Marina Sarruf*
São Paulo – Fibrafort, a Brazilian maker of fishing and leisure speedboats is negotiating the expansion of exports to the Arab market. "We already export to Egypt and to Kuwait and are negotiating with Saudi Arabia," stated the export manager at the company, Marcelo Puscar, who should travel to the Middle East at the beginning of next year. The company ships, on average, 50 speedboats a year to Egypt and Kuwait.
According to Puscar, Fibrafort has had a distributor in Cairo for a year and a half. The first contacts were made at a fair in Germany. "The Arabs like shaking your hand and looking into your eyes while negotiating," he said. This is one of the reasons why Puscar is going to Saudi Arabia, the United Arab Emirates and Egypt next year. According to him, company exports to the region began five years ago, but only now has Fibrafort started investing in prospecting new markets.
The main models of speedboats shipped to Egypt and Kuwait are the Style 215, 222 and 255, which vary from 7 to 12 places and measure between 6.3 metres and 7.3 metres in length. The boats may also have accessories like bars, refrigerators, protective cover, 60 litre cooler, remote control headlights, and 10 kilogram anchor set, among others. The 255 model, the greatest of all, comes with a synthetic marble sink, centre table and storage space for skis and wakeboard.
According to Puscar, Fibrafort has a potential for greater growth in the Arab world. "The Middle East is a great market for the company. They have cheap petrol," he said. However, the executive adds that the market in the region is very competitive and the Brazilian naval industry is not very well known abroad, making entry into new destinations harder. The company has European CE certificates, guaranteeing greater safety and quality to importers.
The organization already exports to 35 countries and the main market is the European. Among the main destinations for the speedboats are England, Greece, Norway, Holland, Germany, Australia and nations in the Caribbean.
Leader in Brazil
Fibrafort, established 18 years ago in Itajaí, in the southern Brazilian state of Santa Catarina, produces 1,200 boats a year and exports 30% of its produce. The company produces 12 different models of speedboats and prices vary from US$ 3,000 to US$ 25,000. According to Puscar, Fibrafort dominates 70% of the domestic market and is the greatest factory in South America. The company employs 130 people, being 15 engineers and designers who base their designs on European speedboats. The size of the vessels varies from 15 to 26 feet.
The company usually participates in various international fairs. Its next participation is going to be at the SP Boat Show, a nautical sector fair scheduled to take place in São Paulo between October 5 and 10.
Contact
Fibrafort
Tel. (+55 47) 3249-9999
Fax. (+55 47) 3249-9963
Site: www.fibrafort.com.br
*Translated by Mark Ament
