Financial planning for export and import of products
Every marketing process requires organization and good financial planning is paramount to a successful operation. However, one of the main reasons that lead Brazilian companies to interrupt export processes is the absence or bias of this financial planning. Antonio Carlos Carbonari Junior, president of the advisory council of Unindústria and owner of Deholog, explained that the lack of good planning makes this kind of operation difficult, requiring a constant flow of work and money, as well as different nuances of the internal market.
This fact, very common in companies, often induced by the lack of knowledge, no longer exonerates their prices (withdrawal of national taxes), which at the moment they take the export route cease to affect products and raw materials, making the international negotiations. Carbonari can also happen, when prices, such as customs, port, insurance and other costs such as packaging, developments, processes and changes, should be imposed on the exported products, generating unpaid expenses and consequently losses.
In the end, all these calculations, empirically done, usually generate additional losses or costs. This, according to Carbonari, occurs because prices are pre-fixed at the time of the closing of the business and effected through additional documents, the traditional invoice, which often makes it impossible to change it.
Negotiating with companies from other continents does not follow the same logic and compass as the national companies, being necessary to take special care with the socio-cultural differences. For each region or country there are peculiarities and specific ways of conducting meetings and operations, as well as the popular bargain. Carbonari stresses the importance of understanding, for example, that a woman in an Arab country wearing regional clothes can speed up business. In this same sense, understand that not delivering or buying a minimum amount, for the Chinese is normal and for Indians it is an offense and this can make all the difference in closing a deal.
Deholog, specializing in import and export advice, acts more directly with the Chinese market. As China is the country where the company operates most globally, Carbonari recalls that in the home of a Chinese provider women and children do not participate in the business. "During the visit they go smoking and drinking something alcoholic and that is normal there. That is why I stress the importance of knowing that when you are in a different culture, you have to adapt to it. In this case, for example, not participating can generate a malaise. The Chinese do not like to lose sales and when pressed tend to lower the price of their initial offer. That is why it is always important to adapt the culture to which we are, "explained Carbonari.
In addition to a good financial plan, it is important to understand and respect the culture of the country that your company will negotiate. In this sense, the Unindustry promotes meetings and business trips that offer opportunities to discuss matters that cover foreign trade. If you have a company that has an interest in joining the import and export business and is not associated, contact us and ask us to become an associate. The Unindústria is located at Rua Castro Alves, 39, Sala 01-Centro, Erechim-RS. Contact: (54) 2106-5982.