Doing Business With LAM

Newburyport IBCLatin America Conference: 

Newburyport IBC Latin America Conference Data provided by Phil Bean, Euler Hermes ACI

Slide2: 

2 About Trade Credit Insurance

Economic Spotlight on Latin America: 

3 About Trade Credit Insurance Economic Spotlight on Latin America

Economic Spotlight on Latin America, cont’d: 

4 About Trade Credit Insurance Economic Spotlight on Latin America, cont’d

THE GREATER NEWBURYPORT INTERNATIONAL BUSINESS COALITION PRESENTS:“THE MYTHS OF DOING BUSINESS IN LATIN AMERICA”: 

THE GREATER NEWBURYPORT INTERNATIONAL BUSINESS COALITION PRESENTS: “THE MYTHS OF DOING BUSINESS IN LATIN AMERICA” PANEL MODERATOR: Samuel L. Baily, Professor Emeritus of History at Rutgers University — whose work focuses on modern Latin American History with special emphasis on Argentina — will provide a general introduction to Latin America. Dr. Baily is the author or co-author of eight books including Labor, Nationalism and Politics in Argentina , The United States and the Development of South America and Immigrants in the Lands of Promise: The Italians in Buenos Aires and New York City, 1875-1925. PANELISTS: Karen Murphy is president of Murphy Associates, an organization that specializes in occupational Spanish and Portuguese, cross-cultural and customer service training initiatives. She will present a brief overview of several cultural elements that influence the building of business relationships in Latin America. Charles Miller of Business Solutions Advisory Group who will discuss his experience as a partner of a specialty paper manufacturing plant in Mexico. He will offer insights and recommendations on working with local partners. Miller has extensive experience in specialty and technical product manufacturing in a business to business environment in Europe, Latin America and the Far East, as well as with acquisitions and divestitures. Pedro R. Muñoz, Ph.D., P.E. will give an overview of developments in his native Colombia. Dr. Muñoz received his undergraduate degree in Cartagena, Colombia and master's and doctoral degrees in the US. He owns PRM Engineering, LLC., a structural consulting engineering and design firm in Newburyport and is Licensed as a Professional Engineer in MA, NH, ME, CT, NY, NJ, WA, IN, MD, FL, CA, and Puerto Rico. Joao Paulo Teixeira, owner of CertSys - a software development company - has a Computer Engineering degree from University of Sao Paulo and Business Administration background from California State University, Northridge. He has been working on the Technology Information Industry at such companies as Hewlett-Packard Brazil, and Symantec Brazil, in the Marketing & Sales organizations. He will present which are the opportunities in the Brazilian software market, as an exportation platform primarily to US.

Slide6: 

Doing Business in Latin America A Brief Cultural Perspective ---------- 24 April 2007 Presentation www. MurphyAssocs.com ©2007 Murphy Associates

Slide8: 

El Mundo Hispano ♠ Argentina ♠ La República Dominicana ♠ Bolivia ♠ México ♠ Chile ♠ Nicaragua ♠ Colombia ♠ Panamá ♠ Costa Rica ♠ Paraguay ♠ Cuba ♠ Perú ♠ Ecuador ♠ Puerto Rico ♠ El Salvador ♠ Uruguay ♠ Guatemala ♠ Venezuela ♠ Honduras 18 Countries & the island of Puerto Rico Major language: Spanish Ethnically diverse

Slide9: 

O Mundo Brasileiro ♠ 5th largest nation in the world ♠ 26 States ♠ 1 Federal District ♠ Major language: Portuguese ♠ Ethnically diverse

Business Etiquette: 

Business Etiquette Formality Handshake Punctuality Physical Space Eye Contact Personal Relationship

Language & Communication Style: 

Language & Communication Style Spanish & Portuguese -many dialects Lively/Rapid Emotional/Passionate Gesturing & Touching Interrupting Descriptive

Expand Your Horizon: 

Expand Your Horizon Acquire some basic language skills Buenos Días ¿Cómo está? Gracias Bom Dia Como vai? Obrigado(a) Brush up on current events Learn a little about the country’s history, literature & arts

Charles F. Miller: 

Charles F. Miller Charlie 35 Years General Management experience in process industry (Specialty Paper and Non-wovens) Led Business Unit w/ JV in Mexico Manufacturing Supporting global parent company Selling focused on Latin American Market

Business SolutionsAdvisory Group: 

Business Solutions Advisory Group Support for time- and resource-starved Business Owners Accredited - Institute for Independent Business Powerful network of 4,000 accredited associates Focus, Organization, Results Absolutely the best advice available

Latin America: 

Latin America Significant opportunities Markets for US goods and services Population Potential for significant economic growth US customers setting up operations Sources of imported products and materials Lower cost manufacturing

But… It Is a Different Culture: 

But… It Is a Different Culture People do business with people Do not underestimate cultural issues Relationships are of the essence Several different cultures Differing levels of tolerance for US Don’t try to go it alone!

Form a “Local” Alliance: 

Form a “Local” Alliance Find the right combination of experience Velocity Knowledge, Networks How things work How to open the right doors Buffer / Facilitator to your US business Closer to trends and local issues

Patience / Approach: 

Patience / Approach There is a different pace in Latin America Time seems less critical Issues are often addressed indirectly, more diplomatically than we are used to Seeds need to be planted and nurtured before decisions can be taken Trust needs to be built carefully and fully

It Is Possible: 

It Is Possible JV successful over 20 years Original sales and marketing relationship going on 30 years, second generation Leading share of market in Mexico Strong market shares in other markets Profitable

THE GREATER NEWBURYPORT INTERNATIONAL BUSINESS COALITION PRESENTS“THE MYTHS OF DOING BUSINESS IN LATIN AMERICA”Newburyport Custom House - April 24, 2007OVERVIEW OF DEVELOPMENTS IN COLOMBIABy: Pedro R. Muñoz, Ph.D., P.E.: 

THE GREATER NEWBURYPORT INTERNATIONAL BUSINESS COALITION PRESENTS “THE MYTHS OF DOING BUSINESS IN LATIN AMERICA” Newburyport Custom House - April 24, 2007 OVERVIEW OF DEVELOPMENTS IN COLOMBIA By: Pedro R. Muñoz, Ph.D., P.E.

OVERVIEW OF DEVELOPMENTS IN COLOMBIABy: Pedro R. Muñoz, Ph.D., P.E.: 

OVERVIEW OF DEVELOPMENTS IN COLOMBIA By: Pedro R. Muñoz, Ph.D., P.E. Current Facts on Colombia: https://www.cia.gov/cia/publications/factbook/geos/co.html Information on Colombia from the Secretary of State: http://travel.state.gov/travel/cis_pa_tw/cis/cis_1090.html Colombian Consulates in the USA: http://www/colombiaemb.org/opencms/opencms/consulates/consulates.html Colombian Consulate in Boston, MA: 535 Boylston Street, 11th Floor, Boston, MA 02116 Consul: Dra. Bibiana Gomez – tel: 617-536-6222 ; Fax: 617-536-9372 conboston@aol.com; cboston@minrelext.gov.co New England-Latin America Business Council – www.NELABC.org Contact Person: Mr. Salomon Chiquiar Rabinovich, Tel: (617) 434-0928 E-mail: info@nelabc,org TLC (“Tratado de Libre Comercio”) – Free Trade Treaty http:www.nadir.org/nadir/initiativ/aqp/free/cafta/1123colombia_halts_talks.htm http:www.nadir.org/nadir/initiativ/aqp/free/cafta/1121uribe.html http://www.bilaterals.org/article.php3?id_article=7558

OVERVIEW OF DEVELOPMENTS IN COLOMBIABy: Pedro R. Muñoz, Ph.D., P.E.: 

OVERVIEW OF DEVELOPMENTS IN COLOMBIA By: Pedro R. Muñoz, Ph.D., P.E. MAJOR INDUSTRIES AND AREAS OF INTEREST Agricultural Timber and Wood Products Textiles Flowers Coal and Steel Other natural resources still to be explored. POTENTIAL SECTORS TO SET BUSINESSES Biomedical and Pharmaceutical Industries, Plants and Research Centers Electronics and Telecommunications Technology Transfer with applications to developing countries, Housing, Transportation, Others. KEY POINTS TO REMEMBER Partnership with the right people, Think Government first. Establish path of Cooperation and Engagement with Cultural sense in mind. Think Education and Exchange programs with Universities and Research Centers. Strategic Place for Business projections into South America. LIST OF MAJOR PRODUCTS OFFERED BY COLOMBIA Coffee, Cut Flowers, Bananas, Rice, Tobacco, Corn, Sugarcane Cocoa Beans, Oilseed, Vegetables; Forest Products; Shrimp Hand Crafted Products

“ The Myths of Doing Business in Latin America “: 

“ The Myths of Doing Business in Latin America “ The Brazilian Software Industry João Paulo Teixeira Business Development Manager

Quote from Computer World: 

Quote from Computer World BRAZIL “It's a sleeping giant with a tradition of high-quality software” Computer World 2003

Agenda: 

Agenda About CertSys Software Industry Trends & Market Reasons to invest in Brazil Our Solutions & Technologies Conclusions Questions

About CertSys: 

About CertSys CertSys was officially founded in 2007 Business: Offshore Software Development, Information Security Solutions Located at CIETEC - Technology-based Business IncubatorCenter of University of Sao Paulo – biggest Incubator in Brazil Our Mission “Provide best-in-class technology solutions to our customers and business partners among the world in order to achieve the highest standards of quality, satisfaction, innovation, confidence and integrity.” Values Innovation Customer Satisfaction Quality Confidence Integrity Business: Offshore Software Development, Information Security Solutions

Software Industry MarketReduce the Suppliers Power…: 

Software Industry Market Reduce the Suppliers Power… What does BRIC mean? Brazil, Russia, India, China Today India is the largest software “offshoring” location – 2008 business is expected to be $58 billion (US). Do we want to keep this supplier concentration? Only one largest supplier? What about Latin America? Expand to another markets?

Software Industry MarketThe growth of this Market…: 

Software Industry Market The growth of this Market… The needs in the US Market are growing at annual rates of 25% In 2004 the US Market spent US $65 billion to outsource. India took nearly US $10 billion. The opportunity is real to develop partnerships with software offshore companies!

Our Solutions & TechnologiesSolutions: 

Our Solutions & Technologies Solutions End-to-end Software Development Offshore Security Solutions Development Secure Workflow Solutions e-Signatures E-Payments Enterprise Single Sign-On Network Access Control Web Services Security Applications Biometric Identity Hardware Security Module (HSM) based solutions Public Key Infrastructure (PKI) based solutions

Conclusions : 

Conclusions Brazil represents a great opportunity to software offshore US companies can partner with CertSys in order to engage projects US companies sell and we deliver We want to have a very similar approach in price compared to China and India but higher standards of communication, development and business alignment Please contact us for more information on how we can win together Latin America research information or working referrals

Questions & Answers: 

Questions & Answers João Paulo Teixeira joao.teixeira@certsys.com.br +55 11 9613-6624