Web proceedings papers


Goran Vitanov , Igor Stojanovik and Zoran Zdravev


This paper describes the practical use of data mining techniques in wholesales though concrete steps of developing the distribution network. We are choosing a number of techniques for solving the problem through analyzing the specifics of the market situation, defining the business problem, and setting up its model. The cluster analysis enables us to group the data according to similarities of the market segmentation, product categories, regions and groups by turnover, while with the decision trees we are separating the big data collection into consecutive groups. Using these techniques we gain knowledge and have the opportunity to predict the future trends with high probability and on this basis to make a more precise and trustworthy business decision.


Data Mining, Cluster, Decision trees, Wholesales