Brazil - Selling Factors and TechniquesBrazil - Selling Factors & Techniques
Market Entry RequirementsAll customary import channels exist in Brazil: agents, distributors, import houses, trading companies, subsidiaries and branches of foreign firms, among others. Brazilian importers generally do not maintain an inventory of capital equipment, spare parts, or raw materials, largely because of high import and storage costs. With more bonded warehouses, industries that rely heavily on imported components and parts can now maintain larger inventories.
U.S. companies should contact sector Specialists for industry-specific market entry strategies based on their product and objectives in country.
Pricing and payment terms are extremely important sales factors as Brazil is a price sensitive market for most sectors. Generally, U.S. goods are perceived as reliable and of high quality; however, U.S. companies should not depend solely on the competitive advantage of quality. To be competitive, U.S. companies should adapt their products to local technical requirements and preferences. In some sectors, competing with an ever-increasing amount of Chinese imports can be difficult because of their low prices. Therefore, emphasizing product quality, in addition to customer service, after-sale service, financing arrangements, and warranty terms will demonstrate the key competitive advantages of U.S. companies. As Brazilian companies become more concerned with environmental stewardship, it is also advisable to demonstrate commitment to sustainable development practices when introducing new products into this market.Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.
Brazil Trade Development and Promotion