Sauereisen: Selling into Latin American Mining Countries

Luis Granes is currently the Latin American Manager for Sauereisen, a third generation manufacturer of corrosion-resistant materials located in Pittsburgh, Pennsylvania. He developed an expertise in technical sales and is the President of the National Association of Corrosion Engineers (NACE) Pittsburgh Chapter. He is also a founding member of the newly established Society for Protective Coatings (SSPC) Three Rivers Chapter (Pittsburgh). A graduate of the Instituto Universitario de Nuevas Profesiones (I.U.N.P) in Caracas, Venezuela, Granes has been developing Sauereisen operations in Latin America since 1999. 
 
The company wanted to increase sales into Latin America and learned that the Duquesne University SBDC was planning a trip to Chile to participate in the largest mining show in Latin America called EXPOMIN. The client needed to have a presence at this show to be exposed to more clients. 
 
The SBDC interacted with Granes, did market research for Chile and Latin America, exchanged information about the company logo, product pictures, tag line, description of the product and the website information. Granes translated all into Spanish and the SBDC proofread the translation. The SBDC subcontracted a digital marketing company to make the booth display and coordinated all communication between client and the marketing company. The SBDC also registered the company at the EXPOMIN show in Chile and exhibited together at the show. 
 
As a result of the company exhibiting at the EXPOMIN show in Chile, Sauereisen was able to find many local companies and appoint a representative in the country. The company anticipates sales in the amounts of $100,000 for the first year and grow that number for future years. The Duquesne SBDC nominated Sauereisen as the U.S. Small Business Administration. 2017 Exporter of the Year Award.