México: Aperturas de Sodimac y planes con Ikea
Fue el grupo Falabella el que siempre tuvo en la mira a Ikea. Y fue este conglomerado chileno el que inició los contactos, perseveró, y el 17 de mayo pasado logró firmar un memorándum de entendimiento permitiendo a Falabella adquirir los derechos de franquicia en Chile, Colombia y Perú, de la gigante sueca.
El entonces gerente general de Falabella, Sandro Solari, junto al actual gerente general de Sodimac, Enrique Gundermann, llevaron adelante las intensas rondas de negociaciones, viajaron cinco veces hasta Delf, en Holanda, y delinearon los acuerdos entre ambas partes.
Gundermann, quien en 2012 asumió como máximo ejecutivo de la empresa -parte del holding controlado por las familias Solari y Del Río-, cuenta orgulloso que antes de fin de año se firmará el acuerdo definitivo con Ikea. Detalla que desde mayo están trabajando a toda máquina definiendo la ubicación de las futuras tiendas, armando los equipos comerciales y en temas estratégicos, con miras a inaugurar la primera tienda en Santiago, a fines de 2020. Y lo más probable, adelanta, es que al año siguiente abran una segunda, en Lima o Bogotá.
“Se designó a Néstor Villanueva, un ex-Sodimac, como gerente general de Ikea para Chile, Colombia y Perú, y las oficinas centrales van a estar en Santiago. Los otros gerentes están en equipos de trabajo, con personas de Sodimac e Ikea, y estamos afinando los nombres”, revela el ejecutivo.
El acuerdo entre ambas entidades incluye la apertura de nueve tiendas en los próximos 10 años, pero Gundermann guarda bajo siete llaves las ubicaciones, por temas estratégicos. Sí asegura que el acuerdo con Ikea no incluye el crecimiento a otros países aparte de Chile, Perú y Colombia.
Próximas tiendas de Ikea: “Tenemos sitios y oportunidades de ubicación que son del grupo y de terceros”
“Ikea siempre estaba en nuestra vista”, reconoce Gundermann. “Constantemente hemos estado buscando una expansión para desarrollar nuestro del negocio. La misma apertura de Homy demuestra que desde entonces veíamos ahí una necesidad del cliente y una oportunidad de satisfacerlas”, señala.
“Ikea no estaban mirando Latinoamérica. Nos acercamos a ellos y fue un trabajo de varios años, al menos unos tres. Sandro (Solari) estaba liderando ese proyecto, y yo por parte del equipo de Sodimac -un grupo chico, muy restringido y manteniendo la confidencialidad, algo muy relevante para ambas empresas-, fuimos desarrollando ese proyecto y salió fantástico”, reconoce.
¿En qué están ambos socios ahora? “Estamos en medio de una profundización de cuáles son las necesidades del cliente local en estos tres países (Chile, Colombia y Perú) respecto de todas las variables de la propuesta de valor. Tiene que ver con los productos, dimensionando las tiendas y también con los servicios. Haremos lo que sea mejor para el cliente”, responde Gundermann, asegurando que el acuerdo definitivo “deberíamos cerrarlo a finales de este año”.
-El plan con Ikea incluye nueve tiendas en 10 años. La primera en Chile a finales del 2020, en Santiago. ¿Están buscando lugares?, ¿cuáles?
“Tenemos sitios y oportunidades de ubicación que son del grupo y de terceros. Tenemos hecho ese levantamiento y ahora estamos en etapa de definiciones de cuál es la que vamos a elegir”.
-La primera tienda Ikea estará en Santiago. ¿Ya definieron el segundo destino en Chile?
“Por tamaños de ciudades es simple: la V Región y la VIII Región. Pero no hay nada planificado, solo que son nueve en los países donde estaremos presentes la región”.
-¿Cuánto pagaron por la franquicia?
“Son acuerdos para desarrollar ese formato en esta región. Se anunció una inversión comprometida por US$ 600 millones, pero no es un pago a ellos”.
-¿El acuerdo contempla el reparto de ganancias?
“No ha terminado el acuerdo, y mientras no concluya, no puedo adelantar nada. Ellos son expertos en franquicias y tienen estandarizados los mecanismos. Controlan que tú desarrolles la franquicia de acuerdo a los parámetros que están definidos y lo que hay que hacer es cumplir. Para eso hay lineamientos, acuerdos y normas”.
-¿Habrán despidos producto del deal?
“La idea es tratar de aprovechar lo que tenemos y reconvertirlos (Homy) a Ikea, gente que tiene mucha experiencia y que lo ha hecho muy bien. (…) Homy nació el 2009 con cuatro tiendas. Cuando anunciamos este acuerdo, a los primeros fue a la gente de Homy y estaban felices, ellos conocen el tema y saben que son oportunidades”.
Crecimiento: “Cuando llegué, vendíamos menos de US$ 100 millones; hoy son más de US$ 6 mil millones anuales”
La alianza con Ikea es uno de los hitos más importantes de Sodimac en sus 66 años de existencia. La compañía de mejoramiento para el hogar nació como una cooperativa al alero de la Cámara Chilena de la Construcción (CChC), en 1952, producto del desabastecimiento que generó en el país la Segunda Guerra Mundial. La recesión de los 80 golpeó duramente a la organización, y fue declarada en quiebra, hasta que en 1982, José Luis del Río Rondanelli tomó el control de la compañía, constituyéndose Sodimac S.A. Luego, en 2003, tras una fusión, pasó a ser parte del grupo Falabella.
Enrique Gundermann grafica en su propia trayectoria -lleva 17 años en el grupo Falabella y 15 en Sodimac- el crecimiento de la compañía. “Cuando llegué al negocio, vendíamos menos de US$ 100 millones; hoy esa cifra es más de US$ 6 mil millones anuales. Es un cambio grande. Abrimos Perú, Colombia, Argentina -yo estuve a cargo de esa apertura-, después abrimos Brasil, Uruguay y México. Ha sido un crecimiento profesional y personal que es un regalo”, asevera. “Sodimac es una empresa con alma, pasamos de ser la casa de Chile a la casa de Latinoamérica”, complementa.
Hoy están presentes en siete países -Chile, Perú, Argentina, Colombia, Brasil, Uruguay y México-, con 250 tiendas y una superficie de 1,7 millones de metros cuadrados. Gundermann destaca que Sodimac “es una empresa que ha ido mutando muy rápido”.
Uno de los hitos de la internacionalización fue el arribo a Brasil, en 2013, tras la compra de la cadena Construdecor, y actualmente gestiona 57 establecimientos Dicico en São Paulo. Actualmente en el gigante sudamericano operan 52 Dicico, cinco Sodimac y este año esperan terminar con 19 tiendas transformadas de Dicico a “Sodimac Dicico”, un formato “más de conveniencia, más vecinal”.
Gundermann aclara que no hay planes de expandirse a otras regiones en el meracdo brasileño y que el objetivo es fortalecer la operación paulista. “Primero, logramos sinergias internas de la compañía que habíamos adquirido para utilizar esas mismas fortalezas. La segunda etapa fue abrir las nuevas tiendas del formato Sodimac Homecenter y Constructor; y la tercera, ver qué podemos hacer con la cadena que compramos para hacer una propuesta de valor más potente”, indica.
Próximas aperturas en México: “Arboledas, en el estado de México y Cuernavaca, en el estado de Morelos”
A México llegaron en 2016, concretando la primera apertura de tienda a fines de julio de este año. El plan es abrir dos locales más, entre noviembre y diciembre próximo: “Arboledas, en el estado de México y Cuernavaca, en el estado de Morelos”, precisa Gundermann.
Durante 2019 sumarán entre cuatro y seis tiendas más en tierras aztecas, para totalizar 20 en cinco años. Tanto interés en México tiene su explicación: el inmenso potencial y oportunidades que ve Sodimac en este país. “El impacto inicial que estamos percibiendo en esa primera tienda es tremendamente positivo”, sostiene.
-¿Qué hay de abrir otras tiendas en mercados como Colombia?
“Hoy estamos en los dos mercados más grandes de Latinoamérica, en Brasil y en México, con oportunidades de crecimiento tremendas. Tenemos que consolidar ciertas operaciones y profundizar nuestra penetración en países como Chile y Perú. Ahí tenemos un desarrollo del negocio bastante profundo”.
-En Latinoamérica hay países por las cuerdas, como Argentina y Brasil. ¿Qué pasa con los negocios que tienen ahí? ¿Qué tanto les puede afectar la situación geopolítica a la expansión en esos mercados?
“Nuestro negocio no consiste en hacer inversiones a corto plazo. Consideramos que van a haber distintos estados de situación del país donde estamos y tenemos que saber manejarlos. En general, lo hemos logrado”.
“Las inflexiones del mercado te afectan con más fuerza en ciertas partes del negocio y no la totalidad. Sodimac tiene formas de defenderse y estabilizar. Por ejemplo, el negocio de la construcción nueva es bastante más cíclico en todos los países que lo que es el retail … No porque el país esté mal, la gente deja de reparar la llave que le está goteando”.
-¿Qué mercado, después de Chile, es el más importante para Sodimac?
“El orden de ventas es: Chile, Colombia y Perú. Con un Colombia y Perú bastante cerca. En el último cierre, Chile tenía el 57% y el resto de la región 43%. Colombia y Perú debe ser, cada uno, cerca de 18%”
-¿Tienen en carpeta la apertura de tiendas nuevas?
“Acabamos de abrir Adrogué (en el sur del Gran Buenos Aires), y a fines de 2019 deberíamos tener otra tienda en Mendoza. En Chile -donde tenemos el 26% del mercado- abrimos tres tiendas este año. La idea es, en Chile y Perú, focalizarnos en remodelación y subir los estándares de los locales a un desarrollo digital dentro de la tienda”.
“Nos acercamos (a Ikea) y fue un trabajo de varios años, al menos unos tres años”.
“Nuestro negocio no son inversiones a corto plazo y, por tanto, consideran que van a haber distintos estados de situación del país que tenemos que saber manejarlos”.
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