DOING BUSINESS IN CANADA SUCCESSFUL STRATEGIES FOR NORTH CAROLINA EXPORTING TO CANADA

Transcription

1 DOING BUSINESS IN CANADA SUCCESSFUL STRATEGIES FOR NORTH CAROLINA EXPORTING TO CANADA Road Show, April, 2013

2 Canada Area: 3.9 million square miles Population: 34.6 M (Jan 2012) GDP: $1.758 trillion (2011) GDP Growth 2.4 % (2011) Size of the Economy: 10 th largest in the world Inflation: 1.2% Unemployment Rate: 7.4% (Sept 2012) Language: English / French

3 North Carolina Canada facts Foreign export markets Largest export market: Canada % foreign-bound goods sold to Canada: 23% North Carolina sells more goods to Canada than to the state s next three largest foreign markets combined Merchandise trade: North Carolina exports to Canada: $6.3 billion North Carolina imports from Canada: $3.4 billion Bilateral trade: $9.7 billion

4 North Carolina 230,700 North Carolina jobs depend on trade with Canada 11,400 North Carolinians are employed by Canadian-owned businesses North Carolina sells more goods to Canada than to any other country in the world Total Canada North Carolina goods trade: $9.7 billion

5 North America Free Trade Agreement In effect since January 1, 1994 United States, Mexico and Canada Linking 453 million people Producing $17 trillion in good and services Canada: the United States largest export market with 20% of the U.S. total trade and #1 foreign market for 35 of the 50 States

6 Market Challenges and Nuances What s easy: Most accessible market in the world for U.S. goods and services Similar business style, although it can vary from region to region Language and proximity What s more challenging: Different regulatory environment; e.g.: packaging & labelling Canadian customs documentation requirements Mature market = innovative products and services Procurement procedures vary from those in the United States Vast geography

7 Regional Differences

8 Ontario Population: 13,505, % of Canada Capital: Toronto Manufacturing: Automotive, Information/Communication Technologies, Biotech, Pharmaceutical; Agriculture, Mining, Forestry and Financial Services

9 Quebec Population: 8,076,991 Capital: Quebec City Information and Other Technologies, Aerospace, Pharmaceuticals and other Manufacturing

10 British Columbia Population: 4,630,756 Capital: Victoria Mining, Pulp & Paper, Minerals, Mining

11 Alberta Population: 3,856,696 Capital: Edmonton Petroleum, Oil and Gas and Agriculture

12 Saskatchewan Population: 1,076,183 Capital: Regina Agriculture, Mining and Forestry

13 Manitoba Population: 1,271,750 Capital: Winnipeg Agriculture, Mining and Forestry

14 The Atlantic Provinces Population: 263,856 Nova Scotia Halifax New Brunswick Fredericton Newfoundland and Labrador St. John s Prince Edward Island - Charlottetown Lumber, Fishing, Energy, Mining, Technologies

15 Territories Population: 112,241 Yukon Territory Whitehorse Northwest Territories Yellowknife Nunavut - Iqaluit Mining Minerals, Petroleum, Oil and Gas

16 Leading Sectors for US Exports and Investment in Canada Automotive Aerospace Oil and Gas Mining Information and Communications Renewable Energy/Pollution Control Health / Medical Food and Agriculture Other Industries

17 Top exports to Canada Trucks: $310 million Pharmaceutical products: $244 million Optical, medical & precision instruments: $242 million Medicine, in dosage: $232 million Motor vehicle parts: $226 million Plastics & plastic articles: $224 million Rubber & rubber articles: $169 million Clothing: $167 million Engines & turbines: $162 million Furniture & bedding: $147 million Paper & paperboard: $140 million Computers: $120 million Telephones & AV recording equipment: $120 million

18 Top imports from Canada Plastics & plastic articles: $311 million Paper & paperboard: $281 million Organic chemicals: $194 million Medicine, in dosage: $179 million Softwood lumber: $150 million Coated textiles for industrial use: $95 million Salt, sulfur, earth & stone, lime & cement: $85 million Rubber & rubber articles: $84 million Tobacco products: $82 million Furniture & bedding: $77 million Inorganic chemicals: $73 million Wood & semi-finished wood products: $69 million Iron & steel tubes, pipes & sheets: $67 million

19 Exports and Imports in percentage North Carolina exports $6.3 billion in goods to Canada Equipment & machinery (39%) Transportation (17%) Chemicals (10%) Minerals & metals (7%) Apparel & textiles (7%) Other (15%) Plastics & rubbers (6%) North Carolina imports $3.4 billion in goods from Canada Chemicals (17%) Forest products (15%) Plastics & rubbers (12%) Minerals & metals (10%) Agriculture (10%) Other (20%) Equipment & machinery (16%)

20 Canadian Total Exports Total in U.S. Dollars, for all products in the past five years, exported from Canada to North Carolina NORTH CAROLINA 4,020,813,959 3,407,031,950 3,280,025,736 3,639,461,686

21 Automotive Major Motor Vehicle Assembly Plants in Canada General Motors of Canada Ltd., Oshawa, ON Chrysler Canada Inc., Brampton, ON Chrysler Canada Inc., Windsor, ON Ford Of Canada Ltd., Oakville, ON Toyota Canada, Woodstock, ON Toyota Canada, Cambridge, ON Honda Canada Manufacturing Inc., Alliston, ON CAMI Automotive Inc., ON Market Segment with Growth/Export Potential Motor Vehicle Electric and Electronic Equipment: $2.9 billion (up 17% from 2010) Motor Vehicle Body and Trailer: $2.8 billion (up 13 percent from 2010) Motor Vehicle Steering and Suspension Components: $2.4 billion (up 8% from 2010)

22 Aerospace Major Aerospace Companies in Canada Bombardier Aerospace, QC CAE Inc. Rolls-Royce Canada Héroux-Devtek GE Canada Aviation Messier-Dowty Mecachrome Thales (Aerospace Division) Pratt & Whitney Canada Bell Helicopter Textron L3 Communications Esterline CMC Electronics MDA Space Sonaca NMF Lockheed Martin Market Segment with Growth/Export Potential Civil and military aircraft, and aircraft parts Aircraft engines and engine parts Avionics and instrumentation Aircraft maintenance, repair and overhaul Air defense and combat technology Air surveillance systems Simulation software

23 Oil and Gas

24 Oil Sand Areas Opportunities: Specialty mining and extraction equipment/services Exploration and drilling services; refinery equipment Pipeline construction equipment & Pipeline integrity products; leak detection, corrosion protection etc. Environmental remediation technology and services Safety and security equipment and services

25 Mining

26 Mining Specialty mining equipment and services Mining equipment replacement parts & heavy wear solutions Exploration, drilling, and mine construction services Environmental remediation services Mining safety and security equipment and services; including automated solutions to increase safety

27 Information and Communications $155 billion market Highly dependent on imports Best Prospects: Near field communications & mobile commerce including mobile games and applications Web TV Enterprise: Cloud Computing: Software as a Service (SaaS), Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) Green IT IT Security products, especially as they pertain to fighting CyberCrime

28 Renewable Energy / Pollution Control Renewable Energy: Wind turbines, tower sections, rotor blades, casting and forgings and transformers Gears and generators Hydro energy turbines and equipment Engineering, construction and logistics services Smart Grid equipment and computing management Pollution Control: New Tertiary Membrane Treatment Plants Chlorine Tanks Upgrades to Secondary and Tertiary Treatment Facilities UV Disinfection systems

29 Health / Medical The United States accounts for half of all imports of medical products, devises and equipment into Canada. Best prospects: Technologies that provide cost saving solutions Products and services geared towards seniors

30 Food and Agricultural Fresh vegetables Fresh fruit Snack foods Processed fruits and vegetables Red meats Organic, natural foods and gluten free products market is growing at 20% per year

31 Other Industries Building Products & Technologies: innovative & energy efficient Safety and Security Technologies Canada s Defence Industry Canadian retail market: in expansion mode

32 Labeling and Marking Requirements English and French Language Consumer goods: Product Identity Declaration Net Quantity Declaration Dealer's Name and Principal Place of Business Made in USA Environmentally-friendly claims

33 Standards

34 Market Entry Strategies Develop an export strategy and action plan Research Market compliance Carry out export strategy Visit the market

35 Costing for Export Costs to Take Into Account Freight & insurance Inventory handling costs Customs clearance/duties Inco terms; buyer/seller responsibility Goods & Service Tax (GST 13%) Distributor mark ups Rep/brokerage fees (5-10%)

36 Terms of Payment Letters of Credit Consignment Open Terms: Canadians tend to take longer to pay days Planning for currency fluctuation With companies like Wal-Mart may not get paid until after the product has been sold Due diligence required on distributor and rep partners as well as customers

37 Strategies for Success Examining what relationships work best: direct sales, rep, broker, distributor or joint venture partner Understanding Canada s geography and key markets Understanding the competition and differentiating your products Unique and innovative products & solutions Servicing the market; trade shows & training Leveraging social media campaigns

38 Best Practices Do your homework and understand your customers Suggest where your product fits a niche or a gap in their offerings Be prepared to demonstrate sales success in the U.S. and internationally and talk about how sales success may look in Canada Understand that Canada is geographically vast and highly regional in nature Work with local partners that have a high level of familiarity with doing business in Canada

39 THANK YOU Nancy Ward Director Canadian Trade Office of the Council of Great Lakes Governors