Market+Entry

= ﻿ = toc =Manuel Andrade=

media type="youtube" key="ZL8SDQdO6C0" height="496" width="699" align="right" That’s quite an interesting question because we’re talking here about companies that are mainly domestic and are experimenting with international first time. My recommendation is Business101- do your Homework! Do enough planning that you minimize the chance for mistakes. The same things you do when you enter a domestic market: you look for your strengths and your competition, your product fit for the market requirements; you need to do the same things. I would suggest always try to be pro-active, there’s nothing wrong with being reactive- sometimes opportunities jump on you and you need to take the opportunity, but I think the payoff in the long term is always when you are proactive. First of all, if you want to go international, take the time to decide where you want to go and how you want to go, and if you benefit employees on the market that you want to go.
 * Would you like to start talking first about the importance of pre market entry study or analysis? **

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The first thing is to look to your company. What’s your strategy? And see if you can develop an international strategy that is consistent with your domestic strategy. Never lose track of that, otherwise you will end up in diverting paths and you’ll pay a high price because one day you will have to sacrifice either international or domestic. Second: choose your battles. Don’t try to jump across the boards, so decide which regions of the world are going to have the best chances. And this is always a case by case, there’s no formula for this. We’ll coach your company for the kind of product you do, who’s your competition; then once you settle on a region, look at the markets that you think will have the best chances of success. Because you don’t have unlimited resources, choose a few where you can put enough effort and be successful. If you go to back to Latin America, look to the markets in South America, look for the ones that offer opportunities for a specific product either mechanical or cultural or high-tech. Choose consciously 2 or 3 markets that you think can really make a difference in terms of going after.
 * What is your recommended strategy for entering a new market? **

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Lets focus on Brazil. Even Brazil is a multitude of markets, so one who goes to Brazil is not just going to Brazil. It is very common to just put an executive on a plane, fly to Rio or Sao Paulo to open up an office and to find, a year later, that they did zero business because they never took the time to understand if their products would apply there to build the right relationships and find local/foreign competition. This is a very competitive world; it’s not easy to enter in new markets, either domestic or international. When you go abroad and you’re high-tech and you go to Brazil you’re going to face all your domestic competitors and a bundle of European competitors and Asian competitors. So this is much tougher to do business there with some products. You have to know as much as you can beforehand so you don’t make small mistakes that make you end up being number 2.
 * How is competition in the Brazilian market? **

Portuguese Translation

=Manny Mencia=

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Florida provides many advantages to international companies who want to do business from several perspectives. One: It’s a completely diversified, highly sophisticated and very large economy with a population of about 16 million people. The Florida economy is one of the leading economies in the world. In fact, if Florida with its $497 billion economy were an independent nation, we would have the 15th largest economy in the entire world. So it’s a tremendous market for foreign companies and foreign investors. It is also undisputedly the leading gateway to the hemispheres; so for companies who want to do business between North America and South America or companies from Europe and Asia who want to do business in the market of the Americas, or for Latin American companies, Brazilian companies and others, that may be interested in tapping the North American markets but also utilizing the United States as a springboard to major markets in Europe and Asia, Florida is an ideal location.
 * Florida as the Gateway to the Americas **

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I think in terms of doing business with Brazil, what the Florida businessman has to bear in mind is that it’s a very large and diverse market. It’s a market that must be strategically approached. Obviously its differentiated from the rest of the Latin American region by language Portuguese instead of Spanish, but we also have to keep in mind that it’s a very large and industrialized economy. Brazil is a producer and manufacturer of heavy equipment, military hardware, and aviation. So it’s a large economy that is sometimes difficult to penetrate because of the diversity of the market and the dynamics of the Brazilian economy. Most people tend to think of Brazil as only São Paulo and Rio de Janeiro, but there are very lucrative markets in the south in places like Porto Alegre, Florianopolis; there are large markets in the north also in places like Recife, Bahia and other major cities that you can tap; so you have to be able to approach Brazil in the same way that you approach the United States as a very large, very diversified market that must be approached not only as one country but also regionally.
 * How would you describe the Brazilian market? **

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As I said, Brazil is a diversified economy. Like the United States, culture tends to vary from region to region. You certainly do not want to approach the market in the north in the same manner that you approach the market in the south. Even in places that are close to one another as Sao Paulo and Rio de Janeiro, the cultural dynamics of doing business tends to vary very, very much. The other thing that you must bear in mind is that like so many large nations like our own country, Brazil is somewhat inward looking. It’s not the easiest market to penetrate for a foreign exporter or even an investor. The piece of advice that I would give is to find a local partner; it’s important if you are going to penetrate the Brazilian market to find a good local distributor or a good agent that will ease the difficulties in terms of market penetration. At the same time, you have to keep in mind the regional aspects of the market, and you will find, I believe, that one distributor is not enough to cover the entire country. Sometimes the best piece of advice that I can give is that if you’re planning to do business throughout the country, you may want to approach with a strategy where you have a master distributor and then a net of agents around the country or divide your distribution agreements by regional type basis. In other words, not just have one distributor but several distributors for the different regions of the country.
 * What advice would you give to business people interested in investing in Brazil? **

Portuguese Translation

=Welson Tremura=

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= Eu acho que a pesquisa e toda a implementação de qualquer produto em outro país precisa ser realmente bastante cuidadosa, uma pesquisa não é algo primeiramente muito custoso para qualquer empresa, mais quando voce coloca um produto ou ou um negócio num país estrageiro é bastante importante que voce tenha uma noção do que esta acontecendo nesse país, e qual e qual que é e como o seu produto se encaixa nesse, nesse, nessa nesse ambiente de negócios ah ah o que o que realmente importante é contratar a pessoa certa, encontrar pessoas que estão acostumadas a fazerem isso, que já fazem isso como como trabalho, porque dessa forma, voce quando chega ao país tem uma ideia mais real da sua da do seu posicionamento entre os seus competidores.
 * Que elementos precisam ser observados para entrar no mercado brasileiro?**

=Renee Duvekot = = media type="youtube" key="KuQydYEto1g" height="490" width="608" align="center"

= Quando uma empresa do Brasil vem aqui para os Estados Unidos é importante ela saber de ante-mão qual e o seu objetivo aqui, vir de forma despreparada, eu acho que é um dos maiores enganos infelizmente muito comum, que as empresas de fora cometem quando vem aqui para os Estados Unidos. Por isso um levantamento do mercado, pesquisa do mercado, conhecer o mercado, conhecer o que vai encontrar é importantissimo antes de vir para cá. =<span style="font-family: 'Times New Roman','serif'; font-size: 12pt; margin: 0in 0in 0pt;">
 * <span style="font-family: 'Times New Roman','serif'; font-size: 12pt; margin: 0in 0in 0pt;">Tem conselhos para empresas que querem entrar no mercado americano? **

Paulo Rocha= media type="youtube" key="OlzAfwKyuPA" height="468" width="576" align="center"

**What would you say are necessary steps to enter the American or Brazilian markets?** Our company, HRM, is a marketing consulting company. We have been in business since 1972. And we only do business with Brazil. We develop entry strategies into the Brazilian market for American based companies, and do the opposite, entry strategies into the American market, for Brazilian based companies. And specifically for companies coming from Brazil, one thing that we have seen over and over again, is that companies come here ill-prepared to participate in the market. There are a number of things that have to be done before buying a ticket to come to the United States. They must first have an of understanding of the market. And some kind of market study, even if it is not an in-depth study. Some study. Or maybe they should attend a trade show, or two or three, to see how things are being done. Who are the competitors? The prices? The styles? Whatever it may be. But they must develop this market knowledge before they start really thinking about participating in the market.

Portuguese Translation