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Brazilian Metal Company Plans to Compete with China in Arab Market

Soprano, manufacturer of iron fittings and hydraulic equipments based in the city of Farroupilha, in the southernmost Brazilian state of Rio Grande do Sul, wants to form long-term partnerships in the Arab world.

For such the company will participate for the first time at the Damascus International Fair, which will take place at the capital city of Syria between the 3rd and 12th of September. The event will have a Brazilian stand organized by the Arab Brazilian Chamber of Commerce (CCAB).


“Our idea is to enter the market and stay in it, we want a representative or distributor for a medium to long-term relationship, not simply make a moment sale,” said the company’s exports corporate coordinator, Carlos Ronaldo Oliveira.


Soprano manufactures mainly iron fittings for construction and furniture, like locks and hinges, and hydraulic cylinders for heavy machinery, such as dump trucks and mechanical diggers.


The company started exporting about 10 years ago and currently sells to Mexico, Argentina, Chile and South Africa. In Mexico, the company already holds a good share of the market for hydraulic cylinders. Now the aim is the Arab world.


The company has its eye in the construction sector, which is in full expansion in the region. So much that, never having been to an event in the Middle East, the company will now participate in two trade shows.


At the end of the year, the company will also be present at the Big 5 Show, greatest construction trade fair in the region that will take place in Dubai, in the United Arab Emirates, where the sector is going through a real ‘boom’.


“Our idea is to try to enter this market with conditions to compete with Chinese suppliers,” said Oliveira. “The quality of our products is considered to be very good in Brazil, lets see what we can manage at the fairs to step into the region. There will be a lesson to learn,” he added.


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Today exports represent 30% of the revenues of the company’s hydraulic equipments sector and 5% of the iron fittings area. Although the internal market is not bad, Oliveira considers that, for revenues to increase between 10% and 15%, exports have to be expanded. He wants external sales of iron fittings also to reach 30% of the total traded.


In total, the company’s revenue last year was of about US$ 50 million, where the share of the “heavy” products, or hydraulics, represented 22%. With five factories located in the states of Pernambuco (Northeast of Brazil), Mato Grosso (Midwest) and Rio Grande do Sul (South), Soprano, founded 51 years ago, employs 1,500 people.


Soprano – www.soprano.com.br


Anba – www.anba.com.br

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