Perlini beats Italian blues with plans to use local partners in Brazil, China and Russia
Combining some Italian-made components with locally made elements will allow Perlini to access markets in Brazil, Russia and China
Rigid hauler manufacturer Perlini is setting up three new manufacturing businesses in China, Brazil and Russia, working with local partners to supply these growing markets.
This is a new approach for the Italian family-run firm, which began setting up the new deals two years ago after a change in management.
“Our old management was very conservative,” said managing director Maurizio Perlini. “But it was a case of go with partners or close the company. We did not have a choice.”
The partnerships will see Perlini supplying the chassis, frame, suspension, front and rear axles with the overseas partner manufacturing the body, interior, engine, transmission and tyres locally. The local partner will also assemble all the components.
“This model allows us to export our technology to countries that need it, but by having a local presence we avoid custom duty and local bureaucracy, the high costs of logistics, and service problems,” said Perlini.
In Brazil, the new set-up is most advanced. Here Perlini is working with Brazilian company Randon and has sold 45 100tonne trucks, mostly in mining applications. It also has orders for 50 more. “From Brazil we want to export to other South American countries – Peru, Colombia and maybe Chile. We also want to export to the Portuguese-speaking countries in southern Africa – Mozambique, Angola and Congo.”
The partnerships with firms in Russia and China are under negotiation, with the deals due to be signed in the next few months. Perlini plans to export the Chinese machines to Indonesia, which Perlini says is a huge market, requiring around 1,000 units per year.
“We must go where the money is,” said Perlini.