Embraer Apostando em Novos Mercados Embraer|betting|on|new|markets Embraer Betting on New Markets

(1) Na sede da Embraer Defesa e Segurança, no prédio com o sugestivo nome de Robocop, Zona Sul da capital paulista, não há mulheres na recepção. in the|headquarters|of the|Embraer|Defense|and|Security|in the|building|with|the|suggestive|name|of|Robocop|Zone|South|of the|capital|São Paulo|not|there are|women|in the|reception (1) At the headquarters of Embraer Defense and Security, in the building with the suggestive name of Robocop, in the southern zone of the São Paulo capital, there are no women at the reception. Os visitantes são recebidos por homens sisudos vestidos de terno e gravata escuros. the|visitors|are|received|by|men|stern|dressed|in|suit|and|tie|dark Visitors are greeted by serious men dressed in dark suits and ties. O ambiente é austero. the|environment|is|austere The environment is austere. No interior de suas salas, são planejadas estratégias para o desenvolvimento e a comercialização de produtos como aeronaves de guerra, veículos aéreos não tripulados e tecnologias de radar para as forças de defesa de diversos países. in|interior|of|their|rooms|are|planned|strategies|for|the|development|and|the|commercialization|of|products|such as|aircraft|of|war|vehicles|aerial|not|manned|and|technologies|of|radar|for|the|forces|of|defense|of|various|countries Inside its rooms, strategies are planned for the development and commercialization of products such as warplanes, unmanned aerial vehicles, and radar technologies for the defense forces of various countries. A unidade é uma das apostas da Embraer para amealhar novos mercados e dar um novo fôlego ao crescimento da companhia. The|unit|is|a|one of the|bets|of the|Embraer|to|amass|new|markets|and|give|a|new|breath|to the|growth|of the|company The unit is one of Embraer's bets to gain new markets and give a new boost to the company's growth.

(2) Não é de hoje que a Embraer atua nesse segmento. not|is|of|today|that|the|Embraer|operates|in this|segment (2) Embraer has been operating in this segment for some time. A empresa nasceu durante o regime militar e seu primeiro projeto, desenvolvido pelo Centro Técnico Aéreo Espacial, foi o Bandeirantes, um avião para uso das forças armadas. The|company|was born|during|the|regime|military|and|its|first|project|developed|by the|Center|Technical|Aeronautical|Space|was|the|Bandeirantes|a|airplane|for|use|of the|forces|armed The company was born during the military regime and its first project, developed by the Aerospace Technical Center, was the Bandeirantes, a plane for use by the armed forces. Mais tarde vieram o Tucano e o Supertucano. later|came|they came|the|Tucano|and|the|Supertucano Later, the Tucano and the Super Tucano came. Nas décadas seguintes, a unidade foi superada pela aviação comercial. in the|decades|following|the|unit|was|surpassed|by the|aviation|commercial In the following decades, the unit was surpassed by commercial aviation. “Nascemos 100% defesa, mas depois a divisão chegou a 4% de participação no total das receitas”, afirma Curado. we were born|defense|but|later|the|division|reached|to|of|participation|in the|total|of the|revenues|he states|Curado "We were born 100% defense, but then the division reached 4% of total revenues," says Curado. A área voltou com carga total em 2008, quando o então presidente Luiz Inácio Lula da Silva lançou a estratégia nacional de defesa do país, com a previsão de investimentos bilionários em três áreas: aeroespacial, cibernética e nuclear. the|area|returned|with|load|total|in|when|the|then|president|Luiz|Inácio|Lula|of the|Silva|launched|the|strategy|national|of|defense|of the|country|with|the|forecast|of|investments|billion|in|three|areas|aerospace|cyber|and|nuclear The area returned with full force in 2008, when then-president Luiz Inácio Lula da Silva launched the national defense strategy of the country, with plans for billion-dollar investments in three areas: aerospace, cyber, and nuclear. Não por acaso, as duas primeiras são a essência da nova Embraer. not|for|chance|the|two|first|are|the|essence|of the|new|Embraer Not by chance, the first two are the essence of the new Embraer.

(3) Um dos marcos desse casamento com o Estado brasileiro ocorreu na última semana de agosto. one|of the|milestones|this|marriage|with|the|State|Brazilian|occurred|in the|last|week|of|August (3) One of the milestones of this marriage with the Brazilian state occurred in the last week of August. O consórcio Tepro, liderado pela Embraer, foi escolhido pelo Exército Brasileiro para comandar o Sistema Integrado de Monitoramento de Fronteiras (Sisfron). the|consortium|Tepro|led|by the|Embraer|was|chosen|by the|Army|Brazilian|to|command|the|System|Integrated|of|Monitoring|of|Borders|Sisfron The Tepro consortium, led by Embraer, was chosen by the Brazilian Army to command the Integrated Border Monitoring System (Sisfron). Era uma disputa de gente grande, com Odebrecht, Queiroz Galvão e Andrade Gutierrez no páreo contra a Savis Tecnologia e Sistemas e a OrbiSat Indústria e Aerolevantamento – as duas empresas que compõem a Tepro. it was|a|competition|of|people|big|with|Odebrecht|Queiroz|Galvão|and|Andrade|Gutierrez|in the|race|against|the|Savis|Technology|and|Systems|and|the|OrbiSat|Industry|and|Aerolevantamento|the|two|companies|that|make up|the|Tepro It was a competition of big players, with Odebrecht, Queiroz Galvão, and Andrade Gutierrez in the running against Savis Tecnologia e Sistemas and OrbiSat Indústria e Aerolevantamento – the two companies that make up Tepro. O Sisfron prevê o monitoramento de uma faixa de quase 17 mil km que forma fronteiras com 11 países vizinhos e se estende por dez estados. the|Sisfron|predicts|the|monitoring|of|a|strip|of|almost|thousand|km|that|forms|borders|with|countries|neighboring|and|it|extends|through|ten|states Sisfron provides for the monitoring of a strip of almost 17 thousand km that forms borders with 11 neighboring countries and extends across ten states. Além do montante do dinheiro em jogo – são estimados R$ 12 bilhões nos próximos dez anos –, o negócio é visto internamente como um marco para a unidade de defesa. besides|the|amount|of the|money|in|play|are|estimated|R$|billion|in the|next|ten|years|the|business|is|seen|internally|as|a|milestone|for|the|unit|of|defense In addition to the amount of money at stake – estimated at R$ 12 billion over the next ten years – the business is seen internally as a milestone for the defense unit.

(4) Outro marco da Embraer nessa área deve chegar ao mercado em 2013, após cinco anos de trabalho e US$ 2 bilhões em investimentos. another|milestone|of the|Embraer|in this|area|should|arrive|at the|market|in|after|five|years|of|work|and|US$|billion|in|investments (4) Another milestone for Embraer in this area is expected to hit the market in 2013, after five years of work and US$ 2 billion in investments. Trata-se do KC-390, cargueiro de médio porte para uso militar em missões táticas e logísticas. ||the|KC-390|cargo plane|of|medium|size|for|use|military|in|missions|tactical|and|logistical This is the KC-390, a medium-sized cargo aircraft for military use in tactical and logistical missions. A aeronave terá capacidade para transportar 23,6 toneladas, incluindo tropas e cargas, e pode ser reabastecida ou reabastecer outro avião em pleno voo. the|aircraft|will have|capacity|to|transport|tons|including|troops|and|cargo|and|can|be|refueled|or|refuel|another|plane|in|full|flight The aircraft will have the capacity to transport 23.6 tons, including troops and cargo, and can be refueled or refuel another plane in mid-flight. Também possui visão noturna e tem condições de pouso ou decolagem em pistas curtas ou semipreparadas. also|has|vision|night|and|has|conditions|for|landing|or|takeoff|in|runways|short|or|semi-prepared It also has night vision and is capable of landing or taking off on short or semi-prepared runways. Atualmente a aeronave está na “joint definition fase”, a fase de definição conjunta com a Força Aérea Brasileira (FAB), o primeiro cliente do KC-390. currently|the|aircraft|is|in the|joint|definition|phase|the|phase|of|definition|joint|with|the|Force|Air|Brazilian|FAB|the|first|customer|of the|KC-390 Currently, the aircraft is in the 'joint definition phase', the joint definition phase with the Brazilian Air Force (FAB), the first customer of the KC-390. É um processo-padrão ao qual todo projeto militar tem de ser submetido antes de ir ao mercado. it is|a|||to which|which|every|project|military|has|to|be|submitted|before|to|go|to the|market It is a standard process that every military project must undergo before going to market. “Temos mil pessoas trabalhando nesse projeto”, diz Aguiar. we have|thousand|people|working|on this|project|says|Aguiar "We have a thousand people working on this project," says Aguiar. Além da Embraer, há 45 empresas participando do nascimento do KC-390. besides|the|Embraer|there are|companies|participating|in the|birth|of the|KC-390 In addition to Embraer, there are 45 companies participating in the birth of the KC-390.

(5) Hoje a empresa conta com 60 cartas de intenções de compra, das quais 28 são da FAB. today|the|company|counts|with|letters|of|intentions|to|buy|of which|which|are|from the|FAB (5) Today the company has 60 letters of intent to purchase, of which 28 are from the FAB. Entre os países que já sinalizaram interesse no cargueiro, estão República Tcheca, Portugal, Argentina, Chile e Colômbia. among|the|countries|that|already|signaled|interest|in the|freighter|are|Republic|Czech|Portugal|Argentina|Chile|and|Colombia Among the countries that have already expressed interest in the cargo plane are the Czech Republic, Portugal, Argentina, Chile, and Colombia. A estratégia da Embraer Defesa e Segurança é mirar as cerca de 2 mil unidades de cargueiros de médio porte com mais de 25 anos. the|strategy|of the|Embraer|Defense|and|Security|is|to aim|at the|around|of|thousand|units|of|freighters|of|medium|size|with|more|than|years Embraer Defense and Security's strategy is to target the approximately 2,000 medium-sized cargo aircraft that are over 25 years old. “Não estamos falando em aumento do mercado, mas sim da necessidade de troca de aeronaves”, afirma Aguiar. not|we are|talking|about|increase|of the|market|but|rather|of the|need|to|replacement|of|aircraft|he states|Aguiar "We are not talking about market growth, but rather the need to replace aircraft," says Aguiar. Após um quarto de século, diz ele, as aeronaves começam a apresentar fadiga e têm sua capacidade de voo reduzida. after|a|quarter|of|century|he says|he|the|aircraft|they start|to|to show|fatigue|and|they have|their|capacity|of|flight|reduced After a quarter of a century, he says, aircraft begin to show fatigue and their flight capacity is reduced. “A nossa visão, bem realista, é de conseguir capturar entre 15% e 20% das compras de reposição.” Só a FAB opera 22 Hercules C-130, o cargueiro da Lockheed Martin. the|our|vision|very|realistic|is|to|to achieve|to capture|between||of the|purchases|of|replacement|only|the|FAB|operates|Hercules|C-130|the|freighter|of the|Lockheed|Martin "Our very realistic vision is to capture between 15% and 20% of the replacement purchases." Only the FAB operates 22 Hercules C-130, the cargo aircraft from Lockheed Martin. “Em algum momento, ela vai trocar sua frota de Hercules por outra coisa”, diz Curado. in|some|moment|she|will|change|her|fleet|of|Hercules|for|another|thing|says|Curado "At some point, she will replace her fleet of Hercules with something else," says Curado. “A gente acha que esse avião será um vencedor.” the|we|think|that|this|plane|will be|a|winner "We believe this aircraft will be a winner."

(6) Em junho, como parte do plano de abrir portas para o KC-390, a Embraer selou um acordo com a Boeing. in|June|as|part|of the|plan|to|open|doors|for|the|KC-390|the|Embraer|sealed|an|agreement|with|the|Boeing (6) In June, as part of the plan to open doors for the KC-390, Embraer sealed a deal with Boeing. O objetivo imediato, diz Aguiar, é a troca de conhecimento técnico e a cooperação comercial. the|objective|immediate|says|Aguiar|is|the|exchange|of|knowledge|technical|and|the|cooperation|commercial The immediate goal, says Aguiar, is the exchange of technical knowledge and commercial cooperation. “Com a ajuda deles, passamos a considerar mercados que não estavam na mesa no primeiro momento, por uma questão de geopolítica ou porque já havia um concorrente local”, diz o executivo. with|the|help|them|we started|to|consider|markets|that|not|they were|on the|table|in the|first|moment|for|a|issue|of|geopolitics|or|because|already|there was|a|competitor|local|says|the|executive "With their help, we started to consider markets that were not on the table at first, due to geopolitical reasons or because there was already a local competitor," says the executive. É o caso, por exemplo, da Itália e dos próprios Estados Unidos. it is|the|case|for|example|of the|Italy|and|of the|own|States|United This is the case, for example, of Italy and the United States themselves. “É muito mais difícil entrar em países desenvolvidos onde já existe uma indústria forte, estabelecida e competente, com alto nível tecnológico”, afirma Aguiar. it is|very|more|difficult|to enter|in|countries|developed|where|already|there is|an|industry|strong|established|and|competent|with|high|level|technological|affirms|Aguiar "It is much more difficult to enter developed countries where there is already a strong, established, and competent industry, with a high technological level," says Aguiar. A companhia americana já tem o seu próprio cargueiro, o C-17, mas que atua no mercado de aviões de grande porte. the|company|American|already|has|the|its|own|freighter|the|C-17|but|that|operates|in the|market|of|airplanes|of|large|size The American company already has its own freighter, the C-17, but it operates in the large aircraft market. “Nós dois vamos nos beneficiar, pois temos muito a aprender um com o outro”, diz Donna Hrinak, presidente da Boeing no Brasil e ex-embaixadora americana no país (2002-2004). we|two|we will|ourselves|benefit|because|we have|much|to|learn|one|with|the|other|says|Donna|Hrinak|president|of the|Boeing|in the|Brazil|and|||American|in the|country "We will both benefit, as we have much to learn from each other," says Donna Hrinak, president of Boeing in Brazil and former U.S. ambassador to the country (2002-2004).

(7) Do lado da companhia brasileira, a aproximação com a americana também pode ser útil para concretizar a venda do Supertucano, a aeronave de ataque leve que vem sendo avaliada pela Força Aérea dos Estados Unidos. on|side|of the|company|Brazilian|the|approach|with|the|American|also|can|be|useful|to|finalize|the|sale|of the|Supertucano|the|aircraft|of|attack|light|that|has been|being|evaluated|by the|Force|Air|of the|States|United (7) On the Brazilian company's side, the approach to the American one can also be useful to finalize the sale of the Super Tucano, the light attack aircraft that has been evaluated by the United States Air Force. No começo deste ano, os americanos cancelaram um contrato de US$ 355 milhões com a Embraer alegando “problemas com a documentação”. at the|beginning|this|year|the|Americans|canceled|a|contract|of|US dollars|million|with|the|Embraer|alleging|problems|with|the|documentation Earlier this year, the Americans canceled a $355 million contract with Embraer citing "problems with the documentation." “A Boeing pode ajudar, pois trabalha há muitos anos com a Força Aérea”, afirma Donna. the|Boeing|can|help|because|she works|for|many|years|with|the|Force|Air|she states|Donna "Boeing can help, as it has been working with the Air Force for many years," says Donna. As empresas evitam tocar no assunto, mas a aliança também deve contar pontos a favor da companhia americana na disputa para a venda de caças à FAB. the|companies|they avoid|to touch|on the|subject|but|the|alliance|also|must|to count|points|in favor of|favor|of the|company|American|in the|dispute|for|the|sale|of|fighters|to the|Brazilian Air Force Companies avoid touching on the subject, but the alliance should also count in favor of the American company in the competition for the sale of fighters to the FAB. O negócio faz parte do programa FX-2, que prevê a encomenda de 36 caças de alta tecnologia. the|deal|it makes|part|of the|program|FX-2|that|it foresees|the|order|of|fighters|of|high|technology The deal is part of the FX-2 program, which calls for the order of 36 high-tech fighters. A venda depende do sinal verde da presidente Dilma Rousseff e deve movimentar R$ 10 bilhões em regime de financiamento de longo prazo. the|sale|it depends|on the|signal|green|from the|president|Dilma|Rousseff|and|it must|to move|R$|billion|in|regime|of|financing|of|long|term The sale depends on the green light from President Dilma Rousseff and is expected to generate R$ 10 billion in long-term financing. Além do F-18 Super Hornet da Boeing, estão no páreo o Rafale, da francesa Dassault, e o Gripen, da sueca Saab. besides|of the|F-18|Super|Hornet|from the|Boeing|they are|in the|running|the|Rafale|from the|French|Dassault|and|the|Gripen|from the|Swedish|Saab In addition to Boeing's F-18 Super Hornet, the competitors include the Rafale from French Dassault and the Gripen from Swedish Saab.