상품DB/브라질 산업용 장갑 시장동향(2014.8)//플라스틱 또는 고무를 침투ㆍ도포 또는 피복한 것

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제목	브라질 산업용 장갑 시장동향(2014.8)
게시일	2016-03-22	국가	브라질	작성자	김주선(리우데자네이루무역관)
품목	플라스틱 또는 고무를 침투ㆍ도포 또는 피복한 것
품목코드	611610
작성일자: 2014.8.6 작성자: 리우데자네이루 무역관 채송화(amychae@kotra.or.kr) 1. General Trend □ General  ○ Personal Protective Equipment (PPE) are required for the protection of workers at risk to health and safety during the performance of professional activities items. The devices are regulated and can only be sold with a certificate of approval issued by the Ministry of Labour and Employment.  ○ The works for the World Cup 2014 FIFA require lanyards, belts, harnesses, boots, and helmets among others. □ Trends and Opportunities  ○ Growing segment: the market for Personal Protective Equipment (PPE) is promising. The industry grosses over US$ 500 million per year, with an expected increase in sales of over 10%. The growth of trade in EPI(s) is directly related to infrastructure works, to sporting events such as the FIFA World Cup in 2014 and the discovery of pre-salt in the Brazilian coast. □ Investments  ○ Research Data Popular shows that will be spent R$ 146 billion in reforms in 2013, and of this total, US$ 69 billion will come from the pockets of families in the Southeast. This warming is related to the ease of lending for construction and reform and the increased purchasing power of class C and D in the country. □ Guest  ○ Public consumer: the client Personal Protective Equipment (PPE) is comprehensive and can be divided into two groups: the retailer and the wholesaler. The retail customer is one composed of individuals concerned with their safety and looking for that kind of trade to acquire good quality products and they can be useful in their daily lives. Have clients who buy wholesale companies are the most diverse firms or engineering (electrical and civil) and safety seeking by EPI(s) for your employees and partner companies. □ Defendants Products and Services  ○ Main demands: the EPI(s) are the most demanded shoes and gloves, which together represent 72% of industry sales.   - Other items that already have respiratory diffusion are the protectors and protective garments, in addition to equipment for protection at heights. 2. Regulations □ Rules  ○ All products must have CA (Certificate of Approval), plus accreditation with the Ministry of Labour and Employment. The EPI(s) must be shipped with technical instruction in the national language, guiding their use, handling, restraint and other references to its use.   - It is also mandatory that the EPI(s) have on display the batch number and manufacturing information regarding the procedures for cleaning and sanitizing. □ General and specific legislation  ○ The Personal Protective Equipment must comply with the Regulatory Standard 6 of the Ministry of Labour and Employment, approved by Ordinance GM n. º 3.214, of June 8, 1978, with updates until 2010. Text says Personal Protective Equipment (EPI) is any device or product used for individual use by the employee, for the protection of risks likely to threaten the safety and health at work.  ○ The Standard no. 6 also says that the EPI (domestic or imported) may only be offered for sale or used with an indication of the Certificate of Approval (CA), issued by the national body responsible for safety and health at work of the Ministry of Labour and Employment.   - Also according to the standard, all PPE must provide clearly visible and indelible characters, the trade name of the manufacturer, the production batch and the number of the CA, or in the case of PPE imported, the name of the importer, the batch manufacturing and the number of CA. 3. Market Trend □ Competition: High Density  ○ The small retail businesses of Personal Protective Equipment (PPE) suffer strong competition from other small businesses in the same industry. The density is high, 94%. From pre-to post-event World Cup 2014 FIFA, the competitive environment will find the presence of wholesalers also selling at retail. Partnerships, consortia and agreements between companies allow small business to participate in market share.  ○ Density is the index representing the percentage of small businesses in all firms that develop a specific economic activity in a given locality or region. This index varies between 0 and 1. Regard closer to 1, the higher is the predominance of small businesses that activity. This is a positive fact, because there is already a local culture that small businesses can get the job done.   - In this case, the company is better prepared will have a greater chance to take advantage of business opportunities. □ Expert’s Tip  ○ "PPE products must be of good quality because those without strength and not give safety wear out pretty quickly. The sale of PPE(s) for businesses and workers need to be based on the certificate of approval." □ Trends and Opportunities  ○ The market for Personal Protective Equipment (PPE) is promising. The industry grosses over US$ 500 million per year, with an expected increase in sales of over 10%. The growth of trade in EPI(s) is directly related to infrastructure works, to sporting events such as the FIFA World Cup in 2014 and the discovery of pre-salt in the Brazilian coast.  ○ Warranty and price are the most important factors influencing the purchasing decisions of end users as designers, installers, maintenance personnel, and consulting companies and resellers, particularly the electricity sector and construction.   - The criteria are the least influence of the source specification (domestic or imported) product and if there is training offered by the manufacturer.  ○ With the FIFA World Cup 2014 approaching, there are several projects that perform works seeking to attract customers during the season games. This is a sales opportunity for stores that sell Personal Protective Equipment (PPE), as they are mandatory use by employees. Popular Search Data points that will be spent R$ 146 billion in reforms in 2013, and of this total, US$ 69 billion will come from the pockets of families in the Southeast.   - This warming is related to the ease of lending for construction and reform and the increased purchasing power of class C and D in the country. □ Customers  ○ The consuming public of Personal Protective Equipment (PPE) is comprehensive and can be divided into two groups: the retailer and the wholesaler. The retail public that is composed of individuals concerned with their safety and looking for that kind of trade to acquire good quality products which might be useful in your day-to-day. Have clients who buy wholesale are the most diverse companies and engineering offices (electrical and civil) and safety seeking by EPI(s) for your employees and partners.   - Potential customers are industrial and agricultural enterprises, laboratories, construction companies, hospitals and clinics in general, banks, offices and security expertise, among others.   - In this case, the client falls within the sport business to business (B2B).  ○ It is worth remembering that if the employer does not provide protective equipment when an employee needs, he may respond in court, besides being fined by the Ministry of Labour and Employment.   - In turn, the employee is required to use PPE when necessary and may be dismissed for cause if you do not use it correctly, and in the locations indicated. □ Providers  ○ Suppliers of PPE(s) are usually the manufacturers themselves who are required to register with the national body responsible for safety and health at work. The rule applies to the domestic manufacturer as to both imported. Manufacturers of PPE(s) requesting the issuance of the Certificate of Approval and renewal when the expiration date stipulated by the national competent or when there is a change in equipment specifications organ.  ○ The domestic manufacturer or importers are responsible for maintaining the quality of PPE that gave rise to the Certificate of Approval and the conformity of PPE under the National Metrology System.  ○ The value chain is the set of activities performed by an organization from relationships with suppliers, production and sales cycle to the stage of final distribution. The relationship between small business and suppliers must be based on trust and history supplier.  ○ In summary, the small business must seek suppliers that offer you the best value, or price and technical quality. In addition, the partnership with suppliers provides gains with respect to large marketing campaigns that they perform, in which often share and even give in promotional material and signage for point-of-sale. These marketing campaigns can increase the product group recognized by the clientele in general. □ Marketing channels  ○ The market for PPE(s) traditionally prefer marketing channels direct sale between the manufacturer and consumer, soon after the sale with dealers and retail trade, thirdly business with distributors / wholesalers and lastly the telemarketing channel.   - There is also a trend to the mix of marketing channels: direct selling, by telephone and catalog on the store's web site.  ○ The marketing of Personal Protective Equipment (PPE) happens within the physical property of the store, since most of the customers prefer to go to the site and choose the products. Part of the importance of protective equipment is related to its quality and safety, and to prove it, the consumer needs to see firsthand the type of product you are buying.  ○ The entrepreneur also streamlines your business when working from orders, i.e., from a needs assessment with the client person or entity for later delivery. Sometimes negotiates part of the advance payment and it can do the shopping.   - In this system there is no need for working capital and no inventory, and the figure of the sales representative is the key to the achievement of business transactions.  ○ To support small business, Sebrae provides spaces like Central Opportunities and Business Roundtable. In them, the entrepreneur can offer their products and also find new customers. □ Structure  ○ The structure of a store that sells Personal Protective Equipment (PPE) is basically constitutes counter for service, shop windows, exhibition hall, toilets, administrative and stock room. The store should be broad, organized and well structured.  ○ The products are easy to locate in places, preferably separated by sectors, so that the customer has access to good items. Prices visible on all products allow greater convenience and tranquility at the time of purchase. Cleanliness and hygiene are key store environment and customer appeal.  ○ Stores that sell PPE and practicing self-service must leave the products to reach the client, so he choose and take to the cashier to make payment. In the sales counter, the client requests the goods to the seller, so the counter should be broad to allow the salesperson to demonstrate the product to the customer. In stores that use the assisted self-service, where the product is available to the client, a trained salesperson should be available to provide information and explanations to the client as a tool or equipment that he is looking to buy works.   - In case of franchises, the structure is almost always standard and the franchisee must follow the manual. □ People  ○ Technical knowledge is of fundamental importance to the small business that sells Personal Protective Equipment (PPE). It is essential to have competent professionals, who are familiar with the standards dictated by the Brazilian Association of Technical Standards (ABNT) and the product certification. Everything should be explained to customers, including the shortcomings of equipment.  ○ The selection of people working in small business requires attention to specific skills for each activity performed. In sales, listening, having willingly, be persistent and flexible are the most relevant features of the profile that working with EPI(s).  ○ The small business that sells EPI(s) has focused on assisted service because the consumer often asks for help to the seller on the purchase since most of the items require technical explanation and assurance accreditation. Vendors and representatives must thus know the categories of products, their features and differences.  ○ Hand labor is variable according to the structure of the enterprise. The store should have, minimally, with attendant, manager, and at least responsible for the cleanliness of the establishment. 4. Products and Services Offered  ○ The store that sells the Personal Protective Equipment (PPE) should offer the best options in: earplugs (type or kind PHONE PLUG); eye protection (goggles polycarbonate, nylon, acetate and special); ophthalmic lenses in crystal, resin and polycarbonate, colorless or colored; facial and head (type hat helmets or full flap) protection; hand protection: gloves scrapes, canvas, latex, PVC, mesh and suedine; respiratory protective (respirators against gases, dust, mist, gas masks jaw type, autonomous, airline); and clothing (sets, jackets, pants, boots, shoes, sneakers, all in cowhide with or without steel-toed, PU outsole, injected directly into the leather).  ○ The EPL(s) are the most demanded shoes and gloves, which together represent 72% of industry sales. Other items that already have respiratory diffusion are the protectors and protective garments, in addition to equipment for protection at heights.  ○ The products can be marketed through personalized service and also catalogs in virtual spaces maintained by small business. All products must have CA (Certificate of Approval), in addition to accreditation by the Ministry of Labour and Employment. The EPI(s) must be shipped with technical instruction in the national language, guiding their use, handling, restraint and other references to its use. It is also mandatory that the EPI(s) have on display the batch number and manufacturing information related to cleaning and sanitizing procedures, indicating, where appropriate, the number of sanitation above which it is necessary to revise or replacement of equipment in order to ensure they retain their original characteristics of protection.  ○ Customers demand that these products are of high quality, since they are dealing with personal protective equipment. We must show that these objects are completely safe and have a high quality.  ○ It is important to have vehicles for delivery and post sales. The customer also demands that store employees are precise in their explanations, friendly and we can help when choosing the product, in the form of assisted care.  ○ In times of FIFA World Cup 2014, it is important to be prepared to meet the demands of customers who want to buy businesses EPI(s) for their employees due to the execution of works and reforms in stores. The B2B mode values the confidence and punctuality partner in the supply of products. 5. Costs  ○ The costs are the expenses incurred with manufacturing or purchasing the products. It is noteworthy that the knowledge of costs is important for the entrepreneur to have subsidies for decision making and the resulting knowledge of company operations profit. The cost management is an effective way to obtain productivity and reduce risks of productive activity.  ○ In the composition of the costs of a project dedicated to the sale of PPE(s), one should take into account the following items: rent, water, light, condo fee (if any), telephone and internet, cleaning supplies, maintenance and electronic security, counter, promotion and advertising of the company, purchasing products, Automobile expenses (if any), wages, commissions (if any), charges, taxes, taxes, contributions, and fees.  ○ Events such as the FIFA World Cup 2014 FIFA can impact both fixed costs as variable costs. The demands arising to keep good stock levels and prepare the property for the bulk purchase / sale and delivery pressure finances. Anticipated financial planning and negotiation with industry and distributors are the key. 6. Related Exhibitions and Events  ○ PREVENSUL   - Fair and Seminar on Health, Workplace Safety and Emergency   - Event website: http://www.protecaoeventos.com.br/eventos/content/evento/id_eventopai=7  ○ PREVENNOR   - Fair and Seminar on health, safety and emergency   - Event site: http://www.protecaoeventos.com.br/eventos/content/evento/id_eventopai=502  ○ PREVENBIO   - Health Fair and Safety   - Event site: http://www.protecaoeventos.com.br/eventos/content/evento/id_eventopai=4  ○ EXPOSEC   - International Fair of Safety   - Event site: http://www.exposec.tmp.br/  ○ FISP   - International Fair of Safety and Security   - Event site: www.cipanet.com.br  ○ Braseg   - Brazilian Fair of Safety and Security   - Event site: www.braseg.tmp.br