The designer and manufacturer of alarms and monitoring equipment for maritime safety is focusing on a localized approach and an in-depth understanding of the Spanish market to drive growth in the region and expand its market share in Latin America.
A VIE to Strengthen Marinelec Technologies' Presence in Spain
Aurélien, 24, is a graduate of ESME, a general engineering school specializing in electronics and electricity. At the end of 2024, he decided to pursue a VIE assignment, motivated by his desire to establish himself internationally in a strategic capital like Madrid. Marinelec Technologies met his expectations by offering him a position with stimulating responsibilities and an immersion in a technical sector: maritime safety.
Before assuming his duties in Madrid on February 1st, Aurélien spent three months at Marinelec Technologies' headquarters in Quimper to familiarize himself with the products, the company’s DNA, and its teams. This initial training was essential to ensure commercial and technical continuity abroad. Although new to sales, he was drawn to the role of sales engineer, particularly since his fluency in French, Spanish, and English is a significant asset. His mission is now to develop Marinelec Technologies' network in Spain while managing relationships with South American clients remotely. A challenge he embraces with enthusiasm, driven by the responsibility of being the company’s sole representative on site.
"Managing a market independently is a real challenge, but it is precisely this responsibility that attracted me. It allows me to have a comprehensive and strategic vision of business development," says Aurélien.
After gaining experience in large companies, Aurélien chose to join a human-sized structure: "Marinelec Technologies is a team where everyone plays a key role. The products are manufactured in France with genuine industrial expertise, which adds value to my role. I had a good feeling from my very first interactions with the team, and this has been confirmed over the weeks."
Based at the Franco-Spanish Chamber of Commerce in Madrid, Aurélien works in an open-space environment alongside about fifteen other French VIEs from various industries, fostering exchanges and experience sharing.
Madrid: A Strategic Choice for Marinelec Technologies
Choosing Madrid as a base is both strategic and practical. Located in the heart of Spain, Madrid offers easy access to major maritime cities such as Vigo, Bilbao, and those in the south. With excellent transport connections (especially by train), Madrid enables Aurélien to be responsive and travel easily to meet client needs with great geographic flexibility.
In Spain, Aurélien frequently visits Vigo, where he supports his client Conavi while gaining insights into the specific needs of shipowners and shipyards. This approach reflects Marinelec Technologies' commitment to building closer relationships with its international clients by offering its expertise directly on-site.
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Spain: A Historic Market to Strengthen
Spain represents a key market for Marinelec Technologies, home to one of Europe’s most significant shipbuilding industries. The long-standing relationship with Conavi, a historic partner in Vigo and distributor of Marinelec Technologies' products, highlights Spanish clients’ interest in the French manufacturer. The company’s equipment is found on all types of vessels, from fishing boats to luxury yachts and commercial ships. Marinelec Technologies aims to build on this solid foundation by strengthening its local presence and technical support in a continuous improvement approach.
Marinelec Technologies' main goal in Spain is to deepen its market knowledge and strengthen its foothold. To achieve this, the company focuses on providing technical and commercial support to industry players while expanding collaborations with sector partners.
A local presence, with an understanding of the country’s culture, is crucial for a more targeted and personalized approach. All products come with manuals translated into French, English, and Spanish. Aurélien's presence plays a key role in this exploration and development phase. Since his arrival, he has been visiting various local companies, reinforcing the company’s commitment to expanding its reach and influence in the region.
In March 2025, Marinelec Technologies will attend the World Maritime Week in Bilbao, aiming to connect with key players in the maritime industry and promote its standard fire safety products. The company will particularly highlight its MACCS and AMS control panels, which feature tailored technical preparation and configuration. Aurélien's mission also includes establishing market relationships ahead of a future exhibition to enhance Marinelec Technologies' visibility in Spain.
Latin America: A Promising Market
Aurélien’s exploration extends beyond Spain. As a sales engineer, he is also laying the groundwork for targeted expansion in Latin America, where Marinelec Technologies aims to develop its network and sales in strategic markets.
For several years, Marinelec Technologies' commercial director has taken on a technical role by training Mexican partners in fire detection systems, such as the installer and distributor Servicios Múltiples del Sureste, based in Veracruz, Mexico. Specializing in the inspection, maintenance, and certification of onboard safety and rescue equipment, this company has trusted Marinelec Technologies since 2019.
Other partners of the SME are located in Brazil, Peru, and Ecuador.
Latin America is a natural extension of Spain. While physically distant, the region maintains strong economic and cultural ties with the Iberian Peninsula, facilitating access to local markets. Marinelec Technologies envisions gradual development in the region, leveraging its experience in Spain as a springboard to penetrate this strategic market in the medium to long term.
In 2024, Marinelec Technologies generated a significant portion of its revenue internationally, accounting for 40% of its business.
The dynamic and regionalized Spanish market complements the French market. It is characterized by the construction of transport vessels, large fishing and research ships, yacht refits, and military shipbuilding. This diversity makes Spain a strategic market for the Quimper-based industrial SME.
With the opening of this new office in Madrid and the presence of a technician, Marinelec Technologies is adapting in real-time to market expectations, accelerating the development of its specialized products, and strengthening its position in this historic market.