Global Ventures Magazine March/April 2010


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In January 2009, Saskatchewan Trade and Export Partnership (STEP) introduced Global Ventures, a bi-monthly publication designed to carry a message both on behalf of and to the business community at a provincial, national, and international level. For STEP, this publication is an appropriate medium to relay very timely messaging to both the local business community as well as the network of international contacts that this organization has developed over the past twelve years. STEP has a proven track record of building local and international relationships that are vital to the success of exporters.

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Global Ventures Magazine March/April 2010

  1. 1. GLOBALVENTURES PUBLICATIONS AGREEMENT #41786012 VOLUME TWO ISSUE TWO • MARCH/APRIL 2010 A STEP PUBLICATION HIGHLIGHTING SASKATCHEWAN BUSINESS OVERCOMING THE ODDS Young’s Equipment doesn’t let adversity get it down Safe, Affordable Water for Rural Saskatchewan Mainstream Water Solutions’ treatment systems provide the answer The Best in the Export Business STEP’s Tim Marshall named Pulse Promoter of the Year Driven to Succeed Honey Bee Manufacturing aims to build on the strength of its core products
  2. 2. … the long range forecast is for blue skies. Carbon Management Experts • Carbon Capture Design and Supply • Enhanced Oil Recovery • Geological Storage • Carbon Credit Management HTC PURENERGY Suite 150 – 10 Research Drive Regina, Saskatchewan Canada S4S 7J7 Telephone: (306) 352-6132 Email: 2 GLOBALVENTURES • MARCH/APRIL 2010
  3. 3. GLOBALVENTURES is 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. inside VOLUME TWO ISSUE TWO MARCH/APRIL 2010 Please contact the Editor for copy submission deadlines. PUBLISHERS cover Saskatchewan Trade and Export Partnership (STEP) 14 Overcoming the Odds Regina-based Young’s Equipment Regina Office: has overcome it fair share of P Box 1787 .O. challenges to become North 320 - 1801 Hamilton Street, Regina, SK S4P 3C6 America’s most profitabale farm Regina 306.787.9210 / Toll Free: 1.877.313.7244 equipment dealership. Toll Free: 1.888.XPORTSK features Saskatoon Office: 400 - 402 21st Street East, Saskatoon, SK S7K 0C3 Saskatoon 306.933.6551 / Toll Free: 1.877.313.7244 Toll Free: 1.888.XPORTSK 10 Safe, Affordable Water for Rural Saskatchewan Concept Media Mainstream Water Solutions’ 2629 Angus Boulevard, Regina, SK S4T 2A6 chemical-free, low cost water 306.545.6099 / treatment systems perfect for EDITOR rural communities. Pat Rediger BENCHMARK PUBLIC RELATIONS INC. 13 The Best in the 306.522.9326 / Export Business ASSOCIATE EDITOR STEP’s Tim Marshall is recognized Katie Boyce BENCHMARK PUBLIC RELATIONS INC. for his superior and long-standing 306.522-0903 / support to Saskatchewan exporters. CONTRIBUTORS 16 Driven to Succeed Katie Boyce With expansion in its market base Nicole Williams and plant facilities, Honey Bee Pat Rediger manufacturing is building on its Trilby Henderson solid line of draper platforms to STEP become the best it can be. DESIGN Bob Anderson CONCEPT MEDIA STEP notes 4 Message from the PRODUCTION President and CEO Lorelle Anderson CONCEPT MEDIA 6 Where in the World is STEP? SALES Upcoming international trade events Bob Harvey CONCEPT MEDIA 21 Staff Profile 1.306.591.6430 Donavon Swinnerton adds his expertise to the STEP team PRINTING Western Litho Printers Ltd. / Regina, SK, Canada Market info DISTRIBUTION 18 International Trade: Prairie Advertising Ltd. / Regina, SK, Canada Measuring Risk and Publication Mail Agreement #41786012 Opportunity Return undeliverable mail to Circulation Department, STEP’s David Froh discusses 2629 Angus Boulevard, Regina, SK S4T 2A6. Political Risk Analysis ON THE COVER Patriot marketed by Young’s Equipment of Regina. STEP services 20 Opening Doors to the World STEPS’s recently launched Market Access Program is helping Saskatchewan businesses reach new markets around the globe. PRINTED IN CANADA MARCH/APRIL 2010 • GLOBALVENTURES 3
  4. 4. Message from the President & CEO Taking the Time to Say Thank You I am cruising at 39,000 feet high above greater than any export we have made to lion people spread out over a land mass Kuwait City on my return flight home continental Europe in 2009. half the size of Italy, which equates to 20 from Bangladesh. Along the path on Our success has been in pulse crops, in- per cent of the size of Saskatchewan. In this clear evening, I will pass over Bagh- cluding peas and lentils, with staples like the capital of Dhaka, there is abject pov- dad, Beirut and Vienna. I will pass through wheat and canola making up the major- erty, but there is also an emerging work- twelve time zones by the time I arrive ity of our export volume. Although the ing class that is determined to improve home and it will be 36 hours from door final numbers for 2009 are not in yet, we their standard of living as well as that of to door. I traveled to Bangladesh for some expect the total to exceed $356 million. the next generation. To see thousands of important work that business women and This is remarkable when you consider the women walking down the street heading men understand. I came here to say thank five year average has been approximately to work in the garment district in their you. More on that later. $90 million. In 2009, Saskatchewan will customary saris is quite a sight to be- STEP has been traveling to this corner make up over 57 per cent of all of Can- hold. of the world for over a decade and Sas- ada’s exports to Bangladesh. The irony Ironically, the most startling thing for katchewan has had export opportunities of this is that Canada actually has a trade me to see was the traffic congestion. It in this densely populated country going imbalance with Bangladesh based on the is hard to explain, but I have never wit- back to the late 1970s. What makes Ban- fact that we import more than we export nessed anything like it. Miles upon miles gladesh remarkable today is that in 2009 to this market. of cars, bumper to bumper, door to door; Saskatchewan will have exported a re- Bangladesh is a country of contrasts. It immersed among three wheeled cabs cord dollar volume of goods and services is home to a population of over 160 mil- powered by single cylinder engines; sur- rounded by pedal bike rickshaws carrying people and every other freight imaginable. Every vehicle is dinted and scratched and concepts like traffic circles become pris- ons whereby when you exit, it becomes a game of chance. Taking an hour to drive ten kilometers is deemed fast and speeds in excess of twenty kilometers per hour are rare. I have traveled quite a bit, but I have never seen anything like this. Canada has played a vital role in Bangla- desh since independence in 1971 and the respect residents of Bangladesh hold for Canadians is genuine and heartwarming. With the help of the Canadian Consul- ate and His Excellency High Commissioner Robert McDougall, STEP led this mission accompanied by the Saskatchewan Pulse Growers, Saskatchewan Agriculture, and STEP members. We travel to this region annually, but this year is different. It was our objective to recognize this remark- 4 GLOBALVENTURES • MARCH/APRIL 2010
  5. 5. they are. I certainly understand this and I genuinely feel fortunate to be able to do what we do. However, what most people do not know is that international travel is hard. Adjusting to time zones, planning for security issues – and there are many – planning for health realities like malaria pills and vaccinations, as well as a host of other issues does take a toll on you. Our reality is that for Saskatchewan to be suc- cessful in global markets we must, and we will, be there. able export growth and we did it in a complished this task with this mission. manner that Canadians are familiar with. On a personal note, I always have We organized a gala evening and invited friends and colleagues comment on our Lionel LaBelle, President & CEO the fourteen top importers. STEP mission and travel schedule and Saskatchewan Trade and With the help of the Bangladesh Feder- how terrific it must be and how envious Export Partnership al Minister of Commerce, Mr. Muhammad Faruk Khan, we had a remarkable eve- ning. To put this event in context, these are multimillion dollar global companies with collective employment numbers in the tens of thousands. We know from our own experience that business is business, but from time to time it is critical to connect with clients and customers on a personal level to let them know that they are important to us and that we value our working relation- ship. We know from the extensive media coverage we received, we successfully ac- MARCH/APRIL 2010 • GLOBALVENTURES 5
  6. 6. Where in the world is STEP? MARCH participate in the NPEW 2010 trade mis- sion. Over 30,000 retailers, manufactur- place. The mission will also include at- tendance at the Aqua Nederland Exhibi- Business Development ers, industry members, exhibitors and tion while seeking opportunities to sell Mission - Asian media will attend with 2,500 booths and Saskatchewan innovation and learn from Development Bank the largest new products showcase in the Dutch best practices. Date: March 8 - 12, 2010 country. Event includes exhibits, events, Contact: David Froh, Trade Specialist, Location: Manila, Philippines tours, seminars and workshops. Supply Technology & Professional Services STEP and member companies will par- Expo also occurs with NPEW which is rel- Telephone: (306) 787-7928 ticipate in the Constituency Mission to evant to the raw materials component of the Asian Development Bank. This is a the industry. unique opportunity to learn about the Contact: Dan Maynard, CME National Buyer Trade Specialist - Agri-Value ADB as well as network with a variety Telephone: (306) 787-2222 Seller Forum of firms pursuing/working on ADB proj- Date: March 23 - 25, 2010 ects. Held in conjunction with Canada’s Location: Edmonton, Alberta Executive Director’s office at the ADB, Building on the foundation of previous the mission is open to companies/indi- Business Development National Buyer/Seller Forum, the 2010 viduals from countries belonging to the Mission - The Netherlands edition will focus on new realities of ‘Ice’ Constituency including Canada, Den- Date: March 14 - 20, 2010 the global heavy oil and oil sands mar- mark, Finland, Ireland, The Netherlands, Location: The Netherlands ket after the global economic financial Norway and Sweden. The mission is de- The future prosperity of Saskatchewan meltdown. The forum remains Canada’s signed to prepare companies, both expe- and the world depends on maintaining premier supply chain development con- rienced and newcomers, to be successful access to increasingly scarce water and ference with this year’s theme reflecting at winning ADB contracts. energy resources. From extracting raw on “The Maturing of the Oil Sands”. STEP Contact: Angela Wasylynka, energy to diluting and dispersing pollut- will attend this event to keep abreast of A/Executive Director - Export Services ants; to purifying, pumping and trans- oil sands developments as they pertain Telephone: (306) 787-3972 porting drinking water, water and energy to manufacturing supply chain opportu- are essential. STEP will lead a business de- nities for STEP members. velopment mission to The Netherlands to Contact: Rob Ziola, Natural Products Expo West meet with industry leaders, researchers Director, Manufacturing (NPEW) 2010 and government officials to determine Telephone: (306) 933-6557 Date: March 11 - 14, 2010 how Saskatchewan’s demand and supply Location: Anaheim, California side technologies and applied research STEP will recruit member companies to fit into the Dutch and European market- 6 GLOBALVENTURES • MARCH/APRIL 2010
  7. 7. Buildex Edmonton Contact: Jennifer Evancio, FITT Skills International Date: March 23 - 24, 2010 Director, Agri-Value Telephone: (306) 787-7945 Trade Training Location: Edmonton, Alberta Location: Regina/Saskatoon, Buildex draws more than 2,000 com- Saskatchewan mercial and residential construction in- STEP offers FITT Skills International dustry attendees each year to visit over GLOBE 2010 Trade Training, a unique international 150 exhibits and services. Attendees Date: March 24 - 26, 2010 trade training which was formed from include property managers, building Location: Vancouver, British Columbia an expressed interest by Saskatchewan owners, home builders, facility manag- The event is aimed at the environmental companies to make FITT Skills inter- ers, contractors, architects, and interior sector and has been well attended in past national trade training available. Open designers. This is an industry-only event events. STEP will organize a business de- doors with STEP delivered international with exhibitors displaying products and velopment mission that will involve a trade training today! Upcoming and con- services for office, commercial, institu- group display at the show, arrange meet- firmed courses of interest include: tional, retail, residential and multi-unit ings with buyers, and represent non-at- International Market Entry Strategy - residential properties. STEP will arrange tending members. Regina (April 10 - 11, 2010) a group display and assist members in Contact: David Froh, Trade Specialist - Registration Deadline: March 28, 2010 making business contacts at this leading Technology & Professional Services International Trade Research - Saskatoon industry event. Telephone: (306) 787-7928 (June 19 - 20, 2010) Contact: Stacey Sauer, Registration Deadline: June 6, 2010 Trade Specialist, Manufacturing Contact: Blair Hudyma - Telephone: (306) 933-5239 Business Development Programs & Training Specialist Mission - Mexico - Telephone: (306) 787-3223 CTIA WIRELESS 2010 Woods Products Date: March 23 - 25, 2010 Date: March 24 - April 1, 2010 Location: Las Vegas, Nevada Location: Guadalajara and APRIL The CTIA WIRELESS event attracts over Mexico City, Mexico Pet Food Forum 40,000 industry professionals from over STEP will organize a market development Date: April 12 - 14, 2010 80 countries. STEP plans to attend the mission to Mexico intended to connect Location: Chicago, Illinois show and will initiate networking oppor- Saskatchewan’s primary wood produc- The event is a major show for the pet tunities where participating companies ers with wood importers in Mexico. The food industry and includes an associated will be able to present their product/ser- mission is an opportunity to learn about industry conference. With market trends vice to industry professionals interested the Mexican wood industry, understand on pet food moving towards functional in doing business with Saskatchewan competing products in this market and ingredients, this event is a natural fit with companies. meet with key industry associations STEP members. The event sold out in Contact: Donovan Swinnerton, Director, while learning if opportunities exist for 2009 and strong growth in this industry Technology & Professional Services Saskatchewan wood products in the bodes well for the upcoming years. Telephone: (306) 933-6531 Mexican market. Contact: Dan Maynard, Contact: Stacey Sauer, Trade Specialist, Agri-Value Trade Specialist, Manufacturing Telephone: (306) 787-2222 Telephone: (306) 933-5239 Seminar - Using Social Media to Maximize Trade Show Effectiveness SIAL Canada 2010 China 2010 AGMET Date: April 21 - 23, 2010 Date: March 31, 2010 Date: April 5 - 22, 2010 Location: Montreal, Quebec Location: Saskatoon, Saskatchewan Location: Langfang/Heibei, China The event is one of the premier interna- STEP, in cooperation with Saskatchewan STEP will organize a trade development tional food exhibitions which takes place Advanced Technologies Association, will mission to attend the 2010 China Inter- in Canada. Open only to the trade, with conduct a lunch-hour educational semi- national Agricultural Mechanization and an expected 15,000 attendees from 80 nar at Innovation Place in Saskatoon. Technology Exhibition in Langfang, Hei- countries around the world and with 750 STEP member, will provide an bei. These areas hold strong potential exhibitors, this event successfully links overview of social media tools and means for Saskatchewan produced agricultural Canadian buyers to the rest of the world. to use them in the preparation and exe- equipment and technology. STEP will organize a business develop- cution of a trade show strategy as well as Contact: Yi Zeng, ment mission involving a STEP Saskatch- for post-show follow-up. Trade Specialist, Asia - Africa ewan Pavilion to present Saskatchewan’s Telephone: (306) 787-2194 food ingredients and beverage products. MARCH/APRIL 2010 • GLOBALVENTURES 7
  8. 8. Contact: Jennifer Evancio, Director, Agri-Value MAY CIM Conference Telephone: (306) 787-7945 2010 CICILS/IPTIC & Expo 2010 Date: May 9 - 12, 2010 Convention, Australia Location: Vancouver, British Columbia Date: May 1 - 4, 2010 STEP will organize a business develop- Agrishow Brazil Location: Australia, South Africa, ment mission to the CIM Conference & Dates: April 22 - 30, 2010 Zimbabwe and Zambia Expo with a focus on STEP members of- Location: Ribeirão Preto, Brazil CICILS/IPTIC, a non-profit group repre- fering products/services to the mining in- Agrishow is about pure agribusiness de- senting 12 national trade associations dustry. The mission will involve a group rived from the need to have a dynamic and more than 220 leading companies in display at the show, pre-arranged meet- trade fair where the producer can com- over 32 countries, will conduct their an- ings with buyers, and representation of pare, in practice, how new technology nual convention in May, 2010. The group non-attending members. can leverage productivity. STEP will orga- represents the mainstream of the world Contact: David Froh, Trade Specialist, nize a business development mission to pulse trade and serves as an international Technology & Professional Services this event focusing on agricultural equip- forum for this industry. Telephone: (306) 787-7928 ment opportunities, industry briefings, Contact: Tim Marshall, Senior Director, and one-on-one matchmaking meetings. Trade Development, Asia - Africa Contact: Stacey Sauer, Telephone: (306) 787-2191 Trade Specialist, Manufacturing Trade Development Mission Telephone: (306) 933-5239 - South Africa Trade Development Mission Date: May 12 - 22, 2010 Location: Johannesburg, Cape Town - Tokyo, Japan and Bothaville, South Africa Successful Partnerships: Date: May 5 - 8, 2010 Following the CICILS Conference, STEP Working with Independent Location: Tokyo, Japan will lead a mission to South Africa with a STEP will lead a mission to Tokyo, Japan, Manufacturers a mature market with opportunities for focus on the pulse and agriculture equip- Representatives members. In this business culture, it is ment sectors. The mission will include Date: April 2010 (Date TBC) attendance at the NAMPO Agricultural important to have face to face contact Location: Saskatoon, Saskatchewan Trade Show which is considered to be with buyers to start establishing the re- STEP will organize a seminar involving an one of the largest of its kind and highly lationships that can lead to international executive from the Manufacturers’ Agents regarded in the industry. export opportunities. National Association (MANA) and a pro- Contact: Tim Marshall, Senior Director, Contact: Jennifer Evancio, fessional MANA representative member Trade Development, Asia - Africa Director, Agri-Value to demonstrate how sales representa- Telephone: (306) 787-2191 Telephone: (306) 787-7945 tives serve as critical links. Contact: Stacey Sauer, Trade Specialist, Manufacturing Telephone: (306) 933-5239 THE OMEGA-3 SOURCE O&T Farms Ltd manufactures Omega-3 feed components, providing functional food solutions globally for both animals and humans. P.O. Box 26011, Regina, SK, S4R 8R7, Canada TEL: 306.543.4777 FAX: 306.545.0661 WEB: 8 GLOBALVENTURES • MARCH/APRIL 2010
  9. 9. STEP Board FCM Municipal Expo 2010 Date: May 28 - 31, 2010 Location: Toronto, Ontario STEP will organize a business develop- of Directors ment mission that will involve a group display at the show, pre-arranged meet- ings with buyers, and representation of non-attending members. Contact: Donovan Swinnerton, Director, Technology & Professional Services Telephone: (306) 933-6531 CHAIRMAN OF THE BOARD Greg Larson, Murray Daku, CEO Vice President and The Larson Group of Companies STEP Member Education Chief Operating Officer Shannon Jakes, Hitachi Canadian Industries Ltd. Event - Vendor Senior Manager VICE CHAIR CIBC Commercial Banking Opportunities with Cory Furman, Wheatbelt, Inc. Greg Menzies, Partner President & CEO Date: May 2010 (TBC) MacPherson Leslie & Tyerman, LLP Location: Saskatoon, Saskatchewan Wigmore Farms Jim Engdahl, Sandra Purdy, Wheatbelt, Inc., a stockholder-owned President & CEO President distributor works primarily with drop Great Western Minerals Group Ltd. Prairie Berries Inc. ship programs direct to the retailer. Wheatbelt specializes in the retail farm Ngee Cau, Paul Degelman, and home market with programs geared Chief Executive Officer Sales & Marketing Manager to the independent retailer who has a Marketel Degelman Industries Ltd. niche within the agriculture area making Keith Brown, up a complete retail source for hardware, Doug Matthies, CEO automotive, clothing and do-it-yourself Deputy Minister Trailtech supplies. Wheatbelt works with over 300 Ministry of Finance Dale Lemke, retail locations across the Midwest USA. Alanna Koch, President The member education event will bring a Deputy Minister Display Systems International Inc. key buyer from the organization to Sas- Ministry of Agriculture katchewan to share knowledge on how Tim Wiens, Dale Botting, to do business as a vendor. President & CEO CEO Contact: Rob Ziola, O & T Farms Enterprise Saskatchewan Director, Manufacturing Telephone: (306) 933-6557 Master of International Trade Move to Change “I found the online Master of International Trade (MIT) program to be an excellent way to prepare graduate students for the world of international trade, both domestically and internationally.” Chad SwanCe, MIT Graduate aPPLY nOw For more information about the MIT program, visit: www. MARCH/APRIL 2010 • GLOBALVENTURES 9
  10. 10. SAFE, AFFORDABLE WATER FOR RURAL SASKATCHEWAN Chemical-Free, Low Cost Water Treatment Systems Perfect for Rural Communities P roviding customers with affordable, chemical-free water treatment systems is sat- isfying work for the staff at Mainstream Water Solutions Inc. The clean, safe drink- ing water their systems produce plays a key role in both improving their custom- ers’ quality of life and the sustainability of the rural communities in which they live. BY TRILBY HENDERSON Mainstream’s BioFiltration SCOR Water Treatment System in the Town of Fleming. 10 GLOBALVENTURES • MARCH/APRIL 2010
  11. 11. “Good quality water in a rural com- munity is a fundamental need for the growth, expansion or, in fact, longev- ity of the community,” says Doug Price, president and CEO of the Regina-based business. Price says Mainstream Water Solu- tions essentially got its start in the mid 1980’s when David Keet began looking for an effective way to recycle the water on his fish farm. Working with several organizations including the National Re- search Council, Saskatchewan Research Council, and University of Saskatch- ewan, Keet developed a chemical-free water treatment system and began using the product on both his fish and chicken farms with great success. By 1989, Keet had begun selling his water treatment system to other rural residents. Price says the company has grown and evolved significantly since those early years. In 2002, Mainstream amalgam- The Town of Craik’s SCO625 BioFiltration Drinking Water Treatment System created by Main- ated with two other companies, adding stream Water Solutions. Photo Credit: National Research Council Canada, 2009 an ozone component to the treatment system and a water-testing laboratory to treat the specific contaminants found roughing filter made of a coarse medi- to the business. However, the company in the customer’s raw water. Accord- um (i.e. gravel) that removes the larger later closed the laboratory in order to ing to Price, all components are usually particles such as algae. From there, the focus solely on providing water treat- required in a system designed to treat water moves through the BioSand and ment solutions. surface water, such as from a dugout BioCarbon filters, which remove any re- Following the amalgamation, Main- or lake. Ground or well water, on the maining organic and inorganic contami- stream decided to expand its business other hand, can be easier to treat and nants. to small municipalities. They started by only some system components may be The treated water is stored in an aer- completing a 15-month pilot project in needed. ated storage tank until it can be pumped Osage, Saskatchewan, where they con- In addition to testing the raw water through the residential or municipal structed a system to treat the surface and identifying its contaminants, Price distribution system. Once the treat- water from a dugout located in a nearby says the company needs to consider the ment process is complete, the water is field. volume of treated water required by the continually aerated and re-circulated “That is about the most challenging customer before a treatment system can through the BioCarbon filter to make water you can find to treat,” says Price. be built. Mainstream offers two stan- sure the quality of the water does not Mainstream was able to use the proj- dard water treatment systems for indi- deteriorate. ect’s successful results to sell their treat- vidual residential customers – a 200 gal- “It just gets better and better as a re- ment system to other municipalities and lon per day system and a 400 gallon per sult,” says Price. has since built up a “pipeline” of cus- day system – but the company can cus- He adds that the treated water is tomers across Western Canada. Small tomize their product to meet the needs also used to backwash the system. This municipal customers currently make up of communities that require as much as means running clean water back through 95 per cent of Mainstream’s sales, al- 400,000 to 500,000 gallons per day. the bio filters to dislodge any excessive though they continue to sell to individu- Initially, the raw water is run through biological build-up. Price says periodic al rural residents, as well as agricultural an ozonation process. Ozone is a power- backwashing is the only maintenance and commercial businesses. ful disinfectant and oxidizing agent that required to keep the system operating Mainstream’s water treatment system breaks contaminants into smaller piec- smoothly. is comprised of several different compo- es, making them easier for the bio filters In addition to its simplistic operation nents, each of which can be customized to digest. Next, the water moves into a and low maintenance, Mainstream’s wa- MARCH/APRIL 2010 • GLOBALVENTURES 11
  12. 12. ter treatment system has many other attractive features. First among these is the quality of the drinking water pro- duced. “The quality of the water coming out of one of our treatment systems is ex- tremely good and people just love it,” says Price. Another important feature is the fact that Mainstream’s system is environmen- tally friendly, as no chemicals are used in the treatment process. In keeping with provincial regulations, municipalities are required to add chlorine to treated water to disinfect any contaminants the water has picked on its travels through the distribution system. A Mainstream water treatment system can reduce the amount of chlorine needed by up to 75 per cent. Mainstream’s treatment system also produces a minimal amount of wastewa- ter, equaling only five to seven per cent of the total water used, as compared to up to 35 per cent produced by other sys- tems. This feature is particularly enticing for communities dealing with limited wastewater storage space. Mainstream’s SCOR50 BioFiltration Drinking Water Treatment System Price says the capital costs of install- used by the Village of Dunrea. ing a Mainstream system tend to be lower than other options, as are the vides continuing education credits to ty of room for growth across Western power and energy costs associated with participants. They also assist municipali- Canada and the company will continue its operation. This makes it a very attrac- ties with grant applications for federal to focus its efforts here. tive choice for small municipalities with and/or provincial funding. “We intend to continue to grow. limited funding. The Mainstream Water Solutions There is a lot of opportunity for us in Mainstream’s total service package system is “universally applicable,” says our current market and there are other is also very competitive. The company Price. He expects the company will ex- markets that will provide us opportu- offers training to residential customers pand into national and international nity. From our perspective, we have a and municipal operators, and sponsors markets in the future; however, for the unique product which is very adaptable an annual operators’ seminar, which pro- time being, Price says there is still plen- in the size of market we serve.” Two ways to get it done, faster. Harvest Faster Increase combine capacity 306.296.2297 Turn your John Deere • by up to 20 percent. haying windrower into a high-efficiency swather. Grain Belt Header 12 GLOBALVENTURES • MARCH/APRIL 2010
  13. 13. THE BEST IN THE EXPORT BUSINESS Tim Marshall Named BASF Pulse Promoter of the Year T im Marshall has been selected by Along with his professional position, the Saskatchewan Pulse Grow- Marshall is also Fellow of the British Insti- ers (SPG) as the 2009 BASF Pulse tute of Agricultural Engineers (FIAgEng) Promoter of the Year. Marshall, Senior Di- and is a member of the European Society rector of Saskatchewan Trade and Export of Agricultural Engineers (EurAgEng). As Partnership (STEP) for Asia and Africa, well, he is a Certified International Trade was selected as the 2009 recipient for his Professional (CITP) and the Honorary contributions to improving trade within Consul for Mongolia in Saskatchewan. Canada and across the world. The annual Pulse Promoter award is “Tim has spent a lifetime devoted to sponsored by BASF Canada and is pre- agriculture, not just in Canada, but across sented at Pulse Days in Saskatoon each the world,” said Garth Patterson, Execu- January. Mark Kuchuran, Senior Technical tive Director of SPG. “It is that kind of Development Specialist for BASF Canada, dedication, passion and commitment that who presented the award, says, “Tim is makes him deserving of this award.” the perfect recipient for this award. His Marshall was born and raised in War- experience has been used to aid many wick, England. After graduation, he countries, and it is having a very positive moved to Zambia where he volunteered effect on the industry here at home. With as a Farm Management Research Officer, Tim’s contribution, products that we are working on resettlement projects for in- so proud of here are being recognized all digenous farmers. He continued to work over the world.” in both the United Kingdom and Africa, BASF is the world’s leading chemical at one time as the General Manager of company. Its portfolio ranges from chem- Commercial Motors, the Peugeot Car icals, plastics and performance products Distributor for Zambia. In 1985, Marshall to agricultural products, fine chemicals moved to Saskatchewan to assume the and oil and gas. More information about responsibility of the Pulse Crop Trading BASF can be found at Division for Agdevco as Vice President. Today, as a Senior Director with STEP, Marshall dedicates his time to promoting Saskatchewan products in the Eastern Hemisphere. MARCH/APRIL 2010 • GLOBALVENTURES 13
  14. 14. Young’s Equipment BY NICOLE WILLIAMS meet the future needs of the company. Today, Young’s Equipment encom- passes five Case IH locations in Regina, Moose Jaw, Weyburn, Windthorst and Assiniboia, a Livestock Equipment divi- sion in Regina, 132 employees and sales that reached over $106 million in sales in 2009. “Our most successful product is Case IH high wheel sprayers where the market share has been as high as 60 per cent,” says Tim Young, General Manager of Young’s Equipment. Case IH four-wheel drive, self-propelled combines and Bourgault seeding and tilling equipment are among the other top selling equipment lines offered by Young’s Equipment. However, the com- pany’s high quality equipment is only one of the reasons that it is the dealer- ship of choice for farmers and ranchers in Young’s Equipment Dealership of the Year - 2009. Saskatchewan. Young’s Equipment is also From left to right: Tim Young, Lloyd Young, Bill Young and Kirby Engele. known for its commitment to customers through its on-the-farm equipment dem- T he ability to succeed despite ad- consumers’ trust and become profitable onstrations, top quality service depart- verse conditions and challenges, once again, the Young family felt that it ments and technicians, and large inven- while providing high quality cus- was an ideal opportunity to start their tory of in stock parts. tomer service and excellent working con- Case IH dealership in Saskatchewan. “We invest a tremendous amount of ditions for its employees, is what makes The company initially employed nine money in our inventory of wholegoods Young’s Equipment Inc. stand out against individuals, who worked to rebuild the and parts, this contributes to increased its competitors. Their success has earned company’s reputation with consumers, customer satisfaction. We strive for supe- them the title of 2009 North American Farm Equipment Dealership of the year and it experienced modest growth for rior parts availability and provide a high by the newspaper, Farm Equipment, and several years. Then, in May 2000, the fill rate from the counter for our cus- the 2003 Business of the Year Award from company suffered a significant setback tomers,” says Young. “We have approxi- the Regina Chamber of Commerce. when it was forced to rebuild its Regina mately $9 million worth of parts in stock However, their success did not come operation after a massive fire destroyed throughout our dealerships, so that we easily. In fact, the owners of Young’s the 39,000 square foot building just days have the parts on hand when farmers Equipment – Lloyd, Tim, Bill and Ron before the company was set to acquire need them to minimize their down time Young – faced numerous challenges after a new dealership in Moose Jaw. Young’s in the field.” purchasing the Regina dealership in No- Equipment managed to transform this The dealerships also retain a few spray- vember 1988 from receivership after the setback into a major milestone for the ers, combines and tractors on-site in case previous owners were convicted of fraud company as it followed through with the a farmer needs to rent one if their ma- and sent to prison. Although others were Moose Jaw acquisition and built a new chine breaks down during the season. In sceptical that the dealership could regain 67,000 square foot facility in Regina to many cases, the rental unit will be operat- 14 GLOBALVENTURES • MARCH/APRIL 2010
  15. 15. ing on the farm roughly 90 minutes after the call comes in to Young’s Equipment. Their service departments are also on call seven days a week year round and 24 hours a day during the seeding, harvest- ing and spraying seasons to ensure farm- ers are not kept out of the field waiting for their equipment to be repaired. Of course, no business would be able to maintain this level of customer service without the dedication of its staff, and Young’s Equipment works throughout the year to recognize them for their efforts. The company routinely holds apprecia- tion days and events for employees and their families and encourages profession- al development opportunities, investing between $150,000 and $200,000 a year As a forward-looking company, Young’s Uncovering new export markets will in training for its staff. Equipment is constructing a new 40,700 also be focused on in the coming years Despite the global economic recession, square foot building in Weyburn this year, as Young’s Equipment works to increase Young’s Equipment saw an eight per cent and they would like to expand to five ad- its exports, which have been limited to increase in sales in 2009, and they antici- ditional locations in the next five years to date. pate a 10 per cent sales increase in 2010. double the size of the company. “We currently do very little exporting right now, with our sales mainly in Aus- tralia,” says Young. “But we are interest- ed in working with STEP to investigate potential new business models that will boost our agriculture export market op- portunities.” The future of Young’s Equipment is positive, and Tim is looking forward to working with his oldest son, who gradu- ated with honours from the Queen’s Uni- versity School of Business. He is set to join the company on September 1, 2010. Over time, his son will learn about the business and will eventually take over the reins when Tim retires. Young’s Equipment Inc. is your authorized CASE IH Dealer carrying the full line of Case Agricultural Equipment, including Case High Clearance Sprayers. We also represent other quality equipment manufacturers, including Bourgault, Apache Sprayers and Versatile Tractors. Young’s Equipment Inc. is proud to be recognized as the Farm Equipment Magazine 2009 Dealership of the Year! Assiniboia Moose Jaw Regina Windthorst Weyburn MARCH/APRIL 2010 • GLOBALVENTURES 15
  16. 16. DRIVEN TO SUCCEED Honey Bee Manufacturing Builds on the Strength of its Core Products BY KATIE BOYCE “E veryday is a highlight here,” features and options include a tubular After only eight years in business, says Brad Nelson when asked steel frame, lateral leaf spring float sys- Honey Bee moved to a larger facility about the recent highlights tem, skid plates, hydraulic reel drive, in the nearby village of Frontier, found he’s seen as General Manager of Honey draper speed control, canvas tension in the southwest corner of Saskatch- Bee Manufacturing. and tracking, a step-up gear box, header ewan. In 2001, the Frontier facility was One of the greatest highlights lately, tilt, Schumacher cutting system, and an expanded to its current size of over says Nelson, is that Honey Bee – a lead- independent hydraulic system, all of 100,000 square feet of warehousing and ing agricultural equipment manufactur- which contribute to a low maintenance, production space. er based in Frontier, Saskatchewan – has high field performance product. Expansions are happening again at been growing its market base over the The products are providing a solid Honey Bee, not only in its market base, past three to four years. foundation for Honey Bee to pursue new but also with a new on-site research This growth has been made possible markets and establish itself in existing and development centre expected to be because of the strength of Honey Bee’s ones. Honey Bee’s main customer base completed by the end of April 2010. The core products, which include a variety of is in Western Canada, with some clients new research centre stems from a cor- combine and swather headers compat- in the grain-growing parts of Ontario porate vision to continue to be innova- ible with most tractors and combines. and Quebec. The company is also in the tive – a vision that has been with Honey “The draper platform technology con- marketplace in Australia, China, Ger- Bee since it started. tinues to prove itself in many countries many, Kazakhstan, New Zealand, Russia, “We have, in terms of market develop- of the world and in a wide variety of South Africa, and the United States. ment, participated in innovative product crops and conditions,” says Honey Bee Also backing the company as it grows ideas in the past. It’s what drives us to- on its website. The various platforms is Honey Bee’s solid 30 year history. The day to better suit customer needs,” says work with a wide range of crops, from family-owned business was started in Nelson. cereals to peas and mustard. 1979 by brothers Greg and Glenn Honey “It comes down to value. Corporately, They also feature some of the leading at their farm in Bracken, Saskatchewan. we made a conscious decision that we technology in the industry. Honey Bee Among their debut products were a rod wanted to be the best we can be. We draper heads are designed to maximize weeder attachment for tillage equip- feel we have a core product and knowl- combine performance, virtually elimi- ment and a 67 foot self-propelled edge and we’re going to continue to nating the feeding restraints associated swather, followed by a tract-mounted build on that. We know where our ex- with auger headers. The basic design swather series. perience lies.” 16 GLOBALVENTURES • MARCH/APRIL 2010
  17. 17. The Honey Bee plant in Frontier, “Our customers are not just found in Crop Expo in Grand Forks, North Dako- Saskatchewan covers 100,000 square foot own backyard, although that market is ta, the Mid-South Farm and Gin Show in of space and will grow even more this spring critical to us,” says Nelson. He explains Memphis, Tennessee, and the Ag Expo with the addition of a research centre. that in recent years, “we’ve become a in Lethbridge. Also in 2010, Honey Bee lot more interested in what the interna- will be attending the Western Canada tional export opportunities are.” Farm Progress Show this June, and the Now that Honey Bee is at the export 2010 Agri-trade Exposition in Red Deer The goal now, says Nelson, is to ready stage, Nelson says the company in November. “spend research time and dollars,” to has been taking advantage of its mem- Besides opening doors to trade shows, build on its strengths. bership with Saskatchewan Trade and “there’s also a lot of Market Intelligence One of these strengths is Honey Bee’s Export Partnership (STEP). at STEP at our disposal, and it’s available employees. Although the company is “STEP has definitely assisted us, no immediately,” says Nelson. located outside of a major centre, Nel- question. We were early participants For Honey Bee, the support from STEP son does not see this as a disadvantage, with STEP. But, we didn’t have the ca- has been significant because the compa- explaining that Honey Bee is “very di- pacity, time, and people [for interna- ny simply doesn’t have all the answers. verse in terms of employee base,” with tional exporting]. In the last three years, “We don’t have it all together. We’re personnel experienced in engineering, we’ve joined up again and are seeing the learning; we’re a growing company. We sales, purchasing, administration, CAD, benefit of it today.” make product errors, like everyone else, and the shop floor process. “We also He adds that STEP has helped Honey and market choice errors from time to rely on outside consultants in different Bee to attend and successfully make time,” says Nelson. areas of expertise.” connections at trade shows, including Instead of viewing the mistakes as Since moving to Frontier in the late Agritechnica in 2009 in Hanover, Ger- failures, Nelson looks at them as step- 1980s, the company has grown from a many, one of the world’s largest agricul- ping stones to improve the business. dozen staff to over 260 employees. tural exhibitions. “We want to become better at what Unlike other Saskatchewan business- “The show in Hanover, Germany we do by learning from the mistakes,” es, it was only in 2009 that Honey Bee opened doors to us that we did not an- says Nelson. “We want to become the started to feel the labour shortage that ticipate at the time,” says Nelson. best at what we do.” has been an ongoing trend in the prov- Besides Agritechnica, Honey Bee has Backed by the strength of its core ince. also been reaching out by attending the products and its solid history, Honey Bee “We’ve certainly had our staffing chal- 2010 Crop Production Show, AgConnect is set to continue to be a leader in the lenges. We’ve been challenged to hire Expo, Manitoba Ag Days, International agriculture manufacturing sector. the right people and enough of the right people, even more so in 2009 than any other time in our history.” “Another challenge for us, like every- one else, is the world economic crisis,” says Nelson. “Agriculture is not immune to it. Neither are the areas where we’re trying to develop our markets. These ar- eas have seen challenges not seen two to three years ago.” But, Honey Bee is ready to take on the challenge, not only because of its qual- ity products, but also because of its cus- tomer service. “The human side of what we do is im- portant to our customers. We still try in an old-fashioned business way to put a face to the company. We consider that important. We don’t have a protocol that certain people in our company can’t be talked to.” It’s this human dimension that will carry Honey Bee into new markets. While the company has been operat- ing for three decades, Nelson says that the past three to four years have been the right time for the company to pursue exporting opportunities, whereas this scope was beyond them in the past. The Grain Belt Plus 3655 is one of Honey Bee’s solid core products. MARCH/APRIL 2010 • GLOBALVENTURES 17
  18. 18. Understanding the Art of Political Risk Analysis BY DAVID FROH Trade Specialist, STEP S askatchewan people are experi- nies engaging in political risk mitigation Alberta or Venezuela, political and se- enced exporters. We understand are informal and unfocused. Often, this is curity intangibles exist that will affect that the path to prosperity is because of inexperience or the high costs your business. Because of this, STEP of- paved by trade. This path, however, is of utilizing qualified consultants. Gener- fers members a political risk analysis changing. Many of the markets that pres- ally, companies will send a senior execu- reporting service. At STEP, we combine ent a business opportunity also present a tive to the market; monitor in-market an acute and unique understanding for risk. The commodities we have come to publications; contact the local Canadian international trade, the culture of global rely on increasingly come from political Embassy; and perhaps hire a local consul- commerce and the political economy in unstable jurisdictions, and much of the global economic growth emanates from tant. which we do business. STEP’s custom po- emerging markets. While these steps are important, more litical risk analysis reports will ensure you For centuries, traders and merchants must be done. have a comprehensive understanding of have understood the art of political risk First, engage in a political risk analysis the market in question. Risk is an inevi- analysis or have contracted practitioners early. Once your business has invested in table part of life and business. However, skilled in the trade. The analysis is em- the market it can be too late. An objec- with information and knowledge comes ployed to judge the potential impact and tive and dispassionate approach is often the ability to mitigate risk. likely outcome of human political deci- only realistic at the outset. STEP’s political risk analysis covers all sions that affect the economic climate of Next, examine the political connec- scenarios which have the potential to a market. tions of your business partners and cul- adversely or positively affect your busi- Political risk is described as “the like- tivate relationships with elected and nesses investment. In order to under- lihood that political activity, economic unelected officials from all sectors and stand the political risk of a particular events and socio-cultural realities in a all major parties. Avoid the temptation investment or market, we help you first market will cause financial, human or to make monetary donations to political to understand issues ranging from politi- strategic losses to a company.” parties. cal and security considerations, such as In order to mitigate the risks associ- Third, adopt a firm open and transpar- political dissonance, terrorism, civil war, ated with political risk, decision makers ent policy for all business activities. and weak political institutions, to socio- must have an in-depth understanding of Fourth, engage civil society leaders cultural aspects, including social/ethnic the geo-political, economic and socio- from journalists to schools to reputable stratification, labour unrest, and condi- cultural intricacies in their prospective NGOs. These are the opinion influencers tions of the labour market. markets. In other words, they must un- who can emerge as valuable assets. You Political and security intangibles will derstand the political risk. must maintain a strong social license to affect your business. To the extent that From Canada to Latvia, every country do business. While paying taxes and roy- you empower your decision making pro- maintains its own unique level of political alties may be enough in Saskatchewan, cesses with knowledge, you can mitigate risk. Some states are more vulnerable to internationally it is essential to foster these risks. If you are planning to do busi- economic risk while others may have a and sustain respectful relationships in ness in an emerging or unstable market, propensity to fall victim to societal inse- the communities where you do business. contact STEP to discuss how a political curities. The strategies for most compa- Whether you’re doing business in risk analysis might benefit you. 18 GLOBALVENTURES • MARCH/APRIL 2010
  19. 19. Spread your wings and fly with us Reach Your Company’s Full Exporting Potential With STEP... Saskatchewan companies seeking to expand or enhance their current marketing activities need look no further than a membership with Saskatchewan Trade and Export Partnership (STEP). A unique global service provider, STEP provides its 400 members with services and benefits essential to international marketing. Featuring access to global contacts in 100 countries, qualified trade leads, and market research, STEP core services include: • Market Intelligence - customized market intelligence for your products or services in markets of interest to you. • Trade Development - advice and guidance on opportunities in the market and assistance for companies with outgoing and incoming trade missions. • International Finance - custom export finance solutions via one-on-one consultations. • International Projects - relevant information on STEP’s current project portfolio and potential member opportunities, as well as information on STEP’s overall policy, direction and interest in international development projects. Join STEP today and open the door to exporting success. For more information or to become a member, contact STEP at 1-877-313-7244 or log on to MARCH/APRIL 2010 • GLOBALVENTURES 19
  20. 20. STEP Market Access Program Helps Exporters Showcase their Business T he last 18 months have been a similar to this one. However, the Market mately open doors to new business op- roller coaster ride for many Sas- Access Program is open to all STEP mem- portunities,” says Wasylynka. katchewan businesses working in bers; it’s not just sector specific.” The program is open to regular STEP domestic and global markets. That’s why Many Saskatchewan companies are al- members that are exhibiting in a trade Saskatchewan Trade and Export Partner- ready tapping into the opportunity that show, trade event, or trade mission in a ship (STEP) launched the new STEP Market MAP provides. new export market outside of Saskatch- Access Program (MAP) this January. “The initial response to the program ewan. Applicants must produce an export- “The Market Access Program was cre- has been tremendous. To date, we have able product or service to markets outside ated as a tool to support STEP members as had more than 20 applicants, the bulk of of the province. Also, the products and they enter new markets or develop in the which are from the Technology and Pro- services should have at least 50 per cent markets they are already in,” says Angela fessional Services sector because this is a Saskatchewan content. Wasylynka, STEP’s Acting Executive Direc- busy time for that sector in terms of trade Applications must be received no later tor, Export Services. shows and missions,” says Wasylynka. than 45 days prior to the proposed visit The program provides financial support STEP has also received applications from to the specific trade show, trade event for STEP members who are participating companies in the agri-value and manufac- or trade mission. The applications are re- in STEP-led trade events or missions, or turing sectors. viewed by the MAP Adjudication Commit- exhibiting at trade shows on their own. These applicants are attending trade tee to determine whether: the submitted Once approved through the MAP applica- events in Canada, including in B.C. and costs are reasonable and in accordance tion process, STEP members may be re- Ontario. They are also spreading out with program guidelines; the proposed imbursed for up to 50 per cent of eligible around the world to places such as Brazil, activity is clearly identified and directly costs, including travel, accommodation, China, Germany, Honduras, and across the related to new market development; and trade show expenses and the translation United States. the majority of benefits accrue to Sas- of marketing materials for the specific Some of the shows they have attended katchewan. trade event. are the New Products Show in California Funding applications for the program STEP created the program for two main in March, the BioFach Organic Show in must have an overall cost of $1,000. The reasons, says Wasylynka. Germany in February, and an Asian STEP maximum contribution to any applicant in “The last 18 months have been a real pull Trade Development Mission in February. each fiscal year is $5,000. The program is on our members with the global recession. With support from MAP, several compa- administered on a reimbursement basis; But, now is not the time to retreat, it’s the nies will be attending upcoming informa- funding advances are not provided. To time to get out into the marketplace.” tion technology shows, such as Microsoft receive reimbursement, applicants must She explains that with help from the pro- Convergence 2010 in April. provide required documentation within gram, STEP members can overcome the For these companies, funding from 30 days of returning from the trade activ- financial barriers of marketing and pursue MAP has made their marketing goals pos- ity. new opportunities. sible. “Many STEP members have iden- For complete details relating to costs Plus, MAP fills an important gap in the tified events they would like to attend, eligible under the MAP Program, qualifi- province in terms of support for market- and have had these projects on their radar cation criteria, or to apply, contact STEP’s ing, says Wasylynka. “There is not a multi- for a long while, but the resources weren’t Program Administrator at (306) 787-3223 sector program like this in Saskatchewan, there to make it happen. Now, with sup- or More infor- although many individual sectors have port from MAP, they are able to achieve mation and application forms can also be their own financial support programs some of their marketing goals and ulti- found online at 20 GLOBALVENTURES • MARCH/APRIL 2010
  21. 21. Staff Profile: Donovan Swinnerton Adds Experience and Expertise to the STEP Team BY KATIE BOYCE F rom making executive decisions to tion in September 2009, moving on from STEP’s expert staff helps all of these handling the small details involved 13 years in the transportation industry, sectors by opening doors to the world in business administration, Dono- including 10 years at RSB Logistic Inc., through trade missions. In 2009, Swin- van Swinnerton has had a diverse career where he managed the transportation of nerton attended the GTEC Trade Show experience in freight forwarding, trans- nuclear products around the world. He and Conference in Ottawa in October, portation, sales, operation and manage- holds a Business Administration degree followed by the E3 Trade Show and Con- ment. He’s now bringing that solid expe- with majors in both marketing and man- ference in Minneapolis, which focused on rience to his position as Saskatchewan agement from Minot State University. the environmental sector. Trade and Export Partnership’s (STEP) “I wanted to explore how to get in- In the first half of 2010, he will be lead- Director of Trade Development in Tech- volved with Saskatchewan businesses,” ing trade missions to the CTIA Wireless nology and Professional Services. says Swinnerton about his decision to 2010 Conference and Expo in March and “My job responsibility is to make sure seek a position with STEP. He adds that to CleanTech 2010 in June, where 40,000 that STEP members are represented. I besides a provincial focus, his new career people in the environmental sector will aim to understand what our members’ also allows him to remain in touch with gather from 80 countries. objectives are and what their services the global marketplace. Both the CTIA Wireless and CleanTech and products are so that I can find op- The individualized work with members shows are new to STEP, says Swinnerton. portunities for them outside of Saskatch- is one of Swinnerton’s favourite aspects CTIA Wireless is a great opportunity for ewan borders,” says Swinnerton. of his position. the emerging technology sector in Sas- He explains that STEP’s services in- “I enjoy brainstorming with members katchewan, while CleanTech is designed clude counselling, as well as participat- on how to find new markets, and the op- for the strong environmental sector in ing in trade missions and in virtual trade portunity to be a sounding board. I like the province. missions, where the buyer and seller seeing the excitement in our members’ In addition to attending trade shows, meet via videoconference as an easy and eyes as they look at building their com- Swinnerton helps members enter the efficient alternative to the cost and time pany from the ground up.” market on the right footing through spent for travel. Due its vast array of members, each with STEP’s varied programs. Ultimately, Swinnerton’s job is all their own niche markets, STEP strives to “Our Market Intelligence program re- about STEP members. “I want to make work with companies on a one-on-one ally gives businesses a head start on the our members happy. I want to make sure basis. The Technology and Professional market. If they are thinking of growing that, in the services we offer as a mem- Services sector alone covers a wide cross- and expanding, the program is a great bership, our members are getting their section of industries, including energy, way to put feelers out to see if there are value back.” mining, environment, health sciences, in- opportunities are in that market,” says It’s this focus on Saskatchewan busi- formation and communications technol- Swinnerton, adding that through the nesses that attracted Swinnerton to a ogy, government procurement as well as program, STEP can directly link compa- career with STEP. He joined the organiza- the arts, culture, and film industry. nies to buyers. MARCH/APRIL 2010 • GLOBALVENTURES 21