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contents in resins and coatings. “Technological innovation
tendstohappenataslowerpaceinthisparticularsegment,as
itisaheavilyregulatedonewherethestrictestofperformance
requirementsneedtobemet.Intermsofthemarketsweserve,
withtheexceptionofthepackagingindustry,inthatitfollows
asummer-wintertypeofseasonalmovementand isrelatively
perennial, theyareall highly impactedby theBrazil’secono-
mic situationand, especially, linkedwith theneed formore
investment in the ship-building andmanufacturing sectors,
whicharemajor consumersof this technology.Accordingly,
growthinthismarketissignificantlydependentoninvestments
returningtothecountry.”
Togiveusanideahowhighthebarissetforapplyinganepoxy
system,Lumasa’sco-owneranddirectorPauloIntelizanotells
usthatPetrobras,Brazil’sstate-ownedoilcompany,imposes
itsown,highresistancestandardsforcoatingstobeapplied
onsurfacesmoreaggressivelyexposedtocorrosion.Forpre-
-saltoildrillingapplications,however,thesearch isstillonfor
anepoxy system that canwithstandextreme temperature
andabrasionconditions.As forthetechnologyused,epoxy
resinsareaprettywell-establishedchemistry, so there isn’t
a lotof innovationon thesideof the resinproper,which is
componentA,butwhen itcomes to thehardener theyare
mixedwith, agreat deal of changehas been takingplace,
onaccount thatonlya few supplierspossess theexpertise
tomanufacture increasinglyeco-friendlyhardnessfeaturing
outstandingperformance in termsof chemical andmecha-
nicalstrength.”
TINTINGSYSTEMS -EQUIPMENTPRODUCTSKEEPPACE
WITH INDUSTRY’SDEVELOPMENT
Themarket intintingsystemsgrowsbytheday inBrazil,gai-
ningevenmoreroom in factoriesandstores.This isbecause
this technologyhas proved todeliver innumerablebenefits
andadvantages.
While ithasfollowedapatternofevolvingprogressively, the
marketfortintingsystemshasalotofroomforgrowthinBrazil.
Today, it isestimatedthatthere issomethingbetween15,000
and18,000tintingsystems installed in justunder8,000points
of sale, and thatalonedemonstrateenormouspotential for
growth, according toReubensDaCunha, business director
atCorobLatinAmerica.“InEurope, forexample,nineoutof
every10storeshavetintingmachines inplace.Thatnumber is
far smaller inBrazil,whichmakes thecountrya ratherappe-
alingmarket in termsof itspotential. Over thepast several
years, the tinting systems business has outgrown thepaint
andcoatings industrytwotoone,butwestillhavea longway
togo.Oneofthepathstowardsboostingsalesofpaintsfrom
tintingmachinesishavingstoreownersrealizeallofthevarious
benefits inherent intheequipment.Havingtheequipment in
yourstoreisapointofdifferencefromamarketingstandpoint,
and thenumerousbenefits include improved logistics, in that the
storeownerwill reducetheir inventorieswhile increasetheircolor
offerings—andweknowjusthowmuchthesetwothingsrepresent
intermsofturnoverandprofit.AtypicallyBrazilianpaintstorestill
has loadsof ready-madecolors instore,whichcanmeanabitofa
moneypitforthebusinessmanwhoowns it.”
Byusingtintingsystems,notonlydoesthebusinessinnovate,italso
makesitselfreadytoformulatecolorsjustwhenthedemandarises,
according to JacquelineArruda, ofDedoes’ salesdepartment for
Brazil.“Ofcourse,however,inordertogetthere,youneedtomake
an investment,andthatwindsupbeing impactedbytheeconomic
ordeal the country has been experiencing, wherepeople aren’t
willingto investanymorethantheyreallyneedto,allowingready-
-mixedpaintstomakeacomebackandholdoursectorback,tothe
pointofupsettingourgrowthinthepastcoupleofyears—butwe’re
alreadyseeingsome improvementthisearly into2017.”
ItaltinoexecutivedirectorDanielGondelman,too,believestheBrazi-
lian installedbase iscurrentlyataround20,000machinesforpoints
ofsale,andalsothattherestillisalotofroomforgrowth.“Systems
currentlyunderdevelopment includeunitsdesigned formedium-
-sizedmanufacturerswhoseize theadvantagesof integrating the
storessellingtheirproductswiththeirowncolorformulatingsystem,
therebyreducing inventoriesthroughoutthecycle.”
MarcosMagoni, salesdirector at Fluid for LatinAmericaandMe-
xico, says that theBrazilianmarket still isaveryconservativeone.
“Weconstantlyencountercustomerswhobelievethere’saquality
differencebetween ready-mixedpaintsandcolors formulatedby
tinting systems. AlongsideVitoria&Cia., we haveourwork cut
out for us to change this scenario andgrowour businessmore
rapidly.Nevertheless, thepastseveralyearshavecertainlyseenan
exponentialincreaseinthenumberofsystemsinstalled.Wereitnot
fortheeconomicdownturnfollowing2014, Idobelievewe’dhave
50-percentasmanyunitsinstalledinthemarketplace.Theimproved
marketconfidencefor2017 iswhat’smotivatingusnow,andpaint
companiesarehelpingaswell,bycarryingoutnewinitiativestosteer
themarkettowardstintingsystems.”
CHEMICAL DISTRIBUTION - COMMITTED TOQUALITY AND
SUSTAINABILITY
Clariquímicahasbecomenotonlyanindustrialchemicaldistributor,
but also, andmost importantly, abusinesspartnerwhoprovides
technicalsupport, jobtraining,and innovativetechnologies.
After10years inthemarketplace,Clariquímicahasbecomeamajor
supplierofindustrialchemicalstovarioussegments,overandabove
providingcustomerswithtechnicalsupportandotherservices.“The
historyofourcompanybeganwiththemanyyears’experienceSer-
gioMastrorosaandIhadamassedinthebusinessofdistributingche-
micalsandprovidingrelatedservices.Webecamebusinesspartners
and foundedClariquímica,and itwasn’t longbeforeMauroConte
joinedourranks.Asthreepartnerstoday,weareveryexperienced
andhaveextensive knowledgeof pigments, plastics andunique