Business Retention & Expansion - Utility Best Practices - ComEd Business Visitation & Retention Program
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1 Business Retention & Expansion - Utility Best Practices - ComEd Business Visitation & Retention Program Edward M. Sitar III External Affairs Organization Presented to: Utility Economic Development Association Winter Forum 2006 Houston, Texas Wednesday, February 22, 2006 History of Business Retention at ComEd Why we began offering the program Wanted to be more proactive in attempting to retain business in Illinois Perception of high electric rates in 1990 s High cost of doing business in Chicago metropolitan area Limited space available for new growth in Chicago metropolitan area Directly encourage the retention of the existing business base Provide a valuable tool to our communities and economic development partners Ultimate goal of program Get communities (i.e., elected officials) to say something nice about ComEd Positive PR Enhance relationships Build political capital Add value to the economic development profession Maintain electric load and revenues and preserve jobs in Northern Illinois ComEd Economic Development 2 1
2 BREI Award The Ultimate Political Capital Chicago has a rich history in manufacturing and we are dedicated to preserving our industrial corridors. This economic development program has helped the City create and enhance services for industrial businesses and plan better for future growth. Chicago is a better er place because of this program and the dedication of our partners to industrial retention. -- Richard M. Daley, Mayor, City of Chicago In addition to being focused on sustaining our reliability improvements and keeping the lights on for our customers, ComEd has a long history of community involvement. Providing economic development programs such as Chicago Industrial Trend Report is just one of the ways ComEd helps to improve the economic vitality of the communities we serve. We are proud to be honored with this award distinguishing us as being the best in class. -- Frank Clark, President of ComEd Existing Business Visitation & Retention Program Strategic Intent Efforts intended to ensure existing businesses in Northern Illinois remain economically viable while retaining electrical load, jobs, and investment in ComEd communities ComEd s Role Provide a tool to communities that helps in the process of identifying issues and concerns that pertain to the local economy and correcting those that negatively impact the business climate Importance of Business Visitation & Retention Identify growth companies as well as those at risk Show appreciation to local businesses & what they do for the community Easier (and cheaper) to retain existing businesses (and help them grow) than to attract new ones up to 80% of new jobs are created by existing businesses Become aware of business issues that may exist before reading about them in the paper (i.e., ABC Company plans to move to Nevada due to poor roads) Develop specific programs and policies to address business needs as a result of on-site interviews and facility visits A good retention program is a valuable tool for business recruitment if existing businesses are unhappy with the local business climate, why would new businesses want to locate in your community ComEd Economic Development 4 ComEd Economic Development 5 ComEd Economic Development 6 2
3 Business Retention in a Business Recruitment World Retention is not something to do when times are slow it must be done all the time Defense, Defense, Defense An attempt to slow down the potential loss of business and jobs Every retention effort boils down to this Best offense is a good defense Companies are located in your community for a reason use these reasons for marketing! Multiplier effect works in reverse too Business Retention in a Business Recruitment World The Rodney Dangerfield of the Economic Development Profession No respect (i.e. minimal credit for business retention efforts) Not much sex appeal in retention Rarely is business retention a headline grabber a new business almost always is Plant & facility closures are for sure front page news (not the kind of news you want to have) 100% of job losses come from existing businesses The Grass is Always Greener Theory Business is always evaluating their financial situation and how to improve it The best companies in your community are another community s best prospects! The Global Economy Traditional manufacturing might be a dying business segment Primary competition is no longer Southern States, but China and Asia The U.S. can not compete with 50 cents/hour labor ComEd s Business Visitation Program ComEd has contracted with Blane, Canada, Ltd. (from Wheaton, IL) to utilize the Synchronist Business Information System Complete off the shelf package allowing for: Creation of survey forms Collection of data Data entry Data analysis Reporting ComEd owns exclusive rights in Northern Illinois Free service offered to ComEd municipalities and E.D. organizations No out of pocket expense Discounted purchase price (sub-license) option System is available for purchase based on population of area served from Blane-Canada ComEd Economic Development 7 ComEd Economic Development 8 ComEd Economic Development 9 3
4 ComEd s Business Visitation Program cont d Survey forms Approximately 75 questions Three primary forms Background Form, On-Site Visit Form, and Post Visit Form Focuses on demographics, business segment, management, workforce, public services Directional, Non-confrontational question format Avoids leading and red flag questions Customization Organizational logos Additional specific local questions Standardized format delivers consistent results, regardless of interviewer ComEd s Business Visitation Program cont d Provides 38 pre-formatted reports organization wide business type number of employees Calculation of four ratings for businesses. Derived from analysis of various question combinations risk growth potential value satisfaction ComEd Economic Development 10 ComEd Economic Development 11 4
5 5
6 Source: Chicago Industrial Trend Report - 96 business interviews Identified Community Challenges - City Wide 5% 6% 31% 5.00 Public Services Evaluation 9% 10% 19% Infrastructure Crime Expansion Opportunity Taxation Corridor Assets Workforce Safety Concerns 20% Source: Chicago Industrial Trend Report business interviews Identified Community Challenges - Sub-Area 5% Ranking 1 (low) - 5 (high) % 8% 26% Infrastructure Crime Police Fire Ambulance Traffic Public Trans. Sewage Water Schools Property Tax Planning Reg. Enforcement City Services County Services SubArea Citywide Northern Illinois Source: Chicago Industrial Trend Report Expansion Opportunity Taxation Corridor Assets Workforce Safety Concerns 17% 16% 9% 6
7 Program Impact in Chicago Crime/Safety Chicago Alternative Policing Strategy (CAPS) Through the CAPS program, the local industrial councils hold monthly meetings with local police to address specific concerns of individual businesses or the community as a whole, something that was not done in the past Two local industrial councils (ICNC and Back of the Yards) have noted a decrease in crime and improved security as a result of participation in the Chicago Alternative Policing Strategy (CAPS) Industrial Street and Alley Vacation Program Helps cut down on illegal dumping and abandoned cars 55 companies created secured campus environments via street and alley vacations 40 acres of land has been conveyed at no cost to Chicago companies 50 streets and 60 alleys have been vacated in the last five years Prg. Impact in Chicago Expansion Opportunity Plant Optimization Study Analysis of plant layout, lean manufacturing, marketing, manufacturing processes, and other manufacturing problems 50% matching grant via Illinois Institute for Technology 10 studies conducted in companies can stay in current location for the time being 2 have moved within the City, using the City s assistance 5 are currently looking for space in the City, with the City s assistance Internet Database of Industrial Real Estate Internet Database of Industrial Real Estate An Internet database of over 400 industrial properties available on the market inside the City of Chicago, including City-owned sites Helps alter perception that companies must leave the City of Chicago if they are growing ComEd Economic Development 20 ComEd Economic Development 21 7
8 Prg. Impact in Chicago Expansion Opportunity 2 Wrap Up Wrap Up Ownership Succession Program Seminars on transitioning a business to new ownership; sponsored by a local bank No initial takers, but appx. 25 companies had an immediate need for assistance Currently working with local Unions and workforce as potential buyers in situations where no clear future owner is apparent Encouragement of Speculative Development Buildings Change in policy to allow access to City incentive programs for construction Previously, incentives were tied to end users, not developers/building owners making speculative buildings financially unfeasible in many instances City assistance available to complete acquisition and remediation prior to identifying an end user for a site Is our program having an impact? Solving individual business problems Impacting community policies and programs Helping communities develop relationships with business Enhancing ComEd s relationships with governmental officials; political capital Getting some positive press coverage Questions and Comments? Contact Info: Edward M. Sitar Economic Development Manager ComEd - An Exelon Company 440 S. LaSalle Suite 3300 Chicago, IL edward.sitar@exeloncorp.com Synchronist System: Eric Canada/Nancy Blane Blane, Canada LTD Cadet, Suite 100 Wheaton, IL ecanada@blanecanada.com ComEd Economic Development 22 ComEd Economic Development 23 ComEd Economic Development 24 8
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