Brazil - Country Commercial Guide
Selling Factors and Techniques
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Price and payment terms are extremely important sales factors.  Generally, U.S. goods are trusted for their high quality; however, goods produced locally or in China are often less expensive. To be competitive, U.S. companies should adapt their products to local technical requirements and culture. Foreign products must have identification, labeling, instructions, and software translated to Portuguese. In some sectors, competing with an increasing number of Chinese imports can be difficult because of their low prices. As such, emphasizing product quality, customer service, after-sale service, financing arrangements, and warranty terms are key for U.S. companies to succeed in the market. For some industries, partnering with local companies for assembling parts or ingredients in Brazil, could reduce costs and make U.S. goods more competitive. U.S. firms often can find more opportunities in niche markets with innovative solutions rather than competing with well established brands meeting more generic demands. The Brazilian government can provide tax exemption for strategic products that have no similar manufacturing in the country. As Brazilian companies become more concerned with environmental stewardship, it is advisable to demonstrate commitment to sustainable development practices when introducing new products into Brazil.