Oportunidade de negócios em uma empresa internacional de produção e venda de equipamentos industriais customizados

• Autor(a) principal: Azevedo, Paulo Alexandrino Silva de
• Data de Publicação: 2019
• Tipo de documento: Dissertação
• Idioma: por
• Título da fonte: Biblioteca Digital de Teses e Dissertações do Mackenzie
• Texto Completo: http://dspace.mackenzie.br/handle/10899/23047
• topic: desenvolvimento de negócios; estratégia; criação de valor; CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESAS

This paper describes a project carried out with the objective of taking advantage of the business development opportunity of a multinational manufacturing company’s commercial branch installed in Brazil that supplies customized industrial equipment. The project aligns itself to the strategic intent of the company, in search of options to satisfy demands of products and services that can be produced and supplied locally in the country. The work involves identifying and proposing ways to take advantage of opportunities to increase business volume, by increasing the volume of spare parts sales and providing specialized services to industries that use such equipment in their operations. By identifying customer needs, the contextualization of the market and the understanding of how to promote the value creation for all stakeholders, the study provides an understanding of the gaps to be filled so that the products and services have value perceived by the consumers. The project contemplates the understanding of the opportunity, the analysis and the diagnosis of the current situation, allowing the development of a growth strategy and directing to the resulting of economic and financial sustainability of the company by itself. Based on theoretical references describing techniques and instruments commonly used for managerial purposes, we seek to equate the proposed solution in order to consider all the characteristic aspects of the complexity present in the decision process experienced in the organizational environment. The resulting proposal, which contemplates innovation in the interpretation of the opportunities when focusing the customer as basis to the strategic concept for the expansion of the scope of the company's operations in the market, proved to be applicable to the situation identified and replicable under similar conditions experienced in other organizations.