Commercial Management Model based on the DFSS and BPM Methodology to Increase Liquidity in SMEs in the Retail Commercial Sector

Peru is mostly made up of SMEs (small and medium-sized enterprises). Despite this, these companies often have financing problems, risking their liquidity and, in the long term, their solvency. A company with liquidity problems has a high probability of bankruptcy. Faced with this problem, it was decided to make a model based on the combination of two methodologies, Design for Six Sigma (DFSS) and Business Process Management (BPM). The proposed model was implemented in a Peruvian SME company in the retail commercial sector. In the analysis of the company, it was possible to identify the problems of the company, of which it was decided to solve two of them. As a proposed solution to the chosen problems, a restructuring of the collection policy was carried out. In addition, the opportunity was found to carry out a cumulative points strategy through the marketing strategy used by the company. The result was successful, the company improved the result of its Acid-Test Ratio to 1.3% and increased its liquidity indicator to 1.58%.