GLOBALVENTURES VOLUME FIVE ISSUE TWO • FALL ISSUE 2013 · Melissa Squire Designs is making its mark in the fashion industry 30 Canola A Public-Private partnership success story

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

VENTURESVOLUME FIVE ISSUE TWO • FALL ISSUE 2013

strong sales to china, india and japan pUt province on pace to break record

Saskatchewan Exports to Asia Soar

Melissa sQUire’s passionFashion is

With haWkeYe land andlivestock

Global Cattle MarketingBin Senseis coMMon sense for intragrain

sUppliers gUide

VIDO’shUnt for neW vaccines

Canola a pUblic-privatepartnership sUcess storY

Exporter

features16 The hunt for new vaccines VIDO-InterVac facility becomes an

international disease control centre

24 Cattle World Hawkeye Land and Livestock sends

cows around the world

28 Fashion Design is her Passion

Melissa Squire Designs is making its mark in the fashion industry

30 Canola A Public-Private partnership

success story

34 Bin Sense is Common Sense Solution

Intragrain Technologies develops a new method for dealing with grain spoilage

39 LinkedIn Using social media to leverage your

marketing

special report26 Exporter Suppliers Guide Understanding the programs and

services available to exporters

inside VOLUME FIVE ISSUE TWOFALL 2013

departments8 Message from the CEO Connecting Saskatchewan to the world

10 BIZnotes GTH CEO, business awards, BHP

investment, and more

14 Upcoming Trade Events Find out where in the world is STEP

22 Introducing the STEP Trade Staff

Meet the trade development staff

42 STEPnotes Asia Incoming Buyer Conference,

soaring Asian exports, and more

44 Staff Profile Meet Ryan Niemela

busines advisor20 Legal: Enforcing your IP rights

36 Real Estate: The importance of long term planning

40 Risk Management: The changing healthcare landscape

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

PUBLISHERSSaskatchewan Trade and Export Partnership (STEP)www.sasktrade.sk.ca | http://exportnews.sasktrade.comRegina: P.O. Box 1787320 - 1801 Hamilton Street, Regina, SK S4P 3C6Regina 306.787.9210 / Toll Free: 1.888.XPORTSKSaskatoon: 400 - 402 21st Street East, Saskatoon, SK S7K 0C3Saskatoon 306.933.6551 / Toll Free: 1.888.XPORTSKBenchmark Public Relations: 2260 McIntyre Street Regina, SK S4P 2R9306.522.9326 / [email protected]

EDITOR: Pat Rediger 306.522.9326 / [email protected]

ASSOCIATE EDITOR: Barb Flynn 306.522-0903 / [email protected]

ASSOCIATE EDITOR: Lynn Gidluck 306.584.9807 / [email protected]

WRITERS: Barb Flynn, Michelle Jones, Carol Rogers, Christina Krysa, Pat Rediger, Cory Furman, Mouneed Shahid, Kevin Bell, Richard Jankowski, Jeff Sackville, STEP staff

SALES MANAGER: Don Shalley306.545.6606 / [email protected]

GRAPHIC DESIGNER: Cecilia Melanson306.522.1422 / [email protected]

ADMINISTRATION: Mitch Larsen306.540-9677 / [email protected]

CONTROLLER: Maureen Rediger306.522.9326 / [email protected]

PRINTING: Western Litho Printers/Regina, SK Canada

DISTRIBUTION: Prairie Advertising Ltd./ Regina, SK Canada

Publication Mail Agreement # 42591019Return undeliverable mail to Administration Department, Benchmark Public Relations, 2260 McIntyre Street, Regina, SK S4P 2R9.

PRINTED IN CANADA

Cover: Inside the Potash Corporation of Saskatchewan’s mine near Rocanville.

2 GLOBALventUres • FALL ISSUE 2013

SPRING ISSUE 2013 • GLOBALventUres 5

Twin Falls: From rolling prairies to huge lakes and spectacular rivers, the only things

as varied as the Saskatchewan landscape are the adventures you will find here.

To u r i smS a s k a t c h ew a n . c om

7246 Tourism Global Ventures Ad.indd 1-3 2013-09-06 10:16 AM









Saskatchewan’s Gateway to the World.WWW.THEGTH.COM

Key benefits of the GTH:

• A partner in the Asia Pacific Gateway Initiative

• Unparalleled access to North America

• 60 million consumers within 1 day transit by truck


• Intermodal rail service directly accessible

• Single point of contact within a collaborative business model

• Competitive, sustainable operating environment

The GTH has 425 acres of greenfield serviced land and infrastructure available for immediate sale and development.

337

Explore new markets with Saskatchewan’s Global Transportation Hub

Grow your business around the globe

The GTH is already home to:$350 million in private sector investment

The GTH is one of the most significant new distribution and logistics developments in all of Canada. We offer superior transportation and logistics critical for Saskatchewan’s growth. We offer industries and producers state-of-the-art access to export markets world wide.

Global Transportation Hub Authority350 - 1777 Victoria Avenue, Regina, Saskatchewan S4P 4K5 T: +1-306-787-4842 E: [email protected]

Expand your reputation world wide Build your future with us

• CP Rail Intermodal Facility

• Loblaw Warehouse & Distribution Centre

• Consolidated Fastfrate

• Emterra Group of Companies

• Saskatchewan Liquor and Gaming Authority

• Morguard Investments Ltd

GTHA-0141-GlobalVentures_424mmx275mm_FINAL.indd 1 2013-09-09 5:28 PM


FALL ISSUE 2013 • GLOBALventUres 7

Saskatchewan’s Gateway to the World.WWW.THEGTH.COM

Key benefits of the GTH:

• A partner in the Asia Pacific Gateway Initiative

• Unparalleled access to North America



• Intermodal rail service directly accessible

• Single point of contact within a collaborative business model

• Competitive, sustainable operating environment

The GTH has 425 acres of greenfield serviced land and infrastructure available for immediate sale and development.

337

Explore new markets with Saskatchewan’s Global Transportation Hub

Grow your business around the globe

The GTH is already home to:$350 million in private sector investment

The GTH is one of the most significant new distribution and logistics developments in all of Canada. We offer superior transportation and logistics critical for Saskatchewan’s growth. We offer industries and producers state-of-the-art access to export markets world wide.

Global Transportation Hub Authority350 - 1777 Victoria Avenue, Regina, Saskatchewan S4P 4K5 T: +1-306-787-4842 E: [email protected]

Expand your reputation world wide Build your future with us

• CP Rail Intermodal Facility

• Loblaw Warehouse & Distribution Centre

• Consolidated Fastfrate

• Emterra Group of Companies

• Saskatchewan Liquor and Gaming Authority

• Morguard Investments Ltd

GTHA-0141-GlobalVentures_424mmx275mm_FINAL.indd 1 2013-09-09 5:28 PM


A remarkable summer has descended upon us and it appears it will last

well into September. This seems to in-vigorate all of us. Outside of the personal enjoyment, there appears to be a huge commercial benefit as well. In my travels over the last three weeks, the crops have matured very quickly and the threat of frost delivering a fatal blow has subsided. Harvest is now well underway with all crop varieties appearing to be ready for harvest at virtually the same time. With a little luck and with the aid of the world’s finest harvesting technology, 2013 has the chance to be one of the most memo-rable harvests ever.

From the export file, Statistics Canada continues to deliver some positive news regarding Saskatchewan exports. To the end of June, we are running 4.3% ahead of 2012 which was a record breaking year and our exports to South East and Cen-tral Asia continue to grow exponentially. Historically; the last half of the year tends to be stronger than the first so we shall see. However; there are some new chal-lenges that represent the vagaries of the market place. India currently is having significant pressure being put on its cur-rency. Since mid-June, we have seen 14 % devaluation against our Canadian curren-cy. It is also worth mentioning that the Australian dollar has had a similar devalu-ation (approximately -9%). The end result is a higher cost Canadian export and a favorable benefit to the Australians.

In this issue of Global Ventures, we wanted to take a moment to highlight

Message

the professionalism on our trade team that represents Saskatchewan in our global travels. We are very proud of these individuals not only for their aca-demic strength, but more importantly for their entrepreneurial energy and the business acumen they bring to our orga-nization. All of us have been challenged to hire the right individuals from a broad selection both locally and globally. At the same time, the competition to hire the best and the brightest has found many of us competing against each other. At STEP, we have focused on candidates with real world expertise, international experience, and just as important with specific language skills that compliments our global work. I hope you take a mo-ment to read the biographies and the article on this team of professionals. In keeping with our international emphasis, I am pleased to inform you that currently STEP is proficient in eight languages and as an organization; we will be making language training available to all of our staff on an ongoing basis.

Our outgoing mission calendar from now until the end of November is com-plete with nine missions scheduled. We will be covering a wide spectrum of the global market representing a broad cross section of businesses in many different sectors. Currently, we have a team do-ing work in Inner Mongolia (China) as well as Indonesia and Thailand. Later in the month, we will be traveling to Japan, Philippines, and will end the mission in Singapore where STEP will be a sponsor

of the ASEAN Business Forum. In October, we will have a mission to Russia and Uz-bekistan while a second team will head off to Brazil and Chile. While those mis-sions are ongoing, a third team will be heading off to Mexico, Columbia and Ecuador. November is even busier with missions planned to Germany for Agri-technica which may well be the largest show of any kind with over 400,000 in attendance. A second mission is planned for Shanghai to attend a food and ingre-dient show.

This last mission represents a new ini-tiative that was announced on September 3, 2013 with our colleagues at Western Economic Diversification Canada. The details of the announcement are quite extensive but the “Coles Notes” version is that over the next two years, STEP will lead a Western Canadian delegation to seven shows/exhibitions around the world. STEP has been to these markets in the past. The core opportunity for STEP will be about developing critical mass and a bold Canadian footprint at these events. Waving the Canadian flag is a very valuable tool. We have worked with WD on a number of occasions in the past with great success and this program has an overall budget of $3M with WD contributing $1.1M toward the project. We are excited about delivering concrete value on this initiative.

STEP is not just about out going mis-sions. Our fall calendar is full of incoming missions as well. The benefit of having qualified buyers see and witness the ca-

Connecting Saskatchewan and Business with the World - Opportunities Abound

from President & CEO


BOARD CHAIRTim Wiens, President O & T FarmsRegina

IMMEDIATE PAST-CHAIR Shannon Jakes, DirectorCIBC Commercial Banking Saskatoon

Chair of the Audit & Finance CommitteeTim Gabruch, Vice President, Marketing Cameco CorporationSaskatoon

Chair of the Governance & Nominations CommitteeCraig Bailey, CEO, Transport Services & Logistics Canada Ltd.Saskatoon

Chair of the Human Resources & Nominations CommitteeSandra Purdy, PresidentPrairie Berries Inc.Keeler

BOARD MEMBERSKent Anderson, Senior Vice President of OperationsNorseman Structures Inc.Saskatoon

Ron Brown, Senior ManagerMNP LLPSaskatoon

Kevin Dow, President Western Ag LabsSaskatoon

GOvERNMENT OF SASKATCHEWAN APPOINTMENTSChris Dekker, Interim President & Chief Executive OfficerGlobal Transportation Hub AuthorityRegina

Alanna Koch, Deputy MinisterSaskatchewan Ministry of AgricultureRegina

Doug Moen, Deputy Minister to the PremierExecutive Council and Office of the PremierRegina

Board of Directors

pabilities of our Saskatchewan compa-nies is a critical detail in developing long term relationships. One such mission this fall is a focus on the Saskatchewan lumber industry with a significant group of buyers from South East Asia. The mis-sion will be touring facilities in Hudson Bay, Carrot River, Prince Albert, Big River and Meadow Lake. As you can see, there is a lot of distance to travel when you are in Saskatchewan but in order to de-liver value to the international buyer, you must demonstrate size and capacity.

In this edition, we hope you take time to read about the STEP member compa-nies that we have highlighted and repre-sent multiple sectors. These companies are examples of what makes Saskatch-ewan so terrific. And there is more. For the past number of months, we have been working on a new website that is more interactive, more engaging and will have the potential of attracting an even larger international audience. I hope you take time to connect and check us out.

Finally, I want to mention our upcom-ing Annual General Meeting which will be held September 25, 2013 in Regina. Our 2012 - 13 fiscal year will be recorded historically as a pretty terrific year for Saskatchewan and for STEP. We will be introducing an impressive slate of candi-dates for our Board of Directors and we will also highlight our Trade staff. I en-courage you to register and I hope we shall see you there.

One more thing before I leave you in this issue. I want you to know that we are listening. Some of you have told us in the past of your desire to invest in driving your export growth through a strategic growth process. Stay tuned for more on a new STEP service that we will be rolling out to address just that.

Until next time.

Lionel LaBelle, President & CEOSaskatchewan Trade andExport Partnership (STEP)

VisionProsperity through trade.

MissionTo work in partnership with Saskatchewan

exporters and emerging exporters to enable commercial success in global ventures.

Save The Date September 25 - 26, 2012

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

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

www.sasktrade.sk.ca

Trade Conference 2012 Radisson Hotel, Saskatoon


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

New CEO for the GTH Bryan Richards is the new president and CEO of the Global

Transportation Hub (GTH) in Regina. A native of Simcoe, Ontario, Richards gained his work ethic from harvesting tobacco plants as a young man, working in the banking industry, as well as 15 years with the CP, TransX and Yanke transportation firms.

His knowledge base is well suited to leading the GTH which is developing a supply chain infrastructure to support global trade, and is becoming well-known to investors, distributors, transport-ers and logistics handlers across North America.

Richards sees the GTH as “very much a Fortune 100 global-type involvement situated in a smaller community.” The biggest issue for Richards is to get more clients but there is such a broad range of clients that it’s “hard to pinpoint who we’ll be targeting most often,” he said.

The GTH client list includes two key anchor tenants, Canadian Pacific and its 300-acre Intermodal Facility, which is valued at $50 million, and Loblaw, which has invested about $250 million in its one million square foot warehouse and distribution facility, employing about 800 employees seven days a week, 24 hours a day. The GTH is also home to Consolidated Fastfrate, the Emterra Group, the Saskatchewan Liquor and Gaming Authority (new warehouse) and Morguard.

BHP invests $2.6 billion in Jansen

BHP Billiton is investing $2.6 billion to finish the excavation and lining of the Jansen Potash project production and service shafts, and to continue the installation of surface infrastructure and utilities. This investment will be spread over a number of years, with completion of both shafts expected during the 2016 calendar year, while the associated works program will extend into 2017.

The longer term outlook for potash remains strong. As the world’s population grows and incomes in emerging economies improve, agricultural demand is expected to rise. This will in-crease the need for potash and require the construction of new mines. BHP’s projections assume a shift away from the current marketing dynamic and that the potash price will ultimately re-flect the cost of adding new supply.

Jansen is the world’s best undeveloped potash resource and is capable of supporting a mine with annual capacity of ten mil-lion tonnes for more than 50 years. With economies of scale and the use of modern mining techniques, Jansen is likely to be one

of the lowest cost sources of supply once fully developed. The successful excavation and lining of both shafts will substantially reduce development risk and allow the company to time first production to meet growth in market demand.

BHP Billiton Chief Executive Officer, Andrew Mackenzie, said: “Annual investment at Jansen of approximately $800 million will form an important part of our capital and exploration budget, which will decline to approximately US$16 billion this year. Con-tinued development of the shafts reflects our confidence in the quality of our 5.3 billion tonne measured resource and the com-pelling long term fundamentals of the potash industry.

“Investment at Jansen is creating a valuable asset and we will continue to pursue a development path that maximises returns for shareholders. In time, this may include the introduction of one or more partners, consistent with our approach for other major operations.”

BHP Billiton Petroleum and Potash President, Tim Cutt said: “Potash and Jansen represent a significant opportunity for BHP Billiton. Saskatchewan, with its attractive geology and stable po-litical and fiscal environment, is the best place in the world to develop a potash business. Our construction activities are go-ing well and we have successfully introduced specialized boring machines that reduce the development timeframe and safety risk associated with construction of the shafts. This technology has been in operation for several months and we are very pleased with the results.”

The Jansen Potash project is 100 per cent owned by BHP Bil-liton and is located 140 kilometres from Saskatoon. This invest-ment will take the company’s total commitment to Jansen to ap-proximately US$3.8 billion.

Farm Progress AwardsCongratulations to the following STEP members recognized

at the Canada Farm Progress Show 2013 Innovation Awards. The members were recognized in the Sterling and Gold catego-ries chosen by a jury of leading industry experts making them amongst the most prestigious in North America.

Sterling Standard Awards: • Haukass Manufacturing Ltd. - Mortlach, SK - Trailer Mount

Conveyor • Dutch Openers - Pilot Butte, SK - Air Guard Seed Brake Gold Standard Awards: • SeedMaster - Emerald Park, SK - Full Last Implement Pass • Haukass Manufacturing Ltd. - Mortlach, SK - Rotating Bale

Grapple


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Want to build a better blade? Just ask the experts, you!


Seed Hawk expands plant to serve new markets

Seed Hawk is planning two expansions of its seeding imple-ment manufacturing plant in Langbank. It recently began con-struction on a 15,000 square foot addition to the manufacturing shop.

A second project, an 81,000 sq. ft. addition, is expected to be-gin in January 2014. The expansions are part of a long-term plan for growth that will allow Seed Hawk to serve its growing global customer base.

A previous two-part expansion, completed in 2011, tripled its production capabilities, and the 2012 addition of a 15,000 sq. ft. testing facility is proving its worth through improved quality control.

Seed Hawk partnered with the Swedish agricultural manufac-turer Väderstad-Verken AB in 2006, giving both players access to new agricultural markets.

Seed Hawk is selling more products in Europe, the former So-viet block and Australia, where arid conditions have increased interest in zero-till machines. Seed Hawk’s expansions are de-signed to ensure it can supply these new markets while also serv-ing the growing North American market.

“One of the things we have learned from our partners at Väder-stad is to plan an expansion every year, and if something chang-es, we can amend the plan,” Pat Beaujot, president of Seed Hawk said. “With all that’s going on — like adding a number of Väder-stad’s products and sales growth in the Seed Hawk line — we need to keep expanding. Now, we have a three-year expansion plan that takes us into 2016.”

Expanding the complex in Langbank will allow Seed Hawk to carry and assemble more of Väderstad’s products. It will also provide the space necessary to support a new corn planter and expand its lineup of zero-till seeding implements.

Federal government helps increase Western Canada’s exports

Western Canadian exporters will expand their reach to inter-national markets thanks to a new initiative from the Canadian government. Through this project, the federal government is partnering with trade organizations and national industry associ-ations in the four western provinces to establish new internation-al markets for western Canadian goods, services and products.

“Western Canada has the natural resources, agricultural com-modities and technological expertise to thrive in a trade-driven global economy,” said Michelle Rempel, Minister of State for Western Economic Diversification Canada (WD). “By expanding the reach of Canadian technology innovations and value-added products, we’re building a strong, diverse economy and creating long-term prosperity for all Canadians.”

Federal funding of $1,128,400 to STEP through WD will raise the profile of western Canadian companies participating in in-ternational trade shows and export missions. Over a two-year period, STEP and its provincial partners will coordinate participa-tion of companies from across the West at trade shows and con-ferences in Asia, Eastern Europe, South America and the United States. These trade organizations will help companies entering the international marketplace successfully navigate unfamiliar diplomatic and regulatory channels and link experienced export-ers with potential customers.

“The targeted support received from Western Economic Di-versification Canada and the combined efforts of the provincial trade agencies involved in today’s announcement will provide further opportunities for STEP members to participate in inter-national trade shows where they can market their goods and ser-vices to the world,” said Lionel LaBelle, President & CEO of STEP. “STEP recognizes the need to carry the Canadian flag and this agreement allows both Saskatchewan and our sister provinces to do so in an effective and cohesive manner. Furthering opportuni-ties for our members is our primary focus.”

Exports to these priority markets were identified as having the best potential for growth by the Government of Canada’s Global Commerce Strategy and offer western Canadian businesses the greatest opportunity to maximize economic returns.


Agritechnica Preview

A preview reception for Agritech-nica 2013 was recently held at Can-ada’s Farm Progress Show in Regina. Agritechnica, the world’s largest ag-ricultural machinery and equipment exhibition, is taking place in Hanover, Germany on November 10-16, 2013, with preview days on November 10-11. Organized by the German Agri-cultural Society (DLG), the bi-annual show attracts over 400,000 visitors from around the world and is a place where major agricultural develop-ments make their debut.

During the reception, Annette Reichold, DLG Marketing Manager for North America, presented an overview of this year’s show, which includes a technical program, special topic areas including ”Agricultural Machinery in Detail,” “Rice Production”, “Systems and Components”, as well as more traditional show themes, congresses, forums and press conferences.

The latest results from the spring 2013 DLG Trendmonitor Europe survey were also presented. Trendmonitor Europe is produced twice a year and highlights the results of an independent survey of 2,350 farmers in various European countries that reveals producers’ current views and ex-pectations for the agricultural sector. This survey indicated that conditions for farm-ers in Europe vary widely with German and Polish farmers very optimistic and willing to make significant investments in their operations. Farmers in Great Britain and France are far less optimistic about their business situation but the French are showing more enthusiasm to make invest-ments that they have been postponing over the last few years.

Rounding out the presentations were Brad Nelson of Honeybee Manufacturing and Joe Wicker of Wicker Farms who of-fered their personal experiences on at-tending Agritechnica as an exhibitor and a visitor. For more information about Agri-technica, visit www.agritechnica.com.

FORGED TO PERFORM.

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14 GLOBALventUres • FALL ISSUE 201314 GLOBALventUres • FALL ISSUE 2013

and specialty foods, organics, health and beauty products and supplements in the US. New Hope Media is the event organiz-er for Natural Products Expo West (March 2014) which is the largest tradeshow and conference for the US natural, organic and healthy lifestyle marketplace.

Contact: Lindsay Brumwell, Trade Specialist, Agri-ValueTelephone: 306 787 5708

[email protected]

FEMA/EMDA 2013 Annual Convention &

Industry Showcase Date: October 22 - 25, 2013

Location: Indianapolis, IndianaMembers of the Farm Equipment Manufac-turers’ Association (FEMA) and Equipment Marketing & Distribution Association (EMDA) play a key role in the marketing efforts of Saskatchewan exporters. This is a premier tradeshow for farm equipment manufacturers to meet with members of the North American distribution channel. STEP will organize a group display at the EMDA Industry Showcase, arrange meet-ings with manufacturer representatives, wholesalers, distributors, be involved in the EMDA Contact Forum, represent non-attending members and host a STEP Mem-ber Business Session.

Contact: Rob Ziola, Sr. Director,Manufacturing

Telephone: 306 933 [email protected]

Market Development Mission - Colombia, Ecuador

& MexicoDate: October 30, 2013 -

November 13, 2013 Location: Colombia, Ecuador & Mexico

Upcoming TRADE EVENTS

SEPTEMBER Oil Sands Conference & Trade

ShowDate: September 10 - 13, 2013

Location: Fort McMurray, AlbertaAttending STEP members will connect with over 5,000 delegates primarily from Fort McMurray, Edmonton and Calgary. STEP will arrange meetings with engineer-ing, procurement and design firms tasked with procurement for major producing operators. Members will connect with purchasers and influencers from the ma-jor producers including Suncor, Syncrude, Shell Albian Sands, Canadian Natural Re-sources Ltd. and manufacturers/distribu-tors who provide services to producers.

Contact: Holly Kelleher, Trade Specialist, Technology,

Services & ResourcesTelephone: 306 933 6531

[email protected]

Seminar - Doing Business in the United States

Date: September 12, 2013Location: Saskatoon, Saskatchewan

In partnership with The Greater Saska-toon Chamber of Commerce, STEP will host a seminar designed for businesses currently/intending to conduct trade with the United States. Presentations will focus on the role of the Consulate in Saskatch-ewan, Canada/U.S. relations, future trends in Canada/U.S. trade, the role of the U.S. Foreign Commercial Service and Canadian/US bilateral trade and investment.

Contact: Jordan Gaw, Director, International Finance & Logistics


OCTOBERCanadian Health Food Association Expo East

Date: October 4 - 6, 2013 Location: Toronto, Ontario

The mission will incorporate trade show component and pre-show product edu-cation sessions with health retailers and distributors in the Greater Toronto Area. CHFA is an excellent venue to showcase your innovative products to retailers & distributors in the Canadian health food industry at all levels of the distribution channel. STEP members will meet with de-cision-makers and influencers from some of Canada’s largest natural health product chains, top manufactures and boutique retailers. The expo is the largest Canadian event targeting the natural product and or-ganic industries.


[email protected]

Webinar - US FDA Requirements - Marketing

Materials to Promote Natural and Specialty Foods,

Organics, Health and Beauty Products and Supplements)

Date: October 9, 2013Location: Online

This is a “must attend” for anyone interest-ed in entering or continuing to do business in the United States (US) Natural Food and Health Products Industry. Steve Taormina, Standards Director with New Hope Media will discuss the US Food and Drug Admin-istration (FDA) requirements for market-ing materials used to promote natural

FALL ISSUE 2013 • GLOBALventUres 15FALL ISSUE 2013 • GLOBALventUres 15

The goal of the STEP led mission is to provide targeted opportunities to in-crease business for members and facilitate Saskatchewan’s export growth in South America. This is an excellent opportunity to develop new and existing business rela-tionships with qualified importers, distrib-utors, food, feed processors, manufactur-ers, retailers, government agencies, R & D partners and potential strategic partners. STEP will organize one-on-one meetings, industry site visits, presentations and sem-inars.


[email protected]

Seminar - Transportation & Logistics Considerations for

Today’s Exporters Date: October 16, 2013

Location: Regina, SaskatchewanIn today’s fast-paced business environ-ment, companies must be equipped with the best information to make informed decisions to get their product from Sas-katchewan to the world. The seminar will feature industry experts who will provide insight relevant to exporters including current market forces impacting transpor-tation rates, means to optimize a supply chain, shipping grain in a post-CWB envi-ronment and industry updates affecting Saskatchewan exporters.

Contact: Jordan Gaw, Director,International Finance & Logistics


NOVEMBERIFI Energy Sector Mission

Date: November 4 - 8, 2013 Location: Washington, D.C.

STEP and the World Bank’s Private Sector Liaison Officers (PSLO) Network will con-duct a joint energy sector mission with an International Financial Institution (IFI) proj-ect focus. The mission will be of interest to those seeking business opportunities in the energy sector funded by IFIs includ-ing The World Bank Group, Inter-American Development Bank, Asian Development Bank, Millennium Challenge Corporation and the European Bank for Reconstruction

Market Development Mission - South AsiaDate: November 29, 2013 -

December 14, 2013 Locations: India, Bangladesh, Sri Lanka &

PakistanSouth Asia is one of Saskatchewan’s most important trading regions for agricultural commodities. STEP will lead a market de-velopment mission to the region to devel-op opportunities for both value-added and agricultural commodities.

Contact: Yi Zeng, Director, Trade Development - AsiaTelephone: 306 787 [email protected]

Trade Mission - Canadian Mine Procurement Forum or

PDAC (TBD)Date: November 2013/March 2014

Location: Toronto, OntarioSTEP will attend the Canadian Mine Pro-curement Forum/Prospectors and Devel-opers Conference (dependent on dates) to continue an assessment of the procure-ment and investment trends in the Canadi-an and international mining markets. The Canadian Mining Forum will provide at-tendees with direct access to mining exec-utives and their procurement staff through technical seminars and business meetings.

Contact: David Froh, Director, Technology, Services & Resources


DECEMBERVideo Conference -

Connecting with Potential Russian

Distributers/Importers Date: December 2013 (TBC)

Location: STEP Saskatoon/Regina Board Rooms

In a Video Conference setting, STEP will connect potential distributers, importers, and dealers from Russia with Saskatche-wan suppliers in the Manufacturing Sector.

Contact: Vladimir Shehovtsov, Trade Specialist, Manufacturing


and Development. This is a unique oppor-tunity to network with companies/poten-tial partners and learn about opportunities in this sector.

Contact: Jordan Gaw, Director, International Finance & Logistics


Trade Development Mission - Agritechnica Date: November 10 - 16, 2013 Location: Hannover, Germany

STEP will attend the Agritechnica Ag Equipment Show which attracts 400,000 attendees primarily from the European Union. STEP will continue the momentum established at the 2011 event with a large group display, arrange meetings with buy-ers and represent non-attending members. For STEP members looking for opportuni-ties for their products in the European market for the first time or those planning to expand their distribution in Europe, Ag-ritechnica is an excellent event to get an impression of products in the market, view the competition and make valuable distri-bution contacts.

Contact: Rob Ziola, Sr. Director, Manufacturing


Western Canadian Showcase - Food & Hotel

ChinaDate: November 11 - 16, 2013

Location: Shanghai, China STEP members are invited to participate in conference and industry tours, site visits, one-on-one meetings and business semi-nars. The showcase offers an opportunity to meet Chinese government officials, trade promotion agencies and qualified importers and distributors to develop busi-ness in the market. The mission will offer producers, processors and exporters an effec-tive format to create awareness of Saskatch-ewan exporters as reliable suppliers of quality products, services, and technology.

Contact: Joanne Huang, Trade Specialist,

Trade Development - AsiaTelephone: 306 787 [email protected]


The hunt for new vaccines New VIDO-InterVac facility becomes an new

international player for disease control

BY CAROL ROGERSThanks to final certification of the Vaccine and Infectious Disease Or-

ganization’s International Vaccine Centre (VIDO-InterVac) at the University of Sas-katchewan new vaccines benefiting ani-mal and human health will be brought to market sooner than ever before.

In April, 2013, VIDO received final cer-tification for its containment level 3 (CL3) infectious disease research facility, Inter-Vac. Since scientists in InterVac will work with diseases — including West Nile vi-rus, SARS and avian influenza — that af-fect both human and animal populations, certification was required from both the Public Health Agency of Canada as well as the Canadian Food Inspection Agency.

CL3 — known in the United States as biosafety level 3, or BL3, — refers to the type of safety measures and equipment needed within a facility to ensure safety. Organisms studied in CL3 environments are termed risk group 3 and can be trans-mitted through the air and can cause se-rious or life-threatening diseases.

While there are other, much smaller CL3 labs across Canada, there are only a few in the world that can accommodate large animals, like cows in any significant capacity. This will address national and international delays in research and re-sult in quicker development of important vaccines.

Located on the campus of the Uni-versity of Saskatchewan, InterVac is a $144-million expansion to the VIDO facil-ities and is part of the University of Sas-katchewan Research Cluster that includes the Colleges of Medicine, Pharmacy and Nutrition, and the Western College of Veterinary Medicine. Funding for VIDO-InterVac is the result of partnerships among the Government of Canada, the Canada Foundation for Innovation, The Government of Saskatchewan, and the City of Saskatoon with support from the University of Saskatchewan.

Inter-Vac’s grand opening took place on September 16, 2012 and included Prime Minister Stephen Harper, Premier Brad Wall, Saskatoon Mayor Don Atchi-son and numerous guests from industry, government and academia.

With some of the world’s most ad-vanced containment level two and three facilities, and including a 160-acre CL2 research station, VIDO-InterVac is attract-ing the attention of researchers, compa-nies and governments from around the globe.

“InterVac puts our organization, the University of Saskatchewan and our prov-ince on the world map for research and development of vaccines and associated therapies for some of the world’s most challenging level 3iinfectious diseases,” says Paul Hodgson, VIDO’s Associate Di-rector, Business Development. “Groups from around the world are already re-questing access to the facility.”

InterVac is connected to VIDO by pedway and was custom built for CL3


research. With 145, 000 square feet of space to study and test vaccines, it is one of the largest facilities in the world. The main floor is designated for CL3 research with the remaining space used for labo-ratory support functions and building services.

Flexibility was key in InterVac’s over-all design. It can support experiments involving single or multiple pathogens involving many researchers, and work can range from a single room up to an eighteen-room trial.

Above all else, safety is the top priority at VIDO-InterVac, and the facility is built to exceed current CL3 regulations set out by the Canadian Food Inspection Agency and the Public Health Agency of Canada.

Rigorous safety practices, state-of-the-art safety equipment and specifically engineered building features protect laboratory personnel and the surround-ing community from exposure to infec-tious agents. All incoming and outgoing airflow passes through a series of high-efficiency particulate air filters (HEPA fil-ters) that remove airborne particles and pathogens and all waste is sterilized.

Strict Standard Operating Procedures, approved by the Canadian Food Inspec-tion Agency and the Public Health Agen-cy of Canada, are in place for work in all areas of the facility. Access to InterVac is highly restricted and there is 24-hour security personnel on-site.

To ensure full and open communica-tion with the public regarding safety is-sues, the University of Saskatchewan created the VIDO-InterVac Community Liaison Committee (CLC). Susan Lamb, Chair, CLC, is confident in InterVac’s com-mitment to safety, adding that “the atten-tion to detail in this facility will ensure the safety of the community and staff as they develop new vaccines for diseases that affect all of us.”

Not only will VIDO-InterVac develop new vaccines for new and emerging CL3 diseases, it will also provide numerous benefits to research, science, industry, Saskatchewan and Canada.

InterVac will help Saskatchewan’s lead-ership in vaccine development continue and provide world-class research, teach-

ing and graduate study opportunities. Students and postgraduates in areas like medicine, veterinary medicine, engineer-ing, toxicology and vaccinology will be able to benefit from the facility’s large space and flexible design that allows for experiments including preclinical testing to licensing trials.

InterVac will also build upon VIDO’s experience in working with cattle, horse, swine, sheep and poultry as it works to protect animal health and support the agricultural economy. Innovative re-search and development capabilities will also enable pharmaceutical companies to bring their products to market faster. This will lead to positive economic im-pacts for Saskatoon and Saskatchewan.

And the benefits to the economy reach beyond the scope of the city and prov-ince. Studies have shown that one dollar spent on vaccine development is equal to three dollars in health care costs. Econo-mists have also estimated that every dol-lar spent in vaccination creates about a $17 return.

As work at VIDO-InterVac moves for-ward, the centre is hiring staff and early targets of their vaccine research will in-

clude influenza, human and animal tuber-culosis and an efficacy trial for a vaccine for chronic wasting disease.

Some infectious diseases and causative agents that can be

studied at vIDO-Intervac• Tuberculosis• Rabies virus• West Nile virus• Coronavirus [e.g., Severe acute

respiratory syndrome (SARS) vi-rus and Middle East Respiratory Syndrome (MERS)]

• Hepatitis C virus• Prions that cause bovine spon-

giform encephalopathy (BSE) and chronic wasting disease (CWD)

• Highly pathogenic strains of influenza (including avian influ-enza) virus

• Human immunodeficiency virus (HIV)

• Hantavirus pulmonary syndrome (Hantaviruses)

• Anthrax• Brucellosis


vaccines developed at vIDOSince it began operations in 1975, VIDO-InterVac has developed eight commercial vaccines:

Product Sector Application Vicogen ™ Cattle Prevention of calf scours Ecolan RC ™ Cattle Prevention of bacterial and viral calf scours Hevlan TC ™ Poultry Prevention of enteritis in turkeys Pneumo-star ™ Cattle Prevention of Pasteurellosis in cattle (part of Bovine Respiratory Disease--BRD--complex) Somnu-Star ™ Cattle Prevention of Haemophilosis in cattle (part of BRD complex) Somnu-Star Ph ™ Cattle Prevention of Pasteurellosis and Haemophilosis in cattle (part of BRD complex) Pleuro-Star ™ Swin Prevention of Porcine Pleuropneumonia Econiche ™ Cattle Prevention of Escherichia coli (E.coli) O157:H7 shedding in cattle Vicogen ™ Cattle Prevention of calf scours Ecolan RC ™ Cattle Prevention of bacterial and viral calf scours Hevlan TC ™ Poultry Prevention of enteritis in turkeys Pneumo-star ™ Cattle Prevention of Pasteurellosis in cattle (part of Bovine Respiratory Disease--BRD--complex) Somnu-Star ™ Cattle Prevention of Haemophilosis in cattle (part of BRD complex) Somnu-Star Ph ™ Cattle Prevention of Pasteurellosis and Haemophilosis in cattle (part of BRD complex) Pleuro-Star ™ Swin Prevention of Porcine Pleuropneumonia Econiche ™ Cattle Prevention of Escherichia coli (E.coli) O157:H7 shedding in cattle


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Copycats and counterfeiters: Enforcing your IP rights in foreign markets

BY CORY FURMAN The value of your brands and other in-tellectual property (IP) rights can be

affected both positively and negatively as you expand your export markets - global awareness of your company through the availability and promotion of your prod-ucts and services is a good thing, but in many cases as the notoriety of your com-pany and your brands increases, so does the temptation for people to copy or trade on the goodwill and value of your IP rights. It is important to be aware of the different types of infringement or other negative IP scenarios which can arise in foreign markets (or right here at home) to be best prepared to address them as they might occur.

The first type of an IP problem which can occur is an infringement by the place-ment of confusingly similar or infringing competing products in the marketplace, contravening your own IP rights. In a trademark context this typically means a third party is marketing similar products or services under a confusingly similar brand, or if you have a patent the typi-cal test for patent infringement centers around someone else selling or using a product or process that falls within the scope of your issued patent claims. Rights and remedies in these cases might include a court action or injunctive pro-ceeding, through to other types of dis-pute resolution options.

If your products are being sold in a foreign market by a distributor or other third party, you also want to ensure that you have an appropriate license in place to minimize the possibility of problems down the road if your business relation-ship in market changes or deteriorates - you do not want to find yourself for example in the position that a disenfran-

chised local partner or distributor is seen locally as the proprietor or sole owner of your brands such that they could claim competing ownership of your brands.

From the perspective of protecting against straight copying/infringement or encroachment, registering your rights in countries of interest will be a good step to factor into your exporting plans. Hav-ing a registered versus unregistered po-sition is sometimes required and at the very least will be very helpful in maximiz-ing your ability to enforce your rights if necessary. Any copy protection measures you wish to deploy can also help in mini-mizing infringement of this nature.

The second type of scenario which you might encounter is that of a “copy-cat” version of your own product show-ing up in a market. A counterfeit might consist of a direct or close copy of your product itself which is produced without your authorization. Products involving safety considerations are obviously one area of high concern in the counterfeit-ing realm, as counterfeit products may not meet your same safety standards or certifications. Consumer product or lux-ury item counterfeits are also often seen - for example tshirts, sunglasses or the like. Counterfeiting shows no boundar-ies - consider even the fact that at least one complete counterfeit Apple comput-er store was found in China a couple of years ago! Some of the measures which can be taken to minimize the possibil-ity or impact of a counterfeiter on your products and operations include main-taining tight control over your manufac-ture and distribution channel through

appropriate contracts, as well as in some cases copy protection or detection of origin schemes can be implemented, so that with your brand or legitimate prod-ucts, their source or authenticity can be verified by either the customer or by you from an enforcement perspective.

A variation on counterfeit presence in a market is where copycats package infe-rior or copycat product in your packag-ing. This becomes even more confusing to discerning customers who can tell the difference in the products themselves, since the counterfeit is in your actual packaging or facsimile packaging. (De-pending on the economics of a product and a market, infringers have even re-used old packaging, rather than obtain-ing quantities of new legitimate packag-ing) From a legal perspective you should ensure that your agreements with supply chain partners, in a reasonable fashion, deal with or try to minimize these possi-bilities. Trademark and copyright protec-tion in your packaging can be very impor-tant in scenarios such as this, to enhance the number of enforcement tools avail-able to you.

One final scenario which you might encounter would be the presence of grey market goods in a foreign market. Grey market goods are products manufactured by you but which are not authorized for sale in a particular market - for example if a distributor in one country to whom you ship product moves it for sale in an-other market in which you have another exclusive distributor. The product itself is legitimate, but is not authorized for sale in that territory. There are steps which can be taken to provide the best possible legal scenario to deal with grey market scenarios, although a good measure of

Business AdvisorLE

GAL


common sense and positive working re-lationships with all your channel partners is often the best way to minimize these situations!

One of the primary means in many countries to exclude infringing products from the marketplace are customs and border enforcement mechanisms which exist allowing for the seizure or destruc-tion of infringing goods at the national borders by customs officials. Many ex-port markets, including the United States, have such a scheme in place, and they provide one of the simplest means of local market enforcement where avail-able. In order to use these border control mechanisms it is most often the case that you will need to have registered your trademarks or other IP rights locally, so given the time involved in completing those registration steps it is best to be prepared in advance. Canada does not currently have such a simple border con-trol mechanism in place, but there is cur-rently federal legislation pending.

To summarize, there are a number of steps which can be taken to best prepare to deal with possible counterfeit or copy-cat presence in foreign markets:

a) ensuring proper distribution or chan-nel contracts, dealing with IP ownership;

b) locally registering selected trade-marks, patents or other IP rights;

c) awareness of local law and require-ments for use of customs interdiction or other local enforcement mechanisms;

d) creation and implementation of a internal policing mechanism to detect counterfeit merchandise or services,

including building awareness amongst your personnel; and

e) production level implementation of copy protection or origin indicia schemes.

Companies addressing some of these issues in their market entry plans as they expand their export footprint will be best positioned to protect, exploit and maximize their own IP positions as their businesses grow. You know what they say about an ounce of prevention...

Cory Furman is the principal of Furman IP Law and Strategy PC in Regina.

Savvy exporters know that their key to a successful market entry abroad includes Furman IP Law & Strategy. Our years of experience helping Saskatchewan companies of all sizes to protect their brands and innovations as they take their businesses to the world has given us an unparalleled global network and perspective. Let us help you guide your ship into shore - global exporting success starts locally with Furman IP. Visit FurmanIP.com to learn more.

FurmanIP_GlobalVenturesBench_HalfPgExport.indd 1 9/4/13 3:40 PM


Rob Ziola • Senior Director, Trade Development - Manufacturing • (306) 933-9557 • [email protected]

Born and raised on a farm in rural Saskatchewan, Rob has been involved in the Agriculture and Manufacturing Industry his entire life. In 1994, Rob obtained his Bachelor of Commerce from the University of Saskatchewan majoring in Marketing & General Business. He furthered his formal education in 2002 by completing his Certified International Trade Professional designation through the Forum for International Trade & Training (FITT). Following completion of his degree, Rob spent four years working in sales and sales management with a Saskatchewan manufacturing company who produced equipment for the agricultural and light construction markets. During his tenure working in the manufacturing business, Rob managed the advertising and promotions department, two direct sales territories, a direct sales force, and an international network of distributors, agents and OEM accounts. In 1998, Rob joined the then newly created Saskatchewan Trade & Export Partnership (STEP) as a Trade Specialist servicing members interested in the Canadian and United States markets. Rob currently holds the position of Senior Director, Trade Development for the Manufacturing Team where he continues to work hand in hand with Saskatchewan manufacturers in developing their export business in various International markets. In total, Rob has 17 years of experience in export market development in over 20 different countries.

Brad Michnik • Executive Director, Trade Development • (306) 933-6555 • [email protected]

A lifetime Saskatchewan resident, Brad has a Bachelor of Commerce degree (University of Saskatchewan, 1988) with a dual major in marketing and general business. In January, 2003, Brad attained his Certified International Trade Professional (C.I.T.P) designation through the Forum for International Trade Training. Brad has over twenty five years of experience in international business and export market development. He joined STEP shortly after its’ inception in 1996 and has worked as a Trade Director for the North American market and as the Executive Director heading up STEP’s trade development and market intelligence functions. Prior to his time at STEP, Brad spent eight years in international marketing/sales with two Saskatchewan manufacturing companies in recreational, agricultural machinery and construction equipment. He has served on a number of committees with a variety of industry and government groups, including with the Dept. of Foreign Affairs and International Trade (DFAIT), North Saskatoon Business Association (NSBA), Trade Team Saskatchewan and as the Chair of the International Business Center for Canada’s Farm Progress Show.

Stacey Sauer • Trade Specialist - Manufacturing • (306) 933-5239 • [email protected]

Born and raised in Saskatoon, Stacey has an academic background in marketing and employment experience in business & community development. She graduated from the University of Saskatchewan - College of Commerce (Marketing Major) in April 2000. Stacey spent the next seven years with the Regional Economic Development Authority (REDA) in Rosetown, Saskatchewan focused on small business development and larger community development projects. Stacey joined STEP in August 2007, as a Market Intelligence Specialist. In February 2009, she moved into the role of Trade Specialist with the manufacturing team. Stacey has obtained her Certified International Trade Professional (CITP) designation since joining STEP. Most recently, she completed a 10 month program with Leadership Saskatoon. During her time at STEP, she has had the opportunity to travel to Australia, South Africa, Zambia, Mexico and the US. She enjoys working with the manufacturing sector, is continually inspired by the innovation in the province and the opportunity to see Saskatchewan products shipped around the world.

Vladimir Shehovtsov • Trade Specialist - Manufacturing • (306) 787-2222 • [email protected]

Born and raised in Ukraine, Vladimir also lived and worked for extensive periods of time in Russia, Kazakhstan, Kyrgyzstan, Bulgaria and the USA before relocating to Canada in 2001. Vladimir has a strong academic and employment background in linguistics and international trade development. His undergraduate program was completed at the Kharkov State University with a major in foreign languages - Ukraine. With almost ten years of international business experience with the largest Ukrainian passenger car manufacturer, Vladimir moved to Minnesota in 1992 to further pursue his education. He attained his M.B.A. with specialization in International Marketing and Strategic Business Development from the Carlson School of Management, University of Minnesota in 1995. Since then, Vladimir held various international sales positions at a leading American space heat manufacturer for 5 years, and worked as the Director - European Sales at the world’s largest producer of electric fireplaces in Ontario for 11 years. Vladimir has been with STEP since November 2012 as a Trade Specialist with a focus on developing new market opportunities for STEP members in Eastern Europe and the ex-Soviet markets. Fluent in Russian, Ukrainian and Bulgarian, Vladimir can also communicate in several other Slavic languages and has significant hands-on business experience in that geographic region.

Jennifer Evancio • Senior Director, Trade Development - Agri-Value • (306) 787-7946 • [email protected]

Jennifer has almost 16 years of experience working in international market development for agriculture and food domestically and internationally. Her experience ranges from the Americas, Europe, Middle East, North Africa and Asia. She graduated from the University of Regina with a BAdmin degree, focused on marketing and international business and also has a Certified International Trade Professional (CITP) designation. Jennifer is currently the Senior Director, Trade Development, Agri-Value, heading up the team at STEP that works with agri-business companies and organizations. She sits, and has sat, on a number of industry & government boards/advisory committees related to industry and export development. Jennifer is active in her community through her involvement in the Canadian Progress Club, a national community service organization. She has basic Spanish language skills and has studied non-tonal Mandarin.

Lindsay Brumwell • Trade Specialist - Agri-Value • (306) 787-5708 • [email protected]

Lindsay graduated from the University of British Columbia in 2002 with a Bachelor of Arts in Latin American studies, minor in international relations. After graduating, she spent approximately two years working in Washington, DC at the Organization of American States (OAS) where she provided support to the multilateral negotiations processes to the 34 member countries in the lead up to the Special Summit of the Americas in Monterrey, Mexico in 2004. After returning to Canada, Lindsay graduated with a Master’s Diploma in International Management focusing on Latin America and the Asia Pacific Region. Prior to joining STEP, Lindsay spent five years working as the Trade Development Coordinator in the Business Development Department at Port Metro Vancouver (PMV) which is North America’s largest export port by tonnage and trades $172 billion in goods annually with more than 160 trading economies. Lindsay joined STEP in July 2012 as part of the Agri-Value Trade Development Team and has advanced Spanish skills.

Mortoza Tarafder • Director, Trade Development - Central Asia & MENA • (306) 787-9687 • [email protected]

Born and raised in Bangladesh, Mortoza has a strong academic and employment background in trade development, investment and marketing. He has completed graduate and post graduate degrees in Applied Physics and Electronics from the University of Rajshahi (BSc and MSc) as well as an MBA from the University of Dhaka. Mortoza also holds a Certified International Trade Professional (CITP) designation which he attained in 2011. With over 16 years of management and business development experience with the Canadian and British High Commission in Bangladesh, Mortoza will be moving to Saskatchewan in late Nov 2013 to further pursue his career. Most recently, he served as a Trade Commissioner, The High Commission of Canada to Bangladesh for nine years and will join STEP with a focus on Central Asia and MENA countries. Mortoza is fluent in English and Bengali.

Holly Kelleher • Trade Specialist - Technology, Services & Resources • (306) 933-6531 • [email protected]

Holly joined STEP in August of 2011 and brings with her over 10 years experience in the private, public and not for profit sectors. She completed a Bachelor of Commerce, marketing major, at the University of Saskatchewan and after working 6 years in the potash industry, returned to the University of Saskatchewan to complete a Master’s of Business Administration with a finance and strategic management concentration. Holly has maintained an international focus in her professional experience beginning with an academic term abroad during her Undergraduate program, completing a work term in Singapore and currently, with STEP she leads international missions to South America and Africa as well as throughout North America. Holly also is active in the Saskatoon community and serves as a Trustee with the Saskatoon Public School Division and volunteers with a number of not for profit organizations.

David Froh • Director, Trade Development - Technology, Services & Resources • (306) 787-7928 • [email protected]

Born, raised and educated in Saskatchewan, David holds a Bachelors degree in Political Science and a Masters Degree in International Relations from the University of Regina. David joined STEP in October 2008 after serving in Executive Government for the Saskatchewan Ministry of Industry and Resources and Advanced Education and Employment. He currently serves as the Director of Trade Development, Technology, Services and Resources sectors for STEP. David takes pride in providing customized advice and guidance for a diverse range of companies, and helping to grow value added Saskatchewan exports. In addition to his work at STEP, David volunteers for a number of organizations including as Chair of the Regina Warehouse Business Improvement District, Vice Chair of the Regina YMCA Board of Directors, and Director of Suit Up, a program to support new Canadians and high school graduates in need of formal wear.

Chiung-hui Joanne Huang • Trade Specialist - Asia • (306) 787-7936 • [email protected]

Born and raised in Taiwan, Joanne has a strong employment background in international trade promotion, marketing, and branding. Her undergraduate program was completed at the University of British Columbia with a BFA degree in Theater Tech & Design. Fluent in English, Mandarin and Taiwanese, Joanne attained the English - Chinese Translator/Interpreter Certificate from the Chinese Culture University in Taiwan. She has intermediate language capacity in Japanese and has basic French and Dutch language skills. With over seven years working as the Trade Commissioner for the Netherlands Trade & Investment Office in Taiwan, Joanne had successfully assisted numerous Dutch businesses with their exporting needs to Taiwan and was involved in the bilateral negotiation of trade policies and quarantine regulations between the Netherlands and Taiwan. Joanne moved to Saskatchewan in July, 2013 taking on the role of Trade Specialist - Asia and will focus on trade and market development for Asia for STEP members.

Yi Zeng • Director, Trade Development - Asia • (306) 787-2194 • [email protected]

Born and raised in China, Yi has a strong academic and employment background in finance, investment, and human resource management. His undergraduate program was completed at China Central South University of Economics and Finance with a major in investment from Wuhan, P.R. China. With over ten years of management experience with a China state owned bank, Yi moved to Saskatchewan in 2004 to further pursue his education. He attained his Masters Degree in Human Resource Management from the University of Regina and has since complemented his professional development with a Certified International Trade Professional (CITP) designation attained since joining STEP. Yi has been with STEP since October 2009 joining then as a Trade Specialist with a focus on China and later promoted to the position of Director in charge of market development for Asia. Fluent in Mandarin, Yi spent three years with the Government of Saskatchewan in his role of Economic Advisor and Business Immigration Officer with the Saskatchewan Immigrant Nominee Program.

Jeff Cooper • Trade Officer - Agri-Value • (306) 933-6512 • [email protected]

Born and raised in Prince Albert, Saskatchewan Jeff moved to Saskatoon in 2007 to attend the University of Saskatchewan. In 2011, upon receiving his Bachelor of Commerce with a Major in Management, he went to work in the private sector. He spent a year and a half as an account executive with a local software company gaining extensive sales and technical experience. Jeff joined STEP in November 2012 as the Technology and Marketing Coordinator and has recently been promoted to the role of Trade Officer with the Agri-value sector. Jeff is currently in the process of obtaining his Certified International Trade Professional (CITP) designation.

Introducing the TRADESTAFF

STEP employs over 30 staff in Regina and Saskatoon. The team of professionals operates on a set of principles that guides the organization’s behaviour and believes in integrity, honesty, fairness, trust, and the importance of quality commu-nication and service. STEP staff have the experience, knowledge and international contacts crucial to enhancing awareness of Saskatchewan enterprise in key global markets.

The Trade Development Team within STEP are able to see viable opportunities far beyond the borders of Saskatch-ewan. They know that export success is good for the economy, good for the people, and good for the province. These pro-fessionals have in-depth expertise in international markets and export opportunities. Through experience, they know what works, why it works and how things will best get done.


Rob Ziola • Senior Director, Trade Development - Manufacturing • (306) 933-9557 • [email protected]

Born and raised on a farm in rural Saskatchewan, Rob has been involved in the Agriculture and Manufacturing Industry his entire life. In 1994, Rob obtained his Bachelor of Commerce from the University of Saskatchewan majoring in Marketing & General Business. He furthered his formal education in 2002 by completing his Certified International Trade Professional designation through the Forum for International Trade & Training (FITT). Following completion of his degree, Rob spent four years working in sales and sales management with a Saskatchewan manufacturing company who produced equipment for the agricultural and light construction markets. During his tenure working in the manufacturing business, Rob managed the advertising and promotions department, two direct sales territories, a direct sales force, and an international network of distributors, agents and OEM accounts. In 1998, Rob joined the then newly created Saskatchewan Trade & Export Partnership (STEP) as a Trade Specialist servicing members interested in the Canadian and United States markets. Rob currently holds the position of Senior Director, Trade Development for the Manufacturing Team where he continues to work hand in hand with Saskatchewan manufacturers in developing their export business in various International markets. In total, Rob has 17 years of experience in export market development in over 20 different countries.

Brad Michnik • Executive Director, Trade Development • (306) 933-6555 • [email protected]

A lifetime Saskatchewan resident, Brad has a Bachelor of Commerce degree (University of Saskatchewan, 1988) with a dual major in marketing and general business. In January, 2003, Brad attained his Certified International Trade Professional (C.I.T.P) designation through the Forum for International Trade Training. Brad has over twenty five years of experience in international business and export market development. He joined STEP shortly after its’ inception in 1996 and has worked as a Trade Director for the North American market and as the Executive Director heading up STEP’s trade development and market intelligence functions. Prior to his time at STEP, Brad spent eight years in international marketing/sales with two Saskatchewan manufacturing companies in recreational, agricultural machinery and construction equipment. He has served on a number of committees with a variety of industry and government groups, including with the Dept. of Foreign Affairs and International Trade (DFAIT), North Saskatoon Business Association (NSBA), Trade Team Saskatchewan and as the Chair of the International Business Center for Canada’s Farm Progress Show.

Stacey Sauer • Trade Specialist - Manufacturing • (306) 933-5239 • [email protected]

Born and raised in Saskatoon, Stacey has an academic background in marketing and employment experience in business & community development. She graduated from the University of Saskatchewan - College of Commerce (Marketing Major) in April 2000. Stacey spent the next seven years with the Regional Economic Development Authority (REDA) in Rosetown, Saskatchewan focused on small business development and larger community development projects. Stacey joined STEP in August 2007, as a Market Intelligence Specialist. In February 2009, she moved into the role of Trade Specialist with the manufacturing team. Stacey has obtained her Certified International Trade Professional (CITP) designation since joining STEP. Most recently, she completed a 10 month program with Leadership Saskatoon. During her time at STEP, she has had the opportunity to travel to Australia, South Africa, Zambia, Mexico and the US. She enjoys working with the manufacturing sector, is continually inspired by the innovation in the province and the opportunity to see Saskatchewan products shipped around the world.

Vladimir Shehovtsov • Trade Specialist - Manufacturing • (306) 787-2222 • [email protected]

Born and raised in Ukraine, Vladimir also lived and worked for extensive periods of time in Russia, Kazakhstan, Kyrgyzstan, Bulgaria and the USA before relocating to Canada in 2001. Vladimir has a strong academic and employment background in linguistics and international trade development. His undergraduate program was completed at the Kharkov State University with a major in foreign languages - Ukraine. With almost ten years of international business experience with the largest Ukrainian passenger car manufacturer, Vladimir moved to Minnesota in 1992 to further pursue his education. He attained his M.B.A. with specialization in International Marketing and Strategic Business Development from the Carlson School of Management, University of Minnesota in 1995. Since then, Vladimir held various international sales positions at a leading American space heat manufacturer for 5 years, and worked as the Director - European Sales at the world’s largest producer of electric fireplaces in Ontario for 11 years. Vladimir has been with STEP since November 2012 as a Trade Specialist with a focus on developing new market opportunities for STEP members in Eastern Europe and the ex-Soviet markets. Fluent in Russian, Ukrainian and Bulgarian, Vladimir can also communicate in several other Slavic languages and has significant hands-on business experience in that geographic region.

Jennifer Evancio • Senior Director, Trade Development - Agri-Value • (306) 787-7946 • [email protected]

Jennifer has almost 16 years of experience working in international market development for agriculture and food domestically and internationally. Her experience ranges from the Americas, Europe, Middle East, North Africa and Asia. She graduated from the University of Regina with a BAdmin degree, focused on marketing and international business and also has a Certified International Trade Professional (CITP) designation. Jennifer is currently the Senior Director, Trade Development, Agri-Value, heading up the team at STEP that works with agri-business companies and organizations. She sits, and has sat, on a number of industry & government boards/advisory committees related to industry and export development. Jennifer is active in her community through her involvement in the Canadian Progress Club, a national community service organization. She has basic Spanish language skills and has studied non-tonal Mandarin.

Lindsay Brumwell • Trade Specialist - Agri-Value • (306) 787-5708 • [email protected]

Lindsay graduated from the University of British Columbia in 2002 with a Bachelor of Arts in Latin American studies, minor in international relations. After graduating, she spent approximately two years working in Washington, DC at the Organization of American States (OAS) where she provided support to the multilateral negotiations processes to the 34 member countries in the lead up to the Special Summit of the Americas in Monterrey, Mexico in 2004. After returning to Canada, Lindsay graduated with a Master’s Diploma in International Management focusing on Latin America and the Asia Pacific Region. Prior to joining STEP, Lindsay spent five years working as the Trade Development Coordinator in the Business Development Department at Port Metro Vancouver (PMV) which is North America’s largest export port by tonnage and trades $172 billion in goods annually with more than 160 trading economies. Lindsay joined STEP in July 2012 as part of the Agri-Value Trade Development Team and has advanced Spanish skills.

Mortoza Tarafder • Director, Trade Development - Central Asia & MENA • (306) 787-9687 • [email protected]

Born and raised in Bangladesh, Mortoza has a strong academic and employment background in trade development, investment and marketing. He has completed graduate and post graduate degrees in Applied Physics and Electronics from the University of Rajshahi (BSc and MSc) as well as an MBA from the University of Dhaka. Mortoza also holds a Certified International Trade Professional (CITP) designation which he attained in 2011. With over 16 years of management and business development experience with the Canadian and British High Commission in Bangladesh, Mortoza will be moving to Saskatchewan in late Nov 2013 to further pursue his career. Most recently, he served as a Trade Commissioner, The High Commission of Canada to Bangladesh for nine years and will join STEP with a focus on Central Asia and MENA countries. Mortoza is fluent in English and Bengali.

Holly Kelleher • Trade Specialist - Technology, Services & Resources • (306) 933-6531 • [email protected]

Holly joined STEP in August of 2011 and brings with her over 10 years experience in the private, public and not for profit sectors. She completed a Bachelor of Commerce, marketing major, at the University of Saskatchewan and after working 6 years in the potash industry, returned to the University of Saskatchewan to complete a Master’s of Business Administration with a finance and strategic management concentration. Holly has maintained an international focus in her professional experience beginning with an academic term abroad during her Undergraduate program, completing a work term in Singapore and currently, with STEP she leads international missions to South America and Africa as well as throughout North America. Holly also is active in the Saskatoon community and serves as a Trustee with the Saskatoon Public School Division and volunteers with a number of not for profit organizations.

David Froh • Director, Trade Development - Technology, Services & Resources • (306) 787-7928 • [email protected]

Born, raised and educated in Saskatchewan, David holds a Bachelors degree in Political Science and a Masters Degree in International Relations from the University of Regina. David joined STEP in October 2008 after serving in Executive Government for the Saskatchewan Ministry of Industry and Resources and Advanced Education and Employment. He currently serves as the Director of Trade Development, Technology, Services and Resources sectors for STEP. David takes pride in providing customized advice and guidance for a diverse range of companies, and helping to grow value added Saskatchewan exports. In addition to his work at STEP, David volunteers for a number of organizations including as Chair of the Regina Warehouse Business Improvement District, Vice Chair of the Regina YMCA Board of Directors, and Director of Suit Up, a program to support new Canadians and high school graduates in need of formal wear.

Chiung-hui Joanne Huang • Trade Specialist - Asia • (306) 787-7936 • [email protected]

Born and raised in Taiwan, Joanne has a strong employment background in international trade promotion, marketing, and branding. Her undergraduate program was completed at the University of British Columbia with a BFA degree in Theater Tech & Design. Fluent in English, Mandarin and Taiwanese, Joanne attained the English - Chinese Translator/Interpreter Certificate from the Chinese Culture University in Taiwan. She has intermediate language capacity in Japanese and has basic French and Dutch language skills. With over seven years working as the Trade Commissioner for the Netherlands Trade & Investment Office in Taiwan, Joanne had successfully assisted numerous Dutch businesses with their exporting needs to Taiwan and was involved in the bilateral negotiation of trade policies and quarantine regulations between the Netherlands and Taiwan. Joanne moved to Saskatchewan in July, 2013 taking on the role of Trade Specialist - Asia and will focus on trade and market development for Asia for STEP members.

Yi Zeng • Director, Trade Development - Asia • (306) 787-2194 • [email protected]

Born and raised in China, Yi has a strong academic and employment background in finance, investment, and human resource management. His undergraduate program was completed at China Central South University of Economics and Finance with a major in investment from Wuhan, P.R. China. With over ten years of management experience with a China state owned bank, Yi moved to Saskatchewan in 2004 to further pursue his education. He attained his Masters Degree in Human Resource Management from the University of Regina and has since complemented his professional development with a Certified International Trade Professional (CITP) designation attained since joining STEP. Yi has been with STEP since October 2009 joining then as a Trade Specialist with a focus on China and later promoted to the position of Director in charge of market development for Asia. Fluent in Mandarin, Yi spent three years with the Government of Saskatchewan in his role of Economic Advisor and Business Immigration Officer with the Saskatchewan Immigrant Nominee Program.

Jeff Cooper • Trade Officer - Agri-Value • (306) 933-6512 • [email protected]

Born and raised in Prince Albert, Saskatchewan Jeff moved to Saskatoon in 2007 to attend the University of Saskatchewan. In 2011, upon receiving his Bachelor of Commerce with a Major in Management, he went to work in the private sector. He spent a year and a half as an account executive with a local software company gaining extensive sales and technical experience. Jeff joined STEP in November 2012 as the Technology and Marketing Coordinator and has recently been promoted to the role of Trade Officer with the Agri-value sector. Jeff is currently in the process of obtaining his Certified International Trade Professional (CITP) designation.

Introducing the TRADESTAFF

STEP employs over 30 staff in Regina and Saskatoon. The team of professionals operates on a set of principles that guides the organization’s behaviour and believes in integrity, honesty, fairness, trust, and the importance of quality commu-nication and service. STEP staff have the experience, knowledge and international contacts crucial to enhancing awareness of Saskatchewan enterprise in key global markets.

The Trade Development Team within STEP are able to see viable opportunities far beyond the borders of Saskatch-ewan. They know that export success is good for the economy, good for the people, and good for the province. These pro-fessionals have in-depth expertise in international markets and export opportunities. Through experience, they know what works, why it works and how things will best get done.


BY MICHELLE JONESWith superior genetics and breed-ing programs, Canadian cattle

are in demand around the world as pro-ducers seek cattle with strong growth, good performance and productivity, and high yielding carcasses. And one compa-ny in Hodgeville is meeting that demand by shipping cattle genetics to China, Swe-den, Australia, the United Arab Emirates, and the United States.

“We’re helping people to produce cattle the same way we do here in Can-ada and use some of our technology and practices,” says Garner Deobald, owner of Hawkeye Land & Livestock Ltd. “We export cattle and offer support after-wards. Some people who are building their cattle operations don’t have a lot of knowledge about nutrition and breed-ing.”

Hawkeye Land & Livestock Ltd., a divi-sion of Cedarlea Farms, exports Canadian livestock genetics and provides consult-ing on livestock production. The com-

Cattle WorldThey may not be jumping over the moon, but

Hawkeye Land and Livestock has been sending cows around the world

pany has a solid track record for inter-national exports. In 2009, for example, it signed a deal with Russian-owned Northern Agro Industrial Company to ship up to 10,000 head of purebred Cha-rolais breeding stock. This initiative was called the Sevagro Beef Project and was part of the Russian government’s efforts to rebuild its domestic poultry, pork and beef industries to increase meat self-suf-ficiency.

In 2011 Hawkeye shipped 300 pure-bred Charolais heifer calves and 20 bull calves to the Agrofirm Dievsky farm in Kazakhstan. Last year the company com-pleted another purebred Charolais ship-ment consisting of 237 heifers and 13 bull calves to Timofeyvick, Kazakhstan.

“Russia and Kazakhstan have a lot of idle land and their climate is similar to ours, so from a Canadian standpoint, there is a lot of opportunity for export right now,” said Deobald.

For the actual exportation, there are health and quarantine requirements overseen by the Canadian Food Inspec-tion Agency (CFIA). The animals are quar-antined for 30 days. After they are re-leased from quarantine, the easiest way to transport them to places such as Ka-zakhstan is by air freight. For places like Russia, they can be transported by ship. While it is more affordable, the importer must take a larger number of cattle.

Hawkeye breeds some cattle them-selves, but for the most part, they will source other Canadian breeders. They try for Saskatchewan cattle first, but if they are unavailable, they will try other Ca-nadian provinces, usually Alberta, Mani-toba, Ontario, or Quebec.

Canada is recognized as a premier sup-


plier of cattle genetics because of our long history of successful cattle breed-ing and our climate. Cattle coming from warmer climates, such as Australia, often have difficulty adapting to cold climates.

“People will import cattle from Canada because they see us as being very devel-oped, and we have decades of selection for traits that they see as desirable,” said Deobald. “Because our climate is similar to that of many of the countries that are importing cattle, the animals are able to acclimatize easier than animals that are not accustomed to a colder climate.”

Importing cattle is also increasing grain production in many of these coun-tries. Most countries are trying to build feed lots and produce grain based upon the Canadian model. In most cases, they have been very successful in improving their grain production and finding mar-kets for by-products.

Hawkeye is currently working on sev-eral projects in Kazakhstan, one in Rus-sia (that they are pricing some cattle for), and they have a lead in China on the con-sulting and production side for manage-ment practices.

Hawkeye is a family-run company with Deobald, his wife Lori, daughter Kylie, and son-in-law Brian Hawkins. They also ranch on the side, and Deobald works for a German pharmaceutical company that specializes in bovine vaccines, where he travels through most of Saskatchewan and part of Alberta.

Deobald has been in the business of raising seed-stock cattle for nearly four decades. He has been involved with the Canadian Charolais Association for al-most that long and has been involved with them as a director and board chair, and gained exposure through traveling the world.

This is a line of work that is very dif-ficult to get into, and takes plenty of pa-tience and determination. “I have always had a lot of interest in [seed-stock cattle] and a lot of times it’s the people you meet through that who help you get into the business. You have to have the drive. It takes long, long hours, especially when you are trying to get into some of these markets or when you’re dealing with for-

eign governments. It’s a challenge,” said Deobald.

Exporting cattle is not something that is constant. Markets and opportunities present themselves in different locations at different times. A project may suddenly end, so you are forced to find opportuni-ties elsewhere. It is not a very predictable line of work.

“In the last 20 years, it has taken being involved with the breeding association, having the interest and drive to do it, and seeing the opportunities,” said Deobald.

He also stresses that STEP has played a large role in the success of his company

and believes that there are a lot of ben-efits to having the support of your gov-ernment in trade and export. Hawkeye’s first shipment to Kazakhstan was a direct result of being a member of STEP and the required contacts were made through them.

“We are very fortunate to have STEP as an organization, and the support we receive is just outstanding. It’s great val-ue to have someone like that to rely on when we have questions about certain markets. They’re always willing to help us out,” said Deobald.


Exports are the backbone of the Sas-katchewan economy. Our economy is linked to the global market and

international trade is a vital part of our economic activity. Last year Saskatch-ewan exports hit a record $32.6 billion, pushing it into fourth place among the provinces. Export sales increased 10 per cent from the year before, with oil, miner-als, oilseeds and fertilizer among the big-gest sellers.

What does this mean for Saskatchewan businesses? Exporting is an excellent way to increase sales and profits as well as developing new economies of scale, creating lower unit costs, and minimiz-ing the impact of seasonal marketplace fluctuations. Exporters can overcome low growth in their own markets by tapping into new markets.

How do you get started? The Saskatch-ewan Trade & Export Partnership (STEP) has a number of programs and services for you to consider. They range from the Market Access Program (MAP), which provides funds to assist members enter-ing new markets or entering new market sectors or market segments outside of Saskatchewan, to the Exporter Readiness Program, which provides companies with the resources and tools to enable them to build export capacity, knowledge, and tools to take their products and services beyond provincial borders. Visit www.sasktrade.sk.ca to learn more.

In addition to STEP programs, there are a variety of organizations that can as-sist you in becoming an exporter. Here is a list of export suppliers you may need to consider:

Saskatchewan Exporter Suppliers Guide

• Freight Forwarders – A freight forwarder will help you improve your delivery times and customer service. These agencies will nego-tiate rates for you with shipping lines, airlines, trucking compa-nies, customs brokers and insur-ance firms. They can handle all your logistical requirements, or just negotiate your shipping rate.

• Customs Brokers – Brokers clear goods through customs, prepare customs documentation and re-mit duties owing on exported goods. They are also good sourc-es of information on recent tariff changes and other customs relat-ed developments.

• Insurance Brokers – Provides in-surance to those who export to cover risks such as damage to the product in transit, nonpayment, and political risks.

• Risk Management – Risk man-agement is a process of thinking analytically about all potential un-desirable outcomes before they happen and setting up measures that will avoid them. A risk man-agement plan helps an exporter to broaden the risk profile for foreign market. For a small export business, an exporter must keep his risk management analysis clear and simple.

• International Recruitment Place-ments – Typically done through an international recruitment agency. They will recruit overseas employees to aid with your ex-ports.

• Financial Investment Service –Private or quasi-governmental institution that acts as an inter-



mediary between national govern-ments and exporters to issue ex-port financing. The financing can take the form of credits (financial support) or credit insurance and guarantees (pure cover), or both, depending on the mandate the ex-port credit agency has been given by its government.

• Investment Services – In an in-creasingly integrated and com-petitive world economy, Canadian companies of all sizes are discov-ering that investing abroad, such as setting up a local sales office or a manufacturing facility in a for-eign market is a strategic way to achieve numerous business goals. Investment services are able to provide assistance.

• Legal Services – Provides contrac-tual requirements, taxes and regu-lations, provide information on other necessary resources such as

banks, freight forwarders, insur-ance companies, and provincial/state and federal programs to ex-pand imports.

• Marketing and Promotional Con-sultants – Experts in the culture and business environment of the area you are looking to export to. They assist exporters to enter or expand markets.

• Merger, Acquisition, and Dives-titure Services – A merger is where one company combines with another company to form a new company, perhaps a joint venture. An acquisition is where a company purchases another business. For example, Company A buys Company B and makes it a business unit or subsidiary. A divestiture is where a company sells a business unit or subsidiary to another business. Merger, Ac-quisition, and Divestiture Servic-

es will handle all the legal work involved.

• Security and Risk Management Consulting – Provide assistance with avoiding threats such as fraud-based financial threats, compliance violations, security breaches, malicious attacks, data theft, etc.

• Transportation and Logistic Ser-vices – Companies that will trans-port your goods via land, air, or water. You should look for a com-pany that best suits your individ-ual cargo needs such as tempera-ture-control.

Not sure where to start? STEP can guide you through the process and align you with companies that will play a role in your market growth and inter-national reach. For more information, contact Jordan Gaw, Director - Interna-tional Finance & Logistics [email protected]

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Melissa Squire

Promoting her business has been relatively easy for Squire. She travels to fashion shows that feature her designs and the hype created by those events has been fantastic because many of the shows have gone viral creating lots of free publicity for the business owner.

Word of mouth from satisfied customers has been her best form of promotion. More traditional marketing and advertising has occurred through “flow” magazine in Saskatoon, as well as a Captive Audience media campaign in bathroom stalls.

As a new member to the organization, Squire sees great po-tential in working with STEP to conduct research for her busi-ness and to help with get her clothing and accessories into mar-ket.

Melissa Squire has been interested in fashion design since she began helping her grandmother sew when she was

five years old. She received her first sewing machine at nine and began experimenting with her own design ideas. What started as a hobby for this North Battleford native soon became a full-time occupation when she started designing jewellery and ac-cessories for sale at art and craft markets at age 18.

Although her immediate focus was not related to clothing, Squire also helped at a friend’s costume design shop. While sewing costumes, she learned a lot about fabric, design and fit. When she received her friend’s sewing serger five years ago, she became serious about starting her own clothing line.

In September 2010, Squire opened her own clothing bou-tique, Alchemy Clothing and Salon, in Saskatoon. Alchemy is run like a cooperative in that the space houses not only the clothing store, but also a hair salon in the back owned by her long-time friend Sara Whyte, and a tattoo shop featuring artist Shannon McLean. All the tenants are self managed and it is a group effort to promote their businesses and keep the space vibrant.

Squire’s clothing line includes jackets, dresses, skirts, tops and accessories. There’s also a children’s line of dresses which echoes the prints and patterns of the women’s line. As her busi-ness evolves, Squire says that she has been turning her atten-tion to customized couture graduation and wedding dresses. “It gives me real pleasure to take someone’s idea for the perfect dress and make it into a reality,” she says.

Since entering the fashion world, Squire’s designs have been featured in local and international fashion shows including Van-couver Fashion Week in 2011, Western Canada Fashion Week in 2011, Saskatchewan Fashion Week in 2012, and Brooklyn Fash-ion Weekend in 2012. Most recently Squire received plenty of local and national media coverage for her contribution to the 2013 Oscar Swag Bags, which included her signature jackets and recycled accessories.

Squire’s accessory line has seen a significant evolution over the years. It is now made from reclaimed and recycled materials such as old records, bike tires and tire tubes. “I am planning to convert all my lines to be eco-friendly which is quite a process but a goal that I am hoping to achieve,” she says.

A self-described control freak, Squire does not have any full time employees but does rely on the assistance of one impor-tant person. “My mom has an entrepreneurial background and she helps out with some of the sewing and keeps the books for me. This way I can remain hands on and involved in every aspect of the business,” she explains.

BY BARB FLYNN

Fashion Design is her Passion


With her business doing well, Squire is now at a crossroads for the future. She has toyed with the idea of going bigger on the manufacturing side but is concerned about losing control over the quality of the products. She has also thought about smaller scale manufacturing with more focus on couture de-signs.

Whatever she decides, Squire has become a savvy business woman with a brand that appeals to a wide audience. She has all the elements to grow at her own pace and on her own terms.


BY CHRISTINA KRYSA

A public-private partnership success story

D r. Wilf Keller, President of Ag-West Bio, a non-profit group focused on

developing Saskatchewan’s bioscience industry, says that “for canola, without public-private partnerships, the develop-ment of genetically modified varieties wouldn’t have happened. It makes sense to partner.”

Dr. Keller bases this comment on his 1985-95 experience contributing to the development of Innovator, the first regis-tered commercial HT (herbicide tolerant) canola.

While working as a research scientist during the early 1980s for Agriculture and Agri-Food Canada (AAFC), Keller de-veloped an innovative method for pro-ducing plants from pollen. He used only male canola plant pollen and bypassed nature’s need for female-plant involve-ment. Keller recalls being able to “teach or trick the pollen to grow into a plant directly, like going from a sperm cell to a whole animal.”

This one-sided reproductive system ac-commodated screening desirable genetic traits from only a male parent, known as a haploid plant. Keller knew, however, that this system had limitations. “The haploid plant was not able to reproduce on its own. By itself, it had no real value commercially.” Keller then employed a previously established technique that involved treating haploid plants with colchicine, a crocus plant derivative, to bring them up to self-breeding capability as double-haploid plants.

In 1985, Hoechst (now Bayer Crop-Science), a German-based chemical com-

Canola


pany, became involved. Maurice Delage, Senior Manager of Hoechst Canada, saw potential in engaging Keller’s discovery with a gene for resistance that Hoechst possessed as a result of developing the herbicide Liberty. Consequently, Delage seconded a scientist from Hoechst in Germany, Michael Oelck, to bring the gene to Canada to complement Keller’s innovative tissue-culture technology.

In 1989, Oelck and Keller made a sig-nificant breakthrough while working together in the AAFC Ottawa lab. Oelck took Keller’s double-haploid plants and chopped them up in a blender. “Mi-chael called it ‘sludge’. It was a green mass of gunk,” remembers Keller. Then, Oelck inserted a bacterial strain carrying Hoechst’s gene for herbicide tolerance into this “sludge,” and poured it into pe-tri dishes. Finally, herbicide was applied to kill all cells except those that had ad-opted the beneficial gene for tolerance.

Soon afterward, the two scientists no-ticed that their genetic-transformation experiment had only one survivor. Keller remembers their excitement about no-ticing “one green spot. It likely had ac-cepted the gene for herbicide resistance and could now tolerate the herbicide and start growing.” The resultant plant pro-duced seeds that grew into more consis-tently herbicide-tolerant plants.

In 1990, Keller moved from Ottawa to Saskatoon to work at the National Research Council Plant Biotechnology Institute (NRC-PBI). Michael Oelck also relocated to Saskatoon, and began es-tablishing a Hoechst research group who interacted with researchers from NRC-PBI and AAFC Saskatoon. By 1995, Innovator became the first registered commercial HT canola.

Keller summarizes the vital role the public-private partnership experience involving canola development. “AAFC Ottawa developed the tissue-culture (double-haploid) system for regenerating plants; Hoechst had the gene for resis-tance; NRC-PBI became involved in the refinement and quality control; and AAFC Saskatoon put the plant in the field to commercialize the product.”

What Keller and his partners devel-oped has evolved into a major crop for Saskatchewan and Canada. In 2011, over 26,000 Saskatchewan farmers grew canola, contributing over $5 billion to the province’s economy. Emphasizing the industry’s importance, there are cur-rently seven canola-processing plants in the province.

Saskatchewan’s canola industry also con-tributes significantly to Canada’s economy.

Canola has been planted in 21 million acres of Canadian soil and contributes over $15 billion to Canada’s economy. A major buyer of canola oil and meal is the United States. Important markets for raw seed include Japan, Mexico, and China.

By growing HT canola, farmers have benefitted economically and environ-mentally.

Researchers at the University of Sas-katchewan have found that this crop technology benefitted western Canadian producers in part due to lower input-and weed-control costs.

Keller notes that “It [HT canola] in-creased the yield because you had less weed competition. It actually gave you a cleaner product. It reduced farmers’ in-

put costs because you needed only one chemical treatment. There’s also reduced fuel use because you’re doing only one spray.”

Canola producer Wayne Truman has grown HT canola for almost 20 years in Redvers Saskatchewan. “Prior to GM [genetically modified] canola, we would grow canola, and we weren’t re-ally sure what to expect. We would get maybe 20-25 bushels [per acre] crop and think, ‘Wow, that’s a real good crop.’ We weren’t able to control the weeds. With the addition of GM canola, we can now spray it, and we can have as clean a crop as any other crop. We’re striving for 40-45 bushels [per acre] canola and that was absolutely unheard of prior to the offer-ing of GM canola.”

Truman looks forward to growing canola when its turn comes up in a crop-rotation cycle. “From a farmer’s perspec-tive, growing GM canola brings profitabil-ity. It’s good for the farmer who grows it; it’s good for the consumer who’s using it; and good for industry who’s exporting it. It’s a win-win situation. Canola is the smallest of seeds but brings the biggest of results.”



In the future, Wilf Keller sees other in-novation opportunities in Saskatchewan and Canada for public labs and private companies partnering in order to ex-plore aspects of the canola plant. “Quite often, public labs have genetic material, whereas commercial organizations have specific pieces, like a herbicide tolerance gene or a gene for something else. Those are the best partnerships, when every-one has a contribution. When you put that all together, you’ve got the complete package.”

He believes that there are many as-pects of the canola plant yet to explore. “How can we understand the photosyn-thetic capacity of a plant so that it can do more to support humanity? You could look at how roots use fertilizer, mak-ing that process more efficient. Climate change and weather-related activities have always been a challenge in agricul-ture in western Canada. You could look at tolerance for frost, drought, heat, pests and flooding.”

Keller also thinks that canola-variety quality can be improved regarding its

use as an oil crop, a fuel crop, and a meal product. “Actually, the protein in canola meal is superior for human nutrition to soybean meal [used in tofu], but we’ve not done enough work on it,” he points out.

Keller is enthusiastic about the future of canola research, development and commercialization. “Could be a golden era coming up. I see tremendous op-portunities in Canada and Saskatchewan for public-private partnerships. They are going to continue to be most important for agriculture down the road. They are critical.”

STEP 2013 AGM & Member Appreciation Networking Reception

Sept. 25, 2013 • Innovation Place • Regina, Saskatchewan

SAVE THE DATE • REGISTER TODAY

CONNECTING SASKATCHEWANBUSINESS WITH THE WORLD

STEP members are invited to attend the 2013 Annual General Meeting and Member Appreciation Networking Reception. The event will bring together successful leaders in global business to exchange ideas and network with like-minded enterprises during a time of exciting growth for Saskatchewan exporters. Meet new and current STEP Board of Directors

and staff while networking with the provincial exporting community.

Please contact the STEP Export Information Line at 1-888-EXPORTSK (946-7875) for registration information, or visit the STEP website at www.sasktrade.sk.ca.


Intragrain Technologies develops a new method for dealing with grain spoilage

BY MICHELLE JONES

Bin Sense is Common Sense Solution

Grain spoilage is not something that is typically discussed in Saskatchewan,

and there are no concrete numbers avail-able, however, it is estimated that 3-5 per cent of Saskatchewan crops are lost due to spoilage every year. Kyle Folk’s father was among those statistics one year.

It was this loss that prompted Folk, owner of Intragrain Technologies Inc., to create a temperature control and moni-toring device that was different than those already out there.

cated anywhere because they use cellular towers to transmit data, and it monitors the temperature of the grain.

The first Bin-Sense system hit the shelves in June 2012, and flew off them just as quickly. The company sold out nearly immediately.

“What we are seeing this year with the late seeding is that crops are going to be much later coming in, so it’s going to be a much higher risk year for spoilage after the grain is in the bins,” said Folk.

“After my father dealt with the grain spoilage, I asked some questions about what was available and why we couldn’t see that coming,” said Folk.

He then came up with his idea for a grain monitoring system that is both so-lar and battery powered. The batteries have a life of approximately two years. The Bin-Sense system can be remotely lo-


While it is perceived by many that once the crop has been harvested, the grain is no longer at risk, this is not true. Once the grain has been placed in the bin, it is at risk of spoilage due to heating and sweating.

Temperature control and monitoring becomes extremely important, and with an increasing number of remote units, monitoring can be difficult. There are oth-er grain monitoring devices available, but none have the ability to remotely monitor the grain like the Bin-Sense system.

“There are other monitoring products on the market, but what puts ours above the rest is the ability to monitor grain from a remote location. No power source is required,” Folk said. “With the other systems, the producer has to be very diligent in checking the temperature by going out to the site and plugging in a device to ensure the grain is not at risk of spoilage. With our system, the sensors detect it for you and alert you via text message.”

The idea of a solar battery powered temperature monitoring system proved to be something that producers all over the world had been waiting for.

“We have sold units in Saskatchewan, Alberta, and Manitoba, and we’ve had in-quiries from as far away as France, Austra-lia, the United States, and Costa Rica,” said Folk.

In addition to monitoring temperature, the system also works as a theft monitor. Texture sensors monitor grain levels in the bins and will send a notification to the producer if it has been exposed. With increasing agricultural commodity prices, grain theft is becoming more common. The Bin-Sense system will offer a better chance of catching grain thieves, since they will be unaware that the producer has been alerted.

Once the producer purchases a Bin-Sense system, there is a nominal fee for data usage. Per yard site, it is anywhere from $120 to $240 per year, which is a small price to pay for the peace of mind this product offers a producer.

There are various factors that contrib-ute to grain spoilage. If the grain is hot

when it goes into the bin, or has a high moisture content, it is at higher risk of spoilage. For crops like canola, if it has a high grain count, it’s at higher risk. In-sects can also begin the spoiling process. Insects can create heat in the grain.

“You only need a spot the size of a fist to start to spoil and it starts to snowball. It can become red-hot, and in a worse-case scenario, it can become like a big chunk of charcoal,” said Folk.

Spoilage happens on varying levels from downgrading the quality of the grain due to spoiled spots to 100 per cent grain loss. When it comes to grain loss, Folk stresses that temperature is the most important factor.

“If the temperature is rising, there is a problem. It may have been caused by insects, it may have been caused by mois-ture, it may have been caused by any of those risk factors,” Folk said. “But, if your temperature is low, your grain is okay.”

There’s also an app coming out for this

year’s harvest. It is a mobile browser ap-plication that works on all devices. Cus-tomers who have the system can go to the website on their Smartphone and it will give them a fast, clear way to view their bins.

STEP has helped Folk immensely with marketing his product. They help by off-setting costs for trade shows outside the province, and if he is not able to go, they will take marketing information and mar-ket his product for him. He also finds the marketing tools are highly beneficial.

“The market research that they offer as part of being a member is a great tool that we have been able to take advantage of in getting us the bigger picture so we can grow outside Saskatchewan,” Folk said.

“They will do the groundwork for me, which offsets so much cost and time. I can stay focused on what I need to be fo-cused on now and they will do some of that fieldwork for us for the future.”


Forward-thinking and strategic planning essential with commercial real estate

BY RICHARD JANKOWSKI AND JEFF SACKVILLE

Almost every piece of physical proper-ty, other than our primary residence,

is considered to be commercial real estate (CRE). In a quiet economy domi-nated by flat growth and only moderate construction activity, CRE is generally taken for granted. It simply exists and be-cause the general public is typically more focused on their residential holdings, it’s often misunderstood or worse, mis-managed. This phenomena has changed, quite dramatically in fact in our province. Our land and the associated commercial properties on land, are coveted at his-toric levels, driving home the reality that forward thinking and strategic planning are essential elements of success for all stakeholders of commercial real estate. Here are a few ‘stakeholders’ and key considerations that should be inherent in their decision-making processes.

Landlord key considerations:The life of a landlord became increas-

ingly complex when land and construc-tion costs increased sharply, beginning in 2007, followed by volatility and risk aver-sion in the finance sector shortly there-after. We’d consider these to be the Top Ten list of considerations for landlords.

• Tenants: yes, it’s a landlord’s world right now with historically low vacancy rates, but tenant re-tention and at times, attraction, is key to maximizing your income potential. How will you draw and keep the best tenants?

• Leveraging value: have you con-sidered placing debt on existing properties to put your loan to work and earn new income? Do you have the right team to grow your portfolio?

• Realizing value: are you leaving money on the table through poor management practices?

• Managing risk: how knowledge-able are you on financing, insur-ance, environmental, health & safety or other regulatory matters impacting your asset base? Does the risk exposure match your tol-erance? Have you considered a di-versification plan?

• Market intelligence: are you truly up to speed with what’s around the corner? Do you have the right networking contacts? And, are you ready to capitalize on emerg-ing opportunities?

• Liquidity: do you really know if your assets are locked in, or ‘liq-uid’ if you needed to initiate a divestiture plan? Do you have an acquisition/growth or divestiture plan?

• Building design: technology, in-dustry expectations and competi-tive demand have all played a key role in changing how buildings are designed. Have you measured the gap between your existing build-ings and new product coming on stream to assess the marketability of your assets? Should you consid-er re-positioning your portfolio?

• Absorption: land and building in-ventory sold/leased to new own-ers/tenants is measured by way of ‘absorption’; i.e. the ebb and flow of supply and demand. Do you un-

derstand and follow absorption by asset class? (i.e. industrial; office; retail; multi-family; land).

• Engagement: What leadership choice will you make when it comes to active participation in matters affecting your assets – will you lead, follow, or get out of the way? And, are you ready for the consequences?

• Team: there is value derived from having the right team of profes-sionals who know your business, understand your goals, embrace your challenges, and who you trust. Do you have such a team, and if so, have you evaluated their per-formance against your priorities?

Tenant key considerations:Never before have tenants faced higher

increases in lease rates, both on posses-sion and renewal of space, and the pres-sure is compounded by a limited supply of options to consider. Landlords sug-gest their world is twice as stressful as tenants, so the Top Five tenant consider-ations are:

• Landlords: life is all about mak-ing good choices. When was the last time you looked at options for your business in terms of location, branding, risk exposure, landlord relationship, and so on?

• Business Acumen: do you really understand your true cost of oper-ation, and where you can find new margin, or profit, or both? What about strategic alliances?

• Industry knowledge: how knowl-edgeable are you on the commer-cial real estate market, or other factors impacting your lease?

Business AdvisorRE

ALESTATE


What about regulatory matters or other jurisdictions having author-ity that that may affect you?

• Planning: if your lease is one of the top 3 largest line items on your financial statement, what have you done lately to prepare for change? If relocation, or dispo-sition, or negotiation, or all of the above are considerations, do you have a plan and a team ready to support you?

• Own versus lease: maybe it’s time to turn your expense line item into a balance sheet asset. Have you weighed the pros and cons of that decision lately?

Municipal government consid-erations:

We tend to take the role of govern-ment, especially at a municipal level, for granted. Recent press on the impact of deferred capital programs, ‘infrastructure deficits’, burgeoning public debt, inabil-

ity to fund and/or develop public and institutional assets, pros and cons of the P3 model, and federal-provincial govern-ment relationships have all played a part in the success of our communities. We won’t pretend to be experts, however we offer some free advice on the matter of governing for landlords, tenants and commercial real estate stakeholders in general.

• Planning: the province has con-ceded that it underestimated the speed and sustained level of growth we’ve encountered for the past several years. Municipal gov-ernments are certainly in the same boat. Is there a plan, or will one be created, to get ahead of the curve with planning priorities so it doesn’t feel or appear that we are reacting?

• Infrastructure: this term was un-heard of until infrastructure sys-tems started to fail years ago. A very proactive plan on water qual-

ity and safety, road and bridge safety, highway traffic safety and efficiency – all recent issues impacted especially in areas of growth – need attention. How are we doing in this regard?

• Land use policy: A close first cousin to the need for effective planning is the need for integrat-ed land use policies. Most of our cities, and many of the growth communities in the province, have all had to deal with devel-opment-ready land shortages. At times, there has been ineffective or short-sighted policies. Is your community ready?

The commercial real estate industry is actively engaged in most of the consid-erations, challenges and priorities listed above. We are ready to help bridge the gap from ‘challenge to success.’

Richard Jankowski and Jeff Sackville are with Avison Young Commercial Real Estate (Sask) Inc. in Regina.

Our team in Regina forms the Saskatchewan office for the world’s fastest-growing commercial real estate services firm, Avison Young. Headquartered in Toronto, Avison Young is a collaborative, global firm owned and operated by its principals. Founded in 1978, the company comprises 1,300 real estate professionals in 52 offices, providing value-added, client-centric investment sales, leasing, advisory, management, financing and mortgage placement services to owners and occupiers of office, retail, industrial and multi-family properties.

Dale GriesserPresident & Broker

Sherry ComteExecutive Assistant

Don ReddickAssociate, Commercial Sales & Leasing

Joe TrudelleAssociate, Commercial Sales & Leasing

Art IngelbyAssociate, Commercial Sales & Leasing

Jeff SackvilleAssociate, Commercial Sales & Leasing

Richard JankowskiManaging Director

Karla McConnellMarketing & Sales Assistant

Tracey HendricksOffice Administrator

Avison Young Commercial Real Estate (Sask) Inc.


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Leverage Your Business NetworkLINKEDIN

BY MOUNEEB SHAHIDWorth over $25 billion, LinkedIn has become one of the most valuable

social media corporations in existence today, and for good reason. As of the first quarter of 2013, LinkedIn surpassed over 200 million users worldwide and had the fastest growth rate ever in the second quarter.

It has become the largest “profes-sional” network due to its demographic of influential members. The objective of LinkedIn is to provide a social platform to connect you with those professionals and build your network.

With such explosive growth, quality of content always remains a challenge and a high priority so it can continue to entice its user base. LinkedIn has done a great job by housing a potent database at the disposal of its members.

It provides access to anyone’s profes-sional history, their relationships with businesses of interest and an insight as to how they might be connected with them through a “shared contact”. Its unique algorithm of visualizing connections and potential contacts opens new doors for introduction, a business deal, and per-haps even landing a favorite job. The possibilities seem to be limited only by your type of account and by your speed of browsing profiles.

However, like any other social me-dia platform, without a strategy and set goals you can spend countless hours aim-lessly. It is therefore imperative that you structure a plan that enforces a level of

discipline to grow your network. There are many great ways to leverage your business network on LinkedIn and to get started you can download “The Essential Guide to Promoting Your LinkedIn Pro-file” at LinkedInMarketingSource.com. This guide will empower you with a plan that involves developing a solid founda-tion for your profile and will highlight some useful features that you can use in LinkedIn to kickstart your professional network.

Furthermore, the following are some best practices that I recommend to our clients that you can employ immediately:

1. Whether it is a personal or corpo-rate profile, think about your brand and work on developing compelling content to explain your story.

2. Familiarize yourself with the fea-tures of LinkedIn: The guide mentioned in this article will do just that. LinkedIn is always evolving and it is important to stay on par with the updates. By using new features as they are released, Linke-dIn recognizes you are making the effort and as a result more active profiles tend to get better awareness.

3. Connect with care: We are all some-what guilty of getting click-frenzy to in-crease our numbers, however it is impor-tant to ensure that you are developing quality connections.

4. Engage with your network: A great

way is to highlight articles and post con-tent relevant to your profession or your target market.

5. Join groups and be part of discus-sions so you can build credibility as an expert.

6. If you run a business, ensure that you have a corporate profile that is op-timized for search engines and linked to your company website. Have your em-ployees join in and be part of that page. Encourage your clients to “follow” your corporate profile on LinkedIn and give them a good reason to do so.

7. Maintain and track the return on your profile: Consistent updates, qual-ity content and engaging with your au-dience is crucial for any social media platform to be a success. LinkedIn is no exception and there are many 3rd party tools that allow you to do this effectively.

Finally it is important to cross-link your LinkedIn profile with your website so vis-itors can learn more about your compa-ny. At 2 Web Design our team focuses on implementing online strategies for our clients that enhance user experience so they can better engage with their target market. This not only involves design-ing an exceptional website and building great content, but a strategy around how you can drive and convert website visi-tors to leads.

We would love to hear your feedback on this article so please send us your comments at www.2webdesign.com/feedback.


The Canadian healthcare landscape is changing:

Will your company be ready?

BY KEVIN BELLIn the past few years, government ac-tions have positively impacted private

health care plans by saving them money, a truly unique situation. However, it’s im-portant to recognize that this has been an exceptional circumstance, one not likely to be repeated in the next round of government healthcare changes.

The two changes that have resulted in unprecedented savings for private drug plans since 2009 were: many best-selling prescription drugs lost patent protection in Canada; and provincial governments legislated price reductions for generic drugs that, in many cases, applied to both public and private drug plans.

Governments everywhere struggle un-der the weight of government debt and need to reduce government expenses. Austerity measures have ranged from

mild to severe, but in many cases have resulted in significant economic impact.

In Canada, austerity has not yet become part of the daily lexicon. However, a quick look at the provincial deficits and debts would indicate that this may soon change.

As of this fiscal year, only Saskatch-ewan is expected to run a budgetary surplus. Ontario’s deficit has been a po-tential concern for years, but now even oil-rich Alberta is showing signs of an imbalance between government revenue and expenditure.

While the exact figures vary by prov-ince, approximately 50 per cent of the provincial government budgets now go towards healthcare.

This number is forecast to rise in the near future as our aging population puts increasing demands on the health-care system. For provincial government budgets, deficit reduction will shortly become an urgent goal, and that deficit reduction will almost certainly include a reduction in government health expendi-tures.

The ChangeExpect to see Canadian provinces get

more creative with their interpretation of the Canada Health Act in their need to reduce health expenditures. And, since the provincial governments pay for the majority of the healthcare bill today, what may seem like a small reduction in the provincial government health expen-ditures could mean a large off-loading of costs to the private sector.

Business AdvisorRISK

MAN

AGEM

ENT


In the past, when services or costs were de-listed by the government, plan sponsors often made the decision to cover them on behalf of their employees. Many plan sponsors cannot afford to do this anymore leaving the only options to be benefit reductions or increased cost to employees.

What kinds of changes might govern-ments make?

De-listing of servicesServices such as physiotherapists, chi-

ropractors, ambulances, eye exams and dental visits for children were once cov-ered by provincial healthcare programs. What services might be de-listed next? Lab tests? Elective surgeries? Treatment for conditions that are a result of poor lifestyle choices? Some of these are al-ready starting to be debated.

User feesHistorically not possible under the

Canada Health Act, could a $10 user fee (waived for low income individuals) for using an emergency room be feasible as a way to encourage more cost effective types of care such as clinics and doctor’s offices? As governments look to better manage their own health budgets, the use of financial disincentives to change consumer behavior could be a powerful tool.

Income testingSeveral provinces already use income

testing for prescription drug coverage. One of the most politically acceptable ways to implement user fees into the healthcare system would be to charge those who can afford to pay. Ontario will begin charging “wealthy” seniors (those earning over $100,000) more for their drug coverage beginning in 2014.

If the government begins to down-load costs, will plan sponsors pick up

the costs on behalf of their employees? Based on their existing insurance con-tracts, or union bargaining agreements, will they have a choice?

A new era of tough decisions for plan sponsors is coming soon. Plan sponsors should take advantage of the relatively low inflation that has presided over their health benefit programs for the past sev-eral years by investing in the health of their employees today.

A number of health related employee behaviors are modifiable, and when mod-ified can reduce your healthcare spend significantly.

By looking at your healthcare program much in the same way you would review your WCB utilization, trends and risks are identified and programs, supported by analytics are developed to address areas impacting a plan sponsor’s health plan.

Kevin Bell is a senior associate with Aon Hewitt.

Empower Results®

[email protected] | aonhewitt.com/canada

Empowering organizations and individualsto secure a better future through innovativetalent, retirement and health solutions.

TalentRetirementHealth


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

New Agreements Signed With Ukraine

The signing of an educational agreement, discussions with the business and investment communities, and meetings with the heads of the Ukrainian Greek Catholic Orthodox Churches and political leaders from across Ukraine took place during a recent Saskatchewan delegation led by Deputy Premier Ken Krawetz during a mission to Ukraine.

The delegation, which was comprised of representatives from the Saskatchewan Institute of Applied Science and Technology (SIAST), members of the Saskatchewan-Ukraine Relations Adviso-ry Committee (SURAC), Ukrainian Canadian Congress – Saskatch-ewan Provincial Council (UCC-SPC), visited Ukraine, and made stops in Lviv, Chernivsti, Ivano-Frankivsk, Kyiv and Donetsk. The mission builds on work completed on two other visits by Sas-katchewan delegations in 2008 and 2010.

“Saskatchewan and Ukraine have strong historical and cultural ties and are working to build a more robust economic relation-ship,” Krawetz said. “These visits allow us to better understand how Saskatchewan can play a role in the ongoing development of Ukraine.”

The delegation met with more than 45 business and invest-ment leaders in Lviv and Kyiv to learn about the challenges and opportunities for Saskatchewan companies. Krawetz also ad-dressed the Canada-Ukraine Chamber of Commerce, stressing the importance of the small-medium enterprise sector in build-ing the Ukrainian economy. He also emphasized the importance of further cooperation with the European Union to develop key market areas, and the significance of concluding the proposed free trade agreement with Canada to expand the opportunities for future growth.

Asia Incoming Buyer Conference

STEP’s highly successful inaugural Asia Incoming Buyers Con-ference drew 47 international delegates from Australia, Bangla-desh, China, India, Philippines, Singapore, Japan, Vietnam, Taiwan and Korea. Delegates travelled to the province in June to learn about Saskatchewan’s agri-value industry and to seek suppliers for everything Saskatchewan grown from honey to yellow peas.

Industry presentations of interest to the buyers and STEP members included SGS, Saskatchewan Flax Development Com-mission, Saskatchewan Pulse Growers, Canadian International Grains Institute, Saskatchewan Ministry of Agriculture and STEP. The event keynote was delivered by Alanna Koch, Deputy Minis-ter, Saskatchewan Ministry of Agriculture who relayed the effect of Saskatchewan’s agricultural industry on the world and oppor-tunities for growth.

Conference sessions included a business to business network-ing event and matchmaking meetings for member companies and international delegates. Over 175 business meetings took place at the event with the day concluding with a business dinner featuring a meal prepared with locally sourced ingredients. The following day, international delegates attended industry tours and conducted business meetings with STEP agri-value members.

STEP would like to gratefully acknowledge the assistance of Saskatchewan Ministry of Agriculture and to thank members who attended the STEP Asia Conference and hosted tours for the Incoming Buyers.

Another Upcoming Incoming Buyer Conference include is:South America & Saskatchewan Mine Cooperation Forum -

Supply Chain Management: Best Practices & ProductsSeptember 30 - October 2, 2013STEP has invited representatives from major mining companies

located in South America to come to Saskatchewan for a program of seminars, networking events, and site tours showcasing the Saskatchewan mine supply industry. STEP Members will have the opportunity to meet face to face with the South American mining representatives and attend the forum.

For further information, please contact: David Froh, Director - Technology, Services & Resources. Telephone: 306 787 7928, or email [email protected]

Information about STEP and international trade


Saskatchewan exports to Asia soar!

Business for Saskatchewan exporters rose 4.3 per cent in the first six months of 2013, generating more than $17.5 billion in sales and putting the province on pace to surpass its annual ex-port record, set in 2012.

Strong sales in key Asian markets pushed export numbers high-er in the first half of the year. Exports to India more than doubled, soaring from $264 million to $553 million, a 109.6 per cent in-crease. Sales to China were up 16.7 per cent, to $1.5 billion, and exports to Japan jumped 8.4 per cent, to $595 million. Total ex-ports to countries outside the United States rose by 10 per cent.

Among the provinces, Saskatchewan recorded the third high-est increase in exports in the first half of 2013, trailing only Nova Scotia and British Columbia, and was well ahead of the national increase of 0.8 per cent.

“These numbers are evidence our economy is strong and diver-sified and testify to the strength of Saskatchewan businesses that are producing goods and services in demand around the world,”

Premier Brad Wall said. “Our government’s growth agenda has focused on Asia. We have completed a number of precedent setting trade missions to the region and we are in the midst of planning our next Asian trade mission. Saskatchewan’s future prosperity depends on building strong trade connections to the world’s fastest growing region.”

Oil and gas continued to be the biggest export for Saskatch-ewan, producing $6.3 billion in sales during the first six months of the year. Potash exports came in second at $3.4 billion, while wheat exports were third at $1.7 billion.

“The demand for Saskatchewan goods and services continues to be strong in a cross section of STEP member-related sectors,” STEP President and Chief Executive Officer Lionel LaBelle said. “The results coming out of Saskatchewan speak to the proven success of provincial exporters and their ability to provide the world with what STEP members produce.”

Total exports from Saskatchewan account for around 70 per cent of the province’s gross domestic product (GDP). Saskatch-ewan is the fourth largest exporter among the provinces with agriculture’s top leaders from around the world.

CanMar Grain Products Ltd.

‘It is not easy getting the right information about a market half a world away. Spend your resources wisely and let STEP do the market intelligence work. Instead of hopping on a plane to qualify a lead, trust STEP to

establish the needed level of familiarity.’Duncan Werner

Operations ManagerRegina

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

What our members Say...Degelman Industries Ltd.‘STEP has proven to be an invaluable resource for market intelligence information for our company. We can not afford to make too many mistakes so we listen to our peers in the business, discuss frequently with the staff at STEP on where they think potential markets could be, and proceed cautiously. STEP is turning out to be a great resource.’Paul Degelman, Sales and Marketing ManagerRegina


what barriers are involved. The most re-warding part of his job is when a company successfully conducts business based on the intelligence that he and his team have done.

“Learning, in itself, is rewarding, but helping companies is what the most re-warding part of the job is,” he said.

Each day brings a new challenge to the Market Intelligence division. STEP has a diverse membership base and each mem-ber has different research needs.

“One minute I’ll be researching how to break into the retail grocery market and the next will involve me looking for dis-tributors in Kazakhstan.” Niemela said.

The projects that Niemela enjoys work-ing on most are those that give him a blank slate to work with. When a com-pany comes to him looking for help with where they can sell a product or to help them find out, this gives him the ability to start from scratch. He is able to look at factors in certain regions, start drilling down, and find a target market for the company’s product.

He also helps companies who want to branch out into other countries by find-ing worldwide trends or opportunities for their products. He cannot stress enough how much he loves working with and helping people and companies succeed. His love for custom research has allowed him to give companies he has worked with an edge in the market.

“It is rewarding to hear positive feed-back from the companies that we are do-ing research for,” said Niemela. “Market Intelligence is a popular STEP service. We can save our members a lot of time and money by taking on the research for them. It’s always a good feeling to know that our work is being appreciated.”

Niemela also enjoys the support they receive from STEP members and the gov-ernment. “The current government is very focused on boosting exports and we play a big part in that, so it’s an exciting time to be at STEP,” he said.

Niemela grew up in Minnesota and is a duel citizen of the United States and Canada. He moved to Saskatchewan right after graduating from university with a Bachelor of Science Degree in Marketing. He soon will receive his Certified Inter-national Trade Professional (CITP) desig-nation from the Forum for International Trade Training. These courses have had a direct impact on his work surrounding international trade.

Niemela enjoys hockey and golf, which he found ensured a seamless transition when moving from the United States to Saskatchewan. He also enjoys snowboard-ing, and is happy that all three activities are readily available in the province.

“I’ve been really impressed with what Saskatchewan companies have to offer,” Niemela said. “There is a lot of innovation in this province, and being part of STEP has given me the opportunity to help these companies succeed in other parts of the world.”

BY MICHELLE JONESIf you are looking at expanding your business or wondering where the

best place is to sell your product, Ryan Niemela is who you want to speak to. As a Market Intelligence Specialist with the Saskatoon branch of STEP, Ryan is more than happy to assist you with everything you need to know about successfully ex-porting your product.

Any sort of research that will facilitate export, Niemela and the rest of the Mar-ket Intelligence team are able to do it. The Market Intelligence service involves gath-ering information and providing custom-ized reports to help STEP members make business decisions.

“Basically, anything to do with export-ing, we can research it, whether it’s finding new markets for companies, finding some-one in other parts of the country or world that want to buy their products, or learn-ing about regulations in different parts of the world,” said Niemela.

Niemela has been a Market Intelligence Specialist with STEP for nearly three years, and started with the company as a Market Intelligence Analyst. He enjoys his job im-mensely, and finds the learning aspect of the position highly beneficial.

“It is kind of like being back in school, except that you are doing real-world work and real-world research. It is tangible re-search; you can see the benefits from it,” Niemela said.

Ryan feels the best part of his job is help-ing a company any way he can. This can involve assisting a company to learn regu-lations for a certain market or discovering

Staff Profile: Ryan Niemela: Market Intelligence


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Documents

GLOBALVENTURES VOLUME FIVE ISSUE TWO • FALL ISSUE 2013 · Melissa Squire Designs is making its mark in the fashion industry 30 Canola A Public-Private partnership success story