Abstract

CASTELLANOS-ORDONEZ, Germán. Distrinox, how to grow profitably?. estud.gerenc. [online]. 2018, vol.34, n.146, pp.114-122. ISSN 0123-5923.  https://doi.org/10.18046/j.estger.2018.146.2805.

This case study aims to put into practice the customer management concept in a Colombian firm that imports and sells stainless steel to ensure its profitable growth. In order to achieve this goal, information about the market, the competitors, the company as well as its products and customers is provided for the reader to define actions regarding the products and services portfolio to grow profitably.

Keywords : market orientation; customer management; growth; profitability.

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