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Canada: Opportunities and Preparing for the Market March 20111Canada: Opportunities and Preparing for the Market.

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Presentation on theme: "Canada: Opportunities and Preparing for the Market March 20111Canada: Opportunities and Preparing for the Market."— Presentation transcript:

1 Canada: Opportunities and Preparing for the Market March 20111Canada: Opportunities and Preparing for the Market

2 Presentation Objectives March 2011Canada: Opportunities and Preparing for the Market2  General Overview on Canada  Key Route to Market Options  Preparing for the Market  UKTI Assistance In-Market  Sector Opportunities

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

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 2011Canada: Opportunities and Preparing for the Market4

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 2011Canada: Opportunities and Preparing for the Market5

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 2011Canada: Opportunities and Preparing for the Market6

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

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 2011Canada: Opportunities and Preparing for the Market8

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

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 2011Canada: Opportunities and Preparing for the Market10

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

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 2011Canada: Opportunities and Preparing for the Market12

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 2011Canada: Opportunities and Preparing for the Market13

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

15 Biotechnology & Pharmaceuticals Facts & 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 March 2011Canada: Opportunities and Preparing for the Market15

16 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 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 2011Canada: Opportunities and Preparing for the Market16

17 Biotechnology & Pharmaceuticals Opportunities Opportunities:  R&D and Technology Transfer  Commercialisation services  Production and trials Primary routes to market:  Partnerships  Local presence  In-market representation March 2011Canada: Opportunities and Preparing for the Market17

18 Biotech/Pharma: Key Events  BioContact  BioFinance  BioPartnering North America  BIO International Convention March 2011Canada: Opportunities and Preparing for the Market18

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 2011Canada: Opportunities and Preparing for the Market19

20 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 March 2011Canada: Opportunities and Preparing for the Market20

21 Healthcare Events  Healthachieve  Medtrade  Medica March 2011Canada: Opportunities and Preparing for the Market21

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 2011Canada: Opportunities and Preparing for the Market22

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  2009: clean technology companies raised over CAD$1.5 billion on the TMX Continues… March 2011Canada: Opportunities and Preparing for the Market23

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 2011Canada: Opportunities and Preparing for the Market24

25 Energy & Cleantech Opportunities  Nuclear - Ontario, Quebec, New Brunswick, Saskatchewan  Renewables & Cleantech: o Wind – Canada-wide o Wave/tidal – West Coast and East Coasts o Solar – Canada wide o Sustainable/renewable housing – Canada-wide o Conservation initiatives (e.g. smart meters) – Canada-wide Continues... March 2011Canada: Opportunities and Preparing for the Market25

26 Energy Opportunities Continued… o Emissions trading – Canada-wide o Distributed energy – Canada-wide. o Biomass – Canada-wide. o Hydroelectricity – large and small scale. o Commercialising technologies. o Clean transportation o Green building o Large infrastructure projects (e.g. water and sewage plants) Continues… March 2011Canada: Opportunities and Preparing for the Market26

27 Energy Opportunities Continued… Primary routes to market:  Direct to end user  In-market representation  Partnerships  Local presence March 2011Canada: Opportunities and Preparing for the Market27

28 Energy & Cleantech Events  Americana  Globe March 2011Canada: Opportunities and Preparing for the Market28

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 2011Canada: Opportunities and Preparing for the Market29

30 Oil & Gas Opportunities 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 2011Canada: Opportunities and Preparing for the Market30

31 Oil & Gas Events  International Pipeline Exposition  World Heavy Oil Congress  Gas & Oil Exposition March 2011Canada: Opportunities and Preparing for the Market31

32 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 2011Canada: Opportunities and Preparing for the Market32

33 Mining Opportunities Opportunities:  Related equipment, e.g.: o Sort, screening and separating machines o Crushing and grinding machines Primary routes to market:  Direct to end user  In-market representation via agent/distributor March 2011Canada: Opportunities and Preparing for the Market33

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 2011Canada: Opportunities and Preparing for the Market34

35 Aerospace Opportunities 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 2011Canada: Opportunities and Preparing for the Market35

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 2011Canada: Opportunities and Preparing for the Market36

37 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 2011Canada: Opportunities and Preparing for the Market37

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 2011Canada: Opportunities and Preparing for the Market38

39 Defence & Security Events  Security Trade Mission 26/27 October 2011 Ottawa, Ontario March 2011Canada: Opportunities and Preparing for the Market39

40 Information & Communication Technology Facts & Figures March 2011Canada: Opportunities and Preparing for the Market40  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 technologies o Software and computer services o Interactive/digital media and games development

41 Information & Communication Technology Opportunities 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 2011Canada: Opportunities and Preparing for the Market41

42 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 2011Canada: Opportunities and Preparing for the Market42

43 Financial & Professional Services Facts & 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 March 2011Canada: Opportunities and Preparing for the Market43

44 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 March 2011Canada: Opportunities and Preparing for the Market44

45 Financial & Professional Services: Key Events  Canadian Council for Public-Private Partnerships (CCPPP) Annual Conference  Canadian Venture Capital Association AGM  GameON Finance  SIBOS March 2011Canada: Opportunities and Preparing for the Market45

46 Creative Industries Opportunities 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 2011Canada: Opportunities and Preparing for the Market46

47 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 March 2011Canada: Opportunities and Preparing for the Market47

48 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 March 2011Canada: Opportunities and Preparing for the Market48

49 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 March 2011Canada: Opportunities and Preparing for the Market49

50 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 March 2011Canada: Opportunities and Preparing for the Market50

51 March 2011Canada: Opportunities and Preparing for the Market51 Bernadette Terry, Trade Officer UK Trade & Investment British High Commission, Canada T: (001) E:


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