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International Business News April 2019 Trimac Industrial Systems Shipping Big Products Internationally Marty Sawyer CEO, Trimac Industrial Systems Trimac Electric IR oven Trimac’s Convention Batch Oven Also in this issue: News from around the world / Tips on what to see in Morocco / Country Profile: Morocco Savino Del Bene – Your Global Solution Savino Del Bene is an international freight forwarding company providing customers with integrated, efficient, cost-effective solutions and multi-modal transportation ser- vices to meet your business goals worldwide. With Fast Tracking across all modes and industries with offices throughout the world. • Customs Brokerage • Air Freight • Ocean Freight • Overland • Logistics Solutions • Information Technology • Insurance Formerly Held & Associates In Kansas City, contact Matt Hearer, Branch Manager, at 816.842.6701, ext. 229 [email protected] 1120 Erie Street, North Kansas City, MO 64116 Visit our website for our international certifications and more information - www.savinodelbene.com Matt Haerer April 2019 page 3 TM IBNewsmag : cover image Trimac Industrial Systems. Beginning on pg 4. Pg. 2: Savino Del Bene Pg. 3: Letter Pg. 4: Trimac feature Pg. 5: Trimac, Commerce Bank The cost of shipping freight continues to be a significant cost creating non-tariff trade barriers for many American Pg. 6: Trimac, cont’d. small to medium-sized manufacturers. Most rely on superior product quality and customer service to offset Pg. 7: Morocco Travel Tips, Transimpex excessive shipping costs. Pg. 8: Morocco tips Of course, you may be able to save money by working Pg. 9: Express News, Port KC with your freight forwarder to consolidate your shipment with another company’s load. Pg. 10: Express News cont’d, Moroccan Recipe Pg. 11: Country Profile: Morocco Companies will occasionally cut into their margins to better compete price-wise against indigenous Pg. 12: Morocco, cont’d manufacturers. Others establish overseas warehouses like Posi Lock Pullers, which leased warehouse space in Pg. 13: Morocco, cont’d Brussels to better serve its European distributors and Pg. 14: Foreign Trade Zone end-user customers. Their customers might have immediate need of components to keep their own business running but IBNewsmag cannot afford or pay up front for a large supply due to cash flow and inventory tax situations. Tel 816.616.7779 Fax: 816.472.0959 [email protected] Another strategy is reported in this edition of IBNewsmag. Trimac Systems manufactures and 6655 Troost Ave., ships large assemblies – too large in many cases for Kansas City, MO 64131, USA containerization. Its convection ovens are typically shipped as brake bulk which boosts shipping costs even In God we trust! more. See the article on page 4. PUBLISHER/EDITOR: Also, in this edition we are beginning two new sections. Frederick Baehner One is a quick summary of relevant world news points that may just affect your business. See page 9. DESIGN & PRODUCTION: Tom Gilland www.GillandGraphx.com Another is a travel companion column to our well-read country profiles. When traveling overseas, it’s good SENIOR EDITOR: Doris Ganser to know some must-see sights. In this issue we profile CONTRIBUTING WRITER: Paul Mastilak Morocco and even offer a savory Moroccan recipe. ADVERTISING DIRECTOR: Tom Renich International Business News ADVISOR: James Malouff page 4 April 2019 Trimac Inline Parts Washer Trimac CEO Marty Sawyer How Trimac Industrial Systems overcomes shipping challenges in meeting customer requirements Trimac Industrial Systems makes industrial The longevity of its systems curbs the need of spare systems for heating, coating and cleaning of parts, and most typically the company has limited manufactured components, incorporating a competition, either internationally or domestically. As Trimac CEO Marty Sawyer explained, “When cus- wide variety of product applications. tomers intend to buy one of our heating systems, based on our history of installed equipment, repu- Based in Bonner Springs, Kansas, Trimac designs, tation and questions, they quickly realize that we engineers and manufactures large systems for cus- have the perfect competency to meet their specific tomers from all over the world. Its three primary requirements. systems categories are Heating – both infrared and convection - Cleaning and Complete Systems. “Customers often send us a description of what they want along with things like ‘bags of parts’,” Broken down further, the company’s infrared she said. “Then it’s up to our engineers to design heaters and ovens are among its most sought-after a system that fulfills that need. We end up doing a systems both domestically and internationally. lot of R&D to keep up with changing technologies These are all custom-engineered based on custom- and environmental demands as well as customer er needs. And they are built to last 15 – 20 years or needs.” more. IBNewsmag TM April 2019 page 5 Trimac uses both distributors and sales reps for its exports and attends trade shows when appropri- ate. “We try to make site visits with our engineers where practical,” Ms. Sawyer noted. “Once manufactured we try to fit most of our systems into containers, either unassembled or par- tially assembled, for easier and safer shipping but often they have to go break bulk. Because many include electrical components, we try to get them into the boxes.” The company’s Infrared systems are proprietary and are more often sold, but its convection ovens systems are bought for specialty application such as oil and gas operations, primarily in areas like the Middle East, for automotive and military purposes. Powder coating is most preferred by customers over liquid paint. Trimac’s heaters and ovens bake the powder onto the components. These applica- Gantry Oven Railroad Car Trimac, continued on page 6 Refining receivables. Perfecting payables. You’re facing enough challenges to reduce write-offs, keep receivables on track and turn your payables strategy into a revenue center. Let us help you speed up collections and create solutions that execute payments to maximize discount terms bringing efficient enhancements that integrate with your systems. 833.342.1685 commercebank.com © 2019 Commerce Bancshares, Inc. WF325077 Commercial Q1 March Print Ad 8.75x5.215 IB NM.indd 1 2/5/2019 1:41:01 PM page 6 April 2019 Trimac, continued from page 5 tions range from a variety of large and small parts like railroad cars to fishing lures. Each system is designed to ensure a perfect match of color for ap- plications such as high-volume product lines. Most of the time Trimac’s customers take title of their systems at the company’s docks. “Ex Works best meets our needs,” Ms. Sawyer said. “It also eliminates much of the paperwork required for shipping. “A good example is the purchase of one of our systems by a company in India through its US operation. Their purchasing department prepares the invoice and logistical documentation, and their freight forwarder handles the shipping.” Lead times for manufacturing Trimac systems typi- cally require anywhere from 8 to 26 weeks depend- ing on the system and company workload at any given time. Most system components are made in the US, although its Minnesota facility occasion- ally purchases components such as tempered glass from other countries. Spray Washer In Europe, the company’s proprietary infrared systems are in demand, more so than in the US where convection heat is the most common type of heating technology. European markets require a more demanding approach in terms of standards, expectations and designs. The infrared systems can fit into less than 50% of the space taken by convec- tion equipment. Trimac exports anywhere from 2 – 25% of total sales depending on customer purchasing cycles. You can see much more about Trimac and its systems at www.trimacsystems.com. IBN FS-IFRED IBNewsmag TM April 2019 page 7 Morocco: Just like Bogey and Bacall only better As intrepid international travelers, you must visit The western Moroccan city of Marrakech beauti- Morocco. Because it comprises more land than Italy fully illustrates the duality of old and new. Strolling and Greece combined, it is difficult to see everything through the city’s walled, medieval district (called the in one trip. Medina), it’s difficult to conceptualize it as a major economic center. As you step through the ancient Casablanca, the country’s largest city, and Rabat, gate into “modern Marrakech”, the contradiction of the capital, are both fantastic places to explore and surroundings becomes clear, as shopping malls, enter- deserve to be tourist hotspots in their own right. tainment venues, luxury hotels, and thriving busi- However, if you are interested in a little bit of every- nesses pop up all around. thing, from museums, architecture and history, to mountains, desert, ocean and adventure, my recom- If you have mastered the art of winging it, as opposed mendation is to designate Marrakech as your home to working with a travel agent, here are what I con- base. sider to be the top must-do’s. Morocco, continued on page 8 At Transimpex Translators, Interpreters, Editors, Consultants, Inc., it’s humans who translate – no need to worry whether the online program has ةمجرت generated words that are helpful or damaging to your international relations. Tradução Translation We get every word where it belongs in the puzzle, and we stand behind our work! Transimpex Traduzione Traduction Translators • Interpreters • Editors • Consultants, Inc. Vertaling 2300 Main St., 9th Floor, Kansas City, MO 64108 Tel: 816-561-3777 • Fax: 816-561-5515 www.transimpex.com pagepage 88 JulyApril 2017 2019 Morocco, continued from page 7 1 Stroll through the maze of ancient streets in 6 Attend a show featuring local musicians and Marrakech’s Medina. Take in the smells, imperial dancers. Nothing helps you get into the spirit more architecture and chaotic ambiance while browsing than one of their cultural shows.
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