Canada’s trade volumes will increase with Chile through the Comprehensive and Progressive Agreement for Trans-Pacific Partnership (CPTPP).

CPTPP creates trade opportunities for Canada

The benefits of the CPTPP have been overshadowed as of late amidst the USMCA negotiations. The agreement was signed on March 8th, 2018 and is expected to be ratified in the near future. The U.S. is not currently a part of CPTPP, which will create some major trade opportunities for Canada as we compete in similar export markets (EDC, 2018).

Although there has been a lot of attention on Canada and its trade growth potential with Japan, Chile is an important emerging economy which should not be overlooked. Chile ranks number one in South America with an estimated GDP per capita of $24,500, according to the CIA World Factbook. The CPTPP provides a unique investment opportunity for Canadian exporters and entrepreneurs looking to expand in the South American market.

Trade between Canada and Chile

Trade between Canada and Chile is already significant and has steadily increased since 1997, when the Canada-Chile FTA was enacted. According to the Government of Canada, bilateral trade between the two nations in 2017 equated to $2.9 billion. Chile is Canada’s third-largest trading partner in South and Central America. As trade volumes and relationships are already strong with Canada and Chile, the CPTPP will set the stage for future growth.

A desirable prospect of the CPTPP for Canada and Chile is that either country can select a trade agreement of their choice, whichever has more favourable provisions. The CPTPP will also promote better labour and environmental standards, as well as increased labour mobility for higher-skilled professions.

In terms of foreign direct investment (FDI), the CPTPP will allow Canadian and Chilean companies to invest with greater confidence. According to the Government of Canada, the CPTPP will provide protection from unfair and discriminatory treatment, allowing greater predictability and transparency.

When we consider the factors of endowment, Canada has a comparative advantage with arable land. As a result, our main exports to Chile has been agricultural; fats, oils, and wheat which we can export at a low opportunity cost. Due to the reverse weather seasons (northern vs. southern hemisphere), Canada imports a large number of fruits from Chile, a total of $605 million in 2017 (Government of Canada, 2018).

The Conference Board of Canada suggests that financial, computer and managerial services are three of Canada’s top five growing exports in general. Canada has been a large exporter of commercial services to Chile with a total of $161 million in 2017 (Government of Canada, 2018).

Canada’s top import from Chile are metals and minerals for a total of $922 million (Government of Canada, 2018). Mining is one of the backbones of Chile’s economy, a similar trait to Canada. Stronger trade relations pose an opportunity for Canadian mining companies, such as Toronto-based Barrick Gold, to expand their operations in Chile and the surrounding areas. Canadian mining companies could focus on joint ventures with Chilean companies, reducing costs and increasing project scalability.

Economic trade growth could also lead to increased tourism between Canada and Chile. Air Canada already offers daily direct flights from Toronto to Santiago. Both nations offer many sights for outdoor, wine and ski enthusiasts. The reverse weather seasons and stronger trade relations could help foster increased tourism between the two nations.

CPTPP to foster trade growth with Chile

Canada must acknowledge that the CPTPP will also come with increased competition among the eleven countries that form the multilateral agreement. With increased trade, economies of scale can be established. Comparative advantages would help countries export goods and services which come at a low opportunity cost, ultimately driving down the cost and putting additional pressure on domestic producers.

All indications suggest that the CPTPP will facilitate further trade growth between Canada and Chile. This agreement will allow Canada to better leverage an already strong trading relationship with Chile, an important emerging economy.

The CPTPP will also provide more favourable trading conditions in terms of FDI, labour mobility and protection from unfair and discriminatory treatment. There are unique opportunities for both countries in terms of increased tourism, joint-ventures for mining operations and to establish economies of scale through comparative advantage.

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First, let’s go back to basics: Latin America is a continent of at least 20 countries, but has two main languages: Portuguese and Spanish.

Brazil has over 200 million people, more than double the population of any country in Europe, and Brazilians speak Portuguese, not Spanish. So when you prepare presentations, marketing materials, technical brochures and so on, remember that what you need is Portuguese. It’s also important to note that you need Brazilian Portuguese, which is rather different from the Portuguese spoken in Portugal.

Do not ever assume that Brazilians speak Spanish just because Brazil is in South America and almost all its neighbours speak Spanish.

I am sure that a lot of Brazilians prefer promotional literature in English rather than in Spanish. Accents in Brazil vary enormously too, which is hardly a surprise for a country that size, and so does the degree of formality used when people speak.

As you can imagine, there are also many other languages spoken in Brazil, up to 200-250 according to some statistics.

Time to break out your Spanish dictionary

Apart from Brazil, you can get by in the rest of Latin America with Spanish, due to historical ties with the Spanish Crown rather than the Portuguese Crown. There are native languages too, but Spanish really dominates the scene. This is a huge advantage: you can communicate with 400 million people in just one language.

This is, again, Latin American Spanish and not Spanish from Spain. Pronunciation varies from country to country, as does the grammar. You should translate marketing and promotional materials into some form of broad Latin American Spanish. I know from experience this isn’t an easy task, but is doable, and much better than any mainland Spanish translation. If you have the budget for it, or if your business demands it, it’s also useful to have some localised versions that apply to individual countries.

If you grab a map, you’ll see that Latin America stretches from Mexico down to the south of Chile and Argentina. Note the deserts, rainforests, mountains and all sorts of geographical barriers throughout the region. Now you can start to understand why there are so many variations of Latin American Spanish.

In Latin America, we all understand each other and can all read your brochures (the more technical, the better, in my experience) but for consumer goods in particular, you can’t afford to make mistakes. Variations will be stronger in B2C vocabulary, so make sure that your translations are suitable for the specific market you are targeting.

Don’t let your message get lost in translation

For example, “Manteca” in Uruguay means butter, but in Colombia it means lard. Avocado is “palta” in Chile, but “aguacate” in Colombia. “Cacahuate” is peanut in Mexican Spanish but in Uruguay we call them “maní”.

I remember the first time I went to Colombia and at a restaurant they asked me if I wanted to cancel my dinner, after I had already had it! I realised a bit later on that to “cancel” in Colombian Spanish (“cancelar”), means to pay. In other words, to “cancel the bill”, not to cancel the meal!

Visiting these countries can be a shock to your communication skills, too. I find that Colombians, particularly those from Bogotá, speak very clearly. In Chile, on the other hand, people not only speak very fast (same in Uruguay and Argentina), but they also skip full syllables, which doesn’t help non-native speakers at all. We also have a tendency to speak over each other, all at the same time (and rather loudly), as waiting for turns is really not in our DNA.

Also expect a broad assortment of hand gestures and facial expressions. They say that communication is mainly non-verbal, and Latin Americans are brilliant at non-verbal cues. In some countries like Argentina, Chile or Uruguay, we can be fairly informal and also use humour, irony and sarcasm quite a bit, even in business. I can see why it’s hard for non-native speakers to work it all out.

So if you are not travelling with a native speaker, ask and ask again for clarity.

Apart from Portuguese and Spanish, remember there are a few countries in Latin America that speak French (Haiti and French Guiana, for example). They speak Dutch in Suriname and English in Guyana, but they are not technically part of “Latin” America though they are both part of South America and are often grouped in with the LAC region. This region is comprised of “Latin America and the Caribbean”, which also includes English-speaking countries such as Trinidad and Tobago and Jamaica.

When can you use English?

Many business people, particularly from the U.S., seem to think that everyone in Latin America can and will speak English for business. This is truly not the case in Latin America.

Some people will be very fluent, although they might lack enough “native English” to spot irony, sarcasm and some humour. Some will just about get by (they might read a technical brochure and understand it, for example, but not be able to explain things to you or ask you questions) and most will not really speak it at all.

Limiting yourself to English only will really reduce the level of business you can conduct. If there’s a non-English speaker that can add value to your business, see how you can bring them into the conversation. You can also try explaining things with gestures – YouTube can be a huge help. Keep some demos and other videos handy. Alternatively, consider hiring an interpreter or a local consultant, even if it’s just for the odd focus group, negotiation or conversation.

Especially when speaking to the decision maker, you don’t want to leave them out in the cold. They will appreciate the gesture. After all, it’s you who’s trying to do business in their country!

Use language to unlock the potential of the Latin American market

I don’t think you need to be a fluent Spanish or Portuguese speaker to do business in Latin America. But knowing where your limitations are, and how to overcome them, can be critical.

If you navigate a whole continent without reaching your business potential because of language, what would happen if your main competitor hired a perfectly fluent multilingual sales manager? And what would happen if you did? If you have local partners and you don’t really need to deal with clients, are you dealing effectively with those partners and distributors, or is a lack of linguistic and cultural awareness stopping you from making the most of that relationship?

In business, I believe languages are tools. They are not an end in themselves. Use your tool wisely and open up Latin America for your business.

The post How to communicate effectively and grow your business in Latin America appeared first on Trade Ready.

Venezuela’s market has collapsed in a staggering and alarming way.

Inflation is at 700 percent, according the International Monetary Fund, though some analyses place the number over 1000 percent.

Ninety percent of the country’s population report that food is too expensive and too hard to find.

Police guard grocery stores where people line up for hours for food that might not come.

There is rioting against the government and looting of grocery stores and food trucks.

Medicine and water are in short supply.

The country faces daily electrical blackouts.

As Venezuela deals with the daily political and economic turmoil, the economic collapse has also brought political discord to the region. Most notably, the remaining member countries of the Mercosur trading bloc — Brazil, Argentina, Paraguay and Uruguay — are in an open fight about Venezuela’s position within the bloc.

Venezuela’s economic upheaval

It could be said that Venezuela’s current economic situation is a matter of bad trade policy. For years the country imported food and other consumable goods, which were heavily subsidized by the government, while it relied on oil exports to drive its economy.

The country was already on precarious economic footing two years ago when oil prices began to fall. In the last two years, the Brent price for a barrel of oil has fallen from $102 per barrel to $49 per barrel. This price drop has been catastrophic for Venezuela, as more than 95 percent of its export dollars come from oil.

In fact, since the downturn in oil prices began, Venezuela has seen its oil revenues drop by 50 percent.

The drop in oil prices and decrease in Venezuela’s oil income has had a spiraling effect. As Venezuela’s state-run oil company could no longer afford to pay service oil companies operating within the country, those service companies have slowed or halted their Venezuelan operations. In the first half of this year, Venezuela’s oil production dropped by 250,000 barrels per day.

The economic crisis has led to political turmoil in Venezuela as well. The government has seized political prisoners. In early September, more than 1 million Venezuelans took to the streets to protest the government. There has been an energized movement to hold a recall election of Venezuelan President Nicolas Maduro.

Mercosur’s power vacuum

For the Mercosur trading bloc, which Venezuela has been a member of since 2012, the unrest in Venezuela has brought unprecedented upheaval, primarily because Venezuela was meant to take over the bloc’s presidency in July.

Under the bloc’s laws, each of the member states serves rotating six-month terms in alphabetical order. With Venezuela in turmoil and Maduro facing a potential recall, Argentina, Brazil and Paraguay have blocked the transfer of power to Venezuela. They argue that Venezuela’s political problems are in violation of Mercosur policies requiring democratic proceedings within its member countries.

A country that has political prisoners cannot be a democracy, and Venezuela will not take over Mercosur. – Brazilian Foreign Minister Jose Serra

Uruguay, meanwhile, has supported Venezuela’s position within Mercosur.

There have been talks and summits for Mercosur to determine the best path for continuing its operations until January, when the bloc’s presidency will pass to Argentina. A collective presidency including all member states except for Venezuela has been suggested, but an agreement has not yet been reached on how that would work.

Currently, Mercosur has established a light agenda for the remainder of 2016. While that could seem like a viable strategy for seeing the trading bloc through the end of the year to Argentina’s presidency, that lack of leadership could prove detrimental to Mercosur’s future. The bloc has been in talk with the European Union to establish a trade agreement, an initiative that Argentina and Brazil have been adamant about working toward in an effort to strengthen their own economies.

Mercosur faces an uncertain future

Analysts have said that Mercosur likely will weather Venezuela’s economic storm. Similar blocs, such as the European Union, have been incredibly steady over the last 50 years, leading most to conclude that a Mercosur collapse would be highly unlikely.

However, analysts have said that the bloc needs to take bolder action in ensuring its future. There have been calls for stronger leadership, and some analysts have said that for Mercosur to endure, its member countries will have to find a stronger source of leadership to rally behind. Some analysts have even suggested that the only way to overcome Venezuela’s political and economic crisis is to oust the country, which was brought into the bloc in 2012.

Ultimately, securing Mercosur’s future could require more of the trade bloc than the proposed actions and leadership, analysts said.

In dealing with an economic crisis the size of Venezuela’s, all of the member countries will need to work on an overarching strategy to address the crisis and its effects on the region.

In the meantime, Mercosur risks losing ground in furthering its mission to strengthen its member countries’ economies by forging favorable trade deals.

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I was so proud of Brazil. They deserved the Games to be just truly amazing. Things haven’t been easy for the ordinary people behind the world-reaching crisis headlines.

Watching the opening ceremony, I realised that there’s so much about South America the world doesn’t know.

Hopefully the Games will bring our continent a bit closer to everyone, including those wanting to do business with us.

But how about global trade professionals? What can they learn about exporting to South America (all countries south of Panama) from these unforgettable days?

1. Understand and celebrate South American diversity

The first lesson is just how diverse the continent is. Even Brazil itself is so rich and varied, and this diversity was clearly celebrated at the Opening Ceremony.

If you also paid attention to the different South American delegations when parading, you would have seen this diversity in their faces (which can tell you a lot about ethnicity, for example, and immigration) or their names. Even looking at the sizes of different delegations will tell you a lot. Understanding the diversity within South America is key for doing business with the region.

2. Extreme wealth and poverty are part of most economies

It’s clear, too, that South America is a continent of contrasts, with some of the highest inequality levels in the world. Brazil is a prime example of this, but it’s not alone in the continent.

While there are billionaires in the region, there are also people starving. Rio shows it clearly, with its favelas overlooking the most amazing mansions of Leblon.

This means, for example, that there is potential for products and services for all market segments. Opportunities exist for everything from electronic payment methods that serve the most deprived, to super yachts and beyond.

3. Quick recent growth presents huge opportunity

The idea South America could host the Olympic Games wasn’t something everyone believed in 20 years ago. To watch those amazing (yet highly controversial) sporting venues being constructed and used in our own continent shows the level of growth achieved in the past 10 to 15 years and the confidence that this has brought to the region.

This growth has come with its pains, some of which exporters like you can help solve, in areas such as infrastructure, logistics, security, health, education, financial inclusion, energy, public governance and more.

I personally also hope that these Games have shown the world that South America isn’t really that far away, and that there’s talent here and business to be won.

4. Hard to think about exporting to South America without including Brazil

As a South American myself, as much as I’d like to see this as “our” Games, these were Brazil’s Games. Brazil not only represents most of South America’s GDP, but also dominates the region’s trade with the world.

It’s a difficult country to ignore in your export strategy, whether you go for it or not. Just looking at a map will show you the immensity of a country that, this time, delivered what it promised.

The post 4 things the Olympic Games can teach you about exporting to South America appeared first on Trade Ready.

Even Porsche had a tough time importing cars into the country. Starbucks ran out of imported plastic cups and had to source some locally, creating a major PR crisis for the company.

I personally remember a client’s nursery goods samples being stuck at customs for nine months (the average pregnancy length, how ironic) because of a host of inexplicable issues.

Protectionism hasn’t been the worst of all evils, though. The country now faces high inflation, problems with debt restructuring (you probably remember the holdout funds negotiations set to resume February 1, 2016) devaluation, fiscal mismanagement and more.

Misleading statistics (to say the least) haven’t helped, and neither has the reticence of Mrs. Fernández and her staff to cooperate with the incoming team.

On top of that, Argentina lost the World Cup final to Germany in 2014. Clearly, difficult issues to recover from.

A new dawn, a new day

After an undoubtedly tough few years, are things looking slightly brighter now? Late last year, Argentinian voters chose Mauricio Macri as their new president, a much more pro-business character than its two predecessors.

So what has Macri done so far to encourage you to think about doing business with Argentina again? Just three examples will provide a more positive outlook.

First, Macri has scrapped Argentina’s farm exports, something that had caused havoc in the country during the Kirchner area. That’s had a positive worldwide repercussion, for what it means in itself and as a signal.

He has also opened up to a debt deal with the holdout creditors, another hugely positive sign.

Finally, the President has lifted currency controls, a big burden for any international trade and investment.

What also matters is that there is more openness in general, and a much more pro-business environment.

As The New Yorker wisely sums up:

“The new finance minister is a former executive at JPMorgan Chase; the minister of foreign relations is a former C.E.O. of Telecom Argentina; the minister of energy is a former president of Shell Argentina; the minister of production is the former C.E.O. of a pension fund; the head of Aerolíneas Argentinas, the national carrier, is a former regional director for General Motors; and the transportation minister used to run his family’s car dealership.”

Time to re-assess your Argentinian options

All looking good. So… is it finally time to export to Argentina (again)?

I’d say there’s no harm in undertaking some market research and gauging opportunities right now. It might also be the right time to start developing a network of contacts in the country.

Some major corporations are already doing so. Coca Cola, for example, just signed a deal to invest one billion dollars in its bottling and distribution operations in Argentina over the next four years.

After all, it’s South America’s second biggest economy, after Brazil (Colombians can argue they should come second, mind you) with some very strong sectors like agri-tech. If the country is going to go back to the growth part of its economic cycle, you want to be part of it from the start.

But the endemic problems of Argentina won’t be solved overnight. As encouraging as Macri’s administration’s first moves have been, things will take time. You will still find a country facing inflation, debt and a host of other problems.

However, it’s up to you to analyse whether the market itself is strategically viable for you or not.

What really matters, in my opinion, is that you’re no longer battling against a government that seemed to want to stop trade at all costs. You’re now facing a much more open, globally-minded Argentina. The right time to export to South America’s second largest country might be closer than you think.

Are you ready for it?

Are you considering Argentina as a potential export market? What are some of the challenges you would still have to overcome in this region?

The post Is it – finally – the right time to export to Argentina? appeared first on Trade Ready.

The number one lesson for all exporters is that South America is varied, and that understanding those variations is critical.

One of those variations is dividing the continent into two clear blocks: those economies that are open and keen to trade with the world, and those that aren’t as keen.

Trade protectionism in Atlantic South America

Let’s start with the latter. Brazil and Argentina, the two largest Mercosur partners, are spending a lot of energy making it rather hard for many imports to cross their borders. The idea behind this is to protect local industries from foreign competition to give them time to develop and grow.

I can see this working for some sectors if planned correctly, but South America has a strong record of failure with similar industrial policies. Also, I’ve heard Argentine industry leaders complaining that they can’t even import raw materials or spare parts to produce locally, and that they just can’t satisfy local and regional demand, even if other products are prevented from entering the market.

Whatever our opinions as economists on the effectiveness of these policies, as exporters you need to know that they exist and are unlikely to be reverted soon.

Argentina has become one of the most protectionist countries in the world, with tariffs that often shock the World Trade Organization (WTO) and that have resulted in many lawsuits. Tariffs aren’t the only barriers. The Argentine government is rather creative and constantly comes up with non-tariff barriers as well, such as slow and complex import licenses and quotas.

Brazil might not be as bad, but it’s on the same wavelength. Uruguay and Paraguay tend to follow suit as part of Mercosur agreements, even begrudgingly.  We’re close to national elections here in Uruguay, a country with people and businesses keen to trade with the world, and our allegiance to Mercosur is being questioned. There is also discussion about how to connect more closely with Chile and the Pacific Alliance. So that’s the Atlantic for you.

Pacific South America is open for trade

Now, let’s move over to the Pacific. The picture couldn’t be more different. Chile, for example, has free trade agreements with almost every country on Earth. Mexico (not in South but in North America), is the only other Latin American country that comes close. So they have understandably worked together in the Pacific Alliance, a trade block often compared to Mercosur, but one that has accomplished so much more over a very short period.

So, leaving Mexico and going back to South America, let’s remember that Peru and Colombia (also on the Pacific) are Pacific Alliance members with Mexico and Chile—two countries that have grown considerably in the last five years. Defying all expectations and becoming models for the region and the world, they have also favoured free trade policies.

Protectionism or open trade for long-term growth and development?

We could argue forever over which South American international trade policies are best for economic growth and long-term development.

What’s also important to know is that these divisions aren’t just economic, but also political, so things get tricky.

And remember that trade unions are very powerful across South America, particularly in Argentina and Brazil.

Whatever we think about each arrangement politically and economically, it’s clear that one of the strongest trade divides in South America is a protectionist East (Atlantic) versus an open West (Pacific). Make sure you understand these variations, since they can be critical to pricing and logistics, for example.

Also, make sure you understand the synergies within and across blocks when choosing and developing export markets in the region. And that’s without mentioning countries like Bolivia, Ecuador and Venezuela… Maybe next time.

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As a first-timer to Chile, I have to say what I like most about the country is the people. I just love their Latin American personalities, which tend to be professional and respectful, but also warm, open and full of life!

I arrived in Santiago in the afternoon on November 4^th and was greeting with sunny 30 degrees Celsius weather. By the evening the temperature had dropped to about 15 degrees, but this was still warmer than what I’d left behind in Ottawa.

FITTskills developments in Colombia and Chile
Our FITTskills program is already being taught at the Universidad Sergio Arboleda in Bogotá, Colombia. And by this spring, our courses will start being delivered in an evening-class format to professionals in both the private and public business sectors in Santiago, Chile at the Universidad de Chile.

The University is one of the oldest and most prestigious in the country. Nearly 40,000 students attend the five different satellite campuses and several experimental stations situated across the country. The plan is to eventually expand the evening program and incorporate FITTskills into the school’s current full-time international business master’s program.

Down to business in Santiago
On the morning of the 5^th, I met up with Carlos Ronderos for breakfast. Carlos is a partner at Ronderos y Cardenas S.A.S., the Colombian consulting firm we’ve teamed up with to help deliver our FITTskills program in South America.

Carlos is very committed to getting our FITT training into the region. His company has been assisting us by translating our FITT program-material into Spanish as well as by helping us make some invaluable local connections.

After breakfast Carlos and I headed over to the World Trade Center Santiago. We met with the General Manager Matías Pérez and his colleagues Francisco Gutierrez A. and Jéssica Baio Freire. It was great to hear that they’re very interested in FITTskills, and that they support the Universidad de Chile with their delivery plans for the program.

We then visited the University, where I had the pleasure of meeting Olga Lucia Lozano F. and Doris Lopez Giral in person for the first time. I’ve exchanged emails with both of these ladies as they’ve worked to spearhead the implementation of FITTskills at the University. Doris works as a professor, and is very keen to start incorporating more practical and usable skills and knowledge development into the University’s programs. This is where her interest in FITT and the FITTskills program comes in.

We ended the day at the Canadian embassy in Santiago, where we met trade commissioners Peter Furesz, Brenda Wills and Evelyne Coulombe. We updated them on FITT’s activities and plans in Chile, as well what we’re currently doing in Colombia.

There’s a lot of interest from the embassy with respect to doing speaking engagements at the Universidad de Chile once the FITTskills courses start being offered.

It will be our pleasure to keep the embassy in-the-know going forward so that we can foster connections between the embassy and the international trade program at the University.

International trade training at the Universidad de Chile

On Wednesday, the University set up a mini-conference for me. I had the opportunity to speak to individuals from the public and private business sectors in Chile, as well as some of the school’s faculty members, about FITT’s international trade competencies. I discussed what these competencies are, why they’re so important for individuals working in global business, and our latest integrative trade competencies developed through the research we finalized this year as part of our International Trade Workforce Strategy.

There was a lot of interest from the audience, and I was able to answer some great questions about the competencies and our training program.

After the conference, we had time to chat more with University faculty with respect to how they can start delivering the FITTskills program. We had a couple of suggestions whereby R&C in Colombia will send several of their instructors to the University to deliver training, but also to provide train-the-trainer sessions for local instructors. This will enable us to familiarize local instructors with the FITT material as well as our teaching methodologies.

Later in the day, a colleague of Carlos invited us to have a special lunch with several individuals from the Banco de Chile. I met with Christian Schiessler, Director, and Francisco Garces G., who sits on the board. Both were interested to hear about our current activities in the country, and were very supportive of our plans for the future.

Looking ahead to more FITT activity in Latin America
It was certainly a whirlwind two-day trip, but I’m pleased to have had the opportunity to visit Chile. I’m looking forward to building on our relationships with our new FITTskills delivery partner and contacts, and I’m excited to continue expanding the FITTskills program in Latin America!

Have questions about FITTskills in Latin America or have comments about the Colombian or Chilean markets? Leave them for me below!

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