November 2022
We are a month away from the end of 2022... Has your company met its goals yet? Have you set new goals for 2023? What is that resulting most difficult to adapt to during the current year? In this issue we are going full Digital Transformation, as we cover companies that have successfully been through this process, considering it as a continuous aspect of business, rather than a “once every now and then” kind of update, as well as enterprises that have become instrumental in helping companies become a part of the digital world.
Cover stars Lenovo have become a household name in the global device market, and are actually using eco-friendly items to create already reliable desktop and laptop computers, tablets and mobile phones.
On its behalf, Corporativo BI’s Banco Industrial has become a trend-setter not only in Guatemala, but in the entire Central
Mateo Rafael Tablado, Editor in chief for The Boston Business Review
Email: rafael.tablado@thebostonbr.com
American territory by digitizing not only the front-end of their business, enabling their customers and clients to make the most out of digital banking, but also because of all the necessary integration in the back-end of its operations.
NIU Solutions has evolved into an authority in Digital Transformation. The company has gone from Central America into new ventures in Mexico, the US and other countries in Latin America, partnering with the top digital companies across the globe, such as Microsoft and HubSpot, just to name a few.
Also in this issue, FacePhi makes a case for taking biometrics to a new level, as Tribal Worldwide drives digital strategies to position companies among the leaders in any business sector.
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Today’s user demands brands to offer personalized attention, flexibility and commitment. The business relationship was forced to change, and with it, so have changed the services we offer. Digitalization, the result of years in which the search for new processes has become a must, is now pushing us to standardize new tools. Biometrics, a technology that makes digital verification possible, is now the key to standardizing and simplifying many of the procedures that until now required a great deal of effort, both for the company or institution and for the user. Time, money and other resources can be used more efficiently
by adopting a technology that, already well established in the banking sector, is making its way into events, leisure, transport, retail, mobility, etc. But where does its versatility come from?
Asking for a loan, gaining access to a venue, checking exam grades, boarding a plane or requesting a medical appointment can all be done quickly and securely thanks to biometrics. The options offered by the use of biometric data are infinite and radically different, thus being imperative that the level of security we apply to this information is both sensitive and appropriate. This is the only way to make digital identity verification an answer to fraud and identity theft.
The value of biometric data lies in its uniqueness and resistance against fraud. This information, which results from the encryption of our facial
features and takes place during the onboarding process, must be treated as part of the user’s identity. It is valuable information and we must be extremely meticulous when dealing with it. Fraud is increasing daily and the user of the digital environment needs protection and privacy. This is what we guarantee at FacePhi thanks to using the best remote identity verification systems.
Legislation can’t keep up with technological progress, and, for this reason, as a company, we accept an additional responsibility: to develop a respectful and representative algorithm. For this to happen, we work on solutions that keep the user at the centre of the whole process, i.e., we strive for ethical biometrics. This means that the algorithm is trained with representative and constantly updated databases in order to minimise the risk of a biased result.
Also, to guarantee privacy, we encrypt the information extracted from the user’s photo (during onboarding or authentication) making it impossible to reconstruct the original image and use it for fraudulent purposes.
But in addition to looking after the user, we also look after our clients, regardless of the sector, so they are
enabled to work with a solution that fits their different needs. FacePhi Identity Platform is multi-biometric, allowing clients to design any digital onboarding and authentication process with full control and with the capability to adjust it as desired. This tool also stores and provides the client all recorded data of the different processes carried out by the user.
This platform provides both the client and the user with the most secure verification processes, as the use of FacePhi biometrics guarantees compliance with the main standards that regulate the sector.
Passwords or awkward questions are no longer necessary or secure, we
have something much better now, our digital identity: unique, private and non-transferable. And thanks to it, we can now satisfy new needs, or provide answers to old problems, in a faster, cheaper and, above all, more convenient way. Digital identity verification is a future we can enjoy today.
Tribal Worldwide is part of the world renowned Omnicom Group and offers consulting services in the digital transformation, business acceleration, and client experience industries. In Guatemala, the company is represented by GET Latam.
The digital business strategy agency has expanded its services as a consultant for the strategic design of business solutions, with a continuous presence in more than 16 countries around the world. It offers agility, flexibility, and support throughout the entire process of end-to-end projects with closeness and open integration with other partners as a competitive advantage. Its goal is to create awareness about the existing need for universal digitization in companies, promoting their digital transformation processes and delivering results through tangible solutions.
Its solutions cover the key phases for the following digitization of models: discovery, creation or acceleration, and business scalability. From the audit and consultative phase, to the ideation and launch of products, services, and the “go to market” strategy.
Tribal WW Centro adds value to specific needs in current times of uncertainty caused by constant digital evolution. For this reason, they have launched different initiatives, where leaders of Transformation, Experience, Digital Business, and Innovation eliminate barriers, solve challenges and discover new opportunities. It connects the best professionals from different countries, who stand out in their respective sectors and apparently have nothing in common, but once together and collaborating, make wonderful things happen so that we can all learn.
The Central American market is focusing on creating the best customer experience based on other successful models and anticipating the demands of current and future users, ensuring leadership in a new stage where there will be a generational change and a new demand for services.
The first step for a successful transformation is to understand what is happening in the environment and in organizations, this allows us to trace a path that leads to achieving the companies’ vision. It involves processes and methodologies to understand the current relationship with customers, with the distribution network, and with products and services as a basis for building futures, based on the current digital maturity of companies.
Within the current context, the correct use of technology and
knowledge of the changing needs of customers is clearly postulated as an essential competitive advantage in order to meet the challenges of the coming years. In this sense, companies are increasingly betting on a transformation of their model, prioritizing the use of technological capabilities in order to optimize marketing processes and customer experience. Such change will become unforgiving to those who do not adapt to this revolution, nor will there be time to react for those who have a late start.
Tribal WW Centro positions the user as the center of all its solutions, prioritizing user behavior with technology acting as an enabler for the day to day relationship, always taking into account that technology has changed the way in which users relate to brands: from more punctual and occasional moments of relationship we have moved on
WW Centro positions the user as the center of its solutions
to intense, personalized, and much more participatory contacts. This has exponentially multiplied the companies’ value when building their products, making it difficult to standardize relationships.
The use of data is a very important opportunity to increase companies’ business and the legislation that such opportunities represent. But, on the other hand, users are more aware, demanding and vindictive with the counterpart of the use of such data.
What do you get in return? Each point of contact must be relevant and useful for the user.
This requires companies to be accompanied by a strategic partner who, due to their experience, has worked on different projects related to the design of relationship models that are based on those lessons that will eliminate uncertainty and generate
value from the first moment of a project. In this context, Tribal WW Center makes multidisciplinary teams available to its partners to co-create, develop, and implement the most effective solutions for the company. We are talking about the union of experiences: customer and business. The design of new strategies and the implementation of objectives focused on the satisfaction of these two experiences helps to successfully achieve such goals.
People-centered methodologies ensure being close to the customer. The fact that a B2B client is a company does not imply it’s not human, quite the opposite, whoever manages the process will be a person or a team of employees who need an understandable and close language. This allows us to discover great
challenges such as the creation of multi-channel and omni-channel strategies, so that the people who will use these services and solutions carry out their query and purchase journey from anywhere, in the order they prefer, with the ease of creating a bond with companies.
One of the most common problems in B2B companies is that many departments keep using an overly
complex work scheme. The solution is to simplify, and to achieve this, companies must rely on a technology capable of centralizing all the key processes in a single place, being enabled to manage: product, databases, resources and people involved in a clearer and more affordable process.
The B2B buyer is tired of listening; he wants to see, try and experience
for himself in public channels (website or marketplaces) as well as in presentations. Demos are a vital part of the B2B sales process and cuttingedge technology is increasingly being demanded by customers: chatbots, augmented reality, and virtual reality are some examples.
Business objectives to be set must be digital, but also omnichannel, since the sales processes are hybrid. In addition, these objectives must reflect across the related business
units and possess a progressive yearon-year scalability. The developed Digital Roadmap must be an integrator with the current company projects, involving the main stakeholders. The process of creating a Digital Business Unit must be incremental.
Tribal WW Center is a company focused on the growth of its clients, creating products to meet indicators and co-creating products with their partners contributing to make their business grow, helping users perceive
to be set must be digital, but also omnichannel, since the sales
more value, thus creating a better relationship among all parties involved.
For more than 10 years, Tribal has developed a close relationship with Banco Industrial, helping to solve different kinds of problems. From consulting and strategy, Tribal WW Centro contributes to the evolution of Banco Industrial’s internal products. In mobile transfers, Tribal helped to understand how the product could reach more people, and through mass use increase the number of transactions, users and exceed the
proposed goals. Based on such goals, they jointly created a strategy to identify how the product should grow in terms of design, processes and user experience.
From the software development service, Tribal helped Banco Industrial solve integration problems with other purveyors, with different types of services, implement a different and innovative type of mobile development, -due to the new and complex server driven development-, this allows the server to tell the application which layout to display, depending on certain user-defined
flows, conditions, or constraints.
Another contribution was the creation of a fully dynamic module in which, depending on the user, the flow created in the application or in selected options, different types of design are displayed in the application, improving user experience. It also provides support on security issues with an encryption between application and server, where the security level is very high. Together, they have solved issues derived from usability, performance, analytics, and data generation for demographics. This teamwork improved internal processes resulting in the optimization of delivery times,
not only from Tribal WW Center but also within the organization, reducing a project’s timeline to completion.
Previously, the average time was eight to ten months, and our optimizations brought this down to two months.
The Modern Banking unit has earned internal recognition for improvements in productivity, efficiency, and goal achievement.
Tribal WW Centro is the strategic partner with which Banco Industrial has managed to integrate test automation tools, contributing to the development of automation for code testing, unit testing and code security reviews.
www.tribalworldwide.gt
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Solutions offer services in the Marketing, Sales, Customer Service and Information Technology areas to companies from different business sectors experiencing Digital Transformation processes. The knowledge NIU Solutions has acquired from its experience in this field enables the company to develop and integrate the technological solutions that best suit each of its clients’ needs.
“Knowledge and experience are key factors for succeeding. Unlike traditional digital marketing agencies or tech development companies, we integrate deployment and align
execution with each client’s business goal”, commented Rubén Ríos, NIU Solutions co-founder.
There are three kinds of services offered by NIU Solutions:
• Strategic solutions, involving aspects such as search engine optimization (SEO), content and sales strategy, user experience, inbound marketing, and content creation, among others.
• Tech solutions: web development, cross-platform
A complete services portfolio for the development, deployment and operation of digital products and solutions allows NIU Solutions to enable important companies for the digital world in Guatemala and other countries in the region
each client’s business
- Rubén Ríos, NIU Solutions Co-founderintegration, CRM, omnichannel and mobile apps development.
• Data solutions: Analytics, business intelligence, big data, AI and machine learning are some of the resources which will ease the decision-making process in different industries.
Currently, NIU Solutions is focused on helping companies in the banking and insurance business, the automotive industry, e-commerce, and real estate. Projects can be engaged in different modalities: The Audit and Digital Strategy level consist of consultative services that take one or
two months; implementation, divided into projects that take between two or three months, depending on their nature; and Optimization through a 12-month operations contract.
To offer the best solutions and deploy digital strategies that generate the best results, NIU Solutions partners with worldwide prestigious companies which provide different sets of tools to ease the digital implementations’ performance according to each of the projects.
These applications have provided improvements to the client’s experience, besides extending NIU’s products and services portfolio, thus fulfilling their value promise, taking part in the different commercial aspects from marketing to e-commerce.
NIU Solutions has been consolidated as an important partner in the region for HubSpot (at a Platinum level) and as a partner for Credolab,
MessageBird, Google, Jumio and Microsoft.
“The ‘know-how’ we are acquiring is based on certifications with our partners”, Ríos pointed out.
Rubén Ríos’ career before founding
NIU Solutions is as extensive as it is important. During his 20 years’ experience in the corporate world,
he worked at the IT field at companies such as GBM, sole IBM distributors in Central America and some Caribbean countries, where he acted as general manager for eight years. Later, he joined Microsoft in Guatemala, also as a general manager, a tenure from which his learning on interesting aspects about the company’s internationalization and global view can be highlighted.
In mid-2015, Ríos decided to create a company where he could successfully apply all the knowledge he obtained during his previous positions. For that reason, he partnered with Niky Arroyave, who already had some experience in the digital field, to create NIU, starting as a marketing company which could provide support to
The ‘know-how’ we are acquiring is based on certifications with our partners
- Rubén Ríos, NIU Solutions Co-founder
companies in the creation of digital channels, something new at the time.
To go beyond branding, the market’s most common offer, NIU became a HubSpot distributor, thus deploying the inbound marketing methodology, which caught the attention of companies they had already established a commercial relationship with.
During the first couple of years, the new company entered the market successfully, providing inbound marketing strategies, besides gaining experience in sectors such as finance and insurance. In 2017, Niky left the company; NIU’s achievements up to that date could not have been possible without her valuable partnership.
NIU started its commercial relationship with BI and Seguros El Roble -both being part of Corporación BI-. Among
the projects developed with BI companies, in 2019 they transformed the execution of the digital strategy when developing the Crediauto en Línea marketplace, followed by other projects, which earned NIU an innovation award in 2020.
After these successful implementations, NIU contributed to the deployment of the BP Automotriz en Línea automobile marketplace and BP Vivienda en Línea for Banpaís, both in Honduras, as well as an e-commerce project in El Salvador.
After gaining proven experience with large and important companies in Guatemala, NIU has shown its professionalism and dedication, leading to partnerships with North American and Mexican companies, contributing to the implementation of a marketplace for housing loans in the latter, with the company with the
highest marketshare in this type of financing in the real estate market in Mexico.
THE HUMAN FACTOR NIU Solutions’ personnel is made up by a multidisciplinary team which enables the company to provide value to its clients.
Among the values the company shares with its collaborators, going further and walking the extra mile regarding the services the clients receive and their experience within the company undoubtedly stand out. These are values that have earned them new clients outside Guatemala, besides nurturing its excellent relationship with clients with the most seniority.
Factors such as each of the collaborators’ human quality and professionalism, as well as teamwork with clients, are highly
considered for recruitments.
“We hire the best talent we can find; we seek its development and a culture in which each person knows what to do”, Ríos explained.
To increase and maintain their prestige by offering integral digital solutions for companies, NIU Solutions is steps ahead by knowing the trends which may be implemented in the different sectors it attends, which has favored the detection of new opportunities.
The market has undergone a transformation regarding the habits of a more and more demanding consumers who wishes to find all the information related to its products online, a flexible method to shop and learn about the most convenient options. All these factors were accelerated by the pandemic, meaning a challenge for companies, becoming
in an alignment of businesses from different sectors to keep their position in the market.
the Colombian banking industry to keep on growing.
NIU Solutions has become a referent with its qualities and personnel support, as well as with strategical partnerships which can be established in the region and beyond.
NIU Solutions believes that more opportunities will arise from MSMEs in Central America, depending on each country’s infrastructure and digital maturity, and it is already figuring out opportunities by offering solutions to niu.solutions info@niu.solutions
We hire the best talent we can find; we seek its development and a culture in which each person knows what to do
- Rubén Ríos, NIU Solutions Co-founder
The changes experienced by society in recent years have shown that it’s everyone’s responsibility -including organizationsto make various efforts to contribute to the well-being of society and the environment. Currently, one of the main concerns is the search for
sustainability in an environment that is increasingly affected by climate change, environmental pollution and the different actions from mankind harming the ecosystem.
In this sense, organizations can also take part in this problem and contribute with diverse actions to
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ThinkPad Z Series, the new family of laptops offering greater productivity, elegance and care for the environment
find a solution that favors everyone. According to PwC, “18% of CEOs in Peru consider that climate change will lead to new products and services”, and this is a reality that is already being experienced, since new products and services are emerging in technology seeking to contribute to the sustainability of society.
Lenovo, on its behalf, has just announced the new ThinkPad Z Series, made up of two modern laptops: the ThinkPad Z13 and the ThinkPad Z16. These devices are focused on providing productivity and efficiency, but also on caring for the environment since both are designed with eco-friendly materials. This launch is one of the many efforts that the tech multinational has been making in order to contribute to the well-being of the environment through products and services.
One of the ThinkPad Z13 and ThinkPad Z16’s main features is that both have been designed with recycled aluminum, vegan leather and various eco-friendly supplies. Also, the packaging is made from 100% recyclable and compostable bamboo and sugarcane, and the AC adapter uses 90% post-consumer content (PCC). Therefore, both devices contribute to sustainability and the protection of the ecosystem.
“We are totally proud of our new ThinkPad Z Series, this new series will offer productivity, efficiency, elegance and, above all, it will contribute to the environment. Innovation is in our DNA, from design and development to engineering and supply chain. We will continue to push boundaries, make changes, and work with close partners like AMD and Microsoft to deliver innovative, more secure products like the ThinkPad Z13 and Z16, designed
- Jerry
Paradise, Vicepresident of Global Commercial Product Portfolio, Lenovo PC and Smart Devices
“We are proud of our new ThinkPad Z Series, this new series will offer productivity, efficiency, elegance and, above all, it will contribute to the environment”
to exceed customer needs today and in the future,” said Jerry Paradise, Vice President of Global Commercial Product Portfolio, Lenovo PC and Smart Devices.
Z13 AND Z16
The new ThinkPad laptop series features stunning, disrupting designs, introducing new colors and materials to its range of premium business laptops.
Its minimalist design provides a sophisticated and coveted look. Also, the displays are optimized with ultra-narrow bezels and productive 16:10 aspect ratios. On the other
hand, a larger 120mm crystalmade haptic ForcePad has been introduced, which flows seamlessly with a crystal touchpad for quick and easy input. Also, for those familiar with the red TrackPoint, you will witness new functionality: doubletap the TrackPoint to launch the Communication QuickMenu for quick access to common camera and microphone settings.
The goal of the new ThinkPad Z Series is to delight users with a distinctive look using recycled materials, deliver on the brand promise of an exceptional experience, and ensure great business-class
performance, security, reliability, and manageability.
For this new series, Lenovo and AMD have teamed up to deliver cuttingedge platform design, optimizing every aspect of the system from silicon to hardware to software.
The ThinkPad Z13, coupled with the exclusive AMD Ryzen™ 7 PRO 6860Z processor, offers an extraordinary collaboration experience. The processor is optimized to deliver transparent audio and video performance, maximize responsiveness, and deliver incredible battery life in apps like Teams and Zoom.
The ThinkPad Z16 can also be configured along the new AMD Radeon™ RX 6500M discrete graphics with AMD Smart Technologies, increasing productivity, enabling advanced content creation and casual gaming. When paired with Ryzen processors, AMD Smart Shift Max delivers an instant boost in power to both the CPU and GPU, and Smart Shift Eco is designed to maximize battery efficiency.
The ThinkPad Z13 and Z16 have several features that make them the ideal choice for heavy workflows. Additionally, they are well suited to organizations with a growing staff who, as consumers, may not be very familiar with Windows-based devices.
In order to provide a complete and satisfying audiovisual experience, both devices feature vivid display options, including 2.8K touch OLED on the Z13
“We will continue to push boundaries, make changes, and work with close partners to deliver innovative, more secure products, designed to exceed customer needs today and in the future”
and 4K OLED on the Z16, both with support for Dolby Vision® and blue light reduction, plus a Dolby Atmos® speaker system and Dolby Voice® noise cancellation technology. Also, both rely on the Communications Bar integrating an FHD camera with a larger sensor,
e-Shutter electronic shutter for privacy and dual-array microphones.
The ThinkPad Z13 and Z16 have the highest screen-to-body (STB) ratio in the ThinkPad portfolio: 91.6% (Z13) and 92.3% (Z16) and feature the new TrackPoint double-touch feature which launches the Communication
QuickMenu for quick access to camera and microphone settings.
In conclusion, the new Lenovo ThinkPad Z13 and Z16 are ideal for providing greater productivity, elegance, comfort and, above all, greater care for the environment thanks to its eco-friendly materials.
Banco Insdustrial’s complete diagram of digital solutions, which go beyond digital banking, allow the access to services and products while contributing to the clients’ development all throughout the region
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Interviewee
Javier Ramírez Penagos, Head of Digital Transformation at Banco Industrial
For more than 50 years Banco Industrial has helped to support, drive and promote Central America’s economical development. This banking institution was conceived in 1968 within the Guatemalan Chamber of Industry, offering universal banking services to business and corporate sectors, MSMEs and individuals since then.
Banco Industrial belongs to the BI Capital Corporation holding, which contributes to the region’s growth by being present in Honduras with
Banco del País and Seguros del País (insurance company), in El Salvador with Banco Industrial, and in Panama with BI Bank.
In Guatemala, banco Industrial has been named “Best Bank in Guatemala” for more than ten consecutive years
by the most internationally prestigious financial magazines, recognizing its strength, leadership, positive impact on the region, innovative culture and its outstanding service.
“Our financial services are complemented with integrated
ecosystems which allow the generation of solutions to drive the growth and development of customers as well as of the communities where the brand offers its services”, commented Javier Ramírez Penagos, Head of Digital Transformation at Banco Industrial.
Ramírez Penagos earned a bachelor’s
degree in Systems Engineering from the Universidad Rafael Landívar and an MBA from INCAE (Central American Business Administration Institute), besides other certificates.
His career at Corporación BI started 12 years ago, during which he has performed at different positions in different areas. During his tenure, he has overseen the corporation’s strategy of transformation and digitalization since 2017. While
- JJavier Ramírez Penagos, Head of Digital Transformation at Banco Industrial
Our financial services are complemented with integrated ecosystems which allow the generation of solutions to drive the growth and development of customers as well as of the communities
leading the implementation of digital strategies, Ramírez Penagos and his team have obtained different accolades thanks to the functionalities that have led Banco Industrial’s electronic banking.
“I lead the Open Banking and Innovation strategy, forming new partnerships as well as discovering and deploying disruptive technologies adapted to the banking industry”, the executive added.
Banco Industrial’s reach provides its customers with first level and world class attention through three main divisions:
• Strong, integral and international Corporate Banking.
• Business Banking, with the capacity of driving and contributing to the development of the country’s economy for companies at different stages of their evolution.
• Individual Banking, providing services to a wide customers and users portfolio with financial and tech solutions, and which has been recognized due to its customer service’s high standards.
Banco Industrial offers financial products and services through a network with more than 3,180 locations throughout Guatemala, and access to the most complete electronic banking both via the bank’s website and mobile devices from all over the world. From these, customers can make payments to more than 2,400 service providers, bank transfers to their own accounts or accounts from other banks, as well as international transfers and a regional connection.
The goal of Banco Industrial’s Digital Transformation division is to make
Electronic Banking available to all its customers -individual business and corporative banking clientsboth through its website as well as via its app, so they can make all the money transactions and other bank movements without attending the bank’s locations.
Banco Industrial offers totally digital products (for savings and monetary accounts) to all its customers, and with these digital products it simplifies the acquisition of a new product or service, thus allowing its clientele to carry out these transactions when and where it’s more convenient for them.
“We want to become that hub where our app is the most used in the country, by providing our clients with value-added services and giving them the possibility of managing issues beyond financial services online through BI en Línea”, pointed out Carlos Vides, Modern Banking
Assistant Manager at Banco Industrial.
The institution considers Digital Transformation as a continuous and permanent process, whose achievements are constantly measured and goals evaluated after factors such as the growing number of users, functionalities and other parameters that ease the decision-making process at which efforts can be aimed.
For that reason, new technologies and functions able to generate value and optimize the user’s experience are constantly introduced to digital banking.
On the other hand, Innovation teams have been created, finding themselves steps ahead regarding new technologies and trends in the banking and financial sectors.
“We are working on updating our current resources, but always looking ahead. This allows us not only to update our infrastructure, but also
- JJavier Ramírez Penagos, Head of Digital Transformation at Banco Industrial
We believe in solutions built from diversity and union, so we go ‘Together, always forward’
to be up to date with our clients’ needs and demands”, Ramírez Penagos explained.
If the bank’s Digital Transformation process is understood as a continuous process, this area is subject to investments on technology and innovation to support Digital Banking, which allows the bank to continue offering services focused on fulfilling its clients’ needs and expectations.
As part of its strategy, the bank is considering these products and services to go beyond the bank’s digital channels to be used by third parties such as fintechs and entrepreneurs, among others, so BI’s services would be offered through different platforms, and the same experience offered to new customers.
To successfully develop its Digital Strategy and offer customers a wide array of products and services,
Banco Industrial has its key partners’ support regarding technologies and other areas.
The institution holds a productive relationship with GBM to support almost all the digital strategy stages: from Infrastructure and User’s Experience to new technologies and multiple innovations, thus achieving the implementation of strategical projects such as an Artificial Intelligence chatbot know as ABI, an Open Banking strategy and the implementation of resources on the cloud, among others, besides offering consultancy services on strategical matters.
NIU Solutions, on its behalf, enabled Banco Industrial to be pioneers in inbound marketing, by using tools such as HubSpot, besides contributing to take part in digital sales and implementing new portals to manage products digitally, such as CrediAuto, CrediMoto,
CrediVivienda, among others. Facephi, a company focused on face biometrics -and other servicesis also one of the institution’s most important allies, with contributions to the improvement of the user’s experience on the BI en Línea app, and also with its security by
integrating its technology with GBM’s, thus making Banco Industrial to become, in 2016, the fourth bank in Latin America and the first one in the region to own this technology.
There is also a more than ten-year productive relationship with Tribal WW regarding consultancy and
strategy matters, development and innovation in digital channels from their creation to the marketing stage of this services.
“The work of many people from both Banco Industrial and its suppliers has helped us achieve this great improvement”, Ramírez
Penagos commented.
Banco Industrial has more than 15,000 collaborators who are key when dealing with the constant efforts made to satisfy customers and users
Technology has changed the way in which users relate to brands: from more punctual and occasional moments of relationship, we have moved on to intense, personalized and more participatory contacts.
with efficiency and trustworthiness.
The institution’s personnel is bound to constant learning to increase and update their talent and skills, so they can innovate in every aspect.
“We believe in solutions built from diversity and union, so we go ‘Together, always forward’, as a brand’s promise”, the executive added.
The boost BI provides to all of its customers is the same that leads the institution to drive the development of the community it serves with excellency.
“Guatemala presents multiple challenges and needs, so Banco Industrial invests, in an active and participative way, in initiatives oriented to generate integral and sustainable welfare in our society”, commented María José Paiz, from the Institutional Relationships Department at the Corporation.
The following are included
among the programs in which the bank is involved:
• Education as a driving force for progress. BI constantly invests in educational programs and platforms for children, younglings, and women. Additionally, it has designed a specific financial welfare Platform, which, through different formats, provides individuals and MSMEs with knowledge and training resources.
The Platform was created with the goal of enabling the financial inclusion of people who make decisions after being informed of its benefits.
• Education and sports. Support to different literacy programs, academical, technical, and university scholarships and the implementation of computing and technical labs. It includes daily sports practice for 1,550 children and youngsters as a measure for preventing violence and crime.
• Innovation, entrepreneurship, acceleration and escalation for MSMEs. The bank provides resources at no cost for financial
so Banco Industrial invests in initiatives which are oriented to generate integral and sustainable welfare
- María José Paiz, from the Institutional Relationships department at the Corporation
Guatemala presents multiple challenges and needs,
welfare, acceleration and escalating programs, partnerships with academic institutions for business strengthening, development of skills for the exportation of products and services, seed capital and grants for companies led by women, among others.
Additionally, the bank contributes with health and communal development programs which boost the community’s welfare.
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LAVISA is the number one company in industrial fluid control in Mexico and is also a leading company in piping, valves, fittings and accessories in carbon steel, stainless steel and other specialty alloys
Since being founded in 1932, LAVISA, headquartered in Mexico City, has become a world class company offering materials, consumables and services related to the Oil & Gas industry. Steel piping, gaskets, fasteners, fittings and joints are sent everyday to every destination. We offer technical assistance, locations, procuring, storage, guaranteed quality, transport logistics as well as tested and certified products. LAVISA can also obtain products certified under global standards (such
as ABS), which comply with the required regulations for certified projects.
Across nine decades, LAVISA has expanded its operations in Mexico, currently working in six locations: Mexico, Queretaro, Guadalajara, Tampico, Coatzacoalcos and Villahermosa.
FROM LAVISA’S CEO: There is pride and honor in directing LAVISA, a true legend as the first company specialized in flow control in Mexico.
“Priority number one has been to become the best in our field, by providing professional, reliable service and only the best products”
- Alfredo García, CEO for LAVISA
Since my arrival as CEO for the company, priority number one has been to become the best in our field, by providing professional, reliable service and only the best products.
LAVISA is the leading pipe, valve and fittings distributor nationwide. Our company -created in 1932-, has been supplying products and services
to the Petrochemical, Oil & Gas, Pharmaceutical and Energy Generation industries, among others.
With a 90-year experience, LAVISA is now the most important Mexican company in our field, and also as a member of Allied Group, we now can offer the best quality materials at competitive prices directly from our
manufacturers around the world. Along with the largest inventories in the country, we also have the most experienced and dedicated team to service the Mexican industry with the degree of reliability and professionalism that has distinguished us in our 90-year history.
Alfredo García August 2022 CEO and partner
Carterpillar’s key ambassador in Mexico always finds a way to optimize its offer as well as its services and aftersales support, thus being honored as “Dealer of Exellence” for the third consecutive year
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Creative Direction Omar Rodríguez
Maquinarias Diesel (MADISA) has been offering high-quality equipment and machinery to different industries in Mexico since 1946. After joining the Delta S.A. group in 1981, MADISA obtained the strength and support that have resulted in sustainable growth, thus currently operating from 84 branch offices in the North-Eastern, Center, Southern and South-Western regions in Mexico. It provides more than 3,700 jobs -including more than 700 sales advisors-, offering more than 80 leading brands available through an over $100 million replacement parts and items stock.
MADISA is synonymous with Caterpillar in Mexico. Thanks to the efforts and dedication of the company it has been possible to count with cutting-edge technology equipment
to carry out projects of any scale, including important infrastructure works within the country.
Currently, MADISA offers new machinery and used equipment for sale, rent in different installments as well as financing, besides repair and maintenance services, extended warranty, a wide range of replacement parts, technical support, and condition monitoring, just to name the main items.
These products, services and conveniences have benefitted construction, mining, quarries and aggregates, manufacturers, waste disposal, steel and foundry, energy, oil & gas, marine, transportation, farming, commercial and contracting sectors, among others.
MADISA has become a strategical supplier for its clients by being -in numerous occasions- the company bringing the latest technology in machinery and technical equipment to Mexico. Recently, MADISA has brought to the country equipment which provides a better performance,
which is more economical and less polluting regarding energy consumption, as well as autonomous equipment and unit monitoring, as well as monitoring for preventive and corrective maintenance events.
Besides the auxiliary equipment, among the outstanding new products offered by MADISA we find the Cat 320GX Excavator, which possesses
the aforementioned features regarding performance and cost reduction, including a reduction up to 20% in maintenance costs.
Another new arrival is the AP255E Asphalt Paver with a C4.4 engine, ECO mode, undercarriage with tight turning radius wheels, manual platform elevation to make the cleaning of materials easier. CAT F
Series Pavers also stand out.
Among the most recent products in the MADISA portfolio we find electricity generators for businesses, which provide great independence along with customized solutions to allow an uninterrupted operation, and which greatly benefit data centers. These solutions use clean energy resources, such as the installing of
solar panels, which are off the grid, the same as co-generation power stations.
depending on the purchase amount. The Parts.Cat.com app operation, interactions and features equal the best purchase websites at a global level.
MADISA’s relationships with its clients eases the acquisition and renting of machinery and equipment. It has its own programs and financing systems, affordable rent plans, extended
warranty, and delivery service for replacement parts.
In addition, MADISA periodically organizes seminars dealing with specialized issues about replacement parts and services in its market’s different locations, establishing direct contact with its clients to know their concerns and needs much better.
The Logisnext forklift manufacturing company, which works with brands such as Cat® Lift Trucks, Mitsubishi Forklift Trucks and Jungheinrich®, awards the “Dealer of Excellence” honor to those distributors providing a superior service to their clients as well as innovative solutions. In 2022, MADISA was awarded this honor for the third consecutive year. Attributes such as the product availability, maintenance services, monitoring and replacement parts availability mean a difference and advantage for MADISA over the competition.
Sabater Group is a leading primary processor of natural and sustainable ingredients with a rich history and strong identity. It started as a humble family business in Murcia, Spain at the early stages of the 20th century and has since become a global force sourcing and processing capsicums and a growing range of value-added spices, herbs and vegetables on five continents. It faced and overcame many challenges over the years, but those presented by a global pandemic
and further complicated by a war have really put the organization to the test.
When COVID-19 exposed how complicated and fragile global supply chains had become, when lead times stretched and availability trumped everything else, Sabater decided to dig deep and stay true to its core values. A customer-focused, agile and often creative approach enabled the company to mitigate the supply risks faced by its existing clients and those
new ones flocking to Sabater and to maintain an exceptionally high service level, considering the circumstances.
The unique capabilities it has been developing and investing into consciously also helped dampen the negative effects derived from the pandemic and the war. Its ability to source and process ingredients at multiple origins, more than sufficient manufacturing and warehousing capacity, having its feet on the ground and engaging smallholders directly created a robust yet flexible platform for Sabater, much needed in these unprecedented and turbulent times we all operate and live in.
Many organizations get caught up in the firefight trying to resolve the issues brought up by daily operations. Not Sabater. The desire to excel and evolve is so deeply ingrained into its culture that not even a global pandemic and a war could suppress it. Quite the opposite, these events have just underlined the importance of sustainability to the organization.
Sabater has been long committed to the concept of sustainability, it is one of the first primary processors joining the Sustainable Spices Initiative, the industry’s leading platform, and has been playing an active role on it ever since. It was the first company to offer
Rainforest Alliance certified paprika to its customers a few years ago and has since initiated numerous sustainability initiatives and projects in South America, Africa as well as in Spain. To maximize and accelerate the positive impact it can make and support the ambitions and goals of its existing and future partners, Sabater decided to allocate additional resources to sustainability within the organization, establishing a dedicated department that facilitates and coordinates a
cross-functional and cross-regional collaboration among internal and external stakeholders. Sustainability is no longer a ‘nice to have’ in Sabater’s dictionary, but a ‘must have’. An opportunity to become a better version of itself as an organization, the key to its future, sustained success.
Sabater’s global footprint -both in terms of sourcing, processing and distribution capabilities-, not only helps cope with the challenges presented by
the pandemic and the war in Ukraine, but also serves as a foundation for continued growth. The organization has the vision, the ambition and the resources required to further strengthen its position in key geographical areas, such as North America, Africa, China and SEA (South East Asia), as well as in the EEC (European Economic Community) region. This will be accomplished through further investing into existing production and supply
chain capabilities as well as through acquisitions as the spice industry continues to consolidate. Sabater will be able to provide its global partners and customers with unparalleled support in these fast-developing markets with great potential.
One example of its industry leading capabilities is related to heat treatment. Steam sterilization is a relatively new technology within the herbs and spice
industry, but Sabater acknowledged its potential and importance early on. It is the only validated treatment method that can be used in all geographical locations without any restrictions and has been fast replacing irradiation and ETO (engineered to order) treatment in all consumer markets. With eight separate lines in Europe, two in the US and one pending installation in China, with a combined capacity of approx. 200 tons per day, Sabater has become a real powerhouse when it comes to steam sterilization in the spice industry. All lines have been validated by independent, accredited third-party labs delivering 6-log Salmonella reduction to ensure the
ingredients supplied to its customers meet the most stringent food safety requirements and are suitable for a wide range of applications including being ready-to-eat.
Global sentiment might be different, but Sabater is reluctant to give up on its positive attitude and outlook.
It remains confident, but not complacent. It understands its strengths and emphasizes its unique value proposition to its existing and future partners, customers, while it never gives up on its desire to evolve, to develop and to grow in a sustainable manner.
The wide experience acquired and a highly organized global team factor into Bonatti making a difference when offering integral and EPC services for the energy industry by providing a sustainable and dedicated approach
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Translation by María Murgui
Creative Direction Omar Rodríguez
Interviewee Gustavo Blejer, General Manager for the Americas at Bonatti
Bonatti is an EPC (Engineering, Procurement, and Construction) company providing services to the energy industry, created in Italy in 1946. In its early days, it provided services mainly to ENI (National Hydrocarbons Board, Italian oil company founded by the government).
In 1979 Bonatti crossed international borders by being allocated a project in Libya, thus spreading its presence abroad during the 1990s as it earned contracts throughout Europe, strengthened its presence in Northern Africa and also entered into the Latin American market.
Bonatti’s growth is not only limited to its geographical presence but it also has widened its services portfolio by including civil works and EPC agreements.
In the 21st century, Bonatti continues growing sustainably in the regions where it has been established.
During the 2010s, Bonatti spread its presence to new territories, being Mexico one of these countries. In 2012, the Morelos Gas Pipeline project was the starting point for Bonatti in this country, where the company has become a leader in the midstream industry within the energy sector.
The bulk of Bonatti’s portfolio in Mexico includes large gas pipelines, compression stations, metering stations, and storage terminal projects in the EPC modality.
Since its arrival in Mexico, Bonatti has executed works in which more than $2,000 million have been invested and has installed 1,243 miles worth of pipelines, five compression stations, 12 metering stations, and three storage terminals for refined products. Among attributes distinguishing Bonatti, we could include a wide knowledge of the territory and of current
I am honored to work with our teams in Canada, Mexico, and Chile, besides seeking to grow our presence in other countries in the continent
regulations in the industry, working in association with contractors and committed suppliers, and having an excellent relationship with labor unions, which is the result of a mainly local workforce preserved through every project.
For Gustavo Blejer, General Manager for the Americas, Bonatti possesses the “strength of a top- level international company combined with the flexibility and efficiency of a mainly local company”.
Gustavo Blejer graduated from the Engineering School at the Rosario National University in his native country, Argentina, in 1999. Afterwards, he enhanced his
skills earning a Master’s Degree in Administrative Sciences from Stanford University (USA) and a Diploma in Project Planning and Management from the University of California, Berkeley. He recently completed the Diploma in Energy Law at the “Escuela
impulsora.com
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Libre de Derecho” school of law in Mexico City.
Blejer joined Bonatti in 2021, where he currently acts as the General Manager for the Americas.
“I am honored to work with our teams in Canada, Mexico, and Chile, besides seeking to grow our presence in other countries in the continent”, the executive commented.
Bonatti’s extensive experience, along with a career in execution forged through more than 30 different countries, allows the company to offer a large services portfolio, thus providing what every project requires from its knowledge base and relying on its professional staff and its own machinery fleet to be able to move
The largest distributor of electrical and lighting material in Mexico
anywhere when considered necessary.
The main services offered by Bonatti include:
• EPC for ‘oil & gas’ and ‘power’ industries plants (processing plants, power, and petrochemical plants, among others).
• Port infrastructure
• ‘In-house’ construction of large-capacity storage tanks.
• On-site services for gas and crude oil production.
• Operation and maintenance for the oil & gas and power generation industries.
• EPC for water pipelines, refined products and hydrogen, among others.
• EPC for renewable energy plants (wind and solar) and for transition technology (hydrogen, carbon capture).
• Services for the mining industry.
Bonatti’s best arises before the challenges some projects present, being a leader in fast-track execution. Bonatti has got the personnel, machinery, and organization to carry out this kind of projects, even in emergency situations when having to substitute another contractor’s company. In Mexico, Bonatti has completed EPC projects before the deadline by working in this “emergency” modality. The traits making a difference and making Bonatti stand out include:
• A broad EPC direct execution skill, eased by relying on a hired staff in accordance with labor law.
• A large fleet of own equipment, key when issues such as logistics and availability become a challenge to supply chains at an international level.
• Proprietary technology, featuring: i) an in-house welting which is highly scalable, with no maintenance difficulties and with trained staff involved on its operation; ii) “side boom” pipe-laying machine developed by the company with a 130-ton capacity, but a low total weight, offering the possibility of
installing large-diameter pipes in reduced spaces or along with already existing installations; iii) an automatic joint coating system, able to increase efficiency and reducing material waste.
• Its own workshops, located in the vicinities of the city of Queretaro, providing repair and
maintenance services to the equipment fleet, as well as the capacity of prefabricating equipment, structure, and metal pipes.
• A leading engineering team developing all the design, implementation, and launching stages of the most demanding projects.
Considering its integral operation as an EPC contractor, Bonatti executes most of its projects directly. Still, there are specific tasks requiring outsourcing, recurring to companies that have earned Bonatti’s trust based on their execution level, thus
becoming strategic partners.
Processes such as directional drilling (HDD) execution, cathodic protection, and metal structures, among others, are accurately supervised by Bonatti, thus adjusting such companies to its quality standards and the common goal along with the end client, sharing the ‘One Team Approach’ philosophy to complete the projects in due time and form.
“With the passing of time and the acquired experience acquired and
developed through different projects, we can actually say that our main purveyors can be defined as true allies”, Blejer added.
After its creation as a company mainly focused on the oil & gas industry 75 years ago, Bonatti has evolved as a general contractor providing services to the energy sector.
As part of this evolution, the company developed a business unit
dedicated to renewable energy and transition technologies, which has been operating since 2021, confirming its commitment to sustainability. This business unit oversees e-fuel, wind and photovoltaic energy, as well as carbon capture.
Bonatti is also involved in hydrogen projects, becoming part of important hydrogen associations at a global level and developing initiatives regarding this issue with the goal of becoming a
high added value player in this kind of projects in Mexico and Chile.
Another field being developed is marine water transportation, either through desalinization processes or as salt water. In Chile, this activity is being prioritized, supplying mainly the mining industry, and which will spread to benefit other activities, including agriculture and human consumption.
It is considered that Mexico presents a number of opportunities for
Bonatti’s idea is to go on being a supplier of high added value in the market for energy projects
the development and use of this specialized activity.
Thanks to a well-structured, coordinated at a global level, and extremely active sales department, and also thanks to an excellent production capacity and tight team, Bonatti is after a good number of projects in Mexico. With the
understanding of the important role that natural gas plays in energy transition, large-diameter gas pipelines and their associated compression stations currently represent a great part of the activity in the country, and it is foreseen that it will continue to be Bonatti’s main business in Mexico in upcoming years. Also, the company is involved in the development of different projects for
exporting liquefied natural gas (LNG), which are positioning Mexico as a key player in the new energy reality of its business partners.
Bonatti keeps operating, serving current and to-be clients with estimations, engineering and project feasibility research to become a solid ally from the first stages of each project.
“Bonatti’s idea is to go on being
a supplier of high added value in the market for energy projects. We can and we want to support our clients during the whole investment cycle of their projects, thus contributing to making them a reality”, concluded Gustavo Blejer, General Manager for the Americas at Bonatti.
Produced by Jassen Pintado Creative Direction Omar Rodríguez
Impulsora opened for business in 1954, offering top quality electrical products and materials, guaranteeing products from the best-known brands in the hardware and electrical markets throughout our more than 1 million sq. ft. total warehouse space, countrywide. We rely on a well-stocked inventory, enabling us to provide a timely and efficient delivery.
For seven decades, Impulsora has taken part in major projects, becoming an important partner for companies in the Construction sector
Our highly-skilled staff shares its expertise in different fields, able to develop integrated solutions according to the market’s requirements. Our operations provide a job for more than 1,500 employees. We are committed to our clients, as we provide customized service with the support of a wide array of products, tech
support and timely deliveries. Our mission is to market avant-garde electrical equipment and materials up to the industry’s demands, offering clients integrated solutions through the highest quality products and services, a large inventory, adequate infrastructure, and state-of-the-art technology in all our processes.
Our mission is to market avant-garde electrical equipment and materials up to the industry’s demands
We have specialized engineering and lighting departments, and a team of engineers and architects for lighting systems and control of industrial, commercial, residential and road lighting. We also offer avantgarde designs with current systems,
plan development and reviewing of lighting engineering, all with the purpose of providing our clients an efficient and functional project, also striving for harmony between design and each location’s aesthetics.
Our solutions and products portfolio
as well as our strategic locations along Mexican territory drive us to the forefront of the most significant projects during the last 68 years, being the main distributor diversified into the Industrial, Construction, Oil & Gas and Energy sectors.
Thanks to our versatility within the market we have become a strategic ally for BONATTI in project execution, as we send and display our gratitude for trusting our company.
We understand that the execution of high-end projects that have a positive
Our solutions and products portfolio drives us to the forefront of the most significant projects
FOUNDED: 1954 INDUSTRY: Construction CONTACT: www.impulsora.com
impact on the development of society are essential to preserve our surroundings, which is why we maintain our commitment to BONATTI, assisting them hand in hand with our technical and commercial disciplines, always seeking a satisfactory culmination.
