Examen Transversal PLAN DE PRODUCTOS Y PRECIOS
Nombre Alumnos:
Carrera: Asignatura/Sigla: Profesor:
Fanny López Nelson Saavedra Marilyn Suárez Administración de Empresas m. marketing Plan de Productos y Precios Robinson Ramírez
Concepción, mayo 2018
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Índice
Introducción…………………………………………………………………………………………………….................
4
I-
Resumen Ejecutivo ………………………………………………………………………………………………….
5
II- Presentación del Producto y antecedentes generales de la empresa seleccionada……………………………………………………..……………………………………..
6
III- Análisis Situacional…………………………………......………………………………………………………….
11
Análisis Pesta .…………………………………………………………………………………………………….
11
Análisis 5 Fuerzas de Porter ………………………………………………………………………………..
18
Análisis Cadena de Valor…………………………………………………………………………………….
27
Marketing Mix.……………………………………………………………………………………………………
34
FODA.…………………………………………………………………………………………………………………
37
FODA Estratégico.…………….…………………………………………………………………………………
39
IV- Propuesta de estrategias para el desarrollo.…..………………………………………………………..
44
Determine la etapa del CVP en cual se encuentra el producto…………………………….……………………….……………......…………………………………………
44
Explique La relación entre el CVP con la matriz BCG y proponga acciones a desarrollar dependiendo de la etapa en la que se
encuentre…………………………………………………………………………………………………………………
45
Clasifique la UEN según los niveles de productos ………………………………………….……
45
Genere una propuesta de branding para posicionar
el producto en el mercado………………………………………………………………………………….......
Desarrolle estrategias de crecimiento utilizando la matriz
48
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V-
Propuesta de estrategia de precio………………………………………………………………………….. Determina el objetivo de la fijación de precio, explique su decisión comentando dos argumentos…………………………………………………..
50
50
Determine la estrategia de precios a utilizar, explique
su decisión comentando dos argumentos………………………………………………………………...
50
Fije un precio para el producto acorde a los puntos anteriores, explique la estimación comentando dos argumentos……………….……………..
51
VI-
Conclusión……………………………………......……………………………………..............................
52
VII-
Bibliografías, linkografias y fuentes……………………………………....................................
53
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Introducción Actualmente los diagnósticos y análisis empresariales entregan una imagen de tiempo real de la situación de la empresa y su entorno. Los cuales son necesarios para enfrentar las dificultades que presenta el mercado como actuar, como abstenerse y como seguir y mantener en un camino de liderazgo. Si bien cada uno de estos análisis por sí solo no nos entrega la información completa, del estado y entorno de la empresa, nos permite que de forma conjunta se fusionen para así obtener un resultado óptimo, que se traduce en un FODA estratégico, del cual obtenemos fortalezas, debilidades, oportunidades y amenazas. Sin embargo esto no es suficiente, para entregar una pauta de ruta a nivel empresarial, es por esto que luego de generar un FODA Estratégico es necesario, incorporar las estrategias de Marketing, las cuales son obtenidas de la mezcla de dos de los factores del FODA, (FA,FO,DA,DO). Concluyendo así en un sistema estratégico, que se presenta al gerente o a la dirección de la empresa, los cuales evalúan conforme a las necesidades y prioridades de su empresa y determinan cuales serán realizadas, en el corto, mediano y largo plazo, para cumplir los objetivos ya determinados.
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I-
Resumen ejecutivo
Este informe, tiene como objetivo investigar, y obtener información sobre el mercado en el que está inserta la empresa soprole, determinar cuál es su rubro, como se desempeña en la industria, cómo los factores externos e internos determinan medidas a tomar, soluciones estrategias y en algunos casos determinar el camino empresarial a seguir. Para esto se llevará a cabo una investigación por medio de un análisis externo a nivel industrial e interno a nivel de empresa. Teniendo en cuenta esta información a obtener se realizaran análisis Pesta (macro entorno externo) y Porter (Microentorno (Microentorno externo), los que nos permitirán permitirán obtener datos importantes, a nivel externo externo como amenazas y oportunidades, oportunidades, lo cual facilitara la toma de decisiones a la hora de llevar llevar a cabo algún tipo de estrategia. De igual forma la realización de un análisis Interno, por medio de la cadena de valor entrega información de las fortalezas y debilidades, debilidades, que la empresa puede tener o está teniendo en un momento determinado de su desarrollo empresarial, esto permite generar mejoras, identificar las falencias, actuar entregando soluciones y enfrentar de manera interna éstas generando diferentes estrategias que permitan mejorar el desarrollo a nivel de empresa.
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II-
Presentación del Producto y antecedentes generales de la empresa seleccionada.
Soprole Soprole S.A. fue fundada en 1949 por un grupo de productores de leche de los valles de la zona central, con el fin de proveer leche fresca a los hogares de la ciudad de Santiago. Entonces, la leche era distribuida diariamente a aquellas personas y familias que poseían acciones de la empresa. Con el correr de los años, Soprole extendió sus operaciones a lo largo de Chile, anticipándose a los cambios en las costumbres de sus consumidores y satisfaciendo sus necesidades con productos sanos y ricos. Con ello, se consolidó como una de las marcas de mayor prestigio y más m ás recordada del país.
Historia Soprole 1949-1969 Soprole fue fundada en 1949 por un grupo de visionarios agricultores lecheros de la Zona Central, con el objeto de integrarse verticalmente en la producción de leche, en su procesamiento y en la venta de productos finales al consumidor. En un principio, la compañía se dedicó a la fabricación y distribución de leche pasteurizada, queso fresco y mantequilla en la ciudad de Santiago. En 1951, inaugura en la capital su primera planta pasteurizadora. La distribución era casa por casa, llevando sus productos diariamente a todas aquellas personas y familias que tuviesen acciones de la empresa y a los pequeños almacenes almacenes que en esa época eran sus únicos canales de distribución. 1970-1979 A comienzos de la década Soprole revolucionó el mercado al lanzar el primer yoghurt envasado de Chile en un formato de vidrio de 200 2 00 ml. A mediados de los años 70, se expandió a líneas de postres y jugos, y se convirtió desde entonces en líder en estos segmentos. En esta época se lanzan Batifrut y Yogurt Batido, productos que mantienen hasta hoy una posición de liderazgo en el mercado. Esta ampliación de la gama de productos trajo aparejada la necesidad de ampliar el abastecimiento lechero con productores del sur del país, para lo cual en 1976 arrendó, y luego compró, una planta en la ciudad de Osorno. 1980-1989 En 1980 Soprole ingresa al mercado de la margarina mediante un acuerdo de distribución con la multinacional norteamericana Kraft Foods, el que posteriormente se concentra en el queso “Philadelphia”. A causa del crecimiento de la demanda y la necesidad de diversificar su cartera de productos, en 1981 Soprole construye una nueva planta en Santiago, destinada a la producción de yoghurts, postres y la nueva línea de leches larga vida (UHT). Asimismo, Soprole ingresa por primera vez al mercado de los quesos maduros, para lo cual arrienda una planta elaboradora en Los Ángeles.
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1990-1999 A comienzos de la década Soprole reestructura sus líneas de negocio, y crea la filial Sociedad Procesadora de Leche del Sur S.A. (“Prolesur”), a la cual le aporta las plantas de secado de leche,
queso maduro y mantequilla. En 1990 Soprole inaugura la primera etapa de la planta de San Bernardo para la fabricación de leche larga vida (UHT). Continuando con la ampliación de sus actividades, a través de Prolesur, compra a Unilever la fábrica de quesos “Dos Alamos” en Los Lagos,
así como la marca Lácteos Pirque. Asimismo, en 1996 Soprole entra en el negocio de elaboración de margarinas mediante la formación de la filial Sogras S.A., un joint venture con el grupo chileno Grasco S.A., el cual se mantuvo hasta 2005. (Soprole, 2010) Ubicación Geográfica: cuenta con una casa matriz en Santiago, con tres plantas productivas ubicadas en Santiago, Los Lagos y Osorno, con las que hoy Soprole alimenta cada día a la familia con productos sanos y ricos, otorgando empleo directo a más de 2.000 personas y sus familias. Además de esto cuenta con sucursales a lo largo de casi todo el territorio nacional. Rubro: lácteo Misión: Es el propósito fundamental de nuestra empresa y de la naturaleza de nuestro negocio: Alimentar con gusto cada día a la familia. Visión: Nuestra aspiración es que toda persona que piense en alimentos piense en Soprole y disfrute, por su calidad y sabor, al menos de un producto Soprole cada día. El desarrollo de Soprole se debe sustentar en una gestión equilibrada que busque, la creación de valor para los accionistas, el reconocimiento a las personas que trabajan en la organización, la satisfacción de nuestros consumidores y clientes y el respeto por nuestros proveedores y el medio ambiente.
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Segmento:
Geográficas Región del mundo o país:
Chile Demográficas
Género:
Hombre, mujer
Edad:
Menos de 6 / 6-11 / 12-19 / 20-34/35-49/ 5064, más de 65
Tamaño de la familia: Ciclo de vida familiar:
1-2, 3-4, más de 5 Niños, jóvenes, solteros, Casados, casado con hijos
Ocupación:
Escolaridad:
Nivel socioeconómic socioeconómico: o: Estilo de vida:
Dueñas de casa, estudiantes, técnicos o profesionales, jubilados Medio menor o menos, educación básica, educación media, educación superior Psicográficas ABC1, C2, C3 Activa, deportistas, esforzados, cuidan su salud.
Personalidad:
Sociable, familiar Conductuales
Ocasiones:
Habitual
Beneficios:
Calidad
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Definición nuevo producto: Identificación de la necesidad: necesidad: Actualmente las mujeres tienen una mayor preocupación preocupación por la vida sana, y la conciencia ambiental, y considerando que el promedio de vida de las mujeres ha ido en aumento, se considera que debería haber un producto enfocado a satisfacer la necesidad de la mujer que busca mantenerse joven, con vitalidad y que esto fortalezca su salud y bienestar. Soprole al ser una empresa nacional, debería tener como sustento materias primas nacionales, como lo es la leche. Evaluando esta premisa se considera considera que, para realizar este producto, producto, su riqueza la debe otorgar un componente autóctono del país, como lo es en este caso el MAQUI, el cual se ha comprobado científicamente que es un potente antioxidante, con propiedades anticancerígenas, y con un sin fin de propiedades que fortalecen el autocuidado, como lo indica el siguiente fragmento de un estudio de la revista de Farmacología de Chile. Actividad antioxidante: antioxidante: Los compuestos compuestos poli fenólicos fenólicos de los frutos frutos de maqui han han demostrado demostrado poseer efectos antioxidantes antioxidantes in vitro 23‐24. El jugo demostró sobre células endoteliales humanas, evitar la per oxidación lipídica inducida por cobre. Dicha actividad protectora endotelial sería atributo principalmente principalmente del contenido contenido en poli fenoles del jugo y su efecto efecto antioxidante antioxidante frente a situaciones de estrés oxidativo. oxidativo. (Alonso, 2012)
Por ende, la decisión de la utilización del maqui como nuestra esencia a destacar en este nuevo yogurt. El maqui que es 100% antioxidante combinado con la fórmula de prebióticos, los cuales destacan por sus principios saludables. Los prebióticos son microorganismos microorganismos inocuos que se incorporan a los alimentos y que, una vez ingeridos, sobreviven en el tubo digestivo del consumidor donde regulan la microbiota intestinal y ejercen efectos beneficiosos para su salud. (Nutrición, 2010)
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III-
Análisis Situacional ANÁLISIS PESTA
El análisis PESTA es un análisis del macro entorno externo que surge de la necesidad de tener una perspectiva de lo que sucede a gran escala en el mercado en el que la empresa este inserta, utilizando factores políticos-legal, económicos, social, tecnológicos y ambientales estos factores están fuera de control para la organización. Debido a este análisis podemos descubrir posibles amenazas u oportunidades. MATRIZ PESTA
VARIABLES QUE BENEFICIAN A LA EMPRESA (Oportunidades del Macro entrono)
FACTOR POLITICO (Factores de carácter político que afectan a la empresa analizada, como por ejemplo: Leyes, Instituciones Gubernamentales, Grupos de Presión que influyen en diferentes organizaciones, Regulación de las Empresas, Decretos Ley D.L., Decretos con Fuerza de Ley D.F.L., Ordenanzas Municipales, entre
¿Qué factor Político afecta a la industria Positivamente?:
La leche producida en chile es reconocida por el estándar higiénico y sanitario que ha alcanzado los últimos años. El SAG (Servicio Agrícola Ganadero) mantiene una constante vigilancia zoosanitaria a través de programa PABCO (plantel animal bajo control oficial). Este programa proporciona garantías y parámetro para que el producto sea apto para el consumo humano.
VARIABLES QUE PERJUDICAN A LA EMPRESA (Amenazas del Macro entrono)
¿Qué factor Político afecta a la industria negativamente?:
La ley 20.606, Ley de rotulado de los alimentos. Está ley incluirá productos lácteos como mantequillas, quesos, yogurt y cremas. Esta ley indica que los fabricantes, productores, distribuidores de alimentos deberán informar en sus envases o etiquetas los ingredientes que contienen, incluyendo todos sus aditivos ¿Por qué es una Oportunidad expresado en orden para la empresa?: decreciente de proporciones,
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http://www.consorciolechero.cl/c hile/docs/Estrategia-DesarrolloSectorial-2010-2020.pdf https://www.sag.gob.cl/sites/defa ult/files/I-PP-IT017_anexo_lechero.pdf
¿Por qué es una Amenaza para la empresa?:
Por una renovación en la fórmula de los productos para poder cumplir con los estándares de estar sin sellos para que sean saludables lo cual ocasiona un gasto y a la vez una perdida en los productos ya terminados los que no cumplan con los requisitos se consideran una perdida. Es un cambio que la industria debe someterse ya que sus principales consumidores son los niños en formación.
¿De dónde extrajo la información?:
http://www.fedeleche.cl/site /index.php/noticias1/1918-la-
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Nos encontramos en un aumento en la exportación de productos lácteos que bordea el 30 %, la industria láctea chilena tiene los productos (formulas infantiles, leches en polvo) o cualquier producto de valor agregado, para mercados en recuperación como china y corea del sur. Posee los procesos, productos y calidad requerida a nivel internacional para ser un exportador importante de estos productos.
¿Por qué es una Amenaza para la empresa?:
La materia prima (leche) y sus volúmenes de producción están directamente amenazados si no existe ganado bovino para producirlo, y esto puede reducirse si los productores comienzan a cerrar sus campos como unidad productiva por no tener los recursos necesarios para mantenerlo, derivado del bajo Permite realizar mejoras a nivel precio que pagan las empresarial. empresas que procesan productos lácteos. ¿De dónde extrajo la información?: ¿De dónde extrajo la información?: http://www.economiaynegocios.cl /noticias/noticias.asp?id=382144 http://www.economiaynegoc ios.cl/noticias/noticias.asp?id
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Valores Culturales, , Porque al poder capacitar a los empleados y otorgarle mayores entre otros) herramientas nos permite tener un mejor funcionamiento y a la vez poder entregarles un servicio a nuestros empleados que por falta de recursos no pueden adquirir brindándoles una mejoría en sus vidas y una realización personal. Lo que permite que trabajadores que llevan años trabajando en el sector sin estudios puedan obtener su certificación lo que les abrirá más puertas a nivel laboral.
¿De dónde información?:
extrajo
la
http://www.consorciolechero.cl/c hile/docs/Estrategia-DesarrolloSectorial-2010-2020.pdf http://www.consorciolechero.cl/tr abajadores-del-sector-lacteoavanzaran-en-certificacion-de-
donde se está prefiriendo el consumo de alimentos que no provengan de animales. En donde lo que plantea la industria lechera no es suficiente para las personas que desean que no se trabaje con los animales.
¿De dónde extrajo la información?:
http://www.pulso.cl/empresa s-mercados/industrialechera-lanza-agendasustentabilidad-los-proximosanos/
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¿De dónde información?:
extrajo
la cuales puede ser parte serán utilizadas por otra industria.
http://www.lavanguardia.com/vid ¿De dónde extrajo la a/20180226/441109894918/invest información?: igadores-secuencian-por-primeravez-el-genoma-completo-de-unahttp://www.mundoagro.cl/lavaca-lechera.html industria-frente-al-espejo/
FACTOR AMBIENTAL (Factores de carácter ambiental que afectan a la empresa analizada, como por ejemplo: Recursos naturales como insumos, contaminación, calentamiento global, sustentabilidad ambiental, entre otros)
¿Qué factor Ambiental afecta a ¿Qué factor Ambiental afecta a la industria negativamente?: la industria Positivamente?: La contaminación ambiental asociada a la industria lechera, la cual tiene un impacto a nivel de suelo, aire, agua y para la ¿Por qué es una Oportunidad flora y fauna que habita el para la empresa?: entorno.
Proyecciones medio ambientales, permiten tener estimación de condiciones del clima
Estas proyecciones pueden ¿Por qué es una Amenaza anteceder situaciones de crisis, por para la empresa?: los cambios climáticos, tanto en el cuidado del ganado que La cantidad de ganado, genera
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Debido a esto, la materia prima puede tener un mayor costo, al tener un proceso distinto al actual, con mayor tecnología, que permita menos emisiones contaminantes al medio. medio. Para el área empresarial el factor ambiental genera un costo a la industria debido a inversión en el uso de energías reutilizables y sistemas de reciclaje, para la disminución de contaminantes.
¿De dónde extrajo la información?:
http://www.abc.es/natural/bi odiversidad/abci-lecheimpacto-ambiental201703151350_noticia.html http://www.consumer.es/we
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Tabla Resumen:
Amenaza La ley 20.606, Ley de rotulado de los alimentos.
Oportunidad Bajo los Estándares higiénicos y sanitarios en la producción de la leche, les permite ser reconocidos como un producto de calidad a nivel nacional e internacional.
Disminución en los precios de las leches.
Aumento en el consumo derivado de la leche.
Preocupación por el estado de los animales.
Capacitaciones para mejorar competencias en el sector lácteo.
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ANALISIS 5 FUERZAS DE PORTER El análisis de las cinco fuerzas de portes es un modelo estratégico elaborado por el ingeniero y profesor Michael Porter en el año 1979. Este modelo establece un marco para analizar el nivel de competencia dentro de una industria y poder desarrollar una estrategia de negocio. Estas 5 fuerzas son las que operan en el micro entorno de una organización y afectan o benefician las habilidades para satisfacer a los clientes, y obtener rentabilidad. Las 5 fuerzas son amenaza de productos sustitutos, amenaza de nuevos entrantes o competidores en la industria, la rivalidad entre competidores, poder de negociación de los proveedores y el poder de negociación de los clientes.
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ANÁLISIS 5 FUERZAS DE PORTER
AMENAZA DE NUEVOS COMPETIDORES
ANÁLISIS DE LA FUERZA
¿Cómo son las Barreras de Entradas de la Industria?: Las barreras de entrada en esta industria son altas debido a la alta inversión que se necesita para una planta procesadora de leche.
¿Cómo serían las Represalias esperadas?:
¿CÓMO AFECTA A LA EMPRESA DE ANÁLISIS? (Beneficia o Perjudica)
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¿Cuál es la participación de Mercado de cada competidor?:
Soprole, Colún y Nestlé, juntas dominan más del 60% del mercado. Así, entre enero y abril de este año, la participación de Soprole en la recepción de leche es del 23,3%, seguido de cerca por Colún (22%) y el podio lo completa Nestlé, con el 21,3% de la torta.
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De acuerdo a lo anterior: ¿Cómo es la Rivalidad de los Competidores Existentes? (ALTA – MEDIA – BAJA) Alta, los competidores en el mercado de la industria lechera, participan con diversidad de productos que engloban la producción lechera, por ende, todo proceso que aumente las ventas en un mercado tan competitivo, proporciona variación de precios y producto para el consumidor, para así satisfacer las necesidades diversas de estos.
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grandes cantidades tendrían un costo que recaería en el consumidor. De igual forma la composición de estos no se compara con el valor nutricional entregado por la leche animal.
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¿El Grupo de compradores me puede exigir más calidad? ¿Por qué?: En el punto anterior mencionábamos que al estar concentrados en unas empresas
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PODER DE NEGOCIACIÓN DE LOS PROVEEDORES
¿El Grupo de Proveedores me puede alterar el precio fijado? ¿Por qué?:
No, ya que en la industria láctea el precio lo fijan las empresas que procesan la leche los
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De acuerdo a lo anterior: ¿Cómo es el Poder de Negociación de los Proveedores? (ALTA – MEDIA – BAJA)
Baja, ya que no influyen en el momento de
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