Dificuldades na implantação de um programa de desenvolvimento de concessionárias agrícolas: um estudo de caso no Chile

Abstract

The purpose of this study was to identify what were the main changes needed in a dealer development program in the After Sales area for agricultural machinery abroad. The program pretends develop together with dealers, certain points that add value to the business "X" and the customer. As a follow-up method, there are criteria and indicators that should be followed during the year. In addition, proposing new changes based on the results obtained during 2014 and 2015. This program is already underway and adapted to reality for dealers in Brazil, but takes him to Chile, as it works in Brazil, without proper changes, taking into account the agricultural country culture, the differences between the machines sold there and here, the cultural farmers aspect and dealerships employees, among others, would be too risky. Through a case study strategy and a practical application sought to amend that Brazilian program was introduced into Chile dealers network with better results. Considering the information obtained, were described the main necessary changes, and complement, also shows up the next changes to be made to the evaluation of this year.