Internationalization process of TUBOFURO

The central objective of this case study was to formulate the strategy of internationalization of Tubofuro®, discriminating relevant points from its design to its implementation. This is a company located in Leiria, Ortigosa parish, which operates, among others, in the Portuguese PVC pipes industry for which currently the domestic market is clearly insufficient, given the oversupply compared to demand. Being Tubofuro® an exporting company since 2004, the work here developed specifically intended to increase sales to the foreign market, with this representing 45% of total company's business in 2018 increasing of the number of markets through new partners to enable the positioning of Tubofuro® among the main players in each market, particularly in South American markets, North African and European. To achieve the above objectives presented a case study was applied, centred on Tubofuro® company, target of the internationalization strategy. The search carried out for the formulation of the strategy has been supported on a thorough analysis of the external environment and internal characteristics of the company, for which were crossed different types of data, quantitative, qualitative, secondary data and primary data. From this work resulted the development of internationalization and international marketing plan for the next three years, whose objectives are based on entrance and consequent growth in new markets, including the market Chilean, Peruvian, Mexican, Argentine, Algerian and German, as well growth in the presence and turnover in the markets for which Tubofuro® already exports regularly, for example Spain, France, Tunisia and Morocco. Based on the production capacity of Tubofuro® company, which will not suffer any kind of investment for incrementing but only to update, it is expected that the appropriate response capacity for the company is 8 regular markets, and could eventually arise sporadic exports to other markets not interfering with the normal production capacity of the company. The suggestion of the presented markets resulted from the study of the final price based on the one that local customers purchase a product equal or similar to Tubofuro® and the number of potential existing customers in each market. The internationalization model known as Uppsala Model corresponds to the strategy adopted by the company to its internationalization process, taking into account the philosophy of senior management and the risk aversion of them. The sales team Tubofuro® demand for each market, export a full container registering customer feedback, including quality and flow capacity in the market in order to seek a partnership agreement with a local distributor, which allows the Tubofuro® go to step two above mentioned model. The partnership agreement is based on mutual commitment to technical cooperation and trade between the Tubofuro® and partner, in order to increase the performance capacity among local customers. Only if the market presents a greater demand to our supply capacity and be justified by cost / benefit ratio, the entry into this market through a joint venture or subsidiary is that the decision will be taken. Although this is a case study, which means that is adjusted to the concrete case Tubofuro® preventing generalization of findings, we believe that this work can be a useful example for other companies in the internationalization process or the methodology adopted in formulating strategy or the outputs and conclusions drawn.

Contributo para a avaliação do desempenho ambiental de telha cerâmica através da aplicação da pegada ambiental do produto

O presente projeto tem como objetivo principal a aplicação da metodologia da pegada ambiental do produto (PAP) no sector da indústria cerâmica, nomeadamente, para o caso de estudo da telha, permitindo a aferição e comunicação do desempenho ambiental ao longo do ciclo de vida da telha Advance Lusa na tonalidade vermelho natural. Com este intuito procedeu-se à avaliação do ciclo de vida (ACV) dos impactos ambientais gerados pela sua produção, desde a extração de matérias-primas até à fase de distribuição, ou seja, com base numa análise ‘cradle-to-gate’. A implementação da metodologia requer o cálculo dos potenciais impactos ambientais tendo em conta as etapas relevantes no contexto dos limites definidos para o sistema em estudo. O método de avaliação de impactos utilizado é o método ILCD Midpoint + através da utilização do software SimaPro e com recurso às respetivas bibliotecas de bases de dados. A avaliação do perfil de utilização dos recursos e emissões possibilita assim aferir o desempenho ambiental da telha em estudo através da identificação de pontos críticos do sistema considerado. Os resultados indicam que os impactos ambientais se devem, principalmente, à utilização de gás natural na etapa de cozedura e, que a fase de produção e/ou fabrico de telha é a que salienta maiores preocupações do ponto vista ambiental, pelo que deverão ser definidas estratégias com o propósito de verificar a aplicabilidade das melhores técnicas disponíveis (MTDs) e de técnicas emergentes, contribuindo assim, para a procura da sustentabilidade dos processos integrantes do presente estudo.