Оглавление
Gabriela Castro-Fontoura. Doing business with Latin America
Publishing details
About the author
Preface. Who this book is for
What this book covers
With thanks
Introduction
1. What is Latin America?
North America
Central America
South America
History
Religion
Inequality
Immigration
What Latin American trade means to Britain
2. Why you should be looking at Latin America
3. Opportunities (and how to make use of them) 1. Sectors
2. The beauty of being small
Case study: Trinem. A British micro-multinational makes it into Latin America
3. E-commerce
4. Events
2014 World Cup
Rio 2016 Olympics and Paralympics
What can UK SMEs provide?
5. Turning opportunities into reality
Case study: Think Galapagos
6. Partnerships
Options for your business
4. Obstacles (and how to overcome them)
“I don’t know anything about these markets”
“I don’t know who can help me”
Example: Export Support Tools and Services – Open to Export
Other benefits
Sources of Support: The Latin American Forum
Mexican Chamber of Commerce
“I don’t even know where to start!”
“We don’t speak the language and I’m not sure we understand the culture”
Case study – language expert
“I’m not sure I have the time or the resources”
“I’ve heard that Latin American bureaucracy is almost impossible to tackle”
Adjust your expectations
“Latin American countries seem so far away”
“Twenty different currencies, how do I manage that?”
“I’m afraid I just won’t get paid”
Expert interview: Letter of Credit
“I am put off by corruption within Latin America”
Case study: Areal Construction Equipment
“I am worried about the legal pitfalls”
Case study: Legal pitfalls in Mexico and how to avoid them
“I don’t think our intellectual property will be protected”
“I’ve heard that customs are a complete nightmare”
Expert interview: Sandra Strong
“I have heard that some countries have huge import duties”
Shipping and logistics
5. Exporting services
Case study: Gibson Research Consultancy
6. Importing from Latin America
Case study: Pachacuti
7. Strategy
Case study: Developing an export strategy
8. Market entry channels
E-commerce
Direct sales
Distributors
Agent
Office/store
Free trade zones
Case study: Zonamerica free trade zone
Franchising
Licensing
Other options
Case study: Natures Purest
9. Planning a visit
Getting there, getting around
Business meetings
Etiquette
Trade and consumer shows
10. Success! What next?
Final comments
Inside knowledge
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