El éxito de una empresa

Escrito por  Jueves, 20 Noviembre 2014 18:29

Se han identificado 5 fuerzas básicas de uno de los grandes expertos en estrategia de empresas, las cuales afectan las capacidades de una empresa para poder servir a sus clientes y generar una ganancia. El conocimiento de ésta herramienta permite conocer el grado de competencia que existe en una industria y, en el caso de una empresa realizar un análisis externo que sirva para formular estrategias destinandas a aprovechar las oportunidades y/o hacer frente a las amenazas detectadas.

 

A continuación cada una de las fuerzas:

  • Amenaza de productos sustitutos

Éste punto responde a la pregunta ¿Qué otro producto pueden adquirir tus clientes en vez de los que fabricas?. Los productos pueden ser de diferentes formas, pueden ser productos alternativos o similares siempre y cuando cumplan con la misma función o bien al cliente le sirva para realizar sus actividades, una característica de los productos sustitutos es que fijan un precio tope, ya que un precio mayor a este límite podría hacer que los consumidores opten por el producto sustituto.

Los productos sustitutos suelen ingresar fácilmente al mercado cuando:

o   Los precios de los productos sustitutos son bajos o menores que de los productos existentes.

o   Existe poca publicidad del producto existente

o   Existe poco posicionamiento del producto existente

o   No han generado lealtad de sus consumidores

o   El costo de cambiar de marca o producto es bajo, incluso llega a ser nulo para el consumido

El análisis de la amenaza de ingreso de productos sustitutos nos permite formular estrategias destinadas a impedir el ingreso de empresas que produzcan o vendan estos productos o, en todo caso, estrategias que nos permitan competir con ellas.

Las posibles estrategias a implementar en éste punto son:

o   Aumentar la calidad de los productos/servicios

o   Integrar alguna innovación o creatividad al producto o servicio

o   Aumentar los canales de distribución

o   Integración de diferentes medios de publicidad

o   Aumentar o integrar las promociones de venta

Ejemplo:

Las aguas minerales son sustitutos de las bebidas gaseosas, los portales de internet de los diarios y revistas.

  • Amenaza de nuevos competidores

La pregunta a responder es ¿Qué tan fácil es ingresar a tu mercado? La presencia de la competencia suele bajar los precios y que las ganancias sean más difíciles. Cuando las empresas pueden ingresar de un manera fácil a una industria, la intensidad de la competencia aumenta; sin embargo, ingresar a un mercado no suele ser algo sencillo debido a la existencia de barreras de entrada.

Las barreras de entrada pueden ser las siguientes:

o   Falta de experiencia

o   Fuerte lealtad del consumidor hacia tu marca, producto o servicio.

o   Falta de canales adecuados de distribución

o   Políticas reguladoras gubernamentales

o   Altos aranceles

o   Falta de acceso a materias primas

o   Posesión de patentes

o   Saturación del mercado

Cuando la empresa cuenta con un análisis de amenazas de entrada de nuevos competidores nos permite estar atentos a su ingreso y así formular estrategias que permitan fortalecer las barreras de entradas, o hacer.

Algunas posibles estrategias son:

o   Aumentar la calidad de los productos

o   Reducir los precios

o   Aumentar la publicidad y canales de distribución

o   Mejorar las garantías del servicio

o   Influir un mejor servicio y servicio post-venta.

o   Mejora en la tecnología

o   Estar en constante innovación 

  • Intensidad de la competencia

El siguiente punto responde a la pregunta ¿ Que hace mi competencia? ¿Cómo lo hace? Es un punto fundamental y es muy variante por cada industria, si la rivalidad entre las industrias es débil, las empresas pueden subir sus precios, ofrecer menos por más obteniendo más ganancias.

Una fuerte rivalidad entre competidores podría interpretarse como una gran cantidad de estrategias destinadas a superar a la competencia, estrategias que buscan aprovechar la debilidad de los mismos. Generalmente la rivalidad la podemos observar en el plano del precio, innovación o el área de marketing.

Los factores a considerar es el tamaño y el poder de la competencia, el poder de los proveedores, las amenazas de que surjan nuevos proveedores, nuevos sustitutos, el crecimiento de la propia industia o su sobrecapcidad.

La rivalidad entre competidores suele aumentar cuando:

o   Existe poca diferencia en los productos

o   La reducción de precios se hacen comunes

o   Los consumidores tienen la posibilidad de cambiar fácilmente de marcas

o   El producto es perecedero

o   La demanda por los productos de la industria disminuye

Al conocer a nuestra competencia permite realizar comparaciones de nuestras ventajas competitivas para formular estrategias que permita superarlas.

Algunas estrategias a implementar son:

o   Aumentar calidad y reducir precios

o   Encontrar nuevas características a los productos

o   Brindar nuevos servicios o un plus

o   Aumentar la publicidad

o   Aumentar las promociones de venta

o   Integrar diferenciadores

o   Incluir una experiencia de compra durante el proceso

  •  Poder del cliente

Normalmente cuando la cantidad de compradores es poca, mayor será su capacidad de negociación, ya que al no haber tanta demanda de productos, éstos pueden reclamar por precios más bajos y mejores condiciones.. Es frecuente verlo en las Pymes. Sin embargo existen puntos donde el poder de negociación aumenta cuando:

 

o   No hay diferencia en los productos

o   Los consumidores compran al mayoreo

o   Los vendedores enfrentan reducción en la demanda

El análisis del poder de negociación permite generar estrategias que reduzcan el mismo poder así captando a un mayor número de clientes o bien obtener una mayor lealtad de éstos.

Algunas estrategias son:

o   Buscar diferenciadores de producto

o   Integrar un servicio Post-venta

o   Ofrecer mejores y mayores garantías

o   Integrar promociones de venta

o   Integrar la comunicación con el cliente 

  •  Poder de los proveedores

Mientras menor cantidad de proveedores existan, mayor será su poder de negociación, ya que al no haber tanta oferta de materias primas, éstos pueden fácilmente aumentar sus precios y ser menos concesivos. Tiende a aumentar las negociaciones del proveedor cuando:

o   Existe poca materia prima

o   El costo de cambiar una materia prima es alta

o   Las empresas realizan compras con poco volumen

El tener un análisis en éste rubro permite formilizar las estrategias que logren mejores condiciones o un mayor control sobre ellos.

Algunas estrategias son:

o   Realizar estratégicas con los proveedores que permitan, por ejemplo, reducir los costos de ambas partes.

o   Producir las materias primas que uno necesita

El analizar éstos cinco puntos permite conocer y determinar el grado de competencia que existe en la industria, y así poder saber qué tan atractivas es, así como detectar oportunidaades y amenazas, y así poder desarrollar estrategias que nos permitan aprovechar dichas oportunidades y/o hacer frente a dichas amenazas.

 

 

Visto 25345 veces Modificado por última vez en Martes, 03 Febrero 2015 18:22
Zaira Mora

 

DIRECTORA COMERCIAL


 

Desarrolla y aplica estrategias comerciales y desarrollo de habilidades empresariales y startups

   

 

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