Interview with Melling do Brasil Sales Manager
Source: Gazeta Mercantil Newspaper, 15/May/2009
Melling do Brasil, an American auto parts manufacturer, which acquires the Pumps Division from Dana in February 2008, has been compensating the export losses directing its business toward the Brazilian aftermarket segment.
“We are taking part in Automec in order to know better the Brazilian aftermarket segment and outline new businesses abroad, too”, said Claudio Coppia, the Sales Manager. Melling used to export to the automakers in Australia, United States and Germany and in the last year had reductions in its shipments at the range of 35% due to the worldwide crisis. “We have plans to retake the exports and Melling wants to be in the worldwide market” said the Manager.
According to Coppia if the company does not have the three basis of the business – Automakers, Aftermarket and Export will not survive in the market. Another strategy to keep itself in the global market “is to invest in technology, listen to customers needs and invest in its people”.
Coppia said that after the acquisition, Melling has been investing hardly in the utilization of polymer replacing aluminum in oil and fuel pumps contributing, in this way, to reduce weight of cars. The company has also been developing new technologies such as Temperature Valve Control which helps to reduce emission of pollutant gases. “With the new products developed by the Brazilian Product Engineering Team, the company has awarded fifteen new contracts”.
Melling goal, as per Coppia, is to have 60% of participation in the Latin America by selling oil pumps and 59% by selling water pumps. For solenoid valves Melling raised its market share from 60 to 80%.
With the facilities installed at Diadema, ABC, São Paulo, Melling do Brasil has been facing the current worldwide crisis without dismissing any of its 370 employees. “We made use of collective vacation, transferred the production from the third
to the second shift and we have not cut labor force. We also kept the investments. Our goal is to double net sales in the next ten years – in 2008 it was US$ 65 MI”.
Melling do Brasil awarded two new businesses:
VW Water Pump EA 111:
This engine is produced by Volkswagen Brasil.
It is applied in the whole Volkswagen vehicles family produced in Brazil from Kombi to Golf.
Melling used to supplied the VW EA 111 Oil Pump for this engine since 1997 totaling 6 MI of produced pumps.
GM Water Intake Manifold:
With the acquisition of VM Motori (an engine manufacturer in Italy) by GM in 2008 they decided to use this engine as from 2011 in the S10 and Blazer vehicles produced in Brazil.
With this new business Melling is establishing a new product line turned to cooling system components produced in polymer entering a new market segment.