GLOBALVENTURES VOLUME FOUR ISSUE THREE • MAY/JUNE … · VOLUME FOUR ISSUE THREE MAY/JUNE 2012...

GLOBALA S T E P P U B L I C A T I O N H I G H L I G H T I N G S A S K A T C H E W A N B U S I N E S S

VENTURESVOLUME FOUR ISSUE THREE • MAY/JUNE 2012

Farmers in Mind PROTECTING YOUR BRAND

POWERING INDUSTRY

GROWING ORGANICALLY

SEED POTATO INDUSTRY GROWING

Agriculture products leader, local roots.

Branding and IP protection in export transactions.

Local company powering diesel industries forward.

Local woman returns to her farming roots.

Association helps producers expand their markets.

Cameco values diversity. We are Canada’s #1 industrial employer of Aboriginal people. We have also built strong partnerships with northern people to share the economic and social opportunities created by uranium development in the north.

A different kind of

workforce

cameco.com/careers

Making adifference

12-166-048 – A Different Kind of WorkforceMonday, February 27, 2012 – Global VenturesFull Page 4C (212 mm x 275 mm)

MAY/JUNE 2012 • GLOBALVENTURES 3

cover10 Morris Industries:

Expanding markets with the farmer in mind

Saskatoon business founded in 1929 growing markets around the world.

features12 Daybreak Mill: Certified

organic business grown by locals

Local woman returns to her roots by taking over organic mill.

14 SSPGA: Increasing exposure of seed potato growers outside of province

The Saskatchewan Seed Potato Growers’ Association is growing local business.

18 It’s YOUR Good Name: Branding and IP Protection In Export Transactions

Legal experts give advice on how to protect your brand when exporting.

inside VOLUME FOUR ISSUE THREEMAY/JUNE 2012

GLOBALVENTURESis the official bi-monthly publication of Saskatchewan Trade and Export Partnership (STEP). Submissions to GLOBALVENTURES are welcomed. The Editor reserves the right to edit for clarity and length. Please contact the Editor for copy submission deadlines.

PUBLISHERSSaskatchewan Trade and Export Partnership (STEP)www.sasktrade.sk.ca | http://exportnews.sasktrade.comRegina: P.O. Box 1787320 - 1801 Hamilton Street, Regina, SK S4P 3C6Regina 306.787.9210 / Toll Free: 1.888.XPORTSKSaskatoon: 400 - 402 21st Street East, Saskatoon, SK S7K 0C3Saskatoon 306.933.6551 / Toll Free: 1.888.XPORTSKConcept Media: 2629 Angus Boulevard, Regina, SK S4T 2A6306.545.6099 / [email protected]

EDITOR: Pat Rediger BENCHMARK PUBLIC RELATIONS INC.306.522.9326 / [email protected]

ASSOCIATE EDITOR: Alanna Adamko BENCHMARK PUBLIC RELATIONS INC.306.522-0903 / [email protected]

MARCH/APRIL 2012 • GLOBALVENTURES 3

20 DSG Power Systems: Helping diesel industry move forward

Local diesel specialist uses its expertise to keep industries running.

STEP notes 4 Message from

Executive Director - Export Services

Advantages for Exporters

6 Where in the World is STEP?

26 Biz Notes Exports, workers, growing in the

province, STEP members are winning awards, and much more. STEP program helps you expand your trade borders.

30 Staff Profile Patrick Simpson uses latest

technology to help members sell.

CONTRIBUTORS: Alanna Adamko, Pat Rediger, STEP

DESIGN: Bob Anderson CONCEPT [email protected]

PRODUCTION: Lorelle Anderson CONCEPT [email protected]

SALES: Bob Harvey CONCEPT MEDIA [email protected]

PRINTING: Western Litho Printers Ltd. / Regina, SK, Canada

DISTRIBUTION: Prairie Advertising Ltd. / Regina, SK, Canada

Publication Mail Agreement #41786012Return undeliverable mail to Circulation Department, 2629 Angus Boulevard, Regina, SK S4T 2A6.

ON THE COVER: Morris Industries 3130.

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4 GLOBALVENTURES • MAY/JUNE 2012

Incoterms and to work to find the right service providers to help mitigate these risks.

Over the past 8 years, the challenge of uncertainty around currency has become a reality for companies that are exporting and importing. I have seen a significant impact on the pricing, market growth and the bottom line of those firms that have not been prepared. There are a variety of service providers and strategies that exporters can implement to manage foreign exchange rates such as hedging and forward contracts.

Different countries have different laws and regulations and so it is important to ensure that sales and service contracts protect your specific interests and are enforceable. It is important to make sure that you have contracts that contain dispute settlement and jurisdiction clauses. Professional legal advice and review of your contracts is something I strongly recommend to companies as it is certainly worth paying for.

I always encourage exporters to undertake due diligence in understanding the political environment of the country in which they are doing business. You want to ensure that your goods or investments are not at risk because of a volatile political situation. Acts such as war or changes in government can potentially have a negative impact on your export business. But there are tools that you can take advantage of to protect and manage your assets and investments in potentially volatile or risky markets such as the use of political risk insurance.

There is nothing more frustrating and potentially damaging for a company than being unprepared for the potential risks with exporter. One of the reminders that I consistently tell companies working with STEP is that we can work with you well in advance to assist in determining and mitigating these export risks. Some

As many of our Saskatchewan companies know, there significant

opportunities to be had by entering new markets and exporting products and services outside of our province. Diversifying your client base and increasing sales, leveling out business cycle fluctuations and innovation are just some of the benefits of exporting. But after more than 10 years of working with Saskatchewan companies, I have also seen many companies deal with a variety of risks that present themselves when looking to export. New markets, new customers and global supply chains can present unique challenges for a company that is not prepared.

Many exporters create new relationships with new customers that they may have difficulty in determining creditworthiness or customers may demand credit terms without an established payment history. Because of this, I have observed many instances where exporters can expose themselves to significant cash flow issues, delayed payment and even non-payment by their buyers. Understanding methods of payment and using other tools such as credit checks and accounts receivable insurance can provide key solutions to manage credit risk for exporters.

Another risk that we work with companies on is the risk within transportation and logistics and the challenges with customs clearance and paperwork issues, damage and shipping delays. From our perspective, logistics is a key element in the export process. I have worked with companies that were considered in breach of contract because a shipment is being held at port as a result of the wrong paperwork. This can create significant issues with payment from your buyer and potentially non-fulfillment of contract. I strongly encourage companies to work with STEP to determine the correct documentation, to understand their

of the tools that STEP can provide to companies are resource manuals on Understanding Methods of Payment and Foreign Exchange Management along with the most recent version of Incoterms. We also have a number of shipping document templates available such as certificates of origin, invoices or bill of lading that companies can use for reference. STEP then works closely with you to look at solutions and ways to mitigate risks. We can help identify the right methods of payment, assist you in understanding a letter of credit and work with you on currency strategies.

Another key value add is the network of associate members that STEP has from both within and outside the province that have valuable programs and services tailored to assist companies in mitigating their risks. If needed, we can connect you to the right financial service provider, freight forwarder or legal advice to ensure that you get comprehensive advice. I can not stress enough how important and valuable many of these tools and contacts are to companies in their planning process.

I encourage companies to work closely with STEP in overcoming some of the challenges of entering new markets. Armed with the right tools, resources and information, you will be able to make informed decisions and mitigate a number of the risks associated with exporting. STEP is available to answer your questions and provide you with guidance and resources. If you require further information or would like to discuss how to mitigate some of the potential export risks you see in your business, please do not hesitate to contact me directly.

Angela KraussExecutive Director, Export Services Saskatchewan Trade and Export Partnership (STEP)[email protected]

from the Executive Director - Export Services

Message


BOARD CHAIRShannon Jakes Senior Manager CIBC Commercial Banking

BOARD VICE-CHAIR Tim Wiens President & CEO O & T Farms

Ngee Cau Chief Executive Officer Marketel Systems Ltd.

Cory FurmanPartnerMacPherson Leslie & Tyerman LLP

Dale Lemke President & CEO Display Systems International Inc.

Sandra Purdy President Prairie Berries Inc.

Paul Degelman Sales & Marketing Manager Degelman Industries Ltd.

Kevin Dow PresidentSchulte Industries Ltd.

Alanna Koch Deputy MinisterSaskatchewan Ministry of Agriculture

Chris DekkerChief Executive OfficerEnterprise Saskatchewan

Doug Moen Deputy Minister to the PremierExecutive Council and Office of the Premier

Tim GabruchVice President, Marketing Strategy & AdministrationCameco Corporation

Craig Bailey Vice PresidentThe Yanke Group of Companies

George MacKay Vice PresidentBourgault Industries Ltd.

Ranga Ranganathan Director of Business DevelopmentSaskatchewan Research Council

Board of Directors

STEP Board of DirectorsFront Row - Left to Right: Sandra Purdy, President, Prairie Berries Inc., Ranga Ranganathan, Director of Business Development, Saskatchewan Research Council, Tim Gabruch, Vice President, Marketing Strategy & Administration, Cameco Corporation, Shannon Jakes, Senior Manager, CIBC Commercial Banking (STEP Chair), George MacKay, Vice President, Bourgault Industries Ltd., Alanna Koch, Deputy Minister, Saskatchewan Ministry of Agriculture, Ngee Cau, Chief Executive Officer, MarketelBack Row - Left to Right: Chris Dekker, Chief Executive Officer, Enterprise Saskatchewan, Kevin Dow, President, Schulte Industries Ltd., Paul Degelman, Sales & Marketing Manager, Degelman Industries Ltd., Tim Wiens, President & CEO, O & T Farms (STEP Vice-Chair), Dale Lemke, President & CEO, Display Systems International Inc., Cory Furman, Partner, MacPherson Leslie & Tyerman LLP, Doug Moen, Deputy Minister to the Premier, Executive Council and Office of the Premier, Craig Bailey, Vice President, The Yanke Group of Companies

Message

6 GLOBALVENTURES • MAY/JUNE 20126 GLOBALVENTURES • MAY/JUNE 2012

CIM 2012 Annual Conference

Date: May 3 - 9, 2012 Location: Edmonton, Alberta

Building on the successful 2011 show, STEP has recruited Saskatchewan compa-nies in the service and supply sector to ex-hibit in the Saskatchewan Pavilion at the Canadian Institute of Mining Conference and Trade Show. STEP will also add value for exhibitors through business consult-ing and networking initiatives. The event provides an environment to showcase technologies and share applications in the most successful mines around the world and a forum to exhibit equipment and ser-vices including exploration, development, construction, extraction, reclamation and engineering processes and productivity.

Contact: David Froh, Director, Trade Development, Technology,

Services & ResourcesTelephone (306) 787-7928

[email protected]

NAMPO Harvest DaysDate: May 15 - 18, 2012

Location: Bothaville, South AfricaSTEP continues to pursue the South Afri-can market by building on previous trips in 2010 & 2011. NAMPO Harvest Days is the largest farm machinery show in South Africa with 675 exhibitors and attendance of over 75,000. The show offers outdoor/indoor exhibit space and an opportu-nity for manufacturers and distributors of agricultural machinery to exhibit and demonstrate equipment to their target customers in South Africa. STEP will orga-nize a group of Saskatchewan agricultural machinery manufacturers to attend the show, participate in industry/market in-

Upcoming TRADE EVENTS

MAY Seminar - Let’s Talk Exports

Date: May 2, 2012Location: Regina, Saskatchewan

Now more than ever, your business is be-ing affected by economic and political activities across the globe regardless of whether you are exporting or not. Export Development Canada (EDC) and STEP are pleased to partner in a seminar that will bring you the most up-to-date informa-tion available. Peter Hall, Vice-President and Chief Economist, Export Develop-

ment Canada, will present an engaging presentation where you will receive the latest information on the global economy and the impact it will have on your busi-ness.

Contact: Jordan Gaw, Manager, International Finance & Logistics

Telephone: (306) [email protected]

MAY/JUNE 2012 • GLOBALVENTURES 7MAY/JUNE 2012 • GLOBALVENTURES 7

formation sessions, farm tours, meetings with importers, distributors and OEM’s.

Contact: Stacey Sauer, Trade Specialist, Manufacturing

Telephone (306) [email protected]

Virtual Trade Mission - Chile Date: May 16 - 17, 2012

Location: Saskatoon, Saskatchewan Following closely on the heels of Expo-mina Chile, STEP is recruiting members to participate in a virtual trade mission with Chilean mining companies and in-dustry specialists. STEP will work with members to identify targeted companies and arrange one on one online business meetings. STEP members will be able to participate remotely using existing equip-ment with the required support provided by STEP. Contact: Holly Kelleher, Trade Specialist,

Technology, Services & ResourcesTelephone: (306) [email protected]

Environmental Mission - International Financial

Institutions (IFI’s)Date: May 21 - 24, 2012

Location: Washington, D.C.STEP and the World Bank’s Private Sector Liaison Officers (PSLO) Network invite you to participate in a joint mission involving companies from Canada, USA, and other countries for an environmental sector fo-cused mission to the World Bank, Inter-American Development Bank, Asian De-velopment Bank, Caribbean Development Bank and other US based agencies. The mission is intended for those in the private sector, both suppliers and consultants, who are interested in learning about busi-ness opportunities in the environmental sector funded by the World Bank Group, Inter-American Development Bank, Carib-bean Development Bank and the Asian Development Bank. This is a unique op-portunity to network with companies and potential partners from around the world and at the same time, learn about oppor-tunities in the environmental sector from the World Bank and other institutions.

Contact: Jordan Gaw, Manager, International Finance & logistics


This member education event will fea-ture a key line buyer from Heritage to present how to do business as a vendor with the trading group.

Contact: Rob Ziola, Senior Director, Trade Development, Manufacturing


JUNE Federation of Canadian

Municipalities Date: June 1 - 5, 2012

Location: Saskatoon, SaskatchewanWith the Federation of Canadian Mu-nicipalities being held in Saskatoon, STEP members have an ideal opportunity to align their products with the needs of

Seminar - Vendor Opportunities - Heritage

Trading GroupDate: May 2012 (TBC)

Location: Saskatoon, SaskatchewanHeritage Trading Group is a premier sup-plier of farm products and animal health supplies and a division of Universal Co-operatives, an inter-regional farm supply cooperative owned by 17 cooperatives including Land O’Lakes and CHS, Inc. Heri-tage offers a wide range of products es-sential to feed and farm supply retailers in categories such as apparel, feed & grain storage, fence & wire supplies, gift items, hardware programs, lawn & garden prod-ucts, livestock equipment, pet supplies, and forage products.

8 GLOBALVENTURES • MAY/JUNE 20128 GLOBALVENTURES • MAY:JUNE 2012

Canadian municipalities. The large gov-ernment procurement show will enable members to interact closely with govern-ment officials from across Canada. STEP will work with FCM organizers to ensure that Saskatchewan companies are given a prominent profile, set up tours of Saska-toon-based companies and organize busi-ness meetings.

Contact: Holly Kelleher, Trade Specialist, Technology, Services & Resources


Seminar - What Exporters Need to Know about the

New ISPM - 15 Wood Packaging Regulations

Date: June 5, 2012 (TBC)Location: Saskatoon, Saskatchewan

Non - compliant ISPM - 15 wood packag-ing was permitted to flow back and forth between Canada and the US however this will come to an end in April 2012. This will result in full enforcement of ISPM - 15 compliant wood packaging by early 2013. Wood packaging materials such as pallets, crates and dunnage are regulated materi-als under ISPM - 15 rules and must meet specific certification requirements to be shipped between Canada and the US. At this seminar, you will learn about the new requirements and how they will impact

exporters shipping goods between Cana-da and the US.

Contact: Stacey Sauer, Trade Specialist, Manufacturing

Telephone: [email protected]

Global Petroleum Show 2012Date: June 12 - 14, 2012

Location: Calgary, AlbertaAt this event, STEP will focus on mem-bers across all sectors that offer products/services to the oil, gas, and environment sectors. The business development mis-sion will also include a STEP group display at the show, meetings with buyers and the representation of non-attending members.

Contact: David Froh, Director, Trade Development, Technology,

Services & ResourcesTelephone: (306) 787-7928

[email protected]

Canadian Special Crops Association (CSCA)

ConferenceDate: June 25 - 28, 2012

Locations: Montreal, QuebecSTEP is actively promoting this important event for Saskatchewan as the world’s larg-est pulse exporter. STEP will also work to attract foreign buyers and to facilitate and execute outreach programs and tours to facilities which will include STEP members.

Contact: Yi Zeng, Trade Development, Asia - Africa


Institute of Food Technologists - IFT 2012

Date: June 25 - 28, 2012 Location: Las Vegas, Nevada

The Institute of Food Technologists is the world’s largest food ingredients exposi-tion and attracts almost 24,000 attendees from more than 75 countries. Attendees converge to hear about the latest devel-opments in food science and technol-ogy, learn about the hottest products and trends, and make new professional con-nections. In 2011, there were more than 230 educational sessions and 1,000+ ex-hibitors at the event.

Contact: Jennifer Evancio, Senior Director, Trade Development,

Agri-ValueTelephone: (306) 787-7945

[email protected]

Save The Date September 25 - 26, 2012

The STEP Trade Conference will bring together some of the most successful leaders in global business to exchange ideas and network with like minded enterprises. The STEP Trade Conference will provide conference delegates with focused, relevant information pertaining to the trends and obstacles con-

fronting Saskatchewan exporters during this exciting time of growth. For upcoming conference developments visit:

www.sasktrade.sk.ca

Trade Conference 2012 Radisson Hotel, Saskatoon

Trade Conference 2012September 25-26, 2012

Radisson Hotel - Saskatoon, Saskatchewan

Register Today! The STEP Trade Conference brings together successful leaders in global business to exchange ideas and network with like minded enterprises. The event will provide

delegates with focused, relevant information pertaining to trends confronting Saskatchewan exporters during a time of exciting growth.

Conference Agenda & Program At A Glance• International Economic Updates• Global Branding & Intellectual Property Measures• Market Entry & Sales Strategies• Human Resources Tools for Bottom Line Results • Certifications & Qualifications• Leveraging Tools to Increase International Sales• Exporting & Transportation Issues & Challenges - Saskatchewan Perspective• New Market Opportunities

Registration, sponsorship opportunities, and further conference developments are available at: www.sasktrade.sk.ca


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BY ALANNA ADAMKO“I’ve always felt it important to lis-ten to the farmer, he’s the one who

knows what he wants,” said George Mor-ris, founder of Morris Industries. This philosophy has been the driving force behind the innovative seeding and till-age implements that the company has produced, with the farmer in mind, since 1929.

Morris Industries, headquartered in Saskatoon, “began by developing agri-cultural implements for a North Ameri-can market and is now an international player in Australia, New Zealand, Kazakh-stan, Germany, Ukraine, France, Mongo-lia, South Africa and Russia,” said Michael


“The company today offers a wide line of agricultural products including hay hauling equipment, harrows, pack-ers, air seeders, air carts and air drills, including their popular EIGHT Series Air Cart and Contour Drill,” said Dahlseide.

Morris Industries is currently in three locations with headquarters and train-ing facilities in Saskatoon, research and development and manufacturing in Yor-kton plus another manufacturing facility in Minnedosa, Manitoba.

Morris Industries works with an in-ternational network of distributors and dealers to sell and service its product line, said Dahlseide. In North America,

Saskatoon based businessan international leader inagricultural products

Dahlseide, Director of International Sales and Marketing.

One innovation by Morris Industries, led to the world`s first automatic trip release, enabling farmers working stony land to increase the life of their tillage equipment. This technology is still used world-wide today. In 2002, Morris Indus-tries expanded its line of bale carriers by acquiring ProAG Designs Inc., a Montana-based manufacturer of large bale hauling and stacking machines.

MAY/JUNE 2012 • GLOBALVENTURES 11MAY/JUNE 2012 • GLOBALVENTURES 11

STEP is one partner that has been help-ing Morris Industries diversify its mar-ketplace. “STEP is one of them for sure, we`ve had some successful trade mis-sions and we`ve had different individuals who contacted them directly and STEP brought them in parties to visit either our head office in Saskatoon or our facili-ties in Yorkton,” said Dahlseide.

One such successful trade mission was the recent international trade show Ag-ritechnica in November. The trade show, held in Germany, had more than 400,000 visitors. Morris Industries is also planning on attending several trade shows in June including the Agro Expo in Kiev, Ukraine and Canada’s Farm Progress Show held in Regina.

the company has over 100 dealers while their international markets are managed by distributors that tailor the Morris products to customers in their market, noted Dahlseide.

And the company, which now has around 300 employees, continues to work on opening new markets, he con-tinued.

“We want to develop our markets and distribution network and continue to be an innovation and technology leader in seeding and tillage,” he said. “We also want to establish markets in China, Ar-gentina, and Brazil. The challenge to overcome with some of the new markets is lack of patent law enforcement or lo-cal government protectionism, which requires a careful approach to those mar-kets.”

As an agricultural leader however, it is important to diversify its markets, despite challenges, to absorb the fluc-tuations of any one particular market, he noted. “Over the next five years we want to create a more balanced portfolio of in-ternational markets and further strength-en our domestic market as well,” he said.

A diversified market also helps shel-ter an agricultural based business from weather anomalies, said Dahlseide. “We never know when there will be a drought in Australia or a frost in Canada, but if we have a diversified marketplace we can rely on other markets to get through those difficult situations,” he said.


BY ALANNA ADAMKO

Daybreak Mill:Certified organic business grown locally

“At Daybreak Mill, we strive to put our motto of ‘Quality You Can

Trust’ into every product we make,” said owner and operator Nicole Davis.

With locally produced, organic certi-fied flours, grains and cereals, Davis says that motto indeed goes into every bag.

“We want to grow organic grains and make them table ready, directly from farm to table,” said Davis. “We grow them, clean them, make them into flour and get them directly to stores or have someone we know who sends them di-rectly to the stores.”

Daybreak Mill currently carries a wide variety of flours, grains and cereals along with a few mixes that are only available through the company such as the Day-start Cereal, Daybreak Granola and Sun-rise Pancake Mix, said Davis.

The company located on a farm outside North Portal was originally started in the 1950s by organic farmer Alvin Scheresky.

“Alvin Scheresky was the one who started it all, he was a pioneer of organic farming in Saskatchewan, growing all his own grains in the 1950s, bagging it all and sending it to different places in Western Canada,” said Davis.

The job eventually became too much for one person and in 2003, he handed over operations to local residents Ray and Marianne Aspinall. The couple bought Scheresky Mill and renamed it Daybreak Scheresky Mill, which was later simplified to Daybreak Mill.

Davis grew up in North Portal area and her father was also an organic grain farmer, who would often take his grain to the mill to be cleaned and processed. She grew up taking it for granted that they grew organic crops. It wasn’t until she had left North Portal after high school and traveled overseas for awhile, that she realized how invaluable the work was that they were doing.

“It made me realize how much I loved home, and I had a different outlook on life, and it made me realize what we were doing with this whole organic thing and how it was this awesome thing we were doing,” she said.

When she returned home, she came back to work on the family farm but found herself looking for something more to do during the winter. One day, her father sent her to the mill to get some products from the Aspinalls, and Ray asked her “You wouldn’t happen to want a job?”

She started working at the mill part-time while continuing to work on the family farm during the summer months. Last summer, the Aspinalls who were looking to semi-retire approached her to


take charge of the mill. “It was a natural transition,” she said.

Now Davis has three full-time employ-ees working under her, as well as sev-eral casual employees, with the Aspinalls lending a hand during the seeding and harvesting seasons. Daybreak Mill also provides organic grain cleaning for both local farmers and commercial clients.

“We clean grains for all the local farm-ers in the area, they say it’s nicer than having to haul their grain and we also do custom cleaning for some bigger bro-kers,” said Davis. We are certified organic so they don’t have to worry about any contamination happening,” she added.

Daybreak Mill is also trying to expand its products beyond the province. They currently sell their grains and flours in both bulk and individual retail sizes for organic stores in Regina and Saskatoon-- Dad’s Organic Market, Old Fashioned Foods, and Orange Boot Bakery, but Da-vis wants to continue expansion.

“We have some customers in Alberta and Manitoba and one customer in Brit-ish Columbia and personal customers in Yukon, Northwest Territories and New-foundland. Our biggest market is still the Prairie Provinces, but we aren’t unwill-ing to go outside of that market, we just haven’t got there yet,” she said.

She has been working with STEP to change that. “STEP, they have been awe-

some,” said Davis. STEP staff have come out and they did some market research for me,” she said. Ray and Marianne also participated in a trade mission with STEP to Vancouver, B.C., she continued. “I know if I ever want to get into a new market or go to a trade show STEP will be there to help with that.”

For now, she is still learning the ins-and-outs of her new position as owner, but says she looks forward to expanding the business through trade shows in the near future.

“I need to take this first year just to get my feet under me and be well established in my position before venturing out into different trade shows,” she said. “I would definitely like to grow the business. I want to get our products out there for people and expand our horizons at the

same time,” she added.While being ambitious, she also doesn’t

want to lose touch of their home-grown roots. “I like the idea of small business, that local home-grown, know-the-farmer side of the business, so we would just be focusing on expanding the retail side of it,” she said.

To learn more about Daybreak Mill vis-it their website at www.daybreakscheres-kymill.com or order over the phone at 306 927 2695.



inform growers and industry stakehold-ers of issues of importance to the in-dustry and to provide, where possible, educational programs for new growers, she said. They also promote the use of high quality, locally produced, early generation seed by Saskatchewan’s commercial potato industry and foster the development of export markets for Saskatchewan grown seed potatoes.

To keep their members and other stakeholders informed on seed potato regulations, they represent Saskatch-ewan seed growers’ interests in the areas of federal and provincial policy and program development and in regu-latory issues, and promote and support industry research and development.

SSPGA president Kirk Flaman says

that the organization also acts as a portal for growers in the province to provide important industry informa-tion and to lobby on their behalf. “Of-ten growers have difficulties getting contacts if they need information or knowing who they can contact,” he said. “And sometimes they need to ne-gotiate with the provincial government for something they need or to get an exemption for something. As a bigger organization, instead of one individual, we can go to bat for our members and make them more successful.”

The SSPGA also cooperates fully with federal and provincial efforts toward eradication of Bacterial Ring Rot and the control of other pests and patho-gens of potatoes. The SSPGA has a

Small potato industry growing

The seed potato industry in Sas-katchewan is small but is growing

international exposure thanks to work being done by provincial organizations. The Saskatchewan Seed Potato Grow-ers’ Association Inc. (SSPGA) represents 20 industry members. The members are represented by a board of directors comprised of six directors elected from the grower members and three ex-offi-cio directors from the University of Sas-katchewan, Saskatchewan Ministry of Agriculture and the Canada-Saskatch-ewan Irrigation Diversification Centre.

According to Linda Sinclair, admin-istrator, the mandate of the organiza-tion is to promote the use of high qual-ity production techniques by industry members. The organization also helps


trademark process called Northern Vigor® which allows Saskatchewan growers to develop a brand for the Saskatchewan seed potato which has many desirable characteristics that in-ternational markets are interested in, said Flaman.

“We are quite isolated, in that our seed is grown in small pockets so dis-ease is limited and doesn’t spread,” he said. In addition to that, “we are pretty unique, Saskatchewan is known for its potatoes. Because of our cool nights and short growing seasons they have grown the attribute called Northern Vigor®. The seeds have more vigor, which is an advantage to the seed we have here,” he explained.

The SSPGA assists seed potato grow-ers in marketing their product through

their annual seed potato directory. The annual directory lists the SSPGA mem-bers and provides contact information for each member. The directory also includes seed potato varieties and gen-erations which are available for sale by growers. The directory is mailed to potato growers throughout North America. Approximately 600 copies are mailed to growers in Canada and 200 copies to the United States.

The SSPGA has a membership with STEP which helps growers broaden their markets internationally through trade missions. “STEP has done a fan-tastic job,” said Flaman. “Their pres-ence is well known to other countries because they have so many other com-modity groups they represent.”

He said that STEP not only helps or-

ganize trade missions for its members but also helps them with the budgeting and funding for the mission. “They help with the funding for our members to go on trade missions it’s a great way to meet new customers as well as to see what other countries are doing and what they need,” he said.

Flaman highly recommends that any new seed potato growers join both the SSPGA and STEP. “Joining an organiza-tion like ours we have a ton of informa-tion and research and joining a group like STEP they know the international market and the ins-and-outs and have been there and have the contacts.”


Today the pace of the export busi-ness is faster than ever and small

and medium size enterprises (SME’s) find themselves handling many tasks in-house - sometimes at the cost of devel-oping marketing plans or initiatives. This is a key piece when making strategic de-cisions about export markets which can determine if a SME is to have long term success. The Agri-Value Marketing Intern-ship Program (AVMIP) assists Agri-Value SME’s in Saskatchewan with these chal-lenges.

The program provides assistance with the completion of market development projects by providing provincial assis-tance for hiring marketing interns. The program is not designed to fund a sales associate position but rather provides a cost-effective means to develop new products and markets. The interns could be current Master of Business Adminis-tration (MBA) students and recent (within five years) MBA graduates along with recent Commerce/Administration gradu-ates who are eligible to become interns

in the program. Interns will benefit by gaining valuable work experience in real life marketing situations.

ELIGIBLE COSTS The AVMIP program will fund new con-

tract internships based on acceptance of a proposed project. The program is not designed to finance hiring that has al-ready taken place.

The funding will be 50% of the in-tern’s monthly salary up to a maximum of $1500 per month. It is designed to relieve some of the financial pressure of hiring new staff dedicated to developing programs and initiatives whose return on investment may be farther into the future.

MARKET ACTIVITY COSTSFor each intern engaged by the client

under this project for a term of 4 or more months, a sum equal to 50 percent of total costs up to a maximum amount of $3000 may be used for travel, as well as for costs incurred to implement market-ing strategy of the product or marketing activities performed by the intern and

related to the project (flights, accommo-dations, translation, marketing materials, market research).

Term lengths may typically consist of 4, 8, or 12 months with any single intern employed no less than 4 months and no longer than 12 months. A final report will be completed by the company for sub-mission to STEP and the Saskatchewan Ministry of Agriculture (in confidence) as part of the requirements of participation. As well, both the employer and intern will complete evaluation forms on the program prior to receiving final disburse-ments. This program is provided by Sas-katchewan Ministry of Agriculture.

For further information, please contact:Jordan Gaw, Manager

International Finance & LogisticsSaskatchewan Trade &

Export Partnership (STEP)T: 306-787-7940 C: 306-540-7899

[email protected]

Of Interest to Saskatchewan Agri-Value Companies


The Market Access Program (MAP) is a funding program designed to support the interprovincial and international marketing ef-forts of STEP Regular Members. Funds are provided to assist companies entering new markets or a new market sector/market segment outside of Saskatchewan.

Financial assistance may be provided to STEP Regular Members who are:• Exhibiting in a trade show or trade event or trade mission in a new export market outside of Saskatchewan. • Participating and/or exhibiting in STEP-led trade missions, trade events or trade shows.• Reimbursement of up to 50% of eligible costs may be contributed to the following:• Travel cost to market from Saskatchewan - return economy airfare or mileage for up to two (2) applicant representatives. • Accommodations for up to two (2) applicant representatives. • Companies exhibiting at trade shows are eligible for trade show registration fee and/or booth space rental costs as well as

booth shipping costs.• Translation of the company’s marketing materials such as brochures and product listings for the specific trade event.• Interpretation costs at the show.

Applications must be received at least 45 days in advance of the trade event. We also recommend that firms apply early for applicable events that occur between now and March 31, 2012. Complete program details are available from our website at www.sasktrade.sk.ca.

For further information, please contact:Saskatchewan Exports Information1.888.XPORTSK (976.7875) or visitwww.sasktrade.sk.ca

Are you interested in doing business in new markets?

Are you looking to find new customers?

Would financial assistance make your goals possible?

If so, the STEP Market Access Program is for you!!

18 GLOBALVENTURES • MAY/JUNE 201218 GLOBALVENTURES • MARCH/APRIL 2012

As an exporter there are many differ-ent legal issues which can arise as

you sell your goods or services abroad, from trade finance issues to local war-ranty and customer protection laws in your export markets. One of the key concerns for any exporter should involve ensuring that your brands, and other in-tellectual property (“IP”) assets of your company (patents, etc.), are protected as the geographic footprint of your busi-ness expands into new foreign markets. Laws vary from country to country, so as a company stretches its wings into new markets or territories, an understanding of local IP laws and protections is key. This article is intended to identify some of the areas in which exporters can avoid

or minimize downstream problems with infringement or dilution of their brands or other IP rights.IP INVENTORY:

One of the most important IP rights for any exporter to protect as you expand business outside of Canada are the trade-marks used to identify your products and services. You invest large amounts of time and resources into building brand awareness and equity and it is important to extend the protection of your brands in your foreign markets. Thought of an-other way, what would you do if, upon arrival in a foreign market, you discover that you cannot use your product name because someone else is using the brand in that jurisdiction without your knowl-edge or consent? Trademarks or brands which you might use and protect include your business name, product names, lo-gos, slogans and the like.

Just as important is to determine what other categories of proprietary informa-tion or intangible rights you have which you may wish to protect. These might include:• Patents, copyrights, trademarks or

other registered or unregistered intel-lectual property rights;

• Confidential information includingcustomer lists, business strategy and documentation;

• Business contacts and relationships;or

• TheIPofthirdpartieswhichyouhavelicensed or use, and for which you might have an extended obligation to protect.

Many of these rights can be protected by registration under the laws of the countries in which you are selling, and in cases where registration is not available other methods including contractual pro-visions and the like can be employed in an overall strategy. LOOK BEFORE YOU LEAP:

Is there someone already using a simi-lar trademark in the business, so that your market entry would infringe their rights and place you or your distributor or customers at risk? Are there competi-tive patents or other IP positions in the local market than could affect your ability to do export business there - in certain countries a competitor with an alleged infringed IP position may even be able to have your goods stopped at the border by customs authorities. How you pro-ceed with your market entry is a business decision, but searches for these types of IP information can give you a better abil-ity to fully weight any risk factors related to your IP position on market entry – not only from the perspective of someone else potentially infringing your rights but also from the perspective of avoiding in-fringing the rights of others.

Local market entry in foreign coun-tries may also entail localized branding

It’s YOUR Good Name: Branding and IP Protection in export Transactions

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(i.e. through use of non-Latin characters, translation, etc.). Before doing so, con-sider conducting local trademark avail-ability searches. Understanding how your proposed brand might be accepted either legally or in terms of local business custom should also be considered since there are many branding horror stories where a company innocently adopts a brand and later finds that it offends the principles, culture or custom of a lo-cal population, resulting in a re-brand, apologies, and loss of goodwill. Trade-mark search and clearance activities are something that IP legal counsel can assist you with, and they can typically be com-pleted time- and cost-effectively within the scope of your plans.IT’S YOUR NAME:

From the trademark perspective, as well as with respect to other IP rights, there are certain steps necessary to main-tain ownership and exclusive control. For example, any in-market use needs to be properly licensed and controlled. This can become particularly problematic if at some point your local distributor re-lationship needs to be terminated or re-aligned and the local partner has cre-ated by virtue of uncontrolled local use a conflicting or even superior position to the ownership of your trademarks by becoming associated with the brands in the minds of local consumers. These are all things which can be addressed in your overarching IP strategy and appropriate written agreements.

Another advisable step to take on mar-ket entry is to register your trademark or other IP rights in countries of commercial importance to you. A local trademark reg-istration will often provide a good first line of protection for the defence and en-forcement of trademark righs. Particular-ly in light of the fact that registration can

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take months or even years to complete, it is advisable to pursue the process early and budget accordingly as a part of your market entry planning process. Indeed, this advice is equally applicable across patents, copyrights and other IP rights in addition to trademarks as well.CONTRACT ISSUES:

Are you using a local partner or distrib-utor, shipping directly to end customers, or some other hybrid approach? Each type of relationship will require a slightly different contractual approach to protect your IP rights, and protect your channel and your customers. Opinion of local le-gal counsel, sought at the right time(s) will be key to tackling any concerns. For example, when establishing a “distribu-tor” channel in a market it is important to seek the advice of independent local counsel, and not simply accept the advice of your proposed local partner since you will want to ensure that the advice you receive is unequivocally targeted to your protection since if the local relationship becomes tenuous or needs to be termi-nated you will not want to be in a posi-tion where the validity or ownership of your IP rights can be impacted by your (former) in-market partner. The amount of work which is done on some of these points may be dictated by the nature and size of your IP portfolio and your pres-ent or planned market presence, but it is always a sound business decision to con-

sider these issues as part of your overall marketing and export plans.SUMMARY:

IP legal counsel can help you to under-stand the legal issues surrounding pro-tecting or enforcing your IP rights in your target markets. The right IP strategy will fit your business plan rather than dictate it – some of the key business consider-ations in defining a proper export IP pro-tection strategy include:• Thecountriesofinterestandthetime-

line for your market entry plans;• Thenatureoftheproductsorservices

that you sell, or plan to sell in the fu-ture;

• Thetypeofdistributionchannelthatyou have or intend to establish; and

• An inventory of the IP rights associ-ated with your products or services for sale.

Seeking to register and protect your brands and other IP rights as you expand your business to other countries can pro-tect you over the long term as you add the legal ‘weapons to your arsenal’ to deal with infringements or other prob-lems that might arise.

A sound and intelligent investment in careful diligence and IP protection strate-gies while setting up an exporting frame-work proves the old adage that an ounce of prevention prior to market entry can save you a ton of headache later on.


Local business helpingdiesel industrymove forward

BY ALANNA ADAMKODSG Power Systems Inc. began in 1983 as a re-builder and re-manufac-

turer of diesel fuel injection components and has evolved to be a leader in the diesel market in Canada and the United States.

DSG Power Systems, originally started business as Saskatoon Diesel Services in 1983, when the owner Percy Hoff im-migrated to Canada from South Africa. Initially, the company provided fuel injec-tion components and service for diesel vehicles and equipment and eventually opened a full diesel engine re-building facility in Saskatoon, says marketing spe-cialist Pablo Acevedo.

“In the early days, our business was 86 percent agricultural, but now the agricul-tural industry represents about 25 per-cent of our business” says Hoff. Exporting diesel fuel additives and products, and especially diesel fuel additives to other Canadian Provinces is largely responsible for this shift, and that is where STEP has featured in the company’s growth, adds Hoff.

The facility services all types of die-sel equipment, vehicle and commercial fleets as well as servicing generator sets. It is also Saskatchewan’s only manufac-ture of generator sets, with its POW-ERPRO brand of diesel and natural gas generator sets and has quickly become one of Canada’s top diesel fuel additive manufacturers.

Hoff says the technicians at DSG Power Systems began noticing some common diesel engine problems that were related to diesel fuel system failures. “Although diesel fuel is generally of good quality”, says Hoff, “the changes in modern fuel injection systems exposes the fuel to tremendous heat, which results in exces-sive deposits inside fuel injection compo-nents and a breakdown in lubrication” he added.

“With the help of the mechanical engi-neering department at the University of Saskatchewan and POS Bio Sciences, DSG Power Systems created a multi-purpose 4+ brand of diesel fuel additives. The product line quickly gained a reputation for providing improved fuel economy, clean quick starting, less downtime and more pulling power to diesel vehicles,” says Acevedo. “Some secondary ben-efits of the additive 4+ include cleaner exhaust, resulting in lower emissions, smooth running, improved filter life and reduced DPF Regeneration.”

In addition to the multipurpose 4+Pre-mium additive, said Acevedo, DSG Power Systems developed a special additive line to deal with the cold weather in Western Canada, which was wreaking havoc on diesel engines. 4+ Arctic is a preventa-tive anti-gel additive for extreme cold

weather while 4+ Polar Max allows for the use of summer fuel during the win-ter. 4+ Diesel Melt is an emergency treatment that is used when the fuel has already gelled and can get diesels back running in 20 minutes by breaking down wax and ice, allowing frozen fuel to flow again.

DSG also provides additives to pre-vent and address specific engine prob-lems such as the Super Clean — a super strength cleaner and anti-gum additive, or the 4+ Black Filter Eliminator which keeps engines running in peak condition, and prevents blackening of fuel and fuel filters, which is common in the latest die-sel engines, says Acevedo.

“We are a full spectrum diesel special-ist company and we also remanufacture diesel engines, fuel injection systems and turbo-chargers, offering a fast and effi-cient exchange program,” says Acevedo. “Our knowledge of the internal workings of diesel engines and components make us a truly unique force in the fuel science market, because unlike many of our com-petitors, we are not driven by chemistry, but rather by finding solutions to the ever increasing range of problems in modern diesel engines that are fuel-related.”

By having a full service facility, where new products can be tested and used in real life circumstances, DSG Power Sys-tems maintains a competitive advantage in the diesel fuel science industry. “Using


our shop as a testing facility is something chemical companies might not have. This sets apart from our competitors,” he said.

DSG Power Systems provides products and services beyond diesel vehicles, he added. “Every company that has a diesel truck or diesel fleet, or any type of diesel-powered machines, such as generators, loaders and construction equipment, will benefit from using our expertise,” said Acevedo.

DSG Power Systems has its own brand of custom built generators, which pro-vides companies with several advantag-es. Built mainly with Perkins and Iveco engines POWERPRO generators are built tough and carry comprehensive warran-ties. “And as specialists with its full-ser-vice capabilities,” said Acevdo,” DSG also knows diesel engines better than most.”

“Twenty eight years in the business gives us, experience and flexibility.” As a result, DSG has earned a reputation for almost unrivalled knowledge in the in-dustry across Canada.

“DSG also provides custom-solutions to best fit clients’ needs,” said Acevedo. “We customize our products according to the customer’s requirements. We are

not restricted by a catalogue of items. When people come to us they tell us what they need and we customize prod-ucts for them based on specifications they give us.”

DSG Power Systems also sells electron-ic modules to increase power and fuel economy which is important in times where the cost of fuel is constantly esca-lating. ” We sell electronics for the agri-cultural industry that increase torque and horse power while reducing fuel econo-my,” said Acevedo.

“Reducing fuel consumption indus-tries such as mining, construction and manufacturing will result in significant cost reduction and a reduction in carbon dioxide emissions,” said Acevedo “For every gallon of fuel that is burned 10.1 kilograms of CO2 is emitted into the en-vironment, so every single gallon of fuel saved, prevents that much CO2 from go-ing into the atmosphere,” he said. In the mining industry especially, emissions re-duction has an important part to play in occupational health and safety.

Acevedo wants to bring these fuel-savings technologies to Latin American industries, particularly to multinational

mining industry. “Environmental care -- that’s something all the industries, es-pecially the mining industries in many countries, are concerned about,” he said.

Acevedo, who emigrated from Colom-bia to Canada in 2010, perceives great potential for DSG’s products in South American markets. Taking advantage of his expertise with business development in Latin American Countries, Acevedo went to Peru and Chile with STEP on a trade mission which he says resulted in significant trade connections for DSG Power Systems.

“We have a potential partner in Peru who deals with large end users. We are targeting the mining industry in Peru as it operates a lot of heavy diesel equip-ment. In Chile, there is a transportation company interested in our FMZ fuel savings device.” The FMZ is a Canadian-made device which senses load on trucks and buses and then either increases or decreases engine power available to the driver. This technology typically yields savings of around 15 per cent.

STEP has been helping to overcome trade barriers for the company. “STEP has been a key partner in our research, they


have helped us with the market analysis and research and were really good on the trade missions with all the connections they got for us.”

STEP has also assisted DSG Power Sys-tems in developing markets in Canada. Since working with STEP, the company has established a solid foothold with its 4+ line of diesel fuel additives in Ontario and Alberta, and STEP played an impor-tant role in recently opening the Quebec market for additives.

“Opening the Quebec market was a challenging and interesting undertaking, involving among other things, recruiting and hiring a bilingual sales representative and translating all sales and marketing materials,” says Hoff.

To learn more about DSG Power Sys-tems visit www.dieselservices.com

Whether you want to expand your market in Western Cana-da or internationally, STEP’s Exporter Readiness Program

can help you. This program is free of charge to any Saskatchewan based company or producer that has an exportable service or product and the desire to develop their skill set to sell into a new market.

STEP staff will meet with you one-on-one and discuss the chal-lenges you may face as you begin exporting. After the initial con-sultation, a customized report along with applicable tools and an action plan identifying how you can overcome these challenges will be created. Some common questions companies have such as how to enter into a new export market, how to choose a dis-tributor or agent, how to use social media to increase my sales presence, how to transport a product outside of the province and how to ensure payment is received, will be answered through this tailored program.

One Agri-Value company which participated in the program said “the market intelligence you provided was invaluable and made us re-think our direction on how to move forward. I keep the Export Readiness Program you provided with at my desk and review it on a regular basis to ensure I am keeping on track with your recommendations.”

For more information about STEP or how the Exporter Readi-ness Program can benefit you as an producer/exporter, contact Laura Fahlman or Chris Yin at 1 888 XPORTSK.

STEP program helps expand your trade borders


The Power of PartnershipsPacific NorthWest Economic Region (PNWER) Annual SummitSaskatoon, July 15-19, 2012

22nd Annual SummitSaskatoon, Saskatchewan

With a combined economy of more than $1 trillion, the Pacific NorthWest is one of the most important economic and trade regions in North America. PNWER is a public-private sector partnership that increases economic growth and trade between member states, provinces and territories. For the first time ever, Saskatchewan will host the annual PNWER summit. More than 500 delegates will discuss topics ranging from cross-border trade barriers, energy and agriculture to innovation and environmental policies. Join us to promote growth and network with public- and private-sector leaders. For more information or to register, visit www.pnwer.org/2012annualsummit

4472 PNWER print ad(212mmx275mm).indd 1 2/17/12 2:26 PM


Recruiting qualified skilled employees can be difficult at the best of times.

When it comes to international recruit-ment, distance, culture and language can complicate the selection and hiring pro-cess. Add into the mix unknown qualifica-tion frameworks, and the task can seem overwhelming. Reduce the complexity and reduce your business risk, with the SIAST Skills Passport Program

The SIAST Skills Passport provides a rigorous, cost-effective, SIAST-recog-nized evaluation of potential overseas employees before you choose to bring them to Canada. SIAST will assess and certify language and/or technical skills overseas before you make a hiring deci-sion.

SIAST has extensive experience with evaluation of workers by applying Prior Learning Assessment and Recognition

SIAST’s Skills Passport Program(PLAR) in Canada and internationally. We use the proven assessment criteria of SIAST certificate and diploma programs so that your potential employees are thoroughly assessed before they come to Canada, thereby reducing the risk to your company.

WHAT SKILLS ARE COVERED?Our program is up and running offering English language testing and/or technical testing Welding, Mechanics and Carpen-try. Additional technical skill testing will be developed in response to Canadian employer demand.

WHERE WE OPERATE?We currently conduct assessments through our partnerships in Ukraine and the Philippines. Additional locations will be developed in response to Canadian employer demand.

WHO’S ELIGIBLE TO SIGN UP FOR THE PROGRAM?The program is open to all employers who are currently hiring or considering hiring under provincial nomination or temporary foreign worker programs.

For more information please contact:Angela WojcichowskyDirector, International Projects SIAST Administration OfficeBusiness: +1.306.659.3854Mobile: [email protected]


STEP members who have noteworthy news are invited to share that information with Global Ventures for our BIZNotes section. For further information or to submit content, please contact Heather Swan, Manager - Corporate Services at (306) 787-7942 or [email protected]. BIZ Notes

Strong trade relations between Saskatchewan and Bangladesh rewarded The Saskatchewan pulse industry’s trade efforts are receiving international recognition. The industry is receiving the Canada Business Award in the category of “Best Canadian Exporter to Bangladesh from Canada” presented by the Bangladesh Cham-ber of Commerce and Industry (CanCham). CanCham is an inter-national joint Chamber between Canada and Bangladesh which provides assistance to Canadian and Bangladesh companies while promoting trade, commerce, and investment between the countries. The Canada Business Awards honors organizations based in Bangladesh and Canada for their outstanding contribu-tion toward economic growth.

As a co-sponsor of the award, STEP applauds the outstanding efforts of the Saskatchewan pulse industry. Saskatchewan Pulse Growers was in attendance and accepted the award on behalf of the pulse industry. Carl Potts, Executive Director of the Saskatch-ewan Pulse Growers pointed out that “there are many groups in the supply chain that need to be recognized for this award - the 18,000 Saskatchewan producers, Canadian pulse exporters and processors, pulse researchers, the provincial and federal govern-ments, as well as trade organizations such as STEP.”

“The combined efforts of these groups have allowed Saskatch-ewan exporters to produce world class varieties and a reliable supply of quality pulses. Recognition for this award is yet anoth-

er example of STEP members producing what the world contin-ues to need,” noted Lionel LaBelle, President and CEO of STEP.

The pulse industry is a major Saskatchewan success story. Sas-katchewan is now growing 95% of Canada’s lentils and 61% of the world’s lentils, 63% of Canada’s peas and 50% of the world’s peas. Most of the pulses grown in Saskatchewan are exported to customers around the world with Bangladesh currently serving as a major purchaser of Saskatchewan pulses.

Saskatchewan exports continue to growSaskatchewan’s merchandise exports continue to increase, reaching $2.62 billion in February 2012, up 22.2 per cent from the $2.15 billion recorded in February 2011 according to the latest Statistics Canada figures.

“This is good news for our province and it will lead to more investment, more jobs and a more prosperous Saskatchewan,” Enterprise Minister Jeremy Harrison said. “Some private fore-casters expect Saskatchewan to lead the country in economic growth this year and these export numbers show why so many people are confident in the Saskatchewan economy.”

Energy products were up by 60.8 per cent in February 2012 over February 2011, while agricultural products rose by 14.1 per cent and machinery and equipment increased by 33.2 per cent over the same period.

In the first two months of 2012, merchandise exports were up 23.9 per cent to $5.2 billion compared to the same period in 2011. Saskatchewan ranked second in terms of percentage change over this period.

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“Saskatchewan export markets are growing, creating oppor-tunities across the province for both businesses and workers,” Harrison said. “Saskatchewan has what the world wants and our products are going out to the global marketplace.”

Business conference trains economic developersThere is often emphasis placed on the creation of new business but a major economic conference in Saskatoon will focus on the retention and expansion of businesses in the community.

From June 18 to 21 the Business Retention and Expansion International (BREI) Conference will bring together business leaders, entrepreneurs and economic experts to learn and share ideas on how to build a better business environment. The con-ference theme is Action Reaction: Be the Catalyst for Change.

This conference is an opportunity for economic developers, community leaders, and business ambassadors to hear what works and what does not work, to explore Business Retention and Expansion (BRE) best practices and learn how to overcome challenges they may face as they implement their BRE programs.

BREI is a leading professional association for business reten-tion and expansion. BREI’s mandate is to provide leadership resources, education and networking opportunities in business retention and expansion, as well as to build international aware-ness of the importance and vast economic benefits that a BRE program can have on a community and a region.

There will be an opening ceremony, a two-day training session for participants wishing to become BRE certified coordinators, a professional development session, keynote speakers, tourism opportunities both in and around Saskatoon, an awards ban-quet, and various other programs and events.

Keynote speakers will include Stephen Dubner, award winning author of Freakonomics: A Rogue Economist Explores the Hid-den Side of Everything, Daniel Isenberg is a Babson Global Pro-fessor of Management Practice and the founding executive di-rector of the Babson Entrepreneurship Ecosystem Project (BEEP) and Linda Nazareth, TV broadcaster and author of The Leisure Economy: How a Shift Away from the Work World Will Reshape Our Lives and Industries.

This conference will also bring recognition to the work that various agencies and organizations have accomplished here in Saskatchewan. These include Enterprise Saskatchewan, Commu-nity Futures Development Corporations (CFDC’s), Chambers of Commerce, City Economic Development Officers, Saskatchewan Economic Development Association (SEDA), municipal leaders and other economic development bodies.

Award-winning STEP members At the 23rd Annual Saskatchewan Tourism Awards of Excellence Gala, held March 22 in Regina, Canada’s Farm Progress Show, a STEP member, received the Event of the Year Award. A 12-per-son committee selected the 37 finalists and 15 award recipients from more than 90 nominations, acknowledging the best of the tourism sector in the province.

Canada’s Farm Progress Show in Regina is a highly recog-nized event and a leader in tourism development, attracting more than 40,000 visitors every June. Canada’s largest dry-land farm technology show highlights the economic shifts, changing demographics, and advances in technology that faces the agri-cultural industry.

The impact of this show is outstanding – a standardized eco-nomic impact assessment has shown that $3.5 million in tour-ism spending was generated in 2011, not including the major equipment purchased. When these visitors, hailing from 42 dif-ferent countries, flock to Regina, hotels are full and business is booming at restaurants and retail stores. Much more than just an agricultural show, this event provides a lasting legacy and encourages future investment in the region.

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son Anderson is also nominated in the Young Entrepreneur cat-egory under another business Masyndic Consulting Ltd.

The recipients of the Regina and District Chamber of Com-merce Paragon Awards for business excellence were recently an-nounced at the annual Paragon Awards Dinner. Two out of three STEP members that were nominated for a Paragon Award won in the categories they were nominated. The Brandt Group of Companies, a STEP member, won the coveted title of Business of the Year. The Regina-based agricultural implement manufac-turer is the largest privately owned business in the province, with more than $1 billion in annual sales. STEP member Film Rescue International was also recognized with an award in the Export Achievement category. GB Internet Solutions, another STEP member, was a finalist in the New Business Venture cat-egory. The annual Paragon Awards for business excellence are awarded to 10 businesses or individuals selected from 28 final-ists and more than 120 nominees.

STEP member, Ram Industries Inc. was selected as Business of the Year at the ninth Yorkton Chamber of Commerce awards held March 14.

At the Humboldt and District Chamber of Commerce - 13th Annual Mark of Excellence Awards, two STEP members were recognized. Meyers Norris Penny LLP was recognized in the Community Involvement Category. This category is awarded

to a business who has demonstrated exceptional performance in its support of the arts and culture, amateur sports, educa-tion, health care, and voluntary groups. Michel’s Industries was recognized in the Large Business of the Year category. This is awarded to a business with over 10 employees that demonstrate all around excellence, shows growth and profitability, and acts as a role model for other businesses.

STEP member Norseman Structures has been awarded the North Saskatoon Business Association (NSBA) Business Builder Export Award, based on the company’s recent success expanding operations into markets outside Saskatchewan. They received the award during the 15th Annual NSBA Awards Banquet, March 15. Since locating in Saskatoon in 2010, Norseman Structures has developed an international distribution and service network in Canada, the United States, Europe, New Zealand and Austra-lia, with the ability to also distribute products throughout Africa, the Middle East and South America. They have seen an increased growth in the mining and oil & gas industries with that growth expected to continue in both local and export markets.


GravelbourgMustard

Film RescueInternational

STEP and the Exporter Readiness Program has helped our company as the representatives that helped us were

very knowledgeable and informative. They provided us with many options to expand our company and the membership will let us take advantage of their expert opinions and contacts that will benefit us. Becoming

members has been a tremendous asset and well worth the membership fees.”

Val Michaud - OwnerGravelbourg, Saskatchewan

“STEP has been instrumental in helping us with issues such as border challenges. When we have issues, there is always somebody at STEP to call and that has been

helpful. We look forward to our continued relationship with STEP and the support we receive to participate in

events is very important to our organization.” Greg Miller - Partner

Indian Head, Saskatchewan

Saskatchewan Trade and Export Partnership (STEP) provides core services essential to international marketing. Services are structured to develop member export sales and enable them to stay strong in the global marketplace. Here’s what a few of them have had to say about our services. For further information or to submit content, please contact Heather Swan, Manager - Corporate Services at (306) 787-7942 or [email protected].

What our members

Say...


ers to STEP members, and it’s an op-portunity to showcase their products without them incurring travel costs.” Simpson describes the virtual trade mis-sions as simply “a virtual meeting with video.”

By using Adobe Connect software a Saskatchewan company can connect with a client halfway around the world as long as their computers are enabled with a speaker, microphone and web-cam. These features come already pre-equipped on most modern laptops, added Simpson.

“There are several advantages to a live web conference over a teleconference,” he said. “You can share your desktop with whoever you are speaking to and see the person you are web conferenc-ing with and give a live PowerPoint pre-sentation.” The best part of live web conferencing, he added, is the life-like human interaction. “When you give your presentation you can see their reaction, so it’s a bit more like real life, the real key is you can see the products.”

There is still a place for the traditional trade mission, emphasized Simpson, who attended two trade missions with STEP members last month in Phoe-nix, Arizona and Anaheim, California. In Phoenix, Simpson led a delegation of four STEP members to the Taste of Canada tradeshow which showcases Ca-nadian retail food products. There were

34 Canadian companies that went into the trade show to try and garner insight and possible leads into the retail food market in Phoenix, said Simpson.

In Anaheim, STEP and three of its members exhibited at the Natural Prod-ucts Expo West, which showcases natu-ral products, with an emphasis on food products, he said. That was the bigger of the two trade shows, said Simpson with more than 2000 vendors and over 60,000 people in attendance, creating many networking opportunities for the STEP members.

“It was well attended and everyone got what they were looking for in terms of trade leads,” he said.

Simpson is also helping STEP mem-bers promote their products at home, through digital directories, which will be sent out to each member for the Agri-Value, Manufacturing and Technol-ogy and Professional Services sectors. These directories will also be distribut-ed in print form at trade shows through-out the world, and will be available on STEP’s website. These directories which include mini bios of STEP mem-bers with descriptions and pictures of their products and services, and will be fully available Summer 2012.

His long-term goal is to also increase STEP virtual trade missions to six to 10 missions annually. Any STEP member that wants to learn more about virtu-al trade missions can contact Patrick Simpson directly at (306) 933-6512.

BY ALANNA ADAMKOImagine being able to sit down with potential international customers to

showcase your latest products without having to leave the comfort of your board room.

Patrick Simpson, technology and mar-keting coordinator at STEP, is helping local businesses increase international sales by taking advantage of both new and old marketing platforms.

Simpson’s interest in international business began through several over-seas trips in high school and after grad-uation. He first came into contact with STEP as a University of Saskatchewan student attending business events at the Hanlon Centre for International Business in Saskatoon. After convocation in 2011, he started working for STEP in several roles. He began as a trade development assistant, and then moved into a market intelligence analyst position. He stepped into the technology and marketing coor-dinator role when it was created last Oc-tober. In this current role he helps STEP members market their products through the creation of communications materi-als, conducting virtual trade missions and promoting online sales of STEP’s market research reports.

Simpson is excited for the virtual trade missions that he has been devel-oping, and sees them as another avenue that Saskatchewan companies can use to attract international business.

“These virtual trade missions are something we are focusing on,” said Simpson. “It connects international buy-

Staff Profile: Patrick Simpson: STEP staff using both new and old marketing to increase sales for you.



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GLOBALVENTURES VOLUME FOUR ISSUE THREE • MAY/JUNE … · VOLUME FOUR ISSUE THREE MAY/JUNE 2012...

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