136 BIG Tecnología (Brazil, South America) In 2014, Western States attended the International Society of Sugar Cane Technologists Congress in Sao Paulo Brazil. Brazil is the largest sugar market in the world, and a decision was made to investigate conducting business in Brazil. Since the mid-sixties, Brazil had been a closed market with heavy tariffs and taxes discouraging foreign imports, but had recently opened up somewhat. The next year, on a scouting trip to Brazil, the Company's Business Development Manager for Latin America and Caribbean, Rafael Ibañez, introduced President Buckner to the four partners of a company, BIG Tecnología, in Piracicaba. BIG was essentially in the same business as Western States, but their operation was confined to Brazil and the surrounding area. There seemed to be a fit between the two companies, and the Americans and the Brazilians “hit it off” very well. At dinner, late one night, the idea of purchasing a majority interest in BIG Tecnología was floated across the table, and although the offer and counter offer were far apart, both agreed to pursue the matter. The relationship grew and after much negotiation, an agreement was executed on February 5, 2016. Western States was in the centrifuge business in Brazil – after more than 50 years of absence. top right: Western States entered into a joint venture by acquiring majority ownership of BIG Tecnología and Colmena on February 5, 2016. bottom right: left to right: Edivaldo Ferezini Bilko, Robert Sinnard Jr, Ricardo Funcasta Dias, D. Douglas Buckner, Gilberto Fuzaro, Rafael Ibañez, Ivan Ferraz Correa, Todd Hershberger CHAPTER 11 above: Rafael Ibañez, Manager of Business Development for Latin America and Caribbean. Rafael was an integral component to the merger of BIG.