Abstract
Many companies face capacity limitations that impair them to satisfy potential demand. In this context, sales/marketing teams have to decide which demand segments the company should prioritize. In business -to-business contexts, it is common that this selection includes customers with and without a contract. On the operations side, the production teams are interested in finding the most efficient usage for the available capacity. However, decision-making approaches to face such a challenge are scarce. In this paper, we propose a scenario-based robust optimization model to support the sales and marketing teams to define the most profitable sales plan in a setting of limited capacity, to serve multiple customers that can be either non -contractual or operate under quantity-flexibility contracts. The proposed model integrates contract design, portfolio selection, and tactical production planning decisions. By employing our model, we are able to quantify how a product's inclusion in a contract relates not only to its own profitability but also to the profitability of the remaining products that might be offered to the customer using the same resources. Regarding the optimal flexibility level to offer to a customer, it is explained by the expected sales volume, the discount rate depending on the flexibility level, and the demand variability expectation. We expect this approach supports industrial companies in defining the mid-term sales plan and deciding on the conditions to offer to contract customers.

Abstract
Cutting and packing problems are hard combinatorial optimization problems that arise in several manufacturing and process industries or in their supply chains. The solution of these problems is not only a scientific challenge but also has a large economic impact, as it contributes to the reduction of one of the major cost factors for many production sectors, namely raw materials, together with a positive environmental impact. The explicit consideration of uncertainty when solving cutting and packing problems with optimization techniques is crucial for a wider adoption of research results by companies. However, current research has paid little attention to the role of uncertainty in these problems. In this paper, we review the existing literature on uncertainty in cutting and packing problems, propose a classification framework, and highlight the many research gaps and opportunities for scientific contributions.

Abstract
When dealing with cutting problems, the generation of usable leftovers proved to be a good strategy for decreasing material waste. Focusing on practical applications, the main challenge in the implementation of this strategy is planning the cutting process to produce leftovers with a high probability of future use without complete information about the demand for any ordered items. We addressed the two-dimensional cutting stock with usable leftovers and uncertainty in demand, a complex and relevant problem recurring in companies due to the unpredictable occurrence of customer orders. To deal with this problem, a two-stage formulation that approximates the uncertain demand by a finite set of possible scenarios was proposed. Also, we proposed a matheuristic to support decision-makers by providing good-quality solutions in reduced time. The results obtained from the computational experiments using instances from the literature allowed us to verify the matheuristic performance, demonstrating that it can be an efficient tool if applied to real-life situations.

Abstract
Irregular strip packing problems are present in a wide variety of industrial sectors, such as the garment, footwear, furniture and metal industry. The goal is to find a layout in which an object will be cut into small pieces with minimum raw-material waste. Once a layout is obtained, it is necessary to determine the path that the cutting tool has to follow to cut the pieces from the layout. In the latter, the goal is to minimize the cutting distance (or time). Although industries frequently use this solution sequence, the trade-off between the packing and the cutting path problems can significantly impact the production cost and productivity. A layout with minimum raw-material waste, obtained through the packing problem resolution, can imply a longer cutting path compared to another layout with more material waste but a shorter cutting path, obtained through an integrated strategy. Layouts with shorter cutting path are worthy of consideration because they may improve the cutting process productivity. In this paper, both problems are solved together using a biobjective matheuristic based on the Biased Random-Key Genetic Algorithm. Our approach uses this algorithm to select a subset of the no-fit polygons edges to feed the mathematical model, which will compute the layout waste and cutting path length. Solving both strip packing and cutting path problems simultaneously allows the decision-maker to analyze the compromise between the material waste and the cutting path distance. As expected, the computational results showed the trade-off’s relevance between these problems and presented a set of solutions for each instance solved. © 2023, Sociedade Brasileira de Pesquisa Operacional. All rights reserved.

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