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An American's Guide to Doing Business in Latin America

Book Description

Did you know . . . 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 companiesLatin 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.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. CHAPTER 1: THE NEW LATIN AMERICA
    1. The Lost Decade
    2. Relationship Between Washington and Latin America
    3. Promises of the Summit of the Americas
    4. Trade Pact Fever
    5. Opportunities Abound
    6. Deficiencies That Still Remain
    7. Intra-regional Cultural and Business Differences
  6. CHAPTER 2: LATIN A MERICA’S UNIVERSAL ISSUES
    1. Competitiveness in Latin America
    2. A Wasting Environment
    3. Violent Crime
    4. Insidious Corruption
    5. Selling With E-Commerce
  7. CHAPTER 3: LATIN AMERICA’S SOCIAL ISSUES
    1. Education Shortfalls
    2. The Gender Gap
    3. The Evils of Joblessness
    4. Extreme Poverty and the Spreading Wealth Gap
    5. Broken Health-Care Systems
    6. Trafficking in Persons
    7. Summary
  8. CHAPTER 4: MAJOR MARKET OPPORTUNITIES
    1. Varied Market Strategies
    2. Argentina
    3. Brazil
    4. Chile
    5. Colombia
    6. Costa Rica
    7. Mexico
    8. Conclusion
  9. CHAPTER 5: LATIN TRAITS THAT BAFFLE AMERICANS
    1. Family Values
    2. Easy-Going Lifestyle
    3. A Live-And-Let-Live Attitude
    4. Respect for Age
    5. Community Involvement
    6. Class Separation
    7. Gender Class Difference
    8. Power of the Church
    9. Racial Bias
    10. National Pride
  10. CHAPTER 6: MARKET RESEARCH: PERFORMING A COUNTRY SURVEY
    1. Business Structure
    2. Audit, Tax, Legal, and Licensing Requirements
    3. Communications Bottlenecks
    4. Insurance
    5. Political and Economic Environment
    6. Market-Specific Business Conditions
    7. Government Subsidies
    8. Transport, Licenses, Security, and Labor
    9. Infrastructures and Free-Trade Zones
    10. Personnel Matters
    11. Exchange Controls
    12. Summary
  11. CHAPTER 7: COUNTRY RISK ASSESSMENt
    1. Country Risks
    2. Defining Market-Entry Options and Risks External to a Company’s Authority
    3. Quantifying the Impact of External Risks
    4. A Case Study: U.S. Fabrisource and Avionics Corporation
  12. CHAPTER 8: MARKETING CHANNELS
    1. Commissioned Agents of Latin American Governments and Companies
    2. Export Management Companies
    3. Export Trading Companies
    4. Captive Export Trading Companies
    5. Foreign Trading Companies
    6. Direct Selling
    7. Distributors
  13. CHAPTER 9: ADVERTISING
    1. Cultural Sensitivity
    2. Alternative Media
    3. Internet Advertising
    4. Trade Shows
  14. CHAPTER 10: TRADE FINANCE
    1. Short-Term Strategies
    2. Variations on Documentary Letters of Credit
    3. Documentary Banker’s Acceptances
    4. Getting Paid
    5. Intermediate-Term Strategies
    6. Small Business Administration (SBA)
    7. Long-Term Strategies
    8. Countertrade Strategies
  15. CHAPTER 11: INFRASTRUCTURE DEVELOPMENT AND PROJECT FINANCE
    1. Private Participation in Infrastructure Development
    2. Foreign Direct Investment from U.S. Companies
    3. Future Opportunities for U.S. Companies
    4. Financing Infrastructure Projects
    5. Global Project Finance Banks
    6. Development Banks
    7. Overseas Private Investment Corporation
    8. U.S. Trade and Development Agency
    9. United Nations Programs
  16. Appendix A: Export Assistance Centers
  17. Appendix B: Small Business Administration Regional Offices
  18. Appendix C: Latin American Trade Associations in the United States
  19. Appendix D: American Chamber of Commerce Offices in Latin America
  20. Appendix E: Bi-National Chambers of Commerce in Florida
  21. Appendix F: Internet Addresses
  22. Map of Latin America