Adrem este o companie specializată în produse, soluții și servicii dedicate industriei de energie și încorporează trei entități: Adrem Engineering, Adrem Invest și Adrem Link. Cu o experiență îndelungată în domeniul energetic, în managementul unor activități complexe și de coordonare a peste 1.000 de angajați, Corneliu Bodea dezvăluie care au fost provocările din mediul antreprenorial românesc cu care s-a confruntat compania pe care o conduce.
Ați pornit businessul Adrem în 1992 încă de la începuturile capitalismului românesc. Cum ați descrie evoluția antreprenoriatului românesc pe parcursul acestor trei decenii?
Atunci când ne-am lansat în această industrie, economia românească era slab dezvoltată, comparativ cu ce se întâmpla în vestul Europei, iar afacerile românești inițiate de persoane fizice în special, erau aproape inexistente. Anii ’90 – caracterizați prin două momente de criză: colapsul industriei în ’93-’95 și devalorizarea leului în ’96-’97 – au fost precum primii ani din viața unui copil în care am învățat să ne “târâm”, să mergem, să vorbim, să avem păreri și idei de business, să ne luptăm și să depășim obstacolele imense care ne apăreau în cale, să cădem, să ne rănim și apoi să ne ridicăm. La vremea respectivă nu știam ce înseamnă “antreprenoriat”, nu existau o cultură antreprenorială, acces la resurse sau educație în această zonă. Ne doream să facem afaceri dar nu aveam o strategie de business clară, ci ne bazam mai mult pe instinct.
Astfel, în anul 1992, Adrian, fratele meu, a lansat compania Adrem Invest, iar eu am decis să-l însoțesc în curând având viziunea de a contribui la modernizarea industriei românești, unul dintre obiectivele ambițioase și dorințele pe care le avem și în ziua de astăzi. Nu ne-a ieșit din prima încercare. Primul contract a constat în repararea unui microscop electronic de la Institutul Oncologic, la propunerea unui profesor iar banii încasați au fost investiți mai departe, o predispoziție venită mai mult din reflex decât din educație, la fel cum s-a întâmplat și cu restul facturilor. Fiind o perioadă tulbure, era greu să obții contracte pentru proiecte precum inovațiile tehnologice și am fost nevoiți să ne reorientăm spre o industrie care lua amploare la vremea respectivă: comerțul. Așa am început afacerea cu bere Kaiser, transportată pe bancheta din spate a unei mașini. Cu toate acestea, câștigul pe care îl aveam ne asigura doar supraviețuirea și nu ne puteam hrăni ambițiile. Apoi, spre sfârșitul anului 1994, ne-am îndreptat din nou spre tehnologie, într-o perioadă dificilă, în care întreaga industrie românească era în colaps. Cu toate acestea, începusem să proiectăm din ce în ce mai mult și am găsit o nișă pe care să o abordăm – tehnica vidului în aplicații industriale. Adrian a reușit să inventeze un nou sistem de vidare a oțelului lichid, tehnologie pe care Adrem a adus-o în domeniu și pe care a patentat-o în 2000, fiind utilizată astăzi pe tot globul. Tehnologia de vidare este un sistem indispensabil în ziua de azi care se folosește cu precădere în industria metalurgică, pentru reducerea conținutului de hidrogen și consumului energetic.
Al doilea deceniu a fost caracterizat de un boom economic în care tehnologia a trecut la următorul nivel și a creat mai multe oportunități de business: noi start-up-uri, extinderea companiilor existente, un număr crescut al programelor de dezvoltare antreprenorială și o deschidere tot mai mare către occident. Însă, în toată abundența de informații și oportunități, mulți antreprenori se concentrau pe obținerea de profituri mari, pe termen scurt, fără o viziune de viitor. Așa se explică faptul că mulți lucrau 16 ore pe zi, renunțând la viața personală, căutau orice resurse care să le asigure un venit, care să-i ajute să crească, să investească și să câștige cât mai mult. Așa s-a întâmplat și în cazul nostru: am devenit proiectant și executant de instalații de vid la cheie și ne-am orientat tot mai mult spre piața externă, având în minte totuși strategia de a construi un business pe o fundație solidă. În această perioadă ne-am extins echipa până la câteva sute de angajați, am atras mulți specialiști în domeniu și am înființat noi divizii.
Toate afacerile au trecut prin acest proces într-un ritm alert până în 2008, când totul s-a oprit: multe firme mari și mici au intrat în recesiune și și-au închis porțile, mulți oameni au rămas fără serviciu și cu un viitor incert în față.
Cel de-al treilea deceniu a însemnat un restart al economiei și o revizuire a afacerilor pentru a face față crizei. A fost cea mai dură lecție pentru antreprenorii care au fost puși în situația de a regândi business-ul pentru supraviețuire.La începutul acelei perioade am învățat despre ce înseamnă strategia în criză și cum o abordezi în funcție de obiective: adopți strategia safe și aștepți să treacă perioada dificilă, poate vei supraviețui, sau cauți să identifici oportunități de business și soluții alternative de consolidare și creștere. Noi am adoptat strategia diversității serviciilor și produselor pe care le ofeream. Odată cu externalizarea serviciului de citire contoare de energie electrică de către CEZ Distribuție, în perioada 2008-2009, când am preluat 600 de angajați, am început să dezvoltăm portofoliul de servicii în industria de energie, precum mentenanța rețelelor de joasă și medie tensiune, continuând apoi cu dezvoltarea de soluții de eficiență energetică dedicate atât marilor consumatori de energie, cât și clienților rezidențiali.
În ultimii 30 de ani, antreprenoriatul românesc a trecut prin toate stadiile posibile din care antreprenorii au avut de învățat lecții de supraviețuire, de adaptare și de reinventare. Următorul deceniu, cred că ar trebui să ne găsească mult mai pregătiți decât am fost, trecând la consolidarea mediului de business, la sustenabilitate și la îmbrățișarea de noi tehnologii care contribuie la crearea acelui viitor prosper la care aspirăm cu toții.
Care este structura actuală Adrem? Cum este organizată compania și care sunt principalele sale entități? Ce înseamnă Adrem în acest moment din punct de vedere al cifrei de afaceri, echipei și resurselor logistice?
Voi începe cu numele Adrem, care în latină înseamnă “precizie” și care face parte din ADN-ul businessului nostru. Precizia este o constantă în toate proiectele pe care le desfășurăm și în relațiile pe care le construim cu clienții și partenerii companiei. Practic, Adrem însumează pasiunea noastră pentru știință, dorința de a contribui la modernizarea industriei, la dezvoltarea și creșterea economiei țării.
Implicarea, responsabilitatea, respectul, ambiția și rigurozitatea sunt valorile care stau la baza modelului de business. Adrem face parte din grupul ABBC Holding, care a fost înființat tot de noi, reprezentat de către 10 companii pe 4 continente, în țări precum SUA, China sau Elveția.
În România, Adrem înseamnă astăzi trei companii care oferă de 27 de ani clienților produse, soluții și servicii dedicate domeniului energetic. Adrem Engineering dezvoltă și implementează soluții și produse destinate modernizării și construirii infrastructurilor energetice din România. Printre acestea se numără SCADA și Automatizări, inginerie și proiectare, sisteme și rețele energetice inteligente – Smart Grid, antreprenoriat general energetic și echipamente energetice.
Adrem Invest oferă servicii precum administrare grupuri de măsură, mentenanța infrastructurii electrice, smart metering și operarea rețelelor de distribuție de energie.
Adrem Link se ocupă de serviciile pentru rețelele de utilități precum citiri contoare și promovează soluții de eficiență energetică cum ar fi management energetic orașe inteligente, panouri fotovoltaice și stocare energie, dedicate atât clienților fizici, cât și segmentului rezidențial.
Ca cifră de afaceri, anul trecut am înregistrat aproximativ 40 milioane euro iar anul acesta estimăm o creștere de 10%. În viitorul apropiat ne concentrăm pe proiectele B2C unde ne asteptăm, începând cu 2020, să avem o creștere solidă.
Referitor la echipe, obiectivul nostru major în perioada următoare este dezvoltarea resursei umane, fără specialiști, oameni pasionați de ceea ce fac, ne-ar fi greu să creștem businessul și să ne implicăm în dezvoltarea economiei.
Ce perspective de dezvoltare are Adrem în România în următoarea perioadă? Intenționați să dezvoltați noi linii de business? Dacă da, care sunt acestea?
În contextul actual în care trebuie să ne concentrăm foarte mult pe eficiența energetică, vom dezvolta portofoliul de clienți în zona B2C pe care l-am inițiat cu o serie de proiecte pilot. În curând vom începe instalarea sistemelor fotovoltaice prin programul “Casa Verde”, lansat de Administrația Fondului de Mediu și sperăm să fie un pas important în dezvoltarea orașelor inteligente. În următorii ani, ne propunem să investim în cea mai tânără companie a noastră, Adrem Link, și în produsele și soluțiile dedicate consumatorilor finali, fie că vorbim de clienți industriali, municipalități sau de persoane fizice.
În plus, mai am o dorință și o pasiune pe care le urmez de câțiva ani: să-mi utilizez experiența de aproape de 30 de ani de antreprenoriat pentru a îndruma antrepronorii la început de drum și tinerii la începutul carierei. De aceea, în calendarul meu îmi fac tot timpul loc pentru întâlnirile cu ei, pentru discuții cu studenții, și încerc să mă implic de fiecare dată când cineva îmi cere ajutorul.
Regândirea conceptului Adrem a dezvoltat un proces de recrutare amplu. În mai puțin de două luni au fost angajate 500 de persoane. Cât a fost de anevoios să găsiți într-un timp atât de scurt profilul candidaților de care aveați nevoie?
Într-adevăr, la finalul anului 2018 și începutul acestui an am dezvoltat un program intensiv de recrutare care a apărut în urma câștigării de contracte noi. Programul a presupus angajarea, în mai puțin de două luni, a 500 de oameni (în regiunile Moldova, Transilvania și Banat). Performanța campaniei de recrutare este foarte mare pentru noi deoarece profilul candidaților căutați este unul atipic și ne bucurăm că am reușit să găsim noi colegi într-un timp atât de scurt. În găsirea profilului ideal ne-a ajutat foarte mult și brandul de angajator.
La scurt timp după reușita campaniei de recrutare, am fost nevoiți să regândim strategia companiilor Adrem, ca efect al celebrei OUG 114/2018. Astfel, activitatea de citiri contoare care se desfășura în Adrem Invest a fost mutată în Adrem Link, în timp ce câteva sute de colegi au însoțit activitatea pe care o realizau în compania grupului. Începutul acestui an a fost unul extrem de activ, care pe mine m-a motivat. Am obiceiul ca în fiecare an, măcar o dată, să merg în toate sediile Adrem și să mă întâlnesc cu toți colegii, aproximativ 1.500 de oameni localizați în mai toate județele țării. Consider că este important și pentru mine și pentru ei să fim în contact, doar așa, o echipă poate dezvolta o relație durabilă împreună atât pe orizontală cât și pe verticală, iar acest lucru se reflectă în performanță.
În continuare, ne propunem să ne consolidăm acoperirea geografică națională, să fim un partener de încredere al comunităților în care ne desfășurăm activitatea și să găsim soluții la provocările pieței forței de muncă prin proiecte ample de dezvoltare, cu rezultate și impact.
Cât ați investit în dezvoltarea businessului pe care-l conduceți în ultimii cinci ani?
În general, politica de a reinvesti întreg profitul în creșterea companiei, cu care am început încă de la înființare, a rămas valabilă. În ultimii 10 ani am investit peste 15 milioane euro în proiecte precum: achiziția unui competitor în Elveția, construcția unei centrale de cogenerare pe biomasă la Suceava, achiziția de utilaje pentru activitatea de mentenanță, pregătirea personalului și infrastructura software pentru managementul forței de muncă și altele.
Fără a investi nu poți susține pe termen lung o afacere și asta este o lecție pe care am învațat-o nu întotdeauna ușor…
Cum întrețineți pasiunea și energia de a coordona o companie de dimensiunile Adrem?
Lucrul cu oamenii mă motivează cel mai mult și mă alimentează cu energie și pasiune. De aceea organizez întâlniri cu colegii din teritoriu, în care discutăm despre situațiile pe care le întâlnesc în job-ul de zi cu zi, provocările în gestionarea operațiunilor, sugestii pe care le au pentru îmbunătățirea mediului de lucru. Îmi place să cred că suntem o familie în care fiecare este un antreprenor care se gândește la serviciul zilnic ca la businessul lui.
Vreau să mă implic mai mult în dezvoltarea oamenilor, a antreprenorilor și în educația tinerilor specialiști. Sunt de părere că prin valorificarea ideilor și prețuirea oamenilor putem inova și aduce o îmbunătățire semnificativă comunității în care trăim.
Care considerați că sunt principalele obstacole care stau în calea dezvoltării afacerilor în România? În cazul dumneavoastră, care au fost cele mai mari provocări cu care v-ați confruntat și cum le-ați depășit?
Cred că principalele obstacole în dezvoltarea antreprenoriatului țin de lipsa de predictibilitate și de strategii pe termen lung din partea statului, de dificultăți în creditare și de lipsa infrastructurii. Astfel, mulți oameni cu potențial renunță să devină antreprenori iar acest lucru face diferența între businessurile care reușesc și cele care nu ajung în punctul de reușită.
În cei 27 de ani de antreprenoriat, provocările cele mai mari au fost în perioadele în care s-a devalorizat leul și am ieșit în pierdere, în primii ani de după revoluție și criza economică din 2008, iar pe lângă acestea sunt și reglementările în energie care se schimbă de la un an la altul. Suntem constrânși să găsim soluții și să adaptăm modelul de business, mai ales într-un mediu impredictibil. Toate acestea mi-au dezvoltat reziliența, calitatea care mă face să mă simt mai puternic și mai hotărât să-mi ating obiectivele și calitatea pe care doresc să o aibă fiecare antreprenor.
În domeniul dumneavoastră de activitate, care considerați că sunt direcțiile cu cel mai mare potențial de dezvoltare în următorii ani?
Având în vedere că piața de energie din România trece în momentul de față printr-o perioadă de modernizare, cred că în următorii ani soluțiile și produsele de eficiență energetică sunt cele care vor dicta piața. În momentul de față asistăm deja la începutul acestei etape, în care sunt implicați și consumatorii casnici și clienții mici rezidențiali, având posibilitatea să fie prosumatori.
La Adrem, dezvoltăm deja produse și servicii dedicate consumatorilor finali, urmând trendul menționat, servicii structurate pe direcții precum management energetic pentru orașe inteligente, instalarea panourilor fotovoltaice sau soluții de iluminat inteligent.
Dacă un tânăr antreprenor aflat la început de drum v-ar cere un sfat, care ar fi acela?
I-aș sugera să dea dovadă de încredere și să lupte pentru ideea sa cu multă muncă și implicare. Să fie suficient de hotărât, să nu renunțe și să fie pregătit pentru reușită, dar și pentru eșec. Pe lângă acestea, trebuie să fie pozitiv, să creadă în oameni, să-i respecte și să fie corect cu ei.
Articolul poate fi citit și pe revistabiz.ro
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