Recent Submissions

  • B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs

    Galvez-Torres, Erika; Cruz-Alfaro, Milagros; Cespedes-Blanco, Carlos; Raymundo, Carlos; Mamani-Macedo, Nestor; Dominguez, Francisco (Springer, 2020-01-01)
    It has been found that the main causes of insufficient sales of different small and medium-sized enterprises (SMEs) is the low conversion rate of quotes into sales, which entails poor business performance and low economic impact. Therefore, a marketing methodology called inbound marketing is planned, which is modified and adapted to the case study. In contrast, tools such as ABC classification, workflow, and inbound marketing have been used as a structure of the proposed methodology to solve the problem. The implementation of this methodology resulted in an increased efficiency of quote development and an enhanced performance ratio thereof. In conclusion, it is possible to measure the financial impact of the methodology implementation which has been beneficial for the company under study. Business performance in the last month of implementation improved by 10%.
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  • Agile Inventory Management Model Under a Digital Transformation Approach for Stockout Reduction in Chemical Industry’s MSE

    Garamendi-Colos, Virginia; Cano-Lazarte, Mercedes; Mamani-Macedo, Nestor; Raymundo, Carlos; Dominguez, Francisco (Springer, 2020-01-01)
    Through digital transformation, company processes that are, or could be, conducted manually are reduced; moreover, human tasks are automated when software-based processes are established. This paper analyzes the adoption of a digital transformation tool to manage inventory through the application of agile models, such as Just-In-Time, and the use of Enterprise Resource Planning (ERP), employing the Deming cycle method, as several unclear empiric processes exist for managing inventory and purchases. It also upholds that as defined processes are established and the companies exert higher control over inventory turnover and outflows, they could apply methods, such as demand forecasting, to avoid stockout, supply shortage, and inventory loss.
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  • Quality Management Model Based on Lean Six Sigma for Reducing Returns of Defective Clothing Articles in SMEs from the Clothing Industry

    Pacheco-Bonilla, Maday; Cespedes-Blanco, Carlos; Raymundo, Carlos; Mamani-Macedo, Nestor; Dominguez, Francisco (Springer, 2020-01-01)
    Even though there is a high demand for clothing articles in the market, they do not meet quality standards. This can be appreciated after the clothes are washed and dried and the study revealed that over 20% of the items were returned each month. This occurs when the acquisition of raw materials is focused exclusively on the price. Thus, there are no requirements for compliance with any technical specifications that would enable the production process to be equipped with quality raw materials. Additionally, the absence of control over the quantity of consumables based on demand generates reprocessed inventory, thus damaging the fabric. Therefore, the proposed model was made through the Lean Six Sigma method to reduce waste and meet client requirements. The results were a decrease in returns by over 16.5% and an increase in productivity by 28.5%.
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  • Comprehensive management model for solid waste collection and transportation in Peruvian urban municipalities

    Bernal, Renato; Sánchez, Edgar; Mauricio, David; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    Here in, comprehensive management model of municipal solid waste collection and transportation, “MIGRU,” is proposed, based on the Lean Six Sigma, VSM, and Servqual methods. This model considers and includes three important management systems for an efficient collection value chain: quality management, route management, and HR and community management. The proposed model was implemented and validated in the municipality of Lima, Peru, and the results showed that municipal costs were reduced up to 40%, solid waste was reduced in the streets, and routes and processes were updated and improved in addition to an improvement in the participation and environmental education of citizens. Thus, correct management of the proposed model’s three general approaches to a very positive municipal impact at economic and environmental levels, without the investment of excessive amounts of money observed in first-world countries.
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  • Management model based on the lean thinking method for medium-sized peruvian companies in the apparel sector

    Loayza, Luis; Olave, Sebastián; Perez, Maribel; Rojas, Jose; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    The waste and reprocess problem in Peruvian apparel companies is greater than expected. After reviewing a history of losses and reprocesses, an innovative technical solution based on a combination of Lean Manufacturing and Agile tools is presented herein. This innovative proposal is implemented in the areas of cutting, embossing, and sewing in an apparel company. Value Stream Mapping results before and after implementing the proposed model are compared. The major achievement of this model is the significant reduction in loss percentage after two weeks of implementation.
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  • Project planning methodology based on lean philosophy and PMBOK guidelines for SMEs in the electricity sector

    Bazán, Denisse; Pinedo, Marco; Rojas, José; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    Currently, businesses implementing electrical projects lack the theoretical knowledge of ways to correctly develop the projects given that they are based on empirical knowledge. Consequently, a need has developed to implement lean philosophy and project management as distinctive and renowned pillars to ensure high competitiveness in the market of the sector under study. Through case studies, the literature on the subject demonstrated the importance of proper planning based on cost and time pillars. These pillars were analyzed using Ishikawa tools and a problem tree. The following lean tools were chosen: 5S, visual management, and quality circles. These tools and the project management guidelines, specifically the 47 processes published in the 5th edition of the Project Management Body of Knowledge, were applied as a model proposal at a pilot company in which the results of how this combination of solutions reduces delivery times for that organization were compared.
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  • Design of a model of marketing a product of detection and identification with technology of positioning in interiors based on RFID

    Canepa, Amy; Rodríguez, Grecia; Rojas, Jose; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    Currently, one of the main problems is that “time” is becoming more important, which will cause people to perform multiple tasks every day because of a hectic lifestyle, and with it the issue of lost articles. and poorly placed also increases significantly. Although there have been initiatives by some small companies to offer solutions characterized by the use of positioning technologies, these have not achieved the desired success. That is why, in this research, a scheme for the design, evaluation and implementation and marketing of a product with RFID technology with location and alert functions in the absence of proximity to solve the aforementioned problem has been proposed. The scheme and the product were validated through focus tools, surveys and scenario analysis. Likewise, the components of the business model of the scheme allow to reach the demand.
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  • Fundamental Criteria for Methodology of Blasting Engineering in Mining Grains to Reduce Mineral Dilution in Peruvian Polymetallic Underground Mining

    Fuentes-Rivera-Yon, Nayrim; Arauzo-Gallardo, Luis; Raymundo, Carlos; Mamani-Macedo, Nestor; Moguerza, Javier M. (Springer, 2020-01-01)
    This article analyzes the applicability of an appropriate design of blasting engineering for an underground mine to be used in a Peruvian grain context through the data collection and observation method using the Bieniawski rock mass geomechanical classification system, average vein power weighting, and operational dilution of the pits. The generation of solutions is under both the McCarthy approach formula and final results analysis of the dilution behavior obtained in relation to the initial ones. Moreover, the database provided by a mining company is analyzed with respect to the geological conditions for the rock mass classification of the roof box and floor box to determine the quality of the rock, ore grades, power of the vein, and the percentage of dilution. Then we proceed to determine the continuity and thickness of the vein in a given block and analyze the dilution based on the fundamental criteria of blasting engineering.
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  • Application of PMBOK to improve the deadline of projects in SMEs engineering consultancies

    Hinostroza, Maricielo; Chavez, Pedro; Nuñez, Victor; Raymundo, Carlos (Springer Science and Business Media Deutschland GmbH, 2019-01-01)
    In recent years, project management in consulting firms has grown due to greater demands for goods and services. However, this growth has meant that due to inefficiencies in the management, delays in project delivery times are generated. In addition, the same situation occurs for performance of personnel’s competences, as well as in defining the scope of the project. Therefore, this article proposes a model for the application of Project Management Body of Knowledge (PMBOK) based on knowledge management, which consists of the following areas: stakeholder management, risk management, cost management, time management, human resources management, quality management, integration management, and scope management. To show the ease of use of this model, a case study was conducted in an engineering consulting firm. The results of the application of the model were successful: the delay in project delivery times was reduced by 70% and the risks that may exist during execution were reduced by 67%. In addition, the company highlighted the success of the application of knowledge management because it improved the interaction and skills of staff by facilitating the implementation of the model.
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  • Methodology for the digitalization of advertisement at the point of sale for gross margin increase in the traditional retail trade

    Cheng-Fong, Luis; Cruzalegui, Ana; Rojas, Jose; Raymundo, Carlos (International Institute of Informatics and Systemics, IIIS, 2019-01-01)
    Retail trade modernization in Peru has displaced the traditional retailer as the first option when it comes to shopping. Supermarkets have grown 45% during the last four years and the new convenience stores gather all competitive advantages required by the sector. Industry has adapted to the new Peruvian in order to cover the needs generated by a digital age offering solutions that give timely information, comfort and modernity when acquiring a new product. In 2017, 414,000 grocery stores were counted in Peru, which were forced to adapt and improve their services. This research project aims to come up with a solution to bring the grocery stores into the twenty-first century, and thus, to increase their gross margin and ensure their continuity. A methodology connecting the requirements of the grocery stores that invest the most in the city of Lima to the needs of the mass consumption companies by means of a platform that digitalizes ads at the point of sale driven by digital advertising is presented here. Currently, the product benefits 40 grocery stores in the city with a new customer service channel that allows to increase their sales by 20%.
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  • Agile and sustainable methods to implement 6S in textile manufacturing MSEs

    Quea, Camila; Sánchez, Karla; Mauricio, David; Raymundo, Carlos; Dominguez, Francisco (International Institute of Informatics and Systemics, IIIS, 2019-01-01)
    No presente resumen.
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  • Application of a management model based on DMAIC methodology to an MSE in the personal beauty sector to increase profitability

    Mejia, Katherine; Quintanilla, Henry; Cespedes, Carlos; Rojas, Jose; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    Micro and Small Enterprise (MSEs) are the primary employment driving force in Peru; however, their low level of management does not allow for their long-term sustainable development. This situation has led such companies to incur unnecessary costs and expenses. In this study, we deal with the case study of a microenterprise of services in the personal beauty sector, which applied a Management Model based on define, measure, analyze, improve, and control (DMAIC) method. That excellent methodology helps to improve processes through the philosophy of continuous improvement, with the aim of proposing improvements to increase profitability and growth. Moreover, the integration of various techniques and tools at each stage of the DMAIC methodology was proposed with a focus on human management processes, inventories, and operational services, which have greater impact on most companies of this type.
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  • Improving processes through the use of the 5S methodology and menu engineering to reduce production costs of a MSE in the hospitality sector in the department of Ancash

    Alva, Indira; Rojas, José; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    The purpose of this document is to improve inventory management processes and food processing at a restaurant in the region of Ancash by applying the 5S methodology and using specific indicators for the location and type of work. All this was achieved with the implementation of the menu engineering methodology, which consists basically of forecasts, linear programming, long-term orders, and inventory management. The proper operation of the new processes was experimentally validated. First, the main results were that the use of approximately 4.30 m2 of the work space allocated to unnecessary activities within the work area was optimized, increasing the number of processes that a worker can perform without moving more than 1 m from their work position. Despite the many studies existing on the methodology implemented, there is scarce material that focuses on its application in restaurants, as it is normally developed in industrial areas.
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  • Strategic planning model to increase the profitability of an HR outsourcing SME through digital transformation

    Bautista, Andrea; León, Adriana; Rojas, José; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    The Human Resources (HR) outsourcing market in Peru is growing; however, it is dominated by large companies in this area, which prevents the development of new organizations or small- and medium-sized enterprises (SMEs). The latter, in spite of providing the same services, fail to reach the expected sales volume, thus reporting low profitability. This article analyzes the different factors that impede the growth of SMEs through a fishbone (Ishikawa) diagram and the assessment of initial indicators. It also proposes a model that is based on the three pillars of Digital Transformation and the importance of their alignment in its implementation. A pilot model has been conducted for validation in an SME that provides HR outsourcing services. The research results denote an increase in the company’s profitability and capacity.
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  • A cooperative logistics management model based on traceability for reducing the logistics costs of coffee storage in Peru’s agro-export sector

    Cruces-Flores, Daniella; Valdivia-Capellino, Gustavo; Ramirez-Valdivia, Cesar; Alvarez, Jose Maria; Raymundo-Ibañez, Carlos (Association for Computing Machinery, 2019-09-27)
    This article describes how using logistics management models in collaboration with a process traceability system improves storage management processes in the coffee supply chain by reducing losses and high storage-related logistics costs, with support from a digital transformation process. For the purposes of this study, data on times and costs incurred as per the corresponding criteria and purchasing power, errors in order specifications, and delivery delays that result in losses were used, as these cause coffee to lose market value within an organization in a cooperative setting (business associations).
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  • Methodology for reducing staff turnover in service companies based on employer branding and talent management

    Espinoza, Amy; Rojas, Estefania; Rojas, Jose; Raymundo, Carlos (Springer Science and Business Media Deutschland GmbH, 2019-01-01)
    The turnover rate of personnel in companies in the service sector is approximately 10%. In Peru, this figure is above 15%, which generates high cost overruns for organizations. Companies with the highest turnover are the service companies, and the operational staff is regarded the key factor of these organizations. Previous research has been carried out on this issue, and the solutions are models with the objective of retaining employees, using Employer Branding, Endomarketing, and Talent Management techniques. However, for this study, a model based on the combination of these techniques was designed and applied. Thus, it is intended that the model managed to meet the concerns raised and to reduce costs in companies. The model was applied in a company in the fast food sector, aiming the frontline/operational personnel of the organization. The results showed that an agile recruitment process and development of personnel training significantly reduces high rates of personnel turnover and the costs presented by this. Additionally, it is proven that the leadership of store managers plays an important role in increasing employee satisfaction and commitment within the organization.
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  • Improvement proposal for the logistics process of importing SMEs in Peru through lean, inventories, and change management

    Riquero, Izon; Hilario, Christian; Chavez, Pedro; Raymundo, Carlos (Springer Science and Business Media Deutschland GmbH, 2019-01-01)
    The logistics processes of companies seek an adequate supply of merchandize, streamline processes, reduce costs, and distribution of their products to the customer in an efficient manner and allow them to develop corrective planning in order to be competitive in the market. However, these processes are less efficient in importing companies of the SME sector. Therefore, this article proposes the application of a change management model to improve the logistics process that generates a real transformation. This model is structured in three phases: first, pre-Implementation, which refers to participatory leadership and resistance to change; second, implementation of logistics management; and third, sustainability of the model over time. The model was validated in a Peruvian SME importer of household goods, whose satisfactory results implied an increase in available storage capacity, reduction of logistics costs, satisfaction of change, and organizational culture.
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  • Lean service quality model to improve the performance of service in automotive dealer

    Valenzuela, Franco; Estocalenko, Jeysev; Rojas, José; Raymundo, Carlos (Springer Verlag, 2020-01-01)
    The service sector, specifically the automotive sector, has witnessed significant growth in the economy and is constantly searching for methods to improve its quality indexes with its customers; however, errors in general repairs are ever present in this tertiary activity. This document undertakes a practical study to measure the effectiveness of the Lean Service Quality (LSQ) model, which combines the development of a multi-elemental scale to measure service quality (SERVQUAL) and a conceptual/practical Lean Service model, with the aim of reducing the number of poorly performed technical repairs at a Toyota automobile dealership. The main result of the research was defining a practical guide to replicate the LSQ model. In addition, as the model’s first approach, the study demonstrated that, for the dealership under study, the rate of bad repairs was ultimately reduced by 5.17%.
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  • Lean Thinking Simulation Model to Improve the Service Performance in Fast Food

    Sandoval, Diana; Palomares, Manuela; Rojas, Jose; Mendoza, Pablo; Raymundo, Carlos (2021-01-01)
    The fast food industry, specifically the service department, has experienced sustainable economic growth and has evolved in the application of substantial methods, however, it has presented a slowdown due to deficient operation level provided in the customer service area. A large number of customers do not make the purchase owing to a series of unmet trends that face the consumer behaviour which leads to significant economic losses and inefficient service. They have therefore focused their efforts on finding impulse mechanisms through allowing them to migrate to less costly processes and/or to achieve better utilisation of available resources without success. This research inquires into the effectiveness of the Lean Thinking Simulation (LTS) model, which consists in the development of a set of methodological phases and the adaptation of the technological support termed as Digital Change to improve the performance of customer service in Peruvian fast food. The main result of this practical study was defined by a Dashboard in real-time, and as a first approximation of the model, a 17.03% improvement can be shown in the performance of customer service on the fast food selected.
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  • A Strategic Lean Procurement Model Based on Supplier Approval to Reduce Unplanned Downtime in a Textile Small and Medium-Sized Enterprises

    Ramirez-Mitma, Maricarmen; Rojas-Garcia, Jose; Torres-Sifuentes, Carlos; Raymundo, Carlos (2021-01-01)
    In Peru, companies within the textile sector encounter problems such as a decrease in the contribution to an industrial gross domestic product from 10.6 to 7.5%, a decline in financial credits by about 0.7% p.a., and the direct competition of Central American countries across the textile chain. The finishing of fabrics shows the worst performance, with losses of a 38.8% variation in industrial production and a 7.5% growth rate per textile industrial sector. In this scenario, a strategic lean procurement model based on 5S and supplier approval was designed. The lean objective is to streamline workflow in the raw material warehouse that generates excessive lead time to production and leads to unplanned downtime. In addition, supplier approval boosts procurement efficiency and provides strategic value in assessing and planning raw materials to ensure efficient supply. The model is validated through a case study involving a textile small and medium-sized enterprise (SME), and drastic improvements are made. These improvements address the problem of unplanned downtime by reducing its incidence and making economic contributions to the company.
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