Fabio Danzé Montini Pioneers AI for Andorran Industrial SMEs

Fabio Danzé Montini, with nearly four decades of experience selling industrial solutions worldwide, has emerged as a pioneer in applying artificial intelligence to small and medium-sized industrial enterprises in Andorra and beyond. Starting his career in an era of landline phones, he learned early that successful sales rely on systematic processes centered on client needs, rather than chance.

Today, as a consultant, trainer, and coach specializing in industrial sales and AI analysis, Danzé focuses on practical integration of AI to reshape business operations. He emphasizes transforming how companies sell, make decisions, and manage knowledge amid digitalization. His approach avoids theoretical hype, targeting three key areas: commercial and strategic diagnostics to pinpoint AI opportunities in prioritization, offers, and pricing; training for non-technical teams to use generative AI as a business assistant by asking better questions and extracting actionable insights; and daily integration to free up sales staff for client-facing work.

Danzé's philosophy is clear: "AI should not replace the salesperson but elevate them. If it does not improve sales, prioritization, or decision-making with greater calm, it serves no purpose."

This expertise informs his new book, *Markeselling y el Camino del Monje en la Pyme Industrial*, soon available to Andorran and Catalan audiences. The book critiques the constant urgency mode plaguing many SMEs—reacting to emails, last-minute offers, and price pressures without space for reflection. Drawing on Buddhist principles like impermanence, mindfulness, and appreciating existing resources, it positions AI as a tool subordinate to a more conscious, focused business strategy.

Through his professional services, Danzé offers strategic and commercial consulting via his FDM method, in-company workshops, tailored training, and personalized coaching for owners and executives. For SMEs seeking grounded expertise in machinery, AI, and deeper business wisdom, he provides a rare blend of field experience, discerning technology use, and practical insight.