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Vasily Semeniuta, president of distributor Grandis Metals, Lake Forest, Calif., told AMM''s recent Titanium Strategies conference in Scottsdale, Ariz., that golf club head production had been following "the path of many industries with intensive labor rates." Output had shifted from the United States to Taiwan and then to China, and plants now are being built in Vietnam. One Chinese company whose role in golf is growing fast is Beijing International Aeronautical Materials, which began more than 45 years ago as an aerospace supplier but now is branching out Jack Wan, general manager of BIAM''s General Titanium Inc. subsidiary in Walnut, Calif., said the parent company had the capacity to cast 150,000 pieces per month in China arid last year produced 850,000 heads compared with just 300,000 in 2000. Of these, 500,000 were for the U.S. "TaylorMade" brand of drivers. ANOTHER APPROACHGiven the month/day/time of the event, it might be to your advantage to guarantee a fee plus 10 percent, based on the average revenue for the same day from the previous two years. The golf course sales manager will have to share dollar amounts with you so you can come up with an average. The revenue should include greens fees and pro shop and catering revenues.If you buy out the course, the facility benefits by not having to staff as fully as necessary for a typical day.EXTRASSome additional negotiating tactics to consider: It is not just California farming that Italian farm machinery manufacturers are interested in. Many of the companies exhibiting at the recent 34th annual International Agricultural and Gardening Machinery Exhibition (EIMA) in Bologna, Italy left no doubt that the U.S. is a key market for them. Many like Tonutti have been aggressively marketing their equipment in the U.S. and around the world. They view the U.S. as one of the more positive markets right now.EIMA, organized by Italian National Union of Agricultural Machinery Manufacturers, featured more than 1,700 exhibitors (1,100 Italian manufacturers) in more than 20 giant exhibit halls totaling more than 1.6 million square feet housing 22,000 machinery models and innumerable other suppliers of agricultural parts and services. More than 100,000 people visit the show annually.
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