26 METALCON SHOWGUIDE 2012 I
www.metalconstructionnews.com Educational Sessions Special Programs
Monday, October 8 8 a.m.–Noon
SP1 Part A & B Know Before You Go: A Beginner’s Guide to Entering the Global Markets SP1: Part A - 8 a.m.–Noon (regular session)
SP1: Part B - Noon–2 p.m. (regular session and a round- table lunch discussion immediately following)
For companies that operate in saturated or slow-growth markets, the tempta- tion to expand into new, larger and faster growing markets can be too much to resist. But along with the possible rewards from entering the global markets comes signifi cant risks as companies can easily underestimate the costs from unfamiliar legal requirements, business practices and cultural differences.
This half-day seminar helps minimize the risk and maximize the reward of international expansion by providing decision-makers in the manufacturing and construction industries with key concepts and some important tools they will need before taking the leap across oceans, continents, or just over the border.
Course Content: Section 1: Analysis and Planning—How to effectively analyze, evaluate and prioritize countries and markets for international expansion, including the key factors to weigh and how they can affect the success of the venture.
Section 2: Strategies and Business Structures—Alternative approaches that can be taken to entering a market, including the pros and cons of each, contracts and legal protections, and possible alternative/supplemen- tal sources of funding.
Section 3: Practical Implementation—The basics of communications, market- ing and sales in foreign countries, including tips on how to navigate tricky cultural waters.
Seminar Booklet and Tool Kit: All attendees will receive the Seminar Resource notebook containing the seminar notes, plus valuable information and tools that will save hundreds of research hours, including: • Profi les of the 50 countries with the largest potential demand for metal construction products over the next decade.
• Product certifi cations and other registrations that may be required in these countries.
• Handy guides with tips on the local culture and doing business in these countries.
• Applicable local building codes and design standards. • Overview of local market supply chains and conventions in key countries. • Directory of potential sources of government-backed fi nancing assistance. • Sample contract forms (for distributors, sales representatives, suppliers, manufacturers and memorandum of understanding) and commercial letters.
• Thumbdrive containing electronic fi les of all the printed documents and helpful tools, including app for converting dollars-per-square-foot into dollars-per-square-meter and back again, currency conversions, and other useful tools.
Resource Tables: Displays, representatives, and information from companies that provide essential services for the international markets, including: • Accounting • Legal services • Distributors • Product testing and certifi cation • Manufacturing • Design and Engineering • Shipping/Expediting • Marketing and communications • Builders/Contractors • Assurance, Advisory and Financial Services
Fee without roundtable luncheon: $200 Fee with roundtable luncheon (*details below): $275
*Immediately following the regular session, a special roundtable luncheon pro- vides an opportunity for in-depth discussions of high-interest topics, exchange information and ideas, and network with others who are interested in this subject.
Larry W. Williams is executive director of the Steel Framing Industry As- sociation (SFIA), managing the cold-formed steel industry’s strategic market development efforts through innovation and technical, educational, marketing and promotional initiatives. Williams held several leadership positions in the steel-in-construction industry, including founder and executive director of the Light Gauge Steel Engineers Association (now the Cold-Formed Steel Engi- neers Institute), president of the Steel Framing Alliance and general manager of the Market Development for the World Steel Association (Brussels).
Jan Blaho is director of supply chain fi nance for the Export-Import Bank of the United States. A native of the Slovak Republic, Jan brings signifi cant experience in international trade fi nance as a member of the board for VUB Bank in Slovakia and management positions at various international banks in the United States, Australia and Czech Republic.
Alan MacQuoid, managing director of the AM Global Strategy Group, has more than 50 years experience in the construction industry—in production, market development as well as senior management. As CEO of a major U.S. rollforming company, Alan helped lead the introduction of cold-formed steel framing to Europe and Asia by assisting companies there with design, plan- ning and construction in compliance with local building codes and customs.
Graham Robinson is the director of Global Construction Perspectives and an author of the Global Construction 2020 Report. Global Construction Perspec- tives is a partner with Oxford Economics and publishes forecasts and reports that are of key strategic interest to the global construction industry. Graham is also global business consultant at Pinsent Masons LLP, the largest fi rm of the lawyers serving the global construction sector. His experience also includes a directorship at the renowned Centre for Strategic Studies in Construction at the University of Reading in the UK, which produced a series of highly ac- claimed reports that were endorsed by Prime Minister Margaret Thatcher.
Alan D. Andrews serves as a business development manager in PNC Bank’s Global Trade and Equipment Finance Group. Based in Pittsburgh and covering nationally, he focuses on providing U.S. exporters customer fi nance solutions to increase their sales in emerging markets. Alan has contributed signifi cantly to PNC Bank being the most active user of U.S. Export-Import Bank programs for
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