Table of Contents

Part                                                     Page

I. Commercial Overview                                    5
   A. Overview of the Import Market                       6
   B. Brief Synopsis of Commercial Environment            7
   C. Host Country Business Attitude Towards the U.S.     7
   D. Major Business Opportunities                        8
   E. Major Roadblocks to Doing Business                  9
   F. Nature of Local and Third Country Competition       9

II. Leading Trade Prospects for U.S. Business            11
   A. Best Prospects Products/Services For US Exporters  11

III. Economic Trends and Outlook                         19
   A. Major Trends and Outlook                           19
   B. Principal Growth Sectors                           19
   C. Government Role in the Economy                     19
   D. Balance of Payments Situation                      20
   E. Trade and Investment Barriers                      20
   F. Labor Force                                        21
   G. Major Local and Third Country Competitors          21
   H. Infrastructure Situation                           22
   I. Major Infrastructure Projects Underway             22

IV. Political Environment                                23
   A. Nature of Bilateral Relationship with the U.S.     23
   B. Major Political Issues Affecting Business Climate  23
   C. Brief Synopsis of Political System, Schedule for
   Elections, and Orientation of Major Political Parties 23

V. Marketing U.S. Products and Services                  25
   A. Distribution and Sales Channels                    25
   B. Franchising                                        25
   C. Direct Marketing                                   26
   D. Joint Ventures/Licensing                           26
   E. Licensing                                          27
   F. Steps to Establishing an Office                    27
   G. Sales Techniques                                   29
   H. Advertising and Trade Promotion                    29
   I. Pricing Product                                    35
   J. After Sales Service                                35
   K. Selling to the Government                          36
   L. Protecting Products from IPR Infringement          36
   M. Need for a local Attorney                          37

VI. Trade Regulations and Standards                      39
   A. Tariffs and Import Taxes                           39
   B. Customs Valuation                                  39
   C. Import Licenses                                    39
   D. Export Controls                                    40
   E. Import/Export Documentation                        40
   F. Temporary Entry                                    40
   G. Labeling/Marketing Requirements                    40
   H. Prohibited Imports                                 40
   I. Standards                                          40
   J. Free Trade Zones/Warehouses                        40
   K. Membership in Free Trade Arrangements              41

VII. Investment Climate                                  42
   A. Openness to Foreign Investment                     42
   B. Conversion and Transfer Policies                   42
   C. Regulatory Framework                               42
   D. Environmental Regulation                           43
   E. Labor Laws and Rates                               43
   F. Bilateral Investment Agreements                    44
   G. Investment Disputes                                44
   H. Tax Treaty with the United States                  45
   I. Business and Personal Taxation                     45
   J. List of Major U.S. Investors                       46

VIII. Trade and Project Financing                        47
   A. Brief Description of Banking System                47
   B. Foreign Exchange Controls Affecting Trading        47
   C. What is General Financing Availability             48
   D. How to Finance Export/Methods of Payments          48
   E. Types of Available Export Financing and Insurance  49
   F. Project Financing Available                        49
   G. Banks with Correspondent U.S. Banking Arrangements 49

IX. Business Travel                                      50
   A. Business Customs                                   50
   B. Travel Advisory and Visas                          50
   C. Holidays                                           51
   D. Business Infrastructure                            51


APPENDICES

A. Country Data                                          54
   1. Profile                                            54
   2. Domestic Economy                                   54
   3. 1993 Trade/5                                       54
   4. Foreign Direct Investment                          55

B. Data on Best Prospect for Agriculture and
   Industry Sector                                       56
   A. Major Agriculture Trends and Outlook               56
   B. Principal Agricultural Growth Sectors              56
   C. Major Third Country Competition                    57
   D. Infrastructure Situation                           58
   E. Major Infrastructure Projects Underway             58
   F. Best Prospect for U.S. Exporters to Guatemala      61
   G. Scheduled USDA/FAS Commodity and Special Reports   69

C. U.S. and Country Contacts                             70
   A. Country Government Agencies                        70
   B. Country Trade Associations/Chambers of Commerce    71
   C. Country Market Research Firms                      72
   D. Country Commercial Banks                           73
   E. U.S. Embassy Trade Personnel                       75
   F. Washington-Based USG Country Contacts              75
   G. U.S.-Based Multipliers Relevant for Country        75

D. Market Research                                       77
   A. International Market Insights (IMI)                77
   B. Investment Sector Analyses (ISA)                   77

E. Trade Event Schedule                                  78