go-to-market

Many international companies entering Latin America proudly report early wins: fast distribution expansion, increasing sell-in volumes, and growing market share. From HQ dashboards, the expansion appears successful. Yet behind these numbers, a more dangerous reality often unfolds what we call: the Profitability trap. The Profitability trap occurs when companies capture market share while silently bleeding margin due to uncontrolled variable costs, rebates, discounts, and co

Many international companies entering Latin America believe their biggest challenges will be pricing, regulation, or competition. While these factors matter, one of the most underestimated growth blockers is far less visible: the cultural gap between Global Headquarters and local partners. This misalignment rarely shows up in market entry plans or financial models. Yet in practice, it slows execution, erodes trust, and gradually suffocates growth. Brands with strong products

Latin America represents a significant growth opportunity for international companies from Asia, Europe, the United States and other global markets. However, entering the region successfully requires far more than exporting an existing business model or replicating strategies used in other regions. Many market entry initiatives fail due to limited understanding of local commercial dynamics, regulatory complexity, fragmented markets and misalignment between global strategy and