www.HartfordBusiness.com • July 8, 2019 • Hartford Business Journal 3
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Jeffrey White | Partner, Robinson+Cole
By Sean Teehan
steehan@hartfordbusiness.com
C
onnecticut's manufacturing sector is
operating at full steam ahead these days.
But how good would it be without a healthy
export market?
As head of Hartford law firm Robinson+Cole's
manufacturing practice, Simsbury resident Jef-
frey White has focused on
expanding the firm's hand in
helping shape export policy.
And his work hasn't
gone unnoticed. In May,
Robinson+Cole received the
President's "E" Award for
Export Service, the highest
recognition a U.S. company
can get for helping to ex-
pand U.S. exports.
The firm helps manufacturers operate around
an international-trade system fraught with red
tape. For example, White worked to help a manu-
facturer of aircraft engine components obtain a
license to export to the United Kingdom.
Robinson+Cole's manufacturing clients range
from Fortune 50 companies to privately held or
family owned companies, White said.
What are the most important export countries
at the moment?
We represent a number of industrial supply
chain companies, so typically Canada, Mexico
and Germany remain key markets for them. For
our consumer product companies, countries like
Brazil and in the Far-East remain critical.
There's a lot of news lately about tariffs. How do
they affect exports for manufacturers?
It depends on who you talk to. Most of our clients
are dealing with it on the import side (i.e., increased
costs to procure raw materials from outside of
the U.S.). Manufacturers try to pass those costs on
to their customers, but it is not that easy. On the
export side, as the U.S. has imposed tariffs, other
countries have retaliated — hence, a trade war.
Which emerging countries should exporting
manufacturers keep their eyes on?
I would look closely at Indonesia. In 2017,
Robinson+Cole hosted an event for the Com-
mercial Attaché from the U.S. Embassy Jakarta.
There is significant opportunity for U.S. compa-
nies depending on the stability of the govern-
ment going forward. I would also continue to
look at India given the size of the economy.
What is the most misunderstood aspect of
exporting?
That it is difficult to comply with the regula-
tions. By nature, lawyers tend to make every-
thing sound complicated, but like everything
there are ways to set up a compliance program
that can ensure compliance while allowing
manufacturers to actually sell products.
Are there any products manufactured in the U.S.
that are not currently in heavy demand in global
markets that you believe will be in coming years?
I would continue to keep a close eye on aero-
space. The demand for commercial aircraft,
particularly in the Asia Pacific, will be significant
over the next 10 years and I expect there to be
products manufactured in the U.S. that will be in
heavy demand in the future.
VERBATIM
Kaman's distribution sale
"For Kaman this transaction represents an important milestone in our portfolio
transformation and the culmination of a thorough strategic review undertaken by our
board of directors."
Kaman CEO Neal J. Keating on the company's $700 million sale of its
distribution business.
Jeffrey White
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