Country: Mexico

1. Country: Mexico -Tips on how to do business in Mexico -Market and Product Trends -Food Export market activities and services CONSULTANTS IN FOOD – TRADE – MARKETING - COMMUNICATIONS

2. Tips to do business in Mexico • Business relationships are usually very formal. • When having an appointment, don’t be late • Find out if your counterpart speaks English (interpreter) • Before attending your appointment confirm its taking place Sorry no, inglich, me Español only

3. Tips to do business in Mexico • Be prepared to fax quotes or information, translated in Spanish (The language is one of the biggest business killers) • Always confirm your communications (fax, email) have gone through • When placing a call to your buyer, let the receptionist know you are calling long distance for a quick connection Mr. Ron Smith from PP Foods

4. Tips to do business in Mexico • Quote with the correct incoterm to the closest border or the requested city • While doing a product presentation, make sure you are able to give some pricing… TEXAS

5. Tips to do business in Mexico • Buyers that don’t see pricing, usually consider their appointment a waste of their time (specially supermarket buyers) • If pricing is impossible to bring with you, try to quote as soon as possible and commit to a date $ 17.99 FOB Laredo

6. Tips to do business in Mexico • When sending documents: • Dont use regular mail • Use always a courier DHL, UPS Fedex etc. • When sending samples: • Use a forwarding company or a courier. However, make sure you have the right documents before sending your samples MEXICAN MAIL FREDERAL EXPRESS

7. Tips to do business in Mexico • Breakfast works great for quick business meetings • Lunch business meetings are pleasant but long. Might take hours if alcohol is involved. Good opportunity to meet your client. • Beso (Kiss) or Abrazo (Hug) are cultural greeting or good bye gestures amongst Mexican Business Relations

8. Tips to do business in Mexico • Mexicans have a difficulty to say “NO” in general. They want to be very comforting. • Lack of assertiveness creates problems and misunderstandings. • If you don’t hear from your buyer after following up twice, he might not be interested in your product • Be always prepared for these situations

9. Country: Mexico -Market and Product Opportunities- Trends CONSULTANTS IN FOOD – TRADE – MARKETING - COMMUNICATIONS

10. Changes in the Eating Habits • Fast & convenient • More women working outside • of home, at all income levels • “Lite”, natural, and healthier • foods are a current trend, particularly among urban, • women and families too • But the snack and processed foods consumption is still • rising

11. Foodproductpotential in differentagesegments: Source: Nielsen 2007 Study

12. Mexican consumers love novelty items and all the classic munchies

13. Country: Mexico -Food Export market activities and services CONSULTANTS IN FOOD – TRADE – MARKETING - COMMUNICATIONS

14. Activities and ServicesofferfromFoodExport MW or NE tocompanies: • FocusedTradeMissions • Food Show Plus ! Valueaddedservicesfor International Trade • Show participation • MarketBuilderServices

15. FocusedMissionstoMexico • Food Ingredients • Retail Segment • Convenience Stores • Food Service • Private Label • Northern Market (Nov 08) • Include: Briefs, Business Meetings, importation samples, Table top show, generic brochure Store or segment tour visits, i.e. Supermarket, bakeries etc.

16. Food Show Plus Services • Consist in added value services to facilitate companies their participation in trade shows: Services include: • Interpreter or demo-chef girl for days of show. • Translation of one page brochure and inclusion in generic Spanish brochure • In some cases, business meetings • Breakfast Seminar • Assistance before and during the show • MARKET BUILDER (to be explained)

17. Food Show Plus Services ANTAD Show • National Retailers Association Show. • The largest food show in Mexico • Takes place in Guadalajara, Mexico • Supermarket buyers, importers and distributors attend the show • An important show to consider Date: March of every year

18. Food Show Plus Services Alimentaria Trade Show • Takes place in Mexico City • Focused to Food Service and Retail • Much Smaller show than ANTAD but important because it takes place Mexico City • Very oriented to gourmet and fancy food segments • Many international pavilions participate Date: June every year

19. ExphotelTrade Show • Takes place in the Cancun and Yucatan Peninsula area. • This show is 100% Food Service oriented • It’s a regional show serving the most important tourist area in Mexico • The show has been around for more than 12 years • Good show for • Foodservice business Date: June every year

20. AbasturTrade Show • Takes place in Mexico City The largest Food Service Show in Mexico with a National reach • US pavilion coordinated • The best Food Service Show in Mexico • About 1/3 the size of the ANTAD show Date: Sept-Oct every year

21. Market Builder Services • Store Checks • Import Analysis • Distributor Referral • Importer´s List • In Market Assistance Labeling Seminar Business Meetings Supermarket tour

22. THANK YOU Presentation available for download at: www.marketingsolutionsfirm.com/download.htm Raul Caballero, Violeta Picazzo Food Export MW-NE, Tel. (01152555) 362-7407, Fax. 362-6724 raul@marketingsolutionsfirm.com violeta@marketingsolutionsfirm.com