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Canada Export Awards finalists


									CanadExport                         r
                                                    Affairs an

                                                                                  Trade mission
                           tment of F


                                                                                  to India



                                          IN THIS ISSUE
                              2 International business

                                                                                        nternational Trade Minister Pierre    India presents promising opportunities
                                opportunities                                           Pettigrew invites Canadian compa-     in diverse sectors, especially informa-
                              3 Team Canada success                                     nies to participate in a trade mis-   tion technology and telecommuni-
                                story:P.E.I.Holland                               sion that he will lead to India from        cations, energy, transportation and
                                College                                           October 7-12, 2001. The mission will        infrastructure, and the environment.
                                                                                  visit three of India’s most influential     Information technology and
                              4 The sporting goods and                            business centres: New Delhi, Chennai
                                sports apparel market                                                                         telecommunications
                                                                                  (formerly Madras), and Mumbai (for-
                                in Switzerland                                                                                There has been investment in both
                                                                                  merly Bombay). In each city, a tailored
                                                                                                                              directions with Sigma Systems
                              6 U.S.: COMDEX Fall 2001                            business program will include seminars
                                                                                                                              Group of Toronto planning to estab-
                                and MEDTRADE 2001                                 and workshops, hospitality events and
                                                                                                                              lish a software development facility
                                                                                  networking opportunities.
                              7 CCC: Johnson Controls                                                                         in India to bolster the presence of
                                                                                                                              other Canadian firms such as central
                              8 Sharing trade secrets:                            India’s GDP has grown more than
                                                                                                                              Canada-based Nortel Networks, CAE,
                                Chreod Ltd.                                       30% over the past five years. Canada’s
                                                                                                                              C-MAC and OSS-Eftia. Indian IT com-
                                                                                  exports to India grew an impressive
                              9 China’s ICT market                                                                            panies like Infosys,WIPRO and Tata
                                                                                  20% during 2000 while exports have
                                                                                                                              Consultancy Services have followed
                           10 The Czech ICT market                                already increased 45% in the first five
                                                                                                                              suit by establishing offices in Canada.
                                                                                  months of this year alone. As the fol-
                           11 Gearing up for                                                                                       Continued on page 13 – Trade mission
                                                                                  lowing success stories demonstrate,
                              Nexos 2001
                           12 Japanese chefs get yen
                              for Canadian foods                                  2001 Canada Export Awards finalists
                           13 Oil and gas trade mission
                              to Southeast Asia                                   International Trade Minister Pierre         1999,”said Minister Pettigrew.“The
                           14 Franchising trade                                   Pettigrew recently announced the            2001 finalists played an active role in
                              mission to the Philippines                          finalists for the 2001 Canada Export        this growth, generating more than
    Vol.19,No.14 –            and Singapore                                       Awards. Up to 10 winners, one of            $2 billion in export sales.They also
   September 4,2001                                                               which will also be named                                   sustained more than
                           15 Trade fairs/Conferences                                                   ,
                                                                                  “Exporter of the Year” will                                12,500 jobs across the
                           16 Upcoming cultural events                            be honoured at a gala                                      country.”
                                                                                  ceremony in Montreal                                          Since 1983,more
                                                                                  on September 24, 2001,                                     than 200 firms have been
                                                                                  which will be held during the Annual        recognized for their success in Canada
                                                                                  Convention of the Canadian                  and in foreign markets. “Previous
                                                                                  Manufacturers & Exporters,                  award-winning companies have come
                                                                                  September 23 to 25, 2001.                   from a variety of industries, clearly
                                                                                                                              indicating the diversity of Canada’s
                                                                                  “Canadians exported a record $474 bil-      economy,”said Minister Pettigrew.
                                                                                  lion in 2000,a 15 percent increase over        Continued on page 14 – Export Awards

                      Department of Foreign Affairs                               Ministère des Affaires étrangères
                      and International Trade                                     et du Commerce international
                                                                                                          BUSINESS OPPORTUNITIES

                                                                  International Business                                                                  Project, the Rural Electrification
                                                                                                                                                          Board (REB) invites bids from member

                                                                  Opportunities Centre
                                                                                                                                                          countries of the Asian Development
                                                                                                                                                          Bank (ADB) for the supply and deliv-
                                                                                                                                                          ery of capacitor oil switch (contract
                                                                                                                                                          no. IFB No. ADB-07) and underground
                                                                                                                                                          cable (contract no. IFB No. ADB-25).
                                                                                                                                                          Cost of bid document (non-refund-
                                                                                                                                                          able):Taka 3,000 or US$ equivalent.
                                                                                                                                                          Bid security: minimum 2% of the total

                                                                           he International Business Opportunities Centre (IBOC) provides a matching
                                                                           service — connecting foreign buyers with Canadian companies.The Centre         bid price. Closing date: October 15,
                                                                           provides timely, relevant and targeted business leads from the desks of for-   2001. Contact IBOC, fax: (613) 996-
                                                                  eign buyers to the doorsteps of Canadian companies.                                     2635, e-mail: eleads@dfait-maeci.gc.
                                                                       The following lists some of the Centre’s current trade opportunities — for a       ca quoting case no. 010803-03708.
                                                                  wider selection, visit the Web site at             (Notice received from the Canadian
                                                                       Canadian exporters needing assistance in preparing international bid               High Commission in Dhaka.)
                                                                  documents may want to use the international contracts expertise and services
                                                                  offered by the Canadian Commercial Corporation. This Crown Corporation                  IBOC trade opportunities — find out more
                                                                  is located at 50 O’Connor Street, Suite 1100, Ottawa, ON K1A 0S6,                       at
                                                                  tel.: (613) 996-0034, fax: (613) 995-2121.

                                                                  CYPRUS — Centralized Call/Contact          Defence Forces Material Command
                                                                  Centre — The Cyprus Telecommuni-           Headquarters has issued a tender

                                                                  cations Authority has issued a tender      (Bid no. 70/28.03.01) for delivery of
                                                                                                                                                             Editor-in-Chief: Bertrand Desjardins
                                                                  (Bid no. 14/2001) for Contact Centre       the following: 400–500 thermal                  Managing Editor: Louis Kovacs
                                                                  Implementation and Customer Relation-      imagers with option for 50–70 pcs;              Editor: Julia Gualtieri
                                                                  ship Management Modules. The pro-          70–100 laser rangefinders; 90–125               Layout: Yen Le
                                                                  ject involves successful implementation    goniometers; 340–385 tripods;                   Circulation: 70,000
                                                                  of a turnkey solution including system     40–55 target designator computers;              Telephone: (613) 996-2225
                                                                                                                                                             Fax: (613) 992-5791
                                                                  design, software supply, installation,     and 40–50 remote control units with             E-mail:
                                                                  customization and parameterization         option for 50–70 pcs. Delivery date:            Internet:
                                                                  of all software and hardware, interfac-    2002–2004. Closing date: October 31,
                                                                                                                                                             Extracts from this publication may be
                                                                  ing and integration, documentation         2001. Contact IBOC, fax: (613) 996-             reproduced for individual use without
                                                                  and training. Functionality require-       2635, e- mail: eleads@ dfait-maeci.             permission, provided the source is fully
                                                                  ments include switching, queuing  quoting case no.010706-03290.             acknowledged. However, reproduction
                                                                                                                                                             of this publication in whole or in part
                                                                  and call routing as well as Computer       (Notice received from the Canadian              for purposes of resale or redistribution
                                                                  Telephony Integration(CTI),Interactive     Embassy in Helsinki.)                           requires written permission from
                                                                  Voice Response (IVR), Customer
                                                                                                                                                             CanadExport is published twice
                                                                  Relationship Management (CRM),             SYRIA — Railway Study for Moderni-              monthly, in English and French, by the
                                                                  workflow management, e-mail and            zation and Renewal — Syrian Railways            Department of Foreign Affairs and
                                                                  Web server connectivity, and system        requires a study (Bid no. 51/2001)              International Trade (DFAIT),
                                                                                                                                                             Communications Services Division (BCS).
                                                                  monitoring and statistics. Bid guaran-     concerning the modernization and                CanadExport is available in Canada to
                                                                  tee:CYP 75,000. Cost of bid documents      renewal of the railway between Al               interested exporters and business-

                                                                  (two sets):CYP 10,000 plus VAT. Closing    Sharghaya and Palmyra Station. Bid              oriented people. For a print subscription,
                                                                                                                                                             call (613) 996-2225. For an e-mail
                                                                  date: October 12, 2001. Tenders will       bond: US$50,000. Performance bond:              subscription, check the CanadExport
                                                                  remain open for 180 days from the          10% of contracted value. Closing                Internet site above.
CanadExport September 4,2001

                                                                  closing date. Contact IBOC, fax: (613)     date: October 8, 2001. Contact IBOC,            For address changes and cancellations,
                                                                                                                                                             simply send your mailing label. Allow
                                                                  996-2635,e-mail:eleads@dfait-maeci.        fax: (613) 996-2635, e-mail: eleads@            four to six weeks.
                                                         quoting case no. 010709-03317. quoting case no.              Mail to:
                                                                  (Notice received from Canada’s             010730-03632. (Notice received from             CanadExport (BCS)
                                                                  Honorary Consul in Nicosia.)               the Canadian Embassy in Damascus.)              Department of Foreign Affairs
                                                                                                                                                             and International Trade,
                                                                                                                                                             125 Sussex Drive, Ottawa K1A 0G2.
                                                                  FINLAND — Army Flir and Optical            BANGLADESH — Capacitor Oil Switch               ISSN 0823-3330
                                                                  Target Designator,Air Defence Missile      and Underground Cable — As part
                 2                                                Firing Stand Project (AFOTAS) — The        of the Dhaka Power System Upgrade
                                          TEAM CANADA SUCCESS STORY

         eam Canada mission participant       CIDA-funded projects: reputation                         By summer 2000 it was in serious
         Keith Dewar arrived in China         It is an approach that has appeal in                 negotiations with six colleges. Critical
         with a sound knowledge of the        China, where reforms to the educa-                   to the progress of the negotiations
market, a product offering a timely and       tion system are calling for colleges to              was the support, and understanding
cost-effective solution, and six partners     improve the quality and relevance of                 of Chinese cultural nuances, provided
lined up to sign contracts in the presence    their programs to support the coun-                  by Hong Kong-born Jolene Chan,
of the Canadian Prime Minister. Dewar’s       try’s new economy, with its emphasis                 hired to be the College’s International
story, in fact, reads like a textbook of      on skills training and efficiency.“Our               Project Officer in China.
export success — which is appropriate
given that he is Vice-President of Prince
Edward Island’s Holland College and
                                              Textbook for export success

                                              P.E.I.Holland College
that the product he’s selling is educa-
tion itself. As a result of the Team Canada
signings, six Chinese colleges will soon
be delivering Holland College’s highly
popular Business Information Technology
(BIT) program to their students.              philosophy is one of the reasons we                  Team Canada clinches Deal
                                              first got involved in China, about                   The timing of the Team Canada Mission
Created in 1969 and P.E.I.’s only com-        11 years ago,”explains Dewar.                        to Beijing,Shanghai and Hong Kong in
munity college, Holland College is an             The College’s early projects were                February 2001 proved fortuitous in
industry-based institution offering           funded by the Canadian International                 bringing the negotiations to closure.
75 post-secondary programs to
                                                                                                   “Chinese people place a high value on
2,400 full-time and 6,000 part-time
                                                                                                   hierarchy,”explains Dewar. “We were
students.The College was founded on
                                                                                                   able to offer them the opportunity to
the philosophy of competency-based
                                                                                                   have the agreements signed in a formal
education and continues to empha-
                                                                                                   arena in the presence of the Canadian
size skills-oriented training and
                                                                                                   Prime Minister.” Under the agreements,
assessment of knowledge through
                                                                                                   Holland College will maintain control
                                                                                                   over the BIT curriculum,while the Chinese
                                                                                                   colleges are responsible for facilities,
                                              Official signing of the educational joint venture
                                                                                                   equipment and delivery of the program.
                                              agreement between Chongqing Polytechnical            Education as industry
                                              College in Beijing and Holland College.Seated,       Dewar stresses the importance of
                                              left to right: Jolene Chan,Development Officer-
                                                                                                   treating education as any other busi-
                                              International Projects and Keith Dewar,Vice-
                                              President of Holland College;Liu Yu De,Secretary     ness.“You have to maintain quality
                                              of CCPC and Zhou Qihui of Chongqing Poly-            and consistency. Our idea is not to
                                              technical College.Standing,left to right: P.E.I.     offer 75 programs in China, but three
                                              Premier,Pat Binns; Prime Minister Jean Chrétien;     or four that we can do very well.”
                                              Minister for International Trade Pierre Pettigrew.        For all his business emphasis,Dewar
        Showcase your                         Development Agency (CIDA) and                        can’t help slipping in the educational
                                              delivered through the Association                    benefits.“There will be opportunities
        business abroad!                      of Canadian Community Colleges                       for our Chinese and Canadian students
    Over 30,000 companies are                 (ACCC) under the Canadian College                    to learn of each other’s culture by colla-                        
    registered members of WIN. Are you?
    WIN is a commercially confidential        Partnership Program (CCPP).                          borating on Internet projects.And our
    database of Canadian exporters and            Reviewing the results of its inter-              instructors going to China will also
    their capabilities. WIN is used by        national work, in 1997, the College                  gain greater international experience,
                                                                                                                                                CanadExport September 4,2001

    trade commissioners in Canada and
    abroad to help members to succeed         determined that it needed to move                    so crucial in today’s global economy.”
    in international markets. To become       towards projects generating profits.                      For more information,contact Keith
    a registered member of WIN,
    call 1-888-811-1119. Or go to                 Discussing the concept with Chinese              Dewar,Vice-President,Holland College, and                  officials and with senior officials at               tel.:(902) 566-9520,fax:(902) 629-4268,
    register on line.                         the Canadian Embassy in Beijing and                  e-mail: Web
                                              Consulate in Chongqing, Holland                      site:
                                              College gained a comprehensive                           (For the unabridged version, see www.
                                              understanding of the Chinese business       and click on
                                              and legal environments.                              “Team Canada Success Story”    .)                              3
                                                                  SWITZERLAND The Sporting Goods
                                                                  With a team of 500 business
                                                                                                                                  and Sports Apparel
                                                                  professionals in more than 130 cities
                                                                  around the world, the Trade
                                                                  Service has the market
                                                                  knowledge you need to
                                                                  succeed in your target
                                                                                                                                                                   S  witzerland’s sporting
                                                                                                                                                                   goods and sports apparel
                                                                  market. Our Market                                                                                market is heating up.
                                                                  Research Centre and                                                                               Although winter sports
                                                                  our offices abroad                                                                                 sales have dipped in
                                                                  have prepared over                                                                                 recent years, the Swiss
                                                                  600 market studies                                                                                 market for summer and
                                                                  available for free on our                                                                          year-round sporting
                                                                                                                                                                    goods has risen. Overall,
                                                                  Web site. These studies
                                                                                                                                                                   Switzerland’s sports
                                                                  will help you identify                                                                          market jumped 8% in 1999
                                                                  foreign business oppor-                                                                        reaching $1.67 billion
                                                                  tunities and learn more                                                                      (excluding bicycles) in 2000.
                                                                  about your target market.
                                                                                                                                                           Market Overview
                                                                  This is an overview of the market.                                                 The Swiss are sports enthusiasts, with
                                                                  For a more in-depth study of this                                              a majority of the population regularly
                                                                                                                                         participating in sporting activities. There are
                                                                  market and for other studies, visit our Web
                                                                                                                                   approximately two million downhill skiers, 530,000
                                                                  site. When you are prepared to do business                       cross-country skiers and 470,000 snowboarders who
                                                                  abroad, you can use our Web site to get in                       spend approximately $522 million on equipment
                                                                  touch with our offices around the world and                      annually. Switzerland has the highest snowboard sales
                                                                  request personalized services electronically.                    in Europe, and the demand is forecast to continue to
                                                                                                     grow by 10% annually.

                                                                       HELPING YOU LEARN FROM EXPERIENCE. OURS.

                                                                                                                THE CANADIAN TRADE COMMISSIONER SERVICE
CanadExport September 4,2001

                                                                                  ES F
                                                                                                                               • Market Prospect           • Key Contacts Search
                                                                                                                  SS C
                                                                                                                               • Local Company Information • Visit Information
                                                                                                                               • Face-to-face Briefing     • Troubleshooting
                                                                                  T          D
                                                                               SER RADE IAN
                                                                                  VIC       C
                                                                                     E Ser OMM
                                                                                          ving         ISSI
                                                                                                  adia     ON
                                                                                                     usin    ER
                                                                                                         ess A

                                                                                                                                     See insert for your Consumer Products Industry contacts in Europe.
                                                                                                Over 600 market reports
                                                                                                in 25 sectors available at:

In 2000, winter sporting goods and        breathing, lightweight, wind and                quality sporting goods is relatively
apparel held 42% of the market            waterproof.                                     unknown in Switzerland. Except for
representing $700 million. However,                                                       ice hockey equipment, this market is
success in this industry is largely       Opportunities                                   fairly untapped by Canadian
dependant on weather and snow             Opportunities for Canadian                      manufacturers. With assistance from
conditions at the beginning of each       companies in the Swiss sporting                 the Canadian Embassy in Switzerland,
season. The market for summer and         goods market include golf related               and a repeated presence at important
year-round sporting goods and             products and clothing, ice hockey               trade shows including SWISSPO,
sports apparel accounted for 58%          equipment, figure skates, curling               BESPO, and ISPO, other Canadian
of the market in 2000 totaling            equipment and high technology                   sporting goods are becoming
$970 million. Sports dominating           fabrics. Increased participation by             increasingly known in Switzerland.
the summer market include soccer,         women in sports is also creating
hiking and golf.                          additional opportunities.                       See Potential?
                                                                                     To learn more about this market, read
Market Trends                             Canada has a strong international          The Sporting Goods and Sporting
The sporting goods industry has           reputation for quality hockey              Apparel Market in Switzerland
introduced new and innovative             equipment. Despite increased               prepared by the Market Research
products in recent years that are         international competition, the             Centre. You can access this report
fueling continued growth in the           Canadian reputation for these              and hundreds of others free at the
sector. For example, snowboards,          products is supported by                   Trade Commissioner Service Web site:
“caving skis,” freestyle skis and         technological advancements in    
racing skis have become very              skates and hockey equipment and
popular. Buyers are also looking          ensures a strong
for innovative designs and fabrics in     presence for         
sports wear for upcoming                  Canadian companies
seasons.                                  in this sector in
                                                                      Could this be your market?
For the summer sporting                                                  Complete report at
market, new trends                        Competitive
expected to lead to                       Environment                                                                           
industry growth include in-line skates,   Domestic production
golf equipment, scooters and kick-        of sporting goods
boards, as well as high-quality           and sporting apparel
                                                                                                                                         CanadExport September 4,2001

hiking and camping equipment.             in Switzerland is a               The Sporting Goods and
Most notably, demand for sporting         small part of the
apparel has been moving away              market and was
                                                                             Sports Apparel Market
from sport specific active wear to        valued at
multipurpose leisure-based sports-        approximately
wear. For both summer and winter,         $100 million in 1999.                  Access our market studies
there is increased demand in the
Swiss market for advanced                 Canada’s reputation
technology textiles that are naturally    as a producer of                                                                                                   5
                                                                  Published by the Trade Commissioner Service Marketing Division (TCW)
                                                                                              The U.S.Connection
                                                                        he U.S. Connection is produced in co-operation with DFAIT’s U.S. Business Development Division. For information
                                                                        about articles on this page, fax (613) 944-9119 or e-mail For all other export
                                                                        enquiries, call the Team Canada Inc Export Info Service toll-free at 1-888-811-1119.

                                                                  COMDEX Fall 2001
                                                                  LAS VEGAS — November 12-16,2001 —          trends, and will be provided with help
                                                                                                                                                         Get a head start
                                                                                                                                                         with Export USA
                                                                                                                                                         The Canadian Consulate General
                                                                  COMDEX Fall 2001 (www.key3media.           in developing market-entry strate-          Trade Office in Silicon Valley is
                                                                  com/comdex/fall2001/) is almost            gies. Once again, a press conference        arranging a special education and
                                                                  here! This annual trade show is rated      will be organized to provide media          training program for Canadian
                                                                  the world’s premier information tech-      exposure in the U.S. and Canada.            IT companies visiting COMDEX
                                                                  nology (IT) marketplace.The statistics         Take advantage of this excellent        for the first time.This hands-on
                                                                  speak for themselves —                                opportunity to expand your       Exporters to Border States (EXTUS)
                                                                  over 200,000 resellers,                               business in the U.S. market.     program, part of the Export USA
                                                                  industry professionals, and                           Exhibiting within the Cana-      series, is designed for companies
                                                                  corporate decision makers                             dian Pavilion will let you       that are familiar with the U.S. mar-
                                                                  come to this event, bring-                            focus your efforts on devel-     ket, but have yet to implement a
                                                                  ing with them more than                               oping your firm’s strategy       full-scale U.S. marketing program.
                                                                  $125 billion in buying power.              to achieve your key objective — gen-            For more information or to
                                                                       Over 35,000 attendees from around     erating sales and earning new business.     register, contact Jeane Weaver,
                                                                  the world are looking for networking           For more information, contact           Business Development Officer,
                                                                  and wireless technologies; informa-        Pat Fera, U.S. Business Development         San Jose, tel.: (408) 289-1157, ext.
                                                                  tion appliances (mobile and wireless       Division, DFAIT, tel.: (613) 944-9475,      23, e-mail:
                                                                  solutions);Web tools and technologies;     fax: (613) 944-9119, e-mail: pat.fera@
                                                                  software platforms and solutions; dig-
                                                                  ital media and Web publishing inno-
                                                                  vations; and IT services.
                                                                       The Department of Foreign Affairs     MEDTRADE 2001 EXPOSITION AND CONFERENCE
                                                                  and International Trade (DFAIT) (www.
                                                        , in co-operation        NEW ORLEANS — October 23-25,               had the opportunity to attend a range
                                                                  with Key3 Media (www.key3media.            2001 — The Canadian Consulate              of over 200 seminars and workshops.
                                                                  com) (the organizers of COMDEX), is        General in Dallas will host a Medical           To complement MEDTRADE’s
                                                                  once again supporting a Canadian           Equipment Exporters Mission in             program, the Medical Equipment

                                                                  Pavilion located in a prime position       New Orleans, Louisiana, as part of         Exporters Mission will offer one-on-
                                                                  on the main floor of the Sands Expo        MEDTRADE 2001(           one meetings and a networking
                                                                  and Convention Centre.All companies            MEDTRADE has become the premier        event with buyers and distributors
CanadExport September 4,2001

                                                                  exhibiting in the Canadian Pavilion        event for the home health and post-        from the United States, as well as
                                                                  will have free access to the services of   acute care industry. Last year,represen-   seminars tailored directly to the
                                                                  a marketing communications consul-         tatives of more than 4,000 companies       needs of new Canadian exporters.
                                                                  tant to prepare a marketing plan and       from over 100 countries visited the             For more information or to regis-
                                                                  media strategy for this event. Each        show.They were exposed to more than        ter, contact Dorothy Campbell, Dallas,
                                                                  exhibitor will receive information         250,000 health-care products and ser-      tel.: (214) 922-9812 ext. 3351, e-mail:
                                                                  about market opportunities and             vices presented by 1,200 exhibitors and

                                                                  Check the Business Section of the Canada-U.S. Relations Web site at ... for valuable
                 6                                                information on doing business in and with the United States.
                                      EXPORT SALES AND CONTRACTING

            hen Johnson Controls’ sys-          Renamed Johnson Controls, 1974,
           tems are at work, no one             the multi-billion-dollar company (sales
           notices — and that’s as it           of US$17.2 billion in 2000) has become       SHAPING TRADE
should be.The technological leader, and
very founder, of the building controls
                                                a world leader in two businesses: buil-
                                                ding controls and automotive systems,
                                                                                             SOLUTIONS FOR                    Canadian

industry manages indoor environment             and has branch offices in 53 countries.      OUR EXPORTERS                    Commercial

systems, including for the German Air           Johnson Controls SSNA manages the
                                                                                             The Canadian Commercial Corporation (CCC)
Force (GAF) at 5 Wing Goose Bay.                building controls side of the business.      is an export sales agency of the Government
                                                                                             of Canada providing special access to the
Partners in smooth operations                                                                U.S. defence and aerospace markets and spe-
                                                                                             cializing in sales to foreign governments.

CCC and St.John’s
                                                                                             Canadian exporters can gain greater access
                                                                                             to government and other markets, as well as
                                                                                             a competitive advantage, through CCC’s con-
                                                                                             tracting expertise and unique government-
                                                                                             backed guarantee of contract performance.

building controls
                                                                                             CCC can facilitate export sales that often
                                                                                             result in the waiving of performance bonds,
                                                                                             advanced payment arrangements and gen-
                                                                                             erally better project terms.
                                                                                             When requested, CCC acts as prime contrac-
                                                                                             tor for government-to-government transac-
When the German customer chose to                   Since 1995, the Newfoundland             tions and provides access to preshipment
sole source its maintenance and ser-            branch of Johnson Controls SSNA,based        export financing from commercial sources.
vice contract with Johnson Controls             in St. John’s, has succeeded in winning      For more information,contact CCC, tel.:(613)
                                                                                             996-0034,toll-free in Canada: (800) 748-8191,
Systems and Services North America              the three-year maintenance and sup-
                                                                                             fax: (613) 947-3903, e-mail:
(SSNA) last year, the Newfoundland              port contracts put out to tender for         Web
branch was introduced to the Cana-              the building control system it originally
dian Commercial Corporation (CCC) —             supplied and installed in a new GAF
and discovered a working relationship           hangar at 5 Wing Goose Bay, the low-        the scope of work and with us to
as efficient as its systems doing their         level flight training facility for NATO     negotiate contract terms.We got our
job in an air force hangar.                     Allied forces in Goose Bay, Newfound-       contract and it was perfect.”
    Johnson Controls,Inc.was founded            land.Wishing to avoid time delays               The company’s“perfect”contract is
in Milwaukee,Wisconsin, in 1885 by              associated with the tendering process,      a three-year services and maintenance
Professor Warren Johnson, whose                 the GAF requested a sole-source con-        contract for the GAF hangar’s HVAC
invention of the electric room ther-            tract with Johnson Controls in 2000.        systems,beginning December 1,2000,
mostat launched the building control                By international agreement, the         and ending November 30,2003. With
industry and was the impetus for cre-           GAF is required to purchase such ser-       two one-year options for extension,the
ation of the company (then called               vices through the Department of             contract could be extended until 2005.
Johnson Electric Service Company).              National Defence (DND) and CCC.                 “CCC demonstrated a profession-
                                                “CCC acts as the buyer’s agent through      alism, and a knowledge of interna-
                                                                                            tional business, all the way through
  DOING BUSINESS WITH THE                       DND,”explains CCC Senior Project Man-
                                                ager Suzanne Gougeon.“The buyer, the        the negotiations,”adds Tobin.“They’re
 U.S. FEDERAL GOVERNMENT?                       GAF, was obviously pleased with the         obviously very experienced. Gougeon
 Find out more from the Canadian Embassy        service it was getting from Johnson’s.”     worked very hard and diligently for us.”
 in Washington, D.C. (www.canadian
                                                No bones to pick                            Accommodating customer needs                                           under “Business Opportunities:
 U.S. Government Procurement.”                  CCC’s role was to negotiate the con-        Gougeon credits the company — and
      Log onto opportunities via the General    tract on behalf of the company.“We          Tobin himself — for being easy to work
 Services Administration (www.gsa. gov),                                                    with. “There were no problems with
                                                                                                                                             CanadExport September 4,2001

                                                had never used the services of CCC
 which facilitates purchases by the U.S. gov-
                                                before,”explains Account Executive          the negotiations; it was a very smooth
 ernment — the world’s largest consumer —                                                   process.I can see why the GAF wanted
 and the Electronic Posting System site
                                                Norman Tobin,“but it was a step we
                                                needed to get this contract put into        to sole source the contract — this is a
                                                place. Sometimes these extra steps          company that goes out of its way to
      When you’re ready to pursue these
 opportunities, the Canadian Commercial         can be like trying to pick bones out of     accommodate its customers.”
 Corporation ( can assist you        a jelly fish — they create a lot of need-       Johnson Controls got its own taste
 with the interpretation of the U.S. procure-   less extra work.But CCC made the whole      of an organization willing to go out of
 ment system or ensure that as a Canadian       process as painless as possible.They        its way to accommodate customer
 company, you are eligible to participate.
                                                worked with the GAF to determine              Continued on page 9 – Johnson Controls                            7
                                                                                                              SHARING TRADE SECRETS

                                                                          hreod company president Edward Leman half jokingly refers to his             willing to commit themselves to
                                                                          Ottawa-based company as a “China company with a rep office in Canada.”       learning, and be willing to commit
                                                                          The reason? Projects funded by International Financial Institutions (IFIs)   the resources.”
                                                                  in China constitute 95% of business for the provider of economic and develop-            Learning about China is in itself a
                                                                  ment planning services. But getting a foot in the door wasn’t easy. Chreod shares    substantial task, given the incredibly
                                                                  how it got the door to open — and stay open.                                         fast pace of change in that country.
                                                                                                                                                           “Imagine the scale,”adds Leman.
                                                                  Contacts,consistency,credibility                                                     “There are 16 million people in
                                                                                                                                                       Shanghai — half the population of

                                                                                                                                                       Canada — outside our office window.
                                                                                                                                                       And they’re going places: fast!”
                                                                                                                                                       A statistical first
                                                                                                                                                       As large as China is,it naturally features

                                                                  ADVANTAGEIN CHINA
                                                                                                                                                       a great deal of diversity: geographi-
                                                                                                                                                       cally, economically, and socially.That
                                                                                                                                                       diversity is being plotted by Chreod
                                                                                                                                                       in the first comprehensive database
                                                                  It took three years to get a foot in the    Australian firm had the local experi-    on China.This extensive spatial and
                                                                  door. Set up to pursue urban devel-         ence Chreod lacked.                      statistical database is based on infor-
                                                                  opment opportunities in China in                Of the many challenges to work-      mation the team members have been
                                                                  1985, Chreod Ltd. , which provides          ing in a new market, the team at         gathering ever since they arrived in
                                                                  economic and development planning           Chreod stresses two equally signifi-     China. Four employees work full time
                                                                  services to government and private-         cant ones: entering the market and       in Chreod’s Shanghai office to input
                                                                  sector clients, got its first contract in   sustaining a presence.                   new and updated data.
                                                                  that exciting market three years later.         “To do a proper job of breaking          “This database has provided a
                                                                       Retained in 1988 by the Federation     into China, you must devote a year,      major competitive advantage for the
                                                                  of Canadian Municipalities and the          taking four trips (of at least three     firm,”says Ireland.The data provides
                                                                  Shanghai Municipal Government,              weeks each) to make new contacts         opportunities for in-depth analyses
                                                                  Chreod designed and implemented             and learn about the market — then        that were previously unavailable. IFIs,
                                                                  an urban land-management training           you may have the credibility to help     the Government of China and the
                                                                  program in Shanghai. But the door to        the client,”advises Leman.               private sector alike can benefit from
                                                                  China opened wider in 1990,when the             Derek Ireland, an economist and      this database.
                                                                  Canadian International Development          company director, adds:“What might           For more information, contact
                                                                  Agency’s Industrial Co-operation            work [for a new company] is to look      Export Financing Division, DFAIT,
                                                                  Program (CIDA Inc) took a half a mil-       for certain, very short-term assign-     tel.: (613) 995-7251, e-mail: ifinet@
                                                                  lion dollar chance on Chreod, as yet a      ments that might involve training, Web site: www.
                                                                  small,virtually untested shop.Chreod’s      giving a paper at a conference — or Edward
                                                                  performance on that first CIDA Inc-         something that someone else, the         Leman, President, Chreod Ltd., tel.:
                                                                  funded contract — to conduct a              UNDP [UN Development Program]            (613) 238-3954,e-mail:leman@chreod.
                                                                  study under the Shanghai Land Use           maybe, might pay for.This will help      com Web site:
                                                                  Management Strategy — led to                to build up credibility, background          (For the unabridged version, see www.
                                                                  repeated contracts from CIDA Inc and        and contacts.”                  and click on
                                                                  IFIs, including the Asian Development                                                “Sharing Trade Secrets” .)
                                                                                                              Commitment is key

                                                                  Bank and World Bank.
                                                                                                              Getting a foot in the door is one
                                                                       “The key to winning IFI work is to
                                                                                                              thing — albeit not easy. Keeping
                                                                  give them the best resources available,”
                                                                                                              that door open is a matter of con-
CanadExport September 4,2001

                                                                  says company President Edward
                                                                                                              stantly slugging away, learning
                                                                  Leman. “In areas where we don’t have
                                                                                                              about the market and the people,
                                                                  the expertise ourselves, we make sure
                                                                                                              making contacts and reaffirming
                                                                  we tap into other resources.We’ve
                                                                                                              the company’s interest in and com-
                                                                  worked with a number of partners,                                                     IFInet is your Internet gateway to procurement
                                                                                                              mitment to the market. Of sustain-
                                                                  both Canadian and non-Canadian, on                                                    business funded by international financial
                                                                                                              ing a presence in China, Leman says:      institutions (IFIs) and UN agencies.
                                                                  our projects.”Creating a joint venture
                                                                                                              “Senior people of the company must
                                                                  helped Chreod win a contract in
                                                                                                              be prepared to give a long-term
                                                                  Pudong, for example, where an
                 8                                                                                            commitment to China. They must be
                                ROADMAP TO CHINA AND HONG KONG

         hina... Just the name of this        economy to a global,market economy.              Despite these challenges,the China
         ancient country is certain to stir   For example,although legal regulations       of today is rapidly developing, and is
         a myriad of images and impres-       are in place with regard to intellectual     now a major market, home to up-and-
sions ranging from peasants in rice           property (IP) protection, this concept       coming global competitors. It may
paddies, to the Great Wall, to Mao Ze         is not part of the Chinese tradition; in     represent a pot of gold at the end of
Dong and the Communist revolution.            addition,the judiciary is not to Western     the rainbow, or it may represent a
But increasingly, China is being consid-      standards,and the laws are neither well      market of significant loss.To ensure
ered as the next great market, the “pot       enforced nor uniformly applied.              the former, as a minimum, you will
of gold” for business persons worldwide.          In the West, the rule of law defines     need to do your homework, pursue
Here are some key issues that Canadian        how we interact with each other. In          the market on a regional basis, and
information and communications
technology (ICT) professionals should
consider before targeting the Chinese
                                              Is it right for you?

                                              China’s ICT market
ICT market.

Today, China could be described as an
emerging free market economy oper-
ating within a totalitarian political
system. Entrepreneurship is alive and         China,as is true in many Asian nations,      develop appropriate relationships. It
well — China’s GDP has increased              it is your personal connections or           is not a market for part-timers, the
nearly sixfold since 1978. Its economic       “guanxi”that count. Do not expect the        faint of heart or the uncommitted.
growth is expected to remain a robust         courts to enforce your contract or the            For more information, contact
7% annually over the next few                          rules to be static — rather, rely   Dale Forbes, Manager, China and
years. China has experienced                              on the integrity and commit-     Hong Kong Division, Industry Canada,
this growth while with-                                     ment of your partners and      tel.: (613) 990-9092, fax: (613) 990-
standing the recent Asian                                   associates. As a Westerner,    4215, e-mail:
financial crisis, and today,                                you will need to gain an       or Marcel Belec,Trade Commissioner,
is the only country to have                                appreciation for the cultural   China and Mongolia Division, DFAIT,
avoided the global high-                                  differences if you are to gain   tel.: (613) 995-6962, fax: (613) 943-
technology meltdown.                                  respect and commitment from          1068, e-mail: marcel.belec@dfait-
Huge opportunities                            your associates.                   
                                                   In general, it is much more compli-         (For the unabridged version, see www.
With a population of 1.3 billion, and
                                              cated to win a major contract in China and click on
an underdeveloped telecommunica-
                                              than in the West due to the number of        “Roadmap to China and Hong Kong”       .)
tions infrastructure,the market oppor-
                                              organizations involved and the close
tunities in China are tremendous. For
                                              linkages between the government and
example, cellular penetration is in the
                                              the private sector.Apart from convinc-
order of 3% compared to about 75%
in Hong Kong or Singapore.Yet,China
                                              ing key corporate decision-makers of
                                              the merits of your product or services,it
                                                                                            Johnson Controls
is already the world’s second-largest                                                       — Continued from page 7
                                              is necessary to deal with both the pro-
user of cell phones,and annual growth
                                              vincial and state governments (typically     needs.With such contracts, CCC nor-
rates have averaged 100% per year
                                              the Ministry of Information Industry         mally recuperates its costs against
since the early 1990s.
                                              and the Ministry of Foreign Trade and        each invoice, but in this case agreed
     This potential becomes even more
                                              Economic Co-operation),as they are           to charge the percentage only once                               
dizzying when one looks at the pene-
                                              part owners and they control the             a year to accommodate the compa-
tration rates in other areas such as
                                              import/ export of foreign currencies.        ny’s internal accounting procedures.
fixed-line teledensity (8.6%), or the
                                                   To compound these difficulties,         “We appreciate their flexibility,”says
                                                                                                                                       CanadExport September 4,2001

Internet (1%). And with China’s immi-
                                              the decision-making process can often        Tobin, who adds that the company
nent accession to the World Trade
                                              appear to be fluid to a foreigner due        would be delighted to work with
Organization,growth of the telecommu-
                                              to the lack of transparency, and regu-       CCC again.
nications sector can only be expected
                                              latory challenges abound.Therefore                For more information, contact
to accelerate.This growth is producing
                                              Canadian companies are advised to            Norman Tobin, Account Executive,
a robust domestic industry there.
                                              either partner with a Chinese firm via       tel.: (709) 579-8751, fax: (709) 579-
Yet all is not golden                         technology transfer or equity influx,        9015, e-mail: norman.g.tobin@
China is undergoing significant grow-         or establish their own production/  Web site: www.johnson
ing pains as it transforms from a planned     distribution facilities in China.                                                    9
                                                                                                          THE EUROPEAN ADVANTAGE

                                                                             hen it comes to the Inform-     What’s ahead?                               insight into Czech business practices,
                                                                             ation and Communication         Despite the decline in the global ICT       market characteristics and strategies,
                                                                             Technology (ICT) market in      market, experts agree that further          as well as legal, financial and import
                                                                  the Czech Republic, there’s plenty to      growth in the Czech telecommunica-          procedures. The type of partner
                                                                  talk about. The country boasts one         tions market is assured. The value of       needed will vary depending on the
                                                                  of the highest ratios of ICT spending      the market is expected to reach             enterprise involved, but in general,
                                                                  to GDP in the region (2.9%), as well as    US$3.27 billion by 2004,with the fixed-     companies should select a local
                                                                  the highest penetration of mobile          line market expanding to US$1.52 bil-       agent, representative or distributor
                                                                  phones, making it one of Central           lion and the mobile services market         using the same criteria that apply in
                                                                  Europe’s top ICT markets. In fact,         rising to US$1.75 billion during 2001.      Canada.
                                                                                                                                                         Who’s who in Czech ICT
                                                                  Making the right connection                                                            Major companies from Germany,
                                                                                                                                                         the Netherlands, France, the U.K.,

                                                                  The Czech ICT market
                                                                                                                                                         Scandinavia, and the U.S. are already
                                                                                                                                                         present in the Czech Republic. Top
                                                                                                                                                         companies in the telecommunica-
                                                                                                                                                         tions sub-sector include KPN Royal
                                                                                                                                                         Dutch Telecom, RWE Telliance,
                                                                                                                                                         TeleDanmark,GTS (Global TeleSystem),
                                                                  spending levels are approaching                A number of market conditions           Atlantic West,TIW, C-Mobil, Nokia,
                                                                  those of most Western European             will affect this future expansion, the      Erickson and Siemens.
                                                                  countries, reaching US$151 per capita      most notable of which is the rising             Telecom Austria, Nextra, Star One,
                                                                  in 1999.                                   demand by the Czech population for          Tiscali,TeleDanmark are all top players
                                                                  Market overview                            ICT services, including Internet access.    in the Internet.
                                                                  The value of the ICT market reached        With the growing trend among enter-             Libra,Vikomt, AT Computers,
                                                                  US$1.56 billion in 1999, marking an        prises to use networks for sharing          Microsoft, Novell, Linux, SAP, Minerva,
                                                                  annual growth rate of just under 7%.                                                   Oracle, Intentia, Navision Software,
                                                                  This rate was expected to almost dou-                                                  GEAC, Celestica are major suppliers
                                                                  ble in 2000 with spending anticipated                                                  of ICT hardware and software.
                                                                  to climb to US$1.75 billion. While                                                     Useful Web sites
                                                                  much of this growth derives from
                                                                                                             resources and conducting e-business,        • Czech Invest:
                                                                  more spending on software and ser-
                                                                                                             the demand for packaged application         • Czech Trade:
                                                                  vices, hardware is still the biggest
                                                                                                             solutions is expected to rise. As well,     • Ministry of Industry and Trade:
                                                                  seller on the market. Despite the
                                                                                                             with the current focus on cleaner pro-
                                                                  growing demand for the develop-
                                                                                                             duction, waste management, energy           • Czech and Moravia Electrical and
                                                                  ment of technology solutions, basic
                                                                                                             management, water and wastewater              Electronic Association:
                                                                  hardware accounted for 47% of the
                                                                                                             treatment and climate change issues,
                                                                  overall ICT expenditures in 1999, fol-
                                                                                                             investment in upgrades to the related       • Prague Internet World forum:
                                                                  lowed by services (37.9%) and soft-
                                                                                                             telecommunication and data commu-   
                                                                  ware (15%).
                                                                                                             nication infrastructure will need to        • INVEX, largest ICT fair in Central
                                                                      The Czech Republic is leading the
                                                                                                             increase.                                     Europe:
                                                                  Eastern European mobile communi-
                                                                  cations market as well. Some 40% of            Between 2001 and 2003, the fixed-
                                                                                                             line market will be liberalized and Cesky      For more information, contact Ella
                                                                  the Czech population owned mobile

                                                                                                             Telecom and Ceske Radiokomunikace           Stenroos, Commercial Officer, Cana-
                                                                  phones in 2000, compared to 25% in
                                                                                                             will be privatized. This, combined          dian Embassy, Prague, tel.: (011-42-2)
                                                                  Hungary and Slovakia and 16% in
                                                                                                             with the tender for UMTS licenses in        7210-1862,fax:(011-42-2) 7210-1894,
                                                                  Poland. General Packet Radio Service
CanadExport September 4,2001

                                                                                                             2001, will pave the way for a more          e-mail: ella.stenroos@dfait-maeci.
                                                                  (GPRS) technology has already arrived
                                                                                                             competitive ICT environment in the Web site: www.dfait-maeci.gc.
                                                                  on the market and a tender for
                                                                                                             Czech Republic.                             ca/~prague
                                                                  Universal Mobile Telephone Service
                                                                  (UMTS) licenses is planned for fall        Choose a partner
                                                                  2001. The country’s newest mobile          Canadian companies should not
                                                                  operator, Canadian-owned Cesky             expect to conduct business effectively
                                                                  Mobil, reports an excellent start to its   in the Czech Republic without a local
                                                                  operations in the country.                 partner. A partner provides vital
                                         THE EUROPEAN ADVANTAGE

       he trade sections of the four       exercise.With 1,257,308 square kilo-      doubt a contributing factor to the
       Nordic Canadian embassies are       metres of rugged Nordic terrain and       national popularity of camping and
       teaming up to help Canadian         thousands of rivers and lakes at their    hiking.
manufacturers of outdoor gear score in     disposal, it’s little wonder that the         For more information, contact:
Finland, Sweden, Norway and Denmark        Scandinavian people — with an             • Tania Groth, Business Development
during Nordic Nexos 2001, to be held       aggregate population of some 24 mil-         Officer, Canadian Embassy, Copen-
November 3–11.                             lion — are very focused on health            hagen, tel.: (011-45) 3348-3239,

Outdoor gear mission to the Nordic countries

Gearing up for Nexos 2001
Nordic Nexos 2001 is aimed primarily       and the outdoors. Indeed, one third           fax: (011-45) 3348-3221, e-mail:
at export-ready outdoor gear manu-         of Swedes belong to some form of    
facturers looking for new markets.         sports association.                           Web site:
The target customers are young — or            In winter, almost everyone is out-    •   Astrid Haaeman, tel.: (011-45)
young at heart — and active, looking       side, either on the slopes cross-coun-        3348-3251, e-mail: astrid.haaeman
for gear and apparel to use when           try or downhill skiing or skating. Long
playing extreme sports or while            distance skating, popular for decades,         Other embassy contacts:
camping, hiking, climbing, canoeing        is attracting a growing number of         •   Maria Stenberg (Sweden), e-mail:
or kayaking. They demand high-             enthusiasts. In summer, the region’s
quality merchandise — and are willing      waterways offer opportunities for         •   Johan Nyman (Finland), e-mail:
to pay the price.                          sailing, kayaking and canoeing.     
     The trade sections of the embassies   Swedish law even stipulates that all      •   Bjorn Hansen (Norway), e-mail:
in each of the four host countries will    land must be freely accessible, no  
be working hard to encourage part-
nership opportunities for Nexos par-
ticipants. In addition to the organized    Contract awarded
tour program, they will be setting up
hospitality functions, introducing
                                           JAKARTA OPENING PAINTS ROSY FUTURE FOR BÉTONEL
individual companies to appropriate
                                           Montreal-based Bétonel Ltée and
outdoor reps and arranging cus-
                                           Indonesian partner P.T. Putramataram
tomized visiting programs.
                                           Coatings International opened their
     Highlights of the tour include a
                                           first branch last May in Jakarta.The
Sport (Ski) Expo in Helsinki and the
                                           new venture Bétonel Indonesia hopes
Banff Mountain Film festival in
                                           to expand to over 20 stores across
Copenhagen where a booth may be
                                           Indonesia (target market size 20 mil-
available to display Canadian gear.
                                           lion people), generate about $1 mil-
     Pre-mission assessments of prod-
                                           lion in revenue and sell around
uct potential in Finland, Sweden,                                                                                                                      
                                           25,000 gallons of paint per store.
Norway or Denmark are available by
                                           That’s enough paint to cover the Eiffel
contacting the individuals listed below.
                                           Tower entirely 40 times, each store
As well, information regarding poten-
                                                                                                                                  CanadExport September 4,2001

                                           twice. Canada’s former Ambassador
tial PEMD sources of financial assis-
                                           Ken Sunquist, who officially opened
tance to help companies attend the                                                   Ambassador Ken Sunquist (left) officiating
                                           the new store, lauded the partners for
mission is posted at www.infoexport.                                                 at the opening with Bétonel Indonesia
                                           their confidence in the Indonesian        President Freddy Pankey. or can be ob-
                                           consumer market. He also high-
tained from a local ITC representative.
                                           lighted the fact that Canadian invest-    Paul Desjarlais,Bétonel,tel.: (514) 277-
Scandinavia — a lot like Canada            ment in Indonesia has returned to         2095, Web site :
In Scandinavia, as in Canada, the out-     pre-crisis levels over the past year.     or the Canadian Embassy, Jakarta,
doors is a natural arena for sport and         For more information, contact         e-mail:
                                                                                                                 A YEN FOR JAPAN

                                                                                                                                                             to have what we have in Canada.They

                                                                           ingered carrot consommé with smoked salmon and spiced shrimp roll,
                                                                           warm salad of Flintshire Farms pheasant, pecan-crusted rack of Ontario            loved our products.”
                                                                           pork loin with winter fruit stuffing and apple-cidre jus... These were a              The chefs’ appreciation for Cana-
                                                                  few of the exquisite menu items of the five-course gala dinner, featuring Cana-            dian foods and wines has significant
                                                                  dian foods and wines, that was prepared by a team of Ontario and Japanese chefs            implications for Canadian export
                                                                  working together at the Niagara Culinary Institute of Niagara College this April.          opportunities. “They’re like rock stars
                                                                  The enthusiastic response of the Japanese chefs, winners of the 8th annual                 in Japan,”says Hand of Japanese
                                                                  Canadian Culinary Cup, brought ample — and tangible — evidence of the                      chefs. “They have such a high profile
                                                                  exportability of Canadian foods and wines.                                                 that if they adopt a certain product,
                                                                                                                                                             its popularity will spread and it will
                                                                  Niagara “learning holiday”                                                                 sell quickly.”
                                                                                                                                                                 In fact, during the week, the Senior

                                                                  JAPANESE CHEFSGETYEN
                                                                                                                                                             Chef of the AJCA made arrangements
                                                                                                                                                             to have Flintshire Farms’ pheasant
                                                                                                                                                             used in this fall’s Culinary Cup, and
                                                                                                                                                             the chefs asked for more information

                                                                  FOR CANADIANFOODS
                                                                                                                                                             on whitefish — a product with sur-
                                                                                                                                                             prise export potential.
                                                                                                                                                             Program forges international ties
                                                                                                                                                             This year is Niagara College’s first year
                                                                                                                                                             hosting the “learning holiday”portion
                                                                  Accompanied by Senior Chef Tokio             “I had bought products I thought
                                                                                                                                                             of the Culinary Discoveries Program —
                                                                  Kamimura of the All Japan Cooks           we’d use, and roughly planned the
                                                                                                                                                             participation that dovetails well with
                                                                  Association (AJCA), the three contest     menu, but the other Institute chefs
                                                                                                                                                             the College’s own international involve-
                                                                  winners — Chef Masahiro Fujita of         and I let the Japanese chefs take the
                                                                                                                                                             ment:it has managed and co-ordinated
                                                                  the Royal Hall Yokohama, Chef Hitoshi
                                                                                                                                                             projects in over 30 countries over the
                                                                  Nishimiya of Tokyo’s Royal Park Hotel,
                                                                                                                                                             past six years, and signed agreements
                                                                  and Chef Ms.Sumie Shinohara,Chief of
                                                                                                                                                             on the Team Canada Trade Mission to
                                                                  the teaching staff at the Tokyo Seishin
                                                                                                                                                             Beijing, Shanghai and Hong Kong this
                                                                  Cooking College — arrived in Ontario
                                                                                                                                                             past February.
                                                                  on April 21 for their contest prize, a
                                                                                                                                                                 “We see education as a highly mar-
                                                                  week-long “learning holiday,”hosted
                                                                                                                                                             ketable commodity,”explains Martha
                                                                  by the Niagara Culinary Institute at
                                                                                                                                                             Casson,Vice-President of Enterprise
                                                                  Niagara College, in Niagara Falls.        The team of Japanese guest chefs and chefs       and Student Services. “This celebration
                                                                      The three chefs were the finalists    from Niagara Culinary Institute show off their   of culinary success, married with the
                                                                  in the 8th Annual Canadian Culinary       Gala Dinner dessert.From left to right: Mary
                                                                                                                                                             showcasing of Canadian food and
                                                                  Cup, held in Tokyo last October by the    Moore,Sumie Shinohara,Vincenza Smith,
                                                                                                            Masahiro Fujita,Tokio Kamimura,Mark Hand         wine, is one more way for us to forge
                                                                  Canadian Embassy in Japan in con-
                                                                                                            and Hitoshi Nishimiya.                           international relationships.”
                                                                  junction with the AJCA.The Cup is part
                                                                                                                                                                 For more information, contact Kyla
                                                                  of the Department of Foreign Affairs      lead so that it was their presentation,
                                                                                                                                                             Pennie,International Projects Specialist,
                                                                  and International Trade (DFAIT)’s         their flavour,”explains Mark Hand,
                                                                                                                                                             Niagara College, tel.: (905) 735-2211,
                                                                  Culinary Discoveries Program, which       Corporate Chef and Food and
                                                                                                                                                             ext. 7805, fax: (905) 735-2413, e-mail:
                                                                  is successfully promoting Canadian        Beverage Manager of the Niagara
                                                                                                                                                    Web site:
                                                                  agri-food and beverage products to        Culinary Institute, who spent the

                                                                                                                                                    or Robert Lazariuk,
                                                                  the Japanese market.                      entire week with the Japanese guests,
                                                                                                                                                             Japan Division, DFAIT, tel.:(613) 992-
                                                                  Niagara culinary attractions              both in and out of the kitchen.
                                                                                                                                                             6185, fax: (613) 944-2397, e-mail:
                                                                  The jam-packed week included tours        Tangible proof of export potential     
CanadExport September 4,2001

                                                                  of local farms and wineries; product      The week proved to be a learning
                                                                  presentations from Canada Pork Inter-     experience for not only the Japanese
                                                                  national, the Ontario Commercial          participants, but also the Canadians.
                                                                  Fisheries Association and Flintshire      “I had a preconception that our prod-
                                                                  Farms of Kingston; and gourmet meals      ucts wouldn’t be as good as theirs,”
                                                                  at well-known local restaurants.The       admits Hand.“But watching the faces               Providing valuable step-by-step procedures
                                                                                                                                                              by experienced trade experts on how to do
                                                                  week culminated with the gala dinner,     of the chefs as I showed them the                         business around the world.
                                                                  served — to standing ovation — at         produce we would be working with
                                                                                                                                                                Call 1-800-561-3488 or visit
           12                                                     the Institute’s Kerrio Room.              made it very clear that we are blessed
                                                TRADE MISSIONS

SOUTHEAST ASIA — November 4-16,              gas reserves of 81.7 trillion cubic      conversion and transmission, and
2001 — Take advantage of an excel-           feet, with planned investments of        plans exist to construct a pipeline
lent opportunity to explore the oil and      over US$13 billion in the oil and        through Southeast Asia to supply
gas market in Southeast Asia by taking       gas industry in 1998-2003.               China and India.
part in a trade mission this fall. This
area contains some of the richest and
most extensive oil and gas deposits
                                           Oil and gas
on the planet.The mission will be
anchored by ASCOPE 2001 (Novem-
ber 5-8) <>
in Kuala Lumpur — a large national
                                           Trade mission to
                                           Southeast Asia
petroleum exhibition and conference
that is held only once every four years.
    After ASCOPE, the mission pro-
ceeds to Bandar Seri Begawan, the
capital of Brunei, and then to Jakarta,
Indonesia. At each destination, the        • BRUNEI (Nov 11-12) has two Cana-           For more information or to find
Canadian companies will participate          dian oil and gas joint ventures        out about financial assistance that
in a series of matchmaking and net-          already operational. Opportunities     may be available,contact Barbara Tink,
working events and meetings with             exist for downstream processing        Trade Commissioner, Southeast Asia
key local officials and Canadians with       of oil and gas products and sales      Division, DFAIT, tel.: (613) 992-0959,
experience in the market.                    of oil production equipment and        fax: (613) 944-1604, e-mail: barbara.
    This mission offers a variety of         machinery.                    Web site:
opportunities:                             • INDONESIA (Nov 13-16) requires
• MALAYSIA (Nov 4-10) has proven             technologies for natural gas

Trade mission to India                     — Continued from page 1
                                                                                    the priority sectors listed above and
                                                                                    are often realized through joint ven-
Energy: oil and gas; hydro                 sales related to the construction of     tures, with initial introductions fre-
Recently, NOVA Chemicals of Calgary        highways in India, Mississauga-based     quently made through the Commercial
entered into new technology licensing      Chalmers Suspension International        Counsellor at the Canadian High
agreements with Reliance Industries        Inc. and Jaycee Coach Builders Ltd.      Commission.
and the Gas Authority of India Ltd.,       of Chandigarh have formed a joint            This mission is an excellent oppor-
collectively worth upward of US$50         venture to manufacture hi-tech           tunity to introduce participants to the
million. In addition to a $3.2 million     rubber spring suspensions systems.       vibrant Indian market while promot-
contract with the Gas Authority of         CANAC of Montreal is pursuing the        ing Canadian products, services and
India Limited (GAIL) in 1997, Calgary-     Indian railway safety market.            technologies. Members of the busi-
based Global Thermoelectric Inc. was                                                ness delegation will have the oppor-
                                           Environment                              tunity to strengthen local business
awarded a follow-on contract with          R.V. Anderson Associates Limited of
GAIL valued in excess of $19 million.                                               partnerships, meet new clients, en-
                                           Toronto has been awarded an $8 mil-      hance their companies’ overall visi-
SNC-Lavalin, a long-time participant       lion World Bank funded contract to
in the Indian power sector, continues                                               bility in India and bring business
                                           undertake a two-and-a-half-year          agreements to fruition.
to actively pursue hydro projects as do    study of the sewage operation and            For more information, visit:
GE Hydro of Montreal and Foundation        maintenance system of Mumbai.
Company of Scarborough.Collectively,                                       or call (613)
                                           Approximately twenty other Cana-         995-2194.
Canadian companies account for             dian companies, such as Vaughan
                                                                                                                              CanadExport September 4,2001

10 percent of installed hydro-electric     Engineering of Halifax and ADI
capacity in India.                         Engineering of Fredericton, have
Transportation and infrastructure          ongoing or completed environment
International Road Dynamics of             projects in India.The total market for
Saskatoon, a producer of traffic man-      environmental products is estimated
agement and monitoring systems,            at US$ 3.1 billion and is expected to
has secured contracts for automated        increase to US$ 7 billion by 2010.            1-888-811-1119
toll audit systems.While Dynaire of        And so much more...                 
Richmond B.C. is pursuing equipment        Opportunities in India far exceed                                                                13
                                                                                                                   TRADE MISSIONS

                                                                          ecretary of State (Asia Pacific)    franchising events: Franchise Asia       The Canadian Embassy in Manila has
                                                                          Dr. Rey Pagtakhan invites Cana-     2001 in Manila from September 12-        prioritized this sector because of the
                                                                          dian franchisers to participate     16 and Global Franchising 2001 in        potential for Canadian companies.
                                                                  in a franchising trade mission to           Singapore from September 19-21.              Singapore’s franchising market
                                                                  Southeast Asia which he will lead           The dovetailing of these two trade       also reflects this phenomenal growth
                                                                  from September 12-21, 2001.                 shows will give participants an oppor-   and provides the additional benefit of
                                                                                                                                                       attracting franchisees from Indonesia
                                                                  Franchising trade mission to                                                         and Malaysia.The Canadian High
                                                                                                                                                       Commission is ensuring that the

                                                                  the Philippines and
                                                                                                                                                       mission participants lock into the
                                                                                                                                                       sectoral growth in the region.
                                                                                                                                                           The Department of Foreign Affairs
                                                                                                                                                       and International Trade (DFAIT) and
                                                                                                                                                       Agriculture and Agri-Food Canada

                                                                  Canada is a global franchising player,      tunity to assess the Southeast Asian
                                                                                                                                                       (AAFC) have organized Canada Pavi-
                                                                                                                                                       lions at both trade events to showcase
                                                                                                                                                       Canadian participants and are fully
                                                                                                                                                       committed to supporting this mission.
                                                                                                                                                           More information about the trade
                                                                                                                                                       shows is available at Franchise Asia
                                                                  second only to the United States.           market and to develop regional mar-      2001/Manila: www.franchiseasia2001.
                                                                  Canadian franchisers have found a           ket knowledge and contacts, poten-       com and Global Franchising 2001/
                                                                  firm and lucrative foothold in              tially forming partnerships in the       Singapore:
                                                                  Southeast Asia, and companies like          regional business community.                 For more information, contact Jai
                                                                  Beavertails, Saint Cinnamon, Cinzeo,            Franchising in Southeast Asia is     Mathu, Senior Trade Commissioner,
                                                                  Yogenfruz and Country Style Donuts          taking off. In the Philippines alone,    Southeast Asia Division, DFAIT, tel.:
                                                                  are already reaping the rewards of          the number of franchises has expanded    (613) 995-7659, fax: (613) 944-1604,
                                                                  their vision.                               from around 50 in 1994 to over 500
                                                                      Participants in the mission will take   today. A quarter million visitors are
                                                                  part in Asia’s two major international      expected to visit Franchise Asia 2001.

                                                                  Export Awards                 — Continued from page 1
                                                                                                                                                       • Entrust Technologies Inc., Ottawa
                                                                                                                                                       • Lakefield Research Limited,Lakefield
                                                                  “This year’s finalists are certainly con-   Canadian Manufacturers & Exporters.      • Normerica Inc.,Toronto
                                                                  tinuing this tradition, having distin-         The finalists for 2001 from East to   • Northern Digital Inc.,Waterloo
                                                                  guished themselves in the knowledge-        West are:                                • Open Text Corporation,Waterloo
                                                                  technology, food, manufacturing and         NEWFOUNDLAND                             • Teknion Corporation,Toronto
                                                                  service industries.”                        • Grand Atlantic Seafoods, St. John’s    • The Pressure Pipe Inspection
                                                                      Minister Pettigrew also acknowl-        NOVA-SCOTIA                                Company Ltd., Mississauga
                                                                  edged the involvement of sponsors           • Mermaid Theatre of Nova Scotia,        • Wescam, Burlington
                                                                  in the 2001 Canada Export Awards.             Windsor                                SASKATCHEWAN
                                                                  “The sponsors’ commitment enables           • The Shaw Group Limited, Halifax        • Kitsaki Meats Limited Partnership,
                                                                  us to celebrate the achievements of

                                                                                                              NEW BRUNSWICK                              La Ronge
                                                                  our exporters and to further encour-
                                                                  age Canadian firms to expand their          • Spielo Gaming International,Dieppe     ALBERTA
                                                                  activities on export markets,” said         QUEBEC                                   • Alterna Technologies Group Inc.,
CanadExport September 4,2001

                                                                                                              • Accessair Systems Inc.,Ste.Catherine     Calgary
                                                                  Mr. Pettigrew.
                                                                      The following sponsors will join        • Fieldturf Inc., Montreal               • Global Thermoelectric Inc., Calgary
                                                                  the Department of Foreign Affairs and       • Groupe ADF Inc.,Terrebonne             • Matrikon Inc., Edmonton
                                                                  International Trade in celebrating the      • LAUZON, Distinctive Hardwood           • SMART Technologies Inc., Calgary
                                                                  success of Canadian firms: Export Dev-        Flooring, Papineauville                BRITISH COLUMBIA
                                                                  elopment Corporation (EDC), Pratt &         • R/D Tech Inc., Quebec City             • Fincentric Corporation, Richmond
                                                                  Whitney, Canada Economic Develop-           • Thorburn Equipment Inc., Pointe-          For more information on the
                                                                  ment for Quebec Regions, Sun Life             Claire                                 2001 Canada Export Awards, visit:
             14                                                   Financial, the National Post, and           • VisuAide Inc., Longueuil     
                                      TRADE FAIRS/CONFERENCES

Upcoming trade shows and conferences                                                  Come and meet us!
For the full details on the following events, see Canadexport on-line at /canadexport and click on either “Trade Fairs and
Missions” or “Conferences/Seminars/Meetings.”
TORONTO,ONTARIO — September 19,           transportation; agriculture and food
2001 — The second Canada–Colombia         sectors. Last year’s event attracted
Business Forum, hosted by the Cana-       1,400 exhibitors from 62 countries
dian Council for the Americas and         and 200,000 visitors.
the Canada–Colombia Chamber of
Commerce, is a follow-up to last          CAIRO,EGYPT — November 6-9,2001 —
year’s highly successful event held in
Bogotá. The Canadian and Colombian
                                          The Middle East Power and Energy
                                          Exhibition and Conference (ELECTRIX)
                                                                                        Export opportunities:
Ministers for International Trade are     is the leading annual electrotechnical,           Let us handle the
scheduled to attend.                      power, solar and renewable energy                   introductions
                                          event in the Middle East and North
VANCOUVER, B.C. — October 11-12,          Africa.                                       The Canadian Trade Commissioner
2001 — The second annual Asia Pacific                                                   Service is a network of 500 profes-
Summit, organized by the Asia Pacific     CHICAGO, ILLINOIS — November 11-              sionals working in more than
Foundation of Canada, will offer          13, 2001 — The Private Label Manu-            130 cities around the world. We
insights into the challenges of doing     facturers Association (PLMA) Show             help Canadian companies like
business in Asia and the best strate-     is the premier annual exhibition for          yours to explore new markets
gies for this dynamic region. On hand     North America’s private label grocery         and increase their exports.
will be business leaders, senior policy   products trade.                                  Members of the Canadian
makers, ambassadors and research                                                        Trade Commissioner Service from
experts from both sides of the Pacific.   ANTOFAGASTA, CHILE — November                 the United States, Latin America,
                                          20-24, 2001 — Exponor 2001, a major           Europe,Middle East and the Asia
BEIRUT, LEBANON — October 13-17,          international mining trade show, will         Pacific region will be attending
2001 — The Eighth Business Forum          take place in the heart of Chile’s mining     the Aerospace Industries
to precede the Summit of the Heads        region.                                       Association of Canada’s Annual
of State of La Francophonie will bring                                                  General Meeting (
together 800 business people from         PADOVA, ITALY — November 28-                  about/calendar/events.Annual
over 55 countries in the Francophone      December 1, 2001 — Bionova is the             General.html) in Toronto, Sep-
economic sphere.                          only Italian exhibition dedicated to          tember 30-October 1,2001. Meet
                                          health-related biotechnology and              them and learn about export op-
LEIPZIG,GERMANY — October 24-28,          bioengineering.The Canadian                   portunities for aerospace products
2001 — The Leipzig Construction Fair      Consulate General in Milan is plan-           and services in foreign markets.
(BauFach) is one of Europe’s leading      ning a number of activities to pro-              For more information,
building shows and covers the entire      mote partnering of Canadian and               contact Mark Richardson at
range of products, technologies, and      Italian and international biotech com-        (613) 996-3644 or e-mail
services involved in residential, com-    panies. Deadline for registration:  
mercial and industrial construction.      September 30.                                    Access our aerospace industry                            
Germany accounts for over 25% of                                                        market reports and network of
European construction volume,             ROTORUA,NEW ZEALAND — March 12-               professionals at:
making it Europe’s largest market for     16, 2002 — The Forest Industries
                                                                                                                               CanadExport September 4,2001

housing and building products. (For a     International Conference and
detailed list of trade shows in Germany   Exhibition is New Zealand’s largest
until 2002, see www.infoexport.gc.        forest industry event. New Zealand is       TORONTO, ONTARIO — April 17-19,
ca/canadexport)                           becoming an international leader in         2002 — The Chinese Business Expo
                                          plantation forestry, and the industry       and Conference, the first such trade
HAVANA,CUBA — October 28-Novem-           will need to invest heavily in new pro-     event in Canada, is a follow-up to the
ber 4,2001 — Cuba’s largest trade fair,   cessing facilities, which means oppor-      2001 Team Canada mission to China,
the Havana International Trade Fair       tunities for Canadian manufacturers         and will highlight opportunities for
(FIHAV), is multisectoral and includes    of forestry and wood processing             trade with China and for investment
the tourism; power and electricity;       machinery.                                  or business development in Canada.                   15
                                                                                                                             TRADE FAIRS

                                                                  Upcoming cultural events
                                                                  VISUAL ARTS                                      VANCOUVER, BRITISH COLUMBIA —
                                                                  BERLIN, GERMANY — October 3-7,                   September 26 - October 12, 2001—
                                                                  2001 — Art Forum Berlin is one of the            The 16th Annual Vancouver Interna-
                                                                  most avant-garde international art fairs.        tional Film Festival and Trade Forum                       PROGRAM FOR
                                                                                                                   attracts some of the world’s leading                         EXPORT MARKET
                                                                  TORONTO,ONTARIO — October 11-15,                 experts on film and television. 135,000                    DEVELOPMENT (PEMD)
                                                                  2001 — The Toronto International Art             people are expected to attend 400
                                                                                                                   screenings of 300 films from over

                                                                  Fair will feature Impressionist art as well                                                                  EMD provides the follow-
                                                                  as focus on the latest developments in           50 countries.                                               ing financial assistance to
                                                                  the international art scene.                     CONTEMPORARY CRAFTS
                                                                  FILM,VIDEO,TELEVISION AND                        CHICAGO,ILLINOIS — October 4-7,2001                1. market development strategies
                                                                  BROADCASTING                                     — SOFA Chicago is one of the finest                   (up to $50, 000)
                                                                  TORONTO, ONTARIO — September 6-                  international exhibitions dedicated to             2. new-to-exporting companies
                                                                  15, 2001 — The Toronto International             contemporary decorative and fine art.                 (up to $7,500)
                                                                  Film Festival and Trade Forum is the                                                                3. capital projects bidding (up to
                                                                                                                   MULTIMEDIA                                            $50,000)
                                                                  second largest film festival in the world,
                                                                                                                   MONTREAL, QUEBEC — October 3-5,
                                                                  rivalled only by Cannes, and draws                                                                  For more information, contact
                                                                                                                   2001 — At the 8th Marché International
                                                                  decision makers from around the world.                                                              the International Trade Centre
                                                                                                                   du Multimédia (MIM), IT professionals
                                                                                                                   and policy makers can learn about                  (ITC) in your area or visit our
                                                                  HALIFAX, NOVA SCOTIA — Septem-                                                                      Web site:
                                                                                                                   the latest technologies, build strategic
                                                                  ber 14-22, 2001 — The Atlantic Film                                                                 programs-e.asp
                                                                                                                   alliances, meet investors and establish
                                                                  Festival showcases a collection of short
                                                                                                                   international contacts.                            (See the PEMD announcements
                                                                  and feature length Canadian and inter-
                                                                  national films.This year,the Strategic                                                              in the July 3 and July 16, 2001,
                                                                                                                   BADDECK,NOVA SCOTIA — October 10-                  issues of CanadExport.)
                                                                  Partners Conference (September 15-
                                                                                                                   13, 2001 — The Baddeck International
                                                                  17) will focus on Spain and Latin America.
                                                                                                                   New Media Festival draws a wide
                                                                                                                   range of creators, buyers and sellers of         GUADALAJARA,MEXICO — Novem-
                                                                  CANNES, FRANCE — October 8-12,                                                                    ber 24-December 2, 2001 — The
                                                                                                                   new media content for a weekend in
                                                                  2001 — The International Film and                                                                 Guadalajara International Book Fair
                                                                                                                   the beautiful resort town of Baddeck.
                                                                  Program Market for TV,Video, Cable                                                                (FIL) is the leading publishing event
                                                                  and Satellite (MIPCOM) features                  BOOK PUBLISHING                                  in South and Central America and a
                                                                  content for the television industry.             FRANKFURT,GERMANY — October 10-                  cultural highlight of Western Mexico.
                                                                                                                   15,2001 — The annual Frankfurt Book
                                                                  MONTREAL, QUEBEC — October 11-                   Fair is the largest and most important           For more information, contact the
                                                                  21,2001 — The Montreal International             event in the publishing industry, par-           Arts and Cultural Industries Promotion
                                                                  Festival of New Cinema and New                   ticularly for international rights and           division, DFAIT, tel.: (613) 944-ARTS,
                                                                  Media is a unique event showcasing               licences.Over 120 Canadian publishers            Web site:
                                                                  cinéma d’auteur and digital creations.           and agents will attend.                          arts

                                                                    Enquiries Service                            DFAIT’s Enquiries Service provides counselling, publications, and referral sevices to Canadian

                                                                                                                 exporters.Trade-related information can be obtained by calling 1-800-267-8376 (Ottawa region:
                                                                    944-4000) or by fax at (613) 996-9709; by calling the Enquiries Service FaxLink (from a fax machine) at (613) 944-4500; or by accessing the
                                                                    DFAIT Internet site at
CanadExport September 4,2001

                                                                                                                                                      Return requested
                                                                                                                                                      if undeliverable:
                                                                                                                                                      c/o MDS
                                                                                                                                                      2750 Sheffield Road, Bay 1        Canada Post
                                                                                                                                                      Ottawa, ON K1B 3V9         Agreement Number 40064047


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