Jun. 3, 2015

Juan del Castro


Juan del Castro

General Manager Peru, Xerox

"Xerox Peru is one of the most important markets for Xerox Corporation."


Juan del Castro is an Ecuadorian executive with 25 years of professional experience. He has been the Country Manager of different companies, both public and private, and has led local and regional teams, with support in sales and marketing areas. He graduated in Economics and began his career with PwC.

What role has Xerox played in Peru's development over the past 50 years?

Xerox has been in business for 109 years, and has been present in Peru since 1965, making this year our 50th anniversary. Over the past 50 years much has happened in this market. I can say that, along with IBM, we are the only technology company to have been here this long. During this time we have delivered technology and services, while evolving as a company in light of sector developments. Xerox, by delivering equipment and technology, has rendered companies more profitable, allowing them to concentrate on their core businesses. This results in cost savings, greater efficiency, and better results. We are also aware of the environment because much of our technology meshes with environmentally friendly technology. For example, we are the only company to offer environmentally friendly inks. We are also active in the digital segment and outsource printing and other processes, which we call process outsourcing. Our company is also a leader in document management.

What is the international significance of Peru for Xerox?

Xerox Peru is one of the most important markets for Xerox Corporation. Peru reports to a larger region known as Xerox LA, which encompasses Argentina, Chile, Ecuador, and Peru. We have been growing and seeing positive results from the outset in the local market, and the dependability of the country is reflected in our regional strategy. Over the past 10-15 years, the economy in Peru has been especially strong. It has posted some of the best growth performances worldwide. Peru has a scale and dimension that allows us to balance the business. Not only does Xerox operate in the printing side of the business here, but also in business process outsourcing (BPO). Xerox has contact centers where such services underpin our robust product portfolio.

“Xerox Peru is one of the most important markets for Xerox Corporation."

How is Xerox handling the transition from a paper to a digital-based economy?

We are proud of Xerox's past technological contributions, which are reflected in its brand recognition. Technological innovation is in the company's DNA, and today we are transforming into a document management company that manages flow as a service-oriented business. Of course as long as there is printing, we will remain active in that business, but for the future, the company is working to develop a service space. In 2010Xerox bought ACS, a company entirely dedicated to business process and IT outsourcing. We have since transformed the company to offer a broader portfolio of technology and services. There are few brands that can boast the association of product and name that we enjoy. Today we are transforming, and the challenge is to keep the company moving forwards and transforming as a service provider.

What is the balance today between Xerography and services?

At Xerox Peru, almost one-third of the organization is focused on the services area. The remainder is active in the technology side of the business. If we look at the business as a whole it might be even more than one-third when you factor in the ACS business and contact centers, possibly up to 50%. The business is concentrated on developing this services component, which has a long-term potential. I come from the PC industry, which is a cogent example of evolution over the years, especially from the hardware side. It is essentially a crystal ball that helps to understand the future of the industry. It is hard to predict the future in our industry. For Xerox our business is profitable in all the segments, we are growing, and we have a clear strategy to develop.

How important is your work with Lima's transport system and what role does technology play in this?

We have a business group in charge of transportation. In the case of Peru, we have local infrastructure that handles ticketing, manages transportation cards, and tracks overall usage of the system. Many countries are using management to improve their transportation systems. At Xerox we have projects going forward to improve transportation systems. Xerox has many verticals such as a strong position in the mining sector and the financial sector, and we are also well established in the HR area.

Xerox recently introduced new digital printers to the Peruvian market. How are you expecting this to affect growth and development?

Xerox has a diverse portfolio of printers in different formats such as A3, A4, and multifunctional units. This is an important space for us because it is where we expect future growth, and we need to be the leader in the most valuable space in the market. We offer equipment for pretty much every setting. This is not just a matter of projects, but also encompasses software integrations and solutions services in conjunction. In the digital area we have a business group for graphic communications. The demand for color and digital printing is increasing both in the business and home sector. The demand from our corporate customers for digital is rapidly increasing in particular. We have a strong portfolio that leads worldwide, which is targeted for companies. With those products, you get into the digital business and with the software you are more efficient and this is an attractive market in Peru because the industry was dependent on offset printers. With the new technology, it is possible to print smaller quantities. Our solutions provide the space for these businesses to be productive.

What makes Peru an attractive address to do business?

Peru still has a good growth rate. The country is not in crisis, despite economic deceleration. Peru is recognized as a great place to do business and has a good financial rating. The economy is stable in a way that few other countries are right now.

© The Business Year - June 2015