Política de financiamento a clientes

: o caso ADIRA : Metal Forming Solutions, S.A.

Abstract

This work aims to develop a critical of the financing options to customers inside a company, having in mind both quantitative and qualitative approaches. Additionally, it proposes a new financing option with the help of a bank that would allow upgrading the range of financing options, having in consideration several costs. Thus, we formulated the following research question: “What financing instruments should ADIRA promote and offer to their customers?” This analysis starts with a market study of a competing company, examining all the financing instruments that this specific company offers to its customers. Following this, the analysis involves the lifting of the current sales conditions and its qualitative analysis (face to other market options) and quantitative (with the perspective of the business profitability). To synthesize and to make it easier the comprehension of these options we develop a diagram and show where the proposed new and tailor made financing solution fits in the company. By comparing the financing options of the competing firm with those of ADIRA we show that both companies use rather similar financing instruments, because they both use the general instruments offered by the financial institutions. With the analysis of the diagram, it is notable that there is a gap in the financing options offered to recent clients located in unstable countries, more specifically a new commercial agent located in Mexico. In order to fill the gap, we propose a new financing solution developed with BBVA aiming to create value and to support communication and business between the two companies.

Date of Award	13 Jul 2017
Original language	Portuguese
Awarding Institution	Universidade Católica Portuguesa
Supervisor	João Pinto (Supervisor)