tment of F
Next issue will be January 15, 2002
IN THIS ISSUE
Embassy helps Toronto-based computer company
2 Business opportunities
4 The book publishing
market in France
6 The construction sector
Xploring the U.A.E.
t’s just as well Xplore TechnologyR
7 The aerospace sector in
Corp. president and CEO Brian
Romania Groh doesn’t always believe “it’s
8 CCC:U.S.government too good to be true.” If he did, his
business opportunities customers might not have received
computers tailor-made to their needs
and specifications. And Xplore would
not have experienced its phenomenal
10 SPECIAL FEATURE: 500% year-over-year increase in sales
MESSAGE FROM THE thanks to its computers’ instant
MINISTER FOR popularity.
Now a Toronto-based leader in the
rugged mobile computing industry,
Xplore stands to match, or exceed, Xplore’s rugged mobile, wireless pen-based
14 Japan:Home Care and Continued on page 16 – Xploring computer system in action.
15 Hong Kong ICT, Canada’s
gateway to Asia
Tips for Canadian exporters
17 Canada wins Best Supplying international disaster relief
Pavilion at Havana
by Louis Poliquin, a Canadian international procurement consultant based in Washington
Vol.19,No.21 – 18 Upcoming trade shows
December 17,2001 for DFAIT’s Export Financing Division
Modern high-tech gadgets can warn We may not know where or when
us of impending hurricanes, tsunamis, the next disaster will strike, but we
floods or earthquakes, but these devices can take comfort in the certainty
are powerless to repair the damage that governments and the interna-
caused by these cataclysmic events tional aid community are ready to
or by global conflict. No product yet take immediate, concerted action.
devised can match the capacity of our They are standing by, prepared to
international aid network to mitigate send pre-identified and pre-positioned
disaster and alleviate the resulting supplies into a crisis situation, with
human suffering. Continued on page 3 – Disaster
Department of Foreign Affairs Ministère des Affaires étrangères
and International Trade et du Commerce international
International Business Canadian partners to join in the
For more information, visit the
ENMAN Web site at www.enman
group.com Contact Tom Bearss,
Counsellor (Commercial), Canadian
High Commission in Trinidad and
Tobago, fax: (1-868) 628-2576, e-mail:
quoting case no. 010810-03787.
JORDAN — Switching Gear,Capacitor At Qatrana: (a) construction of a (Notice received from the Canadian
Banks and Ancillary Equipment — new three-diameter 400-kV substation, High Commission in Trinidad and
The National Electric Power Company each diameter having two bays with Tobago.)
(NEPCO) is calling for tenders (tender three circuit breakers (2,500 A 1-1/2
no. 23/2001) for turnkey solutions open terminal); (b) extension of IBOC trade opportunities — find out
at Amman North, Amman South and the existing 132-kV open-terminal more at www.iboc.gc.ca
Qatrana 400/132/33 kV substations, double-bus bar substation to accom-
to be carried out under a single modate two incoming transformer
contract. circuits; (c) 4 x 20 MVAR 33-kV capac-
At Amman North: (a) extension to itor banks.
existing 400-kV capacity by addition At Amman South: supply and
of a new diameter with two bays and installation of 2 x 20 MVAR 33-kV
three circuit breakers (2,500 A 1-1/2 capacitor banks.
open terminal); (b) construction of a Scope of the work includes design,
new 15-switch bay, double-bus bar manufacture, factory testing, packing,
type GIS 132 kV, 2,500 A substation; on-site delivery and off loading, Managing Editor: Louis Kovacs
(c) 2 x 20 MVAR 33-kV capacitor installation, relevant civil and electro- Editor: Julia Gualtieri
banks. mechanical engineering work, com- Layout: Yen Le
missioning and warranty. Cost of bid Circulation: 70,000
Telephone: (613) 992-7114
documents:US$2,000.Tender security: Fax: (613) 992-5791
JD650,000 [C$1.00 = 0.442 Jordan E-mail: email@example.com
Dinars] bank guarantee for 180 days Internet:
from the tender closing date. Closing Extracts from this publication may be
date: January 15, 2002. For bid doc- reproduced for individual use without
uments, contact M. Azzam, Managing permission, provided the source is fully
acknowledged. However, reproduction
Director, Procurement Dept., National of this publication in whole or in part
Electric Power Company, Zahran for purposes of resale or redistribution
Street, 7th Circle, Jabal Amman, P.O. requires written permission from
Box 2310, Amman, Jordan, 11181, CanadExport is published twice
tel.: (011-962-6) 585-8615, fax: monthly, in English and French, by the
International Business (011-962-6) 581-8336. Contact Department of Foreign Affairs and
International Trade (DFAIT),
Opportunities Centre Hala Helou, Senior Commercial Communications Services Division (BCS).
Officer, fax: (011-962-2) 567-3088, CanadExport is available in Canada to
As Team Canada Inc’s Sourcing e-mail: firstname.lastname@example.org interested exporters and business-
Centre, the International Business
oriented people. For a print subscription,
Opportunities Centre (IBOC) quoting case no. 011025-04854. call (613) 996-2225. For an e-mail
matches business opportunities (Notice received from the Canadian subscription, check the CanadExport
from around the world with the
business interests of Canadian
Embassy in Amman.) Internet site above.
CanadExport December 17,2001
exporters, particularly small and For address changes and cancellations,
medium-sized enterprises. IBOC simply send your mailing label. Allow
GUYANA — Guyana Hydroelectric four to six weeks.
offers a value-added service to
trade commissioners by directly Power Generation and Utilization — Mail to:
contacting Canadian companies Trinidad-based ENMAN Services CanadExport (BCS)
about foreign trade leads. Department of Foreign Affairs
Limited will be leading a consortium and International Trade,
To pursue our international trade of major international companies in 125 Sussex Drive, Ottawa K1A 0G2.
leads, check out our Web site at
www.iboc.gc.ca (particularly the development of a US$1-billion ISSN 0823-3330
our E-Leads® and Web-Leads®). hydroelectric power plant on the
Mazaruni River and is seeking
I N T E R N AT I O N A L F I N A N C I A L I N S T I T U T I O N S
— Continued from page 1 Canada’s NGOs. Each plays a role in post their procurement require-
the utmost speed and efficiency. mitigating the effects of a disaster. ments on-line using the MERX
The humanitarian aid business is a (www.merx.cebra.com/) system,
highly specialized one, but the keys to • DFAIT (www.dfait-maeci.gc.ca) — a Public Works and Government
success are the same as for any busi- receives situation updates from Services Canada procurement
ness: being in the right place at the Canadian embassies and consulates tool.
right time, and thoroughly under- which the Foreign Affairs Minister
standing the clients’needs.This report uses to compose a response on • Canadian NGOs — The NGO com-
introduces Canadian exporters to behalf of the Government of munity is a large and disparate
the aid business, and offers practical
guidance for positioning their prod-
ucts in the international aid delivery
Defining disaster relief
Disaster relief is a broad concept,
Canada. The department also acts group of non-profit organizations,
encompassing assistance to survivors
as a liaison between workers in many of which are part of a world-
of natural disasters (e.g. earthquakes
the disaster area, the media and wide network.
and floods) and complex emergen-
the community. The department
cies (e.g. violent conflicts), as well as
does not purchase any equipment In an emergency, most interna-
the resources needed for recon-
or supplies directly. tional NGOs based in Canada, such
struction. It involves the cooperation
as the Canadian Red Cross (www.
of six UN agencies, 200 international
redcross.ca), Care Canada (www.
care.ca) and World Vision Canada
(NGOs) and governments from
(www.worldvision.ca), will route
around the world. Unofficial figures UN Agencies proceeds from their fundraising
place the value of the aid market at
DFAIT Disaster area activities to a central procurement
US$4 billion, with 60-70% of that CIDA
branch which purchases necessary
money spent close to the disaster NGO’s items. All of these NGOs are pre-
pared to purchase Canadian goods
Cash or goods? and services wherever possible.
Experience has taught the interna- The second installment of this
tional aid community a basic lesson: report examines the aid business fur-
making financial contributions to • IFInet (www.infoexport.gc.ca/ifinet) ther, discussing methods of procure-
well-established relief agencies is is a Web site maintained by DFAIT’s ment and introducing various
often the fastest and most efficient Export Financing Division provid- international aid organizations.
way to help the greatest number of ing information on procurement For more information, contact
people. Cash gives aid organizations that is financed by International DFAIT’s Export Financing Division’s
the flexibility to purchase standard- Financial Institutions and United IFI Unit, tel.: (613) 995-7251, e-mail:
ized goods, to get volume discounts Nations agencies which the Trade email@example.com
and to choose where they buy. In the Commissioner Service can help
end, they are concerned with stretch- you pursue. (For the unabridged version, see www.
ing relief dollars and will often pur- infoexport.gc.ca/canadexport and click
chase local goods because it is faster • CIDA (www.acdi-cida.gc.ca) — .)
on “International Financial Institutions” www.infoexport.gc.ca/canadexport
and cheaper to do so and boosts the delivers funding (including funds
battered local economy. for food assistance) to international
NGOs working in the disaster area.
CanadExport December 17,2001
The agency does not purchase any
Canadian companies wishing to sell
equipment or supplies directly.
their goods or services to the inter-
national aid system can start by con-
• DND — deploys an emergency
tacting the Department of Foreign
response team or air transports
Affairs and International Trade (DFAIT), 1-888-811-1119
humanitarian relief items at the
the Department of National Defence
request of the Government of exportsource.gc.ca
(DND), the Canadian International
Canada and other agencies.They
Development Agency (CIDA) and
F R A N C E The Book Pu
With a team of 500 business
professionals in more than 130 cities
around the world, the Trade
A fter four years of decline, the book
market in France stabilized in 1999
Commissioner at a value of $3.3 billion.
Service has the market According to the Syndicat
knowledge you need to National de l’Edition, France’s
succeed in your target National Publishing Union,
book sales in 2000
market. Our Market
increased by an estimated
Research Centre and 6% over 1999.
our offices abroad
have prepared over Market Trends
600 market studies The best-selling book genre
available for free on our in 1999 was general
Web site. These studies literature. This category
will help you identify generated $615.7 million
and represented almost 30%
foreign business oppor-
of the total number of books
tunities and learn more sold that year. Children’s books
about your target market. followed with about 18% of the
total book sales in France. Success in
This is an overview of the market. this sector is due to the evolution of the
For a more in-depth study of this paperback format for children’s books and the
market and for other studies, visit our Web continuing development of new graphics and design,
site. When you are prepared to do business including pop-up and musical books. Comic books are also
widely read in this market. Both the children’s and comic
abroad, you can use our Web site to get in
book sectors are expected to experience strong growth as
touch with our offices around the world and publishers focus on value-added products.
request personalized services electronically.
HELPING YOU LEARN FROM EXPERIENCE. OURS.
THE CANADIAN TRADE COMMISSIONER SERVICE
CanadExport December 17,2001
• Market Prospect • Key Contacts Search
• Local Company Information • Visit Information
• Face-to-face Briefing • Troubleshooting
SER RADE IAN
E Ser OMM
See insert for your Arts and Cultural Industries contacts in Europe.
b lishing Market Over 600 market reports
in 25 sectors available at:
Opportunities Market Access Issues Canadian publishers are encouraged
The sale of foreign translation rights is The potential barriers to this market to enlist the services of an experienced
the most effective way to successfully can be minimized with careful market literary agent to introduce new books
to the French market.
Book Sales by Sector – 1999
The success of a published work in
France highly depends on effective
Genre Market Value % of Market % of Total
advertising and marketing. Foreign
($ millions) Value Books Sold
publishing houses should expect to
make substantial financial commitments
Education 515.5 15.5 16.2
toward marketing their authors in
Science/technical 580.7 16.8 7
France. Foreign publishing firms
Religion 58.7 1.8 1.7
should also expect to invest three to
Spiritual/occult 13.9 0.4 0.4
five years of research and marketing
Encyclopedias and dictionaries 386.6 11.7 2.6
before experiencing any success in
General literature 615.7 18.6 28.7
Current affairs 79.5 2.4 1.8
Art 151.1 4.6 2.1
Children’s books 293.1 8.8 17.6
To learn more about this market, read
Comic books 134.7 4.1 4.1
The Book Publishing Market prepared
Directories (e.g., telephone books) 27.9 0.8 0.5
by the Market Research Centre. You
Practical books 484 14.6 17
can access this report and hundreds of
Other 1.9 0.1 0.1
others free at the Trade Commissioner
Total 3343.3 100 100
Service Web site:
Source: Syndicat National de l’Edition. Statistiques France 1999, 2000 www.infoexport.gc.ca
penetrate France’s book research and www.infoexport.gc.ca
publishing market. exploration, sensitivity
Translations are very strong
in France, and the transla-
to local conditions and
requirements, extensive Could this be your market?
tions that sell best are those
that originate in the English
work on costs and
pricing, and good
Complete report at
language. In 1999, almost 70% of follow-up. Legal www.infoexport.gc.ca www.infoexport.gc.ca/canadexport
translation rights acquired by leading representation is
publishers were English-language strongly recommended
books (969 titles out of 1090). for Canadian
CanadExport December 17,2001
Canadian authors, such as publishers looking to
Margaret Atwood and Robertson sell foreign rights to The Book Publishing Market
Davies, have had enormous success French publishers.
selling French translations of their works
in the French market. The new title The French market is
output in fiction for 2001 is expected very discerning and is Access our market studies
to consist of English-language heavily influenced by
translations. brand loyalty.
Published by the Trade Commissioner Service Marketing Division (TCW)
THE EUROPEAN ADVANTAGE
basement, constructed using high-
Back on firm ground quality building, insulation and roof-
ing materials. Construction standards
are high because the average Swiss
home-owner, who tends to “stay put” ,
expects this quality.
While not essential, a local partner
sector in Switzerland
firm can come in handy when it comes
to understanding and anticipating
Public tenders for federal, cantonal
and municipal projects are published
daily in the Schweizerisches
oom times are back again for the Swiss construction industry after a Handelsamtsblatt (SHAB). SHAB also
decade during which 800 construction companies closed their doors publishes calls for tenders for pro-
and the number of jobs in the core sector fell from 166,000 to 96,000. jects abroad.
Now, supported by growing private and public sector investment, the construc- Although Switzerland is not a
tion industry in Switzerland is on a firm footing once more. member of the EU, it has adopted
most of the EU’s standards and regu-
Market overview The average Swiss home owner is lations and, thanks to recent bilat-
Following a lingering depression not particularly mobile and likes to eral agreements, enjoys almost full
that lasted almost a decade and saw settle down, preferring home renova- access to the Union.
housing starts and construction pro- tion to relocation. Considering that
jects exceed demand,the construction 33% of all construction activity in the Major competition
industry in Switzerland is building private sector (and 55% in the public Competition arises mainly from Swiss
again. Since mid-1999, consumers sector) can be attributed to upgrad- firms and from other European
have begun to spend more and the ing Switzerland’s aging buildings, a countries, primarily Germany. Calls
core construction sector has gener- mini-boom can be expected in the for tenders are, however, open to
ated an estimated annual turnover do-it-yourself (DIY) market. Large DIY any qualified bidders.
of 14 billion Swiss francs (Sfr) retail markets are in all major Swiss Trade shows
[C$1.00 = 1.036 Sfr], or closer to cities, catering to home owners who Trade shows are an excellent way for
20 billion Sfr including sub-trades. prefer to tackle minor renovations Canadian companies to evaluate
The public sector (federal, cantonal themselves. market potential, identify partners
and municipal) is spending again and build relationships in the Swiss
too, pouring money into major infra- construction market. Swissbau (www.
structure projects, such as airport swissbau.ch), one of Europe’s leading
expansions and upgrades to rail- Opportunities construction industry events, takes
ways and highways. Opportunities exist for competitively place annually in Basel and focuses
Two trends are worth noting. priced, high-quality niche products in on different sub-sectors each year.
First, investment into below-ground all sub-sectors. Specialities of interest Other popular trade shows in
projects such as tunnels has increased include timberframe construction, the industry include BAU (www.
from 33% to 47% over the last de- density boards, inner- and outer- bau-muenchen.de) in Munich and
cade, and second, civil engineering- panelling, window frames (e.g. BATIMAT (www.batimat.com) in
related activities are becoming more hemlock), garage doors, staircases, Paris.
important. construction chemicals, prefabricated For more information, contact
Rent or renovate houses and log homes, insulation Werner Naef, Commercial Officer,
Switzerland has one of the world’s and energy conservation technolo- Canadian Embassy, Bern, tel.: (011-
CanadExport December 17,2001
lowest rates of private home owner- gies, and equipment used for civil 41-31) 357-3206, fax: (011-41-31)
ship, and with good reason: Swiss real engineering, geophysical measure- 357-3210, e-mail: werner.naef@
estate is extremely expensive and ment and exploration. dfait-maeci.gc.ca Web site: www.
Swiss banks require purchasers to canada-ambassade.ch and www.
Market access considerations infoexport.gc.ca/ch
make a 20% down payment on a The typical Swiss building, whether
house.With a three-bedroom home (For the unabridged version, see www.
commercial, industrial or residential, is infoexport.gc.ca/canadexport and click
costing anywhere between 0.5 and built to last. It is a very solid structure,
1.0 million Sfr, renting is often the on “The European Advantage” .)
with all-brick walls and a concrete
6 only remaining alternative.
THE EUROPEAN ADVANTAGE
he Romanian aerospace indus- Five stars in Romanian aerospace in cooperation with Britten-Norman
try is a global supplier of prod- The following companies are industry and BAC 1-11s in cooperation with
ucts and services, ranging from leaders in Romanian aerospace. British Aerospace. The company is
civil and military aircraft and heli- AEROSTAR S.A. — Established in now focusing on aircraft manufac-
copters, to engines, under-carriages and 1953 as an aircraft repair base for the turers in the West, and has become
hydraulic and electronic equipment. Romanian Air Force, this ISO 9001- an important subcontractor for com-
With the demise of the former com- certified, joint-stock company is panies such as Boeing, Bombardier,
munist bloc, Romanian companies now listed on the Bucharest Stock I.A.I., British Aerospace and Britten-
in the aerospace and defence sector Exchange. Strategic alliances with Norman.
are looking to regroup. They now
welcome alliances with overseas part-
ners to help launch new programs —
and keep them aloft.
At present, the aerospace industry in The aerospace
sector in Romania
Romania comprises 11 joint-stock
companies and employs well over
13,000 workers. The country’s aero-
space and defence capabilities span
everything from R&D, manufacturing,
assembly, avionics integration, main-
tenance, repair and overhaul (MRO), foreign partners such as A-E Electronics TURBOMECANICA S.A. — Estab-
to flight testing, certification and S.A. and Aerothom Electronics S.A. lished in 1975, the company manufac-
customer support. show the company means business tures aircraft engines and dynamic
The sector exports 40% of its and is looking for access to advanced systems for helicopters to the highest
output, which amounts to goods and technologies. technical standards. It was the first
services valued at US$100 million. AVIOANE CRAIOVA S.A. — Estab- Romanian company to be granted
Destination markets include the lished in 1972, this ISO9001-certified ISO 9002 certification.
U.A.E.,Vietnam, India, Pakistan, Sudan, company is one of Romania’s major OPIAR
Angola, Ecuador, Hungary, the U.K., suppliers of products and services for OPIAR, [Romanian Aeronautical
Germany, Belgium, France, Italy, the military and civil aircraft. Employers’ Organization] a non-profit,
U.S., Israel, China, Australia, Canada IAR S.A. BRASOV — Established non-governmental organization, was
and South Africa. in 1925, this ISO 9000-certified com- established in 1998 to support and
At present, the domestic market pany was fully modernized in 1968 protect the interests of its member
for aerospace and defence equip- to supply western European compa- companies in the Romanian aeronau-
ment is small, but the decision by nies such as Aerospatiale and Britten- tical industry. OPIAR functions as a
Romania and Bulgaria to join NATO Norman. Since 1970, the company liaison between its members and
will spur defence spending in both of has become the sole Romanian unions, state representatives, and
these countries to meet the manda- manufacturer of both military and legislative and governmental bodies.
tory requirements of the organization. commercial helicopters. The organization is active in develop-
On the civil aviation side,TAROM, The company has recently part- ing policies that foster cooperation
Romania’s national airline, now oper- nered with the French-German and ensure that Romanian companies
ates a fleet of Airbus and ATR aircraft consortium Eurocopter to form remain competitive in the new global
and will likely be privatized by the Eurocopter-Romania. A potential first www.infoexport.gc.ca/canadexport
end of 2001. Several attempts over contract for the new company could For more information, contact
the last few years to privatize other be a two-to-three year deal with the Corina Stanescu,Commercial Assistant,
major Romanian companies such as U.A.E. to sell ten new AS-330 Puma
CanadExport December 17,2001
Canadian Embassy, Bucharest, tel.:
Turbomecanica, Romaero and IAR transport helicopters and upgrade (011-40-1) 307-5093, fax: (011-40-1)
S.A.Brasov have failed. However, 15 more. 307-5015, e-mail: corina.stanescu@
Eurocopter and IAR are in the process ROMAERO S.A. — With 75 years dfait-maeci.gc.ca Web site: www.
of forming Eurocopter-Romania, with of experience in the aircraft industry, dfait-maeci.gc.ca/bucharest
Eurocopter holding 51% of the stock the company has operated as a major (For the unabridged version, see www.
in the new company. Bombardier, aircraft maintenance and repair base infoexport.gc.ca/canadexport and click
Spar Aerospace and Intelcan are since the Second World War. on “The European Advantage” .)
involved in the market as well. Since the early ‘70s, the company
has been manufacturing BN-2 Islanders 7
EXPORT SALES AND CONTRACTING
CCC :U.S.Government SHAPING TRADE
OUR EXPORTERS Commercial
The Canadian Commercial Corporation (CCC)
is an export sales agency of the Government
of Canada providing special access to the
From a presentation by Judy Bradt, Director of Business Development (Aerospace, Defence U.S. defence and aerospace markets and spe-
cializing in sales to foreign governments.
and Information Technology), Canadian Embassy,Washington, D.C. at a special Canadian
Canadian exporters can gain greater access
Commercial Corporation seminar on Doing Business with the U.S. Government held in to government and other markets, as well as
Montreal last November. a competitive advantage, through CCC’s con-
tracting expertise and unique government-
he United States federal govern- terms and conditions under which backed guarantee of contract performance.
ment is the world’s largest cus- vendors are able to offer their goods CCC can facilitate export sales that often
tomer, with an annual budget and services. result in the waiving of performance bonds,
for acquisition contracts alone of advanced payment arrangements and gen-
On-line and front line erally better project terms.
US$200 billion — larger than the total
It is important to research opportuni- When requested, CCC acts as prime contrac-
spending of some countries. tor for government-to-government transac-
ties thoroughly through Web sites and
tions and provides access to preshipment
other methods. But once you have
Three key factors combine to create export financing from commercial sources.
done your homework the most effec-
an ideal environment for conducting For more information,contact CCC, tel.:(613)
tive method of marketing your prod- 996-0034,toll-free in Canada: (800) 748-8191,
business with the U.S. federal govern-
ucts and services is still face to face. fax: (613) 947-3903, e-mail: firstname.lastname@example.org
ment: Canadian supply and capability; Web site: www.ccc.ca
U.S. government demand; and cover- Key points of contact
age by trade agreements, which FirstGov.gov is your starting point and
means that Canadian goods and ser- will bring you to the front door of the only posts opportunities but provides
vices can compete on an equal basis U.S. federal government.This site in- information about doing business
with those of American competitors. cludes links to all federal departments with that specific agency.
and independent agencies. It tells you ARNet.gov (Acquisition Reform
Follow the money Network) is your acquisition library. It
what they are, what they do, how they
One of the good things about selling has links to the FPDC and information
are organized, where to find potential
to the government is that public about acquisition regulations and
customers and what their needs are.
funds are involved and buyers must details you will need to know at all
FedBizOpps.gov is the mandatory
therefore make purchasing informa- stages of the bidding process.
site for all federal agency solicitations.
tion available to the public.Through Federal Acquisition Regulations
As of January 1, 2002, this site will
the Federal Procurement Data Center (FAR) are structured in 53 parts,a num-
replace the Commerce Business Daily
(www.fpdc.gov), you can find data on ber of which are very important to
and is where every U.S. government
past contracts, free of charge, includ- guide you through the various stages
department and agency must post its
ing who spent the money, what they of selling to the U.S. federal govern-
bid notices for every opportunity over
spent it on, who they are, when is the ment.Part 25 deals with foreign acqui-
US$25,000. FedBizOpps also allows
contract going to be let,and so on. sition and provides information about
you to set up a profile so you can
Strategies for buyers choose the goods and services about products and services covered under
It is important for buyers to understand which you would like to be notified the NAFTA or that fall under certain
the range of business options available when there is a solicitation offer. requirements of the Buy American Act.
to the public. Invitations for bid are The Canadian Commercial Corpora- The Canadian Trade Commissioner
CanadExport December 17,2001
becoming less common and relate to tion’s (CCC) U.S. Bid Matching Service Service and Team Canada Inc (www.
situations with strict binding require- (www.ccc.ca) surveys all of the solici- infoexport.gc.ca and www.export
ments for commercial items. On the tations posted on FedBizOpps and source.gc.ca) provide information
other hand, requests for proposal are removes everything that is not cov- about export services and programs
more elaborate and involve a special ered under the NAFTA so you can available to you.
kind of negotiated contract called the access only those opportunities with- Other links on doing business with
General Services Administration (GSA) out restrictions. the U.S.federal government are posted
schedule contract, similar to a Master DoDBizOpps.com is an example on the CCC Web site, www.ccc.ca
Standing Offer, which sets the central of an individual agency site that not
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 email@example.com For all other export
enquiries, call the Team Canada Inc Export Info Service toll-free at 1-888-811-1119.
Revolutionary security software Electramedia was all ready to
launch AccessArmorTM when it
received a call about COMDEX from
the Department of Foreign Affairs
and International Trade (DFAIT). “It
was perfect timing,”says Chato.“The
beauty of a show like COMDEX is
COMDEX award that you’re going to meet a highly
focused, highly targeted audience.”
r. Canoehead lives. Former Frantics Comedy Troupe member Paul
Chato — “Canada’s aluminum-headed crime-fighter” of the 1980s —
is now president of G + A Electramedia, a leading Toronto-based
Web design and development company. But he can’t seem to suppress his talent
for fighting crime – now cybercrime, of course.This November, exhibiting in the
Canada Pavilion at COMDEX Fall 2001, G + A Electramedia unveiled its
revolutionary security software, AccessArmorTM — and then went on to snag the
Best of COMDEX award for Best Security Product.
The Best of COMDEX awards recognize Canada, DaimlerChrysler, Bell
the most innovative and influential Mobility, and Ernst & Young among
products and technologies introduced its many prestigious clients.
at COMDEX Fall. Electramedia’s award G + A Electramedia President, Paul Chato
Ever-changing password ensures holding the Best of COMDEX prize.
is thus a major coup for this small security
(50-employee) firm, which had never
The company’s latest product, That audience includes IT decision
before exhibited at any trade show,let
AccessArmorTM, is the world’s first makers from around the world. As
alone COMDEX, the largest and most
managed secure password authenti- Pat Fera,Trade Commissioner with
influential information technology
cation service for Internet users. It DFAIT’s U.S. Business Development
(IT) trade fair in the Americas.
ensures Web security by replacing the Division, explains, “If you’re looking
G + A Electramedia, a strategic
static ID and password log-on process for exposure, COMDEX Fall, held every www.infoexport.gc.ca/canadexport
alliance of new media development
with a revolutionary technology. November in Las Vegas, is the place to
company Electramedia and leading
“Most hackers work by stealing exist- go.” He recites impressive figures from
branding and identity firm Toronto-
ing passwords,”explains Chato. “So COMDEX Fall 2000: 2,500 exhibitors,
CanadExport December 17,2001
based Gottschalk + Ash, is a pioneer
we’ve come up with a system that 3,500 media representatives and over
in database-driven, thin-client Web-
randomly generates a new password 200,000 attendees.
based applications.With offices in
every time you use it.You enter your
Toronto, Montreal and Zurich, the Fewer numbers,larger commitment
PIN number into our program, which
company conducts business in Canada, With the recent economic downturn,
generates a secure password that you
Hong Kong, Germany and the United registrations were down for COMDEX
then copy into the password field on
States and counts Mercedes-Benz Continued on page 13 – Electramedia
the Internet. It’s just one extra step.”
Check the Business Section of the Canada-U.S. Relations Web site at www.can-am.gc.ca ... for valuable 9
information on doing business in and with the United States.
A message to the Canadian business community
From the Minister for International Trade
The September 11 attacks on New York City and Washington, D.C. have
had a profound impact on North American security, the Canada–U.S. border
and, by extension, on our trade relationship with the United States, our most
important trading partner.
In light of these new realities, we must be more vigilant than ever in ensuring
the security and integrity of our common border. In recent weeks, Canada has
taken several steps to secure the flow of bilateral trade, and we continue to work
closely with U.S. authorities to develop effective ways to implement these.
An important priority for Canada is to share this strong commitment to
action with our U.S. partners, both in government and business, so that they
fully understand what we are doing to achieve our common goal, a secure
and open border. As Canadian businesspeople, you can make a significant
contribution to this effort by informing your American business partners and
Minister for International Trade,
clients about Canada’s initiatives to improve the flow of goods and people
Pierre Pettigrew across the border.
To help you get these messages across, and to make sure that you have the essential facts you need when
faced with questions about Canada’s actions since September 11, we have prepared an information sheet
“The Canada-U.S. Border: Secure and Open to Trade” (see opposite).
This information sheet has been designed in such a way that it can be used as a convenient handout at
business meetings, trade shows or other events. Additional copies are available from the United States Relations
Division of the Department of Foreign Affairs and International Trade at (613) 944-7960, or can be downloaded
from the Business Development page of the Canada-U.S. Relations Web site (http://www.can-am.gc.ca).
These are challenging times — quite unlike anything we have ever experienced before. But Canada and the
United States share the most important, the most successful and the most dynamic trading relationship in the
world, and that does not change. We will cope together with temporary slowdowns, whether they are in the world
economy or our own border traffic, and will overcome problems together, as we have in the past.
As Minister for International Trade, I invite you to be part of this collective effort to help Canada — and
CanadExport December 17,2001
therefore each one of us — remain competitive and prosperous.
Should you have any questions or concerns, please don’t hesitate to call (613) 944-7960.
Together we shall succeed.
A Strong Partnership
THE CANADA–U.S. BORDER:
SECURE AND OPEN TO TRADE
ALL DAY, EVERY DAY
• The Canada-U.S. border has been open every day and all day since September 11.
Contrary to some media coverage, the border was never closed.
• Traffic flows are somewhat lower than pre-September 11, but occasional border delays
still occur, especially at major ports of entry in Southern Ontario and British Columbia.
• Border wait times are updated every four hours and can be checked on the Internet at
• On both sides of the border, extraordinary measures have been put in place to deal with
the delays resulting from the heightened level of vigilance.
• Canadian and U.S. agencies working at the border have increased the use of overtime
and part-time staff, cancelled leave and reassigned resources from less critical activities
to ensure security at the border and the continued flow of legitimate travellers and goods.
TOWARD A SMARTER BORDER
• The Canadian government has provided US$65 million to Canada Customs to proceed
rapidly with the implementation of new risk-based initiatives.This will be used for new
technology to enhance sharing of intelligence information, screening procedures for
front-line officers at the border, and the hiring of additional customs officers.
• Canada is committed to looking at different technologies to develop a “smart border”
that would fast track the flow of legitimate travellers.
• Several initiatives are under way to create more effective and enhanced monitoring at
the Canada-U.S. border ports of entry.These include joint immigration-security inter-
views, the use of more advanced information technology, including electronic passport
scanners and licence plate readers, and improved Canada-U.S. information exchanges.
• Legislation being considered by Parliament includes measures for the expedited
processing of shipments coming into Canada by preapproved, low-risk businesses.
• Canada Customs has co-operated closely with U.S. Customs, even performing export
checks on trucks leaving Canada to assist in reducing delays.
Canada–U.S. Relations Web site
Department of Foreign Affairs
and International Trade
Ministère des Affaires étrangères
et du Commerce international
SECURE AND SEAMLESS
• In response to the attacks on the United States, Canada has acted vigorously to counter the
terrorist threat and to enhance security not only domestically but also at ports of entry,
including the land border and abroad.
• Prime Minister Chrétien has established an ad hoc Committee of Cabinet Ministers on Public
Security and Anti-Terrorism, chaired by Foreign Affairs Minister John Manley. It is reviewing
policies, legislation, regulations and programs across government to adjust all aspects of
Canada’s public security approach to new realities.
• An immediate result is Canada’s Anti-Terrorism Plan (Bill C-36), which has four objectives:
> prevent terrorists from getting into Canada and protect Canadians from terrorist acts;
> bring forward tools to identify, prosecute, convict and punish terrorists;
> work with the international community to bring terrorists to justice and address root
causes of violence; and
> keep the Canada-U.S. border secure and a contributor to economic security.
• New security measures at airports and the border are being implemented to secure trade
and travel between Canada and the United States.
• Immigration and refugee procedures are being tightened and new measures instituted to
upgrade security at ports of entry.
• Canadian law enforcement agencies are continuing to collaborate closely with U.S. authorities
in the investigation of the terrorist attacks.
• Canadian Ministers have met their U.S. counterparts and Homeland Defense Director Ridge
to emphasize the critical importance of finding immediate solutions that would improve
traffic flow at our borders.
A SPECIAL TRADE RELATIONSHIP
• The Canada-U.S. border is a potent symbol of the interdependence and enduring partner-
ship between our countries.
• The spirit of cooperation between us has produced tremendous benefits to both nations.
Together we have built a trading relationship that is unique in its scope and scale, and which
now generates more than US$475 billion dollars a year in two-way trade.
• A secure flow of goods and people across the border is crucial for the economic prosperity
of both countries. Millions of jobs, on both sides of the border, depend on trade and the
continued integration of our two economies.
• Both Prime Minister Chrétien and President Bush have said that the movement of goods and
services across our border should be normalized as soon as possible.
For more information on the Canadian Government’s initiatives at the border, visit these sites:
Government of Canada Fighting Terrorism http://canada.gc.ca/wire/2001/09/110901-US_e.html
Department of Foreign Affairs & International Trade www.dfait-maeci.gc.ca
Canada Customs & Revenue www.ccra-adrc.gc.ca/customs/general/measures
THE U.S. CONNECTION
— Continued from page 9 ness but generally the participants on their own. And being a turn-key
Fall 2001. But that didn’t scare off are first-timers.” operation, the Pavilion saves compa-
Electramedia — in fact, the reverse. This year, 11 companies (including nies from the tremendous amount
“We realized a lot of our competitors Electramedia), two municipal econo- of logistical detail they would have
wouldn’t be there because people mic development agencies, and two to deal with on their own.“It was
are pulling back on their budgets.We provincial government organizations great to have a turn-key booth,” says
decided this was an opportunity — to exhibited under the Government of Chato.“Every single one of those
advance rather than retreat, especially Canada banner. They were: Canada’s things — table, chair, power-source —
with our product to unveil. And those
who did come were the serious people Best of COMDEX award
wanting serious products and willing
to make serious commitment.”
The fact that Electramedia could
exhibit in the Canada Pavilion was
also key to its decision. “You’re
going down with a family of other
Canadians,”says Chato. “That’s really
Technology Triangle, Databeacon Inc., is optional, extra cost. All we had to
good for newbies like us. The fact that E-CTI Inc., the Government of Alberta do was arrive with our marketing
we were totally new to the world’s (with Alta Terra Ventures Corporation, materials, plug in our laptop and we
biggest computer show was intimi- Athabasca University, Baseline were set to go.”
dating. So to be under the wing of Technologies Inc., and Web Host Says Fera:“If you do your home-
the Canadian government was a huge Canada), Alberta Innovation & work in setting up meetings in ad-
thing for us.” Science, Alberta’s Investment vance with potential partners or
Chato appreciated the location, Attraction Branch, Lava Computer clients, have a good leading-edge
price, and support provided by Mfg. Inc., Navitrak, the Town of product, and are prepared to market
the Canada Pavilion. Because the Richmond Hill (with A&L Computer yourself to the exhibitors, attendees
Canadian government has been at Software Ltd.) and Valt-X Technologies. and media, you can go from being
unknown to the darling of the show.”
That was certainly the case with
Electramedia,whose award announce-
ment caused a crush at the booth.
The company was interviewed by
TV crews from Korea, China and
Japan and received a flood of leads.
“Security is the hottest concern in the
world,”says Chato.“So to be standing
with the top executives when the
awards were being announced, and
then to win in such a hot category, we
felt like we were riding a skateboard
on a tsunami.”
As the tsunami of calls and media
attention gathers even more force in
the wake of the show, Chato may www.infoexport.gc.ca/canadexport
G + A Electramedia President, Paul Chato (right), with CIO judge Chris Lindquist at well be reaching for his trusty old alu-
COMDEX Fall 2001 in Las Vegas. minum canoe. But the ride promises
to be both smooth and exciting for
CanadExport December 17,2001
the show for more than 20 years, its Pavilion provides value-added
pavilion enjoys a high-profile, high- services this dynamic Canadian company.
traffic location that most companies For more information, contact
Companies exhibiting with the
could not get on their own. “We’re Paul Chato, President, G + A
Canada Pavilion receive value-added
looking for small and medium-sized Electramedia, tel.: (416) 361-6161,
services, such as channel marketing
companies that have not been in the e-mail: firstname.lastname@example.org
advice, assistance with development
show before, but have some experi- Web site: www.electramedia.com
of press materials, and a press confer-
ence in the U.S. already,” explains ence that provides media exposure
Fera. “We do get some repeat busi- beyond what they could achieve
A YEN FOR JAPAN
hat does a highly adjustable Show time Inc. — wheelchair cushions, head
bed have in common with a Given Japan’s aging population, the and neck rests and table assemblies;
3-D color digitizer or a device long-term care industry in the coun- • Carroll Healthcare (www.carrol
that holds a laptop computer? The try represents one market that is sure healthcare.com)— adjustable beds
answer is “Canadian innovation” and to grow.Despite the fact that Canadian that can be lowered to 17 cm from
there was plenty of that on display at this products are competing with well- the floor;
year’s Home Care and Rehabilitation known American and Scandinavian • Verg Inc. (www.verg.com) — pres-
sure mapping systems;
Canadian companies show they care • BHM Medical (www.bhm-medical.
com) — easy-to-use patient lift and
Home Care and •
transfer systems for home and
com) — adult incontinence products;
• Ackerman International Inc. —
After the show
At the end of day, the Embassy
arranged yet another demonstration
Show,held October 24-26,2001 at Tokyo brands, cheaper manufactured goods of its support for the industry — a
Big Sight in Japan.The trade section of from southeast Asia and high-tech cocktail reception hosted by Minister
the Canadian Embassy in Tokyo made Japanese products, Embassy reps (Commercial/Economic) Peter
use of the Show to support Canadian nevertheless proceeded with their Campbell to facilitate networking
firms specializing in long-term care plan to capture the attention of the between the Canadian companies
products. Japanese.They made the most of the and current or potential Japanese
Show’s venue by arranging to visit the partners. Canadian firms hoping to
The Embassy’s trade representatives participating companies and view enter the market were introduced to
squeezed extra value into the Show their product demonstrations, independent trade consul-
on behalf of 11 Canadian firms (see and by encouraging tants and key players in
below), creating a cost-effective and companies to share the Japanese industry.
informative program that included their business experi-
on-site product demonstrations, a ences and knowledge. Encore
pre-show visit to a local geriatric The trade section of the
And now presenting...
facility and a cocktail reception held Embassy plans to continue
Most of the eleven Canadian partici- working on behalf of Canadian com-
at the Embassy. Each company had
pants can attest to the show’s success: panies, helping them form strong
originally planned to attend the
Here’s a peek at their products. business relationships by connecting
Show independently, but thanks to
Embassy support they were able to
• Bi-Op Inc. (www.bi-op.com) — them to reliable Japanese representa-
foot orthotics; tives.These companies may not be
create a solid Canadian presence —
at minimal cost — before an audi-
• InSpeck Inc.(www.inspeck.com) — household names today, but with this
3-D digitizing system that creates kind of support — and an aging pop-
ence of potential Japanese business
and transmits accurate digital images ulation — they could well become
of a foot,eliminating the need for tomorrow’s corporate stars.
Pre-show warm-up cumbersome plaster models; For more information,contact Sara
The tour of a geriatric hospital in • Broda Seating (www.brodaseating.
Wilshaw,Trade Commissioner, Cana-
Sagamihara on October 22 presented com) — specialized chairs and beds dian Embassy,Tokyo,tel.:(011-81-3)
attendees Broda Seating, Vision for patients suffering from aggres- 5412-6200,fax: (011-81-3) 5412-6247,
CanadExport December 17,2001
Wheelchair Seating Systems, and sive conditions such as Huntington’s e-mail:email@example.com
Bi-Op Inc. with a valuable opportunity disease; Web site: www. dfait-maeci.gc.ca/
to assess the market potential for • Daedalus Technologies Inc. (www. ni-ka/ or Jean-Pierre Petit,Trade
their products in Japan.The Embassy daessy.com) — wheelchair attach- Commissioner, Japan Division, DFAIT,
arranged for companies to make pre- ments to support communication tel.: (613) 996-2467, fax: (613) 994-
sentations at the hospital, a prime devices such as laptop computers 2397, e-mail: jeanpierre.petit@dfait-
example of a Japanese western-style and voice synthesizers; maeci.gc.ca
modern facility which focuses on • Garaventa (Canada) Ltd. (www. (For the unabridged version, see www.
rehabilitation and social interaction garaventa.com) — stair lifts;
14 infoexport.gc.ca/canadexport and click
between patients. • Vision Wheelchair Seating Systems on “A Yen for Japan” .)
ROADMAP TO CHINA AND HONG KONG
f when you imagine Hong Kong, China and Asia. Last year, Hong Kong their knowledge of source and desti-
you imagine toy manufacturers, ranked as the third-largest market for nation markets.
junks, and “knock-off” products, Canadian ICT exports, after the United And for financial excellence, Hong
your view is outdated.Those stereo- States and the United Kingdom. In Kong’s strengths are legendary! With
types may have been true 30 years ago, 2000,Canada exported some $481 mil- 265 banking institutions from more
but they are far from accurate today. lion worth of ICT goods to Hong Kong, than 30 countries, Hong Kong offers
$100 million of this being re-exported all of the ingredients to support
Hong Kong is a prosperous city of
approximately 7 million people,
whose economy is based on excel-
lence in the financial and business
Canada’s gateway to Asia
Hong Kong ICT
services sector. For Canadian informa-
tion and communications technolo-
gies (ICT) firms interested in the
Asia-Pacific market, Hong Kong is a
city which should be pursued for both
strategic and market considerations.
Why choose Hong Kong? to China. Canadian firms of all sizes Canadian firms, whether they be pur-
have announced significant contract suing venture capital, or financing
Last year, the slowdown in the ICT
signings. complex billion-dollar deals.
sector was both global and painful.
One market that has provided sanc- Opportunities Canadian presence
tuary for beleaguered ICT firms is In May, Hong Kong released its new Hong Kong is home to the largest
China. In fact, during the first six “2001 Digital 21 Strategy: Connecting Canadian business community in
months of 2001, Canadian ICT the World” with the objective of
, Asia with over 100 local or regional
exports to the Mainland rose positioning Hong Kong as a Canadian corporate offices. In fact,
a whopping 200% com- leading e-business commu- the Canadian Chamber of Commerce
pared to the same period nity and global digital city. in Hong Kong is the largest outside
in 2000! Implementation of this Canada with over 700 members.
Furthermore, China is Strategy will offer Canadian Canadian ICT companies can
widely anticipated to con- firms a number of potential benefit not only from the expert
tinue to be a shining star with opportunities in areas including: services of this organization, but
ICT development being a priority for also from the active Canadian gov-
Beijing, and with many economists • Internet and Intranet ernment presence, including Trade
predicting GDP growth rates of 7-8% • E-government Commissioner services, which are
annually. Market liberalization in ICT • E-commerce and M-commerce supported by a Memorandum of
with China’s accession to the WTO can • Wireless technology Understanding on ICT cooperation
only be seen to brighten an already • Broadband between Industry Canada and Hong
glowing situation. • Computer Telephony Integration Kong’s Information Technology and
Under the “one country, two sys- • Multimedia content development Broadcasting Bureau.
tems”approach, Hong Kong offers • Digital broadcasting technologies; For more information, contact:
Canadian firms facilitated access to and • Brian Wong, Canadian Consulate
the China market, along with its tradi- • Outsourcing network support and General, Hong Kong, tel.: (011-
tional advantages of English as an consulting services 852-2) 847-7414, e-mail: brian.
official language,Western business firstname.lastname@example.org
practices,and the “rule of law” Further-
. Canadian firms interested in pur- • Marcel Belec, DFAIT, tel.: (613)
more, Hong Kong with its world-class suing these opportunities could ini- 995-6962, e- mail: marcel.belec@
CanadExport December 17,2001
telecommunications and information tially partner with one of the numerous dfait-maeci.gc.ca
technology infrastructure and com- local firms. • Dale Forbes, Industry Canada,
petitive free market, is often regarded Asia-Pacific trade hub tel.: (613) 990-9092, e-mail:
by the Mainland as an excellent test email@example.com
As the world’s 10th-largest trading
ground for new products. Success in
economy, Hong Kong is Asia-Pacific’s
• Eric Barker, Industry Canada,
Hong Kong can only facilitate a com- tel.: (604) 666-1407, e-mail:
premier import/export hub for intra-
pany’s ability to penetrate the Mainland firstname.lastname@example.org
Asian trade, as well as between East
market. (For the unabridged version, see www.
and West. In operations delivery, Hong
However, Hong Kong should not infoexport.gc.ca/canadexport and click
Kong firms can add value through 15
be viewed solely as a gateway to on “Roadmap to China and Hong Kong” .)
SHARING TRADE SECRETS
— Continued from page 1 GeneSys IIR and RamlineR computer Consulate were clearly a big help to
that growth with its recent success — products distributed in more than us — I will definitely be contacting
a three-year $300-million contract 30 countries in the Middle East, our missions as we expand into
with a United Arab Emirates (U.A.E.) North Africa and parts of Asia over other countries.”
company introduced to Xplore by the next three years. Taking the time to find out if an
the Canadian Embassy in Abu Dhabi. “The Ambassador was fabulous,” opportunity is real is one of Groh’s
Unmet customer need was the says Groh, who had had no previous key pieces of advice to other Cana-
impetus for the creation of Xplore experience of the Canadian Trade dian exporters.“You have to take the
time to visit the market and investi-
gate the opportunities. But there’s
Embassy helps Toronto-based computer company no point in turning over a lot of
stones that you don’t have to; the
Xploring the U.A.E.
commercial officers clearly have the
connections and can point you to
the right partners.”
Groh speaks with the authority
of a man who has found an opportu-
nity so good it’s true.
Technology Corp. in 1996. The need Commissioner Service (TCS).“He For more information, contact
was for a powerful, mobile, wireless, supplied a lot of information about Brian Groh, President and CEO,
pen-based computer rugged enough the company and the country. I also Xplore, tel.: (905) 814-9122, toll-free:
to withstand extreme outdoor condi- know he did a great deal of work (888) 252-9757, fax: (905) 814-9124,
tions. The customers are in industries internally to make sure that the right e-mail: bgroh @xploretech.com
such as public safety, utilities, and people in Emaar were aware of our Web site: www.xploretech.com
field services — anyone that needs company and what we had to offer.”
a computer while moving around. Emaar, a leading property devel-
Working directly with its customers opment company in the region, is
for two years in the lab, Xplore dev- diversifying to become a major IT
eloped its GeneSysR II and RamlineR presence in the Middle East and
ruggedized computer systems. beyond. Its chairman, H. E. Mohamed
In the past two years, the 66-em- Alabbar, is also Director General of
ployee Xplore (Toronto Stock Exchange Dubai’s Department of Economic
under TSE:XPL), has penetrated the Development, whose goal is to dev-
North American market and has a elop Dubai and confirm the city as a
dedicated focus on expansion in centre of high technology. “Emaar
Europe and Asia.“We’ve had brokers is helping to expand wireless com-
tell us we’ve accomplished more, munications into areas where cur-
faster, than any other company rently it does not exist,”says Groh. Showcase your
they’ve ever seen,” says Groh. “The Commercial officers were business abroad!
absolutely correct — Emaar is a very Over 30,000 companies are
Tailor-made help, Embassy style strong partner for us.” registered members of WIN. Are you?
It seems fitting that a company that Senior Commercial Officer Fouad WIN is a commercially confidential
has spent the last few years working database of Canadian exporters and
Soueid at the Canadian Consulate in their capabilities. WIN is used by
with its customers to meet their spe- Dubai also supplied company and trade commissioners in Canada and
cific needs should find itself on the abroad to help members to succeed
country information to Groh. “Most in international markets. To become
receiving end of tailor-made assis- exporters tend to overlook the Middle a registered member of WIN,
tance. This spring Groh received a East because it’s perceived as a diffi- call 1-888-811-1119. Or go to
CanadExport December 17,2001
call from Emaar Properties PJSC, a www.infoexport.gc.ca and
cult place. I was very impressed with register on line.
Dubai property development and the business environment; the U.A.E.
information technology company government is making it very attrac-
that had been given Xplore’s name tive to foreign investment.”
by Canada’s Ambassador to the
U.A.E., Christopher Thomson. Converted to benefits of TCS
The introduction led to a Groh has also been converted to the
$300-million contract, signed in benefits of TCS.“With the experience
July, which will see 50,000 of Xplore’s I’ve had now — the Embassy and
Canada wins Best
ing the waving-flag design of the new
Government of Canada Web site (www.
canada.gc.ca), enlarged photos from
the Canada-in-a-suitcase program,and
TCS signage (www.infoexport.gc.ca).
Pavilion at Havana The pavilion turned out so well that
FIHAV organizers presented Canada
with the award for Best Pavilion.
For more information, contact
Brigette Walenius,Trade Commis-
sioner, Canadian Embassy, Havana,
tel.: (011-53-7) 204-2516, fax: (011-
anada, again this year, had a Trade Commissioner Service as an
large presence at the Havana organization.The pavilion’s attractive 53-7) 204-2044, e-mail: havan-td@
International Trade Fair design highlighted Canada by featur- dfait-maeci.gc.ca
(FIHAV), held October 28 to November
4, 2001, in which 57 countries partici-
pated. Canada’s pavilion housed
approximately 50 companies, includ-
ing a delegation from the province of
The third day of the fair was branded
Canada Day, when the pavilion was
officially opened by the Cuban
Minister of Trade Raul de la Nuez
and the Canadian Ambassador
Besides providing core Trade
Commissioner Service (TCS) services,
the Trade Section at the Canadian
Embassy in Havana ensured that the Left to right: Virginia Ayala, Trade Assistant; Brigette Walenius, Trade Commissioner;
pavilion was an excellent representa- Tino Romaguera, Senior Commercial Officer; Francisco Rodriguez, Commercial Officer;
tion of Canada as a country and the Sylvain Fabi, Trade Program Manager; and Alicia Gonzalez, Senior Trade Assistant.
Saudi Telecommunications 2002 For more information, including
space reservation and booth cost,
visit www.recexpo.com or contact
RIYADH,SAUDI ARABIA — February 3-7, buyers and industry professionals in Imad Arafat, Commercial Officer,
2002 — Held every two years in the the Middle East. Canadian Embassy, Riyadh, tel.:
largest telecommunications market The Canadian Embassy in Riyadh (011-966-1) 488-2288, ext. 3360,
in the Middle East, Saudi Telecom- is planning to have an information fax: (011-966-1) 488-0137, e-mail:
munications 2002, the 9th Interna- booth as part of a Canadian pavilion. imad.arafat@dfait- maeci.gc.ca or
tional Telecommunications Companies wishing to participate Maher Abou-Guendia, Senior Adviser
Exhibition and Conference, will only through the information booth for Trade, Maghreb and Arabian
offer ideal opportunities to show- should send a minimum of 100 cata- Peninsula Division, DFAIT, tel.: (613)
case the latest technologies. Under logues/other materials to the
CanadExport December 17,2001
944-5984, fax: (613) 944-7431,
the current phase of the Middle Department of Foreign Affairs and e-mail: maher.abou-guendia@dfait-
East’s largest US$4 billion telecom- International Trade (attention Maher maeci.gc.ca
munications expansion project, Abou-Guendia or Keri Holtby) by
demand continues to grow for the January 15, 2002. On the package
full range of communications hard- include the following reference:
ware, software and services. The TAMS 4216 Saudi Communications
show will also provide the opportu- 2002. The Embassy will forward poten-
nity to meet the most important tial leads to companies after the show.
Hong Kong Information Infrastructure (www.hongkong.gc.ca), Industry
Canada and several provincial
Expo and Conference governments, in partnership with
the Hong Kong Trade Development
Council (HKTDC) (www.tdctrade.com).
HONG KONG — March 7-10, 2002 — profile event. This is an opportunity Assistant Deputy Minister Jean-
At the Hong Kong Information to find new business partners, Claude Bouchard of Industry Canada
Infrastructure Expo and Conference demonstrate your company’s latest will lead the mission. On-site support
(HK II Expo), Canadian information electronic and ICT applications, and will be provided by the Trade Com-
and communications technologies gain insight into ICT industry devel- missioner Service. HKTDC offers
(ICT) firms can tap into the Hong opments throughout Asia Pacific. exhibitors a complimentary match-
Kong and Greater China market, A business mission to HK II Expo making service to make contact with
presenting more opportunities is being organized by Trade Team suitable Hong Kong companies
than ever before now that China has Canada — Information and Com- before the opening of HK II Expo.
joined the World Trade Organization. munications Technologies (www. Applications will be processed on
Over 70,000 trade and individual ttcinfotech.ca), including the Cana- a first-come, first-served basis. The
visitors are expected at this high- dian Consulate General in Hong Kong application deadline is February 1,
For more information on HK II
Edxpo 2002 Expo, visit: http://hkiiexpo.com
To participate in the Canadian
CAIRO, EGYPT — April 16-19, 2002 — allocated over $12.5 billion to educa-
The Middle East Education, Training tion, research, development, and
• Ken Fong, project coordinator,
Hong Kong Trade Development
and Development Exhibition and training.
Council, tel.: (416) 366-3594,
Conference, Edxpo 2002, is a show- The Canadian Embassy in Cairo
case where educational institutions, will have a booth at Edxpo and will
training organizations and suppliers assist Canadian exhibitors to meet
• Dale Forbes, Industry Canada,
tel.: (613) 990-9092, e-mail:
of systems/technologies can pro- key Egyptian contacts. For more
mote their products and services to details, contact Tarek Abdel Meguid,
Middle East markets. Commercial Officer, Canadian Em-
• Eric Barker, Industry Canada,
tel.: (604) 666-1407, e-mail:
Among the over 10,000 visitors bassy, Cairo, tel.: (011-202) 794-3110,
expected at Edxpo will be students, fax: (011-202) 794-7659, e-mail:
parents, education professionals, email@example.com
• Brian Wong, Consulate General
of Canada in Hong Kong,
human resources and training spe- For more information on Edxpo,
tel.: (011-852) 2847-7414, e-mail:
cialists, policy makers, and researchers contact Maha Surani, Project Manager,
from both corporate and government Trade Links International, tel.: (011-
sectors. 20-2) 414-5158/-5202, fax: (011-20-2)
• Marcel Belec, Trade Commissioner,
China and Mongolia Division,
For the 200-plus exhibitors from 415-5212, e-mail: msurani@trade-
DFAIT, tel.: (613) 995-6962, e-mail:
around the world, Edxpo is an oppor- links.org Web site: www.trade-links.
tunity to recruit students, make sales, org
launch new products, establish con- For more information on business
tacts, negotiate partnerships, recruit opportunities in Egypt, contact Tarek
agents or distributors, analyse the Abdel Meguid, Commercial Officer,
competition, network with leaders Canadian Embassy, Cairo, tel.: (011-
and decision makers, meet new and 202) 794-3110, fax: (011-202) 794-
prospective clients, and gain a better 7659, e-mail: tarek.meguid@dfait-
CanadExport December 17,2001
understanding of the Middle East maeci.gc.ca Web site: www.canada-
education sector. eg.com or J.M.Scott-Harston,Middle
With its strong economy — the East Division, DFAIT, tel.: (613) 944- IFInet is your Internet gateway to procurement
business funded by international financial
third largest in the Middle East and 6346, fax: (613) 944-7975, e-mail:
institutions (IFIs) and UN agencies.
North Africa — and a fast-growing michael.scott-harston@dfait-maeci.
population eager for education/ gc.ca Web site: www.dfait-maeci.
training, Egypt is an ideal setting gc.ca/middle_east/country-e.asp?
for Edxpo 2002. As well, the cid=126
Egyptian government alone has
ROTORUA, NEW ZEALAND — March
Upcoming trade shows and conferences 12-16, 2002 — The Forest Industries
International Conference and
For the full details on the following events, see Canadexport on-line at Exhibition is New Zealand’s largest
www.infoexport.gc.ca /canadexport and click on “Trade Fairs and Missions.” forest industry event. New Zealand
will need to invest heavily in new pro-
cessing facilities, which means oppor-
BANGALORE, INDIA — January 29- SANTA MONICA, CALIFORNIA — tunities for Canadian manufacturers
February 1, 2002 — Componex/ February 20-27,2002 — The American of forestry and wood processing
ElectronicIndia 2002, the 7th Inter- Film Market is the largest motion machinery.
national Conference and Exhibition picture trade event in the world
of Electronic Components, Materials LONDON, U.K. — March 17-19, 2002
and Production Equipment, will be SEOUL,KOREA — February 26-March 1, — The London Book Fair is a major
held in India’s Silicon Valley, and will 2002 — ExpoComm 2002 is the major feature of the international publish-
feature the latest products in the telecommunications show in Korea, ing calendar, and attracts more visi-
electronics sector. The 2001 event and is expected to attract over 500 tors and exhibitors each year.
drew 254 exhibitors from 24 coun- companies from 40 countries and
tries and 19,000 trade professionals. more than 60,000 visitors. Korea’s SEOUL,KOREA — March 18-19,2002 —
wireless sector is booming, and the Food Showcase Korea will occur the
GENEVA,SWITZERLAND — January 30- country holds the record for the high- week following Foodex in Japan, and
31, 2002 — International Aid and est broadband Internet penetration is the major venue to promote food
Trade Europe 2002 is a conference rate in the world. products to Korean importers. Korea
and trade show on the provision of is one of the most dynamic Asian
emergency relief and development TORONTO, ONTARIO — February 28- economies.
aid. The theme will be “The Changing March 3, 2002— Canadian Music
Nature of Aid: Response,Rehabilitation Week is Canada’s major sound record- TEL AVIV, ISRAEL — March 19-21,
and Development”with a special ing industry event, with increasing 2002 — Bio-Tech Israel 2002,
focus on Europe and Central Asia. participation from leading interna- National Biotechnology Week,
tional industry professionals. Conference and Exhibition — The
SAINT JOHN, NEW BRUNSWICK — Canadian Embassy in Tel Aviv, in co-
January 31-February 3, 2002 — The BARCELONA, SPAIN — March 4-8, operation with Technology Partnership
East Coast Music Awards draw music 2002 — Considered one of the most Canada and Industry Canada, is plan-
industry professionals from the East comprehensive food and beverage ning a number of activities in con-
Coast,across Canada,the United States exhibitions in the world, the 14th junction with this event, including a
and Europe. Alimentaria International Food and partnering event for Canadian biotech
Beverage Exhibition will feature companies with Israeli counterparts.
CANNES, FRANCE — February 4-8, 3,000 exhibitors from 51 countries,
2002 — MILIA is the leading interna- and more than 117,000 visitors from LONDON, U. K. — April 5-6, 2002 —
tional multimedia exhibition and con- 98 countries are expected to attend. The British and International
ference for next-generation interactive The Canadian Embassy in Madrid will Franchise Exhibition focuses on
content across all delivery platforms. again organize a Canadian pavilion for quality franchisors accredited by
the show. the British Franchise Association. As
NEW YORK, NEW YORK — February 6- well as face-to-face meetings with
10, 2002 — The Armory Show is a MONTREAL, QUEBEC — March 5-6, franchisors, visitors will have the www.infoexport.gc.ca/canadexport
continuing visual arts tradition com- 2002 — The International Building opportunity to obtain free advice
memorating the groundbreaking and Design Show is the only trade from leading banks, solicitors and
Armory Show of 1913. event in Canada exclusively for indus- franchise consultants.
CanadExport December 17,2001
try professionals. The show features
BERLIN, GERMANY — February 6-17, all the major sectors of design plus CAIRO, EGYPT — April 9-11, 2002 —
2002 — Berlinale is one of the most residential, commercial and indus- Middle East and Africa Ports and
important film festivals in Europe, and trial construction, including building/ Maritime Exhibition and Conference
the European Film Market attracts housing systems and technology, will showcase technological advance-
producers and distributors, as well as doors and windows, furnishings, ments in the ports and maritime
those active in video and televison environment, healthy materials and transport sector and is expected to be
sales and acquisitions. renovation. regarded as one of the leading events
Continued on page 20 – Upcoming
will be held in conjunction with Asian
Upcoming trade shows and conferences Elenex. It is the region’s leading inter-
national security show, and links the
— Continued from page 19 latest high-tech electronics with the
of its kind.The event coincides with large number of international visitors, newest developments in building-
substantial investment and major reinforcing the show’s status as a related technologies. In the wake of
reforms in the Middle East and Africa, global tasting arena for buyers. September 11, the interest should be
as well as the Egyptian government’s even stronger.
plans to build new ports and modern- SYDNEY, AUSTRALIA — May 28-30,
ize existing ports. 2002 — CeBIT Australia is Australia’s ALGIERS, ALGERIA — June 13-24,
premier information and communica- 2002 — The 35th Algiers International
BOLOGNA, ITALY — April 10-13, tions technologies (ICT) exhibition Fair (FIA) will offer Canadian com-
2002 — The Bologna Children’s and conference. Based on CeBIT panies opportunities to enter the
Book Fair is the major international Hannover, CeBIT Australia is expected Algerian market. (Algeria is Canada’s
event for children’s publishing. to draw more than 12,000 visitors largest trading partner in the Middle
including decision makers involved in East and North Africa.) An interna-
GLASGOW,SCOTLAND — April 18-20, specifying, recommending or approv- tionally renowned multisectoral
2002 — Aquaculture International ing the purchase of ICT. exhibition, the 2001 show featured
2002 will cover all aspects of cold water 1,500 exhibitors and attracted more
aquaculture, including salmon and MELBOURNE,AUSTRALIA — June 2-5, than 500,000 visitors.
shellfish, and will feature exhibits of 2002 — Following the success of the
all types of equipment and services 2001 show, held in Sydney, Canadian SINGAPORE — June 17-21, 2002 —
for this industry. exporters will be able to participate in “Beyond broadcasting...worldcasting”
Interbuild Australia 2002, Australia’s is the theme for BroadcastAsia 2002,
GLASGOW,SCOTLAND — April 18-20, largest building exhibition, which the 8th Asian Broadcast and
2002 — Fishing, Europe’s premier showcases the latest in building prod- Multimedia Technology Exhibition
commercial fisheries trade fair and ucts and technology for residential, and Conference. Canadian exhibitors
largest gathering of fishing profes- commercial and industrial construction. will benefit from a marketing support
sionals, attracts over 10,000 visitors program delivered by DFAIT,Canadian
each year from 38 countries and HONG KONG — June 11-14, 2002 — Heritage, and Industry Canada under
approximately 400 exhibitors from The 10th Asian International Electrical, Trade Team Canada Inc.–Information
20 countries. Fishing 2002 will Electronic Engineering, Lighting and Communications Technologies.
include a vast range of equipment Technology,Ventilation and Heating, BroadcastAsia 2002 will be held in
and services. and Refrigeration Show, Asian Elenex conjunction with CommunicAsia
2002, is the region’s leading interna- 2002 (June 18-21, 2002), the 14th
LONDON, U.K. — May 21-23, 2002 — tional electrical engineering show, Asian International Communications
London International Wine Trade and highlights all aspects of building and Information Technology Exhibition
Fair is recognized as the U.K.’s most and infrastructure projects. This year and Conference, and Asia’s largest
important trade event for the wine the show’s focus will be on automation. telecommunications and information
and spirit industry. The 2001 show The 7th Asian International Security, technology event. Last year’s event
had representation from 33 wine- Safety and Fire Protection Show and drew 2,400 participating companies
producing countries and attracted a Conference, Asian Securitex 2002, and 48,000 trade visitors.
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 www.dfait-maeci.gc.ca
CanadExport December 17,2001
2750 Sheffield Road, Bay 1 Canada Post
Ottawa, ON K1B 3V9 Agreement Number 40064047