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Doing Business in Brazil Ken Johnston Consulate General of Canada São Paulo, Brazil November 2003
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Doing Business in Brazil Key Points Canadian firms do very well over long term but: - Competitive market - Price sensitive (exchange rate) - Financing is generally important (local credit expensive) - “Niche” markets often best - Local presence or good partner often critical
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Doing Business in Brazil Market Characteristics: Highly segmented: - stark demographics (ranks 4 th in terms of income inequality) - Income differences (middle class 35-40 million, poor 130 million) - Regional differences (south - middle class; northeast – poor)
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Doing Business in Brazil Public Sector - large demand in principle but limited funding - increasingly - private sectors solutions (concessions for infrastructure) - IFI Funding - Petrobras - exception
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Doing Business in Brazil Private Sector - large, diversified - financing critical - export sectors - better prospects - inputs rather than consumer/end products - cutting edge technology
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Doing Business in Brazil Options Exporting - agents, representatives, sales offices - advantages - lower risk, opportunity to develop market - disadvantages - less flexible costs, weaker presence Investment -includes joint ventures -approach of over 60 Canadian companies -advantages - more flexibility re costs, stronger presence, post sales servicing, qualified/inexpensive staff -Disadvantages - up front costs, greater risk
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Doing Business in Brazil Technology Transfer - seeking advanced niche technologies - Canada-Brazil S&T cooperation 2 Way Partnerships - your products/technologies in Brazil, their products/technologies in North America
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Doing Business in Brazil Challenges - language (but English increasingly common) - bureaucracy / regulation / tariffs - competitive environment Solutions - Trade Commissioners - Good local partners - Flexible approach
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Doing Business in Brazil Steps Research at home (e.g. www.infoexport.gc.ca)www.infoexport.gc.ca Register with Virtual Trade Commissioner - Infoexport Contact post (infocentre.brazil@dfait-maeci.gc.ca)infocentre.brazil@dfait-maeci.gc.ca Visit (with PEMD assistance) - meet contacts - assess - learn about opportunities, constraints - decide on strategy
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