Inside Washington: The International Business Executive's Guide to Government Resources. - book reviews

Business America, July 17, 1989

Inside Washington: The International Business Executive's Guide to Govern. ment Resources. Edited by William A. Delphos. Published by Madison Books, Lanham, Md. 1988. 295pp. $49.95 (plus 2.50 postage and handling) hardcover.

The U.S. Government offers hundreds of assistance programs for American businesses seeking to expand into foreign markets. This reference makes these services more accessible to American investors, exporters, contractors, and service firms by organizing the information by product or service rather than by government agency. It reveals what specific services are available, who provides them, and how to go about gening them.

Inside Washington contains categories covering research, feasibility determination, regulations and requirements, financing, risk management, and manpower. Govemment agencies referenced include Department of Commerce, Department of Agriculture, Office of United States Trade Representative, Export-Import Bank, Agency for Intemational Development, Overseas Private Investment Corporation, Small Business Administration, United States Trade and Development Program, World Bank, and Intemational Finance Corporation.

Write: Venture Marketing Corporation, 600 Watergate NW., Suite 850, Washington, D.C. 20037. Contact Susan Wilmink: tel. (202) 337-6300 or 1-800-288-2582.

ICELAND-The 23 percent increase in the catch of the Icelandic fishing fleet from 1987 to 1988 has triggered downturns in the economy. Although the total quantity of fish reached record levels, the actual value of the catch rose only 9 percent because of a drop in the number of the most valuable species. Additionally, the percentage of fish sold abroad jumped to 22 percent, prompting the government to raise export taxes to protect the domestic fish processing industry. The most expensive components of the market, roe and shellfish, were harvested below the quotas established by Reykjavik. Increased costs and new technology, coupled with a falling dollar, hindered the fish packaging and processing companies. A government fund to help these businesses has required five devaluations of the krona in 17 months, Iceland, which is not in the EC, faces 18 percent taxes in two of its biggest markets, Spain and Portugal.

ISRAEL-The "U.S. Tourism Equipment and Supplies Catalog Show" was held at the U.S. pavilion at the "Technology 89 Exhibition" in Tel Aviv. Of the 95 U.S. companies exhibiting, 88 showed interest in penetrating the Israeli market to sell hotel and restaurant supplies, food processing equipment, commercial refrigeration, computers and software, and heating and air conditioning. Nearly 275 leads were developed between the American companies and Israeli business personnel. The name of the show was cited as inappropriate, and stemmed from a poor translation of the Hebrew fo "Traveling Catalog Show."

PORTUGAL-Like most European countries, Portugal is readying itself for the 1992 advent of the single-market European Community. Both the human and capital resource pools are restructuring to make Portugal a more viable EC power. The pan-European labor market, which will allow unrestricted movement of workers within the EC, may result in the loss of skilled Portuguese laborers to other countries. There is also concern that without large-scale modemization of plants and equipment, Portugal will lose textile business to increased third-world imports by the EC. Many small Portuguese firms are expected to consolidate or enter into multilateral joint ventures. In response to a loss of textile business, the Portuguese Government has hinted at projectionist measures to protect the domestic fiber market. However, as domestic capital is not readily available, Portuguese industry is finding modemization to be extremely difficult. Because of Portugal's status as the poorest country in the EC, it is an ideal nation with which to enter joint ventures. AmericanPortuguese projects would help Portugal in its quest to modernize, and also help U.S. companies enter the EC unified market.

SPAIN-The Spanish market for automobile parts and accessories reached $11 billion in 1988, an increase of 34.5 percent since 1987. Domestic production rose $2.6 billion; imports increased 52.8 percent and exports grew by more than 60 percent in one year. Almost two million cars were produced in Spain,using a workforce of 118,000. The market is very much internationalized, with American, German, French, Japanese, Italian, and British companies providing the majority of Spanish automobile works. As EC regulations continue to grow increasingly stringent, market opportunities will be created which skillful suppliers can exploit. As 1992 approaches, Spanish standards are being modified to conform with European Community parameters.

TAIWAN-The "Taipei International Auto show" last month featured six

American firms selling and displaying their products to 120,000 visitors. Estimated sales from the event are over $8 million. Although the show mainly focused on the exporting of auto parts, all of the major American automobile dealers and several smaller companies decided to enter due to very strong sales in the automobile import market in Taiwan. Winnebago sold 20 units, compared to three sold prior to the exposition. Most participating American firms hope to expand their displays next year.