Transcript International Trade Branch - Canada

Bringing Ontario to the World
Ministry of International Trade
Vitaly Paroshyn
Manager, Europe & Middle East
International Trade Branch
Government of Ontario
[email protected]
Ministry of International Trade
Overview
On June 13, 2016, the government announced the creation of Ontario’s first stand-alone
Ministry of International Trade (MIT).
Through this new Ministry, MIT has been tasked with the development and
implementation of a new International Trade Strategy, economic trade missions, trade
promotion, and Ontario’s international presence abroad.
MIT delivered the following results over the past 12 months:
• 699 companies taken into market
• Identified over $941 million in export sales opportunities
• Assisted 703 experienced exporters expand their sales in new markets, and 797 new
exporters to access export markets
• Led over 70 economic trade missions
2
International Trade is Important to Ontario’s Economy and
Prosperity
3
An investment in Ontario’s international trade agenda is an investment in:
 Higher Productivity
• As companies participate in international trade, the business case is more compelling for them
to invest in innovation, skills and knowledge, thus increasing profits and productivity.
• NAFTA has raised the productivity of new exporters by 15%, and furthermore these new
exporters were responsible for raising Canada’s overall manufacturing productivity by 3.5%.
 Higher Wages
• Exporting firms are more productive and evidence indicates they pay higher wages.
• Canadian exporters pay wages that are about 14% higher than those paid by non-exporters.
 Higher Standard of Living
• International trade has been linked to improvements in the Canadian standards of living.
• OECD found that every 10% increase in trade exposure (as measured by trade share of GDP)
contributes a 4-percent increase in GDP per capita.
International Trade is Important to Ontario’s Economy and
Prosperity
 New Revenue & Growth Opportunities for Ontario’s
Economy
• Companies that only focus on domestic markets have
defined their growth and will ultimately compete against
their neighbours and international competitors arriving in
Ontario.
• New markets enable companies to change the
trajectory of their growth potential.
• Companies generating more than 10% of their revenue
from export activity are significantly more likely to
become committed, pro-active exporters in the long
term.
 Focused and Effective Scaling-up of Ontario’s SMEs
• Of ~390,000 SMEs in Ontario. ~80,500 of these firms
operate in Ontario’s defined priority sectors and are not
exporting. These firms should be encouraged to begin
exporting in order to scale-up, while existing exports
should be encourage to expand exporting.
1.
2.
3.
4.
ITRD Quarterly Report, Q4 2014-15
Industry Canada, 2013
http://www.ic.gc.ca/eic/site/061.nsf/eng/02804.html
Statistics Canada
ITRD eCRM database, 2009-2015
4
Moving Ontario’s International Trade Agenda Forward
5
MIT is building capacity to:
• Drive analytics and business intelligence
• Support for wider variety of exporters
• Support for broader set of sales/delivery channels
• Address non-traditional barriers
• Support flow of information, services, people, not just products
• Leverage existing assets, partners
• Work seamlessly with federal government, municipalities, etc.
KEY QUESTIONS
DEMONSTRATE
LEADERSHIP
AND BUILDING
STRONGER NETWORKS
• How will the ministry champion
trade activities for Ontario?
• How will businesses gain access
to global ideas and innovation?
• Who will lead coordination
between key members of
ecosystem?
• How does Ontario leverage the
sum of the whole vs sum of the
parts?
BETTER
INTELLIGENCE,
BETTER RESULTS
• What are most accurate
measures of trade outputs?
• How to set targets to gauge
success?
• How to assess impact on Ontario
businesses on issues such as
TPP/CETA/Brexit?
• How to leverage sector strategies
to identify priority markets?
• What intelligence and analytics
are needed?
BUILDING ON
SUCCESS
• How do we build on momentum
of existing successes and
competitive advantages?
• How to integrate into existing
trade ecosystem?
• What are new trade sales/delivery
channels?
• How to engage beyond SMEs?
Ontario’s Goods & Services Exports
6
Goods and Services Export Intensity - 2015
Gross Domestic Product
100%
International exports are
equivalent to around 36%
of Ontario’s GDP
80%
60%
40%
20%
0%
Note: 2015 GDP is $747,101 million
Source: Ontario Ministry of Finance, 2016.
Interprovincial
16.6%
International
35.7%
Ontario’s Goods and Services Exports
7
Russia / CIS 0.3%
Middle East & Africa 1.4%
USA
80.4%
Mexico, Caribbean & South America
2.1%
Asia & Oceania 4.6%
17.82%
European Union & EFTA 9.42%
Source: Statistics Canada, March 2015 – latest available full year data
EFTA: European Free Trade Association (Switzerland, Norway, Iceland, Liechtenstein)
Other
1.78%
Ontario Trades with the World
8
Top Ten Trade Partners - 2015
Exports
Rank
Country
Imports
% Share in Total
Rank
Country
% Share in Total
1
United States
80.4%
1
United States
56.0%
2
United Kingdom
6.4%
2
China
12.1%
3
Mexico
1.4%
3
Mexico
7.6%
4
Hong Kong
1.3%
4
Japan
3.2%
5
China
1.2%
5
Germany
2.6%
6
Norway
0.8%
6
Korea, South
1.7%
7
Japan
0.7%
7
United Kingdom
1.3%
8
Germany
0.7%
8
Italy
1.2%
9
Italy
0.5%
9
Switzerland
1.1%
10
France
0.4%
10
France
0.9%
Note: Figures for 2015. Export figures are domestic exports only (does not include re-exports)
Source: Industry Canada with data from Statistics Canada, 2016.
Ontario Trades in a Variety of Goods
9
Top Five Product Categories - 2015
Exports
Imports
Motor Vehicles
Motor Vehicles
Machinery & Mech.
Appliances
21%
Metals and Precious
Stones
35%
Machinery & Mech.
Appliances
37%
Electrical Equipment
45%
15%
Electrical Equipment
4%
4%
10%
Plastics
10%
Others
Source: Industry Canada, Trade Data Online (data from Statistics Canada, February 2016)
12%
4% 4%
Pharmaceuticals
Plastics
Others
Canada’s International Trade Agreements
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Canada’s Trade Negotiations and Agreements
Countries with Completed
Free Trade Agreements
Countries with Free Trade
Agreements Being Negotiated
Countries with Free Trade
Agreements in Exploratory
Discussions
All other countries without
Free Trade Agreements with
Canada
Note: FTA coverage does not include WTO Agreements.
Ministry of International Trade
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Build Global Mindset at
the Community Level
Support Ontario firms to
begin exporting / expand
into new markets
Assist Ontario firms
accelerate along the
learning curve and
compete successfully in
international markets
TRADE BRANCH CLIENTS: Ontario SMEs with exportable goods and professional services
Market Entry Support
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• Export readiness assessment
• Market opportunities identification
• Customized market research,
regulatory and import requirements
• Qualify local business partners
• Problem-solving and advocacy support
One-on-One Export
Export Seminars and
One-on-One
Advice Export Advice Workshops
Our
Programs
Trade Missions &
International Trade
Shows
Financial Assistance
Market Entry Support
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One-on-One Export Advice
Export Readiness
Assessment
Market
Opportunities
Identification
Customized
market research,
regulatory and
import
requirements
Qualify local
business partners
Problem-solving
and advocacy
support
Market Entry Support Export
Export Seminars and Workshops
14
New Exporters to Border States (NEBS) Seminars
Practical, hands-on
information on
Export
Fundamentals
US Customs
Documentation
Business Visa/
Immigration
Requirements
Currency Exchange
Banking Options
Corporate Tax
Considerations
Delivered as 2-day
Missions to Buffalo
February, May, September, November
Also delivered across Ontario 4
times a year as ½ day seminars
Market Entry Support
Export Seminars and Workshops
International Trade Branch seminars enable Small & Medium Enterprises to move up the
learning curve, and thereby enable SMEs to save time and money in achieving market
access:
• Trade Compliance Seminars: Focus on supply chain management, customs compliance,
logistics, taxation, IP and Export Controls. Delivered in partnership with Forum for
International Trade Training.
• CE Mark Certification Seminars: Full day workshop on how to obtain the European
Union’s CE Mark for products.
• Public and Private Procurement and Intellectual Property (IP) Protection: Addresses
key market access topics
• Market Seminars: Seminars on accessing the sector specific opportunities in a priority and
emerging markets.
• Capital Projects in Emerging Markets Seminar: Focuses on Public-Private Partnerships
and Capital Infrastructure project opportunities in emerging markets.
• Global Exporter Forums: Focus on the opportunities by sector in multiple markets.
Presentations by international speakers on the market opportunities combined with Ontario
success stories. Host international buyers and showcase Ontario companies.
15
Market Entry Support
Trade Missions & International Trade Shows
The Trade Branch organizes outbound trade missions for export-ready Small &
Medium Enterprises to priority markets worldwide. Trade missions are:
•
•
•
•
Sector specific
Focus on priority markets
Often anchored around an Ontario pavilion at a leading international exhibition
Provide customized client-focused value-added services and direct contacts with
potential buyers / distributors for export-ready companies. 1:1 market consulting by the
International Trade Branch to assist in ‘triage’ of mission members.
The Trade mission program includes as appropriate:
•
•
•
•
•
•
Exhibit space in the Ontario pavilion
Business-to-business matchmaking
Networking reception
Market briefing
Industry roundtable
1:1 customized in-market advocacy by trade branch mission leader
16
Market Entry Support
Trade Missions & International Trade Shows
17
A Balance of Developed Markets:






USA
European Union
Japan
Australia
South Korea
Israel
And Emerging Markets:
 Mexico
 Latin America (i.e. Brazil; Chile;
Peru; Colombia)
 Central/Eastern Europe/Southeast
Europe (i.e. Turkey)
 Middle East (i.e. Gulf Cooperation
Council region)
 Asia (i.e. China; India; ASEAN)
Primary
Secondary
Market Entry Support
Trade Missions & International Trade Shows
Automotive
Aerospace
Infrastructure
ICT
Architecture
Cloud / Internet ∙ Wireless /
Telecom ∙ Security
Digital Media ∙ Software
FinTech
Engineering Services
Building Materials
Clean Tech
Life Sciences
Environment ∙ Water /
Wastewater ∙ Green Build
Renewable Energy Smart
Grid
Biotechnology
Health IT
Medical Devices
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Agrifood
(OMAFRA)
Mining
Equipment &
Services
(MNDM)
Market Entry Support
Trade Missions & International Trade Shows
Other
Mining
Agri-food
Life Sciences
ICT
Environment
& Energy
Construction
Infrastructure
Automotive
Aerospace
Geography/Sector
19
Trade Staff Outbound
Missions
(2016/17)
United States
30
European Union
14
Eastern Europe, Turkey
1
China/Taiwan
11
India, South/ Southeast
Asia
11
Japan, Korea, Australia
4
Mexico, Caribbean
7
South America
(Brazil, Chile, Colombia,
Peru)
4
Middle East
6
Connecting Ontario Companies
to International Market Opportunities
20
International Trade Branch - Last 3 Years
Led Over 180
Trade
Missions
70+ Trade Missions Per Year
6 Premier’s
Missions
In Priority
Sectors to Key
Markets
Worldwide
100+
Incoming
Buyers
Missions
35+ Countries
1500+ Companies on
Outbound Missions
2000+ Small & Medium
Enterprises assisted
OVER $100 MILLION IN EXPORT SALES EACH YEAR
Ontario’s Global Network
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London
Munich
Paris
New York
San Francisco
Beijing
Tokyo
Jerusalem
New Delhi
Shanghai
Chongqing
Dubai
Mexico
City
Mumbai
Singapore
São Paulo
Porto Alegre
Santiago
Ontario Trade & Investment Offices
International Trade Development Representative
Key Stakeholders
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Provincial
Federal
• MIT – www.ontario.ca/export
• Ontario Chamber of Commerce –
www.occ.ca/programs
• OMAFRA – www.omafra.gov.on.ca
• COEF – [email protected]
• Global Affairs Canada / Trade
Commissioner Service –
www.tradecommissioner.gc.ca
• Export Development Canada –
www.edc.ca
Financial Assistance
Tools and Programs to Assist Clients
23
Early Stage Exporters
(ESE)
www.occ/programs/earlystage-exporters
Export
Market Access
Ontario Tools
Exporters
&Fund
Programs
to Assist
Exporters
www.ontarioexporters.ca
(EMA)
www.exportaccess.ca
Grant program to assist
Ontario firms to hire an
Export Manager
Grant program to assist
Ontario exporters to expand to
international markets
Grant program to assist
Ontario exporters to
expand into international
markets
Advanced Manufacturing,
Aerospace, Building
Products/Construction,
Clean Technology,
Exportable Professional
Services, ICT or Life
Sciences
International buyers
International Trade Missions
Promotional Materials
Market Research
Develop Export Sales
Eligible costs are shared
50/50 with maximum
grant of $30K/year
Companies must have 5+
employees to a max of 500; be
incorporated and in business for 2
years
Companies must have 5+
employees and $500K in annual
sales
Companies must be
incorporated, have at least 3
full time employees, between
$300K-$500K annual sales,
and market ready product in
priority sector
Ontario Chamber of Commerce (OCC)
Europe & Middle East
24
 The structure for the Europe and Middle East unit will incorporate a mix of sectorfocused and geographic alignment.
 The European Union region (27 Eurozone markets, the UK and countries such as
Norway, Iceland and Switzerland, which are not part of the EU but have strong
connections with the EU) will be aligned along key sectors while grouped into distinct
geographic regions:
•
•
•
UK/Ireland and Northern Europe
Germany & Central Europe
France, Benelux and Southern Europe
 Eastern Europe and Central Asia (i.e. Russia, Kazakhstan, Ukraine) and Southeast
Europe (Turkey) will remain within the existing geographic coverage with the focus on
key priority sectors.
 Expanded sector coverage of the Middle East region (i.e. construction/infrastructure,
professional engineering and design services and clean technologies) and to build the
export capacity to develop trade programs in North Africa and Sub-Saharan Africa.
Europe & Middle East
25
 The new sector alignment within a highly integrated European Union, Eurasia and
the Middle East & Africa region while maintaining the assigned geographic
responsibility will provide:
•
More targeted export development sector strategies around innovation clusters.
•
More robust and in-depth sector development initiatives and client outreach
activities in Ontario.
•
Expanded outreach sector activities in conjunction with key anchor trade shows
to maximize the effectiveness of export development programs.
•
Better coordination and strategic approach to export development opportunities
across Europe (not limited to assigned geographic coverage).
•
Deeper in-market sector knowledge and stakeholder relationships to leverage
successful in-market activities.
•
Consistency and continuity of sector and market approach and up-to-date
information on sector opportunities.
Europe & Middle East
26
Cont’d
•
More value-add to traditional “market consulting” (value to the SME exporter in
their progress to multi-market “sector approach” by providing actionable
commercial intelligence and market expertise).
•
Assist client companies to develop targeted sectors and market strategies by
providing one-on-one sector and market consulting and up-to-date commercial
intelligence.
•
More effective partnerships with federal/provincial partners and stakeholders to
leverage resources both in Ontario and in-market
•
More aligned structure with Global Affairs Canada and its regional operations.
•
Better tracking of companies assisted and export success (immediate and longerterm).
Europe & Middle East Sector & Geographic Coverage
European Union
Sector
/Geography
UK, Ireland,
Northern
Europe
Aerospace &
Defence
Cleantech
UK, France, Italy,
Central Europe
Life Sciences,
Automotive/
Transportation
ICT
Energy/
Automation/
Robotics
Mining,
Oil & Gas,
Construction,
Aerospace
ICT, Aerospace &
Defence, Oil &
Gas, Life
Sciences
Energy/Cleantech,
Construction &
Infrastructure,
Mining
Germany &
Central Europe
Eurasia
France,
Benelux, &
Southern
Europe
Eastern and
Southeast
Europe
Middle East & Africa
Middle East &
Israel
27
Middle East,
North/SubSaharan Africa
Germany, France,
UK, Central
Europe
UK, Spain,
France, Germany,
Norway, Central
Europe
Eastern Europe
(Russia,
Ukraine), Central
Asia (Kazakhstan)
Turkey
Middle East (i.e.
GCC), Israel
Middle East, North
Africa and SubSaharan Africa
International Trade Branch –
Staff Directory
28
THE AMERICAS
EUROPE AND MIDDLE EAST
ASIA AND AUSTRALASIA
Manager
Carla Tsambourlianos
416-325-6658 [email protected]
Manager
Vitaly Paroshyn
416-314-0915 [email protected]
Manager
Corie McDougall
416-325-6663 [email protected]
Administrative Assistant
Fanny Mendez
416-212-8471 [email protected]
Administrative Assistant
Anam Choudhry
416-325-6510 [email protected]
Administrative Assistant
Sharon Fleary
416-314-8250 [email protected]
U.S. (Aerospace and Advanced Manufacturing)
George Braoudakis
416-314-0203 [email protected]
France, Benelux and the Nordics
Victor Miranda
416-314-8231 [email protected]
China (Automotive, ICT, Life Sciences and
Aerospace)
Lisa Qi
416-326-1346 [email protected]
U.S. (Sustainable Technologies)
Rita Patlan
416-325-9210 [email protected]
Germany and Central Europe
Gilles Chatelain
416-326-1075 [email protected]
U.S. (Information & Communications Technologies)
Mauricio Ospina
416-325-6151 [email protected]
U.K., Ireland and Southern Europe
Maureen Angus
416-314-2602 [email protected]
U.S. (Life Sciences and Building Products)
Patricia Cosgrove
416-212-1030 [email protected]
Middle East
Vitaly Paroshyn
416-314-0915 [email protected]
Mexico, Central America and the Caribbean
Rowena Dias
416-314-8242 [email protected]
South America
Marek Karwowski
416-325-9821 [email protected]
COMMUNITY EXPORT DEVELOPMENT COORDINATOR
NEW EXPORTERS TO BORDER
STATES (NEBS)
Laura Diaz
647-972-2189 [email protected]
.
China (Environmental and Professional Services)
Ellen Wei Cao
416-327-2450 [email protected]
Japan, Korea, Australia and New Zealand
Wenbo Pan
416-325-6782 [email protected]
India and South Asia
Akhil Tyagi
416-327-2371 [email protected]
DIRECTOR’S OFFICE
Director, International Trade Branch
Enrico Di Nino
416-326-5660 [email protected]
Southeast Asia
Eve Rotstein
416-3258-6896 [email protected]
Administrative Assistant
Elaine Marks
416-325-6665 [email protected]
Not sure who to contact?
Call 1-877-46-TRADE (8-7233) or
email [email protected]
and we’ll direct you to the right person.
Program Coordinator
Robin Di Tosto
416-325-6792 [email protected]
Thank You
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CONTACTS:
Vitaly Paroshyn – Manager, Europe/Middle East
[email protected]
Carla Tsambourlianos – Manager, Americas
[email protected]
Corie McDougall – Manager, Asia/Australasia
[email protected]
www.ontario.ca/export