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São Paulo – A Brazilian company that manufactures machines found a path to international sales on the internet. Born from a family business and a need for the domestic market, Naliteck Mecânica e Automação Industrial, from Olímpia, in the interior of São Paulo, is now an exporter and serves seven countries, including two Arab nations, the United Arab Emirates and the Egypt.

Export started seven years ago, with the posting of videos on YouTube. Naliteck's trajectory, however, began much earlier, in 2010, with the founding of the company by Antônio Roberto Nalini. Years later, when the businessman's two sons, Flávio and Vitor, graduated in Electrical and Mechanical Engineering, respectively, they became directors of the Electrical and Production areas.

Naliteck: optimizer for wood cutting

The idea to create Naliteck came after Antônio, the company's commercial director, worked in a wood packaging factory, which conditioned wires and cables – known as wire winding spools. “At that time, as the equipment to machine and manufacture the spool did not exist, I made it myself. I was developing equipment for each function within a factory, until one day, due to logistics, we saw that the reel business was not viable”.

After announcing the sale of machinery to move on to another branch, one of the customers asked to buy them. After installation, that same customer convinced him to make another machine. And the equipment has been perfected over time and has already been sold to large national industries.

Among the main products sold in Brazil are machines for manufacturing wooden spools and optimizers for cutting different sizes of wood for different purposes. On the other hand, sales are made of the machine for manufacturing wooden spools.

Digital path on export

Serving seven countries – Romania, Paraguay, United States, Turkey, Egypt, Spain and the United Arab Emirates –, exports began seven years after the company was founded through the digital environment. Antônio, 59, born in Olímpia, without any pretensions, started making short videos of the products and posting them on YouTube, until he was contacted by his first international client, from Romania.

“Mr. Giovanni wanted to come here to Brazil to see the machine for making wooden spools working. With the authorization of some national clients, I took it. Giovanni liked it and bought the machine”, recalls the founder of Naliteck, about the Romanian buyer.

But like everything that was done for the first time, this sale presented some difficulties at first. However, once the installation and sale were done, they learned how to negotiate abroad and Antônio started to promote the equipment more to other potential buyers.

Business with the Arabs

Next, they conquered three clients in the United States, made sales in Paraguay, Turkey, Egypt, Spain and, finally, with the help of the Arab Brazilian Chamber of Commerce, closed a deal with a client in the United Arab Emirates.

As with the first international deal, the company faced a certain difficulty when it sold to a client in Egypt. Antônio, who was contacted by the buyer through Facebook in July 2020, says that the problem happened between the banks involved in the negotiation, one Brazilian and the other Egyptian.

Naliteck Machining Center

As the two institutions had not yet become related, the founder of Naliteck tried in different ways to close the deal, while at the same time suffering from the distrust of the client. The Egyptian was afraid to send the amount in advance because he thought he would not receive the delivery.

“Since the value was low at the time, I took the risk, on my own, and closed the deal. When we shipped the machine at the Port of Santos and sent the documentation, they paid right away. In the second negotiation with another Arab country, we had greater resistance when exchanging keys with the bank here. And we didn't know why”, says Nalini.

“When I was about to give up on the negotiation, I googled it and found the Arab Brazilian Chamber. I told the story to Alberto Salgueiro (Acquisition and Relationship Coordinator at the institution) and he said he would try to intercede, even though I was not a member. He made contact with the Arab Chamber office in Dubai, passed on my company details, certifying that Naliteck was a legal business. From that, it generated credibility with the client and they gave a down payment of 50%. After that, the machine was delivered and we joined the Chamber.”

The Brazilian company is still negotiating a large sale to another client in Egypt. However, as the factory is located in Algeria, negotiations are being carried out with the local financial institution, which has yet to close any deal with the Brazilian bank.

In addition, Naliteck has already received requests for quotes and submission of proposals

Fonte: Agência de Notícias Brasil-Árabe