Edgar Sainz
Director General
Temisa
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View from the Top

Integrated Solutions for Power Transformation

Mon, 10/21/2013 - 10:30

Q: What is Temisa’s development strategy in the Mexican market for electro-mechanical machinery?

A: Temisa is a 100% Mexican company, with lots of business ideas ready to be applied in the Mexican market. Since its founding the company has adopted quality norms, and currently has the objective of obtaining an international quality certification in 2014. However, institutions such as the Federal Electricity Commission (CFE), and companies such as Siemens Power Generation, WEG Group, Teco Westinghouse and Alstom, have previously visited our facilities and have given us high level quality evaluations, specifically for our processing plant. We are also looking to acquire certifications in electrical testing and engine reconstruction. This is a complex task, given the broad diversity of engines, power transformers and power generators, for each of which we must formalize processes and create user manuals. Human capital plays a key role in this process. Our commercial strategy is focused on the power transformers market. We are currently focusing our efforts on Tebian Electric Apparatus Stock Co. (TBEA), an international company and leader in the area of power transformers, which we recently started to represent. The contract with TBEA was signed in China and we represent them throughout Latin America. Among the main projects in which they participated is the development of the Three Gorges Dam, a hydroelectric plant in China. We believe that with this contract Temisa will be able to close a competitive gap in the market. We are also looking forward to capital becoming more accessible through PYMES, which will help us to continue creating business opportunities.

Q: What are the commercial opportunities in electromechanical services that are driving Temisa’s growth?

A: 70% of our business currently comes from the domestic market, and we just recently opened to new markets such as Central America, where an opportunity turned into us having an office there to provide our services to the energy industry and the sugar market, for which we motorized a sugar mill in 2012. Our commercial strategy is to find and seize business opportunities in different markets, and create strategic business alliances with European, Asian and South American companies. For example, in Brazil we currently work with WEG. We are working on a very interesting project that will push our growth and market presence: importing components to locally assemble asynchronous engines for mills, a niche market where replacements are costly. This is a perfect fit with my father’s original vision of designing and building equipment, an idea that came as a result of a service he provided to ArcelorMittal at its Lázaro Cárdenas mine. In terms of service, one of our most relevant projects has been setting up a workshop in only four months for Minerales y Minas in the north of Jalisco. Temisa redesigned the engines of the mills on the project and changed the switches and controls with the objective of saving energy, therefore directly impacting the client’s ROI.

Q: What efforts does Temisa make to attract the human capital to develop a local technology base?

A: We have created the Civil Association for the Transformation and Innovation of Energy (TIE), through which we intend to attract talent from universities and technological centers such as CIATEQ in Queretaro, which will participate in the development of new technologies. Mexico has a lot of human talent; the challenge is to provide the right incentives. My father was the second generation in Temisa, and from the beginning his idea was always to hire young people and train them. When I joined the company 15 years ago, I started to create strategic alliances with different universities, in order to attract staff with an engineering background. Temisa has long-term development plans for each of its employees.

Q: What will be the main drivers of Temisa’s future development?

A: The construction of our own engines will support our growth, as well as the TIE initiative. From a more global perspective, our company will continue to grow thanks to its strategic partnership with Maqport, with whom we are currently developing interesting projects for the marine industry. We believe that the industry will continue to grow, and we will continue to participate in mining clusters in order to continue learning, and to offer our value-added services to the Mexican mining industry. Temisa’s market penetration will be driven by the integral solutions provided at our onsite workshops. These will take care of the transportation and logistics of material supply, leaving our customers to focus their attention on their core business.