Internationalization Track – ABCasa

IBREI, at the request of ABCasa, developed a program specifically focused on preparing companies for the internationalization of their businesses.

It is designed to provide all the information, instructions, and guidance that companies need to access business opportunities emerging in the international market.

The program consists of a series of EVENTS, an ONLINE BUSINESS MATCHMAKING ROUND, as well as a TRAINING COURSE taught by IBREI specialists.

See the full schedule below:

06/16 – Introduction to Exporting – Step-by-step guide to exporting – Sérgio Pereira and Maurício Prazak;

06/23 – International Marketing – Lucas Mendes;

06/30 – International Business Culture – Su Jung Ko;

07/07 – International Logistics – Ricardo Cervone;

07/14 – International Finance – Sérgio Pereira;

07/21 – Negotiation in a Virtual Environment – Maurício Prazak, Arthur Martinho, and Lucas Mendes;

07/28 – Checklist for Business Matchmaking Round – Lucas Mendes;

08/04 – Pitch Lab – Virtual Business Matchmaking Round – Lucas Mendes and João Carlos Gioppato;

08/11 – Regulatory and Product Convergence – Alessandra Marcelino;

08/18 – Tax and Customs Planning – Robertson Emerenciano.

TRAINING PROGRAM

With a duration of 6 months (second half of 2020), covering the following modules, each with 16 hours of instruction, consisting of theoretical classes and individual mentoring sessions for companies:

1. International Marketing – Lucas Mendes

Class content:

• How to introduce or scale a company’s presence in the international market;

• Product Plan and Marketing Plan;

• Differences between trade fairs, missions, business rounds, showrooms, marketplaces, etc.;

• Differences between countries, market trends, and cultural behaviors (Neuromarketing);

• Technologies and the future of international sales;

• Distribution formats: Distributor, Representative, Cross-border B2B/B2C e-commerce, International Marketplace;

• International entry strategies: Direct export, indirect export, consortium, M&A, joint venture, etc.;

• International social media, communication, inbound and outbound marketing strategies;

• B2B and B2C negotiation and lead generation strategies;

• Market research: Quantitative vs. qualitative;

• CRM tools;

• Multichannel pricing.

Individual mentoring content:

• Creation of an International Marketing Plan and definition of the target market;

• Analysis of international marketing and communication strategy;

• Analysis of online and offline presence: website, social media, media, etc.;

• Analysis of product, brand, packaging, labeling, and international adaptability;

• Analysis of commercial structure: team, materials, sales funnel.

2. International Business Culture – Su Jung Ko

Class content:

• Culture in international business: importance, advantages, and challenges;

• Culture as a strategy to improve international business performance;

• Necessary preparations to improve international business culture;

• Recommendations for companies seeking better results through cultural alignment.

Individual mentoring content:

• Analysis of the team involved in international business;

• Analysis of company procedures regarding cultural aspects;

• Guidance on adopting best practices in international business culture;

• Review of real company cases involving cultural aspects.

3. International Logistics – Ricardo Cervone

Class content:

• Concept and operation of international logistics;

• Regulatory bodies;

• Freight modes;

• Incoterms;

• Insurance;

• Payment conditions (foreign exchange);

• Export costs;

• Product packaging;

• Customs barriers;

• Export pricing;

• Import and export documentation;

• Special regimes;

• Integrative project;

• Using logistics as a competitive advantage.

Individual mentoring content:

• Analysis of the company’s current situation;

• Analysis of comparative advantages;

• Analysis of resource needs;

• Specific analysis of transport mode vs. transit time;

• Implementation of required documentation with relevant authorities;

• Operation simulation.

4. International Finance – Sérgio Pereira

Class content:

• International financial planning and financing operations;

• Commercial strategy;

• Use of trade finance;

• Fundraising practices for international operations;

• Receivables securitization.

Individual mentoring content:

• Analysis of the company’s current funding system;

• Analysis and recommendations regarding banking partners;

• Current average collection period (DSO);

• Production funding needs;

• Level of knowledge and use of export credit lines;

• Does the company import any items? → Import profile assessment;

• Discussion on combining payment terms, target markets, and commercial strategy.

5. Regulatory and Product Convergence – Alessandra Marcelino

Class content:

• International cooperation on regulatory matters: practical application for exporters;

• International product classification outside Brazil (alignment with NCM);

• Analysis of administrative requirements for the company (registration);

• Analysis of administrative requirements for the product (registration);

• Involved authorities and equivalencies;

• Certificates required at customs and equivalencies;

• Trade agreements;

• Global regulatory environment: research tools.

Individual mentoring content:

• Analysis of company scope related to the target market;

• Product classification according to target market legislation;

• Analysis of products and regulatory approvals;

• Analysis of bilateral agreements and legal application;

• Labeling from the perspective of the target market;

• Analysis of technical documentation;

• Identification of relevant regulatory authorities;

• Analysis of registration costs;

• Preparation of documentation dossiers.

6. Tax and Customs Planning – Robertson Emerenciano

Class content:

• Tax planning: origin and destination;

• Taxation on exported goods and products;

• Export of services;

• Tax benefits for exports;

• Incoterms terminology and product classification (NCM);

• Direct and indirect tax burden in export operations;

• Tax incidence in export operations;

• Exemptions, tariff reductions, and tax incentives;

• Drawback;

• SISCOMEX, RADAR, and SISCOSERV;

• International treaties;

• Market research for adaptation: tax treatment in the destination country.

  Individual mentoring content:

• Foreign exchange contract issues in international trade and ACC operations;

• International insurance and letters of credit;

• Creation of partnerships and channels abroad;

• Study of specific products or services and their direct and indirect tax burdens..