Blog

She was highlighted this Tuesday (14) in one of the main financial and business news portals that focuses on the Middle East and North Africa region: MenaFN (Middle East North Africa Financial Network), founded in 2000 and which it always brings up-to-date and reliable information about the economy, finances, business and relevant events, such as, now, Naliteck expanding its exports to that corner of the world.

The cover of Mena FN this Tuesday (14)

In addition to covering the main economic and financial events in the region, MenaFN highlights business and investment opportunities, as well as promoting the exchange of knowledge and best practices among countries in the region. Therefore, the highlight at Naliteck.

The report, very explanatory about the Olympian company and its business that now expands to seven countries, including two Arab nations, begins like this:

“São Paulo – A Brazilian machine manufacturer found in the online world a way to tread the path of international sales. Born as a family business to meet a domestic need, Naliteck Mecânica e Automação Industrial, headquartered in Olímpia, São Paulo, is now an exporter and serves seven countries, including two Arab nations, the United Arab Emirates and Egypt (in the image above, a visit to the country).

“Exports started seven years ago, with the publication of videos on YouTube. Naliteck's history, however, began much earlier, in 2010, when the company was founded by Antônio Roberto Nalini. Years later, when his two sons, Flávio and Vitor, graduated in Electrical and Mechanical Engineering, respectively, they became directors of the Electrical and Production departments”.

The report continues:

The idea of creating Naliteck came after Antônio, the company's commercial director, worked in a wood packaging factory, which conditioned wires and cables – known as reel flange. “At the time, as there was no equipment to machine and manufacture the spool, I did that. I developed equipment for each function within the factory, until one day, for logistical reasons, we saw that the business of winding wires was not viable.

After announcing the sale of the machines to go into another industry, one of their customers offered to buy them. After installation, this customer convinced Antonio to make another machine. And the equipment was improved over time, being sold to large national factories.

Some of the main products sold in Brazil are wooden spool flange machining centers and wood cutting optimizers for various purposes. Abroad, wooden spool machining centers are the most sold products.

Now serving seven countries – Romania, Paraguay, the United States, Turkey, Egypt, Spain and the United Arab Emirates – exports began online seven years after the company was founded. Antônio, 59, born in Olímpia, started posting short videos of the products on YouTube and was soon contacted by his first international customer, from Romania.

“Mr. Giovanni wanted to come to Brazil to see the wooden spool flange machine in operation. With the permission of some national customers, I took it. Giovanni liked it and bought the machine”, says the founder of Naliteck about the Romanian buyer.

But like everything that is done for the first time, this sale presented some difficulties at first. However, after the installation and sale were completed, they learned to deal abroad and Antônio took the lead in promoting the equipment to other potential buyers.

Then, they conquered three clients in the US, sold to Paraguay, Turkey, Egypt and, more recently, with the help of the Arab Brazilian Chamber of Commerce (ABCC), closed a deal with a client in the United Arab Emirates.

As with its first international business, the company faced some difficulties when selling to a customer in Egypt. Antônio, who was contacted by the buyer on Facebook in July 2020, says that the problem was with the banks involved in the deal, one in Brazil and one in Egypt.

As the two institutions had not interacted before, Naliteck's founder tried several ways to close the deal, while dealing with customer distrust. Egyptians were afraid to send money in advance because they thought they would not receive the shipment.

“Since the value was low at the time, I took the risk on my own and closed the deal. When we sent the machine from the Port of Santos and sent the documents, they paid immediately. In the second negotiation with another Arab country, we faced some resistance from the Brazilian bank when the keys were exchanged. And we didn't know why," he said.

“When I was about to walk away from the business, I googled and found ABCC. I spoke with Alberto Salgueiro (Acquisition and Relationship Coordinator at the institution), and he said he would try to intervene, even if I was not a member. He contacted the ABCC office in Dubai, provided my company details, showing that Nalitech was a legal business. This showed our credibility to the customer, who then paid 50% upfront. After that, the machine was delivered and we became members of ABCC.”

The Brazilian company is still negotiating a large sale to another client in Egypt. But as the factory is located in Algeria, negotiations are being carried out with a local financial institution that has not yet closed any deal with the Brazilian bank.

In addition, Nalitech has received quote requests and commercial offers to sell wood spool machining centers to various customers in Saudi Arabia, UAE, Ukraine and India.

overseas expansion

In Europe, where the company closed deals with Spain and Romania, it is possible to find equipment similar to those sold by Nalitech. But the Brazilian company manages to stand out from the rest, says Antônio, due to lower prices and better equipment.

“Our equipment is much more practical and meets their production goals. The US, for example, makes good and reliable machines, but not with the same agility as ours. In addition, we manufacture a product that saves more energy and we Brazilians, due to our flexibility at the time of negotiation, ended up becoming friends with customers.”

Contacted by José Alfredo Torres, from Mexico, a consultant for the cable and wire industry in Brazil, Antônio agreed to have a company representative outside the country, and since then negotiations between the two countries have been discussed.

Since its first machine sold in 2010, Naliteck has dealt with many domestic customers as well. Its active customer base includes around 30 customers spread across several states in Brazil, such as Santa Catarina, Paraná, São Paulo, Goiás and Pernambuco. Its factory has 16 employees.

Source: Diário de Olímpia.