
La nueva guerra del centavo
Los negocios de bajo costo se multiplican en el país. Desde aerolíneas con tentadoras ofertas hasta supermercados, ropa, gimnasios, cafés y ahora restaurantes hacen las delicias de los consumidores. ¿Hay cama pa’ tanta gente?
La democratización del consumo pasó de ser una moda a convertirse en la nueva realidad del mercado colombiano. En un país donde alrededor del 75 por ciento de la población pertenece a estratos 1, 2 y 3, los formatos de bajo costo se han convertido en una alternativa de productos y servicios asequibles para todos.
Las abuelas lo llamaban ‘hacerle la trampa al peso’. Para los empresarios, se trata de un modelo que aunque sacrifica algunos gastos en mercadeo, empaques, exhibición o publicidad, garantiza una adecuada relación entre precio y calidad.
En el país comenzó con las tiendas que ofrecían productos a precios por debajo de los que estaba acostumbrado a pagar el consumidor, se extendió a las aerolíneas que lograron subir al avión a muchos colombianos que antes viajaban en bus, y hoy está en múltiples formatos de productos y servicios.
Actualmente las cadenas de bajo costo representan cerca del 12 por ciento del gasto total que realizan los colombianos en mercado. Una cifra muy similar a la que alcanzó al cierre de 2017 la aerolínea de bajo costo VivaColombia, que de acuerdo con datos de la Aeronáutica Civil, respondió por el 11,8 por ciento de los viajeros que volaron en rutas nacionales e internacionales.
Los restaurantes, las tiendas de ropa y los gimnasios se han convertido en las apuestas más recientes de los empresarios por el modelo de bajo costo. En el caso de la ropa, Arturo Calle, la reconocida marca de confección masculina, acaba de anunciar sus tiendas de bajo costo Colore, enfocadas en consumidores de estratos 2 y 3. Tendrán un formato más reducido, llegarán a centros comerciales y ciudades más pequeñas y ofrecerán productos con terminados y telas más sencillos con una adecuada relación de precio y calidad. Una pinta completa para un hombre puede costar menos de 100.000 pesos, aseguran los directivos.
En el negocio de restaurantes, la cadena Deliz debutó en diciembre con un primer local en el sector del parque de la 93 y esta semana abrirá su segundo local en plena Zona G, cerca de algunos de los restaurantes gourmet más famosos de la capital. La marca Deliz hace parte del grupo Gastroinnova, creado por los mismos dueños de Tostao’ Café y Pan y de Justo & Bueno. Mónica Calderón, líder del proyecto, explica que la idea es darles a los colombianos una opción de comida más económica para quienes deben almorzar fuera y quieren calidad y precio en sus alimentos.
Deliz produce sus platos con tecnología europea en una planta ubicada en Siberia. Allí los empacan y despachan a los puntos de venta donde pueden mantenerse refrigerados hasta por 90 días sin aditivos ni conservantes. Esto genera un beneficio enorme para los restaurantes, ya que su preparación previa permite que en el punto de venta pase solo por una fase de regeneración, lo que agiliza el servicio y la venta final.
La compañía prevé en el primer año abrir entre 60 y 70 puntos de venta en Bogotá, pues el foco es llegar a personas que antes debían traer almuerzo al sitio de trabajo y ahora tendrán la opción de comprarlos a bajo precio. La carta incluye 12 platos, de ellos 8 básicos –carne o pollo grillé, sobrebarriga o pescado al horno, entre otros– por 8.900 pesos cada uno y otros 4 más sofisticados –pollo thai, cazuela de mariscos, solomillo de cerdo o pollo strogonoff–, a 10.900 pesos.
Cada restaurante empleará un promedio de 7 a 8 personas por punto, en su mayoría ubicados en la cocina, una persona estará en la caja y otra dedicada al servicio al cliente. La líder del proyecto destaca que en marzo tienen previsto inaugurar un tercer local, también al norte, en espera de otros puntos en todos los sectores de la ciudad. El primer local puede atender 94 personas y el segundo, ubicado en la carrera 9 con calle 69, tendrá 112 puestos.
La líder de Deliz asegura que su compañía pretende ampliar el mercado. “Le apostamos a la variedad y a facilitarle a la gente el acceso a una comida de calidad, para que no tengan que llevarla de la casa”, dice.
Este modelo tiene la ventaja de que se trata de restaurantes formales, que ofrecen empleos de calidad y con todas las prestaciones, paga todos los impuestos y cumple con altos estándares sanitarios y legales.
En forma y barato
También en el negocio de gimnasios el bajo costo genera oportunidades. Luego de completar 150 sedes en Colombia, Perú y Chile, la reconocida cadena de gimnasios Bodytech decidió apostarle a un segmento poblacional que no ha accedido a estos servicios. Gigliola Aycardi, vicepresidenta ejecutiva de la cadena, señaló que pensando en que la compañía no ha penetrado todo el potencial, decidieron apostarle a un modelo de bajo costo.
La nueva marca saldrá al mercado en las próximas semanas y por ahora el nombre no se conoce ya que está en aprobación ante la Superintendencia de Industria y Comercio. Este nuevo formato planea ‘romper precios’, tendrá lo último en tecnología para hacer ejercicio, aunque contará con áreas más pequeñas, entre 1.000 y 1.500 metros cuadrados. Eso sí, no ofrecerá todos los servicios de un Bodytech. Inicialmente, abrirán en Bogotá y Medellín en el segundo semestre de este año, pero según Aycardi, pretenden, con 9 sedes en proceso, crecer gradualmente en otras ciudades para 2019. “Cada local requiere invertir entre 2.000 y 2.500 millones de pesos”.
Pero no solo las cadenas nacionales apuestan por otros segmentos. En 2016 llegó al país Smart Fit, una compañía brasileña presente además en México, Perú, Chile, y República Dominicana, que cuenta con más de 450 sedes y 1,4 millones de usuarios.
Inicialmente, llegó a Medellín de la mano de un aliado local, Más Fit. El año pasado empezó a expandirse a nivel nacional hacia Bogotá, Montería, Cali, Cartagena, Palmira y Barranquilla. En total, tiene ya 30 sedes y 5 en construcción.
Para 2018 planean incursionar en ciudades como Popayán y municipios de Cundinamarca como Soacha y Mosquera. Tienen la meta de llegar este año a alrededor de 60 sedes. La compañía invertirá en Colombia cerca de 130 millones de dólares en su expansión. “Vimos que en el país no existía este tipo de opciones y llegamos para llenar las necesidades que los colombianos tenían de acceder a un gimnasio de calidad a un precio justo”, dice Stefan Hoffman, gerente general de Smart Fit en Colombia. Los planes de entrenamiento en esta cadena van desde 49.000 pesos hasta 89.000 pesos al mes. Smart Fit cuenta con aproximadamente 700 empleados en el país y finalizaron 2017 con cerca de 100.000 afiliados. En promedio, crecen a un ritmo de 2.000 personas por semana en el ámbito nacional.
Los formatos de bajo costo llegaron para quedarse. Por eso, es de esperarse que a la oferta que ya existe de bienes y servicios a precios más bajos, se sumen nuevos jugadores. ¿Quién será el próximo?
RECOMENDADO paz-wear-la-compania-lucha-la-paz-colombia/
El efecto de comprar barato
Algunos economistas aseguran que el auge del descuento duro está ligado a periodos de desaceleración económica. Pero el crecimiento de estos negocios en épocas de prosperidad hace prever que será una tendencia duradera en Colombia.
Para Camilo Herrera, presidente de la consultora Raddar, después de la caída de los precios del petróleo y con el severo ajuste que tuvo que hacer el país, los formatos de bajo costo tuvieron un repunte importante porque el consumidor tiene la lógica de que “comprar barato es más inteligente”. Sin embargo, durante una presentación en Colombiatex, el economista señaló que este fenómeno tiene un costo importante para la economía y para el país, pues representa menores ingresos para las empresas, impuestos más bajos para el Estado y una tasa más lenta de contratación de nuevos empleados.
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