Portuguese 
Firjan SENAI Program, Held in Partnership with Sebrae Rio and Navalshore, Matches Demand from Large Buyers with Products, Services, and Technologies Offered by Companies in the Maritime Sector
How can a small or medium enterprise directly showcase its products and technologies to some of the largest buyers in the Brazilian maritime industry? At Navalshore 2026, this connection occurs through the Supplier Opportunities Network: Oil, Gas, Energy, and Maritime program, known as RdO Suppliers.
The initiative brings together supplying companies and representatives from the Brazilian Navy, Transpetro, and major shipyards for targeted meetings. The objective is to facilitate the identification of suppliers capable of meeting the needs for shipbuilding, vessel maintenance, and oil and gas operations.
Organized by Firjan SENAI, in partnership with Sebrae Rio and Navalshore, the program reached its 28th edition during the fair. More than just promoting a conventional business roundtable, the aim is to prepare companies, align demands with technical capabilities, and track potential opportunities after the meetings.
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Firjan SENAI Program Begins Before Business Meetings
According to Tiago Rodrigues, project manager at Firjan, interviewed by Click Petróleo e Gás, the work begins with assessing the needs of large buying companies, referred to as anchor companies.
Firjan seeks to understand which products and services these companies need to contract, what documents they require, which certifications are necessary, and what production capacity they expect from suppliers.
On the other side, the competencies of companies interested in entering this maritime and naval sector are analyzed. Based on this information, meetings are scheduled more strategically, increasing the likelihood of a meaningful business conversation for both parties.
“One of the great differentiators is the work we do both before and after,” explained Tiago Rodrigues during the interview.
The first stage of the program at Navalshore 2026 was dedicated to presentations from the buying companies. Representatives from the companies explained their contracting processes, anticipated investments for the short, medium, and long term, and the requirements that suppliers need to fulfill.
In the following days, discussions were held between buyers and potential suppliers.
Navy, Transpetro, and Major Shipyards Present Their Needs to Suppliers
Participating as contracting companies were the Brazilian Navy, Transpetro, and the Mauá and Hanwha Ocean shipyards. During the interview, Tiago Rodrigues also mentioned a schedule with the Mac Laren Shipyard.
Opportunities can range from everyday materials to industrial equipment, electrical systems, automation, engineering, maintenance, naval repair, software, digital solutions, and technologies applied to vessel operation.
For a small supplier, reaching the purchasing departments of these organizations can be a lengthy process. In addition to the challenge of identifying the responsible parties, large companies often require fiscal regularity, delivery capacity, traceability, technical certifications, and specific safety and quality standards.
The RdO Suppliers program seeks to bridge this gap. Instead of a generic commercial approach, the supplier participates in the meeting already knowing that the purchasing company has some demand related to what they offer.
This does not mean that a contract will be signed immediately. The meeting may represent the start of a process that involves technical evaluation, registration, approval, qualification, and participation in future bids.
Sebrae Rio prioritizes participation of small businesses and microenterprises
The partnership with Sebrae Rio aims to expand the presence of micro and small enterprises in meetings. According to Tiago Rodrigues, the initiative prioritizes these businesses, although participation is not limited to companies of this size.
Companies associated with Firjan also receive priority in certain scheduling appointments.
For small businesses, the initiative provides an opportunity to understand the requirements of the naval industry before investing in equipment, certifications, or increasing production capacity.
Even when there is no immediate contract, suppliers can leave the meeting with insights on what they need to develop to compete for future orders.
For large buyers, the program helps to expand and diversify the supplier base, find specific solutions, and identify domestic alternatives for products and services currently procured from a limited number of suppliers.
Usemol Smart platform digitizes meetings between buyers and suppliers
The 2026 edition also introduced a partnership between Firjan and the shopping portal Usemol Smart. The platform allows companies to register their goods, services, and technologies, facilitating comparison with the demands presented by anchor companies.
According to Firjan, the tool was implemented to simplify updates of registrations and enhance the accuracy of connections between buyers and suppliers.
Digitalization can make the process more efficient by keeping information organized and allowing for the identification of companies with technical characteristics compatible with each opportunity.
Suppliers are no longer solely dependent on in-person contact during the fair. Their data remains available for future connections, updates, and potential opportunities.
Supplier Opportunities Network has already brought together over 2,300 suppliers
Before the edition held at Navalshore, Firjan recorded 26 editions of the program over four years. During this period, the initiative had gathered 32 anchor companies and over 2,300 suppliers.
More than two thousand opportunities have been presented, resulting in approximately three thousand meetings between buyers and companies interested in supplying goods and services.
During the special edition held at Navalshore 2025, the program saw over 350 meetings, according to a report released by Firjan.
The numbers indicate that the initiative functions not just as a one-time event during the fair’s calendar. The program seeks to establish a permanent supplier base for sectors entering a new investment cycle.
SENAI can support supplier qualification and technological development
When a company identifies an opportunity but does not yet meet all the requirements, Firjan can direct them towards other forms of support.
SENAI focuses on workforce training, applied research, and the development of technological projects related to real needs presented by the industry. Meanwhile, SESI contributes with initiatives aimed at health, safety, and quality of life for professionals.
This structure allows for commercial connections to be accompanied by qualification actions. A company not yet prepared to supply can identify its shortcomings and develop capabilities to participate in future contracts.
Navalshore connects suppliers and can strengthen the Brazilian naval sector
The resumption of ship orders, investments in offshore operations, and fleet renewal projects are increasing the demand for equipment, specialized services, and technological solutions.
In this context, connecting major buyers with national suppliers can reduce bottlenecks, stimulate company qualification, and increase the participation of the Brazilian industry in new projects.
For suppliers, the opportunity lies in direct access to information and the individuals responsible for purchasing. For the Brazilian Navy, Transpetro, and shipyards, the benefit is in finding companies capable of offering specific, competitive solutions close to their operations.
Meetings held during Navalshore do not represent automatic contracts. However, they can be the first step for a small enterprise to understand market rules, begin its qualification, and gain a foothold in one of the country’s most demanding industrial sectors.
