• A process aimed at establishing connections between companies involved in different stages of the same production process, with the goal of increasing and strengthening their competitiveness in the market.

• Companies that offer solutions to specific needs for goods and services, such as valves, pipes, system installations, among others. They may also provide consulting and training to their clients.

• Also known as the Supplier Registry, this is a system managed by ChileAtiende that verifies whether companies meet the legal and regulatory requirements necessary to contract with the State.

• Bilateral agreements through which two or more parties commit to fulfilling specific obligations, always in compliance with the law, morality, and public order.

• A formal procedure through which a public (and sometimes private) entity invites suppliers or contractors to submit bids for the supply of goods, provision of services, or execution of works.

• The formal resolution issued by the contracting entity at the conclusion of a selection process, in which the most suitable proposal is identified and the corresponding contract is awarded.

• These are expenses that must be paid regardless of the company’s production level and remain constant over a period of time. Examples: rents, insurance, loan payments.

• These costs vary depending on the production volume. Examples: raw materials, production supplies, commissions.

• A financial plan that details the operations and resources of a company over a specific period, expressed in monetary terms, aimed at achieving specific objectives.

• The profit obtained by a person or company from investing resources. It is reflected through the interest or benefits generated, which represent a percentage of the initial capital invested.

• An indicator used to estimate the profitability of an investment in monetary terms. It is based on the difference between income and expense flows updated to present value.

• The discount rate that equates the present value of expenses with the present value of projected revenues. It is used to assess the feasibility of an investment project.

• Represents the direct benefit obtained from the sale of a good or service. It helps evaluate whether a business is profitable, as a negative gross margin implies that costs cannot be covered.

• Tools that allow the analysis of market behavior and the economy in general, facilitating decision-making. Examples: GDP (Gross Domestic Product), CPI (Consumer Price Index).

• A sustained increase in the prices of goods and services over time, leading to a loss of purchasing power. It is measured using the CPI.

• Risk is present in all business activities and is related to the possibility of obtaining benefits or losses. Proper risk management involves identifying, analyzing, and applying strategies to mitigate its effects.

• A financial indicator that measures a company’s ability to meet its short-term obligations using its current assets and liabilities.

• A metric used to evaluate the profitability of an investment in relation to the capital invested and the benefits obtained.

• Measures how much each unit sold contributes to covering fixed costs and generating profit. The higher the contribution margin, the greater the company’s profit. It also helps set appropriate sales prices.

• Occurs when total revenue equals total costs (both fixed and variable), meaning the company neither generates profits nor losses.

• An asset is a valuable resource owned by an individual or company with the goal of generating future economic benefits. In accounting, it refers to the goods and rights held by an entity, whose value lies in its ability to generate income through its use, sale, or exchange.

• Passives represent the debts and financial obligations that a company incurs to finance its operations or acquire assets. They do not generate direct income but must be paid in the future. Examples: bank loans, accounts payable, taxes.

Patrimony is the difference between a company’s assets and passives. It represents the company’s own resources, including the goods, rights, and obligations that support its economic activities.

• A creditor is an individual or entity that has provided goods or services to a company and to whom the company owes payment. Creditors can offer both tangible goods and services, such as electricity, water, gas, training, or external services.

• An expense is the disbursement of money made by a company to operate, maintain its activity, and generate revenue. Examples: payment of salaries, utility services, purchases from suppliers.

• Depreciation is the loss of value of an asset over time due to use, obsolescence, or wear and tear. It mainly applies to fixed assets, and its calculation allows for a more accurate reflection of the real accounting value of these assets in financial statements.

According to the Income Tax Law, taxpayers are classified into two categories depending on the type of income they receive:

• First Category:
  Includes those who earn income from commercial, industrial, extractive (such as agriculture, mining, fishing), real estate, educational, financial activities, and more.
  • Individual: An individual who conducts economic activities personally.
  • Legal Entity: A company or institution composed of one or more natural or legal persons.

• Second Category:
  Applies to individuals who provide personal services under an employment relationship or independently, such as contracted workers or professionals who issue invoices for services rendered.

Taxes are mandatory payments to the State, which finance public services such as health, education, infrastructure, and security. They are classified into:

• Direct Taxes:
  Applied directly to the income or assets of individuals or businesses.
  • First Category Tax: Applies to income from businesses or enterprises.
  • Second Category Tax: Applies to employees or those who issue invoices for services.
  • Additional Tax: Applies to income earned in Chile by foreign individuals or companies not domiciled in the country.
  • Global Complementary Tax: Applies to individuals residing in Chile, summing up all their annual income.

• Indirect Taxes:
  Applied to the consumption of goods or services; the taxpayer pays when purchasing a product or contracting a service.
  • VAT (Value Added Tax): 19% on most goods and services.
  • Luxury Tax: An additional 15% on items such as luxury cars or jewelry.
  • Specific Taxes: Apply to products like alcohol, cigarettes, and fuels (tax rates range from 10% to over 30%).
  • Tax on Legal Acts (Stamps and Seals): Applied to legal documents such as loans or contracts.
  • Foreign Trade Tax: Applied to imports, generally at a rate of 6%.

• This condition is determined by factors such as the frequency and intent of an economic activity. If performed habitually, it implies specific tax obligations.

• Mandatory monthly tax advances for individuals and businesses. They are declared using Form 29.

• A set of rules that regulate how a company is taxed. Among the main ones in Chile are:
  • General Regime
  • ProPyme Regime
  • Presumed Income Regime
  • Effective Income Regime
    (It is always recommended to consult with a tax advisor.)

• Mandatory contributions to the pension system, aimed at AFP (Pension Fund Administrators), INP (National Pension Institute), or other institutions, with the goal of ensuring pensions and other benefits for workers after their active working life ends.

• A legal document formalizing the payment for services provided by independent workers.

• A sworn declaration made before the SII (Internal Revenue Service) formalizing the start of an economic activity. Failing to do so may result in legal penalties.

• The base on which the First Category Tax is calculated. It is determined by deducting all necessary costs and expenses from gross income to generate said income (according to articles 14.A and 13.D3 of Decree Law 824).

• A unit of measurement updated monthly, used as a reference for taxes, fines, and other legal values.

• Equivalent to 12 UTMs of the last month of the respective commercial year, and used as a base for certain annual tax calculations.

• A set of declared economic activities for a natural or legal person. A company can have up to a maximum of seven registered business activities, associated with economic activity codes before the SII.

• Digital marketing leverages digital media and new technologies to connect with consumers in a direct, interactive, and personalized way. It enables the analysis of user behavior, expands market reach, and helps generate tailored content for different audiences. Common platforms:
  • Instagram, Facebook, TikTok, Twitter, YouTube, among others.

• B2B (Business to Business):
  • Refers to trade between companies. It focuses on long-term business relationships, with fewer clients but greater stability and recurring revenue.
• B2C (Business to Consumer):
  • A model in which a company offers products or services directly to the end consumer. It has a broader market, but is more competitive and less predictable.

• Market segmentation is the process of dividing the market into smaller groups with similar characteristics, needs, or behaviors. It allows for more personalized and effective marketing strategies.Types of segmentation:
  • Demographic:
    • Age, gender, education level, income, occupation.
  • Geographic:
    • Country, city, region, or specific area.
  • Psychographic:
    • Values, lifestyle, interests, personality traits.
  • Behavioral:
    • Purchasing habits, brand loyalty, frequency of use.

• The set of benefits a company promises to deliver to the customer, differentiating itself from the competition. It answers the question:
  • Why should the customer choose my product or service?

• A strategy that defines how a brand wants to be perceived in the consumer’s mind compared to its competitors. Strong positioning enhances brand visibility, differentiation, and consumer preference.

• A product that fulfills the same function or meets the same need as another, but with different features, prices, or technologies. Its existence affects competitiveness and pricing strategies.

• The result of a satisfactory buying experience, based on the quality of the product or service, customer care, and additional benefits such as warranties, promotions, or rewards programs. Loyal customers tend to make repeat purchases and recommend the brand.

• A semi-fictional representation of the ideal customer, based on real data such as demographics, online behavior, motivations, and concerns. It helps design products and messages that are better aligned with the customer’s true needs.

• It is the process in which the company defines its direction and the necessary actions to achieve its goals. It facilitates decision-making and aligns resources with objectives. Key components:
  • Mission: Defines the company’s reason for being.
  • Vision: Describes what the company aspires to be in the future.
  • Values: Principles that guide organizational behavior.
• Environmental Analysis:
  • Internal: Strengths and weaknesses.
  • External: Opportunities and threats.
• Common Tools:
  • SWOT Analysis
  • Porter’s 5 Forces Model
  • PESTEL Analysis

• The process of selecting the best alternative based on relevant information and strategic criteria. It considers factors such as:
  • Risks
  • Potential gains
  • Financing options
  • Competition
  • Pricing
  • Market conditions

• Describes how a company creates value and generates income. A useful tool to represent it is the Business Model Canvas, which includes the following blocks:
  • Value Proposition:
    • What makes the company unique.
  • Key Activities:
    • Essential processes to operate.
  • Key Resources:
    • Elements necessary to deliver value.
  • Key Partners:
    • Strategic alliances.
  • Customer Relationships:
    • How customers are attracted and retained.
  • Customer Segments:
    • Target audience.
  • Channels:
    • Means of delivering the product or service.
  • Cost Structure:
    • Operational expenses.
  • Revenue Streams:
    • Mechanisms for generating profits.

• It is a financial indicator that reflects the company’s ability to operate in the short term.
  • Formula:
    • Current assets – Current passives
  • Positive Capital:
    • Good liquidity and solvency.
  • Negative Capital:
    • Potential financial difficulties.

• This area is responsible for planning and managing the flow of products and services from the origin to the final consumer. Include:
  • Order management
  • Transportation
  • Storage
  • Inventory control
  • After-sales service

• A visual tool that connects a company’s strategic objectives, facilitating their alignment with operational plans. It is structured in four perspectives:
  • Finance:
    • Efficiency, profitability, cost reduction.
  • Customers:
    • Satisfaction, loyalty, and positioning.
  • Internal processes:
    • Innovation and continuous improvement.
  • Learning and growth:
    • Team development and technology adoption.

• It involves the management of human capital within the company. It encompasses processes such as recruitment, hiring, training, evaluation, and employee well-being. Types of management:
  • Strategic:
    • Anticipates future needs and plans organizational development.
  • Tactical:
    • Organizes and coordinates human resources according to objectives.
  • Operational:
    • Manages daily tasks such as recruitment, onboarding, and training.

• Access to new markets:
  • Companies can expand and sell their products internationally.
• Greater variety of products:
  • Consumers have access to a broader and more diverse range of goods.
• Improved efficiency:
  • International competition encourages more efficient production processes.
• Technological exchange:
  • Promotes the transfer of knowledge, innovation, and production techniques.

• Tariffs:
  • Taxes applied to imported products, increasing their price.
• Quotas:
  • Quantitative limits on the import of certain products.
• Technical and sanitary requirements:
  • Quality, safety, or health standards that products must meet.
• Subsidies:
  • Government assistance to domestic producers that can distort competition.

• Sale of domestic goods or services to foreign markets.

• Purchase of goods or services from abroad.

• Physical goods that can be traded internationally.

• A document certifying the country of manufacture of a product.

• The seller delivers the goods at the agreed port, assuming the cost up to that point.

• The seller assumes the cost, insurance, and transportation to the destination port.

• A professional responsible for managing the entry and exit of goods at borders.

• A person or company that coordinates international cargo transportation.

• A key document in maritime transport that supports the shipment of goods.

• A document used in land or air transport that details the conditions of the shipment.
  

• Regulations that determine the country of origin of a product, relevant for tariff benefits.

• Agreements between countries that eliminate or reduce trade barriers.

• An indicator that measures the difference between a country’s exports and imports.

• WTO (World Trade Organization):
  • Establishes rules governing global trade and resolves trade disputes.
• UNCTAD (United Nations Conference on Trade and Development):
  • Promotes economic development through trade, especially in developing countries.
• ECLAC (Economic Commission for Latin America and the Caribbean):
  • A ONU body that promotes economic development and regional integration in Latin America.