Successful market entry into Mexico is similar to building sales channels in the United States:
- Consider establishing an agent, distributor, or opening a representative office.
- Develop a regional strategy considering the vast market size.
- Use promotional plans like trade shows, social media, and sales calls.
- Price competitively and establish an effective pricing structure.
- Secure legal counsel, intellectual property protection, and after-sales support.
Given the size of the market, the strategy should consider specific regional territories. Most firms assign Mexican agents or distributors in different locations. Many companies find it works well to use three or four specific territories, often centered in Mexico City for central and southern Mexico, in Guadalajara for western Mexico, in Monterrey for northeastern Mexico, and in Baja California for the northwestern border and maquiladora (export manufacturing) zones. When selling to the government, it is important to have a local office or representative. For regulated products or services such as healthcare solutions, regulatory approvals require time and local support.
To do business in Mexico, it is crucial to develop and maintain close relationships with clients and partners. Mexicans prefer regular direct communication, especially in the initial stages of establishing rapport. Email is widely used, but platforms such as WhatsApp have become widespread and essential for initial connections and quick interactions.
The U.S. Commercial Service can assess market potential of products and services, provide advice on export strategies, and facilitate business agreements with potential clients and/or partners through our three offices located in Mexico City, Guadalajara, and Monterrey.