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EDI Kansas City 2010






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  • ..Dell delays plant closingBy Richard Craver | Journal ReporterPublished: March 18, 2010Increased demand for desktop computers has led Dell Inc. to extend the reprieve for its Forsyth County plant for a third time -- this time through the end of October.Analysts say that the decision also likely stems from struggles Dell has had in shifting production from the plant, just outside of Winston-Salem, to operations in Mexico. That shift began before it announced the planned plant closure on Oct. 7, 2009."We're in process of notifying employees of that decision and asking them to consider staying on through that time," Frink said. "We won't speculate on numbers making that decision."He said that about 500 employees remain at the plant -- about 400 Dell workers and 100 temporary and contact workers.
  • The number of new projects jumped up by 67% between 2008 and 2009. Despite the global recession the industry appeared to be in good health.
  • However, the number of jobs created by the industry declined sharply as most companies were taking on smaller projects which require less investment thus creating fewer jobs.
  • Michigan surprisingly appeared to be the most active states in terms of new project activity. 10 new projects were announced in the state in 2009.
  • 116 biotech companies received financing in the 1st quarter of 2010 (62 private & 54 public). The total funding received was $3.1 billion ($2.05 billion private & $1.05 billion public). An average company that received financing has $2 million in sales and 25 employees.
  • The map here shows the projects in the biotech sector in the last 7 years. Though many of the companies carrying out these projects were founded in California and Massachusetts, the projects appear to go to states all around the country. One of the most important site selection factor for biotech firms is the availability of talented lab technicians and scientists, therefore biotech firms like to locate close to Universities.
  • Total of
  • Based on the number of projects recorded by Conway. An average project in the biotech sector yields an investment of around $20 million and an average size of 70,000-sqaure-foot.
  • Of the 16 companies that graduated from the incubator program, six have remained in the Gainsville-Alchua area, three have moved to other cities in Florida, four have moved to other states and 2 companies have been acquired. One company, based in Cambridge, MA now has over 250 employees. An average company graduating from this incubator program will have about $6.5 million in sales and 40 employees.
  • VLST is a biotech firm in Seatlle, WA dedicated to the discovery and development of therapeutics for the treatment of autoimmune and inflammatory disorders.
  • The North Carolina Budget and Tax Center this week released a 55-page study titled “Getting Our Money's Worth?”. The report dug into the state's $282m incentive package granted to Dell and found that lawmakers were likely far too optimistic about the computer maker's long-term impact on the local economy.
  • Role of community leader
  • The first tip is to know what kind of search engine to use. There are two main types of search engines: Directories and Index engines. You can think of a directory engine as being like the Yellowpages for example, where you search for a broad topic, and then that leads you to subcategories, and then to company names and contact info within those subcategories. So because they’re arranged into logical groupings, this makes them a good tool for broad searches.Index engines, on-the-other-hand, are tools that search the Web to list results that most closely match any keywords you enter, and they work the same way as an index of a book where you’d search the index for a term, and then it would tell you all the pages in the whole book where you could find that word. These types of search engines are good for specific searches such as a company name, person or specific industry segment. DEMO (Yahoo Directory): For instance, say we want to search the medical industry to find medical device or equipment manufacturers. Medical is a very broad topic, so it would be best to use a directory engine, or in this case, we’ll use the Yahoo Directory. When we enter the broad term medical, we can then use the directory’s related categories to drill down further and further to find the companies we might be interested in learning more about without searching through millions of results. Within a few clicks we have a list of about 400 medical equipment manufacturers with links to their websites. Using a directory search is also really beneficial when researching an unfamiliar industry because it gives you an idea of how the industry is broken down and you may find segments that you might not have known existed within an industry. We’ll be using this first company here, Medtronic, as an example later on.DEMO (Google): To show you the difference in how these engines search, we’ll enter the same broad term into an index engine (which does a better job searching for specific items), and it returns a half a billion results, so it isn’t always apparent how to start digging through all of this information.So with this example, we can see that it’s important to use the correct type of engine depending on what you’re looking for. But there is a way to narrow down your results when using an index engine……next slide
  • ….I want to apply that and focus exclusively on Google for just a bit, to show you how to narrow your search results when you’re trying to find information about industries, companies, or people. Now we’ll be looking at how to search within results, find historical information, locate site and file-specific information, and search for info not available on websites such as email addresses and executive names.DEMO (Search within results): So within Google, say we want to find out what’s been going on in the medical device industry, so we do a search on “medical device industry”. And again, we get too many hits than we want, but if we scroll to the bottom of the page, we can click on “search within results”, and this allows us to enter terms that help us drill down to the results we can work with. It’s essentially like using the Boolean “AND” operator, but it doesn’t limit us right off the bat. It kind of uses the process of elimination. (Drill down using trends and then diabetes) Another tip to limit our search results is to use a date range, and this can be especially useful to find historical information about an industry or company you’re interested in learning more about. By ending our search string with a date range separated by two periods, we can limit our results to that specific date range. (DEMO: In Google News: “medical device industry” + mergers 2007..2010 or medtronic+ acquisition 2005..2009)Or we, could also use a site search as a way to limit our results to info found only on a certain website. (DEMO: acquisition site:medtronic.com)Similarly, we can search by file and document type to ensure we only pull up files that fit our search criteria. (DEMO: devices site:medtronic.comfiletype:pdf)So now that we’ve touched on a few search tips for industries and companies, I want to show you a neat trick to use to find people information. For instance, say you attended a medical device trade show, and you met the CEO of Medtronic, but you cannot remember his first name …by putting an asterisk in place of the unknown word in Google, you can find his name. Or, you can also substitute it in place of part of the company name. (DEMO: *hawkins + medtronic …….. “William Hawkins” + *@medtronic.com) An email address can also be found by replacing the unknown part of the email address with an asterisks followed by the URL. Demonstrate…Lastly, we can create our own alert system in Google to let us know when any changes are taking place with an industry, company, or individual. To set up an alert system, go to www.google.com/alerts, and you can enter search terms to track, where to track them from, and how often you want updates. This really helps you stay current with an industry, company, person, or competitor.
  • Here are a few more helpful search tools:The first tool is the use of meta-search engines such as dogpile.com, which index multiple search engines at the same time and display the aggregate results into a single list (e.g. “medical device industry” + trends)Second, Bing has a neat feature that gives you search suggestions. Enter a broad search term into the search box, and then find related search suggestions and categories on the left-hand side of the page, kind of like a directory. (Demo: medical) Again, this is really helpful when researches an unknown industry since it feeds suggestions to you.And really what we’ve been seeing lately is the need of the search engines to stay relevant and competitive, and so directory engines are starting to look more like index engines, and index engines are starting to contain more directory-like features as well.The last two Google Tools are Google Insights and Google Labs. Google Insights is helpful to compare search volumes across geography, categories, and time. And Google Labs is a great place to see up and coming search tools.
  • I would like to take a brief poll. Please click on the answer and we will share the total results once they are tabulated.What percentage of the Internet is Index and Catalogued by Search Engines? (Launch poll)
  • An interesting fact is that less than 20% of publicly accessible web pages are indexed during our searches on Google and other popular search engines.So how do we access the other 80%? This majority of web pages is what is referred to as the “invisible web”….and it includes websites that require registration (even if it’s a free source) and websites that tailor their content for each viewer (usually asks a series of questions upon entering the site)I’ll address the invisible web in three parts: Industry information, Company information, and Personal information.
  • Association Search (www.asaecenter.org/directories/associationsearch.cfm): Search for industry associations to find links to websites to gain knowledge about the industry, current issues, and member directories…join your client’s industry associations in addition to your own to gain an understanding of the issues they may be facing. (Example: Demonstrate an association search using medical device…show the link to the website and how you’ll be able to find news and member directories)Industry Encyclopedia (www.referenceforbusiness.com/industries): Find industry snapshots using this resource. Keep in mind that some of the info may be out of date…always look for the year the info was published. (Demonstrate an industry search and scroll to see the topics covered in the snapshot)Access My Library (www.accessmylibrary.com): Search for industries, companies, or people to find articles from trade journals, newspapers, and publications. Free trial and then a fee-based resource after the trial period (Example: Demonstrate using Boolean searches “medical industry” + trends)Market Research Reports (www.marketresearch.com): Search for reports by industry. These reports can be very expensive, but if you copy and paste the title (in quotations) into Google to search, sometimes you can find tidbits of the article if it was quoted in another source. (Demonstrate how to find a report and enter the title into Google – Browse Medical Devices (under Life Sciences secion)…click on Diabetes > copy and paste title into Google)
  • Manta (www.manta.com): Provides access to employment numbers, contact info, business overview, and staff. Free registration includes link to website, sales information, and other features. The info is from D&B. (Example: Medtronic)Newslink (www.newslink.org): Another good source to find news. This provides links to local newspapers by searching by state, then being able to find links to websites by city. Great way to find the most recent news on small companies that aren’t written in up in larger newspapers or trade journals. (Example: Demonstrate finding the Holland Sentinel by clicking on Michigan and then clicking on the Sentinel link). Google FinanceMaps: Google and Bing Maps are great resources to locate a company using their address. You can see what major modes of transportation are available to them (highways, waterways, airports, etc) as well as see their building size, parking lots, etc
  • Hot 100 Which companies are carrying the Hot 100 banner this year? Representing nearly every industry, these businesses have exceeded annual sales of $1 million and shown positive job growth measured over a four-year period.Inc 5000 is a database of the 5,000 fastest growing PRIVATE companies in America. Finding information about Private companies is one of the more difficult types of information relative to companies to find. Inc. 5000 is a great source. Let’s take a look at building a list in the Inc. 5000 fastest growing companies in AmericaTechnology Fast 500TMEach year companies rally behind innovation, break down obstacles and systematically defy the odds. We salute their efforts with the Technology Fast 500™program, a ranking of the 500 fastest-growing technology companies in the United States and Canada. Learn more about Technology Fast 500™initiatives in AsiaPac and EMEA. 

EDI Kansas City 2010 EDI Kansas City 2010 Presentation Transcript

  • Economic Development Institute
    Using Technology for Target Marketing & Research
    November 17, 2010
    Facilitated by:
    Dean F. Whittaker, CEcD
  • Learning Objectives
  • Overview
    It’s all about people and relationships…not technology.
  • Social Networks
  • National: New & Expanded Results(2003-2009)Total Projects = 36,639 (New = 18,526; Expansion = 18,113)
    Data Source: Conway Data
  • Midwest: New & Expanded Results(2003-2009)Total Projects = 13,994 (New = 6,765; Expansion = 7,229)
    Data Source: Conway Data
  • The Changing Nature of Work
  • Age Demographic(United States)
  • Websites: Telling Your Story
  • Communications
  • MFA vs. MBA?
  • Winston-Salem/ Dell Computer Story
  • Dell to close its Winston-Salem plantTHURSDAY, OCTOBER 8, 2009
  • So What? Now What?
    700K sq ft building
    1,000 out-of-work
    $26 million in incentives
    Political fallout
  • Source: Taxolog, Inc.
  • Source: Bing Maps
  • Source: Bing Maps
  • Trends in the Biotech Industry
    Source: Conway Data
  • Jobs Created by the Biotech Industry
    Source: Conway Data
  • Most Active States in the Biotech Industry
    Source: Conway Data
  • Who Has the Money?
    Source: Whittaker Associates, Inc.
  • States with the Most Biotech Funding
    Source: Whittaker Associates, Inc.
  • Biotech Projects (2003-2009)
    Source: Conway Data & Whittaker Associates, Inc.
  • Biotech Projects (2009 only)
    Source: Conway Data & Whittaker Associates, Inc.
  • Biotech Research Firms
    Source: Conway Data & Whittaker Associates, Inc.
  • Sample of Deal in the Market
    Source: Conway Data
  • Recent Graduates of the Sid Martin Biotech Incubator Program (University of Florida)
    Source: Sid Martin Biotech Incubator Program
  • Why Target Incubator Grads?
    Create jobs, revitalize neighborhoods, commercialize new technologies
    In 2005 alone, incubators
    assisted more than 27,000 start-ups
    provided FT employment for 100,000+ workers
    generated annual revenue of $17 billion
    84% of incubator grads stay in their communities
    *Source: National Business Incubation Association
  • Example of Growth
    VLST Corporation
    Biotech firm in Seattle, WA
    Founded in 2004
    Graduated the Accelerator Corp incubator in 2006
    Received $55M in series B financing
    Current Sales: $2.5 million
    Employment: Grew from 2 to 25
    Source: Accelerator Corp and Hoovers
  • What Are They Saying?
  • Who Cares?
  • Who Is The Audience?
  • Telling Their Story
  • Going Fishing
  • Targeted Marketing – 10 Steps
    Begin with the end in mind – set goals
    Determine your strengths and challenges
    Select target industries by matching goals and strengths with industry/company needs
    Identify target companies – desirability, compatibility, and feasibility
    Qualify target companies
  • Targeted Marketing – 10 Steps (cont’d)
    6. Build relationships with target companies
    7. Follow through and follow up
    8. Keep your commitments
    9. Be patient
    10. Be persistent
  • Tools, Tactics & Techniques
    Using technology to find information about industries, companies, and people
  • Directory vs. Index Engines
    Good for broad searches
    Good for specific searches
    Company name
    Industry segment
  • Google Searchwww.google.com
    Searching within results
    Historical search
    Site searches
    File/document search
    Finding e-mail addresses
    Google Alerts
  • More Helpful Tools
    Meta searches
    Related searches
    Google Tools
  • What Percentage of the Internet is Indexed by the Search Engines?
  • Invisible Web
    Less than 20% of publicly accessible web pages are indexed by popular search engines
    The remaining 80% is called the “Invisible Web”
  • Invisible Web: Industry
    Association Search
    Industry Encyclopedia
    Access My Library
    Market Research Reports
  • Invisible Web: Company
    Google Finance
  • Economic Gardening: Targeting Innovative High-Growth Companies
    Entrepreneur Magazine Hot 100
    Inc 5000
    Forbes: America’s 200 Best Small Companies
    Deloitte Technology 500
  • Invisible Web: Places
  • Invisible Web: Personal
    Relationships – All About Connections
    • LinkedIn
    • www.linkedin.com
  • Thank you for your participation!
  • Giving Information Meaning