V.  MARKETING U.S. PRODUCTS AND SERVICES

DISTRIBUTION AND SALES CHANNELS

MOST U.S. PRODUCTS SOLD IN GABON ARE MARKETED THROUGH GABONESE
AGENTS.  THOSE AGENTS ARE EITHER BRANCHES OF MULTINATIONAL FIRMS,
SUCH AS TRACTAFRIC SELLING CATERPILLAR TRACTORS, MOTOROLA
REPRESENTED BY CECA GADIS, OR GENERAL ELECTRIC REPRESENTED BY
SOGAFRIC.  THE THREE COMPANIES MENTIONED ARE MAJOR FIRMS. OTHER
U.S PRODUCTS ARE SOLD BY SMALL LOCAL FIRMS, HAVING JUST ONE
OUTLET IN LIBREVILLE.

USE OF AGENTS/DISTRIBUTORS; FINDING A PARTNER

AGENTS/DISTRIBUTORS SERVICES (ADS):

TO APPOINT A LOCAL AGENT FOR YOUR COMPANY IN GABON, WE INVITE YOU
TO CONTACT YOUR U.S. DEPARTMENT OF COMMERCE DISTRICT OFFICE AND
REQUEST AN ADS (AGENT/DISTRIBUTORSHIP SERVICE).  THE DEPARTMENT
OF COMMERCE WILL REQUEST THE ASSISTANCE OF THE U.S. EMBASSY IN
LIBREVILLE TO CONDUCT THE ADS.

FRANCHISING / JOINT VENTURES AND LICENSING

JOINT VENTURES AND LICENSING ARE VERY LIMITED. COCA COLA IS MADE
IN GABON UNDER LICENSE.

DIRECT MARKETING

DIRECT MARKETING IS NOT VERY EFFECTIVE IN GABON. ONE REASON IS
THE LANGUAGE BARRIER.   EXPERIENCE HAS SHOWN THAT THE U.S. FIRMS
BEST POSITIONED TO TAKE ADVANTAGE OF THE MARKET ARE THOSE WHICH
CAN SEND TENACIOUS FRENCH-SPEAKING REPRESENTATIVES FOR REPEATED
VISITS IN ORDER TO ESTABLISH THE KIND OF PERSONAL CONTACT THAT
IS INDISPENSABLE TO DOING BUSINESS IN GABON.

STEPS TO ESTABLISHING AN OFFICE

THE FOLLOWING STEPS ARE NECESSARY TO ESTABLISH AN OFFICE IN
GABON:

- OBTAIN AN AGREEMENT FROM THE MINISTRY OF COMMERCE
- BE REGISTERED IN THE TRADE REGISTER
- OBTAIN A STATISTICAL NUMBER (DIRECT TAXATION OFFICE,
  MINISTRY OF FINANCE)
- OBTAIN A LICENSE

TO OPEN A BRANCH OF A U.S. COMPANY ONE SHOULD:
- FILE AN APPLICATION OF AUTHORIZATION WITH THE MINISTRY OF
  COMMERCE AND ENCLOSE THE BY-LAWS OF THE GABONESE COMPANY
- DECLARE THE EXISTENCE OF THE COMPANY TO THE TAX OFFICE OF THE
  MINISTRY OF FINANCE
- REGISTER AT CNSS (CAISSE NATIONALE DE SECURITE SOCIALE)
- DEPOSIT THE ABOVE DOCUMENTS WITH THE CLERK OF THE COMMERCIAL
  COURT AND ENCLOSED A COPY IN DUPLICATE OF THE BY-LAWS OF THE
  PARENT COMPANY, AND A COPY IN DUPLICATE OF THE MINUTES OF
  THE BOARD OF DIRECTORS OF THE PARENT'S OFFICE DECIDING THE
  OPENING OF THE GABONESE BRANCH AS WELL AS A CERTIFICATE
  GIVING POWER TO SOMEONE TO ACT AS THE GENERAL MANAGER IN
  GABON
- A COPY OF AN AGREEMENT SIGNED WITH A GABONESE COMPANY OR
  WITH THE GABONESE GOVERNMENT AS WELL AS A COPY IN DUPLICATE
  OF THE APPLICATION OF AUTHORIZATION SHOULD ALSO BE GIVEN TO
  THE COMMERCIAL COURT AS WELL AS 2 PICTURES AND THE PASSPORT
  OF THE GENERAL MANAGER.

EMBASSY RECOMMENDS THAT ANY U.S. FIRM INTERESTED IN OPENING A
BRANCH IN GABON USE THE SERVICE OF ONE OF THE TWO U.S. FIRMS
SPECIALIZED IN THIS MATTER. THE ABOVE FORMALITIES CAN TAKE TWO
TO THREE MONTHS AND THE ADVISE OF SPECIALISTS IS ALWAYS USEFUL
TO WRITE THE BY-LAWS OF THE COMPANY.

THOSE FIRMS ARE:

PRICE WATERHOUSE, B.P. 2164, LIBREVILLE, TELEPHONE: (241) 762371

ARTHUR YOUNG, B.P 2278, LIBREVILLE, TELEPHONE:  241 (762067)


ADVERTISING - TRADE PROMOTION

ANY COMPANY CAN ADVERTISE THROUGH THE DAILY NEWSPAPER L'UNION OR
THROUGH TV CHANNELS ONE OR TWO, PLEASE CONTACT PUBLICOM, B.P.
3875, LIBREVILLE - TELEFAX: 241 -738326.


SALES SERVICE - CUSTOMER SUPPORT

FOREIGN FIRMS WHICH HAVE BEEN MOST SUCCESSFUL IN GABON ARE THOSE
READY TO EMPLOY FRENCH SPEAKING REPRESENTATIVES OR AGENTS AND
WHICH CAN KEEP AN INVENTORY OF SPARE PARTS, SINCE GOOD FOLLOW-UP
SERVICE AND ADEQUATE INVENTORIES CONFER A SIGNIFICANT COMPETITIVE
ADVANTAGE.


SELLING TO THE GOVERNMENT

U.S. FIRMS SELLING TO THE GOVERNMENT SHOULD BE SURE THAT FUNDS
HAVE BEEN SET ASIDE IN THE GABONESE BUDGET FOR THE EQUIPMENT THEY
WANT TO SELL. DUE TO NON-PAYMENT OF PAST CREDITS, EXIMBANK
CREDITS ARE CURRENTLY NOT AVAILABLE FOR TRANSACTIONS WITH THE
GABONESE GOVERNMENT.


NEED FOR A LOCAL ATTORNEY

A LOCAL ATTORNEY IS NOT ABSOLUTELY NEEDED.  IF A U.S. FIRM NEEDS
AN ATTORNEY, A LIST OF ATTORNEYS SPEAKING ENGLISH CAN BE PROVIDED
BY THE AMERICAN EMBASSY CONSULAR SECTION.