{"id":134076,"date":"2026-03-23T10:28:23","date_gmt":"2026-03-23T14:28:23","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=134076"},"modified":"2026-03-03T15:33:17","modified_gmt":"2026-03-03T20:33:17","slug":"doing-business-in-2026-tips-to-expand-in-latam","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/pt\/markets\/americas\/doing-business-in-2026-tips-to-expand-in-latam\/","title":{"rendered":"Como fazer neg\u00f3cios em 2026: dicas para expandir na Am\u00e9rica Latina"},"content":{"rendered":"
\"As

Com as guerras comerciais geopol\u00edticas e as novas tarifas impactando as margens dos produtores, importantes centros de exporta\u00e7\u00e3o como o Porto de Santos est\u00e3o no centro de um canal de prote\u00e7\u00e3o de cultivos em transforma\u00e7\u00e3o. Foto: Adobe Stock<\/p><\/div>\n

Seja qual for o seu interesse, desde o crescente mercado de produtos biol\u00f3gicos at\u00e9 as revis\u00f5es nos processos e leis de regulamenta\u00e7\u00e3o, 2026 trar\u00e1 mudan\u00e7as para os pa\u00edses da Am\u00e9rica Latina. Agroneg\u00f3cio Global<\/strong> Conversei com tr\u00eas especialistas que compartilharam seis dicas para neg\u00f3cios bem-sucedidos nesta regi\u00e3o.<\/p>\n

\u00cdndices de d\u00edvida<\/h2>\n

Para 2026, \u00e9 importante analisar os \u00edndices de endividamento em cada pa\u00eds onde voc\u00ea pretende fazer neg\u00f3cios. Com as tarifas dando in\u00edcio a guerras comerciais geopol\u00edticas, as margens dos produtores est\u00e3o sendo afetadas, criando dificuldades no setor de prote\u00e7\u00e3o de cultivos.<\/p>\n

\u201cGrandes grupos, especialmente no Brasil e na Argentina, enfrentam alguns problemas financeiros\u201d, afirma Nicolas Potrie, diretor da TAFIREL<\/a>, com sede no Uruguai. "Alguns revendedores muito grandes est\u00e3o renegociando seus pagamentos porque n\u00e3o conseguem arcar com as despesas dos fornecedores."\u201c<\/p>\n

Certifique-se de estar ciente da situa\u00e7\u00e3o financeira de quem voc\u00ea est\u00e1 negociando, mesmo que seja uma grande empresa.<\/p>\n

Desenvolvimento em Campo<\/h2>\n

Muitos pa\u00edses da Am\u00e9rica Latina n\u00e3o oferecem um mercado que sirva para todos.<\/p>\n

\u201cPequenos agricultores, opera\u00e7\u00f5es agroindustriais e produtores voltados para a exporta\u00e7\u00e3o trabalham de maneiras diferentes e esperam coisas diferentes de seus fornecedores\u201d, afirma Javier Chavarro, consultor de agroneg\u00f3cio.<\/p>\n

Chavarro recomenda que as empresas invistam em equipes locais e suporte t\u00e9cnico, al\u00e9m de desenvolverem relacionamentos s\u00f3lidos com distribuidores.<\/p>\n

\u201cConhecer as culturas, as regi\u00f5es e os desafios di\u00e1rios que os agricultores enfrentam ajuda a construir credibilidade e parcerias de longo prazo\u201d, afirma Chavarro.<\/p>\n

Ap\u00f3s compreender bem o tipo de suporte de produto que uma regi\u00e3o necessita, procure um l\u00edder agr\u00edcola influente na \u00e1rea para trabalhar em conjunto e construir a confian\u00e7a da comunidade agr\u00edcola local.<\/p>\n

\u201cEnquanto o processo de registro do seu produto estiver em andamento, invista no desenvolvimento de campo com os principais agricultores do segmento de mercado em que voc\u00ea deseja entrar\u201d, afirma Daniel Traverso, vice-presidente da [nome da empresa\/organiza\u00e7\u00e3o]. Anasac Col\u00f4mbia e M\u00e9xico<\/a>. \u201cMeu conselho \u00e9 procurar um segmento de mercado com alto valor agregado, n\u00e3o necessariamente com cultivos extensivos. Depois, escolha uma boa equipe de desenvolvimento e gere demanda. Isso \u00e9 crucial antes de come\u00e7ar a vender. Invista mais em desenvolvimento do que em vendas.\u201d<\/p>\n

Fatores Ambientais<\/h2>\n

A aten\u00e7\u00e3o dada ao abastecimento de \u00e1gua local e \u00e0s mudan\u00e7as clim\u00e1ticas \u00e9 um estudo cont\u00ednuo para cada pa\u00eds da Am\u00e9rica Latina. Por exemplo, Traverso afirma que, no Chile, os agricultores t\u00eam dificuldades para obter a \u00e1gua necess\u00e1ria para as planta\u00e7\u00f5es. Conhecer esse desafio pode ajudar sua equipe de desenvolvimento a entender quais produtos ser\u00e3o \u00fateis para esses agricultores.<\/p>\n

Al\u00e9m do abastecimento de \u00e1gua, h\u00e1 o clima e seu efeito sobre as colheitas. Para os pa\u00edses que dependem da exporta\u00e7\u00e3o de produtos agr\u00edcolas, o clima pode determinar o sucesso ou o fracasso de uma safra.<\/p>\n

\u201cSe o ver\u00e3o for marcado por La Ni\u00f1a ou El Ni\u00f1o, isso afeta a produ\u00e7\u00e3o m\u00e9dia de cada safra\u201d, diz Potrie. \u201cEste \u00e9 um setor de alto risco, imprevis\u00edvel, no qual ningu\u00e9m tem garantia de colheita.\u201d<\/p>\n

Forme uma equipe para monitorar os desafios apresentados pelas mudan\u00e7as clim\u00e1ticas e ofere\u00e7a uma maneira de ajudar os produtores a melhorar suas colheitas.<\/p>\n

Pre\u00e7o e desempenho<\/h2>\n

Os agricultores da Am\u00e9rica Latina buscam um alto retorno sobre o investimento.<\/p>\n

\u201cAs marcas, por si s\u00f3, j\u00e1 n\u00e3o determinam as decis\u00f5es de compra\u201d, afirma Chavarro. \u201cO que importa \u00e9 o desempenho em campo e um claro benef\u00edcio econ\u00f3mico.\u201d<\/p>\n

Isso \u00e9 especialmente verdadeiro em culturas b\u00e1sicas, onde as margens s\u00e3o apertadas e a sensibilidade ao pre\u00e7o \u00e9 alta.<\/p>\n

\u201cAs empresas precisam de pre\u00e7os competitivos, embalagens de tamanho adequado e uma proposta de valor que os agricultores possam entender facilmente e na qual possam confiar\u201d, afirma Chavarro. \u201cIsso \u00e9 ainda mais importante em um mercado onde os players locais e p\u00f3s-patente j\u00e1 t\u00eam uma forte presen\u00e7a.\u201d<\/p>\n

Flexibilidade e solu\u00e7\u00f5es integradas s\u00e3o fundamentais.<\/h2>\n

Na Am\u00e9rica Latina, o manejo de culturas est\u00e1 se tornando mais integrado, com o uso de produtos biol\u00f3gicos, defensivos agr\u00edcolas qu\u00edmicos, fitossanidade e tecnologias agr\u00edcolas. Essas abordagens integradas est\u00e3o ajudando os produtores a lidar com a resist\u00eancia de plantas daninhas, reduzir os limites m\u00e1ximos de res\u00edduos em culturas exportadas e controlar custos.<\/p>\n

\u201cAs empresas precisam ser flex\u00edveis e estar preparadas para posicionar seus produtos como parte de programas de cultivo mais amplos, e n\u00e3o apenas como solu\u00e7\u00f5es isoladas\u201d, afirma Chavarro. \u201cIsso tamb\u00e9m significa prestar aten\u00e7\u00e3o aos detalhes regulat\u00f3rios, aos requisitos de embalagem e design gr\u00e1fico e aos padr\u00f5es de sustentabilidade \u2014 especialmente em culturas de exporta\u00e7\u00e3o.\u201d<\/p>\n

Construir relacionamentos com os produtores tamb\u00e9m \u00e9 essencial.<\/p>\n

\u201cN\u00e3o ofere\u00e7a o portf\u00f3lio que voc\u00ea quer vender\u201d, diz Traverso. \u201cEm vez disso, desenvolva e venda o portf\u00f3lio que o agricultor precisa. N\u00e3o tenha pressa. Depois, fa\u00e7a um investimento significativo para obter o registro o mais r\u00e1pido poss\u00edvel, enviando um dossi\u00ea completo e de alta qualidade. Al\u00e9m disso, escolha a estrat\u00e9gia de acesso ao mercado e a distribui\u00e7\u00e3o adequadas para alcan\u00e7ar efetivamente seu segmento de mercado-alvo.\u201d<\/p>\n

Seguran\u00e7a jur\u00eddica<\/h2>\n

As empresas que lan\u00e7am novos produtos na Am\u00e9rica Latina costumam se concentrar no registro e na regulamenta\u00e7\u00e3o, mas Potrie aconselha estudar toda a legisla\u00e7\u00e3o interna de cada pa\u00eds antes de entrar no mercado.<\/p>\n

\u201cAs empresas devem estudar com muita aten\u00e7\u00e3o as isen\u00e7\u00f5es fiscais para investidores estrangeiros, a regulamenta\u00e7\u00e3o entre nacionais e estrangeiros e as pol\u00edticas estatais\u201d, diz Potrie. \u201cCada pa\u00eds \u00e9 totalmente diferente internamente.\u201d<\/p>","protected":false},"excerpt":{"rendered":"

Especialistas oferecem conselhos sobre o que as empresas devem saber antes de expandir para a Am\u00e9rica Latina.<\/p>","protected":false},"author":2163,"featured_media":134108,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1917,26,1848,5],"tags":[54,2000],"class_list":["post-134076","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abg-update-feature","category-americas","category-executive-outlook","category-markets","tag-featured-home","tag-march-2026"],"yoast_head":"\nDoing Business in 2026: Tips to Expand in LATAM - AgriBusiness Global<\/title>\n<meta name=\"description\" content=\"Experts provide advice for what companies should know before expanding in Latin America.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.agribusinessglobal.com\/pt\/markets\/americas\/doing-business-in-2026-tips-to-expand-in-latam\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Doing Business in 2026: Tips to Expand in LATAM - 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