GALA joint presentation to a select group of exporters at the Washington State Department of Commerce on the challenges and opportunities in the Latin American region with a focus on Brazil.
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Multilingual Marketing for Exporters - Latin America
1. Multilingual Marketing
Communicating Locally to Succeed Globally
Presented by
The Globalization and Localization Association
In conjunction with the
Washington State Department of Commerce
and enterpriseSeattle
6. What you SHOULD know
about Latin America
• 15% of the world’s oil reserves
• ¼ of the arable land (much of it unused)
• 30% of the world’s fresh water
• By 2025, income at $22K a year per person
• Fastest growing regional trade partner, with 82%
growth between 1998 and 2009
• The “Latin American decade”
7. A Uniform Region
Democracy reigns
Economy is booming
Increased purchasing power
2 Languages only
Cultural similarities with US
8. × Political instability remains
× Highly dependent on
commodities
× Inequality is still high
× French, Dutch, English, Creole
and indigenous languages
× Very proud of their heritage
Democracy reigns
Economy is booming
Increased purchasing power
2 Languages only
Cultural similarities with US
But let’s not generalize…
9. To whom do you want to sell?
• B2B
– More “internationalized”
– The MultiLatinas
• B2G
– Defense, infrastructure, IT, pharma, clean energy
• B2C
– Upper Classes
– Middle Classes
– Lower Classes
10. To whom do you want to sell?
• B2B
– More “internationalized”
– The MultiLatinas
• B2G
– Defense, infrastructure, IT, pharma, clean energy
• B2C
– Upper Classes
– Middle Classes
– Lower Classes
11. Spanish Variants
Spanish Variant Sub-variant Countries /
Regions Spoken
Main Features
Latin American
Spanish
1. Caribbean Cuba
Dominican
Republic
Puerto Rico
Courtesy treatment is “usted” yet “tú” is
widely spread for familiar use.
Pronunciation: slower and more relaxed.
2. Central
American
Bolivia, Colombia
Costa Rica,
Ecuador
Nicaragua,
Panama
Peru, Venezuela
Courtesy treatment: “usted.”
Borrowings from quechua.
3. Mexican El Salvador
Guatemala
Honduras
Mexico
Courtesy treatment: “usted” + verbal form
for “vosotros” or “tú”.
Also “vos” in some parts.
Borrowings from US English, náhuatl, maya-
quiché.
4. Southern Cone Argentina
Chile
Paraguay
Uruguay
Courtesy treatment: “vos” + verbal form for
“tú.”
Borrowings from guaraní.
12. Spanish Variants (cont.)
Spanish Variant Sub-
variant
Countries /
Regions
Spoken
Main Features
Mid-Atlantic
Spanish
(Castilian) Spain Courtesy treatment is “usted.”
Familiar treatment is “tú”, except in some cases
such as in the Canary Islands.
Borrowings from European languages
US Spanish United States This variant includes the highest percentage of
borrowings from US English with regard to the
remaining variants.
Depending on the origin of the group of speakers,
the main features mentioned above for other variants
will be reflected on the speech of Spanish speakers
from the US.
Other Philippines,
Guinea
Equatorial
International
/Universal
or Neutral
Spanish
Acceptable (i.e. not identifiable as written for another
regional market) throughout the Spanish-speaking
world.*
Solves the vocabulary conflict with a careful
selection of terms, without inventing or imposing
nonexistent terms, or terms that are phonetically or
grammatically not viable.
Communicates precisely without being offensive and
without sounding foreign.
13. Examples
English LA:
Caribbean
LA: Central
American
LA:
Mexican
LA:
Southern
Cone
Mid-
Atlantic
US Spanish International
access accesar
(la cuenta)
acceder acceder acceder acceder ganar
acceso
tener acceso
answering
machine
contestadora contestadora contestadora contestadora
automática
contestador
automático
contestadora central de
mensajes
car carro carro carro auto coche carro automóvil
drive (to) manejar manejar manejar manejar conducir manejar N/A
enter ingresar ingresar ingresar ingresar introducir ingresar introducir
lunch almuerzo almuerzo almuerzo almuerzo comida almuerzo almuerzo
PC computadora computador
a
computador
a
computador
a
computador*
*Chile
ordenador computador
a
equipo
sistema
PC
potato papa papa papa papa patata papa N/A
training capacitación
adiestramient
capacitación capacitación formación capacitació
n
aprendizaje entrenamient
o
14. The Brazilian Middle Class
• Income grew from $7.2K to 31.2K in 5 years
• In 2008:
– 49% of the population (90 mil people)
– 46% of all income
• By 2015:
– 56% of all population with
– 54% of the purchasing power
16. Packaging Examples
Brand in Portuguese
Language mixture
International brand
Distinct languages
Local brand
Single language
17. Brazil, Land of Opportunities
• 1/3 of the population; 40% of Latin America’s GDP
• World Cup and Olympics
• Investments in infrastructure
• Growing purchasing power
• Ageing population
• Technology is key
• Improved education
19. Takeaways
• We don’t speak Portuguese
– But rather Brazilian Portuguese
• We’re not Latinos
– We identify more with our neighbors up North
• We’re not a single country
– The real melting pot
• We’re not that friendly and flexible
– “Localize” your product or service
21. Thank you!
Fabiano Cid
Managing Director
fcid@ccaps.net
Ccaps Translation and Localization
+55 (21) 2507-5989
Rua da Assembleia, 10/1906
Rio de Janeiro – RJ
Brazil