JEFAS (antes Cuadernos de Difusión) Vol. 12 Nº 22 (2007)

Permanent URI for this collectionhttps://hdl.handle.net/20.500.12640/4096

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    Estrategia de distribución del pisco peruano en el mercado de Estados Unidos: el caso de Texas
    (Universidad ESAN. ESAN Ediciones, 2007-06-30) Lama, Natali; Martínez, Anahí; Rosado, Richard
    In this piece, the distribution channels for pisco –Peruvian first press grape brandy– in the United States liquor market are evaluated in order to design entry and commercialization strategies for this product, focusing specifically on the state of Texas. To meet this objective, studies are conducted for the size of the spirited drinks market, the characteristics and trends of consumption, the size and characteristics of the export supply, commercialization strategies being used by current exporters, as well as legal and tax considerations that regulate the commercialization of liquor in the US. Finally, the distribution chain is analyzed, from the costs structure to the benefits and margins per participant. The investigation covered statistical data, field investigations for destination markets, interviews with American experts, product testing and pattern studies on the behavior of exporters’ clusters, among other aspects.
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    Plan de negocios para la exportación de empanizados de calamar gigante al mercado de Estados Unidos
    (Universidad ESAN. ESAN Ediciones, 2007-06-30) Baca, Liliana; González, Andreína; Méndez, José; Urrunaga, Tatiana
    This article develops a business plan to introduce giant squid in markets in the United States in the form of breaded seafood. The added value that local processing gives to the resource is determinant for obtaining higher prices, as compared to those being paid for squid as raw material, and for entering international markets for finished products. The proposed model covers the marketing plan, operations strategies and economic evaluation; the last one shows the economic results expected and the generated profits. The article ends by pointing out the critical factors of the business plan: the characteristics of the demand in the destination market and the supply of raw material.