Ecuador - Country Commercial Guide
Market Entry Strategy
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Best practices for market entry strategies encompass the following:

  • Secure an agent, representative, or distributor in Ecuador.  Sales to the Ecuadorian government require the company to have a local representative in Ecuador.  Given the small territory, one distributor often suffices.  Focus on formality, personal relationships, and trust when negotiating agreements and contracts.
  • Select a law firm early on to have legal support available in different areas like taxes, political/economic analysis, contracts, sanitary registrations, and legal reforms.
  • Conduct thorough due diligence to know your partner and understand the market.  The U.S. Commercial Service offers a host of services to assist your company with its due diligence process.
  • Communicate with the Commercial Unit of the U.S. Embassy in Quito regarding specific concerns, such as regulatory issues.
  • Visit the market often; take advantage of Ecuador’s geographic proximity to the United States and the abundance of flights connecting Ecuador to all regions of North America. 
  • Recognize that business planning can be a challenge because of frequent changes in Ecuador’s tax, commercial, investment, and economic policies and regulations.
  • Attend functions of local business promotion organizations such as the American Chambers of Commerce (AmCham), which number five in Ecuador (Quito, Guayaquil, Cuenca, Ambato, and Manta).
  • Keep in mind there are two distinct regions in Ecuador: the mountain and the coastal region.  Distinctions among the two regions are highly visible in consumer behavior, personalities, buying patterns, hobbies, and even political ideologies.