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The New Latin America 1
The Lost Decade 6
Relationship Between Washington and Latin America 12
Promises of the Summit of the Americas 14
Trade Pact Fever 15
Opportunities Abound 17
Deficiencies That Still Remain 18
Intra-regional Cultural and Business Differences 20
Latin America's Universal Issues 22
Competitiveness in Latin America 25
A Wasting Environment 33
Violent Crime 35
Insidious Corruption 38
Selling With E-Commerce 42
Latin America's Social Issues 47
Education Shortfalls 48
The Gender Gap 49
The Evils of Joblessness 54
Extreme Poverty and the Spreading Wealth Gap 58
Broken Health-Care Systems 64
Trafficking in Persons 68
Summary 70
Major Market Opportunities 71
Varied Market Strategies 73
Argentina 82
Brazil 85
Chile 89
Colombia 92
Costa Rica 95
Mexico 98
Conclusion 101
Latin Traits That Baffle Americans 102
Family Values 105
Easy-Going Lifestyle 106
A Live-And-Let-Live Attitude 107
Respect for Age 110
Community Involvement 112
Class Separation 114
Gender Class Difference 115
Power of the Church 119
Racial Bias 122
National Pride 124
Market Research: Performing a Country Survey 125
Business Structure 127
Audit, Tax, Legal, and Licensing Requirements 128
Communications Bottlenecks 130
Insurance 132
Political and Economic Environment 135
Market-Specific Business Conditions 136
Government Subsidies 140
Transport, Licenses, Security, and Labor 141
Infrastructures and Free-Trade Zones 143
Personnel Matters 145
Exchange Controls 147
Summary 147
Country Risk Assessment 149
Country Risks 150
Defining Market-Entry Options and Risks External to a Company's Authority 151
Quantifying the Impact of External Risks 153
A Case Study: U.S. Fabrisource and Avionics Corporation 154
Marketing Channels 161
Commissioned Agents of Latin American Governments and Companies 162
Export Management Companies 163
Export Trading Companies 165
Captive Export Trading Companies 167
Foreign Trading Companies 169
Direct Selling 170
Distributors 173
Advertising 174
Cultural Sensitivity 177
Alternative Media 179
Internet Advertising 183
Trade Shows 188
Trade Finance 190
Short-Term Strategies 192
Variations on Documentary Letters of Credit 195
Documentary Banker's Acceptances 196
Getting Paid 197
Intermediate-Term Strategies 199
Small Business Administration (SBA) 204
Long-Term Strategies 206
Countertrade Strategies 207
Infrastructure Development and Project Finance 214
Private Participation in Infrastructure Development 222
Foreign Direct Investment from U.S. Companies 229
Future Opportunities for U.S. Companies 234
Financing Infrastructure Projects 236
Global Project Finance Banks 237
Development Banks 238
Overseas Private Investment Corporation 242
U.S. Trade and Development Agency 243
United Nations Programs 243
Export Assistance Centers 247
Small Business Administration Regional Offices 249
Latin American Trade Associations in the United States 250
American Chamber of Commerce Offices in Latin America 253
Bi-National Chambers of Commerce in Florida 256
Internet Addresses 257
Map of Latin America 261
Index 262
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