FOR CARGO - ThinkGlobal · And if your initial contacts do not lead anywhere, do not give up. This is where Connecticut’s ... about the African market during the first-ever African

www.bradleyairport.com

FOR CARGO...Think of Bradley International Airport as the in-between alternative forshipping cargo to the entire Northeastern United States and Eastern Canada.We’re centrally located less than 100 miles from both New York and Bostonwith easy access to the interstate highway network. Less congestion in the airand on the ground, along with low landing fees, mean your cargo will reach itsdestination quickly and economically. Plus, Bradley International offers aForeign Trade Zone and full-service U.S. Customs facilities.

FOR MORE INFORMATION...Call Andre Libert: 860-594-2550

FOR TRAVEL...Whether you’re traveling for business or pleasure, Bradley InternationalAirport is your gateway to the world.The airport offers:• More than 300 non-stop flights a day to 40 major cities• Service from 20 different passenger airlines• Direct flights to 70 cities throughout North

America• Non-stop service to the West Coast• Low fares to numerous destinations• Connecting service to destinations

worldwide• Easy access via I-91 and plenty of convenient parking

Dear Friends,

The future is about raising expectations: Expecting more from ourselves,

raising the bar of excellence in everything we do, from improving our state’s

transportation infrastructure to helping Connecticut companies develop markets

worldwide.

Longfellow once said, “We judge ourselves by what we feel capable of doing,

while others judge us by what we have already done.”

In Connecticut, we are capable of doing even more. Confidence in the future is

high, the business climate is strong and the job market has never been better.

We live in a time in which the global village rewards adaptability and penalizes

those who fail to consider alternatives to business as usual. Connecticut is poised to

enter the 21st century and the world’s emerging markets with a strong international

perspective and an expanding international role. The state’s output, resources,

businesses, people, technology and services are in increasing demand worldwide.

In order to grow, we must leverage our strategic location at the center of one of

the most densely populated regions in the United States. We also must take

advantage of an unparalleled transportation infrastructure that includes Bradley

International Airport and commercial seaports in Bridgeport, New Haven and New

London.

The Port Connecticut Transportation and International Trade Resource

Directory is indicative of how the private and public sectors can work together to

develop the kinds of tools Connecticut companies need to help them expand at

home and in the global marketplace.

Port Connecticut 2000 is an excellent resource for global and domestic

companies seeking to expand their markets in the northeastern United States.

Our challenge is to be willing to constantly look for better ways to provide

services and plan for the future. Congratulations to the publishers of Port

Connecticut 2000 for helping us meet that challenge.

Sincerely,

John G. Rowland, Governor

PAGE 4 TRANSPORTATION & INTERNATIONAL TRADE RESOURCE DIRECTORY

FROM THE GOVERNOR’S DESK. . .

Editor & Publisher: Gregory Sandler Listings Editor: Leslie RouillardDesign & Production: T. Lak Writers: Annie Emanuelli, Marietta Pritchard, Jim OrrCopy Editors: Cathy Ritter, Pam Robbins Contributors: Terri C. Albert, Jeff Boldgett, Thomas Dudeck, Ralph Irwin,

Joseph Ricco, Dawn S. Rodriguez, Dave Shuda

The Port Connecticut Transportation & International Trade Resource DirectorySM is published by Global Business Perspectives Inc. with theauthorization and cooperation of the Connecticut Department of Transportation. The information in this directory is furnished withoutcharge as a public service. Global Business Perspectives Inc. is not responsible for errors or omissions. The publisher reserves the right toaccept or reject advertising material and any other information for the directory. No part of this publication may be reproduced, stored inan electronic retrieval system, posted on the Internet or transmitted, in any form or by any means, without the written permission of GlobalBusiness Perspectives Inc. Copyright © 2000, All Rights Reserved, by Global Business Perspectives Inc., 310 South St., Northampton, MA 01060. Tel: 1-800-581-8533 Fax: 413-584-1688

www.portconnecticut.com

TABLE OF CONTENTS

PORTCONNECTICUT 2000 PAGE 5

Helping Connecticut Go Global ............................................................................................6World Trade Kudos ................................................................................................................. 9Postal Service Expands International Reach .................................................................. 9Internet Marketing Advantage ........................................................................................... 12Global Network Online ........................................................................................................ 14Connecticut Exports ............................................................................................................. 14International Trade Resources ...........................................................................................16Port of Bridgeport ................................................................................................................ 17Cooperation at Connecticut’s Ports ................................................................................. 18Maritime Conference ........................................................................................................... 20Ports Overview ...................................................................................................................... 22Marine Pilots .......................................................................................................................... 25Intermodal Gateway ............................................................................................................. 26Earth Technology .................................................................................................................. 28Statewide Bus Service ......................................................................................................... 30Transportation Improvements ........................................................................................... 30Airport Sets New Records ................................................................................................... 32Bradley Cargo Shipments Rise .......................................................................................... 33Port Connecticut Directory Listings ................................................................................35Connecticut World Trade Association Directory ...........................................................55Listings Index .........................................................................................................................61Advertiser Index ....................................................................................................................66

INTERNATIONAL


International Trade Representatives HelpConnecticut Companies Boost ExportsBy Dawn S. Rodriguez

Connecticut’s six international traderepresentatives based overseas providecompanies in the state with access tointernational markets worldwide. Thestate has representatives in Argentina,Brazil, China, Israel, Mexico and sub-Saharan Africa. These experiencedbusiness consultants provide Connecticutcompanies with critical marketinformation and intelligence, locatedistributors and sales representatives andassist in qualifying potential tradepartners.

Connecticut’s trade representativesoffer valuable advice on doing business intheir respective countries.

Argentina Jorge Vallmitjana, president of

Vallmitjana & Co. in Buenos Aires, says that two of the mostfrequent questions Connecticut companies ask are: “How do Isell my products in Argentina? How should the country bedivided into distribution territories?”

Vallmitjana, Connecticut’s trade representative inArgentina, recommends thatcompanies assess the marketbefore developing adistribution strategy. Argentinahas a population of 32million people, 12 millionof whom live in the capitalcity of Buenos Aires.“Buenos Aires is the naturalfirst market for mostexporters,” he says.“Argentina’s two ‘secondcities’ are Cordoba andRosario, each with about 1million citizens.”

Vallmitjana saysConnecticut businesses alsoneed to determine whether adirect-sell approach or adistributorship will be theirmost beneficial exportstrategy. “A direct-sellapproach is often chosen byU.S. exporters who want toconserve internal resources

while avoiding distributorship costs,” he says. “However, manyexporters are interested in a steady flow of income fromexports to Argentina and often find that an in-countrydistributor can facilitate an ongoing market demand.”

Vallmitjana says, “Remember, a large percentage ofArgentine businesspeople, especially those working ininternational trade, speak English as their second language.Therefore, you do not have to have fluency in Spanish orhave a Spanish speaker on hand in order to do business inArgentina.”

Brazil Magda Völker, director of MV Marketing & Consulting

Services in San Paulo, is Connecticut’s trade representative inBrazil. It is important for Connecticut companies tounderstand that each country in South America is different.“Each country has different economic conditions, differentmarket sizes and different cultures and language,” she says.“Brazil is the only country that speaks Portuguese. Laws aredifferent and import requirements are not the same. Exportersshould be willing to negotiate price, delivery and packaging.”

As in every market, it is important to find out who yourlocal and foreign competitors are—and especially their

strengths and weaknesses. Would your productsbe more competitive price-wise if assembledlocally? Perhaps packaged locally? These areimportant considerations when entering theBrazilian market, Völker says.

Finally, companies should take their timeentering the Brazilian market. “Don’t rush yourselection of a distributor or representative,” saysVölker. “It takes time to find the right partner.And if your initial contacts do not lead anywhere,do not give up. This is where Connecticut’srepresentative in Brazil can help you.”

China Li Yuechun, president of Liaison Inc. in Yantai, is

Connecticut’s partner in China. He says the Chinese marketoffers huge potential for companies willing to understand howto do business in China. “Know why you want to be there anddo it,” he says. “Just because everyone else has an office inChina isn’t enough reason that you should. ‘If everyone inChina takes one bite of my brand-name burger, I’d be sellingbillions’ will forever remain a fantasy.”

Yuechun says it is critical to do your homework beforejumping into the Chinese market. “Those who have succeededin the Chinese market went prepared with adequate marketinformation,” he says. “A market research report by anexperienced consultant and walking through a trade show cangive you a good feel for the market.”

Finding a reliable representative in China is critical. “It’snext to impossible to remote-control a business 12 time zonesaway, in a totally different culture and language,” saysYuechun. “Be wary of those who claim to have every‘connection.’ Invest in a reliable local representative with a

Please turn to Page 8

TOP RIGHT: Connecticutcompanies learned moreabout the African marketduring the first-everAfrican BusinessConference held in 1999.From left, Nardos Bekeleand Thelma M. Awori,United Nations TradeDevelopment Program-Africa; CommissionerJames F. Abromaitis andJames C. Nicholas,Connecticut. Dept. ofEconomic and CommunityDevelopment (DECD); andGeorge Bellinger, AmistadAmerica.

RIGHT: Dawn S. Rodriguez,director–Latin America atDECD.

EXPLORE GLOBAL MARKETS• Growth • Profits • Contacts •

• Cultural Know-How • Languages •

Exporting is good for business. Just ask any of the hundreds ofConnecticut companies already marketing their products

overseas. And with communication and distribution systemsimproving every day, international trade is sure to offer

progressively greater business opportunities for years to come.

How can you take your business around theworld? What foreign markets should youtarget? Who should you talk to aboutshipping, financing, insurance? What aboutlanguage barriers, pricing differentials,overseas sales representation?

Talk to the trade specialists at theInternational Division of the Department ofEconomic and Community Development.DECD offers practical, results-orientedservices to help Connecticut companies successfully enteroverseas markets. We take time to learn about your business, yourproducts and your goals. Our export counselors can help youassess your export potential, target appropriate markets anddevelop an export plan that complements your business strategy.

Contact us for more information:

Connecticut Department of Economic andCommunity Development

Industry Cluster and International Division

505 Hudson StreetHartford, CT 06106

860-270-8067 or 8068 1-800-392-2122

Fax: 860-270-8070 E-mail: [email protected]

www.state.ct.us/ecd/international


INTERNATIONAL

good track record in business and support him/herwholeheartedly.”

Success in China requires a long-term perspective. “Bepatient when you are just entering the market,” says Yuechun.“The market is huge, but it is alsoone of the hardest markets tocrack.”

IsraelConnecticut’s trade

representative in Israel is IsraelPeleg, based in Jerusalem. Israeloffers many advantages toConnecticut companies looking tosell products overseas or searchingfor foreign partners or jointventures. The country’s uniquegeographical location, combinedwith its Free Trade Agreements withthe United States and the EuropeanUnion, make it a free-trade gatewayto the European and Middle Eastmarkets for Connecticut companies.

U.S. currency is widely accepted in Israel and the vastmajority of the population speaks English. “There is atremendous desire for U.S.-style consumer goods andsophisticated technological tools,” says Peleg. “Israel has ahighly developed commercial legal system, providingprotection and special advantages for foreign investors,including free registration of invested capital and norestrictions on foreign ownership.”

In addition to export potential, Israeli companies offerreverse-trade opportunities for Connecticut importers. “Thereis a tremendous opportunity for Connecticut companies tomarket Israeli products and technologies in the United States,as well as become involved in joint ventures or strategicalliances with Israeli partners,” says Peleg. “Israel has superbresearch and academic centers and an extremely qualifiedwork force that generates sophisticated and innovativeproducts and services, particularly in the areas of informationcommunication and biomedical technologies.”

To assist Connecticut companies penetrating the Israelimarket, DECD supports the Connecticut—Israel ExchangeCommission (CONNIX). “CONNIX and our trade

representative in Israel areready to help you facilitate jointventures and exports andimports, by identifyinginterested parties and helpingConnecticut companiesestablish appropriate contacts,”says Peleg.

MexicoNoe Delaflor, director of

Lonofer S.A. de C.V. inMexico City, is Connecticut’srepresentative in Mexico.Delaflor knows that expandinginto a foreign country can bedifficult and costly. In Mexico,the language difference, thescarcity of information, the

unique business culture and the country’s stage ofdevelopment can lead to difficulties and frustration.

Connecticut firms should consider their competitive

advantages before entering the Mexican market, says Delaflor.This will help Connecticut’s office in Mexico to locate andevaluate potential representatives or partners for companiesinterested in exporting to the Mexican market. “If you are

considering Mexico,chances are that yourdomestic andinternationalcompetitors are thereas well,” he says.“Close geographicproximity to the U.S.makes Mexico one ofthe first destinationsfor U.S. exporters.”

Mexico is aprice-sensitivemarket, says Delaflor.“Carefully examineyour pricing and beopen to lower profitmargins in order to

get a foothold in the market,” he suggests. “Connecticutexporters often try to counter this sensitivity to price bypresenting a detailed cost-benefit analysis. In most cases, theproduct with the lowest price wins hands down in Mexico. Becreative with financing options and credit terms—this canoften clinch the sale.”

It also important to nurture relationships with yourcompany’s Mexican representative. “Designate an individual inyour firm to be the project manager for export, preferablysomeone who is in the office on a regular basis and availableto answer technical questions from Mexico as you begin yourmarketing efforts,” says Delaflor. “And be patient.”

Sub-Saharan Africa Walter Mather, vice president of HSBC Equator (USA)

Inc., based in Glastonbury, Conn., is the state’s traderepresentative to Sub-Saharan Africa. “There are over 700million people on the Africa continent in some 56 countries,1,000 different languages covering 12 million square miles, or22 percent of the world’s total land surface,” says Mather.“Africa can be viewed as either a confusing market to avoid oran extraordinary opportunity for the enterprising corporation,depending on your perspective.”

Although Africa has begun a long-awaited turnaroundafter decades of economic stagnation, it is a market that ismisunderstood and long has been ignored by U.S. companies.The environment can be challenging and chaotic, but it canprovide considerable opportunity for reward.

To access the growing opportunities in these markets,DECD has developed an Africa Trade Team to helpConnecticut companies identify and promote businessopportunities and significantly expand two-way trade andinvestment.

“To be successful in Africa, you must become educated aboutthe African business climate and identify a market for yourproduct,” says Mather. “Outline your strategy and be sure toinclude financing options for the transactions. Remember thethree P’s—Patience, Perseverance and Persistence.”

Connecticut companies interested in learning more aboutthe services offered by the state’s international traderepresentatives, should call DECD at 860-270-8068 or 270-8067.

Dawn S. Rodriguez is director–Latin America atDECD’s Industry Cluster and International Division.

•International Trade Reps Continued from Page 6

TOP CENTER:Connecticut-Israel tradewas the subject of asummit held at YaleUniversity last year. Fromleft, Israel Peleg,Connecticut’s traderepresentative in Israel;Sandra Elias, executivedirector of the Connecticut-Israel ExchangeCommission; ConnecticutGov. John G. Rowland;Yale University PresidentRichard C. Levin, and YaleVice President BruceAlexander.


INTERNATIONAL

By Marietta PritchardThree Connecticut companies—

Sheffield Labs, Nature Plus and TheAirport News—were recognized atConnecticut World Business ’99 fortheir exemplary roles in internationaltrade. All three, in different ways,demonstrate the opportunitiespresented by Connecticut’s vibranteconomy, its farsighted entrepreneursand its skilled work force. The awardwinners are selected by theConnecticut Department ofEconomic and CommunityDevelopment’s International Divisionand the Connecticut District ExportCouncil—an advisory group affiliatedwith the U.S. Department ofCommerce.

New London-based Sheffield Labs was honored asConnecticut’s 1999 Exporter of the Year. “Sheffield’s export

business has increased more than 20-foldin the past three years and become anintegral part of their sales growth andsuccess,” says Lou Auletta, chairman ofthe District Export Council.

Sheffield Labs, which bills itself as“the company that invented toothpaste,”has been in business since 1850. Whilethe company also handles contractpackaging of medicinal, cosmetic andhealth gels and creams, toothpaste is itsbiggest export. In the United States, thecompany’s products sell under such brandnames as Orafix (denture adhesive) andFamily Dollar and Stop & Shop(toothpaste). “About five years ago,” saysGail Faria, export manager for SheffieldLabs, “we had only one export customerand that was in Jordan.”

Today, 20 percent of Sheffield’s

business comes from exports, includingthe sale of toothpaste and other tubedproducts in the Middle East, Romania,Poland, Singapore, China, the Caribbeanand Latin America. The company’scontract manufacturing operation includeseverything from research anddevelopment to manufacturing andpackage design. The company hasproduced private labels for generic lines inthis country, supplying such outlets asDollar Stores, Stop & Shop and Rite Aid.“We’re one-stop shopping for tubedproducts,” says Faria.

Sheffield’s expansion into foreignmarkets has come with the help of state

and federal government resources. “Thestate has been an excellent informationsource,” says Faria. For example, shesaid, the Connecticut Department ofEconomic and Community Developmentwas helping the company land newcontacts in Mexico. In addition, the U.S.Commerce Department’s Gold KeyService helped Sheffield establishbusiness contacts in markets around theworld. “Embassy officials will set up a

full day of appointments in the foreigncountry with people who have already heard about you,” saysFaria. Because of this program, Sheffield has been exporting toChile, Argentina, Brazil and Russia.

Sheffield expects to increase its exports to Eastern Europe,the Far East and Latin American countries. Faria said thecompany is particularly interested in increasing its sales toMexico. “Now that NAFTA (North American Free TradeAgreement) has removed the import duties, it makes our pricescompetitive,” says Faria.

Another Connecticut company that has successfully built itsexport business is Nature Plus, a Stratford-based biotechnologycompany that develops, manufactures and markets

Connecticut Companies Win Kudos for Global Trade

There’s good news for Connecticut businesses andinternational mailers. On Nov. 1, the U.S. Postal Serviceexpanded its international expedited services by morethan tripling the reach of its Priority Mail GlobalGuaranteed (PMGG) service. This premium service,offered in alliance with DHL Worldwide Express Inc.,now provides guaranteed service for non-dutiable items tothousands of destinations in 65 countries and territoriesaround the world. These areas include Western Europe,Australia, New Zealand, Canada, Mexico, select countries inSoutheast and Far East Asia, and the Caribbean Islands. Formany destinations, PMGG shipments are guaranteed fordelivery in two business days.

Previously, Priority Mail Global Guaranteed reached 19countries and territories in Western Europe and was availablein 11 U.S. markets. Locally, the service was only offered inthe Stamford and Danbury areas.

But the Nov. 1 expansion opened PMGG to all ofConnecticut and to more than 10,000 retail locationsnationwide. PMGG shipments can be mailed from any of the

more than 300 postal retail locations in Connecticut. Other features of PMGG service include:

• Money-back guaranteed service • Online package tracking • Online confirmation of delivery• Customer service 24 hours a day, seven days a week by

calling 1-800-222-1811• Free PMGG packaging and labels available in post

office lobbies• Prices starting at $23 for the first half pound.

PMGG was launched April 19, 1999, as a jointundertaking by the USPS and DHL Worldwide Express, the


USPS Expands Reach of Priority Mail Global Service


TOP CENTER:Conn. Dept. ofEconomic andCommunityDevelopmentCommissionerJames F.Abromaitis, left,congratulatesSheldon Murphy,president of NaturePlus, afterpresenting himwith theGovernor’s ExportAward duringConnecticut WorldBusiness ’99.

Gail Faria

INTERNATIONAL


environmentally safe enzyme products that canreplace harsh chemicals in a wide range ofconsumer and industrial applications. “We startwith natural materials,” says Sheldon Murphy,president of the company, “and we direct andcontrol a fermentation process to get enzyme-richproducts. We’re like specialty brewers.”

One of the company’s best exports is a soilstabilizer that has been sold to a number of LatinAmerican countries. This product can greatlyreduce the cost of maintaining dirt roads bymaking them less susceptible to potholes andcorrugation or other types of erosion caused bydrought or heavy rain. “Once stabilized with ourproduct,” says Murphy, “the roads can easily becoated with an asphalt emulsion or paved.”

Nature Plus also has had great successexporting its odor control products, particularlycleaning materials for hospital, dental andveterinary use. The company’s products also areused to control industrial or municipal odors, such

as those generated byrendering plants orwastewater treatmentfacilities.

Murphy says Nature Plus hasreceived a considerable amount ofsupport from state and federalinternational trade programs. “Thestate has been great,” says Murphy.

“Their economic andcommunity developmentpeople have introduced us toconsultants in othercountries, where we can thenfind distributors. And theU.S. Commerce Departmenthas helped us find contacts inthe Philippines and LatinAmerica.”

Dawn Rodriguez, LatinAmerican director at theConnecticut Department ofEconomic and CommunityDevelopment, says NaturePlus was chosen for thisyear’s Governor’s Award.“We were looking for asmall- to mid-sized companythat has made great strides inpursuing export opportunitiesand which had shown growthin developing those markets.”

More than 50 percent ofNature Plus’ market is now outside the United States. “NaturePlus is one of our great Connecticut success stories.” says JamesAbromaitis, commissioner of the Connecticut Department ofEconomic and Community Development.

In addition to state and federal resources, Connecticut’sexporters benefit from a robust international trade infrastructure,from customs brokers and air cargo handlers to deep-water portoperators and news publications. One of those serviceproviders is Daniel Carstens, owner of The Airport News, atabloid newspaper distributed free at Bradley InternationalAirport and at other airports throughout New England.Carstens has been publishing The Airport News since 1993.About 10,000 copies of it are printed biweekly. Carstens andhis newspaper were given the 1999 Service to Exporters awardfor their support of the state’s international trade community.The Airport News also focuses on business and leisure servicesrelated to Bradley International Airport.

Carstens says the newspaper fills a void for local news. Heestimates that, before The Airport News was launched in 1992,half of the approximately 10,000 people who live and work inthe shadow of Bradley International did not read a localnewspaper that included coverage of the airport community.

Known to many Bradley International insiders as “Mr.Airport,” Carstens has been involved in the warehousing andcargo business at the airport since the late 1970s. In 1996, hiscompany, CargoZone/BDL was chosen to activate and operateForeign Trade Zone 71 in Windsor Locks. In October, thecompany expanded its operation to an on-airport site atBradley. Here, international imports can enter a “neutralspace,” deferring duty until they enter the U.S. market. Thecompany also landed the contract to handle Southwest Airline’snew cargo-handling operations at the airport.

The presence of a newly activated Foreign Trade Zone couldhelp generate more international shipments through Bradley.“Danny Carstens and I have been trying to get enoughshipments from different sources to get international cargoplanes to fly in and out of Bradley on a regular basis,” saysAndre Libert, director of marketing and air service developmentfor the Connecticut Department of Transportation’s Bureau ofAviation and Ports, which operates the airport. “Our location,midway between Boston and New York, makes Bradley theperfect alternative for air cargo shipments to and from all ofsouthern and western New England.”

• Connecticut Companies Win Kudos Continued from Page 10

TOP CENTER: DanielCarstens, left,owner of TheAirport News, waspresented the 1999Service to ExportersAward by Gerry C.Richmann.


INTERNATIONAL

• USPS Expands Reach Continued from Page 9

world’s leading international air expressnetwork. According to Bruce Parmiter,USPS Connecticut marketing manager, theservice has proven successful and itsexpansion is timely and responsive tocustomer needs, especially as thesemarkets continue to grow.

“The expansion of Priority Mail GlobalGuaranteed service strengthens the PostalService’s continuing commitment to offer itscustomers a reliable, value-priced service tomove important documents abroad,”

Parmiter said.To learn more about Priority Mail Global

Guaranteed service, visit the U.S. PostalService Web site at www.pmgg.usps.com.

The Postal Service operates threePostal Business Centers in Connecticutto serve customers and businesses. Forquestions regarding any USPS productor service, please call 1-800-264-7505(Hartford), 1-800-264-7507 (New Haven)or 1-800-465-6110 (Stamford).

Global Delivery The USPS’ Priority Mail

Global Guaranteed serviceprovides guaranteed delivery tothousands of destinations in thefollowing countries/territories:

AnguillaAntiguaArubaAustria

AustraliaBahamasBarbadosBelgiumBermudaBonaireCanada

Canary IslandsCayman Islands

CuracaoDenmarkDominica

Dominican RepublicFinlandFrance

GermanyGibraltarGreece

GrenadaGuadeloupeGuernsey

HaitiHong KongIndonesiaIrelandItaly

JamaicaJerseyKorea,

LiechtensteinLuxembourg

MacauMalaysia

MaltaMartinique

MexicoMonaco

MontserratNetherlands, The

NevisNew Zealand

NorwayPhilippines, The

PortugalSingapore

SpainSt. BarthelemySt. Eustatius

St. KittsSt. Lucia

St. MaartenSt. Vincent

SwedenSwitzerland

TaiwanThailand

Trinidad & TobagoTurks & Caicos Is.United Kingdom

VietnamVirgin Is. (British)

By Terri C. Albert Myths and fantasies have

characterized the debate about the WorldWide Web’s ability to successfullycontribute to a business’ profitability. Thecontinued losses reported by such famousstart-up retailers as amazon.com andetoys.com have reinforced the skeptics—although their market caps embarrassmany traditional corporations.

Traditional businesses, in contrast toInternet storefront-only businesses, havean inherent advantage upon entry into thedigital world. One avenue for companies inthe transportation and international tradesectors to develop anonline presence isthrough partnershipswith establishedInternet companies.Such a partnershipcan leverage yourcompany’s existingresources and helpyou to reach morecustomers worldwide.

Many servicesindustries ventureinto the electronicworld withoutrecognizing that theInternet is a mediumwithout geographical boundaries. TheInternet belongs to everyone and offers apowerful way to establish an instantpresence in the marketplace. The Internetis the perfect launching pad for attainingand retaining customers, increasing salesand developing brand awareness.

For transportation and internationaltrade companies, the development of avalue-added brand exponentially increasesthe likelihood of new customers and theretention of existing customers. Within theservices industry, the key to differentiation isquality service. A company that links itselfto a respected group, for example, helpsbuild its brand equity through that alliance.

Your brand is your company and its

services. The most efficient medium toestablish brand equity is the Internet. Yoursite can create and reinforce this valuableasset. It is easy to develop your brand—itis analogous to giving your firm and theservices it provides a personality. It mustbe consistent throughout all customercommunications.

A well-developed Web site can be acompetitive advantage in your marketingtool kit. There are three essentialcomponents to a good site:• High-quality text, graphics, video and

sound: For customers who do notphysically see the company, the sitebecomes the firm.

• Frequency of updates: It has beenproven that visitors/customers do notreturn to sites unless there are frequentchanges in content. This tells thecustomer or visitor that the firm behindthe site cares enough to be current andinteresting. This is analogous to adepartment store changing its windowdisplays.

• Server speed is synonymous withservice speed: Customers will not waitin line for a long time, just as they willnot wait for a slow Web site to load.Immediacy is the key.

• Customer retention is the key tomarketing efficiency and increasedprofitability. It costs an average of fivetimes as much to replace a lost customeras it does to keep one. A well-designedWeb site will continue to engage visitorsand ensure repeat visits. This reinforcesyour company to the customer.

Another advantage of e-commerce isthe ability it provides you to learn aboutvisitors/customers. This information canbe critical to customer retention, because itenables you to customize your site.

Your site does not have to be “cash-enabled,” meaning the ability tocomplete the transaction over the site.But every site must provide customerswith an e-mail address or toll-free

Internet Marketing Provides a CompetitiveAdvantage in a Global Economy


INTERNATIONAL


By Jeff BlodgettConnecticut is poised to enter the 21st century with a strong

international presence. The state’s expanding international roleincludes increasing trade with the state’s major trading partnersworldwide, including Canada, Japan, the United Kingdom,Germany and Mexico. Exports are also rising to some of the bigemerging markets, such as Brazil, Korea, China, Eastern Europeand the Middle East.Merchandise exports generally consist of manufactured goods,agricultural products and natural resources, such as timber or oreand used and scrap materials. Historically, manufactured goodshave accounted for about 94 percent, on average, of totalmerchandise exports from Connecticut during the past 10 years.

Analysis of trade data for the 10 largest manufacturingindustries in the state during the past decade underscoresConnecticut’s high reliance on the export of transportationequipment, which includes jet engines, helicopters, auto partsand various other products. In 1988, transportationequipment accounted for almost one-third of all exports fromthe state and that figure had risen to 37 percent by 1998–avery high reliance on a single industry.

Transportation equipment accounts for 50 percent moretrade than industrial machinery and instruments, the second

and third largest export industries, combined. The five largestindustries accounted for more than 80 percent of the state’sexports in 1988. In 1998, those five industries still accountedfor 75.2 percent of total exports.

There have been dramatic differences between industries,in terms of their growth, from 1988 to 1998. In absolutegrowth, transportation equipment clearly leads the way, upmore than $1.75 billion, or 140.1 percent, during this period.Instruments were second in absolute terms, up almost a half-billion dollars or 112.2 percent. The fastest growing industriesare rubber and plastics, up 394.6 percent, and paperproducts, which increased 208.2 percent.

Industrial machinery exports have declined in relativeimportance during the past decade. In 1988 this industryaccounted for 18 percent of total exports from Connecticutand, in 1998, the share had fallen to 11.8 percent. Theoverall rate of growth, 38.8 percent, is the lowest among allthe industries in the table, further evidence of sluggish growth.Downward shifts were also noted in chemicals, 8.6 percent to7.3 percent share, and electronic equipment, 9.6 percent to7.6 percent share.

The industrial composition of Connecticut’s merchandiseexports has changed over time, with some industries gainingin importance and others declining. But the mainstay of thestate’s industrial exports has been, and remains, thetransportation equipment industry, which accounts for morethan one-third of the state’s foreign trade.

Undue reliance on a single sector may prove troublesomeshould there be weak demand abroad or major technologyshifts. However, until such time, Connecticut’s export successis directly linked to the continued global competitiveness ofthose big-ticket items produced by the state’s airtransportation industry.

Jeff Blodgett is vice president of research for theConnecticut Economic Resource Center.

CL&P Offers Global Network Online ServiceIndustrial customers of the Connecticut Light & Power Co.

interested in boosting their overseas commerce now have accessto an online Global Network Directory to help link them withpotential partners in foreign trade.

Any CL&P customer engaged in manufacturing whowould like to learn about and take advantage of internationalbusiness opportunities can be listed, free of charge, in CL&P’sInternet directory, at www.cl-p.com/economic/global/htm. Inaddition to a free listing, businesses can have a direct link totheir own corporate Web pages and access to interestedcompanies in Europe, Canada, South America and Asia. Thedirectory also provides timely information on advertising, tradeopportunities and incentives through links to the ConnecticutWorld Affairs Council and the U.S. Department ofCommerce.

“The goal of the directory is to help Connecticutmanufacturers grow and prosper by helping them accessbusiness opportunities abroad,” says Douglas G. Fisher, CL&Pmanager for economic and community development. CL&Phas a vested interest in the businesses it serves and, in turn,the pivotal role they play in Connecticut’s economy,” Fishersays. “We know these customers firsthand and canrecommend them as viable business partners.”

Fisher said Connecticut companies can benefit fromforeign product licensing, selling manufacturing time onproduction lines, partnering with or selling to a foreigncompany, or an injection of foreign capital. Meanwhile, aninternational partner minimizes risk in setting up a U.S.-basedoperation and gains direct access to physical plant andequipment, an in-place labor force and an establisheddistribution network.

The opportunity to enroll in the CL&P Global NetworkDirectory is encouraged by recent trade missions andcommunications from foreign manufacturers eager to joinU.S. manufacturers to develop technologies and sharedistribution networks.

The directory database is compiled and maintained by theEconomic and Community Development Department ofCL&P, which serves 1.1 million customers in 149communities throughout Connecticut. The Global NetworkDirectory is one of the many services CL&P offers new andexpanding businesses, including site selection, locationanalysis, technical consulting and financial assistance.

To enroll in the program or for more information,contact Marilyn Brossmer, business development managerfor CL&P, at 860-665-6514 or [email protected].

number that can be used to make a purchase or requestmore information.

Of course, a cash-enabled site facilitates businesstransactions and is especially important if your customermight be able to go to a competitor’s site that is set up tohandle online transactions.

For global services industries, the Internet is an efficientcommunication and sales strategy vehicle. Yet, it is stillconsiderably under-used. The rewards are great and the timeto act is now. The Internet can provide a competitive edgethat will pay dividends in domestic and international markets.

Terri C. Albert, Ph.D, is assistant professor ofmarketing at the University of Connecticut-Storrs.

• Internet Continued from Page 12

Transportation Industry Dominates Connecticut Exports


Plugging Connecticut Companies into the International Network

Contact our trade specialist Tom Dudeck for more information.The United Illuminating Company

157 Church Street, New Haven, CT 06506Phone: (203) 499-2829 • FAX: (203) 499-3769

www.uinet.com • E-mail: [email protected]

UI has site selection service for companies looking to expand or locatea new facility in Connecticut or the Northeast.

By Thomas DudeckConnecticut companies looking to export

have a wide range of federal, state and private-sector international trade resources from which tochoose. Among the many resources available tohelp companies go global are the ConnecticutDistrict Export Council, the U.S. Department ofCommerce, the Department of Economic andCommunity Development’s International Division,several international trade organizations andmyriad private-sector companies.

The Connecticut District Export Council is avolunteer group of 50 individuals whose focus isassisting companies in the export process. The DEC isaffiliated with the U.S. Department of Commerce, and theSecretary of Commerce appoints each DEC member. Since itsformation 25 years ago, the DEC has been instrumental inboosting manufacturing exports from Connecticut.

Each year, the DEC sponsors a number of exportseminars. These half-day sessions—featuring presentations byprofessionals from international businesses—address subjectssuch as where to locate export assistance, how to market yourproduct abroad, what financial matters are associated withexporting, and export documentation.

The DEC also sends out a newsletter four times a year to3,000 manufacturers and service providers and publishes acalendar of Connecticut’s international trade-related events,meeting and seminars; holds special seminars on international

trade topics—such as Asia, international business on theInternet and the CE mark certification for the EuropeanUnion; and coordinates a series of events that takeplace during World Trade Week each May.

The DEC also works with the U.S. CommerceDepartment’s Export Assistance Center in Middletownto provide information and assistance to Connecticutcompanies interested in expanding into global markets.Three trade specialists at the Export Assistance Centerare available to visit with companies interested inexporting. They can help exporters find marketinformation, contacts and legal information, evenfacilitate a “gold-key” service to provide assistance to

businesspeople traveling to foreign countries.In addition to providing direct trade assistance, the

Commerce Department maintains one of the best onlineinternational trade resources available—the National TradeData Bank. The NTDB is a subscription-based service that canbe accessed on the Internet at www.stat-usa.gov.

The state’s Department of Economic and CommunityDevelopment also has an international division to assistcompanies. Three in-state trade specialists provide assistanceto Connecticut companies. DECD also has in-countryrepresentatives in Mexico, Israel, Brazil, Argentina, Chinaand Africa.

Trade organizations, suchas the Connecticut ForeignTrade Association, WestconnInternational Trade Association,the Connecticut InternationalTrade Association, theConnecticut World TradeAssociation and the WorldAffairs Council, also can assistcompanies interested inimporting and exporting. Bynetworking with members ofthese associations, potentialexporters can learn aboutinternational trade and makeinvaluable contacts.

Finally, for manufacturersin the greater Bridgeport andNew Haven areas, UnitedIlluminating (UI) offers a uniqueprogram—TradeRoutes—to itscustomers. TradeRoutes acts asa matchmaker for companies, informing them of theresources available to successfully compete in the exportmarkets. More than 200 area companies benefited from theprogram last year. The TradeRoutes program is free to UIcustomers.

International trade directories, containing a wide range ofresources, are available free from Port Connecticut(www.portconnecticut.com), the Connecticut EconomicResource Center (www.cerc.com) and the ConnecticutBusiness and Industry Association (www.cbia.com).Connecticut’s calendar of international trade-related events,meeting and seminars is online at www.portconnecticut.com.

Thomas Dudeck is the manager of export services atUnited Illuminating Co. in New Haven and is vice chairman ofthe Connecticut District Export Council. He can be reached at203-499-2829 or [email protected].


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International

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List on

Page 28.


PORTS

Gateway toConnecticut

The Port of Bridgeport• Connecticut’s Port of Bridgeport, located in

the heart of the most densely populated region inthe United States, provides an accessible anduncongested gateway to the entire Northeast.

• Bridgeport serves as one of the Northeast’smajor centers for the import of perishable goods.CILCO terminal, operated by Logistec ConnecticutInc., handles weekly shipments of bananas andplantains, as well as seasonal shipments of othertemperature-controlled items from all over theworld. With recent additions to its warehouse andtruck-loading facilities, Logistec will be able toincrease the amount of Refrigerated, Breakbulk andContainerized cargo it handles.

• More than $1 billion is now being invested toimprove the port’s commercial and industrialcapabilities, and a mixed-use retail and entertainmentcenter is being planned by Conroy DevelopmentCompany.

• Development at the Port of Bridgeport iscreating jobs and breathing new economic life intoConnecticut’s largest city.

Bridgeport Port Authority330 Water StreetBridgeport, CT 06604Tel: 203-384-9777Fax: 203-384-9686

BRIDGEPORT

PORT

AUTHORITY

Port of Bridgeport Readyfor the 21st CenturyBy Joseph Riccio

A new cargo berth, the creation of a maritime businesspark, continued progress on the Harbour Place developmentproject, a new ferry boat and improvements to theBridgeport ferry terminal mark recent Bridgeport Harborachievements as we position ourselves in the new millennium.

Logistec Connecticut, which operates Cilco Terminal inBridgeport for Coastline Terminals of Connecticut Inc., isnearing completion of a $4 million berth improvementproject. Work on the Bridgeport piers was designed tostrengthen and preserve the port’s 900 feet of dockage.

Funding for the project came from the Team Bridgeportprogram, initiated by Gov. John Rowland and BridgeportMayor Joseph Ganim in 1997. It is administered locally bythe city of Bridgeport. In addition to the public-sectorinvestment, Logistec invested anadditional $400,000 to add eighttruck docks to its refrigeratedwarehouse.

Another highlight of 1999was the Bridgeport PortAuthority’s acquisition by eminentdomain of the former CarpenterTechnology property. The 48-acresite is one of the largestundeveloped pieces of propertythat fronts deep water on the EastCoast. It will be developed as amaritime business park and willprovide a new home for water-dependent users being relocatedfrom the Steel Point Peninsula for the Harbour Placeproject. It will also help attract new maritime-relatedbusinesses to Bridgeport.

The much-awaited Harbour Place project continues tomake tremendous progress. Nearly 60 percent of theproperties have been acquired and half of them have beendemolished. The balance of the acquisitions will becompleted by March 31. Alex Conroy, of the ConroyDevelopment Co., has joined forces with CHL & AssociatesProperties of Chattanooga, Tenn., to develop a 1.5 million-square-foot enclosed shopping, entertainment and maritimecenter.

Another milestone during the past year was the additionof the MA P.T. Barnum to the Bridgeport Port JeffersonSteamboat Co. fleet. This 300-foot ferry was built by theEastern Ship Building Group of Panama City, Fla., and willaccommodate approximately 110 cars and 1,000passengers. Ferries between Bridgeport and Port Jefferson,Long Island, run every hour and ridership is expected toincrease by 25 percent with the addition of the vessel. Theferry service expects to be carrying more than 1 millionpassengers and 400,000 vehicles a year by 2003.

In order to help provide improved services for the ferryoperation, the Bridgeport Port Authority will construct a200-car parking garage adjacent to the existing ferryterminal. The $5 million project will include extending theexisting dock to connect with the new garage.

Bridgeport is on the verge of a waterfront renaissanceas both the public and private sectors team up to make thecity’s harbor the gateway to Connecticut.

Joseph Riccio is the executive director of theBridgeport Port Authority.

Joseph Riccio


PORTS

By Dave ShudaConnecticut’s longshoremen

revolutionized the stevedoring business in1996, when we formed CoastlineTerminals Inc., purchased land at the Portof New Haven and entered a cooperativeagreement with Logistec Connecticut, oneof the port’s leading terminal operators.Today, many other port facilities aroundthe country are trying to emulate ourunique labor-management partnership.

The state’s deep-water ports inBridgeport, New London and New Havenplay an important role in the economichealth and vitality of Connecticut’seconomy. Last year, the 160 members ofLocal 1398 of the InternationalLongshoremen’s Association handled 1.2million tons of cargo at the ports ofBridgeport and New Haven. That’s a 40percent increase in tonnage comparedwith the previous year.

In Bridgeport, we handle imported perishable products—such as bananas, clementines and oranges—as well as paper,wood pulp and used automobiles bound for overseas markets.

In New Haven, we handle break-bulk steel products,including copper, zinc, steel beams and coils, as well aswire rod.

The increase in tonnage handled at theports of Bridgeport and New Haven hascreated new jobs and resulted in a 20percent increase in earnings for employees—who now share directly in the profits frombusiness operations at the ports.

In addition to a direct economic benefit,Connecticut’s ports have several importantindirect benefits. More than 1 million tons ofcargo translates into about 60,000truckloads. Because that cargo was shippedby boat, it helped reduce congestion on thestate’s highways. Moreover, had these goodsbeen transported from or to other ports, theincreased costs would have been passed onto end-users. This undoubtedly would meanan increase in costs of goods to businessesand, ultimately, to consumers.

Coastline Terminals is committed tohelping Connecticut remain competitive. Asthe first employee-owned port in the world,

Coastline recognizes the importance of management andlabor working together for a common goal. Because of ourpartnership, Connecticut’s ports offer the most cost-effectiveand efficient work crews on the East Coast.

Dave Shuda is president of Coastline Terminals andbusiness manager of Local 1398 of the InternationalLongshoremen’s Association.

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The management and staff of our offices incorporate the same forwardthinking philosophy upon which J.F.Moran Co. built its success andupon which it thrives today. Your program becomes our program, yourproblems become ours. As with all our clients everywhere, you will cometo depend upon professional, knowledgeable, and courteous personnelwho will accomplish the task and satisfy your requirements.Executive OfficesWarwick, RI 02886Tel. 401-885-9072

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By Jim Orr New London, buoyed by its grand rebirth as a cargo

port and an array of waterfront development plans,promises to become a bustling 21st-century version of thevibrant commercial seaport it once was.

The challenge—as complex as the port’s many users—is how to shape rapid development occurring at the mouthof the Thames River on Long Island Sound. Cargo andpassenger shippers, recreational boaters, waterfrontentrepreneurs, environmentalists and government officialsfrom the home front to Washington have varying stakes inthe port. Everyone has concerns and they all want a say.

The U.S. Coast Guard Academy’s WaterwaysManagement Initiative and Connecticut Department ofTransportation sponsored a conference in New London inSeptember as a forum for the disparate maritimecommunity to begin nurturing a cooperative planning spirit.The event—part of the national Marine TransportationSystem initiative—was designed to help the Port of NewLondon prepare for dramatic growth in commercialshipping, pleasure boating and ferrying.

“Our goals are to raise public awareness of the vitalrole played by the marine transportation industry in our

national economy and to start a civildialogue between public and privatestakeholders, who have their own agendasfor using the same small piece of realestate,” says conference coordinator CarlA. “Sandy” Schwaab, a former marine

consultant and retired Coast Guard officer. “But we’re all inthe same game, so we need to optimize the use of thewaterways among the competing interests.”

About 75 people from business, government andcommunity groups attended the New London conference. Thetwo-day event brought about an appeal for the development


PORTS


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Waterfront Development Challenges Tackled atNew London Maritime Conference


New Haven Terminal: Connecticut’s Chemical &Petroleum Storage and Handling SpecialistsNew Haven Terminal,one of New England’s largest independent liquid terminals,has been providing safe chemical and petroleum storage solutions for 60 years.Our state-of-the-art facility is capable of handling a full range of chemical andrefined petroleum products. We have docking space for loading and unloadingtankers and barges as well as intermodal road and rail connections.Located at the Port of New Haven, we offer:• Two convenient Connecticut locations:

New Haven and East Haven

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• East Haven: 15 storage tanks with a total capacity of 1,700,000 barrels

• Bulk-liquid tank farm for chemical and petroleum storage

• Both facilities connected to the Buckeye Pipeline

• Two berths with 37’ drafts offer deep-water access forhandling tankers and barges

• Rail link to the Providence and Worcester Railroadand Conrail

• Served by both short- and long-haul tank truckcarriers

• Direct access to Interstates 95 & 91

New Haven Terminal, Inc.100 Waterfront Street

New Haven, Connecticut 06512(203) 468-0805 • Fax (203) 469-6374

Independent Liquid Terminal Association Member Since 1974


PORTS

Ports Overview: Bridgeport, New Haven & New London

BRIDGEPORTThe Port of Bridgeport is located on

the northern shore of Long IslandSound, approximately 52 nautical milesnortheast of New York City and 25nautical miles southwest of New Haven,Conn. The port area includes twoseparate harbors—Bridgeport Harborand Black Rock Harbor—about 2 milesapart. The main channel providingaccess to Bridgeport Harbor is 35 feetdeep and 400 feet wide. An 18-foot-deep channel provides access to BlackRock Harbor.

Tropical fruit—mostly bananas—isthe principal commodity handled by theport. Others include petroleum products,coal, seafood, sand, stone, paperproducts, cars/trucks, break-bulk cargoand containers.

Bridgeport Port AuthorityJoseph A. Riccio, Executive Director330 Water St.

Bridgeport, CT 06604203-384-9777Fax: 203-384-9686

Bridgeport HarbormasterJoseph C. Savino Jr.330 Water St.Bridgeport, CT 06604203-384-9777Fax: 203-384-9686

U.S. CustomsRobert Healy, Area Port Director915 Lafayette Blvd., Suite 201Bridgeport, CT 06604203-367-9487

Channel: 400 feet wide x 35feet deepLiquid Bulk Berths: Eight,4,920 feetDry Bulk Berths: Two,1,150 feet

Connecticut’s three major ports—Bridgeport, New Haven and New London—are an integral part of the state’s transportationinfrastructure. All three deep-water ports provide direct access to nearby rail and highway connections. Relatively low operatingcosts make the ports a cost-effective alternative for reaching major markets throughout the Northeast. Connecticut’s ports arestrategically located to serve major markets in the United States and Canada. North American cities within 500 miles ofConnecticut include New York, Boston, Washington D.C., and Montreal. Moreover, experienced shipping companies and state-of-the-art cargo-handling facilities are in place to handle shipments to and from Port Connecticut.


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PORTS

Licensed State and Federal PilotsFor Connecticut, New York &

Long Island Sound

1-800-229-PILOT203-468-0255

TELEX: 673-6526FAX: 203-468-0549500 Waterfront St.

New Haven, Connecticut 06512www.portconnecticut.com/ctpilotE-mail: [email protected]

General Cargo Berths: Two, 1,100feetOpen Storage: 16 acresDry Cargo Terminals: CilcoTerminal, Warehouses: Three warehouses,125,000 square feet (25,000 squarefeet, heated). Bonded storageavailable.Two refrigerated warehouses, 80,000square feet. Temperature-controlled to32 degrees F. Certified for USDA coldtreatment. Outside Storage: Approximately 20acres of outside storage/staging area. Cranes: One 110-ton crawler Railway Connection: Conrail, 1 milefrom main terminal Primary Terminal Operator: Cilco Terminal, Managed by LogistecConnecticut Inc.203-469-1391, Ext. 231Terminal Location: On BridgeportHarbor, one-quarter mile south ofInterstate Route 95 at Exit 29.Modes Served: Vessels, barge, truckStevedoring Equipment: More than50 forklifts—up to 15-ton capacity, forhandling cargo in refrigeratedwarehouses and ships. Shore crane with110-ton capacity. Five yard hustlers.

Pequonnock River Industrial AreaSingle fuel-storage facility operated byHoffman FuelServes 15-20 barges a year carrying No. 2 fuel oil

Locations:All port locations are within one-halfmile of Interstate Route 95 andwithin 1 mile of Bridgeport Railroadstation.Ferries: Bridgeport-Port JeffersonFerry

NEW HAVENThe Port of New Haven is locatedon the northern shore of LongIsland Sound, approximately 68nautical miles northeast of New YorkCity, 25 nautical miles northwest ofBridgeport, Conn., and 179 nauticalmiles southeast of Boston. Achannel 35 feet deep and 400 to800 feet wide provides access fromLong Island Sound to the mainharbor. Three detached breakwatersprotect the entrance of the harborfrom the Sound. Waterfront facilitiesfor deep-draft vessels are along thenortheast and east sides of theharbor. Commodities handled include

petroleum products, chemicals, scrap-metal, lumber, metallic products,

• Ports Overview Continued from Page 22


GettyGulf Oil TerminalGateway TerminalWyatt Terminal

City Point

Tweed New Haven Airport

New Haven Terminal,Coastline Terminals andLogistec

Cargo EnergyInterstate 95In

ters

tate

95

Wisvest Connecticut

Coast GuardMarine Safety Office

NEW HAVEN

EAST HAVEN

WESTHAVEN

FAIR HAVEN

✈Long Island Sound


PORTS

cement, sand, stone, salt and generalbreak-bulk cargo.

HarbormasterMichael Pimer 37 Warner Ave.West Haven, CT 06516203-932-2159

U.S. CustomsVincent L. Caggiula, Port Director150 Court St., Suite 219New Haven, CT 06510203-773-2040

U.S. Coast GuardCaptain David P. Pekoske, Captain of the Port120 Woodward Ave.New Haven, CT 06512203-468-4464Fax: 203-468-4494

Primary Terminal Operators:Cargill Energy Terminal (liquid bulk),203-468-4000Gateway Terminal (bulk and liquid bulk),203-467-1997Getty Terminal (liquid bulk), 203-467-2561Gulf Oil Terminal (liquid bulk), 203-467-2581Logistec Connecticut Inc. (break-bulk),203-469-1391New Haven Terminal (liquid bulk), 203-468-0805Q-River Terminal (liquid bulk),203-466-2002Wyatt Terminal (liquid bulk), 203-466-4425Location: About one-quarter mile fromExit 49, Interstate Route 95Dock facilities:Channel: 500 to 800 feet wide x 35feet deepLiquid Bulk Berths: Eighteen, 9,355 feetDry Bulk Berths: Four, 2,470 feetGeneral Cargo Berths: Five, 3,540 feetDry Cargo Terminals: GatewayTerminal, Logistec Connecticut Warehouses: Fourteen warehouseswith approximately 380,000 squarefeet. An LME licensed warehouse facilityis located within a Foreign Trade Zoneat the Port of New Haven.Open Storage: 56 acresCranes: Six cranes with up to 250-toncapacity and five mobile cranesRailway Connection: Surface Tracks,Providence & WorcesterLiquid Bulk Storage: More than adozen facilities with approximately 200tanks handling No. 2 oil, jet fuel, gasoline,kerosene, diesel fuel, asphalt andchemicals. The Jet Lines Pipeline begins in

New Haven and connects withterminals at Bradley InternationalAirport in Windsor Locks, Conn.,and at Westover Air Reserve Basein Chicopee, Mass.

New LondonThe Port of New London is

located at the mouth of theThames River on the northshore of Long Island Sound,about 12 miles west of RhodeIsland. Renovations completedin 1997 at the State Pier inNew London include a newdeck for the east side of thepier, along with the removal oftwo old warehouses and a watertower. A 50,000-square-footwarehouse provides storage onthe north end of the pier. The1,000-foot-long pier can handleup to 75 trucks a day. Rail facilitiesoperated by the New England CentralRailroad provide direct access to boththe U.S. and Canadian rail networks.The Connecticut State Pier also is adesignated Foreign Trade Zone.

Amerada Hess Corp. operates aliquid-bulk terminal in Groton, Conn.,with a 36-foot depth and 900-footberth. The port is also home to theGeneral Dynamics’ Electric Boatshipyard, a U.S. Navy submarine baseand the U.S. Coast Guard Academy.Passenger ferries, operating on the NewLondon side of the port serve LongIsland, N.Y., Block Island, R.I., andFishers’ Island, N.Y. A passengerrailroad station is located adjacent toNew London’s City Pier.

Waterfront facilities are located onboth banks of the river. Commoditieshandled include petroleum products,coal, sand, stone, chemicals and generalbreak-bulk cargo.

HarbormasterRichard Brown, Harbormaster181 State St.New London, CT 06320860-447-5201

Connecticut Department ofTransportationBureau of Aviation & PortsAdmiral Harold E. Shear State PierNew London, CT 06320Alan Stevens, Maritime Coordinator860-443-3856Fax 860-437-7251

U.S. CustomsThomas F. Waterman,

Area Port Director135 High St.Hartford, CT 06103860-240-4306Fax: 860-244-4309

U.S. Coast GuardLt. Cmdr. Steven Sheridan,Commanding OfficerFort TrumbullNew London, CT 06320860-442-4471Fax: 860-442-7463

Channel: 500 feet wide x 40 feet deepGeneral Cargo Berths: 1,000 foot pier Dry Cargo Terminals: Admiral Harold E.Shear State Pier Terminal Operators: Logistec Connecticut Inc. (break-bulk), 860-444-1329Amerada Hess Corp. (liquid bulk), 860-445-7491Warehouses:One warehouse, 50,000 square feet Open Storage: 10 acres Cranes: Available as neededRailway Connection: New EnglandCentral RailroadFerries: Cross Sound Ferry, FishersIsland Ferry, Fox Navigation, MontaukFerry/Viking Fleet

Connecticut RiverThere are numerous small ports on

the Connecticut River between OldSaybrook, located on Long IslandSound, and Hartford (which is about 52miles north of Old Saybrook). The riveris used to transport commodities,including petroleum, asphalt and coal.

NEW LONDON GROTONContinental Salt Inc.

Cross SoundFerry City Pier

Connecticut State Pier

Interstate 95

General DynamicsElectric Boat Div.

Groton-New London Airport

Amerada HessPfizer Inc.

Seaside

Long Island SoundGoshenPt.

Alew

ife Cove

✈Thames R

iver

• Ports Overview Continued from Page 23


PORTS

By Annie Emanuelli Anyone who has driven a car in

dense fog knows how disorienting andfrightening it can be to move a largevehicle when you can’t see where youare going. Now, imagine “driving” a650-foot-long tanker to the dockthrough a small, crowded harbor withrestricted visibility: That’s the job of amarine pilot.

“In good and bad weather, it’scritical for an experienced pilot to bringlarge vessels into port,” says CaptainVincent L. Cashin, a marine pilot andpresident of Constitution State Pilots. “Marine pilots arerequired to bring vessels into port in all types of weather.”

Fog and bad weather are just some of the obstacles facedby Connecticut’s marine pilots, the people who areresponsible for guiding ships into the harbors of New London,New Haven and Bridgeport. “We are on call 24 hours a day,”Cashin says. “And we work in all kinds of weather, includingstorm conditions.”

By law, a licensed marine pilot is required to be on eachship entering a Connecticut harbor. “State-licensed pilots arerequired on all U.S. flag vessels engaged in foreign trade and

all foreign vessels coming intostate waters,” says Don Sheetz,chairman of the Connecticut PilotCommission, an advisory body tothe Connecticut Department ofTransportation.

“It’s a little different thanparking a Volkswagen,” says

Capt. Kenneth Warner, one of 12 pilots with the SoundPilots group. “The average ship we move is 650 feet long,100 feet wide, and has a 36-foot draft. When you aremoving 160,000 tons and you tie it up, there’s atremendous sense of satisfaction.”

Connecticut’s 24 marine pilots guided more than 400ships last year. The vessels were carrying oil, lumber, salt,zinc, steel, fruit and other bulk and break-bulk cargo. “Thepilot acts in an advisory capacity to the ship’s captain, andmany of the safety decisions involved in our ports rest withthe pilot,” says Alan T. Stevens, maritime coordinator forthe Connecticut Department of Transportation, the agencythat licenses marine pilots. “The pilot navigates the vesseland gives direct orders to the crew. He decides how manytugboats are needed to bring the ship in, which the ship’sowners have to pay for, and he gives commands to thetugboats during the vessel’s docking.”

Pilots are invaluable, because they know the detailsabout the ports they navigate. “Captains are skilled atgetting the ship from point A to point B on the ocean, butthey can’t be knowledgeable about all the ports in theworld,” says Warner. “That’s where we come in.”

Since approximately 90 percent of the ships calling atConnecticut’s ports are foreign-flag vessels, language oftenbecomes a problem with a non-English-speaking crew. “Thecrews come from Greece, India, Burma, China, Japan,Egypt,” says Warner, who has been a pilot for 28 years.“Some don’t speak English at all, and I don’t speak anythingbut English. When that happens, you tell them what youwant them to do, but you need to watch them constantly tomake sure they understand it. You need eyes on six sides ofyour head.”

Needless to say, the pilot must be a highly trained andskilled mariner. “It’s important that we maintain quality pilots,who have a high level of understanding of the state’swaterfront and navigation aids—such as buoys and lights—tocontinue to have the ability to move those huge vessels intoour ports,” says Stevens. “Our licensing requirements closelyparallel U.S. Coast Guard regulations.”

Becoming a good pilot takes years of training andexperience. “It takes at least six years to get a first-class pilot’slicense,” says Cashin. “You start with a tugboat license, work

on the water, and take Coast Guardexams to move up the ranks.”

Advanced training for pilotsincludes instrument navigation,resource management and handlingships in emergencies, says Cashin, whohas been a pilot for more than 20years. “I’m a third-generation boatman,and I started working on tugs when Iwas 18,” he says. “Once it gets in yourblood, that’s all you want to do. I loveit.”

Pilots are paid per ship, withstandard rates based on what is called a“cube formula”—the ship’s length

times its breadth times its depth, divided by 10,000 andmultiplied by a standard amount per unit. “In Long Island

Marine Pilots Guide Ships Into Connecticut Ports

Please turn to Page 27TOP: Capt. Vincent L. Cashin

RIGHT:Capt. Kenneth Warner


PORTS

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Intermodal Gateway Depends onTrucks, Railroads and BargesBy Ralph S.Irwin

From the Q. Bridge on Interstate 95, one can view theexpansiveness of Long Island Sound. Among petroleum storagetanks, beams, coils, cranes and dockedvessels, various conduits of transportationbustle in and around the backdrop of NewHaven. As the Quinnipiac River emptiesinto the Sound below, the junction ofworld commerce meets the intersectinghighways.

On a clear day, you can see for miles.But development of the Port of NewHaven, like its sister ports in Bridgeportand New London, is a work in progress.New Haven has all the ingredientsnecessary to make it a growing port of callfor vessels ranging from bulk tankers tofreighters. But congestion, environmentaland safety issues have plagued the port’sdevelopment. In particular, ever-increasingtraffic on I-95 from New Haven to New York has adverselyaffected Connecticut’s attractiveness as an intermodaltransshipment center.

The growth of the port depends on finding alternatives totruck shipments. The most obvious alternatives are to look totwo modes of transportation that were once more dominant inConnecticut: rail and barge shipments.

Today’s railroads, such as the Providence & Worcester,which serves New Haven, are investing heavily in local railenhancements. Conrail’s sale to Norfolk Southern & CSX mayhelp P&W and other short-line railroads offer competitive railservices from Connecticut’s ports to New York and beyond.

New Haven also has the potential to become a center forcontainer barge service. Barges in Long Island Sound would bean ideal alternative for discharging and retrieving steamshipcontainers destined for or originating from the Port of NewYork/New Jersey.

Successful barge service has operated in the sound in thepast. Until 1981, McAllister Steamship Co. operated a bargeservice between New York and Connecticut. The barges carriedcontainers to and from Bridgeport, New Haven, New London,Providence and Boston. Trucks then delivered the containersinland. The service ended because of a change in steamship linebill of lading terms and terminal berthing priorities. There is anexisting barge service operated by Columbia Coastal TransportLLC, sailing between New York and Boston. That service couldbe expanded to call at the Port of New Haven.

Abandonment of these services increased the number ofcontainers and trailers being trucked over I-95 between NewHaven and New York. Trucks alone cannot handle the flow ofgoods between world markets in New England.

The future has to incorporate a way for New Haven to tietogether the service providers, ports, customers andgovernment. The answer may be in the development of anintermodal depot adjacent to the port and interstate highwaysthat can handle containers, railvans and trans-loaded rail cars.

We are paving the way for increased utilization of NewHaven as a gateway port. Highways of the future can be builtupon our experience. Rail and barge shipments, combined withtrucks, have the potential to help the Port of Connecticutflourish in the years ahead.

Ralph S. Irwin is vice president and general manager ofWestchester Motor Lines in New Haven, Conn.

Ralph S. Irwin

art from last99


At Tisdale & Lennon, we maintain excellent relationshipswith our clients and associates, including adjusters andunderwriters from domestic and foreign-based companies,insurers, protection and indemnity clubs, ship-owners, shipcharterers, insured and uninsured individuals, and smallbusinesses. The firm’s attorneys and staff place the highestpriority on providing quality, cost-effective and conscientiousservice.

Tisdale & Lennon’s partners and associates includeThomas L. Tisdale, Patrick F. Lennon, Charles E. Murphy andKevin J. Lennon. We provide comprehensive legal counsel andlitigation services. Our areas of specialization include:

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Sound, fees range from $530 to $2,385 per ship,” says Warner.For the past 10 years, although training is ongoing, there

has been a statewide freeze on the licensing of new marinepilots. “We just don’t have enough business in Connecticut tokeep more than these 24 pilots licensed,” says Sheetz.

In fact, pilots often must scramble to obtain enough workand that has created fierce competition among the pilotsserving Connecticut’s ports. To rectify that problem,Connecticut is working with neighboring New York state andpilots licensed to operate in Long Island Sound on plans todevelop a pilot rotation system. “With this system, a centraldispatcher will call the next qualified pilot on the list for eachjob that comes up,” says Stevens. “This will free up the pilotsto be able to focus on the duties of piloting, rather than theadministrative tasks of trying to find work.”

Connecticut is one of the only maritime states that doesnot use a pilot rotation system. “The new rotation systemshould be up and running in the next six months, maybesooner,” says Sheetz. “We’ve been working on it for more thanseven years and, at this point, we’ve got a memo ofunderstanding between the states of New York andConnecticut. The pilot groups also are working on anagreement for implementing a rotation system.”

Almost all of Connecticut’s pilots work for one of fourdifferent pilot associations. Most individual pilots licensed inConnecticut are in favor of a unified pilots’ group. Stevenscommended the pilots for backing the rotation system “Theyhave a strong willingness to change to this new system,” hesays. “We will have better-rested and better-trained pilots and,ultimately, everyone will benefit.”

• Pilots Continued from Page 25

PORTS


PORTS

A handful of Connecticutcompanies specializes in providingenvironmental remediation andhazardous materials spill responseservices to maritime and land-basedcustomers. One of those companies,Earth Technology, in North Haven,also provides field support, geoprobe-drilling equipment, test pit activity andsampling required to investigate siteconditions.

“Responsiveness in an emergencyand versatility in approaching a projectoffer our clients cost-saving benefitsand less downtime,” says AnthonyRichardi, managing partner at EarthTechnology. “We have structured ourbusiness to perform everything fromsmall to very large projects with anassured success rate. We understandthat no two projects are alike, so on-site needs analysis is conducted in orderto best determine how to serve ourclients and to maintain compliance withfederal and state regulations. From anemergency cleanup to a multifacetedenvironmental process, each project isgiven personalized attention.”

Earth Technology often works withenvironmental engineering and

consulting firms to help with siteassessments. The company alsooperates state-of-the-art equipment forspill response on land and in water.“Our highly sophisticated fieldinstruments and vacuum trucks allow usto expedite the identification andrecovery process,” says Richardi. “Weoperate vacuum trucks, dump trailers,dump trucks, roll-off trucks and boxtrucks for handling all types ofhazardous waste transportation anddisposal.”

In addition to site remediation anddisposal services, Earth Technologyprovides mobile and fixed groundwatertreatment systems. The company alsosupplies operation support andmaintenance.

“Whether performing tankcleaning at petroleum terminals,cleaning/removal of plating lines atmanufacturing facilities or completefacility decontamination,” says Richardi,“we can complete any job using ourfleet of specialized equipment andhighly trained personnel.”

Earth Technology Specializesin Environmental Remediation

of a strategic plan for the port. It alsoresulted in plans by the SoutheastConnecticut Enterprise Region(SECTER) to form the Thames RiverCoalition as an advisory group.

The timing is right. New London’snewly renovated Admiral Shear StatePier reopened to cargo in 1998. High-speed ferry and rail services willconverge at a single facility afterAmtrak is expected to begin high-speedrail service in this year. A park andbiotechnology research complex anchorwaterfront redevelopment plans. Andmany smaller projects are in the works,such as the transformation of thehistoric Ledge Lighthouse into amuseum and bed and breakfast. Thenational Marine Transportation Systeminitiative, established in 1998, is part ofan ongoing effort by the U.S.Department of Transportation, CoastGuard and U.S. MaritimeAdministration to mobilize maritimeinterests through regional and nationalmeetings. Funding has come fromnational initiative headquarters, theCoast Guard and private contributors.

The first MTS conference, held inMay 1998 in Washington, D.C.,focused on technology’s impact onmaritime transportation. A meeting inApril 1999 at Kings Point, N.Y.,focused on port development, high-speed ferries, increased recreationalboating, environmental protection andcommercial shipping on the New Yorkand Connecticut sides of the Sound.

The 74 participants at the KingsPoint conference, challenged toexamine vying marine interests with aneye toward compromise rather thanconfrontation, reached a consensus thatmore local decision-making structuresare needed to manage growing use ofthe sound and the nation’s waterways.As in New London, many participantsurged that the dialogue continue andthat has resulted in the formation ofthe Long Island Sound Marine Forum.

That attitude, along with theplanning initiative, promises to bolsterthe Port of New London and preservewhat New London’s settlers founded in1646: a significant seaboard town.

• Waterfront Continued from Page 20International TradeResources

Connecticut Business &Industry AssociationIndustry association that offersseminars and informationprograms. Contacts: Peter Gioia or AndreaDoane, 860-244-1900www.cbia.com

Connecticut Department ofEconomic and CommunityDevelopment - IndustryCluster and InternationalDivisionAssists manufacturers looking tolocate distribution networks abroad. Contacts: Costas Lake or Dawn Rodriquez 860-270-8067 or 270-8068www.state.ct.us/ecd/international

Connecticut EconomicResource CenterA private, nonprofit corporationthat acts as a one-stop gateway tothe state’s resources and servicesfor business as well as acomprehensive source of stateeconomic and businessinformation, including resources forinternational business. Contact: Connie Maffeo 1-800-392-2122www.cerc.com

Connecticut Small BusinessDevelopment Center A partnership of the University ofConnecticut, the state, the U.S.Small Business Administration, andthe private sector, its ExportAssistance Center providesconsulting, research, export salesstrategies, and seminars. Contact: Dennis Gruel, 860-486-4135www.sbdc.uconn.edu

District Export Assistance Center,U.S. Dept. of CommerceTrade specialists at this federalagency provide market dataresearch, counseling, promotionand education. Contact: Carl Jacobsen 860-638-6950 www.ita.doc.gov/uscs/ct/middletown


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PUBLIC TRANSIT

The Connecticut Department of Transportation subsidizespublic bus services in 17 regions around the state. ItsCTTransit services operate bus routes in Hartford, NewHaven, Stamford, Waterbury, New Britain, Bristol, Meridenand Wallingford. Other areas have public bus servicesprovided by independent transit districts. This network of busroutes provides more than 120,000 bus trips per day.

Each of the metro areas served by CTTransit provides avariety of services. For example, Hartford has a large urban,local bus system as well as an extensive network of commuterroutes from suburban park-and-ride lots to downtown. NewHaven is a neighborhood-oriented service focusing on theNew Haven Green as a transportation hub. Stamford's busservice provides customers with transportation to and fromthe railroad station for connections with New Haven Linetrains in addition to local bus services.

CTTransit alone operates a fleet of 375 buses andemploys approximately 830 people. The company transportsmore than 27 million passengers annually and has anoperating budget of more than $55 million a year.

“CTTransit is a unique transportation provider; it is neither astate agency nor a transportation authority, but a service whollyowned by the Connecticut Department of Transportation andoperated by private companies,” says Harold McGrath, directorof business development for CTTransit.

Transportation ServicesExpand to Help Business

The Connecticut Department of Transportation recentlyreceived a grant of nearly $3 million from the federalgovernment—matched by funds from the Department ofSocial Services—for the Job Access program. The program,designed to help businesses get the employees they need byproviding public transportation statewide, has resulted in thecreation of new and expanded transit services throughout thestate, including:• Bradley Flyer bus service from Enfield to Hartford via

Bradley International Airport between 4 a.m. and midnight.• Coastal Link transfer-free bus service between Norwalk and

Milford.• Norwich Express daily bus service from downtown Hartford

to Norwich.• Extra late-night and weekend bus services in Bridgeport,

New Haven and Stamford.In addition, Hartford has been selected as one of 10 sites in

the United States for a federally funded Bus Rapid Transitdemonstration project that will create a busway linkingdowntown New Britain and downtown Hartford. “A busway islike a light rail system without the rails,” says Michael Sanders,transit administrator at CDOT’s Bureau of PublicTransportation. “Independent of the highway system, high-capacity buses will operate on a separate right-of-way, stoppingto pick up passengers at stations. It is anticipated that the 9-mile, 12 station busway will be completed in 2003.”

Connecticut’s commuter rail network is also undergoingimprovements. “Rail stations are being renovated, powersystems upgraded and schedules adjusted to meet thechanging needs of our customers,” says Sanders. “In responseto customers’ requests, connecting bus services are beingimproved and parking is being expanded.”

CDOT SubsidizesStatewide Bus Service

Your Ride’s Here.With CTTRANSIT, your employees rideto work hassle free! Help them save money on gas, plus wear and tear on their cars,while reducing your parking headaches. Let us tell you about tax deductions fortransit commuters. For a Free BusinessPartnership Kit contact:

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We’d love to show you and your employeesa more convenient way to work.


By Jim OrrPassenger traffic records at Bradley International

Airport not only are rising; they’re made to be broken.Popular new carriers, flights to more cities, a $190 millionexpansion and the bullish economy energize Bradley. TheWindsor Locks airport’s passenger count exceeded 6million in 1999, surpassing 1998’s record of 5.63 million,and it is projected to reach 10 million by 2007. Bradley isthe sixth fastest growing airport in the United States.

Low-fare leader Southwest Airlines, the fourth-largestU.S. carrier, is expected to spark much of the growth. Theairline, which made an immediate impact after establishingBradley service in late 1999 with a dozen daily flights, isrenowned for boosting air travel in markets that it entersby influencing competitors to reduce ticket prices.

“This is a real coup for us,” says Andre Libert,director of marketing and air service development for theConnecticut Department of Transportation’s Bureau ofAviation and Ports. “Southwest brings added service and

competitive fares to the southernNew England market.”

There’s no denying Southwest’sappeal. Airports in Providence, R.I.,and Manchester, N.H., became thenation’s fastest growing afterSouthwest arrived in recent years.The low-fare carrier was attracted toBradley—located 12 miles from bothHartford and Springfield, Mass.—because of the airport’s accessibilityto travelers in the Northeast.Travelers can reach the airportwithout the air and road delayscommon at Boston and New YorkCity airports, says Southwestrepresentative Christine Turneabe

Connelly. “There are no hassles with congestion at Bradley,”she says. “We want it to be convenient for us, as well as ourcustomers.”

Even without Southwest, Bradley enjoyed annualpassenger traffic increases of 3.5 percent to 5 percent anddouble-digit monthly gains during much of 1999. It is thesecond busiest passenger airport in New England and 59th inthe country, with 20 airlines and more than 300 daily flightsconnecting with U.S., Canadian and Caribbean cities.

Much of Bradley’s growth resulted from additional flightsby low-fare Delta Express and new carriers, including USAirways’ low-fare MetroJet, Midwest Express,AirTran and low-fare Shuttle America,which is based at Bradley. Manylow-fare flights are to Florida,Bradley’s most popularmarket. Nonstoptranscontinental flightsadded by United Airlines toSan Francisco andAmerican Airlines to LosAngeles also are big hits.

Meanwhile, the airporthas intensified marketingin southern Connecticut.More passengers aretargeted from that area,New Jersey and easternNew York, in addition to

those Bradley serves across Connecticut and in westernMassachusetts, southern Vermont and western NewHampshire. Bradley plans to handle both the existing andprojected growth with a $156 million expansion andimprovement project.

The Connecticut Department of Transportation plans tobegin work this year to replace 50-year-old Terminal B with astate-of-the-art passenger complex to open in 2003. The newterminal complex, financed by revenue bonds and passengerfacility charges, will include a spacious terminal for alldomestic flights and 30 boarding gates, an increase of six.The gates will be closer to ticket counters; concourses andaccess roads will be wider; ticketing and baggage claim areaswill be larger and a mall section will feature restaurants andshops.

And that’s not all. ConnDOT plans an internationalarrivals building and a 3,500-space parking garage. Theterminal expansion project comes on the heels of a number ofimprovements made at the airport in 1999. A state-of-the-artcontrol tower, Federal Aviation Administration office buildingand two airport parking lots with nearly 1,000 spaces, werecompleted last year. Bradley’s Sheraton Hotel, locatedbetween terminals A and B, also renovated its lobby duringthe past year. The hotel plans to expand from 237 to 387guestrooms at the same time the new terminal is being built.

“Bradley has finally arrived,” says Libert.“We’re anticipating that we’ll become oneof the larger airports in the United Statesby 2005.”


AIRPORTS

TOP RIGHT:Matt Kelly, CDOTtransportationplanner, talks withbusiness travelprofessionals duringthe annual BradleyShowcase trade show.

BELOW: SouthwestAirlines beganservice at BradleyInternational Airportin October 1999.

Passenger Traffic Continues Setting New Records at Bradley

Cargo Shipments on the Rise at Bradley International Airport


AIRPORTS

By Jim Orr Bradley International Airport, strategically situated

between New York City and Boston and easily reached by airor land, is emerging as an important regional cargo port.

More than 150,000 tons of domestic and internationalcargo passed through the Windsor Locks airport in 1999,soaring past the previous annual high of 141,825 tons in1998 and doubling the amount from a decade earlier. Bradleywas the 37th busiest cargo airport in the United States in1999, ranking ahead of airports in cities such as Pittsburgh,St. Louis, San Antonio, San Jose, Cleveland, Milwaukee, SanDiego and Tampa.

While some people may be surprised about Bradley’semergence as an air cargo hub, the airport had been growingsteadily for years. “There are a lot of opportunities here,” saysMatt Parrott, manager of Bradley operations for internationalfreight forwarder A.N. Deringer Inc. “The airport is booming.If you just look at the amount of freight compared with 10years ago, it has really gone way up. This is a good place todo business.”

Deringer, which operates a full-service 5,000-square-footwarehouse near the airport and handles imports and exportsfor customers worldwide, is part of a vibrant community offreight forwarders and customs brokers with offices in andaround the four major industrial parks within 2 miles of theairport. Cargo and airport managers list various advantagesBradley has over its competitors, including the congested NewYork and Boston airports:

• Smoother access via interstate highways;• Quicker processing through U.S. Customs;

• Fewer airport closings due to weather conditions; and• Lower landing fees, about half the rates at Logan

International Airport in Boston and John F. KennedyInternational Airport in New York.

• Bradley’s longest runway extends 9,500 feet and willaccommodate any commercial aircraft. The airport is openaround the clock, with no nighttime operational curfews orlimitations for landings and take-offs.

With other areas in the Northeast running at capacity,Bradley is an ideal alternative for shipping cargo to and fromthe region. “Boston is bursting at the seams with cargo andKennedy continues to build new terminals,” says Andre Libert,director of marketing and air service development for theConnecticut Department of Transportation’s Bureau ofAviation and Ports, which operates the airport. “At somepoint, the congestion at Kennedy will get so horrendous thatmore cargo shippers will come to Bradley. Somebody’s got toexpand and we’re a natural. You can land at Bradley and truckto both New York and Boston.”

As it is, more cargo-related growth is taking shape atBradley. United Parcel Service, the airport’s 1999 cargoleader, plans to expand its Northeast distribution center thatwas built in 1997 at Bradley to relieve demands on UPS hubsin Philadelphia and Louisville. The 230,000-square-foot,ergonomically designed facility enables UPS to unload itsaircraft directly into the structure for sorting. On any givenday, UPS handles about seven flights and 75,000 packages.

Several foreign airlines, including Swissair and Lufthansa,are considering Bradley as a cargo partner. The two work

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closely with CargoluxAirlines, which runscharter flights toBradley. Directoverseas cargo flightsalready connectConnecticut’s majorairport with overseasmarkets. In 1996, aircargo increased about13.5 percent, in part,because internationalfreight forwarderPanalpina madefrequent round tripsbetween Bradley andEurope under acharter contract totransport computerequipment. Libert saysthe time is optimal fornew cargo operationsto consider Bradley,which is planning toadd 300,000 square feet of cargo terminal space. “Whoevercomes next will have a virtual monopoly on the market,because there won’t be any room to build more cargofacilities,” he says.

Among the existing facilities at the airport is USAirports’complex on 28 acres, which includes 86,400 square feet ofwarehouse space. USAirports handles air cargo services, for

Airborne Express, BAXGlobal, DHL, FDX LogisticsCo. (formerly Caribbean AirServices/Trade Winds) andFedEx.

“This airport is real easyto work with,” says JayTweedale, Bradley stationmanager for USAirports. “Itseems that any request youhave, they answer. It’s easyto reach people at theairport if you have aproblem.” Joe Calsetta,manager of Bradleyoperations for RoncariAssociates Inc., agrees thatthe airport is “a great placeto operate. It’s the easiestairport to get to in NewEngland, and everybody atBradley wants to make itwork and make it the best.”

Roncari’s terminalcomplex, which opened in 1986 and has 1.16 million squarefeet of ramp space and 90,000 square feet of warehousespace in two buildings, handles several aircraft a day.Roncari’s clients include American, Delta, Northwest,Southwest, Trans World, United, US Airways and otherairlines; Panalpina and other freight forwarders; and CargoZone/BDL, a freight handler that administers a U.S. foreigntrade zone, offering incentives to promote internationalbusiness within a 50-mile radius of Bradley.

Cargo Zone/BDL owner Dan Carstens said his business,which includes a 25,000-square-foot warehouse and the basefor the foreign trade zone adjacent to the airport, serves as aneutral third party for freight forwarders, customs brokers andintermodal carriers who don’t want shipments handled bycompetitors or undesired carriers. “The concept is quitecommon at larger ports, and I figured that this airport’s growthwill stimulate a need for such a facility here,” Carstens says.

Bradley’s regional economic impact is projected to growfrom $1 billion to $2.4 billion by 2015, according to airportstudies. Airport operations support more than 5,000employees, with total annual income exceeding $94 million.

Eleven cargo airlines served Bradley in 1999—AirborneExpress, Burlington Air Express, DHL Worldwide Express,Emery Worldwide, Express One, Federal Express, Fine Air,Kitty Hawk, Tradewinds and UPS. The busiest were UPS,with 32.3 percent of the market late in the year; Trade Winds,with 20.5 percent; FedEx, with 15.5 percent; and Burlington,with 10.9 percent.

In addition to commercial shippers, the U. S. PostalService operates a 50,000-square-foot facility at Bradley. TheUSPS transfer station at Bradley has 150 employees andhandles mail for the Hartford and Springfield metropolitanareas, as well as New Haven; New London; Waterbury;Burlington, Vt.; and Albany, N.Y. DHL, Express One, GaleForce, Valley Air and other contracted carriers provide mailflights for the U.S. Postal Service. About 40,000 tons of maila year are handled at the Bradley postal facility.

Plans for a new 100,000 to 200,000 square-foot aircargo facility at Bradley should help the airport continue togrow. All told, the evidence is solid: Bradley’s user-friendlycargo operations are rising steadily and soaring to newheights.


AIRPORTS

• Cargo Shipments Continued from Page 33

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