with Singapore - US Chamber of Commerce

FACES OF TRADESmall Business Success Storieswith Singapore

ACKNOWLEDGEMENTSAs in past years, the U.S. Chamber of Commerce has worked with our state and localchambers of commerce and small businesses around the country to increase awareness ofthe benefits of international trade. In 2003, the focus of our TradeRoots® program is topromote a better understanding of the importance of the U.S—Singapore Free Trade Agreement toAmerican businesses and workers on a local level.We have received the support of many companies and we want to acknowledge, in particular,the generous financial support of the sponsors (listed below) that made this report possible. Wevery much appreciate their assistance and are pleased to release this report as part of ourTradeRoots® Singapore initiative.Sponsors:Report Prepared By:U.S. Chamber of CommerceTradeRoots®Leslie Schweitzer, Senior Trade AdvisorMichelle Sprang, Associate Director of ProgramsOlivia Kuhn, Program AssistantAsia TeamMyron Brilliant, Vice President, AsiaErin Pham, Director, Asia Trade PolicyAmCham SingaporeNicholas de Boursac, Managing DirectorChristina Gungoll, Government Relations ManagerJennifer Conley, Communications ManagerU.S. Embassy—SingaporeGeorge Ruffner, Senior Commercial OfficerPeter Alois, First SecretaryA Special Thanks to Our Creative Team: Heidi Gioseffi, Sarah Taylor, Sooki Moon

TABLE OF CONTENTSLetter From the American Chamber of Commerce in Singapore .............................. 2Letter From the U.S. Chamber of Commerce .......................................................... 3About Singapore .................................................................................................. 4The U.S.-Singapore Free Trade Agreement .............................................................. 6The American Chamber of Commerce in Singapore/Asia Team/TradeRoots® .............. 8Communications.................................................................................................. 10Rogen International LimitedExport ................................................................................................................ 10Transcon Trading CompanyExcel Holdings, Inc.Food .................................................................................................................. 11Global Food ResourcesHealth/Medical.................................................................................................... 12Bio-Form International, LLC.Preventive Nutrient Co., Inc.World Medical Trade Organization, Inc.Manufacturing .................................................................................................... 13Baltimore Aircoil Company, Inc.Centrifugal Casting Machine Co., Inc.GM NameplateGrand Banks YachtsIndustrial Scan, Inc.Innovative Gas Systems, Inc.Nor-Cote International, Inc.Osmonics, Inc.Post Glover ResistorsTechnology.......................................................................................................... 18JSmart TechnologiesSirsi CorporationTransportation .................................................................................................... 19Intermarine, Inc.Singapore and U.S. Government Resources .......................................................... 20

LETTER FROM THE AMERICAN CHAMBER OF COMMERCEIN SINGAPOREThe American Chamber of Commerce in Singaporepresents this report on behalf of the many U.S.businesses which benefit now and will in thefuture from trade between the United States and Singapore.Singapore is strategically positioned in Southeast Asiaas the gateway to 500 million consumers. The islandnation provides open markets and a business-friendlyenvironment for U.S. companies. Thriving on pro-businesspolicies, Singapore has a sound economy and excellentinfrastructure.As a partner of the United States in the security of theAsia–Pacific region, Singapore has granted the U.S. militaryaccess to facilities which provide critical logistical supportand is an important ally in the war against terrorism.The U.S.—Singapore Free Trade Agreement (FTA) willstrengthen ties between the two nations and enhance theflow of trade and investment. For American firms, the FTAwill remove barriers in retail banking, liberalize restrictionson professional services, and improve protection of U.S. intellectual property.Singapore has demonstrated that a free flow of goods and services can be an engine ofeconomic growth. Open trade facilitates competition, encourages technology transfer, createsproductivity gains, and enables a higher standard of living. The leaders of Singapore haverecognized and embraced this dynamic in developing a world class economy.We urge support of the Agreement as a significant opportunity for U.S. business and as amodel for greater cooperation with the countries of Southeast Asia.Landis W. HicksChairman, Board of GovernorsThe American Chamber of Commerce in Singapore2

LETTER FROM THE U.S. CHAMBER OF COMMERCESmall businesses not only make up the majority of themembership in the U.S. Chamber of Commerce, but they alsoare a critical engine for economic growth in communitiesthroughout the United States. We are proud to provide a glimpseinto the world of small business entrepreneurs who are prosperingthrough trade between the United States and Singapore.Why Singapore? Simple! Singapore is the United States’ largestbusiness customer in Southeast Asia and is our 11th largest tradingpartner. The country acts as a key gateway to the larger ASEANmarket and promises businesses one of the most open, well-regulated,safe and secure investment climates in the world. CurrentU.S.—Singapore trade supports over 200,000 export-relatedAmerican jobs and offers vast new opportunities for Americancompanies. The U.S. Chamber partnered with our friends at theAmerican Chamber of Commerce in Singapore to publish this bookto tell the story of free trade between our two countries.As strong as America’s ties with Singapore are, we have a chanceto make them even stronger by enacting a free trade agreement (FTA), the first FTA between the UnitedStates and any country in Asia. Currently, more than 99% of imports to Singapore enter the country dutyfree.However, a U.S.—Singapore Free Trade Agreement would immediately eliminate all remaining tariffsand offer added market access in Singapore’s services markets.I would like to thank the business owners who took part in this project. They represent the millionsof entrepreneurs who are busy today creating new business opportunities, higher wages, and better jobsthroughout the United States—and now in Singapore. They are our path to a prosperous future.Thomas J. DonohuePresident and CEOU.S. Chamber of Commerce3

ABOUT SINGAPOREWith a world-class infrastructure,well-educated workforce,and pro-business outlook,Singapore is an excellent place to dobusiness. Singapore is slightly morethan 3.5 times the size of Washington,D.C. and is America’s 11th largest tradingpartner and export market. Shipments fromthe U.S. totaled $17.7 billion in 2001,while U.S. imports from Singapore were$15 billion, giving the U.S. a trade surplusof $2.7 billion.Its geographical position makes Singapore a commercial hub and springboard to selling toneighboring Southeast Asian countries. The deepwater seaport is one of the busiest in the world.English is an official language and widely spoken, and per capita Gross Domestic Product (GDP) isequal to that of the leading nations of Western Europe.Singapore has been an independent republic since 1965. The government’s positive businesspolicies offer investors a stable and supportive environment in which to grow.Demographics•Population: 4.01 million• Life expectancy: 78.4 years• Literacy: 93.2 %• GDP: $87 billion (2002 est)• GDP growth: 3.5 % (2003 est)GovernmentSingapore is a republic with a parliamentary system of government.• Head of State: President S. R. Nathan•Executive: Prime Minister Goh Chok Tong, head of the Government.• Legislative: Unicameral 83-member parliament• Judicial: The Chief Justice is appointed by the President of the Republic withthe advice of the Prime Minister.4

Singapore is our 11th largest trading partner with total two-way trade in goods and servicesvalued at $38.8 billion in 2001. This FTA will improve opportunities for U.S. exports, growth,and investment, while also providing increased opportunities for the people of Singapore.President George W. Bush, 30 January 2003Such agreements (FTAs with Singapore, Chile, and Morocco), and others we intend to pursue,will create jobs for America and hope around the world.Vice President Dick Cheney, 7 August 2002Singapore is America’s largest trading partner in Southeast Asia. A U.S.-Singapore free tradeagreement would not only add to the growing trade that our countries share, but would alsobe our first trade agreement with an Asian nation.Charles Grassley, Iowa Senator and Chairman, Senate Finance Committee, 15 January 2003An FTA with Singapore will foster economic growth and create higher paying jobs in theUnited States. The agreement will not only improve market opportunities for U.S. goods andservices exports, but it may also serve as a model for the Asia-Pacific region, encouragingtrade liberalization, regulatory reform, and transparency.Robert Zoellick, U.S. Trade Representative, 1 October 2002Singapore and America share a common perspective on trade. Both sides are professional,thoughtful and hard-working. We have ambitious goals for this FTA….Franklin Lavin, U.S. Ambassador to Singapore, 22 March 2002The U.S.-SFTA will be the first FTA that the United States will sign with an Asian country.Not only will it cement the excellent state of economic relations between our two countries,the U.S.-SFTA will also send a strong signal of the strong strategic and defense relations thatalready exist.John Larson, Connecticut Congressman, 25 July 2002As Governor of the State of North Carolina, I am committed to support those endeavors thatprovide sound benefits to the people of this state. A United States-Singapore FTA wouldenhance the already strong relationship between Singapore and North Carolina.Michael Easley, Governor of North Carolina, 14 March 20025

THE U.S.-SINGAPORE FREE TRADE AGREEMENTGood News for U.S. Companies, Workers, and ConsumersThe historic U.S.-Singapore Free Trade Agreement (FTA) will be the first FTA theUnited States has signed with any country in Asia. It is an agreement amongfriends—as Singapore is an important economic and strategic partner for theUnited States in Southeast Asia.The agreement offers U.S. firms increased access to the Singapore market and landmarkintellectual property protections, which will serve as a model for other agreements throughoutthe ASEAN region. It is good news for U.S. companies, workers, and consumers.Key Economic PartnerOperating one of the world’s busiest ports, Singapore is a key trading partner for the UnitedStates. Over 1500 American companies are operating in Singapore today, with over 300 of thesehaving made Singapore their regional Asia-Pacific headquarters. Two-way U.S. Singapore trade lastyear totaled $33 billion, making Singapore the 11th largest U.S. trading partner worldwide.In addition to offering a safe, high-tech, business-friendly environment, Singapore is thegateway to the larger ASEAN market, which has recently seen trade liberalization through theimplementation of the ASEAN Free Trade Agreement (AFTA). Singapore’s participation in free tradeagreements within ASEAN and around the region allow U.S. companies to take advantage of furthertariff reductions and effectively use Singapore as a regional hub and manufacturing center. TheASEAN market offers enormous potential for U.S. business with nearly 500 million consumers.Key Security PartnerSingapore is an important U.S. security partner uniquely situated at the heart of Asia, at thecrossroads between the Indian and Pacific Oceans. Many key transshipment and shipping laneslie in close proximity to Singapore’s shores, and Singapore has helped lead the effort to tightenport security, being the first port in Asia to agree to participate in the Container SecurityInitiative (CSI).Singapore has been an early and strong supporter of the war against terrorism, providingcritical moral, logistical, and financial support. Singapore’s participation on the Security Councilas one of the 10 nonpermanent members continues to buttress the Council’s stand on theWar on Terrorism.After the removal of U.S. military forces from the Philippines in 1992, Singapore granted theU.S. Navy and Air Force access to custom-built military facilities. Such access has been criticalto ensuring U.S. military operational readiness.6

Key Benefits of the FTAExportsSingapore guarantees zero tariffs immediately on all U.S. products. The FTA will eliminate orreduce certain significant nontariff barriers. For example, it will result in a change in the waySingapore calculates excise taxes on imported automotive vehicles. Textiles and apparel will beduty-free immediately if they meet the agreement’s rules of origin, offering new opportunities forU.S. and Singaporean fiber, yarn, fabric, and apparel manufacturing.Financial ServicesU.S. firms can take advantage of new opportunities in Singapore’s banking and securitiessectors. U.S. financial institutions will have access to the Singapore Automated Teller Machine(ATM) network, and restrictions will be lifted on the number of qualifying full banks permitted toundertake retail business and on the number of branches already licensed U.S. banks can operatein Singapore.In the area of asset management, eligibility criteria have been eased for U.S. asset managersto qualify to provide approved products under the Central Provident Fund.Professional ServicesU.S. professional service firms (legal, architectural, engineering, and land surveyors) will haveimproved market access to Singapore. For U.S. law firms, Singapore will loosen the requirementsthat firms must meet to participate in joint law ventures with local firms. For the purpose of beingadmitted to practice Singapore law, Singapore will recognize law degrees granted by a limitednumber of U.S. law schools. For U.S. architectural and engineering firms, local ownershiprestrictions have been relaxed. Outside the FTA context, Singapore and the United States willexplore interest in a system to mutually recognize professional qualifications in the architectureand engineering fields.Intellectual Property RightsThe FTA will provide high-level intellectual property rights protection for the following areas:1) trademarks (stronger protection for well-known marks), 2) copyrights, 3) patents, and 4) tradesecrets. Singapore agreed to cooperate in preventing pirated and counterfeit goods from enteringthe United States and to impose criminal penalties as an enforcement mechanism.7

THE AMERICAN CHAMBER OF COMMERCE IN SINGAPORE/ASIA TEAM/TRADEROOTS®The American Chamber of Commerce in SingaporeThe American Chamber of Commerce in Singapore is a growing and dynamic organization.Its mission is to promote American business in Singapore and the region by providingadvocacy, business information, and networking opportunities. AmCham members haveinvested more than $20 billion in Singapore.U.S. Chamber of Commerce Asia TeamThe Asia Team of the U.S. Chamber of Commerce works actively to seek out ways to leverageits experiences and network of key relationships to advance U.S. corporate interests. Theteam helps U.S. companies competing in Asia by identifying opportunities, facilitatingcontacts with senior officials, and effectively advocating important issues to the policymakers whocan make a difference.Drawing on the full weight of the U.S. Chamber of Commerce, the Asia team gives voice to thepolicies that benefit American companies and reaches out to top government and corporateofficials in ways that few organizations can.TradeRoots®The TradeRoots® program of the U.S. Chamber of Commerce is a sustained, national tradeeducation program dedicated to building grassroots support for international trade in theU.S. Congress. The program builds and maintains trade coalitions at the grassroots level incongressional districts throughout America; identifies and mobilizes community leaders as pro-tradeadvocates in each district, partners with governors and state leaders to communicate the localbenefits of trade; tells trade success stories through local media using a vigorous communicationscampaign; and provides a one-stop information resource on trade—www.traderoots.org—foreverything from state and local trade statistics to success stories. The grassroots activities of theU.S. Chamber and its members have helped build bipartisan support for pro-trade legislation.8

This free trade agreement sets new standards for open trade. It will create jobs and improvethe economies of both Singapore and the United States. It will bolster business opportunitiesnot only for large corporations, but also for millions of small companies in both markets.Selina Jackson, Public Affairs Manager, United Parcel ServiceExxonMobil has been part of the Singapore economy for more than 100 years, growing froma kerosene trading operation to the multibillion dollar manufacturing and marketingbusiness we represent today. We rely on fair and open trade to remain competitive in thisregion and fully support the passage of the U.S. FTA-Singapore as a further enhancement toour already strong economic ties.Kwa Chong-Seng, Lead Country Manager, ExxonMobil companies in SingaporeAmerican Express welcomes the announcement of the conclusion of the U.S.-Singapore FTA, andsupports stronger U.S.-Singapore bilateral trade and investment links. American Express hasalways supported greater access for all U.S. financial institutions to the retail financial sectorin Singapore, and we are optimistic that this agreement will introduce new measures tofurther open the retail financial sector.Anthony Lee, Vice President and Area Manager, Singapore, Indonesia and Malaysia, American ExpressOur decision several years ago to establish a regional headquarters in Singapore for ourbusiness operations in South Asia and to invest in manufacturing and service enterprises herewas a strong vote of confidence in Singapore’s strategic importance as a gateway to theASEAN region. We congratulate the U.S. and Singapore governments on the successfulcompletion of a free trade agreement that can serve as a model for others in the region andaround the world. We fully expect it will help make companies like UTC that have investedheavily in Singapore even more internationally competitive in the future.Kristin E. Paulson, President, South Asia Pacific, United Technologies Corporation9

COMMUNICATIONSEXPORTIndustry: CommunicationsNumber of U.S. Employees: 35Major Products Sold to Singapore: Programs to DevelopSkills in Promotion, Negotiation and MediaYears of Involvement in Singapore: 13Industry: ManufacturingNumber of U.S. Employees: 14Major Products Sold to Singapore: Animal Health ProductsYears of Involvement in Singapore: 15ROGEN INTERNATIONAL LIMITEDNew York, New YorkNeil Flett, Global CEOwww.rogen.comRogen International is a global communicationconsultancy that develops skills and strategies forhigh-stakes communicators. Rogen operates in morethan 20 countries worldwide, across all industry sectors, andprovides clients with global and industry best practices.Each year the company advises and coaches more than12,500 business leaders.Rogen teaches proven communication skills, primarily formultinational clients operating in Singapore, to help theminteract effectively withlocal businesses. Rogenhas been involved inSingapore for 13 years;5% of the company’sgross sales are due toexports to the country.“Singapore is still thehub of Asia,” says NeilFlett, global CEO. “Wehave a comprehensiveclient base, many ofwhom have theirAsian headquartersin Singapore. OurSingapore operationserves all of Asia,bringing the world’s bestpractice training services to the companies based there.”Flett adds, “As we eliminate trade barriers withSingapore, we increase the potential for prosperity andtherefore add more jobs to the American economy. There isno doubt that my business would grow if we were on thesame playing field with other countries.”TRANSCON TRADING COMPANYIrmo, South CarolinaJerry Smith, Presidentwww.transcontrading.comTranscon Trading Company is one of the leading U.S.exporters serving the equine and small pet productmarkets. The company offers a wide selection of highquality U.S.-made products for dogs, cats, birds, fish, rabbits,ferrets, reptiles, and other small animals. Transcon Trading hasbeen aggressive inselling animal healthproducts to distributorsin Singapore for thepast 15 years.Singapore acts asa gateway for TransconTrading Co. to othercountries in the regionsuch as Malaysia andThailand. But eventhough buyers seekU.S. products, thereare many other optionsfrom competingcountries, such as theUnited Kingdom andAustralia. Recently,Transcon quoted on a full 40-foot container of birdseed andwas edged out due to tariffs. The customer bought theproducts it needed from Europe.“If tariffs to Singapore are reduced,” says Jerry Smith,president of Transcon, “we are certain to regain some ofthe ground that we have lost. As the emerging small petbusiness continues to grow, we will be in a much betterposition to compete against the European and Australiancompanies.”10

EXPORTFOODIndustry: Trading CompanyNumber of U.S. Employees: 10Major Products Sold to Singapore: Water Extraction andPurifying SystemYears of Involvement in Singapore: 2Industry: Consumer ProductsNumber of U.S. Employees: 6Major Products Sold to Singapore: Grocery and Health andBeauty AidsYears of Involvement in Singapore: 8EXCEL HOLDINGS, INC.Leesburg, VirginiaHisham Fawzi, Presidentwww.excelholdings.comAtrading company since 1991, Excel Holdings hashelped customers navigate through the manyprocesses, agencies, and regulations involved ininternational trade. Drawing on an extensive network ofinternational contacts, Excel Holdings provides its clientswith effective solutions to their transportation, financing,insurance and logistical needs.Excel Holdings has entered the Singapore market onfull cylinders. In 2001, the firm began marketing its WaterExtraction and Purification System (WEPS) line of products tothe commercial, industrial and military sectors. The company’strade relationship withSingapore has quicklyintensified. TheSingapore marketconstitutes 30% ofExcel Holdings’ grosssales and nearly 70%of Excel Holdingsemployment isdependent uponcontinued trade to thisregion. Due to thehealth benefits of WEPSand the wide extentof its distribution, theU.S. Department ofCommerce presentedExcel Holdings with the “Export Achievement Award.”Excel Holdings president, Hisham Fawzi, anticipates theadded value that the U.S.-Singapore Free Trade Agreement willafford his company. “The FTA will definitely increase myexports, not only to Singapore, but to the whole Far Easternhemisphere. I will be able to establish a stock hub inSingapore and ship orders directly from there, therebyeliminating redundant transport from the U.S.”GLOBAL FOOD RESOURCESJacksonville, FloridaLacie Dowell, Director of Asia Tradingwww.gfr.ccGlobal Food Resources is an export trading andmanagement company that sells grocery products,health and beauty items, and general merchandise tothe Singapore market. The company has seen great success inthis market, largely dueto the high demand forU.S. grocery items inSingapore. Global FoodResources also credits itssuccess to Singapore’sgood infrastructure andstable government.For example, in2000, Global FoodResources shippeda container load of foodproducts under a letterof credit to an importer/distributor in Singapore.The customer had in turnsold the products to aparty in the Philippineswith a solid delivery date. When the goods arrived in Singapore,Global’s customer was forced to wait while the letter of creditwas processed through proper channels. In an effort to speedup the process, the customer attempted to bribe customsofficials and officials with the steamship line holding the goods.As a result of the intolerance for corruption in Singapore, thecustomer was not successful, and the cargo was held under lockand key until the legitimate processes had been completed. Thisexperience validated the benefits of trading with Singapore.“Twelve percent of Global Food Resources’ gross salescome from trade with Singapore.” Lacie Dowell, Director ofAsian Trading, says, “With a population of over 4.3 millionand a growing number of hypermarkets, discount stores,and upscale supermarkets, our business has the potential togrow exponentially. Under an FTA with Singapore, productswill be more affordable, and we will be able to offer a widerrange of American products to our customers.”11

HEALTH/MEDICALIndustry: Health ProductsNumber of U.S. Employees: 10Major Products Sold to Singapore: Bio-Formulations LineYears of Involvement in Singapore: Less than 1Industry: Pharmaceutical DevelopmentNumber of U.S. Employees: 9Major Products Sold to Singapore: Cyclo-ZYears of Involvement in Singapore: Less than 1Photo courtesy of Oakley Graphic Productions, Inc.BIO-FORM INTERNATIONAL, LLC.Point Pleasant, New JerseyTheodore J. Brembos, Principal DirectorThomas M. Walters, Technical and Marketing Directorwww.bio-form.comBio-Form International researches and designsnatural performance-enhancing supplements for itsfitness-oriented consumers. Bio-Form, which sells itsBio-Formulations internationally, expands its current presenceby introducing its product line to Asia. Once Bio-Formcompletes arrangements for distribution in Singapore, itanticipates a 25% increase in gross sales.With assistance from the New Jersey and Singaporebranches of the U.S. Department of Commerce, Bio-Formdeveloped model networks for international distribution.Bio-Form’s success in Singapore will contribute to increasedeconomic stimulusfor Americanbusinesses in theregion. ThomasWalters, technicaland marketingdirector, recognizesthat an FTA withSingapore willbenefit hiscompany intwo ways: “Byeliminating tradebarriers withSingapore, wewill be able tocompete on a level playing field with other companies inSingapore’s sports nutrition sector.” In addition, “TheAsian market will acknowledge and respect the UnitedStates’ confidence in signing the agreement withSingapore, further opening doors for U.S. businesses.“PREVENTIVE NUTRIENT CO., INC.Northridge, CaliforniaMoon K. Song, Ph.D., CEO and Presidentwww.preventivenutrient.comPreventive Nutrient Co. distributes high-quality dietarysupplements and medications, like Pro-Z and Cyclo-Z,for the prevention and treatment of diabetes andobesity. The company only recently entered the Singaporemarket with Cyclo-Z, and sales already account for 10% of thecompany’s gross revenue.The president of Preventive Nutrient Co., Moon Song,credits his company’s success in Singapore with the support ithas received from the U.S. Department of Commerce and theU.S. Embassy in Singapore: “The Department of Commerceand the Embassy relayed our product information toNutri-Active Pte. Ltd., a mid-size company with a solid salesbase in Singapore. After reviewing Cyclo-Z, they found it tobe marketable and agreed to purchase it from us.”Moon views the U.S.-Singapore FTA as a mutual means ofeconomic growth and development. In the past, PreventiveNutrient Co. has avoided trading with countries that imposestrict regulations and excessive tariffs on American goods andservices. An FTA with Singapore would further facilitate theflow of goods between the two countries and consequentlyaugment sales.12

HEALTH/MEDICALMANUFACTURINGIndustry: Distributor of Medical ProductsNumber of U.S. Employees: 12Major Products Sold to Singapore: Medical ProductsYears of Involvement in Singapore: 5Industry: Heavy ManufacturingNumber of U.S. Employees: 600Major Products Sold to Singapore: Open and Closed CircuitCooling TowersYears of Involvement in Singapore: 10WORLD MEDICAL TRADE ORGANIZATION, INC.Newport Beach, CaliforniaOlivia Ho Cheng, Presidentwww.wto-medical.comLocated in Newport Beach, California, the World MedicalTrade Organization (WMTO) markets and distributesmedical-related products throughout the world. Theorganization is comprised of many international companies thatare well established and experienced in manufacturing and/ordistributing medical products. The company leverages itsexperience in the medical, clinical, regulatory, banking, legaland marketing areas to help members effectively commercializein their respective territories.The medical equipmentindustry provides extensiveopportunities for U.S.companies. When WMTOdecided to introduce keyproducts, such as ViziLiteand OraTest (early detectiondevices for oral cancer), tothe South and SoutheastAsian markets, the companyknew that Singapore’sbusiness infrastructure,capital and resources wouldprovide a natural gatewayto these strategic markets.Finding the right partners in a particular market territoryis a key factor of WMTO’s success. Members of WMTO nowbenefit from close working relationships with each otherthrough effective channels of communication, frequentinteractions and sincere cooperation. WMTO credits theU.S. Foreign Commercial Service office in Singapore withfacilitating cross-border relations.WMTO has enjoyed prosperous relations with Singaporeover the past several years. However, the president of WMTO,Olivia Ho Cheng, says, “The free trade agreement withSingapore will make it easier for us to find better businesspartners in the region. As a U.S. company specializing inopening Asian markets for medical-related products,forging a strong network in Asia will only help to furthergoodwill and promote a better economy.”BALTIMORE AIRCOIL COMPANY, INC.Baltimore, MarylandGary Rugel, Director, Global Thermal Storage andExport Saleswww.baltimoreaircoil.comBaltimore Aircoil Company manufactures evaporativecooling and ice thermal storage equipment for airconditioning in large commercial systems and processcooling for industrial applications. The company has sold openand closed circuit cooling towers in Singapore for 10 years andexpects to begin selling ice thermal storage products to thatmarket in the near future. Baltimore Aircoil’s business inSingapore comes from the many construction projects that callfor high-end evaporative cooling products.Baltimore Aircoil constantly competes with other foreignmanufacturers that havebetter access to theSingapore market.Reduced trade barrierswould increase tradeand create moreopportunities forBaltimore Aircoil tosell its products.“With an FTA, wecould easily double oursales to Singapore,”says Gary Rugel,director for globalthermal storage andexport sales. “Thiswould mean more jobs,better job security,and improvement in the economic base in Baltimore.Without an FTA with Singapore, other countries will simplytake the business away from us. “13

MANUFACTURINGIndustry: ManufacturingNumber of U.S. Employees: 25Major Products Sold to Singapore: Parts Used inAutomotive, Petrochemical and Infrastructure DevelopmentYears of Involvement in Singapore: 32Industry: Heavy ManufacturingNumber of U.S. Employees: 700Major Products Sold to Singapore: Membrane Switches,Labels, Nameplates, and Injection MoldingsYears of Involvement in Singapore: 6CENTRIFUGAL CASTING MACHINE CO., INC.Tulsa, OklahomaThomas McKee, Presidenthttp://www.ccmcotulsa.comCentrifugal Casting Machine Co., Inc. (CCMCO) usescentrifugal casting technology to manufacture foundryequipment used in the production of various partsfor industries such as automotive, petrochemical, andinfrastructure development. Exports account for 50% ofthe company’s gross sales.As a global supplier, CCMCO has been successfullycompeting in world markets, where the purchasing decisionis based principallyon what products areoffered. PresidentThomas McKee says,“Our task is mademore difficult whenregulations are placedupon us that are notunilaterally experiencedby our competitors.Therefore, it isprincipally for thisreason that we supportthe Free TradeAgreement initiativewith Singapore.”On its most recentmachine sale toSingapore, CCMCO facedstrong competition froma Chinese supplier. Anything that would help to—“level theplaying field”—would be advantageous for future sales.GM NAMEPLATESeattle, WashingtonDon Root, Chairman & CEOwww.gmnameplate.comGM Nameplate is a high-end manufacturer of customproduct identification products, electronic inputdevices, injection and compression molding and highvisual impact, large format digitally printed graphics. Thecompany sells, engineers and manufactures encoders, labels,nameplates, membrane switches, and touchscreens in theUnited States that it then sells to multinational companiesoperating in Singapore. In some cases, only the sales andengineering take place in the United States, and the productionis done in the company’s plant in Singapore.With 800 employees working in six plants in the UnitedStates, Canada,and Singapore,13% of grosssales and 60workers’ jobsdepend on tradewith Singapore.Singapore hasprovided idealaccess to theAsian market.GM Nameplatedoes most ofthe engineeringin the United States, manufactures in Singapore and shipssome of the products back to the United States.Don Root, president of the company, explains, “We haveactually lost business to companies with manufacturingfacilities in other Asian countries because of the dutyimposed on our production in Singapore. A free tradedeal would allow us to compete with companies from thePacific Rim, whose labor markets are distinctly lessexpensive. Any increase in sales for our company wouldtranslate into higher job security and better lifestyles forour employees.”14

MANUFACTURINGIndustry: Heavy ManufacturingNumber of U.S. Employees: Approximately 950Main Products Sold to Singapore: Parts Used in YachtConstructionYears of Involvement in Singapore: 35Industry: Contract Engineering Design and ManufacturingServicesNumber of U.S. Employees: 15Major Products Sold to Singapore: Bar Code ScannersYears of Involvement in Singapore: 8GRAND BANKS YACHTSSeattle, WashingtonRobert Livingston, Chairman and CEOwww.grandbanks.comGrand Banks Yachts was founded in 1962 and isrecognized worldwide for its long-standing traditionof superior craftsmanship, evidenced by its threeproduct lines. Since Singapore is the world’s busiest port,Grand Banks was forward-thinking to recognize theopportunities the region offered. In 1968, primary buildingfacilities were movedto Singapore to takeadvantage of theregional supply ofteakwood and skilledcarpenters. An additionalyard was opened inMalaysia in 1994.Grand Banksmaintains a trulyinternational character.As the company’smajor shareholder isAmerican and 81% ofyachts built are soldin the United States,the firm makes aneffort to use Americanmanufactured products. Fifty percent of the materials used inconstruction are American made; they include copper fittingsfrom Indiana, engine mounts from Pennsylvania, Caterpillarengines from Illinois and fabrics from Florida.A U.S.-Singapore FTA would fortify this dynamic. Lowertariffs would facilitate the use of American parts inconstruction and would increase buying incentives forGrand Banks’ U.S. clients. “It would be a win-win allaround,” said Grand Banks’ Chairman and CEO, RobLivingston, “ American manufacturers would benefit fromour continued use of their products and our customerswould be spared high import taxes.”INDUSTRIAL SCAN, INC.Sanford, FloridaIshwar S. Singh, President and CEOwww.industrialscan.comFounded in 1991, Industrial Scan, Inc. (ISI) designs,manufactures, and distributes bar code scanningequipment for the automatic identification and datacapture industries and the commercial market place. The firm’scustomers includeFortune 500 companiesin transportation,healthcare, security anddistribution. ISI’s 15employees are based inSanford, Florida.For the past eightyears, ISI has exportedbar code scanners toSingapore; the companyhas tallied a 3% increasein gross sales sincelaunching its Singaporeexport program. IshwarSingh, president andCEO, credits ISI’sinternational successto its customization of products and the accessibility ofpost-sale support. Singh is confident that the U.S.-SingaporeFTA will boost sales to Singapore. “With an increasingnumber of businesses in Southeast Asia, the marketdemand for bar code equipment will continue to grow.Many manufacturers and services require our productsto run efficiently; we see reduced tariffs as advancingthis relationship.”15

MANUFACTURINGIndustry: Heavy ManufacturingNumber of U.S. Employees: 28Major Products Sold to Singapore: Nitrogen MembranesYears of Involvement in Singapore: 10Industry: ManufacturingNumber of U.S. Employees: 45Major Products Sold to Singapore: UV Curable ScreenPrinting InksYears of Involvement in Singapore: 8INNOVATIVE GAS SYSTEMS, INC.Malvern, PennsylvaniaRoderik Alewijnse, Vice Presidentwww.igs-global.comInnovative Gas Systems, Inc. (IGS) designs andmanufactures systems for the production of oxygen,nitrogen and hydrogen. The company has more than75 patents that support its work and has plants in Californiaand Texas. For every $1 million in sales, the company createstwo to three new jobs in the United States.IGS sells capital equipment that is subject to unrecoverableimport duties. Singapore is a country in which many of itsclients areinvesting.For the buyer,the importduties have anegativeimpact onreturn oninvestmentcalculations. Without trade barriers, the products that IGSmanufacturers will become more attractive to its buyers.Vice President Roderik Alewijnse comments, “A free tradeagreement with Singapore would undoubtedly expand oursales to that region. Many decision makers are located inSingapore therefore eliminating trade barriers wouldremove one less hurdle in our continued relationship withSingapore.”NOR-COTE INTERNATIONAL, INC.Crawfordsville, IndianaPaul Serex, President and CEOwww.norcote.comNor-Cote International is a leading manufacturer ofultraviolet curable inks for the screen printingindustry. With international offices in Singapore andMalaysia, Nor-Cote is able to serve its customers throughlocalized maintenance networks and offices.President and CEO Paul Serex cites Singapore’s businessfriendlyenvironment as contributing to his firm’s success: “Theconditions have allowed us to establish a profitable subsidiaryin Singapore andhave also servedas a springboardto clients inMalaysia, Thailand,and Australia.Furthermore, wehave used our basein Singapore toimprove businesswith both Taiwanand China. Presently, our trade in Singapore accounts for 4%of gross sales, and the Asia-Pacific market accounts for 15%of annual revenue.”An FTA with Singapore is critical at this time, Serexbelieves: “The improvement in products by Asianmanufacturers has intensified overall price competition.The elimination of trade barriers will enable Nor-Cote tocontinue to be locally competitive and to retain Singaporeas its primary office in the Asia-Pacific region.”16

MANUFACTURINGIndustry: ManufacturingNumber of U.S. Employees: 1,215Major Products Sold to Singapore: Water Purification andFluid Filtration SystemsYears of Involvement in Singapore: 22Industry: ManufacturingNumber of U.S. Employees: 105Major Products Sold to Singapore: Neutral Ground ResistorsYears of Involvement in Singapore: 10OSMONICS, INC.Minnetonka, MinnesotaD. Dean Spatz, Chairman and CEOwww.osmonics.comOsmonics is a leading manufacturer and marketer ofadvanced water purification, fluid filtration, andequipment. The equipment is sold to a broad rangeof industrial, commercial and institutional customers and usedfor power generation, semi conductor manufacturing, wastewatertreatment, and the filtration of fluids in manufacturing,as well as many other applications.Osmonics began trade with Singapore in 1981. Primarily,the company exports membrane elements for water purificationand seawater desalting, water softener valves, and cartridgefilters for both consumer and industrial use. Osmonicspresident Dean Spatz credits his firm’s achievements inSingapore to its “experience and longevity. We maintain anoffice in Singapore and have worked to establish a localpresence. I believe this has served our customers well.”Singapore has an international reputation as a convivialenvironment forcross-borderbusiness, earnedfrom its suitableinfrastructure,prominence inSouth Asia,and reasonabletrade regulations.An FTA withSingaporewould furtherdecrease importduties on American goods and provide additionalincentives for U.S. companies to export their goods andservices to the Asian market.POST GLOVER RESISTORSErlanger, KentuckyMark Meister, Vice President, Sales and Marketingwww.postglover.comPost Glover designs and manufactures electrical powerresistors used in industries worldwide. In 1992, tocompete in the global power transmission anddistribution markets and to serve multinational companiesin Southeast Asia, Post Glover opened a trading office inSingapore to guide sales of its products in Asia. The resistorsare still manufactured in the United States and shippeddirectly from the Erlanger factory. Sales from Singaporecontribute 1%-2% of the company’s gross earnings.While remaining a small company, Post Glover hassuccessfully increased its global customers. The companyidentified Singapore’s prominence as the business hub inAsia, as well as the professionalism of its entrepreneurs andcommercial institutions. Mark Meister, vice president of salesand marketing, says, “Free trade in Singapore is paramount.Business is about working with people, and the Singaporeansare delightful to do business with. The FTA with Singaporewill eliminate obstacles and make it easier for peopleto want to work with each other. That can only benefitall parties.”17

TECHNOLOGYIndustry: ElectronicsNumber of U.S. Employees: 2Major Products Sold to Singapore: Games for Mobile PhonesYears of Involvement in Singapore: Less than 1Industry: Developer of Library Software and ServicesNumber of U.S. Employees: 293Major Products Sold to Singapore: Integrated LibraryAutomation SystemsYears of Involvement in Singapore: 11JSMART TECHNOLOGIESBurlington, VermontJustin Siegel, Chief Executive Officerwww.jsmart.comJSmart Technologies develops and publishes games formobile phones and sells to one of Singapore’s leadingwireless operators. The combination of Singapore’shigh market demand for electronics and JSmart’s unique andsophisticated product series has allowed the company to gaintraction in the region.In less than a year ofexporting, 3% ofJSmart’s sales comefrom Singapore.Singapore is the11th largest U.S. exportmarket worldwide. AnFTA with Singapore willhelp in gaining marketaccess for U.S. sectorsthat can claim acompetitive advantage,such as engineering,technology, anddistribution. Inparticular, small andmedium-sized businesseswill benefit from an FTA. Jsmart CEO Justin Siegel says, “Theelimination of trade barriers is highly favorable to smallcompanies like ours, who don’t have the resources toeffectively deal with many of the existing complexitiesof foreign trade. An FTA will encourage more business inboth directions.”SIRSI CORPORATIONSt. Louis, MissouriAndrew Morrice, Vice President of Sales and Marketing,International Operationswww.sirsi.comSirsi Corporation is a leading provider of advancedtechnology for libraries, focusing on software andservices such that help libraries of all types and sizesserve their user communities. The software is designed andproduced in the UnitedStates. The majority ofSirsi employees work inSt. Louis, MO, andHuntsville, AL.For the past 11years, Sirsi has partneredwith libraries inSingapore to providetechnology solutionsto assist libraries inpromoting learning,empowerment, andopportunity. Sirsi’ssuccess in the marketis evidenced by itsseveral contracts tolibrary managementsystems at prestigious institutions including NanyangTechnological University and the National Institute ofEducation. In addition, Sirsi maintains service contracts withseveral Singapore facilities.“As an international company, Sirsi seeks markets withminimal trade barriers and liberalized trade regimes,”comments Andrew Morrice, vice president of sales andmarketing, International Operations. “We generally findthat the policies of the Singapore government and theirrelated agencies create a positive environment for ourbusiness activities.”18

TRANSPORTATIONIndustry: Cargo TransportationNumber of U.S. Employees: 35 in Houston, TX; 50 inNew Orleans, LAMajor Products Sold to Singapore: Ocean Transport ServicesYears of Involvement in Singapore: 11INTERMARINE, INC.New Orleans, LouisianaRoger Kavanagh, Presidentwww.intermarineusa.comIntermarine is a leading world provider of oceantransport services specializing in the movement ofheavy, industrial components for construction projectsand those cargoes requiring transport on U.S. flagged vessels.Its vessels travel regularly between the United States andMexico, the Americas, Europe, and Asia. Singapore has beenincluded in Intermarine’s network of services for more than adecade; currently the company provides monthly service fromthe United States to Singapore.Singapore has proven to be a viable market for Intermarine,representing nearly 10% of current gross sales in the Asianmarket. Because Singapore supports both upstream anddownstream oil field development, the country is an exporterand importer of the heavy equipment that Intermarinespecializes in transporting.As the principal shipping hub in Southeast Asia, Singaporeis the major gateway to a myriad of ports and countries in theregion. “Eliminating trade barriers with Singapore wouldfurther open the flow of goods not only to Singapore, butto countries such as India, Vietnam and Indonesia,” saysIntermarine president, Roger Kavanagh.One of Intermarine’s biggest accomplishments is reflectedin the picture: The transport of two oil platform housing unitsgoing from New Orleans to Singapore, each weighing 600 tons,passes through the Panama Canal. The operation required aspecial vessel chartered by Intermarine a year in advance.19

SINGAPORE AND U.S. GOVERNMENT RESOURCESAgency for Science, Technology andResearch (ASTAR)10 Science Park Road#01-01, The AlphaSingapore Science Park 2,Singapore 117684Tel: (65) 6779-7066Fax: (65) 6777-1711Building and Construction Authority5 Maxwell Road#16-00 Tower BlockMND ComplexSingapore 069110Tel: (65) 6325-8833Fax: (65) 6325-8855www.intranet.bca.gov.sgCivil Aviation Authority of SingaporeSingapore Changi Airport, P.O. Box 1Singapore 918141Tel: (65) 6542-1122Fax: (65) 6542-1231www.caas.gov.sgCustoms and Excise Department55 Newton Road, Revenue House #10-01Singapore 307987Tel: (65) 6272-8222Fax: (65) 6250-8663www.gov.sg/customsDefense (Ministry of)MINDEF BuildingOff Upper Bukit Timah RoadGombak DriveSingapore 669648Tel: (65) 6760-8844Fax: (65) 6762-5306Economic Development Board250 North Bridge Road, #24-00Raffles City TowerSingapore 179101Tel: (65) 6336-2288Fax: (65) 6339-6077www.sedb.comEnvironment (Ministry of the)Environment Building, 40 Scotts RoadSingapore 228231Tel: (65) 6732-7733Fax: (65) 6731-9456www.env.gov.sgFinance (Ministry of)100 High Street, #06-03The Treasury,Singapore 179434Tel: (65) 6225-9911Fax: (65) 6224-1677www.gov.sg/mofHealth (Ministry of)16 College Road, College of Medicine BuildingSingapore 169854Tel: (65) 6223-7777Fax: (65) 6224-1677www.gov.sg/mohImmigration & Registration Department10 Kallang Road, SIR BuildingSingapore 208718Tel: (65) 6391-6100Fax: (65) 6298-0843/0837www.sir.gov.sgInformation, Communications and the Arts(Ministry of)140 Hill Street, Mita Building, Level 6Singapore 119963Tel: (65) 6270-7988Fax: (65) 6837-9480www.gov.sg/mitaIntellectual Property Office of Singapore51 Bras Basah Road, #04-01Plaza by the ParkSingapore 189554Tel: (65) 6339-8616Fax: (65) 6339-0252/6339-9230www.ipos.gov.sgLand and Transportation Authority (LTA)460 Alexandra Road, PSABuilding, #28-00Singapore 119963Tel: (65) 6225-5582Fax: (65) 6375-72021-800-225-5582www.lta.gov.sgTransport (Ministry of)460 Alexandra Road, #39 & 33-00PSA BuildingSingapore 119963Tel: (65) 6270-7988Fax: (65) 6375-7734www.mot.gov.sgU.S. Commercial ServiceAmerican Embassy27 Napier RoadSingapore 258508Tel: (65) 6476-9037Fax: (65) 6476-9080www.buyusa.gov/singapore/en/U.S. Embassy in Singapore27 Napier RoadSingapore 258508Tel: (65) 6476-9100Fax: (65) 6476-9340www.singapore.usembassy.gov/index.shtml20

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