GULF NEWS SPECIAL REPORT

July 1995

Export management leaders

HOME to the North American Trade Point, Columbus, Ohio, has emerged as one of the fastest growing centers in North America for international trade and the utilization of information technologies. The city's innovative partnership with business has led to the development of global trade links.

A key distribution site for retailers, wholesalers and shippers, Columbus is a rail hub with three inter-modal rail terminals; a trucking hub with more than 130 trucking firms that benefit from its interstate highways; and, the third largest textile port in the nation.

Phil Gary Enterprises USA is a Columbus-based export management company representing ten manufacturers and is in a position to help businesses in the Gulf establish trading links with U.S. manufacturers.

Using a middleman typically means extra time and added expense. Not necessarily so in the exporting business. Export intermediaries - companies that market and ship products overseas - can actually save small businesses time and trouble. There are three primary types of export intermediaries in the United States: export management companies, export trading companies and freight forwarding.

Export management companies help manufacturers establish an overseas market for one or more of their products. Some act as an export department or agent for a company working on a commission basis. Others buy the manufacturer's product and resell it on the international market for a higher price to turn a profit. The second of these two methods eliminates much of the risk associated with international trade for the company producing the product. Phil Gary Scianamblo, President of Phil Gary Enterprises, operates his business this way.

When asked how he got started in international trade, he replied, "I started off at the library with a Taiwan phone book and just followed my instincts. I also received a lot of help from the World Trade Center Columbus." The company has come a long way since then. He started off with promotional mini-binoculars and has since then closed a multi-million dollar deal with a Japanese firm for a safety tire seal product.

Phil Gary is also in the process of developing a milk substitute that has low lactose, low calories and no saturated fat or cholesterol. He is also further developing his career in other directions: By putting his international trade experience to work, he has added consulting to his portfolio.

As part of his consulting service, Phil Gary works with individuals and companies that are new to international trade. His services include promotions, editorial press releases, follow-up on leads, negotiating deals and more.