global tradermagazine FOR BUSINESS PEOPLE AND THEIR WORLD ISSUE 9: SUMMER 2013 SUPPORTED BY THE INSTITUTE OF EXPORT Go West! North America rises to the challenge of the emerging markets It’s the ‘Real’ deal for Lancs CGI firm Adzuna boss looks to Canada Four pages of IOE news Avon Rubber’s trade bounce in the US In association with the global trader magazineContents 1 ON THE NO.10 DASHBOARD: P14 GAS MASK MARVELS: P34 G T Inside this issue global trader magazine BRITAIN AND CANADA: Europlus Direct boss Jim Hart 3Natural partners, by British Consul General in Toronto WATER WONDER: 20 TEAM 30things you didn’t know about GT SUMMIT: Who could rival Lifesaver Systems Publisher: Churchill on a fiver? JULIE BARBER 5 [email protected] MOVE OVER CAFFEINE: ANSWER THIS: Ambassador 31The Scot with a healthy Editor and design: 7Theatre Group boss, new kid of energy drink alternative ERIC JACKSON the Broadway block [email protected] SEDUCTIVE STATES: HLB International Project Manager: AMERICA TO BELARUS: The on the favourable American GAURAV AVASTHI 32 9Lancs CGI perfectionists economy [email protected] Production Manager: THE BUZZ ABOUT BANK ON CA$$H: Says ANGELA HURST 12BURMA: Spotlight on Asia’s 33Western Union Business [email protected] new hot-spot Solutions ABUNDANCE OF IDEAS: BOUNCING BACK: Avon Now Adzuna takes on 14 Rubber hits new heights Canada 34 thanks to US business COOL OPERATOR: YES KHAN DO: Benoy boss USystems boss on Queen’s 16 talks about the attractions of Award and breaking the States 36 Mongolia This publication is now available as an ebook NEW YORK SPIRIT: The Brit http://gtmagazine.gtglobaltrader.com/ 18taking Bibby to the next level DIGITAL DYNAMOS: Cardiff 38Start on the ‘easy’ way to TORONTO TIPPED FOR export 20THE TOP: Axxsys boss predicts great things THE SKILLS GAP: Why it’s 40holding us back, by British Designed and published by Ten Alps Publishing, INSTITUTE OF EXPORT: Chambers of Commerce Trelawney House, Chestergate, Macclesfield, Cheshire SK11 6DW. Tel: 01625 613000. 21Four pages of IOE news www.tenalpspublishing.com. July 2013. Ref: OEI ESSEX CHAMBERS OF GATE EXPECTATIONS: 41COMMERCE: On course for new markets We very gratefully acknowledge the support of 25BIFA boss on the London the firms whose advertisements appear throughout this publication. Gateway Terminal As a reciprocal gesture we have pleasure in drawing the NEWS: Postcode Anywhere attention of our readers to their announcements. GETTING A GRIP: How 42is first past the post It is necessary however for it to be made clear that, whilst every care has been taken in compiling this publication and 27AmSafe’s got it all tied up the statements it contains, neither the promoter involved nor THIS IS MY WORLD: Ed’s the Publisher can accept responsibility for any inaccuracies, or for the products or services advertised. CONQUERING THE 44Easy Diner Boss Andrew 28WORLD: How we did it, by Guy Foreword 3 ISSUE 9: SUMMER 2013 Trade and investment partners – naturally! global trader magazine By Jonathan Dart, British Consul General, Toronto, and Director General of UKTI in Canada THE mere mention of acronyms such as BRICS and MIST or talk of ‘high-growth NE of the curious things I have ongoing global economic uncertainty, it is this’ or ‘emerging market that’ gets UK discovered in my four years in expected that Canada’s growth will be 1.8 politicians of all hues weak at the knees. Canada is that Britons and percent and 2.5 percent in 2013 and 2014 But while countries such as Brazil and OCanadians seem to prefer each respectively, largely supported by low interest Turkey do offer great opportunities, the fact other’s country to their own. rates and a strengthening in the US economy. remains that most of the UK’s business is The truth is that the two aren’t really foreign What are UK companies exporting to done with the EU – and North America. countries to each other – we share a Queen, Canada? It may come as a surprise that oil is Our links to Canada aren’t just about legal and parliamentary systems and much of the top export, but we perform well across the language and culture. We still share a our history and values. At a personal level we board on a range of services, investment and Queen, of course, and as Jonathan Dart, share a language (except of course for merchandise trade, and pretty much anything the British Consul General in Toronto, says French-speaking Quebec), a sense of innovative or globally competitive will find a on this page, we have a sense of humour humour, a largely liberal attitude and a sense market here; two-way merchandise trade was and a liberal attitude in common. of fair play in doing business which makes us £9.7bn in 2012. natural trade and investment partners. And while some people may carp about The Canada-Europe trade agreement certain aspects of the US, such as its We may be similar in attitude, but our (CETA), which at the time of writing is foreign policy and overbearing economic geographies differ enormously. Canada has approaching a conclusion, will deepen our 34 million inhabitants, just over half the UK’s might, the fact remains that if there was no commercial relationship in all sectors, population, in an area 40 times the size of the USA, the free, British way of life as we especially procurement, food and beverage, UK. Admittedly most are located along the know it would probably not exist, snubbed and services. We have a network of UKTI southern fringe of the country, but still, out by totalitarian, intolerant or Trade Officers across the country with both distances between cities in Canada are expansionist ideologies. Like it or not, we sector and geographical expertise to help enormous. St John’s in Newfoundland is are all partly American. We listen to British companies enter and grow in the closer to the British Isles than it is to market. The services we provide have some downloaded Springsteen and Beyonce on Saskatchewan, Alberta or British Columbia. Apple devices, slurp coffees at Starbucks of the highest quality ratings from customers and drive around in Fords. Our movie and Geography has directly influenced the of UKTI in the world. UKTI will be producing a TV idols are from across the Pond. relative competitive advantages of the two comprehensive guide to the new opportunities countries. Plentiful hydro-electricity and gas presented by CETA– follow @UKTI_Canada This issue of Global Trader Magazine makes electricity cheap in Canada, but on Twitter to be the first to know. reflects that symbiotic relationship between presents opportunities for UK companies who the UK and North America on a business We have identified a number of areas of have felt more pressure to develop energy- focus. The rail sector is one, with billions of level. As Liz Basing, the regional director saving devices. Green buildings, renewable dollars of contracts to be let over the coming for UKTI East, says: “The USA remains our energy technologies and waste treatment are decade in Ontario and Alberta. Nuclear is most important single overseas sales similarly promising areas for collaboration. another, with potential for UK suppliers to be destination with exports growing by over a Greater industrial and social density in the better integrated into the CANDU supply quarter year on year. The Transatlantic UK has led to the development of diverse and chain. And we believe that opportunities in the Trade and Investment Partnership (TTIP) innovative goods and services which resource sector are as good as in the BRICS between the EU and USA looks set to Canadian partners and distributors are keen and other emerging markets. reinforce these existing strong bonds.” to include in their product ranges. Resource Any downsides? Well, travel around the And Barack Obama and David Cameron development is also a key plank of the country is expensive, both in time and dollars. wrote jointly that "ours is not just a special Canadian economy, and British companies Public transport is patchy. There is a relationship, it is an essential relationship - are involved in oil, gas and mining projects. protectionist streak running through some of for us and for the world." We should never Hundreds of billions of dollars worth of the economy – by UK standards the energy, resources are locked up in remote parts of the forget such sentiments when the broadcasting, airline industry, legal services, country which lack basic infrastructure such fashionable or expedient alternatives alcohol distribution, utilities and telecoms as roads, rail or electricity grid access. elsewhere try to seduce us too much. sectors are heavily restricted for foreigners. ERIC JACKSON The Canadians play straight with partners editor and suppliers. They are on the lookout for But it would be wrong to see Canada as a British capital, expertise and ideas to help closed economy – UK companies have found develop resources across the country. As an good profits here for centuries, and UK open trading nation, Canada has not been companies tend to be more surprised than immune from the economic effects of the disappointed at the extent of the opportunities global downturn, but it has fared significantly the country offers. In short, UK companies better than most. It continues to perform at the should be doing more in Canada. It is a top of the G7, has the lowest debt-to-GDP relatively straightforward market for those new ratio of that group, and is on track to to exporting. We speak the same language (in eliminating its budget deficit by 2015-16. more ways than one) and it is a beautiful Canada has regained all the jobs it lost during place to visit.