International markets for Brazilian food products: questions to ask before prospecting

A product being well received in Brazil does not automatically mean it will have the same position in another country.

Before starting international prospecting, a few questions help guide the analysis: is there demand for this category? How is the product consumed in that market? Who are the competitors? What are the distribution channels? Are there regulatory barriers? Can the price be competitive after the operating costs?

With food products, cultural factors, consumption habits, presentation, packaging size, ingredients, labeling and sanitary requirements also come into play.

This analysis helps prioritize markets that are a better fit for the product and avoids prospecting that is too broad and poorly targeted.

Going international does not simply mean looking for buyers in several countries. It means understanding where product, market and commercial opportunity are truly compatible.

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