Plan exportador de cables de cobre de baja tensión para la empresa Nexans Colombia S.A. hacia el mercado de Centro América y Caribe

Abstract

This investigation is carried out in order to find out the potential country of Central America and the Caribbean for low-voltage copper cables manufactured by Nexans Colombia. As a first step, the study shows the internal variables that affect current exports to Ecuador and Venezuela in each involved area starting with the sales process, production, technical, logistics and dispatch areas. It continues with a market investigation of the countries that integrates Central America and the Caribbean, analyzing the cable exports from Colombia to the world and the cable imports of those countries, according to these results, are weighted for a rating and obtained the five Central countries for Nexans Colombia cables. The next step carried out was the qualification of the pre-selected countries through a market pre-selection matrix analyzing economic, political, international trade and logistics variables in order to obtain as a result the target, alternative and contingent country. In the third point, a study of the target country is carried out using market intelligence where the country's profile is known, bilateral trade with Colombia, trade agreements, rules and requirements for the import of cables, competitors, market prices and the culture of doing Business. Finally, Nexans' company meets the requirements of the country of destination in order to assess the capacity and viability of new business with the chosen country.