WORLD TRADE DAY BREAKOUT SESSIONS: SESSION 1: 9:30 a.m. – 10:45 a.m. A1: Exporting 101: Setting up your export team Building the right team to handle all the different aspects of global business is important for any company’s success. Whether you have the internal resources or work with external partners, you need experts in various areas to advise you along the way. Learn about four key partners for a successful global business strategy: the Freight Forwarder, the Bank, the Legal Advisor and your local international business development organization. Moderator: Omar Ajaj, Vice President International Sales, Alex and Ani USA Panelists: Freight Forwarder: Ken White, Account Manager, International Sales, UPS Bank: Nicholas Massimiano, Vice President Bank of America Global Trade & Supply Chain Solutions Legal Advisor: John Fusco, Partner, Edwards Wildman Palmer LLP Director, International Trade Programs RIEDC: Katherine Therieau B1: Protecting your money: How one company manages their global finances. Hear from a local textile manufacturer who has developed a successful global business portfolio about some of the “tools” they use to safeguard their overseas investments and business transactions. From foreign currency accounts and exchange issues to long-­‐term contracts, , letters of credit to receivable insurance, gain invaluable insight into one successful company’s best practices. Moderator: Cheryl Merchant, CEO Hope Global Presenter: Mike Pawlitschek, CFO Hope Global C1: Global Marketing Tools: Utilizing Trade Missions and Trade Shows to market overseas. How do you plan on reaching overseas customers and expanding your global market? Ever wondered what happens on a “Foreign Trade Mission” or how to do a foreign trade show? Hear practical advice and real-­‐life stories from companies who have participated in these events around the world, including China, Panama, the Dominican Republic and Europe. These individuals have managed and attended these events and will share their best practices. Moderator: Avi Nevel, Nevel International Panelists: Paul D’Adamo, President, Bill’s Auto Parts Steve Zevitas, VP Sales and Marketing, Atlantic Cape Fisheries Margo Madden, Vice President Transitional Operations, Alex and Ani D1: Free Trade Agreements: Leveraging the benefits of Free Trade Agreements for global growth. You may have heard of “NAFTA” but do you know how your company can benefit from it? There are many free trade agreements currently in place between the United States and other countries and others under discussion. In this presentation you will gain a better understanding of where these agreements are, the benefits they offer to U.S. exporters and how to take advantage of them. Moderator: Keith Yatsuhashi, U.S. Department of Commerce Presenters: Roland Shrull, Lawyer and Co-­‐founder of Middleton & Shrull Sean McClung, Director of Operations and Compliance, Liberty International Inc. E1: Destination New England: Addressing the unique challenges of tourism as an area of export growth. Yes, when foreign tourists come to the U.S. it is considered an export because it generates foreign revenue. Come learn how to market to the international consumer in today’s competitive market. Technology, product development, special interest and target marketing all play a big role in luring the international consumer to New England. Designed especially for tourism, this session will address best practices and inform about how today’s world traveler learns and makes decisions regarding their holiday destination. Three seasoned professionals will discuss how to bring your product to market, where to find assistance and what the potential is for international visitors. Moderator: Mark Brodeur, RI Director of Tourism, RIEDC Panelists: Evan Saunders, CEO and Co-­‐Founder of Attract China Julie Katz, Managing Director TourMappers North America SESSION 2: 11:00 a.m. – 12:15 am A2: Financial Aspects of Exporting: Planning your financial welfare when exporting Every company worries about the bottom line and protecting the financial integrity of their business. When selling to foreign companies, there are additional challenges not faced in the domestic market. This panel of experts will explain some of these challenges and the resources available to help support international transactions. As a business owner, sales executive or supply chain manager, learn how you can safely and profitably expand your global reach. Moderator: Aaron Guckian, Small Business Banking Specialist, Washington Trust Company Panelists: John Joyce, SBA Export Finance Manager New England Bruce Drossman, Export Finance Manager, Ex-­‐Im Bank Dan Schobel, Agent, COFACE Paul Oliveira, Director-­‐Tax Services Group, Kahn, Litwin, Renza & Co. Ltd. B2: Free Trade Zones: Utilizing Free Trade Zones for strategic global expansion Free Trade Zones exist all over the world and yet many U.S. exporters are not taking advantage of the opportunities they can offer to facilitate global distribution of their products. Free Trade Zones actually exist in Rhode Island! This presentation will provide an overview of how Free Trade Zones can benefit your company, with specific examples from the Colon Free Trade Zone in Panama and the Free Trade Zone in Uruguay. Moderator: Madan Annavarjula, Associate Professor International Business, Bryant University Presenters: Diego Kantt, JH Partners, LLC – Experiences with the Uruguay Free Trade Zone TBD – Colon Free Trade Zone in Panama C2: Getting the Right People: Education as a tool to support global competitiveness With high unemployment in certain states and yet many jobs going unfilled, what can be done to help correct this problem and get our factories in particular running more efficiently and competitively? This panel will analyze this issue from three different perspectives: what a company can do, what the state can do and what the educators can do. This will be an excellent opportunity to learn, ask questions and express your needs to these organizations to help you find the right people! Moderator: Bill McCourt, Executive Director Rhode Island Manufacturers Association Panelists: John Hazen White, President and CEO, TACO Inc. Rick Brooks, Executive Director the Governor’s Workforce Board Steve Kitchin, Vice President, New England Institute of Technology Peter Woodberry, Dean of Business, Science and Technology, CCRI D2: Global Market Opportunities: Where are the markets for growth and opportunity? More than 95% of the world’s population is outside of the United States and most economic growth today is taking place outside of the United States. American companies need to be looking abroad for new customers and markets to expand into. In this session participants will learn about five very different markets that offer broad opportunities for American exports. Beginning with Canada, our largest and closest trading partner, to Uzbekistan whom many may not know anything about, and other countries around the globe this panel will discuss these markets of opportunity. Moderator: Gerald Cohen, International Business Consultant, Chafee Center for International Business Presenter: James Cox, Regional Director Northeast, U.S. Commercial Service Panelists: Consul General Patrick Binns, Canada Consul General Durbek Amanov, Uzbekistan Consul General Kangho Park, Korea Consul General Akira Muto, Japan E2: Defense and Technology: Building a global strategy in the defense and technology industries. Local defense and technology companies face unique challenges as well as opportunities in building their export markets. While government regulations control many of these sales, there exist multiple avenues for export growth and development. Hear about some of these opportunities and how your company can utilize them to grow your international business. Moderator: John Riendeau, RI Economic Development Corporation Panelists: Stephen Katz, RI Procurement Technical Assistance Center (PTAC) Craig P. Martin, Business Offset Manager, Raytheon Company Luz Betancur, Commercial Specialist, U.S. Embassy, Ottawa, Canada Eldar Aharonovich, Armored Chariots JV SESSION 3: 2:15 pm – 3:30 pm A3: Legal Aspects of Global Business: Protecting your business interests. When expanding outside of the United States U.S. companies face different laws, regulatory requirements and risks. Understanding these risks and seeking the right tools to address these issues is part of a global business strategy. Learn from four experts on IP protection, Risk Mitigation, Global Due Diligence and Cyber Risk, among other topics. Wherever the country, whoever the customer, whatever the size, every company needs to be informed on these issues. Moderator: Anthony Capuano, Senior Vice President, Webster Bank Panelists: Joe DePaul, Managing Director, Cyber Risk Services, Arthur J. Gallagher Jack Daniels, President, East Bridge Tyler Ray, Duffy and Sweeney Dr. Michelle Deng, Senior Counsel, Pearl Cohen Zedek Latzer B3: Working with Global partners: Finding the best market strategy for your company Depending on your industry, type of product, organizational style and target customer, you need to determine the best strategy for success in each foreign market you enter. There are pluses and minuses for each scenario but understanding the legal aspects and how you can benefit from each type of relationship will help you better understand what’s right for your company. Hear from four local companies why they have chosen very different market strategies. Moderator: Stephanie Perini-­‐Hegarty, Lawyer Perini-­‐Hegarty & Associates Panelists: Kevin Redmond, President, Mearthane Products Hope Global (TBD) Larry McCarver, Vice President, TACO Greg Greenberg, Vice President International Sales, Hanna Instruments C3: Bryant University Business Development Services: Exploring programs that drive exports. By making the Chafee Center at Bryant University part of your export team you will receive a multitude of benefits through professional consultants, student researchers, faculty and other professional organizations. In close collaboration with the RIEDC, the SBA, the RISBDC and other organizations, the Chafee Center partners with companies to help them with the information, resources and programs they need to successfully grow their business. In this session participants will learn more about these services and how other local companies have put these services to best use for their companies. Moderator: Linda Woulfe, Assistant Director, The Chafee Center for International Business Panelists: Frank Bliss, President, Bliss Manufacturing Cheryl Zimmerman, President, FarSounder Elena Barkalova, Senior International Business Analyst, Alex and Ani Migena Dulaj, Student at Bryant University D3: China: China as a growing market for “Made in USA” exports. Everyone has heard about the growing China market, but what does that really mean for U.S. exporters? Are there really opportunities there for U.S. products and if so, how does a company find the right partners, protect themselves against risks and successfully take advantage of this large consumer market? This panel consists of experts working in or having worked in China that can share hands-­‐on experience building American businesses in China. Moderator: Mark Freel, Partner, Edwards, Wildman, Palmer LLP Panelists: Michael Byrnes, Senior Partner, AmerChina Partners Mark Ray, Director, JLJ Consulting Mike Pereira, The Rhode Island International Group, LLC Steve Siener, Vice President, The Cooley Group E3: Made in the USA: Manufacturing for Export; Successfully handling the unique challenges of selling to global markets. What does it take to do business internationally when your primary focus has always been on the U.S. market? Satisfying foreign customers may mean adapting your product or your packaging, the language, your technical specifications or something else in order to meet an international company’s demands. These needs could be based on cultural, regulatory, governmental or societal standards or restrictions and understanding and adapting to these should be part of your global marketing strategy. Many local companies have been doing it successfully for years and are here to share their stories of both success and setbacks, and why they do it. Moderator: Karl Wadensten, VIBCO Panelists: Thomas Tanury, Chairman, Tanury Industries Eric Menke, International Sales Manager, Astro-­‐Med Inc. Todd Blair, Director Sales and Marketing, Biomedical Structures LLC Jim Cardillo, Ferguson Perforating