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Country Commercial Guides for FY 2000:
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CHAPTER XII: Market Research and Trade Events
APPENDIX F: MARKET RESEARCH
ISAs FY 1999
Sector Date Prepared by Waste Water Treatment Concessions, November, 1998 A. Possik/T. Mendonça Environmental Engineering Consulting December, 1998 A. Possik/T. Mendonca Food Processing Machinery - MERCOSUL December, 1998 Igly Serafim Air Pollution Control Equipment January, 1999 A. Possik/T. Mendonca Pharmaceutical Products January, 1999 Tereza Mendonca Computer Software March 1999 Renato Bastos Medical Equipment March, 1999 Clovis Lemes Architecture and Consulting Services, April 1999 Marina Konno Pay TV April, 1999 Renata d’ Almeida Conveyor Belt Systems April, 1999 Mauricio Vasconcellos Passanger Rail Systems, April, 1999 Alan Baptista Plastics Production Machinery, May, 1999 Teresa Wagner Thermal Power Generation June, 1999 Regina Cunha Textile Fabrics, July, 1999 Ana Paula Ulandovski Aircraft and Parts August, 1999 Renata d’ Almeida Shipyard Equipment November, 1999 Etienne Kvassay
ISAs FY 2000
Sporting Goods December, 1999 Patricia Marega Electric Security Equipment December, 1999 Marina Konno Computer Software February, 2000 Genard Burity Oil & Gasfield Machinery April, 2000 Etienne Kavassay Drilling Equipment April, 2000 Etienne Kavassay Hotel and Restaurant Equipment April, 2000 Ana Tereza Mendonça Dental Equipment April 2000 Clovis Lemes Franchising April 2000 Vacant Internet Services April 2000 Vacant Autoparts May 2000 Teresa Wagner Printing and Graphic Machinery June 2000 Igly Serafim Mining Equipment June 2000 Mauricio Vasconcelos Electrical Power Distrib. Equipment July,2000 Regina Cunha Transportation July 2000 Vacant Irrigation Equipment August 2000 Vania Resende
APPENDIX G: TRADE EVENTS SCHEDULE
Sept/Oct 99 Study’99 SP Nov 99 Ethnics’99 SP Nov 99 Techtextil Brazil SP Jan 00 Dental Show’00 SP April 00 Visit USA SP June 00 Hospitalar SP June 00 Hospitalar SP August 00 Cosmetica SP Sept. 00 Equipotel SP Sept. 00 Study’00 SP Nov. 00 Ethinics’00 SP Analitica Latin America SP US-Brazil Aerospace Industry Summit BSB
APPENDIX H: GUIDE TO COMMERCIAL SERVICES
UNITED STATES COMMERCIAL SERVICE IN BRAZIL
GUIDE TO COMMERCIAL SERVICES
The Brazilian market offers significant opportunities for U.S. exporters. The U.S. Commercial Service is on the ground in Brazil to assist your company in maximizing its export potential in this dynamic and diverse country. The first step is for you to contact the U.S. Export Assistance Center (EAC) nearest you to familiarize yourself with the U.S. Commercial Service’s export promotion programs and to access important market reports. Contact information for the EACs and other key information on exporting are available by dialing 1-800-USA-TRADE.
The United States Commercial Service in Brazil (USCS/Brazil) offers a variety of products and services to facilitate U.S. exports, as outlined in this guide. USCS Brazil is also positioned to consider any legitimate request by a U.S. company for export assistance, negotiated on a fee or non-fee basis. CS Brazil hosts offices in the cities of Belo Horizonte, Brasilia, Porto Alegre, Rio de Janeiro and São Paulo. São Paulo is also the site of USCS/Brazil’s Commercial Center, a facility where U.S. exporters and Brazilian importers can develop business supported by the very latest in "user-friendly" information technologies. All other offices offer similar support through institutional partners.
This Guide outlines the market research, trade contact, trade promotion and facilities support available to U.S. exporters seeking opportunities in the Brazil market. Also, for your convenience visit our web site: www.focusbrazil.org.br. Specific requests for these products/services or any other requests for export assistance should be addressed to USCS Brazil/Head Office at any of the addresses below:
U.S. Mailing Address: Street Address: Electronic Address: Head Office/Brazil Head Office/Brazil Tel: 55/11/853-2811 U.S. Commercial Center U.S. Commercial Center Fax: 55/11/853-2744 AMCONGEN Sao Paulo Rua Estados Unidos,1812 Email: Unit 3502 01427-002 Sao Paulo,SP\ Hoffice@mail.doc.gov or APO AA 34030-3502 Brazil Hoffice@dialdata.com.br Web: www.focusbrazil.org.brBest prospects for u.s. exports
The best prospect sectors for U.S. exports to Brazil as identified and analyzed by USCS/Brazil include:
Agriculture Machinery & Eq. (AGM) Aircraft/Aircraft Parts (AIR) Airport/Ground Support Equip. (APG) Aviation/Helicopter Services (AHS) Arch./Construction/Engineering Svs (ACE) Automotive Parts (APS) Building Products (BLD) Computer Hardware/Software (CPT/CSF) Construction Machinery (CON) Cosmetics and Toiletries (COS) Defense Industry Equipment (DFN) Drugs & Pharmaceuticals Electrical Power Systems (ELP, PTE, REQ) Electronics Industry Prod/Test Equip. (EIP) Environ Tech (POL, WRE) Food Processing/Packaging Equipment (FPP) Franchising (FRA) Hotel/Restaurant Eq. (HTL) Iron & Steel (ERS) Laboratory Scientific Instruments. (LAB) Metalworking Machinery (MTL) Medical Equipment (MED) Mining Industrial Equip. (MIN) Oil & Gasfield Machinery (OGM) Packaging Equipment (PKG) Plastic Production Machinery (PME) Port and Shipbuilding Equipment (PRT) Process Controls - Industrial (PCI) Security & Safety Equipment (SEC) Sporting Goods/Recreational Equip (SPT) Telecommunications (TEL/TES) Textile Fabrics (TXF) Transportation Services (TRN) Travel/Tourism Services (TRA)USCS/BRAZIL PRODUCTS AND SERVICES
CS Brazil products and services can attend to your company’s needs in exporting to Brazil from addressing basic market inquiries, to identifying a qualified local partner, to organizing a highly sophisticated trade promotion event. CS Brazil also offers high caliber facilities for U.S. companies to promote their product and meet with prospective Brazilian buyers.
These products and services are designed as progressive tools for use by your company in advancing into the market in the following categories: Market Intelligence, Trade Contacts, and Market Promotion, as displayed in the following flow chart and described on the following pages:
I. MARKET INTELLIGENCE - CS Brazil can orient U.S. exporters regarding market opportunities ranging from the general business environment to company and product specific market entry plans.
Complementary Products: USCS/Brazil produces a considerable number of market research reports on Brazil, focusing on "best prospects". They are available at no cost to the U.S. exporter from U.S. Export Assistance Centers or from the CS Brazil Web Site: www.focusbrazil.org.br.
These include:
- Country Commercial Guide (CCG): A comprehensive report on the general business environment in Brazil with an emphasis on market access, investment issues and general information on markets of opportunity.
- Industry Sector Analysis (ISAs): Detailed reports analyzing market opportunities for best sectors for U.S. exports in Brazil. ISAs contain market assessment and outlook supported by statistics; a review of competition and market shares; market access information; best sales prospects; and trade contacts.
- International Market Insights (IMIs): Reports on specific market opportunities and major projects giving background and guidance on how to take advantage of the opportunity.
Fee-Based Products: The following reports can be developed for a U.S. exporter upon request for a fee. These are business confidential products tailored to the U.S. company’s product/service whose final results are not available to the public.
- Market Profile Report: This report offers the U.S. exporter market information to evaluate the competitiveness of its product/service and its receptivity in the market in order to determine whether to further pursue market entry. The 4-6 page report highlights sector and product/service specific market outlook for the U.S. exporter in Brazil and includes interviews with a limited sampling of importers, distributors, manufacturers, and end-users regarding the U.S. company’s product/service. Also, it includes information on product/service specific tariff and non-tariff barriers, as well as key information on current import volumes, leading importers of the product, product/service relevant trade shows, trade associations, and industry publications. Harmonized System number(s) must be provided. Available within 2-4 weeks of request. Fee: US$450
- Customized Market Analysis (CMA): A concise report generated upon request examining the competitiveness of a specific U.S. product or service in the Brazilian market. The report covers key marketing facts such as sales potential, comparable products and their prices, distribution channels, and qualified purchasers. This report is confidential and is available only to the requesting U.S. company. Available within 60 days of request. Fee: US$3,800.
- Customized Market Research: The U.S. client can also propose its own research design for CS Brazil to perform. Scope of work, timing, and fees to be directly negotiated with CS Brazil based on staff time required and incidental expenses.
II. TRADE CONTACTS - CS Brazil offers a menu of options for the U.S. exporter to identify potential business partners that meet its qualifications, from basic lists to pre-screened and qualified companies. CS also offers important tools for active follow up with interested partners to assist in turning a contact into a business success.
- Silver Key List (SK): A list of 10-20 specific contacts relevant to the U.S. company requested product/service. Includes contact information and a brief description of the company. The U.S. Company is responsible for any follow-up contact with Brazilian counterparts. Available within 5-10 days of request. Fee: US$150
- Virtual Gold Key: CS Brazil represents the U.S. company in formally presenting its product/service to Brazilian companies meeting the U.S. exporter’s specifications (distributor, end user, licensee partner, etc) and company criteria. Presentations are made in the form of a telephone call, delivery of company literature with CS letter of introduction, and follow up telephone calls to solicit interest. If geographically viable, a CS representative visits the interested Brazilian company(ies) to ascertain their preparedness for the proposed business venture with the U.S. client. A detailed report is provided back to the U.S. exporter on all local companies contacted and their comments. For those interested Brazilian companies, detailed company profiles are also provided. U.S. companies using the Virtual Gold Key can also take advantage of the following services at no additional cost: translation of introduction letter into Portuguese; a one-hour U.S. initiated teleconference meeting arranged by CS between the U.S. company and prospective Brazilian partner(s) (professional interpreter costs extra if needed), in-country appointments arranged by CS based on Virtual Gold Key contacts established. Also, for an additional cost-recovery based fee, CS Brazil can arrange a videoconference meeting between the U.S. and Brazilian companies using a private studio (average studio rate US$150/hour). Available within 6 weeks of request. Fee: US$525 in primary markets (Brasilia, Belo Horizonte, Rio de Janeiro, Salvador, and Sao Paulo); US$375 in secondary markets (Porto Alegre, and Victoria).
- Gold Key Service: USCS/Brazil develops for visiting U.S. exporters a pre-screened set of appointments with Brazilian companies meeting the U.S. company specifications and with expressed interest in a potential business arrangement with the visiting firm. CS schedules 4 appointments per day and meetings are generally held at the Brazilian company location. CS Brazil will make an initial hotel reservations and/or arrange an interpreter/driver upon receipt of the U.S. company’s credit card. Any changes in reservation are the responsibility of the U.S. company. Available within 6 weeks of visit. Fee: US$450 in primary markets (Brasilia, Belo Horizonte, Forteleza/Recife , Rio de Janeiro, Salvador, and Sao Paulo); US$300 in secondary markets ( Porto Alegre, and Victoria)
- Trade Missions: Customized visits by groups of U.S. exporters for an intensive program of individual meetings with pre-screened local companies, business briefing, and normally a representational event. Can also include plant tours and government meetings. Available within 3-4 months of confirmed request. Fee: Negotiated by Event; Range US$1,350 - US$2,500 per company.
- Customized Trade Contact Services: The U.S. client can also propose its own trade contact activity for CS Brazil to perform. Scope of work, timing, and fees to be directly negotiated with CS Brazil based on staff time required and incidental expenses.
III. Trade Promotion: USCS/Brazil organizes a wide range of promotional activities to assist U.S. companies in proactively promoting their U.S. products and services in Brazil.
- Trade Exhibits: With this set of services, a potential exporter may participate as an exhibitor at a U.S. Pavilion within a large, established trade exhibit. Such participation includes distinctive decor, freight handling and customs expediting services, targeted announcements to the trade public, and a search for prospective clients. See current list on the Web Site or request from the Head Office in Sao Paulo. Fee: Range between US$3,000 and US$5,000 per booth.
- Company Promotion/Technical Presentation Event: A Promotional or Technical Presentation Event offers individual or groups of companies a high visibility venue at the Commercial Service (CS) to present its products or services to a tailored audience of Brazilian clients. The requesting company provides input regarding the specific venue and audience, which generally includes a 3-hour program initiated by an official U.S. Government followed by detailed company presentation and question/answer session. Fee includes official CS event space with presentation equipment, audience development costs, and light refreshments. Available within 1 month of request. Fee: Range US$1,000 - US$2,250 plus US$1,000 for cost of simultaneous interpretation (if necessary).
- Video Conference Promotion: CS Brazil offers video conference programming for groups or individual companies. Group videoconferences generally consist of a 1-2 hour program with U.S. and Brazilian audiences focusing on a specific industry/service issue. CS through cooperation with the U.S. Information Agency arranges the studio to receive the U.S. call via OVC (Digital Videoconference lines), brings together qualified presenters/discussants on the subject, and moderates the program from Brazil. For individual videoconferences, CS arranges the videoconference at the U.S. Commercial Center or a private site, confirms the Brazilian participant(s), arranges an interpreter, and moderates the program if requested. Group videoconference available with 1-month lead time; individual videoconference available with 1 week lead time. Fee: To be determined by the actual cost of facilities and services required to implement; Range: US$175 - US$1,300 (with call originating in the United States).
- Customized Trade Promotion Services: The U.S. client can also propose its own trade promotion activity for CS Brazil to perform. Scope of work, timing, and fees to be directly negotiated with CS Brazil based on staff time required and incidental expenses.
IV. CS Brazil Facilities
CS Brazil offices in Belo Horizonte, Brasilia, Rio de Janeiro, Porto Alegre, and São Paulo also offer facilities for U.S. companies to conduct business and promote their products and services, including auditoriums, meeting rooms, and facilities for catered events. The U.S. Commercial Center in São Paulo, "SPCC", is one of just four U.S. Commercial Centers around the world. The SPCC is a place designed for U.S. exporters and Brazilian importers to conduct business in a full support environment. The SPCC offers individual company office spaces with the latest in information technologies, meeting areas for individuals and groups, an auditorium for presentations to targeted audiences, and indoor and outdoor areas for receptions. Full information on each site, including a fee schedule, is available upon request by contacting HOffice@mail.doc.gov
BRAZIL - SECTOR TEAMS
SECTOR COORDINATOR MEMBERS Agriculture Machinery & Eq. AGM) I.Serafim,SP Aircraft/Aircraft Parts (AIR) R.D’Almeida, BSB Airport/Ground Support Equip. (APG) R. D’Almeida, BSB Arch./Construction/ Engineering Svs (ACE) M.Konno,SP Aviation/Helicopter Services(AHS) R.d’Almeida, BSB Automotive Parts(APS) T.Wagner,SP Building Products(BLD) M.Konno,SP Computer Hardware/Software (CPT/CSF) L.Wong, SP Construction Machinery (CON) M.Konno,SP Cosmetics and Toiletries (COS) J.C. Lemes,SP Defense Industry Equipment (DFN) R.d’Almeida,BSB Drugs & Pharmaceuticals T.Mendonça,BSB Electrical Power Systems R.Cunha,RJ Electronics Industry Prod/Test Equip. Vacant/SP Environ Tech (POL, WRE) T.Wagner,SP Food Proces./Pack. Equip. (FPP) I.Serafim,SP Franchising (FRA) P.Marega (acting),SP Hotel/Restaurant Eq.(HTL) T.Mendonca,BSB Iron & Steel (ERS) M.Vasconcellos,BH Laboratory Scientific Instr.(LAB) J.C.Lemes,SP Metalworking Machinery(MTL) T.Wagner,SP Medical Equipment(MED) J.C.Lemes,SP Mining Industrial Equip.(MIN) M.Vasconcelos,BH Oil & Gasfield Machinery(OGM) E.Kvassay,RJ Packaging Equipment(PKG) I.Serafim,SP Plastic Production Machinery(PME) T.Wagner,SP Printing and Graphic Arts Equip. (PGA) I.Serafim,SP Port and Shipbuilding Equip(PRT) E.Kvassay,RJ Process Controls-Indust.(PCI) Vacant,SP Security & Safety Equip.(SEC) M.Konno,SP Sporting Goods/Recr.Equip(SPT) P.Marega,SP Telecommunications (TEL/TES) R.d'Almeida,BSB Textile Fabrics (TXF) Vacant, SP Transportation Services(TRN) M.Konno,SP Travel/Tourism Services(TRA) J.Haddad,SP All Other Sectors (CBS) L. Lins, SPNote: BSB = Brasília; BH = Belo Horizonte; RJ = Rio de Janeiro; SP = São Paulo
SUPPORT ACTIVITIES
FINANCIAL - J. Henderson
BNDES (Banco Nacional de Desenvolvimento Economico e Social)
EXIMBANK (Export & Import Bank of the United States)
IDB (International Development Bank)
OPIC (Overseas Private Investments Corporation)
WB (World Bank)
REGULATORY - K. Curtis
Advocacy / Major Projects
BXA (Bureau of Export Administration)
Non-Tariff Barriers
NIST (National Institute of Standards and Technology)
TRADING ENVIRONMENT - S. Kelley
FTAA (Free Trade of Americas)
MERCOSUL (Mercado Comum Sul-Americano)
WTO (World Trade Organization)
PROGRAMS - J. Rauner
MDCP (Market Development Cooperator Program)
TDA (Trade & Development Agency)
States & Associations
OSAC (Overseas Security Advisory Council)
United States Department of Agriculture Services in Brazil
The United States Department of Agriculture in Brazil is represented by the Office of Agricultural Affairs (OAA) located at the American Embassy in Brasilia, and by the Agriculture Trade Office (ATO) in São Paulo. Both offices assist U.S. exporters of food and agricultural products by providing current information on exporting these products to Brazil, registering U.S. companies with the Brazilian Ministry of Agriculture - MAA to become eligible to export to Brazil, and providing contact information for further information regarding the Brazilian food and agriculture market. These offices are local points for U.S. market development activities in Brazil, and can provide lists and catalogues of Brazilian importers, distributors, agents and wholesalers in order to facilitate contact with Brazilian buyers.
In order to obtain assistance, please contact OAA Brasilia or ATO São Paulo at the following addresses:
APO Address: Office of Agricultural Affairs - OAA Agriculture Trade Office - AmEmbassy, Brasilia ATO Unit: 3500 AmConGen APO AA 34030 Unit: 3502 APO AA 34030 Street Address: Embaixada dos Estados Unidos - FAS Agriculture Trade Office SES - Av. das Nações - Qd. 801 - Lote3 Alameda Santos, 2224 70403-900 Brasilia - DF Ed. Suarez Trade, Conj. 11 01418-200 São Paulo - SP Tel.: (55 61) 226-3159 Tel: (55 11) 282-3528 Fax: (55 61) 226-6784 Fax: (55 11) 883-7535AgExport Connections Service is also provided by the USDA offices in Brazil. This service is managed in FAS Washington by use of satellite communication to keep U.S. sellers and exporters informed of foreign buyers needs. This service consists in the "Foreign Buyer List" which contains information on more than 15,000 foreign buyers of U.S. food and agricultural products, and the "Buyer Alert", which are lists of exporters of these products, distributed to foreign buyers. For more information, please contact one of our offices in Brazil or the AgExport Connections office in Washington D.C. at telephone (202) 690-3416 and fax (202) 690-4374.
Sector Coverage:
USDA also reports on some commodities identified as potential opportunity markets for a number of agricultural and food products. Reporting responsibilities are divided between the two offices (OAA/Brasilia and ATO/São Paulo). Requests for assistance should be directed to the office that reports on that commodity (please see list below).
Reports (with very few exceptions) are available at the FAS homepage or the Internet at http://www.fas.usda.gov/, generally within three days of submission to Washington.
OAA/BRASILIA AND ATO/SÃOPAUO COMMODITIES REPORTS
Commodity Office Citrus São Paulo Cocoa Brasilia Coffee São Paulo Cotton São Paulo Dairy Brasilia Grain and Feed Brasilia Livestock Brasilia Oilseeds Products São Paulo Planting Seeds Brasilia Poultry Brasilia Sugar São Paulo Tobacco São Paulo Tomatoes and Products Brasilia Tree Nuts (Macadamia Nuts) BrasiliaNote: Inquiries on Agricultural Machinery and inputs such as fertilizers, etc. should be directed to the U.S. Commercial Service.
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[end of document] Note* International Copyright, United States Government, 1998 (or other year of first publication). All rights under foreign copyright laws are reserved. All portions of this publication are protected against any type or form of reproduction, communications to the public and the preparation of adaptations, arrangement and alterations outside the United States. U. S. copyright is not asserted under the U.S. Copyright Law, Title17, United States Code.
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