Makro Food Service (MFS): em busca da ampliação no mercado de São Paulo
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Tipo
Dissertação
Data de publicação
2021-05-27
Periódico
Citações (Scopus)
Autores
Tortelote, Sandro Lopes
Orientador
Miguel, Lilian Aparecida Pasquini
Título da Revista
ISSN da Revista
Título de Volume
Membros da banca
Cappellozza, Alexandre
Costa, Edson
Costa, Edson
Programa
Administração do Desenvolvimento de Negócios
Resumo
Subject: This work was prepared with the objective of exploring, with the identification, diagnosis
and validation, an opportunity for Makro Food Service (MFS), a company in the wholesale
sector, seeking a sustainable expansion.
Application: The opportunity taken advantage of through the realization and management of
the category according to the demand of each HORECA customer segment and reformatting
the sales approach.
Impact: Current value chain will be impacted, as all process within should be changed with the
proposal to take advantage of the opportunity. In order not to cause any disruption in the current
chain, the work foresees progressive implantation, being applied in a pilot municipality (Campos
do Jordão, Taubaté or São José dos Campos). The data collected in the intervention must
be used in a process of continuous improvement and the data in the form of other locations in
São Paulo.
Inovation: The innovation applied in the solution to obtain the opportunity was incremental,
noting that the main changes must occur in value chain processes. In addition, data and information
system will be used to conduct the negotiation processes, based on the customer's needs,
which will allow a direct channel between supplier and customer.
Complexity: The main challenge of intervention will be the application of the new model without
affecting the current ways of work of Makro Food Service. In addition, the current budget
should be followed with no over costs. Another challenge will be to prepare salespeople to
change the way they approach customers since in the proposed model collect data in a precise
way will be essential to reach the opportunity.
Methodological and procedures: The methodology for preparing practical work and science
in administration and accountability was used in the designed and built of this paper. The methodology
consists of to understand the opportunity, analysis and diagnosis and then propose a
solution, action plan, intervention, evaluation, and final report. All steps of this methodology
were applied in this paper.
Descrição
Palavras-chave
Makro Food Service , ampliação , oportunidade , cliente alvo
Assuntos Scopus
Citação
TORLELOTE, Sandro Lopes. Makro Food Service (MFS): em busca da ampliação no mercado de São Paulo. 2021. 70 f. Dissertação (Mestrado Profissional em Administração do Desenvolvimento de Negócios) - Universidade Presbiteriana Mackenzie, São Paulo. 2021.