Bibliographic citations
Cabrera, N., Almonacin, V., Aguirre, J. (2019). Plan de Negocio para la Comercialización de Nueva Línea de Repuestos Alternativos ALOR para equipos de construcción [Trabajo de investigación, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/648829
Cabrera, N., Almonacin, V., Aguirre, J. Plan de Negocio para la Comercialización de Nueva Línea de Repuestos Alternativos ALOR para equipos de construcción [Trabajo de investigación]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2019. http://hdl.handle.net/10757/648829
@mastersthesis{renati/1287005,
title = "Plan de Negocio para la Comercialización de Nueva Línea de Repuestos Alternativos ALOR para equipos de construcción",
author = "Aguirre Alvarado, Jhon Cristian",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2019"
}
This research paper develops a proposal for the commercialization of alternative spare parts for heavy construction machinery with the characteristics of differentiation in terms of product design and manufacturing within the segment of the alternative market; providing perfect fit mechanical parts for machinery, this translates substantially into improving the performance of the machinery. In medium and small construction companies, alternative spare parts are required when machinery has reached the working hours within the original warranty; and from this point in the lifetime of the machinery medium and small construction companies begin to analyze "cost efficiency", leading the possibility of using the alternative spare parts against the genuine and for this it becomes important, accessibility, immediacy, availability and price of spare parts. The target customer segment is characterized by construction machinery owners of the world leader in heavy machinery operating on small or medium-sized projects, who are today making short-term decisions on how to keep their machinery, they don't seek a complete overhaul of their machinery with premium parts, they find greater value in the promptness of fixing the machinery to get back to work, these decisions are often closely related to pressures to meet cash flow and monthly business goals. This segment of customers currently acquires alternative spare parts experiencing dissatisfaction with the low quality of existing products in the Peruvian market. For this segment, the proposal offers the highest performance that can be provided to the "Classic Machinery" using perfect fit spare parts of great reliability with guaranteed availability through a network of distributors that will be located nationwide and all of this at a reasonable cost for alternative spare parts. The potential market is made up of all customers who own machinery from the leading brand in classic heavy machinery (older than 10 years), which for a park of more than1,500 equipment represents an estimated market potential greater than USD 7 MM; on the other hand the target market is made up of 30% of the potential market customers who will reach the 3rd year with an estimated opportunity greater than 2MM USD. The suppliers that operate in the current market of alternative spare parts are atomized and dispersed, in this context there is no leading brand in the segment; this represents a good opportunity for the national leader in heavy machinery company since in addition of the product offered, it can use the support that characterizes it to get penetrated and positions in the segment through the launch of ALOR spare parts. The investment for start-up of the business is 800,000 USD, with debt financing being 62.5%, the destination of the investments will be tangible assets related mainly to the location and preparation of the stores in the main conglomerates of country spare parts and initial stock level. It has been possible to demonstrate that the business is profitable by analyzing its main indicators and this means that it is perfectly feasible to continue the process of expanding the business by opening new points of sale in the country; however; this analysis is not part of the scope of the development of this research paper. Thus, for a moderate scenario of business cash flow projections that considers inflation of 2.5% and 20% annual sales growth; we have a 5-year return on investment period. In the financial evaluation, we obtain a Net Present Value of $576,184.00, which shows us that entrepreneurship is profitable by surpassing the income to its egress for the next 5 years. In addition, an Internal Rate of Return of 18% that exceeds the discount rate used.
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