GLOBAL GUY page 41
i!!
X 7 99*
MO./30 MONTHS
AIM
Aft
BMW 7401
ENGINEERING PUTS IT
AT THE TOP OF ITS CLASS.
THE PRICE PUTS
IT IN YOUR DRIVEWAY.
(Imagine... a $67,270 BMW for only $799* a month!)
It's all the more essential that ness there. They give you that
they know something about their kind of advice. They help you
potential trading partners, like with the terminology of letters of
their social and cultural habits. credit; how to sell your product
"Just because it's the Middle safely; they help you understand
East, it isn't the same as doing the market and how to do busi-
business in Arab countries. The ness in the market.
"A lot of people are afraid to do
Israelis tend to be a little more
outspoken and maybe a little business internationally because
more forthright. If an American they have no clue as to what to ex-
is going over, an approach you'd pest. Contrary to popular belief in
take in Saudi Arabia may not Washington, I think the Corn-
work in Israel because of strong merce Department is an income-
cultural differences," he said. producing department," he said.
Despite a surge in trade, Israel
"Generally speaking, if you go
i
i imports
still
exports more than it
to Saudi Arabia or North Africa,
from
the
United
States,
said
Ms.
if you immediately start talking
Barnett, a senior advisor to the
business, you can ruin the rela- undersecretary for internation-
tionship. You first talk about
your families, the wonderful al trade.
Israel exported $5.3 billion
sights you've seen. You show cul- worth of goods last year to the
tural sensitivity. That's very im- U.S. - much of it diamonds and
portant in the Arab world.
jewelry - and imported $5 bil-
"Anything goes in Israel, lion from the U.S., much of it in
whereas in the Arab world, with aircraft parts and automated
Muslims, you don't show the data machines.
soles of your feet, you don't show
Mr. Corson acknowledged the
hurriedness. We try to help com- imbalance and said it surprised
panies with that."
Then there's the problem of him.
"I took it for granted that a
bad timing: Mr. Corson has had country of 260 million would
to explain to one American corn- have a trade surplus with a coun-
pany that the week between try of 5 million," he said.
Rosh Hashanah and Yom Kip-
Israel's trade surplus with the
pur was a bad time to do busi- European Economic Union is
ness in Israel.
much higher, at $4 billion, she
Vic Shanley, president of Cor- continued. However, member
rosion Consultants in Roseville,
was not personally involved in countries of the EEU claim a 52
ercent share of the Israeli ex-
negotiating with the Tel Aviv P
company that began buying his Port market, while the United
fluorescent leak detection dyes States has claimed only a 19 per-
cent share for the past two years.
last year.
Trade surpluses and deficits
But he heard that the Israelis
were "intense and knowledgeable and opening new markets are a
and had a keen interest in our few of the issues that will be ad-
products. The feedback was the dressed in Amman, Jordan, from
people were great and it was a Oct. 29 to 31 at the Middle
fun place to visit and work." East/North Africa Economic
Corrosion Consultants visited Summit. Ms. Barnett will attend
the Export Assistance Office be- as the United States represen-
fore it launched a campaign to tative of the Department of
sell its products abroad and Commerce. 0
found a wealth of useful infor- 123 The Pontiac Export Assis-
fence Office is located at 250 Eliz-
mation, IVIr. Shanley said.
"If you don't know a country, abeth Lake Road. The phone
you don't know how to do busi- number is (810) 975-9600.
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Total of pyrnts. = ad price + 6%x30. Offer ends Oct. 31, 1995.
LEADING ISRAELI STOCKS
TRADED ON U.S. EXCHANGES
Symbol
Name
Exchange
SCIXF
ECILF
TEVIY
IEC
ELBTF
ELT
ELRNF
TAD
CMVT
LANTF
ISL
Scitex
ECI Telecom
Teva Pharm
PEC Israel
Elba Computers
Elscint LTD
Elron Electronics
Tadiran
Co mverse
Lannet Data
First Israel Fund
NASDAQ
NASDAQ
NASDAQ
NYSE
NASDAQ
NYSE
NASDAQ
NYSE
NASDAQ
NASDAQ
NYSE
Oct. 6
5 18.31
5 21.25
5 36.13
5 23.75
5 21.38
5 2.50
5 11.25
5 22.13
`21.75
5 25.75
5 11.50
Oct. 13
5 18.25
5 21.13
5 39.50
5 23.38
5 20.75
5 2.75
'11.13
5 21.63
5 21.63
5 26.94
5 11.25
Change
5 0.06
5 0.12
+53.38
5 0.37
5 0.63
450.25
5 0.12
5 0.50
5 0.12
+51.19
5 0.25
Source: Allen. Olender, Prudential Securities,
West Bloomfield.