Updated October 13, 2014—Please note program is subject to change, please check this page regularly for updates.

Wednesday, October 29

1:00 pm - 5:00 pm Registration
Providence Ballroom Foyer – 1st Floor

2:00 pm - 4:00 pm Ask the Experts Roundtables
Providence Ballroom I – 1st Floor

2:00 pm - 5:00 pm One-on-One Meetings with U.S. Commercial Diplomats
Providence Ballroom II – 1st Floor

6:00 pm - 8:00 pm Networking Reception
Providence Ballroom III – 1st Floor

Thursday, October 30

7:30 am - 5:00 pm Registration
Grand Ballroom Promenade – 2nd Floor

7:30 am - 8:30 am Continental Breakfast
Grand Ballroom Promenade – 2nd Floor

8:30 am - 9:15 am Welcome Remarks
Overview of the DISCOVER GLOBAL MARKETS – THE AMERICAS program.

Remarks by:
Greg Sizemore - Director, U.S. Commercial Service, North Carolina
Wayne Cooper - Chair, North Carolina District Export Council

Grand Ballroom C-D – 2nd Floor

9:15 am - 5:00 pm One-on-One Meetings with U.S. Commercial Diplomats
(Concurrent with conference program)

Grand Ballroom B – 2nd Floor

9:15 am - 10:15 am Plenary Session: Look South - Strategic Overview of The Americas
Why consider exporting to the Western Hemisphere? The Western Hemisphere holds tremendous potential for U.S. goods and services. In 2013, it was the destination for 45% of all U.S. exports, more than any other region across the globe. Over half of all the United States’ Free Trade Agreements are with Western Hemisphere countries. The Look South Initiative is a new coordinated program to help companies do business with Mexico and Latin America. This session will give a strategic overview of the Americas, providing important things to consider before we endeavor into the rest of the Discover Global Markets - The Americas export forum.

Panelists:
John Andersen - Principal Deputy Assistant Secretary, Global Markets, U.S. Department of Commerce
David Carius - Regional Director, Global Construction and Infrastructure, Caterpillar
Nathaniel Karp - Senior Executive Vice President and Chief U.S. Economist, BBVA

Moderator: Chris William - Host, Carolina Business Review
Grand Ballroom C-D – 2nd Floor

10:15 am - 10:45 am Networking Break
Grand Ballroom Promenade – 2nd Floor

10:45 am - 11:30 am Plenary Panel: Why Canada and Mexico Remain our Top Export Destinations
Our neighbors to the north and south hold tremendous potential for U.S. exporters. These countries are typically the first export markets U.S. companies consider, and for a good reason. Canada and Mexico are the U.S.’ #1 and #2 export destinations, respectively. Canada continues to hold an historic record as the United States’ largest export market, accounting for 18.9% of total U.S. goods exports. Mexico is the United States’ 3rd largest trading partner and 2nd largest export market. U.S.-Mexico bilateral trade was $494 billion in 2012. Last year, trade between the U.S., Canada, and Mexico was over $1 trillion. NAFTA, enacted in 1994, created a free trade zone for Mexico, Canada, and the U.S. Since the implementation of the agreement, the GDP of North America has doubled.

Panelists:
Cindy Biggs - Principal Commercial Officer, U.S. Commercial Service, Canada

Steve Alley - Deputy Senior Commercial Officer, U.S. Commercial Service, Mexico

Mike Godfrey - Business Development Director, Westinghouse
Brad Miller - Vice President International Sales, Hooker Furniture
Dana Hicks – Global Business Development Consultant, North Carolina District Export Council

Moderator: Chris William - Host, Carolina Business Review
Grand Ballroom C-D – 2nd Floor

10:30 am - 12:30 pm Sector Focus: Energy
The Deregulation of the Energy Sector in Mexico: How it Affects Business Opportunities

Mexico is the third largest trading partner of the United States, and represents the second largest export market for U.S. products and services. Mexico passed an ambitious Energy Reform in 2013 aimed at invigorating the Mexican economy by taking advantage of the country’s energy reserves and renewable energy potential. Significant opportunities for U.S. suppliers of goods and services are expected to emerge across a wide range of energy-related sectors, to include power generation, renewable and nuclear energy, and oil and gas. Senior officials representing the primary agencies involved in these reforms will provide an overview of the status of Mexico’s efforts to implement these reforms, and what they will mean for Mexico’s energy sector and U.S. companies seeking opportunities in this dynamic market.


Panelists:
Carolina Quiroz, National Energy Regulatory Commission
(CRE)
Dr. Ruiz Ramos, Petroleos Mexicanos
(Pemex)
Dr. Jorge Alfonso Mendoza-Amuchástegui, Mexican Petroleum Institute (IMP)
Dr. Guillermo Dominguez, National Hydrocarbon Commission
(CNH)
Katya Samohano, Federal Electricity Commission
(CFE)

Moderator: Dr. Hector Castro Vizcarra – Minister for Energy Affairs, Embassy of Mexico in Washington, D.C.
Tryon Conference Room – 2nd Floor

11:30 am - 12:30 pm Breakout Sessions

A. Mitigating Trade Finance Risks in the Americas
How do you get paid when making sales to the Americas? How do you handle customers’ requests for credit terms? Did you know that requesting credit terms is common in the Americas? If you’re only accepting cash in advance, you’re probably missing out on sales. Do you accept payment in U.S. dollars only, or are there times when it’s beneficial to quote in a foreign currency – and how do you mitigate THIS risk? This session will cover the topics you need to know to address trade finance risks as you make sales to customers in the Americas.

Panelists:
Matthew Lewis - Director, Strategic Partnerships and Alliances, Western Union Business Solutions
Michael Filchock – First Vice President, Global Trade Solutions, SunTrust Banks, Inc.
Kathy Edwards - President, Global Business Solutions
Vanessa Shrauder - Credit Manager, Mallard Creek Polymers, Inc.

Moderator: John Charles Mueller - Professor and Project Director (EMBA), Fundação Dom Cabral
Harris Conference Room – 2nd Floor

B. E-Commerce in the Americas – Developing Your Online Presence
E-commerce, the Internet, and social media are all important conduits for your sales, both in the U.S. and worldwide. How common is it to sell over the Internet in the Americas? What do you need to know regarding reaching your customers there, the prevalence of online sales by country, and search engine optimization? This dynamic session will give you the information you need to leverage your web site and social media to make sales.

Panelists:
Justin Seibert - President, Direct Online Marketing
Chad Remp - Operations Manager, Wheeling Truck Center
Roy Morejon - President, Command Partners

Moderator: Linh Wu - Regional Sales Manager for the Carolinas, Georgia, and Eastern Tennessee, FedEx
Trade Conference Room – 2nd Floor



C. Sector Focus: Healthcare (Pharmaceuticals, Nutritional Supplements, Biotech, Medical Equipment)
Opportunities in the Americas for those companies in the U.S. healthcare industry sector are rampant, but there are many considerations when attempting to expand your sales into the Americas, including regulatory requirements, distribution networks, pricing, and competition. The speakers on this panel will present some ideas for consideration for those healthcare industry sector players that are looking to enter or expand into the Americas, with ideas and suggestions on how to optimize resources and overcome hurdles.

Panelists:
Gerry Zapiain - International Trade Specialist, Office of Health and Information Technologies, U.S. Department of Commerce
Tom Zieser - President and CEO, Jace Systems
Bryan Somerville – Vice President of Business Development, Swansea Holdings, LLC

Moderator: Dana Hicks – Global Business Development Consultant, North Carolina District Export Council
Independence Conference Room – 2nd Floor

12:30 pm - 1:45 pm Lunch – Hosted by BBVA
Keynote Address:
Ignacio de Isusi - Director of Sales and Operations for Latin America, Harley-Davidson
Introduction by William Fanjoy - Director, U.S. Commercial Service, Northern Virginia
Grand Ballroom C-D – 2nd Floor

1:45 pm - 5:15 pm One-on-One Meetings with Mexico Energy Delegates
(Concurrent with conference program)

Grand Ballroom A – 2nd Floor

2:00 pm - 3:15 pm Plenary Panel: Why Central America and the Caribbean are Fast Growing Export Destinations
The Central America and Dominican Republic region (CAFTA-DR region) was the 15th largest U.S. export market in the world in 2010, and the 3rd largest in Latin America, behind Mexico and Brazil. As a result of the U.S.-Central America and Dominican Republic Free Trade Agreement (CAFTA-DR), 80% of U.S. consumer and industrial goods exports to these countries are no longer subject to tariffs. U.S. exports to all the CAFTA-DR countries experienced significant growth during the first 5 years of the agreement, led by Guatemala and Nicaragua (both up 57%), and followed by Costa Rica (44%), Honduras (42%), Dominican Republic (39%), and El Salvador (32%).

Panelists:
Aileen Nandi - Regional Senior Commercial Officer, U.S. Commercial Service, Central America
Isabella Cascarano - Senior Commercial Officer, U.S. Commercial Service, Dominican Republic
Nicole DeSilvis - Senior Commercial Officer, U.S. Commercial Service, Guatemala
Dave Dalton - President and CEO, General Microcircuits Inc.

Moderator: John Galles - Publisher and President, Galles Communications Group, Inc.
Grand Ballroom C-D – 2nd Floor

3:15 pm - 3:45 pm Networking Break
Grand Ballroom Promenade – 2nd Floor

3:45 pm - 4:30 pm Breakout Sessions

A. Overcoming Logistical Barriers in the Americas
Find out what you need to know to efficiently deliver your goods to customers in the Americas. Discover best practices for working with shippers and freight forwarders, preparing your documentation, and avoiding logistical issues.

Panelists:
Pat Fosberry - Corporate Export Manager,
John S. James Co.
Jose-María de Orduña - Head of Operations and Value-Added Services, Americas, DHL Global Forwarding

Tom Robinson - Vice President, ERD Ltd.

Moderator: Clement Schrader - Clement Schrader Consultant
Tryon Conference Room – 2nd Floor

B. IP Protection in a Global Marketplace
Did you know that your U.S. patents and trademarks are not valid overseas unless you specifically register in those countries? Is your intellectual property in danger when selling to the Americas? Find out more about intellectual property issues in the Americas, and obtain best strategies for protecting these significant assets.

Panelists:
Jay Rogers - Partner, Nelson Mullins
Dominic Keating - Director, Intellectual Property Attaché Program, U.S. Patent & Trademark Office

Moderator: Alfred Basilicato - Founding Partner, USA StrategicVentures, llc
Harris Conference Room – 2nd Floor

C. Selling to Latin American Governments – Best Practices for Participating in International Procurements
The U.S. Government provides tremendous assistance to U.S. companies participating in international tenders. This session will present the range of resources available to you to identify, qualify, and compete in foreign bids.

Panelists:
Raul Herrera - Partner, Arnold & Porter LLP
Dan Pasulka - Sales, Eastern Reverse Osmosis Systems
Jenna Dunay - Business Development Manager, Rapiscan Systems

Moderator: Americo Tadeu - Deputy Director, Advocacy Center, U.S. Department of Commerce
Trade Conference Room – 2nd Floor

D. Sector Focus: Automotive Industry Opportunities and Challenges in the Western Hemisphere
Almost 70% of U.S. auto part and new passenger vehicle exports were sold to Western Hemisphere countries between 2009 and 2013. Panelists will discuss current automotive opportunities in the Western Hemisphere and the ways in which they have taken advantage of these opportunities. They will also discuss progress they have made and what resources or channels they have used to achieve success. In addition, challenges they originally faced and current challenges will be discussed as well as how they are overcoming these obstacles.

Panelists:
Paul McCarthy - Senior Vice President,
Motor and Equipment Manufacturers Association (MEMA)
Andres Castrillon - JD Senior Counsel, Auto Care Association
Michael P. Ralsky – President, GlobalGR LLC

Moderator: Suzanne M. Dickerson - Director, Clemson University International Center for Automotive Research
Independence Conference Room – 2nd Floor

4:30 pm - 5:30 pm Plenary Session: Panama and U.S. Relations and The Impact of the Panama Canal and Intermodal on U.S. Exports
Panama has historically served as the crossroads of trade for the Americas. Its strategic location as a bridge between two oceans and the meeting of two continents has made Panama not only a maritime and air transport hub, but also an international trading, banking, and services center. In 2010, 5% of the world’s total cargo volume passed through the Panama Canal. The country is currently engaged in a $5.25 billion expansion of the Panama Canal that, when finished, would allow significantly larger vessels to transit and might alter shipping routes to and from multiple U.S. ports. It could also lower the costs of trans-ocean shipping between Asia and the U.S. East Coast. This project, in conjunction with the expansion of the capacities of its ports on both the Atlantic and Pacific Coasts, and ongoing investment in regional fueling opportunities will solidify Panama’s global logistical advantage in the Western Hemisphere.

Panelists:

Ambassador Jonathan D. Farrar - U.S. Ambassador to Panama
Emanuel Gonzalez-Revilla – Panamanian Ambassador to the United States
Michael Gallis - Principal, Michael Gallis & Associates

Moderator: Daniel Crocker - Executive Director, Western Hemisphere, International Trade Administration, U.S. Department of Commerce
Grand Ballroom C-D – 2nd Floor

6:00 pm - 8:00 pm Networking Reception – Hosted by Wells Fargo and the North Carolina District Export Council
The Mint Museum – A Celebration of the 100th Anniversary of the Panama Canal

Friday, October 31

7:30 am - 8:30 am Continental Breakfast
Grand Ballroom Promenade – 2nd Floor

8:30 am - 8:45 am Welcome Remarks and Opening Session
Grand Ballroom C-D – 2nd Floor

8:45 am - 12:30 pm One-on-One Meetings with Mexico Energy Delegates
(Concurrent with conference program)

Grand Ballroom A – 2nd Floor

8:45 am - 12:30 pm One-on-One Meetings with U.S. Commercial Diplomats
(Concurrent with conference program)

Grand Ballroom B – 2nd Floor

8:45 am - 9:45 am Plenary Session: Chile, Colombia, Panama, and Peru: An Economic Powerhouse for Latin America (Andean Region)
Business opportunities for U.S. companies in Chile, Colombia, Panama, and Peru

Panelists:
Ellen Lenny-Pessagno - Senior Commercial Officer
, U.S. Commercial Service, Chile
Cameron Werker - Senior Commercial Officer, U.S. Commercial Service, Colombia
John Coronado - Senior Commercial Officer, U.S. Commercial Service, Panama
Rachel Kreissl - Commercial Officer, U.S. Commercial Service, Peru
Chris Carraway – Relations Manager, Global Provider Network, Colite International, Ltd.

Moderator: Larry Turner - CEO, Hannover Fair USA
Grand Ballroom C-D – 2nd Floor

9:45 am - 10:45 am Plenary Session: Opportunities in Mercosur
Argentina, Brazil, Uruguay
Exporting to the Mercosur region can be challenging! From Brazil’s tariffs to Argentina’s foreign exchange restrictions, the Mercosur countries certainly have their challenges! However, these are also potentially great markets for U.S. exports. Join this session to learn what opportunities exist, and how to overcome the challenges. The session will also discuss working through other countries to access the Mercosur market.

Panelists:
Brian Brisson - Senior Commercial Officer, U.S. Commercial Service, Brazil

Yamilee Bastien - Commercial Officer, U.S. Commercial Service, Argentina
Greg Raty - Vice President, Slade Inc.
J. Clovis Lemes - Partner, Candex do Brasil Ltda. and Executive Director, Chamber of the Americas in Brazil

Moderator: David Nelson - Senior Manager, Global Government Affairs and Policy, Americas, General Electric
Grand Ballroom C-D – 2nd Floor

10:45 am - 11:15 am Networking Break
Grand Ballroom Promenade – 2nd Floor

11:15 am - 12:15 pm Breakout Sessions

A. Leveraging Free Trade Agreement Countries to Increase Your Sales
Do you struggle with knowing what export documentation needs to be completed for your export sales? Did you know that not all Certificates of Origin are created equal, and you may need them in different formats for different countries? What about the unusual requests you get from your buyers? Join this session to learn more about export documentation needed for the Americas, challenges, best practices, and get your questions answered!

Panelists:
Mike Allocca - President, Allocca Enterprises Inc.
Anne Woelke - Director of Global Trade Content, Integration Point

Moderator: David Bryant – Director of Business Development, John S. James Co.
Harris Conference Room – 2nd Floor

B. Sector Focus: Energy
Best-Prospect Energy Sector Exports to the Western Hemisphere

Discover what energy sector products or services you can export to the Western Hemisphere.

Panelists:
Crystal Roberts - Energy Specialist, U.S. Commercial Service, Canada
Ing. Jose Aparicio - Executive Vice President, Energy Sector Mesoamerica, Siemens
Cora Dickson - Senior International Trade Specialist, Office of Energy and Environmental Industries, U.S. Department of Commerce
Marcelo Orellana - Energy Specialist, U.S. Commercial Service, Chile
Blair Woodring - Business Development Manager, Custom Alloys

Moderator: Christian Gomez, Jr. - Director of Energy, Council of the Americas
Tryon Conference Room – 2nd Floor

C. Sector Focus: Security and Defense in the Americas
Safety & security and defense industry products and services are best-prospect exports for many countries in the Americas. Join us to learn which markets are particularly ripe for U.S. security and defense products. We will also explore topics such as: best prospect markets and opportunities, appointing agents/reps in the Americas, selling to foreign governments, how to deal with offset requirements, export regulations, and security when traveling in the Americas.

Panelists:
Mike Viniconis - President, Argus Fire Control
Wayne Cooper - Chair, NC District Export Council
Brenden Frisk - International Sales Manager, Combined Systems, Inc.
James Reese - Chairman and CEO, TigerSwan

Moderator: Brian Brisson - Senior Commercial Officer, U.S. Commercial Service, Brazil
Trade Conference Room – 2nd Floor

D. Sector Focus: Export Your Services to the Americas (Architecture/Engineering, Financial Advising, Management Consulting, and Training Services)
Across the Americas, U.S. knowledge and expertise are sought after, affording many companies with opportunities to export their services.  In 2013 alone, the United States had a trade surplus in services exports, reaching a record $231.6 billion, which is an increase of 12 percent from 2012.  Join this session to learn how different service providers approach markets in the Western Hemisphere, operate within them, and win business.  Panelists offer insight from the Consulting, Engineering, Financial, and Training Services Sectors.

Panelists:
Scott Blacklin - Principal, Blacklin Associates
Nichole Patterson Wood - President and CEO, NRP Training Solutions
Ross G. Ensor - Managing Director, ISI Consultants
Jennifer Hara - Vice President, Taylor-DeJongh

Moderator: Daniel Gaines - International Trade Specialist, U.S. Commercial Service, Northern Virginia
Independence Conference Room – 2nd Floor

12:30 pm - 2:00 pm Lunch – Hosted by Integration Point
Keynote Address: William C. Lane - Senior Director of Global Government Affairs, Caterpillar, Inc.

Grand Ballroom C-D – 2nd Floor

Conclusion of Program



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