WWW.PSI.INTERNATIONAL PHARMACEUTICAL SERVICES & INSTALLATIONS PSI PUERTO RICO’S PROCESS EQUIPMENT SPECIALISTS
PUERTO RICO’S PRO EQUIPMENT SPECIA PHARMACEUTICAL SERVICES & INSTALLATIO AT A GLANCE PHARMACEUTICAL SERVICES & INSTALLATIONS (PSI) WHAT: A distributor of specialized process equipment for pharmaceutical, biotech, and food and beverage industries WHERE: C aguas, Puerto Rico WEBSITE: www.psi.international 1 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03
OCESS ALISTS ONS (PSI) When Eduardo Conde steps into the boardroom of Pharmaceutical Services & Installations (PSI), he carries with him a family legacy that spans over three decades. Founded in 1990 by a group that included his father, PSI has established itself as a cornerstone in the Caribbean’s biotech, pharmaceutical, and food and beverage industries. “We work in the entire Caribbean region, providing cutting-edge process equipment to meet our customers’ needs,” Conde explains, his eyes lighting up as he discusses the company’s mission. “We listen to them, understand their situations, and do our best to provide complete solutions.” Based out of Caguas, Puerto Rico, PSI has maintained a consistent vision since its inception, with Conde’s father serving as president until just two years ago. The transition of leadership has occurred without FOLLOW THE STORY OF HOW A FAMILY BUSINESS BUILT LASTING RELATIONSHIPS ACROSS THE CARIBBEAN’S PHARMACEUTICAL INDUSTRY 2 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03
disruption to the company’s core values.“Our mission and vision have stayed the same, which is to provide customer satisfaction,” Conde notes. “We strive to create long-term relationships based on trust and reliability, and that hasn’t changed much through the years.” Unlike manufacturers, PSI operates primarily as a distributor, forming strategic partnerships with global manufacturers to serve a regional clientele. This business model has allowed them to maintain flexibility while offering specialized solutions. “It’s very important for us to remain present for our customers and provide the solutions they need to keep growing and be sustainable,” Conde adds, highlighting the company’s role as both supplier and consultant in an industry where precision and reliability are non-negotiable. UV TECHNOLOGY SOLUTIONS AND INDUSTRY APPLICATIONS Among PSI’s standout offerings is a partnership with Aquafine UV, exemplifying how the company bridges international innovation with Caribbean needs. The technology represents a cornerstone of modern water treatment solutions, particularly valuable in island environments where water quality directly impacts multiple industries. “Aquafine UV treats water with ultraviolet light for several different applications, with disinfection being the primary use,” Conde says.“This allows our clients to disinfect water streams without adding chemicals like chlorine that might alter taste.” The technology works by inoculating microorganisms in the water, preventing them from reproducing—a cleaner alternative to chemical treatments. The applications encompass various sectors critical to the Caribbean economy. “They also work with reducing ozone in water, which is vital for water bottling plants—of which we have many in the Caribbean,” Conde points out. “Most use ozone as a disinfectant, and Aquafine serves two purposes: helping disinfect the water and reducing ozone content, allowing acceptable levels for bottling.” While other applications like Total Organic Carbon (TOC) reduction find more use in places like Asia’s electronics manufacturing hubs, the Caribbean market primarily benefits from three key services: “Here in the Caribbean, Aquafine UV mostly handles ozone reduction, TOC reduction, and the biggest application—water disinfection.” This technology holds particular significance in Puerto Rico and surrounding islands, where pharmaceutical manufacturing facilities must 3 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03 PHARMACEUTICAL SERVICES & INSTALLATIONS (PSI)
maintain stringent quality standards. The UV treatment systems allow these facilities to meet FDA requirements without introducing additional substances into their processes. For an island region where both pharmaceutical production and water bottling represent significant economic activities, these specialized solutions address unique industrial needs that continental suppliers might overlook. SUPPLY CHAIN CHALLENGES POST-COVID The global pandemic tested supply chains worldwide, with island-based businesses facing amplified challenges. For PSI, this reality prompted strategic adaptations that have ultimately strengthened their operational model. “COVID was definitely challenging in terms of supply chain disruptions, especially being in the Caribbean,” Conde reflects. “Most things companies like ours do involve importing from the US, Europe, and Canada—Aquafine, for example, is built in Canada.” The electronics shortage particularly affected their business, threatening to disrupt client operations across multiple industries. PSI responded with foresight that has now become standard practice. “We’ve learned after COVID to create a substantial inventory of different parts, specifically the most essential components our customers might need,” Conde explains.“UV systems, lamps, ballasts, electronic boards—this way, if a global event like COVID happens again, we’re ready to provide our customers with equipment without delays, which were a huge issue during the pandemic.” The company also embraced digital transformation out of necessity, turning temporary solutions into permanent advantages. “We’ve adapted to doing things like Zoom meetings when we can’t visit customers, and many clients have adjusted to this format,” says Conde. “It helps us be more present. If a customer from Jamaica needs troubleshooting for their equipment, we can do a virtual meeting and it’s almost like we’re there.” This digital pivot has allowed PSI to maintain their hallmark personal service while reducing response times and travel costs. “COVID changed many dynamics, and if you don’t adapt to these new approaches, it’s like you didn’t learn anything,” Conde observes. “That’s very important when growing a business—you need to learn, adapt and overcome.” CLIENT RELATIONSHIPS AND BUSINESS PHILOSOPHY PSI’s client portfolio reads like a who’s who of pharmaceutical manufacturing, with over 95% of their business coming from the private sector in 4 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03
As a world-leading manufacturer of stainless-steel processing and storage vessels, DCI, Inc. plays a crucial role in supporting pharmaceutical, biotechnology, chemical, and cosmetic companies with cutting-edge equipment designed for efficiency, compliance and reliability. For seven decades, DCI has been a trusted partner in delivering stainless steel solutions that meet the industry’s standards, including ASME Section VIII, Div. 1, ASME Pressure Vessel Code -“U” Stamps, National Board - “R” Stamp, ASME BPE, cGMP, API 620 & 650, and UL regulations. DCI custom-engineers vessels for stand-alone projects, packaged or fully integrated skidded systems, with expertise in diverse applications, full controls, and automation. We deliver highquality vessels to enhance efficiency and product quality offering: • Pressure Vessels • Fermenters • Bioreactors • Portable Vessels • • Clean-in-Place tanks or fully skidded multi-vessel CIP systems • • Media Prep • Buffer Prep • Buffer Holding skids • DCI’s expertise in design, custom fabrication, and advanced agitation solutions empowers manufacturers to optimize their processes while maintaining the highest level of product integrity. As the life science industry continues to expand, DCI remains dedicated to advancing technology and manufacturing excellence.At DCI, Inc., we don’t just build equipment; we build trust and longlasting relationships. Our team is dedicated to providing superior solutions that help you succeed. Advanced Process Solutions for the Life Science Industry WWW.DCIINC.COM | 600 54TH AVE NORTH, ST. CLOUD MN 56303 DCI custom-engineered vessels for stand alone projects, packaged or skidded systems, with expertise in diverse applications, full controls, and automation. Pressure Vessels | Fermenters | Bioreactors | Portable Vessels Media Prep | Buffer Prep | Buffer Holding Skids PHARMACEUTICAL SERVICES & INSTALLATIONS (PSI)
Puerto Rico. “We work with all the big world-class manufacturers like Amgen,” Conde says. These relationships face unique regional challenges that require specialized solutions. “One challenge in Puerto Rico is the cost of energy, which is quite expensive,” Conde notes. “We need to provide energy-efficient solutions through our partners, like high-efficiency filtration systems for pharmaceutical and biotech industries.” These extraordinary systems require specialized materials that meet strict industry standards. Working within Puerto Rico’s complex regulatory environment adds more complexity. “We have a nuanced relationship with the United States as a US territory, and many rules and regulations come from the federal government,” Conde explains. “Our customers operate under FDA requirements with regular audits, and we must comply with all those standards.” This compliance expertise becomes even more valuable when serving clients in other Caribbean nations with different regulatory frameworks. What distinguishes PSI in this competitive environment is a relationship-focused approach.“We seek to keep open channels of communication with our customers and suppliers,” Conde emphasizes. “Since our beginning, being honest with customers has been crucial. We understand sometimes there are things customers don’t necessarily want to hear, but they know when they talk to us, they’ll get an honest answer.” This transparency has created lasting client loyalty that transcends individual companies. “We take pride in knowing we have many customers who, even when they move between companies, keep calling us,” Conde says. “They know they’ll get not only the equipment and service they need but also the truth. We don’t bend reality to secure orders or 6 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03
service contracts. That’s something our customers appreciate, especially when they encounter different standards elsewhere.” GROWTH STRATEGY AND REGIONAL EXPANSION Despite political and economic uncertainties in 2024, PSI maintains an optimistic outlook for continued growth. “We definitely aim to keep expanding our footprint throughout the region,” Conde says. “Our vision for the next five years is to further develop our presence across the Caribbean.” The company’s success builds on a team-based approach to market development. “We’ve been performing better year after year, and we have to credit our ability to expand through the Caribbean to our team members,” Conde reflects.“They are highly motivated. We have a collaborative atmosphere in the office, so we can address different sectors and work together on various projects.” The recent American election cycle created temporary hesitation in the market, affecting business planning. “This last year was somewhat challenging given our relationship with the United States. Being in an election year created uncertainty about what would happen and how the market would react,” Conde acknowledges.“But now with a new administration and many unknowns resolved, customers are getting answers about what the future looks like. We expect 2025 to get us back on track with growth that we hope will spread throughout the entire Caribbean region.” PSI’s expansion strategy has evolved based on market research and experience. While the company once planned to open offices in the Dominican Republic and possibly the mainland United States, they’ve 7 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03 PHARMACEUTICAL SERVICES & INSTALLATIONS (PSI)
Your Trusted Partner in Pharmaceutical and Biotechnology Fluid Path Solutions At Watson-Marlow, we provide a comprehensive portfolio of fluid path technologies designed to support pharmaceutical and biotechnology processes at every stage—from upstream development and downstream purification to final fill/finish applications. Our expertise in peristaltic pumping, single-use technologies, and high-performance components allows us to develop tailored, efficient, and reliable fluid transfer solutions for your specific process needs. As the only peristaltic pump manufacturer that also produces its own tubing, we ensure complete compatibility and optimized performance, reducing variability and improving process control. We offer stainless steel valves, precision-molded components, gaskets, and single-use assemblies, all designed for ease of use, reliability, and seamless integration between critical process steps. Our solutions maintain consistent performance across aseptic processing environments, helping to safeguard product integrity and compliance with industry standards. With in-house manufacturing capabilities, we oversee every aspect of production, ensuring full traceability and batch record documentation. Our polymeric components include molded or laser-etched lot numbers to support traceability in controlled drug processes. Backed by a global network of sales and technical support teams, we provide localized expertise, validation documentation, and regulatory compliance guidance—helping you streamline operations, reduce risk, and accelerate time to market. wmfts.com/us 800 282 8823 Innovation in full flow Scalable and flexible fluid path solutions engineered to maximise process efficiency Image credit: ©Securecell
adjusted their approach.“In the Dominican Republic, we have plans to open an office there. It’s been more challenging than expected with all the regulatory requirements,” Conde admits. “COVID definitely set that back, but it remains in our five-year plan. We currently have a sales manager working directly with partners and customers there.” For other markets like Jamaica, PSI has found different approaches more effective. “Through our research, we’ve discovered it’s currently more efficient for us to partner with local companies like Automatic Controls Engineering,” Conde explains.“We’ve found this arrangement more effective from business and profit perspectives.” INNOVATION AND STRATEGIC PARTNERSHIPS Staying ahead in a specialized industry demands constant innovation, a principle PSI embraces through targeted investments in technology and training.“To grow, we need to align with new technologies and trends,” Conde says. “We train our employees and send them to different types of training sessions with our manufacturers.” These educational investments translate directly into client value.“Just yesterday we attended training with Watson-Marlow about their new technology that implements zero-waste filling of vials for pharmaceutical applications,”Conde shares.“That sort of innovation drives growth. When you can present these advancements and bring them to market, it helps customers grow—and if our customers grow with us, we grow with them.” Industry-wide digitalization, including artificial intelligence applications in production, represents another frontier PSI is exploring. Their innovation process centers on customer collaboration rather than isolation. “We move forward through direct contact with our customers, understanding their needs and communicating those to our manufacturing partners,” Conde explains. web fluxpumpsusa.com | email info@fluxpumpsusa.com tel (404) 691-6010 | toll free (800) 367-3589 300 Townpark Drive, Suite 130 | Kennesaw, GA 30144 DURABLE. EASY TO CLEAN. QUICK TO SERVICE. Drum & Container Pumps | Air Operated Diaphragm Pumps Centrifugal Pumps | Flow Meters | Batching & Metering Systems Quality equipment that lasts. FLUX PUMPS CORPORATION 9 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03 PHARMACEUTICAL SERVICES & INSTALLATIONS (PSI)
PREFERRED VENDOR/PARTNER n DCI, Inc. www.dciinc.com DCI, Inc., founded in 1955 and based in Saint Cloud, MN, is a leading manufacturer of stainless-steel vessels, agitators, and skidded systems for hygienic industries. We offer standard and custom-engineered solutions, including tanks, bioreactors, and fermenters, all designed to meet regulatory requirements with full vertical integration. n Watson Marlow www.wmfts.com/es-mx Watson-Marlow Fluid Technology Solutions (WMFTS) is a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries. As a leading provider of peristaltic and sine pumps, automated filling machines, tubing, hoses, fluid path components and technical support, WMFTS partners with customers to solve challenges across various applications. n FLUX Pumps Corporation www.fluxpumpsusa.com FLUX is a German manufacturer of high-quality drum & container pumps for a wide array of liquids. We are the pump of choice when transferring liquids, specifically from drums & totes. With 75 years of experience and stock equipment ready to ship, FLUX should be your one and only call. This approach yields tangible results. “Recently we worked with a major pharmaceutical company in Puerto Rico that needed to replace some equipment,” Conde recounts. “We sat down with them to understand exactly what they needed, then spoke with Aquafine. We were able to design and offer customization options that weren’t previously available, saving the company over $200,000 because they didn’t have to modify their existing system or revalidate it.” Key partnerships form the backbone of PSI’s service model.“Three of our top manufacturing partners are Watson-Marlow Pumps, Fristam Pumps, and GEMU Valves,” Conde notes. “We integrate these lines in many projects, using pumps to move water through UV systems and for specialized pharmaceutical applications.” As PSI looks to the future, Conde’s leadership philosophy emphasizes both business growth and human values. “You have to be human, and as company president, I strongly believe in work-life balance,” he reflects. “Family is very important, and that’s something I implement here in the office. An employee is human, just like anyone else. You have to promote healthy work-life balance while maintaining a strong commitment to teamwork and sustainable work ethics.” 10 BUSINESS VIEW CARIBBEAN VOLUME 12, ISSUE 03
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