Methodical approach to the choice of the optimal channel of the sale of coal products

The purpose of the article is to improve the methodical approach to choosing the optimal channel for the sale of coal products, taking into account the peculiarities of the operation of coal-mining enterprises. As a result of the study, the estimation and selection of the optimal channel for the sale of coal products was performed using the hierarchy analysis method (T. Saati method), the expert method on the basis of ball scoring and analytical-estimation method. The criteria of choosing the optimal channel of coal production are defined, which are systematized into 4 groups: economic (volume of sales of coal products, reduction of expenses for the organization of sales activities, increase of profitability of implementation); organizational (timeliness of payment for coal shipped, establishment of long-term partnerships with consumers due to increase of the level and quality of service and reliability of deliveries, flexibility of payment, the possibility of control over the processes of sales activities); market (the possibility of adaptation to constant changes in the market situation of coal and institutional environment) and information (the possibility of obtaining the necessary information and the use of modern information and communication technologies). The advantages of direct coal deliveries to consumers are proved, which makes up almost 90% of the volume of sales of coal-mining enterprises. It is proposed when calculating the volume of the supply of coal products to large-scale consumers to take into account factors such as annual demand for coal; price; expenses for the organization of sales activities (expenses for servicing consumers and transportation of coal); inflation rate and risk factor. Prospects for further research in this area are the development of a method for the economic evaluation of the optimal channel for the sale of coal products.