The purpose of this research paper is to examine and evaluate the economic significance of the pharmaceutical wholesaler in South Africa’s health care industry. The pharmaceutical wholesaler experienced several challenges over the last decade. These challenges originated from changes in the competitive environment of the industry and more recent changes in the regulatory environment brought on by the State in its attempts to make medicine more accessible to the South African public. The wholesaler was forced by these changes to adapt its business model drastically in order to remain competitive. Historically the wholesaler made its profits by purchasing bulk at a discount, passing a fraction of the discount to its customers and adding a mark-up to the purchase price. It was now forced to abandon the discount and mark-up scheme and distribute medicines by negotiating a fee for the services it renders. Wholesalers now not only have to compete between themselves but also with distributors on the same basis - by negotiating logistics fees with pharmaceutical manufacturers. Operating efficiency and customer service have become essential ingredients for the wholesaler in its quest to remain competitive. / Graduate School of Business Leadership / MBL

The main aim of this diploma thesis is to determine the buying atmosphere of the selected business unit and develop suggestions for improvement based on a marketing research. The first part of the thesis is devoted to literary research to define terms like a trade, a wholesale and a customer behaviour. Then a buying atmosphere and her elements are described. In the next part of the thesis is presented the selected wholesaler - Makro in České Budějovice. Information about buying atmosphere, customers and services of Makro are given. The second part of this work focus on the marketing research specifically on the questionnaire survey and an interview with shop manager Ing. Hana Galisová. The data from survey was acquired online and also in person directly in the store. The survey was attended by 254 respondents and their responses were evaluated using graphs.

Made available in DSpace on 2014-06-11T19:24:12Z (GMT). No. of bitstreams: 0 Previous issue date: 2005-04-04Bitstream added on 2014-06-13T18:51:53Z : No. of bitstreams: 1 goncalves_mt_me_prud.pdf: 1380876 bytes, checksum: 0a3fa622054596c588b272b582c3aaae (MD5) / Realizamos neste trabalho um estudo centrado na análise do desenvolvimento da indústria do ramo de confecções de Cianorte, PR, tomando-o como elemento indutor da produção e articulação entre as escalas geográficas. Cianorte caracteriza-se por apresentar um forte processo de industrialização pautado no ramo de confecções, sobretudo a partir de meados da década de 1980, como saída para enfrentar a crise econômica de uma economia agrícola que predominava até então. Compreender como se deu esse processo de transformação funcional em Cianorte constitui uma das questões motivadoras deste trabalho. Neste sentido, analisamos o processo de transformação da organização industrial da área a ser pesquisada, resgatando como se deu sua inserção no sistema de acumulação flexível, além de discutir o processo de criação e articulação entre as escalas geográficas, tomando a indústria de confecções de Cianorte como elemento de articulação entre o espaço local e o global. As transformações no espaço urbano de Cianorte que se vinculam a este processo recente de especialização industrial no ramo de confecções também constitui foco de análises neste trabalho. Partindo da idéia de síntese de múltiplas escalas, procuramos valorizar o papel exercido pelas relações sociais de cooperação/competição entre os atores privilegiados naquela realidade local, a fim de verificar as implicações que vinculam a indústria de confecções como processo econômico e suas conseqüências espaciais em Cianorte. Neste caso, a criação do slogan Cianorte: Capital do Vestuário,.... / We carried out in this work a study focused on the analysis of the clothing industry development in Cianorte, PR, taking it as an inductor of production and articulation among geographic scales. Cianorte has a strong industrialisation process based on the clothing field, especially since the 1980s, as a way to face the economic crises of an agricultural economy which was predominant in that time. To understand how this functional transformation process happened in Cianorte is one of the questions that motivated the development of this work. Therefore, we analysed the transformation process of the industrial organisation in the area to be researched, bringing back how its insertion in the system of flexible accumulation happened, besides discussing the creation and articulation process among the geographic scales, taking the clothing industry of Cianorte as an element of articulation between the local and the global space. The transformations in the urban space of Cianorte which have been linked to this recent process of industrial specialisation in the clothing field is also a focus for analysis in this work. From the idea of synthesis of multiple scales, we try to value the role taken by the social relations of cooperation/ competition among the privileged actors in that local reality, so as to check the implications that link the clothing industry as an economic process and its spatial consequences in Cianorte. In this case, the creation of the slogan Cianorte: capital of clothing, of Expovest and wholesale shopping centres, has to be taken as a result of a struggle of interests...(Complete abstract, click electronic address below).

Made available in DSpace on 2016-06-02T19:51:27Z (GMT). No. of bitstreams: 1 1339.pdf: 1579242 bytes, checksum: 5bc5ef0a00965d7178b454af41300020 (MD5) Previous issue date: 2006-12-15 / Universidade Federal de Minas Gerais / For the past years, wholesaling has been stimulated by a series of changes in its traditional activities. Through a deeper involvement with marketing strategies, wholesaling has included the management of own brands to its activities. However, academic literature s references include mostly inferences about own brands strategies in retailing. Therefore, wholesaling does not have the proper focus to evidence its involvement with own brands strategy. The purpose of this dissertation is to identify and analyze the marketing elements that influence the management of wholesaling own brands, and to evidence advantages and disadvantages that some of the most important Brazilian s wholesalers face when they decide to introduce own brands. First of all, a theory reference is developed, including some issues related to own brands, such as marketing strategies development, description of the main elements of marketing strategy and the development of own brands strategy. During the empirical research, a multi-case study with wholesalers and industries that supply own brands is developed. The aim of the interviews with the wholesalers is to identify the elements of marketing strategy that influence the management of own brands strategies. To do so, managers responsible for own brands in three Brazilian wholesalers are interviewed. The companies were chosen because they concentrate the higher level of own brands development in Brazilian wholesaling. The industries are interviewed to corroborate the process of own brands suppliers selection and evaluation. Managers of two industries, both of them responsible for the supplying agreements with wholesalers, were interviewed. These interviews focused only issues concerning the selection and evaluation process. As a result of the research, it is possible to identify the main elements of marketing that influence wholesalers own brands management, the advantages and disadvantages (or difficulties) of this strategy, as well as to understand the importance of suppliers selection and evaluation process for the effectiveness of own brands strategy. The information allowed the inference of some critical and fundamental elements for the management of own brands strategy in wholesaling. Besides that, the dissertation also contributes for the development of future researches that may consolidate the construction of a broader knowledge about own brands in wholesaling. / Nos últimos anos o setor atacadista foi impulsionado por uma série de mudanças em suas atividades tradicionais. Através de maior envolvimento com estratégias mercadológicas, o atacado incorporou à suas atividades o gerenciamento de produtos com sua própria marca. Entretanto, são encontradas na literatura acadêmica inferências sobre a estratégia de marcas próprias que contemplam apenas o setor varejista. O atacado por sua vez, não recebe a necessária atenção para estabelecimento de proposições que evidenciem sua participação no desenvolvimento da estratégia de marcas próprias. Neste sentido, o propósito dessa dissertação foi identificar e analisar os elementos de marketing que atuam no gerenciamento da estratégia de marcas próprias do atacado e apontar as vantagens e desvantagens que as principais empresas atacadistas brasileiras encontram na adoção da estratégia de marcas próprias. A princípio, foi desenvolvido um referencial teórico que contemplou uma série de tópicos relacionados ao tema, entre eles o desenvolvimento de estratégias de marketing, a descrição dos principais elementos que constituem uma estratégia de marketing e o desenvolvimento da estratégia de marcas próprias. Na parte empírica da pesquisa foi realizado um estudo multicaso em organizações do setor atacadista e em indústrias fornecedoras de produtos de marcas próprias. No setor atacadista, buscou-se a identificação dos elementos de marketing que atuam no gerenciamento da estratégia de marcas próprias. Para tanto, foram entrevistados os gerentes responsáveis pelo gerenciamento da estratégia de marcas próprias de três empresas atacadistas, que juntas, concentram o maior índice de desenvolvimento de marcas próprias no setor atacadista brasileiro. Nas indústrias fornecedoras, buscou-se a confirmação de como ocorre o processo de seleção e avaliação dos fornecedores de produtos de marcas próprias realizado pelas empresas atacadistas. Assim, também foram entrevistados os gerentes responsáveis pelos acordos de fornecimento de produtos de marcas próprias de duas indústrias fornecedoras. As entrevistas nas indústrias fornecedoras concentraram apenas assuntos relacionados a esse processo de seleção e avaliação do fornecedor. Como resultado da pesquisa, foi possível identificar quais os principais elementos de marketing que atuam no gerenciamento da estratégia de marcas próprias do atacado, as vantagens e desvantagens e/ou dificuldades dessa estratégia, assim como compreender a importância do processo de seleção e avaliação dos fornecedores de produtos de marcas próprias para a eficácia da estratégia. A partir de tais informações, foram apontados alguns elementos críticos ou fundamentais ao gerenciamento da estratégia de marcas próprias no atacado, além de algumas sugestões para realização de pesquisas futuras que consolidem a construção de um conhecimento mais amplo sobre a estratégia de marcas próprias no setor atacadista.

Analyse of logistic system and its optimalization of selected subject in light of material and information flow with concentration for logistic services and possibility of its optimalization.

O objetivo do presente estudo foi avaliar o desempenho, características de carcaça e qualidade de carne de bovinos Nelore com diferentes potenciais genéticos para crescimento pós-desmama pela diferença esperada na progênie (DEP). Foram utilizados 147 machos não-castrados da raça Nelore, com peso corporal médio inicial de 412 ± 54kg e média de idade de 19 meses, provenientes de recria em sistema de pastejo contínuo. Os animais foram distribuídos em um delineamento inteiramente casualizado e divididos dois tratamentos em função do potencial genético para crescimento: 1) alta taxa de crescimento (TC+) representada pela média de 11,50 kg e 2) baixa taxa de crescimento (TC-) representada pela média de -1,0 kg. Os animais foram confinados por um período de 100 dias, sendo os primeiros 21 dias de adaptação à dieta e as instalações. A dieta continha 73% de concentrado e 27% de volumoso (silagem de milho). No início do período experimental e a cada 28 dias todos os animais foram pesados e submetidos a avaliações de ultrassonografia. A ingestão de matéria seca foi avaliada diariamente, para ajuste da oferta e avaliação da eficiência alimentar. Ao fim do período de confinamento, todos animais foram abatidos, o peso de carcaça quente e a gordura pélvica, renal e inguinal foram pesados. Após 24 horas, foi avaliado o pH final e a meia carcaça esquerda foi seccionada entre a 12ª e 13ª costelas. As meias carcaças seguiram para desossa completa para análise de rendimentos dos cortes cárneos comerciais, em seguida amostras foram retiradas do contrafilé para posterior análise de cor, perdas de peso por cozimento, força de cisalhamento, comprimento de sarcômero e análise sensorial. Houve efeito da TC sobre o peso corporal final (P = 0,04), sendo que os animais de alta TC apresentaram maiores pesos. Não houve efeito da TC para AOL, EGS e espessura de gordura da picanha (Biceps femoris) avaliados pela ultrassonografia; no entanto, houve diferença significativa para o período de coleta das imagens (P < 0,05). Com relação ao rendimento dos cortes cárneos comerciais, animais de alta TC tiveram a ponta de peito (P = 0,01) e músculo traseiro (P = 0,07) mais pesados em relação aos animais de baixa TC. A DEP não influenciou a qualidade das características sensoriais da carne dos animais exceto para a cor, sendo que os valores de L* (P = 0,03) foram maiores para animais de baixa TC, no entanto, os maiores valores de a* (P = 0,06) foram expressados pelo grupo de alta TC. Além disso, para todas as variáveis de qualidade, houve efeito do tempo de maturação (P > 0,05). Em conclusão, o potencial genético para o crescimento pós-desmama não afetou a maioria das características, incluindo desempenho, produção de carne e qualidade no final do período de terminação. / The aim of this study was to evaluated the performance, carcass characteristics and meat quality of Nellore young bulls with different genetics potentials for post-weaning growth for expected progeny differences (EPD\'s). A total of 147 Nellore bulls with average initial body weight (412 ± 54kg) and 19 months old, were distributed in a completely randomized design and divided into two groups according with growth rate: 1) high growth rate (GR+) represented by the mean of 11.50 kg and 2) low growth rate (GR-) represented by the average of -1.0 kg . The animals were in a feedlot system for a total 100 days, with the first 21 days of adaptation to the diet and facilities. The finishing diet was composed by 73 % concentrate and 27 % corn silage. At the beginning of the experimental period and every 28 days all animals were weighed and submitted to ultrasound evaluations. Dry matter intake was measured daily. At the end of the feedlot period, all animals were slaughtered and the hot carcass weigth and internal fat were recorded. After 24 hours, the final pH was evaluated and the left half carcass was sectioned between the 12 th and 13 th ribs. The half carcass was completely deboning to analyze the wholesale cuts. In addition, longissimus was sampled to analyze color, cooking loss, tenderness, sarcomere length and sensory property. There was an effect of GR on the final body weight (P = 0.04), where the group of animals with high EPD presented higher weights. There was no effect of GR for longissimus muscle area (LMA), fat thickness (FAT) and rump fat (Biceps femoris) evaluated by ultrasonography; however, there was a significant difference for the collection period (P > 0.05). Regarding the wholesale cuts, animals of higher GR had the heavier (P = 0.01) and hind muscle (P = 0.07) weights than the animals of lower GR. The GR did not influence the quality sensory characteristics of the meat of the animals except for the color, and the values of L* (P = 0.03) were higher for animals with low GR, however, the highest values of a* (P = 0.06) were expressed by the high GR group. In addition, for all quality variables, there was an effect of maturation time (P > 0.05). In conclusion, the potential genetic for growth measured post-weaning did not affect most traits, including performance, meat production and quality at the end of finishing period.

Made available in DSpace on 2016-03-15T19:26:37Z (GMT). No. of bitstreams: 1 Kenia Arruda Martins da Costa.pdf: 1043349 bytes, checksum: 8f718ff13e68965a752ea4140b51ef64 (MD5) Previous issue date: 2006-10-11 / This study analyses the consequences of innovation in the growth of the cash-and-carry wholesale market, specifically regarding the companies that deals with food, beverages, hygiene and cleaning products. According to authors such as Cantwell (2002), Porter (1991), Ansoff (1977), Penrose (1949), Schumpeter (1947) among others, the innovation is an important factor to the growth of a company that depends on a better performance and on a prominent position in its field of action. This research was accomplished by interviewing managers of 8 companies, located in São Paulo and Minas Gerais, since these two states represent, in this market, a revenue share of, respectively, 86,81% and 10,60%, according to ABAD s data (2005). It was conducted a qualitative research, in order to get a wider comprehension of how innovations introduced by cash-and-carry wholesalers are noticed and if it generate reflexes in the companies growth. The data collected were analyzed through content analysis technique and it had allowed the identification of 6 categories and 29 associated codes. Companies are open to innovation, since it allows growth, a better performance and cost reduction. However, these companies do not have departments or internal functions with the single objective of seeking innovations and its sources to innovation are: competitors, customers, suppliers and employees. The problems identified for these companies to promote innovation are: paradigm breaking, learning cost, lack of conviction that an investment will generate return, and the bureaucracy to implement changes. The growth for the researched companies involves opening of new stores and geographical expansion. The growth, besides innovation, can be also an outcome to the company investment and of its managerial ability. / Este trabalho trata dos reflexos da inovação no crescimento do atacado de auto-serviço, especificamente entre os que comercializam alimentos, bebidas, higiene e limpeza. Conforme autores como Cantwell (2002), Porter (1991), Ansoff (1977), Penrose (1949), Schumpeter (1947) entre outros, a inovação é um importante fator para o crescimento da empresa que depende de um melhor desempenho e de uma posição privilegiada junto ao setor de sua atuação. A pesquisa foi realizada em 8 empresas, localizadas em São Paulo e Minas Gerais, pois esses dois estados em conjunto detêm em relação à participação no faturamento do atacado de auto-serviço, respectivamente 86,81% e 10,60% segundo dados da ABAD (2005). A pesquisa foi feita dentro do enfoque exploratório qualitativo, buscando uma compreensão mais ampla de como a inovação introduzida pelos atacadistas de auto-serviço é percebida e se ocorre reflexo no crescimento da empresa. Os dados coletados foram analisados por meio da técnica de análise de conteúdo, que permitiu a identificação de 6 categorias e 29 códigos associados. As empresas são receptíveis a inovação, pois ela permite o crescimento, melhores desempenhos e a redução de custo. Entretanto, as empresas não possuem departamentos ou funções internas com o objetivo único de inovar e suas fontes para inovar são: concorrentes, clientes, fornecedores e funcionários. Os problemas identificados pelas empresas para promover a inovação são, a quebra dos paradigmas, o custo do aprendizado, as incertezas sobre o retorno do investimento, e a burocracia para implantar as mudanças. O crescimento para as empresas pesquisadas envolve a abertura de loja, a expansão geográfica e pode ser decorrente, além da inovação, da habilidade gerencial e do investimento na empresa.

Cette thèse de doctorat intitulée « Édouard Leclerc : naissance d’un compagnonnage pour les prix bas (1949-1960) » vise à comprendre le processus ayant permis la constitution du mouvement des Centres Distributeurs Édouard Leclerc au travers de l’analyse de la démarche originale de leur fondateur.Nous avons ainsi cherché à comprendre pourquoi il souhaitait remplacer le commerce capitaliste et spéculateur par une formule constituée autour d’entreprises familiales. Nous avons cherché à comprendre qui était l’homme, ses principes et sa vision religieuse, son entourage et les appuis qui lui ont permis de constituer ce qui est devenu la première enseigne commerciale française à dominante alimentaire tout en s’interdisant d’utiliser initialement le terme de commerce. Par l’utilisation d’une approche qualitative de triangulation, nous pensons avoir défini les principes du mouvement autour de ce que l’on pourrait qualifier de « théorie de la juste distribution » développée par Édouard Leclerc qui permet d’éclairer d’un nouveau jour cette approche commerciale originale. / This doctoral thesis entitled "Édouard Leclerc: birth of a trade guild for low prices (1949-1960)" aims to understand the process that led to the formation of the movement of Centres Distributeurs Édouard Leclerc through the analysis of their original approach founder. We have tried to understand why he wanted to replace the capitalist trade and speculator by a formula built around family businesses. We sought to understand who was the man, his principles and his religious vision, peers and support that enabled him to build what became the first French commercial sign at Food dominant while initially prohibiting use trade term.By using a qualitative approach to triangulation, we think we have defined the principles of the movement around what could be called "theory of fair distribution" developed by Édouard Leclerc which can shed new day this original business approach.

El presente plan de negocios consiste en evaluar la factibilidad para la creación de una empresa comercializadora mayorista de bebidas no alcohólicas en Lima Metropolitana con la implementación de una tienda virtual y servicio delivery. Para ello se han propuesto algunos objetivos específicos, entre ellos: validar la aceptación por parte del cliente a comprar bebidas no alcohólicas haciendo uso de una tienda virtual, evaluar la viabilidad financiera y evaluar los riesgos del negocio, los cuales nos permitirán tomar decisiones adecuadas. Actualmente, y a pesar del desprestigio del consumo de bebidas gaseosas, la realidad es que su demanda sigue manteniendo una participación importante, adicionalmente, con el crecimiento que se viene dando en el consumo de agua de mesa, hacen que esto constituya una oportunidad para este negocio; a su vez, en el estudio se identificó que el cliente considera que se generan tiempos excesivos en sus procesos de compra y desearía reducirlos, lo cual aumenta oportunidades a nuestra idea de constituir la empresa comercializadora de bebidas G&M S.A.C. Nuestro punto de venta estará ubicado en el Mercado Mayorista de Productores, distrito de Santa Anita, adicionalmente contaremos con un almacén externo ubicado en Lima Este. La empresa se enfocará en un posicionamiento de precios competitivos, pero sobre todo brindando nuestro valor agregado, el cual es otorgar a los clientes la posibilidad de hacer sus compras haciendo uso de nuestra tienda virtual y de un servicio delivery que le entregue sus pedidos a la hora programada y con una mínima inversión de tiempo, sin tener que desplazarse hasta el mercado mayorista. Se realizó un estudio de mercado, el cual nos permitió identificar las características del cliente y sus temores, tales como, no recibir la mercadería a tiempo, que le cueste demasiado caro o que lo engañen, trabajando en esos aspectos para brindarle seguridad y confianza. Inicialmente se ha previsto como objetivo hacer el servicio delivery a Lima Este y ganar posicionamiento en el Mercado Mayorista de Productores y alrededores, pero la proyección a mediano plazo está en hacer expansivo nuestro servicio a más distritos de Lima Metropolitana y así ser más competitivos. Para la puesta en marcha de la empresa, se necesitará implementar instalaciones, así como equipos. La inversión inicial requerida es de S/108,257 y la proyección de venta es de S/11,391,900 soles para el primer año, con una tasa de crecimiento anual de ventas del 5%. Finalmente, luego de realizado el análisis financiero se concluye que el plan de negocios es rentable para los accionistas, pues se recupera la inversión en 3 años, con una tasa interna de retorno económico (TIRE) de 39.97%, superior al WACC: 12.22% y un VAN ECONOMICO de S/. 113,086, asimismo se cuenta con un VAN FINANCIERO de S/. 100,060 y una tasa interna de retorno financiero (TIRF) de 53.30%, superior al COK: 15.21%. Llegando a la conclusión de que el negocio es viable. / The present business plan consists of evaluating the feasibility for the creation of a non-alcoholic beverages wholesale marketing company in Metropolitan Lima with the implementation of a virtual store and delivery service. To do this, some specific objectives have been proposed, including: validating the customer's acceptance of buying non-alcoholic beverages using a virtual store, evaluating financial viability and evaluating business risks, which will allow us to make appropriate decisions. Currently, and despite the loss of prestige of the consumption of soft drinks, the reality is that its demand continues to maintain an important participation, additionally, with the growth that is taking place in the consumption of table water, they make this an opportunity for this business. ; In turn, the study identified that the client considers that excessive times are generated in their purchasing processes and would like to reduce them, which increases opportunities for our idea of ​​establishing the beverage trading company G&M S.A.C. Our point of sale will be located in the Wholesale Market of Producers, Santa Anita district, additionally we will have an external warehouse located in East Lima. The company will focus on positioning competitive prices, but above all by offering our added value, which is to give customers the possibility of making their purchases using our virtual store and a delivery service that delivers their orders to the scheduled time and with a minimum investment of time, without having to travel to the wholesale market. A market study was carried out, which allowed us to identify the characteristics of the client and their fears, such as not receiving the merchandise on time, costing it too much or being deceived, working on these aspects to provide security and confidence. Initially, the objective was to make the delivery service to East Lima and gain positioning in the Wholesale Market of Producers and surroundings, but the medium-term projection is to expand our service to more districts of Metropolitan Lima and thus be more competitive. For the start-up of the company, it will be necessary to implement facilities, as well as equipment. The initial investment required is S / 108,257 and the sales projection is S / 11,391,900 soles for the first year, with an annual sales growth rate of 5%. Finally, after completing the financial analysis, it is concluded that the business plan is profitable for the shareholders, since the investment is recovered in 3 years, with an internal economic rate of return (EIRR) of 39.97%, higher than the WACC: 12.22% and an ECONOMIC VAN of S /. 113,086, there is also a FINANCIAL VAN of S /. 100,060 and an internal financial rate of return (IRRF) of 53.30%, higher than the COK: 15.21%. Coming to the conclusion that the business is viable. / Trabajo de investigación

Millions of American employees are eligible to retire through 2026, which may contribute to lowered organizational performance stemming from the resultant void in knowledge. Increasing knowledge sharing (KS) among organizational members may improve employee efficiency and company performance, and therefore may be of value to wholesale distribution leaders. Although researchers have suggested that sense of self-worth, subjective norms, and attitudes influence employees' inclinations to share knowledge, researchers have not analyzed the relationships between a subset of predictor variables and KS intentions in wholesale distribution organizations. The purpose of this correlational study, grounded in the theory of planned behavior, was to assess the relationship between employees' sense of self-worth, subjective norms, attitudes, and personal intentions to share knowledge with other organizational members. A purposive sample of 82 employees from Northeastern United States wholesale distribution organizations involved in enterprise resource planning implementations completed a survey to examine the propensity for KS. The analysis of the data using multiple linear regression indicated the model was adequate to predict employees' KS intentions. The results of the study further indicated that subjective norms and attitudes were significantly related to personal inclinations to share knowledge. These findings may hold positive social change implications as astute knowledge management can provide for greater employee job security and a more financially secure community. These findings may also be of value to leaders in proactively implementing KS strategies of retiring and other employees in the quest for continued business growth and performance.