Mexico City, Sao Paulo, Buenos Aires and Santiago are among the most populated cities in the world and have some of the largest steel mills and recycling facilities on the planet. Latin America and Mexico are very diverse and if you desire five-star hotels, the finest cuisine and all other amenities, they are available. My intention has been to visit everyone, everywhere and my story reflects what traveling in the region has meant to me.
A wise man once said, “The more I travel, the less I know.” I couldn’t agree more. For many years I have been traveling throughout Mexico and South America, promoting various products for recycling, and I have had many memorable experiences.
Some people feel there is a certain danger, which there is. But in the end, the positives of the experience far outweigh the negatives, if you just use common sense. You will go home a better person with a different perspective of life “South of the Border.”
Prepare and Adjust
There are many keys to remember and always questions to ask before you begin your journey: Do I need vaccinations? Am I traveling on national holidays? Are the taxis safe? Is there a revolution happening now?
My basic purpose when journeying through Central and South America is to visit with recyclers there and inform them about products that are available to help them save time and make more of a profit.
It is a hard sell, sometimes because of weak “Third World” economies, the distance that is normally involved with shipping and the fact that many people in smaller yards have never made this type of purchase before.
What I have seen and experienced has made not only doing business but also travel a great learning path. You can’t believe everything you hear on TV. Sure there is violence, but after a short time you get accustomed to seeing soldiers with guns, political demonstrations and strikes, water cannons, towns shut down to watch “novelas” (soap operas) in the afternoon and celebrations, well into the night, after a local team has a victory in football (soccer to Americans).
Until you have faced, head-on, the snarled traffic in Mexico City, Caracas or Sao Paulo, you have not seen traffic. Seeing native Bolivian women in their bowler hats and colorful dress, selling “pirated” CDs is another experience. You see people who are doing the best they can with what they have. I think that it takes persistence, curiosity and interest in other cultures to navigate this kind of salesmanship.
Surprises of Many Types
Sometimes you travel to small towns to visit customers—towns you would never see if not for trying to offer your products. There are usually pleasant surprises like breathtaking views of Central American volcanoes; the scenic trip from the airport to the city center of Medellin, Colombia; historic sites along the road in Peru and Guatemala; the rhythm of the sounds of salsa that fill the air in Cali, Colombia; and the aromas of foods sold by street vendors everywhere.
Traveling in this part of the world requires some adjustments, culturally. If you don’t speak the native language, you are at a disadvantage.
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Words of Advice From my years of experience, I can offer a few proven pointers on traveling and selling in this part of the world:
– Paul Wasserman |
And while all travel has speed bumps, other regions do not necessarily have the mudslides, volcanic eruptions, earthquakes, near fatal plane crashes, taxi strikes and blackouts that I have faced.
You must remember that many of these destinations are developing, poor countries with inadequate educational systems with many people starving. But people there want what you want—the best for their families, work and a peaceful way of life.
You will find that sometimes, even with months of planning a meeting at a remote steel mill, the customer will not be available when you had your confirmed time. Being patient is THE rule to complete successful sales here.
It may take time to finally see the customer, but if you have what he needs he will not only be your customer, he will also be your “amigo” (friend). Although this can happen anywhere, I think that it happens more in this region.
No matter what size the company, they present different travel challenges. I use the local buses and taxis and sometimes moto-taxis and there are always unplanned adventures.
I remember traveling to visit some steel mills in Sogamoso, Colombia. Reaching this city involves a four-hour bus ride, usually of the van or school bus variety, on a treacherous highway that seems to be all curves.
While on this ride, many times in torrential rain storms, you may see your life pass before your eyes and ask yourself “What am I doing here?” But everything will be fine. You may drive for hours in Brazil, Argentina or Venezuela, among others, and there, rising in the distance, is a huge steel mill and you wonder to yourself, “Where did that come from?”
Now and Then
Mexico and Brazil are booming, the entire region needs equipment to recycle, and they are conscious of the environment too. The region is thirsty for knowledge of recycling and equipment and wants affordable solutions. There is a great opportunity here.
Having lived in Mexico and now Brazil, I have found the people I meet to be “muy amable” (very friendly). Many are poor and needy, but there are people of wealth also.
It is interesting to offer smaller customers equipment that has existed for decades but that they have never seen. It is fulfilling to see that with new equipment they can be more profitable and efficient.
I have been very fortunate to have worked and lived in this part of the world and have made some great friends, learned volumes and continue to generate sales, too.
So remember, ever though you are traveling for business, be open to the wonder that is awaiting you. See you on the road!
The author, who was born and raised in Cleveland in the United States, currently lives in Rio de Janeiro and is Sales Director for Mexico and South America for the Stokkermill equipment line. He can be contacted at paulinrio1@yahoo.com.