We help you navigate the unwritten rules of the Latin American Markets
  • Exceptional.
  • Confidential.
  • Unique.
  • True.
The cost of what happens from the day you land in Latin America and your first order is usually unknown and very high. You need the right team and the right strategy from day one.

Services

Agile Regional Expansion – ARE

Top talent helping to bridge a gap

Sometimes it makes sense to have a proven, consistent and experienced executive to lead the company through the beginning of its journey in the region, dealing with all complex details of a different country and culture. Someone with drive, industry expertise, regional knowledge and seniority to push the company agenda with all local stakeholders. Some industries in Latam operates in a stricter environment, whereas other are greatly relationship oriented. We will accelerate growth thoughtfully.

Based on our proprietary tools and reports we will design and build a comprehensive go-to-market plan. We will execute the plan and provide timely reports. The main goal is to achieve high growth in a predefined period of time. Throughout this time we will structure and organize the entire operation acting on your behalf as your legal representative in the region consonantly with your company directions and guidelines.

The duration of the project will be predefined and may be extended, or take another format, after that. At the end of our engagement we will hand over the three main levers to be successful in the region: revenue streams, organizational structure and market share.

The road map

Building a plan to meet your goals

Once you commit to enter a given market, we can help you design, plan, decide and execute the best entry strategy and all resulting steps. Flawless execution of each phase is critical to maximize your odds of succeeding in the challenging and distinct Latin American markets.

There are different options to enter the Latam market. Many aspects must be taken into account such as your human and financial resources, company strategic goals, acceptable risks, windows of opportunity, technology and so on. Establishing the best course of action is of major importance.

Brazil for example is a huge economy and it may make sense to start organically on a regional level and then grow. However, it may also be a sensible decision to acquire a local player and go straight ahead to conquer the whole market. We will consider all aspects of your company and the market structure to give you a detailed step-by-step implementation road map complete with a profit and loss statement.

We will thoroughly gather, refine and probe all data required to fully understand the implications of each possible Go-to-Market strategy. Sales, marketing, technology, sourcing, compliance and all relevant elements of the plan will be analyzed. We will deliver a unique Go-to-Market strategy encompassing all relevant aspects to your company. It will be a distinctive and unique approach containing a comprehensive market map and complete action plan, block by block.

This phase will usually take 8 to 12 weeks depending on your requirements, industry specifics and number of markets you plan to enter or expand.

Market Opportunity Assessment – MOA

Answering the first critical question: how successful can you be?

When you are planning to enter, a new market there is a first and critical question that will affect outcomes down the road. Simply put, should I enter this market now? You must be confident that your decision is based on hard data and facts. It is also important to have that assessed by experienced local talent in order to highlight hidden opportunities as well as those subtle yet decisive elements that turns a potential problem into a winning situation.

In addition, time to market plays a crucial role. A great opportunity may turn into a missed one if you take too long to decide. You need solid, fast and accurate information delivered in a way that will maximize your decision-making process and success factors.

For that reason, we developed a Market Opportunity Assessment – MOA – to support you with all relevant data and strategic insights as well as our recommendation. All delivered in a timely manner by a team of seasoned professionals.

  • Market structure
  • Competitive landscape
  • Key players
  • Product offering
  • Pricing positioning
  • Key clients
  • Industry legal framework
  • Main trends
  • Strategic recommendation

In 4 to 6 weeks, you will have all information needed to hold an effective debate and decide whether to go ahead with your project in Latam. It may be a greenfield initiative, the acquisition of a market player, a merger or the expansion of an existing company to other Latam markets.

The implementation support

Finding the best partners in region

Hiring the right professionals and companies are paramount to success. People make all the difference. You need to work with knowledgeable, talented and trustworthy partners.

We help you source and assess a wide range of suppliers from lawyers and accountants to public relations, advertising agencies, trade marketing and search firms. Our extensive network in the region will assure that you will have the best talented people working for you and not necessarily having to pay for brand names.
As part of the Implementation Support service, we work closely with your executives both in the region and in the headquarters to establish goals for each business partner and metrics to control their performance.

Team

jorge.dib@roilatam.com

Jorge Dib

Partner

Mr. Dib has more than 30 years’ experience as a consultant, senior executive, entrepreneur and early stage company investor.

As a Senior Marketing and Worldwide Sales Executive, Mr. Dib had significant success in defining and implementing sales and business transformation strategies in some of the top 100 Global Companies such as Google, Experian, Sodexo, Michelin among others.

During his days at Google, Mr. Dib managed Travel and Media & Entertainment leveraging on his extensive network to establish relationships with large and complex strategic accounts. He supported Google accelerated growth as an official corporate spokesperson and evangelist throughout Latin America.

As the chief marketing and sales officer of Serasa Experian in Latin America, Mr. Dib led a team of 1000 people to implement his newly designed market strategy based on a vertical approach growing revenues by double digit year after year.

Mr. Dib held CSMO positions in other leading multinational companies like Sodexo and Michelin Group (Sascar, a tech subsidiary) as well as regional top performing companies like RBS Group, a leading media conglomerate.

Mr. Dib holds a Master of Science in Business from UFRGS, Brazil and a Bachelor of Science in Business Administration from PUCRS, Brazil. He also has post-graduate courses in strategy, business, finance and marketing at Harvard, Wharton and London Business School.

felipe.guarnieri@roilatam.com

Felipe Guarnieri

Director

Mr. Guarnieri has over 16 years of experience in global management firms (Monitor Group and Integration) and executive positions in companies like Serasa Experian and Telefonica.

Throughout his career has developed and led projects in Financial services; TIME (telecommunications, information, media & entertainment), Agribusiness (sugarcane and wheat mills); Energy; Oil & Gas and chemical; Mining and Metals; and Consumer goods.

With a solid background in business and finance Mr. Guarnieri´s expertise comprises corporate strategy and finance as well as restructuring and operational organizational improvement.

He has a bachelor degree in Business Administration at FGV-EAESP (part of the course held at University of Texas at Austin). He also holds a post-graduate degree in Business at Fundação Dom Cabral and in Merger & Acquisitin at FGV-EAESP.