El reto constante del comercio es adecuarse a los nuevos requerimientos de los consumidores. No sé si hace 10 años alguien hubiera pensado en pequeños negocios vendiendo recargas de teléfonos, o que estos mismo negocios tendrían agentes representando a un banco. Si esto lo hubiera comentado alguien hace 20 años, hubiera sonado a locura, la realidad nos demuestra lo contrario.
Estimo, por lo que viene aconteciendo en el mercado y porque según cifras de empresas del medio, el crecimiento se viene dando tanto en el formato moderno como en el tradicional, que la competencia debe mantenerse por lo menos en el corto plazo. Nadie quiere salir del mercado en un momento de crecimiento de la economía, pero que la competencia continúe como hasta ahora tiene que ver con la capacidad de los actores en reconvertirse.
La reconversión puede ir desde la oferta de productos actual hasta los servicios que se ofrecen, los horarios de atención y todos los adicionales que se puedan ofrecer a un consumidor cada vez con menos tiempo y atormentado por una dura realidad de transporte. Lo he dicho en varias oportunidades, lo que se viene en desarrollo por los problemas de tiempo en trasladarse puede llevar a desarrollos de formatos uno muy cerca del otro.
He aquí algunos cambios que considero necesarios de cara a mantener la dinámica de los competidores, sin dejar que ningún canal predomine, sino que los espacios se mantengan, más o menos como hasta la fecha. Estoy convencido de que una gran barrera para el crecimiento del formato moderno, sobretodo en la ciudad de Lima, será la escasez de áreas para hacerlo y los precios de los terrenos, una barrera, en apariencia, difícil de superar, pero no imposible.
Las bodegas, por un lado, mantienen la capacidad de crecer sin límites claros. Saben adecuarse perfectamente al espacio disponible y deben adecuar la oferta a la nueva realidad del mercado que han elegido atender. No se debe pensar solo en el mercado actual, que por definición es el resultado total de la oferta y la demanda para cierto artículo o grupo de artículos en un momento determinado, en esta caso hoy; sino analizar los cambios en los productos demandados y de qué forma el punto de venta puede suplir las carencias y ofrecer un servicio que genere claros beneficios. Desarrollar servicios como el delivery serán prioritarios.
Los mercados populares, por el otro lado, que ya han demostrado capacidad de adecuación a los nuevos tiempos, deben seguir manteniendo esta característica que los hace apreciados, generando percepciones de frescura en los productos, trato personalizado, percepción de que el dinero vale más, pero que deberán adecuarse a los tiempos de la tecnología, frente a todos los instrumentos de pago que ya existen y que se avecinan. (No solo pensar en tarjetas de crédito, sino en monederos electrónicos o cualquier otro vehículo que permita al consumidor cancelar la compra).
Los supermercados especialmente en la ciudad de Lima deberán enfocarse en los problemas de distancia y frente a lo mencionado referidos al potencial problema de terrenos disponibles, en los formatos deseados, reformatearse, adecuándose a la realidad de lo disponible, no de lo deseable, con un mix de productos consistente con el mercado y el formato.
Las tiendas de los grifos ya están demostrando su capacidad de cambio, oferta de productos, horarios, mejor portafolio, servicios (cajeros y demás). Hoy es una oferta comparativamente a los canales mencionados incipientes, pero el futuro puede demostrarnos lo contrario. Revise el ejemplo de OXXO en México, aproximadamente 9,000 tiendas, que comenzaron comercializando muy pocos productos para determinadas marcas, cerveza era el foco, y que hoy tienen una propuesta de productos y servicios que los ha convertido en una cadena de gran relevancia en el mercado mexicano.
Lo invito a revisar el modelo OXXO. ¿Cree que este desarrollo sea una realidad posible en nuestro mercado? Nuevamente la realidad puede superar a la imaginación.
COMENTARIOS
Estaba revisando en la internet la vasta información acerca de OXXO, y diría que es la evolución natural de una bodega o minimarket, se dice que hay mas de 75,000 bodegas en Lima, como podríamos hacer para que solo una porción de ellas se junten y hagan algo en conjunto… con ello podrían obtener descuentos por volumen, mejoras en los sistemas de información, mkt adecuado, análisis del consumidor, entre otros… Yo creo que es totalmente posible esta “evolución” de las bodegas, pero creo que aún los dueños de las bodegas no saben cual es el siguiente paso… no creen en una alianza ni en sinergías.. como ocurren con diversas “bodegas” de otros rubros (construcción, artículos para el hogar, librerías, boticas, entre otros) , que hacer? Tener una iniciativa provada que los pueda unir a creer en un proyecto OXXO.
Ojala dentro de 10 años pueda entrar a una cadena de tiendas de conveniencia y encontrar el producto que requiero en un buen ambiente y a un buen precio en el horario que lo requiero.
César Cucho – Alumno PADE Esan
Definitivamente propuestas parecidas a OXXO tendrían mucho éxito en nuestro país, sobretodo en Lima debido a que se encuentra concentrado casi 8 millones de habitantes, a parte que el país se encuentre en un crecimiento económico que genera mayores exigencias por parte del consumidor. Además, que aún no existe gran variedad de Retailers que ya tengan completamente saturado el mercado, creo que aún nos encontramos en un estado “insipiente” si se puede decir.
Este punto de escasez puede ser el más favorable para formatos parecidos a OXXO, ya que la tendencia de estas grandes tiendas es operar siendo parte de centros comerciales para asegurar su inversión. La ventaja radica en que estos centros comerciales están afrontando la escasez de áreas arrendables y terrenos como Ud. bien menciona en su artículo. A tal punto, que el gran porcentaje de proyectos comerciales se están llevando a cabo en el interior del país.
Por lo que pude analizar en la web de OXXO, estas tiendas no son demasiadas grandes como para tener problemas en la obtención de terrenos y locales. Además, que su diversificación en su oferta “solucionaría” fácilmente las necesidades del consumidor.
Prácticamente, en estos momentos, no tendría competencia relevante, ya que por su formato se ubicaría en una especie de limbo, entre las bodegas convencionales y los grandes supermercados.
Creo que un ejemplo de cómo le podría ir a OXXO es la tienda, de una marca conocida, que opera desde mayo del 2012 en la Bajada Balta. En esta ocasión se apostó por un nuevo formato con un diseño totalmente diferente, pero con el mismo cariño, atención y calidad de toda la vida. La escasez de espacios y la necesidad de estar cerca de los consumidores, pienso, fueron los detonantes que provocaron que esta marca tomara la decisión de apostar por este novedoso proyecto.
Lo único constante es el cambio. Asi reza uno de los mas conocidos dichos en el ambiente empresarial y la verdad, nada mas cierto que eso.
La forma de hacer negocios de una empresa , traducido en su estrategia, siempre se verá influenciado por los cambios fundamentales en los requerimientos de los clientes y en la influencia que tiene la tecnología en su compromiso o nivel de servicio.
A medida que nos vamos globalizando y los mercados se consolidan virtualmente en uno sólo, la información creciente con que cuenta el cliente reforzarán las nuevas exigencias y por consiguiente requerirá la flexibilidad de cambio en una empresa.
Pero esto no es de ahora. Ejemplos de reconversión por influencia de la competencia estan en todos lados. Desde cantantes pop hasta la mas sofisticada empresa . Un ejemplo muy próximo podria ser la cantante Madonna, quien desde hace 3 décadas renueva, no sólo su aspecto sino su arte, adaptándose a las nuevas tendencias musicales y gustos de sus potenciales oyentes. El resultado es una vigencia que no ha declarado tregua en ningún momento por una cantante que friza los 50 años versus cantantes mucho mas jóvenes que ella.
El uso de la información virtual que nos brinda la internet tambien es generadora de nuevos servicios que pueden ser otorgados a clientes. La compra online como en Mercado Libre, el pago de servicios por banca telefónica y el seguimiento de un pedido de Fedex online vía GPS son ejemplos de cómo los proveedores de bienes y servicios cambian de estrategia y se renuevan constantemente.
Elizabeth Montoya – PADE ADMINISTRACION ESAN
Lo único constante es el cambio. Asi reza uno de los mas conocidos dichos en el ambiente empresarial y la verdad, nada mas cierto que eso.
La forma de hacer negocios de una empresa , traducido en su estrategia, siempre se verá influenciado por los cambios fundamentales en los requerimientos de los clientes y en la influencia que tiene la tecnología en su compromiso o nivel de servicio.
A medida que nos vamos globalizando y los mercados se consolidan virtualmente en uno sólo, la información creciente con que cuenta el cliente reforzarán las nuevas exigencias y por consiguiente requerirá la flexibilidad de cambio en una empresa.
Pero esto no es de ahora. Ejemplos de reconversión por influencia de la competencia estan en todos lados. Desde cantantes pop hasta la mas sofisticada empresa . Un ejemplo muy próximo podria ser la cantante Madonna, quien desde hace 3 décadas renueva, no sólo su aspecto sino su arte, adaptándose a las nuevas tendencias musicales y gustos de sus potenciales oyentes. El resultado es una vigencia que no ha declarado tregua en ningún momento por una cantante que friza los 50 años versus cantantes mucho mas jóvenes que ella.
El uso de la información virtual que nos brinda la internet tambien es generadora de nuevos servicios que pueden ser otorgados a clientes. La compra online como en Mercado Libre, el pago de servicios por banca telefónica y el seguimiento de un pedido de Fedex online vía GPS son ejemplos de cómo los proveedores de bienes y servicios cambian de estrategia y se renuevan constantemente.
Elizabeth Montoya – PADE ADMINISTRACION ESAN
Es interesante el reconvertirse como una estrategia para permanecer en un mercado, y es también una forma de repensar el cómo acercarse a los consumidores.
La experiencia de OXXO nos enseña que no solamente los problemas tradicionales merecen soluciones tradicionales; más bien los proveedores siempre deben estar analizando de que nuevas formas se deben satisfacer las necesidades de sus consumidores; cuentan con la ventaja que la mayoría de estas necesidades están determinadas por la temporalidad, por los gustos y por la estación, con lo cual cada vez pueden implementar las estrategias que busquen maximizar sus esfuerzos para lograr satisfacer dichas necesidades.
Sin embargo, no solamente es cuestión de disponibilidad temporal y física (el estar donde y cuando se es realmente necesario) sino también el de ofrecer lo que necesita el consumidor, desde atención 24 horas, hasta diversidad de productos (pues el poder de elegir o de escoger del consumidor es importante), programas de fidelización (con la sociedad actual, muchos compradores solo adquieren productos en horarios fuera de la jornada laboral, generalmente en horas de la noche; por lo cual muchos clientes apreciarían ser reconocidos por sus proveedores, de acuerdo a sus preferencias, cantidad de compras, compras frecuentes, etc); y también el generar un vínculo de cercanía con los dependientes (pensemos en un cliente, que llega a las 11 de la noche, al término de la jornada laboral, cansado de conducir, con poco tiempo para llegar a casa y descansar, y encuentra en un local que sus preferencias comunes están catalogadas, que se le atiende con prontitud, que se prioriza su tiempo, y se le permite ventajas como pagos diferidos, promociones, ofertas -de las honestas, no de las engañosas-, de tal forma que se genere un vínculo de confianza con el vendedor)
Otra realidad que es necesario no perder de vista en relación a la reconversión es el uso de la tecnología, que no solo nos permitiría luchar contra la constante reducción de espacios útiles para hacer comercio, sino que favorecería a la customización (no solo entendiéndola como la personalización de productos, sino del conjunto del negocio) que nos permita por ejemplo, ordenar productos frecuentes por internet o por delivery, y en unos minutos tener una motocicleta en la puerta de la casa, que nos entregue productos de primera necesidad o urgentes para nuestra vida cotidiana o nuestro trabajo (preguntémonos si podemos, por ejemplo, comprar un suministro de impresión para computadoras a las 2 am, que fue la hora en la que terminamos de imprimir el trabajo de clase del curso de marketing, y nos dimos cuenta que se nos acabó la tinta o el toner y no podemos imprimir el trabajo que debemos entregar a las 7 am); y que sin embargo no podrían ser siquiera una propuesta razonable, en la medida que no impliquen cambios importantes en el lado más importante de los negocios, como son la clientela.
El reconvertirse podría pensarse como un proceso para hacer que el proveedor esté siempre de la mano con los cambios para buscar atender mejor a las necesidades de los clientes, sin embargo no serviría de nada, si es que éstos no se adaptan a dicho cambio, o mejor dicho, si ese cambio no lleva implícito en sí mismo la posibilidad de satisfacer una necesidad importante de los clientes, tangencial a todas las otras necesidades atendidas, que es la confianza, pues ningún negocio, idea de negocio, proceso, procedimiento o mecanismo de satisfacción será útil si es que no es aceptado por los clientes (ningún negocio de delivery funcionaría si es que los clientes no tuviéramos la confianza que en “X” cantidad de minutos nos entregarán “Y” producto)
Finalmente, considero que la reconversión no debe ser un proceso inteligente en sí mismo para perdurar o sobrevivir en el mercado, sino una obligación y exigencia constante para que los proveedores estén siempre atentos a nuevas formas de complacer a sus consumidores, estando cercanos, disponibles, accesibles y siempre siendo útiles y eficientes en la satisfacción de sus necesidades; generándoles vínculos de confianza y cercanía para que los premien con su preferencia la hora de elegir y consumir.
PADE Administración-ESAN.
Actualmente en un mercado competitivo donde el canal moderno viene creciendo a ritmo acelerados, donde los pequeños negocios tienden a desaparecer viene desarrollándose negocios o asociaciones de comerciantes agrupándose en desarrollar un modelo competitivo a pequeña escala donde el usuario pueda encontrar de todo, es por tal motivo que aparecen negocios familiares como pequeños market o bodegas que viene implementándose para poder atender al usuario con ciertas necesidades particulares y donde desea interrelacionarse, hay varios ejemplos de tiendas que se han desarrollado y vienen ampliándose uno de ellos es “Estilos”, tiendas que se inició en el Sur y que actualmente se encuentra en Lima con ubicaciones estratégicas dado el tipo de cliente.
Los negocios van ir adaptándose a las necesidades del mercado y a las oportunidades encontradas desarrollando un negocio a medida para sus clientes, es por tal motivo que ahora los negocios se mueven rápidamente a estas nuevas tendencias u oportunidades de crecer.
IVAN LOPEZ – PADE ADMINISTRACION – ESAN
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Una vez más se trata de los hábitos del consumidor. Actualmente un gran porcentaje del consumidor peruano tiene la costumbre de comprar en bodegas. Sin embargo, esto está cambiando significativamente gracias a la disponibilidad de información que trae Internet, permitiendo conocer otras realidades y creando nuevas expectativas de la oferta de mercado. Por este motivo el consumidor cada vez exige más : variedad de productos, calidad asegurada de dichos productos, atención 24×7, contar con alternativas de precios, buena atención y rapidez en la misma.
Debido a que no es posible que bodegas independientes puedan adecuarse a estas necesidades, sería una gran oportunidad para que una empresa como OXXO cubra estas carencias y posicione su marca como líder en el rubro.
Considero que si puede ser una realidad en nuestro mercado, por que actualmente los consumidores tenemos otras necesidades y prioridades, tenemos el tiempo muy limitado; como por ejemplo poder conseguir un producto a altas horas de la noche o conseguir un ingrediente necesario para el desayuno, almuerzo o cena y en cualquier hora del día.
Tuve la oportunidad de visitar un Oxxo, y si me causo extrañes que se pudiera encontrar un ingrediente para la preparación del almuerzo, pues se nos había olvidado comprar en el Súpermarket (Calimax). En ese momento nos soluciono la vida… (nos permitió ahorrar tiempo y dinero; pues de lo contrario hubieras tenido que ir al Supermarket, que se encontraba a 15 minutos de la casa; ida y vuelta 30minutos y adicional a eso, el costo de ir en movilidad y otro elemento muy importante es que permitió tener el almuerzo listo a la hora indicada).
Mientras se tenga en consideración las necesidades actuales de los consumidores, se puede seguir creciendo en este mercado competitivo; además estoy convencida de la naturaleza innata de los peruanos, que nos hace capaces de lograr muchas cosas, si nos lo proponemos y si buscamos las herramientas necesarias para ello.
Rocío Tejada – PADE ESAN
Considero que mas que un problema de trafico, que sera en gran parte el causante de que la gente no quiera salir de sus casas mas que para trabajar, estudiar y cosas estrictamente necesarias; sera la comodidad que les brinden los servicios de delivery y la facilidad de tener servicios muy cerca a sus viviendas.
Yo creo que en la sociedad peruana, siempre hacemos un MIX de lo bueno que tiene el mercado Americano, El asiatico y el europeo, por lo que creo que el desarrollo peruano, sera unico.
Hablaba con un amigo espanol la semana pasada que vive en un pueblo cerca de Valencia (30 mil habitantes) y me decia que tiene todo cerca, que no necesita auto para movilizarse, pero que para salir a comer les gusta a El y sus amigos practicar el slow food, yendo a un buen restaurante y tomando un buen vino disfrutando de una buena charla, que es lo contrario al modelo americano. Sin embargo cuando hablamos de su trabajo, me comento que todos los productos que vende su empresa se ordenan por su pagina web y no tiene una oficina de ventas, su atencion si es personalizada y viaja constantemente para mantener el contacto personal con sus clientes. Ese tipo de matices son los que creo que tomaremos los peruanos.
Considero que mas que un problema de trafico, que sera en gran parte el causante de que la gente no quiera salir de sus casas mas que para trabajar, estudiar y cosas estrictamente necesarias; sera la comodidad que les brinden los servicios de delivery y la facilidad de tener servicios muy cerca a sus viviendas.
Yo creo que en la sociedad peruana, siempre hacemos un MIX de lo bueno que tiene el mercado Americano, El asiatico y el europeo, por lo que creo que el desarrollo peruano, sera unico.
Hablaba con un amigo espanol la semana pasada que vive en un pueblo cerca de Valencia (30 mil habitantes) y me decia que tiene todo cerca, que no necesita auto para movilizarse, pero que para salir a comer les gusta a El y sus amigos practicar el slow food, yendo a un buen restaurante y tomando un buen vino disfrutando de una buena charla, que es lo contrario al modelo americano. Sin embargo cuando hablamos de su trabajo, me comento que todos los productos que vende su empresa se ordenan por su pagina web y no tiene una oficina de ventas, su atencion si es personalizada y viaja constantemente para mantener el contacto personal con sus clientes. Ese tipo de matices son los que creo que tomaremos los peruanos.
Hablar de Reconversión y Competencia en una época de constante cambio me parece 100% acertado y sobre todo necesario para sobrevivir. Por mi actividad laboral visito con frecuencia supermercados y tiendas por departamento así como centros comerciales, hace un anno cuando vi que cerraban Plaza Vea San Borja pensaba en que podía haber motivado tal decisión si era una de las tiendas que representaba un alto porcentaje e ventas para la cadena??, hoy que veo sobre ese espacio un centro comercial con una variedad de alternativas para el consumidor desde supermercado, tiendas por departamento, cine, etc entiendo el cambio del formato , ofrecer la mayor cantidad de alternativas al consumidor cada vez mas cercanas a su domicilio, así queda demostrado para mi que el reto del comercio es cada vez mas adecuarnos a las necesidades y requerimientos de nuestros consumidores
El crecimiento actual que tiene Perú así como el desarrollo y la modernidad alcanzada , nos hace pensar que si algún inversionista decide realizar este modelo de negocio (de OXXO) y adecuarse a los constantes y nuevos requerimientos de los consumidores, en Perú sería todo un éxito ya que sería un negocio innovador y estoy segura con excelentes soluciones a nuestros problemas, con tiendas muy cercanas a nuestras casas y con un amplio portafolio de productos que ofrecer.
Si creo que este desarrollo sea una realidad posible en el mercado peruano y de alguna manera podemos ver esta tendencia, por ejemplo en las estaciones de servicios (grifos) Primax, Repsol YFP , etc en los cuales hay minimarkets, con horarios de atención que en algunos casos supera las 18 horas e incluso con atención los 365 días del año.
En estos minimarkets encontramos una amplia gama de productos como bebidas (cervezas, gaseosas e incluso vinos), alimentos como por ejemplo sandwiches refrigerados, café, etc. e incluso productos para la higiene personal y hasta periódicos y revistas y algo que lo hace más atractivo es la existencia de los cajeros automáticos, cubriendo en ese momento nuestras necesidades y comprando aparte del producto, soluciones, resolviendo a su vez problemas comunes para los limeños que laboramos fuera de casa: “la falta de tiempo” “el tráfico pesado”, la fuerte inseguridad, etc
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A palatial home is a luxurious residence, especially a superb chƒteau or the diggings of a head of state or some other high-ranking lady muck, such as a bishop or archbishop.<>] The word itself is derived from the Latin rank Palatium, fit Palatine Hill, bromide of the seven hills in Rome
A palatial home is a grand abode, predominantly a royal residence or the home of a headmaster of circumstances or some other high-ranking dignitary, such as a bishop or archbishop.<>] The word itself is derived from the Latin name Palatium, fit Palatine Hill, bromide of the seven hills in Rome
A manor house is a notable habitation, noticeably a peer royalty habitation or the diggings of a headmaster of voice or some other high-ranking big wheel, such as a bishop or archbishop.<>] The word itself is derived from the Latin rank Palatium, proper for Palatine Hill, one of the seven hills in Rome
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