São Paulo – Granite producer Zucchi knows well what it wants: to sell abroad. The company was established in 1994 by Jonas Zucchi and has been investing in winning new clients abroad since then. This effort brought results in 2011: 80% of sales went to other countries. The company is headquartered in Serra, in Espírito Santo state, and produces 80,000 square meters of granite a month, but this production may double according to demand.
According to commercial director Leonardo Tatagiba, Zucchi Granite has obtained good results in sales to China and, now, the target is to grow in the Middle East. For this, a representative should leave to the region this week to visit potential clients in Arab countries like the United Arab Emirates and Saudi Arabia. The company already sells to the region and believes that it is possible to expand revenues. "We have two clients in Saudi Arabia. This year we have sent two containers to a client, who has already ordered another two," said Tatagiba.
The commercial director presented the company to a group of Arab businessmen, engineers and architects who visited Brazil at the invitation of the Brazilian Export and Investment Promotion Agency (Apex) to participate in a Buyer Project promoted in partnership with the Arab Brazilian Chamber of Commerce. On Thursday (8), they visited the Arab Brazilian Chamber offices, in São Paulo, and learnt about the proposals of some companies in the building sector.
Before that, they visited the Expo Revestir. They said that Brazilian companies have good products, but they are more concerned with sales to the local market. Tatagiba, however, showed that the Zucchi focus is on winning other markets. “Two Arabs showed great interest in the product and got in contact with me seeking further information. They want greater contact with us,” he pointed out.
The Arabs, says Tatagiba, usually buy more marble than granite. Furthermore, when they buy granite, they want a ready product. "I sell it in plates. They have capacity for product processing there. That should not hinder sales,” he said.
The United States is currently the main market for Zucchi. In 2011, the Americans bought 52% of all the company exported. Others of the main buyers are neighbours of the United States: Canada and Mexico. The 350 active clients are distributed in North America, Asia, Europe, the Middle East and South America.
In general, the company sells small volumes of stone in varied colours. “I have no great volume of one single model, as it is the variation in the granite that makes the environment more beautiful,” said Tatagiba. He believes he may increase sales in the market this year with classic or exotic stones. In luxury stone, he says, one of those most sold and greatly appreciated by the Arabs is Blue Bahia.
*Translated by Mark Ament
