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University of Experience

People & Culture

Infrastructure

The Outlets At Lipa Hosts Red Cross' Drive-Thru COVID Saliva Testing Site

Power

AboitizPower Adds Battery System To Energy Portfolio

Land

AboitizLand Preps Enhanced End-To-End Homebuying App

Leader Vs. Manager: What’s The Difference?

Aboitiz Group Advisory to External Stakeholders regarding COVID-19

2019 Bankers’ Night

2019 Brigada Eskwela Cebu

Aly Virrey

The Philippine Red Cross’ Saliva RT-PCR Test Collection Site at ‘The Outlets at
Lipa’ was launched last February 17.To further support the country’s mass
testing efforts against the COVID-19 pandemic, the Philippine Red Cross (PRC)
has partnered with The Outlets at Lipa to offer drive-thru saliva RT-PCR test
collection.

With its convenient location, strict COVID-19 protocols, and wide open spaces,
the LIMA Estate provides employees as well as residents of Lipa City and
neighboring areas a more affordable, less-invasive, and safer way to get tested.
The collection process only takes about 10 minutes and costs PHP2,000. 

“We at The Outlets at Lipa are very happy to do our part in helping Batangueños
combat the spread of COVID-19. Through this partnership, we offer our mall as a
convenient place to do saliva test collection with all safety protocols in
place,” said Rob Del Rosario, National Operations Head of Aboitiz InfraCapital’s
Commercial Business Unit.

Sen. Richard Gordon,Philippine Red Cross Chairman, also emphasized the
importance of testing along with the vaccine rollout.

“We are heading towards the nationwide rollout of saliva RT-PCR testing to help
schools and industries open in this new normal. Kahit dumating na ang bakuna,
mahalaga pa rin ang pagte-test para labanan ang virus. Kaya patuloy na gumagawa
ang Red Cross ng paraan upang mapadali at mapabilis ang testing sa ating mga
kababayan (Even if the vaccines have arrived, it is still important to get
tested to fight the virus. This is why Red Cross continues to find ways to make
testing easier and quicker for our countrymen),” the senator said.

> Testing is still the key. Kung hindi tayo gagalaw, maghihirap lalo ang mga
Pilipino  (If we don’t act now, all the more Filipinos will suffer).With these
drive-thru centers, accurate testing will be much quicker and easier.

– Sen. Richard Gordon, Chairman, Philippine Red Cross
Clients may book their appointments online at 143.redcross.org.ph
[http://143.redcross.org.ph] and select The Outlets at Lipa on the map. Fill out
the form, choose a time slot, and proceed to checkout. Payment options include
credit card, GCash, or GrabPay. They may also call PRC Lipa Chapter at (0998)
957-0443 and pay through bank transfer.

On site, clients are limited to 10 people per hour to minimize and control the
crowd. There are currently two PRC volunteers manning the testing site, one
encoder and one specimen collector. 

Results will be emailed to the client within 12 to 40 hours after the test.

The site is open from Monday to Friday, 8:00 a.m. to 4:00 p.m.

The Outlets at Lipa is one of Luzon’s largest outlet shopping destinations
located within LIMA Estate in Lipa-Malvar, Batangas. LIMA Estate is a
700-hectare Philippine Economic Zone Authority (PEZA) – registered economic zone
that is home to 127 locators, 167 retail and restaurants spaces, 138-room
four-star hotel, a transportation hub, over 2,000 households, and more than
58,000 employees.

Victor Silva

Amidst the increasing demand for a reliable supply of electricity in the
country, AboitizPower is adding to its portfolio battery energy storage system
(BESS) projects that will help ensure grid stability through sufficient
ancillary services.

BESS is a type of energy storage system that is capable of storing energy
electrochemically. It can be connected to the grid, small grid, distribution
system, or end-user facility to deliver the energy demand when needed.

> Our foray into battery technology is a key component of our 10-year growth
strategy, which ultimately aims to address the energy trilemma of energy
security, energy equity, and environmental sustainability. 

– Manny Rubio, President & CEO, AboitizPower
The company, in partnership with Wartsila and Aboitiz Construction, recently
started the installation of its first BESS project in its Therma Marine, Inc.
(TMI) facility with a capacity of 49 megawatts (MW) in Maco, Davao de Oro. This
will fortify TMI’s capability to support the Mindanao grid, especially during
the summer months when there is a limited supply of energy generated by
hydropower plants due to lower water levels.

TMI BESS is the first of its kind in the Philippines in terms of the hybrid
concept, putting together two complementing technologies to ensure a fast and
sustained energy delivery. This is one of the 12 projects with a total capacity
of 248 MW for regulating and contingency reserves that AboitizPower is targeting
to develop in the next 10 years. It will serve as AboitizPower’s model for its
future battery investments, as well as hybrid renewable energy projects.

“The battery technology presents a great opportunity for AboitizPower to address
concerns on the reliability, affordability, and sustainability of energy supply.
By ensuring the stability of our grid, we are responding to the needs of our
customers and communities, as well as supporting economic growth,” Rubio added.

The Department of Energy (DOE), as shared in the 2021-2040 Transmission
Development Plan of the National Grid Corporation of the Philippines (NGCP),
projected that the system peak demand will reach 53,679 MW by 2040. With this
forecasted demand growth, it is necessary to ensure the grid’s stability to
provide consumers with a reliable supply of electricity.

One of the requirements for maintaining grid stability is Ancillary Services. In
order to maintain the load-generation balance of the system, the grid will
require sufficient Ancillary Services. These are support services that are
necessary to sustain the transmission capacity and energy that are essential in
maintaining the power quality, reliability, and security of the grid.

Adopting the recommendation of the Grid Management Committee (GMC), the Energy
Regulatory Commission (ERC) recognized BESS as a source of Frequency Control
Ancillary Services (FCAs). FCAs are necessary to ensure a balance between supply
and demand in the power system.

AboitizPower, one of the largest energy companies in the Philippines, is also
the largest provider of Ancillary Services in the country, thus well-positioned
to support its continued growth moving forward.

In addition to its entry into the battery market, AboitizPower’s growth strategy
in the next decade will also be significantly driven by renewable energy.

Currently, AboitizPower, together with its partners, is the largest owner and
operator of renewable energy in the Philippines based on installed capacity. It
has been leading in the renewable energy space since the 1970s, beginning with
hydro then later on expanding to also add geothermal and solar to its Cleanergy
portfolio.

In the next 10 years, AboitizPower will further grow its Cleanergy portfolio,
both domestically and internationally, in an effort to help build the country’s
renewable energy market and contribute to the global renewable energy goals.

Alyza Raymundo

AboitizLand has revolutionized the homebuying experience in the Philippines with
its contactless property sales program and mobile app.Its aggressive digital
transformation is leading AboitizLand to update its Vecino Portal, a mobile
application that offers its homebuyers efficient end-to-end online servicing.

The Vecino app will be expanded to an end-to-end system that streamlines the
contactless homebuying process, making it easier for buyers and sales partners
to reserve units, submit documentary requirements, complete monthly
amortizations and easily apply for a housing loan.

Leveraging technology to enhance information accessibility, the app allows
homebuyers to track the construction status of their investments and payments
remitted, receive home construction updates, access documents, and schedule
acceptance and turnover dates.

“A critical process in real estate is the turnover of the unit for the ‘vecinos’
(Spanish for neighbor). We found a way to complete this process amidst the
pandemic through online turnovers,” said AboitizLand CEO Dave Rafael.

The real estate arm of the Aboitiz Group intends to create a more enhanced
customer experience and end-to-end service delivery through digital business
this year as part of its key objectives for 2021.

Employing data science and artificial intelligence (DSAI), AboitizLand will
employ systems and processes that will pave the way for improved customer
service. Apart from investing in various digital tools to automate critical
areas in their operations, the company will also rationalize routine processes
potentially through Robotic Process Automation. 

Its digital ventures are all supported by Amazon Web Services, a dominant player
in cloud computing products and services. It is one of the largest
Infrastructure-as-a-Service (IaaS) offering with the most comprehensive set of
tools and an expanding list of third-party integrations.

AboitizLand teamed up with its sister company Union Bank of the Philippines for
an improved customer profiling system and a predictive model that will detect
construction delays. 

The partnership aims to get to know the customers easier and provide relevant
product offerings, and manage vendors better resulting in less delays in
construction to make sure houses are turned over on time.

Pivot into the digital sphere
In 2020, AboitizLand unrolled a contactless homebuying program in response to
restrictions imposed by ongoing quarantine and physical distancing protocols due
to COVID-19.

“Seeing as how the traditional style of selling real estate was not possible, we
quickly embarked on our contactless end-to-end home buying program called Better
at Home,” shared Rafael, adding that the company pivoted quickly, and almost
overnight overhauled its entire sales process and organization towards a
purely-online sales backbone.

Well-curated 360-degree virtual tours of AboitizLand properties are available
for prospective buyers.The program allows prospective buyers to conduct a
virtual site tripping through its sweeping, well-curated 360-degree virtual
tours. They may also request for actual videos of the houses for closer
inspection. Other house hunting activities from brokers’ product presentation,
closing, and documentation, which were all previously done via face-to-face
meetings, are now conducted online.

Going digital full blast
AboitizLand credits digital transformation for keeping it afloat despite
multiple economic disruptions that happened in 2020 as well as for securing
higher year-end booked sales compared to the previous (pre-pandemic) year.

While the real estate industry reels from the devastating effects of the
pandemic, AboitizLand turned challenges into opportunities by fully embracing
digital technology in its operations and the way it conducts business.

Rafael stressed that when an organization is facing great uncertainty due to
competition or natural disruption, like the ongoing pandemic, innovation is the
key. “Our story is a story of innovation. The digital transformation of
Aboitizland that started in 2020 will be pursued with greater intensity in
2021,” Rafael said.

About AboitizLand
For over 25 years, AboitizLand has stayed true to its promise of creating better
ways to live through its thriving master-planned communities. It now looks to
further expand its reach by continuing to develop innovative and
fully-integrated communities in more locations across the Philippines. A
subsidiary of the Aboitiz Group, it is built on a firm foundation with a
hundred-year heritage of advancing business and communities. For more
information about AboitizLand, visit www.aboitizland.com
[http://www.aboitizland.com/].

Wells Fargo International Solutions LLC – Philippines (Wells Fargo Philippines)
recently announced it has entered into a retail electricity purchase agreement
with Aboitiz Power Corporation through its subsidiary, AP Renewables, Inc.
(APRI), for the fulfillment of its renewable energy needs. 

The power company will deliver approximately 7,500 MWh of renewable energy
annually bundled with International Renewable Energy Certificates (I-RECs) to
Wells Fargo's Taguig facility from APRI’s Tiwi-MakBan geothermal plants in the
provinces of Laguna, Batangas, and Albay.

Wells Fargo Philippines, McKinley Hill, Bonifacio Global CityWells Fargo
Philippines, located at McKinley Hill, Bonifacio Global City, is primarily an
extension of the operations, knowledge services, and corporate support teams of
Wells Fargo.

Geothermal power plants use heat from deep inside the earth to generate steam to
make electricity. 

According to power-technology.com, the MakBan and Tiwi plants are the fourth-
and ninth-largest geothermal plants in the world, respectively. 

The partnership with AboitizPower is Wells Fargo’s first for geothermal energy.
Wells Fargo joins a growing group of companies shifting to renewable energy, or
“Cleanergy,” which is AboitizPower’s brand for renewable energy, and is the
first to do so in McKinley Hill, where its 850,000-square-foot site is located.

AboitizPower, together with its partners, is currently the country’s largest
owner and operator of renewable energy based on installed capacity.

As part of its goal to accelerate transition to a low-carbon economy, Wells
Fargo has been meeting 100% of its annual global electricity requirements
through renewable energy  since 2017, primarily through the purchase of RECs.

Wells Fargo’s recent purchase agreement with AboitizPower represents an
important step in the next phase of the bank’s renewable energy goal — to
transition to a higher mix of long-term renewable energy contracts and
significantly increase deployment of on-site generation to support the
development of net-new sources of renewable energy. 

“Renewable energy projects like Tiwi-MakBan are critical for helping us do our
part to curb the impacts of climate change,” said Nate Hurst, head of Social
Impact and Sustainability for Wells Fargo. 

“If we focus on markets where our energy needs are the greatest, we can advance
our operational goals in a more sustainable way while also empowering job
creation and care for the environment in communities where our employees live
and work.”

Edzel Reyes, Corporate Properties Group head of Wells Fargo Philippines, shared,
“We have been taking deliberate steps in our sustainability journey, with
utilities being one of our major focus areas. This marks an important additional
step in that direction. The conversion of our newest site in Manila toward
adopting renewable energy is in alignment with our consistent focus on
increasing sustainable use of resources and development in our corporate
properties.” 

AboitizPower's First Vice President for Commercial Operations Juan Alejandro
Aboitiz shared his optimism about the Cleanergy partnership with Wells Fargo.

“Over the years, AboitizPower has taken great strides in fulfilling our
groupwide sustainability goals. This partnership with Wells Fargo is a shared
commitment towards building the market for renewables in this country. A
multi-sectoral approach, of all stakeholders doing their part, will help us
achieve the grid's aspirational RE share of 35% by the end of the decade. Wells
Fargo’s pro-active support for Cleanergy is a good example of how
environmentally-conscious corporations can strengthen their sustainability
programs, and help build the market for renewables in the Philippines."

In addition to being one of the largest corporate users of renewable energy,
Wells Fargo is a leader in financing large-scale wind, solar, and other
renewable energy projects. 

The company made its first tax equity commitment in 2006. Since then, it has
become one of the leading investors in the renewable energy space, providing
more than $8 billion in tax equity financing to customers in support of more
than 400 projects. 

At the close of 2019, Wells Fargo’s tax equity investments represented 10.3% of
all solar and wind generation capacity in the United States.

US Financial Services Company Wells Fargo Chooses Cleanergy

Present at the LIMA Locators’ Appreciation event were representatives of LIMA
Technology Center locators, Aboitiz InfraCapital President and CEO Cosette
Canilao (bottom row, rightmost), and First Vice President for Aboitiz Integrated
Economic Centers Rafael Fernandez de Mesa (bottom row, fourth from left).LIMA
Land, Inc., which operates LIMA Technology Center in Lipa and Malvar in
Batangas, recently held its annual Locators’ Appreciation virtual event.

Attended by 127 locators, affiliates, and Aboitiz team leaders and members, the
event celebrated 20 years of partnership with long-time locators, as well as
locators who have demonstrated exceptional operations and compliance to the
park’s policies and environmental standards for 2019 and 2020.

“LIMA Land is very much committed to the success of all its locators in LIMA
Technology Center. This is how we’ve built and nurtured our partnerships through
the years, and how we have been able to grow our Estate from just over 200
hectares to a sprawling 700 hectares since 2013,” LIMA Land AVP for Operations
Clifford Academia shared.

LIMA Technology Center is one of the largest and best-selling industrial parks
in the Philippines.

“Through this commendation program, we hope to continue inspiring our partner
locators to maximize their operations at LIMA and become stewards of the
environment and sustainability,” he added.

In his opening remarks, First Vice President for Aboitiz Integrated Economic
Centers Rafael Fernandez de Mesa affirmed the management’s commitment to its
partner locators. 

“It’s because of your support and cooperation that we have been able to overcome
so many challenges in 2020. In the same manner that you have remained committed
to LIMA, I assure you that we remain fully committed to supporting you, and to
providing you with the highest level of service possible, no matter what
challenges may lie ahead,”  Fernandez de Mesa said.

New locators, new opportunities
Despite the challenging environment in 2020, LIMA continued to thrive and grow.
FVP Fernandez De Mesa also welcomed 17 new international and local locators
engaged in standard factory building businesses and manufacturing industries.

“It’s a good time to join the LIMA family as we recently integrated with Aboitiz
InfraCapital. Under Aboitiz InfraCapital, we will continue with our vision to
transform our Integrated Economic Centers into smart cities. Our objectives will
be to further improve operational efficiencies within our properties, as well as
to provide you with better service and new and relevant offerings,” Fernandez de
Mesa shared.

LIMA Land announced in December that it will develop over 100 hectares of its
existing 700-hectare property in the next two years to accommodate more
industrial locators. The expansion area is currently under construction and
ready to take reservations from new locators. It is expected to generate up to
20,000 new jobs in Batangas and neighboring areas. 

In addition, it will transform its 30-hectare commercial zone into a
full-fledged Central Business District. The next phase of development will be at
the heart of the CBD and will house BPO companies, office buildings, housing
facilities, schools, hospitals, hotels, and civic centers. This will complement
existing components such as The Outlets at Lipa, LIMA Exchange, and LIMA Park
Hotel. Commercial lots will also be available for sale to the public this March.

With these plans in place, LIMA is well on its way to becoming the next leading
Integrated Economic Center in Calabarzon. 

Among the long-standing partner locators that were acknowledged during the event
were NEP Logistics, Inc., Nippon Express Philippines Corporation,  Philinak
Industries, Inc., Philippines TRC Inc., Sohbi Kohgei (Phils.), Inc., Daiho
(Phils.), Inc., Evergreen Park Development Corporation, Ilo Land, Inc., and
Littelfuse Phils., Inc.

Also honored for operations excellence were APO Production Unit, Inc., Daiho
(Phils.), Inc., Epson Precision (Philippines), Inc., Furukawa Automotive Systems
Lima Phil. Inc., JTEKT Philippines Corporation (2019 and 2020), OB Kogyo
(Philippines) Inc., Yamaha Motor Philippines, Inc., Sohbi Kohgei (Phils.), Inc.,
Taisei Electronics Philippines, Inc., Funai Electric Philippines Inc., and
Chiyoda Philippines Corporation.

Likewise, LIMA recognized APO Production Unit, Inc., Ensyu Takeru Rubber
Industries, Inc., Epson Precision (Philippines), Inc., JTEKT Philippines
Corporation, OB Kogyo (Philippines) Inc., and Sansyu Precision Lipa, Inc. (2019
and 2020) for being environmental champions within the park.

LIMA presented the Resilience Award to Littelfuse Philippines, Inc. for its
notable compliance programs and response to crisis, bringing government
guidelines to the next level. True to its commitment of ensuring the safety and
welfare of its people, Littlefuse also consistently implemented COVID-19 testing
for not only their employees but applicants as well.

Moreover, Littlefuse took part in LIMA’s various donation drives with fellow
locators for partner LGUs, and happily shared their best practices.

LIMA Land Recognizes Longtime Partners, Welcomes New Locators

Aboitiz Eyes

By Robert McGregor
[https://aboitiz.workplace.com/profile.php?id=100025960149443], Chief Investment
Officer, AEV and AP

--------------------------------------------------------------------------------

In a career spanning almost 41 years, I have probably worked for more companies
than some of you had managers. Within each of these companies, I have often
worked for multiple managers. Now, some of you may have noticed that the topic
of this essay is leadership and yet I have talked only about managers so far.
This is not accidental because in my long career I have worked for many managers
but have only infrequently encountered leaders – and even less frequently, great
leaders. 

What’s the difference you may ask? Your boss is your boss but does that
automatically mean that he or she is a leader? Not always. A manager controls a
group to accomplish a goal and, if you’re lucky, that manager will act according
to the principles or values that have been established by the organization (and
especially by its leaders). But a leader will provide direction and vision for
the future of the group and will use personal skills to influence, to motivate,
and to inspire you. 

> When confronted only by power and control, staff are filled with fear of
failure, they are scared to speak up, they feel bullied and eventually they
leave. No company wants or needs that kind of leadership.


No great leader succeeds through power and control, and though there may be many
examples of such leaders, they are neither great nor are they truly leaders.
When confronted only by power and control, staff are filled with fear of
failure, they are scared to speak up, they feel bullied, and, eventually, they
leave. No company wants or needs that kind of leadership.

In my early days as an aspiring young graduate, I moved to London and worked for
British Petroleum, a huge company in a huge industry in an oligopoly of oil
giants. But in the hierarchy of the great organizational pyramid (that we call a 
plantilla), younger people are not exposed to the top leaders and instead have
to navigate a minefield of managers – many of whom will never become leaders of
any sort. 

But, despite their lack of leadership skills, some managers remain good for the
organization and exercise key skills in the management of staff. Some managers
are productive and very well liked. But there are also many managers who are
stuck. Not good enough to progress and not bad enough to be removed. And these
people can become problematic if you allow them to be. 

> Your own attitude is so vital. On top of capability, you need resilience,
perseverance, and ambition.
Unfortunately, that’s just part of life and part of the apprenticeship that you
must serve as you work your way up the organization. It is not easy, it isn’t
smooth, and it isn’t linear. That is why your own attitude is so vital. On top
of capability, you need resilience, perseverance, and ambition. But let’s get
back to leadership.

I progressed through the organization and eventually became a protégé of another
relatively young Scot who took a liking to me and became my first example of a
great leader and a mentor. What made him different? He was smart, fearless, knew
what he wanted to achieve for the business, and he treated me more like a
business partner than an employee. He confided in me, made me aware of
organizational politics, made me streetwise in terms of dealing with our
franchise holders, and he inspired and motivated me to be all I can be. 

Within two years he was promoted and much to the surprise of many others in the
organization, I got his job, and I was just 26 years old and in charge of the BP
franchise businesses across the whole of Scotland. It was now my turn to be a
leader and to exercise some of the teachings from my mentor. 

> There is absolutely no weakness in demonstrating civility and courtesy.
The first challenge? I think I was younger than the children of my inherited
staff, so trying to exercise power and control was out of the question. I had to
perform a delicate balancing act in giving direction, influencing, inspiring,
and motivating while also showing respect to my elders. They might be working
for me but being the boss doesn’t excuse a lack of common sense and good
manners. And that applied to my dealings with my entrepreneurial franchise
holders. There is absolutely no weakness in demonstrating civility and courtesy.

This approach was to pay-off when, at the age of 29 years old, I was called out
of the blue and asked whether I was serious about wanting to run a BP franchise
after one of the CEOs had resigned. I took that call on a rainy Friday in a
small mining village in Lanarkshire, Scotland and by Monday morning I was in
Huntingdon, Cambridgeshire, England as the new CEO of Dominion Oils, with 118
staff, nine oil supply depots and 38 road tankers. 

I don’t know who was more surprised, me or 118 staff. Now let me give you an
insight into leadership: our leaders are also human beings with emotions and
strengths and weaknesses. I jumped into a job that I really wanted but I was
also nervous about being able to do it. After the usual handshakes and welcomes,
I sat down on my CEO chair, in my CEO office, and I turned around, looked out of
the window and thought to myself, “What the hell do I do now?” So much for the
image of the great leader. This young so-called whiz kid had jumped right into
the deep end.

I then did exactly what I have explained to many of my team members since that
day. First of all, I told myself that it was entirely normal to feel estranged
when moving to a new job and that nothing would change that feeling other than
by giving it time and learning the ropes day by day. But in this instance, I did
face the challenge that I had to be seen to lead from day one. 

> A good leader should be unafraid to reach out and ask for help. They may not
have all the answers, but they are not isolated either—they are also networked.


So, I sat down and wrote out all of the questions that were in my head and then
I thought about who could help me answer those questions. A good leader should
be unafraid to reach out and ask for help. They may not have all the answers,
but they are not isolated either—they are also networked. As to who exactly can
help me with my questions, the answer was very obvious—all of the other
franchise CEOs that I used to deal with from the BP side of the table. Do not be
afraid to use your network.

This is where my prior courtesy and respect came to my aide, they could not have
helped me more and after several hours of phone calls, I was settled in and now
had to face some immediate and serious tests of leadership.

The first thing I had to contend with was a seriously miffed CFO who was older
than my dad. I needed him on my side. How would you treat such a situation?
Firstly, his CEO resigned; secondly, he didn’t get the job, and, thirdly, he
lost out to a 29 year-old. Add to that his reputation for being cantankerous and
up comes a significant leadership challenge. Think about what you might do?
Here’s what happened: I asked to speak to him but I went to his room rather than
ask him to come to me. I then empathized with his obvious ‘pain’ and said, that
in his shoes, I would be hurt and angry at the world. 

But I said to him that I was here to help, that one day I would go back to BP,
and that between now and then, I wanted to improve the company as much as I
could. I knew who to contact in BP, I knew where to seek favors, I knew I would
receive good support from the center. I then asked him how many times he had
thought in his head, “If I was the CEO, I wouldn’t do that or I would do it
differently or I wouldn’t do it at all.” 

I asked him to share these thoughts with me and, if I agreed with his views, I
would make them happen. I also said that I had some ideas of things to change
and that I’d bounce them off him before acting. Do you think that was a
weakness? By the end of that meeting, I knew the pros and cons of the business
and I knew who were the good guys and the bad guys to beware of. 

After two weeks, the troublemaker-in-chief (head of Sales Team) was asked to
find work elsewhere – you cannot let a bad apple spoil the rest. After
one-month, the worst of the salesmen were also asked to leave. 

> When good staff can see their boss dealing with bad staff, they are relieved
rather than angry or afraid.


Did morale drop? Absolutely not. When good staff can see their boss dealing with
bad staff, they are relieved rather than angry or afraid. I paid the departing
staff a notice period and let them use their car to look for new employment. I
did what I had to do but I tried to show some respect. Not to impress those
leaving but to impress those who remained. 

After two months, the office that was last decorated about twenty years ago was
repainted and refurbished. The staff loved their new setting and morale was
lifted. But sales were still bad and we were operating at a loss. I had a theory
as to why this was happening: we had depots spread all over middle England and
most sales were to friends and family. 

The sales teams were giving away all of the margin to a customer base that was
largely not price-sensitive (poor people do not own oil-fired Aga cookers or
have oil-fired heating). This is where you have big choices to make and ideas to
implement and I had many ideas that had never been implemented before. 

Do you always look to copy or imitate? Are you afraid to suggest change? We want
to encourage innovation in the Aboitiz Group, so please think from, first,
principles and constantly ask why. Why do we do it this way? Why do we do it at
all? You can demonstrate leadership at every level of the company. Every small
change is a contribution to innovative thinking.
After three months, I had routed all depot phone calls to a centralized call
center in the head office, I had installed a computer system that showed
customer margins, I now controlled the pricing from head office. My theory on
margins being given away was proven correct. Next, I asked why our road tankers
left the depot less than 100% full. I was told we didn’t have enough sales and
that tax rules didn’t allow unsold oil to leave the depot. I spoke to the CFO
and asked how I could make sure every tanker that left the depot was full. 

To increase utilization of the vehicles, we set up a new account under the
company’s name. My plan was to look at the vehicle routes and look for existing
or past customers on the route. The call-center staff then called that customer,
explained that we were passing by and asked whether we could offer to top up
their tank. 

We almost never got a ‘no’. I also told the drivers that they could knock on the
door of anyone they knew and I’d pay them a commission. But then came the last
challenge, this era predated anything like mobile phones or laptops. How would
the call-center and drivers communicate? Easy – CB radios. My CFO said that
everyone would hate them as the drivers could always be tracked down. I
disagreed and said that for the first time ever, our drivers could chat to each
other all day long. I was right. The drivers loved it.

I was there for only 13 months but we were now profitable and setting standards
to be copied by the other franchises. I thought I would go back to BP but being
allowed to run a franchise allowed me to look out of the BP window whilst
wearing a safety harness. I liked what I saw out there and at the age of 31, I
became Head of Sales & Marketing at Scottish Hydro-Electric, the vertically
integrated provider of multi-fuel electricity to the North of Scotland. I would
have 160 staff. I didn’t know the first thing about electricity and its
privatization but that’s a story for another day.

In relaying these stories, I am not seeking to make any intellectual point about
leadership – and I am most definitely not trying to blow my own trumpet; I am
simply sharing anecdotes to give you some insights into situations I have faced
and had to deal with. And I have deliberately gone back to the days when I was
younger and trying to be a leader. Whether or not these anecdotes demonstrate
good leadership is for you to decide.


--------------------------------------------------------------------------------

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In line with its goal to have a better, braver and bolder 2021, hardware and
improvement store chain Handyman Do-it Best recently opened its 177th  store at
LIMA Exchange, inside the LIMA Estate in Lipa-Malvar, Batangas. 

As one of the most trusted brands in the country, Handyman offers a wide range
of hardware and home improvement products at affordable prices. The LIMA
Exchange branch also extends additional services, such as “Call and Collect” for
the convenience of shoppers  amid the ongoing pandemic. Customers can call or
text (0999) 222-7869 for their advance orders prior store pick-up. 

The new Handyman branch complements other shops at LIMA Exchange that offer
daily necessities such as Robinsons Supermarket, and the variety of lifestyle
stores and restaurants at “The Outlets” at Lipa. Both LIMA Exchange and The
Outlets enforce strict COVID-19 protocols and offer an open-air format that is
deemed safer for shopping and dining.

LIMA Estate is a 700-hectare Philippine Economic Zone Authority (PEZA) –
registered economic zone that is home to 127 locators, 167 retail and
restaurants spaces, 138-room four-star hotel, a transportation hub, over 2,000
households, and more than 58,000 employees.

Handyman opens 177th store in LIMA Exchange

Jomes Kemuel Ibanez

Changing conditions and situations require a complementary response. Thanks to
COVID, I acknowledge with a grateful heart and with pride this unique plaque of
appreciation from the board on behalf of the CSB family in the comfort of our
lanai.  In my 71 years of working as a professional for three organizations
receiving and awarding plaques... This plaque is the first of its kind I have
ever seen. I thank those who came up with the words that have touched my very
marrow.  Truth be told, I should thank CSB for giving me the pleasure and
opportunity to embark on a completely new line of work after my retirement from
AEV.  Decades ago I had refused the kind offer of Mr. Eduardo J. Aboitiz to join
the board of advisors of the newly organized IBAA [Insular Bank of Asia and
America], after attending one boring session.... I had a good excuse… My plate
was overflowing and banking was of little interest.  Enough having to negotiate
with them!!!! Haha

But small CSB was different.  And maybe because I had the time to learn; get
involved given the latitude by the CEO. And not confine myself to attending
meetings and waiting for things to happen..... I found some excitement in my new
role.  I had great mentors.... From the Chairman, Pres. Lino, the team leaders,
and the wonderful staff of Audit.

Bimonthly meetings with the staff and at least once a year meeting with all the
auditors in attendance gave me an education you won't get in school. Visits to
the different regions to conduct sessions explaining our advocacies and
listening to their comments with the ROH, branch, and marketing mgrs led to the
decision to create an audit portal,, led by Anna Gatbonton; it was totally
designed in house. This was badly needed by the field if they were to be
effective. Result... The only audit portal in the AEV universe. BSP examiners in
an exit interview questioned the portal; as it gave the auditees the opportunity
of what to expect during the audit visit.... Haha... Precisely the reason why
the portal.... As it was a teaching tool, an easy access to a solution rather
than search for references in volumes of circulars.  The operations staff also
helped in its creation.  Auditors were trained to be mentors as well and not
just to find deficiencies.   The greatest compliment .... Were comments in the
auditees feedback sheet.... "audits should be more frequent". Haha. Unheard of.
Same for the Compliance Team.....saddled with voluminous regulations, a
compliance portal was likewise created by the very lean team headed by Atty.
Candy Seguerra; whose compliance testing procedures were commended by both UBP
and BSP.

> To conclude; if this was work - bring it in.  It was fun. I had found a new home
where hot coffee was always available served with a smile.  The CSB family has
grown beyond what I ever envisioned.  I pray and hope that it retains its legacy
of being what we are.... Different from all the rest because we are not just a
bank,,, we are family.
If at all printed for circulation, apologies for any grammatical errors or
syntax.....spelling will  surely be ok haha; I don’t want to read what I wrote
for fear of changing my feelings at the moment,,,,, also that large tray of
goodies was a gift from the staff on Valentine’s Day, it was touching. As the
saying goes... All good things come to an end......but I have been given
assurances that hot coffee will always be available if I visit. 

God bless you all.

(The following is the text citation written in RSR's Plaque of Appreciation
which beautifully captured his significant contributions to City Savings Bank)

RESOLUTION OF THANKS TO AND APPRECIATION

FOR INDEPENDENT DIRECTOR ROMAN STRANO RONQUILLO

WHEREAS, ROMAN STRANO RONQUILLO (“Director Romy”) served as an Independent
Director of CITY SAVINGS BANK, INC. (the “Bank”) since 2011;

WHEREAS, Director Romy’s cumulative term as Independent Director was deemed
ended by the Bangko Sentral ng Pilipinas on January 1, 2021;

WHEREAS, Director Romy has been an invaluable counselor to the Board of
Directors, the management, and employees of the Bank, serving in various
leadership capacities, the last of which was as Chairman of the Audit Committee
and member of the Corporate Governance Committee;

WHEREAS, all throughout his tenure as Independent Director, Director Romy
distinguished himself as a paragon of courageous authenticity -

● reputed as one who took the term “independent” literally and seriously in
			carrying out his functions;

● unabashed when speaking up and speaking out;

● unafraid and unapologetic when pointing out what was wrong with matters
			brought before him, firmly believing in the difference between doing things
			the right way and doing the right thing;

● frank and candid in giving critiques when and where necessary; and

● profuse in heaping praise and commendation as and when deserved.

WHEREAS, Director Romy was ever generous in sharing with the Board of Directors,
the management, and employees of the Bank his knowledge and expertise acquired
through and honed by his previous professional experience as a leader in many
companies and enterprises engaged in a variety of businesses and concerns;

WHEREAS, Director Romy, with his keen sense of and valuable gift for coaching
and mentoring, can undeniably be credited for helping mold many of the past and
present leaders of the Bank;

WHEREAS, Director Romy has always been a staunch advocate and avid supporter of
corporate social responsibility and initiatives of the Bank;

WHEREAS, Director Romy’s passion for his work is matched, if not surpassed, by
his love for the people he works for and with;

RESOLVED, that the Board of Directors of the Bank hereby expresses its gratitude
and appreciation to Director Romy for his service on the Board of Directors, for
his sound business advice and valued counsel, and for all his contributions to
the Bank, its Board of Directors, its management, and its employees;

RESOLVED FURTHER, that the Board of Directors wishes Director Romy continued
success in all his endeavors and expresses its well wishes for his continued
health, happiness, and prosperity; and

RESOLVED FINALLY, that a copy of this resolution be presented to Director Romy
as a token of our thanks, appreciation, and respect.

Banking and Financial Services

A Message of Thanks from CitySavings Director Romy S. Ronquillo (RSR)

Aboitiz Family & Firm Educational Series
ACO + AEV + AP
LEAD CONFERENCE ATTENDEES
FAMILY COUNCIL

Enrique Aboitiz Mendieta
02 - 20 - 2021


--------------------------------------------------------------------------------

Dear all,

Privacy is a theme of the day. The memetic effect that life has on people may
put it on top of some agenda for some real reason. We know the right reason —
people want privacy. We all know there is quite a bit of myth in what people say
because they act differently.

Carissa argues that anyone taking DNA test is violating the privacy of his
passed away parents and his relative. That the individual has the legal right to
do so, does not necessarily make it acceptable. Much that is legal may not be
acceptable or morally right.

She argues that taking fotos of your children in their naturals and sending it
all over town is violating the rights of that child. Some that are coming to age
now are taking it against their parents — i.e. that violation of their rights.
They enter puberty and they realise that fotos of them slightly juicy are all
over the internet. Some teenagers are more than displeased. 

More importantly, she explains how everyone about you is everywhere, almost no
matter what you do about it. It can be curtailed but not avoided unless you
return to pen and paper.

You may want to know. 

It's a short read and can be listened to at 1.5x speed while you are on your
treadmill or in the car.

For better and better, smarter and smarter as we play the Infinite Game.

Mabuhay!

Notes By EMA | Privacy Is Power

The AboitizPower-led Cotabato Light and Power Company recently completed the
energization of its upgraded state-of-the-art Malagpas Substation, ensuring an
even more reliable energy supply to its franchise area.

This comes after the installation of the additional 15 megavolt ampere (MVA)
transformer of the substation, which will improve distribution reliability,
reduce outages, and increase future power load capacity for residential
customers and businesses throughout the company's franchise area.

Project development began in June 2020 and was completed early this year.

The Malagapas substation now has a total of 27 MVA with its new upgrades. New
features for protection and control have also been installed to guarantee the
safety and security of the power distribution system.

Valentin S. Saludes III, Cotabato Light President and COO, said the completion
of the Malagapas substation will help the utility meet future power demand while
providing more reliable and uninterrupted power to their franchise area.

"The new equipment includes state-of-the-art remote monitoring and operating
capabilities and protective devices, which will mean fewer power outages and
faster restoration times for customers," he added.

Saludes said that Cotabato Light's continuous innovations are an important part
of reaching their sustainability goals, which also highlights the company's
commitment to advancing business and communities.

Cotabato Light Fully Energizes Upgraded Substation

Thet Mesias

Poverty is not an excuse for failing to get a good education and realize one’s
dreams. This is true for Harold O. Sapues, a farmer’s son, now a Certified
Public Accountant (CPA) who was an Aboitiz scholar for eight years.

The 25-year old who graduated top of his class (B.S. Accountancy) at the
University of Cebu - Banilad in 2015, was the fifth among a brood of seven and
the first in the family  to obtain a diploma. Five  years later, the young CPA
is now a Certified Tax Technician for a multinational corporation, and pursues a
Master’s Degree in Business Management at the University of San Jose - Recoletos
in Cebu.

“I owe a lifetime of gratitude to the Aboitiz Foundation for helping me and my
family build a better quality life through education,” Harold shared, recalling
how both his parents constantly reminded him about the value of education.

Harold's father is a farmer and part-time factory worker while his mother is a
homemaker. He knows poverty is what held his parents back and led them to cast
aside aspirations in life but, at the same time, it is that same difficulty that
propelled them to dream big for their children.

The Aboitiz Group, through its social development arm Aboitiz Foundation,
responds to help achieve the United Nations Sustainable Development Goals No. 1
(No Poverty) and No. 4 (Quality Education) by giving opportunities to bright and
promising yet financially challenged students to have access to quality
education. 

> Our education programs aim to bridge education to employment so that
 individuals will be empowered to create a better future for themselves and
their families. Our social impact is measured not only by the numbers but by the
quality of lives changed. 

– Maribeth Marasigan, President & COO, Aboitiz Foundation
The Aboitiz Foundation recently announced that applications for the Aboitiz
College Scholarship Program (ACSP) are already open for school year 2021-2022,
particularly for students who are pursuing degrees in data science, digital
transformation, engineering, information technology, sales,  e-commerce,
agriculture and nutrition.

The scholarship, which started in 2000, has so far assisted nearly a thousand
students. It provides a comprehensive benefit package, which includes full
tuition fee coverage, monthly allowance, and board review fees for degrees that
require board exam after graduation. 

To qualify for the program, applicant must be a full-time incoming freshman of
an eligible college or university, must be pursuing a degree identified by the
Foundation, has a general weighted average (GWA) of at least 88% with no failing
grade and incomplete grade, and  does not have a record of any form of
disciplinary action. One must be able to accomplish the application form and
submit the requirements on time.

Applicants must also submit a certified true copy of their senior high school
report card, recommendation letter and GWA/GPA certification (with percentage
equivalent) from the Principal and certifications supporting leadership
experience and awards received. Community involvement must be attached in the
online application form. 

The screening process includes panel interviews. Interested applicants can apply
online through the Aboitiz Foundation website aboitizfoundation.org.
[https://aboitizfoundation.org/] Application period is from January 29 to March
15, 2021. Qualified applicants will be notified by the end of April.

Aboitiz Opens Application For 2021 College Scholars

The Aboitiz Group is one with Asia-Pacific economies in putting ‘people, place,
and prosperity’ at the heart of response initiatives to the COVID-19 pandemic,
which, essentially, would help rebuild the region’s economies.

Joining other business leaders from 21 APEC countries at the first APEC Business
Advisory Council (ABAC) virtual meeting held recently, Aboitiz Group President
and CEO Sabin M. Aboitiz who is also an ABAC Philippines member echoed ABAC
chair Rachel Taulelei’s call for collaboration to overcome the current health
crisis.

“Overcoming the current adversity, whether restoring public health, reopening
borders, securing economic recovery or achieving more equitable communities,
demands constructive, creative and above all collaborative approaches,” Taulelei
said. 

Rachel Taulelei, CEO of Kono New Zealand, is Chair of ABAC in 2021.For his part,
Aboitiz reiterated that the call-to-action theme is aligned with the Aboitiz
Group’s commitment to collaborate with the public and private sectors to usher
the country to a better normal — that is keeping people safe while keeping the
economy running.

He also emphasized the importance of resiliency and innovation as these help
organizations stay afloat in times of uncertainty and ultimately survive
post-Covid-19.

> COVID-19 has tested our capabilities and agility in both our personal lives and
as a business. We continue to keep a close eye on significant developments and
emerging risks with the primary objective of protecting the welfare of our team
members, customers, and our stakeholders.

– Sabin M. Aboitiz, President & CEO, Aboitiz Group
ABAC chair Taulelei underscored the role of the digital economy: “Emerging
technologies such as artificial intelligence can unleash even greater
opportunities – but we need a trusted, interoperable enabling environment to
realize that potential,” she said.

Echoing this, Aboitiz disclosed how innovation and the organization’s digital
transformation journey would transform the Group’s business operations. “We will
speed up our digital transformation where we invest in technologies and our team
members to develop systems, enhance customer experiences and operational
processes,” he noted.

ABAC’s focus for 2021 is on people, place, and prosperity 一 three elements,
which according to keynote speaker New Zealand Prime Minister Rt. Hon. Jacinda
Ardern, are essential to creating ideal societies.

Taulelei explained that inclusion of ‘people’ is ABAC’s north star 一 access  for
all to Covid vaccinations, essential goods and food supplies; how small
businesses can operate on a level playing field; and how to empower women and
indigenous populations to succeed.

‘Place’ is about safeguarding the planet while ‘prosperity’ will push for free
and open markets within the region to keep supply chains functioning and trade
flowing, as well as resumption of travel to revive the region’s economic growth.

Aboitiz said the company has the same outlook in the face of this pandemic. “We
know that thriving in the new normal requires a deep sense of commitment to
sustainability and development. We will continue to uphold best practices in
operating our businesses with a focus on good governance, social responsibility,
and environmental management, while ensuring long-term financial growth and
business capability,” he noted.

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