Modelo de prospecção internacional de clientes potenciais: o caso Tapuio

Abstract

The purpose of this research is to study the best way to find prospective clients at the international level for dairy products. Through previous studies and the case of Tapuio company, it was noticed the main focus of prospecting clients is on business expansion. For achieving the mapped goal, information was gathered about the macro environment of marketing and about prospection. As it was not possible to find specific data about import and export of buffalo’s cheese, it was used the generalized term. Therefore, a model of international prospecting was elaborated for finding prospective clients with eight simple steps to export buffalo’s cheese. Based on the information collection using the internet, Argentina and Chile were selected as prospective markets. Their macro environments were analyzed in order to find importers/distributors that might have interest of working with this type of cheese. Following the steps of the model, 50 companies were selected in which three responded with a period of one week, two out of those three companies have interest of working with this product and one showed no interest. Thus, it is concluded that the proposed model is efficient and its efficiency level will depend on the approach used by the companies.