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Sinclair and Ruiz is a consultancy that creates integrated local, national and international marketing strategies


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How important is it to develop strategic relationships and contacts inside target markets?

The importance of making strategic contacts is fundamental to success – particularly when expanding into new territory. Relationships facilitate market penetration, assist in identifying new audiences, and measuring product performance. Partnerships can be formal or informal and require different levels of commitment in order to keep the relationship beneficial.

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Rahul Samant CEO of Rehabtronics told us that… “it’s very critical to establish strong sales and distribution channels as well as relationships with key opinion leaders”. Cindy Collins founder of Mining Technology Partners noted relationships are …”  huge and the focus of [her] company. [They] put providers together with contacts in Mexico and help them with distribution or [creating a] sales network.  Not only this, but to find references and the who’s who of using your products… this industry [mining] is very dependent on the usual early adopters.  We are often asked for who is using our customers’ products, especially for the more innovative or game changing products” . Alejandro Godoy founder of  Seafood Business Solutions highlighted “…it is very important to develop relationships with key decision makers, specialty seafood buyers in new markets.” Carlos Escobosa Commercial and Administrative Director of  The Residences at Solaz observed that “contacts in target markets offer a direct line to what consumers in those markets want, and most importantly, how to reach them in a cost-efficient way”.

This article is part 2 of 3.
In case you missed Part 1: Top 4 Challenges to Business Development.

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Top 4 Challenges to Business Development.

challenge

There will always be a variety of challenges to face in order to achieve successful business development. In pursuit of fresh perspectives, we interviewed business people from different industries including Fisheries, Med-Tech, Mining and Travel & Leisure.  In the first of a series of posts on the subject, we explore the answers to our initial question: What is the biggest challenge faced by your industry today?

The top 4 responses – in no particular order- were the following:

  •     Innovation
  •      Sustainability
  •      Regulatory Barriers
  •      Security/Image

What is interesting is that the challenges identified by each respondent are not mutually exclusive to the sectors. In fact, each of the industries represented faces more than one at any given time. Cindy Collins founder of Mining Technology Partners, identified innovation as the primary challenge to the mining industry. She noted that “…the need for innovation is great due to minerals being more difficult to find and financing being in other industries such as tech…  This is great for innovative providers of technology and services and the combination of the two”. Alejandro Godoy founder of Seafood Business Solutions, identified sustainability as “…the current low captures of wild seafood has increased all seafood prices… and aquaculture needs fish-meal to farm species. Seafood needs better sustainable standards to help future industry growth”. Rahul Samant, CEO of Rehabtronics said that “…in the medical device industry there are many challenges: Regulatory, Export barriers, R&D costs, health care procurement and adoption… Its very difficult to say one challenge that is the biggest, but if I had to I would say the pace of Health Care adoption which is slow in-part due to regulatory barriers”.  Carlos Escobosa Commercial and Administrative Director of The Residences at Solaz identified overall security and image issues that affect Mexico as a whole”.

The first step to overcoming such issues is identifying them. That also allows companies to seize on any areas of opportunity that present themselves by dealing with them in an effective way. Some barriers are more complex and systemic such as threats to environmental sustainability. Failing to address challenges early on risks creating unnecessary obstacles or complications in the future.

This article is part 1 of 3. Continue reading


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Mazatlan-Based Sinaloa Folkloric Ballet Performs In Vancouver

The colorful ballet was the entertainment centerpiece at Mexico’s Independence Gala Dinner.

Mexico hosted the Independence Gala Dinner at Vancouver’s Italian Cultural Center on Friday September 10th.  The evening was a part of Mexico Fest– a series of events that celebrate Mexico’s two hundred year anniversary of independence and feature Mazatlan as the guest destination.

The Mazatlan-based Sinaloa Folkloric Ballet performed a repertoire that reflected the history and culture of Mexico.  Guests enjoyed several dances including the traditional indigenous “dance of the deer.” Vancouverites saw the authentic and cultural side of Mazatlan.

WestJet is about to enter its fourth year of flying to Mazatlan,” Said Yehudi Altman, Director of Product for WestJet Vacations. “Western Canadians feel at home in Mazatlan. Colourful performance by the Sinaloa Folkloric BalletIt is a diversified destination with sun and sea; as well as fine arts such as ballet and theater.”

In addition to watching the ballet, guests met Mazatlan’s Mardi Gras queens who were dressed in full royal regalia. The queens’ appearance was a preamble to the traditional independence ceremony introduced by Francisco De la Vega, Secretary of Tourism of Sinaloa and led by Angel Villalobos, Consul General of Mexico in Vancouver.

Alice Wong, Member of Parliament for Richmond, spoke about the Mexican- Canadian community’s commitment to multi-culturalism. Guests sang the Canadian national anthem to acknowledge Mexico’s positive relationship with Canada.

About Mazatlan and Mexico’s Bicentennial Celebrations:

The Independence Gala Dinner is part of a series of Mexico Fest events that feature Mazatlan. Mazatlan is located on Mexico’s Pacific Coast at the foot of the Sierra Madre Mountains. Founded in the 16th Century, Mazatlan possesses one of Mexico’s only seaside historic centers. One in every three travellers that visits Mazatlan is Canadian. The city, State Tourism Board, and the Mazatlan Hotel Association are thrilled to bring a part of Mazatlan to Vancouver as a preview to the winter season, when most Canadians flock south. For further information visit www.gomazatlan.com

Mexico Fest is organized by the Mexican Consulate in Vancouver with support from the Mexico Tourism Board and the Trade Commission.