Trade with Canada

Cathy Frank-White

Business Directory

Corporate Angels

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Published in U.S. 1 Newspaper on June 7, 2000. All rights reserved.

Global Trade 2000

Global trade is at the forefront of the state’s agenda

as well as the nation’s, as shown by Governor Whitman’s recent 11-day

tour of Asia with representatives from such New Jersey corporations

as AT&T, Bristol-Myers Squibb, Becton Dickinson, Bell Atlantic, Merck,

Prudential, and PSE&G. The Pacific Rim countries contribute more than

$3.4 billion to the state’s overall economy, according to the governor’s

office. Sales to Korea amounted to $910 million last year, and sales

to Japan generated nearly $2 billion. Among the products were electronic

and electric equipment, transportation, and chemical products.

Export is critical to New Jersey’s economic well being, suggests the

governor, and last year New Jersey export sales reached $22.7 billion,

the ninth highest in the nation. "Nearly 600,000 people are employed

in New Jersey as a result of imports, exports, and foreign direct

investment," says Governor Whitman.

This month the governor initiated a partnership with the Export-Import

Bank of the United States, a federal agency that helps finance the

sale of United States goods and service, to help New Jersey companies

reach new markets and increases sales internationally. The New Jersey

Commerce and Economic Growth Commission will market Ex-Im programs,

which offer financial services such as loans, guarantees, and insurance


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Trade with Canada

Fostering more global partnerships will be the focus

of "Global Trade 2000: Opportunities and Challenges," a conference

at Raritan Valley Community College on Friday, June 9, from 8 a.m.

to 3:30 p.m. at the Advanced Technology Communication Center in Somerville.

Call 908-526-1200, ext. 8235 Cost: $60.

The keynote, Rick Savone, Canadian Consul and Trade Commissioner,

speaks on "NAFTA and Its Implications on New Jersey Trade,"

at 8:45 a.m. George Melloan, deputy editor international of

the Wall Street Journal, speaks on "Global Trade: Why We Should

Care About It," at 12:30 p.m. The conference also includes the

following workshops:

At 9:45 a.m., "Export/Import Success Story," with John

Lefkus , Kullman Industries, Roger Cohen, SBDC, and Janis

Lewandowski, GPU Energy.

"Increase Your Sales Through Market Research," with Joseph

Waters, Hoffman International, Barbara Amen, Ballantrae International

Ltd., and Leigh Ann Carlin, NeoStrata Company Inc.

"Partnership for Success: Developing International Partnerships,"

with Jay Ghose, Lucent Technologies, Eugene Slowinski,

Alliance Management Group, and Dick Meisenbacher, Baden-West


At 11:15 a.m., "Getting Started Globally," with Mary

Beth Pittinger and Betsy Cling, Chubb & Son, Bill Matuza,

Equitable Adjustment Service Inc., and Jay Willer, PNC Bank.

"Patent Rights & Intellectual Property," with Michael Mercantati,

Brian Wamsley, Herold and Haines, and Fred Howlett, Tectonic.

"Virtual Trade Mission," with Valerie Rasines, Lucent,

Ray Chimileski, Virtual Learning Network, and Rodney Stuart,

U.S. Commerce Department.

At 1:30 p.m., "Doing Business in Asia: Singapore, China,

& Japan," with Steven Tsai , Guang Tai International.

"Doing Business in Europe," with John Coiregan, the

Irish Trade and Technology Agency for Development, and Barbara

Amen, Ballantrae International Ltd.

"Opportunities for Partnerships in South and Latin America,"

with Jose Gomez-Rivera, New Jersey Commerce Department, and

William Black, Raritan Valley Community College

A reception with consulate generals and door prizes will be held at

3 p.m.

A native of Ottawa, Ontario, Savone majored in economics and

business at McGill, and worked in government before being recruited

by the Canadian Foreign Service. He served in Algeria, where he was

responsible for political and immigration programs, and came to Princeton

this year. Like two previous consuls, he lives at 90 Westcott Road

in Princeton Borough (609-252-0777, E-mail:

and from there he operates what is considered the satellite mission

of the Canadian Consulate General in New York (

Because New Jersey’s riches are in the brains of its scientists, Savone’s

export/import efforts will concentrate on areas of biotechnology,

information technology, and environmental technology.

He will discuss the effects of the NAFTA agreement. "We will look

back at the past five years of NAFTA to ask if it has been a success,"

says Savone. "It has been a success for all three partners. We

have seen astronomical trade growth in Mexico, Canada, and the U.S.

over the past 5 and 10 years. In terms of investment it has been a

very positive period for Canada, for laying down the ground rules

and building a structure."

Success stories include trade increases in chemicals and plastics

plus some of the companies of the "new economy" and the biopharmaceutical

upstarts growing rapidly in Canada. They are attracting interest from

potential partners in New Jersey — investors, researchers, and

those who do market development and commercialization. "We have

a vast network of research, an excellent scientific base," says

Savone. "And we have governments eager to attract investment,

whether through tax breaks or research and development initiatives.

Also our legal system, our competitive intelligence/property protection

system has always been of interest to American pharmaceutical firms."

In addition to concerns over environmental effects, many Canadians

feared there would be job losses. "That didn’t pan out at all,"

says Savone. "In Canada, where we expected to see job losses we

have seen dramatic increases in competitiveness."

Savone says that U.S.-based companies are studying whether to set

up operations in Canada. "Costs are dramatically in favor of the

businesses, and the pool of available labor is also attractive in


He cites a KPMG report saying that Canadian business costs are seven

percent lower than U.S. costs. As for the notorious Canadian health

insurance payments, they constitute only nine percent of the Gross

National Product, versus U.S. health insurance costs of 14 percent

of the GNP.

"We also have an immigration policy that is more flexible. We

are the only other country besides Australia to have a policy —

a point system — that actually tries to match immigration goals

with economic internal needs." The Canadian government has a list

of occupations that are needed at any given time. "When someone

shows up at an embassy around the world, if they are educated and

skilled in a field that our economy happens to be lacking then, we

will look upon that application favorably," he says. "It is

an organized approach to immigration rather than a lottery."

"Like the United States, Canada and Australia are built on the

sweat of immigrants. This allows us to be a little more flexible than

in Europe," he says.

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Cathy Frank-White

Power lunches at a chamber meeting can be intimidating

for the small business person who doesn’t know everybody. And most

small businesses aren’t well-enough staffed so the boss can go cavorting

around the county going to meetings.

Cathy Frank-White, newly installed president of the Mercer County

Chamber of Commerce and the first woman president in the chamber’s

135-year history, has another approach: She goes to them. "I’ve

been here only three months, but I am trying to give prospective members

personal attention. If anyone calls here, I will go out to them and

spend some time telling what the chamber can do for them," says

Frank-White. "I’ve been encouraged by the new members we have

brought in, many because of the personal attention they get."

Frank-White is the featured speaker at the Mercer Chapter of the New

Jersey Association of Women Business Owners on Tuesday, June 13, at

6 p.m., at the Palmer Inn. Installation of officers will also be held

that evening. Cost: $29. Call 609-924-7975.

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Business Directory

Mercer County Chamber’s Year 2000 Business-to-Business

Directory is hot off the presses, with over 3,250 qualified Mercer

COunty prospects. The book is available both in print ($58) or disk

($395). Call 609-393-4143.

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Corporate Angels

<B>Smith Stratton Wise Heher & Brennan helped the

Human Resources Management Association become incorporated on a pro

bono basis. Richard J. Pinto and Priscilla Maye Kugel

of Smith Stratton helped revise by-laws and file federal and state


Johnson & Johnson, founding sponsor of the national Safe

Kids campaign, is providing free child seat check-ups, first for its

employees, and later at events open to the general public. The 20-minute

check-up involves an examination by a trained technician to be sure

the seat is installed properly. A recent poll of 185 car seats in

New Jersey found that only five of them were installed properly. Call

908-272-7712 for scheduled check-up days or go to

Susanne J. Kelleher, vice president of First Union ,

is the Mercer WalkAmerica Corporate Chairman for the March of Dimes

Central Jersey Chapter, and she will present awards to the top 2000

Mercer County WalkAmerica schools, corporate teams, and individual

walkers on Tuesday, June 13, at 6 p.m., at the Hyatt. Joel Katz,

the afternoon show host of WPST-FM will be the emcee. On April 30,

more than 4,000 walkers raised more than $325,000.

Comcast will receive the annual Business and Industry

Shining Star award at the Mayor’s Shining Star Charity Ball in Hightstown

on October 21 at the Ramada Inn. Proceeds of the ball benefit Better

Beginnings, which offers preschool, kindergarten, and after school


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