Research the market. Understand its regulations. Respect a country’s customs.

And most of all, said Albert Neutel, president of Reuter Organ Co. in Lawrence, companies looking to cash in on international markets should make investments and build relationships that may not pay off for weeks, months or even years.

From left, Jason Charay, with Lawrence Chamber of Commerce; Bennett Griffin, president and CEO of Griffin Technologies; and Albert Neutel, president of Reuter Organ Co., visit during a break in the Kansas Trade Leadership Seminar at SpringHill Suites by Marriott. Thursday's seminar featured a session with U.S. Sen. Pat Roberts, R-Kan., and presentations by both Griffin and Neutel.

“Exporting is profitable, and an essential part of any business,” said Neutel, who spent three years landing an organ sale to a church in South Korea. “It’s a golden goose, and it’s up to us to get the eggs.”

Neutel joined fellow business owners, trade experts and U.S. Sen. Pat Roberts, R-Kan., in offering advice to about 60 business leaders and students Thursday during a Kansas Trade Leadership Seminar.

The seminar, organized by the Lawrence Chamber of Commerce and Commerce Bank, sought to connect businesses with the people and opportunities that can help make a local business global.

Leslie Schweitzer, senior trade adviser for the U.S. Chamber of Commerce, moderated discussions about building support for trade at the local level. Lt. Gov. Gary Sherrer outlined the state’s programs to help businesses expand their borders.

	Click here to hear a clip from Sen. Roberts’ speech in Quicktime format.This is a 352k file. Click here to hear a clip from Sen. Roberts’ speech in Mp3 format.This is a 256 k file.

Roberts, who serves on the Senate Agriculture Committee, espoused the value of building trade with Cuba, especially for Kansas grain.

Roberts also asked for help lobbying Congress to grant the president Trade Promotion Authority, which Roberts said should more accurately be known as “Sell the Damn Stuff Authority.” TPA would allow the president to negotiate trade agreements that could open up markets for Kansas products.

“Trade Promotion Authority is required if the Kansas economy is to expand despite the tough times we’re going through today,” Roberts said.

Bennett Griffin, president of Griffin Technologies in Lawrence, already is busy tapping into international markets.

Kansas Lt. Gov. Gary Sherrer, left, and U.S. Sen. Pat Roberts, R.-Kan., take questions during the Kansas Trade Leadership Seminar. Both speakers addressed issues relating to the importance of Kansas in the global market.

A German company, WIBU Systems, makes the components for SecuriKey, a computer-access key Griffin Technologies designed.

Now the two companies are combining on a distribution deal to open up sales in Germany, Austria and Switzerland the No. 2 technology market behind North America.

“Ultimately, we can do a full 50 percent of our business outside the United States in the next three years,” he said. “It doubles our market.”