Previously owned cranes from Europe and North America get a second run in countries like Brazil. Looking Up speaks with Luciano Dias, sales director at Manitowoc in Brazil, to learn more about how these cranes provide advantages for many customers not only in Latin America but also Africa and parts of Asia.
Manitowoc cranes work for years at a time in jobsites across Europe and North America before finding their way to countries like Brazil for continued use. Built to achieve high standards of quality and durability, Manitowoc cranes last.
Looking Up spoke with Luciano Dias, sales director at Manitowoc in Brazil, to find out why Brazil has become the land of used cranes in recent decades, and how customers benefit from buying previously used cranes from Europe and the U.S.
Looking Up: Why is Brazil a hot market for used cranes?
Dias: Purchasing a new crane in Brazil has become increasingly difficult for customers over the last few years. The devaluation of the Brazilian Real against the U.S. dollar and the implementation of high import taxes has impeded these opportunities, leading to an increase in the demand for used cranes. The Brazilian market has always welcomed three to seven-year-old used machines with good provenience. In addition, the government’s flexibility regarding equipment specifications on construction sites that allows used cranes to be deployed in state projects has helped boost the demand.
LU: What are the advantages of operating a used crane?
Dias: Used cranes are an excellent alternative to new machines. They operate seamlessly, allowing customers to pay less and take advantage of the same leasing conditions. Manitowoc even handles overhauling machines as they are sold with a manufacturer certification. Our teams perform mechanical, software and documentation updates as needed. Used machines can additionally meet immediate demands as they are already prepped and ready for delivery. Conversely, ordering and delivering new machines requires some extra time.
LU: Where do most used cranes come from?
Dias: They are derived primarily from Germany, France and the Netherlands. However, many come from the United States. We also import cranes from other countries in Latin America.
LU: Can you explain the buying process for a used crane?
Dias: Manitowoc maintains several teams across the globe dedicated to handling the used cranes trade. These teams identify owners who want to trade in their machines for a new one. Data from these cranes is available to the entire global team, who checks to see if there is interest in their regions. The Brazilian market, for example, is generally interested in five-axle models, between three to seven years of use and full setup — including jib and boom extension. When we see something available with these characteristics, we reserve it for the Brazilian market.
Manitowoc reviews and updates the certification packages for these machines before shipping them. In Europe, where most of the machines that arrive in Brazil originate, the Manitowoc reconditioning center is in Langenfeld, Germany. We translate everything into the target language, including manuals, operating systems and certifications. Because every crane is assessed by our experts, we are able to offer warranties as well.
Buyers also rely on Manitowoc's logistical structure throughout the process of importing these machines, which makes things much smoother for them. Once the crane arrives in Brazil, we take care of all the importing paperwork and shipping. For customers, the process works almost like a local trade within the country, allowing them to benefit from leasing programs with local banks.
LU: What is Brazil’s domestic trade market like for used cranes?
Dias: It’s a very active market, mainly among crane rental companies. It’s also fairly rapid between rental companies and end users. For the end customer, buying a used machine is a good deal because they pay less for excellent cranes. For rental companies, it’s a great incentive to renew their fleets.
LU: What industries do used cranes typically work for in Brazil?
Dias: They are used across all industries, but the main ones are large construction projects (e.g., industrial facilities and infrastructure projects), the building and maintenance of wind farms and for the renovation and maintenance of platforms in the oil and gas sectors.
LU: What are the most popular used Manitowoc crane models among Brazilian consumers?
Dias: The Grove all terrains with five axles and high load capacities, especially those of 250 t. There is a wide range of jobs in the country that fit the load chart for these machines. In addition, Manitowoc's new generation of cranes are very versatile and quick to assemble with compact dimensions.
LU: Is Brazil a large exporter of used cranes?
Dias: Brazil is not a major exporter. Even though the currency devaluation helps some crane owners sell their equipment abroad, the domestic market is large enough to consume its own cranes until the end of their life cycle. These machines are in excellent condition, as Manitowoc offers an efficient parts and service distribution network that properly maintains them.
LU: How does the EnCORE program in Brazil help drive the used crane market?
Dias: EnCORE's presence in Brazil, with good partnerships, helps increase the longevity of crane fleets in the country. The machines benefit from an outstanding maintenance service that allows them to perform seamlessly for much longer. The program also supports the used crane business, even before these machines arrive in Brazil. Used cranes will receive proper care at our facility in Langenfeld if necessary.