PWC trade show provides networking opportunities.

"Is this your company?" asks a man in a dark red turban as he examines a three-tiered Lucite stand equipped with a display of bulbs in different shapes and sizes.

"Yes, you're looking at compact fluorescents," explains Joan Rice, president and CEO of Advantage Lighting and Electrical Supply Co., Inc., as her ten-year-old son, Shareef, looks on intently.

"I see you're in New Jersey," he says as she hands him a business card. "Do you come to New York?"

"Absolutely," says Rice. "I'll call you and we'll talk. And," she adds with a smile as he starts to leave, "you can also find me in the Blue Book."

The setting is Professional Women in Construction's Sixth Annual Trade Show, held on November 9th at the New York Hilton. Rice was one of 80 exhibitors representing small and women-owned businesses, major companies, government agencies and consultants.

The turbaned gentleman, Gary S. Guleria, president of A.G. Consulting Engineering, was among the over 500 participants browsing through the aisles, chatting with potential clients, subcontractors and consultants while stuffing a variety of handouts and brochures into briefcases and shopping bags. He says, "My firm is also a minority-owned company. This trade show is very helpful because, being smaller in number, we need to learn many things."

Rice agrees. "I've found it extremely helpful in expanding my client base."

Edward Josiah, manager of the Graphics Division with Wilson Management Associates, Inc., is a veteran trade show exhibitor and attendee. Although he and other managers at Wilson participate in half a dozen major construction industry trade shows across the nation each year, he finds PWC's show a cut above the rest. "The people exhibiting and those attending are genuinely interested, extremely friendly, and highly knowledgeable about the industry. I was impressed by the level of questions asked and the steady flow of people. All around, an excellent job. We'll be back next year."

Harold Blum, a CPA with Marks Shron & Company, LLP, concurs, "This show is different from the others because it's more all-encompassing. So many types of businesses are represented."

Across the aisle from Rice, Debora Goldstein, an architect, shows photos of the house she designed while exchanging business cards with Charlene Loo, president of Ever Ready Blue Print, a printing house.

"Name recognition is important. That's why appearing at a trade show is helpful," says Goldstein. She adds that the PWC event "has given me the opportunity to meet people in many lines of work."

"In these competitive times you need every networking venue possible," explains Len Walker, director of Procurement, Planning & Program Development with the New York Power Authority. "The old boy networks don't address specifically the needs of women and minority-owned businesses." He also lauds the reasonable prices charged exhibitors, saying "Small firms don't always have the funds to market themselves effectively."

Turner Construction Company has been a sponsor at the Trade Show for several years and is a strong supporter of PWC. A firm rightly proud of a commitment to equal employment opportunities that dates back to the early 70's, Turner also has an affirmative action track record that exceeds the mandated minimum for all publicly funded projects and adheres to the same standards for private work. Says Nick Walsh, Business Development Engineer with Turner, "We're looking for opportunities with top-notch, successful women-owned businesses. This expo gives us a chance to meet quality firms."

David Goldstein, director of Emerging Bond Markets with Allied Coverage, Long Island's third largest insurance broker, is in charge of bringing in accounts from small, emerging and/or minority and women-owned contractors. "It's important to get Allied's name out to the community," he says.

"The Trade Show epitomizes what PWC and networking are all about," says Lenore Janis, president of PWC. "We're filling a very real and present need in the industry. We give small and women-owned businesses a chance to see and be seen at prices that are not prohibitive. And, at the same time, we're serving owners and general contractors, both public and private, seeking new potential subcontractors, suppliers and consultants."

The Trade Show's workshops - "ADR: The Changing Arena of Construction Disputes" by the American Arbitration Association; "Trade Acceptance Drafts: A Financing Solution for the Contracting Industry" by Areworld Commerce, Inc.; and "Read Your Contract: Put $ In Your Pocket" by Goetz, Fitzpatrick & Flynn LLP - were well attended and well received.

A networking buffet was a fitting finale for the afternoon's events with a lavish gourmet dinner that encouraged guests to linger at their tables and prolong the networking camaraderie over dinner.

At the dinner, Pat Di Filippo of Turner Construction Company, chairman of the Sponsor Committee, thanked the event's sponsors which included Altus Metal & MarbleMaintenance, the American Arbitration Association, JLC Environmental Consultants, The Kronman Letter, the National Minority Business Council, the New Jersey Department of Transportation, NJ Transit, New York Power Authority, The Port Anthority of NY & NJ, Raytheon Engineers & Constructors, Thypin Steel Co., Turner and various government agencies. He also praised Janis and PWC Vice President Theresa Vigilante for "always being in the forefront promoting the cause of women in construction."

The applause was enthusiastic, yet as soon as it subsided heads turned back to one's neighbor to continue the important task of networking.