Brastubo seeks alliances and partnerships in Brazil and abroad
Valor Econômico
Alliances and partnerships. That is the path Aldo Narcisi, owner and President of the traditional manufacturer of steel tubes from São Paulo, Brastubo, sees for his company to grow and survive. After a few difficult years of the national market in this decade - from 2002 to 2005 - which undermined some of the boldest expansion plans and even its internationalization, the manufacturer adapted itself and as of 2006, with the resumption of the economy of the country and the major infrastructure works, saw its sales heat up again. The sales in 2009 should end with growth of 50% compared to last year, at R$ 240 million (US$ 139.5 million), and 2010 promises to grow even more, thanks, mainly, to contracts in works related to the Growth Acceleration Program (PAC) of the Federal Government. According to the entrepreneur, the company currently has contracts that amount to R$ 200 million (US$ 116.3 million) in its portfolio.
In the past years, Brastubo has gathered all its operations, spread throughout several locations, in Cubatão and in São Vicente, in the region of Baixada Santista. The first unit is focused on welded steel tubes - capacity of 10 thousand tons a month - and the second, on high-density polyethylene tubes, capable of producing 3 thousand tons a month. "Our focus today is the sanitation works; we are present in several projects spread throughout the country", says the entrepreneur. But the manufacturer now plans and sees as essential resuming becoming a supplier in the segment of oil and gas, which should grow with the new discoveries, especially in the fields of the pre-salt area in the basin of Santos. But to do that, Brastubo will have to invest in modernization, adaptation and expansion of its facilities.
Narcisi says that that will require from R$ 40 million (US$ 23.3 million) to R$ 60 million (US$ 34.9 million), funds which would be welcomed from a partner. The plan is to be in conditions to cater to the orders of Petrobras and its suppliers still at the end of 2010. "We want someone with knowledge in the oil business and that has technology", he says. In this supply portfolio there are several materials for platforms, drilling of wells and transportation of oil.
In the business of polyethylene tubes, in which it is currently able to earn nearly R$ 70 million (US$ 40.7 million) a year, it has recently entered into a partnership with Chilean Tehmco, which manufactures products especially for the mining sector. "Together, both have become the world's largest company in this segment", he points out. The target of the union are works in the area of sanitation.
The manufacturer, which has 600 employees, has already been a major exporter of tubes, but, today, the shipments do not exceed 10% of the total sales. In the golden times, it was half the sold volume. "With the current foreign exchange rate of the country we are unable to compete", he regrets.