European Market Decline, Switching to South America and India

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  • Jan 16, 2026 at 03:21
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We mainly operate in the European market, but orders continue to decline. We want to quickly switch to the South American and Indian markets. Are there any special pitfalls to pay attention to in terms of compliance, logistics, and customer negotiation?

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Cindy Chen
Cindy ChenYears of service：3Customer Rating：5.0

Key Account ManagerStart a Chat

Switching to South American and Indian markets，compliance risk is the first hurdle. You must first check the specific classification of the product HS code in the target country. India and South American countries often interpret codes more strictly than Europe. Second，certification is the life-and-death line: mandatory certifications such as India BIS certification，Brazil INMETRO，Chile SEC must be handled in advance，otherwise goods without certification will be returned directly. India's import license system is complex，and some products require specific licenses. Be more vigilant about frequent anti-dumping investigations initiated by India，your products are likely to be on the list. Document accuracy is crucial. The customs inspection rate in these two regions is much higher than in Europe，and any discrepancy may lead to high fines or goods detention. It is recommended to entrust a professional institution to conduct a compliance pre-review before shipment，and don't wait until the goods arrive at the port to find problems.

Lucas Liu
Lucas LiuYears of service：8Customer Rating：5.0

Senior Operations ConsultantStart a Chat

Logistics in South America and India are completely different worlds from Europe. Sea freight schedules are extremely unstable, and congestion in major South American ports is the norm, at least 10-20 days longer than European routes. Ample time must be reserved when quoting. Never easily agree to DDP for Incoterms. Inland transportation costs in South America are high and risks are uncontrollable. It is recommended to push CIF mainly, as holding cargo rights is more proactive. Miscellaneous fees in Indian ports are numerous, and clearance document requirements are extremely cumbersome; original documents are indispensable. You need to find a freight forwarder with local operation experience, confirm special requirements of the destination port in advance, such as Brazil's CNPJ tax number format, India's IEC import code and other details. In addition, some South American countries mandatorily require consular legalization for goods. This cycle is very long and must be included in the delivery period. In short, the logistics budget should leave 15-20% more flexibility than Europe.

Linda Gao
Linda GaoYears of service：7Customer Rating：5.0

Documentation SupervisorStart a Chat

The market has changed, and the tactics at the negotiation table must change. South American customers value relationships and have a slow pace. Building trust takes time. Don't expect to place an order with just a few emails. Talk more about culture and family to show long-term cooperation sincerity. Indian customers are skilled at bargaining. You must reserve at least 10-15% bargaining space, but hold the bottom line. Regarding payment methods, the credit of issuing banks for South American letters of credit varies, so be sure to let the bank pre-review; Indian customers prefer DP/DA, which is extremely risky. It is recommended to insist on sight L/C or 30% TT advance payment. Contract terms should clearly state certification responsibilities, clearance obligations, and demurrage fee bearing, leaving no vague areas. In terms of script, emphasize quality and service for South America, and highlight cost advantages and compliance completeness for India. Remember, use your professional certification and compliance advantages as price support, don't fall into a pure price war, this is the key to maximizing profits.

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