Doing Business in Brazil | How-to Guides for running your business from Business.com

For many companies that does business in Latin America, Brazil is by far the largest slice. No suprise there. At more than 118 million people -- 11 million in the southern business center São Paulo alone -- demand for foreign-made goods can be staggering. It offers some challenges, principally import taxes designed to protect local industries, but the country has made huge strides toward opening and can be a great new market for your brand.

Action Steps
The best contacts and resources to help you get it done

Learn who’s who online—fast

Many big Brazilian trade groups maintain fairly current Web sites in English, useful for getting ahold of recent economic data or drilling down into your particular sector.

I recommend: Look for the "English" link on key Web sites, including trade opportunity site BrazilTradeNet and export promotion agency Apex Brasil. The National Industrial Confederation also publishes a quarterly economic report in English. See Latin Focus for news headlines. Business News Americas maintains a pay database directory of companies in Latin America searchable by geography and sector.

Begin your research without leaving home

Brazilian business chambers are all over the United States and often host events with top business and government speakers. If you are serious about Brazil, this is a great place to start networking.

I recommend: In the United States, you'll find Brazilian-U.S. chambers in Atlanta, Houston, Miami, New York, Los Angeles and Washington, D.C.

Start off slow

Heading to a foreign country to sell is a big step, particularly in a really new culture. Consider attending a trade fair in your area, perhaps for a year or two or longer, first. If the opportunities are real, it will be obvious.

I recommend: Brazil hosts quite a few trade fairs. A comphrenhensive, searchable database can be found at the Brazilian trade fair promoters federation, Ubrafe.

Sell to government

As is the case in most of the world, government outspends many private corporations by many times over. Get a piece of this business and your company will take off.

I recommend: Brazil runs its government purchasing auction-style through its Web site Comprasnet.

Find friends in country, your best local guide

The American Chamber of Commerce in Brazil has more than 6,200 members in dozens of sectors and is present in 10 Brazilian cities.

I recommend: Amcham Brasil, as it's known, is so thoroughly Brazilian (80% of its membership) that its Web site appears nearly entirely in Portuguese. No matter: The majority of business people in major cities speak English as a matter of pride, and Amchams are definitely pro-foreigner, pro-business organizations. The U.S. government also runs commercial offices worldwide.

Go in with your eyes open

Many Brazilians complain about the bureacracy and other structural hindrances to doing business, including stiff taxes and generally anti-competitive labor laws. Things are changing, but understanding the obstacles can make or break your plan.

I recommend: The Brazilian government publishes a detailed guide (PDF file) in English, titled Investments in Brazil Step-by-Step. Amcham Brazil breaks it down even further in its English-language book series "How-to," including topics such as distribution, franchising, hiring, law and taxes. The World Bank has a good general guide to the economy.

Tips & Tactics
Helpful advice for making the most of this Guide

Brazilians, and Latin Americans in general, are usually quite confused by what Americans now consider a birthright: Friday casual seven days a week. Invest in some decent business clothing, including ties, dresses and leather shoes.
Do not, under any circumstances, compare Brazil to its neighbors in Latin America. You may have liked Machu Picchu or had a great time in Oaxaca on vacation, but your Brazilian contacts will more likely have traveled to New York, Europe or Japan before seeing even close neighbors in the region.
Like any big city in a quickly growing country, São Paulo is a mess, traffic-wise. Also, because of U.S. terrorism security rules, Brazilians now require U.S. visitors to pass through separate lines for photos. Leave plenty of time to make your first appointments in the city.

The official source of Doing Business in Brazil is
the Business Directories in Brazil page at Business.com

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