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The paper is devoted to examining influence of transformation of the manufacturer’s choice of wholesale buyers on profitability level of its activities. When using business analysis for testing of hypothesis methods of experts interviewing, respondents surveying and interviewing were used, processing of the received data was done by Osterwalder’s business model canvas, value stream maps, contextual and comparative analyses, economic-mathematical methods; conceptual categorial apparatus examined by frame analysis. The results show an expediency of wholesale buyers choice checking for profitability increasing and further increasing of share of wholesale buyers with high purchasing potential and for offering them expected value by more flexible delivery system. For implementing the developed approach, a special consequence of steps was elaborated, the first step contains personnel education oriented on his categorial conceptual apparatus correcting. The suggested approach could become an effective instrument of the manufacturer profitability increasing.
М.А. Никитин (Wed,) studied this question.