January 19 2000  presentation of:

Exporting High-Tech and Telecom Technologies
New Developments & Tactics for Success

Panelists

Moderator

George Barnes, Director, Global MBA (Online), School of Management, The University of Texas at Dallas

(alphabetically)

Lance D. Gilliam, Vice President/International Banking, Comerica Bank

Doug Huseby, Vice President, Diversified Freight Logistics, Inc.

Zak Karamally, Director, International Trade & Compliance, Texas Instruments Incorporated

Craig G. Ongley, Partner, McCue & Lee P.C.

Panel  Overview

The Dallas-Fort Worth Metroplex has risen to be the second largest high-tech center in the United States. The high concentration of telecom companies in North Dallas and the north suburban area has caused the area to be dubbed "The Telecom Corridor." As high-technology and telecommunications grow as a cornerstone of economic strength for the area, and as global demand for high-tech and telecom products increases, what are the key issues and answers exporters must know to compete successfully in the global marketplace?

Protecting intellectual property is a hot issue in exporting high tech. How does an exporter protect both the products and the underlying technology in the midst of patent systems that differ from region-to-region and from country-to-country? What are the most common mistakes exporters make? What are the new developments exporters need to know about? And, what is the role of the World Intellectual Property Organization (WIPO)?

Marketing and selling high-tech outside of the U.S. depends on keeping up with the legal side of export licensing and end-user certificates, and product standards and requirements. What is the impact of new developments in standardization, acceptance of ratings from other countries and the effectiveness of the World Trade Organization (WTO) in defeating certain product requirements as improper non-tariff barriers?

Export controls have been eliminated on many products, but should these controls still be a concern for high-tech and telecommunications companies? What is the status of export controls in these industries? What are the trends toward a balance between national security and commercial interests? How will the extra-territorial nature of re-export requirements, the "deemed export" rule for foreign nationals with technical expertise and skills, and the cumbersome process of getting approval from government agencies affect high-tech export?

The financial aspects of export are impacted by trends in export financing, credit insurance, and the increasing use of standby letters of credit. How can an exporter successfully use alternative methods of payment such as counter-trade? What are the best sources of export credit insurance either from private sources or from the Export-Import Bank?

Assuming an exporter has made the sale and arranged for payment, getting the product to foreign markets is the final step in the export process. What should be expected from a freight forwarder? Since high-tech products are often high value/low volume, how can packaging strategies be used to control costs and transit time? What insurance coverage is appropriate? How will changes in the new trade terms of the year 2000, which are effective as of January 1, 2000, affect high-tech export?