{"id":9592,"date":"2016-04-06T19:52:46","date_gmt":"2016-04-06T22:52:46","guid":{"rendered":"http:\/\/www.amchamchile.cl\/?p=147211"},"modified":"2016-04-11T16:37:36","modified_gmt":"2016-04-11T19:37:36","slug":"biofiltro-y-su-apuesta-por-conquistar-ee-uu","status":"publish","type":"news","link":"https:\/\/amchamchile.cl\/en\/noticia\/biofiltro-y-su-apuesta-por-conquistar-ee-uu\/","title":{"rendered":"[:es]Biofiltro y su apuesta por conquistar EE.UU.[:en]Biofiltro and its bid to conquer the United States[:]"},"content":{"rendered":"

[:es]Ya cerraron sus primeros cuatro contratos por un total de US$ 4 millones en ese mercado y proyectan sumar otros en el sector agroindustrial -vi\u00f1as y lecher\u00eda- y con municipios.\u00a0<\/em><\/strong><\/p>\n

Por Catalina Jofr\u00e9<\/p>\n

En los a\u00f1os noventa Alex Villagra, siendo alumno de Ingenier\u00eda Civil de la Universidad de Chile, particip\u00f3 de una investigaci\u00f3n sobre tratamiento de aguas impulsada por el profesor Jos\u00e9 Toh\u00e1, que dio origen a\u00f1os m\u00e1s tarde al sistema BIDA que tiene la particularidad de actuar con microorganismos para limpiar aguas residuales y dejarlas aptas para riego.<\/p>\n

El sistema no se transform\u00f3 en un negocio hasta que Villagra cre\u00f3 en 2010, junto Mat\u00edas Sj\u00f6gren y Rafael Concha, la empresa Biofiltro, que se dedica a la limpieza de aguas residuales y riles (residuos l\u00edquidos industriales), dejando como \u00fanico desecho humus de lombrices, el que luego es comercializado como abono org\u00e1nico. Adem\u00e1s, su implementaci\u00f3n es de bajo costo, pues permite ahorrar hasta un 80% de la energ\u00eda usada en los procesos convencionales.<\/p>\n

Comenzaron a ofrecer sus servicios a distintas compa\u00f1\u00edas y entidades de gobierno en un modelo de negocios que hoy funciona, mediante el licenciamiento de la tecnolog\u00eda. Est\u00e1n presentes en Chile, Estados Unidos y Nueva Zelanda, pa\u00edses donde entre los a\u00f1os 2011 a 2015 ya han instalado un total de 135 plantas.<\/p>\n

Sus primeros pasos lo dieron con capitales propios con los que fueron perfeccionando su innovaci\u00f3n y negocio. M\u00e1s tarde, obtuvieron un fondo Capital Semilla de Corfo por $ 60 millones y luego participaron del Programa Start-Up Chile -tambi\u00e9n de Corfo-, obteniendo recursos por US$ 40.000. En 2011 ganaron la primera versi\u00f3n del concurso Green Start Up, que premia a emprendimientos sustentables, organizado por la Universidad del Desarrollo y Fundaci\u00f3n Chile del cual recibieron un aporte de $ 10 millones.\u00a0<\/strong><\/p>\n

Camino a Estados Unidos<\/strong>\u00a0<\/strong><\/p>\n

El salto al mercado internacional fue el a\u00f1o 2012 cuando consiguieron el premio Sustainable Wastewater Treatment Technology, otorgado por Clean Tech Open en Silicon Valley, un certamen internacional de renombre donde participan m\u00e1s de 1.500 tecnolog\u00edas CleanTech a nivel mundial, y que otorga US$ 100.000 como premio.<\/p>\n

\u201cEste fue un reconocimiento muy potente porque era muy raro que un pa\u00eds como Chile fuera ganador de un concurso de innovaci\u00f3n tecnol\u00f3gica. Sudam\u00e9rica no es visto como un polo de desarrollo de tecnolog\u00eda\u201d, sostiene Mat\u00edas Sj\u00f6gren, gerente general de Biofiltro.<\/p>\n

Durante su primer y segundo a\u00f1o la empresa creci\u00f3 gracias a los aportes percibidos por estos galardones \u201ccon ellos, al mismo tiempo que comenzamos a crecer en Chile, partimos generando flujos y proyectos\u201d, precisa Sj\u00f6gren.<\/p>\n

Inicialmente sus proyectos en Chile fueron de car\u00e1cter p\u00fablico para municipios y agroindustrias ubicadas en regiones de la zona centro sur donde est\u00e1 su mayor concentraci\u00f3n de clientes.<\/p>\n

Con estos flujos no tardaron en hacer un plan para expandirse. \u201cVimos una oportunidad de mercado en Estados Unidos donde la escasez de agua se ha hecho cada vez m\u00e1s relevante y donde la tendencia es el tratamiento de aguas y su reutilizaci\u00f3n\u201d expresa Sjogren. Para lograr su objetivo y validar su tecnolog\u00eda bajo los est\u00e1ndares estadounidenses levantaron capital por US$ 4 millones con ayuda de inversionistas.<\/p>\n

Sj\u00f6gren describe su modelo de aterrizaje como \u201cagresivo\u201d y en enero de 2014 instalaron cinco plantas piloto en cinco industrias diferentes: una lecher\u00eda, una vi\u00f1a, una agroindustria, una procesadora de tomates y una procesadora de fruta, todas ubicadas en el valle central de California.<\/p>\n

Iniciar su comercializaci\u00f3n<\/strong>\u00a0<\/strong><\/p>\n

Todos los avances en base a estos pilotos contribuyeron a brindar certezas a sus clientes de que su sistema era exitoso, conveniente y cumpl\u00eda los est\u00e1ndares de cuidado con el medio ambiente. En un plazo de un a\u00f1o y medio, y a partir de estas experiencias, incorporaron mejoras al sistema y estuvieron listos para su comercializaci\u00f3n.<\/p>\n

\u201cAvanzamos en adaptar el proceso a un modelo automatizado, mejorar la calidad del efluente haciendo que el agua que salga sea m\u00e1s pura y colocar sensores en nuestras plantas lo que nos permite saber, a trav\u00e9s de telemetr\u00eda, c\u00f3mo se est\u00e1 comportando el agua si su grado de salinidad o acidez es muy alto, por ejemplo\u201d, asegura Sj\u00f6gren.<\/p>\n

\"matias\"<\/a>\u00a0Mat\u00edas Sj\u00f6gren, gerente general de Biofiltro.<\/p>\n

A la fecha, su mayor logro es el cierre de cuatro contratos en 2015, cada uno con un valor cercano a US$ 1 mill\u00f3n, los que est\u00e1n ubicados principalmente la costa oeste de EE.UU. y prontamente iniciar\u00e1n su etapa de construcci\u00f3n.<\/p>\n

Para sus pr\u00f3ximas ventas su foco est\u00e1 puesto en agroindustria, vi\u00f1as, lecher\u00edas y plantas municipales para lo cual han hecho propuestas por otros 50 proyectos y \u201cesperamos que con estos cuatro operando exista un despegue de la tecnolog\u00eda en Estados Unidos\u201d, estima Sj\u00f6gren.<\/p>\n

A diferencia del modelo de negocios que comercializan en Chile, en ese mercado Biofiltro es quien instala y se mantiene como propietario de las plantas que limpian el agua relacion\u00e1ndose con sus clientes mediante un contrato de duraci\u00f3n de diez a\u00f1os.<\/p>\n

En cuanto a su estrategia, \u00e9sta considera eliminar las barreras culturales que pudiesen jugar en contra. \u201cLo que hemos hecho es hacernos partnership<\/em> con empresas constituidas que son complementarias que tienen mucha penetraci\u00f3n en ciertas zonas geogr\u00e1ficas de inter\u00e9s\u201d, comenta. Por ello, en cada lugar donde instalan sus oficinas el ideal es crear firmas locales, manteniendo su equipo chileno para que act\u00fae como soporte t\u00e9cnico y comercial.\u00a0<\/u><\/p>\n

\u00bfC\u00f3mo opera el sistema VIDA (Biofiltro Din\u00e1mico Aer\u00f3bico)?<\/strong><\/p>\n

El Sistema biotecnol\u00f3gico desarrollado por Biofiltro opera bajo un modelo de cuatro capas naturales microbiol\u00f3gicas las que se dise\u00f1an de acuerdo a las caracter\u00edsticas del agua residual que se tratar\u00e1 y en las que habita flora microbiol\u00f3gica especializada. La capa superior est\u00e1 compuesta por lombrices las que se alimentan de los s\u00f3lidos presentes y, a su vez, generan bacterias necesarias para tratar la contaminaci\u00f3n soluble en las aguas y limpiarlas. El \u00fanico residuo de este proceso corresponde al humus de los gusanos, \u00fatil como fertilizante org\u00e1nico.[:en]Having signed its first contracts for a total of US$4 million, Biofiltro projects further trade in the agribusiness sector, including winemaking and dairy, in addition to new deals with domestic municipalities.<\/em>\u00a0<\/em><\/strong><\/p>\n

By Catalina Jofr\u00e9<\/em><\/p>\n

In the 1990s, as a civil engineering student at the Universidad de Chile, Alex Villagra participated in a research study into water treatment that was led by Jos\u00e9 Toh\u00e1. A few years later, this research had given rise to the BIDA System, a unique process in which microorganisms are used to clean wastewater and leave it suitable for use in irrigation.<\/p>\n

The system was not used commercially until Villagra, in conjunction with Mat\u00edas Sjogren and Rafael Concha, founded the company Biofiltro in 2010. Biofiltro is dedicated to cleaning domestic and industrial wastewater by leaving earthworm castings as the only waste by-product, which is subsequently marketed as organic fertilizer. In addition to these benefits, the implementation of its system is low cost, enabling energy savings of up to 80% compared to conventional processes.<\/p>\n

Biofiltro began offering its services to different companies and government bodies via a business model that today operates through the licensing of technology. By the end of 2015, the company had a total of 135 facilities around the world, including Chile, the US and New Zealand, among other countries.<\/p>\n

Initially, the company relied on its own funds to pursue investment in innovation and business development. Subsequently, it obtained CLP$60 million in seed capital from the Chilean Economic Development Agency, Corfo, and later a further US$40,000 from the Start-Up Chile program, also mandated by Corfo. In 2011, it won the inaugural version of the sustainable start-up competition Green Start-Up, organized by the Universidad del Desarrollo and Fundaci\u00f3n Chile, for which it received a further CLP$10 million.\u00a0<\/strong><\/p>\n

Road to the United States<\/strong>\u00a0<\/strong><\/p>\n

In 2012, Biofiltro moved into the international market, having won the previous year\u2019s Sustainable Wastewater Treatment Technology prize, awarded by Clean Tech Open in Silicon Valley. Success at the renowned international event, in which Biofiltro competed against more than 1,500 clean technology companies, included prize money of US$100,000.<\/p>\n

Mat\u00edas Sjogren, CEO of Biofiltro, explains that, \u201cthis was a tremendous recognition because it is extremely rare that a country like Chile wins a technology innovation competition. After all, South America is not seen as a technological development hub\u201d.<\/p>\n

The company grew during its second and third years due to the contributions from this series of awards. \u201cThanks to them, while we grew in Chile, we began to generate both cash flow and new projects\u201d, says Sjogren.<\/p>\n

\"matias\"<\/a>\u00a0Mat\u00edas Sjogren, CEO of Biofiltro<\/em><\/p>\n

Initially, its work in Chile consisted of public projects for municipalities and the agribusiness sector, located in the southern central area of the county, in which the majority of its domestic clients are based.<\/p>\n

With cash flow secured, the company soon began to devise an expansion plan. Sjogren explains that, \u201cwe saw a market opportunity in the US where the lack of water is increasingly evident and where there is an established trend of treating and reusing water\u201d. To achieve its objective and validate its technology in line with US standards, the company raised US$4 million in capital with the help of investors.<\/p>\n

Sjogren describes the company\u2019s launch as \u201caggressive\u201d and in January 2014 it had installed five pilot facilities across five distinct businesses: a dairy, a vineyard, an agribusiness, a tomato producer and a fruit producer, all located in California\u2019s Central Valley.<\/p>\n

Marketing begins<\/strong>\u00a0<\/strong><\/p>\n

The success of these pilot facilities instilled a sense of confidence among Biofiltro\u2019s potential clients that its system was successful and convenient and complied with environmental safety standards. Within the space of 18 months, and following this experience, the company implemented a series of system improvements and was ready to market its product.<\/p>\n

\u201cWe improved things by adapting the overall process to an automated model, enhanced the quality of the effluent by ensuring purer water is obtained, and installing sensors in our facilities to let us know, via telemetry, how the water is behaving and if its degree of salinity or acidity is particularly high, for example\u201d, explains Sjogren.<\/p>\n

To date, Biofiltro\u2019s biggest achievement is the signing of four contracts in 2015, each one worth approximately US$1 million. These contracts relate to facilities located primarily on the West coast of the US and for which construction is set to begin in the short term.<\/p>\n

In terms of the company\u2019s next ventures, its focus is on the agribusiness, winemaking, dairy and municipal treatment plant sectors, from which proposals have been made for a further 50 projects. Sjogren states that, \u201cwe hope that with these four (contracts) operational, we see the take-off of our technology in the US\u201d.<\/p>\n

Unlike the business model marketed in Chile, in the US market, Biofiltro installs and maintains the facilities to clean the wastewater as the owner of the treatment plants, in which the relationship with clients is based on a ten-year contract.<\/p>\n

In terms of strategy, the company believes in breaking down the cultural barriers that could impede its progress. \u201cWhat we have done is build partnerships with established businesses with high amounts of penetration in certain areas of geographical interest\u201d says Sjogren. As a result, the objective is to build local firms in every location in which the company establishes its offices, while maintaining its Chilean team to act as technical and marketing support.<\/p>\n

How does the BIDA (Dynamic Aerobic Biofiltro) System work?<\/strong><\/p>\n

The biotechnology system developed by Biofiltro operates according to a model of four natural, microbiological layers designed in accordance with the particular characteristics of the wastewater to be treated, and in which specialized microbiological flora live. The upper layer is composed of earthworms which feed on the solids present in the water. In turn, the earthworms generate castings which contain bacteria that work to eliminate contaminants in the water. The only waste produced in this process is the earthworm humus, which acts as a particularly effective organic fertilizer.<\/p>\n

 [:]<\/p>\n","protected":false},"excerpt":{"rendered":"

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