The latest edition of Fispal, which was recently held in São Paulo, was a success and confirmed the growth of the Brazilian market. We had a chat about its characteristics and the role Senzani can play in it with Carlos Augusto Restaino Galhardo from Adertech Soluções Integradas.
“The Brazilian Market is composed of multinational companies that are market leaders, such as Nestlé, Unilever, P&G, Mondelez, and also national companies with large production and investment capacity. Most of the companies are located in the southeast, midwest, and south regions. The Food, Hygiene and Cleaning sectors have shown great growth potential, with the emergence of new national brands, which compete very close to market references, and have invested in updating the industrial park. We have examples of national companies, such as Química Amparo, which has become a leader in the production of detergent powder, ahead of Unilever.
Investments occur in a structured and planned manner, following pre-defined schedules. At the moment, interest rates are high and the exchange rate is unfavourable for the import of equipment. But for several solutions such as cartoners and case packers of large capacities, there are no equivalent national solutions, and our clients can benefit of using Import Duty Exemption (“Ex-Tarifário”)”.
What type of clientele do you target? Who are the companies you mainly encounter?
Our initial focus has been to contact companies where Senzani has viable technical solutions and references with already installed machineries. In particular, markets where Senzani has world-renowned solutions, such as detergent powder, and also solutions for coffee capsules, doypack, candies, etc. We also look for companies that have demands for high-capacity solutions and products with high added value, for which there are no national suppliers.
How did you meet Senzani and why have you chosen the company as a partner?
I met Senzani more than 25 years ago, when I worked in the engineering area designing equipment. At that time, I had the opportunity to see cartoners operating with detergent powder, and customers always mentioned the brand as synonyms of robustness and efficiency. As a mechanical engineer, I could understand the reason for this success. I have commercial experience for more than 20 years working in the pharmaceutical, cosmetic, food and hygiene and cleaning equipment segments. My representative company, Adertech, has been working with some Italian equipment brands for the pharmaceutical and cosmetic segments, and our portfolio lacked a reliable company for the food, hygiene and cleaning segments.
The name of Senzani came from a business opportunity raised with a market partner. As I already knew the brand, I made the first contacts to follow this opportunity. Adertech’s mission is to work with proven robust and efficient solutions, which can offer good cost-benefit to our customers, with a level of excellence in service. So Senzani was a perfect marriage for us to carry out the prospecting and sales work in Brazil.
How, do you think, can Senzani solutions be competitive in your market?
In projects where Senzani’s solutions are a world reference and in solutions that do not have local equivalent competitors. There are also good opportunities in companies that value high efficiency and productivity with low operating costs, which accept to invest a higher amount in the purchase of equipment that delivers this result. In addition, considering the high technical capacity of Senzani’s engineering, customized projects are also good opportunities.
Which reputation does the Senzani brand have in your target area? Could you possibly name three adjectives that your market associates with Senzani?
Senzani is recognized in Brazil for providing a reliable, robust and efficient solutions.
Which feedback has the Senzani equipment gotten so far? What is your opinion about the start of this partnership?
The comments regarding the equipment and the company are always very positive. We visit customers who have had equipment running for more than 30 years, with the same efficiency as new equipment. Senzani is a very respected company, recognized for acting in a very responsible way, with an excellent level of technical support, with no worries from customers. Although our work began less than a year ago, we already consider this partnership a success, with many opportunities in progress, and a large project closed in a national company that did not yet have a Senzani solution. We can see that there is room to grow a lot in Brazil, and we are very pleased to be part of this organization.