MUNICIPALITY OF CHATHAM-KENT CHIEF ADMINISTRATIVE OFFICE ECONOMIC DEVELOPMENT SERVICES INFORMATION REPORT TO: FROM: Mayor and Members of Council Michael Burton, Director Economic Development Services DATE: August 9, 2012 SUBJECT: June Asian Trade Mission This report is for the information of Council. BACKGROUND Foreign Direct Investment (FDI) is a critical element in the market mix for attracting investment to Chatham-Kent. Competing jurisdictions have been developing this sector and target markets for some time. They have been successful in the effort to attract ventures due to the direct involvement in FDI. Chatham-Kent Economic Development Services is focusing on three main geographic priority areas in FDI. These include Asia, specifically South Korea, China and Japan. Due to the financial turmoil in Europe and the perception that Canada is a safe haven for capital, Canadian jurisdictions including Chatham-Kent can capitalize on the interest from investors in this region. Europe is attractive, specifically with a focus on Germany and France. Finally, India presents significant opportunities for FDI and sales of local agricultural products. Through a developing partnership with an influential principal in a Canadianbased venture capital firm, Chatham-Kent has a number of potential market prospects for growth to pursue in India. In China, Korea and Japan, relationships are a critical factor in business matters. In the latter two markets, prior company relationships drive investment decisions before business factors. If the relationship does not exist, the business discussion will not commence. In China, the process is a bit more complicated. The initial phase for Chatham-Kent to be considered for off-shore investment possibilities requires development of key relationships with government officials, first at the city level, then provincially. The next step would be with specific company officials. In each city there is a department in charge of overseas investment projects and proposals. Off-shore investment decisions
2 in China first must be approved by these various government sectors, and then the companies are free to choose the partners that best meet its requirements. For some investments, the government will support both government-owned and private companies in securing the required financial capital. As noted, many competing jurisdictions in Canada have been visiting a number of Asian countries over the past two to three years attempting to cultivate key relationships to attract Foreign Direct Investment from these areas. Chatham-Kent has only begun this process in the fall of 2011. The mission in May and June of 2012 had a number of objectives: Introduce Chatham-Kent to key contacts in Japan and China Further develop key relationships with decision makers and influencers in China Promote investment in Advanced Manufacturing and Academic Institutions (China) through pre-qualified leads and stimulate interest to establish or outsource in Chatham-Kent To build strategic partnerships with the Ontario Government (Ministry of Economic Development & Innovation) International Trade Officials and the Government of Canada Trade Consular officials (these officials advise firms on investment/export opportunities in North America in key target markets of Japan and China) Establish relationships with key FDI influencers in the Japanese market COMMENTS In Economic Development, Investment Attraction is about relationship building and that requires face to face meetings. This trip allowed the Director of Economic Development Services to introduce Chatham-Kent to a number of government officials, key influencers and companies in both Japan and China. Detailed discussions on a number of potential investment decisions were held with companies in both markets. These investment decisions do not happen in the shortterm. The site selection process in Asia can take a number of years. Established relationships in Asia simply get a community on the list to be given initial consideration. Extensive evaluation, comparative analysis, and community visits are undertaken to support the decision of a community for selection short-listed for investment. The process in the final stages is somewhat similar to investment decision processes in North America. Outcome of Japan Meetings The Japanese segment of this trip was financially supported due to our membership in the Ontario Automotive Communities Alliance (OACA). OACA members from Windsor- Essex, Niagara, Kitchener-Waterloo (CTT) and Chatham-Kent participated in this mission. OACA covered the lead generation consultant, hotel and most food expenses. The Government of Ontario also covered the costs of a booth at the Japanese Society of Automotive Engineers (JSAE). This exposition hosts over 400 exhibitors, which range
3 from four/two-wheel automobile manufacturers to auto-parts/material suppliers, system component suppliers, testing/measurement equipment makers, IT/software companies and associations/organizations related to automotive industry. The exposition attracts over 70,000 visitors during its three-day period. The conference attracts all major Japanese automotive manufacturers. Lead generation work and meeting arrangements were also contracted to a third-party consultant at OACA s expense. The OACA meetings were held with all major automotive manufacturers in Japan. Also, key suppliers were met to promote supply chain options from Ontario. Mr. Tom Watanabe of CIC Caro Investment Consulting developed a program that included a briefing on Japanese Business Culture (Nemawashi), an overview of the current Japan economic climate in automotive, meetings with companies already located in Ontario and lead generation for possible new investment. Mr. Watanabe has over 30 years of business success in Japan and was recently the Ontario Independent Business Development Consultant for Ontario in Japan. Mr. Watanabe received an overview of Chatham-Kent. This connection will be excellent for further work in Japan. The OACA mission completed 10 in-depth meetings with manufacturers. One of these indicated a specific interest in expanding Research and Development (R&D) operations in Canada. In addition, 15 meetings with automotive suppliers were held at the show to introduce Chatham-Kent and discuss possible interest in investing in Canada. One specific lead was developed from this group that requires follow-up. This firm is seeking to enter the North America market. Visits to existing companies in Ontario provided OACA members the opportunity to learn of new technologies being developed, and reconfirm Ontario s commitment to the auto sector and opportunities for expansion as well as collaborative R&D. The most tangible potential at present for Chatham-Kent will be to pursue automotive R&D facilities, which enjoy a considerable tax advantage in Ontario. Other Activities Reception hosted by the Embassy of Canada - Tokyo, Japan Breakfast meeting presentation on "Japan Auto Overview" Canadian Embassy Reception at the Ontario booth Japanese Society of Automotive Engineers Exposition 2012 Meetings o Toyota Motor Corporation o Honda Motor Co. Ltd. o Nissan Motor Co. Ltd. o Mitsubishi Motors Corporation o Aisin Seiki Co. Ltd. o Toyota Tsusho Corporation o Sumitomo Wiring Systems Ltd. o Japanese Society of Automotive Engineers Inc. (JSAE)
4 o Toyota Iron Works Co. Ltd. o Sim-Drive Engineer's Evening Reception Staff met with Mr. Tomoyuki Nakano, Manager Technology Marketing Department, Planning and Advanced Engineering Development Division Nissan. He invited staff to meet Mr. Takao Asumi, Corporate Vice President and General Manager of Nissan Research Centre. Mr. Asumi was very open in discussing Nissan s plan to decentralize R&D to take advantage of global technologies. Staff discussed the automotive research environment in Ontario. Mr. Asumi would be very interested in a tour of Ontario in conjunction with one of his future USA visits. In addition to the OACA activities, private meetings were held with Federal and Provincial Trade Officials at the Canadian Embassy in Tokyo. These officials were from various parts of Canada. Frankly none were familiar with Chatham-Kent except to say it is located in Ontario. These officials are the influencers when FDI prospects contact them to seek potential locations in Canada and Ontario for future investment. An indepth overview of Chatham-Kent was presented and materials were left for reference. A meeting was also held with Wilf Wakely, President of the Canadian Chamber of Commerce in Japan, and two board members, including the Chairman, Mr. Nakazawa. Mr. Wakely has been in Japan thirty years and is very well connected. A discussion about the possibility of planning a future VIP reception to be held at the Canadian Embassy to showcase investment opportunities in Chatham-Kent was conducted. Mr. Wakely offered to assist with key contacts subject to compelling investment proposals. Economic Development Services will work with the EDAC Committee to develop prospective investments and ventures worthy of consideration. Further relationship building is clearly warranted with these trade officials and business contacts. These are meetings that effectively introduced Chatham-Kent to key business and government people in Japan. To develop results, further specific discussions will be required to capitalize on this first foray into the Japanese FDI arena. We have developed the groundwork to provide an excellent opportunity for additional work to attract new investment. China Meetings In order to keep critical information confidential, this report will not identify the names of cities nor the companies visited. There are just a few companies in each city visited and the companies concerned could be identified. The China segment of the trip required considerable travel outside Shanghai. Both Shanghai and Beijing are continually visited by North American jurisdictions looking for FDI opportunities. Our targets are primarily in the outlying areas of these two largest cities. The smaller centres are often overlooked by many economic development groups, as they are more difficult to reach and prospects more difficult to identify. We have engaged an agent in China well connected in these areas. The agent has been successful in developing connections with some major firms and governments to open doors for Chatham-Kent in those areas.
5 Outcomes of China Meetings Despite travel time (much of it by car), meetings with two city government officials and mayors were held. Also, nine manufacturer meetings with three plant tours were conducted and meetings with three universities with very extensive agricultural programs were held. Three of the companies are actively looking at North America expansion. The two cities visited are both very interested in establishing a direct relationship with Chatham-Kent. This formalized relationship is important to pursue, as they will visit our community and speak favourably with local investors and major companies regarding potential investment in Chatham-Kent. One of the cities is home to very large manufacturers in a number of industries. Both meetings with government officials provided an opportunity to outline Chatham-Kent. They were very impressed with the presentations and noted that their communities are quite similar in terms of economic base. They have a rural/industrial economic base as well. Yangzhou University has an extensive research laboratory with very impressive programs. The potential for a relationship with the University of Guelph, Ridgetown Campus was discussed. Yangzhou indicated interest in pursuing this proposal. They had 11 faculty members and a senior administrator attend the presentation and meeting. Staff met for a follow-up meeting with the Forestry School of Beijing. It has shifted its interest to establishing an MBA exchange program with a University in Canada. Staff indicated Chatham-Kent would not have a fit at present for this program. While in Beijing staff met with Kenneth Wong, Trade Commissioner for Education and trade officials both federal and provincial in Beijing. Mr. Wong was intrigued and supportive with Chatham-Kent s proposal to establish an international campus in Canada. Prior to departure on the last day in China, staff met with Jiao Tong University. This school is more interested in a relationship with a medical research facility such as those found at the University of Western Ontario in London, Ontario. In China, most of the companies are either government owned or held privately by wealthy families. In the areas visited on this trip, the firms were privately held. They were #1 or #2 in their industry ranking. Staff made contact with companies interested in further discussions regarding North America market entry. Chatham-Kent s approach will be to develop a plan to begin with a sales office serving North America based in Chatham-Kent. Follow-up meetings are required for further discussions on potential investment in Chatham-Kent. As noted, three of the companies visited have specific experience and plans to enter the North American market. A number of years ago one had pulled back from the US due to tariff restrictions on its product. They now feel it may be more appropriate to consider a Canadian base. One of the companies hosted an after dinner social evening where they introduced staff to two of the sons of key private enterprises. One son s father was the Provincial Governor and a billionaire investor. This son resides in Markham Ontario. He plans to visit Chatham-Kent in the near future. The other family member is the owner of the largest security firm in China.
6 Staff also met with three Ontario representatives connected with the Chinese market and Mr. Francis Huot, Consul General and Senior Federal Trade Commissioner, Guangzhou. Staff outlined Chatham-Kent s investment aspirations and discussed the advantages of Chatham-Kent, as Mr. Huot was not familiar with our community. Summary Three key government contacts with influencers in investment decisions Two meetings with government representatives to further the relationship and investment opportunity partnerships for Chatham-Kent Three opportunities for investment within 1 2 years Two opportunities for business growth and/or export introductions within 1 year Discussions took place with one significant agricultural-educational institution, which may fit well with the University of Guelph, Ridgetown Campus Introduction of Chatham-Kent to senior Federal Trade officials One major Chinese supplier to many industries has offered assistance to gain entry into additional Chinese customer companies in the future Next Steps Detailed documentation of individual specific company requests for information is being compiled by Economic Development Services. Follow-up with each company and University will be completed. Initial correspondence has been delivered to all meeting attendees and follow-up meetings are being arranged where appropriate. Initiating these meetings created awareness of our community, established Chatham- Kent as a low cost, competitive location for business and highlighted the strategic growth and investment opportunities available. CONSULTATION The Chief Administrative Officer was consulted prior to committing to this investment attraction mission. FINANCIAL IMPLICATIONS Travel Costs $ 4.719.31 Accommodations $ 2,418.75 Meals/Entertainment/Other $ 1,246.82 Consultant/Coordinator $ 7,244.50 Gifts and Receptions $ 282.77 Long Distance/Cell Phone $ 252.27 Total $16,164.42 This amount was covered out of the base budget for Economic Development - Promotions/Investment Attraction.
7 Prepared by: Reviewed by: Michael Burton, Director Economic Development Services Don Shropshire Chief Administrative Officer Attachment(s) none P:\RTC\ECODEV\2012\August 27- June Asian Trade Mission.docx