In this exclusive interview, Gonzalo Hederra, Q-Free’s VP for Latin America and GM in Chile, shares the company’s journey and achievements in the region.

With over 13 years at Q-Free, Gonzalo reflects on the significant strides made in tolling technology across Latin America, particularly in Chile, where Q-Free’s expertise in Multi-Lane Free Flow (MLFF) tolling has set the standard. From major projects in Chile to the promising outlook for tolling in neighboring countries like Brazil and Argentina, Gonzalo discusses the evolving market dynamics, customer demands, and how Q-Free is positioning itself to lead the way in the region’s transformation to automated tolling solutions.

Gonzalo, as the VP Latin America and GM of Q-Free in Chile, can you tell us about the most important projects in your region?

“Chile and Costa Rica are the only countries in Latin America that have adopted Dedicated Short-Range Communication (DSRC) technology for tolling. Of the two, Chile is the only country with Multi-Lane Free Flow (MLFF) tolling, one of Q-Free’s core areas of expertise. However, we have also made significant progress in Costa Rica, selling our tolling tags and readers, and breaking into a market previously dominated by competitors.

Despite a shorter presence in Chile than some competitors, Q-Free has successfully delivered large-scale projects in the country. Our first breakthrough came in 2015 when we won a contract to replace all 15 MLFF charging points of Vespucio Norte, one of the four concessions that implemented MLFF in the early 2000s. Today, Santiago alone has nine MLFF concessions.

In 2024, we achieved a major milestone with the successful deployment of the first End-to-End MLFF system for Ruta 78 in Sacyr, Chile. This project included 16 MLFF charging points and a full back-office system developed nationally. The system now handles more than 15 million transactions and 350 thousand invoices per month.

A key advancement in our back-office system is its transformation into a multi-concession platform. As Sacyr Chile secures new concession contracts, our system expands accordingly. In 2025, it will begin invoicing for two new Sacyr concessions, including Ruta 68, the busiest interurban highway connecting Santiago to Valparaíso. Today, this route has six MLFF charging points, implemented in 2019 by Q-Free RSE for the former concessionaire Abertis Chile. Under the second concession contract for this highway, Sacyr will need to install 24 new MLFF CPs after completing civil works in about five years.

Over the next few years, we anticipate adding two to four additional concessions, processing over 80 million transactions monthly by 2030.”


Q-Free equipment installed in Chile

How have customer demands shifted over the last few years?

“The Chilean MLFF market is mature, and as a result, clients now prioritize cost over technology-driven differentiation. Price sensitivity is especially evident in the tag market, but Q-Free has maintained its leadership by offering high-quality products and ensuring reliable delivery, even under tight deadlines.

Despite cost pressures, demand has increased significantly, and quality remains a critical factor. Concessionaires understand that their revenue depends on the reliability of MLFF technology, which has helped Q-Free maintain its competitive edge against competitors without a local presence.”

How do you see the region evolving in the next 5-10 years?

“By 2030, Chile will have 1,500 kilometers of the Pan-American Highway equipped with MLFF at all major tolling points. Four of the nine concessions along this stretch have already transitioned, and additional greenfield and brownfield concessions are expected to adopt MLFF tolling. Chile’s MLFF network will grow from 16 operational concessions to approximately 25 by 2030, creating a promising pipeline of projects. Because of Chile’s advanced MLFF infrastructure, other Latin American countries look to it as a model. Many nations are in the process of implementing the necessary legal frameworks to adopt MLFF.

Between 2025 and 2026, Brazil plans to introduce Multi-Lane Free Flow and migrate its existing electronic toll collection systems from barrier-based to full MLFF. Brazil’s MLFF market is set for rapid expansion in the near future. While this is becoming an increasingly competitive market for tolling system providers, Q-Free is well-positioned to secure a significant share.

The newly elected government in Argentina, led by President Milei, also has announced an ambitious concessions plan inspired by Chile’s MLFF success. If Brazil and Argentina fully adopt MLFF, other countries in the region—including Peru, Colombia, and Panama—are likely to follow in the medium term. Key discussions in the industry revolve around regulatory changes, technological integration, sustainability, user convenience, and stakeholder collaboration.

As Q-Free, we are excited to be at the forefront of this transformation, leveraing our expertise to support the adoption of MLFF across the region.”