Marina Sarruf*
São Paulo – Odontobrás, a maker of dentistry equipment from the city of Ribeirão Preto, in the interior of the state of São Paulo, has been exporting to the Arab world for three years. Of the 46 countries to which Odontobrás sells, eight are Arab: Egypt, Saudi Arabia, Syria, the United Arab Emirates, Lebanon, Libya, Morocco and Algeria. "It is a market with great potential," stated the company export manager, Danny Arendt.
To increase sales to the region, last year Odontobrás participated in Arab Health, the fair turned to the medical and dentistry equipment sector in Dubai, in the United Arab Emirates. This was the first time that the company participated in a fair in an Arab country, and it went in partnership with the Brazilian Export and Investment Promotion Agency (Apex). "If Apex goes to a new fair in the region, we are interested in participating," stated Arendt.
According to him, the first contacts with Arab businessmen were at the largest fair in the dentistry sector in Germany, the International Dental Show. Arendt stated that the company is always present in international fairs, in Germany, Milan and Chicago. "Arabs usually participate in fairs in Brazil, where we also make contacts," he said. The main products the company exports to the Arab market are autoclaves, machines used for the sterilization of equipment through the use of steam, heaters, washing machines and sealers.
Odontobrás exports around 40% of the company production and the main market is Latin America. "Sales to the Arab market take place two or three times a year, and they sometimes, but not always, place considerable orders," stated Arendt. He believes that one of the bottlenecks to sales to the region is the cost of freight. "For the time being we offer a good product at accessible prices, but the appreciation of the dollar (against the Brazilian Real) may pose a problem," he added.
Of the Arab countries, the main markets are Egypt and Algeria. The company counts on distributors in all the countries in the region to which it exports. Currently, Odontobrás has a production area of 2,000 square metres and employs 60 workers. Among the products made are heaters for sterilisation and drying, heaters for the culture of bacteria, autoclaves, reflectors and reflector heads, environment sterilizers, sealers and ultra-sonic cleaners.
Odontobrás has a monthly production of 400 autoclaves, 400 heaters, 400 sealers and 200 washing machines. The company was established in October 1990.
Contact
Odontobrás
Telephone: (+55 16) 3977-3300
Site: www.odontobras.com.br
*Translated by Mark Ament
