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International Business Services for US Companies

American Companies doing Business in Latin America.

Some Examples:

American firms want to import from Latin America to diversify their supplies and problems arise in the negotiations or logistics.
American firms willing to export to Latin America have problems: sometimes they do not choose the right distribution channel, the same products have different demands in different countries, logistics is difficult, etc.

We provide consulting and counseling in:

• Market research and Marketing Strategy. We investigate Latin American markets for American products or services, and we make recommendations of how to sell in them.
  
  
• Contacts. We can establish contacts between American companies and Latin American companies (to establish distribution agreements, outsourcing alternatives, maquila operations, etc.).
  
  
• Suppliers. We can assist in searching suppliers of products or services.
  
  
• Strategic Alliances. Mergers & Acquisitions.
  
  
• Manufacturing in Latin America. Site selection. Organization design. Personnel development.

American Companies willing to sell more in the US Hispanic Market.

Most American managers assume that what is true for Americans consumers in the United States is also true for people from other countries. Sometimes it is not.

Some examples:

American firms, suffering the market recession, want to expand their sales to the Hispanic market. The problem is that that is a heterogeneous market (people from El Salvador do not like to drink the same coffee that people from Colombia or Mexicans prefer another kind of chilis or cheese that the one that is sold at the supermarket in the “Hispanic” shelves). The phenomenon is not new: Pizza Hut, Domino Pizza, Donkin Donuts, Wendy are only some examples of the American firms that entered the Argentine market and had to leave the country after loosing millions of dollars (even Wal-Mart is not very successful in that market).

Services:

• Market Penetration. We investigate the Hispanic market for existing products and services that are sold in the US and make recommendations to increase sales (changes in products or services, positioning, prices, promotional campaigns, distribution channels, sales force management, etc).
  
  
• Business Plan execution.

American Companies with substantial amount of Hispanic Personnel.

Most American managers assume that what is true for Americans working in the United States is also true for people from other countries. Sometimes it is not. Cross-cultural management is a new field relative to the traditional study of management, and there are not too many examples of failures.

Some examples:

American firms willing to cut costs, hire Hispanic personnel, paying them lower salaries or making them work in jobs that Americans do not want to take. But supervision is not easy and conflicts developed. You do not manage in the same way a Mexican, a person born in Nicaragua or an employee born in Venezuela.
American firms want to manufacture in Latin America to diversify their supplies and cut costs. But the “maquilas” require new management approaches and tools.

We could help your company to manage Hispanic personnel:

• Conflict resolution with Hispanic personnel.
  
  
• Training programs in Spanish to teach working methods, business processes or managerial subjects to Hispanic personnel.
  
  
• Coaching, Temporary Supervision of Hispanic Personnel or Project Management.