The Third Module of the Chapter’s 2016 Training Cycle: Basic Guide to Exporting
The staff of the TIBA Customs Agency of Mexico conducted a conference for the Valle de Mexico Chapter members focused on planning and designing a foreign trade strategy for small and medium-sized enterprises (SMEs).
The presenters were: Rocio Martinez, business development manager-custom; Leticia Ruiz, export airfreight and sea freight operations manager; and Ariadne Santos, export sea freight operations coordinator.
Rocio Martinez led the participants through the process that companies must take to achieve a successful export and to avoid delays in the passage through customs.
Training Session: Negotiating with American Culture
In order for companies to be successful when starting business in the United States, they not only need to know the relevant procedures and speak the language, they also need to understand the ideology and mentality of the American people. These were the issues addressed in the training session, “Negotiating with American Culture.”
Col. Eric Rojo, vice president of Magination Consulting International, with his vast experience and knowledge of both cultures, talked about the points of convergence and divergence that exist between them.
Religion, education and government, among others, are some of the main areas of difference between the two countries; while the North American culture is predominantly Evangelical, the Mexican culture is primarily Catholic. Each culture has its own world view.
Characteristics of the American people—punctuality, clarity of the terms of a negotiation, and a high level of ethics—are relevant to be able to negotiate with the neighboring country, Rojo confirmed.
SMEs must be clear about the concept of export quality and their production capacity in order to respond to the needs of the American market. Not responding to the expected customs and business practices can result in the cancellation of a business.
