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PORT AUTHORITY OUT IN FRONT
by Kevin Lyons

The Port Authority of New York and New Jersey is one of the most prominent
state government trade development agencies active in the NIS.  Owner and
operator of the major airports and seaports in New York and New Jersey, the Port
Authority is also a CABNIS grantee and one of the few state government
organizations with an office in Russia.  The Port Authority's clientele extends
outside of New York and New Jersey, and includes firms throughout the United
States.  The Port Authority acts as on-site sales staff for U.S. manufacturers, 
finding long-term distributors and buyers for their products.  It also conducts
business training programs in cooperation with the St. Petersburg University of
Economics and Finance.

The Port Authority's initial client base was in construction and building materials. 
This sector was identified by the St. Petersburg office as one where American
companies were particularly competitive with European firms already in the market. 
Consumer goods and medical products are especially promising for U.S. exporters,
as well, and the Port Authority is currently serving manufacturers in those sectors. 
The Port Authority's Russian activities are centered on its CABNIS office.  CABNIS-
-Consortia of American Business in the Newly Independent States--is a matching-
grant program of the U.S. Department of Commerce to assist small- and medium-
sized U.S. firms to develop a presence in the NIS.  The Port Authority was the first
CABNIS grantee to locate in St. Petersburg, and operates its program there in
conjunction with the University of Economics and Finance.

Satisfied Customers

Harvey International, a New Hampshire construction materials manufacturer, is one
of the Port Authority's clients.  As a result of the Port Authority's efforts, Harvey
International recently filled three orders for doors and other materials, and has
additional sales pending.  "We would not be in Russia if it weren't for the Port
Authority's CABNIS program," says Paul Bickford, Harvey's Director of
International Sales and Marketing.  

In the case of Hon Office Furniture, the Port Authority was able to secure a
distributor for the U.S. company, and is doing the same for Master Lock, a
manufacturer of security products.  The Port Authority is also representing
Burlington Industries, York Wall Coverings and Mannington Mills, all building
materials suppliers.  

Training

To make the office self-financing and avoid up-front costs for its manufacturing
clients, the Port Authority trains Russians and Western expatriate staff in
international business and trade through the University of Finance and Economics,
its partner.  The Port Authority also develops specialized training programs for U.S.
companies doing business in St. Petersburg.  The St. Petersburg office recently
assisted Delta Airlines and St. Petersburg's Pulkova Airport in training airport staff
in safety procedures, with assistance  from the Federal Aviation Administration. 
For information on services and fees offered by the Port Authority of New York
and New Jersey St. Petersburg office, call Leah Pishnov at (212) 435-2995
(voice), or (212) 912-1326 (fax); or Frank Dominguez, in St. Petersburg, at 011
(7) 812 110-5651 (voice/fax).

Kevin Lyons is a BISNIS trade specialist.
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