By Cliff Peale
The Cincinnati Enquirer

ERLANGER - While trade talks to loosen Central American markets are slowing, Greater Cincinnati companies still are finding plenty of opportunities to sell their wares abroad.

OPERATING ABROAD

Some tips from Greater Cincinnati companies doing business in other countries: • Find a trustworthy local sales agent or distributor. • Spend time there to learn local business practices. • Give some autonomy to the locals. • Make even the smallest deals in writing. • Register your product trademark before you start selling it.

That was the message Wednesday at the Kentucky International Trade Conference. Companies both large and small said that despite cultural and economic barriers, they're getting better at pushing their exported products around the globe, especially in developing countries.

"I think it's actually easier to do business in Third World countries because the need is greater," said Doug Gilb, president of Electronauts LLC, a Newport-based electronic systems design business.

The conference came against a backdrop of continued pressure by the United States to reduce tariffs on exports shipped throughout North America and South America. The Bush administration has pushed a free-trade zone covering both continents.

Smaller countries demanding protections often have delayed those talks, but they're advancing, said Regina Vargo, assistant U.S. trade representative for the Americas, the luncheon speaker.

"We're not just looking for a series of bilateral deals," she said. "We want to knit a deal together in the hemisphere."

Local small businesses described a series of cultural challenges in other countries.

"I really try hard not to be the 'ugly American' overseas," said Kent Howard, president of Balluff Inc., the North American unit of a German sensor-maker. "Find the right people, and pretty much give them the autonomy they need."

Another issue is protecting a copyright overseas and fighting counterfeiters.

Joseph Robinette, assistant general counsel at U.S. Playing Card Co. in Norwood, said sales forces and distributors "should be the eyes and ears of your enforcement program."

E-mail cpeale@enquirer.com