PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 1 Canadian Association of Movers ConferenceDecember 2007 Business Insights A Survey of Canadian Private Companies Mauro Fratarcangeli Partner Private Company Services

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 2 PricewaterhouseCoopers Private Company Services Practice Hundreds of practitioners in 24 locations dedicated to serving private companies and their owners 65% of our client base is private companies Similar picture globally Networking and educational events dedicated to private companies 3 rd annual Business Insights™ survey and Pulse Surveys to keep an eye on the trends of your business Let’s Talk.

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page private company leaders Split nationally but concentrated around the main centres Ontario, BC, Alberta & Quebec Full range of industry sectors Who are the respondents? Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 4 Exploring the key themes What are the key trends since 2005? Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 5 The key trends : Confidence How will your business develop in the next 12 months? Business Insights Overall confidence is the same as last year but a little more measured

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 6 Confidence by province How will your business develop in the next 12 months? Business Insights All provinces remain confident that business will get better –

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 7 The key trends : Strategy What single most pressing strategy to Canadian businesses? Business Insights Strategy Growth / expansion 75%70% Survival13%15% Consolidation9%11% Exit2%4%

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 8 StrategyOntarioB.C.A.BP.Q Growth / Expansion 82%68%69%65% Survival10%12 %11 %19% Consolidation2%9 %7 %15% Exit2%1 % The key trends : Strategy What single most pressing strategies across the provinces? Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 9 How do companies plan to grow? Growth strategyOntarioNationally New products/ markets49%56 % Market share gain41 %48 % Improved internal systems24 %33 % Mergers and acquisitions16 %25 % Buoyant economy23 %29 % Decreasing competition13 %10 % Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 10 The key trends : Challenges What are top three challenges nationally? Business Insights Labour is a growing problem, across the board

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 11 Top challenges for Ontario looking back and forwards Challenge 2008 forecast 2007 Competition / discounting31%32% Labour shortages / Recruitment of skilled staff 25% Economy / lack of activity21%20% Profitability / Margins14%32% Currency / exchange rates22%31% Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 12 Exploring the key themes Business Insights What are companies doing to grow?

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 13 What is in your strategy for growth? Business Insights StrategyShort termMedium term Improved Processes55 % New Products and services 52 %59 % Organic growth41 %45 % Enter new markets41 %48 % Acquisitions21 %31 % Selling overseas21 %23 % Sourcing overseas16 %21 %

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 14 Exploring the key themes What are the most successful companies doing that makes them so successful? Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 15 The behaviours of the fastest growing companies Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 16 Correlating activity by company growth over 15% Business Insights Fast growing companies are more likely to report they Are expanding overseas Sell, source or have offices outside Canada Consider themselves “very innovative” Generate revenues from new products or in new markets Are investing revenue in innovation related projects, IT and equipment Have a significant percentage of staff working on innovation Include product development and entering new markets in their strategy

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 17 Youthful exuberance is winning the day! Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 18 Correlating activities by age Business Insights More likely than the group average to 0-4 yearsTopline growth over 15% Project business will get ‘a lot’ or ‘a little better’ in the next year Develop and invest in new and innovative products 5-9 yearsTopline growth over 15% Project business will get ‘a little better’ in the next year yearsIncrease profitability this year Short term strategy includes expansion into new products or services yearsPlan an acquisition in short and medium term 50+ yearsReport shrinking profits Report they are ‘not innovative’

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 19 Exploring the key behaviours of successful businesses Displaying innovative practices Developing new revenue streams –Acquisitions –Global sourcing Business Insights Innovation is as simple as introducing something new

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 20 Growing by acquisition is linked to profitability Business Insights Have you grown by an acquisition in the last year?

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 21 Growing by acquisition Are you planning an acquisition this year? Business Insights Ontario30% B.C.28% Alberta28% Quebec33%

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 22 Growing by acquisition For the 30% of people interested in growing by acquisition, the biggest concerns are the negotiating the deal and integrating people Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 23 Growing by acquisition 40% of companies with revenue over $10M are contemplating an acquisition in the next year The top reason is to open up new markets Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 24 Growing by leveraging global sources The most successful companies look to expand business outside of Canada The key driver for this move is no longer cost savings but access to a larger market Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 25 Sustainable business practices Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 26 Looking to the future – is climate change impacting your business? Business Insights Ontario and BC businesses say ‘No, it won’t ever impact my business’ Alberta and Quebec are already seeing the affects ONBCABPQ Yes, it is beginning to affect me33 % 49 %44 % No, it won’t ever48 %46 %33 %38 % Expect in the next 1-2 years7 %1 %4 %5 % In 3+ years11 %28 %15 %12 %

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 27 Do you see more evidence of interest in environmental issues in your stakeholder groups Business Insights

PricewaterhouseCoopers LLP The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. The colour contrast has been set to maximum. Click on PwC, Tools, Colour Contrast, to select Normal-contrast colours. Page 28 What’s the message for companies? Private companies are confident and successful But success in magnified when companies are prepared to take risks to maximize the opportunities presented to them It is by generating new revenue streams that businesses will achieve the fastest growth in the medium and long-term Business Insights