How do you convince foreign companies to bank in

F!RST Business: A World of Help in Business

How do you convince foreign companies to bank in
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It was not a good day at New Castle-based Kapejo Inc. when president Peter Martinez learned that he was being ripped off 7,000 miles away.

An employee of one of Kapejo’s Chinese distributors had started a competing company. The upstart claimed that he used his own fiber product-reinforced asphalt for several construction projects that, in truth, had used Kapejo’s trademarked BoniFibers.

Years ago the specialized polyester replaced asbestos in asphalt applications for road and bridge surfaces. Because building highways had become a national obsession in China, there was a lot of business at stake for Kapejo. But grappling with the problem long distance—and in unpredictable China—was a daunting prospect for Martinez, though he was no stranger to the country.

Then he met with a trade representative from Hong Kong, who was visiting the World Trade Center Delaware. The trade rep referred him to the right people in Beijing to pave the way for prosecution. It took a few years, but Kapejo won its trademark infringement case.

In business, as in other endeavors, it’s often who you know that counts. Hence the World Trade Center Delaware. “It’s like having a business office wherever you go around the world,” Martinez says.

The center may be a low-profile operation, but it has a very high impact.

The local offices are in a three-story building on Seventh Street in Wilmington, where WTC provides a window on the wider world for Kapejo and other Delaware companies who seek exposure overseas. In some ways, the view is just now coming into focus.

“A lot of companies don’t know we exist,” says executive director Rebecca Faber, who calls her organization “a chamber for international businesses.” A busy slate of programs covers everything from export financing to keeping shipments safe from terrorism. Most members are small and medium-sized firms that are expansion-minded but need some guidance. “New hires of companies attend our events,” says business development director Meg Bhatt. “Many of them have no clue [about international business].”

WTC becomes their pathfinder, schooling them in logistics, recommending foreign trade shows, identifying key contact people in other countries.

“Companies may have perceived risks such as, ‘How do I get paid?’” says Faber. Enter the recent seminar “ABCs of Importing and Exporting,” which addressed, among other topics, payment options. Other seminars featured a U.S. Export-Import Bank officer who spoke about working capital and credit insurance, trade specialists who explained the thickets of cargo insurance and “merchandise passports,” and U.S. customs officials who discuss trade and terrorism.

During a WTC foreign policy luncheon early this year, DuPont Co.’s chief international counsel, Geoffrey Gamble, assessed the 2005 World Trade Organization talks in Hong Kong, and a foreign policy forum explored U.S. policy in Latin America. Last year the Korean, Bulgarian and Pakistani ambassadors made stops at WTC. Last spring, timed for World Trade Week, the Egyptian ambassador paid a visit.

But special events are just part of the picture. With a small, energetic staff buttressed by a few interns, WTC reduces the world to a local phone call, an invaluable resource for small businesses with big dreams. Tailored research (for a fee) is available in-house. A Delaware International Business Directory has been compiled. As the administrator of the Port of Wilmington Maritime Society, WTC understands the flow of commerce from outposts as distant as Australia. As part of the 300-member World Trade Centers Association, it can help business negotiations in other states and countries.

And it’s not just for the little guy. “It’s a natural, cost-effective conduit for our marketing activities in Delaware,” says Luis Clay, manager of the Wilmington branch of British megabank HSBC, a corporate sponsor of WTC. Clay characterizes the Delaware banking community as “still quite insular” and says that, though HSBC is “conservative, we understand risks other banks won’t touch.” The implication is that, if international spells risk, there are ways to avoid or lower it.

Many market analysts suggest that the real risk in the 21st century is not to go global, and indeed, there is two-way action at WTC: Delaware companies casting their eyes across the oceans, and foreign companies seeking a foothold in the States.

“For overseas companies looking to do business in the United States, the first step is to incorporate,” says Faber. “We want to help them incorporate in Delaware.”

Delaware’s ability to expedite the incorporation process is well known here and abroad. “The law is a big Delaware export,” says HSBC’s Clay. For foreign firms looking to import, WTC can help “source U.S. products in Delaware.” 

But WTC’s primary goal is to “create jobs through exports,” according to chairman Henry Beckler—local jobs, that is. “We can help Delaware companies expand their employment,” he says.

Though productivity and technology make a less-than-perfect correlation, when companies sell more products, they tend to hire more people. That’s been an important part of the mandate since WTC Delaware activities began in 1988 under the direction of the State Economic Development Office. The two agencies continue to work closely together.

“It’s a sort of public-private partnership to strengthen the state’s business community,” says Faber, who was an intern at DEDO before moving to WTC seven years ago. A non-profit organization since 1997, WTC receives an annual grant from the state legislature, and raises additional monies through membership dues and program fees.

In Faber’s public-private model, WTC offers an appealing balance.

“Some companies don’t like to work with the government,” says John Pastor, international director at DEDO. Pastor says that WTC provides flexibility, which can mean expanded opportunity. “Let’s say a construction company wants to build a facility overseas. I can help the ones in Delaware, but if there’s a Pennsylvania company involved, too, World Trade Center could help both.”

Selling Delaware is the broader mission for WTC, says Pastor. He lists a mix of poultry companies, legislators and university officials that he gathers for annual trade trips to Taiwan. Build relationships and the business will follow, he says. “We convinced them to buy Delaware poultry.”

The WTC led a similar delegation to Shanghai and Hong Kong, but usually stays on the home front to help educate the next batch of travelers.

HSBC’s Clay says that Delaware has a “viable future as an offshore financial center” for overseas customers. Meanwhile, World Trade Center Delaware will be preparing homegrown businesses to spread their wings. 

 

 

DT

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February 2018

A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
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Delaware Art Museum
2301 Kentmere Parkway
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The Philly Home + Garden Show will return to the Greater Philadelphia Expo Center at Oaks February 16-18. The show will feature highly-interactive exhibits including a full scale model smart home,...

Cost: 10

Where:
Greater Philadelphia Expo Center
100 Station Ave
Oaks, PA  19456
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Sponsor: MarketPlace Events
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By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
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The Rehoboth Beach Film Society in partnership with The Southern Delaware Alliance for Racial Justice are proud to present the inaugural Rehoboth Beach African-American Film Festival. The mission...

Cost: $10

Where:
Cinema Art Theater
17701 Dartmouth Drive, #2
Lewes, DE
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Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
Contact Name: Jeri Kaplan
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"Choir Boy" presents a complex look at race and sexuality. Shows are at 8pm on February 16 and 17; there is a 2pm matinee on Sunday February 18. Buy tickets online at www.WilmingtonDramaLeague.org.

Cost: $10-$15

Where:
Wilmington Drama League
10 West Lea Blvd.
Wilmington, DE  19802
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Sponsor: Wilmington Drama League
Telephone: 302-764-1172
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"What the water said…Flowers, Places, & Faces," an exhibition of watercolor paintings by Hugh Phibbs, will be on view in the Mezzanine Gallery from February 2-23, 2018. A free...

Cost: Free

Where:
Mezzanine Gallery
Carvel State Office Building, 2nd Floor
820 N. French St.
Wilmington, DE  19801
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Sponsor: Delaware Division of the Arts
Telephone: 302-577-8278
Contact Name: Roxanne Stanulis
Website »

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A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
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Cost: $15 adults; $10 UD faculty/staff/alumni & seniors; $5 students

Where:
Gore Recital Hall
110 Orchard Rd
Newark, DE  19716
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Sponsor: University of Delaware Department of Music
Telephone: 130-283-12578
Contact Name: Megan Everhart
Website »

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"What the water said…Flowers, Places, & Faces," an exhibition of watercolor paintings by Hugh Phibbs, will be on view in the Mezzanine Gallery from February 2-23, 2018. A free...

Cost: Free

Where:
Mezzanine Gallery
Carvel State Office Building, 2nd Floor
820 N. French St.
Wilmington, DE  19801
View map »


Sponsor: Delaware Division of the Arts
Telephone: 302-577-8278
Contact Name: Roxanne Stanulis
Website »

More information

A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

Nanticoke Memorial Hospital will host a four-session diabetes educational program, The Diabetes Connection, on February 6, 13, 20 and 27 from 9:30 am to 11:30 am. Pre-registration is required. As...

Cost: Call for cost.

Where:
Nanticoke Memorial Hospital
801 Middleford Road
Seaford, DE  19973
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Telephone: 302-629-6611 x2288
Contact Name: Nanticoke's Diabetes Education Department
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By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
View map »

More information

Show More...
Show Less...

"What the water said…Flowers, Places, & Faces," an exhibition of watercolor paintings by Hugh Phibbs, will be on view in the Mezzanine Gallery from February 2-23, 2018. A free...

Cost: Free

Where:
Mezzanine Gallery
Carvel State Office Building, 2nd Floor
820 N. French St.
Wilmington, DE  19801
View map »


Sponsor: Delaware Division of the Arts
Telephone: 302-577-8278
Contact Name: Roxanne Stanulis
Website »

More information

A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

This community-curated exhibition brings together three painters—Alan Soffer, Brian Dickerson, and Moe Brooker—who are attuned to harmonies and contrasts in abstract forms. Each artist...

Cost: Free with Museum admission

Where:
Delaware Art Museum
2301 Kentmere Parkway
Wilmington, DE  19806
View map »


Website »

More information

FREE COMMUNITY EVENT: MID-WEEK WORD REFRESHER Come join us at the Mid-Week Word Refresher every Wednesday at Faith Victory Christian Center from 11:00am - 12:00pm. Refreshments will be...

Cost: FREE

Where:
Faith Victory Christian Center
301 Commonwealth Avenue
Claymont, DE  19703
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Sponsor: Faith Victory Christian Center
Telephone: 302.354.6726
Contact Name: Alvin Walker
Website »

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By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
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Cost: $20 members; $30 non-members

Where:
Delaware Center for Horticulture
1810 N. Dupont Street
Wilmington, DE  19806
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Sponsor: Delaware Center for Horticulture
Telephone: (302) 658-6262
Contact Name: Ruth Arias
Website »

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Clearing the mind and learning to think not thinking is Zen awareness. Taking the appropriate action in this moment is Zen. Once you know this in your body, walking, standing, sitting down,...

Cost: Free

Where:
Unitarian Universalist Fellowship of Newark
420 Willa Road
Newark, DE  19711
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Sponsor: UUFN
Telephone: 302.368.2984
Contact Name: Richard Field
Website »

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"What the water said…Flowers, Places, & Faces," an exhibition of watercolor paintings by Hugh Phibbs, will be on view in the Mezzanine Gallery from February 2-23, 2018. A free...

Cost: Free

Where:
Mezzanine Gallery
Carvel State Office Building, 2nd Floor
820 N. French St.
Wilmington, DE  19801
View map »


Sponsor: Delaware Division of the Arts
Telephone: 302-577-8278
Contact Name: Roxanne Stanulis
Website »

More information

A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

This community-curated exhibition brings together three painters—Alan Soffer, Brian Dickerson, and Moe Brooker—who are attuned to harmonies and contrasts in abstract forms. Each artist...

Cost: Free with Museum admission

Where:
Delaware Art Museum
2301 Kentmere Parkway
Wilmington, DE  19806
View map »


Website »

More information

By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
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More information

This community event invites attendees to sample healthy dishes prepared by local restaurants and vote for the most creative, tastiest, and best preparation. The first 200 registrants may also sign...

Where:
STAR Health Sciences Complex
540 S. College Ave
Newark, DE  19713
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Website »

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Explore connections between people and plants in these four inspiring presentations. Special thanks to Whole Foods Market for sponsoring this  year’s refreshments. Individual lecture pricing:...

Cost: $20 members; $30 non-members

Where:
Delaware Center for Horticulture
1810 N. Dupont Street
Wilmington, DE  19806
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Sponsor: Delaware Center for Horticulture
Telephone: (302) 658-6262
Contact Name: Mackenzie Knight-Fochs
Website »

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Tickets are $15 adults; $10 UD faculty/staff/alumni & seniors; $5 students. Tickets are available at the door. Cash or check only.

Cost: $15 adults; $10 UD faculty/staff/alumni & seniors; $5 students

Where:
Gore Recital Hall
110 Orchard Rd
Newark, DE  19716
View map »


Sponsor: University of Delaware Department of Music
Telephone: 130-283-12578
Contact Name: Megan Everhart
Website »

More information

Show More...
Show Less...

"What the water said…Flowers, Places, & Faces," an exhibition of watercolor paintings by Hugh Phibbs, will be on view in the Mezzanine Gallery from February 2-23, 2018. A free...

Cost: Free

Where:
Mezzanine Gallery
Carvel State Office Building, 2nd Floor
820 N. French St.
Wilmington, DE  19801
View map »


Sponsor: Delaware Division of the Arts
Telephone: 302-577-8278
Contact Name: Roxanne Stanulis
Website »

More information

A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

The area’s largest sale of gently used books has been scheduled by the Wilmington branch of the American Association of University Women. The 49th annual Dollars for Scholars Used Book Sale, to...

Cost: free

Where:
Concord Mall
4737 Concord Pike
North Wilmington, DE  19803
View map »


Sponsor: American Association of University Women
Telephone: 302-428-0939

More information

This community-curated exhibition brings together three painters—Alan Soffer, Brian Dickerson, and Moe Brooker—who are attuned to harmonies and contrasts in abstract forms. Each artist...

Cost: Free with Museum admission

Where:
Delaware Art Museum
2301 Kentmere Parkway
Wilmington, DE  19806
View map »


Website »

More information

Glory of Stories introduces young visitors to art and the Museum through a story reading followed by an interactive tour of relevant works of art and a studio art project. This program encourages...

Cost: Free to Members, $5 per child and one adult free for Non-Members

Where:
Delaware Art Museum
2301 Kentmere Parkway
Wilmington, DE  19806
View map »

More information

By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
View map »

More information

Meeting every Friday, Bayhealth Kent General Hospital, 640 s. State Street, Dover, 7:30 pm., Private Dining Room #3 in the basement. For those who have, or think they may have a gambling problem....

Cost: 0.00

Where:
Bayhealth Kent General Hospital
640 S. State Street
Private Dining Room #3
Dover, DE  19901
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Telephone: 800-855-2CALLGA
Website »

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A winter warm up of colorful, vibrant paintings. Marlene Dubin - bold mixed media abstracts; Elaine Lisle - regional landscapes in oil; Mary Ann Weselyk – whimsical animals and still life...

Cost: free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

The area’s largest sale of gently used books has been scheduled by the Wilmington branch of the American Association of University Women. The 49th annual Dollars for Scholars Used Book Sale, to...

Cost: free

Where:
Concord Mall
4737 Concord Pike
North Wilmington, DE  19803
View map »


Sponsor: American Association of University Women
Telephone: 302-428-0939

More information

This community-curated exhibition brings together three painters—Alan Soffer, Brian Dickerson, and Moe Brooker—who are attuned to harmonies and contrasts in abstract forms. Each artist...

Cost: Free with Museum admission

Where:
Delaware Art Museum
2301 Kentmere Parkway
Wilmington, DE  19806
View map »


Website »

More information

Ronald Barron was principal trombonist of the Boston Symphony Orchestra from 1975 until 2008. He joined the orchestra in 1970 after being a member of the Montreal Symphony Orchestra, and also...

Cost: Free

Where:
Gore Recital Hall
110 Orchard Rd
Newark, DE  19716
View map »


Sponsor: University of Delaware Department of Music
Telephone: 130-283-12578
Contact Name: Megan Everhart
Website »

More information

Celebrate the 12th Annual Chinese New Year at the Delaware Art Museum! This celebration includes traditional Chinese art activities, artist demonstrations, a lion and folk dance, a Chinese yo-yo...

Cost: Free; donations accepted

Where:
Delaware Art Museum
2301 Kentmere Parkway
Wilmington, DE  19806
View map »


Website »

More information

By Simon Stephens (playwright of "The Curious Incident of the Dog in the Night-Time") Directed by Matt Pfeiffer REGIONAL PREMIERE! Amidst the bustle of a crowded London train...

Cost: Varies

Where:
Delaware Theatre Company
200 Water Street
Wilmington, DE  19801
View map »

More information

For this Saturday’s activity, visitors will have fun with fluid dynamics and hydraulics - Pascal would be proud! Visitors of all ages are invited to discover solutions to science and engineering...

Cost: Free with admission; Adults: $14, Children 6-14: $5, Children 5 and under: Free

Where:
Hagley Museum and Library
200 Hagley Creek Road
Wilmington, DE  19807
View map »


Telephone: 302-658-2400
Website »

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Lights of Life Goes Disco Nights is Delaware’s premier breast cancer fundraiser to benefit the local programs and services of the Delaware Breast Cancer Coalition. Join us for a glamorous, fun...

Cost: *VIP $125.00; *Silver Mirror Ball $50.00

Where:
Dover Downs Hotel
, 1131 North Dupont Highway
Dover, DE  19901
View map »


Sponsor: Delaware Breast Cancer Coalition
Telephone: 302-778-1102
Contact Name: Eliza Mohler
Website »

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The Newark Symphony Chamber Orchestra presents a performance of Johann Baptist George Neruda, Trumpet Concerto in E flat, with Wendell Banyay, Trumpet.  Also to be featured will be Gabriel Faure,...

Cost: 0 - $20

Where:
Newark United Methodist Church
69 E. Main St.
Newark, DE  19711
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