Negocios Internacionales

Permanent URI for this collectionhttps://repositorio.uniagustiniana.edu.co/handle/123456789/30

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Propuesta para mejorar la gestión de flujo de caja y búsqueda de oportunidades en mercados internacionales para Grupo Tizma S.A.S
Rubio-Hernandez, Lina Maria
This study presents an improvement proposal for Grupo TIZMA S.A.S. Aimed at strengthening cash flow management and supporting its expansion into international markets. Based on an organizational diagnosis and an analysis of Colombia's digital advertising sector, the research identified challenges related to liquidity, high operating costs, and employee turnover. To address these issues, an improvement plan was designed, including strategies such as detailed cash flow monitoring, structured collection policies, the creation of an emergency reserve fund, supplier payment optimization, and customer loyalty programs based on recurring services. Additionally, the proposal explores business opportunities in Latin American markets, particularly Peru and Panama, supported by financial, commercial, and operational performance indicators. The proposed actions are intended to improve financial stability, enhance the company's competitiveness, optimize internal processes, and establish the conditions necessary for sustainable international growth and long-term organizational development.
Plan de mejora para la optimización logística y la diversificación de proveedores internacionales en Cerámicas Michell SAS - Improvement Plan for Logistics Optimization and Diversification of International Suppliers at Cerámicas Michell SAS
Poveda Rodriguez Yury Michell; José Alfredo Guavita Quente
This document corresponds to the improvement plan report proposed during the internship carried out at Cerámicas Michell SAS, a Colombian company dedicated to the commercialization and distribution of construction mater, located in the Kennedy district of Bogotá. The purpose of this work is to design and implement an improvement plan aimed at strengthening the company’s internal processes and enhancing its competitiveness in the market. The improvement plan was structured around three specific objectives. The first involves building a database of international suppliers previously contacted in markets such as China and India, including a pilot import plan to assess the feasibility of a future direct importation. The second objective seeks to implement an inventory control system in the warehouses using SIIGO software, in order to record the entry and exit of good, reduce inconsistencies, and improve operational management. The third objective proposes the design of a digital catalogue of products organized by category and characteristics, as a tool to support commercial management and customer service. Drawing on the theorical contributions of Michael Porter and the purchasing guidelines of ISO 9001:2015, This improvement plan aims to move Cerámicas Michell SAS toward a more efficient, competitive and sustainable operation, building a solid foundation for its growth and consolidation in the construction finishing materials market.
Plan de mejoramiento para el seguimiento y control de la gestión comercial en la Cámara de Comercio e Industria Colombo Chilena mediante un dashboard en Google Sheets.
Rivera Blanco Andrea Valeria; Cesar Agusto Davila Basto
This study proposes an improvement plan to strengthen the monitoring and control of the commercial management activities carried out by interns at the Colombian-Chilean Chamber of Commerce and Industry (CCICC). Based on a diagnosis conducted within the commercial area, it was identified that daily activities related to business prospecting, contact follow-up, and meeting coordination are reported through group chats, resulting in dispersed information, difficulties in historical data analysis, and limitations in feedback and performance evaluation processes. In response to this situation, the design and implementation of an interactive dashboard in Google Sheets was proposed. The dashboard is built on a standardized database that consolidates key performance indicators (KPIs) related to commercial management. This tool contributes to improving information traceability, optimizing feedback processes, and supporting decision-making within the commercial area. Since it relies on technological resources already available within the organization, the proposal is considered viable, sustainable, and easy to implement, making it an effective alternative for strengthening commercial management.
Estrategia de Captación y Gestión de Cuentas Corporativas Multinacionales
Jaramillo Arias Veronica
This undergraduate thesis proposes a commercial strategy for acquiring and managing multinational corporate accounts at CONALCA SAS, a Colombian land freight transport and logistics company. Based on a diagnosis of the industry environment and the organization's financial and competitive position, the study identified the need to expand commercial reach toward high-value clients, such as LCL, FCL, oversized, and chemical cargo, in the countries where the company already operates. To address this need, an artificial-intelligence-driven sales funnel method was designed, structured in two stages: an automated stage, in which AI researches, filters, and prioritizes high-value prospects, and a human stage, focused exclusively on negotiation and closing with already-qualified prospects. The improvement plan includes the strategy's development, an activity schedule, the required human capital, technological resources and implementation budget, as well as the management indicators that will measure its performance. It also addresses installed capacity and outsourced fleet management, together with the expected profitability of serving new clients. The expected results point to a higher volume of active corporate accounts, greater commercial efficiency, and a more competitive position for CONALCA SAS within the sector.
Propuesta de Mapa de Procesos y Procedimientos del Área Comercial de la Cámara de Comercio e Industria Colombo Chilena
Guevara-Caro, Camila
The purpose of this document is to propose the design of a Process and Procedure Map for the commercial division of the Colombian-Chilean Chamber of Commerce and Industry (CCICC). The initiative stems from the institutional need to standardize the provision of B2B services, mitigating the current reliance on empirical knowledge and resolving information asymmetries that affect traceability and on-the-job training. Methodologically, the project is approached from a descriptive and analytical perspective, using primary data collected through the commercial team to diagnose the current state. Based on this analysis, an operational restructuring is proposed based on a value chain model comprising three macro-processes: Inbound Logistics, Operations and Management, and Outbound Logistics. The central deliverable consists of standardized flowcharts and the design of Process Characterization Sheets, which detail responsibilities, formats, and technological tools. In conclusion, the project provides the organization with comprehensive technical support that ensures the quality of service to members, protects intellectual capital, and provides a procedural foundation for the formulation of sectoral strategies.
Plan de mejoramiento Grupo Calle 13 SAS
Otalora Nova Juan David
This document aims to develop an improvement plan for Grupo Calle 13 S.A.S., a company dedicated to the rental and installation of tents, pavilions, stages, flooring, and temporary structures for events. The proposal focuses on designing and improving the import process of 7, 9, and 12-meter span tents to expand the company's product portfolio and strengthen its inbound logistics within the event industry. To achieve this, an analysis of the business environment was conducted, focusing on the event sector in Colombia and Bogotá, identifying its main characteristics, key stakeholders, and level of competitiveness. In addition, an organizational assessment was carried out using tools such as the SWOT analysis and the value chain, which made it possible to identify the company's strengths, opportunities, weaknesses, and threats. Based on this analysis, an improvement plan was developed to organize the tent import process, including supplier selection, legal requirements, transportation coordination, and inventory management. As a result, a structured procedure is proposed to facilitate the acquisition of new products, improve the company's internal organization, and strengthen its ability to respond to market needs, contributing to its growth and competitiveness within the event industry.
Plan de Fortalecimiento de la Gestión Comercial en la Cámara Colombo Chilena mediante Benchmarking de Servicios Binacionales
Andres Felipe Angel Avila
This study aims to strengthen the commercial management of the Colombian-Chilean Chamber of Commerce and Industry (CCICC) through the implementation of competitive benchmarking with other binational chambers operating in Colombia. An institutional diagnosis was conducted to identify strengths, weaknesses, and improvement opportunities in commercial processes, particularly in business development, member acquisition, and business services. The research compares the services and commercial strategies of the Colombian-Central American and Caribbean Chamber of Commerce, the Colombian-Brazilian Chamber of Commerce, BritCham, AmCham, and the Colombian-Canadian Chamber of Commerce. The analysis revealed successful practices in internationalization, networking, business events, digital platforms, and sectoral committees, highlighting opportunities that could be adapted by the CCICC to improve its competitiveness and institutional value. Based on the benchmarking results, an action plan is proposed focusing on the implementation of sectoral committees, beginning with a Human Resources Committee, and on strengthening business events and institutional visibility. These initiatives seek to promote collaboration, knowledge exchange, and new business opportunities, contributing to the long-term growth and competitiveness of the CCICC in the Colombia–Chile business environment.
Análisis sectorial del ecoturismo en la región del Cocuy, mercado turístico y oportunidades de posicionamiento internacional
Tunarosa Vargas Andrés Esteban; Vargas Rincón Andrés Mauricio
This study aims to analyze the ecotourism sector in the Cocuy region to identify the internal and external factors influencing its positioning within the international tourism market. The research is conducted within the framework of sustainable tourism in Colombia. It employs a mixed methods approach predominantly descriptive and analytical drawing on secondary sources such as government and institutional documents, a PESTEL analysis, a review of digital content from sector companies, and a SWOT analysis. Key findings reveal a low share of the foreign tourism market, attributed to persistent disadvantages regarding infrastructure, accessibility to key tourist routes, destination promotion, and collaboration between the community and the government. Nevertheless, there are positive aspects linked to the region's biodiversity characterized by high mountain landscapes and its sociocultural richness, all within a sustainable tourism context. Challenges remain, however, including environmental issues, temporary park closures, and the weak implementation of digital tools designed to support operations and enhance destination visibility. These findings highlight the factors that must be addressed. The study concludes that ecotourism in Cocuy holds significant potential as an exportable service in the international market, provided that destination management is strengthened, promotion strategies are developed, and the community, public sector, and businesses work collaboratively.
Evaluar la eficiencia operativa y la diversificación energética de Ecopetrol (2020–2025) para proponer estrategias de mejora que fortalezcan su sostenibilidad y competitividad.
Gualteros Rodriguez Yeimi Camila
This research analyzes the operational efficiency and energy diversification of Ecopetrol S.A. during the period 2020–2025, with the aim of identifying strategies that strengthen its sustainability and competitiveness. The study was conducted through a documentary analysis approach using corporate reports, financial statements, and strategic documents published by the company. Operational performance indicators, international negotiation processes, and energy transition strategies were examined. The results show that, although the company maintains a leadership position in the Colombian energy sector, it still faces challenges related to its high dependence on oil revenues and the need to optimize operational processes. Therefore, strategies focused on digitalization, energy diversification, and strategic decision-making are proposed to improve competitiveness and long-term sustainability.
Modelo de organización documental enfocado en los negocios internacionales para el Grupo Interno de Trabajo de Asuntos Económicos de la Cancillería de Colombia
Rodríguez-Muñoz, Eilen Gabriela; Andres Mauricio Vargas Rincon
This improvement plan proposes a document organization model for the Economic Affairs Working Group of the Colombian Ministry of Foreign Affairs, developed from an international business perspective. The study identified that, although the current document management structure complies with institutional archival regulations through the Records Retention Schedule and the Electronic Records Management System (ERMS), it presents limitations regarding thematic consultation, cross-functional information analysis, and the strategic use of documents. To address these challenges, a document organization model was designed based on three analytical axes: international scenarios, relations with multilateral organizations, and international business dynamics. The proposal incorporates complementary classification criteria, including analytical axis, process type, strategic priority, and status, aiming to improve information retrieval, strengthen knowledge management, and support decision-making processes within the department. The proposed model enhances the existing archival structure without replacing it, adding an analytical layer that facilitates thematic classification and consultation of documents. The findings suggest that its implementation could improve document retrieval processes, support the monitoring of international affairs, and transform the archive into a strategic source of information for institutional analysis. Furthermore, the proposal is considered feasible, as it takes advantage of the technological infrastructure currently available and can be implemented progressively with limited additional resources.
Incidencia del uso de Tecnologías de la Información y la Comunicación (TIC) en la productividad comercial de las pymes del sector textil en Bogotá (2020–2025)
Rodríguez-Monsalve, Camilo Andrés; Novoa-Amaya, Natalia; Aguilar-Galeano, Estíbaliz
This research analyzes the incidence of Information and Communication Technologies (ICT) on the commercial productivity of SMEs in Bogotá’s textile sector during the 2020–2025 period. The central problem lies in the fact that, although digitalization has become increasingly relevant in the business environment, many SMEs in the clothing trade still show low levels of technological appropriation, which limits their operational efficiency, access to new markets, and competitiveness. The general objective was to analyze how ICT adoption affects the productivity of these companies. The study was developed through a qualitative, descriptive, and documentary approach. To do so, scientific articles, institutional reports, official statistics, and sectoral studies on digitalization, productivity, and the textile sector were reviewed. The information was organized into categories related to public policies, state incentives, level of access and use of ICT, as well as barriers and opportunities for technological adoption. The main finding showed that ICT adoption has a positive effect on the commercial productivity of SMEs in Bogotá’s textile sector, especially when these tools are integrated into processes such as sales, digital marketing, inventory management, customer relations, and logistics. However, this effect remains uneven due to barriers such as implementation costs, lack of training, and resistance to change. In conclusion, digitalization represents a real opportunity to strengthen the sector’s competitiveness, provided that there is gradual adoption, institutional support, and business training.
Diseño de un sistema de trazabilidad de contactos empresariales en la Cámara de Comercio e Industria Colombo Chilena
Hernández Valencia Laura Daniela; César Augusto Dávila Basto
This internship report aims to propose three improvement opportunities for the internship process at the Colombian-Chilean Chamber of Commerce and Industry through strategies focused on strengthening commercial follow-up. First, an organizational and commercial area diagnosis was conducted to understand the Chamber’s current context, the services it provides, and the responsibilities carried out by interns, allowing opportunities for process improvement to be identified. Subsequently, PESTEL and SWOT analyses were developed to assess the Chamber’s strategic environment, revealing the need to strengthen the follow-up and traceability of business relationships. The proposed improvement strategies are supported by a theoretical framework that highlights the importance of process traceability and value creation as key elements for strengthening customer relationships and fostering customer loyalty. The main proposal consists of developing a business contact traceability matrix supported by an application that improves the visualization and updating of information. This tool is intended to facilitate the monitoring of business meetings and commercial follow-up activities. Finally, recommendations based on the findings of this study are presented to contribute to strengthening commercial management from the perspective of an international business professional.
Plan de Mejoramiento para Fortalecer la Relación y la Experiencia de los Clientes del Grupo Bolívar
Forero-Barbosa, Laura Camila; Oscar Hernan Angel Martinez
This improvement plan aims to design a customer-centered integration strategy for Grupo Bolívar in order to strengthen the coordination between its different subsidiaries and optimize customer experience. Based on the analysis of initiatives developed in Davivienda, Seguros Bolívar and Constructora Bolívar, opportunities for improvement related to process integration, decision-making and customer experience management were identified. The proposal includes strategies focused on data analytics, service personalization and collaborative work between departments, seeking greater operational efficiency and organizational value.
Propuestas plan de mejora Ministerio de Relaciones Exteriores
Ramos Jimenez Lesly Carolina; César Augusto Davila Basto
This study develops an institutional diagnosis of the Ministry of Foreign Affairs of Colombia, with a focus on the South America Internal Working Group (GIT), based on direct observation of its operational dynamics. The analysis identified weaknesses in the management of strategic information, particularly the reliance on manual processes, the dispersion of data, and the absence of standardized knowledge transfer mechanisms. Based on these findings, three improvement proposals were formulated, aimed at optimizing regional situation monitoring, strengthening bilateral follow-up, and ensuring operational continuity.
Modelos de negocios para la internacionalización de agencias de marketing en Bogotá: oportunidades de posicionamiento en el mercado brasileño
Molina-Monsalve, Brian Steven; Pauta-Rodríguez, Luis Felipe; Aguilar-Galeano, Estíbaliz
The purpose of this study is to analyze the situation of marketing agencies in Bogotá in the context of globalization, specifically in the Brazilian market, given that the challenges involved include limitations and barriers that hinder their development. The main barriers highlighted are lack of experience in the Brazilian market, language, and culture; additionally, the agencies lack clear and precise strategies, which leads to limitations faced by marketing agencies in Bogotá in this globalization process. The purpose of this study is to identify internationalization strategies that would enable positioning in the Brazilian market. To this end, the research employed a qualitative and descriptive methodology supported by a literature review and analysis of various sources. The analysis reveals that marketing agencies possess strengths such as creative human talent, competitive costs, and mastery of digital tools, which enable them to offer services adaptable to different contexts; however, weaknesses are also observed in language proficiency, limited experience in foreign markets, and the fragility of international expansion strategies. Furthermore, Brazil has proven to be a highly competitive market with advanced adoption of digital technologies and significant growth in the number of online consumers. For this reason, the development of sustainable business models focuses on market and service specialization, using data for decision-making, forming partnerships, and adapting to the culture of the Brazilian market.
Propuesta de Mejora en la Gestión de Inventarios para Optimizar la Eficiencia Logística en la Empresa Campo Alegre S.A.S.
Quintero Diaz Nicol Dayana; Sandra Patricia Torres Diaz
This study was conducted with the aim of proposing improvements to inventory management at Campo Alegre SAS, a company based in Bogotá that specializes in the bottling and marketing of oils and other food products. During the analysis of the company, several problems related to product control were identified, as the recorded information often does not match what is actually in the warehouse. This leads to delays in orders, errors in shipments, disorganization in processes, and communication difficulties between different areas of the company. Based on this situation, a proposal is presented focused on improving inventory organization and control through the use of digital tools, clearer records, and constant verification of merchandise. Specific roles for each department, periodic counts, better warehouse organization, and pre-shipment checks are also proposed. These improvements are expected to reduce errors, prevent losses, streamline logistics processes, and provide better service to customers. Additionally, the proposal aims to enable the company to operate in a more organized manner, making decisions based on real-time, up-to date information, which can contribute to the growth and strengthening of the organization.
Propuesta de mejora de la presencia digital de la Cámara de Comercio e Industria Colombo Chilena
Laura Nicoll Vacca Piñeros; José Alfredo Guavita Quente
This improvement plan analyzes the communication practices of the Colombian-Chilean Chamber of Commerce and Industry (CCICC), a binational organization with seventeen years of experience promoting trade and investment between Colombia and Chile. Based on an observational assessment of its institutional digital channels, including the website and LinkedIn profile, three key communication gaps were identified: outdated content, the absence of member testimonials, and a predominantly one-way communication approach. Supported by a PESTEL analysis of the bilateral environment, the study proposes a participatory communication strategy consisting of two complementary initiatives: the institutional podcast *Conectados: Voces de la Alianza* and the *Voces Afiliadas* testimonial section within the existing newsletter. These initiatives aim to strengthen member engagement, increase the CCICC's visibility in the binational market, and create a historical archive of success stories while requiring minimal investment by leveraging the organization's existing digital infrastructure. The proposed strategy seeks to enhance institutional communication through greater stakeholder participation and more dynamic digital interaction.
Plan de mejora para el fortalecimiento competitivo de Servielectrogas S.A.S
Leon-Montaña, Laura-Yuliana; Guavita Quente JoseAlfredo
This paper analyzes the business environment of Servielectrogas S.A.S., a Colombian company dedicated to the installation, maintenance, and commercialization of gas and electric water heaters. The study evaluates the conditions of the gas appliance sector in Colombia and identifies the main competitive factors, considering international trade dynamics. Strategic diagnostic tools such as the SWOT matrix, Porter's Five Forces model, and the competitive profile matrix were applied to identify strengths, weaknesses, opportunities, and threats. Additionally, import data under tariff subheading 841911 was analyzed, which shows a high market concentration in a few international brands. Based on these findings, an improvement plan was formulated, structured around three strategic pillars: strengthening negotiation power with suppliers, commercial expansion and digital positioning, and customer loyalty. The implementation of this plan aims for Servielectrogas to improve its positioning, increase its profitability, and consolidate solid business relationships in the 2026–2027 period.
Optimización del servicio consular mediante el fortalecimiento de información sobre procesos burocráticos, con énfasis en gestión de negocios internacionales entre Colombia y el sur de la Florida.
Sharik Tatiana Ortiz Garzón; Andres Mauricio Vargas Rincon
This work develops an improvement plan for the Consulate General of Colombia in Miami, focused on optimizing consular services through strengthened user information and guidance. Based on observations made during the internship, issues related to procedural errors, reprocessing, and understanding of requirements were identified. As a proposal, communication strategies, informative tools, and management indicators were designed to improve operational efficiency and institutional management.
Diseño de un plan de exportación de grasa de ave de INGRASAS S.A.S. hacia Países Bajos para la industria de nutrición animal.
Rizo-Bonilla,Yuly Paola; Julián Enrique Beltrán Roldán
This thesis designs an export plan for poultry fat from INGRASAS S.A.S. to the Netherlands, with the aim of reducing dependence on the Colombian market and accessing a higher-value international market. The study adopts a mixed-methods approach with a qualitative predominance, descriptive scope, and non-experimental design. The qualitative component allows for characterizing the target market, interpreting regulatory requirements, and understanding the strategic implications of the export process; while the quantitative component is based on real operational and financial data from INGRASAS S.A.S., used to estimate costs, calculate profit margins, and evaluate the economic feasibility of the export operation. The study is grounded in documentary review and primary information obtained through a semi-structured interview with the company's management. The research addresses three main areas. First, it analyzes the Dutch animal nutrition market, identifying demand for Category 3 animal fats, key commercialization channels, and reference prices. Second, it determines the technical, sanitary, and regulatory requirements imposed by the European Union, especially Regulation (EC) No. 1069/2009, the GMP+ FSA standard, and the TRACES NT system. Third, it evaluates the economic feasibility through an International Physical Distribution cost matrix under the FOB Incoterm®, with an estimated gross margin of USD 181.30 per ton, an annual net profit of USD 71,691.99 in Year 1, an ROI of 278.37%, and a payback period of 3.2 months. The findings indicate that exporting is technically, regulatorily, and financially viable, provided that INGRASAS S.A.S. advances its GMP+ certification and develops commercial relationships with brokers in Rotterdam.

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