Bibliographic citations
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Astonitas, D., Baluarte, A., Farfan, F. (2021). Estrategia de gestión comercial para Capricornio S.A., 2021 [Pontificia Universidad Católica del Perú]. http://hdl.handle.net/20.500.12404/20890
Astonitas, D., Baluarte, A., Farfan, F. Estrategia de gestión comercial para Capricornio S.A., 2021 []. PE: Pontificia Universidad Católica del Perú; 2021. http://hdl.handle.net/20.500.12404/20890
@mastersthesis{renati/28554,
title = "Estrategia de gestión comercial para Capricornio S.A., 2021",
author = "Farfan Rodriguez, Freddy Alonso",
publisher = "Pontificia Universidad Católica del Perú",
year = "2021"
}
Title: Estrategia de gestión comercial para Capricornio S.A., 2021
Authors(s): Astonitas Astonitas, Domingo Elias; Baluarte Achata, Alonso Humberto; Farfan Rodriguez, Freddy Alonso
Advisor(s): Sánchez Paredes, Sandro Alberto
Keywords: Consultores de empresas; Gestión comercial
OCDE field: https://purl.org/pe-repo/ocde/ford#5.02.04
Issue Date: 15-Nov-2021
Institution: Pontificia Universidad Católica del Perú
Abstract: En el presente documento se explora la implementación de una consultoría de negocios que,
con el uso de distintas estrategias, busca solucionar la ineficiencia en la confirmación de
pagos, problema que influye directamente en las ventas y el EBITDA de la empresa
Capricornio S.A. Para lograrlo se siguió una serie de pasos que permitieron conocer la
situación actual de la empresa, tanto internamente como con agentes externos que pudiesen
influir en la toma de decisiones; esto permitió identificar el problema principal anteriormente
mencionado. Adicionalmente, se consultaron bases bibliográficas, lo que permitió establecer
el mejor curso de acción para el desarrollo del plan de trabajo e implementación de esta
consultoría de negocios. Posteriormente, se realizó un análisis de las posibles alternativas de
acción y se evaluaron cuáles de estas significarían las soluciones óptimas. Se desarrolló un
plan de implementación de las alternativas elegidas en el que se establecieron los factores
clave de éxito que permitan alcanzar los objetivos propuestos. Cabe mencionar que el
proyecto requerirá una inversión inicial de S/ 29,880, el cual generará un ahorro en costos
administrativos por el pago de comisiones bancarias de S/ 88,390 anuales, reducción de
costos por la implementación de una solución tecnología de S/ 54,000 anuales y un
incremento en ventas por el mayor enfoque comercial de S/ 416,667 anuales, estas tres
mejoras combinadas impactan positivamente en 0.3% en el EBITDA y el marge neto, que se
traducirá en una tasa interna de retorno del proyecto de 291% y una VAN de S/ 210,827.
The present document explores the implementation of a business consulting using several strategies in order to improve the efficiency of payment confirmation system used by Capricornio S.A. This problem affects directly sales and profitability objectives of the company. The consulting team followed a series of steps to visualize the actual situation of the company, both internal and external, and allowed to identify the main problem that was mentioned above. Bibliography was also consulted to develop the best course of action for the work and implementation plan of this business consulting. Subsequently, an analysis of the possible alternatives of action was carried out and the best alternatives were evaluated. The implementation plan was developed using the chosen strategies and the key success factors to achieve the given goals. It is worth to mention that the project will require an initial investment of S/ 29,880, which will generate savings in the administrative expenses of S/ 88,390 per year, reduce the development cost of a new technological solution in S/ 54,000 per year and increase sales value in S/ 416,667 per year due to the sales focus improvement. These three improvements will have a positive impact of 0.3% of the sales value on the EBITDA and the net margin, which will be translated into an internal rate of return of the project of 291% and a NPV of S/ 210,827.
The present document explores the implementation of a business consulting using several strategies in order to improve the efficiency of payment confirmation system used by Capricornio S.A. This problem affects directly sales and profitability objectives of the company. The consulting team followed a series of steps to visualize the actual situation of the company, both internal and external, and allowed to identify the main problem that was mentioned above. Bibliography was also consulted to develop the best course of action for the work and implementation plan of this business consulting. Subsequently, an analysis of the possible alternatives of action was carried out and the best alternatives were evaluated. The implementation plan was developed using the chosen strategies and the key success factors to achieve the given goals. It is worth to mention that the project will require an initial investment of S/ 29,880, which will generate savings in the administrative expenses of S/ 88,390 per year, reduce the development cost of a new technological solution in S/ 54,000 per year and increase sales value in S/ 416,667 per year due to the sales focus improvement. These three improvements will have a positive impact of 0.3% of the sales value on the EBITDA and the net margin, which will be translated into an internal rate of return of the project of 291% and a NPV of S/ 210,827.
Link to repository: http://hdl.handle.net/20.500.12404/20890
Discipline: Administración Estratégica de Empresas
Grade or title grantor: Pontificia Universidad Católica del Perú. CENTRUM
Grade or title: Maestro en Administración Estratégica de Empresas
Juror: Percy Samoel Marquina Feldman; Carlos Eduardo Agüero Olivos
Register date: 15-Nov-2021
This item is licensed under a Creative Commons License