São Paulo – Pharmaceutics laboratory Cristália wants to increase sales to the Middle East. The company exports from 4% to 6% of total production, but does not reveal how much goes to the Arab countries. "It is a significant sale,” says Klaus Villela Larsen, Export and New Business director at Cristália.
The laboratory has been exporting to the Middle East since the late 1980s. The main buyers in the region are Syria, Saudi Arabia and Iraq, to which anaesthetic is sold (medical and dentistry), antiretrovirals, pain killers and narco-analgesics.
According to Larsen, Cristália is seeking partners in the region to expand sales of laboratory products. "I want a distribution agreement with a pharmaceutical laboratory or a distributor who may promote these products. We want a long-term relationship,” he pointed out.
Currently, sales to Syria and Iraq are made through a commissioned agent, whereas in Saudi Arabia there is a distributor.
Larsen reveals that the company is working to operate in the countries of the Gulf Cooperation Council (GCC), which includes the United Arab Emirates, Qatar, Oman, Bahrain, Kuwait and Saudi Arabia. He says that, especially in the Emirates, Cristália is seeking a partnership with a pharmaceutical laboratory interested in the import of its products.
To sell to the countries in North Africa, Cristália is getting ready to adapt to the demands of sanitary agencies like the European and North American. Larsen explains that the laboratory has hired a specialized person to promote this training, which should take place in two or three years.
The director reveals that Cristália wants to expand its exports to between 15% and 20% of production, which is directly connected to international compliancy which, according to him, would also open markets in Asia and the United States.
With regard to products sold on the Arab market, Larsen says that all were adapted to the local legislation, with instructions and labels in Arabic. "The packages are produced especially for the Arab market.”
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Cristália Produtos Químicos Farmacêuticos Ltda
Contact: Klaus Villela Larsen
Telephone: (+55 19) 3863-9824
klaus@cristalia.com.br
*Translated by Mark Ament
