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MFB Exhibitors Learn Tips on How to Export to Brazil
Webinar provided a walkthrough of the logistics and legal process
To tackle the bureaucracy of the Brazilian import process, organizers of the Medical Fair Brasil (MOB) brought together two renowned partners for a real lecture on the ins and outs of Foreign Trade. In a webinar held at the end of May, Knoell and DHL speakers showed the ropes to international exhibitors who will be launching their equipment and products in the Brazilian market during the trade fair organized by Messe Düsseldorf in São Paulo.
“Exporting to Brazil is not easy, but it’s possible, and we will teach you how. We held this webinar to talk about not only how to export to Brazil during events but also in general, including product licenses, registration, and everything that is involved in the process,” said the Medical Fair Brasil director Malu Sevieri, emphasizing that there is an opportunity in every crisis. “The best time to enter a new market is during a crisis, because that’s when people are looking for new solutions.”
The director of Knoell Brazil Maik Endler agreed. “As MFB partners, we believe that even in these difficult times it is possible to find ways to do business and serve our customers,” said the executive, who also gave tips on different logistics and customs procedures in Brazil during an online event.
One of the world’s leading providers of independent services in the area of Regulatory Affairs, Knoell was founded in Germany in 1996 and has offices across Europe, in the United States, China, Japan, Australia, and Brazil. “Our mission is to help customers solve simple to the most complex regulatory issues and get their equipment licensed as quickly as possible,” he explained, also highlighting the company’s expertise in laboratory services, veterinary medicine, chemical and pharmaceutical industries, and others.
Endler openly discussed the three possible ways to introduce imports into the Brazilian market – opening a subsidiary in the country, hiring a distributor, or hiring a company to handle the registration process, like Knoell. He advised against the first option for MFB exhibitors due to the bureaucratic complexity and costs involved in opening a company in Brazil, and presented the pros and cons of the two other alternatives.
“The upside of hiring a distributor are lower upfront costs. The distributor will cover part of the cost of the first registration, but they will add a margin on your product to cover the cost, so you will end up paying more in the long run, not to mention that the product is registered under the distributor’s name and you will need to obtain a new license in case you want to change the distributor,” he explained. Now, by hiring a company like Knoell, the initial cost may be higher, but the manufacturer will “own the license” and will be able to work with different distributors in the country, in addition to logistics advantages and broader reach and capillarity in domestic markets.
But regardless of the option chosen, Knoell’s director recalled that the level of difficulty in obtaining the import license depends on the product category. “Some registration processes are very simple, but there are also very complex ones. Almost everything is done online, but if any information is missing, they reject the entire process and you are back to square one. You also need to be careful with the language barrier; some documents in English may be accepted, but most need to be in Portuguese,” he added.
New format – Malu took the opportunity to explain to the webinar attendees the new format of the fair in 2020, which has been modified due to the coronavirus pandemic. Postponed from May to September, the event was initially planned to take place in four days but will now be held in only two. The venue is the same, the Expo Center Norte, in the North region of São Paulo, but instead of occupying the green and white pavilions, we will use the yellow pavilion. “It will be a smaller event dedicated to discussions about the industry and to keeping in touch customers,” Malu observed.
She believes that the reduced number of days is positive for international exhibitors, as it will give them more time to visit customers and hospitals. “People usually come to Brazil to stay at least a week and, with a two-day event, they can use the rest of the time for meetings, and we are here to help with that as well. We can help schedule these visits to hospitals and meetings with associations,” she added.
The full webinar titled “How to export to Brazil?” is available on Medical Fair Brasil’s YouTube channel. The event was an hour long and is in English https://www.youtube.com/watch?v=XgT6LMDm5iQ&feature=youtu.be