Modeli prodaje šumskih drvnih sortimenata u javnim preduzećima šumarstva: komparativna analiza u Republici Srpskoj, Federaciji Bosne i Hercegovine i Republici Srbiji

Sažetak

The sale of forest timber assortments represents a complex and multidimensional process encompassing a wide range of activities, from establishing contact with buyers and negotiating sales agreements, through organizing tenders and defining criteria for evaluating bids, to setting prices and allocating assortments. This paper analyzes the sales procedures in five forest estate within the Public Forest Company “Šume Republike Srpske” (“Zelengora” Kalinovik, “Drina” Srebrenica, “Maglić” Foča, “Panos” Višegrad, and “Vučevica” Čajniče), as well as in three forestry companies from the region: Public Company “Bosansko-podrinjske šume” d.o.o. Goražde, Cantonal Public Forestry Company “Sarajevo-šume” d.o.o. Sarajevo, and Public Company “Srbijašume” Belgrade. The aim of the research was to identify and compare the procedures and processes of organizing sales in public forestry companies. In addition to applying classical scientific methods (classification, analysis, synthesis, induction, and deduction), a survey was conducted among employees directly or indirectly involved in sales activities to obtain practical insights and perspectives from the practice. The survey results indicated a series of challenges in organizing sales, ranging from the complexity of procedures and lack of market flexibility to the need for more efficient professional services and improvements in the customer scoring system. The comparative analysis revealed that sales models among the observed companies differ significantly, with clearly identified strengths and weaknesses of individual approaches. Based on the obtained results, the paper provides specific recommendations aimed at improving the existing sales system in public forestry companies, with the ultimate goal of enhancing economic and financial performance.