Onde o Valor Vive — A IMP Redesenha sua Capacidade de Operações

A four-round, advanced operations-strategy simulation set inside Indústria Mecânica Paulista Ltda. (IMP), a São Bernardo do Campo (ABC, São Paulo) maker of precision machined components and pre-assembled modules. IMP turned over R$480 milhões in 2025 at an 11% EBITDA margin with 640 staff and ~12 million standard hours of capacity running at 86% utilization. The trap is structural: 62% of revenue is low-capture 'build-to-print' work where IMP captures ~R$6 of the ~R$31 of value it creates per unit (≈19% share). On 4 March 2026 the anchor OEM, AGT Powertrain (28% of revenue = R$134 milhões), issues a 'partner or replace' ultimatum on a new electrified-drive module — co-develop and sign a multi-year value-sharing deal, or stay build-to-print under a 4%/yr price-down and open re-bidding. Capacity, not demand, binds: only ~1,68 million free hours against a ~2,4 million-hour module ramp. Playing the COO, you (1) DIAGNOSE where value is created vs captured and rank lines by contribution-per-CONSTRAINT-HOUR — not per-unit margin; (2) PLAN which capability to rebuild (co-engineering, advanced metrology/qualification, or flexible assembly) inside a R$40 milhões envelope, deciding what build-to-print volume to STOP serving to free hours; (3) NEGOTIATE the value split with AGT — a target capture share anchored to a real, scarce capability, without over-reaching and pushing AGT to the Paraná competitor; and (4) COMMIT capital under the cap, knowing reconfiguration (R$22M) plus a new line/third shift (R$35M) = R$57M exceeds R$40M, so you sequence, phase, or lease. The math rewards the contribution-per-hour lens, capability-backed capture, disciplined sequencing under the cap, and securing the volume that fills the constraint — and punishes the five classic errors: margin myopia, capture-without-capability, cap-busting, over-negotiating the split, and exiting high-per-hour volume. Final KPIs track Value-Capture Share %, Contribution per Constraint-Hour (R$), Capacity Utilization %, and Capital Committed against the R$40 milhões envelope.