International Business AttractionSummit

September 10, 2009

Agenda• Welcome and Introductions• About Team NEO• Intl Business Attraction Strategy

–Support Available to Existing Efforts–Proactive Plans

• Discussion: How to be More Effective Together

About Team NEO

Regional Business Attraction Agent

We live and work as a Region

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One Regional Brand:

(Created by GCP,Positively Cleve CVB,

Team NEO)

Retain/Grow LargestIndustry (Manufacturing):

Expand/Retain Businesses:Chambers of Commerce,Local Govt.

Attract NewBusinesses:

Attract Venture Capital for Emerging

BioMed Industry:

Launch Entrepreneurship:

Incubate future technologies:

Goal:Accelerate NEO

Economic Growth

NEO Regional Economic Development System

Funding and Leadership:Metro chambersFund for Econ Future

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Team NEO: Regional Business Attraction Agent

Generate Leads

ExecuteLeads

Promote Regional Teamwork

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Team NEO’s Strategic Focus

Team NEO advances Northeast Ohio's economy by attracting businesses worldwide to the 16-county Cleveland Plus region.

 

Team NEO’s Mission

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• Objectives: Increase high quality targeted lead flow and execute effectively to increase NEO investment

• Strategies:– Targeted marketing leveraging Cleveland+ brand – Focused sales team sells business case by

connecting prospects to State and local resources– Institute Economic Dev System to close deals– Assist local economic developers and communities

in their efforts to attract businesses– Engage and Inform NEO Business Community

as Ambassadors, Partners

Regional Business Attraction Agent:

Northeast Ohio’s Sales Force

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• 15 Staff members

• $3 Million Budget Funded by:– 33% Fund for our Economic Future

– 27% Cleveland Plus Marketing Alliance

– 25% Metro Chambers/ED Orgs

– 15% Direct Support

• Serve, Promote 16 County Region

• Joint Venture of Metro Chambers– Chambers/Gov’t improve Assets, Team NEO Sells

• Board of Trustees Represents Entire Region

• Multiple Advisory Councils add reach + inclusion

Small Organization Serving Large Region

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Partners/Funders: The Greater Team

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Lead Generation Targets/Sources

• Prominent Site Selection Consultants– Larger projects, set the region’s reputation

• High opportunity industries– Bio-medical (devices), Advanced Energy

• Minority Owned Businesses– Teaming with NOMSDC, HBA

• Strong emphasis on in-region referrals

• Emerging: Proactive International Attraction

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45Active Leads

Generate Impressions

NEO Region Economic Development System

CloseDeal

Qualify Leads

Qualify NEO

Negotiate Deal

# qualified leads # short list $Payroll

Metrics

51New 2009 Leads

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2009 Actual vs. Plan

Objectives 2008 Actual

2009Goals

9/10/09Actual

% of Plan

New Qualified Leads 82 80 51 63%

Minority Business Leads 5 5 2 40%

Leads to Short List 26 20 18 90%

New Annual Payroll Added

$32 MM $40 MM $19.0M 47%

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Results since 2007: 200 new qualified leads, 25 new organizations in Northeast Ohio, $95M in annual payroll (3,000 new jobs); More than

$175M in regional annual economic benefit

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2007-2009 Attraction Wins by Industry

• Health Care/Bio Medical– Value Care Pharmacy– QED– Clear Catheters– Arteriocyte– ViewRay– M2M Imaging– Affymetrix– GammaStar– Proxy Medical

• Aerospace– PCC Airfoils

• Manufacturing– RTS Industries– Barbasol

BOLD = 2009 wins

• Business Process Outsourcing– TeleTech– Group Travel Planet– GCA Services– Quadex– ASHI– SP Data– VXI Communications– CollectCorp

• Food Processing– Cloverdale Farms

• Technology– Linear Dimensions

• Steel – Project Fred– Doppstadt– Steel Warehouse

International Business Strategy

Support and Promote

The Case for International AttractionForeign-based companies see the U.S. market as….

– the largest consumer market with the broadest level of affluence – the worldwide market change agent– investing in industries that they already have competencies– open to global trade and different cultures– legally respectful of intellectual property– having a favorable exchange rate– an opportunity to diversify and mitigate financial risk– and most importantly, a viable expansion alternative

Now is the time to proactively attract foreign-based companies

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Team NEO Intl Bus Attraction Strategy:Two Prong Approach

• Support Existing Economic Development Efforts & Organizations

– Marketing– Lead Execution – Convene/Collaborate

• Proactively Promote NEO to Enhance Current Efforts

– Leverage Efforts– Enhance Promotion– Extend US Targets

Globally

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Marketing Support: Cleveland PlusTelling the NEOhio Story to the World

Cleveland Plus = Inclusive, Excellence, Positive16 Counties Collaborating

6000 Square Miles to PromoteBusiness + Travel + Talent Recruitment

One Cohesive Marketing Campaign

One Positive Attitude

National Media Relations, Business Attraction, Talent Attraction Support, Tourism Marketing

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Direct Attraction

Increases Leads in Growth Areas: Improves Close Potential

Support Regional Effort

-Collateral, Web, PR

-Site Visits, Events

-Research, Creative

Core Marketing Needs to Support Existing Efforts

Site Consultant Targeted Marketing

Full Year:

-6 Mkt Visits

-2 Big FAM, 6 Mini

-Core SS Industry EventsPartner for Key

Industry/Market Infusion

-Key Industry Collateral

-Partner Event Support

Support Available: Marketing

Highly Targeted IndustryAttraction

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Marketing Support:www.clevelandplusbusiness.com

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Translation of Key Facts in 6 Languages

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• It All Adds Up

• Video

• Wallet Cards

• Industry one-pagers, brochures

– NEO and State of Ohio

• In-depth industry profiles (available Q4)

– Medical Devices

– Advanced Energy

Marketing Support: Tools Available

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• Value

– Build the “Business Case” for the customer

– Single point of contact (speed, agility, confidentiality)

– Share our leads……Support your leads

• Information & Insights (Quantitative & Qualitative)

Lead Execution Support

•Market access•Transportation and Logistics•Utilities•Sites & Buildings

•Workforce•Business introductions•Incentives coordination•Tax impact assessment•Supply Chain

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Orthopedic Production-Related Workforce:Cleveland-Akron MSA versus Koscuisko County

SOC TitleTotal - Private: Cleveland - Akron

Total - Private: Koscuisko Co, IN

51-1011 First-Line Supervisors/Managers of Production and Operating 9,005 556

51-2092 Team Assemblers 14,484 1,439

51-2099 Assemblers and Fabricators, All Other 4,273 335

51-4011 Computer-Controlled Machine Tool Operators, Metal and Plasti 2,868 141

51-4012 Numerical Tool and Process Control Programmers 414 13

51-4021 Extruding and Drawing Machine Setters, Operators, and Tender 1,649 105

51-4022 Forging Machine Setters, Operators, and Tenders, Metal and P 1,008 33

51-4031 Cutting, Punching, and Press Machine Setters, Operators, and 5,151 211

51-4032 Drilling and Boring Machine Tool Setters, Operators, and Ten 1,111 38

51-4033 Grinding, Lapping, Polishing, and Buffing Machine Tool Sette 2,372 137

51-4034 Lathe and Turning Machine Tool Setters, Operators, and Tende 1,786 46

51-4035 Milling and Planing Machine Setters, Operators, and Tenders, 646 27

51-4041 Machinists 7,616 246

51-4072 Molding, Coremaking, and Casting Machine Setters, Operators, 2,779 218

51-4081 Multiple Machine Tool Setters, Operators, and Tenders, Metal 1,788 116

51-9082 Medical Appliance Technicians 147 139

51-9199 Production Workers, All Other 4,924 256

NEO Production OccupationsIncluding Wages

SOC Code SOC Title

Total 2007NEO

Employment

Average Annual NEO

Wage

51-4011 Computer-controlled machine tool operators 3,600 $33,116.81

51-4012 Numerical tool and process control programmers 360 $47,028.33

51-4021 Extruding and drawing machine setters, operators, and tenders 3,470 $37,510.17

51-4022 Forging machine setters, operators, and tenders 1,130 $38,676.28

51-4023 Rolling machine setters, operators, and tenders 1,430 $34,095.73

51-4031 Cutting, punching, and press machine setters, operators, and tenders 9,620 $29,631.43

51-4032 Drilling and boring machine tool setters, operators, and tenders 1,290 $34,146.36

51-4033 Grinding, lapping, polishing, and buffing machine tool setters, operators, and tenders 2,970 $29,401.99

51-4034 Lathe and turning machine tool setters, operators, and tenders 2,300 $30,489.43

51-4035 Milling and planing machine setters, operators, and tenders 820 $28,288.54

51-4041 Machinists 13,760 $34,531.35

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• Team NEO partnering with Cleveland Foundation; building on their efforts

• Extend industry targeting strategy globally

– Currently working international proactively through GCIC

• Partner more actively with ODOD, NEO resources

– Dedicated Team NEO staff for international attraction

– Select a few countries for extra emphasis

• Integrate efforts with EU’s SME Union/US initiative

• Two Prong Strategy:

– We will support you

– We will enhance efforts in areas not already covered

Proactive Plans: Expand on Existing EffortsA World Class Region Competes Globally

Discussion:How We Can All

Be More Effective Together

Next Steps

• For Marketing Materials, email marketing@clevelandplusbusiness.com

• For help with lead execution, contact Jay Foran 216-363-5407; jforan@teamneo.org

• Please be available to help Team NEO with marketing + lead execution as needed

Thank You