1. Canada: Opportunities and Preparing for the Market
March 2011
Canada: Opportunities and Preparing for the Market

2. Presentation Objectives
General Overview on Canada
Key Route to Market Options
Preparing for the Market
UKTI Assistance In-Market
Sector Opportunities
March 2011
Canada: Opportunities and Preparing for the Market

3. General Overview on Canada
March 2011
Canada: Opportunities and Preparing for the Market

4. 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)
March 2011
Canada: Opportunities and Preparing for the Market

5. 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)
March 2011
Canada: Opportunities and Preparing for the Market

6. 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
March 2011
Canada: Opportunities and Preparing for the Market

7. Key Route to Market Options
March 2011
Canada: Opportunities and Preparing for the Market

8. 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
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
March 2011
Canada: Opportunities and Preparing for the Market

9. Preparing for the Market
March 2011
Canada: Opportunities and Preparing for the Market

10. 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
March 2011
Canada: Opportunities and Preparing for the Market

11. UKTI Assistance In-Market
March 2011
Canada: Opportunities and Preparing for the Market

12. UKTI Assistance In-Market
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.
March 2011
Canada: Opportunities and Preparing for the Market

13. 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…
March 2011
Canada: Opportunities and Preparing for the Market

14. Canada: Opportunities and Preparing for the Market
Sector Opportunities
March 2011
Canada: Opportunities and Preparing for the Market

15. Biotechnology & Pharmaceuticals Facts & Figures
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
March 2011
Canada: Opportunities and Preparing for the Market

16. Biotechnology & Pharmaceuticals Facts & Figures
2009: spending on prescription drugs CAD$25.4 billion and non-prescription drugs CAD$4.6 billion
Regulation: Health Canada 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.
March 2011
Canada: Opportunities and Preparing for the Market

17. Biotechnology & Pharmaceuticals Opportunities
R&D and Technology Transfer
Commercialisation services
Production and trials
Primary routes to market:
Partnerships
Local presence
In-market representation
March 2011
Canada: Opportunities and Preparing for the Market

18. Biotech/Pharma: Key Events
BioContact
BioFinance
BioPartnering North America
BIO International Convention
March 2011
Canada: Opportunities and Preparing for the Market

19. 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.
March 2011
Canada: Opportunities and Preparing for the Market

20. Healthcare 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
March 2011
Canada: Opportunities and Preparing for the Market

21. Canada: Opportunities and Preparing for the Market
Healthcare Events
Healthachieve
Medtrade
Medica
March 2011
Canada: Opportunities and Preparing for the Market

22. 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…
March 2011
Canada: Opportunities and Preparing for the Market

23. Energy & Cleantech Facts & Figures
Continued…
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…
March 2011
Canada: Opportunities and Preparing for the Market

24. 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
March 2011
Canada: Opportunities and Preparing for the Market

25. Energy & Cleantech Opportunities
Nuclear - Ontario, Quebec, New Brunswick, Saskatchewan
Renewables & Cleantech:
Wind – Canada-wide
Wave/tidal – West Coast and East Coasts
Solar – Canada wide
Sustainable/renewable housing – Canada-wide
Conservation initiatives (e.g. smart meters) – Canada-wide
Continues...
March 2011
Canada: Opportunities and Preparing for the Market

26. Canada: Opportunities and Preparing for the Market
Energy Opportunities
Continued…
Emissions trading – Canada-wide
Distributed energy – Canada-wide.
Biomass – Canada-wide.
Hydroelectricity – large and small scale.
Commercialising technologies.
Clean transportation
Green building
Large infrastructure projects (e.g. water and sewage plants)
Continues…
March 2011
Canada: Opportunities and Preparing for the Market

27. Canada: Opportunities and Preparing for the Market
Energy Opportunities
Continued…
Primary routes to market:
Direct to end user
In-market representation
Partnerships
Local presence
March 2011
Canada: Opportunities and Preparing for the Market

28. Energy & Cleantech Events
Americana
Globe
March 2011
Canada: Opportunities and Preparing for the Market

29. 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
March 2011
Canada: Opportunities and Preparing for the Market

30. Oil & Gas Opportunities
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
March 2011
Canada: Opportunities and Preparing for the Market

31. Canada: Opportunities and Preparing for the Market
Oil & Gas Events
International Pipeline Exposition
World Heavy Oil Congress
Gas & Oil Exposition
March 2011
Canada: Opportunities and Preparing for the Market

32. Canada: Opportunities and Preparing for the Market
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
March 2011
Canada: Opportunities and Preparing for the Market

33. Canada: Opportunities and Preparing for the Market
Mining Opportunities
Opportunities:
Related equipment, e.g.:
Sort, screening and separating machines
Crushing and grinding machines
Primary routes to market:
Direct to end user
In-market representation via agent/distributor
March 2011
Canada: Opportunities and Preparing for the Market

34. 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
March 2011
Canada: Opportunities and Preparing for the Market

35. Aerospace Opportunities
Supplying to Bombardier
Supplying into Tier 1 and 2 suppliers of Bombardier
The Composites Innovation Centre
Primary routes to market:
Direct to end user
In-market representation via an agent/distributor
Local presence
March 2011
Canada: Opportunities and Preparing for the Market

36. 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
March 2011
Canada: Opportunities and Preparing for the Market

37. Defence & Security 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

38. 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
March 2011
Canada: Opportunities and Preparing for the Market

39. Defence & Security Events
Security Trade Mission
26/27 October 2011
Ottawa, Ontario
March 2011
Canada: Opportunities and Preparing for the Market

40. 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):
Telecoms infrastructure and wireless technologies
Software and computer services
Interactive/digital media and games development
March 2011
Canada: Opportunities and Preparing for the Market

41. Information & Communication Technology 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 instances
March 2011
Canada: Opportunities and Preparing for the Market

42. Canada: Opportunities and Preparing for the Market
ICT: Key Events
Canadian Organisation for the Advancement of Computers in Health (COACH) E-Health Conference
Interactive Exchange (IN), organised by Interactive Ontario
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.
March 2011
Canada: Opportunities and Preparing for the Market

43. Financial & Professional Services Facts & Figures
2009 GDP: Finance and insurance contributed 6.4%:
Finance CAD$60B
Insurance CAD$21.8B
Banking sector manages nearly CAD$3 trillion in assets
Pension management
Capital markets
Public-Private Partnerships
March 2011
Canada: Opportunities and Preparing for the Market

44. Financial & Professional Services 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
March 2011
Canada: Opportunities and Preparing for the Market

45. Financial & Professional Services: Key Events
Canadian Council for Public-Private Partnerships (CCPPP) Annual Conference
Canadian Venture Capital Association AGM
GameON Finance
SIBOS
March 2011
Canada: Opportunities and Preparing for the Market

46. Creative Industries Opportunities
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
March 2011
Canada: Opportunities and Preparing for the Market

47. Business Services 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
March 2011
Canada: Opportunities and Preparing for the Market

48. Education & Training 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
March 2011
Canada: Opportunities and Preparing for the Market

49. Giftware/Lifestyle 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
March 2011
Canada: Opportunities and Preparing for the Market

50. Food & Drink Opportunities
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
March 2011
Canada: Opportunities and Preparing for the Market

51. Bernadette Terry, Trade Officer British High Commission, Canada
UK Trade & Investment
British High Commission, Canada
T: (001) E:
March 2011
Canada: Opportunities and Preparing for the Market