S\u00e3o Paulo \u2013 The Brazilian grain storage equipment manufacturing company Kepler Weber wants to expand its business in the Arab market. \u201cThe Arab countries are a target market for us. It is a market to be developed,\u201d says Jo\u00e3o Tadeu Franco Vino, the company\u2019s commercial superintendent. \u201cFor such, we have even hired a Syrian to tend to our business in the region, because we had a hard time with the language,\u201d says the executive.<\/p>\n
The company has carried out works in the United Arab Emirates, Syria and Egypt. After the political and social crisis which befell the latter two, which were regarded as important clients, other countries entered the radar. \u201cWe are focusing on Sudan, and we are also prospecting for deals in Saudi Arabia and Jordan,\u201d says Vino. \u201cSudan is developing its agriculture, and there are even some Brazilians farming there,\u201d he explains.<\/p>\n
The most recent work executed by Kepler Weber in an Arab country was delivered in late May to the El Mona company, one of the leading flour mills in Egypt. The grain storage unit was installed in the city of Al Sharquia, 110 kilometres away from Cairo. The unit has capacity for 48,000 tonnes and comprises a set of eight silos, two cleaning machines, three lifts, horizontal grain conveyors, and two transport silos. <\/p>\n
The work was the company\u2019s third in Egypt, and its first for El Mona. Construction of the complex took ten months to complete at a total cost of US$ 5 million, including infrastructure works. Kepler\u2019s actual equipment cost US$ 2 million. \u201cWe are in the process of selling new works,\u201d says Vino of business in the Arab country.<\/p>\n
In the first quarter of 2012, Kepler Weber posted 23.2 million reals (US$ 11.2 million) in export revenues. According to Vino, exports account for 20% of the company\u2019s total revenues. He says the company has plans to increase that share until 2018, but does not disclose by how much.<\/p>\n
Uruguay is currently the leading foreign market for Kepler Weber. In addition to the Middle East and Africa, the company is aiming to expand its presence in South and Central America.<\/p>\n
Attending trade shows and seeking representatives are the avenues taken by the company to boost its international actions. \u201cTrade shows are quite interesting. In countries where we have no representatives, people always come up who want to represent us. In those where we do have representatives, new deals arise. These shows are bringing in good returns for the company,\u201d says Vino of events in Arab countries. <\/p>\n
In the region, the company has attended trade shows such as Saudi Agrofood, Sudan\u2019s Khartoum International Fair and Algeria\u2019s Djazagro. According to Vino, sales to Arab countries account for 10% of exports on average.<\/p>\n
To the executive, the company\u2019s business model causes it to stand out domestically and internationally. \u201cWe provide consulting services to our clients. We don\u2019t simply sell the equipment, we endeavour to sell solutions. This is Kepler\u2019s main differential in the market,\u201d he says.<\/p>\n
*Translated by Gabriel Pomerancblum<\/b><\/p>\n","protected":false},"excerpt":{"rendered":"
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