Country: Mexico

1
Country Mexico
-Tips on how to do business in Mexico -Market
and Product Trends -Food Export market
activities and services
CONSULTANTS IN FOOD TRADE MARKETING -
COMMUNICATIONS
2
Tips to do business in Mexico

• Business relationships are usually very formal.
• When having an appointment, dont be late
• Find out if your counterpart speaks English
  (interpreter)
• Before attending your appointment confirm its
  taking place

Sorry no, inglich, me Español only
3
Tips to do business in Mexico

• Be prepared to fax quotes or information,
  translated in Spanish (The language is one of the
  biggest business killers)
• Always confirm your communications (fax, email)
  have gone through
• When placing a call to your buyer, let the
  receptionist know you are calling long distance
  for a quick
  connection

Mr. Ron Smith from PP Foods
4
Tips to do business in Mexico

• Quote with the correct incoterm to the closest
  border or the requested city
• While doing a product presentation, make sure you
  are able to give some pricing

TEXAS
5
Tips to do business in Mexico

• Buyers that dont see pricing, usually consider
  their appointment a waste of their time
  (specially supermarket buyers)
• If pricing is impossible to bring with you, try
  to quote as soon as possible and commit to a date

17.99 FOB Laredo
6
Tips to do business in Mexico

• When sending documents
• Dont use regular mail
• Use always a courier DHL, UPS Fedex etc.
• When sending samples
• Use a forwarding company or a courier. However,
  make sure you have the right documents before
  sending your samples

MEXICAN MAIL
FREDERAL
EXPRESS
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Tips to do business in Mexico

• Breakfast works great for quick business
  meetings
• Lunch business meetings are pleasant but long.
  Might take hours if alcohol is involved. Good
  opportunity to meet your client.
• Beso (Kiss) or Abrazo (Hug) are cultural greeting
  or good bye gestures amongst Mexican Business
  Relations

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Tips to do business in Mexico

• Mexicans have a difficulty to say NO in
  general. They want to be very comforting.
• Lack of assertiveness creates problems and
  misunderstandings.
• If you dont hear from your buyer after following
  up twice, he might not be interested in your
  product
• Be always prepared for these
  situations

9
Country Mexico
-Market and Product Opportunities- Trends
CONSULTANTS IN FOOD TRADE MARKETING -
COMMUNICATIONS
10
Changes in the Eating Habits

• Fast convenient
• More women working outside
• of home, at all income levels
• Lite, natural, and healthier
• foods are a current trend, particularly among
  urban,
• women and families too
• But the snack and processed foods consumption is
  still
• rising

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Food product potential in different age segments
Source Nielsen 2007 Study
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Mexican consumers love novelty items and all the
classic munchies
13
Country Mexico
-Food Export market activities and services
CONSULTANTS IN FOOD TRADE MARKETING -
COMMUNICATIONS
14

• Activities and Services offer from Food Export MW
  or NE to companies
• Focused Trade Missions
• Food Show Plus ! Value added services for
  International Trade
• Show participation
• Market Builder Services

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Focused Missions to Mexico

• Food Ingredients
• Retail Segment
• Convenience Stores
• Food Service
• Private Label
• Northern Market (Nov 08)
• Include Briefs, Business
• Meetings, importation samples,
• Table top show, generic brochure
• Store or segment tour visits, i.e.
• Supermarket, bakeries etc.

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Food Show Plus Services

• Consist in added value services to facilitate
  companies their participation in trade shows
  Services include
• Interpreter or demo-chef girl for days of show.
• Translation of one page brochure and inclusion in
  generic Spanish brochure
• In some cases, business meetings
• Breakfast Seminar
• Assistance before and during the show
• MARKET BUILDER (to be explained)

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Food Show Plus Services ANTAD Show

• National Retailers Association Show.
• The largest food show in Mexico
• Takes place in Guadalajara, Mexico
• Supermarket buyers, importers and distributors
  attend the show
• An important show to consider

Date March of every year
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Food Show Plus Services Alimentaria Trade Show

• Takes place in Mexico City
• Focused to Food Service and Retail
• Much Smaller show than ANTAD but important
  because it takes place Mexico City
• Very oriented to gourmet and fancy food segments
• Many international pavilions participate

Date June every year
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Exphotel Trade Show

• Takes place in the Cancun and Yucatan Peninsula
  area.
• This show is 100 Food Service oriented
• Its a regional show serving the most important
  tourist area in Mexico
• The show has been around for more than 12 years
• Good show for
• Foodservice business

Date June every year
20
Abastur Trade Show

• Takes place in Mexico City The largest Food
  Service Show in Mexico with a National reach
• US pavilion coordinated
• The best Food Service Show in Mexico
• About 1/3 the size of the ANTAD show

Date Sept-Oct every year
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Market Builder Services

• Store Checks
• Import Analysis
• Distributor Referral
• Importers List
• In Market Assistance
• Labeling Seminar
• Business Meetings
• Supermarket tour

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THANK YOU
Presentation available for download at
www.marketingsolutionsfirm.com/download.htm Raul
Caballero, Violeta Picazzo Food Export
MW-NE, Tel. [phone], Fax.
362-6724 raul_at_marketingsolutionsfirm.com
violeta_at_marketingsolutionsfirm.com