In This Issue:
Spotlight:
This month's spotlight is the upcoming NAFTA Institute.
Partners:

Executive Director's Message:

The 2008 NAFTA Institute/Supplier Meet the Buyer Trade Conference will be held on June 26 and 27 at the Sunland Park Racetrack and Casino Convention Center in Sunland Park, New Mexico. This will be the 15th year that the Institute is held, since its founding in 1994 by Western New Mexico University. For the past five years, the IBA and the New Mexico Economic Development Department’s Office of Mexican Affairs have organized and produced the event, which has evolved into the largest international trade conference in the New Mexico/El Paso/northern Mexico region. This year our two organizations will be partnering with the City of Juarez to host the Institute.

Last year, more than 350 people and 150 companies participated in the Institute. This is a great networking event for businesspeople and students interested in making quality contacts.

This year’s conference themes include:

  • Developing your international market
  • Cultural considerations
  • Financing your international operations
  • Protecting your intellectual property rights
  • International business development resources
  • The case for North America
  • The Western Hemisphere Travel Initiative

Part of the attraction of the Institute is the business-to-business (B2B) component, which is designed for companies interested in selling products/services to Mexico’s maquiladora industry; and for smaller businesses wishing to sell their products/services in Mexico, Canada, and the U.S. We will be securing the participation of several large maquiladora purchasing agents. As is our policy, we will pre-match and pre-qualify contacts for all B2B participants. Doing the research and homework ahead of time ensures that companies receive the “biggest bank for their buck” in the B2B sessions.

We are in the process of confirming the speakers and the final agenda, which we will be publishing on the IBA website (www.nmiba.com) shortly.

If you would like to sign up for this event or become a sponsor, please contact the IBA (505-589-2200) as soon as possible. Due to space restrictions, participation is limited. Last year, we had the unfortunate task of turning away people at the door once our capacity had been reached. Please come and join us for this informative event!

Sincerely,

Jerry Pacheco
Announcements:
Governor Bill Richardson, Senators Pete Domenici and Jeff Bingaman Announce Expanded Commercial Hours for Santa Teresa Border Crossing

SANTA FE – On March the 10th, 2008 Governor Bill Richard received a letter from US Secretary of Homeland Security Michael Chertoff approving New Mexico’s request to permanently expand the commercial crossing hours for the Santa Teresa Port of Entry.

Secretary Chertoff’s letter states that the US government reached an agreement with the Government of Mexico to extend the commercial crossing hours from 8 a.m. to 8 p.m. during the week. Governor Richardson and US Senators Pete Domenici and Jeff Bingaman had joined together in pushing for the expanded hours.

“The additional commercial border crossing hours in Santa Teresa will benefit both countries and means millions of dollars in increased trade and new jobs,” said Governor Richardson. “I am grateful to Senators Domenici and Bingaman for their help in making this happen, and it is a great example of how we can work together in the best interests of New Mexico.”

“A permanent extension is a big deal, and should be considered another step forward in the importance of the Santa Teresa crossing. There is every indication that the Santa Teresa region will grow and I expect that the operations of the port of entry will be expanded as development and trade intensify,” said Senator Pete V. Domenici, who has supported the border crossing as a member of the Homeland Security authorizing and funding committees in the Senate.

“Expanding port hours has helped New Mexico increase bilateral trade, which has had a positive economic impact on our state’s border communities. I’m very pleased that these new hours are being made permanent and I look forward to working on other efforts to improve our ports of entry,” Senator Jeff Bingaman said.

Commercial crossing hours at Santa Teresa had been scheduled from 8 a.m. until 6 p.m. A pilot program ran from September 3, 2007 through February 29, 2008, extending commercial hours until 10 p.m. During that period commercial crossings at Santa Teresa set records and increased by an average of 30%- historically the highest volumes since the port was opened. This increase in commercial traffic occurred during what has traditionally been a slow period of the year at Santa Teresa. Weekend commercial hours will remain 9 a.m. until 2 p.m.

“This expansion is a great first step and allows us to build on the success we have seen so far,” added Governor Richardson. “We’ll continue to monitor the traffic and if, as expected, the volume continues to increase we will push for additional expansion of the hours.”
NAFTA Institute

Save The Date:
June 26th and 27th, 2008
Sunland Park, NM

This year's NAFTA Institute conference topics are:

  • Developing Your International Market
  • Cultural Considerations
  • Financing Your International Operations
  • Protecting Your Intellectual Property Rights
  • International Business Development Resources
  • The Case for North America
  • Western Hemisphere Travel Initiative

Exhibitor space is available.
Special lodging rates are available for conference participants.

For more information please contact the IBA at (575) 589-2200 or at info@nmiba.com.
Lt. Governor Diane Denish Visits Santa Teresa

Lt. Governor Diane Denish visited the Santa Teresa region on March 25, 2008. She received an update on the development in Santa Teresa and regional trade activities during a welcoming breakfast at the Santa Teresa Country Club. Afterward, she received a tour of IBA client J.H. Rose Logistics’ operations in the Santa Teresa Business Center. She also visited the Santa Teresa Cattle Yards and the future site of the New Mexico Border Authority headquarters.


New Mexico Lieutenant Governor Diane Denish (center) addresses a group of Santa Teresa stakeholders during her visit to the Santa Teresa region.
22nd Annual Borderland Trade Show

The IBA, in cooperation with the New Mexico Economic Development Partnership and the Mesilla Valley Economic Development Alliance, staffed a New Mexico booth at the March 11 and 12 Borderland Trade Show at the El Paso Convention Center. The IBA promoted its services and sought contacts for developing trade in New Mexico.


from L to R: IBA Research Specialist Joshua Orozco, IBA Senior Trade Specialist Peter R. Ibarbo, New Mexico Economic Development Partnership Business Development Manager Jonathan Clark, and Mesilla Valley Economic Development Alliance Business Development Manager Fred Shepherd representing New Mexico at the Borderlands Trade Show in El Paso, Texas.
The IBA Assists Sandia National Laboratory's New Mexico Small Business Assistance Program

On March 12, 2008, representatives from Sandia and Los Alamos National Laboratories traveled to Santa Teresa, New Mexico to meet with businesses on the border in order to help identify ways to resolve technical and business issues. The International Business Accelerator and the New Mexico Economic Development Department’s Office of Mexican Affairs coordinated a forum in which border businesses had the opportunity of having an open discussion with scientists in order to identify ways to help reduce power consumption costs. The NMSBAP helps New Mexico small businesses resolve short-term business problems free of cost. A tour to several manufacturing plants was also provided by the IBA, in order for the scientists to gauge ways in which technical issues could be identified and resolved. Two of the companies that participated in this forum are now officially working with the NMSBAP.


L to R: Loren Toole-LANL, Peter R. Ibarbo-IBA, Alma Giron-SNL,
Guillermo Lopez-Monarch Litho, Roberto Ransom-NMEDD OMA,and Abbas Akhil-SNL
Good Luck to Matthew Hilgendorf

After several productive years at the Santa Fe, New Mexico Export Assistance Center, Trade Specialist Matthew Hilgendorf will be joining the Foreign Commercial Service at the end of March. He will training in Washington, D.C. for a brief period of time, and then he will be assigned to Mexico City. According to Sandra Necessary, Director of the U.S. Commercial Service in Santa Fe, “Matt has been an excellent resource for the New Mexico exporting community and will continue to be a resource for us in his new assignment as a Commercial Officer in Mexico City.” At this point, there are no plans to replace Hilgendorf in Santa Fe, and Necessary will be the primary point of contact for all export related inquiries.

All of us at the IBA want to wish Matthew the best in his new position. We will miss his expertise and willingness to always assist New Mexico companies.
The Santa Teresa Charity Golf Tournament

Save the Date
September 26th, 2008

Dear Friends and Colleagues:
Our 9th Annual Santa Teresa Charity Golf Tournament will take place this year on September 26th at 1:00 p.m. at the Santa Teresa Country Club. As you know, 100% of the proceeds of our charity tournament support the Honors Program in the Sunland Park and Desert View Elementary Schools. Your generous participation over the years has done wonders with the youth of our community to convince them to have perfect attendance, good grades and become young community leaders.

We again ask you to join us for food, fun, laughs and plenty of golf at this year’s tournament. The cost to participate is $100 per person or $400 per foursome. Hole sponsorship is $100 for which you will receive a hand-crafted sign made by the kids especially for your company. As always, we will be having various contests at the tournament to raise money for our community elementary schools. All gifts not won in the contests will be given away in our famous after-tournament raffle.

Please save the date and give me a call as soon as possible to let me know that you want to book a space. We look forward to hearing from you.
Jerry Pacheco
Ph: 505-589-2200
Cell: 915-491-5910
jerry@gpiinc.biz

Please remember to save the date.
Monthly Article:

Trade Show Tips
By Jerry Pacheco

Part two of a two-part series:

In my last article, I began a discussion on tips to make a trade show in Mexico successful. This week, I will discuss specific tactics that I have learned over the years that have been successful for my organizations.

Language is a factor that should be considered carefully when putting together a team that will attend to an organization’s booth and work the trade show. Almost every exhibitor at a Mexican trade show will have people that can speak English and Spanish. Most Mexican businesspeople have at least a working knowledge of English. However, you will encounter some businesspeople for whom English is still difficult to understand and uncomfortable. I strongly suggest having a bilingual person at your booth tending to the visitors. A bilingual person who is versed in the technical terms of the industry in which your company or organization operates is even more valuable.

Company brochures and marketing materials must be distributed wisely at trade shows. Your company’s representatives can only lug so many of these materials with them when traveling to Mexico. Nothing is worse than handing out every piece of material in your booth, often to people who don’t have a serious interest in your company, only to find that you have run out when a serious prospect appears.

It is common for Mexican professors and teachers to have their students attend a trade show as part of a school assignment for class discussion. Often a trade show will be dead and then all of a sudden hordes of students will swarm exhibitors’ booths and gather materials. This presents a delicate issue. Like most other businesspeople, I am encouraged by young students interested in learning more about the business world. However, students can quickly deplete an exhibitor’s materials and giveaways.

I have developed a system to allocate and preserve materials at my trade booth. I create black and white copies of basic materials and flyers that I make available to anybody who is collecting booth materials. I place more expensive brochures, giveaways, trinkets and information deeper into the booth, or behind my team members to be handed out to serious prospects. If visitors to the booth ask for giveaways, I tell them that those materials are for qualified prospects, but they are welcome to the free flyers at the front of the booth.

As is the case around the world, consultants, confidence men, and outright swindlers are attracted to trade shows. In Mexico, the term “coyote” is used to describe a hustler looking for a consulting job with a company. Always ask for company information and credentials of individuals wanting to do business with your company. As is the case anywhere, if a person promises you the world, your suspicions should be immediately aroused.

What happens when a qualified prospect’s plant or office is in the same city as the trade show? In this case, a great opportunity could be at hand to vet the prospect and see his operations first-hand. I have qualified some excellent prospects and verified their capabilities by leaving the trade show in the hands of my colleagues and visiting the prospect’s place of business. However, caution is always in order, especially when dealing with strangers. Before you accept an invitation to visit a plant, ask the show organizers if they know anything about the company or the individual who has approached you. For extra safety, travel to the visit in pairs and let the show organizers know what you are doing. Having three or four people working the trade show will allow for this.

Always verify the telephone numbers you collect at the show and be sure that the contact is giving you his/her full number with the country code, area code, and local number. Many Mexican businesspeople assume that you know that you know the area code and they simply write their local number. After returning home, you will have a horrendous time trying to figure out if this person was from Juarez (area code 656), Chihuahua City (area code 614), or some other city.

A common and popular strategy at Mexican trade shows is the use of attractive female models in the trade booth. Referred to as “edecanes,” these models greet visitors to the booth, hand out materials, and wear a company logo or insignia on their dress clothes. This may seem somewhat sexist or chauvinistic in the U.S., but the use of beautiful women to help market products at trade shows is widespread throughout Mexico. Edecanes charge approximately U.S. $15.00 per hour and they may require the company to buy their show clothes.

You will think that you have hit the jackpot in making a contact, finding a distributor, or making a sale several times during the course of a show. Back at the home office, you will call to follow up with the prospect only to find that he/she is not returning calls. Don’t get discouraged. First, the prospect is probably busy following up with many leads/contacts collected at the show. Second, there is still an element of “getting around to an issue when everything is ready” because time is more fluid in Mexico. I have made what I thought were the most promising contacts at Mexican trade shows only to find that the contact would not call me back. In several cases, months after the show ended, out of the blue I was called by the contact that I had given up on.

There also is a politeness factor that is a characteristic of the Mexican culture. I often receive so much positive feedback about my organization or products that I am convinced this is the most productive trade show yet. It is not unusual for an American to hear positive comments that can be misinterpreted as a concrete interest in the product or service being marketed. Getting to know another person socially and professionally is a trait of the Mexican culture, not only for its cultural attributes, but for practical business purposes. Because nobody wants to litigate using Mexico’s archaic legal system, Mexican businesspeople really need to get to know and trust the person with whom they are dealing.

Finally, always pack a good supply of note pads to capture notes on the companies and prospects that you are meeting. Take packing tape, string, a small hammer, and pliers to hang banners and make modifications to your booth. At Mexican trade shows, packing tape is used at the end of the day to seal the booth and to create a “forcefield” to prevent people from entering. Even though a few strands of tape cannot really prevent somebody from entering your booth after closing time, it does signal to curiosity seekers that entrance

Trade Leads:
Metal Structures
  • Business Type: Start-Up
  • Business Interest: Buyer
  • Country: U.S.
  • Description: An inventor located in the U.S. is interested in outsourcing the production of metal structures used for a patented foot cleaning apparatus. The initial volume consists of 100 units. Please view photo sample below:

click each image for a larger version
Wood Chip Buyer
  • Business Type: Importer
  • Business Interest: Buy
  • Country: Turkey
  • Description: Located in Istanbul, Turkey, this importer is interested in buying wood chips from exporters located in the U.S.
Food Processing/Canned Products
  • Business Type: Exporter
  • Business Interest: Sell
  • Country: Mexico
  • Description: Located in Guadalajara, Mexico, this company is interested in exporting the following commodities to food processors and canning companies:
    • Dried Seeds (peanuts, seeds, almonds, etc…)
    • Fruit Juice
    • Fruit Preservatives
    • Tomato Sauce
    • Powdered Milk
Micro Brewing Equipment
  • Business Type: Service Establishment
  • Business Interest: Buy
  • Country: Mexico
  • Description: A micro-brewing company established in Mexico is interested in sourcing used micro brewing equipment, such as mash-tuns, brew kettles, pumps, filters, primary and secondary vats, tanks, and other equipment.
For additional information on these and other trade leads please contact the IBA by phone at (505) 589-2200, by email at info@nmiba.com, or on the web at nmiba.com
Upcoming Events:
When:
April 7 - 8, 2008.
Where:
LA, CA
For More Info:
 click here.
 Asia Pacific Business Outlook (APBO) Conference

Early Registration: $775 (Early Registration has been extended until March 17 but sign up as soon as possible as space is limited)

Regular Registration: $925 (after March 17)
USDOC Registration Code: DOC2008 (Please be sure to include this code when registering)

Do not miss the premier event to expand your Asia / Pacific Business Knowledge, Contacts and Profits!

The Asia / Pacific Business Outlook, hosted by the University of Southern California in Los Angeles, with the full support of the U.S. Commercial Service, is the longest running, most successful regional conference of its kind focusing specifically on Asian markets. This conference has made a difference for U.S. exporters, and has become the premier U.S. commercial trade event focusing on the Asia / Pacific region.

APBO 2008 brings the experts closer to you. It is a very rare opportunity for U.S. exporters to meet with fourteen Senior Commercial Officers (SCOs) from throughout the East Asia Pacific region, India, and Mexico at one venue. The SCOs from American embassies, consulates and institutes in Australia, China, Hong Kong, India, Indonesia, Japan, Korea, Malaysia, Mexico, New Zealand, Philippines, Singapore, Taiwan, Thailand, and Vietnam will speak in small-group workshops and be available for private one-on-one consultations with APBO participants.

During the one-on-one consultations you will have the opportunity to get specific answers pertaining to your business. You will be able to:

  • •Learn about your company's sales potential around the Asia/Pacific region including India and Mexico
  • Assess challenges in the marketplace
  • Understand how to capitalize on the latest free trade agreements
  • Hone in on the best market opportunities
  • Find out how the U.S. Commercial Service can help you identify new business partners

Space is limited so sign up today.

For questions, contact any of the following individuals:

Jeff Hamilton
Asia Pacific Team Leader
U.S. Commercial Service - Salt Lake
Tel: 801-255-1872
Jeff.Hamilton@mail.doc.gov

Maryavis Bokal
Asia Pacific Team Member
U.S. Commercial Service - Newport Beach, CA
Tel: 949-660-1688 Ext. 117
Maryavis.Bokal@mail.doc.gov

Terri Batch
Asia Pacific Team Member
U.S. Commercial Service - West Los Angeles, CA
Tel: 310-882-1750
Terri.Batch@mail.doc.gov
When:
April 10, 2008.
Where:
Albuquer-que, NM
For More Info:
 click here.

U.S. Trade Symposium Series
Learn How to Find and Finance Sales to Foreign Buyers

This Unique Trade Symposium Shows you How to:

  • Identify New Buyers and Markets
  • Expand Sales in Existing Markets
  • Protect Against Nonpayment
  • Obtain Financing Support for You and Your Buyers
  • Ship Your Products to Market

Boost Your Sales Now!
Only $59 for this opportunity
Register at www.exim.gov/seminars

Discover how to find international buyers and use trade finance tools to win international sales and grow your business. Let trade and export finance professionals guide you through the maze of export challenges and demonstrate how to obtain valuable trade or research information, enter new markets, minimize risks, improve cash flow, and effectively ship your products to market.

Designed especially for U.S. exporters, this half-day interactive symposium will review the many products and services available from the Department of Commerce (U.S. Commercial Service), the Small Business Administration (SBA), the Export-Import Bank of the United States (Ex-Im Bank), and the International Business Accelerator.

At This Symposium, You'll Learn How To:

  • Find Buyers
    • Locate and screen buyers, distributors, and partners to meet your business needs
    • Tap into foreign market information from experts in 84 countries
    • Use e-commerce tools and on-line export declaration filing
  • Secure Export Financing Support
    • Obtain working capital loans to fulfill your sales orders
    • Offer competitive credit terms to your foreign customers
    • Protect against nonpayment
    • Finance capital equipment exports
  • Get Your Products to Market
    • Look at the macro view of global logistics
    • Identify important considerations for moving your products internationally

Albuquerque, NM
April 10, 2008
8:30 am - 12:30 pm

Central New Mexico Community College (CNM)
Workforce Training Center, Room 101
5600 Eagle Rock Avenue NW
Albuquerque, NM 87223

Sponsored by:
Export-Import Bank of the United States, U.S. Commercial Service, Small Business Administration, International Business Accelerator

Host:
Central New Mexico Community College

Co-Sponsors
African American Chamber of Commerce; Albuquerque Hispano Chamber of Commerce; American Indian Chamber; Bank of Albuquerque; Bi-National Sustainable Laboratory; City of Albuquerque, International Trade Division; Greater Albuquerque Chamber of Commerce; New Mexico SBDCs; NM Border Authority; State of New Mexico Economic Development Department; The Arrowhead Center

For more information visit: www.exim.gov/seminars
When:
April 11, 2008.
Where:
Albuquer-que, NM

SBA International Trade Lenders Forum

Dennis Chrisbaum, Regional Manager
SBA / U.S. Export Assistance Center
will be speaking at the
SBA International Trade Lenders Forum
Friday, April 11, 2008
8:30am - 12:00pm
CNM Albuquerque
2501 Yale Blvd., SE Suite 302
Albuquerque, NM

For Further Information on International Trade Programs call
Ed Cadena: 505-248-8237 or Frances Padilla: 505-248-824
When:
April 14 - 16, 2008.
Where:
Istanbul, Turkey
For More Info:
 click here.

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!
When:
April 22 - 24, 2008.
Where:
T or C, NM
For More Info:
 click here.		 Rural Economic Development Forum

“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.
When:
June, 26 & 27, 2008.
Where:
Sunland Park, NM
For More Info:
 click here.		 The 2008 NAFTA Institute

For more information please see the article above.
When:
Sept. 26, 2008.
Where:
Santa Teresa, NM
For More Info:
 click here.

The 9th Annual Santa Teresa Charity Golf Tournament

For more information please see the article above.