Guarino’s international business consultancy is an outgrowth of professional and personal ties overseas, beginning when he helped a large Bay State technology company set up a distribution network in Brazil. He later worked as an importer of Italian kitchen design.
Guarino’s father was an Italian immigrant who first settled in Argentina before coming to the United States. Guarino spent time as a child in both Argentina and Italy, and later studied international and business relations in those countries.
“It was valuable background in helping to understand the cultural traditions and signals that might otherwise derail an international business deal,’’ said Guarino.
What are you working on?
One project is helping a digital media company open their European office in Paris.
What are some hot emerging markets?
I would be totally remiss not to mention China, India, and Brazil. But there are also other markets for first-time exporters that a lot of companies don’t think about, such as Canada, where banks are in good condition. Mexico has also been remarkably stable throughout the whole financial crisis.
Why is it important to understand cultural nuances?
Mexico is an interesting example. Our way of doing business is by phone and e-mail, but business is very relationship-based in this country, so time needs to be spent building personal connections.
How does a Boston business even begin thinking about expanding internationally?
It comes down to thinking about where opportunities lie. One misconception is that companies need an actual product that they can physically ship abroad, but that’s not the case. Universities, for example, are highly internationalized now, and even a dentist or a doctor can market their services overseas. It’s almost becoming a necessity for even a small business to look abroad.
What’s your biggest travel horror story?
Getting stuck in a dirt storm in Ciudad del Este in Paraguay, which has to be the ugliest city in the world. It’s a pretty wretched place. I got out of a taxi and in a matter of 10 seconds, was completely covered in soot.
