canada: opportunities and preparing for the market march 20111canada: opportunities and preparing...

Canada: Opportunities and Preparing for the Market

March 2011 1Canada: Opportunities and Preparing for the Market

Presentation Objectives

March 2011 Canada: Opportunities and Preparing for the Market 2

General Overview on Canada

Key Route to Market Options

Preparing for the Market

UKTI Assistance In-Market

Sector Opportunities

General Overview on Canada

March 2011 Canada: Opportunities and Preparing for the Market

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UK Trade & Investment Canada

Trade teams in... Toronto (coverage: Ontario, Quebec,

Manitoba, Saskatchewan, Nova Scotia, New Brunswick, Newfoundland, Prince Edward Island, Northwest Territories, Nunavut)

Ottawa (national for Security & Defence) Calgary (coverage: Alberta and offshore for

Oil & Gas) Vancouver (coverage: British Columbia,

Yukon)


Canada……it’s a big country!

Land area: 9,093,507 km sq, excluding freshwater areas

Border with the US: 8,893 km

Trans Canada Hwy: 7,604 km

Time zones: six

Exchange rate: £1=CAD$1.58 (approx)


Canada/UK Commercial Links

2010: the UK exported CAD$10.7 billion in goods to Canada

650 UK companies with operations in Canada

Canada/UK collaborations account for over 25% of all Canadian scientific collaborations


Key Route to Market Options


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Key Route to Market Options Establishing a local presence in the market In-market representation e.g. agent, distributor, value

added reseller (VAR), IT systems integrator, etc Major public sector tenders listed on MERX

www.merx.com Vendor of Record (VOR) Partnerships/strategic alliances with Canadian

companies Direct to end-user/customer R&D and commercialisation collaborations Leveraging existing UK relationships Etc


Preparing for the Market


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Planning for Market Entry Established track record Competition Unique Selling Points (USPs) Regulatory requirements Bilingual labelling, instructional material, marketing

collateral Export pricing Route to market options Market commitment Technical/post-service sales assistance Capacity/staff to serve the market Etc




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UK companies are account managed by the sector lead

Provide general advice/guidance on doing business in the market, sector opportunities, etc

Overseas Market Introduction Service (OMIS) – tailored service

In-market activities: trade missions, trade shows, seminars, etc

Ad hoc opportunities: speaking opportunities, leads, contacts, etc

Etc.


Examples of UKTI Assistance

UK subsidiary networking events Facilitating UK speakers at interactive/digital

media/games conferences Posting business opportunities and market pointers ICT trade mission visit programme Organising high level dinners Arranging visit programmes Initial lead generation – validated and warmed Trade show/conference assistance Etc…


Sector Opportunities


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Biotechnology & PharmaceuticalsFacts & Figures

Biotechnology: 668 biotechnology firms Clusters in Western Canada (Alberta, British Columbia)

38%, Ontario 26%, Quebec 20%, Atlantic (New Brunswick, Newfoundland, Prince Edward Island) 10%, Prairies (Saskatchewan, Manitoba) 6%.

Industry strengths in both health (e.g. genomics, stem cells, drug discovery, functional foods and nutraceuticals) and non-health (e.g. marine, renewable energy, etc) related biotechnology


Biotechnology & Pharmaceuticals Facts & Figures

Pharmaceuticals: 2009: spending on prescription drugs CAD$25.4 billion

and non-prescription drugs CAD$4.6 billion

Regulation: Health Canada www.hc-sc.gc.ca under the Food and Drug Act

Importing into Canada: Importer must hold an Establishment Licence (EL) and the foreign manufacturing site must be listed on the Importer’s EL.


Biotechnology & PharmaceuticalsOpportunities

Opportunities: R&D and Technology Transfer Commercialisation services Production and trials

Primary routes to market: Partnerships Local presence In-market representation


Biotech/Pharma: Key Events

BioContact www.biocontact.qc.ca

BioFinance www.biofinance.ca

BioPartnering North America www.techvision.com/bpn/

BIO International Convention www.bio.org


Healthcare Facts & Figures

Health Canada sets policy and regulation, while each province (10) and territory (3) manage their own budgets and delivery of healthcare

Medical devices classified I-V

Net importer of devices, imaging, medicines and related technology.


Healthcare Opportunities

Opportunities: Products/services to reduce overall spending, reduced

hospital stays, recover times, etc Home care services and daily living aids geared towards

an aging population

Primary routes to market: Medical Devices - usually via and importer/distributor,

and on occasion, direct to hospital buying group Consultancy and educational services via a local

partnership


Healthcare Events

Healthachieve www.healthachieve.com

Medtrade www.medtrade.com

Medica www.medica.de


Energy & Cleantech Facts & Figures 2009: Produced 19.1 quadrillion BTUs of energy

Net exporter of oil, natural gas, coal and electricity.

Clean energy strengths in large-scale hydro, solar power and wind, and clean technology sub-sectors: process efficiency and abatement, water and waste water, power generation, recycling and waste, energy efficiency

Continues…


Energy & Cleantech Facts & FiguresContinued…

Hydroelectricity: predominant in British Columbia, Manitoba, Ontario, Quebec, and Newfoundland/Labrador.

Nuclear: primarily in Ontario, Quebec, New Brunswick, and potentially Saskatchewan.

Low carbon activities CAD$7.8 billion between 2007 and 2008, potential to grow 45% by 2015.

2009: clean technology companies raised over CAD$1.5 billion on the TMX

Continues…


Energy & Cleantech Facts & Figures

Continued…

Federal funding programmes include: CAD$550 million Sustainable Development Technology Fund

for innovative clean technologies. CAD$500 million NexGen Biofuels Fund supporting large-scale

demo facilities for next generation renewable fuels CAD$1 billion over 5 years Clean Energy Fund, including 150

million for research on clean energy technology CAD$4.5 billion EcoEnergy Programme, half of which is

dedicated to biofuels Green Infrastructure Fund Large federal investments in Carbon Capture and Storage


Energy & Cleantech Opportunities Nuclear - Ontario, Quebec, New Brunswick,

Saskatchewan

Renewables & Cleantech: o Wind – Canada-wideo Wave/tidal – West Coast and East Coasts o Solar – Canada wideo Sustainable/renewable housing – Canada-wideo Conservation initiatives (e.g. smart meters) –

Canada-wideContinues...


Energy Opportunities

Continued…

o Emissions trading – Canada-wideo Distributed energy – Canada-wide.o Biomass – Canada-wide. o Hydroelectricity – large and small scale.o Commercialising technologies. o Clean transportationo Green buildingo Large infrastructure projects (e.g. water and sewage

plants)Continues…


Energy Opportunities

Continued…

Primary routes to market: Direct to end user In-market representation Partnerships Local presence


Energy & Cleantech Events

Americana www.americana.org

Globe www.globeseries.com


Oil & Gas Facts & Figures

Reserves of 179 billion barrels and 86 trillion cubic feet of natural gas

2009: sixth largest producer of oil at 3.2 million barrels per day

Clusters primarily in Alberta, and reserves stretching into northern British Columbia and Saskatchewan, and offshore in Atlantic Canada


Oil & Gas OpportunitiesOpportunities: In situ technologies Waste water / water reclamation technologies Carbon capture & storage technologies Project management; asset & risk management Recruitment Pipeline construction & maintenance Offshore technology

Primary routes to market: Direct to end user In-market representation via agent/distributor Local presence


Oil & Gas Events

International Pipeline Expositionwww.internationalpipelineconference.com

World Heavy Oil Congresswww.worldheavyoilcongress.com

Gas & Oil Expositionwww.gasandoilexpo.com


Mining Facts & Figures 2009: exports of CAD$66.4 billion

1400 mining companies listed on the Toronto stock exchange

Primary reserves include uranium, potash, nickel, cobalt, titanium concentrate, platinum group metals, aluminum, diamonds, chrysotile (asbestos), zinc, molybdenum, salt

Operate over 400 mines in Latin & South America, the US, Africa, Europe


Mining Opportunities

Opportunities: Related equipment, e.g.:

o Sort, screening and separating machineso Crushing and grinding machines

Primary routes to market: Direct to end user In-market representation via agent/distributor


Aerospace Facts & Figures

2009 Revenues: civil applications CAD$18.7 billion

80% of Canada’s aerospace sector output is exported

Clusters: Quebec 60%, Ontario 30%, rest of Canada 10%

Top 30 firms represent 95 percent of production


Aerospace Opportunities

Opportunities: Supplying to Bombardier Supplying into Tier 1 and 2 suppliers of Bombardier The Composites Innovation Centre

http://compositesinnovation.ca

Primary routes to market: Direct to end user In-market representation via an agent/distributor Local presence


Defence & Security Facts & Figures

Generates over CAD$10 billion in sales each year, 50% is export sales

70,000 high tech jobs

Major Defence Acquisition Programmes: 15 ships to replace existing destroyers and frigates 10 to 12 maritime patrol aircraft 17 fixed-wing search and rescue aircraft 65 next-generation fighter aircraft Land combat vehicles and systems Canadian solider modernisation programme


Defence & Security Opportunities

Opportunities: Air transport security Border security/sensors - air, land and marine Unmanned Vehicles/Intelligent Systems Critical infrastructure protection Command, Control & Communications Interoperability Intelligence & Surveillance

Continues...March 2011 Canada: Opportunities and Preparing for the Market 37

Defence & Security Opportunities

Continued...

Cyber security Chemical, Biological, Radiological, Nuclear, Explosive

(CBRNE) Hazard Assessment, Identification and Protection

Emergency Management systems

Primary route to market: Strategic partners In-market representation via agent/distributors Forming joint ventures or establishing a local presence


Defence & Security Events

Security Trade Mission26/27 October 2011Ottawa, Ontario


Information & Communication Technology Facts & Figures


2009: Contributed CAD$59.4 billion to GDP, revenues of CAD$154.2 billion, R&D investment of CAD$6.2 billion

30,000 ICT companies, employing 600,000 people

~75-80% of ICT clustered in Southern Ontario

Key strengths (examples): o Telecoms infrastructure and wireless technologieso Software and computer serviceso Interactive/digital media and games development

Information & Communication TechnologyOpportunities

Opportunities: Telecoms and wireless technologies Sector specific software and technologies, e.g. e-

health/healthcare IT, applications to financial services, etc

Interactive/digital media and games R&D and tech transfer

Primary routes to market: In-market representation via resellers/VARs Strategic partnerships Direct to end user in some instancesMarch 2011 Canada: Opportunities and Preparing for the Market 41

ICT: Key Events

Canadian Organisation for the Advancement of Computers in Health (COACH) E-Health Conference www.e-healthconference.com

Interactive Exchange (IN), organised by Interactive Ontario www.interactiveontario.com

NB: Canadian delegates also attend key global industry events, including at Mobile World Congress, The Tokyo Game Show, CTIA Wireless, CeBIT, Game Developers Conference (GDC), etc.


Financial & Professional ServicesFacts & Figures

2009 GDP: Finance and insurance contributed 6.4%: o Finance CAD$60B o Insurance CAD$21.8B

Banking sector manages nearly CAD$3 trillion in assets

Pension management

Capital markets

Public-Private Partnerships


Financial & Professional Services Opportunities

Opportunities: Traditional Services: Banking, insurance, etc. Niche services:

Professional services e.g. cross-border legal and accounting expertise

Public-Private Partnerships: across all expertise Linked to creative and knowledge driven sectors

Primary routes to market: Local presence Strategic partnerships and consortiums (for PPP) Direct to end user


Financial & Professional Services: Key Events

Canadian Council for Public-Private Partnerships (CCPPP) Annual Conference www.pppcouncil.ca/events_nationalCon.asp

Canadian Venture Capital Association AGM www.cvca.ca

GameON Finance www.gameonfinance.com

SIBOS www.swift.com/sibos2010/sibos_2011.page


Creative Industries OpportunitiesOpportunities: Collaborative projects (co-productions) in

film/television, multimedia (children’s programming and documentaries) and music sub-sectors.

Cross-platform with interactive/digital media/games

Related education/training

Primary route to market: Partnerships/strategic alliances


Business Services Opportunities

Opportunities: Products and services for the outsourcing of business processes in, for example, Human Resources, Customer Relations, and Business Management, especially niche products that might be delivered in Canada via local partnership.

Primary route to market: Local presence Partnership


Education & Training Opportunities

Opportunities: Digital learning resources for K-12 (ages 5 to 18) Digital content for K-12, including “edu-tainment”

and mobile applications Administrative software

Primary routes to market: Direct to school boards Purchasing consortia Technology partners


Giftware/Lifestyle Opportunities

Opportunities: Home improvement/DIY/lifestyle products –recession driven improvements of existing homes rather than moving.

Primary routes to market: Usually via an agent Unique products will find a ready market with

independent retailers on a direct supplier-to-retailer basis


Food & Drink Opportunities Food: Opportunities: Innovative snack products, private

label ambient lines, food-as-gift items Market Access: Importer/distributor or

manufacturing under licence.

Alcoholic Beverages: Opportunities: High end spirits, particularly

whisky/whiskey and ready to drink/party mixes Market Access: Alcohol beverage agent who sells

to the various provincial liquor boards



Bernadette Terry, Trade Officer UK Trade & Investment

British High Commission, CanadaT: (001) 613 364 6146

E: [email protected]

canada: opportunities and preparing for the market march 20111canada: opportunities and preparing...

Documents

market slide

market sector opportunities

market representation

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market entry

market activities

market uk companies

market ukti assistance