|
|
 |
 |
Building
strong international communications in today's global
business world is becoming increasingly important,
but not understanding
the cultural differences can create problems.
|
Here
are a few tips when marketing internationally.
|
| Argentina |
It
is almost impossible to see anyone without an appointment
and appointments with referrals have a higher probability
of success. It is important to build a network of contacts
since personal references -- "who" you know
-- are crucial to business dealings. Business people
should also be aware that business processes are not
necessarily as transparent as in Canada.
Business
meetings often start and end with an informal conversation
discussing family, sports or politics. This informal discussion
is part of the relationship - building process and, generally,
the closer the personal relationship, the better the chances
of a strong business relationship. |
|
| Russia
|
Be
prepared for a long - term commitment. Russian business people
have become wary of western companies trying to turn a quick
profit. It is worthwhile to engage the services of a local agent.
Given the changing legal, tax and regulatory environment, it
is important to know that your agreement meets Russian legal
requirements.
|
| Brazil |
Greeting can be effusive, with extended handshakes common during the first encounter and progressing to embraces once a friendship has been established. Business is rarely a subject of discussion during a meal. Participate in the conversation, but try not to direct it too much. Wait until coffee is served to talk business.
Brazilians speak Portuguese, if you don't speak the language, find someone who is fluent and understands local customs and traditions. Study history and current events. Don't be critical and be quick to praise.
|
| China |
It is respectful and worth the effort to have business
cards
with Chinese translations, typically Mandarin. Always present business cards
with both hands, and begin with the most senior person.
Gift exchange is an important part of the social / business
structure of Chinese Meetings. Avoid giving gifts of timepieces, and don't wrap
gifts in blue or white paper. Red and Gold are better choices.
|
| Colombia |
Foreign firms interested in exporting only to the
private sector
in Colombia are not required by law to secure a local agent or representative
and may deal directly with customers. However, as a general rule, it is advisable
to appoint a local agent or sales representative to help with import procedures,
actual sales promotion, and other sales service. It is a requirement for international
bids and when contracting with the Colombian Government that foreign bidders
be legally represented in Colombia.
Colombian
business people are well educated (often with some training
in the U.S.), very professional, serious and hardworking.
Colombians also tend to be straightforward and direct in
their business dealings. They are open to negotiate business
arrangements that will be of mutual advantage to both parties.
|
| India |
Gifts are a must for first visits to prospective buyers. Knowledge of Indian history, language, literature, religions and philosophy will put you in a favorable light. Don't use first names. Do not use aggressive hard - sell techniques. Expect to face seasoned negotiators. You will find that most
professional world - class technical skills.
Be aware of local holidays, which vary from region to region.
|
| Indonesia |
Always show respect when greeting individuals, Men
and women
usually shake hands and bow the head slightly when introduced for the first time.
After that, it's usual to shake hands in greeting, although it is more common
when congratulating someone or saying good -
bye before a long trip. All gifts should be accepted graciously - it is considered
impolite to refuse anything - but as a rule Indonesians tend not to open gifts
in the presence of the giver.
|
| Mexico |
 |
Avoid "cold
calls". In Mexico all meetings should be be pre
- arranged. This conveys both respect for the client
and good standing on the part of your company. On the
initial visit, gift presentation is not expected and
may be misunderstood. Presentation of gifts is acceptable
only after a friendship has been established or when
achievement are celebrated.
|
| Poland |
Business
in Poland is often conducted on a very personal basis.
Informal meetings and even meeting your partners at
social gatherings, can contribute to concluding a contract
and building a better business relationship. Poles
do business with people they like and trust. Patience
and perseverance will pay off eventually if your market
strategy is good.
Do
not underestimate the Polish market or the Poles themselves.
Polish consumers and business partners are sophisticated
and they expect superior quality at reasonable prices.
Underestimating the market will damage your credibility
and limit the success of your venture.
(Adapted
from EDC material) |
|
| Please
contact us for additional information and appropriate corporate
gifts. |
