Computerworld interviews the CEO of Mercado Eletrônico

Computerworld interviews the CEO of Mercado Eletrônico

Created in 1994, the Electronic Market is experiencing a period of expansion. After reaching R$100 billion in transactions, the marketplace focused on the B2B sector estimates to grow by around 30% during 2020 due to the expansion of e-commerce services. The company is also targeting international customers, as it already has offices in the United States and Portugal and has started operations in Mexico.

In interview for Computerworld, CEO Eduardo Nader addressed aspects such as the company's digital transformation process and how he has been reinventing himself within his leadership position to lead the company he founded during this period of change. Check it out:

 

5 Questions for the CEO: Eduardo Nader, from Mercado Eletrônico

1. CW: The Electronic Market was structured within a model similar to what we know today as a marketplace, a format used by an increasing number of businesses. Within the history of the ME, what were the main mistakes and lessons learned when working within this system?

Eduardo Nader: Since our arrival 25 years ago, we have not stopped learning. We have observed and reflected on the challenges of the purchasing process and identified at least three aspects that were fundamental in the beginning to achieve greater efficiency: reliability, technical competence and negotiation.

Over time, we realized that technology could not stand on its own. It is important to add services to effectively achieve the expected results with its use. We made this move and companies were able to elevate purchasing to a more strategic position.

Gather in a single space (Marketplace) a community of buyers and suppliers, with the aim of providing a trading environment, was quite challenging. Many companies did not even have access to the internet, often the good old fax was the best solution.

The impact of adhering to this transformation can be measured through a 3% to 11% reduction in the costs of acquiring products and services, in addition to a reduction of up to 90% in operational costs in the purchasing area.

By the end of 2019, we had moved R$100 billion in transactions. We currently have 8 purchasing users and more than 1 million suppliers. Challenges are present at all times. We have to reinvent ourselves, take risks and learn from our mistakes.

 

2. CW: In several interviews, you mention how knowing the profile of the professional buyer was and continues to be a decisive factor for business. At a time when the demand for actions aimed at Customer Experience is growing, what can companies do assertively to better understand the needs of their customers?

Eduardo Nader: The way forward is to understand what is valuable to our customers and manage the delivery of these values ​​on an ongoing basis. The consumer does not just want a service or product, they want to be successful in their business with what they have just purchased.

Purchasing professionals need to be increasingly equipped with data, both transactional and from their clients’ businesses, as the combination of both can be the basis for creating a strategy that provides a better experience for the end customer. Information says more than “perceptions”.

 

3. CW: With technologies such as 5G and the Internet of Things knocking on the door, what initiatives is Mercado Eletrônico taking to remain competitive during the digital transformation? 

Eduardo Nader: At Mercado Eletrônico, we believe that a culture of innovation must come before any technological trend. Based on this, we work with small, multifunctional teams with diverse characteristics, which generates a lot of innovation in the company's day-to-day activities. We produce more with fewer people, thanks to agile management model.

In addition, we are using Artificial Intelligence (AI). We have flow control for the large volume of information made by machine learning and AI, which provide faster and more accurate responses. We also work with a flexible platform that easily adapts to the business of the companies that hire us.

 

4. CW: For some years now, Mercado Eletrônico has been positioning itself as a company that values ​​human assets. What contributions has this approach already generated for the business?

Eduardo Nader: ME's main value is “People First”. Within this initiative, the ME Desenvolvo program was born, aimed at training professionals, sharing experiences and the well-being of those who work at the company.

The appreciation of employees is reflected in awards such as GPTW Brazil, which highlighted us for third consecutive year among the 150 best companies to work for in Brazil and also in the IT ranking.

Climate research shows that people today are seeking autonomy and professional development. We have taken this into consideration to consolidate our values ​​in the day-to-day work environment.

This quest to satisfy our employees has resulted in growth of over 20% per year.

 

5. CW: It is not uncommon to hear stories of companies that had to change leadership because the founder, who was involved in the early years of the company, did not show the necessary skills to lead the company in a new era. What “transformations” did you have to go through to keep up with Mercado Eletrônico’s growth?

Eduardo Nader: I always try to spend a few months away from the company studying and interacting with CEOs from all over the world to learn new strategies and stay up to date with the market. In addition, Mercado Eletrônico has a Board of Directors and an Advisory Board that assist in this regard, always bringing new insights and trends to the business.

We also have a very participatory strategy formulation process and we reevaluate it quarterly with our managers to align and check whether we are on the right path.

Source: Computerworld

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