COMO EMPREENDER NOS ESTADOS UNIDOS

Apesar de o Brasil ter um dos maiores mercados consumidores do mundo, com cerca de 200 milhões de habitantes, muitas empresas brasileiras tem pensado em expandir seus negócios para outros países. Com PIB de 16,7 trilhões de dólares, os Estados Unidos são uma excelente opção para internacionalizar sua marca. Aqui listo 3 dicas essenciais para quem deseja colocar sua empresa na terra do Tio Sam.

Estude o Mercado

Em um primeiro momento, não é necessário fazer um estudo extremamente profundo. Você precisa saber questões pontuais como:

  • Tamanho do mercado (em quantidade e valor);
  • Concorrência – existe muitas marcas ou é um mercado oligopolizado, ou ainda, monopolizado?
  • Preço de venda – este é um dos fatores mais importantes. Em geral, os mercados nos Estados Unidos são bem abertos e desregulamentados, o que reduz consideravelmente as barreiras de entrada, porporcionando diversas marcas aos compradores. Essa caracterísica faz com que os consumidores sejam bem sensíveis ao preço. Para cobrar um valor maior do que o do concorrente, tem que existir uma percepção de valor clara.

Tenha bom(ns) advogado(s)

Por não haver muitas regras é que se torna extremamente necessária a contratação de um bom time de advogados, principalmente nas seguintes áreas:

  • Corporativo – este profissional irá lhe ajudar com a estrutura jurídica mais eficiente para seu negócio. Não existe fórmula pronta. Cada caso é analisado e a solução proposta.
  • Tributarista – As regras tributárias nos EUA são bem particulares. Existe uma Lei Federal pouco ampla e os Estados e Municípios são encarregados de ditarem suas próprias Leis. Sendo assim, é fundamental que um profissional tributarista lhe acompanhe para saber qual melhor solução para seu negócio.
  • Especialista em seu mercado – não existe “pau para toda obra”. Cada profissional é especializado em um segmento de mercado. Identifique um advogado que seja expert na área em que deseja atuar e ouça suas sugestões.

Muitos escritórios possuem times de advogados heterogêneos, sendo possível o “one stop shop”, e ter todos os profissionais que precisa em apenas uma Casa.

Os advogados costumam cobrar por hora, variando de $200 à $500/h para bons profissionais. Por experiência própria, valores acima disso trazem poucos benefícios marginais.

Associe-se a nomes fortes

Uma das maiores dificuldades em empreender fora do seu país de origem é conquistar a confiança do consumidor. Por mais que no Brasil sua empresa seja a melhor do segmento, a que mais venda ou a mais antiga, para os americanos é “apenas mais uma” num mercado inundado de marcas.

Uma alternativa para driblar esta dificuldade é se associar a nomes mais fortes e conhecidos no mercado local. Se deseja vender um produto, procure começar a distribuição através de lojas já estabelecidas. Se desejar oferecer serviços, você pode procurar empresas de destaque e cobrar um preço mais baixo a fim de criar portfólio ou formar uma parceria com um prestador de serviço mais conhecido e dividir os lucros.

 

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