Canales de distribución y estrategias de comercialización para la flor colombiana en los Estados Unidos: un marco conceptual

Luis Felipe Salom Serna; María del Pilar Sepúlveda Calderón

doi:10.1016/S0123-5923(12)70222-X

Autores/as

Luis Felipe Salom Serna Consultor empresarial
María del Pilar Sepúlveda Calderón Investigadora, INALDE Business School - Universidad de La Sabana, Colombia

DOI:

https://doi.org/10.1016/S0123-5923(12)70222-X

Palabras clave:

Empresas floricultoras, canales de distribución, comercialización, Colombia

Resumen

El floricultor colombiano no puede desconocer los cambios en tendencias de consumo ni la consolidación del canal retail en su mercado principal, USA. El cuál generará un alto impacto en las características del negocio y el papel de los jugadores en la cadena de suministros. El objetivo de este estudio exploratorio utilizando casos múltiples, es presentar un marco de oportunidades para fortalecer la comercialización de la flor y estructurar canales de distribución acordes a las necesidades del consumidor norteamericano y a los cambios en los hábitos de compra. Las conclusiones, proponen las acciones a emprender por las empresas floricultoras estudiadas a fin de incrementar su competitividad y resolver su dilema actual: contraer oferta para mejorar el precio de venta o incrementar demanda.

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Biografía del autor/a

Luis Felipe Salom Serna, Consultor empresarial
María del Pilar Sepúlveda Calderón, Investigadora, INALDE Business School - Universidad de La Sabana, Colombia

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