International Business NewsOctober 2018

Superior Grain EquipmentExporting grain bins throughout the world

Also in this issue:Tips to Protect your IPR / China breaches Central America / Country Profile: Qatar

Jon Engelstad, International Sales Manager

Recipient of President’s E Awardfor Export Service

We can handle your Ocean Export FreightHeld & Associates: 37 years of worry-free shipping.

Check out our web site with helpful internationaltools and links www.Held-Assoc.com Tel: 816-842-6701

Held & Associates, Inc., 1120 Erie Street, P.O. Box 34470, North Kansas City, Missouri 64116-0870

Elicia (Elle) is a graduate of William Jewell College class of 2016. Elle joined Held and Associates in August after two years at Kansas City Steak Company, a division of National Beef Packing Company, where she was the shipping coordinator. Elle’s work in logistics and analytics is her strong suit, providing her a foundation to aptly expand her career. She is now in Ocean Exports at Held & Associates, working quotes and bookings.

Email Elle for your next shipment atElicia@held-assoc.com or call (816) 842-6701, ext. 206. She is looking forward to working with you!

Elicia Snyder

2 Held & Associates

3 Publisher’s Letter

4-5 Feature - Superior Bins

6 China moves on Central America, Leads

7 IPR Tips, Commerce Bank

8 Tips continued, ITA/GC IP Seminar

9 Qatar, Transimpex

10 Qatar, continued

11 Qatar, continued

12 Port NOLA

Superior Grain EquipmentExporting grain bins throughout the worldbeginning on pg. 4

IBNewsmag TM: cover image

IBNewsmagTel 816.616.7779 Fax: 816.472.0959fbaehner@intermark3.com

6655 Troost Ave., Kansas City, MO 64131, USA

In God we trust!PUBLISHER/EDITOR:Frederick Baehner

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ADVISORY BOARD:James Malouff, Doris Ganser, Paul Mastilak

We’re hearing more and more horror stories about small to medium-sized exporters (SMEs) being compromised by China’s chronic disregard for our intellectual property rights (IPR).

In the interest of confidentiality, I cannot cite specific instances. What I hear over and over again, is that SME manufacturers which are severely burned do not even bother to patent products destined for China and other countries. Of course, patents are only useful if a country honors them and a company has the money and time to protect them.

Instead, many rely on continuous technology upgrades in an effort to stay ahead of both competition and technology predators. Does it work?

It depends on the SME and its R&D. They tell us that by the time a competitor has re-engineered their product, they have launched a new and improved version. RD is expensive in both money and time and there is never any guarantee that a company`s RD trumps the RD done by the company which steals the original technology. In addition, a foreign country may also provide their companies with resources and technological assistance to make a better product than the original therefore potentially putting US companies out of business.

In this edition of IBNewsmag, an international attorney lists practical steps to protect your IPR, a feature on Superior Grain Equipment, a look at China’s growing penetration of Central America and a practical business overview of the affluent Middle East country of Qatar.

If you have suggestions about articles that mat help SMEs improve their international business, please email me at fbaehner@intermark3.com

Frederick Baehner, Publisher

page 3October 2018

As we reported in our September edition, the Big Iron International Visitors program in Fargo, ND, hosted agricultural delegates from more than 10 counties.

One of the companies participating in Big Iron, and aiming to make new international contacts for export sales for its grain storage and material handling equipment was Superior Grain Equipment from Kindred, ND.

Superior manufactures and sells a complete line of grain storage, handling and conditioning equip-

ment, designed to protect customer crops from the elements and to improve operations in accordance with their needs.

While having been on the construction side of grain bins and grain handling systems for 40 years, Supe-rior is now in its 12th year as a complete manufac-turer having plants in Kindred and Beresford, SD.

The company works primarily through a network of domestic and international dealers, who in turn sell and service end-users. Superior currently exports to 12 countries, the largest being Canada, Australia and Zimbabwe. Export sales account for 50 percent of total company sales.

Superior Grain Equipment ships its grain bins and equipment worldwide

60’ x 18-ring Commercial Bin, towers, bucket elevators, conveyors and screeners. Swartberg, South Africa

July 2017page 4 October 2018page 4

At the Big Iron show, Superior International Sales Manager, Jon Engelstad, made initial contacts with representatives from Tanzania, Liberia and Sri Lanka. “I’ve always been able to generate some interna-tional leads from the show and I’ll be conducting extensive follow-up with the new contacts from this year in an effort to sell our products,” he said.

“As part of the Big Iron International Visitors program, we hosted a plant tour,” said Mr. Engels-tad. “Approximately 30 international visitors attend-ed the tour and a lot of interest was generated. I am already following up with three of those indivduals who are interested in becoming dealers.”

While some of the company exports have come from direct sales to end-users, Mr. Engelstad has worked extensively with the North Dakota Trade Office (NDTO) and the US Commercial Service to identify prospective international customers. “Using these resources has saved us time and money in identifying qualified dealers in other countries,” added Mr. Engelstad.

Grain bins are packed unassembled and loaded into 40-foot containers. “The only additional packag-ing used is treated lumber,” Mr. Engelstad pointed out. From its Beresford manufacturing facility, the product ships by sea to the nearest customer port. “We provide extensive technical support, with oc-

Glendive, Montana: This site contains eight 42’ x 8-ring bins, five 48’ x 10-ring bins and three 54’ x 10-ring bins.Total capacity is 860,676 bushels.

casional site visits to be sure they assemble the bins correctly.”

When asked about the effect of imported steel and aluminum tariffs, Mr. Engelstad explained, “Even though our product is manufactured with US steel, domestic steel prices have taken a sharp increase, which of course makes it more difficult to compete internationally. Despite these increases, we’ve still been competitive in most markets and haven’t seen a noticeable decrease in international sales because of it.”

He pointed out that Superior doesn’t always compete on price alone. “We take pride in provid-ing the highest quality products and exceptional service,” he said.

The company’s greatest barrier has been the high tariffs imposed by targeted countries – especially Brazil and Argentina.

When asked about international Intellectual Proper-ty (IP) concerns, Mr. Engelstad explained: ”We have several patents, or patents pending, on our material handling equipment, such as our Block Buster, but none on the bins themselves.

For more information about the company and its products, go to www.superiorbins.com.

IBN

page 5October 2018

China’s pending Free Trade Agreement with Panama and an agreement with El Salvador, both in the negotiation stage, are part of the commercial opportuni-ties that China seeks to consolidate in the region, as reported by CentralAmericaDa-taExpress earlier this month.

The third round of negotiations to conclude the trade agreement between the Central American country and the Asian nation began in Panama City. This session will deal with trade barriers, customs procedures and trade facilitation.

On October 28th, teams from Panama and the Peo-ple’s Republic of China concluded the second round of negotiations for a FTA between both nations with preliminary agreements and progress made in dif-ferent chapters.

During the week of negotiations, held in Beijing between August 20 and 24, the Chief Negotiator for Panama, Alberto Alemán Arias, gave a daily report to representatives of the Panamanian private sector who were present at the Adjoining Meeting Room, authorized by Panama in order to encourage the participation of businessmen, producers and union leaders.

The meeting was attended by representatives of unions such as the National Association of Cattle Ranchers (ANAGAN); the Chamber of Commerce, Industries and Agriculture of Panama (CCYAP); the National Association of Milk Processors (ANAP-ROLE); the National Union of Customs Brokers of Panama (UNCAP); the Trade Union of Industrialists of Panama (SIP); the National Association of Insur-ance Producers (CONALPROSE); the Panamanian Association of Exporters (APEX); and the Association of Milk Producers of the Central Provinces (APLEC).

In addition to the negotiations for the signing of a Free Trade Agreement, the advances that both countries have made in the tourism sector are added, since some months ago China authorized 64 Panamanian tour operators to start offering group tours of Chinese tourists to Panama on August 15th.

Another country which seeks to establish trade relations with China is El Salvador. In this case, it was reported weeks ago that the Central American country’s diplomatic relations with the Republic of Taiwan have been disrupted and the negotiations for the signing of trade agreements with China have taken place.

El Salvador and China have already held their first working session, in which the relationship of trade and cooperation between the two nations began to be defined.

China moves on Central America

How to hire and manage international staff

The Madison International Trade Association (MITA) will present a seminar on Making the Most of your Human Resources on Tuesday, November 13th to learn how to achieve maximum efficiency with in-ternational teams while staying compliant with in-ternational employment law.

Topics include immigration restrictions on employee mobility, international staffing structures, and the do’s and dont’s of establishing international offices and manufacturing facilities with a focus on the EU, Mexico, and China. Our speakers, Kelly Fortier, As-sociate and Partner at Michael Best & Friedrich in Milwaukee, and Paul Dalberto, Vice President of In-ternational Sales at The Vollrath Co. in Sheboygan, WI, will share their knowledge and experiences with international human capital resources.

For more information and to register go to: https://lnkd.in/dSv75dv

International Trade & Business Leads

July 2017page 6 October 2018page 6

International IPR is often the most crucial asset of an international small to medium-sized enterprise/business (SME), whether it consists of patents, trademarks, copyrights, trade secrets, or simply branding and internal “know-how.” It is important that SMEs be proactive in protecting their IP and other sensitive information, particularly in the context of foreign markets and international trade. Here are some practical suggestions to thwart such threats to your growing international business.

General Recommendations for International IP Protection

• Control: YOU control your technology! Do not give it away to make deals, regardless of pressure from foreign governments or business partners. • Risk: The likelihood of IP theft is sometimes greater with overseas joint ventures than with just exporting products. Be careful when entering into a foreign JV.• Research: Before investing in or exporting to a foreign market, research that country’s IP system.

The World Intellectual Property Organization WIPO database identifies IPR offices.• Focus: Prioritize foreign activities in WTO-member countries. The Trade Related Aspects of Intellectual Property Rights (TRIPS) Agreement applies to all WTO members and requires signatories to uphold specific IPR requirements.

Contractual Considerations for International IP Protection

When entering a contract with a foreign business partner, be sure to include clauses on:• Ownership of brands, including translations thereof• Enforcement of existing IP• Ownership of new IP that gets created as part of the partnership• Dispute resolution

Tips for protecting your international intellectual property rights (IPR)

IPR TIPS, ontinued on pg 8

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page 7October 2018

IPR TIPS, ontinued from pg 7

Protecting IP in the Trade Context

• Register your trademarks and copyrights with U.S. Customs & Border Protection• Patents and trademarks are geographic-specific. Try to obtain such IPR in all countries where you are selling goods or services.• A business may seek an “international” patent under the Patent Cooperation Treaty, which permits a single application to provide registered protection in the 148 signatory countries. This can be done through the US Patent & Trademark Office.• If faced with infringing imports in the US market, take action through Section 337. This statute, administered by the US International Trade Com mission, makes it unlawful to import, sell for importation, or sell within the United States after

Chinese Intellectual Property Attaché, Michael Mangelson, US Patent and Trade-mark Office (USPTO) in Shanghai, is one of six IP specialists who will present insight on a wide range of key country IP topics on December 5, 2018 in Chicago.

Sponsored by the International Trade Association of Greater Chicago (ITA/GC), luncheon speakers will be anchored by the director of the USPTO attaché program, Dominic Keating.

Other USPTO speakers will cover IP matters in the EU, Latin America, Southeast Asia, the Middle East and North Africa - in addition to China. They include Susan Wilson, EU; Raed Al-Hout, Kuwait; Kitisri Sukhapinda, Thailand; and Todd Reaves, Mexico – all of whom are IP specialists in their regions.

importation any article that infringes any type of valid IP (registered or otherwise). Crucially, Section 337 offers powerful remedies: exclusion orders and cease-and-desist orders that com pletely ban the competitor’s products from the US market. Section 337 is the fastest and most effective way to curtail infringing imports!

If you have questions, contact:Beau Jackson Partner, Husch Blackwell

Direct: 816.983.8202beau.jackson@huschblackwell.com

IP attachés advocate to improve IP policies, laws, and regulations abroad for the benefit of US stake-holders, including:• Raising issues with foreign government officials.• Providing training on IP law, enforcement, and administration.• Conducting public awareness programs.• Presenting and explaining US government positions.

IP attachés also provide information to help US stakeholders entering foreign markets or conduct-ing business abroad, including:

• How to navigate foreign laws and regulations.• How foreign courts and governments work.• How to protect and enforce IP abroad.

The program takes place from 11:45am – 2pm on Wednesday, December 5, 2018 at the Carlucci Rosemont in the Chicago suburb of Rosemont. Deadline for reservations – Nov.30.

rsvp@itagc.org or call ITA/GC Executive Director, Richard Paullin at 773.725.1106

Michael Mangelson

Chinese IP specialist to highlight Chicago IP luncheon program

July 2017page 8 October 2018page 8

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PROFILE:Qatar

A Few Practical Tips for doing business in Qatar• Qatar is an Islamic country but is one of the most progressive nations regarding women in the workplace. Foreign women are especially respected.• Normal office hours (Sunday through Thursday) are 7:30 AM- 12 PM and 3:30- 7PM).• Business attire is conservative.• Exchanging gifts at first meeting is expected. Gifts should be wrapped and of good quality. Never give alcohol or anything made of pigskin.• Business meeting are generally long.• Public criticism is not acceptable.• Management style is hierarchical• Handshakes are accepted greeting between men. Senior person should be first one greeted.

page 9October 2018

• Business cards are very important. One side should be in Arabic.• The Qatari market is very competitive with many nationalities active in the market.

Overview

• Qatar has been ruled by the Al Thani family since the mid 1800`s.• They were formerly a British protectorate. Through its large natural gas and oil resources, it has been transformed into a very modern country with a very high per capita income. • They have - and are continuing to expend - a great deal of resources on their infrastructure, healthcare and education. • It is located on a peninsula on the Persian Gulf bordering Saudi Arabia.• Size: Slightly smaller than Connecticut• Population Distribution: Population is mainly located in and around Doha on the eastern side of the peninsula• Population: 2.3 million (July, 2017 est.) Population Growth: 2.27% (2017 est.) Literacy Rate: 97.3% (2017)• Government: Absolute monarchy. Ruler Amir TAMIM bin Hamad Capital City: Doha

Economy

• Its oil and natural gas resources drive their economy. • Currently, there is a construction boom in preparation for their hosting the World Cup in 2022. • Its reliance on oil and natural gas will continue since they have very large reserves of both• GDP: $166.3B (2017 est.)• GDP Growth Rate: 2.1% (2017 est.)• Unemployment Rate: 0.6% (2017 est.)• Exchange Rate: 1 US Dollar = 3.64 Qatari Riyals (10/13/18 - 1:47 PM) • Labor Force: 1.953 million (2017 est.) • Labor Force Makeup: Agricultural - 0.2%, Industry - 50.3%, Services - 49.5% Major Industries: LNG, crude oil production and refining, ammonia, fertilizer, petrochemicals, steel, reinforcing bars, cement, commercial ship repair, farming (fruits, vegetables, poultry, dairy products, beef, fish)

International Trade

• Total Exports: $56.26B (2017 est.) • Major Exports: LNG, petroleum products, fertilizer, steel • Major Export Partners: Japan (17.3%), South Korea (16%), India (12.6%), China (11.2%), Singapore (8.2%), United Arab Emirates (6.4%) (2017)• Total Imports: $26.69B (2017 est.) • Major Imports: Machinery, transportation equipment, food, chemicals, • Major Import Partners: China (10.9%), US (8.9%), United Arab Emirates (8.5%), Germany (8.1%), UK (5.5%), India (5.4%), Japan (5.3%), Italy (4.3%)

July 2017page 10 October 2018page 10

Doha, Qatar

Sampling of Taiwan English Language News Websites

• Doha News- general news - www.dohanews.com • The Peninsula Qatar - general news - www.thepeninsulaqatar.com • Gulf Times- general news - www.gulftimes.com • Qatar Tribune - general news - www.qatar-tribune.com

Sampling of Qatar Companies

• Al Jazeera Media Network - multimedia network, Doha - https://network.aljazeera.com • Banwa Group- real estate holding and development, Doha - www.banwa.com.qa • BSI-Steel Building System Integration W.L.L.- steel design, manufacturing, Doha - www.bsi-steel.com• GSSG Holdings - engineering, aviation, education, automotive, Doha - www.gssg.com • International Bank of Qatar - private bank, Doha - www.ibq.com.qa • Qatar Airways – airline, Doha - www.qatarairways.com • Qatar Petroleum - oil and gas, Doha - www.qp.com.qa • Qatar Steel- integrated steel manufacturer, Mesaieed - www.qatarsteel.com • Panorama Contracting and Engineering Services, Doha - mfr of pressure vessels, heat exchangers, pressure piping, boilers etc. - www.panorama-qatar.com

• Qatar Plastic Products Co. W.L.L., Mesaieed - flexible packaging etc. - www.qppc.net • Qatar Plastics Additives & Industries Group, Doha - plastic pipes, pvc compounds - www.qaddcoqatar.com• Binghalib Engineering, Doha - switchgear manufacturing - www.binghalibqatar.com

Public Holidays 2018

• National Sports Day - February 13• Early March Bank Holiday - March 4 (Banks only) • Eid Al Fitr Holiday - 6-13-17 • Eid Al Fitr Holiday - 6-18-21 (Public Sector only) • Eid Al Adha Holiday - August 19-20 (Public sector and banks only) • Eid Al Adha Holiday - August 21-23 • Eid Al Adha Holiday - August 26 (Public sector only) • National Day- December 18

Please note that we are available to provide you with more detailed information on this and other countries tailored to your needs. Simply email us at info@intermark3.com with your request.

By Paul MastilakInterMark3, Inc.

page 11October 2018

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