Angela Harrington's Buzz Blog

China Companies Seek Chemical Trade Partners in U.S.

CEOs and top executives from chemical and industrial manufacturing companies in China search for U.S. partners in promoting trade in the life sciences and consumer products industries.

The U.S. Department of Commerce is working to match firms in China with U.S. companies under a global trade initiative to expand international sales in the chemical industry. A delegation of CEOs and other high-ranking executives from chemical and pharmaceutical manufacturing companies located in China, attended a briefing on the chemical industry in New Jersey yesterday, co-sponsored by The Commercial Service of U.S. Department of Commerce and NJ Commerce Commission at Kean University in Union. The companies represented were mostly small to mid-size businesses from second tier cities such as Changzhou, Jiangsu, part of the Weitang Chemical Zone, bordering Shanghai on the east coast of the country, near the southern bank of the Yangtze River.

Lisa Tang, a Commercial Specialist with The U.S. Commercial Service under the U.S. Department of Commerce, presented an overview of business and industry in China's second tier cities, and the opportunities for U.S. companies to access these untapped markets. "China is the fourth largest export destination. It has the fastest growing economy in the world...growing at a speed you can hardly imagine," said Tang, whose office is based in Shanghai.

It's an economy that can't be ignored -- with complex challenges. Tang discussed some of these challenges, including intellectual property rights infringement; transparency; rule of law; corruption and protectionism.

The key to doing business in China, said Tang, is finding a China partner you can work with for the long term. Connecting with an experienced established partner with a good network are critical components to establishing long-term partnerships. Tang advised reaching out to private companies that "are aggressive and will do a better job than state-owned enterprises."

Tang encouraged businesses to manage their expectations by formulating a realistic plan with a market entry strategy and an exit strategy as well. Tang said the most important advice for businesses is to make the '"6 D's" a priority. "Due diligence. Due diligence. Due diligence."

More than 50 executives attended the briefing and match-making session. The event was part of a multi-destination tour conducted by the U.S. Department of Commerce with companies participating in the INFORMEX global trade show taking place on Jan. 29 in New Orleans.

Companies interested in learning more about global business partnerships or on conducting trade with China, visit www.BuyUSA.gov/newark or www.export.gov.

Julia Child's Legacy of Laughter

One of my most memorable encounters in business was with Julia Child during the opening of the Williams Sonoma flagship store at Columbus Circle in New York City. Through my work representing clients in the food and restaurant industries I had the opportunity on a couple of occasions to meet Child, the famous food personality who brought French cooking into American homes through her renowned cookbooks and television shows.

Child was among the celebrity guests featured during the festivities in Nov. 2000, which included appearances by lifestyle and culinary icons Lidia Bastianch, Martha Stewart and Todd English; and Chuck Williams, the founder of Williams Sonoma.

The one person who mesmerized the crowd and had the longest line of fans waiting to meet her was Julia Child, the grand dame of American gourmet cooking and home entertaining. Child was autographing copies of her latest cookbook, Julia's Kitchen Wisdom, Essential Recipes and Techniques From a Lifetime of Cooking. Child graciously greeted each fan with her engaging smile and beguiling wit.

When I asked Child, "How do you deal with temperamental chefs," Child responded, "Keep them laughing. When the going gets tough, keep them laughing." She looked at me, content with her clever response. We shared a laugh.

Child had a knack for simplifying the complicated. She was practical and enjoyed a good laugh -- even if the laugh was on her. Her cooking routines were playfully parodied on Saturday Night Live and throughout the entertainment world.

In  Kitchen Wisdom, her final book, Child wrote in her chapter on soup, "Once you have mastered a technique, you hardly need look at a recipe again."

When she passed away on  Aug. 13, 2004, just 2 days before her 92nd birthday, Child had the last laugh. The culinary icon's last meal was French onion soup. Child mastered a number of recipes in her lifetime -- her greatest ingredient was laughter.

Our Lady of Snow

The weather is a popular topic in daily conversations, but when temperatures spike to 100-plus degrees, it's the only topic.  It's August, so heat is a factor most anywhere in the world, though in Rome, nearly 17 centuries ago, a childless couple of notable distinction wanted to bestow their wealth to "Our Lady," a title given to Mary, the Blessed Mother, the female version of "Our Lord." On Aug. 4, the couple prayed to the Blessed Mother, asking her how she would like them to distribute their wealth.

The next day, snow fell on the top of the Esqueline Hill in Rome. The pope at the time, Liberius, also had a vision and made a pilgrimage to the snow-covered spot. He announced that the devout couple's money would be used to build a church on the Esquiline Hill. That location is the home of the Church of Saint Mary Major, "Our Lady of Snow."  Each year, Aug. 5 in the Roman Catholic Church is celebrated as "Our Lady of Snow" with festivals throughout the world.

In business, you want to be hot. You just have to be prepared to beat the heat, regardless of the time of the year.  And when in doubt, pray for snow.

No Room for Merrill Lynch Financial Advisors

There are many reasons why companies and individuals join professional trade and membership organizations. These groups provide networking opportunities (which is the top reason for most professionals), they usually yield influence in their respective industry - politically, legislatively, professionally and socially, and provide information on economic trends and presentations that enhance professional skills and career development.

I recently was referred to a professional organization by a close colleague who said the group was  an A-list membership organization -- mostly CEOs, corporations, business owners. This was confirmed by an event I attended and by the association's membership director (MD), who visited our office to discuss the services and value the organization offered members. "You won't find any Merrill Lynch financial advisors here," MD said.

What a relief! No Merrill Lynch financial advisors! I've met at least six of them in the past three months. Even had lunch with one, Stevenson Martin in New York City, who has been very helpful in introducing me to some other quality networking organizations. I generally like his perspective on business and he has also been a proponent and supporter of our own executive leadership forum -- The Harrington Communications Ripple Effect.

I like Merrill Lynch financial advisors.

MD proceeded to bring up some solid examples of why MD's group was the organization to be a part of -- "Is it worth the price of membership (just under $500) if you make that one contact?"

"Well," I said, "I don't want to be a seat filler and I want to be treated like a Fortune 100 CEO."

MD gave me examples of how MD brings people together and how MD follows up with members who aren't so active to encourage them to attend meetings and events. "If we don't see you for months you will get a call from me," MD said.

I explained how I view memberships - as an alliance.  "It's all about partnerships and working together to help grow business and relationships."

"That's what we're about," MD responded. While in our office MD spotted a direct mail piece we just sent out and our Ripple Effect newsletter. "Members can include their fliers in our mailers at xxx rate," MD explained. It was a good rate indeed.

MD shared some solid reasons why Harrington Communications should join MD's organization. I'm intrigued.

Before leaving MD presented two lists of references. "These are our references," MD said as MD pointed to an A-list of presidents, CEOs and other executives from Fortune 500 companies and larger firms." Then MD shared a list of references from smaller companies, which I will refer to as the "B-list."  MD left the "B-list" on my desk and took back the "A-list."

I asked MD, "You think I can call some of those references on the A-list?"

"You think you can get through," MD responded. "Join our group and I will be happy to make the introductions."

I'm not so sure - I've already got a Merrill Lynch financial advisor.

How My New Verizon "Freedom Plan" Set Me Free

A cell phone I purchased from Verizon recently began malfunctioning. As a result, I have discovered the true meaning of Verizon's "Freedom Plan."

For all the emphasis I like to put on technology when it comes to communicating, I would like to share how liberating it can be to be without a cell phone for a few days - how much laughing and fun I have had since my Verizon cell phone died and I was promised a replacement in two business days...on a Friday.

I have been cell phone-free for five days.

I was at the Fancy Food Show at the Javitz Center in New York on Sunday and I had to meet a colleague whom I promised to call when I arrived at the exposition facility. The only way we could connect was by cell phone. I kept dialing her number but could not hear or see a thing since the backlight and sound on my phone were not working.

At the same time, my friend could hear me, but I could not hear her. She kept calling my name into her phone, “Angela, Angela, ANGELA, ANGELA ANNNNNGELLLLL-LA!” Everyone in the vicinity of my colleague’s booth thought that perhaps she was having trouble with HER phone. Or better yet – she did not know how to use a cell phone at all.  The place was roaring!

Meanwhile, back at the main entrance to the Fancy Food Show, I spotted a gentleman who seemed to be waiting for someone as well. I asked him if I could trouble him to use his cell phone. “Mine is dead -  kaput -  and I can’t get into the show because my colleague has my pass and she’s at her booth waiting for my call.”

He did not hesitate. He dialed her number – eventually we got through and I connected with my colleague.

During the interlude, the gentleman asked me what I was doing at the Food Show and I said, “I own a media agency and we represent clients in the food industry – marketing, advertising, public relations – that kind of stuff.”

"What about you?"

“I’m a chef. I own a restaurant and am involved in several businesses and in new product development,” he said.

“Maybe you could use our services,” I asked.

“What, with your cell phone issues, how could you possibly help me,” the chef asked. We laughed so hard.

I responded, “I may not have the greatest cell phone technology, but I sure know how to get attention for our clients. And anyway, I got to meet someone new today because of it, so I’m glad my cell phone isn’t working.”

My cell phone could not have malfunctioned at a better time. As a result, I met a potential client, but most importantly, the encounter set the tone for lots of laughter and an all-around wonderful day.

Next time your cell phone is not working, take advantage of the opportunity to meet someone new.

Why wait for a cell phone calamity? Anyone who wants to energize their day and just break away from the monotony of ringtones, text messages, e-mail and call waiting should spend a few days without a cell phone. Do not just turn it off. Bury it. Instead of going wireless, just get up and go! Experience the benefits of a cell phone-free day!

Basic Tips on Starting a Business

Several  weeks ago I was invited to speak at the Rutgers University Small Business Development Center's Women Entrepreneurs Network (WEN). Each month the Rutgers SBDC hosts a WEN breakfast to provide women business owners with information they can use and some encouragement along the way.

Effective planning and follow-up are among the keys to success regardless of the business you're in. Here are some basic tips to help set a solid foundation for starting a thriving enterprise. 

Develop a business plan that outlines your goals, the steps you are taking to reach those goals, a budget for meeting all expenses, staffing requirements.

Stay focused on your mission – the more you stray you’ll lose your way.

Establish a support network - they're your angels in the field. For working mothers, it's a network of trustworthy family members and friends who help you look after your children and run your household. For the small business owner seeking advice and professional support, tap into a network of professional women and men whose expertise can come in handy when you need guidance.

Identify funding sources – establish a line of credit to support equipment needs and to lend financial support.

Join a business mentoring group and professional trade organizations that give you exposure to high ranking and knowledgeable individuals and trends in your field to help keep you on top of your game.

Surround yourself with positive people and successful people – they see the possibilities.

Value quality people – establish a business that leverages the talents of highly motivated, skilled and experienced individuals who believe in your mission.

Build a network of strategic alliances with companies whose services support your project needs and whose values are similar to yours.

Identify Your Weaknesses – Be honest with yourself and learn what you don’t know.

Trust your instincts – they’re never wrong.

Share your expertise and successes,  promote your strengths – they will become your selling points.

Be the top sales person in your company – The magnitude of what you aspire will translate into what you acquire –  success stems from the top.

 

Corporate Leadership Post-Enron

It should come as no surprise that the jury found Kenneth Lay and Jeffrey Skilling guilty of fraud and conspiracy in the Enron trial. The verdict is a wakeup call for corporate America. Make that a shakeup call. Corporate leadership in a post-Enron era needs to rid itself of the insular arrogance that can corrupt a company to the core.

Here are some recommendations I would make to CEOs who want to come clean and create a true culture of transparency that ripples beyond the boardroom.

• Implement a corporate responsibility plan that identifies the company’s core values.
• In addition to a board of directors, create corporate responsibility committees that represent a cross-section of company management and employees who meet on a regular basis to address corporate ethics, accountability and responsibility issues.
• Create positions in the executive lineup for an ethics officer and a corporate responsibility officer. These positions not only help manage the accountability process, they add credibility to your company’s “corporate values” commitment.
• Communicate your company’s core value and corporate responsibility statement to suppliers, business partners and consumers. Remember, Sarbanes-Oxley is more a federally-mandated check and balance system for financial accountability.

Being a CEO is not a lifestyle, it’s a responsibility. Perhaps on the wall in the main office suite, next to the family photographs, you should have a tally of the millions of lives your company impacts on a daily bases – from employees and customers, to communities and shareholders. Better yet, how about a tally of the jail time Lay and Skilling are facing. Maximum sentence combined: 350 years.

Required reading: Business Ethics for Dummies, author to be determined.

Magazine subscription: Business Ethics.

The Ripple Effect as a Buzz Marketing Tool

Last Friday Harrington Communications participated in the Women and Small Business Conference hosted by DiversityPlus magazine at Kean University in Union, NJ. It was the second year we were invited to the event by Diversity Plus' publisher, Paul Lachu. Paul has been a longtime friend and colleague and a tireless advocate for small business.

The annual conference brings together corporations and small business to engage in a dialogue on how women and minority-owned companies can leverage their products and services in the corporate and government markets.

I was excited by the positive response to the Harrington Communications Ripple Effect. A couple of human resource executives asked us about providing marketing workshops for their companies.  Peggy McHale, vice president of marketing for the New Jersey Association of Women Business Owners and a principal of Consultants 2 Go, a sales and marketing consulting firm, told me that major companies are looking for agencies such as Harrington Communications that specialize in buzz marketing. The Ripple Effect is more than a buzz marketing tool. The Ripple Effect provides content, innovative event programming and access to key leaders and influencers in media, marketing, advertising and sales.

When I founded Harrington Communications in 1999, grassroots communications was the cornerstone of the mix of specialized marketing, advertising and public relations services we provided. It still is. Grassroots communications - call it buzz marketing - has evolved into a much more intricate art form with the advent of social media. As marketers and communicators, we're part of a relationship-driven, socially-conscious society that feeds its passions through content, dialogue, imagery and entertainment. It's an ongoing Ripple Effect.