Políticas de crédito dos distribuidores de combustível na cidade do Rio de Janeiro sob a ótica dos revendedores

Abstract

The general aim of this dissertation is to analyse the credit policies adopted by fuel distributing companies in the city of Rio de Janeiro (Petrobrás; Shell; Cosan; Ipiranga; Ale; DPPI; Manguinhos; Ello-Puma; Dinamo; Agip) and their respective gasoline stations, including the non-contracted and non-branded ones, throught a questionnaire applied on gasoline stations . The study was carried out by using an exploratory survey and bibliography focusing on the subject of “credit”, and a questionnaire containing twenty five questions, most of which had closed answers, was compiled, with an aim to understanding the credit concession process, the different ways each brand functions and the level of the organization (whether operational, tactical or strategic) in which credit evaluation is effected and utilized by the five C’s of credit that stem from the support provided by the Small Business Scoring model for micro-companies. Based on analysis of frequency, it can be seen that the companies work in similar ways when carrying out registration, service, ways of payment and conceding deadlines. However, with regard to the reason for selecting the brand of the gas station, the data shows some different aspects between the companies. Most of the distributors, except one, do not take any steps to minimize risks or to reduce investments on amounts to be received with regard to restricting above average purchases. But, according to those questioned, 70.11% of the gas stations interviewed have a letter of indenmity and in 95.40% of the gas stations surveyed, the volume of sales is not concentrated on just a few clients, and this reduces the risk of default. Most of the companies, according to those questioned, do not use credit information centres and do not request any information relating to the financial indices of the gas stations. However, it cannot be assumed that client capacity analysis is not carried out, bearing in mind that the study did not cover what is stated in the contracts that the brand gas stations have with the distributors. It was also evident that the distributors only use the credit scoring model and not the behavioural or mixed ones. Based on analysis of cluster was generated three groups, nominated accordance with the performance form, the first group called Rigorous presented a bigger stated period, however one very rigid credit policy, the second, Flexible group presented minor severity of what the first one, already the third group, Without Politics presented 100% of the purchases by money, so they don`t need to worried about insolvency.