The Business Year

José Antonio Olivares

General Manager, IBM del Ecuador

IBM celebrated its 75th anniversary in Ecuador in 2012, and we have become the longest running IT company in the country, with no interruptions in our business activity whatsoever. The key to our overall success story in Ecuador is our human capital. Over the years, we have always been very strict in the recruiting process, and today we have a leading, qualified, and high-standard workforce that fills us with pride and honor. We know that every employee perfectly represents the values and missions of our company. When we first started operations, we were selling scales and typewriters, whereas today we provide integrated business solutions specifically designed to address the needs of our clients. Overall, IBM has achieved very important goals not only in Ecuador, but at the international level too. For example, we were part of the first human expedition to the moon; we created the barcode in 1973; and developed the first personal computer in 1981. Therefore, we are part of technological history and its greatest achievements. Back in the 1990s, we also underwent a transformation process, and adopted a new business model emphasizing the customer’s needs and better understanding of the market. The transformation continues, as we are part of a very demanding and globalized world.

Gabriel Lim

President, LG Electronics Ecuador

LG has its regional headquarters in Panama and Brazil; the former deals with the entire structural and organizational duties in the region, except in Brazil, which, for LG, has its own market and main headquarters within the country. This is due, mainly, to the size of the country and the market. It has already been 11 years since we started operations in Ecuador, and I am the fourth president of the company in the country. I have held this position since January 2012. In terms of sales, when we first started, we had a sales volume of $160,000, and we expect to close 2013 with $200 million worth of sales. As per market share, the average we hold, counting all segments and products of the industry, is around 38%; 40% in video and TV, and 23% in mobile telephony, a segment that we recently restructured in order to grab a higher market share and consolidate our presence in. In this context, image and sound, along with complementary technology, represent our most important business segment in Ecuador. Our main aim for the near future is to boost sales in the mobile telephone segment. Today, 90% of our sales in this particular segment are smartphones, and we want to further diversify our product portfolio to reach our goals.

Omar Monroy

Country General Manager, Omar Monroy

There are two main sectors that our partners and marketers have followed for many years. One is the private sector that focuses on banks, retail, telecommunications, commerce, and services, and the other is the state sector. Both are defined very clearly by us, and our approach is through several different strategies and tactics. We know how to operate these two main sectors, and all different kinds of commercial segments. In the early years, we were absolutely focused in terms of the photocopier business, which involved renting equipment. In the beginning, we actually just rented the machines without selling them. Nowadays, 90% of our business is no longer related to photocopiers. One might think our business would have lost significant revenue because, now, most of our communications are performed via the internet and e-mail. The question is what is Xerox’s business today all about? Without question, it is digital.



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