Friday, October 24, 2003

By Corilyn Shropshire, Post-Gazette Staff Writer

Geoff Berry, the director of Merlin 360, skipped the protocol primer on interacting with Prince Andrew, extended to participants attending this weekend's Transatlantic Business Conference.

Prince Andrew is expected to visit Pittsburgh this weekend. Related article Keep it real simple in greeting the prince

Berry was more interested in promoting the new Pittsburgh office of his security technologies company, which expanded here from England in July.

"We're fresh off the boat," said the 47-year-old English native.

Berry opened the second branch of his Sheffield, England-based company on Fourth Avenue, Downtown and is looking forward to signing several new clients by networking with the conference's 260 participants from both sides of the Atlantic.

While Prince Andrew is posing for photos and delivering speeches, hungry investors and company owners will be looking to strike deals and to learn more about trade and investment between the two countries.

"Companies have an opportunity to network here in the Pittsburgh region with the idea of doing business with British companies," said Roger Cranville, senior vice president for global investment at the Pittsburgh Regional Alliance, the region's primary economic marketing arm.

"Our focus is bringing businesses to this region."

U.K. investors already have laid stake to the region, employing more than 11,000 in 64 British-owned operations in the Pittsburgh area.

In turn, the United Kingdom is Pennsylvania's third-largest market, and exported $890 million in products there in 2002, according to the Pennsylvania Department of Community and Economic Development.

Bill Mills, GlaxoSmithKline's human resources vice president, said the British-based drug and consumer products company has been impressed by the quality and attitude of local workers.

It first opened its office in Pittsburgh in 1977, and last year opened a new $39 million North American headquarters in Moon.

And after weathering several shakeups and mergers, GSK has no plans to leave the region, Mills said.

Pittsburgh schools, hospitals and arts continue to render it marketable. "People still call it a steel town, but it's more sophisticated than that," said Mills.

Berry flies back and forth across the Atlantic while he searches for a Pittsburgh-based CEO.

Merlin 360 will eventually employ 20 once its first local client, the city of Pittsburgh, emerges from its financial crisis.

This weekend's activities, he said, are prime time to raise the company's profile and sell its product.

Though he plans to spend his time hobnobbing with conference attendees, Berry said he's well-versed on what to do should he bump into Prince Andrew.

"It's not rocket science," he said, laughing. "If it's the first time, you call him, 'Your Royal Highness.' After that, call him, 'Sir.' And don't shake his hand unless asked."

Corilyn Shropshire can be reached at cshropshire@post-gazette.com or 412-263-1413.

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