sale-and-repurchase of a security resulting in the same position before the sale and after the repurchase. A sale-and-repurchase is a wash sale if these transactions result in a loss within ±30 calendar days. Since a portfolio is essentially the same after a wash sale, any tax advantage from …
Paper proposes a machine learning method to predict sale efficacy.
problem Determining the efficacy of online sales from discounts alone.
method Machine learning-based heuristic using Support Vector Machine.
result Predicts sale efficacy with 91.11% accuracy.
To investigate the actual phenomena of transport on a complex network, we analysed empirical data for an inter-firm trading network, which consists of about one million Japanese firms and the sales of these firms (a sale corresponds to the total in-flow into a node). First, we analysed the relationships between sales a…
Study finds sales forecasters overreact to extreme news.
problem Understanding how forecasters react to sales growth news.
method Proposes a framework with fat-tailed dynamics and linear forecasting rule.
result Forecasters overreact to significant sales growth news.
AI-driven sales prioritization boosts renewal bookings by 8.08%.
problem Manual sales account prioritization is inefficient and under-invested.
method Developed an AI-based Account Prioritizer using machine learning and explanation algorithms.
result Generated a +8.08% increase in renewal bookings.
This paper improves sales forecasting on Tmall using Fourier decomposition and Tweedie distribution optimization.
problem Sales forecasting for retailers on Tmall.
method Fourier decomposition for seasonality extraction and Tweedie distribution optimization.
result Improved sales forecasting results using optimized models.
Sales data in a commodity market (supermarket sales to consumers) has been analysed by studying the fluctuation spectrum and noise correlations. Three related products (ketchup, mayonnaise and curry sauce) have been analysed. Most noise in sales is caused by promotions, but here we focus on the fluctuations in baseline…
We analyze a database comprising quarterly sales of 55624 pharmaceutical products commercialized by 3939 pharmaceutical firms in the period 1992--2001. We study the probability density function (PDF) of growth in firms and product sales and find that the width of the PDF of growth decays with the sales as a power law w…
We analyze an exhaustive data-set of new-cars monthly sales. The set refers to 10 years of Spanish sales of more than 6500 different car model configurations and a total of 10M sold cars, from January 2007 to January 2017. We find that for those model configurations with a monthly market-share higher than 0.1% the sale…
Sales forecast is an essential task in E-commerce and has a crucial impact on making informed business decisions. It can help us to manage the workforce, cash flow and resources such as optimizing the supply chain of manufacturers etc. Sales forecast is a challenging problem in that sales is affected by many factors in…
Improved sales forecasting for new products using transfer learning.
problem Insufficient training data for new products leads to inaccurate sales forecasts.
method Network-based Transfer Learning approach for deep neural networks.
result Deep neural networks' prediction accuracy for food sales forecasting can be effectively increased.
Article offers models for choosing sale-leaseback vs debt.
problem Choosing between sale-leaseback and debt for commercial real estate.
method Developed decision models for leasing.
result Models can be applied to various types of leasing.
This paper considers a sequence of discrete-time random walk markets with a safe and a single risky investment opportunity, and gives conditions for the existence of arbitrages or free lunches with vanishing risk, of the form of waiting to buy and selling the next period, with no shorting, and furthermore for weak conv…
Retail company uses Prophet algorithm for accurate sales forecasting.
problem Accurate sales forecasting in the retail industry.
method Facebook's Prophet algorithm and backtesting strategy.
result Framework demonstrates real-world use case capabilities.
Study uses generative models to assess credit risk and determine loan sizes in e-commerce supply chain finance.
problem Credit risk assessment and loan size determination for small- and medium-sized sellers in e-commerce supply chain finance.
method Proposes a unified framework using Quantile-Regression-based Generative Metamodeling (QRGMM) integrated with Deep Factorization Machines (DeepFM) to capture complex covariate interactions in e-commerce sales data.
result Validates the model's efficacy for credit risk assessment and loan size determination on synthetic and real-world data.
Many economic applications including optimal pricing and inventory management requires prediction of demand based on sales data and estimation of sales reaction to a price change. There is a wide range of econometric approaches which are used to correct a bias in estimates of demand parameters on censored sales data. T…
New method improves sales forecasting accuracy using tensor factorization.
problem Improving sales forecasting accuracy in retail businesses.
method Advanced Temporal Latent-factor Approach to Sales forecasting (ATLAS) using tensor factorization.
result Accurate and individualized prediction for sales across multiple stores and products.
ARIMA model outperforms advanced forecasting models in predicting Walmart sales.
problem Forecasting volatile retail sales trends with unknown factors.
method Benchmarked traditional ARIMA model against advanced models like Prophet and LightGBM on historical Walmart sales data.
result ARIMA model outperforms LightGBM and achieves computational efficiency.
Keywords: corporate finance, Wrocław University of Economics, net profit margin lub net sales profitability
The paper proposes a method to improve sales forecasts by selecting optimal reference classes.
problem Improving forecasts of sales growth exposed to behavioural bias.
method Finding optimal reference classes for each company based on specific predictors and matching forecast distributions to actual sales.
result The past operating margins are strong predictors for future sales distributions.
Detailed empirical studies of publicly traded business firms have established that the standard deviation of annual sales growth rates decreases with increasing firm sales as a power law, and that the sales growth distribution is non-Gaussian with slowly decaying tails. To explain these empirical facts, a theory is dev…
Model predicts competition between similar products in sales.
problem Predicting cannibalization between similar products in sales.
method Developed a neural network model that computes a 'competitiveness' function based on product features.
result The model outperforms traditional methods in predicting market share.
Empirical data of supermarket sales show stylised facts that are similar to stock markets, with a broad (truncated) Levy distribution of weekly sales differences in the baseline sales [R.D. Groot, Physica A 353 (2005) 501]. To investigate the cause of this, the influence of social interactions and advertisements are st…
The paper introduces a method for forecasting corporate sales growth using multiple reference variables.
problem Forecasting corporate sales growth with multiple reference variables.
method Reference class selection using rank-based algorithms and principal components analysis for data dimension reduction.
result Dimension reduced variables with past sales growth rates and operating margins perform well in forecasting.
We consider a context-based dynamic pricing problem of online products, which have low sales. Sales data from Alibaba, a major global online retailer, illustrate the prevalence of low-sale products. For these products, existing single-product dynamic pricing algorithms do not work well due to insufficient data samples.…
A constrained informationally efficient market is defined to be one whose price process arises as the outcome of some equilibrium where agents face restrictions on trade. This paper investigates the case of short sale constraints, a setting which despite its simplicity, generates new insights. In particular, it is show…
Paper analyzes fire sales in a network of banks using VWAP and LOB pricing.
problem Optimal asset liquidation and borrowing strategies in a network of banks.
method Nash equilibrium model with two market clearing mechanisms.
result Existence and uniqueness of clearing solutions for liquidations, borrowing, prices, and haircuts.
Model explains how stablecoin runs are influenced by large sales and reserve quality.
problem Understanding and predicting stablecoin runs due to large sales and poor reserve quality.
method Global game model addressing both large sales and poor reserve quality, analyzing risk components.
result The probability of a run increases with large sales and decreases with precise public knowledge, but increases with precise private signals when fundamentals are weak.
Analytical results bound the approach to oligarchy in a modified asset exchange model.
problem Analyzing economic inequality in a modified asset exchange model.
method Analytical results using Gini coefficient and differential inequalities.
result The Gini coefficient is bounded by a first-order differential inequality.
Paper predicts future sales using machine learning techniques.
problem Predict future sales of retail products using past data.
method Used eXtreme Gradient Boosting (XGBoost) and Long Short Term Memory (LSTM) for forecasting.
result XGBoost performed better than LSTM in predicting sales.
Improved sales forecasting at various levels using ensemble methods.
problem Enhancing sales forecasting accuracy at different levels of e-commerce data.
method Hierarchical robust aggregation of sales forecasts using exponential smoothing and Holt's linear trend method.
result Better forecasts at subsubfamily, subfamily, and family levels compared to individual techniques.
As Internet-based commerce becomes increasingly widespread, large data sets about the demand for and pricing of a wide variety of products become available. These present exciting new opportunities for empirical economic and business research, but also raise new statistical issues and challenges. In this article, we su…
Model predicts alternating market dominance for two competing firms.
problem Alternating market dominance of two competing firms in a competitive market.
method Deterministic model with investment strategy, stability analysis of fixed points, bifurcation diagrams, time-series analysis.
result Leapfrogging regime is stabilized by specific parameter values and high elasticity coefficient.
This study enhances sales forecasts by integrating market indicators into forecasting models.
problem Traditional forecasting models rely solely on historical demand data.
method Automated integration of macroeconomic time series data (GDP growth) into forecasting models using feature selection methods.
result Feature selection methods, especially Forward Feature Selection, significantly improve forecasting accuracy.
Machine learning improves hierarchical forecasting of sales time series.
problem Hierarchical forecasting of sales time series is challenging due to dynamic changes.
method Used artificial neural networks, extreme gradient boosting, and support vector regression to disaggregate time series.
result Machine learning models outperform traditional methods in predicting sales time series with high volatility.
New model predicts sales of new products with short life cycles.
problem Forecasting sales of new products with short lead times and life cycles.
method Developed an exponential factorization machine (EFM) to consider attributes and pairwise interactions.
result EFM model outperforms existing models in terms of MAPE and MAE.
Before a person can be prosecuted and convicted for insider trading, he must first execute the overt act of trading. If no sale of security is consummated, no crime is also consummated. However, through a complex and insidious combination of various financial instruments, one can capture the same amount of gains from i…
Paper introduces SALE for better state-action learning in RL.
problem Challenges in representation learning for low-level states in RL.
method Introduces SALE, a novel approach for learning embeddings of state-action interactions.
result TD7 algorithm significantly outperforms existing continuous control algorithms.
This paper argues that there has not been enough discussion in the field of applications of Gaussian Process for the fast moving consumer goods industry. Yet, this technique can be important as it e.g., can provide automatic feature relevance determination and the posterior mean can unlock insights on the data. Signifi…
Paper proposes a method to estimate consumer valuations from bundle sales data.
problem Estimating consumer valuations from bundle sales data using classical methods is challenging.
method Proposes an approach using EM algorithm and Monte Carlo simulation to estimate consumer valuations from bundle sales data.
result The approach can recover the distribution of consumers' valuations and is robust to unobserved no-purchases and clustered market segments.
Study finds inventory inaccuracies are linked to store activity and product perishability.
problem Inventory record inaccuracy in grocery retailing environments.
method Analysis of 24,000 SKUs across 11 stores, field quasi-experiment on audits.
result Inventory audits can boost sales by 11%, especially for perishable items.
Complex contagion model explains financial fire sales through continuous asset prices.
problem Modeling financial fire sales with a continuum of asset prices.
method Developed a threshold model of continuous-state cascades using real values for asset prices.
result Discretization approach accurately replicates the distribution of defaulted banks and asset prices.