Mexico Market Realities & Sales Channel Strategies

Mexico Market Realities & Sales Channel Strategies Vince Lencioni LGA Consulting, General Manager 2011

Four Part Presentation ,[object Object],[object Object],[object Object],[object Object]

I. Mexican Market and Import Dynamic

Mexican Regions and Cities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexico Indicators & Demographics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

US Exports to World, Latam, & Mexico ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexico Imports: 2008 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexican Imports by Composition

NAFTA has been a Bilateral Benefit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Concern I: NAFTA - Bad or Incomplete ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

II. Channel Options & Related Technical Trade Issues

I. First Experience with Mexico: Indirect ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

II. Decision to take the next step: How to sell more proactively in Mexico ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Channel Market Strategies – Intermediaries ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexican Distributor Option ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexican R ep/Agent Option ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Reasons for Incorporation in Mexico ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexico Incorporation Options & Details ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Contracts in Mexico ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

NOMS & Other Technical Trade Issues ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexico Customs Issues ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

III. Retail, Gov´t & B2B Sales Dynamic

Credit & Collections Challenges & Realities in Mexico ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Business Financing Sources Source: Banco de Mexico; Numbers in ( ) = last years figures 10.7 (10.3) 11.9 (10.3) 15.6 (14.9) 11.7 (11.9) 13.3 12.6 Subsid Group 9.7 (5.0) 4.1 (4.5) 3.4 (2.3) 1.4 (1.0) 3.2 2.38 Foreign Bank 26.9 (26.8) 22.3 (20.4) 20.5 (18.8) 16.6 (12.8) 20.0 17.33 Mexico Bank 36.0 (46.4) 50.3 (53.8) 54.7 (60.4) 65.5 (70.1) 56.3 61.8 Vendor 2008 AAA 2008 LARGE 2008 MED 2008 SMALL 2008 ALL 2007 ALL Percent of Total Financing

Trade Finance & Credit – Due Diligence ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Payments: Mexico vs. Latam Source: Latin America Business Monitor (2008) 17% 37% 52% 7. Argentina 19% 36% 57% 6. Mexico 17% 37% 58% 5. Chile 18% 32% 62% 4. Venezuela 16% 32% 61% 3. Peru 16% 32% 67% 2.Colombia 15% 27% 63% 1. Brazil 60 days + 30 days + Prompt Pay Country

Mexican Collections Advice ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Current LGA Staff and Infrastructure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

LGA Services – Two Service Groups ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Realities about Secondary Information on Mexico segments/Market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Preliminary Market Analysis Services ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Market Access and Channel Services ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Business Development Services ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Corporate Legal and Accounting Services ,[object Object],[object Object],[object Object],[object Object]

Collections and Litigation Supervision ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

LGA: Strategic Assistance with focus on and services for local implementation ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mexico Market Realities & Sales Channel Strategies

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