Phase I

Perscitus International was contracted to conduct a market feasibility study of Latin America. The study covered the company’s diverse set of defense and security products. This work required a region-wide research effort to ascertain:

• Latin American governments’ defense and security strategies
• Military requirements for defense products
• Paramilitary, police and security forces’ requirements for security products
• Defense and security budgets (current and projected).

This detailed background information was acquired through Perscitus’ expansive network of contacts, from resident experts in each of the countries or sub-regions, and through an expansive search and analysis of publicly available information.

Perscitus International took this information and conducted a multi-variable and multi-level analysis in order to align the defense company’s large product listing with potential markets. This posed a particular challenge due to the diversity of products in terms of use, application, technological level, cost, and sustainment requirements. Perscitus International assessed the costs and risks for each market and provided recommendations for market development priorities. We also identified associated investments that would maximize market access.

Phase II

The client then selected the products and countries where it wanted to focus its business development efforts and asked Perscitus International to create a roadmap for approaching the potential clients that were identified in the original analysis.

This entailed research into the legal, political, and commercial landscapes of the various markets.

One of the issues we encountered in a key South American country was that the establishment of a legal and physical presence required either acquiring an existing local company, establishing a subsidiary, creating an office, or forming a joint venture or partnership. Perscitus was asked to find potential partners and conduct in-depth research on the legal processes required for that market.