Stalled deals
Send us the buyer who never came back.
They liked the product, asked for a quotation, then went quiet. In 19 years we have seen this hundreds of times, and it is almost never the price: it is whether they can legally and predictably receive the goods. Tell us where the conversation stopped.
No cost, no commitment. Diagnosing a stalled deal costs you nothing.
The five blockers
What is actually stopping them?
None of these are visible from your side of the table, and none of them are things a buyer volunteers. Admitting you cannot import is not a comfortable email to write.
- 01
They are not licensed to import
Importing into Brazil requires a federal authorisation, Radar/Siscomex. It also lapses after six months without an operation, so a company that imported two years ago can be blocked today.
Cost: They cannot place the order at all.
We do: We obtain the licence, or import under our own structure while theirs is issued.
- 02
They cannot model the landed cost
Duty, IPI, PIS/COFINS, ICMS, freight, port and brokerage stack on your FOB price, and the total changes by state and tax regime.
Cost: They cannot commit to a price whose final cost they cannot see.
We do: We build the model for their specific state and regime.
- 03
They do not know whether to trust you
They have heard the horror stories and some have lived them. A catalogue and a video call give them nothing to verify.
Cost: You lose the order to hesitation.
We do: We verify the supplier and put the report in their hands.
- 04
Certification surfaced late
INMETRO, ANATEL or ANVISA, depending on the product. Buyers often discover this only when they ask their broker.
Cost: The project is shelved as too complicated.
We do: We map the requirement and run the process.
- 05
They cannot run the operation
Incoterms, FCL versus LCL, port choice, free time, demurrage, FX spread, clearance channels.
Cost: They know enough to know they will get it wrong, so they do nothing.
We do: We execute it end to end.
How it works
Four steps, and none of them cost you anything.
- 1
You identify the buyer
The company, the contact, the product they wanted and the last thing they said. That is all we need to start.
- 2
One introduction
A single email or message putting us in touch. You are not handing over the relationship, you are adding the piece that was missing.
- 3
We diagnose in Portuguese
We talk to them in their language, about their tax situation and their licence status. People say things to a Brazilian consultancy that they will not write to a foreign supplier.
- 4
The order closes with you
If the deal is viable, we run the Brazilian side and the purchase order stays between you and them. If it is not, you stop spending on a buyer who was never going to close.
What we will not do
Three things we put in writing first.
- We are not a trading company. We never buy or resell your goods. The order stays yours.
- We do not introduce your customer to a competing supplier.
- We are paid by the Brazilian importer, not by you.
What does this cost us?
Nothing. We are contracted and paid by the Brazilian importer. Introducing a stalled buyer costs you no fee and no commission on the sale. If the deal closes, you are paid by your customer exactly as you would have been.
Will you take our customer to another supplier?
No, and it is in our contract. We are engaged to solve the Brazilian side of a specific transaction. Introducing your customer to a competing supplier would be a breach, and it would also destroy the referral channel that brings us this work in the first place.
What if the buyer simply cannot afford it?
Then you find that out in weeks instead of quarters, and you stop spending sales effort on a contact that was never going to convert. A clean no is worth something. Most of the time, though, the blocker is procedural rather than financial.
How many buyers can we send?
There is no limit. Some suppliers send us one specific stalled contact; others review their Brazilian pipeline and send everything that went quiet in the last two years. The second approach tends to surface deals people had already written off.
Related
The invitation
Who stopped replying?
Tell us the company, the product and where the conversation stopped. We will tell you whether it is worth pursuing, and what it would take.
No cost, no commitment. Twenty minutes.