exporting
internationally
DONNA-MAE ROBINSON
Exporting
internationally is an important part of Canadian business. Canada exports
more than 40 per cent of what it produces.
If done successfully, international trade can be profitable and
beneficial to you and your company.
However, success
in the international market involves more than just the development of a
good product to export. In
fact, success depends upon your understanding of the cultural differences
between business practices in Canada and the rest of the world.
Whether you are doing business in Latin America or South East Asia,
cultural differences are prevalent. These
cultural differences can in effect determine the eventual outcome of a
business transaction.
Recently, the
Mississauga Board of Trade held a seminar: "Doing Business in the
Global Village - Advantages of Cultural Differences".
This seminar focused on understanding cultural differences and how
they affect conducting business, specifically in North and South America,
Europe, Asia and Africa. Johanne Serafin, Manager of Export Development
for the Board, coordinated this seminar to inform participants of some of
the cultural nuances that exist in the international market.
Guest speakers,
Tony Hill, of Hill International Consulting Inc., Hugh Latif, of Hugh
Latif & Associates, and Dr. Bikram Lamba, of the Toronto Consulting
Group, offered unique perspectives on doing business internationally.
Each guest speaker is multi-lingual and knowledgeable of different
cultures. At this seminar,
they shared their vast experiences with the seminar participants.
Each presentation
provided insight into entering the international market, using a variety
of real life examples to illustrate the significance of cultural norms.
Tony Hill, in his presentation,
explained that knowing the language is not enough to conduct business in a
country. Often, language can
be interpreted to have a different connotation than that which is
intended. This can be crucial
in business dialogue. For
instance, the use of certain words, such as confidence, convenient, and
exquisite, could be considered insulting when translated into another
language.
Hugh Latif
suggested that there is a positive perception of Canadians in the world
and this is an advantage for international trade. However, a Canadian
company may have to customize their products to suit the cultural needs of
the importing country.
Dr. Lamba's
presentation identified that cultural differences are not defined by
national boundaries. Through the use of examples, he discussed that even in
different regions of a country, there are cultural differences in business
practices.
The main message from all three
presentations and the seminar itself was to make participants aware of the
cultural differences that exist in the world.
Understanding and respecting these differences will further your
prosperity in international trade and commerce.
Donna-Mae
Robinson is the Assistant Research & Policy Advisor with the
Mississauga Board of Trade.
