Improvement strategies for construction materials commercialization companies with a Sales methodology - Company in the municipality of Cucuta

Abstract

The purpose of this work has been the generation of improvement strategies for construction
material commercialization companies using the Sale - Company methodology in the municipality
of Cúcuta. For this purpose, a non-probabilistic sampling model was used, where eight hardware
companies that use the aforementioned methodology were analyzed; and ten construction
companies taking into account the classification of the three large groups; with a representation of
40% for building construction, 30% for civil engineering works, and the remaining 30% for
specialized activities for the construction of buildings and civil engineering works; instruments
were applied to collect information that allowed to know and deepen in the internal elements of the
hardware sector, such as its management process of orders and dispatches, of each one of the
organizations, its planning, personnel, management and research and development; and, likewise,
external information to the companies of the construction sector, here were taken into account the
technological variables, market competition, customer satisfaction, prioritization of customer needs.
As a result, the authors were able to define that the hardware companies are implementing
personalized services for the construction companies, taking into account their individual needs;
however, there are still gaps in this Sale - Company methodology due to the low investment in
integrated management systems, which means that the information is not adequately used and that
reprocesses and delays are incurred in the procedures for ordering and dispatching materials. In
addition, it was identified that the greatest nonconformity on the part of the construction sector is
the failure to meet delivery deadlines due to the shortage of the required input, so it is important to
pay more attention to the stock models implemented in each of the hardware stores.