Proposta de um novo modelo de negócios da Nexans PABU para o mercado do Brasil
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Tipo
Dissertação
Data de publicação
2021-02-12
Periódico
Citações (Scopus)
Autores
Sunhog, Guilherme Peres
Orientador
Miguel, Lilian Aparecida Pasquini
Título da Revista
ISSN da Revista
Título de Volume
Membros da banca
Caldeira, Adilson
Shiraishi, Guilherme de Farias
Shiraishi, Guilherme de Farias
Programa
Administração do Desenvolvimento de Negócios
Resumo
Subject
The purpose of this work is to take advantage of an opportunity to improve the sales strategy and
business model of the Nexans PABU business unit - European manufacturer of electrical connection
accessories for cables to the Brazilian market, providing better integration between the supply chain
and the market demand.
Application
This opportunity involves a focus adjustment for the organization's management, about how to
increase the value recognized by the customer while reducing physical inventory costs and
optimizing sales human resources adding a strategic alliance with distributors.
Innovation
The innovation contained within this process is about the reduction of supply chain steps, optimizing
product offer at the national market.
Impact
Decisions to adapt an internal sales strategy switching partially to a more horizontal model is an
economic impact that can increase the transaction value, reduce costs and financial risks for Nexans,
including the participation of strategic alliances to growth sales and marketshare.
Complexity
Organizational changes due to the pandemic COVID-19 are a reason that impacts the evolution in
sales, causing a human resources and physical resources reduction. The currency exchange rate
increasing in Brazil and the organizational decision to reduce complexity in the operations with no
local stocks is a critical but decisive point for a new business model proposal.
Methodology
This work was elaborated based on the methodological proposal of problem solving and exploration
of opportunity, by Marcondes, Miguel, Franklin & Perez (2017).The analysis of the internal and
external moment of the organization and the local market is supported by a customer recognized
sales value survey, searching for a balance between the currency floating exchange rate risk to the
imported products, and the present competition with established distribution channels.
Descrição
Palavras-chave
acessórios de conexão elétrica , segmento de mercado B2B , modelo de negócios
Assuntos Scopus
Citação
SUNHOG, Guilherme Peres. Proposta de um novo modelo de negócios da Nexans PABU para o mercado do Brasil. 2021. 78 f. Dissertação (Mestrado Profissional em Administração do Desenvolvimento de Negócios) - Universidade Presbiteriana Mackenzie, São Paulo. 2021.