Massachusetts Export Center

Partners for Trade

All events are held in Massachusetts unless otherwise noted.

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Click on camera to view photos from the BIS seminar and the launch of our new initiative, the Compliance Alliance.

 

2009                                               Updated 11/20/2009
Seminar and Cancellation Policies

 DECEMBER
2 Export Financing Roundtable (Boston)
9 Export Regulatory Compliance Update (Boston)

 

 JANUARY 2010
25-28 Arab Health (Dubai, UAE)

 

 

Partners for Trade

Click on booklet to download the complete
Fall 2009 Partners for Trade booklet.


View previous editions of Partners for Trade.
2009: Spring   2008: Spring / Fall   
2
007: Spring / Fall

 

   
 

Program Descriptions



Negotiating and Structuring International Distribution Contracts

cosponsorsMany exporters rely heavily on partners, such as distributors or agents, to generate sales in overseas markets. For exporters, effectively negotiating and structuring contracts with these partners is critical for achieving profits and growth while minimizing confusion, disputes and poor performance in overseas markets. How do you achieve a win-win agreement and relationship with your overseas partners? When should and when shouldn’t exclusivity be used as a motivational tool? How can exporters protect themselves in relationships with underperforming partners?

This seminar will provide guidance for negotiating and structuring contracts with overseas partners, with an eye towards ensuring that the best interests of the exporter are protected. Specific issues to be discussed include: getting buy-in from exporter top management and overseas partners; effectively managing contract negotiations; sales and performance requirements; exclusivity; essential contract elements; dispute resolution and more. This program will include real-world examples and best practices from one of the state’s leading exporters – New Balance Athletic Shoe, Inc. The seminar will be of benefit to international sales and marketing staff as well as individuals involved with export operations.

Speakers:
  - Ekene Ofodile, International Sales Operations Manager at New Balance
    Athletic Shoe, Inc.
  - Neal White, Senior Partner with McDermott Will & Emery

Date: Wednesday, October 14, 2009
Time: Registration 8:30 a.m.; Program 9:00 a.m. - 12:00 p.m.
Location: New Balance Athletic Shoe, Inc., Brighton (directions)
Cost: $75 includes continental breakfast and seminar materials
Contact: Massachusetts Export Center at 617-973-8664. Register online with link below.

> Register online

 

Export Open House @ SouthCoast Business Expo

cosponsorsHave you ever wondered if your business could be expanded internationally? Have you ever had some international inquiries, but weren’t sure how to handle them? Or, do you have some international sales, but wish that you could find a way to increase them? If so, then this is the program for you!

There are many government resources to help with your international sales efforts. These resources include everything from assistance with marketing and sales -- including market research and distribution development -- to assistance with financing and export logistics.

In this program, we will feature brief presentations by government export promotion agencies and will include time for questions and answers. Following the presentations, participants will have the opportunity to network and speak one-on-one with the government officials to address specific export questions and challenges while helping to assess your export readiness.

Speakers:
  - Eric Hunter, Vice President of MassDevelopment
  - John Joyce, Acting Director, U.S. Export Assistance Center with the U.S. Small
    Business Administration
  - Diana La Muraglia, Director of Business Development at the Massachusetts Office
    of Trade & Investment
  - Nancy Lowd, Senior International Trade Advisor at the Massachusetts Export Center
  - Ed Merguerian, International Trade Specialist with the U.S. Department of Commerce,
    U.S. Commercial Service

Date: Wednesday, October 21, 2009
Time: 1:15 - 3:15 p.m.
Location: White’s of Westport, Westport (directions)
Cost: No charge, but preregistration is required
Contact: Massachusetts Export Center's Southeast Office at 508-999-1388. Register online with link below.

> Register online


International Standby Letters of Credit and Foreign Exchange Update

Silicon Valley BankCompanies today use standby letters of credit for more than just the traditional performance or financial guarantees they offer. A standby letter of credit offers numerous advantages and can be used in a variety of ways, such as: substitution of bid and performance bonds; support of advance payment and payment guarantees; serving as a secondary means of payment to creditors; serving as a supplement to credit limits with suppliers; and more.

To use standby letters of credit effectively, it is important to understand how they work to mitigate the risk to your business.

This seminar will review real-world standby letter of credit mechanics with an extensive look at how they can be structured to meet the specific needs of all parties. Different types and uses of standby letters of credit will be reviewed, including bank guarantees and the rules governing standby letters of credit. The program will conclude with a foreign exchange update that will provide tips on FX tools and strategies that can be used to manage the bottom-line costs of international business.

Speakers:
  - Mary Papazian, Senior Vice President and Senior Foreign Exchange Advisor at
    Silicon Valley Bank
  - Carla Winfield, Vice President and Senior Global Advisor at Silicon Valley Bank

Date: Thursday, October 29, 2009
Time: Registration 8:30 a.m.; Program 9:00 a.m. - 1:00 p.m.
Location: Silicon Valley Bank, Newton (directions)
Cost: $75 includes continental breakfast and seminar materials
Contact: Massachusetts Export Center at 617-973-8664. Register online with link below.

> Register online




10 Steps to Growing International Sales

MA Alliance for International BusinessDoes your business need to begin or expand international sales operations? How do you proceed while safeguarding your current assets? To succeed in global business, companies need to simplify their approach to export operations while unifying their international sales and marketing efforts.

In this unique panel session, we will discuss: strategy considerations before your first actions; how to approach the daunting task of positioning your business for international sales, marketing and distribution; how brand positioning and direct communications can have a multiplier effect on your success; and how to integrate cultural, language and marketing considerations so they are synergistic with your business strategy and execution plans.

Specific issues to be addressed will include international sales and distribution strategy, branding and direct sales, global marketing and communications, implementation and more. By the end of this session, you will have many of your questions answered and a manageable checklist to both begin and execute a path toward global success.

Speakers:
  - Stephen Davis, Managing Director of CXO Advisory Group
  - Stephen Melanson, President of Melanson Consulting
  - Wendy Pease, Executive Director of Rapport International

Date: Friday, November 6, 2009
Time: Registration 8:30 a.m.; Program 9:00 - 11:30 a.m.
Location: State Transportation Building, Conference Room 4, Boston (directions)
Cost: $50 includes continental breakfast and seminar materials; does not include parking
Contact: Massachusetts Export Center at 617-973-8664. Register online with link below.
 
> Register online

 

Export Product Classification

At this networking briefing, exporters will share best practices for product classification, including tariff and export control classifications. Handling of special challenges, such as validation of supplier information, disputes, discrepancies and classification requests will also be discussed.

Speakers:
  - Laura Molinari, Counsel at GE Aviation
  - Kathleen Wright, Distribution Manager at Waters Corporation

Date: Friday, November 13, 2009
Time: Registration 8:30 a.m.; Program 9:00 - 11:00 a.m.
Location: State Transportation Building, Conference Room 5, Boston (directions)
Cost: No charge for Compliance Alliance members; $50 for non-members (includes continental breakfast and seminar materials; does not include parking)
Contact: Massachusetts Export Center at 617-973-8664. Register online with link below.

> Register online


Export Financing Roundtable  

Do you need export financing or working capital for export operations? Don’t miss this unique opportunity to speak with representatives of the U.S. Small Business Administration and MassDevelopment about the various government programs designed to help your company finance its export transactions and provide it with the capital necessary to grow its export operations.

This roundtable will discuss numerous financing resources for U.S. exporters. Included will be information on tools such as export credit insurance that can help exporters to assess and mitigate the risks associated with selling internationally.  

Speakers:
- Eric Hunter, Vice President of MassDevelopment
- John Joyce, Export Finance Manager & Acting Director for the U.S. Export Assistance
  Center   

Date: Wednesday, December 2, 2009
Time: Registrations 8:30 a.m.; Program 9:00 a.m. – 10:30 a.m.
Location: State Transportation Building, Conference Rooms 5&6, Boston (directions)
Cost: No charge, but pre-registration is required
Contact: Massachusetts Export Center at 617-973-8664. Register online with link below.

> Register online


Export Regulatory Compliance Update

cosponsorsMany exporters are well aware of the need to be compliant with U.S. export regulations. As the regulations become increasingly complex and more aggressively enforced, however, most firms are quickly finding that a mere awareness of export compliance issues is not enough. Companies that don’t take a proactive and preemptive approach to export compliance will fall behind the curve on regulatory changes, leaving themselves open to noncompliance and possible enforcement action.

This seminar will provide the latest information on export regulatory trends, with a focus on current compliance issues. The seminar will feature experts from private industry and government discussing the following issues: the impact of recent and pending export regulatory changes; the current political climate and renewal of the Export Administration Act; enforcement trends; impact of the recent Census AES regulations on export clearance and enforcement; ensuring compliance when working with freight forwarders; sanctions compliance and more. The seminar will conclude with a panel discussion providing best practices and solutions for compliance program development in a number of different areas, including: EAR/ITAR commodity jurisdiction; export control classification; licensing; U.S. export compliance in a multinational organization; deemed export compliance; denial screening; recordkeeping and more. The seminar will be followed by a networking reception.

Don’t miss this unique opportunity to hear the latest on export compliance issues and trends from some of the area’s leading exporters and compliance experts! Early registration is strongly encouraged.

Speakers:
  - Brian Amero, Director of Global Compliance and Regulatory Affairs at Teradyne, Inc.
  - Larry Disenhof, Group Director, Export Compliance and Government Relations at
    Cadence Design Systems, Inc.
  - Paul DiVecchio, Principal of DiVecchio & Associates
  - Barry Hurewitz, Partner at  WilmerHale
  - John McKenna, Special Agent in Charge with the U.S. Department of Commerce,
    Bureau of Industry & Security, Office of Export Enforcement
  - Ronald Meltzer, Partner at WilmerHale
  - Stephen Powell, Director of Export Compliance with C.H. Powell Company
  - Robert Rawls, Outbound Program Manager with U.S. Customs and Border Protection
  - James Rourke, Director of Export/Import Operations at Raytheon Integrated
    Defense Systems
  - Misty Rutter, Director of Worldwide Trade Compliance at 3Com Corporation
  - Robert Ventura, General Counsel at Metso USA, Inc.

Date: Wednesday, December 9, 2009
Time: Registration 8:30 a.m.; Program and Reception 9:00 a.m. - 5:00 p.m.
Location: Offices of WilmerHale, Boston (directions)
Cost: $175 includes seminar materials, breakfast, lunch and networking reception; does not include parking. A special discounted price of $125 is available to members of the Compliance Alliance.
Contact: Massachusetts Export Center at 617-973-8664. Register online with link below.

> Register online


Export Logistics and Regulatory Compliance Certificate Series

cosponsorsIn today’s complex export environment, regulatory compliance and traditional logistical issues are inextricably linked. Simple logistical mistakes may have repercussions that can lead to noncompliance with U.S. export regulations and foreign customs requirements. Companies that don’t take a holistic approach to all of these issues will leave themselves open to fines, customs seizures, delays, and possible enforcement action.

Our four-part Export Logistics and Regulatory Compliance Certificate Series is designed to provide exporters with a comprehensive, working understanding of the day-to-day mechanics of international trade while focusing on the latest trends and requirements essential to achieving full compliance. The series will provide helpful tips, tools and practices that businesses can use to optimize their export operations. Participants who complete the entire four-part series will receive a certificate of completion issued by the Massachusetts Export Center.

Dates: Tuesdays: October 27, November 3, 10, 17, 2009
Time: Registration 8:30 a.m.; Program 9:00 a.m. - 3:00 p.m.
Location: Karl Weiss Education & Conference Center, Westboro (directions)
Cost: $450 for the entire series or $130 per individual session. Discounted pricing of $400 for entire series or $110 per individual session is available to members of the Compliance Alliance. Fee includes breakfast, lunch and seminar materials.
Contact: Massachusetts Export Center's Central Mass Office at 508-929-8844. Register online with link below.

> Register online


Export Logistics, Classification & Incoterms (October 27)

This seminar is designed to help companies understand the basic steps and tools in the export process. It will focus on the fundamentals of export logistics, including product and tariff classification, Incoterms 2000, international shipping procedures, customs clearance, working with freight forwarders, packaging, cargo insurance and duty drawback.

Speakers:
  - Richard Bridges, Vice President of Roanoke Trade Services, Inc.
  - Robert Kenneally, Director, National Account Development at C.H. Powell Company
  - Herbert Lynch, Partner at Sullivan & Lynch, PC
  - Thomas Miaskiewicz, Associate at Sullivan & Lynch, PC
  - Maurice Mitchell, International Account Manager with UPS Worldwide Services


Export Documentation & Shipping Under Free Trade Agreements (November 3)

This hands-on seminar will guide participants through the process of completing major export documents, such as Commercial Invoices, Certificates of Origin and others. The seminar will also discuss the new Census Bureau regulations requiring exporters to file their information via the Automated Export System (AES) and will review AES filing requirements step-by-step. Accurate valuation of export shipments, including special cases such as warranties and repairs, will also be discussed. Finally, the seminar will review new and existing U.S. free trade agreements that provide dutyfree access to many countries for U.S. exporters. The seminar will review documentation and procedures for shipping under free trade agreements and will discuss eligibility under rules of origin, preference criteria, tariff shifts, regional value content and more.

Speakers:
  - Herbert Lynch, Partner at Sullivan & Lynch, PC
  - Thomas Miaskiewicz, Associate at Sullivan & Lynch, PC
  - Maurice Mitchell, International Account Manager with UPS Worldwide Services


Export Regulatory Compliance (November 10)

This seminar will walk participants step-by-step through U.S. export control requirements while focusing on special issues and areas of concern for exporters. The program will provide an overview of export regulations, including their scope and structure, as well as the various government authorities responsible for developing and enforcing regulatory policy. The seminar will then review the specific steps necessary to achieve compliance, including: denied party screening, embargoes, anti-boycott controls, commodity jurisdiction, product controls, ECCN classification, deemed exports and export licensing procedures. The seminar will also discuss export clearance and enforcement trends, recordkeeping obligations and compliance programs.

Speakers:
  - Julie Aleman, Senior Account Executive at Kazakis International Company, LLC
  - Nick Kazakis, Senior Account Executive at Kazakis International Company, LLC
  - Patricia Kazakis, President of Kazakis International Company, LLC
  - John McKenna, Special Agent in Charge with the U.S. Department of Commerce,
    Office of Export Enforcement


Best Practices for Developing Export Procedures & Compliance Programs (November 17)

 This seminar will feature speakers from some of the area’s leading exporting firms to share best practices for developing export procedures and compliance programs. Guest speakers will provide tips and information on their practices across several different areas, including: selecting and working with freight forwarders; handling routed freight transactions; product classification and classification tracking; order entry and screening; documentation and recordkeeping. The seminar will also provide an overview of export compliance programs, including basic elements and other relevant issues such as customization, implementation and maintenance.

Speakers:
  - Cidalia Bernardes, Global Customer Service & Compliance Manager at Aspect
    Medical Systems
  - Kenneth Delaporta, Director of Operations and Export Compliance at The MathWorks
  - Natascha Finnerty, Principal of DL Exports International
  - Kenneth Harris, Managing Partner of MK Data Services
  - Roxana Palomo, Account Specialist, Asia Pacific Export at Bose Corporation


Dates: Tuesdays: October 27, November 3, 10, 17, 2009
Time: Registration 8:30 a.m.; Program 9:00 a.m. - 3:00 p.m.
Location: Karl Weiss Education & Conference Center, Westboro (directions)
Cost: $450 for the entire series or $130 per individual session. Discounted pricing of $400 for entire series or $110 per individual session is available to members of the Compliance Alliance. Fee includes breakfast, lunch and seminar materials.
Contact: Massachusetts Export Center's Central Mass Office at 508-929-8844. Register online with link below.

> Register online


SouthCoast Business & Community Leaders Trip to China

The New Bedford Area Chamber of Commerce is offering an all inclusive trip to China in October for members of the organization and their friends and families.  

The nine-day, seven-night trip runs from October 11 - 19, 2009. The trip is priced at $1,999 per person and includes bus transportation to and from the SouthCoast to JFK International Airport, round-trip international airfare, four- and five-star hotel accommodations, all in-country transportation, three meals a day and fluent English-speaking tour guides. Price is based on double occupancy. A $200 per person non-refundable fee is due at the time of registration and is included in the total fare. The trip balance is due before August 1, 2009.

A valid passport is required. All travelers must have a Chinese Visa. Travelers may obtain their own visa or may obtain one through the Chamber at an additional cost of $150 per person.

The Chamber is sponsoring this trip to China in partnership with Citslinc International, Inc., a chamber member travel company with 28 years of experience in the China tour business. The trip will take travelers through some of China's ancient cities including Beijing, Shanghai, Suzhou and Hangzhou. The Great Wall of China and the Forbidden City will be among the trip's highlights.  

An optional business conference will be held in Beijing for those interested in sitting face-to-face with Chinese business leaders in similar industries.  

The Chamber will hold an orientation session with Citslinc representatives on April 14 for additional information and to answer questions. The session is scheduled for 5:30 p.m. at the Whalers Conference Center/Days Inn, 500 Hathaway Road, New Bedford.  

A full itinerary and additional information about the trip can be found by visiting the chamber's website at www.newbedfordchamber.com/china.htm. Space is limited. Reservations can be made by calling the Chamber at 508-999-5231.  


 

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