What is the benefit or value you're creating for your business?
Tribanco has enabled Martins Group to dif¬ferentiate itself from large retailers and maintain its market position as one of the largest distributors in Latin America. Martins and Tribanco now have a competitive advantage by offering a holistic package for retailers including loans, training, and shop-specific private label credit cards for individual customers
How are you leveraging internal resources (funds, time, knowledge, etc.) to support this initiative?
Tribanco has a team of five people dedicated to training and development and we count on several external consultants depending on the specific expertise we need. UMV uses the same strategy, mixing internal and external teams. Nowadays, we are self-funded and support all the internal investments. We are connected to some educational institutions, NGOs and knowledge groups in order to exchange, share and acquire new ideas, such as: Fundação Dom Cabral, Instituto Ethos, IFC, Febraban, Instituto Akatu, among others.
Expand on your answer, explaining the long-term funding and support plan.
Tribanco has received $35 million of investment from IFC over the last 8 years. At the time of the first loan, we received $200,000 as a technical assistance matching grant from IFC, to develop financial training modules. In addition, we jointly worked on content for the “Conscious Use of Credit” modules developed by the Brazilian NGO Akatu pelo Consumo Consciente. Once the program was launched in 2007, 100% of Tribanco´s employees took the 9 modules through our web site Form@r. In addition, more than 330 clients have freely accessed these courses.
Tell us about your partnerships across your company and externally that are key to your project's success.
The partnership between Martins Group and Tribanco is essential. Martins Group understands the retail business and which retailers have the potential to grow. This knowledge feeds into Tribanco to help identify which retailers to work with and what the trainings should focus on. Another key partner is IFC, who provided funding and helped increased training capabilities and improve UMV’s curriculum.
What internal support have you gotten for your project? What kind of push-back have you received?
Alair Martins (founder of Martins) and his son Juscelino Martins (Tribanco’s Chairman) are deeply committed to developing MSME retailers. They understand the importance of establishing a strong relationship with our retail clients to help them succeed. If they do not succeed then neither do we – and thus UMV (2013 budget is estimated in R$2.2Million), was created to achieve this goal.