José Luis Martínez es un ingeniero electrónico, que dada su formación, ha podido gestionar diferentes tipos de actividades técnicas y especialmente comerciales en su carrera. Su llegada a OPTEX se dio en el año 2008 y originalmente atendía los negocios de la filial en USA, sede que atiende toda la región de América, y en sus inicios solamente desarrollaba los negocios de Argentina. José Luis provenía del ámbito de la seguridad, pero más orientado a la industria automotriz, con retos comerciales bastante similares, pero abarcando nichos de productos de distintos tipos a los que luego fue desarrollando en Optex.
“Los principales retos que me fui encontrando fue sobre el proceso de firme expansión de los negocios en la región de Latam y en las distintas áreas de seguridad que desarrolla el Grupo Optex en el mundo. Hoy día trabajamos para varías empresas del Grupo y mi área de incumbencia abarca Cono Sur de LATAM”.
La marca.
OPTEX es un fabricante líder de sistemas de detección con presencia global en más de 80 países. El Grupo OPTEX, fue fundado en Japón en 1979 y la misión y valores de la compañía se acordaron por primera vez en una cafetería en Kyoto, Japón, entre Toru Kobayashi, un ingeniero electrónico, y tres de sus colegas. Tenían la visión de un nuevo negocio, un negocio basado en tecnología de detección, una tecnología de precisión que podía detectar el «estado» y los «cambios» de las personas y las cosas.
El Grupo OPTEX ahora cuenta con más de 2000 empleados en 40 compañías, ofreciendo soluciones y servicios en todo el mundo y con una facturación anual de 350 millones de dólares. Tiene una producción anual de unos 3 millones de productos con una capacidad comercial que llega a Europa, Américas, Asia, Pacífico y Japón.
En el Grupo Optex se desarrollan las más diversas tecnologías que involucran pasivos IR, activos microondas, láser, radar, iluminación Led, seguridad por fibra óptica, medición de agua, conteo de personas, conteo de vehículos, video verificación. Todas sus soluciones van encaminadas a reforzar la seguridad de las infraestructuras las cuales requieren el análisis de los requisitos operativos y de seguridad, así como del entorno físico. No existe una solución de seguridad única que funcione para todo, por lo que para tener una protección más completa de las instalaciones y activos de las empresas es muy importante combinar tecnologías como parte de un sistema de seguridad más amplio.
“En las diferentes áreas de fabricación de productos poseemos partners que son un excelente complemento a varias de nuestras soluciones como es el caso de VM trabajamos con Axis, Milestone, Genetec, Exacqvision, Axxon, Dahua, Hikvision, Vaelsys, Avigilon, Digifort, Spotter, Innovonics por mencionar algunos de ellos. A nivel global se realizan integraciones directas o embebidas y otras mediante I/O encoders de comunicación que permite ampliar las expectativas de integraciones globales”.
El mercado.
“Las diferentes tecnologías que desarrolla Optex nos permite incursionar en múltiples mercados verticales en los diferentes ámbitos en los que desarrollamos las actividades”.
Los mercados verticales más fuertes en los que Optex tiene presencia son en el ámbito seguridad residencial, comercial e industrial, el de generación de energía como pueden ser parques eólicos, solares, subestaciones eléctricas, industria de Oil&Gas, petroquímicas, minería, bancos, correccionales, edificios gubernamentales, protección de fronteras, represas, aeropuertos, condominios, centros de logística, puertos y las más diversas aplicaciones no solamente de protección de intrusión sino de aplicaciones de safety o de automatización de soluciones.
Los países donde más se ha desarrollado Optex en LATAM son Argentina, Brasil, México, Perú, Colombia, Uruguay y Chile por mencionar los más importantes. Como desafíos a seguir creciendo y dándoles el mayor apoyo podemos mencionar Ecuador, Bolivia, Paraguay, Venezuela, Guatemala, Puerto Rico, Panamá y El Salvador. “Sabemos que hay mucho por trabajar para la apertura de los canales comerciales que puedan darle al mercado las herramientas más eficientes para poder crecer”.
Las soluciones.
Algunas de las soluciones más relevantes de Optex son:
Las familias de sensores de exterior Línea Shield WXS,VXS,BXS en sus versiones de simple y doble tech además de sus versiones de bajo consumo transformables en Wireless.
Tecnologías Láser con la serie REDSCAN Pro conforme al perfil S de ONVIF, el RLS-50100V es el sensor LiDAR de largo alcance que proporciona una detección muy precisa de intrusos y objetos en movimiento dentro de un rango de 165 pies x 330 pies (50 mx 100 m), sin ningún tipo de huecos y manteniendo la misma resolución de detección en el cercano y lejano. Equipado con la tecnología más avanzada de OPTEX, proporciona un excelente rendimiento de detección que no se ve afectado por cambios variables de iluminación, temperatura o ambientales, lo que lo convierte en la mejor solución para sitios de alta seguridad.
Detectores fotoeléctricos y PIR inalámbricos alimentados por batería de Optex reducen considerablemente el tiempo de instalación y el costo de mano de obra con la opción número uno de la industria para la protección a batería.
La postpandemia y el futuro.
“Creo que el panorama Post Covid-19 no será inmediato en los cambios, sino que gradual y estimulado con el hecho de aprender a convivir con esta situación y logrando tener una estabilización de los extremos que hemos vivido en éstos últimos tiempos. Hay que tener en cuenta que se han generado grandes impactos en las economías, la logística, los abastecimientos de insumos, la producción y básicamente en las prioridades de las naciones en sus objetivos”.
José Luis nos cuenta que la compañía está viviendo el cierre del 2021 con mucha cautela y atentos a las mejoras en el retorno a las actividades tradicionales que, aunque sean paulatinas, generan muy buenas expectativas de progreso en lo inmediato. Las actividades van en aumento dado que ya las aperturas generan un mayor dinamismo comercial en algunas regiones por lo que se busca llegar a trabajar más cercanos a los clientes ya existentes y participar en la generación de nuevos canales.
Mucho del futuro va de la mano con la mayor incidencia de los usuarios en la toma de decisiones en las elecciones de seguridad. Además, se busca poder tener mucha de la información con acceso a una aplicación o una verificación de los eventos generados en plataformas integrales. “Entre los retos podemos mencionar que debemos encontrar soluciones que sean amigables, sencillas de operar, escalables y con un costo aceptable”.
La difusión o llegada a los usuarios de las propuestas es clave dado que hoy hay una intervención mas fuerte debido a la facilidad de acceso a la información de los END USER.
La Asociación.
“Humildemente creo que en algunos aspectos con todo lo que puede verse en las nuevas formas de comunicación generados en parte por el tema de la pandemia, veo que ha sido algo que favoreció a generar un aprendizaje mas rápido de nuevas estrategias de difusión y de acercamiento con nuestros clientes y colegas. Creo que hoy hay mejores herramientas para trabajar en la propagación de las soluciones que desarrollamos y del conocimiento que se puede volcar al mercado laboral. ALAS está tomando de muy buena forma estos recursos y brindándolo como colaboración a los Socios para trabajar en común. Lo veo muy positivo y el crecimiento de la Asociación en LATAM refleja de buena forma lo que se ve”.
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