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In an interview with PhillyInc, DeSilvis, a French-speaking former Xerox Corp. (NYSE: XRX) and Pitney Bowes Inc. (NYSE: PBI) executive, pointed out that the U.S. government is eager to foster more trade with Brazil following President Bush's recent visit there. But that's not going to be easy because the two countries are separated by cultural barriers which are almost as formidable as the geographic ones. Even DeSilvis isn't immune. Brazil's sewer system doesn't allow people to flush down toilet paper and place their material in little trash cans in bathrooms. One time, while visiting a potential client, she got confused and later learned much to her horror that she put per paper into a decorative urn. "The stupid little things are what embarrasses you," she said. Interview below.
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PhillyInc: Is Brazil more difficult for Americans to do business than other countries in Latin America? DeSilvis: "It's a little bit harder. We just don't understand. There's a lot of taxes and tariffs. … It just does not allow our companies to be competitive in that market. There's no trade agreement between the U.S. and Brazil. That's a huge, huge problem."
PhillyInc: What are the biggest mistakes that American businesspeople make while trying to do business in Brazil? DeSilvis: "Every time you go there it's another surprise. You really have to play by their rulebook. … We from the United States get impatient with the process. (But) the Brazilians have to trust you. They have to understand you. They have to know everything about you."
PhillyInc: How have you seen this play out? DeSilvis: "We were placing a student (at a Brazilian company) and it took almost four months. People just didn't respond. They got back to me four weeks later responding to an email that I sent. (Despite the difficulties) they are so willing to do business with us. We have to show them respect."
PhillyInc: Can you elaborate? DeSilvis: "In Brazil, they will also point out that they are Americans – South Americans. We always have to say we are from the United States."
PhillyInc: Does it make it more difficult for Americans to do business in Brazil because of Luiz Inacio Lula da Silva's criticism of the Bush administration? DeSilvis: "On a daily basis when you are there to conduct a business, that does not even come up. … People don't want to talk about that."
PhillyInc: Has it been difficult to learn Portugese? DeSilvis: "I have been trying to take Portuguese classes for the longest time. You can get buy in Brazil speaking Spanish, but you need to speak Portugese. I actually struggled to find a place teaching Portuguese [in Philadelphia]. There needs to be more opportunities for the business professionals to learn the Portuguese language."
PhillyInc: How have you improved your command of the language? DeSilivis: "I go to a Brazilian restaurant (in Northeast Philadelphia) at least once a month. Brazil lives in that section of Philadelphia. It's just amazing."
PhillyInc: Can the Delaware Valley benefit from increased ties with Brazil? DeSilvis: "There's a lot of products that Brazilian want and need (from the Delaware Valley). I am focusing on Pennsylvania companies while I am over there to find matches with Brazilian companies."
