Doing Business in China: The New Entrepreneurs
10:00 a.m., Wednesday, Oct. 17, 2007
Cornell Auditorium in Plaster Hall
Admission: free

Breaking into a country of 1.3 billion potential customers without getting burned is full of daunting challenges. Area entrepreneurs and business leaders share their success stories and tips, including how to identify prospective Chinese buyers, how to understand local business practices and the Chinese consumer, how to build relationships and cultivate guanxi, and how to overcome cultural barriers.

George Heim is a graduate of Lamar High School and College of the Ozarks, holding a Bachelor of Science degree in Biology, Chemistry, and Physics. He has been engaged in the firework industry for the last 30 years and has been importing consumer and display fireworks for more than 20 years. He has traveled extensively in China during the last 20 years.

Currently, Mr. Heim is engaged in the importing of containers for U.S. industries and factories. These services include the import, consolidation, and shipment of products including, but not limited to, plastics, packaging materials, industrial parts, fireworks, and automotive parts.

A 1992 Missouri Southern graduate with a Bachelor of Science degree in Marketing and Management, Gregg Ward has 16 years’ experience in wholesale sales to major retailers. At Sunbeam Outdoor products, he led the Wal-Mart sales team from a $16 million program in 1998 to an $86 domestic program and a $50 private licensing direct import program in 2000. In 2001, he worked with Brinkmann to establish a Wal-Mart team office in Bentonville to support the Wal-Mart functions for Brinkmann.

Mr. Ward worked with the product development team to develop a line of gas BBQ grills from China. In 2003, he worked with the Great Outdoor Grill Company to source and manufacture gas BBQ grills from China. He was integrally involved in the design, factory sourcing, and production of the gas grill program. Today, he owns and manages a consulting and representative company specializing in business at Wal-Mart.

Brent Kembell is a Commercial Banking Officer for UMB Bank in Springfield. Prior to joining the bank, he spent three years in public accounting working for KPM CPAs in Springfield.

Mr. Kembell graduated with a Bachelor of Science in Accounting from Missouri State University in 2002, and followed with a Masters in Accounting in 2003. Before beginning his business career, he took a year-long position as an instructor at Missouri State University’s branch campus in Dalian, China. He taught economics and accounting courses, founded the business club, and participated on the school’s basketball club team.

While in China, Mr. Kembell immersed himself in the Chinese culture. He learned Mandarin from locals in tea houses and became friends with many government officials and businessmen. With invitations to business/government relationship building dinners and events, he was able to gain a unique understanding of Chinese business and cultural etiquette.

Arnold Berney is a vice president and corporate officer of Leggett & Platt. He is president of L&P’s Asia division and chairman of a number of L&P operations in China. Mr. Berney has also held management positions with Super Sagless Company, Ramsey Winch and Auto Crande, and TRW Inc.

Melanie Pellham has been an integral part of the Pellham Commercial International LLC in Springfield since 2000. Pellham is helping to open at least 10 Incredible Pizza locations in China by 2009.