What is Puntopartes?

Q: Can you briefly introduce yourself and your company, Puntopartes?

A: My name is Juan, and I’m the founder and CEO of Puntopartes. We are the online marketplace dedicated to selling spare parts for heavy equipment, a service we initiated in Argentina. My background spans over 20 years in the construction industry, which helped me identify a significant opportunity in this niche.

Dealing with heavy equipment, like those used in construction, mining, and machine production, is a massive industry. A major challenge in this sector is procuring spare parts for equipment needing repair or maintenance. When such equipment breaks down, it halts the entire production process, which can be costly and time-consuming.

Recognizing this issue, we aimed to make the process of acquiring spare parts faster, easier, and more efficient. Since our inception in Argentina, we’ve gained over 1,000 customers and made almost 2,000 sales in just three years. This year was particularly successful, largely thanks to the insights and growth spurred by our experience with MassChallenge.

Currently, we’re expanding globally. We’ve established a base in the U.S. and are selling to various regions from there. Our focus is on Latin America, but we’re open to serving a broader international market. Our growth and success demonstrate the demand and potential in this market, and we’re excited to continue expanding our reach.

Q: How did you come up with the idea for Puntopartes?

A: My journey to founding Puntopartes began when I was selling advertisements for a construction magazine, which is my family´s business. During this time, I interacted with dealers of heavy equipment brands like Caterpillar and Volvo, who were my clients. In conversations with them, I learned about the challenges they faced in their services and spare parts business units. A common issue was the difficulty their customers had in finding the right spare parts promptly.

This led me to the idea of creating an online platform, initially envisioned as something similar to Mercado Libre, where vendors could manage their own product listings. However, this concept evolved when my suppliers expressed reluctance to manage listings themselves. As a result, we took on the role of processing, buying, and selling the spare parts. I recognized a significant gap in the market. There was a high demand from people wanting to buy spare parts, but the process was cumbersome, often requiring calls to multiple suppliers and taking a week just to get a price. Our platform simplified this process, making it as easy as ordering food online.

This innovation was well-received, especially given the complexity of the traditional process. We’ve found that a substantial segment of the market appreciates our streamlined approach. Despite the challenging economic context in Argentina, our business is thriving and making a tangible difference in the industry.

Why MassChallenge?

Q: What motivated you to join MassChallenge?

A: Honestly, when I applied to MassChallenge, I wasn’t fully aware of what I was getting into. I stumbled upon their event and noticed they had a free application process. At that time, during the COVID-19 pandemic, I was going through a tough phase personally. I had recently gotten divorced and lost my job. Financial constraints were real, and even a $100 fee would have been challenging for me. So, the fact that it was free encouraged me to give it a try, just to see what it was all about.

I didn’t have high expectations of qualifying, considering there were about 700 companies that applied. However, to my surprise and delight, we finished in the top 20. This achievement was incredibly important to me. As my first venture into entrepreneurship, being recognized in this way provided immense validation for my idea. It was a significant turning point, as I hadn’t even realized that I had started a startup, and here we were, standing out in a competition among hundreds of other businesses.

MassChallenge Application Process

Q: Can you describe the application process for MassChallenge?

A: The application process for MassChallenge was quite straightforward. We filled out a form and after applying, we advanced to the pitching stage, which was an entirely new and challenging experience for me. I had never pitched before, let alone in English, and for more than 10 minutes. Preparing for this pitch was a significant learning curve. I even took some English lessons to refine my presentation skills. Despite the challenges, it was an incredibly rewarding experience that contributed greatly to my personal and professional growth.

Q: With the competition being so intense, what do you think made Puntopartes stand out?

A: I believe what made Puntopartes stand out was our clear vision and commitment to the future of the industry. At that time, our team was quite small, just me and a 23-year-old student who worked remotely. Despite our limited resources, we managed to participate actively in the workshops and boot camps, which often ran from the afternoon until almost midnight in Buenos Aires. Juggling these sessions with half a day’s work was immensely challenging, but it pushed us to grow significantly. The demanding nature of the MassChallenge program, coupled with our dedication and unique approach to solving a prevalent industry problem, helped us distinguish ourselves in a highly competitive environment.

Inside MassChallenge Program

Q: Can you describe what the program looked like after you were accepted into MassChallenge?

A: The MassChallenge program began with an intensive initial phase, which was like a leveling course spread over three to four days. This part aimed to bring all participants up to speed with some basic, foundational knowledge. As the program progressed, we had one or two meetings, which were more tailored to the specific needs of each participating company.

A key component of the program was mentorship. While most companies were assigned one mentor, we were fortunate to have two mentors interested in working with us. This mentorship was incredibly valuable, especially considering the stage our company was in at that time.

Our company was quite new and not fully prepared for the intensive nature of the program, but the experience was nevertheless beneficial. We learned a lot of things that proved useful much later in our journey. Coming from a legal background with no prior experience in this field, the guidance and knowledge imparted through MassChallenge were instrumental in navigating the early stages of our business development.

Q: Did you receive any funding from the MassChallenge program?

A: We didn’t receive direct funding from MassChallenge, but we did receive several perks that were crucial for our development. One of the most significant was a substantial discount, either 90% or 100%, on HubSpot for the first year. This software is usually quite expensive, but it’s been a key tool for our business. Even after three years, we still benefit from a significant discount on HubSpot, making it one of the best decisions for our company. Additionally, we received perks from Amazon Web Services, which covered our hosting costs for about two years, providing substantial financial relief.

Q: Was there a pitch day towards the end of the program?

A: Yes, we participated in another pitching event near the end of the program. Out of about 35 to 40 companies, we finished in the 14th position, with the top 10 companies advancing to the final round for potential funding. Although we didn’t make it to the final round, it was a close call. However, we weren’t quite ready for investment at that stage, as we are now.

Q: In what ways were you not ready for investment?

A: Our readiness for investment was hindered primarily by our team’s size and other factors. We joined the MassChallenge competition quite early in our company’s life when we were only about six to nine months old. At that time, I was still figuring out many aspects of running a startup. Despite not being fully prepared for investment, the experience and exposure we gained through MassChallenge were immensely beneficial and provided us with valuable learning opportunities.

Q: Do you think MassChallenge is better suited for more mature companies that have already achieved certain milestones?

A: No, I don’t necessarily think that MassChallenge is exclusively beneficial for more mature companies. It can be incredibly useful even for startups that are just beginning. The challenge lies in realizing and seizing the opportunities the program offers. If you’re a solo founder or part of a small team that’s still trying to understand the market and your business, the program can be quite demanding. It requires a significant commitment of time and effort, which can be overwhelming for one person.

The intensity and volume of the program might be more manageable if it was less time-consuming or if the sessions were available as recordings to be accessed at a more convenient time. This could make it more accessible for solo entrepreneurs or very early-stage startups. The key is finding a balance that allows these early-stage companies to benefit from the program without being overwhelmed by its demands.

Achieving Milestones Through MassChallenge

Q: During your time in the MassChallenge program, did you achieve any significant milestones that the program helped facilitate?

A: Absolutely, one of the most significant milestones we achieved during the MassChallenge program was a dramatic increase in our sales. To give you a perspective, in our first year of operation in 2020, we had only 18 sales. However, during our second year, which coincided with our time in MassChallenge, our sales skyrocketed to 200.

Q: How did this significant increase in sales come about?

A: The increase in sales was largely due to a shift in our focus, which we learned through MassChallenge. Initially, I was primarily focused on generating revenue, but the program helped me realize that, at our company’s stage, gaining new customers was more crucial. This insight was a game-changer for us. Once we started focusing on customer acquisition rather than just revenue, everything changed for the better.

This learning experience has been so transformative that I’ve applied the insights gained to another company I’m currently building in the sports industry (www.escueladesurfskate.com.ar). This new venture has already seen impressive growth, with over 300 customers in the past year, thanks to the strategies and lessons learned from MassChallenge. It’s remarkable how much faster and more effectively we’ve been able to grow this new business using the knowledge acquired from our MassChallenge experience.

Current Status and Future Plans of Puntopartes

Q: What is the current status of Puntopartes, and what are your future plans, especially with your expansion to the US and worldwide?

A: Currently, Puntopartes has grown significantly. We’ve expanded our team to 10 people, focusing on hiring diverse profiles to fill specific roles needed for our growth. A lot of time and effort is going into choosing the right team members and building strong leadership, as scaling up is a key objective for us. We’re actively working on scaling our processes to facilitate smooth expansion in the future. This includes preparing our company structure and operations to handle increased business effectively. Investors are showing a growing interest in our venture, and we are strategically planning how to utilize potential funding to maximize our growth.

This year, we aim to quintuple our current scale. In Argentina alone, we’ve captured 0.01% of the market in just three years. Our goal for this year is to reach 1% market share, which is ambitious but achievable given the current market conditions.

Regarding our U.S. expansion, we are still in the early stages, operating in a beta phase. We’ve made a few sales in the U.S., and while not all of them went smoothly, we’ve learned valuable lessons from each experience. Building a company in the U.S. has been a three-year journey, and we’re now ready to follow through with our expansion plan.

Our focus remains on improving our services and refining our processes. While we’ve faced challenges in the U.S. market, such as longer transaction times and some refund issues, these experiences are part of our growth and learning process. With the resources now at our disposal, we’re well-equipped to tackle these challenges and continue our expansion both in the U.S. and globally.

Final Advice for Founders Considering MassChallenge

Q: What tips would you offer to founders who are considering applying to MassChallenge?

A: I firmly believe that MassChallenge can be a game changer for startups. It has the potential to elevate the level of both your team and your company significantly. While the program is undoubtedly challenging, the growth and development it fosters are well worth the effort. For any founder contemplating applying to MassChallenge, my advice would be to embrace the opportunity wholeheartedly. The insights, mentorship, and networking opportunities provided by the program can catalyze substantial progress and open doors that might otherwise remain closed. It’s an investment in your startup’s future that can yield invaluable returns.