São Paulo – The Brazilian companies due to participate in the 32th edition of the Big 5 Show in Dubai, from November 5 to 8, will use the event to increase their sales in the Middle East. Padlock manufacturing company Pado, for instance, has already told ANBA that it intends to export to the Middle East starting in 2013, and for such it will showcase its products at the Big 5.
The Santa Catarina-based construction equipment manufacturer Menegotti is keen on increasing its market share in the region, where it does business with Qatar, United Arab Emirates and Saudi Arabia. Exports make up approximately 10% of Menegotti revenues. Of those, 35% originate from sales to Africa, 35% to South America, 15% to Central America and the Caribbean, and 15% to the Middle East.
In order to boost sales in the region, export manager Thiago Sandrini Leite is betting on the world economy to recover, and intends to sell concrete mixers and lighting towers. “We have noticed that after the crisis, the industry rebounded in the Middle East, and we want to strengthen our presence in the region. I hope the worst (of the crisis) has passed, because we want to make a strong comeback in exports to the region,” said the manager for Menegotti, which has exported its products since 1974.
Tramontina also believes in a potential sales increase to the Middle East. The company will showcase its kitchen sink and bowl line at the Big 5. Tramontina also claims that the Middle East’s share in overall exports is still timid, but the sink and bowl line is promising. “Hence our great expectations of making good contacts at the Big Five and thus boost our trade.” The company’s highlight for the Big 5 is a line of sinks made from tempered glass rather than granite.
Mining company Pettrus Mineração will have its debut at foreign fairs. The company owner, Maxwell Alcântara, aims to conquer the Arab market in a niche the competition does not fully explore: exotic stones. “I am aware that there will be competitors at the fair which are major, well-structured companies, but they work with a type of stone that is sold in large scale. I intend to show the Arabs stones that can be used for decorating a hotel hall, a bathroom, an exclusive space,” he says. The company already exports to the United States and Europe.
One such exclusive stone, says Alcântara, is white, translucent quartz. “The Arabs boast and avant-garde architecture, thus I believe they may be interested in this stone,” he says. Alcântara knows, however, that he is unlikely to strike any deals during the fair. “If I get an order, that will be great, but I am prepared to show my product in the best possible way so that I can make good contacts,” he said.
Astra, which had good results in the 2011 edition, is returning to the fair this year with a different strategy. The company executives intend to use the worldwide exposure that the Big 5 brings in order to conquer new clients. “We want to increase our share of the Arab market, but we are not targeting the region only. The fair receives many visitors. We get in touch with people from other countries, and shortly after the fair we get orders for test samples, and then we negotiate,” says Astra trader Marc Dotto. Products to be shown at the Big 5 include a mini bath tub, flush tanks, electric showers and syphons. “We will showcase our products and offer competitive prices,” he says.
*Translated by Gabriel Pomerancblum
