An American's Guide to Doing Business in Latin America: Negotiating contracts and agreements. Understanding culture and customs. Marketing products and services [NOOK Book]

Overview

Did you know this?
  • In 2006, U.S. exporters shipped four and a half times as much product to Latin America as to China.
  • Latin America has more than 500 million consumers ready to buy U.S. manufactured goods.
Now is the time to enter this emerging new market-but doing business in Latin America is not always easy.

In An American's Guide to Doing Business in Latin America, author and international trade expert ...

See more details below
An American's Guide to Doing Business in Latin America: Negotiating contracts and agreements. Understanding culture and customs. Marketing products and services

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Overview

Did you know this?
  • In 2006, U.S. exporters shipped four and a half times as much product to Latin America as to China.
  • Latin America has more than 500 million consumers ready to buy U.S. manufactured goods.
Now is the time to enter this emerging new market-but doing business in Latin America is not always easy.

In An American's Guide to Doing Business in Latin America, author and international trade expert Lawrence W. Tuller shows you how to determine market risk, select reliable Latin American partners, and use export-trading companies to grow your business opportunities. He also provides up-to-date facts on the politics of the region and U.S.-Latin American relations.

Following Tuller's advice, you'll learn how to:

  • Finance exports and direct investment
  • Create advertising strategies
  • Partner with Latin American companies
Latin America is ripe and ready for American business and investment. Are you ready to cash in?

This book includes detailed information on:
Argentina, Bolivia, Brazil, Chile, Colombia, Costa Rica, Dominican Republic, Ecuador, El Salvador, Guatemala, Guyana, Honduras, Jamaica, Mexico, Nicaragua, Panama, Paraguay, Peru, Trinidad and Tobago, Uruguay, Venezuela

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Product Details

  • ISBN-13: 9781440514425
  • Publisher: F+W Media
  • Publication date: 2/1/2008
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 272
  • File size: 3 MB

Meet the Author

Lawrence W. Tuller has been active in international trade and business for more than thirty years. He has been president and general manager of Aeronca, Inc. and controller of the Wire and Cable Division of TRW. During the 1990s, Tuller was CEO and conference host for Latin America/Caribbean Productions, a company that gave seminars on doing business in the region. He is the author of twenty-seven books and holds a degree in economics from Harvard and an MBA from Wharton. He resides in Pennsylvania.
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Table of Contents

The New Latin America     1
The Lost Decade     6
Relationship Between Washington and Latin America     12
Promises of the Summit of the Americas     14
Trade Pact Fever     15
Opportunities Abound     17
Deficiencies That Still Remain     18
Intra-regional Cultural and Business Differences     20
Latin America's Universal Issues     22
Competitiveness in Latin America     25
A Wasting Environment     33
Violent Crime     35
Insidious Corruption     38
Selling With E-Commerce     42
Latin America's Social Issues     47
Education Shortfalls     48
The Gender Gap     49
The Evils of Joblessness     54
Extreme Poverty and the Spreading Wealth Gap     58
Broken Health-Care Systems     64
Trafficking in Persons     68
Summary     70
Major Market Opportunities     71
Varied Market Strategies     73
Argentina     82
Brazil     85
Chile     89
Colombia     92
Costa Rica     95
Mexico     98
Conclusion     101
Latin Traits That Baffle Americans     102
Family Values     105
Easy-Going Lifestyle     106
A Live-And-Let-Live Attitude     107
Respect for Age     110
Community Involvement     112
Class Separation     114
Gender Class Difference     115
Power of the Church     119
Racial Bias     122
National Pride     124
Market Research: Performing a Country Survey     125
Business Structure     127
Audit, Tax, Legal, and Licensing Requirements     128
Communications Bottlenecks     130
Insurance     132
Political and Economic Environment     135
Market-Specific Business Conditions     136
Government Subsidies     140
Transport, Licenses, Security, and Labor     141
Infrastructures and Free-Trade Zones     143
Personnel Matters     145
Exchange Controls     147
Summary     147
Country Risk Assessment     149
Country Risks     150
Defining Market-Entry Options and Risks External to a Company's Authority      151
Quantifying the Impact of External Risks     153
A Case Study: U.S. Fabrisource and Avionics Corporation     154
Marketing Channels     161
Commissioned Agents of Latin American Governments and Companies     162
Export Management Companies     163
Export Trading Companies     165
Captive Export Trading Companies     167
Foreign Trading Companies     169
Direct Selling     170
Distributors     173
Advertising     174
Cultural Sensitivity     177
Alternative Media     179
Internet Advertising     183
Trade Shows     188
Trade Finance     190
Short-Term Strategies     192
Variations on Documentary Letters of Credit     195
Documentary Banker's Acceptances     196
Getting Paid     197
Intermediate-Term Strategies     199
Small Business Administration (SBA)     204
Long-Term Strategies     206
Countertrade Strategies     207
Infrastructure Development and Project Finance     214
Private Participation in Infrastructure Development     222
Foreign Direct Investment from U.S. Companies     229
Future Opportunities for U.S. Companies     234
Financing Infrastructure Projects     236
Global Project Finance Banks     237
Development Banks     238
Overseas Private Investment Corporation     242
U.S. Trade and Development Agency     243
United Nations Programs     243
Export Assistance Centers     247
Small Business Administration Regional Offices     249
Latin American Trade Associations in the United States     250
American Chamber of Commerce Offices in Latin America     253
Bi-National Chambers of Commerce in Florida     256
Internet Addresses     257
Map of Latin America     261
Index     262
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