The Business Year

Guillermo Dulcey

COLOMBIA - Industry

Innovative security services

Regional Manager, Fortox


Guillermo Dulcey holds degrees in business administration from Universidad de los Andes and the Kogod School of Business at American University, and an MBA from Webster University. He served in leadership positions at Exim Handelsonderneming and GMD Trading in the Netherlands before becoming regional manager at Fortox in 2012.

Fortox's recognition as a company that continuously innovates and trains its employees to put people first has made it the go-to security company in a highly competitive market.

What were the major achievements for Fortox in 2018?
Commercially, we completed the consolidation of sales for the company, for which 2018 was a great year. In terms of operations, it was an interesting year, because we introduced a software that we had been developing for some time, and it was well received in the market. Moreover, strategies that we were using at different operation sites were improved. 2018 had also been a great year because Fortox received different recognitions and awards from clients and the government. In 2019, we aim to grow at twice the rate of GDP.

What companies partner with Fortox, and how do you broaden your client portfolio?
Fortox is a security company that specializes in serving the private industry. About 99.5% of our revenue comes from the private sector. We are administrators of our clients’ security risk. In order to achieve that, it is important to have constant training, have everyone on board, and understand our clients’ expectations and what they look for. There is a great deal of training and initiatives that need to be done to reach the standard of a private company. This helps us to establish long-term relationships with clients. We specialize in the commercial sector and are working with over 50 shopping centers in Colombia. We are also in industry, where we have many multinational clients, as well as well-known Colombian clients. We also work with ports, residences, and companies in the service sector.

What has been Fortox’s role in helping to improve investor confidence in Colombia?
One thing that sets us apart is our focus on human rights. For six years, the company has put great effort into earning recognition for its way of handling people, namely not only its employees but all of its stakeholders. Today, Fortox is recognized as a company with a program of continuous training for its employees. We all have to go to special meetings once a year where we learn about different issues regarding human rights. To date, over 9,000 people have gone through this program, and it is starting to make a difference in the workplace. Clients tell us our guards are truly different in the way they treat and respect people. It was remarkable to receive recognition from congress and receive an award from the Human Rights Council of the Presidency, which includes members from the UNDP, Global Compact, and Fenalper. Notably, Fortox has worked with the International Labor Association. To differentiate ourselves, we need to have an impact on service, even if the client does not pay for it.

What technological updates has Fortox been working on?
When we arrived in Colombia, we sought to implement our enterprise resource planning (ERP). We hired a well-known provider and after a great deal of investment, we realized it was not doing what we needed. Resultingly, we decided to do it ourselves and created an IT division that built our current ERP system. We started developing software not only for our own use but also for access control in buildings and assessing risk management. We have received recognition for being an innovative company, which we are extremely pleased with. In the long run, companies will have to migrate to a stronger IT component.

What are your plans for the future?
At our last strategic meeting in 2017, we set up plans for the coming years, and IT is a big part of them. We also are interested in growing in Colombia; it is a competitive market with over 900 security companies. In Bogotá, there are 540 companies, and we are competing for the same people, not only clients but also employees. We are working to make ourselves more attractive and running several tests. Our international clients ask about our international expansion, and we are looking into this. We have done projects in different countries, but if we go international, it has to be extremely well planned. 2019 will be an interesting year because 2018 was a landmark; we have to consolidate the gains we made and figure out where we can improve.



You may also be interested in...

View All interviews