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24 October 2018 | AutoData FROM THE TOP » MARCOS FERMANIAN, ABRACICLO What about 2019? Does Abraciclo have its motorcycle segment projections al- ready done for next year? Next year is still very uncertain. There is the perception inside the association that there is a possibility of substantial growth, of registering another year of increases after successive decreases, but it is still all uncertain. Our desire is to continue to grow, perhaps not in the magnitude of this year, but the manufacturers are preparing themselves to maintain the structure and the pace of 2018 in 2019. Independent of who is elected to be the president of Brazil, this year’s level should overcome next year, unless there is a catastrophe. The motorcycle industry has already produced and sold more than 2 million units annually in two recent opportu- nities, 2008 and 2011. Is it plausible to consider that at least the 1 millionmark will be broken again in 2019? Yes, and that would mean to recover at least a part of the lost ground. Our vision for 2019 is very close to that, reaching 1 million units in the year. The factories are there, with idle capacity, the newBrazil’s government should promote the reforms we are waiting for and I am convinced that we will get there, in production and sales as well. We may achieve this mi- lestone even in this 2018. Anyway, if it is not this year, it will be next year. What about the exports next year? This is theworst of the predictions. I can’t imagine a clear horizon for the Argentine market. Our projection for this year, revi- sed after the close of the first semester, is a decrease of 2.2%, with 80 thousand units exported. Our great challenge for 2019 will be, undoubtedly, in the foreign market. How’s the financing issue? The approval index of the forms was very low some time ago, something around two in ten forms... A bigger appetite for credit from the banks is undoubtedly what has been pulling the growth of the domestic ma- rket. Automakers’ bank, such as Honda and Yamaha, are offering more credit, but the commercial banks such as Ban- co Pan, Bradesco, Banco do Brasil and Santander are also strong in the area. The approvals issue has improved a little, but what really has changed is the banks’ willingness to provide credit. The crisis has generated learning for the financial companies and customers aswell, which also knows their limitations. And there is the consortium too, which is equally reacting very well. How is the mix of motorcycles’ sales in the Brazilian market by financing mo- dality? It is well-divided: the traditional financing represents for about a third of sales, just like the consortium and cash payment negotiations. In the consortium, there are plans with up to eighty months to pay and, so, for some motorcycles the installment value is around R$ 100, a price that the customer can pay. The banks offer financing plans of up to 55 months, but the vast majority range from 36 to 48 months. “The banks’ bigger appetite for credit is, undoubtedly, what has been pulling growth in the Brazilian intern market.”