Want to go global? Seminar could give you the tools

By Alex Gary

BusinessRockford.com

Hundreds of companies in the Rock River Valley have embraced the global economy, according to figures from the U.S. Department of Commerce.

Area businesses increased their exports by nearly 20 percent from 2005 to 2006 to nearly $1.2 billion, according to the data.

If you go

What: Go Global or Get Left Behind seminar When: May 13-14, registration with a continental breakfast begins at 8:30 a.m. both days Where: NIU-Rockford, 8500 E. State St. Cost: $50 for one day, $75 for both days, includes breakfast lunch and refreshments. Seating is limited. Sponsors: SupplyCore Inc., Illinois Department of Commerce and Economic Opportunity, U.S. Bank, Greater Beloit (Wis.) Chamber of Commerce, Point Trade Services Inc., Rockford Area Economic Development Council, Rockford Chamber of Commerce, U.S. Commerce Service, Northern Illinois University. How to register: Online at rockfordil.com/2008/02/07/goglobal

But while companies as large as Hamilton Sundstrand to as small as MCJ EyeCheck Inc. are selling their wares to Australia, Germany and Spain, many others remain dependent on the shaky U.S. economy.

According to the commerce department, the Rockford metropolitan area ranked 106 out of 369 in its export totals in 2006, but just sixth in Illinois — trailing Peoria, Decatur, the Quad Cities and Chicago.

On Tuesday and Wednesday, a series of businesses and economic-development groups are holding a global-trade seminar to help companies considering foreign markets make that leap. Nearly two dozen trade experts or business leaders will speak or lead discussions and Neil Hartigan, the former Illinois attorney general and lieutenant governor, is one of two featured speakers. Hartigan has headed the World Trade Center’s Illinois office since 1992.

The vast potential of worldwide markets as well as the weak dollar, making U.S.-made goods a relative bargain compared with products made overseas, has created “a buyer’s market for the rest of the world,” as MCJ EyeCheck partner John Dal Santo said.

Dal Santo and his partner, Judi Gerstein, spent several years developing a portable device that measures fatigue and alcohol and drug use, finally getting it to market in 2001.

The company made its first international contacts through the Internet but since has worked entirely through Patrick Hope, the Rockford-based director of U.S. Commercial Service for the Commerce Department, to build its worldwide business.

Today, nearly 75 percent of MCJ EyeCheck’s $15 million to $20 million in annual sales is in overseas markets such as England, Italy, Spain, Portugal, Finland, Australia, Malaysia, the United Arab Emirates and Israel, Dal Santo said. Thanks to the weak dollar, sales have increased so much they are six months behind on orders.

“Patrick Hope is the best kept secret in Rockford,” Dal Santo said.

Hope is one of the speakers at Go Global or Get Left Behind, along with representatives from organizations such as the Illinois Office of Trade and Investment, the Illinois SBDC Nafta Opportunity Center, the Illinois International Trade Center and the Federal Reserve Bank of Chicago.

“I would encourage any business owner to invest in foreign markets,” Dal Santo added. “Look at what it has done for us.”

Assistant Business Editor Alex Gary may be reached at agary@rrstar.com or at 815-987-1339.