INTERNATIONAL TRADE ROUNDTABLES

BACKGROUND

The Mass. Alliance for International Business (MAIB) periodically presents International Trade Roundtables.  These small group sessions (maximum 20 participants) are usually held at manufacturing companies during lunchtime.  At a typical Roundtable, a senior-level executive from the host company makes a brief presentation about the company and its current international trade challenges.  This talk is followed by a general, open discussion among all attendees.

Participants in recent Roundtables were CEO's, Presidents, Chief Operating Officers, Export Managers, Sales Managers, Chief Financial Officers, Company Founders, and Technical Directors.

RECENT ROUNDTABLES

In Spring 2006, Roundtables were held at New Balance Athletic Shoe in Lawrence, Hudson Lock in Hudson, MA, and Acushnet Company (manufacturers of Titleist golf balls and other leisure products) in Fairhaven. 

Topics for the Roundtables vary from session to session.  Recent topics include:

• Avoiding Knock-offs: Protecting Your Patents and Trademarks


• Pitfalls and Premiums: Choosing New Overseas Markets


• Across the Pacific: Sourcing and Selling in Southeast Asia

SPEAKERS/HOSTS

MAIB Roundtables feature seasoned international trade executives as discussion leaders.  In May 2006, Ed Haddad, Senior Vice President for International Sales and Licensing at New Balance, facilitated a Roundtable about international copyrighting and counterfeiting issues.  Mr. Haddad was featured in Fortune Magazine's May 2, 2006 issue. 

Joel Liberto, President of Hudson Lock, led a mid-May, 2006, Roundtable discussion about international challenges he and his firm have faced over the past several years.  Hudson Lock manufactures products in China and in Massachusetts; they recently closed a manufacturing facility in Mexico and returned jobs to the Commonwealth. 

In June 2006, Bill Burke, CFO of Acushnet, facilitated a Roundtable session about the challenges of manufacturing and sourcing in the Far East.  Acushnet has had a presence in Asia for many decades and has experienced the advantages and disadvantages of using distributors versus investing in a wholly owned subsidiary overseas.

COMMENTS FROM ROUNDTABLE ATTENDEES

Feedback from trade executives who've attended Roundtables is quite positive.  Here's what attendees at the Spring 2006 Roundtables found most helpful:

• Meeting with other manufacturers


• Talking with fellow senior managers


• The subject matter expert/speaker


• Listening to issues that other companies have to deal with


• Mix of participants


• Well-organized program


• Comprehensive presentation


• Open forum to discuss any topics relevant to my business


• Listening to the experts

FINDINGS/CONCLUSIONS
Discussion and advice that came out of the Spring 2006 Roundtables regarding international trade is summarized below:

Go where customer growth is occurring or will occur - stay ahead of curve
Do your due diligence before entering new overseas markets
Understand the culture
Carefully evaluate how to structure an overseas operation
Choose partners carefully

Get the right "boots on the ground"
Manage and minimize risk
Supply chain is critical - invest in this
Diversify manufacturing centers
Walk away if necessary

Outsource some manufacturing overseas (lower cost) to preserve jobs in Mass.
Register trademarks worldwide
Conduct factory visits & face-to-face meetings overseas
Use investigators before attorneys - more eyes, the better
Register with foreign Customs, get them on your side

Use local resources - Massport, Mass Export Center, professional trade organizations

SPONSORSHIP of ROUNDTABLES

The Mass. Alliance for International Business (MAIB) offers sponsorship opportunities to interested companies and organizations.  Recent Roundtable sponsors include MassDevelopment (www.massdevelopment.com).  If you are interested in sponsoring future Roundtables, contact alliance@aimnet.org.

FUTURE ROUNDTABLES