V. Marketing U.S. Products and Services Distribution and Sales Channels: Most imports are made by wholesalers, although some retailers import products directly from manufacturers, wholesalers, and retailers in the United States. Distribution agreements are common. Manufacturers often grant country-wide or regional exclusive distribution agreements Use of Agents and Distributors/Finding a Partner: Although the use of an agent or distributor is not required, it is often helpful to have a local point of contact if the U.S. exporter wishes to market a product or service on a regular basis. The U.S. Department of State, through the Economic Section of the U.S. Embassy in Bridgetown, Barbados, may be soon able to assist U.S. exporters find agents and distributors through the following services: - Agent Distributor Service (ADS): This service assists U.S. firms seeking representation for their products and services. The Embassy will have a search made for suitable representatives and a report prepared listing firms that have read the product/service literature and have agreed to consider a business relationship. Fee: to be determined. - Gold Key Service: This service consists of a survey of potential representatives or customers based on the client's requirements, as well as pre-arranged appointments with these prospects. Fee: to be determined. Please contact (by telephone: 809/436-4950 or fax: 809/429-5246) the Economic Section of the U.S. Embassy in Bridgetown to ascertain whether these services have been initiated. If so, please contact your local District Office of the U.S. Department of Commerce to find out how to order the service(s). Franchising: All franchises must be approved by the Minister of Trade, who will evaluate the franchise's potential competitive impact on non-franchised local businesses. Franchises pay an initial registration fee of Bds. $10,000 (U.S. $5,000), and annual renewal fees of Bds. $2,000 (U.S. $1,000). All franchises must be registered with the Ministry of Finance in order to operate legally; only legally-operating franchises may repatriate profits and capital. Process franchises, such as those used in manufacturing or design, must also be registered so that royalties can be remitted abroad. The government has informed the Embassy that food service franchises will not be approved because they would likely compete with local food service concerns. Direct Marketing: Direct marketing is not common in Barbados, although Avon has established a successful foreign-owned marketing organization here. Joint Ventures/Licensing: There is considerable joint venture and licensing in Barbados. The Barbados Investment and Development Corporation (BIDC) can be helpful in arranging this type of activity. See Appendix C for BIDC contacts. Establishing an Office: - By law, a locally-registered attorney will have to draft and file Articles of Incorporation. For an International Business Company (IBC) the cost of filing the application at the Corporate Affairs office is Bds. $780. The cost of share certificates, a company seal, and other secretarial documentation required to commence operations usually does not exceed an additional Bds. $250. Attorneys fees are usually quoted at about Bds. $3,000., but those fees are negotiable. - The Articles of Incorporation must conform to the Companies Act; among the requirements is that at least one of the incorporators must be a Barbadian citizen or legally permanent resident living in Barbados. For an IBC, no more than one-tenth of the stock may be owned by a Barbadian citizen or legally permanent resident living in Barbados. - A name check with the Department of Corporate Affairs and Intellectual Property (Ministry of Finance) must be performed. The fee is Bds $35 (U.S. $17.50). This fee is normally included in the attorney's fee. - Any number of shares may be issued, but the number available for issuance must be specified in the Articles of Incorporation. Shares do not have to be fully subscribed and paid before incorporation takes place. - Notice of the formation of the company must be published in a general circulation newspaper. - An IBC is required to obtain a license from the Ministry of Finance in order to import inputs free of duty. This is a fairly routine procedure and costs Bds. $200. This would normally also be included in the attorney's incorporation fee. An alternate method to import inputs duty-free is to obtain an attestation from the Ministry of Finance that the IBC is duly registered. This alternate method usually saves time. - Any operating licenses required must be obtained from the Licensing Authority. Selling Factors/Techniques: In sales of services and manufactured goods, Barbadians prefer to buy proven and brand name goods. Because sales volumes may be low and storage space may be limited, it is not uncommon that Barbadians purchase smaller lots of goods more often than in larger countries. Advertising and Trade Promotion: Most businesses advertise in newspapers or on radio; the one local television station does not have programming in the morning hours and has started a print ad service on television (texts and telephone numbers appear on the screen). List of newspapers and radio and television stations Newspapers: The Barbados Advocate Fontabelle St. Michael Tel: 809/426-1210 Fax: 809/429-7045 The Broad Street Journal Hoyos Publishing Inc Letchworth Complex The Garrison St. Michael, Barbados Tel: 809/427-8770 Fax: 809/437-8772 The Nation Nation House Fontabelle St. Michael, Barbados Tel: 809/436-6240 Fax: 809/427-6968 Radio Stations: Barbados Broadcasting System 90.7 FM and Faith 102.1 FM "Dayrells" St. George, Barbados Tel: 809/437-9550 Fax: 809/437-9554 Barbados Rediffusion Service Ltd. 790 AM Voice of Barbados, 104.1 Yess FM, Star Radio Cable River Road Bridgetown, Barbados Tel: 809/426-0820 Fax: 809/429-8093 Television: Caribbean Broadcasting Corporation The Pine St. Michael, Barbados Tel: 809/429-2041 Pricing Product: This is not a very price-sensitive market, since import tariffs and taxes are high and retailers are accustomed to applying large profit margins. For that reason, travellers often make shopping trips to San Juan, New York, and Miami to buy products. Selling to the Government: Significant opportunities exist, especially when project financing is available from international financial institutions or from foreign government aid sources where the bidding process is open. Need for a Local Attorney: A local attorney is necessary when incorporating and advised under any circumstances. The Consular Section of the U.S. Embassy in Bridgetown (Tel: 809/431-0225, Fax: 809/431-0179) maintains a current list of lawyers. The following list is in alphabetical order. BARBADOS BRATHWAITE, Ms. Vere P., 6 Glenda House, Roebuck Street, Bridgetown, Tel: 809/436-1986. B.Sc. Honors (Public Administration) University of the West Indies (UWI), 1979; LL.B. Honors, UWI, 1982. Holbein Law Tutors, London. Lincoln's Inn, London, 1984. Call to Bar of England and Wales, 1984. Called to Barbados Bar, 1985. General Practice: Civil and Litigation. Collection cases - Fee based on bar association published fees or negotiated amounts. Specialization: Offshore sector services, civil cases, insurance law, personal injury cases, land law, conveyances and mortgages. Language: English. CARMICHAEL, Dr. Trevor A. Chancery House, High Street, Bridgetown, Tel: 809/431-0070/0074. B.Sc. (Econ), M.A., Ph.D. Graduated November 1977 at Middle Temple, London, with Degree of the Utter Bar. Specialization: Insurance law, commercial law, tax law, real Estate, trade marks and charities. Collection cases - Fee based on bar association published fees or negotiated amounts. Languages: English, Spanish, French. CHASE, Ms. Cicely P. Epworth Chambers, Pinfold Street, Bridgetown, Tel: 809/436-5379, Fax: 809/429-5127. Hugh Wooding Law School, Trinidad (LL.B., Hons.), 1983. General practice: family law, conveyancing law, civil litigation and corporate law, criminal cases, trade disputes. Collection cases - percentage basis (retainer must be paid up front to cover legal expenses and preliminary legal work. Thereafter, a debt collection fee will be charged on all collections and balance of legal fees for further legal work). Specialization: Civil litigation. Language: English. CLARKE, Ms. Cherry Brady, B.A., M.A., LL.B. (Hons.). "Harriet House," Spry Street, Bridgetown, Tel: 809/426-1122/1123, Fax: 436-5979. Norman Manley Law School (Jamaica), 1985. Specialization: International business corporations, Personal injury, family law and company law. General practices: Estate cases, trade disputes, collection cases on a percentage basis if settled out of court, fee basis if litigated, contingency for either in some circumstances. Language: English. CHELTENHAM, Mr. Patterson K.H. "Charlton House," Whitepark Road, St. Michael, Tel: 809/431-0291, Fax: 809/431-0143. Graduated Hugh Wooding Law School (Trinidad). Specialization: Personal injury, labor law, divorce, criminal law, general and civil law. Collection cases - Fee based on bar association published fees or negotiated amounts. Also member of the Saint Lucia bar. Languages: English and French. CHELTENHAM, Dr. Richard L., Q.C., Ph.D. "Charlton House," Whitepark Road, St. Michael, Tel: 809/431-0291, Fax: 809/431-0143. Graduated Council of Legal Education and Inns of Court, Middle Temple, London, July 1970. Specialization: Motor vehicle claims, criminal law, family law, successions, constitutional and public law, labor law involving unlawful dismissal, and extradition. DEAR, Mr. John Stanley Bruce, C.H.B., Q.C., M.A. (Cantab). Epworth Chambers, Pinfold Street, Bridgetown, Tel: 809/429-6750. Graduated Pembroke College, Cambridge, England, 1947. Called to the Bar of England, November 1947. Appointed Queen's Counsel June 1963. Specialization: Tax and commercial law. General practice: collection cases, insurance, wills, trade marks, banking. ESTWICK, Mr. Tyrone O. Suite 4, "Beacon House," Walrond Street, Bridgetown. Tel: 809/426-2461, Home: 809/420-6845. Graduated Hugh Wooding Law School (Trinidad), 1985. Also, B. Sc. (Public Administration), LL.B. General practice - criminal and civil (estates, conveyancing). Collection cases - Based on a percentage basis. Language: English. FORDE, Mr. Henry de B., Q.C., M.A., LL.B. (Cantab.). Juris Chambers, "Keys House," Suite 203, Roebuck Street, Bridgetown, Tel: 809/429- 5320/2208/2203, Home: 809/433-3388, Fax: 809/429-2206. Education: Middle Temple, London; Christ's College, Cambridge (B.A., 1956, LL.B., 1957, Research Fellow, 1957-59). Called to the Bar in England June 1959 and in Barbados, October 1959. Attorney General and Minister of Foreign Affairs of Barbados, September 1976 to June 1981. Specialization: Tax law, international law, arbitration, building, banking, commercial, corporation, insurance and real estate law. General practice: civil litigation, collection cases, trade disputes, trade marks, industrial and intellectual property law, maritime law, family law, export/import, customs and freight forwarding law, immigration law, international commercial transactions, offshore services law, trusts and pensions. Languages: English and French. FORDE, Mr. John Fitzgerald Alexis, LL.B. (Hons.), LL.M. (Corporate and Commercial Law). Reece Chambers, "Mottley House," Coleridge Street, Bridgetown, Tel: 809/437-6008, Fax: 809/429-3769. Graduated Hugh Wooding Law School, Trinidad (LL.B. Hons, 1990) and Queen Mary Westfield College, London (LL.M. Corporate and Commercial Law, 1991). Admitted to practice 1991. General practice, estate cases, trade disputes, criminal cases. Collection cases - Fee based on percentage; minimum of 25 percent of total amount. Also member of the Guyana Bar. Language: English. KISSOON, Mr. Latchman P. Firm of Kissoon & Hanoman-Kissoon, Synagogue Lane, Upper James Street, Bridgetown, Tel: 809/426- 9390/9394, Fax: 809/428-4595. Graduated November 1970 at Inner Temple, London, as Barrister-at-Law. General Practice. Specialization: Criminal and international law. Collection cases - Fee based on percentage; 25 percent or 'to be negotiated'. Criminal cases: Trade disputes on a limited basis. Also member of the England and Guyana Bars. Languages: English, Hindi, Caribbean Creole. MOTTLEY, Mr. Elliott Deighton, Q.C. Reece Chambers, "Mottley House," Coleridge Street, Bridgetown, Tel: 809/437-6008, Fax: 809/429-3769. Graduated November 1961 at Middle Temple, London, as Barrister-at-Law. Specialization: Real estate, land law, conveyancing, mortgages and debentures, corporate law, personal injury cases. Collection cases - Fee based on 25 percent to be paid out of money actually collected. Trade disputes. Criminal cases. Admitted to practice in Anguilla, Dominica, Grenada, Montserrat, Saint Lucia, and Saint Vincent and the Grenadines. MOTTLEY, Ms. Mia A. Reece Chambers, "Mottley House," Coleridge Street, Bridgetown, Tel: 809/437-6008, Fax: 809/429-3769. London School of Economics and Political Science and Holbein Law Tutors. Graduated July 1987 (LL.B., Hons). General practice: collection cases - Fee based on 12.5 percent of the amount collected. Specialization: criminal and entertainment law. Language: English. REIFER, Ms. Margaret A. "Chancellor House," Pinfold Street. Bridgetown, Tel: 809/429-5438. Hugh Wooding Law School (LL.B., July 1982, Upper Second Class Honors). Civil law practice. Collection cases - Fees in accordance with the Attorneys'-At-Law Renumeration for Non- Contentious Business Rules (1983) as follows: Local clients - On first $50,000, 15 percent; on next $50,000, 10 percent; on next $400,000, 5 percent; on next $500,000, 4 percent; Thereafter, 2 percent. Overseas clients: 25 percent or to be negotiated being not less than that prescribed for local clients. Specialization: Corporate law, family law, conveyancing, probate. Language: English. SIMMONS, Mr. David, Q.C. Equitas Chambers, "Alexander House," Pinfold Street, Bridgetown, Tel: 809/426-1846, Home: 809/436-3900. University of London/Lincoln's Inn, LL.B. and LL.M. General practice: primarily civil (especially estate cases, trade disputes); selected criminal cases accepted (mainly murder and manslaughter). Specialization: commercial and company law. Collection cases handled on a percentage basis. Language: English. TAITT, Ms. Monique C. Reece Chambers, "Mottley House," Coleridge Street, Bridgetown, Tel: 809/436-6727, Home: 809/424-4113, Fax: 809/429- 3769. Hugh Wooding Law School, Trinidad (LL.B., Hons.), 1989). General legal practice. Collection cases - minimum fee is 25 percent of total collected. Member of the Trinidad and Tobago Bar. Language: English. WORRELL, Mr. Randall. Equitas Chambers, "Alexander House," Pinfold Street, Bridgetown, Tel: 809/436-8815. London School of Economics and Political Science, University of London (LL.B.)/ Lincoln's Inn; Council of Legal Education (England). Called to the Bar of England and Wales. Language: English.