Exporting pays off – Global Manufacturing Inc

Exporting pays off – Global Manufacturing Inc – Company Profile

A small, high-tech Arkansas manufacturer, which until recently did only a minimal amount of international marketing, is going into exporting full steam. In five years, it hopes to be selling one-half of its equipment overseas. We select our export success stories, not because we endorse any particular firm or its business plan and activities, but because we believe their experience will instruct other companies to improve their export performance. We welcome your export success story. Write or call: Business America, Room 3414, U.S. Department of Commerce, Washington, D.C. 20230; tel. (202) 377-3251.

An aggressive international marketing campaign is giving a new lease on life to Global Manufacturing, Inc., of Little Rock, Ark., a small manufacturer of vibrators and air blasters for industrial applications.

Although the company was formed in 1973 as a joint venture between American investors and a West German firm and shipped its first order to Australia, exports did not comprise a significant part of its business until new management took over in 1989. Now, it is a wholly-owned American company with the goal of selling 50 percent of its products overseas by 1997.

Maura Lozano- Yancy, the firm’s multilingual international sales director, says Global Manufacturing developed an international marketing plan for 1992 aimed at the major industries worldwide that use the type of equipment it makes to reduce friction and facilitate the flow of bulk solids. It is searching for new markets in many countries through trade/catalog shows. Last year, it participated in the Rep-Com ’91 networking opportunity, sponsored by the U.S. Department of Commerce, in Mexico City. This year, it will take part in two Commerce Department catalog shows – New Products USA in the Pacific Rim and Mining and Construction USA – in eight Latin American countries.

Global watches for opportunities in government projects; it has found the United Nations Development Program, USAID, and the Japanese Procurement Program, to be particularly useful.

In the last three months, Global added five new international distributors – in Korea, Venezuela, Mexico, Colombia, and Costa Rica. It now is represented in 800 distributor locations around the world – in Europe, Asia, the Middle East, Australia, and Latin America.

Global now publishes promotional and advertising materials in Spanish, as well as English. By the end of 1992, it plans to publish them in French, Portuguese, and Russia.

In February, Catherine Janosky, who joined Global in 1989 and became its president in 1991, went on her annual business trip to Europe, spending four weeks in the Netherlands, Belgium, Sweden, Germany, Italy, France, and England. She visited distributors and made preliminary contacts for a future joint venture.

Lozano-Yancy summed up Global’s export campaign: “We have in place managerial commitment, excellence in product, and worldwide marketing, and we have the persistence to succeed.” The firm was recently nominated by the Arkansas Industrial Development Commission to be the Arkansas Small Business Exporter of the Year.

Global uses the export services of the U.S. Department of Commerce through the International Trade Administration’s district office in Little Rock.

April 27-28 – Chicago, III. – Hazardous Transportation Seminar. Sponsor: Unz and Co., Jersey City, N. J. Call 1-800-795-5400, or in New Jersey call (201) 795-5400.

April 27-28 and April 29-May 1 – Dallas, Tex. – Introductory and intermediate level international taxation seminars. Sponsor: World Trade Center New York. Call Eugene Scheurer at (212) 435-3165.

April 28-29 – Phoenix, Ariz. – Introductory and intermediate level export licensing and controls workshops. Sponsor: U.S. Department of Commerce, Bureau of Export Administration, Western Regional Office. Call Frank Woods at (602) 379-3285.

April 28-29 – Milwaukee, Wis. – First Annual Wisconsin International Trade Symposium, featuring topics such as exporting and joint-venture opportunities. Sponsor: Wisconsin Institute of Certified Public Accountants. Call (414) 785-0445.

April 28-30 – Louisville, Ky. – Seminars on Incoterms 1990, Export Documentation, and Export Letters of Credit. Sponsor: International Trade Institute, Inc., Dayton, Ohio, Call 1-800-543-2453 or fax (513) 276-5920.

April 29 – Wichita, Kan. – Seminar on “Loans for Exporters: Getting the Bank to Say Yes.” Sponsor: Wichita State University, Small Business Development Center. Call Donna Perline at (316) 689-3193, fax (316) 689-3647.

April 29 – Seattle, Wash. – Introductory seminar on export licensing and controls. Sponsor: U.S. Department of Commerce, Bureau of Export Administration, Western Regional Office. Call Karen Taylor at (206) 553-5615.

May 3-6 – New Orleans, La. – Information Technology Association of America’s Management Conference, highlighting the theme, “Entrepreneurial Advantage.” Business issues of significance to information technology companies will be presented. Call Bob Cohen at (703) 284-5333.

May 4-5 – Redondo Beach, Calif. – 3rd Annual Briefing for the U.S. Aviation Industry, featuring theme: Asia-Pacific: Managing Aviation Growth through Trade and Technology. Sponsor: Foreign Trade Association of Southern California. Call (213) 627-0634, fax (213) 627-0398.

May 4-7 – Houston, Tex. – Offshore Technology Conference. Meeting will feature subjects dealing with technology, economics, politics, and safety and environmental considerations faced by the offshore industry. Call (214) 669-0072, fax (214) 669-0135.

May 6, 13, and 20 – Towson, Md. – Seminars on International Marketing and Representing Contracts; Letters of Credit and Export Financing; and Air and Ocean Freight Documentation, Title Transfer, and Insurance. Sponsor: World Trade Center Institute, Baltimore, Md. Call (410) 576-0022, fax (410) 576-0751.

May 6 – Columbus, Ohio – “Export America ’92: A Fly-In Trade Fair,” targeted to Ohio manufacturers and others interested in exploring their marketing potential overseas. U.S. Department of Commerce Desk Officers and International Trade Specialists will be among the featured presenters. Sponsor: Columbus Area Chamber of Commerce, State of Ohio’s International Trade Division, Ohio Manufacturers’ Association, in conjunction with U.S. Department of Commerce’s District Offices in Cincinnati and Cleveland. Call (614) 225-6907.

May 6 and June 3 – Newport Beach, Calif. – Introductory level seminar on export licensing and controls. Sponsor: U.S. Department of Commerce, Export Administration, Western Regional Office. Contact Margaret Wright at (714) 660-0144, ext. 110.

May 7-8 – Washington, D.C. – Conference on current European Community telecommunications requirements. Sponsor: BHS International, Inc. Call (612) 644-2898.

May 7-8 – Boston, Mass. – Seminar on Hazardous Transportation. Sponsor: Unz and Co., Jersey City, N.J. Call 1-800-531-3098, or in New Jersey call (201) 795-5400.

May 11 – Portland, Ore. -Introductory seminar on export licensing and controls. Sponsor: U.S. Department of Commerce, Bureau of Export Administration, Western Regional Office. Call T. Benny at (503) 326-5159, ext. 134.

May 12 – Washington, D.C. – Quarterly Inter-American Development Bank Business Briefing, covering information about the Bank’s project cycle and sources of information that companies can use to stay abreast of IDB-financed projects and potential contracts (of particular interest to firms doing business with Latin America and the Caribbean). Call (202) 623-1364, fax (202) 623-1403.

May 12-14 – Herndon, Va. – Seminar on “How to Implement the Deming Approach to Quality Improvement for Health-Care Administrators.” Sponsor: George Mason University Institute for Quality and Productivity. Call (703) 733-2800, fax (703) 733-2809.

May 13 – Chicago, III. – The EC 1992 Monthly Breakfast Series: Greece. Sponsor: Illinois World Trade Center Association. Call (312) 467-0608.

May 13 – Pittsburgh, Pa. – Seminar on Export Licensing and Controls Introductory Level Program. Call John Lancia at (412) 644-2850.

May 14 – Seattle, Wash. – National Technology Initiative Conference. This gathering will focus on transportation and environmental technologies, and is one of a series of meeting that will be held around the country to promote a better understanding of opportunities for industry to commercialize new technology advances. Each meeting includes core sessions on manufacturing partnerships, financing, and cooperative research and development relationships, as well as topics of regional interest. Sponsors: NASA and the U.S. Department of Commerce, Energy, and Transportation. Call Beth Hollingsworth at (202) 377-1575.

May 14, 19 and June 11 – Santa Clara, Calif. – Introductory and intermediate level workshops on export licensing and controls. Sponsor: U.S. Department of Commerce, Bureau of Export Administration, Western Regional Office. Call Taitza Bozinovich at (408) 986-1406.

May 20 – Waterloo, Iowa – Governor’s Conference on Exporting, featuring private and public sector international trade speakers. Call Stacie Bretey (515) 284-4731.

May 21 – Los Angeles, Calif. – World Trade Week luncheon, featuring Donald Fites, Chairman, Caterpillar, Inc. Sponsor: Foreign Trade Association of Southern California. Call (213) 627-0634, fax (213) 627-0398.

U.S. Pavilion at SMT/ASIC/ Hybrid ’92. Nuremberg, Germany, June 2-4, 1992. The U.S. Department of Commerce is organizing the first-ever U.S. Pavilion at this fair. This is an international exhibition and conference on surface mount technologies, application specific technologies, and hybrid and advanced packaging technologies. Although a relative newcomer in the German electronics fair picture, this event already ranks as one of the world’s leading trade shows in its highly-specialized field. SMT/ASIC/Hybrid ’92 will feature manufacturing equipment for components and modules; test and trimming equipment; materials, substrates, and chemicals; components and modules; equipment for design and development; and developing and production services. Participation in this event is an ideal vehicle for U.S. firms seeking to enter into or expand their presence in the European market. With the open borders between East and West and the significance of Europe 1992, firms participating in the U.S. Pavilion will have an excellent opportunity to make quality contacts. For more information, contact Marlene Ruffin, U.S. Department of Commerce, Room 1015, Washington, D.C. 20230; tel. (202) 377-0570 or 377-2470; fax (202) 377-2706.

Exposition of Environmental Technology. Sao Paulo, Brazil. June 6-11, 1992. The government of Brazil has placed solving its environmental problems among its highest priorities – and has paved the way for a better economic climate for foreign investment. In addition to this, Brazil is hosting the United Nations Conference on the Environment and Development (UNCED) in 1992. Sao Paulo will be included in the activities by hosting an exposition of technological products, which are linked to the development of practices that improve and protect the environment. The government has undertaken a program that reduces tariff barriers. The reductions began Feb. 15, 1991 and are scheduled to be completed by the end of 1994, the result being an overall net reduction in import tariffs to approximately 20 percent of the prior rate. Brazil’s commitment to the liberalization of its market can be seen by its temporary suspension, in April 1991, of import duties on several products, including centrifuges and filtering and purifying equipment for liquids and gases. The Brazilian market for pollution control equipment and services is so diverse that companies large and small have excellent sales opportunities at this trade fair. The total market for pollution control equipment in Brazil in 1991 is estimated at nearly $345 million and has a projected yearly growth rate of 15 percent. The current U.S. competitive position in Brazil is very strong because of two important factors: the quality of U.S. products and services, and the fact that the United States already provides 22 percent of the existing import market and has a 3 percent share of the total market. The few U.S. competitors in the pollution control equipment market here are primarily Brazilian subsidiaries of European companies. For additional information about participating in this important trade fair, contact: Tammy F. White, Energy & Environmental Systems Division, U.S. Department of Commerce, Room H-2213, Washington, D.C. 20230; tel. (202) 377-0682, fax (202) 377-5665.

Vivienda 2000 – U.S. Pavilion at the 19th Bogota International Trade Fair. July 15-26, 1992. Factory-built housing and componentry, urban development, architectural and engineering services, and home fixtures and furnishings may all be displayed to advantage at the U.S. Pavilion at this vertical show attuned to the Colombian government program to stimulate construction of 400,000 new residences by 1994. The building is to be done by the private sector, with help from municipal, federal, and inter-American organizations. The Bogota International Trade Fair normally attracts more than 700,000 visitors from Colombia and neighboring countries, and provides excellent possibilities for sales of off-the-floor componentry and model homes, furnishings, and fixtures. This year the U.S. Pavilion has 3,000 square feet of prime unobstructed space and facilities for mounting model homes or components outside the main building, all within the excellent Corferias Fairgrounds. Free-zone privileges will allow U.S. companies to import equipment on a temporary basis for this exhibition, and usually an import license may be obtained so that the demonstration material can be sold. To receive additional information or a participation kit with floor plans and space costs, the contact in Columbia is Arthur Trezise, Commercial Counselor, fax (571) 285-7945; or at the Department of Commerce in Washington, Pat Cosslett, International Housing Specialist, tel. (202) 377-0132.

U.S. Pavilion at Telecomex Asia ’92. Manila, Philippines. Aug. 6-9, 1992. Telecomex Asia ’92, the second international exhibition of telecommunications equipment, systems, and technology, is organized by HQ Link Pte. Ltd., a Singapore-based professional organizer and manager of international trade shows and conferences. The 1991 market for telecommunications equipment in the Philippines was an estimated $330 million, with imports accounting for $309 million. U.S. exports of telecommunications equipment totaled an estimated $77 million in 1991. Major products needed in the next three years include local exchange equipment, customer premises equipment and pay stations, transit exchange equipment, multiple access subscriber radios, transmission systems, and cellular phone systems. Promising subsectors with estimated 1991 total market size are telephone and telex equipment ($190 million), mobile telecommunications equipment ($50 million), cellular telecommunications systems ($22 million), and telecommunications accessories ($5 million). Exhibition booths are being sold at $2.250 (3 x 3 fully furnished) or bare space at $200/sq. meter. U.S. firms interested in participating in Telecomex Asia ’92 are encouraged to contact: Caroll F. Odvina, Commercial Specialist, tel. (632) 818-3878; 818-6674 and 818-2877, telex 22708 COSEC PH, fax (632) 818-2684; mailing address: U.S. & Foreign Commercial Service, APO AP 96440; or Terry Rettig, Project Manager, Office of Telecommunications, U.S. Department of Commerce, Room 1001 HCHB, Washington, D.C. 20230, tel. (202) 377-2952 or 377-4466, fax (202) 377-2706.

Agribusiness Matchmaker Trade Delegation to Buenos Aires, Argentina, and Santiago, Chile. Aug. 31-Sept. 4, 1992. This delegation is open to senior representatives from U.S. companies that provide equipment and supplies for a range of agribusiness applications, including planting, harvesting, and baling; meat and produce processing, packaging, refrigeration, and transportation. The participation fee is $1,950. The mission will be open to 20 firms. Those interested in joining this Matchmaker should contact: Pompeya Lambrecht, U.S. Department of Commerce, U.S. and Foreign Commercial Service, Room H2012, Washington, D.C. 20230. tel. (202) 377-1794, fax (202) 377-0178.

Automechanika ’92 – U.S. Automotive Products Literature Center. Frankfurt, Germany. Sept. 8-13, 1992. Tremendous opportunities exist in the unified European Community and the Eastern European market for U.S. automotive companies participating in the U.S. Automotive Products Literature Center (APLC) at the USA Pavilion at Automechanika ’92. Companies that want to penetrate these lucrative markets or wish to broaden their market base will find participating in the APLC a very cost-effective avenue to explore the EC and Eastern European markets, find agents and distributors, and develop sales leads – all in just a few days and without having to attend the event. To reserve space or obtain more information, contact John C. White. Director of Market Promotion, Office of Automotive Industry Affairs, U.S. Department of Commerce, Room 4036, Washington, D.C. 20230, tel. (202) 377-0671, fax (202) 377-0674.

COMPUTE USA Pavilion at the Comdex Sucesu South America Trade Fair. Sao Paulo, Brazil. Sept. 14-18, 1992. This event is considered to be the largest computer show in South America for hardware, software, telecommunications, office automation, and all cybernetics-related fields. Best sales prospects include 1) hardware: digital computers, CPUs, ASCII terminals, magnetic disks/optical disks (CD-ROMS), floppy disk drives, peripheral controllers, front-end processors, video controllers, plotters, laser printers, graphic displays, optical readers, scanners, laptops, notebooks, fiber optic cables, routers, gateway, transceivers, cable connectors, face plates, and electronics; 2) software: spreadsheets, word processors, data-base operating systems, utilities, applications software, CAD/CAM/CAE/ CASE, graphics, desktop publishing, commercial and industrial automation, communications, project managing LAN managing, real-time systems, object-oriented programs, expert systems, and specialized/customized systems: 3) CAE software: mechanical and metalworking, electrical and electronics, architecture, engineering and construction, plastics and rubber, chemical and petrochemical, mining, naval construction, satellite construction, utilities, and appliance; 4) computer services: custom software for mainframe and supermicros, data banks and time-sharing for mainframes, computer application consulting for mainframe, mini and super-microcomputers, computer retailing, leasing, education, and training for supermicros and microcomputers. A down payment of $900 will reserve booth space. Closing date for participation is July 14. Interested firms should contact: Judy A. Fogg, U.S. Department of Commerce, Office of Computers and Business Equipment, Room H-1104, Washington, D.C. 20230, tel. (202) 377-4936, fax (203) 377-0952.

Matchmaker Trade Delegation on Environmental Equipment to Milan, Italy, and Lyon, France. Nov. 2-6, 1992. This official delegation will “match” U.S. business executives with pre-screened agents, distributors, licensees, or joint-venture partners, and provide high visibility at Pollutec 92–one of Europe’s largest environmental trade events. The Matchmaker Trade Delegation to Milan and Lyon will help U.S. firms tap into Europe’s vast environmental market – over 1 million consumers. At both stops, delegation members will benefit from pre-scheduled private meetings with prospective business contacts, expert market briefings, in-depth export counseling, broad in-country media coverage, interpreter service, and logistics support. As an added benefit, the Matchmaker stop in Lyon will include a prominent position in the American Pavilion at Pollutec 92–through a cooperative initiative between the U.S. Department of Commerce and the Institut Franco-American des Technologies de l’Environnement (I.F.A.T.E.). In addition, the I.F.A.T.E. will invite delegation members to participate in the Euro-American Environmental Seminar. This Matchmaker is open to the first 25 qualified U.S. companies to sign up, and the participation fee is $2,350. To reserve a spot, contact Molly Costa, U.S. and Foreign Commercial Service, U.S. Department of Commerce, Room H2012, Washington, D.C. 20230, tel. (202) 377-0692, fax (202) 377-0178.

Environmental Trade Mission. Australia and New Zealand. Nov. 5-18, 1992. Ten U.S. companies providing environmental products or services may participate in this trade mission. This mission offers significant opportunities to strengthen U.S. shares in this region. The domestic markets in both countries are receptive to U.S. products and services. Recently, Australia and New Zealand have been working together to adopt a common environmental policy. Australia is anxious to compete in world markets, particularly in the Asia Pacific region, and is ready to strengthen its resources and capacity with foreign partners, products, technologies, and services. The Commerce Department officers in these two countries will make custom-tailored appointments and will schedule receptions with high-level government and business executives. The cost will be $3,500. Contact Loretta Jonkers, U.S. Department of Commerce, ITA/EESD, Room 2213, Washington, D.C. 20230, tel. (202) 377-0564, fax (202) 377-5665.

U.S. Pavilion at Kapas ’92. Seoul, Korea. Nov. 7-11, 1992. Companies interested in the rapidly growing and prosperous Korean automotive market should participate in the U.S. Pavilion at the Korea International Auto Parts & Accessories Show ’92 (Kapas ’92). Participants in the U.S. Pavilion will be visited by a carefully selected, highly qualified audience interested in purchasing American auto parts, components, equipment, and technology. For new-to-market companies, the U.S. Pavilion is a very cost-effective avenue to explore the Korean market, find agents distributors, or licensees, and develop sales leads. To reserve space or obtain more information on participating in the U.S. Pavilion at Kapas ’92, contact John C. White or Deborah A. Semb at the Office of Automotive Industry Affairs, U.S. Department of Commerce, Room 4036, Washington, D.C. 20230, telephone (202) 377-0671, fax (202) 377-0674.

China print ’92. Beijing. June 3-9, 1992. China print ’92 is organized by CIEC Exhibition Company (HK) Ltd., and Printing and Printing Equipment Industries Association of China (PEIAC). The sponsors of the show are the China Council for the Promotion of International Trade (CCPIT), the China Chamber of International Commerce (CCOIC), and the Ministry of Machine Building and Electronics Industry. The Chinese government is committed to opening its economy to the outside world. Computerization of the printing industry and processing technology are currently being adopted in China. Individual operators now feel compelled to review their middle- and long-term plans and are undertaking investments to realize China’s modernization plan. Against this background. China print ’92 is aimed at providing a forum for exchanging business information on the latest technology and machinery that can address these needs. Firms interested in exhibiting in the USA Pavilion should contact Michael J. Hurley, Director of International Trade, at NPES – The Association for Suppliers of Printing and Publishing Technologies, Inc., 1899 Preston White Dr., Reston, Va. 22091-4367; tel. (703) 264-7200; fax (703) 620-0994.

U.S. Pavilion at nab/montreux ’92. Montreux Convention and Exhibition Centre, Montreux, Switzerland. June 10-13, 1992. The NAB/Montreux International Radio Conference and Exhibition will premier in 1992, with future events scheduled biennially. The “Montreux” conference will address management, programming, engineering, and sales as they relate to radio broadcasting. Special emphasis will be placed on providing U.S. expertise to non-U.S. broadcasters. The exhibition is expected to be the largest gathering to date of radio hardware, software, and services. U.S. firms interested in exhibiting in nab/montreux ’92 should contact Richard L. Dobson, Project Officer, National Association of Broadcasters, 1771 N St., N.W., Washington, D.C. 20036; tel. (202) 429-5335, fax (202) 429-5343.

Cosmetics Hair and Beauty ’92 Show. Hong Kong. June 14-17, 1992. Cosmetics Hair and Beauty ’91 attracted 8.528 visitors, 6,443 of whom were trade buyers from 40 countries, with 98 percent of the overseas buyers from the Asia-Pacific region. The product categories within the show will include: cosmetics, perfumery, hair products and accessories, toiletries, skin care products, natural beauty products, equipment and furnishings for beauty and hair salons, raw materials, and machinery and accessories for packaging and production. U.S. firms interested in exhibiting in this event should contact Margaret Rauh, USA Pavilion Organizer, MWR Enterprises, P.O. Box 30008, Alexandria, Va. 22310; tel. (703) 922-8831.

U.S. Pavilion at the Farnborough International Airshow ’92. Farnborough, England. Sept. 6-13, 1992. As one of the most important world aerospace events. Farnborough ’92 will again serve as a predominant platform for the full spectrum of products and services offered by the world’s aerospace and aviation industries. Military and civil aviation equipment, aerospace technology, and raw materials are given equal prominence at this major event U.S. firms interested in exhibiting at the U.S. pavilion at the Farnborough Airshow should contact: Hans Hollander, American Aerospace Industries, Inc., 550 Mamaroneck Ave., Harrison, N.Y. 10528; telephone (914) 698-9385, fax (914) 698-3979.

USA Pavilion at Geotech ’92. Tokyo. Sept. 16-19, 1992. The USA Pavilion will focus buyer attention on the latest technology in U.S. -made tunneling and underground space development equipment and services. It will feature products and equipment to assist with underground space and network development, including infrastruture (transportation facilities, materials handling facilities, energy supply and related treatment facilities), living and industrial space (cultural/leisure facilities, information and communication facilities, commercial industrial facilities), environmental safety, and technology (soil research, measuring equipment, drilling technology, waterproofing and lining technology) and security technology. Geotech ’92 will be the second biennial international underground space development and engineering exhibition and symposium. The first Geotech exhibition in 1990 attracted over 53,000 visitors worldwide. In 1991, Japan spent over $180 million on U.S. construction machinery, and $13 million on mining machinery. The demand for high-tech, leading edge U.S. products and services in underground space development is growing in Japan and the Southeast Asia/Pacific region. As the Channel Tunnel is to Europe, so are geo-related developments to all countries combatting problems of dense population with relatively limited land space. U.S. firms participating in Geotech ’92 will be able to strategically position themselves in Japanese and Asian markets as new opportunities arise for underground construction and space development. In addition to U.S. Department of Commerce support, this event is endorsed by the Tokyo International Fair Commission. It has the full support of the Japanese Ministry of Construction, the Ministry of Transport, and the Ministry of International Trade and Industry. U.S. firms interested in exhibiting at Geotech ’92, contact: Tom Kallman, Kallman Associates, 20 Harrison Ave., Waldwick, N.J. 07463-1709, tel. (201) 652-7070, fax (201) 652-3898.

U.S. Pavilion at USATECH’92. Monterrey, Mexico. Sept. 22-24, 1992. Mexico is the third largest import market for U.S. goods. The proposed North American Free Trade Agreement will increase Mexico’s demand for U.S. exports, currently $28 billion, as well as U.S. market share, already at 70 percent. Mexico has undertaken significant import liberalization measures and tariff reductions for many products. The State of Nuevo Leon, of which Monterrey is the capital, is the second largest manufacturing center in Mexico. Monterrey, 115 miles from the U.S. border, is one of Mexico’s principal producing centers of a wide of industrial and consumer goods. USATECH’92 Monterrey is the second of three USATECH events to be held throughout Mexico during 1992 and 1993. USATECH’92 Monterrey addresses the growing opportunity for American businesses in the following industry sectors: autos, petrochemicals, general industrial equipment, power/process controls, and environmental products and services. U.S. firms interested in exhibiting in USATECH’92 Monterrey should contact Jolanta Mazewski-Dryden, International Exhibition, Inc., 1635 W. Alabama, Houston, Tex. 77006; tel. (713) 529-1616, fax (713) 529-0936.

INDIA COMM ’92. New Delhi, India. Oct. 13-16, 1992. This event will focus buyer attention on the latest U.S. technology in telecommunications and computer equipment, systems, and related services. Some 96 exhibiting companies from 13 nations occupied the exhibit hall when INDIA COMM was last held in 1987 in New Delhi. More than 7,000 visitors from India and neighboring countries attended the ’87 event. INDIA COMM ’92 will be India’s 2nd International Exhibit and Conference of telecommunications and computer equipment. Approximately 20 American firms will exhibit in the USA Pavilion, and 80 foreign suppliers will exhibit at the slow. The conference program, held in conjunction with the exhibition, will include both investment seminars and technical seminars for exhibitors and attendees, respectively. The technical seminars will cover state-of-the-art topics such as networks (ISDN, LAN/WAN, cellular, mobile, etc.); services (video/audio, conferencing, paging, etc.); and technology (max/ pabx, optical fiber, etc.). INDIA COMM ’92 will provide an excellent opportunity for American firms to exhibit and sell products and services in India. U.S. firms interested in participating in this event, or in obtaining more information about it, should contact: Carolyn A. Armbrust, International Marketing Manager, Reed Exhibition Companies, 999 Summer St., P.O. Box 3833, Stamford, Conn. 06905, tel. (203) 352-8452.

Australian International Air Show and Aerospace Expo. Avalon Airport, Avalon, Victoria, Australia. Oct. 21-25, 1992. This is one of the largest and most prestigious events in Australia, and it occurs only once every four years. This event will promote the development and sale of aviation and aerospace products in the Australian marketplace. It is the successor to the successful 1988 Australian Bicentennial Air Show and Aerospace Expo. Approximately 53,000 government, military, and industry visitors, including 9,000 foreign nationals, attended the 1988 show. The event is supported by the government of Australia, the state government of Victoria, the Australian Department of Defense, and the Australian Civil Aviation Authority. Among product categories to be included in the event are: rotary and fixed wing aircraft, military systems equipment, electronics, propulsion systems, and communications. U.S. firms interested in exhibiting in this event should contact: Mark G. Pond, Global Tradeshow Services, Inc., 4020 Thornton Court, Annandale, Va. 22003, tel. (703) 941-2420, fax (703) 941-1480.

U.S. Pavilion at EXPO COMM CHINA ’92. Beijing, China. Oct. 30-Nov. 4, 1992. Buyer attention at this sixth biennial show will focus on American exhibits of the latest technology in telecommunications, computers, and advanced office equipment. Sixty American firms will add their exhibits to those sponsored by 300 foreign suppliers. A technical program, intended primarily for Chinese attendees and free of cost, is scheduled, and will include six days of individual technical seminar presentations and a special state-of-the-art conference. This show is targeted to the national and regional procurement sectors of the PRC’s telecommunications, computer, and electronics industry, but efforts are under way to attract foreign visitors, who attend free of charge. American exhibitors can expect assistance in areas such as freight forwarding, customs clearance, exhibit design, public relations, and overall show promotion. The private organizer provides information on all logistics and operational details (shipping, booth construction and take down, customs inspection, and travel planning). The following sectors will be featured: antennas, towers, earth stations, cable connectors and accessories, CAD/CAM, central office systems, cellular technology, computer peripherals, communications satellites, data base management systems, defense electronics and telecommunications, digital switching, electronic simulation and training systems, fiber optics, international direct dialing, ISDN, local area networks, mainframe computers, maritime satellite systems, micro computers, micrographics, microwave, minicomputers, mobile communications, network software, office automation, packet switching, paging, PCM, printers, radio communications, software packages and applications, telegraph, telex and facsimile, telephone applications, and videotex. U.S. firms interested in participating in this event should contact Ron Akins, Director, International Marketing, E.J. Krause and Association, Bethesda, Md. 20814; tel. (301) 986-7800; fax (301) 986-4538.

U.S. Pavilion at Expo Petro Y Chem Mexico ’92. Mexico City. Nov. 4-6, 1992. The U.S. Pavilion will focus buyer attention on the exhibits of the latest technology in U.S. -made equipment for oil and gas field exploration and chemical processing. The fair will be held in the Mexican Exhibition Center. The anticipated North American Free Trade Agreement and Mexico’s membership in GATT open up the potential for unprecedented market opportunities in Mexico for U.S. manufactures of oil and gas equipment. President Salinas has opened Mexico to world trade, dismantled trade barriers, and abolished import permits. Mexico has become the number two trading partner for the United States. Mexico, the world’s fifth largest producer of crude oil, is currently experiencing pent-up demand for new equipment and technology because PEMEX did not invest in new exploration or development during the past decade. Consequently, Mexico now offers substantial opportunities for U.S. suppliers of oil and gas field petroleum and chemical equipment. PEMEX recently announced a five-year plan with investment in new equipment valued at $20 billion. U.S. suppliers enjoy an 80 percent share of the Mexican market for this type of equipment. Assistance will be available to American exhibitors in such important areas as freight forwarding, customs clearance, exhibit design, public relations, and overall show promotion. The private organizer provides information on all logistics and operational details such as shipping, booth construction and take down, customs inspection, and travel planning. This event will provide an excellent opportunity for U.S. firms to exhibit and sell products and services in Mexico. U.S. firms interested in participating should contact: Jim Forlenza, Project Director, Marketing International Corp. 200 N. Glebe Road, Suite 900, Arlington, Va. 22203, tel. (703) 527-8000, fax (703) 527-8006.

Emballage 92. Paris. Nov. 12-18, 1992. EMBALLAGE 92 will feature products and equipment for the entire packaging industry, including materials, containers and packages, and packaging equipment. EMBALLAGE 92 will be the 30th session of this event which began in 1947. Nearly 2,800 firms from 35 countries exhibited in EMBALLAGE 90, and 126,000 visitors attended the show. There were seven national pavilions, including one from the United States. France is the third largest per capita consumer of packaging in the world. The French packaging industry, topping $20 billion in 1989, is the eighth largest industry in the country, with an annual growth rate three times that of the French GNP. The United States is increasing its share of the French packaging market, having progressed from 50 million FF in 1986 to 115 million FF in 1989. The European packaging market is estimated at US$80 billion and is growing as new products, applications, and techniques are being introduced. U.S. firms participating in EMBALLAGE 92 will be able to strategically position themselves in Europe as it merges into a single, unified market. In addition to U.S. Department of Commerce support, the event is endorsed by a number of professional organizations including CAF (National Union of Custom Packaging), the French Cardboard Box Industry Federation, IFEC (French Packaging Institute), WPO (World Packaging Organization), and many others. U.S. firms interested in exhibiting in EMBALLAGE 92 should contact: Julie Halas, IMEX Management, Inc. 3900 Palmira Lane, Silver Spring, Md. 20906, telephone (301) 942-5857, fax (301) 946-3858.

U.S. Pavilion at MexCom ’93. Mexico City. Jan. 27-29, 1993, MexCom ’93 is now in its 10th consecutive year in Mexico City. MexCom is the largest telecommunications and connectivity exhibition in Mexico City, with a unique showcase of power generation and uninterruptable power systems. The U.S. Pavilion will focus buyer attention on exhibits of the latest technology in U.S..- made cellular, radio, satellite, telephone, data communications, computer, and networking equipment. The MexCom conference program is “second to none” and incorporates over 100 speakers in every aspect of information technology. Approximately 10,000 buyers attend this each year. This includes a Telecommunications Technology Policy Forum for executives and end-users, and technical topics for industry professionals. A joint venture with the University of Mexico in 1993 will expand the conference to over 150 speakers from all over Latin America. The organizer of MexCom ’93 is Latcom Inc. of Miami, Fla. Latcom is also the publisher of Comunicaciones magazine and holds similar exhibitions in Miami, Caracas, Barbados, Costa Rica, Sao Paulo, and Puerto Rico. Latcom Inc. was given the President’s “E” Award in 1990 for trade excellence. The U.S. and Foreign Commercial Service in Mexico will provide staff to counsel U.S. exhibitors at the U.S. Pavilion. Assistance will be available to American exhibitors in such important areas as freight forwarding, customs clearance, exhibit design, public relations, and overall show promotion. Contact: Steve Vajda, Vice President, Latcom Inc., 9200 South Dadeland Blvd., Suite 309, Miami, Fla. 33156-2703; tel. (305) 670-9444, fax (305) 670-9459.

U.S. Pavilion at USATECH’93. Guadalajara, Mexico. March 9-11, 1993. Mexico is the third largest important market for U.S. goods. The proposed North American Free Trade Agreement will increase Mexico’s demand for U.S. exports, currently $28 billion, as well as U.S. market share, already at 70 percent. Mexico also has undertaken significant import liberalization measures and tariff reductions for many products. This exhibition addresses the growing opportunity for American businesses in the following industry sectors: construction material handling equipment, general industrial equipment, computers and peripherals, safety equipment, hand machine tools for metal-working, shoe, jewelry, and food manufacturing equipment, and environmental products and services. U.S. firms interested in exhibiting in USATECH’93 Monterrey should contact Jolanta Mazewski-Dryden, International Exhibitions, Inc., 1635 W. Alabama, Houston, Tex. 77006; tel. (713) 529-1616, fax (713) 529-0936.

Mission Will Feature Used Trucks/Trailers

The first-ever trade mission exclusively for companies that market reconditioned and remanufactured trucks/trailers and parts will go to Venezuela, El Salvador, and Panama, Sept. 8-20, 1992. Considerable interest has been expressed by local industry in each country for this type of mission. For further information about participating, call: John J. Bodson, marketing manager for reconditioned/remanufactured equipment, tel. (202) 377-0681 or fax (202) 377-8219.

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