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Session II
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Session I


9:30 a.m.-10:45 a.m.

Session II


11:00 a.m.-12:15 a.m.

Session III


2:00 p.m.-3:15 p.m.

Session IV


9:30 a.m.-10:45 a.m.

Session V


11:00 a.m.-12:15 a.m.

Session VI


2:00 p.m.-3:15 p.m.



Ballroom A

11:00 a.m. - 12:15 p.m.

A Panel Discussion of Entry into Latin America Pacific Alliance Markets: Opportunities and Value Added from Key Partnerships

Latin America continues to offer exciting opportunities for US companies, particularly the Pacific Alliance countries of Mexico, Colombia, Peru and Chile. While the growth rate of developed countries and the global economy has slowed, the public and private sectors of the Pacific Alliance countries have continued to invest at a greater rate than others. Thus the economies of these countries are still growing and becoming more diversified; particularly in the construction, medical device, mining, oil and gas, technology, safety and security, information and technology, aerospace, environmental, sustainability, and automotive industries. The US Department of Commerce Trade Winds 2016 program will focus on attracting US firms to begin exporting to or to expand sales to Latin America. The Duquesne University three year MDCP grant targets this region and has formed many value added partnerships that are represented on this panel. The Oklahoma State University International Trade Center/SBDC (OSUITC-SBDC) teamed up with Duquesne University and referred professional partners and clients who participated in the October ConExpo Trade Show in Santiago Chile. Hear about the opportunities in Latin America and Trade Winds from USDOC’s Trade Winds Coordinator, Laura Ebert; The USDOC Look South Initiative, Leslie Drake; Anthony Cambas, Director, OSUITC-SBDC ; Dr Mary McKinney, Director Duquesne University SBDC and Brent Rondon, Manager of Global Business Program, Duquesne University SBDC. The panel features a discussion of USDOC’s 2016 Trade Winds, Look South and MDCP programs, opportunities for US firms in the Pacific Alliance countries with a focus on Chile, partnerships which multiply the impact of trade programs; and Free Trade Agreement benefits as well as qualification and recordkeeping requirements.

Mary Mckinney


Duquense U SBDC and Duquesne U Center for International Regulatory Assistance

Dr. Mary T. McKinney is the Director of the Duquesne University Small Business Development Center (SBDC) , the Director of the Center for International Regulatory Assistance (CITRA) which focuses on European and other countries’ product certification requirements for import of U.S. products and the Project Manager for the Center for Green Industries and Sustainable Business Growth which assists businesses grow sustainably. In 2014 the SBDC received a three year USDOC MDCP award: Opening Doors to the Latin American Pacific Alliance Countries for US Manufacturers. She has co-led several trade missions to Latin America and Mexico. Dr. McKinney is also an adjunct faculty member in the Duquesne University A.J. Palumbo Undergraduate and John F. Donahue Graduate Schools of Business. Dr. McKinney obtained her Ph.D. in Public Administration and MPIA (Master of Public and International Affairs) degrees from the University of Pittsburgh Graduate School of Public and International Affairs and a Bachelor’s Degree in Economics from Goucher College in Towson, Md.. She is an AEE Certified Renewable Energy Professional and NASBITE Certified Global Business Professional. She serves on the Board of Governors of NASBITE International.

Brent Rondon

Brent G. Rondon is the Manager of the Global Business Program at the Duquesne University Small Business Development Center (SBDC). He consults on export topics to manufacturing, technology and service companies. He recently won the Market Development Cooperator Program (MDCP) grant from the International Trade Administration, U.S. Department of Commerce to increase trade to the Pacific Alliance countries of Mexico, Colombia, Peru and Chile for the 2014-2017 period. The industry focus will be infrastructure, building and construction, mining, oil and gas, petrochemical, power generation, transportation equipment and engineering firms. In June of 2013, he led a Pennsylvania Trade Mission to Panama and Colombia funded by the STEP grant from the SBA. He also received grants from the USAID to work with Aguascalientes, Guadalajara and Monterrey for the 2006-2012 period. The industry focus was international trade, renewable energy and energy efficiency. He oversees the CITRA Center for International Regulatory Assistance, which provides information about CE Mark, WEEE, ROHS and REACH. He also oversees the Center for Green Industries where they assist exporters of green products. He is a Certified Global Business Professional (CGBP) from NASBITE, he is a lecturer at NASBITE International annual conferences and local universities in the Pittsburgh region. He is in the board of Global Pittsburgh and the Latin American Cultural Union. He earned a Bachelor’s Degree in Agricultural Engineering in Lima, Peru and a Master’s Degree of Public and International Affairs from the University of Pittsburgh. He is fluent in Spanish and intermediate Portuguese.

Laura Ebert International Trade Specialist

U.S. Department of Commerce

Laura Ebert is an International Trade Specialist with the U.S. Department of Commerce’s International Trade Administration. She is responsible for ensuring free and fair market access for U.S. companies and monitoring trade agreement compliance in Chile, Colombia, and Panama. She also coordinates the Look South trade promotion initiative and customs and trade facilitation programming throughout Latin America. Prior to her present position, Ms. Ebert worked for a financial consulting firm specializing in energy and renewable energy project finance in developing countries. She also previously worked as an Economic Analyst at the Chilean-American Chamber of Commerce in Santiago, Chile. Ms. Ebert completed her Master of Arts degree in International Trade and Investment Policy at the George Washington University. She graduated from the University of St. Thomas (Minnesota) with a Bachelor’s degree in Business Administration.


Ballroom B

11:00 a.m. - 12:15 p.m.

Export Mentorship Program for Businesses

For the last decade Cleveland State University has hosted a yearly platform that combines the best of government export assistance, university student work, and guidance from business leaders. This program focuses energy into molding potential exporters into competent and confident entities. This session will open up the details how this unique program has propelled over 70 companies into excelling in export.

Nate Ward

Director of International Programs

Ohio Small Business Development Center

As an Ohio SBDC International Program Director, Nate Ward, has extensive international experience within manufacturing and banking industries. Nate spent almost a decade of experience working for two manufacturers in a role of product development and sales. His international business experience includes sales, logistics, marketing, pricing, research and product development. He's been an SBDC trade director since 2012.


Ballroom C

11:00 a.m. - 12:15 p.m.

Expanding Global Trade and Understanding by Linking The U.S. International Business Community and Academia

In his insightful article, The Decline of International Studies “ Why Flying Blind is Dangerous, in the July/August 2015 issue of Foreign Affairs Magazine, author and Georgetown University Professor Charles King, makes a compelling argument against the current trend of reducing the role of, and stresses the importance of concentrating on, international studies in U.S. education. We at Bryant University and The John H. Chafee Center for International Business are in full agreement with the message in that article, and herein present how we have been expanding the role of academia in helping to build a strong future for our nation in the global business economy. The International Business/IB Practicum is the capstone course for student senior undergraduates majoring in International Business (BSIB); these students also select from at least one of the following course concentrations: Global Supply Chain Management, Finance, Management, Marketing, Accounting, Entrepreneurship, and Information Technologies. Also, IB students must be competent and conversant in at least one language in addition to English; as part of this, students travel and live abroad for a semester in their junior year. The IB practicum capstone course is offered in either term of the senior year. Company client partners are recruited to participate each term in the Practicum, in which student teams of three each, under the direction of Bryant International Business Faculty and Chafee Center Professional International Business Staff, brainstorm with clients to develop a country, region, product, or application specific project, set goals, and develop their projects. The Practicum concludes at term’s end, with team oral presentations to a panel of independent judges and to their client partners. Judges evaluate performances, with winning teams receiving significant cash prizes from client Practicum participant fees. Companies all receive detailed written reports of their projects including findings and recommendations. In general, clients state emphatically their pleasant surprise at how the results exceed initial expectations. Students and company client partners alike provide willing unsolicited testimonials to the value of this program. These relationships morph from a Practicum single focused project into a continuum of further projects, thus creating personal long term relationships for both additional research, as well as for recruiting prospects from this talented pool.

Madan Annavarjula

Associate Dean of the College of Business

Bryant University

Gerald Cohen

Senior International Trade Specialist and Practicum Programs Coordinator, The John H. Chafee Center for International Business Bryant University

Madan Annavarjula is the Dean of the College of Business and Professor of International Business at Bryant University. He earned his Ph.D. in International Business at the Fox School of Business, Temple University, Philadelphia. He is responsible for program planning, curriculum development and day to day administration of the College of Business. He has designed and taught innovative courses in the area of International Business at undergraduate and graduate level at Bryant as well as at several universities abroad. His current research interests include technology strategies of multinational corporations and pedagogoical issues in International Business education. His research has been published in refereed journals including Journal of Asia Pacific Business, International Journal of Business Innovation and Research, International Journal of Public Administration, Public Administration Quarterly, Journal of Global Business, American Business Review, Journal of Transnational Management Development, International Journal of Organizational Analysis, and Journal of Information and Knowledge Management.

Dr. Andres Ramirez

Dr. Andres Ramirez is the Director of the International Business Program and an Associate Professor of Finance at Bryant University, where he teaches Global Dimensions of Financial Management, Multinational Finance, and Financial Developments in Latin America. He obtained his Ph.D. in International Finance at the University of South Carolina. A native of Chile, Dr. Ramirez pursued his career in a Chilean multinational firm with subsidiaries in Argentina, Venezuela, and Brazil, prior to joining the academic community.

Raymond W. Fogarty Director

The John H.Chafee Center for International Business

Bryant University

Mr. Fogarty is a graduate of Bryant University, with a BS in Accounting. He is former Assistant University Controller. He is involved in numerous activities in the academic, business, and government (state and national) communities. He is the RI State Trade Director, and a long-term active advocate for promoting international trade. Mr. Fogarty is a former State Representative in the RI Legislature. He has presented at many events, including the Annual World Trade Day at Bryant University which he has hosted, and he has led RI State International Trade Missions. He is active in the Bryant/Chafee Center Practicum programs. Gerald Cohen Senior International Trade Specialist and Practicum Programs Coordinator The John H. Chafee Center for International Business Bryant University Smithfield, RI 02917 (401)232-6407 Mr. Cohen, a graduate of the University of Rhode Island with a BS in Marketing, served in the US army for a number of years. He worked for a multinational conglomerate for a number of years, leaving to start his entrepreneurial business. During his career in international business, Mr. Cohen was twice recognized by the SBA as its New England Small Business Exporter of the Year. He retired as founder and owner of his international machinery manufacturing company, and has since been active in his retirement career in academia working with the Bryant/Chafee Center for International Business global business development program. He is the coordinator of the IB/International Business Practicum program, as well as of the MBA Graduate School and Global Supply Chain Management Practicum programs.


Ballroom D

11:00 a.m. - 12:15 p.m.

Franchising in the Emerging Global Economy

One of the key methods of small business growth and expansion is franchising--both domestically and globally. While major American Franchising opportunities exist abroad, many emerging economies are seeking to develop local franchising networks and smaller, U.S. franchise concepts. This presentation will speak to the rules and regulations of franchise expansion, marketing and market research necessary to find a high impact match abroad. The objective is to support and increase business growth and expansion domestically.

Elayne McClain

Regional Director

New Jersey SBDC at Rutgers Busness SchoolNew Brunswick

Ms. Elayne P. McClaine is the Regional Director for the New Jersey Small Business Development Center at Rutgers New Brunswick. She has provided workshops and seminars such as Business Planning & Strategic Planning; Business Financial Management; Market Research; Strategic Selling; Commercial Valuation; Franchise Growth Plans, Marketing/Business Plan/Business Valuation & Franchising. Ms. McClaine has been involved in building a strong relationship and collaborating with the Center’s host - Rutgers Business School and assisted in the development of an innovative experiential learning program sponsored by Ernst & Young. As an adjunct Professor in other institutions she has taught Management; Operations Management; Organizational Behavior; Consumer Behavior, Marketing as well as various professional licensing courses for Mortgage and Real Estate candidates. Ms. McClaine has been a leader in launching & repositioned businesses and a variety of consumer brands both domestically and globally. As an entrepreneur and CEO of ESME Market Specialists she developed Management Consulting practice with focus on marketing, business and economic development, business valuation and strategic planning and served clients that include L’Oreal, Liquid Keratin, Inc., NJ Human Resources Development Institute, Inc. She has extensive experience as a Business Broker the sales/purchase and valuation of small to mid-sized businesses. As Marketing executive for several Fortune 100 firms she has created or repositioned over 20 new products and brands. She has been awarded two U.S. Patents and has received recognition from the American Academy of Dermatologists for marketing leadership. Ms. McClaine has an MBA-Finance from Regis University and a BA-Economics from Fordham University.



11:00 a.m. - 12:15 p.m.

Developing International Financial Projections

When faced with the task of developing financial projections, it is often the case for a new to export or new to market business client to view it as a paramount challenge. In addition, the initial investment and financial commitments required to enter a new market might be discouraging to the exporter, especially when means to develop a detailed and comprehensive financial plan are lacking, and a company is faced with too much uncertainty in the absence of a comprehensive financial planning tool. Development of international financial projections involves unique specifics and complexities associated with global markets. When developing an export business plan, the issues of costing (variable vs. full absorption), financial forecasting, and product pricing come into play. Projected sales, COGS, exporting costs, marketing costs, payment methods, and pricing will be different for international operations. In addition, one needs to consider the topics of break-even analysis, appropriate allocation of corporate/administrative overhead costs, and the interface between exchange rates and sales projections.

Aldis Jakubovskis

Program Specialist

University of Missouri SBDC

Aldis Jakubovskis has been with the Missouri SBDC for 16 years. His education includes an undergraduate degree from Moscow State University and an MBA from Saint Louis University. Aldis has earned a PhD in logistics and supply chain management from University of Missouri – St. Louis. He is a certified Economic Development Finance Professional from the National Development Council, and a Certified Global Business Professional from NASBITE. His areas of expertise include financial analysis and cash flow projections, development of business plans, and quantitative business methods. In addition to SBDC seminars, Aldis is also teaching for-credit business management, operations management and marketing courses. Aldis is fluent in Latvian, English and Russian.

Pablo Arroyo

Pablo Arroyo is a Business Development and International Trade Specialist with the University of Missouri Extension – Small Business and Technology Development Center Based in Union, Franklin County, Missouri. He is a certified CGBP from NASBITE and CME (Certified Marketing Executive) from SMEI (Sales and Marketing Executives International). He holds an undergraduate degree in Animal Science (Int’l Agriculture and Ag. Economics) from the University of Missouri, and an MBA degree from the University of South Florida-Tampa (Marketing and International Business). Pablo brings 16 years of experience in international trade counseling, involved in export expansion plans in the Caribbean, Latin America and Asia encompassing agribusiness, food, tourism, hospitality, manufacturing and technology industries. Originally from Puerto Rico, Pablo is fluent in Spanish and English. His goal is to position East Central Missouri as a leading exporting region leveraging the resources of the University of Missouri-SBTDC in teaching, research and extension.

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