Proyecto de Exportacion de Quinua Hacia El Mercado de Los Estados Unidos

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UNIVERSI

UNIVERSIDAD

DAD NACIONAL

NACIONAL DEL

DEL

ALTIPLANO – PUNO

ALTIPLANO – PUNO

FACULTAD DE CIENCIAS CONTABLES Y 

FACULTAD DE CIENCIAS CONTABLES Y 

ADMINISTRATIVAS

ADMINISTRATIVAS

ESCUELA PROFESIONAL DE CIENCIAS CONTABLES ESCUELA PROFESIONAL DE CIENCIAS CONTABLES

COMERCIO

COMERCIO

INTERNACIONA

INTERNACIONA

L

L

PROYECTO DE

PROYECTO DE

EXPORT

EXPORT

ACIÓN

ACIÓN

DE

DE

QUINUA A GRANEL HACIA EL

QUINUA A GRANEL HACIA EL

MERCADO DE LOS ESTADOS UNIDOS

MERCADO DE LOS ESTADOS UNIDOS

DOCENTE:

DOCENTE: HERMENEGILDO

 HERMENEGILDO

COR

COR

TEZ

TEZ

SEGALES

SEGALES

Estudi!t":

Estudi!t":

CEREZO SIHUAYRO# Lidi M"$%

CEREZO SIHUAYRO# Lidi M"$%

VIII SEMESTRE

VIII SEMESTRE

PUNO & PER'

PUNO & PER'

()*+

()*+

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DEDICATORIA

DEDICATORIA

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AGRADECIMIENTO

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Contenido

PROYECTO DE EXPORTACION DE QUINUA HACIA EL MERCADO DE LOS ESTADOS UNIDOS...4

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1.2 PLANTEAMIENTO GLOBAL DEL PROYECTO...4 1.3 MERCADO META...4 1.4 DISTRIBUIDORES...5 2. ANÁLISIS DE LA EMPRESA...6 2.1 DESCRIPCIÓN DE LA EMPRESA...6 2.2 MISIÓN... 7 2.3 VISIÓN...8

2.4. OBJETIVOS GENERALES DE LA ASOCIACIÓN:...8

3. ESTRATEGIAS DE ENTRADA...10

3.3 DOCUMENTACION DE EXPORTACION...10

3.2 CONTACTOS DEL EXTERIOR Y RELACIONES PERSONALES...10

3.3 ASPECTOS DEL PRECIO...10

3.4 RIESGOS...11

4. ANALISIS DE PRODUCTO...12

4.1 MORFOLOGIA DE LA QUINUA...12

4.2 PROPIEDADES DE LA QUINUA...14

4.3 LOS BENEFICIOS DE LA QUINUA...15

5. ANÁLISIS Y SELECCIÓN DEL MERCADO META...16

5.1 DESCRIPCIÓN DE LA INDUSTRIA...16

5.2 PARTICIPACIÓN DEL SECTOR...16

5.3 SELECCIÓN DEL MERCADO META...16

5.4 PRECIO MARGEN Y DISTRIBUCIÓN...17

5.5 INCOTERMS 2!12...17

5." CLIENTES POTENCIALES...20

5.# MODALIDADES DE PAGO Y FORMALI$ACIÓN LEGAL DE LA COMPRA VENTA... 21

6. ANÁLISIS Y EVALUACIÓN INANCIERA...21

".1 REQUERIMIENTOS DE INVERSIÓN...21

".2 VENTAS ESPERADAS...2

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PROYECTO DE EXPORTACION DE QUINUA HACIA EL

MERCADO DE LOS ESTADOS UNIDOS

1.

RESUMEN EJECUTIVO

1.1 PRODUCTO A EXPORTAR: QUINUA

N!"#$% &'%()*+'&!: % C&'()*)+,- /-,()0

1.2 PLANTEAMIENTO GLOBAL DEL PROYECTO

 A-0'(' ' 0' /-' '( ' D'*060'() +' P-() 07)6'(' ' -,80 QUINUA. Y ' P'69 8,'(' 0608'0(+) -(0 0-+0 6,, ')(;,0 0 -0 () '80 0 0 ('',+0+ +' '('606 '*') *060 -() ,) 7 *060 0 ),'+0+. E '*6'06,) /-,'( *)'' ' 0*,0< -&0 8'' () ' 066,'0 0 ,(8'6,6 '( ' 0 '=*)60,;( +' '6'0' 0(+,() *)6 () )(06 )( +0) (->6,) /-' 6'?'@'( 0 6'(0,,+0+ +' '=*)606 0 QUINUA< ' *)6 ') /-' ' *6''(' P6)7') +' E=*)60,;(. 1.3 MERCADO META N-'6) '60+) '0 E0+) U(,+). P6''(0) -(0 *6)*-'0 *060 0 '=*)60,;( +' QUINUA 0 '60+) +' E0+) U(,+) 70 /-' *)+') '(,)(06 /-' ' -'(0 )( )+) ) 6'-6) (''06,) *060 0 *6)+-,;( - )'6,0,0,;( 70 /-' '( 0 0-0,+0+ '' ' ' *0 )( 07)6 +'0(+0 +' /-,(-0. N-'60 '*6'0 '06 +'+,0+0 0 0 '=*)60,;( +' 60() )6(,) 0(+,() 7 0('60'. D''0) '6 '( -( *6)'+,) +' 5 0) +'6  0)-) '( *06,,*0,;( '( ' '60+) 0 (,8' (0,)(0. Q-'6') )(),+06() )) 0 *6,(,*0 '*6'0 '=*)60+)60 +' 60() 0(+,() 60,0 0 *6)7') '60>,) /-' 6'0,06') '( ' ,('6,)6 +'

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C)(,+'60(+) 0 LEY GENERAL DE SOCIEDADES 0 '*6'0 0+)*) )(,-,6' )) QUINUAMAX SOCIEDAD ANÓNIMA S.A. /-' ,'(' 0 060'6,0 +' '6 -(0 *'6)(0 @-6+,0 +' +'6'&) *6,80+) +' (0-60'0 )'6,0 ,'(+) - )@') ),0 0 )'6,0,0,;( +' QUINUA 0,&-0 7 )6) '6'0'. E6--60 O60(,0,)(0: o L) ;60() +' 0 '*6'0:  J-(0 G'('60 +' A,)(,0: ' ' ;60() -*'6,)6 +' 0 ),'+0+ ' ,('60+) *)6 ' )0 +' ),).  D,6')6,): ' ' ;60() )',0+) '',+) *)6 0 J-(0 G'('60 +' A,)(,0. E( (,(9( 0) ' (9'6) +' +,6')6' ' '()6 +' 6' 3H.  G'6'(': ' ()60+) *)6 ' D,6')6,). E ' 6'*6''(0(' '0 7 0+,(,60+)6 +' 0 '*6'0.  S-. G'6'(': R''*006 0 G'6'(' '( 0) +' 0-'(,0.

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L0 0-0 0+,(,60,;( ' &0 600+) (-'8) ,('0,'() 0 ?,( +' )6,'(06 0 ',;( '*6'06,0 0 0 )*,,0,;( +' 0 '*6'0. D' '' )+) )(?)60( 0 0+,(,60,;( +' 0 ),'+0+ 0 ,-,'(' 6'0: 2.2 MISIÓN S)) -(0 '*6'0 ,(()80+)60 7 )*',,80 /-' *6)+-' 7 )?6'' 0 -(+) 0,'() ,()-) 7 +' 0,+0+ )( '6) ,*0) 0,'(0' 7 '@'6,'(+) 0 '@)6' *6,0 0)60' )(6,-7'(+) 0 +'066)) &-0() )'(,' +' 0 ),'+0+ '( ) ,) +' (-'60 )*'60,)('. N) -'(0) '( -(0 ',;( ),0'('

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6'*)(0' ' ,(-,80 0(,0+) *)6 80)6' /-' 6'0'( +,(,?,/-'( 7 '(0'0( 0 0 *'6)(0 7 0 0 ?0,,0.. 2.3 VISIÓN A 2!2! 0 '*6'0 )'6,0,0+)60 IICA +' *'+6'0 '6 -(0 '*6'0 /-' ,(6''(' - *6)+-,;( 15!TMH 7 )'6,0,0 QUINUA '6,?,0+0 '( *6''(0,)(' +' &)@-'0  &06,(0 6'0 7 0'0 )( )0' 7 0/-,(06,0 +' 0 '@)6 '())0 0 )) )( *'6)(0 0,?,0+) /-' ' +'066)0 +' 0('60 )'(,' '( 0' 0 80)6' /-' ' '=*6'0( '( ' '@)60,'() +' ) (,8'' +' 8,+0 +' (-'6) 600@0+)6' 0 )) '( 0 6'0,)(' ?60'6(0 7 0 )*)6-(,+0+' +' ('),) 7 )*6),) )( (-'6) ,'(' 7 )( 0 ),'+0+.

2.4. OBJETIVOS GENERALES DE LA ASOCIACIÓN:

 A. D'066)06 0 0+'(0 *6)+-,80 +' 0 QUINUA 7 C0,&-0 70 /-' '6( ) *6)+-) /-' ' 80 0 '=*)606 *6))8,'(+) 0 ,'60 '(,?,0+0 +' ) +,8'6) *6)+-) 06)0 0 (,8' )0 *6)8,(,0 6',)(0 7 (0,)(0. B. F)'(06 0 6'0,)(' 6',*6)0 )( ,(,-,)(' ,,06' *6,80+0 (0,)(0' ' ,('6(0,)(0' )( ' )@',8) +' )606 ' ,('60,) +' ,(?)60,;( 6'0,80 0 ()8'+0+' 7 6'?)60 '( 0 +,?'6'(' 0,8,+0+' +' 0 0+'(0 *6)+-,80 +' 0 QUINUA 7 C0,&-0. C. P6'06 '68,,) +' *6)),;( 7 0*0,0,;( *060 ' +'066)) +' 0 *6)+-,;( +' 0 QUINUA 7 C0,&-0 +'(6) +' 0 6',;( 7 ' *0. D. A'*06 +)(0,)(' )( ?,(' 7 )@',8) +' ?,(0(,06 ) *6)7') +' *6)+-,;( *6)+-,8,+0+ +' 0 QUINUA 7 C0,&-0 /-' '0( +' )6,'( (0,)(0 7 +' '=60(@'6). E. C''606 )(8'(,) )( -0/-,'6 '(,+0+ '0 +' +'6'&) *9,) ) +'6'&) *6,80+) (0,)(0 ) '=60(@'6). F. F)'(06 7 *6))8'6 0 *6)+-,;( +' 0 QUINUA 7 C0,&-0 )( 0,+0+ +' '=*)60,;( -0(+) -(0 *6)+-,;( )'(,' 7 '('606 

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,(6') ')(;,) )( 0,8,+0+' +,8'60 '( '('?,,) +' 0  A),0,;(. G. D'066)06 0 *6)+-,;( +' 0 0+'(0 *6)+-,80 +' 0 QUINUA 7 C0,&-0 )( 0 ,(00,;( +' '(6) ','6) 7 +' *6)+-,;( *060 ' )(-) 0 (,8' )0 6',)(0 7 (0,)(0. . F)'(06 7 *6))8'6 *6)600 *060 ' )(6) +' '(?'6'+0+' +' 0 QUINUA 7 C0,&-0 )('680,;( +' ) -') '+,) 0,'(' 0 '))0 6'-6) &+6,). I. S),,06 *6>0) *060 0 *6)+-,;( +' ',0 *060 ' )(-) ,(+-6,0,0,;( )'6,0,0,;( +' 0 QUINUA 7 C0,&-0 0(' 0 '(,+0+' ?,(0(,'60 0() (0,)(0' 7) ,('6(0,)(0' )( 0 ?,(0,+0+ +' '('606 ?-'(' +' 600@) ' ,(0-606 7 ?)60''6 ) +'6'&) +' ) 0),0+). J. P6'06 '68,,) +' *6)),;( 7 0*0,0,;( *060 ' +'066)) +' 0 *6)+-,;( +' 0 QUINUA 7 C0,&-0 0 ,) *6)8''6 ,(-) '/-,*) 0/-,(06,0 7 )6) *060 0 *6)+-,;( A6)0. . B-06 ' '@)60,'() +' *6)+-,;( +' 0 QUINUA 7 C0,&-0 '0)60,;( +' *'6?,' 7 *6)7') *060 +'066)06 0 0+'(0 *6)+-,80 +' 0 QUINUA 7 C0,&-0. L. D'066)06 ' *6)') +' )'6,0,0,;( +' 0 QUINUA 7 C0,&-0 '( ,'0 +' 8'(0 0 ?--6) 0() *060 ' '60+) ,('6() +' *0 7 &0,0 ' '='6,)6 '+,0(' 0(0' +,6') 0 608> +' ) '(6) +' 0)*,). M. I(6''(06 0 *6)+-,;( 7 *6)+-,8,+0+ +' 0 QUINUA 7 C0,&-0 0 (,8' )0 *6)8,(,0 6',)(0 7 (0,)(0 0'-60(+) 0 0(,+0+ 0,+0+ 7 )(,(-,+0+. N. A*)706 )( *0/-'' '();,) 0 ) *6)+-)6' +' 0  A),0,;(.

N. O60(,06 0) --60' '+,0(' *6)600,;( +' ?',80' ',(06,) -6) 0'6' )(8'(,) ?;6- &060 +' 06'6 )0

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*6)8,(,0 6',)(0 7 (0,)(0 0 )) 6'0,06 ,('60,) --60' >(,) )( )60 ,(,-,)(' 7 8,0,,06 *6)7') 7 *'6?,' *060 0 9/-'+0 +' ?,(0(,0,'().

3. ESTRATEGIAS DE ENTRADA

3.3 DOCUMENTACION DE EXPORTACION

 D)-'() U(,) A+,(,60,8) DUAH

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3.2 CONTACTOS DEL EXTERIOR Y RELACIONES PERSONALES

O60(,'=*)6 SRL ' -(0 '*6'0 (-'80 /-' -0 )(),+06' )) '*6'0 '=*)60+)60 (-'6) '60+) ,(,,0 ' ) '0+) -(,+) 7 )) ' ,(+,) 0('6,)6'(' -06') ) '68,,) +' -( 6;K'6 *060 )'(06 7 6006 )( ) 60(+' ,*)60+)6' 0 '+,0() *0) (-'6) )@',8) ' 0),06() )( ') ,*)60+)6' *)6 /-' ') ,'('( ' )(),,'() 7 0') 0 0 +,6,-,;( ES P0 S-. I*)60+)6' 6')(),+) '( EE.UU.

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 ITE MOUNTAIN FARM INC 114" M)0 CO EE.UU

3.3 ASPECTOS DEL PRECIO

C)( 6'*') 0 *6',) () '06') 0,('0(+) 0 *6',) ,('6(0,)(0 +' 0 /-,(-0 *060 '=*)606 0 EE.UU. /-' 0-0'(' ' '( ) W 3.5! 0*6)=. C)) ' ,(?)6) 0('6,)6'(' /-' 6') )?6''6 -( *6)+-) +' 0,+0+ /-' ' +,?'6'(,0 +' 0 )*''(,0 0 806,0,)(' '( ' *6',) '060( -@'0 0 ) (,8'' +' *'+,+) /-' ),,' ' ,*)60+)6. C0' 6')6+06 /-' ' ONU )@',8) 0 '+,0() *0) -06 -(0 ),'+0+ )( -( 60( ,*)60+)6 7 '806 

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0 0) -( @),( 8'(-6' *060 0 )*06,6 ) 6,') 7 '('?,,). T0,>( ' -( )@',8) *060 ,(6'06 0 '6 +,6,-,+)6' +,6'). 3.4 RIESGOS L'806 0 0) -(0 ('),0,;( ,('6(0,)(0 ,'(' +) 0*') /-' +''( '6  )0+) '( -'(0 ' *6,'6) ' 0(,, +' 0 0,)(' /-' () '806( 0 )'('6 -( '('?,,) *060 0 '*6'0 /-' ' ) *),,8) *)6 ' )(606,) +'' )06' '( -'(0 ) ('0,8) /-' ' 6'0,)(0 )( ) 6,') /-' ,'(' )+) ,*) +' ('),) 0 -0/-,'6 (,8'. E(6' ) 6,')  ()0' 0 )06 '( -'(0 '( 0 '=*)60,;( +' 0 /-,(-0 *)+') '(,)(06:  C,0 7 -') A*6)*,0+)   A0'(0,'()  P00 Q-' )66'*)(+'( 0 ?0)6' ,('6() 7 E='6() +' QUINUA. 3.4.1 D',,+0+'  B0@) (,8' +' '())0 L) /-' ,,0 ' +06' 80)6 06'0+)H.  T'(+'(,0 *)6 *6)+-) )6(,) 70 /-' '( - 07)60 '( ' *0 0 /-,(-0 ' *6)+-' +' 0('60 60+,,)(0 )( -) +' -0(,0 /-,0 *060 ' )(6) +' -,8).  N) ' ,(()80( *6,0 7 >)+) /-' '@)6'( 0 *6)+-,;(. 3.5.1 AMENA$AS  D,,(-,;( +' 0 *6)+-,;( *)6 )('-'(,0 +' ?'(;'() (0-60' )) E (,).

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 C6,, I('6(0,)(0 '( EEUU E-6)*0 )( '?') +' 6'',;( ')(;,0.  C6',,'() 7 D'066)) +' B),8,0 )) *6,'6 '=*)60+)6 +' Q-,(-0.  T0,>( ' 0(,, +' +',,+0+' 7 0'(00 0 (,8' )'6,0. 3.5.2 D',,+0+'  S'6 ' -06) '=*)60+)6 -') +' B),8,0 EEUU A'0(,0< 6'*',80'(' ,'(+) ' 07)6 *6)+-)6 +' /-,(-0 '9( ,(?)60,;( FAO. P)0 *06,,*0,;( +' *6)+-,;( )6(,0 '( 0 /-,(-0 ) /-' '('60 /-' ' )?6'0( *6)+-) /-' () '( 0)6+' )( 0 '(+'(,0 +' '60+). 4. ANALISIS DE PRODUCTO 4.1 MORFOLOGIA DE LA QUINUA D'6,*,;( +' *6)+-) +' 0-'6+) 0 0 NORMAS METROLÓGICASH 7 0 '=,'(,0 +' '60+) '0. L0 /-,(-0 ' -(0 *0(0 0(+,(0 /-' ' )6,,(; '( ) 06'+'+)6' +' 0) T,,00 +' P'69 7 B),8,0. L0 /-,(-0 ?-' -,80+0 7 -,,0+0 *)6 0 ,8,,0,)(' *6'&,*(,0 7 6''*00+0 *)6 ) '6'0' 0 0 '0+0 +' ) '*0)' 0 *'06 +' )(,-,6 -( 0,'() ,) +' 0 *)0,;( +' '' '()('. L0 '8,+'(,0 &,;6,0 +,*)(,' '00 /-' - +)',0,;( *)6 ) *-') +' A>6,0 *-'+' &0'6 )-66,+) '(6' ) 0) 3.!!! 7 5.!!! 0(' +' C6,). E=,'( &00) 06/-');,) +' /-,(-0 '( -0 +' T060*0 C000 7  A6,0 '( C&,' 7 '( +,?'6'(' 6',)(' +' P'69. A 0 '0+0 +' ) '*0)' 0 /-,(-0 '(0 -( +'066)) '();,) 0*6)*,0+) 7 -(0 0*,0 +,6,-,;( '( ' '66,)6,) I(0 7 ?-'60 +' >. E *6,'6 '*0) /-' 6'*)60 ' -,8) +' /-,(-0 ?-' P'+6) +' V0+,8,0 /-,'( 0 )'6806 ) -,8) 06'+'+)6 

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+' C)('*,;( '(,)(0 /-' '(6' )60 *0(0 ) ,(+,) ,'60( 0,>( 0 /-,(-0 *060 - 0,'(0,;(.

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L0 QUINUA ' -( 0,'() 6'0,80'(' (-'8) *060 ())6) ,( '06) *)) 0 *)) ' 80 *)*-06,0(+) ' ,(-) 0 FAO &0 +',(0+) 0 2!13 )) ' 0) ,('6(0,)(0 +' 0 QUINUA 7 +'+' V,;(,0 ' )(0) )+) )6' '' 0,'()- *6)*,'+0+' '('?,,) 7 - -) '( 0 ),(0 . 4.2 PROPIEDADES DE LA QUINUA L0 QUINUA () '  /-' -(0 ',0 *'6) )( 060'6,0 9(,0 0 *)+'6 )(-,6' )) -( '6'0 *)6 ') 0 00) 0,>( *'-+)'6'0. C)) 0 0 QUINUA *6)8'' 0 07)6 *06' +' - 0)60 '( ?)60 +' &,+60) )*'@) *'6) 0,>( 0*)60 '60 +' 1" 60) +' *6)'(0 *)6 0+0 1!! 60) 7 )?6'' 06'+'+)6 +' " 60) +' 600 '( ,-0 0(,+0+ +' 0,'(). S, )*060) 0 QUINUA )( 0 07)6 *06' +' ) '6'0' >0 )(,'(' -&0  *6)'(0 7 600 0-(/-' >0 9,0 )( '( -07)60 ,(0-60+0 +'0(+)' 0 *6''(,0 +' ,+) )'0 " 7 )'0 3. R'*') 0 0*)6' 0;6,) 0 QUINUA ' ''@0(' ) '8''(' -*'6,)6 0 -( '6'0 *-' )(,'(' '()6 0(,+0+ +' &,+60).  A,,) +'') +'006 - 0) 0*)6' +' ?,60 70 /-' *-'+' 00(06 ) 15 60) *)6 0+0 1!! 60) ,'(+) '( - 07)60 ?,60 +' ,*) ,()-' )) *)''( 060'6,0'(' 0 ',0.

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S, () 6'?'6,) 0 ) ,6)(-6,'(' '( 0 QUINUA +'00 ' )('(,+) +'*)0,) 0(',) 0,) ?;?)6) &,'66) 7 ,( '(6' ) ,('60' ,'(60 /-' 0,>( )?6'' 8,0,(0 +' )*'@) B '( 0(,+0+' 0*6',0' 78,0,(0 E )( ?-(,;( 0(,)=,+0('.

4.3 LOS BENEFICIOS DE LA QUINUA

L0 QUINUA 0 *)+'6 '*'06' )) -( '6'0 ' '*',0'(' '('?,,)0 '( 0 +,'0 +' *'6)(0 '00 70 /-' () )(,'(' -'(.  A,,) *)6 - 0) )('(,+) '( ?,60 7 - 07)6 0*)6' *6)',) 6'*') 0 ) '6'0' 0 QUINUA ,'(' -( 0@) (+,' ->,) ) /-' 0 8-'8' ,+'0 *060 *'6)(0 )( +,0'' ) /-' +''0( 0+'006 ),'(+) 0(). T0,>( ' +' 60( 07-+0 *060 )(6)06 ) (,8'' +' )''6) '( 0(6' 70 /-' - ?,60 7 - *,+) ,(0-60+) ?08)6''( ' *'6?, ,*+,) '( ' )60(,). P)6 -*-') 0 QUINUA 0,>( )(6,-7' 0 6'8'6,6 ' '6',,'() +0+) - 0) )('(,+) +' ?,60 ,()-' 7 *-'+' '6 +' 60( -,,+0+ '( 0 +,'0 +' *'6)(0 8''06,0(0 70 /-' *)'' -(0 ''80+0 *6)*)6,;( +' *6)'(0 7 0,>( ' -'(0 ?-'(' +' &,'66) +' )6,'( 8''0.

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P060 ' +'*)6,0 *-'+' '6 -( 0,'() -7 80,)) ''@0(' 0 0 08'(0 +0+0 0 *6''(,0 +' -'() ,('60' +' &,+60) )*'@) 7 *6)'(0 )) 70 &') )60+) 0('6,)6'('.

C060'(' 0 QUINUA *-'+' '*'06' '( )+) ,*) +' +,'0 ' +' -&0 -,,+0+ 7 *-'+' )?6''6 ()0' '('?,,) 0 0 0-+ +' )60(,).

5. ANÁLISIS Y SELECCIÓN DEL MERCADO META 5.1 DESCRIPCIÓN DE LA INDUSTRIA E( )+0 0 6',;( ),+'(0 +' E-6)*0 ' ' )'680(+) -(0 '(+'(,0 0 )(-,6 *6)+-) 8'6+' ) ,). L) *6)+-) /-' ' )(,+'60( 8'6+' ) ,) )( 0/-') /-' )( )6(,) 7) +' )'6,) @-). E0 '(+'(,0 ' *06,-06'(' *)*-06 '(6' 0 '(' '+-0+0 7 )( ,(6') 0) 70 /-' ' (''06,) 0'6 /-> 0 &0' )6(,0 7 '' ,*) +' '(),0 ,'(+' 0 '6  060 /-' 0 )(8'(,)(0. L0 QUINUA 7 0,&-0 ' )(,+'60( *6)+-) ,) ) 8'6+' 70 /-' )( )6(,) 7 '('60'(' +' )'6,) @-). E0 '(+'(,0 &0( ,*-0+) 0 8'(0 +' 0 /-,(-0 '( E0+) U(,+) 7 '( ' 6') +' E-6)*0 +' 0('60 ,*)60('.

E=,'( +,'0 0'6,0(0 +' *)) 06)&,+60) /-' '( )'(0(+) 0 '('6  I*)60(,0 '( E0+) U(,+). 07 *6)+-)6' +' *0( 7 +' )60 ),+0 /-' ' *-'+'( &0'6 )( /-,(-0 /-' ' '( +0(+) -'(0 /-' '' *6)+-) *-'+' '6 -(0 )-,;( 0 ) *6)'0 /-' 6'*6''(0 '0 '(+'(,0 -,,0(+) &06,(0 +' /-()0 *)6 '@'*)H. L0 /-,(-0 /-' () ,'(' -'( @-06 -( 6) ,*)60(' *060 ) *6)+-)6' +' ),+0 /-' '0)60( *0( *00 ) 066) 7 '( E0+) U(,+) - *06,,*0,;( '( ' '60+) +' ,(6'+,'(' ' 8'6 '('?,,0+0 *)6 '0 '(+'(,0.

5.2 PARTICIPACIÓN DEL SECTOR

E *6)+-) 0 '=*)60 ' -,,0+) )) ,(-) *060 0 *6)+-,;( +' (-'8) *6)+-) '( ' *0 +' +',() E0+,) U(,+)H +)(+' *'6'(''60 0 -')6 *6,06,).

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5.3 SELECCIÓN DEL MERCADO META A ,'66' +' 2!15 0 '=*)60,)(' +' ,-'(- ' 80)6,06)( '( USW143 ,)(' 7 ) '(8) '( 8)-'( -06)( '60 +' 42.!!! )('0+0 )60(+) -( 6',,'() '( 13 ' +',6 4.#43 )('0+0  /-' ' 0) 0('6,)6 0(,?'; C06) G060 '6'(' +' CCEX%CCL. R'*') 0 B),8,0 (-'6) *6,(,*0 )*',+)6 ' 0*6',0 /-' 0 ,'66' +' 2!15 (-'6) *0 8',() '=*)6; '( 8)-'( 25.1!2 )('0+0 ,?60 -7 ,(?'6,)6 0 0 )('0+0 /-' '=*)6; P'69. D'+' ' 2!14 (-'6) *0 ' &0 )(8'6,+) '( ' *6,(,*0 '=*)60+)6  -(+,0 +'*00(+) 0 B),8,0 0 '-(+) -06 '(,)(; G060.

5.4 PRECIO MARGEN Y DISTRIBUCIÓN

E *6',) +' 8'(0 +' *6)+-) QUINUA 0 60('H '06 0@) 0 '60',0 +' F,@0,;( +' *6',) +' )) +' *6)+-,;(  06'( +' -,,+0+ () ' &0' -) +' 0 '60',0 +' *6',) *)6 +'0@) +' (,8' +' 0 )*''(,0 +',+) /-' ' -'(0 )( -( *6)+-) )6(,) +' 0,+0+ )*6)0+0 7 +' 0) )('(,+) (-6,,8) 7 0,'(,,) -'(0 )( )+) ) 6'/-,,) '0' *060 -)'6,0,0,;( 7 )6' )+) *)6 '6 -( *6)+-) &))>(') '( ' '60+). L) *6',) +' ) *6)+-) +'6,80+) +' 0 QUINUA &)@-'0 7 &06,(0H ' ?,@060( *)6 +'0@) +' 0 )*''(,0 &)@-'0 +' 08'(0 7 )6) *6)+-) ,,06'H. E -0 () *'6,,6 ,(6)+-,6 (-'6) *6)+-) '( ' '60+) )0 7 060'6 0 (-'6) *),' ,'(' 0+' +' )('-,6 -(0 *06,,*0,;( '( ' '60+) '( ' '+,0() *0).

PRODUCTO PRESENTACIÓN CANTIDAD PRECIO POR G

TOTAL QUINUA EN GRANO S0) +' *),','() 5! K ".!! 3!!.!!

5.5 INCOTERMS 2!12

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D'?,(,,;( T>6,() -,,0+) '=-,80'(' -0(+) ' 60(*)6' +' 0 '60(0 ' 6'0,0 *)6 06) 06 ) 80 ?-8,0' +' (08'0,;( ,('6,)6H. E 8'(+'+)6 -*' )( - ),0,;( +' '(6'0 -0(+) 0 '60(0 &0 )6'*00+) 0 )6+0 +' -/-' '( ' *-'6) +' '06/-' )(8'(,+). E 8'(+'+)6 ,'(' /-' +'*0&06 0 '60(0 +' '=*)60,;(. O,0,)(' C)*60+)6  P006 ) +,*-') '( ' )(60) +' )*60%8'(0 7 )('-,6 *)6 - *6)*,0 -'(0 7 6,') -0/-,'6 ,'(,0 +' ,*)60,;( - 0-)6,0,;( )?,,0 *6',0 0 )) '806 0 0) )+0 0 ?)60,+0+' 0+-0('60 *060 0 ,*)60,;( +' 0 '60(0.  C)(6006 ' 60(*)6' +' 0 '60(0 +'+' ' *-'6) +' '06/-' +',(0+) 7 6',,6 0 '(6'0 +' 0 '60(0.  A-,6 )+) ) 6,') +' *>6+,+0 ) +0) +' 0 '60(0 0 )) )+) ) 0) +'+' ' )'() '( /-' &070 )6'*00+) 0 )6+0 +' -/-' '( ' *-'6) +' '06/-' , () +0 08,) -?,,'(' ) , ' -/-' () '0 0 ,'*) +'' )*)606 )+) ) 6,') +' *>6+,+0 ) +0) /-' *-'+0 -?6,6 0 '60(0 0 *06,6 +' 0 ?'&0 +' '=*,60,;( +' *0) ?,@0+) *060 0 '(6'0.  P006 )+) ) 0) +' +'6'&) ,*-') 7 )60 060 )?,,0'.  P006 ) )' *)'6,)6' '('60+) 0 0 '(6'0 +' 0 '60(0 ?'' +'060 '( ' *-'6) +' +',() 6,' +' 0+-0(0 +' ,*)60,;(H.  A8,06 )6' ' ()6' +' -/-' ' *-() +' 060 7 0 ?'&0 +' '(6'0 6'/-'6,+0 0'*06 0 *6-'0 +' 0 '(6'0 7 *006 ) 0) +' 0 ,(*',;( *6'8,0 0 '06/-' '='*) , 0 ,(*',;( &0 ,+) )6+'(0+0 *)6  0 0-)6,+0+' +' *0 '=*)60+)6.  O60 ),0,)(' )) )( *006 ) 0) 7 060 '( /-' ' &070 ,(-66,+) *060 0 )'(,;( +' ) +)-'() 7 6'')06 ) '?'-0+) *)6  ' 8'(+'+)6 0 *6'06 - 07-+0 0 6'*').  P),,,+0+ +' )(6006 '-6) *060 -6,6 ' 6,') +-60(' ' 60(*)6' '( 06).

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O,0,)(' V'(+'+)6  S-,(,606 0 '60(0 7 0 ?0-60 )'6,0 +' )(?)6,+0+ )( ' )(60) +' 8'(0 )'('6 -0/-,'6 ,'(,0 +' '=*)60,;( 7 -0/-,'60 )60 0-)6,0,;( )?,,0 *6',0 0 )) '806 0 0) ) 6,' 0+-0('6) (''06,) *060 0 '=*)60,;( +' 0 '60(0.  E(6'06 0 '60(0 0 )6+) +' -/-' +',(0+) *)6 ' )*60+)6.  S)*)606 ) 6,') +' *>6+,+0 ) +0) +' 0 '60(0 0 )) ) 0) &00 ' )'() '( /-' &070 )6'*00+) 0 )6+0 +' -/-' '( ' *-'6) +' '06/-' ?,@0+) 7 +06 0 )*60+)6 08,) -?,,'(' +' /-' 0 '60(0 &0 ,+) '(6'0+0 0 )6+). L' *6)*)6,)(06 0 )*60+)6 ' +)-'() --0 +' *6-'0 +' 0 '(6'0 *006 ) 0) +' 0 )*'60,)(' +' 8'6,?,0,;( (''06,0 *060 '(6'06 0 '60(0 7 *6)*)6,)(06 0 - '=*'(0 ' '00@' 6'/-'6,+) *060 ' 60(*)6' +' 0 '60(0.  A-,6 ) )' 0+-0('6) (''06,) *060 0 '=*)60,;(.  O60 ),0,)(' 0 0 /-' ' 8'(+'+)6 ,'(' /-' &0'6 ?6'(' )( 0 +' *6'06 0 )*60+)6 0 *',,;( -70 0 07-+0 *6',0 *060 )'('6 -0/-,'6  +)-'() ',,+) '( ' *0 +' '06/-' 7) +' )6,'( /-' *-'+0 ('',06  ' )*60+)6 *060 0 ,*)60,;( +' 0 '60(0 7 *060 - *0) '( 6(,) *)6 )6) *0' 0 )) 0 ,(?)60,;( (''06,0 *060 )('-,6 -( '-6). D)-'(0,;( (,0 0 0*)606 *)6 ' 8'(+'+)6  F0-60 )'6,0.  L,0 +' )('(,+) '( ' -*-') +' /-' 0 '=*'+,,;( '> )*-'0 *)6  +' -( -)H.  O6) +)-'() +'*'(+,'(+) +' 0 060'6,0 +' *6)+-):  C'6,?,0+) S0(,06,).  C'6,?,0+) +' M'6))0.  C'6,?,0+) +' P').  C'6,?,0+) CITES.  O60 C'6,?,0,)(' 6'0,80 0 *6)+-) 0 60,06 '( ' *0 +' )6,'(.

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 E( ?-(,;( +' R>,'( C)'6,0 +' E=*)60,;( ' 8'(+'+)6  *)+6 *6',06 *060 ' +'*0&) A+-0('6) +' E=*)60,;( 0-() +' ) ,-,'(' +)-'():

 L,'(,0 +' E=*)60,;(.

 A-)6,0,;( A+,(,60,80 +' E=*)60,;(.  D)-'() +' V,,0(,0 C)-(,06,0.  N),?,0,;( P6'8,0 +' E=*)60,;(.  M'+,) +' *0) &0,-0'  T60(?'6'(,0.  R''0 ,*'.  R''0 D)-'(06,0. 5." CLIENTES POTENCIALES  A-0'(' ) ,*)60+)6'  ,*)60(' )('(60( 0 07)6 *06' +' ) 8)9'(' ,*)60+) *060 -') 8'(+'6) 0 ,()6,0 ) +,6,-,+)6'07)6,0. E( '('60 ) *'/-') ,()6,0 ,'(+'( 0 )*606 '*',0'(' +' +,6,-,+)6' 7 07)6,0 /-,'( '0 - 8' )*60( 0 ) ,*)60+)6'. E ,*)60(' 6'006 /-' 806,) +' +,&) ,*)60+)6' )66'*)(+'( 0 )*00 0(-?0-60+)60 +' *6)+-) 0,'(,,) 0' )) R0*-(' '6 D08'6 GEPA /-,'(' ,*)60( 0 0'6,0 *6,0 *060 *6)'06) 7) 60(?)606) *060 -') 8'(+'6) '( -*'6'60+) &,*'6'60+) 7 +' 0(0' ,()6,0. E( 0-() 0) ' ,*)60+)6 8'(+' 0 +,6,-,+)607)6,0 /-,'( 8'(+' 0 ) ,()6,0)*00 +' '68,,) +' ),+0 '' ' ' 0) +' A(0-60 GEPA 060 *6,80+0 '(6' )6)H. A 8'' ' )*60 0 +,6,-,+)6' -0(+) () *-'+' 0,?0'6 0 +'0(+0 )*60(+) +,6'0'(' 0 ) *6)+-)6'. M-&0 060 *6,80+0 )) R''B,) G-  G'6(' 7 B,) G)-6' )*60( 0 ) +,6,-,+)6' -') ' 0,0( ' '(80' 0  *6)+-) 7 ' *)('( -060.

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L0 07)60 +' 0 )*00 '(,)(0+0 0('6,)6'(' ,'('( - *6)*,) '(6) +' 00'(0,'() R0*-(' 7 GEPAH. L) /-' )*60( 0 ) +,6,-,+)6' -0( ) '(6) +' 00'(0,'() +' >). L) ,*)60+)6' ,'('( ' 07)6 *)+'6 +' ('),0,;(. E) )( ) /-' 8'(+'( ) 8)9'('  0) 7 +''6,(0( ' *6',) +' 0 0+'(0 +' +,6,-,;(. L) ,()6,0 )) ) -*'6'60+) 00'(' 7 ,'(+0 +' ),+0 0-+0' ,'('( -7 *)) *)+'6 +' ('),0,;(. E) ' *00 *)6/-' 0 0')60 +' *6)+-) )( +'0,0+) *'/-'0 *060 /-' )*6'( 8)9'(' 0). L) *6)+-)6' /-' '('60'(' )( ) /-' ,*)60( ' *6)+-) +,0( - *6',). L0 /-()0 7 ' 0060() )+080 ,'('( 8)9'(' -7 0@) '( )*060,;( )( )6) '6'0' 7 *)6 ') ) *6)+-)6' '( ,,0+) 0 -(0 0(,+0+ *'/-'0 +' )*60+)6' /-' +',+'( -0() '( +,*-') 0 *006H. E( '' 0) 0 )?'60 '  60(+' /-' 0 +'0(+0 ) -0 ' +0  *)+'6 +' )*60

5.# MODALIDADES DE PAGO Y FORMALI$ACIÓN LEGAL DE LA COMPRA VENTA

C)(60 '(6'0 *060 ' 0) +' 0 QUINUA 0 60(' /-' ' +',(0+0 0 0 '*6'0 '=*)60+)60 /-' *00( ' 5! 0 0 ?,60 +' )(60) +' )*60  8'(0 7 ' 6'0(' 5! 0 0 '(6'0 +' *6)+-) 7 ' *0) ' 6'0,060 )( ' +'*;,) '( -'(0 )66,'(' 0 ()6' +' 0 0),0,;(.

6. ANÁLISIS Y EVALUACIÓN INANCIERA ".1 REQUERIMIENTOS DE INVERSIÓN

L) 6'-6) )( ' /-' -'(0 0 0),0,;( +' *6)+-)6' +' QUINUA -'(0 )( ) )( ) 0,8) ?,@) /-' )(,(-0,;( ' +'00 '( ' ,-,'(' -0+6) )( - 6'*',80 80)6,0,;(.

 ACTIVOS FIJOS

RUBRO UNIDAD CANTIDAD VALOR UNITARIO S. VALOR S T'66'() 2 1!!!! 3.!! 3!!!!.!! T6,0+)601 U(,+. 1 5!!.!! 5!!.!! T6,0+)602 U(,+. 1 4!!!.!! 4!!!.!! V'(,0+)6' U(,+. 2 3!!.!! "!!.!! C)'&0+)60 U(,+. 1 111!.!! 111!.!!

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'>6,0

TOTAL 4521!.!!

DEPRECIACIÓN DE LOS ACTIVOS AL  AZO 2!22 RUBRO VALO R  AZOS DEPRECIACI ÓN VALOR RESIDU  AL 1 2 3 4 5 " #  T'66'() 3!!! ! 3!!! ! 3!!! ! 3!!!! T6,0+)601 5!! 5! 5 ! 5 ! 5 ! 5 ! 5 ! 5 ! 5! #"!! 1!! T6,0+)602 4!!! 4!! 4! ! 4! ! 4! ! 4! ! 4! ! 4! ! 4!! 32!! !! V'(,0+)6'  "!! 12! 12 ! 12 ! 12 ! 12 ! "!! ! C)'&0+ )60 '>6,0 111! 111 11 1 11 1 11 1 11 1 11 1 11 1 111  222

VALOR RESIDUAL TOTAL 3222.!

!

RECEPCIÓN Y PRE TRATAMIENTO DE MATERIA PRIMA E INSUMOS

EQUIPO UNID CANTIDAD PU COSTO TOTAL B00(0 +' 1 TM ,*) *00?)60 -(,+ 2 1!!! 2!!!.!! S'',)(0+) 7 0,?,0+)6 +' 60() -(,+ 1 1!!!! 1!!!!.!! D),?,0+)6 ')0+)60 -(,+ 1 12!!! 12!!!.!! C)'+)60 +' )0 -(,+ 1 "!!! "!!!.!! C066',0 60(*)60+)60 -(,+ 1! "! "!!.!! M),,06,) -(,+ 1 1!!! 1!!!.!! TOTAL 31"!!.!!

 ALMAC[N DE MATERIAS PRIMA E INSUMOS

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D TOTAL B00(0 +' 1 TM ,*) *00?)60 -(,+  "! 4!.!! S'',)(0+) 7 0,?,0+)6 +' 60() -(,+ 1!! 1! 1!!!.!! D),?,0+)6 ')0+)60 -(,+ 4 12! 4!.!! C)'+)60 +' )0 -(,+ 1 1!!! 1!!!.!! C066',0 60(*)60+)60 -(,+ 1 5!!! 5!!!.!! M),,06,) -(,+ 1!!!.!! TOTAL "!.!! CONSTRUCCIÓN DE PLANTA

GASTO UNID CANTIDAD PU COSTO TOTAL C)) +' '66'() M2 1!! 1!! 1!!!!.!! C)(6-,;( +' *0(0 M2 1!! 5!! !!!!!.!! TOTAL 1!!!!!.!! INVERSIÓN TOTAL S. 14"1!!!.!! ".2 VENTAS ESPERADAS P060 0 *6)7',;( +' 0 8'(0 ' &0 )(,+'60+) 0 ,(?)60,;( +' 8'(0 +' 0) 0('6,)6'  '( 0 2!11 ' 8'(+,; 0 0(,+0+ +' 4! TM '( ' 2!12 "! TM 7 ' 2!13 11! TM )(0(+) )( -( '='+'(' +' *6)+-,;( 0*6)=,0+) +' 2! TM /-' () ?-'6)( '(6'0+) *)6 ) *6)+-)6' *060 - 8'(0 +',+) 0 ) *6',) 0@) +' 0 QUINUAH )(,+'60(+) ') 6,'6,) ' &0 *6)7'0+) /-' ' 2! +' 0 *6)+-,;( )0 ' 60?)6060 '( *6)+-) +'6,80+) 7 ' 6'0(' +' 0 *6)+-,;( ' 8'(+'6 )) QUINUA 0 60('. FLUJO DE INGRESOS 2!14 2!15 2!1" 2!1# 2!1 INDUSTRIA COM ""!3#2 1!##55 14332#" 1"12#" 114#23 INDUSTRIA FIN 21#"! 35#4251 4#4#5! 5343#" "!13343 INDUSTRIA COM 11""""! 1!55#1 2532121# 243"" 32!"42"! INDUSTRIA STAR #55!1! 12333#4 1"3"1 144!1 2!#5!#5" INDUSTRIA COM "31!"! 1!4241!! 13445 1554#" 1#53#5#1

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 ADT INDUSTRIA SAVIA #3#5" 15!#33# 211344 23#2"3 2"#"2"!4 INDUSTRIA COM 14"34"24 23!#122 31#"3!!2 35#42!" 4!22142 INDUSTRIA BLUE ""32!! 1!34!1 2 1452"2 1"34#152 13545! TOTAL INGRESOS OPERATIVOS "5455!2! 1!"2#21 142!"3"3 15"4212 1#51 I(6') ?,(0(,'6) ! 1!31!2 "15 1#3#1 3442!2! TOTAL INGRESOS "5455!2! 1!#!3!423 142#"3553 1"13!!3 1333#21 FLUJO EGRESOS 2!14 2!15 2!15 2!1" 1!1# C)) 806,0' 11#"4 1451! " 1#"3  222"2# 25!5"2! C)) ?,@) 22!!!!! 232#! ! 23#!3 4 2433125 24#!2 8,,) 15!!!!!! 15315!! ! 15"513 ! 1"!1124 1"3!1 -'60 24!!!!! 245!4!! 25!43! 25"1! 2"2!32 TOTAL COSTOS 311#"4 31#3! " 435!5# 1 4""!#4!5 45#522 G0) )*'60,8) 45514"" 45152" " 4"!#2 5 45"1!!3 4""4!351 ,(+-6,0 7 )'6,) "!!!!! "12"!! "2"!## "4!4## "552! P0*''60 0 )?,,(0 "!!!!! "12"!! "2"!## "4!4## "552! I('6(' \ ''?)(0 144!!!! 14#!24! 15!255 153#145 15#24 G0) +' *6)+-,;( #2!! ! ! ! ! M')6,0  USB 2!!!!! 2!42!! 2!"2 21342 214!3

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F0-60  %F)60  3"!!!! 3"#5"! 3#5"4" 342" 33125 0) *)6   +'*6',0,;( ##"!! ##"!! ##"!! ##"!! ##"!! G0) *)6   0)6,0,;( 14""""# 14""""# 14""""# ! ! G0) *)6   *-,+0+ 3!!!! 415!!! 415!!! 415!!! 415!!! G0) *)6   006,) 34!!!!! 32!"4! ! 4!!"4 1 4!!52" 41333! G0) ?,(0(,'6) 13!4 1"411 13!15 #!5! 335"25 TOTAL GASTOS 4#52154 4"!2## # 4#32 1 4"453 4"#5#5  FLUJO DE CAJA )('*) 2!14 2!15 2!1" 2!1# 2!1 V'(0  "5455!2 ! 1!"2#32 1 142!"3"3  15"421 2 1#51  C) ) 311#" 4 31#3!" 435!5#1 4""!#4!5 45#522 G0  ) )*'60,8) 45514" " 45152"" 4"!#25 45"1!!3 4""4!351 U,,+0+ )*'60,80 % 12!5441 ! 23"!!54 5235#1 "#"3#!4 32#325 I*-') +' 6'(0 )*'60,8) %3##55 ##11 1#2!"! 2232!4#5 2#411# B'('?,,) ?,0  ?,(0(,'6) 3##55 %51!44# %1"" 3"4!"! 1!2511! U,,+0+ )*'60,80 +'*-> +' ,*-') % 12!5441 ! 1"32214 353!3"! 44532" 54#4! D'*6',0,; 22"42"" 22"42"" 22"42"" ##"!! ##"!!

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( 7 0)6,0,; ( F-@) +' 0@0 6-) )*'60,8) %#!144 15#!1 3#5"12" 45#5!" 5551"# S'68,,) +' 0 +'-+0 11"!#1 144"4 1##5"4 222# 2#"335 G0) ?,(0(,'6) 13!4 1"411 13!15 #!5! 335"25 F-@) +' 0@0 ,6' +' ,(8'6,)(,0 % 12#! 3 154#521 344"5"# 42"5131! 524213 ".3 PUNTO DE EQUILIBRIO. P060 ' -) +' *-() +' '/-,,6,) ) C)) F,@) 0,'(+'( 0-( )0 +' S.323 /-' )( *060 ' *6)+-):  QUINUA 0 60(' )66'*)(+' *060 0 ,(00,;( +' -(0 0. ,(8'6,;( ,(,,0 0 S 442!!!!. L0 ?;6-0 *060 ' -) +' *-() +' '/-,,6) ': PE ] W 442!!  1%W 42!!!! W 1 1^3##544H PE ] W 4#"3.4 E) ,*,0 /-' ('',0) 8'(+'6 0 '() W 4#"3.4 +;06' 0(-0' *060 *)+'6 -6,6 )+) ) )) 7 '8,06 *>6+,+0.

Figure

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Referencias

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