2015 Program Descriptions

Exam Prep Boot Camp
Train the Trainer Boot Camp
Pre-Conference Workshop: ITAR
Pre-Conference Workshop: Intellectual Property Protection
Session I
Session II
Session III
Session IV
Session V
Session VI

CGBP Exam Preparation Boot Camp

Presenter(s):
Madeline Grant Dean Santa Ana College Santa Ana, CAGabe Shweiri Assistant Professor Santa Ana College Santa Ana, CA

 

Laura Wolff Instructor Southern Illinois University Edwardsville, IL

A team of NASBITE certified trainers will offer intense preparation in all the subject areas (domains) of the CGBP exam. Expert, experienced trainers in all four CGBP domains will cover global business management, global marketing, supply chain management, and trade finance. Specific topics include global culture, Incoterms, international documentation, trade compliance, payment methods, credit management, financing exports, foreign exchange, export readiness, mitigating risk, business planning, global budget and leveraging resources, foreign market identification, entry mode, partner selection, and the marketing mix. Candidates will be preparing for the 2014 revision of the exam and changes from the last revision will be addressed to the degree that the CGBP Governance Council and exam preparation committees have made those changes public.

CGBP Train the Trainer Boot Camp

Presenter(s):
Jim Foley Director Turner Center for Entrepreneurship Bradley University Peoria, IL

Are you considering developing a credit or non-credit CGBP course at your institution? This two-day intensive CGBP training will be focused on providing the training and tools to help faculty and program staff develop a CGBP training program. We will discuss ways to integrate CGBP training into the classroom or executive training programs, identify and train faculty and presenters, and discuss specific tools and resources to support CGBP classes or programs. We will also work through CGBP exam topics (tasks and knowledge statements) to help train participants on key topics. The training will use CGBP cases and team exercises you can implement in the classroom. Workshop participants will receive special consideration when applying for CGBP Certified Trainer status. Please join us for this fun, interactive workshop and help launch the CGBP at your school or trade center!

Pre-Conference Workshop:

ITAR

Presenter(s):
Bob Imbriani Vice President for Corporate Development Team Worldwide New York, NY

Export Controls Under The International Traffic in Arms (ITAR) & The Export Administration Regulations (EAR) With a focus on the Changes Under Export Control Reform (ECR)

Export controls and compliance with the regulations has long been a complex issue for exporters. Determining agency jurisdiction and classification under the appropriate regulations is difficult and requires a comprehensive understanding of the regulations. The classification and compliance process has only become more complex under the new Export Control Reform (ECR) initiatives and regulations. Noncompliance can be costly and even lead to loss of export privileges. This program will help you identify what has changed and the steps necessary to be in full compliance. Through a review of the regulations as they currently exist and particular examples the participant will gain an understanding of how to navigate the ITAR & EAR properly classifying their exports and obtaining the necessary licensing and permission to export. They will learn about the new “500” and “600” series and other critical changes to the ITAR and EAR. Learn what has changed and what has not, and see how to determine if items previously controlled under ITAR are now controlled under the EAR. Use compliance to your competitive advantage!

Pre-Conference Workshop:

Intellectual Property

Session Presenter(s):
Susan Anthony Acting Director Global IP Academy U.S. Patent and Trademark Office Washington, DC.

China’s Challenges to Intellectual Property (IP) Protection

China is a tremendous opportunity for exporters. However, protecting IP can be confusing and challenging. Too often companies just ignore the risks and don’t seek protection. This pre-conference workshop will discuss the issues associated with IP protection in China. Topics include:

  1. The myths of protecting IP in China: a lawless landscape, too expensive, can’t enforce
  2. The types of IP protection: trademarks, patents, trade secrets, and copyrights. How they are similar to US law, and vary, such as the utility model patent
  3. Internet infringement: tort liability, notice and takedown
  4. Auction sites
  5. Trade shows and related concerns
  6. Contracts
  7. Why it is important to protect IP in China including programs such as customs recordation
  8. Resources including a detailed discussion of the role of the US government, training resources
Session I (Concurrent Sessions)

I-A

Presenter(s):
Kate Arroyo International Trade Specialist Florida SBDC at University of North Florida Jacksonville, FL
Jared Bailey Consultant Florida SBDC at University of North Florida Jacksonville, FL

International Market Selection: A New Tool to Make Your Life Simpler

Effective international market selection is both art and science. Beyond limited resources, time, and expertise, the sheer volume of trade data and industry reports can discourage small business exporters from developing a strategic international expansion strategy. In order to reduce the time needed to gather and evaluate the data involved in global market analysis, the presenters, both SBDC consultants, developed a computer assisted tool based on best practices from the export consulting field to target international markets most suited for the new-to-export or infrequent exporter’s initial export strategy. Using the International Marketing Metrics (IMM) tool, small business exporters are able to quickly compare dozens of markets via the interactive country ranking matrix and illustrative graphing system.

In this presentation we introduce attendees to the International Marketing Metrics (IMM) tool and explain how to use it effectively with real world case studies. In lieu of handouts we will present our video manual housed on YouTube.

I-B

Presenter(s):
Jim Foley Director Illinois SBDC International Trade Center Peoria, IL

John Larsen Deputy Director Trade promotion Coordinatoing Committee Secretariat US Dept of Commerce Washington, DC

Next Step for CGBP Counselors in SBDCs

The SBDC network currently has over 300 CGBPs. This has significantly increased the capacity of SBDCs to offer international trade assistance. However, there is the potential to further expand the reach of our trade assistance. One strategy is by developing deeper knowledge to focus on in-depth trade assistance such as trade compliance, trade financing, detailed foreign market research, etc. Another strategy is to consider what resources, knowledge or techniques are most effective for successfully identifying export-ready clients, and encouraging them to pursue international trade as a growth strategy. Join the ASBDC International Trade Committee and federal partners for a conversation on this topic. Share your thoughts.

I-C

Presenter(s):
Maurice Kogon Founder Kogon Trade Consulting Torrance, CA

Extensive International Trade Resources in a One-Stop Web Portal

The Internet is a goldmine of information for exporters and trade assistance organizations. But while mountains of Web resources exist, typical ”Googlers” waste far too much time searching for just the nuggets they need, without necessarily finding them. A few websites have aggregated this overabundance into more user-friendly, one-stop ”portals.” This online presentation will demonstrate the front- and back-end of an entirely free, grant-funded portal with thousands of ”deep” links covering all phases of the export process. You’ll see how these extensive resources are categorized for pinpoint searching and can be kept current with additions or updates. You’ll be walked through a range of search scenarios to help you as an export counselor, as a new or experienced exporter, or as an export service

provider. You’ll also be invited to volunteer to help expand and maintain the site.

I-D

Presenter(s):
Sarah Singer Assistant Director Michigan State University International Business Center (MSU-CIBER) East Lansing, MI

Jade Sims Outreach Specialist for Business and International Trade Michigan State University International Business Center (MSU-CIBER)

globalEDGE.msu.edu: A Free Resource for Teaching, Education, and Training

globalEDGE, consistently one of the top international business websites on the Internet, offers the latest and most comprehensive international business and trade content for a wide range of topics. Among the myriad resources on globalEDGE are a Resource Desk with links to over 5000 high-quality international business websites, Academy with resources from syllabi to conference announcements for educators and students alike, an international business blog, and sections on countries, states, and industries featuring insights on doing business in the world’s markets and industries, and numerous other tools and resources for the international business educator, researcher, or practitioner. This presentation will also highlight the globalEDGE international business module series. These modules provide an excellent source of international business information to students around the world and are a great resource to prepare for the Certified Global Business Professional credential offered by NASBITE.

I-E

Presenter(s):
Betty Vining Assistant Teaching Professor University Of Missouri-St. Louis St. Louis, MO

Michael Costello Assistant Teaching Professor University of Missouri-St. Louis St. Louis, MO

International Business Career Conference

The University of Missouri at St. Louis (UMSL) College of Business Administration has developed over seven years a student organized international business career conference (IBCC). The program through a series of large group and small workshops helps students prepare for careers in business. The IBCC is not a job fair. Students organize a three-quarter-day event in which international business executives participate in: a. A key note address; b. Four small group topical programs; c. International dishes luncheon with participating company executives (student practicing networking skills); d. Closing topical panel presentation. The IBCC program has grown to attract 400 students from over 25 college and university international business programs. Assessing the impact on student career alignment and

development, we have learned that allowing students to design and implement their own educational conference can be an extremely effective tool in helping them in their career progress. The IBCC is a unique, successful and inexpensive, student organized and delivered program that is replicable, and offers a tremendous opportunity for colleges and universities seeking to better prepare their graduates for careers.

Session II (Concurrent Sessions)

II-A

Presenter(s):
Ray Bowman Director, EDC SBDC Economic Development Collaborative Ventura County Camarillo, Ca

Managing International Costs and Risk

This workshop is designed to give a more advanced level view of managing international costs and risks, including sale terms and calculations of landed cost and channel pricing and margins.

II-B

Presenter(s):
Carla Gonzalez SBDCGlobal.com Site Specialist The University of Texas at San Antonio – International Trade Center San Antonio, Texas

Berenice Carmona Senior International Business Consultant The University of Texas at San Antonio International Trade Center San Antonio, Texas

SBDCGlobal.com – Connecting Small Business to the World

Learn about the international business opportunities that SBDCGlobal.com has to offer. SBDCGlobal.com is a free, multicultural, web-based trade platform that links the advisors and small business clients of the Small Business Development Center (SBDC) networks in the United States, Mexico, El Salvador, Belize, and Tunisia with trade opportunities, business information, and integrated assistance from SBDC advisors. The website provides small business clients working with an SBDC with prequalified trade leads coupled with the assistance of local SBDC advisors so that they can increase their global competitiveness, expand sales, and create jobs. SBDCGlobal.com also provides users with cutting-edge resources regarding international trade marketing, finance, and logistics. Come learn how the features of SBDCGlobal.com can provide value to you.

II-C

Presenter(s):
Maurice Kogon Founder Kogon Trade Consulting Torrance, CA

Matrix Techniques to Identify Best Export Industries and Markets

In a budget-constrained economy, state export development organizations and export counselors are best advised to focus on industries and markets offering the greatest export growth potential for their regions and clients. This presentation will demonstrate a matrix methodology to differentiate best prospect industries and markets from less promising options. The methodology applies readily available statistical and other data to a set of multiple ”predictor” criteria for any number of industries and countries. Attendees will engage in a practical exercise to fill out blank targeting matrices, based on the criteria and illustrative data provided.

II-D

Presenter(s):
Zachary Person Program Manager Illinois International Trade Center Center for Entrepreneurship College of DuPage DuPage, IL
Jimmy Tobyne Strategic Partnership Development Americas Alibaba.com

International ecommerce, an Alibaba/ITC Partnership and Finding New Customers

International eCommerce platforms like eBay, GlobalShopEx and Alibaba.com offer companies of all sizes an unprecedented opportunity to cheaply and easily:

1. Connect with international buyers and sellers – and drive new sales and/or lower costs.

2. Gain exposure to millions of buyers and sellers across the globe.

3. And do it all from the convenience of their homes and offices.

According to over 40 million registered Alibaba users:

1. A huge percentage of Alibaba users are searching for WESTERN – BRANDED – HIGH QUALITY products.

2. Less than 10% of the products currently listed on the Alibaba platform are western, branded, high quality products.

Ergo – this is a HUGE opportunity for MADE IN THE USA PRODUCTS to fill this gap in global demand.

People buy BRANDS not products. This is a key theme across global markets.

We will talk about strategies for strengthening a company’s brand-story and tools to craft this narrative.

It’s easier than ever to find new international customers – however, the risks of selling internationally have not changed. International Trade Centers are uniquely positioned to help their clients prepare for the new business opportunities garnered from eCommerce platforms like Alibaba and other global eCommerce sites. We will talk briefly talk about strategies for helping clients understand and navigate this new frontier and opportunity.

II-E

Presenter(s):
Laura Wolff Instructor Southern Illinois University Edwardsville Edwardsville, IL

Developing a Career in International Trade

This panel will highlight four professionals in the early stages of their careers in international trade. Representatives will include at least one from industry, government and trade assistance centers. The panelists will discuss skill sets required for their positions, how the CGBP assisted them in their career endeavors, and those subjects and/or skill sets, if any, in which they wished they’d been better prepared.

Session III (Concurrent Sessions)

III-A

Presenter(s):
Anthony Cambas Director International Trade Center – SBDC at Oklahoma State University Stillwater, OK

Customs in the 21st Century: An Overview for Academics, Trade Assistance Providers, and Practitioners

U.S. Customs and Border Protection (CBP) and Customs Administrations throughout the world have traditionally regulated the flow of goods and people across borders. In recent years the role of Customs officials has been greatly expanded and will do so more in the future as technologies and the nature of international trade-related risks continue to evolve. CBP and Customs officials around the world regulate exports and imports in various and sometimes surprising ways and it is imperative that trade specialists have a solid understanding of the multifaceted role played by Customs in simultaneously securing and facilitating international trade.

III-B

Presenter(s):
Leah Goold-Haws Deputy Sector Navigator, Global Trade & Logistics California Community College Chancellor’s Office hosted at Feather River College Redding, California

The Junior Centers for International Trade Development

The Junior Center for International Trade Development (Jr. CITD) is a high school level program, introducing global business concepts to high school seniors as part of a class project. The Jr. CITD introduces students to both the state trade services programs as well as the NASBITE CGBP certification by providing an outline for a class research project that follows the four knowledge domains of global trade. High school faculty teaching business and entrepreneurship courses will be able to access and download a template for the Jr. CITD class project. Each template will provide a

business case study from which students will select a regional business to model their research on. Students will select a foreign country of interest as the trade partner. Additionally, each template will provide a description of the four domains: supply chain, marketing, finance and management. Students will work in groups or as a class following guidelines on basic research on behalf of the designated business. Finally, at the fore of new credentialing, digital badges will be created representing the four knowledge domains that students may earn. Students will take online assessments throughout the project to assess their understanding of the subject matter. As students pass these assessments, they will be awarded a digital badge (up to four) in each of the domains as recognition of their work.

III-C

Presenter(s):
Shawn Levsen Adjunct Professor Austin Community College Round Rock, TX

Improving Global Supply Chain Processes

This presentation will cover the most common process issues that exporters face when they first start physically moving products to foreign countries.

III-D

Presenter(s):
Mark Wocial Wocial & Associates LLC Indianapolis, IN

Managing brands in international markets – The”War-Room Wall” approach

The war room is one of the oldest and most effective management devices. Successful generals use war rooms because it is the best way to deal with complex strategic problems. Key information is presented on the war-room wall in a visual format. This visual format can be used to manage brands in international markets. The brand strategy wall contains the crucial information about the company’s brands as well as the customers and competitors in a given market. This presentation will show how to construct and use the key visual tools that should be displayed on a brand strategy wall to facilitate brand management. These analytical and decision-making tools include the marketperceived value proposition profile, the strategy canvas, the four-actions-framework, the brand identity diamond and the international brand portfolio matrix. These tools help to frame critical questions, find creative solutions and chart successful brand strategies. Moreover, they can be used in meetings around the world to communicate effectively with international distributors or partners. The war-room wall approach helps create strong brands that are a gateway to global excellence.

III-E

Session Presenter(s):
Susan Anthony Acting Director Global IP Academy U.S. Patent and Trademark Office Washington, DC.

Obtaining IP Protection Around the World

This program will focus on obtaining patent, trademark, and copyright protection throughout the world, featuring an expert from the U.S. Patent and Trademark Office and the World Intellectual Property Organization. Topics include:

1. A Brief Overview of U.S. Protection for Patents, Trade Secrets, Trademarks, and Copyrights.

2. Obtaining Patent Protection Internationally: The Patent Cooperation Treaty (utility patents) and the Hague System (design patents) (and including where to seek protection).

3. Obtaining Trademark Protection Internationally: The Madrid Protocol (and other international treaties) (and including where to seek protection).

4. A Brief Overview of Domain Names and the Development of an International Filing Strategy.

5. If There is No Such Thing as an “International Copyright,” How is Copyright Protection Obtained Abroad?

Session IV (Concurrent Sessions)

IV-A

Presenter(s):
Raymond Clark International Business Development Euromonitor International Chicago, IL
Michael Pacuara Global Director, Government & Trade Euromonitor International Chicago, IL

SUCCEEDING IN EMERGING MARKETS

The first and most important step when planning an expansion strategy is to select the right market or markets. Our four pillar model, encompassing market, population, access and business environment, brings a defined process and, therefore, clarity to selecting new emerging markets.The primary concern is to undertake a thorough analysis of all markets of interest before creating a shortlist of potential winners. A failure to do this could lead to missed opportunities, or an embarrassing and costly mistake.

IV-B

Presenter(s):
John Larsen Deputy Director Trade promotion Coordinatoing Committee Secretariat US Dept of Commerce Washington, DC

Mary McKinney Director Duquesne University SBDC Pittsburgh, PA

Luis Pinilla, Esq. President and CEO of Pinilla Plazas and Associates Bogota, Colombia

Brent Rondon Manager, Global Business Program Duquesne University SBDC Pittsburgh, PA

A Panel: Look South USDOC initiative and opportunities in the Pacific Alliance Latin American Countries

This panel discussion focuses on the several opportunities US firms have to access one of the most exciting growth regions just south of our border. Hear from USDOC’s Deputy Director for Trade Promotion Coordinating Committee (TPCC) Secretariat; a trade expert and lawyer coming from Bogota, Colombia to offer the latest information on regional trade developments and resources; and recent USDOC MDCP grant recipients for trade to the Pacific Alliance countries. The panel features a discussion of USDOC’s Look South initiative and presents the tool kit, upcoming trade events, a

market overview, in-country trade resources which can help boost US firms’ sales opportunities, and national partnering opportunities for the three year MDCP grant. This region has some of the fastest growing world economies, favors US made products and services and target countries which have FTAs with the US. Come learn about how US firms can participate in these opportunities and grow their sales by double digits. Specific industries that can be successful in this market include: Building and Construction, Petrochemical, Infrastructure, Oil and Gas, Mining, Power Generation, Transportation Equipment, Engineering firms, Information and Communications Technology, Environmental and Renewable Energy; Safety and Security. To learn more about the Pacific Alliance project visit www.duq.edu/sbdc.

IV-C

Presenter(s):
Donna Davisson Executive Director NASBITE International Cleveland, OH
Christine Schrage Global Opportunities Coordinator University of Northern Iowa Cedar Falls, IA

Incorporation of the CGBP into university curriculum

Universities realize the importance of bringing practical trade education to undergraduate as well as graduate students to compete in the now integrated global economy, yet they may be unsure how to accomplish this in today’s competitive market. While theory is important, and lays a foundation for a degree, a sound working knowledge one that sets students apart in the job market is critical. Integrating the CGBP into higher education curriculum is a great way to accomplish this task, but may be challenging when deciding how to structure this task. Presenters will provide a working knowledge of this strategy as well as real integration examples on how this was accomplished so attendees may do the same at their institutions.

IV-D

Presenter(s):
Colette Hart Senior Director Centers for Outreach & Engagement Monte Ahuja College of Business Cleveland State University Cleveland, OH

Meghan Salkin Special Programs Coordinator Monte Ahuja College of Business Cleveland State University Cleveland, OH

The GlobalTarget Export Mentorship Program

Are you looking for a unique export program that delivers export growth while generating deep relationships with companies in your community? Started in 2005, more than 60 companies have graduated from Cleveland State Unviersity’s GlobalTarget export mentorship program. This presentation will explain the benefits and structure behind the program, a 2011 winner of the President’s E-Award. Attendees will learn how to leverage universities, government services and corporations, who join forces to prop up emerging businesses in propelling export growth.

IV-E

Presenter(s):
Gene Stewman State Trade and Export Promotion Program U.S. Small Business Association Washington, DC

State Trade and Export Promotion Program Overview and Update

This presentation provides a short overview and update on the current status of the Federal State Trade and Export Promotion Program for individuals who interact with US. small businesses that need tangible support/financial assistance to become an exporter or expand beyond their current export markets.

Session V (Concurrent Sessions)

V-A

Presenter(s):
Robert Erwin Senior International Trade Consultant University of Georgia SBDC International Trade Center Lawrenceville, Georgia

Dimitris Kloussiadis Senior International Trade Consultant University of Georgia SBDC International Trade Center Lawrenceville, Georgia

Shipping Documentation Made Easy! (Well Easier)

In this session, we will present a prepackaged mini-course on international shipping documentation that attendees can download and use for student or business training, complete with PowerPoint, handouts, sample forms, and references for further study. The idea here is not to make everyone an expert, but to arm them with enough basic knowledge to safely begin managing the trade documentation process.

V-B

Presenter(s):
Doris Nagel President Blue Sky Consulting Services Vernon Hills, IL
Dimy Doresca Director Institute for International Business University of Iowa Iowas City, IA

How and When to Plant Your Flag

At some point in their development, many exporters will or should consider whether or not to sell directly into a profitable market. The decision to set up a new foreign legal entity is one of the most important that a company will make. It’s an enormous commitment of time, resources, and focus, and it’s critical to get it right. US, state, and local governments offer many resources to help companies export, but are not really equipped to help companies answer questions about whether the company is ready to open a foreign office, where it should locate, and the options available in setting one up. In this workshop, we touch on some of the readiness questions for companies thinking of setting up an office, acquiring a foreign company, or joint venture partnering with a foreign company. We take you through the issues to

consider, the different entry strategies, the risks and the mitigation options, and some of the most common pitfalls. Participants will come away with a much clearer sense of the complexities of establishing a foreign office, as well as some useful tools.

V-C

Presenter(s):
Mike Seibert Director International Business Development SBTDC at NC State University Raleigh, North Carolina
Alex Viva IBD Counselor SBTDC Raleigh, NC

Faculty and Student Engagement: A Relevant Business Opportunity

This is a follow-up to last year’s presentation that features “results” and lessons learned from implementing our faculty liaison program. The program takes a scholar-practitioner approach to teaching MBA students global entrepreneurship and international business development.

V-D

Presenter(s):
Hongxia (Mary) Ma Director Illinois SBDC International Trade Center at GSU University Park, IL

Doing Business with China

China, as the second largest world economy, continues to be a key contributor to US economic growth. In 2013, US exports to China reached $120 billion, making it the third-largest export market for US goods behind Canada and Mexico, our neighbors and NAFTA partners. US exports to China have grown faster than exports to any other major US trading partner. From 2004 to 2013, US exports to China increased 255 percent. That rate is greater than growth to any of the other top ten US export markets. With its large population, rapidly growing middle class, and long list of infrastructure goals, China will continue to be a major export market for US goods and services. The presentation of doing business with China will highlight the China Economic Development, US China trade key facts, the challenges, and areas of

opportunity of entering Chinese market. The presenter, Mary Ma, director of Illinois SBDC International Trade Center, has 15 years working experience in China, having served at a Fortune 500 international ocean transportation company. The presenter will share with you many practical cases and successful stories from international trade businesses. As part of the working group of the White House Initiative on Asian American and Pacific Islanders, she will also introduce the doing business in Asia program. With the boost ecommerce trend, we will also take this opportunity to introduce the newly launched ITC-Alibaba trade cluster initiative to promote Export by Ecommerce program.

V-E

Presenter(s):
Yuki Fujiyama Trade Finance Specialist International Trade Administration U.S. Department of Commerce

Paul Toskin Vice President & Manager Trade Service Group Commerce Bank

Kristi Wiggins International Trade Specialist St. Louis U.S. Export Assistance Center U.S. Department of Commerce St. Louis, MO

Mark Klein Regional Director U.S. Export-Import Bank

Export Assistance Resources and Financing Options

This session brings together experts from both the public and private sectors to discuss the resources available to US small and medium-sized enterprises that are interested in entering, growing, and succeeding in global markets for their export business and financing needs.

Participants will learn about:

1. US government export assistance resources and programs;

2. How to get paid from export sales;

3. How to mitigate the risk of non-payment or delayed-payment by foreign buyers;

4. How to finance your export transactions;

5. How to export and get paid in foreign currencies;

6. How to access and utilize US government-backed trade finance solutions when commercial financing is not available for export sales.

Session VI (Concurrent Sessions)

VI-A

Presenter(s):
Aldis Jakubovskis Program Specialist University of Missouri SBDC Saint Louis, MO
Pablo Arroyo Business Development Specialist University of Missouri Extension SBTDC Union, MO

Developing International Financial Projections

When faced with the task of developing financial projections, it is often the case for a new-to-export or new-to-market business client to view it as a paramount challenge. In addition, the initial investment and financial commitments required to enter a new market might be discouraging to the exporter, especially when means to develop a detailed and comprehensive financial plan are lacking, and a company is faced with too much uncertainty in the absence of a comprehensive financial planning tool. Development of international financial projections involves unique specifics and complexities associated with global markets. When developing an export business plan, the issues of costing (variable vs. full absorption), financial forecasting, and product pricing come into play. Projected sales, COGS, exporting costs,

marketing costs, payment methods, and pricing will be different for international operations. In addition, one needs to consider the topics of break-even analysis, appropriate allocation of corporate/administrative overhead costs, and the interface between exchange rates and sales projections. During the seminar, the key steps and considerations when developing international financial projections will be discussed, and a free Excel-based spreadsheet tool to generate the financial component of an export business plan will be provided. The main purpose of the international financial

projections spreadsheet is to give business clients and counselors a tool that will allow them to create a comprehensive financial picture that will include the income statement, balance sheet, and the cash flow statement for both domestic and international operations, as well as the consolidated company-wide statements.

VI-B

Presenter(s):
Alberto Rodriguez-Baez Senior International Business Consultant UTSA’s International Trade Center San Antonio, TX

Keeping and Growing Your International Distributors: Lightning Bug or Lightning?

In my experience as an exporter and as an international business consultant, I’ve realized that there are three elements that make ”the difference between the lighting bug and the lightning,” the difference between a company keeping or losing its international distributors. These three elements, which I call the Lightning Makers, truly make the difference between developing strong distribution networks and enjoying the benefits of such relationships, and losing distributors and having little or nothing to show for all the effort. In this session, attendees will learn how to successfully implement the Lightning Makers. Here is the best news: Regardless of its size or resources, any company can implement these principles…without breaking the bank!

VI-C

Presenter(s):
Joyce Steffan Director, Office of Global Business Fisher College of Business Columbus, OH
Wes Aubihl Global Program Manager Ohio Development Services Agency Columbus, OH

Closing the Export Knowledge Gap

How did 60 Ohio undergraduate students generate more than $11 million in increased export sales for a group of small to medium-sized Ohio companies? These talented students did this by closing the export knowledge gap and helping their Ohio companies compete more effectively in the global market. Initial research showed companies not only lacked basic skills about the export process, but more importantly, they lacked the focus it takes to effectively expand their markets beyond U.S. borders. With the assistance of well-trained students, companies were able to identify more precisely what kept these companies from exporting more goods and services, and develop an efficient export plan. This presentation will expand on the success of the unique partnership between the Fisher College of Business at The Ohio State University and the State of Ohio Development Services Agency. First, learn the specifics during this session that elaborates on the university process to recruit and educate the right kind of students from universities across the state. Second, be prepared to better understand the process used to recruit the right kind of company that recognizes they have an export knowledge gap. Third, role play the careful matching process that ensures the company is placed with the right kind of intern. Finally, understand the classroom and internship experience shared through the eyes of a

student who participated in the program. In particular, learn how students used their export resource network during their internships and hear from participating companies about the impact the program has had on their global strategies.

VI-D

Presenter(s):
Meghan Salkin Special Programs Coordinator Monte Ahuja College of Business Cleveland State University Cleveland, OH

CGBP-Palooza: Everything You Wanted to Know and More!

This session will provide a solid foundation for CGBPs interested in learning more about maintaining their credentials, how CGBPs can become Certified Trainers, and the impact of that designation on maintainingthe credential. Additionally, the session will provide an overview of the Accredited Program application process and benefits, and an overview of the pre-approved program designation for programs wishing become NASBITE endorsed CEU providers.

VI-E

Presenter(s):
Mike Allocca President Allocca Enterprises Inc.

HTS/Schedule B Classification

As many of you know, classification is the hardest part of importing/exporting. How do you know the classifications used by your customs broker or freight forwarder are up-to-date? Do you know if you have any binding rulings with CBP? Do you know if there are similar products with binding rulings that you can review? When was the last time you received training on classification? Do you have a current list of each of your classifications and descriptions? How can you prove to customs that you used due diligence and reasonable care when determining your classifications? You will have these questions answered and more during the training.