Mohamad Amir Zeynali - MSc., Faculty of Industrial and Systems Engineering, Tarbiat Modares University, Tehran, Iran;
Amir Albadvi - Professor, Faculty of Industrial and Systems Engineering, Tarbiat Modares University, Tehran, Iran;

This paper presents a comprehensive study on optimizing trade promotions in the footwear industry,focusing on the partnership between Adidas, a renowned manufacturer, and GearWest, a leadingretailer. The research explores the application of data-driven decision-making techniques, machinelearning, and revenue management to design effective trade promotions. Utilizing a dataset spanning atwo-year period and employing various ML algorithms, we predict demand and assess the performanceof different pricing strategies. The proposed model achieves a substantial increase in revenues comparedto traditional off-invoice discounts. Additionally, we discuss the implications of our findings andhighlight future research targets

Trade Promotion Optimization, Machine Learning, Demand Forecasting, Pricing Strategy,Revenue Management, Supply Chain.