How to Export to Brazil - Sprint Lazio

Brazil – Ministry of External Relations
Be prepared to take part in the meeting in an objective and direct manner, and be
clear and firm when dealing with prices, schedules and forms of payment. Expect the
secretary to interrupt the meeting or the client’s cell phone to ring occasionally.
Brazilian business people will usually handle negotiations by themselves or at most
with another person that may in some way be connected to the matter inside the
company.
As far as possible, an effort must be made to provide catalogues and websites in
several languages, including Portuguese, so that technical information will not have
to be translated or explained during the meeting.
Moreover, no questions should be left without an answer, as this will delay the client’s
decision. The lack of data or information may also make the client uneasy about
closing the deal.
Warranties, after-sales service, replacements and servicing or any other after sales
commitments that may be required must be clearly explained, especially with regard
to finances.
For small or medium sales, it is not usual to sign commercial contracts, as the Pro
Forma Invoice meets that purpose. However, if the transaction involves goods and
sums which the exporter deems to merit greater formality, a contract may be proposed,
which will include all the procedures to be honored by the parties. This contract can
be registered at a notary (cartório, in Brazil) and the parties may choose a jurisdiction
to deal with any legal dispute that may arise. The contract must be written in both
languages.
Some importers will usually discuss the key points in the contract during the meeting
and will submit the final text for approval by fax or e-mail.
When it becomes clear that the client is not interested in the deal, the meeting should
be brought to an end, as Brazilian business people are rarely direct in the sense of
clearly stating they have no interest in the product. They will normally let negotiations
stretch until they die out, when the exporter finally realizes there is really no possibility
of making a deal.
With regard to cultural aspects in Brazil, the foreign exporter is advised to take certain
precautions. There is no behavior handbook or manual on how to deal with Brazilian
clients. It must be taken into account that in general they are of Latin origin, like most
of their South American neighbors, but have certain peculiarities. The idea that Brazilians
are not punctual does not apply to the business environment, as Brazilian business
people are punctual and will often use a cell phone to let others know they will be late
for a meeting due to some unforeseen event.
As for the dress code, formality is advised, and men should wear suit and tie while
sober clothing is recommended for women.
Another striking cultural aspect in the business world is the objectivity in dealing with
the agenda in a meeting. However, it is expected that before the meeting starts, some
light conversation will take place, usually involving news in the media or even some
teasing about the soccer team of those present. To Brazilians, these are ways of
“breaking the ice”. So, the visitor may be expected to make some comments on their
92 How to export to Brazil