“ANÁLISIS DEL MODELO DE GESTIÓN DE RECURSOS HUMANOS POR COMPETENCIAS DEL GRUPO GLORIA“
TRABAJO DE INVESTIGACION PRESENTADO PARA EL CURSO DE GESTION DE PERSONAS DIRIGIDO POR EL PROFESOR CESAR H.ORDOÑEZ
PRESENTADO POR: Alcántara Pl! "#$%n &'n(aca R)a*! Al+#n(ra V%llal,* &'-! Jac/#l%n#
CHICLAYO - PERÚ 2014
1
INTRODUCCIÓN
El 0r#*#nt# tra,a) (# %n$#*t%1ac%2n *# trata *,r# 3El +(#l (# la 1#*t%2n (# l* r#c'r** 4'+an* 0r c+0#t#nc%a* 5'# r#al%a #l GRUPO GLORIA6. Act'al+#nt# la 1#*t%2n (#l r#c'r* 4'+an tal#nt 4'+an #* 'n 0%lar #n la* #*trat#1%a* (# c'al5'%#r r1an%ac%2n 0r5'# cn*%(#ra! #n 1ran $alr! #l tal#nt 4'+an 5'# #* (# 1ran a7'(a 0ara la %nn$ac%2n! 0r('ct%$%(a(! cr#c%+%#nt! 7 *,r# t( #n c+0#t%t%$%(a(! 0r #ll cn*%(#ran atra#r a l* +#)r#* cla,ra(r#* 0ara (#*#+0#-ar (%*t%nt* 0'#*t*! r#t#n#r a *' 0#r*nal cn %nc#nt%$*! +t%$arl* a 'n +#)r (#*#+0#- la,ral 7 a7'(arl* #n la* cn*tant#* act%$%(a(#* (# la #+0r#*a. El &(#l (# C+0#t#nc%a* 0r$## (#*cr%0c%2n #n t8r+%n* (# c+0rta+%#nt*! (# l* cnc%+%#nt*! la* 4a,%l%(a(#* 7 la* act%t'(#* n#c#*ar%a* 0ara 'n (#*#+0#- (# alt $alr. La ,*#r$ac%2n 7 +#(%c%2n (# #*t* 0atrn#* (# c+0rta+%#nt n* 0#r+%t#n act'ar *,r# *' (#*arrll! cn$%rt%8n(l* #n 9actr#* crt%c* 0ara #l 8;%t %n(%$%('al 7 la 0#r9r+anc# cr0rat%$a. Pr l tant +%#ntra* (#*arrll#+* la %n$#*t%1ac%2n 0(r#+* %(#nt%9%car (# 5'8 +an#ra #l GRUPO GLORIA r#al%a *' +(#l (# 1#*t%2n 0r c+0#t#nc%a* 7 $#r#+* c+ #l 8;%t 5'# 4a alcana( #* 'na (# la* 0r%nc%0al#* cn*#c'#nc%a* (# #*t#.
2
MISIÓN
Ela,rar 7 c+#rc%al%ar 0r('ct* al%+#nt%c%*! r%#ntán(n* a %+0'l*ar la %nn$ac%2n #n ca(a 'n (# 8*t*! 0ara ,t#n#r l* +á* alt* #*tán(ar#* (# cal%(a( 5'# *at%*9a1an a n'#*tr* cn*'+%(r#* #n l* +#rca(* 5'# a,a*t#c#+* 7 5'# cntr%,'7an al ,alanc# n'tr%c%nal #n la al%+#ntac%2n (# l* 41ar#*. Cr##+* 5'# n'#*tr 8;%t c+#rc%al (#0#n(# (# 0r0rc%nar la cal%(a( 7 *at%*9acc%2n a n'#*tr* cn*'+%(r#* 7 cl%#nt#*< 9r#c%#n( 0r('ct* *al'(a,l#* a 0r#c% )'*t. Cr#c#r #n 9r+a **t#n%(a 7 rac%nal! 0r0rc%nan( 'n r#n(%+%#nt )'*t a n'#*tr* acc%n%*ta* 7! (#*arrllan( 7 +t%$an( a n'#*tr 0#r*nal +#(%ant# 'na %nt#1rac%2n #9#ct%$a. La 9%l*9a #n la c'al ,a*a+* n'#*tr 8;%t #* c'+0l%r n'#*tra* ,l%1ac%n#* cn 'na cn('cta 8t%ca! 9+#ntan( 'na c'lt'ra (# 8;%t #n t(* l* %nt#1rant#* (# n'#*tra #+0r#*a. A*%+%*+ 0rc'ra+* #l ,%#n#*tar 7 0r1r#* (# la* c+'n%(a(#* #n la* 5'# act'a+*. VISIÓN
&ant#n#r #l l%(#ra1 #n #l +#rca( nac%nal 7 #;0an(%rn* #n #l +#rca( %nt#rnac%nal! a 0art%r (# la #la,rac%2n (# 'na a+0l%a 1a+a (# 0r('ct* al%+#nt%c%*! cn 0r#c%* c+0#t%t%$* 0n%#n( a (%*0*%c%2n (# n'#*tr* cn*'+%(r#* (# l* (%9#r#nt#* *#ctr#* 0r('ct* (# alta cal%(a( a tra$8* (# ,'#na* 0ráct%ca* %n('*tr%al#* 7 c+#rc%al#*< ll#1an( a *#r *%#+0r# *' 0r%+#ra 0c%2n #n n'#*tra $ar%#(a( (# 0r('ct*. OBJETIVOS
•
Incr#+#ntar #l cn*'+ 0#r cá0%ta (# láct#* a n%$#l nac%nal! a* c+! (#
•
a0r$#c4ar #l cr#c%+%#nt (# cn*'+ (# )'1* 7 r#9r#*c*. L%(#rar #n la 0r('cc%2n 7 $#nta (# l#c4#* 7 71'r#* cn 'na ca+0a-a (# +ar/#t%n1 r%#nta(a a n%-*! a(l#*c#nt# 7 )2$#n#*.
3
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S#1'%r 9rtal#c%#n( *' 0r#*#nc%a #n #l +#rca( lcal (# láct#* 7 (#r%$a(* 7 *' 0*%c%2n c+0#t%t%$a +#(%ant# 'na #*trat#1%a +'lt%+arca*! a la $# (# (%$#r*%9%car #l +%; (# 0r('ct* 0ara r#('c%r la (#0#n(#nc%a al n#1c% láct#. VALORES DE LA EMPRESA
Glr%a S.A.! al %1'al 5'# la* (#+á* #+0r#*a* (#l Gr'0 Glr%a! c%+%#nta *' 8;%t 7 cr#c%+%#nt #n la *%1'%#nt# (#clarac%2n (# $alr#*. •
C'+0l%+%#nt (# la* ,l%1ac%n#*:
T(* l* act* (# la #+0r#*a *# r%1#n 0r 'na cn('cta 4n#*ta! tran*0ar#nt# 7 8t%ca! a* c+ 0r #l 9%#l c'+0l%+%#nt (# *'* ,l%1ac%n#* 7 #l #*tr%ct acata+%#nt (# la* l#7#* (# l* +#rca(* #n 5'# 0#ra+*. •
D#(%cac%2n al tra,a):
S# 9+#nta 'na c'lt'ra (# tra,a) (n(# #l #*9'#r 7 (#(%cac%2n (# l* cla,ra(r#* (# la #+0r#*a *# r%#nt# a ,r%n(ar *#r$%c%* 7 0r('ct* (# la +á* alta cal%(a( 0ara a*#1'rar la *at%*9acc%2n (# l* cl%#nt#* 7 cn*'+%(r#*. •
Pr'(#nc%a #n la a(+%n%*trac%2n (# l* r#c'r**:
S# r#cnc# la %+0rtanc%a (# 0lan%9%car 7 1#*t%nar rac%nal+#nt# l* r#c'r** (# la Cr0rac%2n 0ara a*#1'rar *' *l%(# 7 cnt%n'%(a( #n ,#n#9%c% (# *'* 0r$##(r#*! cl%#nt#*! cla,ra(r#*! acc%n%*ta* 7 la* c+'n%(a(#* #n la* 5'# act=a.
4
•
C'lt'ra (#l 8;%t:
En la #+0r#*a *# traan ,)#t%$* #;%1#nt#* 7 *# tra,a)a t#na+#nt# 4a*ta alcanarl*. S# ,'*aca +ant#n#r 7> alcanar 0*%c%n#* (# l%(#ra1 #n t(a* la* act%$%(a(#* 5'# (#*arrlla la #+0r#*a. •
Or%#ntac%2n a la 0#r*na:
La c+0a-a r#cnc# #l $al%* a0rt# (#l 0#r*nal al cr#c%+%#nt 7 8;%t (# la Cr0rac%2n. S# 9+#nta #l tra,a) #n #5'%0 7 *# $alra #l 0r9#*%nal%*+! %n%c%at%$a 7 cr#at%$%(a( (# n'#*tr* cla,ra(r#*. •
R#*0n*a,%l%(a( *c%al:
La #+0r#*a r#cnc# 5'# #* 0artc%0# (# 'n *%*t#+a *c%al cn #l c'al %nt#ract=a. T(a* la* (#c%*%n#* 7 act* (# la c+0a-a *n cn1r'#nt#* cn (%c4 *%*t#+a *c%al. S# trata (# cntr%,'%r a la 0#r+an#nc%a 7 r#n$ac%2n (# l* r#c'r** nat'ral#*! a* c+ al 0r1r#* (# la* c+'n%(a(#* #n la* 5'# la #+0r#*a act=a.
5
RESEÑA DE LA EMPRESA
El Gr'0 Glr%a #* 'n cn1l+#ra( %n('*tr%al (# ca0%tal#* 0#r'an* cn n#1c%* 0r#*#nt#* #n P#r=! c+ ta+,%8n #n Bl%$%a! Cl+,%a! Ec'a(r! Ar1#nt%na 7 P'#rt R%c. N'#*tra* act%$%(a(#* *# (#*arrllan #n l* *#ctr#* (# láct#* 7 al%+#nt*! #n c#+#nt! 0a0#l#*! a1r%n('*tr%a! tran*0rt# 7 *#r$%c%*< t(* #ll* 9cal%a(* #n la cal%(a( (#l 0r('ct *#r$%c% 5'# *# #ntr#1a al cn*'+%(r #n t( ++#nt. El cr#c%+%#nt 7 9rtal#c%+%#nt #*trat81%c (#l Gr'0 Glr%a *# *'*t#nta a ,a*# (#l l%(#ra1 (# *'* +arca* #n l* +#rca(* (n(# 0#ran. La $ar%#(a( 7 cal%(a( (# l* 0r('ct* 5'# 9a,r%ca 7 c+#rc%al%a! a'na( a la #9%c%#nt# ca0ac%(a( (# (%*tr%,'c%2n 7 tran*0rt# 0ara ll#1ar a t(* l* +#rca(* 5'# a,a*t#c#! l# 0#r+%t#n al Gr'0 Glr%a 1#n#rar *%n#r1%a* 5'# 1arant%an 'na #*tr'ct'ra (%$#r*%9%ca(a (# n#1c%*! ca0a (# (#*#+0#-ar*# cn 8;%t #n 'n #ntrn alta+#nt# c+0#t%t%$. E* a* 5'#! cn cal%(a(! %nn$ac%2n 7 c+0#t%t%$%(a( a7'(a+* a #l#$ar l* #*tán(ar#* (# la r#1%2n 7 cntr%,'%+* cn n'#*tr #*9'#r a a07ar #l (#*arrll (# la #cn+a (#l P#r=. HISTORIA
1!41-1!"#
La #+0r#*a G#n#ral &%l/ C+0an7 Inc. c+ acc%n%*ta +a7r%tar%a! cn*t%t'72 la #+0r#*a L#c4# Glr%a S.A. #l ? (# 9#,r#r (# @@. E*# +%*+ a- #+0r#n(%2 la cn*tr'cc%2n (# la 0lanta %n('*tr%al 7 *# %n%c%2 la 9a,r%cac%2n (# la l#c4# #$a0ra(a Glr%a #l (# +a7 (# @. E*# a- l1r2 ,t'$ 'na 0r('cc%2n (# @ ca)a* 0r (a cn 'n ttal (# ?! ca)a*. En a5'#l t%#+0 la 9'#ra la,ral #*ta,a c+0'#*ta 0r ? 0#r*na*! #ntr# #+0l#a(* 7 ,r#r*. P*t#r%r+#nt#! G#n#ral &%l/ C+0an7 Inc. 9'# a(5'%r%(a 0r Carnat%n C+0an7 7 #n @ L#c4# Glr%a S.A. ca+,%2 *' (#n+%nac%2n *c%al a Glr%a S.A.
6
El cr#c%+%#nt $#rt%1%n* (# la 0r('cc%2n (# l#c4# #$a0ra(a 9'# 0*%,l# 0r la cn*tant# la,r (# a+0l%ac%2n 7 r#n$ac%2n (# la ca0ac%(a( %n*tala(a (# la #+0r#*a! a* c+ 0r la #;0an*%2n (# la* na* (# r#c) (# l#c4# 9r#*ca! l 5'# +t%$2! #ntr# l* a-* @? 7 @! la cn*tr'cc%2n (# 0lanta* r#cl#ctra* 7 #n9r%a(ra* (# l#c4# 9r#*ca #n l* $all#* (# la r#1%2n *'r: V%tr! Pa+0aclca! Ca+%ara! P'5'%na! &#)a! A0la 7 Santa R%ta. E*ta* *# cn*t%t'7#rn #n n=cl#* (# 0r+c%2n 7 (#*arrll (#l 1ana( l#c4#r al 9r#c#r 'n +#rca( *#1'r 7 ,r%n(ar a07 t8cn%c a l* 0r('ctr#* 0r$##(r#*. 1!
%$En #l a- @! (n V%t R(r1'# 9'n(2 cn *'* 0a(r#* #l n#1c% 9a+%l%ar (# tran*0rt# #n Ar#5'%0a. Alcanarn a *#r 'na (# la* #+0r#*a* +á* 1ran(#* (# tran*0rt# (# car1a 0#*a(a (#n+%na(a J*8 R(r1'# Ban(a S.A.! cn*t%t'78n(*# #n 'na 0')ant# #+0r#*a 5'# ,r%n(a,a *#r$%c%* (# tran*0rt# (# l#c4# #$a0ra(a. 1!"$
En +ar (# #*t# a-! J*8 R(r1'# Ban(a S.A. a(5'%r%2 #l 0rc#nta)# +a7r%tar% (# la* acc%n#* (# Glr%a S.A.! 0r0%#(a( (# acc%n%*ta* nac%nal#*. Pr tr la(! N#*tl8 (# S'%a! *# 4a,a cn$#rt%( #n 0r0%#tar%a (# Glr%a S.A. 0r +#(% (# la a(5'%*%c%2n (# la #+0r#*a %nt#rnac%nal Carnat%n C+0an7 #n #l a- @?. A*%+%*+! #n a1*t (#l +%*+ a- J*8 R(r1'# Ban(a S.A. c#rr2 'na tran*acc%2n 7 a(5'%r%2 la +a7ra (# la* acc%n#* (# 0r0%#(a( (# N#*tl8 (# S'%a! cn$%rt%8n(*# c+ r#*'lta( (# #ll #n #l acc%n%*ta +a7r%tar% (# Glr%a S.A. El ? (# a1*t (# #*# a-! J*8 R(r1'# Ban(a S.A. a*'+%2 la (%r#cc%2n (# la #+0r#*a. E*t# 4#c4 +arc2 #l %n%c% (#l Gr'0 Glr%a. D#*(# #*a 9#c4a la +#)ra cnt%n'a! #l 0#r9#cc%na+%#nt 7 +an#) (# la cal%(a( %nt#1ral #n t(a* la* act%$%(a(#* #n la* 5'# #l Gr'0 %nc'r*%na 9'#rn 7 *n #l#+#nt* cla$#* 0ara #l (#*arrll 7 la* %n$#r*%n#* 9't'ra* (# la n'#$a 1#*t%2n! a*0#ct 5'# *# +ant%#n# 4a*ta la act'al%(a(.
7
1!!0-1!!4
En l* a-* ! #l Gr'0 Glr%a %nc'r*%n2 #n n'#$a* act%$%(a(#* 0ara cn*l%(ar *'* n#1c%* # %nt#1ra *' r1an%ac%2n #+0r#*ar%al cn #l 9%n (# 1arant%ar la c4#*%2n 7 #9%c%#nc%a (# l* 0rc#** #n la t+a (# (#c%*%n#*. En @! #l Gr'0 a(5'%#r# la #+0r#*a Far+ac8't%ca (#l Pac9%c S.A. FARPASA 5'# 9'#ra 9'n(a(a 0r S7(n#7 R** S.A. #n @. Entnc#*! 0rc#(# a +#)rar cnt%n'a+#nt# l* 0rc#** 0ara r#c'0#rar *' l%(#ra1 #n #l +#rca( (# l* anal18*%c*! ant%ác%(* 7 la;ant#*. En #*t# +%*+ a-! *# cn*t%t'7# la #+0r#*a Rac%nal%ac%2n E+0r#*ar%al S.A. RACIE&SA c+ #+0r#*a (# *#r$%c%* 0ara t( #l Gr'0! a*'+%#n( la* act%$%(a(#* (# tran*0rt# (# J*8 R(r1'# Ban(a S.A. En (%c%#+,r# (# @. El Gr'0 a(5'%#r# la #+0r#*a P. A. DKOn9r% S.A. +#(%ant# la c+0ra (# la +a7ra (# la* acc%n#* (# la 9a+%l%a DKOn9r%! # %n1r#*a 7 cnt%n=a cn #l l%(#ra1 #n #l +#rca( (# 4#la(*! cara+#l*! c4clat#*! 1all#ta*! 0an#tn#*! #ntr# tr*. Ca+,%2 0*t#r%r+#nt# (# (#n+%nac%2n a DKOn9r% S.A. En @! #l Gr'0 a(5'%r%2 #l C#ntr Pa0#l#r (# E+0r#*ar%* Pr%$a(*! (#+*tran( la ca0ac%(a( (#l Gr'0 0ara (#*#n$l$#r*# cn 8;%t #n #l cnt#;t (# 'na #cn+a a,%#rta! %nc'r*%nan( #n #l +#rca( (# ca)a* (# cart2n crr'1a(! (# 1ran 0t#nc%al (# (#*arrll. En @! a(5'%r%2 la Sc%#(a( A1rar%a Gana(#ra L'%* &artn! #n #l (%*tr%t (# P'#nt# (# P%#(ra #n L%+a. E*ta #+0r#*a 0r('ctra (# 71'r#* 0#r+%t%2 'na rá0%(a %nc'r*%2n #n #*t# +#rca(! a+0l%an( #l 0anra+a (# (#*arrll (# Glr%a S.A. En 9#,r#r (# @! #n 'na l%c%tac%2n %nt#rnac%nal (#ntr (#l 0rc#* (# 0r%$at%ac%2n (# #+0r#*a* #*tatal#*! c+0r2 la #+0r#*a C#+#nt* Ll'ra S.A. #n la c%'(a( (# Ar#5'%0a! =n%ca #+0r#*a 0r$##(ra (# c#+#nt 0ara la na *'r (#l P#r=. P*t#r%r+#nt# ca+,%2 *' (#n+%nac%2n *c%al a M'ra S.A.
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En #*t# +%*+ a- ta+,%8n a(5'%r%2 la #+0r#*a INDERLAC! 0rc#*a(ra (# l#c4# UHT! cr#+a (# l#c4#! 5'#** 7 )'1*. In+#(%ata+#nt# #l Gr'0 %nc'r*%n2 #n la 9a,r%cac%2n (# 0r('ct* láct#* l%*t* 0ara cn*'+%r! cn la +arca Glr%a. 1!!#-1!!!
En @?! tra* 'na l%c%tac%2n! c+0r2 la #+0r#*a (# C#+#nt S'r S.A.! ',%ca(a #n J'l%aca! P'n. Cn #*ta c+0ra! cn*l%(2 #l +#rca( (# c#+#nt #n la r#1%2n *'r (#l P#r=. En (%c%#+,r# (# @ M'ra S.A. a(5'%r%2 la #+0r#*a In('*tr%a* Cac4%+a7 S.A. ',%ca(a a @ /+ (#l C'*c. E*ta #+0r#*a %n%c%a *'* 0#rac%n#* #n #n#r (# @ (#*0'8* (# 'na 0rln1a(a 0aral%ac%2n 5'# *# %n%c%2 #n *#t%#+,r# (# @. En @ Glr%a S.A.! a(5'%r%2 la #+0r#*a P%l An(%na S.A.! 5'# t#na 0lanta* #n Cc4a,a+,a 7 La Pa! (#ntr (#l 0rc#* (# 0r%$at%ac%2n (# #+0r#*a* ,l%$%ana*. El Gr'0 cnc#ntra *'* #*9'#r* #n +#)rar la cal%(a( (#l 0r('ct 7 (# *'* 0rc#**! a* c+ #n +at#r%a c+#rc%al! 9r+an( 'n #5'%0 0r9#*%nal (# $#nta* (# láct#* 7 (#r%$a(*. Cn #*ta a(5'%*%c%2n c0a #l (#l +#rca( láct# ,l%$%an. En a,r%l (# @! $#n(%2 la #+0r#*a DKOn9r% S.A. a la tra*nac%nal N#*tl8 S.A. 7 #l Gr'0 *# r#t%ra (# #*t* +#rca(*. En @! c'l+%n2 la cn*tr'cc%2n (# la 0r%+#ra #ta0a (#l C+0l#) In('*tr%al #n H'ac4%0a! L%+a! *,r# 'n ár#a (# @!? +! cn 'na %n$#r*%2n (# US +%lln#*. Un a- +á* tar(# cncl'72 la cn*tr'cc%2n (# la 0lanta (# (#r%$a(* láct#* 0ara la 9a,r%cac%2n (# 71'r#*! 5'#**! l#c4# 7 )'1* #n ca)a 7 ,l*a UHT. E*t# 9'# 'n 0a* +'7 %+0rtant# 7 #*trat81%c 0ara #l (#*arrll (#l +#rca( nac%nal # %nt#rnac%nal (#l Gr'0! cn*t%t'78n(*# #n 'na (# la* +#)r#* 0lanta* (# *' t%0 #n #l +'n(! cn t#cnl1a (# 0'nta. En @ Glr%a S.A. a,*r,%2! 0r 9'*%2n! la #+0r#*a Carn%lac S.A. (# Ca)a+arca! a-a(%#n( a *' 0r('cc%2n 0r0%a (# 5'#**! la (# 5'#** +a('ra(*. Ta+,%8n *# a+0l%2 la 9rnt#ra (# r#cl#cc%2n (# l#c4# 9r#*ca 0ara #l a,a*t#c%+%#nt (#l C+0l#) In('*tr%al.
9
En *#t%#+,r# (# #*t# a-! a(5'%r%2 l* act%$* (# la #+0r#*a P%l Santa Cr' S.A. IPILCRUZ ',%ca(a #n la 0r$%nc%a (# arn#*! a .? /+ (# la c%'(a( (# Santa Cr' (# la S%#rra! #n Bl%$%a. In%c%2 *'* 0#rac%n#* ,a) #l n+,r# (# In('*tr%a* P%l Santa Cr' S.A.! cnc%(a c+ IPILCRUZ! cn*l%(an( #l l%(#ra1 (#l Gr'0 #n #l +#rca( láct# #n Bl%$%a. En #*t# +%*+ +#* (# *#t%#+,r# (# @! c+0r2 l* act%$* (# la #+0r#*a Fr%#*lan( P#r= S.A. ',%ca(a #n #l $all# (# L'rn! #n L%+a. Cn #*ta c+0ra! *# %ncr#+#nt2 la 9#rta (# l#c4# #$a0ra(a #n #n$a*#* (# cart2n UHT (#l Gr'0. Paral#la+#nt#! *'*cr%,%2 'n cn$#n% 0ara la 0r('cc%2n 7 c+#rc%al%ac%2n (# 0r('ct* cn la* +arca* B#lla Hlan(#*a 7 M+*t 0ara #l P#r=. 2000-2004
El Gr'0 cnt%n=a %n$%rt%#n( #n #l C+0l#) In('*tr%al (# H'ac4%0a! %ncr#+#ntan( la ca0ac%(a( (# 0r('cc%2n (# t(a* la* ln#a* (# 0r('ct*. Ha a+0l%a( *'* 9rnt#ra* (# r#cl#cc%2n (# l#c4# 9r#*ca cn la cn*tr'cc%2n (# c#ntr* (# ac0% 7 #n9r%a+%#nt #n $ar%* $all#* (# la c*ta (#l P#r= c+ P%*c! Ca-#t#! L'rn! H'aral! H'ac4! Tr')%ll 7 C4%cla7. En n$%#+,r# (# ! la Planta (# E$a0rac%2n (# &a)#*! #n Ar#5'%0a %n%c%2 *'* 0#rac%n#*! 0ara c'+0l%r la* 9'nc%n#* (# r#cl#cc%2n! #$a0rac%2n 7 0r#Qtrata+%#nt (# la l#c4# 9r#*ca 0r$#n%#nt# (# l* #*ta,l* (# la c'#nca l#c4#ra (#l *'r (#l 0a*! a* c+ a,a*t#c#r (#l 0r('ct al C+0l#) In('*tr%al (# H'ac4%0a. El (# (%c%#+,r# (# #l Gr'0 Glr%a 7 D#an F(* C+0an7 c#rrarn cn 8;%t la 0#rac%2n (# c+0ra (# la* #+0r#*a* 5'# cn9r+a,an la Cr0rac%2n S'%a P'#rt R%c! t(a* c+0a-a* l(#r#* 7 (# 1ran tra7#ctr%a #n la* %n('*tr%a* láct#a! (# )'1*! ca98 7 #+0a5'#*! a *a,#r: S'%a Da%r7Cr0rat%n! S'%a Fr'%t Cr0rat%n! N#$a Pla*t%c* &an'9act'r%n1 Cr0rat%n! Garr%( C+0a-a Incr0rat#( 7 Garr%( Alt Gran(# Cr0rat%n.
10
El @r (# )'l% (# ! #+0#2 a 0#rar la Planta (# Cnc#ntrac%2n (# L#c4# (# Tr')%ll 5'# 0#r+%t%2 cnc#ntrar la l#c4# 0r$#n%#nt# (# C4%cla7 7 (# la +%*+a lcal%(a(! 0ara a,a*t#c#r #l C+0l#) In('*tr%al (# H'ac4%0a #n L%+a. En #l #n#r ! #l ,l5'# 0atr%+n%al (# la (%$%*%2n (# n%trat* (# M'ra S.A. 9'# tran*9#r%( a la #+0r#*a In('*tr%a* Cac4%+a7 S.A.C. a tra$8* (# 'n 0rc#* (# r#r1an%ac%2n *%+0l# 0ara %+0'l*ar la #;0ltac%2n 7 c+#rc%al%ac%2n (#l n%trat (# a+n%. En a,r%l (# ! In('*tr%a* P%l Santa Cr' S.A. I0%lcr' 9'# a,*r,%(a 0r P%l An(%na S.A. cn*l%(an( a* la 0#rac%2n (# al%+#nt* #n Bl%$%a a 9%n (# 0t#nc%ar la* ár#a* 0r('ct%$a* 7 'n%9%car la* ár#a* (# c+#rc%al%ac%2n! a(+%n%*trac%2n 7 *#r$%c%*. En (%c%#+,r# (# ! #l Gr'0 Glr%a a tra$8* (# *' *',*%(%ar%a C+0a-a R#1%nal (# Láct#* 7 Al%+#nt* (# Cl+,%a S.A.! a(5'%r%2 #l @ (# la* acc%n#* (# la #+0r#*a cl+,%ana Al1arra S.A. La #+0r#*a Al1arra 9'# 9'n(a(a 4ac# ? a-*! *%#n( la 0rc#*a(ra 7 c+#rc%al%a(ra (# l#c4# +á* ant%1'a (#l D#0arta+#nt (# C'n(%na+arca. Prc#*a l#c4# lar1a $%(a! l#c4# #nt#ra 7 cr#+a (# l#c4# ,a) la* +arca* Al1arra! D# la F%nca! Cr#+#;! 7 )'1* Ta+0%c ,a) l%c#nc%a. 200#-200%
En +a7 ? Glr%a#c'a(r S.A.! #+0r#*a *',*%(%ar%a (# J*8 R(r1'# Ban(a S.A. Q Gr'0 Glr%a! a(5'%r%2 #l ? (# la* acc%n#* (# la #+0r#*a láct#a #c'atr%ana L#c4#ra An(%na S.A. LEANSA. E*ta #+0r#*a! 9'n(a(a #n @! 0#ra #n la na (# &ac4ac4% al *'r (# la c%'(a( (# '%t #n Ec'a(r. L#an*a 0rc#*a l#c4# 0a*t#'r%a(a! l#c4# 0a*t#'r%a(a lar1a $%(a UHT! 71'r#*! 4#la(* 7 cr#+a (# l#c4# cn la* +arca* An(%na! An(%na Gl(! An(%n! Encanta(a! Clara! Fr*t%9r'%t 7 N#$#latt. En #n#r (# ! #l Gr'0 Glr%a! a tra$8* (# *' *',*%(%ar%a Cr0rac%2n A'car#ra (#l P#r= S.A. COAZUCAR ,t'$ #l ? (# acc%n#* (# la E+0r#*a A1r%n('*tr%al Ca*a Gran(# S.A.A.! 5'# *'+a( al @ a(5'%r%( ant#r%r+#nt#! ',%c2 al Gr'0 c+ acc%n%*ta +a7r%tar% 7 l 0*%c%n2 c+ l(#r (#l +#rca( a'car#r (#l P#r=.
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En 9#,r#r (#l +%*+ a-! #l Gr'0 Glr%a t+2 #l cntrl (# la a(+%n%*trac%2n (# Tr'0al S.A.! #+0r#*a 0a0#l#ra (#(%ca(a a la 9a,r%cac%2n (# 0a0#l#* 7 cartn#* a 0art%r (# Ba1a (#*+('la( (# ca-a (# a=car. Cn #*ta a(5'%*%c%2n! #l Gr'0 %nt#1r2 0rc#** 0ara +a;%+%ar 7 0t#nc%ar la 0r('ct%$%(a( (# la #+0r#*a #n #l +#rca( (# 0a0#l#* 7 cartn#*. En +ar! #l Gr'0 Glr%a a(5'%r%2 a tra$8* (# *' *',*%(%ar%a Fn( (# In$#r*%n#* D%$#r*%9%ca(a* S.A. #l ? (# la* acr##nc%a* (# la E+0r#*a A1r%n('*tr%al C4%5'%t7 S.A.! 9'n( ',%ca( #n #l $all# (# C4%ca+a #n #l (#0arta+#nt (# La L%,#rta(. S' ,)#t 0r%nc%0al #* (#*arrllar la* act%$%(a(#* a1rar%a* (#l c'lt%$ (# la ca-a (# a=car! a* c+ *' c+#rc%al%ac%2n. En #l +#* (# a,r%l (# ! *# t#r+%n2 la cn*tr'cc%2n (# la* %n*talac%n#* (# la C+0a-a R#1%nal (# Láct#* Ar1#nt%na S.A. CORLASA! #*ta,l#c%(a #n 9#,r#r (# ? +#(%ant# la c+0ra (#l ? (# acc%n#* (# l 5'# #ra Láct#* Santa F# a tra$8* (# la *',*%(%ar%a (#l Gr'0 In$#r*%n#* Glr%a Ar1#nt%na S.A. 7 c+0art%#n( #5'%tat%$a+#nt# la 0r0%#(a( cn #l Gr'0 (# la Fa+%l%a Gn#lla a tra$8* (# *' *',*%(%ar%a La Ra+a(a S.A. CORLASA *# cn*t%t'7# c+ la 0lanta %n('*tr%al +á* +(#rna (# la Ar1#nt%na. T%#n# 'na ca0ac%(a( (# 0r('cc%2n (# tn#la(a* +8tr%ca* 0r (a (# l#c4# #n 0l$ 0ara cn*'+ %nt#rn 7 #;t#rn. En a1*t (# *# a(5'%r%2 Ta,l#r* P#r'an* S.A. TAPESA! a tra$8* (# *' *',*%(%ar%a Fn( (# In$#r*%2n D%$#r*%9%ca(a S.A.! ,t#n%#n( tant la +a7ra acc%nar%a c+ #l cntrl (# la )'nta (# acr##(r#*. TAPESA *# (#(%ca a la 9a,r%cac%2n (# ta,l#r* '*an( ,a1a (# ca-a (# a=car 7 +a(#ra (# 0%n a1l+#ra(* cn r#*%na. TAPESA #* la =n%ca #+0r#*a nac%nal (#(%ca(a a la 9a,r%cac%2n (# ta,l#r* a1l+#ra(*! c+0%t%#n( cn 0r('ct* %+0rta(* 0r%nc%0al+#nt# (# C4%l# 7 Ec'a(r. En (%c%#+,r# (#l +%*+ a-! a tra$8* (# *' *',*%(%ar%a C#ntr Pa0#l#r S.A.C.! #l Gr'0 Glr%a a(5'%r%2 #l @ (# la* acc%n#* (# &an'9act'r#ra (# Pa0#l#* 7 Cartn#* S.A. &PC #+0r#*a (#(%ca(a a la 0r('cc%2n (# cart2n 7 ca)a*. Cn #*ta a(5'%*%c%2n! #l Gr'0 Glr%a *# cn*l%(2 c+ #l l(#r (#l +#rca( nac%nal (# cartn#* 7 ca)a*. En +a7 (# ! cnt%n'an( cn la #*trat#1%a (#*c#ntral%a(ra (#l Gr'0 7 cn la (# cr#c%+%#nt #n #l +#rca( a'car#r! #l Gr'0 Glr%a a(5'%r%2 #l ? (# acc%n#* (#l
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C+0l#) A1r%n('*tr%al Carta$% S.A.A. a tra$8* (# *' *',*%(%ar%a COAZUCAR! l1ran( (# #*ta +an#ra cn*l%(ar *' l%(#ra1 #n #l +#rca( a'car#r c+ #l 0r%+#r Gr'0 a1r%n('*tr%al (#l P#r=. En #*a +%*+a 9#c4a! #l Gr'0 Glr%a a(5'%r%2 #l ?. (# la E+0r#*a A1r%n('*tr%al S%nt'c S.A.A. a tra$8* (# *' *',*%(%ar%a Cr0rac%2n A'car#ra (#l P#r= COAZUCAR. ANÁLISIS INTERNO
MARCAS Y PRESENTACIONES
Glr%a S.A. c'#nta cn tr#* +arca* cr0rat%$a*: Glr%a! P'ra V%(a 7 B#lla 4lan(#*a! cn la* c'al#* c+#rc%al%a 0r('ct* c+ l#c4# #$a0ra(a! l#c4# 9r#*ca! 71'rt 7 )'1*. A(%c%nal+#nt#! Glr%a S.A. %ntr(') la +arca Sal#! &'lt%lac 7 S7 V%(a! 0r('ct* láct#* #la,ra(* cn 0rt#na* (# *7a! 5'# #*tán *%#n( (%r%1%(a* 4ac%a (%$#r** *#ctr#* *c%#cn2+%c*! 5'# cn*t%t'7#n 'na alt#rnat%$a al%+#nt%c%a 0ara a5'#lla* 0#r*na* 5'# a0l%can +a7r c'%(a( a la *al'(. Otra* +arca* c+#rc%al%a(a* 0r la #+0r#*a *n Bnl#! C4%clac! Ar',a! La &#*a! La Pra(#ra! &n/7 7 ca98 &nac. La* +arca* Bnl#! A'rra! P%l 7 El E*ta,l *n 't%l%a(* 0ara la #;0rtac%2n (# l#c4# #$a0ra(a 7 (#r%$a(* láct#* a tr* 0a*#*. A(#+á* (# la* +arca* 0r0%a*! Glr%a 0*## l* (#r#c4* (# '* (# la* +arca* Ta+0%c! 0ara la 0r('cc%2n (# r#9r#*c*! a* c+ M+*t! 0ara la 0r('cc%2n (# 71'rt. Glr%a *# +ant%#n# #n 'n 0rc#* cn*tant# (# (%$#r*%9%cac%2n (# 0r('ct* 7a *#a a tra$8* (# *'* +arca* clá*%ca* a tra$8* (#l (#*arrll (# n'#$a* +arca*! 7 (# n'#$* 0r('ct*. A(%c%nal+#nt#! r#(%*#-an #+0a5'#*! *# %nn$an 0r#*#ntac%n#* 7 *# ca+,%an 9r+at* (# $ar%* 0r('ct*! *%#n( 'n (# *'* ,)#t%$* 0r%nc%0al#* #l (# %ncr#+#ntar #l cn*'+ 0#r cá0%ta (# l#c4# a n%$#l nac%nal! a* c+! a0r$#c4ar #l cr#c%#n( (#l cn*'+ (# )'1* 7 r#9r#*c*.
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OPERACIONES
Glr%a S.A. *# (#(%ca a la %n('*tr%a (# 0r#0arar! #n$a*ar! #n$a*ar +an'9act'rar! c+0rar! $#n(#r! %+0rtar! #;0rtar 7 c+#rc%al%ar t(a cla*# (# 0r('ct* 7 (#r%$a(* láct#*! 0r('ct* al%+#nt%c%* c+0'#*t* 0r 9r'ta*! l#1'+,r#*! 4rtal%a*! ac#%t#* 7 1ra*a* a 0art%r (# *'*tanc%a* an%+al#* 7 $#1#tal#*! #la,rac%2n 7 cn*#r$ac%2n (# 0#*ca( 7 (# 0r('ct* (# 0#*ca( 7 t(a cla*# (# 0r('ct* al%+#nt%c%* 7 ,#,%(a* #n 1#n#ral. Para la r#al%ac%2n (# *'* act%$%(a(#* Glr%a S.A. c'#nta cn c%nc 0lanta* %n('*tr%al#*: HUACHIPA LI&A: c+0l#) %n('*tr%al (# r#c#0c%2n 7 0rc#*a+%#nt (# l#c4#! #n (n(# *# 0r('c# l#c4# #$a0ra(a! (#r%$a(* láct#* 71'rt! 5'#**! +ant#5'%lla! #ntr# tr*! )'1* (# 9r'ta 7 #n (n(# a(#+á* *# 0r('c#n #n$a*#* 7 #+,ala)#*. AREUIPA: (n(# 9'nc%na 'na 'n%(a( (# #$a0r%ac%2n (# l#c4# 7 (# 0r('cc%2n (# l#c4# #$a0ra(a 0ara la r#1%2n *'r (#l 0a*. &AJES AREUIPA: (n(# *# cnc#ntra! #$a0ra 7 0r# trata la l#c4# 9r#*ca 0r$#n%#nt# (# l* 1ana(#r* (# la na! la c'al #* tran*0rta(a a la* 0lanta* %n('*tr%al#* (# H'ac4%0a Ar#5'%0a. CAJA&ARCA: (n(# cnc#ntra la l#c4# 9r#*ca 7 *# #la,ra (#r%$a(* láct#*! c+ 5'#*! +ant#5'%lla 7 +an)ar ,lanc. TRUJILLO: (n(# *# cnc#ntra la l#c4# 9r#*ca 0r$#n%#nt# (# la r#1%2n C4%cla7 7 V%r= 0ara *#r tra*la(a(a al c+0l#) %n('*tr%al (# H'ac4%0a.
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El ac0% (# l#c4#! cn*t%t'7# 0ara 1lr%a 'na (# la* act%$%(a(#* +á* r#l#$ant#* (#ntr (# *' +#t%c'l*a ca(#na (# 0r('cc%2n. Glr%a ac0%a l#c4# (%ar%a+#nt# cntan( cn (%$#r** c#ntr* (# r#c#0c%2n 7 #n9r%a+%#nt (# l#c4# ',%ca(* #n la* 0r%nc%0al#* c'#nca* l#c4#ra* (# la c'#nca nac%nal! 5'# *# #;t%#n(#n (#*(# Tacna! al #;tr#+ *'r (#l 0a* 4a*ta P%'ra 7 Ca)a+arca #n #l nrt#! #n la* 5'# *# ac0%an 7 *# #n9ra la l#c4# 9r#*ca! 0ara *#r tra*la(a(a a la* 0lanta* %n('*tr%al#*. Act'al+#nt#! 1lr%a ac0%a +á* (# @. +%lln#* (# l%tr* (# l#c4# 9r#*ca (%ar%*! a +á* (# @?? 0r$##(r#* 1ana(#r* (# l#c4# a n%$#l nac%nal! *%#n( #l (#0arta+#nt (# Ar#5'%0a la 0r%nc%0al c'#nca (# ac0% c#rca (#l (#l ca0%tal. Glr%a 4a %nt#1ra( #n 9r+a $#rt%cal *'* 0#rac%n#*! a,arcan( t( #l 0rc#* (# 0r('cc%2n (# l* 0r('ct* láct#*! #+0#an( (#*(# la 0r('cc%2n l#c4#ra 4a*ta #l ac0%! #l tran*0rt#! la 0r('cc%2n! #l #n$a*a( 7 la (%*tr%,'c%2n. E*t *# 4a l1ra( 1rac%a* a *'* 0r0%a* ln#a* (# 0r('cc%2n 7 a la 0art%c%0ac%2n (# #+0r#*a* $%nc'la(a* tal#* c+: Tr'0ac! E+0. A1r%n('*tr%al Ca*a Gran(#! Rac%#+c%a! D#0r(#ca! #ntr# tr*. RECURSOS
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RECURSOS TANGIBLES:
Glr%a c'#nta cn c%nc 0lanta* %n('*tr%al#*! (* (# #lla* ',%ca(a* #n Ar#5'%0a! +%#ntra* 5'# la* tra* *# #nc'#ntran #n L%+a! Tr')%ll 7 Ca)a+arca! r#*0#ct%$a+#nt#. La #+0r#*a c'#nta cn c#ntr* (# ac0% 7 #n9r%a+%#nt. El 0r%nc%0al %n*'+ (# l* 0r('ct* #* la l#c4# 9r#*ca! la c'al 0r$%#n# (# +á* (# @@ +%l 0r$##(r#*. •
RECURSOS INTANGIBLE:
Glr%a 't%l%a la 0',l%c%(a( c+ 0'nt 9'#rt# 0ara 9r#c#r *'* 0r('ct* #n ra(%! t$ # %nt#rn#t.
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RECURSOS HU&ANOS:
R#cnc#n #l $al%* a0rt# (# *' 0#r*nal al cr#c%+%#nt 7 8;%t (# la Cr0rac%2n. F+#ntan #l tra,a) #n #5'%0 7 $alran #l 0r9#*%nal%*+! %n%c%at%$a 7 cr#at%$%(a( (# l* cla,ra(r#*. Glr%a ta+,%8n act=a #n la ca0ac%tac%2n (# l* 1ana(#r* 7 tra,a)a #n t#+a* $%nc'la(* al (#*arrll (#l ca+0 cn #nt%(a(#* (# E*ta(* Un%(*! c'7* 9r't* *# $#rán #n #l 9't'r. ESTRATEGIA ORGANI&ACIONAL
El l%(#ra1 5'# +ant%#n# Glr%a S.A. a tra$8* (# l* a-* a* c+ *' rá0%(a #;0an*%2n 7 cr#c%+%#nt< 7 *' %nc'r*%2n #n (%$#r** +#rca(* %nt#rnac%nal#* %+0l%ca 5'# la #+0r#*a c'#nt# cn (%$#r*a* +#t(l1a*! #*trat#1%a* 7 0lan#* (# acc%2n 0ara l1rar *' cn*l%(ac%2n #n #l +#rca( láct#. A* +%*+! tra* #+0r#*a* 0art%c%0ant#* #n #l *#ctr! al t#n#r cnc%+%#nt (# 5'# Glr%a S.A. #* la 'na (# la* #+0r#*a* +á* %+0rtant#* (# #*t# r',r! t%#n#n c+ %nt#rr1ant# *a,#r #l 0r 5'8 #*ta #+0r#*a t%#n# 1ran(#* 8;%t* c+0#t%t%$* a l 5'# J*8 R(r1'# Ban(a (%) #n 'na #ntr#$%*ta r#al%a(a 0r 'n (%ar% %nt#rnac%nal 5'#: cal%(a( #* la ,a*# (# n'#*tr 8;%t a(#+á* a-a(%2 5'# la #+0r#*a cr#c# 1rac%a* a la %nn$ac%2n. N ,*tant# #l 8;%t c+0#t%t%$ (# Glr%a S.A. n *l *# (#,# a la %nt#1rac%2n (# la r1an%ac%2n c+ 'n t(! *%n a la #*0#c%al%ac%2n 5'# t%#n# ca(a ár#a 9'nc%nal 0ara 'na a(#c'a(a r#al%ac%2n (# *'* act%$%(a(#*! 0r l 5'# *# l# atr%,'7# a ca(a (#0arta+#nt *'* 0r0%* 8;%t* c+0#t%t%$* 5'# #n cn)'nt cntr%,'7#n al 8;%t c+0#t%t%$ (#l ttal (# la r1an%ac%2n.
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REA FUNCIONAL DE &AR"ETING
Glr%a S.A. +ant%#n# 'n *%*t#+a 0',l%c%tar% a1r#*%$ %+0n%8n(*# ant# *'* c+0#t%(r#*. El ár#a (# +ar/#t%n1 +an#)a %n9r+ac%2n (#l #ntrn! l c'al %+0l%ca 5'# *# act=a a la 9#n*%$a 7 a la (#9#n*%$a a l* 0*%,l#* 9actr#* 5'# %+0l%can #n la %+0lantac%2n (# la* 0r0'#*ta* (# +#rca(# tal#* c+ lana+%#nt (# n'#$ 0r('ct! #*trat#1%a (# ,a)a (# 0r#c%! #tc. Para #*t #l 0rc#(%+%#nt 5'# cn*%*t# #n: n#c#*%(a(! (#*#! (#+an(a! #;%1#nc%a! 0r('ct! $alr 0#rc%,%(! %nt#rca+,%! tran*acc%2n! tran*9#r#nc%a! 0ara #l cn*'+%(r t%#n#n 5'# *#r 0l#na+#nt# *at%*9#c4* #n l 0*%,l#.
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REA FUNCIONAL DE PRODUCCIN
Glr%a S.A. c'#nta cn 'na 1ran $ar%#(a( (# 0r('ct*! #l c'al *# %+0n#n #n la #l#cc%2n (# 8*t* 0r #l cn*'+%(r 7a 5'# *n 0r('ct* (# 1ran ac#0tac%2n 0r la cal%(a(! %ncl'%( l* c+0n#nt#* n'tr%c%nal#* 5'# cnt%#n#n! #l n%$#l (# 1ra*a! #ntr# tr*. E* 0r #ll 5'# Glr%a *# #*9'#ra 0r +ant#n#r #*# l%(#ra1 (# ac#0tac%2n 0r cl%#nt#* 7 cn*'+%(r#*! 7a 5'# trata (# ll#1ar a *#r la 0r%+#ra 0c%2n #n *'* (%$#r** 0r('ct*. En la #ntr#$%*ta ll#$a(a a ca,! *# %n9r+2 5'# l* %nt#1rant#* 5'# cn9r+a Glr%a S.A. #n #l ár#a (# 0r('cc%2n! *n 0#r*na* cn a+0l%a #;0#r%#nc%a #n *' ca+0 7a 5'# +ant%#n#n *' 0'#*t ('rant# a0r;%+a(a+#nt# a-* •
REA FUNCIONAL DE DISTRIBUCIN
La ra2n (# la cr#ac%2n (# #*ta #+0r#*a 9'# 0ara (%*+%n'%r la car1a tr%,'tar%a 5'# r#c%,a Glr%a S.A.! 7a 5'# al cntar cn 'n $l'+#n cn*%(#ra,l# (# 0r('ct* #* n#c#*ar%a 'na #+0r#*a *',*%(%ar%a 5'# cntr%,'7a a la (%*tr%,'c%2n #9%c%#nt# 5'# Glr%a S.A. +ant%#n# %+0lanta(a. E*ta (%*tr%,'%(ra c'#nta cn 9%c%na* 7 al+ac#n#* #n la* c%'(a(#* (# L%+a! P%'ra! C4%cla7! Tr')%ll! H'anca7! Ica! Ar#5'%0a! C'c! J'l%aca 7 Tacna.
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REA FUNCIONAL DE FINANZAS
S# 0'#(# 4ac#r ntar 5'# F%nana* ta+,%8n a07a a la* (#+á* ár#a* 9'nc%nal#* (# la #+0r#*a! 0ara #ll c'#nta cn #5'%0* (# #*0#c%al%*ta* #n t#+a* 9%nanc%#r*! #*ta ár#a ,a*a *' 8;%t #n #l 0#r*nal 5'# tra,a)a (#ntr (# #lla! 7a 5'#! *#1=n n* (%) #l #ntr#$%*ta(! *n 0#r*na* cn #;0#r%#nc%a 7 cn %n%c%at%$a. ANÁLISIS E'TERNO
ADMINISTRACION INTERNACIONAL
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FOR&AS DE INGRESO A &ERCADOS INTERNACIONALES:
GLORIA S.A. #;0rta l#c4# #$a0ra(a a 0a*#* #n #l Car%,#! A+8r%ca Lat%na! El &#(% Or%#nt# 7 #l O#*t# (# 9r%ca. GLORIA S.A. 4a l1ra( #*t* r#*'lta(* 1rac%a* a *'* 0r('ct* %nt#rnac%nal#* (# alta cal%(a(! 0r#c%* c+0#t%t%$*! (#*arrll (# +arca* 0r0%a* 7 0r%$a(a* 7 a 'na 0lt%ca (# *#r$%c% r%#nta(a @ al cl%#nt#. La 0r('cc%2n (# alta cal%(a( r#cnc%(a %nt#rnac%nal+#nt# #*tá r#*0al(a(a 0r +á* (# a-* (# #;0#r%#nc%a #la,ran( l#c4# #$a0ra(a cn t#cnl1a (# 0'nta. La c+0#t%t%$%(a( (# 0r#c%* #* 0*%,l# 1rac%a* a la 0t%+%ac%2n (# l* 0rc#**! a 'na 0#r+an#nt# r#('cc%2n (# c*t* 7 a l* alt* $l=+#n#* (# 0r('cc%2n! t#n%#n( 47 #n (a! 'na (# la* 0lanta* 0r('ctra* (# l#c4# #$a0ra(a +á* 1ran(#* (#l +'n(. El (#*arrll (# +arca* 0r%$a(a* 9ac%l%ta #l acc#* a l* (%9#r#nt#* +#rca(* 7 canal#* (# (%*tr%,'c%2n! +%#ntra* 5'# #l (#*arrll (# +arca* 0r0%a* #*ta r#*0al(a( 0r 'na #*trat#1%a # %n$#r*%2n (# +ar/#t%n1 a0r0%a(a*. La 0lt%ca (# *#r$%c% r%#nta(a @ al cl%#nt# *# ,a*a #n #l *0rt# n#c#*ar% 5'# *# ,r%n(a a ca(a +#rca(! r#cnc%#n( la* n#c#*%(a(#* (# l* cl%#nt#* #n ca(a 0a* 5'# GLORIA #;0rta.
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FOR&AS DE AD&INISTRACIN INTERNACIONAL:
Glr%a #* 'n cn1l+#ra( %n('*tr%al (# ca0%tal#* 0#r'an* 5'# 47 c'#nta cn #+0r#*a* #n #l P#r=! Ar1#nt%na! Bl%$%a! Cl+,%a! Ec'a(r 7 P'#rt R%c. S'* act%$%(a(#* #*tán cnc#ntra(a* #n #l *#ctr al%+#nt* 0r%nc%0al+#nt# láct#! a1r%n('*tr%al! #n$a*#* (# 0a0#l 7 cart2n! c#+#nt! tran*0rt# 7 a('ana*. PROVEEDORES
Glr%a a1r'0a 0rc#** a tra$8* (# t(a la ca(#na 0r('ct%$a (# 0r('ct* láct#*! (#*(# #l ac0% (# l#c4# 9r#*ca #n (%9#r#nt#* 0'nt* (#l 0a*! 4a*ta la $#nta (# 0r('ct* 9%nal#*! l c'al 4a 0#r+%t%( r#al%ar Ecn+a* (# #*cala! l1ran( cn*l%(ar 7 9rtal#c#r *' 0*%c%2n (# l%(#ra1! # %ncl'* *acan( (#l +#rca( a al1'n* c+0#t%(r#*. D# #*ta +an#ra! Glr%a c'#nta cn c%nc 0lanta* %n('*tr%al#*! (* (# #lla* ',%ca(a* #n Ar#5'%0a! +%#ntra* 5'# la* tra* *# #nc'#ntran #n L%+a! Tr')%ll 7 Ca)a+arca! r#*0#ct%$a+#nt#. A(%c%nal+#nt# la E+0r#*a c'#nta cn c#ntr* (# ac0% 7 #n9r%a+%#nt! #n (n(# r#c%,# 7 #n9ra la l#c4# 9r#*ca 0ara l'#1 *#r tran*0rta(a a la* 0lanta* %n('*tr%al#*. El 0r%nc%0al %n*'+ (# l* 0r('ct* #la,ra(* 0r Glr%a #* la l#c4# 9r#*ca! la c'al 0r$%#n# (# +á* (# @@ +%l 0r$##(r#* ',%ca(* #n la* na* nrt#! c#ntr 7 *'r (#l P#r=. A*%+%*+! la l#c4# #n 0l$ *# cn*t%t'7# c+ tra (# la* 0r%nc%0al#* +at#r%a* 0r%+a* #n la #la,rac%2n (# la l#c4# #$a0ra(a 7 tr* 0r('ct*. Glr%a *# a,a*t#c# 0r%nc%0al+#nt# (# #*t# %n*'+ a tra$8* (# la* 0lanta* (#l Gr'0 ',%ca(a* #n Bl%$%a 7 Ar1#nt%na. CLIENTES
Glr%a cn9%r+a *' 0*%c%2n (# l%(#ra1 #n #l +#rca( cn la 0r('cc%2n (# l#c4#* %n('*tr%al%a(a* 7 (# (#r%$a(* láct#* a n%$#l nac%nal! *%#n( *' 0r%nc%0al 0r('ct la l#c4# #$a0ra(a! cntan( cn 'na 0art%c%0ac%2n (# .@ #n #l +#rca( (# l#c4# #$a0ra(a.
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GLORIA S.A. #;0rta l#c4# #$a0ra(a a 0a*#* #n #l Car%,#! A+8r%ca Lat%na! El &#(% Or%#nt# 7 #l O#*t# (# 9r%ca. Ca,# (#*tacar 5'# la E+0r#*a 4a l1ra( #*t# l%(#ra1 n *2l #n a5'#ll* +#rca(* #n (2n(# C'#nta cn 'na #;0#r%#nc%a a(5'%r%(a a tra$8* (# +'c4* a-*! c+ #* #l ca* (# la l#c4# #$a0ra(a! *%n ta+,%8n #n +#rca(* #n l* c'al#* 4a %nc'r*%na( r#c%#nt#+#nt#. COMPETIDORES
Act'al+#nt#! l* 0r%nc%0al#* c+0#t%(r#*: N#*tl8 7 La%$#. S% ,%#n #l +#rca( #* l%,r# a la #ntra(a (# n'#$* 0art%c%0ant#*! #l 0*%c%na+%#nt (# la* +arca* #;%*t#nt#* (%9%c'lta #l %n1r#* (# n'#$a* #+0r#*a*. En l* n$#nta*! N#W Z#alan( 7 Fr%#*lan( Bran(* %n1r#*arn *%n 8;%t al +#rca( lcal. La 0r%+#ra c#rr2 *'* 0#rac%n#* #n )'n% (#l ?! +%#ntra* 5'# la *#1'n(a $#n(%2 *'* act%$* a Glr%a 7 9%r+2 'n cntrat (# l%c#nc%a 0ara #l '* (# la +arca B#lla Hlan(#*a. A*! a 0#*ar (# la 0r#*#nc%a (# 9'#rt#* c+0#t%(r#*! Glr%a cnt%n=a %ncr#+#ntan( *' 0art%c%0ac%2n #n #l +#rca( (# l#c4# %n('*tr%al%a(a! UHT 7 9r#*ca. En #l ca* (#l 71'r! Glr%a 4a alcana( #l l%(#ra1 #n #*t# +#rca(! ,t#n%#n( 'na 0art%c%0ac%2n (# . . #n #l @ #n (#*+#(r (# La%$#! *' +á* c#rcan c+0#t%(r. A*%+%*+! #n #l +#rca( (# )'1* n8ctar#*! #l %n1r#* (# la +arca P'l0 (#l Gr'0 A)# 1r'0 #n9ca( al *#ctr (# 1a*#*a* 7 r#9r#*c* #n #l ? a9#ct2 la 0art%c%0ac%2n (# t(* l* c+0#t%(r#*.
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ESTRUCTURA DEL GRUPO GLORIA
Glr%a t%#n# 'na (#0arta+#ntal%ac%2n 0r 9'nc%n#*! 0'#*t 5'# *% ,%#n t%#n# (%$#r*a* 0lanta* #n #l P#r= #*ta* 0r('c#n #l +%*+ 0r('ct *%n (%9#r#nc%a al1'na (%*tr%,'7#n( al 0a* *#1=n l* canal#* #*ta,l#c%(*. •
GERENCIA GENERAL:
F'nc%n#*:
D#t#r+%na l* ,)#t%$* (# GLORIA 7 l* ,#n89%c* 4a alcanar. F%)a la* #*trat#1%a* 0ara 'n ,'#n *#r$%c% a* c+ #l crr#*0n(%#nt# 0r#*'0'#*t
5'# r#5'%#r# la #+0r#*a Cntrla la #)#c'c%2n (# (%$#r** 0r1ra+a* (# la #+0r#*a! a*#1'rán(*# 5'# l*
r#*'lta(* ,t#n%(* c%nc%(an cn l* ,)#t%$* 9%)a(*. Cntrla a l* (%9#r#nt#* (#0arta+#nt* (# la #+0r#*a a 5'# #*t* c'+0lan cn *'*
r#*0#ct%$a* r#*0n*a,%l%(a(#* 7 5'# c'#nt#n cn 'na r1an%ac%2n a(#c'a(a. •
GERENCIA DE LOGXSTICA:
F'nc%n#*:
Calc'lar la* n#c#*%(a(#* (# a,a*t#c%+%#nt (# GLORIA! #n cant%(a(#* #*0#c9%ca*
0ara 'n (#t#r+%na( 0#r( (# t%#+0. T%#n# 0r ,)#t%$ r#al%ar la* a(5'%*%c%n#* (# +at#r%al#* #n la* cant%(a(#* n#c#*ar%a* 7 #cn2+%ca* #n la cal%(a( a(#c'a(a al '* al 5'# *# $a a (#*t%nar #n #l
++#nt 0rt'n 7 al 0r#c% ttal +á* cn$#n%#nt# 0ara GLORIA. T%#n#n la r#*0n*a,%l%(a( (# ,t#nc%2n! #*ta act%$%(a( *# %n%c%a cn #l 0#(%( 7 t%#n# 0r 9%nal%(a( cntr%,'%r a la cnt%n'%(a( (# la* act%$%(a(#*! #$%tan( (#+ra* 7 0aral%ac%n#*! $#r%9%can( la #;act%t'( 7 cal%(a( (# l 5'# *# r#c%,#.
D#*0ac4 (%*tr%,'c%2n! #n GLORIA cn*%*t# #n at#n(#r l* r#5'#r%+%#nt* (#l '*'ar%! #ncar1án(*# (# la (%*tr%,'c%2n #ntr#1a (# la +#rca(#ra *l%c%ta(a.Para 5'# l* r#5'#r%+%#nt* (# l* '*'ar%* *#an at#n(%(* cn 0rnt%t'(! #* n#c#*ar% 21
cntar cn #l #+,ala)# #+0a5'# 0ara a*#1'rarn* 5'# la* cant%(a(#* 7 cal%(a(#* (# l* artc'l* +at#r%al#* *#an crr#cta*. E* %1'al+#nt# %+0rtant# #n #*ta 9'nc%2n a*#1'rar #l cntrl (# la #;act%t'( (# l* artc'l* 5'# *# (#*0ac4an a* c+ la ra0%(# (# *' #)#c'c%2n 0ara c'+0l%r cn l* 0la* *l%c%ta(*. En GLORIA c'#ntan cn *' 0r0%a ár#a (# #+0aca( 7 *' ln#a (# 9a,r%cac%2n (# #+0a5'#*! l 5'# a1%l%a #*t# 0rc#*. •
GERENCIA DE OPERACIONES:
F'nc%n#*:
E* #l r#*0n*a,l# (# la 0r('cc%2n (%ar%a! #l c'al (#,# 1arant%ar #l ,'#n
9'nc%na+%#nt (# la 0lanta. Cr(%nar cn la 1#r#nc%a 1#n#ral la cant%(a( (# 0r('cc%2n 7 la cál%(a (# la +%*+a
0ara c',r%r la* #;0#ctat%$a* (# l* cl%#nt#*. S'0#r$%*a 5'# t(* l* 0rc#** 7 *',0rc#** *# r#al%c#n #n #l r(#n 7 t%#+0
#*ta,l#c%(. E*ta,l#c# r#lac%n#* #9#ct%$a* cn l* 0r$##(r#* l#c4#r* ' tr *#r$%c% al +#)r c*t 0*%,l#! #n la cant%(a( 7 cal%(a( a(#c'a(a! #n #l ++#nt )'*t! 0'#(# r#('c%r cnt%n'a+#nt# #l c*t (# +at#r%al#* (%r#ct* 7 0rt#1#r l* +ár1#n#*.
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GERENCIA DE &AR"ETING:
F'nc%n#*:
En GLORIA la 1#r#nc%a (# +ar/#t%n1 (#*#+0#-a c%#rt rl! *' la,r #* +'7 %+0rtant# 7a 5'# a(+%n%*tra 7 cr(%na t(* l* (#0arta+#nt* *',r(%na(* (# +ar/#t%n1 cn 5'# c'#nta GLORIA< 9%)a ,)#t%$*! #*trat#1%a* 7 0r1ra+a act%$%(a(#* 0ara l1rar la* +#ta* traa(a* 0r la #+0r#*a< cn #l a07 (# la* (#+á* ár#a* 0',l%c%(a(! 0r+c%2n! %n$#*t%1ac%2n (# +#rca(*! 0r('cc%2n! 22
9%nana*! #tc. *#l#cc%na #l t%0 (# canal (# (%*tr%,'c%2n! (#9%n# ,)#t%$* 0',l%c%tar%*! cr#a la ,a*# 0',l%c%tar%a! cr#an +#n*a)#* 0',l%c%tar%*! #$al=an la #9#ct%$%(a( (# la 0',l%c%(a(! #*t%+'lan la (#+an(a! #tc. T( c+%#na 0r t#n#r %n9r+ac%2n # %n$#*t%1ar #;4a'*t%$a+#nt# #l +#rca(! la c+0#t#nc%a 7 #l cl%#nt# 't%l%an( 'n *%*t#+a (# %n9r+ac%2n. E* %+0rtant# +#nc%nar 5'# Glr%a S.A 4a ,t#n%( 0r#+%* #n #l ár#a (# +ar/#t%n1 0r tr#* a-* cn*#c't%$*. •
GERENCIA DE FINANZAS:
F'nc%n#*:
En GLORIA la 1#r#nc%a 9%nanc%#ra *# #ncar1a (# la #9%c%#nt# a(+%n%*trac%2n (#l ca0%tal (# tra,a) (#ntr (# 'n #5'%l%,r% (# l* cr%t#r%* (# r%#*1 7 r#nta,%l%(a( (# la #+0r#*a< a(#+á* (# r%#ntar la #*trat#1%a 9%nanc%#ra 0ara 1arant%ar la (%*0n%,%l%(a( (# 9'#nt#* (# 9%nanc%ac%2n 7 0r0rc%nar #l (#,%( r#1%*tr (# la* 0#rac%n#* c+ 4#rra+%#nta* (# cntrl (# la 1#*t%2n (# GLORIA. L* ,)#t%$* (# #*ta ár#a #n #*ta #+0r#*a *# #n9ca 4ac%a #l +an#) 20t%+ (# l* r#c'r** 4'+an*! 9%nanc%#r* 7 9*%c* 5'# 4ac#n 0art# (# la r1an%ac%n#* a tra$8* (# la* ár#a* (# Cnta,%l%(a(! Pr#*'0'#*t 7 T#*r#ra! S#r$%c%* A(+%n%*trat%$* 7 R#c'r** H'+an* 7 *# c'#nta cn 'na (%*tr%,'c%2n r#1%nal (# 1#r#nt#* (#ntr (#l 1r'0.
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GERENCIA DE DISTRIBUICIN:
F'nc%n#*:
E*ta 1#r#nc%a t%#n# +'c4a r#lac%2n cn la 1#r#nc%a l1*t%ca! *l 5'# *# r#*0n*a,%l%a +á* #n la 0t%+%ac%2n (# l* t%#+0* #n c'ant a la (%*tr%,'c%2n 7 #l c'%(a( 20t%+ (# la +#rca(#ra! #n #l ca* (# GLORIA S.A ! *'c#(# 'n ca* +'7 c'r%*! 7a 5'# %ncl'7#n #n *' r1an%1ra+a 1#n#ral #n l 5'# al r',r (# l#c4#* *# r#9%#r#! 0#r la a(+%n%*trac%2n (# #*ta ár#a l# (an a la #+0r#*a DEPRODECA PERY S.A! 5'# #* 'na *',*%(%ar%a (# GLORIA. 23
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GERENCIA DE INVESTIGACIN M DESARROLLO:
F'nc%n#*:
La 1#r#nc%a (# %n$#*t%1ac%2n 7 (#*arrll (# GLORIA ll#$a a ca, %n$#*t%1ac%n#* 7 #*t'(%* 0ara (#*arrllar n'#$* 0r('ct*! 0rc#** a0l%cac%n#*. Garant%a la
cal%(a( t8cn%ca 7 #l c'+0l%+%#nt (# la 0r1ra+ac%2n (#ntr (#l 0r#*'0'#*t. Plan%9%ca! cr(%na! cntrla la* act%$%(a(#*>cntrat* (#ntr (#l 0r7#ct. I+0l#+#nta 0r7#ct* (# 1ran #n$#r1a('ra 7 c+0l#)*! 5'# (#+an(an 'na $%*%2n c+0l#ta (#l n#1c%.
Ta+,%8n *# #ncar1a #n 0art# #n la cal%(a( (#l 0r('ct! *' r#*0n*a,%l%(a( ra(%ca +á* 5'# t( #n $#r%9%car #l 0rc#* 0r('ct%$ 0ara 1arant%ar #l *%*t#+a HACCAP! #ll #* #l ca'*ant# (#l 0r('ct 9%nal (# alta cal%(a( 5'# GLORIA n* (a.
MODELO DE GESTIÓN POR COMPETENCIAS
La act%$%(a( 5'# cn ll#$a la G#*t%2n (# l* R#c'r** H'+an*! *# #nc'#ntra #n+arca(a #n 'n #*9'#r cl#ct%$ a l* 9%n#* (# l1rar a1#nc%ar ,)#t%$* #*trat81%c* tal#* c+: cn9%ana! c+0r+%*! cr#at%$%(a(! %n$#nt%$a 7 *l%(ar%(a( #n 0ca* 0ala,ra* #n %ntan1%,l#* 4'+an*. El (#*arrll (# #*t# #n95'# tra*la(a a l* 1#r#nt#* 5'# (%r#cc%nan la* 0#r*na* #n la* r1an%ac%n#* l* 9actr#* cla$#* 7 #*trat81%c* 0ara l1rar l* ,)#t%$* 7 +#ta* 0r0'#*ta*! 0r #ll! *# 4ac#
n#c#*ar% cn*%(#rar la* 4a,%l%(a(#*! (#*tr#a* 7 24
cnc%+%#nt* (# l* R#c'r* H'+an* 5'# *# a1#nc%an 47 #n la* r1an%ac%n#* 0ara 5'# la* +%*+a* *#an c+0#t%t%$a*. D# #*t# +( *# #$%(#nc%a 5'# la 9'nc%2n (# la G#*t%2n (# l* R#c'r** H'+an* 4a a(5'%r%( #n #*t# *%1l 'na *%1n%9%cat%$a %+0rtanc%a #n la $%(a (# la* r1an%ac%n#* +(#rna* cn la a0l%cac%2n (# n'#$a* t8cn%ca*! t#ra* 7 0r%nc%0%* 5'# (#n r#*0'#*ta* al c+0rta+%#nt 4'+an #n la +%*+a! (#ntr 7 9'#ra (# la r1an%ac%2n. Un +(#l (# 1#*t%2n %nt#1ral (# RRHH 5'#! a tra$8* (# la* c+0#t#nc%a*! ,'*ca la +#)r a(a0tac%2n #ntr# la r1an%ac%2n 7 la* 0#r*na*! (# cara a la cn*#c'c%2n (# l* ,)#t%$* #+0r#*ar%al#*6 El #n95'# +á* #;t#n(%( *,r# #l +(#l! #* a5'#l 5'# cn*%(#ra (* 0#r*0#ct%$a* (%9#r#nt#* 5'# cn$#r1#n #n la #la,rac%2n (# 'n +%*+ %n$#ntar% (# c+0#t#nc%a*: L* 0'#*t* ' tr n%$#l r1an%at%$ c+ 9'nc%n#*! 0rc#**: D#9%n%c%2n 7 n%$#lac%2n (# la* c+0#t#nc%a* r#5'#r%(a* 0ara ca(a 'n (# l* 0'#*t*. La* 0#r*na*: D#t#cc%2n 7 n%$#lac%2n (# la* c+0#t#nc%a* (# la* 0#r*na*. A 0art%r (# #*t# ++#nt *# 0'#(# ll#$ar a ca, l* anál%*%* (# a(#c'ac%2n (# la* 0#r*na* (# la r1an%ac%2n a l* 0'#*t* (# la +%*+a. E*t# #n95'# #* #l 5'# $a a 0#r+%t%r a *' $#
D#*arrllar t(a la 1#*t%2n (# 0#r*na* *#Ql#cc%2n! 9r+ac%2n #n trn al &(#l (#9%n%(. RESUMEN
Glr%a 4a *%( la #+0r#*a l(#r #n #l +#rca( 0#r'an (# l#c4# #$a0ra(a! a* c+ ta+,%8n 'na 1ran 0r#*#nc%a #n tr* r',r*! ca,# (#*tacar 5'# #ll #* (#,%( a *' cn*tant# %nn$ac%2n 7 (%$#r*%9%cac%2n (# 0r('ct*.
25
E* n#c#*ar% actar la 1ran %+0rtanc%a (#l #*ta( (# la +at#r%a 0r%+a! 5'# $%#n# a *#r l* c#ntr* (# ac0% #n la* 0r$%nc%a*! l* c'al#* 0a*an 0r 0'nt* (# cntrl! cn #l 9%n (# a*#1'rar 'n ,'#n 0r('ct 9%nal. A4ra (#*(# #l 0'nt (# $%*ta (# la 1#*t%2n (# *' tal#nt 4'+an *# 0'#(# (#c%r 5'# la 1ran 0r%r%(a( (#l +(#l (# la 1#*t%2n 0r c+0#t#nc%a* 5'# (#*arrlla #*tá ,a*a(a #n la cr#ac%2n (#l cnc%+%#nt 7 #n la +#)ra (#l (#*#+0#- la,ral! 7 #* 5'# la #+0r#*a +#nc%na(a cr## 9#r$%#nt#+#nt# 5'# #l (#*arrll cn*tant# (# *'* cla,ra(r#* #* cla$# 0ara la r#al%ac%2n (# la* +#ta* 7 ,)#t%$* 5'# #*ta *# 4a 0lant#a(.
CONCLUSIONES
L* 0r%nc%0al#* a0rt#* (# la G#*t%2n (# R#c'r** H'+an* 0r c+0#t#nc%a* l cn*t%t'7# la %nt#1rac%2n (# l* *%*t#+a* (# R#c'r** H'+an* #n trn a la* c+0#t#nc%a* 7 c+ #*t 9ac%l%ta la al%n#ac%2n (#l c+0rta+%#nt a la #*trat#1%a (# la r1an%ac%2n. La #+0r#*a +ant%#n# #l l%(#ra1 #n #l +#rca( (#,%( a la +#t(l1a! #*trat#1%a* 7 cn*tant# %nn$ac%2n a la 5'# *# *+#t#! (an( 0%# a la* %nc'r*%n#* (# n'#$a* +arca* (# *' 0*#*%2n #n #l +#rca( tant 0#r'an c+ %nt#rnac%nal. 26
En #l ár#a (# la 1#*t%2n (# l* r#c'r** 4'+an* *# 0r%r%an la* ca0ac%tac%n#* a l* cla,ra(r#* 7 #l a0r#n(%a)# cn*tant# ,'*can( la #+0l#a,%l%(a( #n #ll*. C+ 0r'#,a (# r#*'lta(* 0*%t%$* #*tá #l (+%n% (#l +#rca( nac%nal 7 la r#1'lar%(a( 5'# 4a t#n%( a tra$8* (#l t%#+0. Un (# l* 0%lar#* 5'# *0rtan #l 8;%t 5'# alcana 8*ta #+0r#*a #n ca(a +#rca( #n #l 5'# *# %n$l'cra #* la #*trat#1%a 5'# 't%l%a 0ara 9%(#l%ar al cl%#nt#! la* c'al#* *# ,a*an #n 0r+c%n#* +á* +#n* *9%*t%ca(a* 0ara *'0#rar la* #;0#ctat%$a* (#l cl%#nt# 9r#c%#n( la +#)r cal%(a( (#l 0r('ct 7 #l 0r#c% )'*t 0ara cn('c%r a la *at%*9acc%2n (#l cl%#nt#. Cntan( cn la 0',l%c%(a( n#c#*ar%a 7 la c+'n%cac%2n (# +ar/#t%n1 (%r#ct 0ara tran*+%t%r $#nta)a* 7 ,#n#9%c%* (#l 0r('ct 0ara 5'# 8*t* *# 9%(#l%ar 7 a* atra#r n'#$* cl%#nt#*.
ANE'OS
FOTOS REUNIONES GRUPALES:
27
