Tug Network Team met with Miguel de Orbegoso, Managing Director of CPT Towage, in Rotterdam. We spoke about what the alliance means from CPT Towage’s perspective and what it changes for customers. For Miguel, the value of TNT is clear: it allows respected regional operators to offer customers something broader, without losing the strengths that made them successful in the first place.
CPT Towage is one of Tug Network Team’s founding members. The company has direct presence in Chile, Peru, Ecuador, Argentina, Panama and Mexico, and operates a fleet of 48 tugboats across Latin America and the Caribbean. That combination of regional presence and operational experience gives Miguel a strong perspective on what TNT can offer customers across the globe.
What made Tug Network Team worth joining from the start?
For us, it started with a commercial question. How do we offer something different to customers? We are strong in the countries where we operate. We know our markets, our ports, and we know how to do the job well. But with TNT, we saw a way to go beyond that. Towage is often seen as a commodity. So, the question becomes: how do you differentiate with a different proposition? That was where we saw the opportunity.
What does an alliance like TNT actually change for customers?
It gives them access to a network of towage partners that think and operate in a similar way. That matters more than people sometimes realize. A customer may know a towage operator in one region, but not in another. Then the choice is often left to an agent or somebody else in the chain. With TNT, you can introduce that customer to a trusted alliance partner in another market. A player with a good reputation and the right operational mindset. In the end, it still comes down to relationships and trust.
From your side, where do you see the real value being created now?
I see the value in the global proposition. That is where it becomes real for the customer. If a shipping line or charterer buys into the alliance concept, they can operate in different parts of the world knowing what kind of operator they are dealing with. They can expect a similar mindset, a strong focus on quality and a high standard of tug operations, while still benefiting from local expertise.
In a market that is becoming more consolidated, why does TNT matter?
Because more and more customers are looking for a broader network. That is just the reality. We are already seeing it in tenders. Global players expect scale, reach and consistency. As individual companies, it is harder to respond to that. As an alliance, you open more doors. You get access to opportunities that maybe were not there before.
What can strong regional operators offer that larger players sometimes cannot?
They are close to the market. That sounds simple, but it matters a lot. A strong regional operator understands the customer, understands the port, understands how things actually work locally. That is hard to replace. For me, that is one of the strengths of TNT. You are not removing the local player. You are giving the customer access to local strength in more places.
What should customers expect from Tug Network Team in the coming years?
They should expect more structure behind the concept. The idea is good. Now we have to put everything in place around it. More governance, more visibility, a clearer way of presenting ourselves, and over time a broader range of services. Bringing Felipe Gouvêa in as Executive Director is important in that respect. It gives TNT a face, and somebody who moves the alliance forward.
When TNT looks at future growth, what matters most to you personally?
We need to broaden our horizons. There are still regions where we are not present today, and that is something we need to address if we want to offer customers a truly global approach. But growth only makes sense if you bring in the right partners. For me, fit is the key. We need to respect the vetting process and be disciplined about who joins.
If you had to describe Tug Network Team in one sentence to a customer who has never heard of it, what would you say?
It is an alliance of like-minded regional operators that offers customers a global solution through highly skilled local partners.
Miguel de Orbegoso brings a clear customer perspective to the Tug Network Team story. In his view, the alliance is not only about scale. It is about giving customers a broader solution, while keeping the trust, local knowledge and operational quality that strong regional operators bring to the table.
