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Mary C. St. MaryTrade Commissioner
Consulate General of Canada
In Buffalo
December 14, 2010
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Deliver Value to BusinessesWe can help your company succeed globally and lower your costs of doing business through four key services:
1. Preparation for international markets
2. Market-potential assessment
3. Qualified contacts
4. Problem solving
Canada’s most comprehensive network of
international trade professionals.
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The TCS Facilitates:
The TCS promotes Canada’s economic interests in the global marketplace.
• Foreign-market access
• Trade leads
• Exports
• Business contacts
• Foreign Direct Investments
• Technology transfer
• Licensing agreements
• Joint-venture development
• R&D partnerships
• Canadian Direct Investments Abroad
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Atlanta
BostonBuffalo
Chicago
Dallas
Denver
Detroit
Los
Angeles
Minneapolis
NY
Seattle
Anchorage
Houston
Raleigh
Philadelphia
Phoenix
San Diego
San Francisco
Princeton
Our Network in the U.S.
Miami
Tucson
Omaha
Memphis
Portland
Richmond
Trade OfficesConsulates
Consulates General
Honorary Consuls
Portland
San Juan
Tampa
Salt Lake City
New Orleans
Charlotte
Montana
San Antonio
Palo Alto
WASHINGTON
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Our Value Proposition• Extensive Network of Qualified Contacts
– Representatives and Distributors
– Service Providers
– Manufacturers
– Other Key Contacts
• Market Intelligence– Regulatory Issues
– Competitive Context
• In-Market Programs– Trade Fairs
– Partnering Activities
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Virtual Trade CommissionerPersonalized online experience…anytime, anywhere
• One window to information and international
business services
– specific to your sector and markets of interest
• Free service available 24/7
• Secure, direct access to our partners & 1,000+ trade
commissioners in Canada and abroad
• Quality, up-to-date content
– Current market reports, country information, business
opportunities, sector-specific news, trade events & more
Register for the VTC at: www.tradecommissioner.gc.ca
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Canada’s trade in goods & services with the U.S. is more than twice the size of its trade with the rest of the world….
…and, the U.S. trades
more with Canada than
with any other country.
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Canada - U.S. Trade Statistics 2009
• 37,000 trucks & 300,000 people cross daily
• 28% of Canada’s GDP exported to US
• 84% of Canada’s exporters are small businesses – 20% of total exports
• Two-way trade in Goods & Services - $742B
$2 Billion a Day in Cross-Border Trade!
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•Canada is the top export market for 34 U.S. States
•Canada-U.S. trade supports over 8 million American Jobs
•$593 Billion (2009) in bilateral trade is the largest in the world!
4.4% of total US employment or 1 in 23 jobs depends on trade with Canada!
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• Upstate NY, Western PA &
West Virginia• Population @15 million
• Excellent Test Market–125M consumers within 1 day’s drive
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Canada – NY State Trade Statistics 2009
• NY Exports to Canada= $10.9B
• NY Importsfrom Canada= $18.2B
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Within 800 km of 40% of US population
& 60% of Canada’s population
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•$80B in Trade through 8 International Ports of Entry
•Represents 31% of bilateral trade
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BUFFALO NIAGARA REGION
• Largest employers - HSBC Bank, Employer Services Corp., University at Buffalo, Kaleida Health, Verizon, Rich Products, M&T Bank, Moog Industries, Catholic Health System, Tops Markets, Seneca Gaming Corporation, GM Powertrain
• Internationally recognized research facilities atBuffalo Niagara Medical Campus
• Advanced manufacturing, clean tech, life sciences, advanced business services, agribusiness
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Center of Excellence in Bioinformatics
Dell and University
at Buffalo
partner on
Institute for
Healthcare
Informatics
Will help establish UB & Buffalo region as major hub for medical informatics in the State University of NY system, throughout NY State & beyond
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Buffalo is #4 in high-tech job
growth (2008-2009)
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ROCHESTER• 3rd largest urban area in New York State.
• HQs - Eastman Kodak, Xerox, Bausch & Lomb, Paychex, Wegmans, University of Rochester
• Hi-Tech manufacturing center (electronics, imaging) and biotechnology
• 60% of the manufacturing work force and over 20% of all employees employed in hi-tech areas
• COE in Photonics & Microsystems
• 20 colleges & universities
• Forbes ranked 1st in Innovation (highest # of patents issued/worker); 3rd in US for patents issues
• 6.3% of all NY Exports come from Rochester (2009)
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Highest Intellectual
Density Quotient of any
region in US•IDQ is derived through a
comparison of a region's population
to its rankings in recognized
standards of success and
achievement
•Assessment of capacity for
innovation, creativity, & problem
solving
•High IDQ = region's potential for
productivity & sustainable economic
health
Based on these factors:
•% population enrolled in college
•Patents issued per 1,000 people
•# workers trained to excel in
knowledge based economy
•# companies ranked among the
best places to work in the US
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SYRACUSE
• Strategically located at the cross-roads of NY’s two major interstate routes (I90 & I81)
• Strong industrial and commercial base as well as extensive agricultural and forest resources.
• SUNY Health Science Center, Syracuse University, Wegmans, St. Joseph’s Hospital Health Center, Magna Drivetrain-New Process Gear, Crouse Hospital, Lockheed-Martin MS2, Loretta, National Grid, Verizon, Carrier Corporation, Welch Allyn
• The Syracuse Technology Garden
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WESTERN PENNSYLVANIA• Bilateral Trade Canada & PA = $16.8B
• Trade supports 331K jobs in PA
PITTSBURGH:
• Economic, business & cultural center of Western PA
• Population 2.2 million & home to 180 foreign companies
• 2nd busiest inland port & 13th busiest port in the US
• $13 billion in assets = nation’s 5th largest banking center
• 7th in the nation in # of Fortune 500 companies
• Ranked top city for factory automation jobs, which only stands to be enhanced by the new National Robotics Engineering Consortium
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•Leading center for technology, health care, advanced materials, life sciences, homeland security & financial services
•Tech Industry payroll=$10.8B
•24% of region’s total industries
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WEST VIRGINIA
• Located within 500 miles of 60% of US
population
• Chemical industry forms backbone of economy
• Natural resource based industries (coal mining,
natural gas, oil, limestone, and timber) are
traditional economic drivers
• Automotive – Toyota engine plant
• Healthcare and advanced manufacturing
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BUSINESS & TRADE ASSOCIATIONS
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IT ASSOCIATIONS
•5,000+ individual members
•Networking, professional development, support
growth of local IT companies
•180+ member companies, mainly in Erie County
(Buffalo metro area)
•Supports use of technology in WNY through
seminars, training & networking opportunities
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IT ASSOCIATIONS
•Helps region’s tech companies succeed
through Business Development, Talent
Retention, Gov’t. Relations & Visibility
Services; 1,350+ member companies
•Syracuse Tech Garden: technology business incubator;
provides early-stage to mid-size tech companies with value
added services, state-of-the-art incubation facilities & access
to funding sources
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ICT Opportunities
• Digital Media (Kodak, CGI
Communications)
• Health IT (large healthcare organizations,
i.e. UPMC/Pittsburgh, Computer Task
Group/Buffalo)
• Photonics (Xerox, Corning)
• Wireless (Paetec)
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Large IT Companies/Users
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Local IT Strengths & Opportunities
• Low cost workforce - high in talent & quality level
• Strong higher educational institutions provide
trained workers but shortages in certain area
• Numerous large manufacturing & banking institutions with diverse range of IT needs who are quite open to sourcing those needs in Canada
• Example:
“US companies are looking for opportunities in Canada to
develop partnerships and sales opportunities which benefit
both sides of the border. ”
Jeff Ross, former Executive Director, InfoTech Niagara
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EVENTS• Ongoing Trade Missions• 10th Annual Technology and Homeland Security Forum, Niagara
Falls NY, October 14, 2010
• 2nd Annual Canada-US eHealth Summit, Philadelphia, November 16, 2010
• OIDA Photonics Sensor Symposium, Boston, December 8, 2010
• Panel Discussion/Networking Event at Health Information Management & Systems Society, Orlando, February 2011
• Rochester Trade/Networking Event, March 23, 2011
• Pittsburgh Trade/Networking Event, April 28, 2011
• Photonics North, Ottawa, May 16-18, 2011
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Is Your Company Ready to Export?
• Established base in Canada
• Sound Business Plan
• Long term commitment to exporting by senior management
• Sufficient allocation of resources/people
• Consistently high quality product/service
• Products in demand in domestic market and potentially international mkt.
• Competitively priced product/service
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Service Exporters
• Usually involves moving personnel across border
• Understand Immigration & work permit requirements
• Build Profile of your firm:
– Need to build credibility in foreign market
– Top professionals need to do marketing, not sales rep
– Showcase expertise
– Network with local contacts
– Specialized conferences
– Participate as expert panelist/speaker
– Establish local presence in target market
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Why
create
a US
entity?
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OmegaWhey drinks
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NEBS: New Exporters to Border States
• Joint program from Ontario MEDT & Buffalo
Overview of:
– US Customs Compliance
– Immigration/Taxation/Banking/Logistics
– Tour of Warehouse/Port of Entry
– Visit to Canadian Consulate General
– Interview with Trade Commissioner
– Next Mission: February 16-17, 2011
– www.ontarioexports.com
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•Detailed “how to” guide
•Given to NEBS participants
•PDF version available on Silicon
Halton’s LinkedIn site tomorrow!
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•Cost-effective export development program
designed to introduce export-ready IT firms to
key regional IT markets in U.S. border states
• ITEXus assists Ontario IT companies to
identify and meet potential customers,
research distribution channels, & obtain
market information
IT Exports to the US (ITEXus)
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[email protected].: 416-314-8200 Fax: 416-325-6509
International Trade Branch Ontario Ministry of Economic Development and Trade
6th Floor, Hearst Block 900 Bay Street Toronto, Ontario M7A 2E1
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•Obtain legal/accounting advice in the local market
•Get a U.S. address and 1-800 number
•Establish a U.S presence (rep/VAR)
•Consider incorporation in U.S.
•Join local associations & register with local chamber of commerce
•Attend/participate in trade shows and conferences
•Get involved in government supported trade missions
•Constant networking
•Advertise in local publications
Focus on Target Market
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Researching Target Markets:
City and Regional Business Journals• Buffalo Business First, Rochester Business Journal,
Pittsburgh BusinessTimes, The Business Review
(Albany)
• Good information on large and small businesses
• Often sponsor smaller trade events & numerous
networking opportunities
• Annual “Book of Lists” for top employers in dozens
of categories
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BUY AMERICA
• ARRA extended “traditional” BA restrictions on iron/steel
• All manufactured goods used in the construction/maintenance/repair of public building/work funded by ARRA to be produced in the USA
• Threatened to disrupt the highly integrated supply chains in North America, making both US and Canadian companies less competitive in the world market
– Increased project costs/Delays in project start-ups
– Unintended consequences - retaliatory protectionism that could further disrupt trade and lead to further loss of jobs
• Millions of jobs have been generated through bi-lateral business agreements (NAFTA) and relationships over decades
• US is providing Canada with access to procurement by 37 states; Canada is providing access to procurement by all provinces/territories, except Nunavut
• With this agreement, clear message sent that jobs are better secured by opening economic opportunities rather than by closing them – now and in the future
• US and Canadian local, federal, and provincial governments can source from wherever makes the most business sense, increasing efficiency and finding the best solution for individual projects
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Trade Commissioner Services Tradecommissioner.gc.ca
Ontario Ministry of Economic
Development & Trade
Ontarioexports.com
Invest in Canada Investincanada.gc.ca
Export Development Canada www.edc.ca
InfoTech Niagara www.infotechniagara.org
Pittsburgh Technology Council www.pghtech.org
Digital Rochester http://www.digitalrochester.com/
Buffalo Niagara Enterprise:
Expanding into the US Webinar
http://buffaloniagara.org/Home/Doing_Business/Cana
dian-old/ExpandIntoUS
Industry Canada http://www.ic.gc.ca/ic_wp-pa.htm
Canada Business Service Centres http://www.canadabusiness.ca/eng/
Canadian International Development
Agency (CIDA)http://www.acdi-cida.gc.ca/index-e.htm
Useful Links
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The NEXUS card is for pre-approved, low-risk travelers who cross the
U.S./Canada border frequently. The NEXUS card can be used at land or
sea ports of entry and at kiosks at participating airports.
Cost: Application fee – CAN$50
Requirements: Additional application processes including interview and
fingerprinting
Validity: 5 years
Issued by: Canada Border Services Agency
Info: Apply Online! www.nexus.gc.ca
Useful Links
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Questions?
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Mary C. St. Mary
Trade Commissioner,
Canadian Consulate, Buffalo
Trade Commissioner Service
Everywhere you do business
Happy Holidays!
