Plan de marketing para empresas : 6. Desarrollo: competencia

Competencia es toda aquella persona o empresa que comercialice lo que nosotros ofrecemos al mercado. Por lo tanto son nuestros rivales a la hora de conseguir clientes y resultados. Cuanto más sepamos sobre ellos, mas posibilidades tendremos de derrotarlos.

De la competencia todo lo que sepamos es necesario, una mala información o distorsionada de la realidad no llevara a no ser competitivos.

Debemos saber de la competencia:

 - QUIENES SON mis competidores 

- DONDE ESTAN ubicados y por que

- QUE VENDEN (catalogo de productos que ofrecen)

- A QUIEN VENDEN (tipo de clientes a los que se dirigen)

- COMO COBRAN (formas de cobro que ofertan, a plazos, financiados, descuentos, etc.)

- QUE PRECIOS (precios que tienen los productos que venden)

- PUNTOS FUERTES Y DEBILES (razones de exiito o de fracaso de estos competidores)

 - QUIEN ES EL MEJOR Y EL PEOR ( quien es mas competitivo y menos y fundamental por que)

- QUE ACCIONES COMERCIALES REALIZAN ( actuaciones comerciales que realizan)

 - QUE POSICIONAMIENTO POSEEN (como los perciben los clientes)  

La información la podemos conseguir:   OBSERVACION DIRECTA EMPRESAS ESPECIALIZADAS TABLAS DE OBSERVACION PREGUNTAR A CLIENTES PREGUNTAR A PROVEEDORES PASAR POR FALSOS CLIENTES ESTUDIOS COMPARATIVOS VER RATIOS DE MERCADO PREGUNTAR A COMPETIDORES  

Conocer a los competidores nos permitirá conocer herramientas para conseguir clientes, ver como se comportan y que necesitan los clientes. No necesariamente la razon de este estudio es para imitar a esos competidores sino para poder ofrecer alternativas del gusto de los clientes que nos hagan ganarnos su confianza y que esto se refleje en los resultados de nuestra empresa. Para luchar, primero conoce a quien te enfrentas y nunca, nunca lo infravalores.



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