Exporting to China: Peril or Smart Business Plan?

May 23, 2006

Exporting to China: Peril or Smart Business Plan?
presented by the Rothman Institute and the U.S. Commercial Service, U.S. Dept. of Commerce

China, one of the fastest growing economies in the world, has strong attractions for American traders who are considering entering the Chinese market. Yet it can be a difficult country in which to do business. American firms must deal with a wide variety of issues, including the changing priorities of the Chinese Government, the lack of transparency in government decision making, the ups and downs of U.S.-China relations and the difficulties in dealing with a different culture. Now, this timely forum can guide you past such obstacles—and put you on the path to a successful venture in this large and challenging market.


8:35 - 9:15 a.m. Prospects for the Chinese Economy.
- General overview plus business environment as perceived by American business in China (examples include HR, IPR, WTO).
- Industry Issues, including Automotive, Banking.
- Outlook for Business in China

9:15 – 10:00 a.m. China's Commercial Landscape.
- Opportunities and Challenges, Paths to Market Entry and Available Federal Resources

10:00 – 10:20 a.m. Coffee Break

10:20 – 11:00 a.m. Managing Risk in an Evolving Business Environment.
- Protecting IP.
- Negotiating contracts, useful clauses & considerations.

11:00 – 11:40 a.m. Assessing and Reaching Chinese Market.
- Customs and Logistics: Getting your products to Market.
- Secure Financing and Getting Paid

12:00 - 2:00 p.m. Lunch Panel: Realities of Chinese Market.
Some topics to be touched on Special challenges; Common mistakes; Successful sales strategies/business to business selling; Successful negotiation strategies.

2:00 p.m. Closing Remarks

2:00-3:00 p.m. Open Discussion with Presenters

$50 before May 19; $125 at the door
Lenfell Hall, College at Florham, Fairleigh Dickinson University, Madison, NJ
Call 973.443.8842

Registrants will be automatically entered into a drawing to receive a complimentary roundtrip airline ticket to China courtesy of Continental Airlines.

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Irene Chiu is an associate in the Business Transactions Practice. Ms. Chiu's practice focuses on representing public and private companies in mergers and acquisitions; advising emerging growth companies and investors in venture capital financing; forming joint ventures, partnerships, corporations, and other forms of entity; and counseling clients on general business law and corporate & securities law. Ms. Chiu also represents and advises information technology and life sciences clients regarding collaboration, strategic alliances, licensing, intellectual property rights, outsourcing and commercialization of technology assets; counsels manufacturing companies regarding distribution and supply agreements; and negotiates clinical trial agreements for domestic and international pharmaceutical companies. Ms. Chiu has experience with clients doing business in China and Hong Kong, including joint ventures, wholly foreign-owned entities, manufacturing, licensing, distribution and supply arrangements. Ms. Chiu is fluent in Chinese and possesses a conversational level of Japanese.

Kellie Holloway Jarmon is a Commercial Officer with the US Commercial Service, US Department of Commerce. Following her 2004 departure from the U.S. Embassy in Beijing, China, she was asked to direct a national China outreach and trade promotion campaign for the US Commercial Service. In this capacity she liaises with five offices in China, Washington DC, and the 110 US district offices of the US Department of Commerce. She also manages the recently launched China Business Information Center for the Commerce Department. While with the commercial section of the U.S. Embassy in Beijing, she was responsible for facilitating the entry of U.S. business into the China market and focused her efforts in the Environmental, Agri-business and Industrial Equipment industries. Prior to that assignment, she worked for the U.S. Commercial Service in Washington, DC, Phoenix, Arizona, The Hague, the Netherlands, and Toronto, Canada. She has held leadership responsibilities on the U.S. Department of Commerce's national Environmental Technologies and Healthcare Teams and has organized trade missions to Asia and Europe. While in Arizona, she served as a board member of the Arizona Governor directed Arizona Bio-industry and Environmental Technology Clusters. Prior to joining the Commercial Service, Ms. Holloway worked as a management consultant in Portland, Oregon, supporting high tech and energy sector clients in international joint venture activities. She also spent two years in Hiroshima, Japan teaching English. Ms. Holloway has a BSBA in Marketing from the University of Arizona supplemented with course work from the University of Copenhagen and a MBA in International Management from Thunderbird, The Garvin School of International Management.

Brian T. Gordon has over 16 years experience in international trade banking and trade finance. Immediately prior to joining HSBC in July 2005, he was Vice President and Sales Officer in charge of Sovereign Bank’s structured trade finance offering. Over a three year period Mr. Gordon launched and lead Sovereign’s involvement in the Ex-Im Bank’s  short, medium, and long-term loan and guarantee programs, the Ex-Im Bank Working Capital Guarantee Program, as well as a short-term private-sector insurance program for exporters. Prior to that he was a Vice President and International Business Development Officer with the Wells Fargo HSBC Trade Bank, NA in the Midwest covering the import and export trade needs of large corporate and middle market companies in six states. In his current role with HSBC, Mr. Gordon is responsible for international marketing and business development efforts in Connecticut, New Jersey, Pennsylvania, Delaware, Maryland, Virginia, and Washington D.C. This effort is targeted towards import and export prospects and customers with annual revenues between $2 million and $2 billion and focuses specifically on the international products and services offered by HSBC. Mr. Gordon has been married to his wife Tammy for 13 years and together they have two children, Emma (age 5) and Ian (age 3). He and Tammy both attended the University of Nebraska-Lincoln. Mr. Gordon has served on the boards of several non-profit organizations including three years as board president of Voices for Children in Nebraska, was a member of the District Export Council and has served as president, treasurer and board member of international trade clubs and associations.

Rennie Alston has provided his professional services in international trade for the past 23 years. His career began in 1980 at United Customs Inc., providing customs brokerage field services. During a ten year tenure at United Customs, he moved up the ladder through the customs brokerage operation to the import manager position. Rennie, a licensed customhouse broker, has provided services as a professional educator on topics such as import regulations and documentation, customs entry preparation, customs broker license preparation and export compliance at the world trade instititue at Pace University for the past 20 years. In 1990, he served as the international import manager for the Wilson Group. Rennie was named the national customs brokerage advisor for Nippon Express USA Inc., where he served for nearly a decade providing national customs regulatory expertise to over 22 national brokerage operational facilities. In 1995, he became the CEO/president of the Alston Group International Trade Consultants, a private international trade management and development firm specializing in educational services and consultation. Through auspices from the Academy for Educational Development in Washington, D.C., Rennie has provided training to the customs agencies of Armenia and the Republic of Georgia, India, Nepal, Brazil, and Guyana on U.S. customs regulations and procedures. Rennie is currently a senior vice president of American River International and resident of American River Brokerage Services, ltd.

Keiko (Kay) Ikawa is Managing Director of Asia Pacific Sales for Continental Airlines. She currently has sales and marketing responsibility for Continental’s daily Tokyo, Hong Kong and Beijing flights.  Kay is a veteran of the travel industry with extensive sales and managerial experience. Her career started with Japan Airlines, followed by Northwest Airlines where she progressed within the Sales Department as a sales representative, Assistant District Sales Manager-Chicago and to District Sales Manager for Southern California and Mexico. Kay later developed Northwest’s “Nikkei” program for the Japanese expatriate and corporate market as the sole National Sales Manager for the Japanese market to support North America’s 14 daily flights to Japan. During her tenure, she launched several new Japanese routes for Northwest. Through her extensive knowledge of the airline industry and involvement with many Asian-based organizations, Kay has been instrumental in Continental's successful launch of Newark – Tokyo, Houston - Tokyo and Newark – Hong Kong nonstop flights. In June of  2005, Continental Airlines became the first US airline to start non-stop service from the Northeast to Beijing. Kay is on the board of the Japan America Society of Washington DC, Japan Business Association of Houston and the Japan America Society of Houston.   She holds memberships in the Hong Kong Association of New York, National Committee of U.S.-China Relations, China Institute, Japan Society of New York and the Asia Society of Texas. Ikawa was born and raised in Japan and educated in both countries with a  BA in Psychology.

Xinyue Jasmine Geffner was appointed Regional Head for the Americas for HSBC’s China International Business Development team in 2005. She has extensive investment & commercial banking experience covering a variety of sectors and has advised companies in Mainland China and the Americas region on M&A, capital raising, and other financing activities. Jasmine has worked with many large and small companies to develop cross border businesses in and out of China such as China Development Bank, Bank of China, Wal-Mart and Home Depot. Jasmine graduated Summa Cum Laude with a BA in marketing and finance from Baruch College and received an MBA in finance and accounting from New York University’s
Stern School of Business. She also holds a CFA charter. A native of Mainland China, Jasmine is fluent in both Mandarin and Cantonese Chinese.


The U.S. Commercial Service is the trade promotion arm of the U.S. Department of Commerce and helps U.S. small and medium sized business grow international sales by providing World class market research, Trade events that promote U.S. products or services to qualified buyers, Introductions to qualified buyers and distributors and Counseling and advocacy through every step of the export process. The U.S. Commercial Service’s worldwide network of offices and trade experts can help U.S. companies expand their international sales. The agency's network includes 107 U.S. Export Assistance Centers throughout the country, and more than 150 offices overseas. Last year, the U.S. Commercial Service facilitated over $23 billion in U.S. exports, and conducted nearly 150,000 counseling sessions with American companies.

Continental Airlines is the world's sixth-largest airline. Continental, together with Continental Express and Continental Connection, has more than 3,200 daily departures throughout the Americas, Europe and Asia, serving 151 domestic and 137 international destinations. More than 400 additional points are served via SkyTeam alliance airlines. With more than 42,000 employees, Continental has hubs serving New York, Houston, Cleveland and Guam, and together with Continental Express, carries approximately 61 million passengers per year. Continental consistently earns awards and critical acclaim for both its operation and its corporate culture. For the third consecutive year, FORTUNE magazine named Continental the No. 1 Most Admired Global Airline on its 2006 list of Most Admired Global Companies. Continental was also named the No. 1 airline on the publication's 2006 America's Most Admired airline industry list. In 2005, Continental again won major awards at the OAG Airline of the Year Awards including "Airline of the Year" and "Best Airline Based in North America" for the second consecutive year, and "Best Executive/Business Class" for the third consecutive year. For more company information, visit continental.com.

Morgan Lewis is consistently ranked among the world’s leading law firms for a reason: We deliver effective solutions to our clients. From day-to-day business decisions to the most complex and global business transactions, Morgan Lewis clients rely on the firm to guide them through all of their legal needs. With more than 1,200 lawyers in 20 offices worldwide, including Beijing, Boston, Brussels, Chicago, Dallas, Frankfurt, Harrisburg, Irvine, London, Los Angeles, Miami, New York, Palo Alto, Paris, Philadelphia, Pittsburgh, Princeton, San Francisco, Tokyo, and Washington, D.C., Morgan Lewis offers seamless service across practice areas, no matter where our clients reside. For more information about Morgan Lewis or its practices, please visit us online at www.morganlewis.com.

The HSBC Group, Headquartered in London, is one of the World’s largest banking and financial service organizations. The HSBC Group has over 9,700 offices in 77 countries and territories in Europe, the Asia-Pacific region, the Americas, the Middle East and Africa. We serve over 110 million customers worldwide in the areas of Personal Financial Services, Consumer Finance, Commercial Banking, Private Banking, Wealth and Tax Advisory Services and Corporate, Investment Banking and Markets. HSBC in North America has over 60 million customers, 53,000 employees and 2,200 offices in 46 states and across Canada. The financial products and services are offered under the HSBC, HFC and Beneficial brands. HSBC Bank USA, N.A. has nearly 400 branches in New York, a network of branches in New Jersey, Florida, California, one branch each in Delaware, Pennsylvania, Washington State and Washington, D. C.   HSBC USA Inc is one of the nations 15 largest bank holding companies by assets.

Fairleigh Dickinson University’s Rothman Institute of Entrepreneurial Studies has been supporting entrepreneurship and innovation since 1989. Its nationally recognized academic program includes a comprehensive curriculum on both undergraduate and graduate levels. Outreach programs include the Family Business Forum, executive training programs, the Female Entrepreneurs’ Alliance, the executive training seminars/courses for entrepreneurs, and the Business Plan Development program. Recognition programs include the Distinguished Entrepreneurial Lecture Series, the NJ Family Business of the Year Awards, the NJ Female Entrepreneur Lecture, the East Coast Student Entrepreneur Awards and the NJ Business Idea Competition.

The Silberman College of Business is a leading provider of high-quality, innovative business education. The College is accredited by AACSB International—The Association to Advance Collegiate Schools of Business. Its mission is to prepare graduates to assume leadership positions in a global business community characterized by rapid technological and social change. The educational programs are built on the diverse backgrounds and experiences of both the faculty and students, emphasizing the practice of business management through the applied research and professional activities of the faculty. Fairleigh Dickinson University, New Jersey’s largest private university, is a nonsectarian, coeducational institution offering more than 100 degree programs on the undergraduate, graduate and professional levels.