São Paulo – The Brazilian Medical Device Manufacturers Association (Abimo) is going to organize a mission to Saudi Arabia seeking new deals for the industry. The country has been selected as one of the targets of actions pertaining to the agreement that will be renewed on the next 26th among the Abimo and the Brazilian Export and Investment Promotion Agency (Apex).
The choice was based on information supplied by a consultant to the Abimo, according to whom Saudi Arabia should build over 120 new hospitals. “We have spotted a great sales opportunity there,” says Hely Maestrello, the association’s executive director.
According to Maestrello, the association has attended trade shows in the Arab countries since 2003. He explains that from the start, he was surprised with the good acceptance of Brazilian products by Middle Eastern buyers.
This year, the Abimo took 50 companies to Arab Health, the Middle East’s largest healthcare fair, and 18 companies to AEEDC, a dental industry fair. Both are held in Dubai, in the United Arab Emirates. “The fairs have always yielded very good results. These two events generate lots of business in the Middle East, because they are attended by buyers from all countries in the region,” says the director.
In September, the Abimo is going to survey the Saudi market, including visits to distributors and hospitals. In January 2011, the mission will take Brazilian companies interested in entering the Arab market to participate in business roundtables. “The Saudis enjoy being visited. You will not sell them anything until you have gained their trust,” explains Maestrello.
Presently, the Arab market receives 30% of Brazilian exports in the industry. Maestrello believes that the rate may reach up to 40% within three years.
*Translated by Gabriel Pomerancblum
