Avaliação de estratégias comerciais: caso da SPAC Services Ld

Abstract

The present work aims to evaluate the commercial strategies of companies from a case study: commercialization and technical assistance of mobile phones of the Motorola brand in the Republic of Mozambique by SPAC Services Lda. Currently, with a monoproduct strategy. commercialization of radio communication this company is exposed to risks if the market enters into crisis resulting from changes that may occur in its external and internal environments. The present work intends to evaluate commercial strategies capable of mitigating the company's economic and financial risks based on the diversification of its business portfolio, selling radio communication products and mobile phones, and promoting the growth of their value. The work is divided into two parts, part I of the theoretical approach to the subject from the bibliographical review and part II of the practical case study. For this purpose, a documental research, field work, was carried out, which was basically the collection of information regarding the economic and financial performance of the company in the period 1997-1999, the mobile phone market in the city of Maputo and the main legislation that regulates the market. of mobile phones in the country. The information collected allowed the study of the practical case to be carried out with greater objectivity. This work allowed us to conclude that: 1. Although the commercialization of radio communication is profitable, its long-term sustainability is totally uncertain because the market is in the maturing stage, its growth is not so strong and any change in the environment can cause its decline; 2. The mobile phone market is facing the problem of lack of after-sales technical assistance for Motorola brand mobile phones and that this market is in a very fast growth phase; 3. The analysis of the company's performance in the period 1997-1999 and the economic and financial viability of the sale of mobile phones demonstrates that the risk can be reduced by diversifying the business portfolio and increasing the company's value through the synergy of the results of the two products . It is therefore recommended that the strategy of product diversification be introduced with the inclusion in the SPAC Services Lda business of the sale of mobile phones of the Motorola brand, after-sales assistance and respective breakdown repairs not only of devices sold by itself but also of any customer who owns this brand. On the other hand, the company will have to redefine its mission, incorporating the concept of the new product in the definition of the mission.