Q: Latay operates at a very specific intersection of consulting, technology, and business development in the electricity sector. For those who are not yet familiar with the company, how would you describe what Latay does and the role it plays in the market?

A: Latay is a strategic consulting firm focused exclusively on the electricity and natural gas sectors. We work across three main areas: investment advisory, technical assistance, and international business development. But, perhaps, what best defines us is our role as a connector. We represent technologies that help make energy supply more reliable: solutions that are often developed abroad and need a knowledgeable local partner to reach the right clients. Our core function is identifying companies with specific energy needs and matching them with the right technology providers. We do not just introduce parties to one another. Rather, we stay involved throughout the process to ensure the solution is adapted to Mexico´s environment, properly implemented, and eventually delivering value. In a sector as technical and fast-moving as electricity, that continuity matters enormously.

Q: You have spoken about how modern enterprises now face energy challenges that rival those of entire cities. What does this comparison actually look like on the ground?

A: It is not an exaggeration. The energy consumption of large industrial and commercial operations has grown so dramatically in recent years that managing it has become a truly strategic concern, not just an operational footnote. Some of the facilities we work with consume energy at a scale that would have been unimaginable a decade ago, driven by automation, digitalization, expanded production lines, and the overall intensification of industrial activity. The stakes are correspondingly higher: an unplanned outage does not just mean lost productivity; it can mean spoiled product, equipment damage, missed delivery commitments, and serious financial consequences. And AI-dedicated data centers are taking all these challenges to a whole new level.

But the scope goes beyond internal efficiency. We also work with companies on their ESG commitments, which increasingly include energy savings initiatives at the community level. A large industrial player situated near a rural community, for example, may have both the resources and the obligation, under their sustainability framework, to contribute to local energy access or efficiency programs. So the definition of what "energy management" means for a corporation today has expanded considerably, and we help clients navigate all of those dimensions.

Q: With such a wide and growing range of energy technologies and solutions available, how do you determine which one is actually the right fit for a given client?

A: That is precisely where our work becomes most valuable and most demanding. The honest answer is that there is no universal solution. Not every company faces the same challenge, and critically, not every company operates the same way. A manufacturing plant running continuous processes has very different energy needs from a logistics hub, a data center, or an agribusiness operation. The production model, the load profile, the location, the existing infrastructure, and the financial structure all shape what the right answer looks like.

So our starting point is always a thorough understanding of the client. We need to understand how they produce; what their consumption patterns look like across different hours and seasons; where their pain points are, whether in terms of reliability, cost, regulatory compliance, or all three; and what their investment horizon is. Only from that foundation can we identify the right technology and, just as importantly, figure out how to adapt it to their specific context. In this sector, a solution that works perfectly for one client can be entirely wrong for another, even if the two companies look similar on the surface. That ability to read each situation carefully and tailor the approach is what differentiates good consulting from simply selling a product.

Q: You have also observed meaningful differences between Mexican and international manufacturers in terms of how they approach energy consumption and build their procurement and supply chain strategies. What stands out most in that comparison?

A: The differences are real and they matter for how we engage with each type of client. International manufacturers, particularly those that have arrived in Mexico through nearshoring or as part of a global production network, typically come with more structured energy procurement frameworks already in place. They have experience integrating energy costs into their supply chain planning, often have global sustainability targets they need to meet, and tend to have dedicated teams or external advisors focused specifically on energy strategy. They ask different questions from the start.

Mexican manufacturers are increasingly sophisticated in this space, and many are catching up quickly, but the starting point, the internal capacity, and the sense of urgency can vary significantly depending on the size of the company and the sector they operate in. Some have been managing energy costs reactively for years and are now making the transition to a more proactive, strategic approach, often driven by rising electricity tariffs or the availability of new self-supply options. Understanding where each client is in that journey is essential to offering advice that is actually relevant and actionable for them.

Q: We are living through a particularly complex geopolitical moment globally. How is that broader context shaping energy trends and technology opportunities in Mexico specifically?

A: The geopolitical environment is genuinely significant, and it is reshaping the energy landscape in ways that create both challenges and opportunities. On the opportunity side, we are seeing growing interest in technologies that offer greater energy independence and resilience. One notable trend is the rising appeal of gas-powered electric motors, where manufacturers are finding meaningful advantages in the current context, particularly as energy price volatility makes efficiency gains more financially compelling. Vehicular natural gas is another area gaining traction, and it can complement solar panel installations very effectively, providing a more flexible and reliable energy mix that does not depend entirely on intermittent generation.

More broadly, the geopolitical moment is accelerating the search for smarter, more locally controlled energy solutions. Companies that were previously comfortable relying on the grid for all of their needs are now thinking differently about redundancy, storage, and self-generation. That shift in mindset is creating real market opportunities for the technologies we represent.

Q: Despite that broader uncertainty, is there still an appetite for energy investment in Mexico? What areas are attracting the most interest?

A: There is, and in certain segments the interest is quite strong. The fundamental driver is necessity. Mexico's electricity demand continues to grow, industrial activity is expanding in many regions, and the grid has well-known reliability challenges. That combination creates persistent demand for energy solutions regardless of the geopolitical backdrop.

Self-supply projects of up to 20MW are a particularly significant opportunity right now. The regulatory framework for this type of project allows companies to generate their own electricity and significantly reduce their dependence on the national grid, and we are seeing considerable interest from industrial clients exploring this route. Battery Energy Storage Systems (BESS) are also an expanding area, though here it is especially important to understand each case on its own terms. The needs can be very different: some industrial clients need to dispatch large amounts of power in a matter of minutes to withstand micro-cuts or sudden outages during critical production processes, while others are primarily looking to store energy during off-peak hours and deploy it during peak tariff periods. The underlying technology may be similar, but the sizing, configuration, and commercial structure of the solution can differ substantially. Getting that analysis right is where we add real value.

Q: You have also mentioned what you describe as a "silent discouragement" among investors when they look at the current conditions in Mexico's electricity sector. Can you explain what you mean by that?

A: It is a dynamic that does not always make headlines, but it is very real and it shapes the investment landscape in consequential ways. Mexico is at a critical juncture in its energy sector. The need for investment is clear and broadly acknowledged: the country needs more generation capacity, better grid infrastructure, and faster adoption of storage and efficiency technologies. And yet, when investors, particularly international investors, sit down and carefully review the current terms and regulatory framework governing investment in the electricity sector, some of them quietly decide to hold back their capital, delay their decisions, or redirect their resources to other markets.

This is not necessarily a dramatic exit or a public statement. It is a quieter process: projects that do not reach financial close, companies that explore the market and then choose not to proceed, capital that finds its way to other jurisdictions with more predictable conditions. The challenge for Mexico is that this kind of silent withdrawal is hard to measure but very real in its effects. It represents investment that the country needs but is not receiving. Addressing that through clearer regulatory frameworks, more predictable terms, and stronger signals to the private sector is one of the most important challenges the sector faces in the years ahead.

Q: Looking ahead, what are Latay's main objectives and where do you see the greatest opportunities for growth?

A: Growth is the central objective, and we see meaningful opportunities to pursue it. Mexico's energy landscape is complex and evolving rapidly, and that complexity is precisely what creates space for a firm like ours, one that understands both the technical dimension of energy solutions and the business development and investment side. We want to continue expanding our portfolio of represented technologies, deepen our relationships with clients across different sectors and regions of the country, and strengthen our capacity to identify and develop opportunities even in a challenging environment.

The self-supply segment, energy storage, and the integration of complementary technologies like gas and solar are all areas where we see strong growth potential. And beyond Mexico, our international business development focus means we are also looking at opportunities to connect Mexican energy needs with technology providers and investors from other markets. The sector has its difficulties, but it also has enormous potential, and we intend to keep building our position within it.

Latay is a strategic consulting firm specializing in the electricity sector, offering services in investment, technical assistance, and international business development.