IBC Global Forum To Address International Sales

Housewares suppliers new to the international arena or veteran sales executives wanting to grow their global business will benefit from the 2019 IBC Global Forum, to be held September 15 to 17 in San Diego. Overviews by housewares buyers and distributors covering Asia, Spain and the United Kingdom along with sessions on opportunities in key markets around the world fill the agenda of the two-day annual meeting.

The Global Forum is sponsored by the International Business Council (IBC), a special interest group of International Housewares Association members dedicated to increasing their international business. It is open to IBC and non-IBC members, and sessions are geared toward both novice and experienced sales professionals.

“The Global Forum presents our members with a unique opportunity to not just learn about international sales issues but also network with the buyers who are speaking as well as their like-minded exporting colleagues who share a similar goal, to increase global sales,” said Mark Adkison, IHA’s vp/international.

For attendees new to the IBC or new to exporting, “IBC 101: International Essentials” on September 15 will provide an overview of the international marketplace, including brief discussions on market selection, export mechanics, distribution models, international pricing and INCO terms. The one-hour session will be held before the opening night networking reception and dinner and also allows attendees to meet the IBC board of directors.

The main education program opens on September 16 with an Executive Education workshop by Patrick Lynch of the Thunderbird School of Global Management, on steps international sales teams should take to leverage influencers in global markets.

Representatives from key retailers and distributors will also discuss their markets and explain their goals and strategies for working with housewares suppliers. Sessions confirmed to date include:

  • Asia— Citiesocial. Matt Ryan, international business development manager, will describe how this e-commerce platform reaches customers across many key markets in Asia, including Taiwan, Hong Kong, Malaysia and Singapore.
  • Spain— Culinarium. This home and housewares specialty retailer has 15 outlets across Spain. Carles Montori, marketing manager, will discuss how the fifth-generation, family owned retailer has successfully innovated and gradually increased store count at a pace to maintain loyal customers, while attracting new customers.
  • United Kingdom— Eddingtons. Richard Walker, commercial director, will explain how this distributor works with product suppliers throughout the U.K., focusing on the nuances of the markets covered by Eddingtons and what they seek in ideal suppliers.

IHA’s global offices and representatives will offer insights into their key markets. Offering the top five opportunities for sales in their markets will be experts representing Argentina, Australia, Austria, Belgium, Belize, Bolivia, Brazil, Chile, Colombia, Costa Rica, Dominican Republic, Ecuador, El Salvador, France, Germany, Guatemala, Honduras, Italy, Mexico, New Zealand, Nicaragua, Panama, Paraguay, Portugal, Spain, Switzerland, Taiwan and the UK.

The Global Forum registration fee includes the educational program, breakfasts, lunches, reception and dinners.