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Tecnoglass offers high quality glass that meets the needs of the market, with competitive prices and timely deliveries.
Tecnoglass is a Colombian company based in Barranquilla, specialized in the production of architectural glass and aluminum products for the commercial and residential construction industry Since its founding in 1984, it has evolved towards full vertical integration, offering products such as tempered, laminated, insulated, screen-printed, high-impact, low-emissivity and curved glass, as well as window and façade systems.
In addition to its core business, Tecnoglass has diversified its offering through strategic alliances and acquisitions, such as the creation of Alutions by Tecnoglass for the production of aluminum profiles, and the acquisition of ESWindows, LLC to strengthen its presence in the U.S. market.
The company has also shown a commitment to sustainability, achieving carbon neutrality and certifying its processes after offsetting the environmental impact caused between 2021 and 2023
Tecnoglass offers high quality glass that meets the needs of the market, with competitive prices and timely deliveries.
Our mission is the transformation and commercialization of glass, with high technology, that satisfies the needs of our clients in quality and service, assuring the integral and equitable development of our human resources, and thus contributing to the permanent progress of the company, the adequate and fair retribution for the members of the organization, their families, shareholders and society.
Curved glass is used to add movement and dimension to traditional static structures.
Tecnoglass presents one of the latest and most advanced technologies for manufacturing curved glass: Tecnobend
Curved glass has been selected as a study product due to its growing relevance in contemporary architecture, where aesthetics, functionality
By Tecnoglass
The choice is justified for several strategic reasons:
1 High market demand: today's architecture favors curved elements that bring movement, sophistication and originality. Curved glass responds to this trend, being more and more requested for residential, commercial and public projects.
2.Versatility of application: This glass is used in a wide range of structures, from facades and skylights, to bridges, stadiums, elevators and decorative elements This makes it a product of high impact and practical utility
3. Technological innovation: Tecnoglass has developed advanced bending and tempering processes, including Low-E coatings and anti-reflective coatings, which positions the company as a leader in high specification architectural glass solutions
4. Competitive differentiation: Tecnoglass' ability to manufacture large-format curved glass to exacting international standards enables it to compete in global markets, particularly in the United States, its main export destination.
Negotiation Proposal: TecnoBend Curved Glass - Tecnoglass and the State of Florida (U.S.A.)
Tecnoglass, Latin America's leading manufacturer of architectural glass and aluminum solutions, proposes a strategic negotiation with the State of Florida for the supply and installation of TecnoBend curved glass in public and private infrastructure projects, such as transportation stations, airports, hospitals, stadiums and universities
Product offered
TecnoBend Curved Glass, with the following key features:
- Curved tempered with Low-E coating technology.
- High thermal and mechanical resistance
- Ability to customize according to project (shapes, optical effects, reflectivity levels)
- Compliance with ANSI Z97 1 and U S building standards
- Insulated and solar control glass options, ideal for hot climates such as Florida Election of the negotiator
Name: Juan Carlos Reyes
Position: Director of International Trade of Tecnoglass S A S Profile of the negotiator:
- Economist with MBA in International Trade
- 10 years of experience in negotiation with public and private entities in the USA
- Has successfully led contracts with municipalities in Texas and California
- Bilingual (Spanish-English), with deep knowledge of U S trade and customs regulations
Justification for the choice:
Juan Carlos Reyes combines technical expertise with diplomatic skills and regulatory knowledge, making him the ideal representative to secure mutually beneficial agreements with state governments
Proposed Negotiation Model
Type of contract: 5-year framework agreement for state projects with renewal option.
Commercial modality:
- Direct export from Colombia with local technical support.
- DDP (Delivered Duty Paid) Conditions
- Estimated delivery time: 30-45 days
- Technical assistance and after-sales warranty included
First pilot proposal:
Provision of curved glass for Brightline (fast train) station renovations, including structural validation and joint design with Florida DOT.
1 Negotiation Strategies
a) Collaborative Strategy (win-win)
Tecnoglass proposes a collaborative negotiation strategy, seeking to build a long-term relationship based on mutual benefit:
Florida obtains high quality, sustainable products at competitive prices.
Tecnoglass strengthens its positioning in the U.S. and opens new expansion opportunities.
b) Value-based strategy
The negotiation focuses on highlighting the added value of Tecnoglass curved glass beyond price: customized design, technological innovation, regulatory compliance, sustainability, among others
a) Key Cultural Differences (Colombia – U.S.)
Prepare the Tecnoglass team in intercultural negotiation.
Be clear and concise in presentations; avoid ambiguity.
Use performance indicators and measurable results.
Keep meetings punctual and respect established timelines.
https://www.tecnoglass.com
