* En miles de soles

2014
Importancia 0.244 0.0921

Clientes 2013 Enero Febrero Marzo Abril Mayo

Giovanna S/. 1,500 S/. 60 S/. 54 S/. 79 S/. 89 S/. 65

Andrea S/. 1,450 S/. 90 S/. 129 S/. 267 S/. 143 S/. 100
Martha S/. 1,686 S/. 120 S/. 90 S/. 310 S/. 220 S/. 250
Stefano S/. 260 S/. 11 S/. 15 S/. 9 S/. 10 S/. 17
Estefa S/. 1,636 S/. 54 S/. 45 S/. 36 S/. 46 S/. 50
Mijail S/. 150 S/. 9 S/. 14 S/. 8 S/. 16 S/. 20
Flora S/. 87 S/. 3 S/. 4 S/. 3 S/. 6 S/. 5
Samir S/. 150 S/. 9 S/. 10 S/. 11 S/. 8 S/. 13
Mario S/. 78 S/. 11 S/. 9 S/. 8 S/. 10 S/. 12
Nancy S/. 96 S/. 11 S/. 12 S/. 8 S/. 10 S/. 9
Luz S/. 86 S/. 12 S/. 9 S/. 10 S/. 11 S/. 13
Alkaid S/. 100 S/. 7 S/. 13 S/. 11 S/. 11 S/. 10
Jose S/. 93 S/. 5 S/. 8 S/. 9 S/. 4 S/. 2
Ricardo S/. 90 S/. 9 S/. 12 S/. 5 S/. 8 S/. 15
Yvon S/. 76 S/. 5 S/. 13 S/. 9 S/. 10 S/. 9
Walter S/. 87 S/. 5 S/. 6 S/. 7 S/. 6 S/. 3
Roberto S/. 60 S/. 4 S/. 6 S/. 5 S/. 7 S/. 8
Gilberto S/. 59 S/. 5 S/. 3 S/. 2 S/. 5 S/. 1
Gabriel S/. 43 S/. 2 S/. 1 S/. 5 S/. 3 S/. 7
Arturo S/. 53 S/. 9 S/. 8 S/. 7 S/. 9 S/. 8
Total S/. 7,840 S/. 441 S/. 461 S/. 809 S/. 632 S/. 617

S/. 2,960 S/. 6,780

24.40% 9.21% 23.66%

C B
 0.2368 0.5192

Tipo d
Proy años
Proy 2014 Estimación Participación
2015-16

S/. 1,450 S/. 2,800 S/. 2,163 20%

S/. 1,470 S/. 2,750 S/. 2,130 19% A
S/. 1,500 S/. 2,400 S/. 2,013 18%
S/. 260 S/. 2,000 S/. 1,163 11% Giovanna S/. 2,163.12
S/. 900 S/. 600 S/. 924 8% Andrea S/. 2,129.70
S/. 179 S/. 1,600 S/. 910 8% Martha S/. 2,012.66
S/. 34 S/. 400 S/. 237 2% Stefano S/. 1,163.41
S/. 90 S/. 222 S/. 173 2% Estefa S/. 923.82
S/. 70 S/. 238 S/. 159 1% S/. -
S/. 120 S/. 192 S/. 152 1% S/. -
S/. 130 S/. 168 S/. 139 1% S/. -
S/. 89 S/. 180 S/. 139 1% S/. -
S/. 57 S/. 200 S/. 140 1% S/. -
S/. 78 S/. 154 S/. 120 1% S/. -
S/. 89 S/. 148 S/. 116 1% S/. 8,392.71
S/. 50 S/. 132 S/. 102 1% Porcentaje 76%
S/. 58 S/. 140 S/. 101 1%
S/. 45 S/. 76 S/. 65 1%
S/. 50 S/. 80 S/. 64 1%
S/. 61 S/. 66 S/. 62 1% pasado (Seguros)
S/. 6,780 S/. 14,546 S/. 11,071 100%

45.28%

A
 POR INGRESOS CLASIFICACION

Tipo de cliente
B C (Seguro futuro)
S/. - S/. -
Mijail S/. 909.71 Jose S/. 140.03
Flora S/. 236.96 Ricardo S/. 120.39
Samir S/. 173.17 Yvon S/. 116.46
Mario S/. 159.18 Walter S/. 101.60
Nancy S/. 151.53 Roberto S/. 101.06
Luz S/. 138.99 Gilberto S/. 64.51
Alkaid S/. 138.93 Gabriel S/. 63.87
S/. - Arturo S/. 61.64
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. 1,908.47 S/. 769.57
17% 7%

futuro (Seguros)
* En miles de soles
2014
Importancia 0.244 0.0921 0.2368
Clientes 2013 Enero Febrero Marzo Abril Mayo Proy 2014

Giovanna S/. 1,500 S/. 60 S/. 54 S/. 79 S/. 89 S/. 65 S/. 1,450
Andrea S/. 1,450 S/. 90 S/. 129 S/. 267 S/. 143 S/. 100 S/. 1,470
Martha S/. 1,686 S/. 120 S/. 90 S/. 310 S/. 220 S/. 250 S/. 1,500
Stefano S/. 260 S/. 11 S/. 15 S/. 9 S/. 10 S/. 17 S/. 260
Estefa S/. 1,636 S/. 54 S/. 45 S/. 36 S/. 46 S/. 50 S/. 900
Mijail S/. 150 S/. 9 S/. 14 S/. 8 S/. 16 S/. 20 S/. 179
Flora S/. 87 S/. 3 S/. 4 S/. 3 S/. 6 S/. 5 S/. 34
Samir S/. 150 S/. 9 S/. 10 S/. 11 S/. 8 S/. 13 S/. 90
Mario S/. 78 S/. 11 S/. 9 S/. 8 S/. 10 S/. 12 S/. 70
Nancy S/. 96 S/. 11 S/. 12 S/. 8 S/. 10 S/. 9 S/. 120
Jose S/. 93 S/. 5 S/. 8 S/. 9 S/. 4 S/. 2 S/. 57
Luz S/. 86 S/. 12 S/. 9 S/. 10 S/. 11 S/. 13 S/. 130
Alkaid S/. 100 S/. 7 S/. 13 S/. 11 S/. 11 S/. 10 S/. 89
Ricardo S/. 90 S/. 9 S/. 12 S/. 5 S/. 8 S/. 15 S/. 78
Yvon S/. 76 S/. 5 S/. 13 S/. 9 S/. 10 S/. 9 S/. 89
Walter S/. 87 S/. 5 S/. 6 S/. 7 S/. 6 S/. 3 S/. 50
Roberto S/. 60 S/. 4 S/. 6 S/. 5 S/. 7 S/. 8 S/. 58
Gilberto S/. 59 S/. 5 S/. 3 S/. 2 S/. 5 S/. 1 S/. 45
Gabriel S/. 43 S/. 2 S/. 1 S/. 5 S/. 3 S/. 7 S/. 50
Arturo S/. 53 S/. 9 S/. 8 S/. 7 S/. 9 S/. 8 S/. 61
Total S/. 7,840 S/. 441 S/. 461 S/. 809 S/. 632 S/. 617 S/. 6,780
 Tipo d
0.5192
Proy años Rentabilidad Estimación Participación Utilidad
2015-16 promedio
S/. 2,800 74% S/. 2,163.12 S/. 0.20 S/1,601 A
S/. 2,750 78% S/. 2,129.70 S/. 0.19 S/1,661
S/. 2,400 83% S/. 2,012.66 S/. 0.18 S/1,671
S/. 2,000 30% S/. 1,163.41 S/. 0.11 S/349
S/. 600 39% S/. 923.82 S/. 0.08 S/360
S/. 1,600 38% S/. 909.71 S/. 0.08 S/346
S/. 400 91% S/. 236.96 S/. 0.02 S/216
S/. 222 13% S/. 173.17 S/. 0.02 S/23
S/. 238 10% S/. 159.18 S/. 0.01 S/16
S/. 192 12% S/. 151.53 S/. 0.01 S/18
S/. 200 60% S/. 140.03 S/. 0.01 S/84
S/. 168 39% S/. 138.99 S/. 0.01 S/54
S/. 180 44% S/. 138.93 S/. 0.01 S/61
S/. 154 66% S/. 120.39 S/. 0.01 S/79
S/. 148 91% S/. 116.46 S/. 0.01 S/106 Porcentaje
S/. 132 45% S/. 101.60 S/. 0.01 S/46
S/. 140 29% S/. 101.06 S/. 0.01 S/29
S/. 76 18% S/. 64.51 S/. 0.01 S/12
S/. 80 37% S/. 63.87 S/. 0.01 S/24
S/. 66 56% S/. 61.64 S/. 0.01 S/35
S/. 14,546 S/. 11,070.75 S/. 1
 Tipo de cliente
A B C
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
0% 0% 0
* En miles de soles
2014
Importancia

Clientes 2013 Enero Febrero Marzo Abril

Flora S/. 87 S/. 3 S/. 4 S/. 3 S/. 6

Gilberto S/. 59 S/. 5 S/. 3 S/. 2 S/. 5
Walter S/. 87 S/. 5 S/. 6 S/. 7 S/. 6
Gabriel S/. 43 S/. 2 S/. 1 S/. 5 S/. 3
Jose S/. 93 S/. 5 S/. 8 S/. 9 S/. 4
Roberto S/. 60 S/. 4 S/. 6 S/. 5 S/. 7
Arturo S/. 53 S/. 9 S/. 8 S/. 7 S/. 9
Mario S/. 78 S/. 11 S/. 9 S/. 8 S/. 10
Ricardo S/. 90 S/. 9 S/. 12 S/. 5 S/. 8
Yvon S/. 76 S/. 5 S/. 13 S/. 9 S/. 10
Alkaid S/. 100 S/. 7 S/. 13 S/. 11 S/. 11
Samir S/. 150 S/. 9 S/. 10 S/. 11 S/. 8
Nancy S/. 96 S/. 11 S/. 12 S/. 8 S/. 10
Luz S/. 86 S/. 12 S/. 9 S/. 10 S/. 11
Mijail S/. 150 S/. 9 S/. 14 S/. 8 S/. 16
Stefano S/. 260 S/. 11 S/. 15 S/. 9 S/. 10
Estefa S/. 1,636 S/. 54 S/. 45 S/. 36 S/. 46
Giovanna S/. 1,500 S/. 60 S/. 54 S/. 79 S/. 89
Andrea S/. 1,450 S/. 90 S/. 129 S/. 267 S/. 143
Martha S/. 1,686 S/. 120 S/. 90 S/. 310 S/. 220
Total S/. 7,840 S/. 441 S/. 461 S/. 809 S/. 632
 1

Factor
Proy años Riesgo de riesgo que Estimación
Mayo Proy 2014 Rentabilidad
2015-16 acertividad pasen a otra
compañía

S/. 5 S/. 34 S/. 400 91% 22% 2%

S/. 1 S/. 45 S/. 76 18% 22% 16%
S/. 3 S/. 50 S/. 132 45% 20% 14%
S/. 7 S/. 50 S/. 80 37% 21% 20%
S/. 2 S/. 57 S/. 200 60% 23% 72%
S/. 8 S/. 58 S/. 140 29% 35% 76%
S/. 8 S/. 61 S/. 66 56% 86% 69%
S/. 12 S/. 70 S/. 238 10% 56% 94%
S/. 15 S/. 78 S/. 154 66% 31% 55%
S/. 9 S/. 89 S/. 148 91% 40% 63%
S/. 10 S/. 89 S/. 180 44% 66% 79%
S/. 13 S/. 90 S/. 222 13% 88% 69%
S/. 9 S/. 120 S/. 192 12% 2% 71%
S/. 13 S/. 130 S/. 168 39% 62% 46%
S/. 20 S/. 179 S/. 1,600 38% 63% 70%
S/. 17 S/. 260 S/. 2,000 30% 42% 81%
S/. 50 S/. 900 S/. 600 39% 83% 7%
S/. 65 S/. 1,450 S/. 2,800 74% 89% 33%
S/. 100 S/. 1,470 S/. 2,750 78% 16% 12%
S/. 250 S/. 1,500 S/. 2,400 83% 5% 1%
S/. 617 S/. 6,780 S/. 14,546 S/. -
Participación
Tipo de cliente
#DIV/0!
#DIV/0! A B
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
Alto riesgo
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
#DIV/0! Mediano S/. - S/. -
#DIV/0! riesgo S/. - S/. -
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
Bajo riesgo
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
#DIV/0! S/. - S/. -
#DIV/0! Porcentaje #DIV/0! #DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
cliente
C
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
S/. -
#DIV/0!
 2014

Importancia

Clientes 2013 Enero Febrero Marzo Abril Mayo Proy 2014

Flora S/. 87 S/. 3 S/. 4 S/. 3 S/. 6 S/. 5 S/. 34

Gilberto S/. 59 S/. 5 S/. 3 S/. 2 S/. 5 S/. 1 S/. 45
Walter S/. 87 S/. 5 S/. 6 S/. 7 S/. 6 S/. 3 S/. 50
Gabriel S/. 43 S/. 2 S/. 1 S/. 5 S/. 3 S/. 7 S/. 50
Jose S/. 93 S/. 5 S/. 8 S/. 9 S/. 4 S/. 2 S/. 57
Roberto S/. 60 S/. 4 S/. 6 S/. 5 S/. 7 S/. 8 S/. 58
Arturo S/. 53 S/. 9 S/. 8 S/. 7 S/. 9 S/. 8 S/. 61
Mario S/. 78 S/. 11 S/. 9 S/. 8 S/. 10 S/. 12 S/. 70
Ricardo S/. 90 S/. 9 S/. 12 S/. 5 S/. 8 S/. 15 S/. 78
Yvon S/. 76 S/. 5 S/. 13 S/. 9 S/. 10 S/. 9 S/. 89
Alkaid S/. 100 S/. 7 S/. 13 S/. 11 S/. 11 S/. 10 S/. 89
Samir S/. 150 S/. 9 S/. 10 S/. 11 S/. 8 S/. 13 S/. 90
Nancy S/. 96 S/. 11 S/. 12 S/. 8 S/. 10 S/. 9 S/. 120
Luz S/. 86 S/. 12 S/. 9 S/. 10 S/. 11 S/. 13 S/. 130
Mijail S/. 150 S/. 9 S/. 14 S/. 8 S/. 16 S/. 20 S/. 179
Stefano S/. 260 S/. 11 S/. 15 S/. 9 S/. 10 S/. 17 S/. 260
Estefa S/. 1,636 S/. 54 S/. 45 S/. 36 S/. 46 S/. 50 S/. 900
Giovanna S/. 1,500 S/. 60 S/. 54 S/. 79 S/. 89 S/. 65 S/. 1,450
Andrea S/. 1,450 S/. 90 S/. 129 S/. 267 S/. 143 S/. 100 S/. 1,470
Martha S/. 1,686 S/. 120 S/. 90 S/. 310 S/. 220 S/. 250 S/. 1,500
Total S/. 7,840 S/. 441 S/. 461 S/. 809 S/. 632 S/. 617 S/. 6,780

A
A1 A2 A3 B1
Flora S/. - S/. - S/. -
Roberto S/. - S/. - S/. -
Alto riesgo
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
Mediano S/. - S/. - S/. -
riesgo S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
Bajo riesgo
Bajo riesgo
S/. - S/. - S/. -
S/. - S/. - S/. -
S/. - S/. - S/. -
Porcentaje #DIV/0! #DIV/0! #DIV/0!
 Cualitativo
Factor riesgo
Proy años Riesgo de
Rentabilidad que pasen a otra Estimación Participación Factor 1
2015-16 acertividad compañía
S/. 400 91% 22% 2% #DIV/0!
S/. 76 18% 22% 16% #DIV/0!
S/. 132 45% 20% 14% #DIV/0!
S/. 80 37% 21% 20% #DIV/0!
S/. 200 60% 23% 72% #DIV/0!
S/. 140 29% 35% 76% #DIV/0!
S/. 66 56% 86% 69% #DIV/0!
S/. 238 10% 56% 94% #DIV/0!
S/. 154 66% 31% 55% #DIV/0!
S/. 148 91% 40% 63% #DIV/0!
S/. 180 44% 66% 79% #DIV/0!
S/. 222 13% 88% 69% #DIV/0!
S/. 192 12% 2% 71% #DIV/0!
S/. 168 39% 62% 46% #DIV/0!
S/. 1,600 38% 63% 70% #DIV/0!
S/. 2,000 30% 42% 81% #DIV/0!
S/. 600 39% 83% 7% #DIV/0!
S/. 2,800 74% 89% 33% #DIV/0!
S/. 2,750 78% 16% 12% #DIV/0!
S/. 2,400 83% 5% 1% #DIV/0!
S/. 14,546 S/. - #DIV/0!

B C
B1 B2 B3 C1
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
S/. - S/. - S/. - S/. -
#DIV/0! #DIV/0! #DIV/0! #DIV/0!
Cualitativo

Factor 2

Factores atrayentes del cliente

Status de la relación con el cliente

C
C2 C3
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
S/. - S/. -
#DIV/0! #DIV/0!
 Canal minorista Canal mayorista
Factores atrayentes del cliente
Probabilidad de suministro a largo plazo
Amplia gama de productos importantes utilizados
Reputación e imagen del cliente en el mercado (para empresas de referencia)
Actitud empresarial del cliente
Logística de suministro (necesidades de distribución sencilla)
Necesidad de recursos de asistencia (técnica, de tiempo, financiera)
Dispersión geográfica del cliente (que se adecue a sus operaciones)
Fuerza de la competencia para el negocio de su cliente
Status de la relación con el cliente
Share en las compras del cliente
Share relativo/el mayor competidor
Tendencia de Share
Amplitud de la base de contacto
Edad de relación
Competitividad en el precio
Posibilidad de comparación de la calidad
Su fuerza técnica
Canal mayorista Moderno Horecas Industria