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Reflecting New Mexico’s huge increase in trade with Mexico are the record commercial crossings at the Santa Teresa Port of Entry (STPOE). In January, northbound commercial crossings totaled 3,695 vehicles, a 30.2 percent increase over the previous January, and the highest crossing total for the month of January in the history of the port. This was the fourth consecutive month that commercial traffic increased at Santa Teresa by approximately 30 percent.

The following are bullet-point statistics of commercial crossing activity at STPOE:

• Northbound commercial crossings at STPOE during the month of October 2007 were the highest in the 15-year history of the port - a 32 percent increase over the previous October.
  
  
• November 2007 northbound commercial crossings at STPOE increased by 33.6 percent over the same period the previous year. This was the highest total for this particular month since STPOE was established in 1993. In contrast, November northbound commercial crossings at the Bridge of the Americas (El Paso) increased less than one percent. During this same period, northbound commercial traffic declined at the Zaragoza Bridge (El Paso) by approximately seven percent.
  
  
• December 2007 northbound commercial crossings increased 28.1% over the previous December – this was the highest crossing total for the month of December in the history of the port.
  
  
• In January 2008, northbound commercial crossings totaled 3,695 vehicles, a 30.2 percent increase over the previous January, and the highest crossing total for the month of January in the history of the port.
  
  
• In 2007, northbound commercial crossings increased 9.1 percent over the previous year – this was the highest annual crossing total in the history of the port. During the final three months of 2007, commercial crossings increased 31.4 percent over the same period in 2006. In addition, approximately 3,000 commercial loads of livestock departed the port northbound - those vehicles are not reflected in the crossing statistics.
  
  
• Trade (imports and exports) processed at Santa Teresa during 2007 totaled $1.457 billion, a 21.7 percent increase over 2006.
  

Trade Show Tips
By Jerry Pacheco

Part one of a two-part series:

The wind kicking up the dust in the border area is a reminder of the rapidly approaching spring trade show season. Soon, major business and maquiladora shows will be hopping with sellers trying to find buyers, companies trying to find distributors, and people interested in making contacts to do business in Mexico. Big trade shows will be held in El Paso, Juarez, Chihuahua City and Torreon in the coming months.

I have been lugging around booths and walking the floors of these trade shows for 20 years. Every year, I am approached by U.S. businesspeople asking me for tips on how to maximize their success when participating in a Mexican trade show in which they will be displaying a booth. The “school of hard knocks” has provided me some with some internal guidelines and procedures, which I will discuss in this two-part series.

Before even registering for the trade show, make sure that your samples and equipment can be taken into Mexico and brought back to the U.S. I have worked with companies that have flown into Mexico to attend a trade show only to find out that their product samples or equipment are being held up in Mexican Customs. In a few cases, by the time the equipment was released, the trade show was already over. Most trade show organizers have a customs broker/freight forwarder working for them that assists U.S. companies ship products and materials to the show. Ask the organizer for help in this area, and also for any visa information for shows held in the interior of Mexico (25 kilometers south of the border).

If you are interested in a particular show, contact the organizer to ask about the types of companies that will be exhibiting. A list of the previous year’s companies that participated may be helpful. Most popular trade shows sell their best booth spaces relatively quickly. However, I notice that there always seem to be a few empty booths even in the larger shows. It doesn’t hurt to ask if there are discounts for foreign companies or companies with a particular profile, i.e.: non-profit businesses, educational institutions, or maquiladora suppliers.

If the price of the show seems to be out of your budget, given the fact that you will be incurring travel and lodging expenses in Mexico, keep monitoring the show’s website and check in with the show organizer to see how registration is going. With a show right around the corner and with empty booths on hand, I have seen organizers offer some attractive booth discounts.

Arrive at the show early to set up your booth, props, and materials. This will allow you to deal with any issues before the show gets too busy. Name tags need to be picked up and the spelling of names and organizations needs to be verified. It is not uncommon for American names to be misspelled in Mexico. The banner for my organization has been misspelled for the last three trade shows that I have attended in Mexico. By setting up early, I was able to have the organizer reprint the banner and install it at the top of my booth before the show started. When the show starts, organizers will be running in a hundred different directions and your chances of having mistakes rectified decreases.

As it is anywhere else in the world, a trade show should not consist of three people attending to a booth, with two sitting down talking to each other, while one person nods at visitors. A trade show requires logistics planning and coordination among team members. Choose team members wisely – extroverts are preferred over introverts. Also, make sure that each of your team members is comfortable with the Mexican culture and in reciting your company’s pitch or 10-second elevator speech. Go over individual team member responsibilities before the trade show starts and verify that each person understands your guidelines.

I always try to avoid sending only one person to attend and man my organization’s booth. My preference is to have three to four people at a trade show, especially in Mexico. Two can man the booth, standing up and greeting all passersby, and two can walk the floor visiting each individual exhibitor making contacts. I imagine the goal of most trade show participants is to market a product or service. This goal can be only partially accomplished by remaining in a booth. The aisles of exhibitors and attendees at a trade show are a prime hunting ground to make valuable contacts.

If conducted correctly, trade shows should bring to mind scenes from the floor of the New York Stock Exchange, where participants are continuously buying/selling and making contacts with new people. By the end of the day – eight hours at a trade show is not unusual – your team members will be exhausted from doing your company’s pitch to booth visitors and people on the floor. During the course of the day, you should have your team members alternate taking breaks. This becomes very difficult if only one or two people are manning a booth. A trade show is like a team marathon, and everybody needs to be able to cross the finish line. Mexican trade shows almost always have cafeterias or refreshment areas where a person can relax for awhile. Even this area can be prime for networking.

I like to have my trade show team canvass the show immediately on the first day by walking around and seeing who is exhibiting and where they are located. Not every person or booth needs to be approached in order to make contact, especially because on the first day exhibitors are still busy fine tuning their exhibits. However, if an exhibitor looks available, stop by and do your organization’s pitch, especially before the show becomes busy and there is less time to talk. Make an effort to show interest in what the person is representing or exhibiting. The more contacts and information you can gather from other exhibitors on the first day means that you can focus more of your time on traffic in subsequent days.

It also means that exhibitors know what you do and they can refer people to your booth during the course of the show. Referrals from other exhibitors, whether through their already established network or people who they meet at the show, have been one of my best sources of leads. It’s amazing how quickly camaraderie can develop among exhibitors at a foreign trade show. I have had exhibitors whom I have befriended personally escort prospects to my booth, and I always try to reciprocate.

Next article: Working the show.

• Business Type: Manufacturer
• Business Interest: Seller
• Country: U.S.
• Description: A soil treatment manufacturer located in New Mexico is interested in exporting products to Mexico and Latin American countries.

• Business Type: Manufacturing
• Business Interest: Buy
• Country: Mexico
• Description: A newly established decorate box manufacturing company located in Juarez, Mexico is interested in sourcing suppliers of corrugated materials and laminated cardboard (high-volumes).

• Business Type: Manufacturer
• Business Interest: Sell
• Country: U.S.
• Description: A container-housing manufacturer located in Albuquerque, New Mexico that is currently shipping empty containers to New Mexico from California, is interested in providing shipping space to companies interested in lowering their transportation costs on container in-bound shipments to El Paso, Texas or southern New Mexico.

• Business Type: Non-profit
• Business Interest: Buy
• Country: U.S.
• Description: A non-profit organization located in southern New Mexico is interested in identifying suppliers of African wooden crafts.

• Business Type: Distributor
• Business Interest: Buy
• Country: U.S.
• Description: A salt distributor wants to buy tightly woven polypropylene bags (50-100lbs) that can either be printed with my labels or blank (the color is not that important) to package salt.

• Business Type: Extractive Industries (mining)
• Business Interest: Investment
• Country: Mexico
• Description: A Mexican sawmill and lumber company is looking for investment partners for mining operations in Mexico.

The U.S. Department of Commerce is proud to announce a timely opportunity to meet business prospects in Ghana, Nigeria and South Africa. The Assistant Secretary for Trade Promotion and Director General of the U.S. and Foreign Commercial Service will lead an official U.S. delegation to Sub-Saharan Africa this March.

Where: Accra, Ghana; Lagos, Nigeria; and Johannesburg, South Africa, March 3-11, 2008.

Who should apply? U.S. companies with proven export experience or strong sales potential in the target markets. Check out our webpage www.export.gov/africamission for our chosen best prospect sectors.

Why? Ghana, Nigeria, and South Africa offer strategic platforms for leveraging business in the burgeoning Sub-Saharan regional market, which encompasses a consumer base of 650 million people. Our total trade with Sub-Saharan Africa increased 10 percent in the first half of 2007 from the same period in 2006, with U.S. exports increasing by 30 percent -- to $6.7 billion.

When? Participation closes December 10, 2007.

Questions? Please fill out our informational form if you would like to talk to an international trade specialist with any concerns email africamission@mail.doc.gov, or call one of our Africa Mission

Project Officers:
Jessica Arnold / 202-482-2026
Lisa Huot / 202-482-2796
Mara Yachnin / 202-482-6238

• Hear from industry experts about the best practices in logistics and distribution
• Get insight from field experts on how to cost effectively operate the supply chain in Mexico
• Obtain detailed and privileged information about the current conditions of the supply cain and costs in Mexico
• Develop an itemized operating costs pro-forma of a potential near-shore manufacturing project in Mexico
• Objectively analyze the competitive strategies to utilize logistics in Mexico
• Interact with Mexico's logistics industry managers
• Get a complete update on logistics trends and regulations

for more info click here.

The 21st Annual NASBITE International Conference is quickly approaching and will convene at the DoubleTree Hotel Crystal City-National Airport (Washington D.C.), on March 6 - 8, 2008. In coordination with our conference theme "Linking Ambassadors of Trade", the NASBITE International Board of Governors is pleased to announce this year's luncheon keynote speakers. On Friday, March 7 conference delegates will have the opportunity to hear from John A. Emens, Senior Vice President, Small Business, Export-Import Bank of the United States while on Saturday, March 8, Dr. Sylvia Crowder, Chief of International Studies Team, U.S. Department of Education will address conference delegates.

The response to this year's conference agenda and activities has been very exciting. As we continue to confirm events such as our keynote presentations, we anticipate rooms at the conference hotel rooms to fill even faster. Therefore, I encourage everyone to make Conference Hotel Reservations as soon as possible.

You can use this link or call the DoubleTree Reservation Line at 800-222-TREE (8733) to book your room.

Room rates start at an INCREDIBLE $115.00 a night (excluding all applicable taxes). These special conference rates will be available until February 4,
2008 or until the group block is sold-out, whichever comes first.

Additionally, you can become a NASBITE International member, register your conference attendance, and/or elect to participate in our Pre-Conference Workshop all at the following link:

http://execed.ba.ttu.edu/Registration/Nasbite.aspx

If you prefer to register your membership or conference and workshop attendance via telephone, please call 806-742-3158.

Agro Baja 2008

The U.S. Commercial Service of the U.S. Department of Commerce is organizing the U.S. PAVILION at Agro Baja 2008, the leading agricultural and food industry trade show in Mexico. This event will take place in Mexicali, Baja California March 6-8, 2008.

Agro Baja is the only agricultural expo taking place along the border of northern Mexico and the U.S. It’s a forum where growers, suppliers, and service providers for agriculture, livestock, aquaculture, and fishery come from all over Mexico and abroad to do business. Agro Baja only takes place once a year—do not miss this opportunity.

U.S. DEPARTMENT OF COMMERCE CATALOG EXHIBITION is available for only $300.

This includes:

Display and marketing of your product literature
Listing in the bilingual US Department of Commerce trade show directory
End-of-show summary of trade leads collected for your company
Registration Don’t miss out on this opportunity to lay the groundwork to begin exporting to this important market! Registration deadline is February 15th.

• Meet the CEO's
  No other event brings together such a distinguished line up of industry leaders from the entire biofuels value chain
  
  
• 700+ high level attendees are already registered
  Global Networking Platform with attendance from 38 countries
  
  
• 200 Board Level representatives and industry experts to present
  All encompassing agenda with 4 streams of high level content
  Keynote Speakers Include:
  Gro Harlem Brundtland, Former Prime Minister of Norway & Special Envoy on Climate Change, United Nations
  Lord Oxburgh, former Chairman, Shell & Non Executive Director,
  D1 Oils
  Mariann Fischer Boel, Commissioner for Agriculture and Rural Development, European Commission
  
  
• Latest Innovations

On display at the World Biofuels Markets exhibition – 70% sold out. Contact Ben.leighton@greenpowerconferences.com to discuss remaining exhibition and marketing packages

Choose from 4 Congress Streams & 5 in-depth Conferences

» World Biofuels Markets Congress & Exhibition, 13-14 March
» Biofuels Finance & Investment Conference, 12 March
» Next Generation Biofuels Conference, 12 March
» Biofuels Sustainability & Certification Conference, 12 March
» Biofuels Policy & Regulation Conference, 12 March
» Bioplastics & Biochemicals Conference, 12 March
for more info click here.

This conference brings together important global logistics trends and the latest regulatory changes to gain strategic advantage on U.S.-Mexico trade.

Join industry experts that examine the international supply chain, including Foreign-Trade Zones, bundled services from 3PLS, importer self assessment, C-TPAT, manufacturing, and real estate investment for new business expansions.

Networking
Exhibition
Golf Tournament

For more information about registration and exhibitor packages visit the website at www.elpasotexas.gov/ftz or contact Brenda Flores at: floresba@elpasotexas.gov or (915) 771-6016

The Biodiversity & Ecosystem Finance Summit

The inaugural Biodiversity & Ecosystem Finance summit is taking place in New York from 27-28 March 2008. This exciting event will provide an excellent opportunity to network with leading financiers, biodiversity and ecosystem experts and be fully updated on the business opportunities in biodiversity and ecosystem conservation.

Experts from 25 organizations will be speaking at this event including:

• Claudia Sobrevila, Senior Biodiversity Specialist, World Bank
• Sharon Maharg, Director, Sustainability Management, WestLB
• Courtney Lowrance, Vice President, Environmental & Social Risk Management, Citi
• Stuart Anstee, Principle Adviser – Environment, Rio Tinto
• Sachin Kapila, Biodiversity Advisor, Shell
• Catherine Cruveillier Cassagne, Programme Manager, Biodiversity, Environment & Social Development Department, IFC
• Nicolas Bertrand, Programme Officer, Secretariat of the Convention on Biological Diversity
• Susan Steinhagen, Programme Manager - Biodiversity & Ecosystem Services, UNEP FI
• Ricardo Bayon, Founder & Head of Research, EKO Asset Management Partners
  Join the expert-speaking faculty and learn
• How financiers & corporations can take a lead in biodiversity & ecosystem conservation
• How to stimulate the involvement of the finance and business community
• What the business risks & opportunities there are for the financial sector
• What opportunities there are for private sector companies in biodiversity & ecosystems finance
• How to achieve the objectives of the Convention on Biological Diversity
  

Currently we are offering 3 delegate places for the price of 2 for this event. We encourage you to take advantage of this offer and sign-up soon.

Trade Winds Europe-Business Development Forum

Does your company have a Pan European Business Strategy?

U.S. exports are growing four times faster than the economy as a whole. Europe presents a market filled with opportunities for U.S. businesses. If you are already doing business in one, two or several European countries, expansion throughout the continent is the next logical step.

Turkey is strategically positioned at the crossroads of Europe, Asia and the Middle East. Turkey’s increasing complex mix of modern industry and commerce continues to attract a diverse set of American companies. By participating in this event U.S. companies have the chance to make or increase sales in this booming region and customize your itinerary according to country market demand.

About Trade Winds Europe:
Pan European Business Conference: The Conference will feature leading experts from the private sector and key U.S. government officials. Representatives will address important industry trends and trade topics to help develop a Pan-European business strategy.

Private Meetings with U.S. Commercial Officers: While at the conference you will have the opportunity to meet privately with the U.S. Senior Commercial Officers to discuss business opportunities for your company. In an effort to help prepare for your meetings, information on your company will be sent to each Officer with whom you have requested an appointment. U.S. Senior Commercial Officers from the following markets will be available:

Austria* Belgium* Bulgaria* Croatia* Czech Republic* European Union* France* Finland* Germany* Greece* Hungary* Ireland* Italy* Kazakhstan*Netherlands Poland* Portugal* Romania* Russia* Serbia* Slovakia*Spain* Sweden* Switzerland* Turkey* Ukraine* United Kingdom*

Access to this many markets in one location is absolutely unique!

“Strategies for Economic Success” is the theme for this year’s Rural Economic Development Forum, slated for April 22-24 at the Truth or Consequences Convention Center.

Forum topics will include “Preparing to Launch Your Economic Development Organization”, “Preparing for Tomorrow’s Economic Development Opportunities: The Spaceport America Example” and “Resources for Tomorrow’s Economic Development Opportunities” (a series of concurrent breaking sessions covering many subjects, including: “The Legislative Process: Understand It, Benefit from It”, “Economic and Business Development Financing Options”, “Small Scale Agriculture: An Economic Development Opportunity”, “Business Incubators Success Stories” and several others).

One of the biggest highlights of the Forum is the annual Rural Alliance Economic Development Awards presentation, which will be held during a special dinner on Wednesday April 23rd. The Economic Development Awards are statewide awards that recognize communities for outstanding achievement in New Mexico for economic development marketing and promotion.
Awards are also given to encourage and recognize excellence in materials, individuals and organizations. Award categories include: Technology Based and Electronic Award for websites or interactive on-line services used to promote business development; General Purpose Brochure Award that introduces a prospect company/industry to business in a community or region; Special Event Promotions Awards; Paid Advertisement Award for print medium; and the Best Targeted Industry/Client Proposal award. Entries must be submitted no later than Saturday, March 1, 2008, by 5:00 pm, however only registered conference participants may compete.
For more information about the 2008 Rural Economic Development Forum, contact Bob Coppedge, Chair of the Forum and the Rural Alliance at 575-644-6416 or bobnm@zianet.com or Sharlene Begay-Platero, Award Chair at 505-863-6414 or srbp@navajoadvantage.com
Visit the Forum’s website is www.nmrural.org for information and accommodations.