Page 13

Enfoque de Negocios de Latinoamérica Latin American Business Focus

Continued from 12

we have remanufacturing facilities and we are currently moving into new schemes to attract investors.

4. Los fabricantes cada día aprecian más que los “Servicios Administrados” sean la parte clave de esta industria, como ejemplo podemos citar a Xerox quien menciona que 2/3 partes de su venta en el 2015 será de servicios (compra de ACS) y Ricoh adquirió IKON Office Solutions. Esto nos lleva a nosotros como distribuidores independientes a enfrentar el reto de competir directo con los fabricantes, tarea nada fácil que nos ha llevado a expandir nuestra cobertura territorial para ofrecer ventajas competitivas al cliente, desarrollar la capacidad multimarca, establecer alianzas y fusiones con otros distribuidores y finalmente aliarte con el mismo fabricante y convertirnos en su proveedor de servicios. Finalmente la oportunidad es: CRECIMIENTO.

Los fabricantes en nuestra industria están muy entusiasmados con los mercados emergentes como México, Brasil y Argentina. Dime ¿Que es lo emocionante y dinámico sobre el mercado mexicano?

Efectivamente, el mercado Latinoamericano está causando un gran interés, en Mexico tenemos la magnífica oportunidad de utilizar nuestra cercanía con Estados Unidos para sumarnos a la dinámica de MPS aprovechando que muchas empresas tienen sus corporativos en Norte América. La clave es, una vez más, adelantarnos a los fabricantes ya que si nosotros no tomamos la iniciativa el fabricante irá directo.

Continued on 14

We Saw It In ENX Mexico & Latin America

Manufacturers in our industry are very excited about emerging markets like Mexico, Brazil and Argentina. Tell me what is exciting and dynamic about the Mexican market?

Indeed, the Latin American market is causing great interest. In Mexico we have the wonderful opportunity to use our proximity to the U.S. to join in the dynamics of MPS with the advantage that many companies have their main offices in North America. The key is, once again, to be ahead of the manufacturers because if we do not take the initiative, the manufacturer will go direct to market and compete with us head to head. What industry trends do you see in Mexico compared to other markets?

Initiatives to create the paperless office, digitization and process automation are still in its infancy in Mexico, but I think the technological and cultural gap between Mexico and the United States has been drastically reduced and we must be aware of trends and initiatives taken in our northern neighbor. If you think about market share in Mexico, how do you think it comes out for equipment manufacturers? E.g. of the market share, 20% is Xerox, 30% is Canon and Samsung 50%.

I would not give an exact figure but my personal opinion is that Ricoh is growing by leaps and bounds in MPS with a “low profile” strategy and attacking directly to the market. Samsung has been the most aggressive in terms of prices, creating installed base and moving “boxes,” which HP has also been successful in but unfortunately Samsung has not developed a clear strategy for MPS solutions. Xerox has changed internally and is very strong; it seems to have an even greater focus on MPS and continues with the strongest presence in the Mexican market. With all respect to Canon I consider them the “sleeping giant.” Lexmark has

Summer/Fall 2012 Vol. 5 No. 2 www.enxmag.com

ENX Mexico & Latin America La Revista del Distribuidor

to en el mercado de organizaciones medianas, grandes, corporativos y gubernamentales y esto conlleva a un esquema 100% de arrendamiento financiero (leasing) este tipo de esquemas en México todavía son limitados y caros haciendo que contar con un brazo financiero sea indispensable para el éxito del negocio. Para enfrentar este reto en Seiton contamos con planta de remanufactura y actualmente estamos incursionando en atraer nuevos esquemas de inversionistas.

4. Manufacturers appreciate each day more that “Managed Services” are the key of this industry. For example, we can mention Xerox, who purchased ACS, saying that two thirds of the sales in 2015 will come from services, as well as Ricoh with their acquisition of IKON Office Solutions. This leads to us as independent distributors to meet the challenge of competing directly with manufacturers, which is no easy task. But it has led us to expand our geographical coverage to provide competitive advantages to the customer, develop multi-capacity, alliances and mergers with other distributors and eventually ally with the same manufacturer and become a service provider. Finally, the big opportunity is GROWTH.

13

ENX Mexico & Latin Amercia Summer/Fall 2012  

Connecting People, Ideas and Products in the Document Imaging Industry since 1994

Read more
Read more
Similar to
Popular now
Just for you