November/December 2011 - Saskatchewan Trade and Export

Transcription

GLOBALVENTURES
VOLUME THREE ISSUE SIX • NOVEMBER/DECEMBER 2011
A STEP PUBLICATION HIGHLIGHTING SASKATCHEWAN BUSINESS
ON TOP OF
SASKATCHEWAN URANIUM
New Cameco CEO Tim Gitzel assumes the reins.
SWEET SUCCESS
Honey Bee products can be purchased in 12 different countries.
MARTIN MUNCHIES
Father-daughter duo creates new health snack.
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inside
GLOBALVENTURES
is the official bi-monthly publication of
Saskatchewan Trade and Export Partnership (STEP).
Submissions to GLOBALVENTURES are welcomed.
The Editor reserves the right to edit for clarity and length.
Please contact the Editor for copy submission deadlines.
PUBLISHERS
Saskatchewan Trade and Export Partnership (STEP)
www.sasktrade.sk.ca
http://exportnews.sasktrade.com
Regina Office:
P.O. Box 1787
320 - 1801 Hamilton Street, Regina, SK S4P 3C6
Regina 306.787.9210 / Toll Free: 1.888.XPORTSK
Saskatoon Office:
400 - 402 21st Street East, Saskatoon, SK S7K 0C3
Saskatoon 306.933.6551 / Toll Free: 1.888.XPORTSK
Concept Media
2629 Angus Boulevard, Regina, SK S4T 2A6
306.545.6099 / bob@conceptmedia.ca
EDITOR
Pat Rediger BENCHMARK PUBLIC RELATIONS INC.
306.522.9326 / prediger@benchmarkpr.ca
ASSOCIATE EDITOR
Lindsay Thorimbert BENCHMARK PUBLIC RELATIONS INC.
306.522-0903 / lthorimbert@benchmarkpr.ca
CONTRIBUTORS
Trilby Henderson
Pat Rediger
Lindsay Thorimbert
STEP
DESIGN
Bob Anderson CONCEPT MEDIA
bob@conceptmedia.ca
PRODUCTION
Lorelle Anderson CONCEPT MEDIA
lorelle@conceptmedia.ca
SALES
Bob Harvey CONCEPT MEDIA
1.306.591.6430
bobharvey@conceptmedia.ca
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ON THE COVER
Underground at Cameco’s Cigar Lake mine.
VOLUME THREE ISSUE SIX
NOVEMBER/DECEMBER 2011
cover
8 On top of
Saskatchewan
uranium
Locally born and raised, Tim Gitzel now
leads one of the industry’s biggest
players.
features
12 Sweet Success
Honey Bee Manufacturing has grown
from an innovative producer to an
international supplier of agricultural
implements.
16 Got the Munchies?
Garnet Martin and his daughter,
Lesley Kelly, found the perfect
value-added for their farm operation:
a barley-based snack food.
STEP notes
4 Message from the
President and CEO
Fall season has plenty of events
and activities.
6 Where in the
World is STEP?
Upcoming international trade events.
18 Strengthening Ties with
Closest Trading Partner
20 Saskatchewan’s
Export Numbers
Recent agricultural statistics.
21 Saskatchewan Exports
go into Overdrive
Saskatchewan products are being
sold around the world.
22 Biz Notes
News and information about STEP
and its members.
26 Staff Profile
Vanessa Headford: Growing with STEP.
PRINTED IN CANADA
NOVEMBER/DECEMBER 2011 • GLOBALVENTURES 3
Message from
the President & CEO
Plenty to celebrate this season
T
his issue will mark the 18th issue of
Global Ventures since its inception.
We are pleased that during this period
we have been able to showcase/reference
over 100 STEP members and Saskatchewan companies doing business and creating opportunities in multiple sectors
across the entire province. It has been
our privilege to bring you these stories
about the people and the places that are
driving Saskatchewan’s global economy.
This edition of Global Ventures highlights one of Saskatchewan’s great success stories and indeed Canada’s. I am
speaking of the global company that calls
Saskatchewan home, Cameco. Under the
leadership of Tim Gitzel, Cameco is on
track to doubling their production within
the next decade and within the last few
days, Cameco has been honored for the
third consecutive year as one of “Canada’s Top 100 Employers”. Their track
record on employee engagement and
First Nations employment practices are
worthy initiatives that we all could learn
from.
On September 29, we hosted our Annual General Meeting along with a soldout business luncheon featuring Ambassador Gary Doer, Canada’s representative
in Washington. With Premier Wall introducing the Ambassador, we were all impressed with the Ambassadors’ engaging
style, his complete grasp of the cross-border issues and his pragmatic but focused
response on issues such as north-south
pipelines and the fear Saskatchewan
companies have over what is referred to
as the “thickening of the border”. All in
all, it was a terrific day.
At the culmination of our AGM, a new
STEP Board of Directors sat down to
work. We are pleased and honored with
our four new Board members who include Craig Bailey, Tim Gabruch, Ranga
Ranganathan, and George MacKay. The
new Directors, along with the other eleven members represent a cross section of
Saskatchewan’s most prominent leaders
from industry, science, and government.
In fact, everyone was so engaged at our
first Board meeting together, we found
ourselves running out of time and had to
postpone a number of agenda items. The
reason for that was a focused discussion
on the anxiety of the global economy and
how this affects STEP’s overall strategy. I
am pleased to report that STEP has laid
aside its current Business Plan that was
in the last year of a three year cycle and
will be tabling within days a new strategic plan attempting to aggressively introduce a number of new initiatives that will
keep Saskatchewan on the cutting edge
of international exports. The compelling
goal of this new three year strategy is to
reach outside our traditional deliverables
with a keen objective to assure those
objectives are practical and attainable.
Stayed tuned for more details to come.
The last two months of 2011 are jam
packed with missions of size and scope
that speak to STEP member engagement
that is truly unprecedented. I will be part
of an 80+ person contingent attending
the largest agriculture manufacturing
trade show in Hanover, Germany named
4 GLOBALVENTURES • NOVEMBER/DECEMBER 2011
Agritechnica. This show, with some
350,000 attendees is deemed to be the
“Olympics” of this sector and Saskatchewan’s presence will be the largest in our
history with over 13,000 sq. feet of space
combined with a second level which we
believe will demonstrate why Saskatchewan is a global leader in agriculture
manufacturing.
At the same time, our colleagues will
be heading a mission to Chile and Peru
with a focus on the ancillary industry that
supports the mining sector. Along the
way, we will have teams in Kazakhstan,
China, Taiwan, and Japan with the last of
our missions wrapping up in mid-December. It has truly been quite a year.
In the midst of this global anxiety, and
with the support of our Board, STEP’s
plans for next year will enhance the successful work that has been accomplished
to date. Statistics Canada reported this
week (as of August 2011) that Saskatchewan’s international exports are running at almost 20 per cent above 2010.
Considering these global issues, logistics
challenges, and volatility of currency,
these numbers are remarkable. This organization estimates that we will end
2011 in excess of $28B of international
exports which; although not a record, it
will be very close to being one. All in all,
we assume nothing. We take nothing for
granted and we continue to work hard.
Finally; I want to end by wishing all of
you the very best for the holiday season
which is fast approaching. All of us tend
to loose sight on occasion of what is im...CONTINUED ON PAGE 23
Board of Directors
BOARD CHAIR
Shannon Jakes
Senior Manager
CIBC Commercial Banking
BOARD VICE-CHAIR
Tim Wiens
President & CEO
O & T Farms
Ngee Cau
Chief Executive Officer
Marketel Systems Ltd.
Cory Furman
Partner
MacPherson Leslie & Tyerman LLP
Paul Degelman
Sales & Marketing Manager
Degelman Industries Ltd.
Kevin Dow
President
Schulte Industries Ltd.
Alanna Koch
Deputy Minister
Saskatchewan Ministry of Agriculture
Chris Dekker
Chief Executive Officer
Enterprise Saskatchewan
Doug Moen
Deputy Minister to the Premier
Executive Council and
Office of the Premier
Tim Gabruch
Vice President, Marketing
Strategy & Administration
Cameco Corporation
Craig Bailey
Vice President
The Yanke Group of Companies
George MacKay
Vice President
Bourgault Industries Ltd.
Dale Lemke
President & CEO
Display Systems International Inc.
Ranga Ranganathan
Director of Business Development
Saskatchewan Research Council
Sandra Purdy
President
Prairie Berries Inc.
2011-2012 STEP Board of Directors
Front Row - Left to Right: Sandra Purdy, President, Prairie Berries Inc., Ranga Ranganathan, Director of Business Development, Saskatchewan Research Council, Tim Gabruch, Vice
President, Marketing Strategy & Administration, Cameco Corporation, Shannon Jakes, Senior Manager, CIBC Commercial Banking (STEP Chair), George MacKay, Vice President,
Bourgault Industries Ltd., Alanna Koch, Deputy Minister, Saskatchewan Ministry of Agriculture, Ngee Cau, Chief Executive Officer, Marketel
Back Row - Left to Right: Chris Dekker, Chief Executive Officer, Enterprise Saskatchewan, Kevin Dow, President, Schulte Industries Ltd., Paul Degelman, Sales & Marketing Manager,
Degelman Industries Ltd., Tim Wiens, President & CEO, O & T Farms (STEP Vice-Chair), Dale Lemke, President & CEO, Display Systems International Inc., Cory Furman, Partner,
MacPherson Leslie & Tyerman LLP, Doug Moen, Deputy Minister to the Premier, Executive Council and Office of the Premier, Craig Bailey, Vice President, The Yanke Group of
Companies
Upcoming
TRADE EVENTS
NOVEMBER
Market Development
Mission - China & Taiwan
Date: November 1 - 13, 2011
Locations: Shanghai and Tianjin,
China, Kaohsiung, Taiwan
The market development mission will
promote Saskatchewan’s mining and environmental equipment, products, technology, and services to create awareness
of Saskatchewan as a reliable partner in
these industries. The mission will seek
out new potential customers in the region, share knowledge, and build new relationships/contacts in the private sector
and within industry associations.
Environmental Protection Technology
& Equipment Show 2011: A theme show
of the China International Industry Fair
(CIIF) to be held from November 1 - 5,
2011. The show is an international platform focusing on the environmental protection technologies and equipment including water treatment, energy-saving,
fume purification, circulated economy
and waste disposal.
13th Annual China Mining Congress
& Expo: Hosted by the China Ministry of
Land & Resources and the Tianjin Municipal Government, the event takes place
from November 6 - 8, 2011. The Congress
& Expo will include exhibitor booths and
official delegations from the primary extractive industries, mining and exploration companies, investment and financial
institutions, evaluation and consulting
companies, service providers and equipment suppliers, as well as representatives
of multi-lateral organizations with industry interests.
Kaohsiung International Food Show:
To be held November 10 - 13, 2011 in
Kaohsiung, Taiwan, the event showcases food processing and packaging machines, materials, systems and products
under one roof. This is a unique opportunity to meet senior buyers & decision
makers from all facets of the user industry as Taiwan.
Contact: Yi Zeng, Trade Specialist,
Trade Development, Asia - Africa
Telephone: (306) 787-2194
yzeng@sasktrade.sk.ca
Agritechnica 2011
Location: Hanover, Germany
As part of the continuing development
of Saskatchewan’s agriculture machinery
sector in Europe, STEP will attend Agritechnica 2011. The event is relevant for
Saskatchewan companies looking for opportunities for their products in the European market for the first time or those
wanting to expand their distribution in
Europe. Europe offers 40% of the global
market for agricultural machinery with
Germany and France being the largest
markets within Europe. By attending this
event, STEP members will be exposed to
agricultural contractors, dealers/distributors, equipment cooperative managers,
wholesalers and trade organizations from
Central/Eastern Europe, North America,
Africa, Central and South America, Australia/New Zealand, the Middle/Far East.
Contact: Rob Ziola, Senior Director,
Trade Development - Manufacturing
Telephone: (306) 933-6557
rziola@sasktrade.sk.ca
Saskatchewan Showcase
Locations: Peru & Chile
STEP is planning a business development
trade mission to Peru and Chile where
STEP members will have an opportunity
to participate in qualified business development meetings, learn about the market, attend targeted networking events
and tour mine sites. Saskatchewan com-
panies can realize success in the Peruvian
and Chilean market given the stable business climate and the considerable density of Canadian mining companies in the
region.
Contact: David Froh,
Director, Trade Development,
Technology, Services & Resources
Telephone: (306) 787-7928
dfroh@sasktrade.sk.ca
Brazil Buyer/Seller - Videoconferencing Session
Date: November, 2011 (TBD)
Locations: Regina/Saskatoon,
Saskatchewan
STEP will undertake a video/web-based
conferencing session where STEP members will be linked with international
buyers via STEP’s in-house video and
web conferencing facilities. STEP will
also facilitate business meetings with
Brazilian companies active in the mining,
oil and gas, and environmental sectors.
Contact: David Froh, Director,
Trade Development, Technology,
Services & Resources
Telephone: (306) 787-7928
DECEMBER
Market Development
Mission - Japan
& South Korea
Date: December 5 - 13, 2011
Locations: Tokyo & Osaka, Japan, and
Seoul, South Korea
The objective of the market development
mission is to promote Saskatchewan’s
agri-value products in order to create
awareness of Saskatchewan as a reliable
partner in these industries. The mission
will also seek out new potential customers in the region; build new relationships/
contacts in the private sector and within
industry associations. One-on-one meetings will be established between STEP
members and targeted buyers based on
individual exporter requirements and interests.
Contact: Jennifer Evancio, Director,
Trade Development, Agri-Value
Telephone: (306) 787-7945
jevancio@sasktrade.sk.ca
Buyer/Seller
Videoconferencing Session
Date: December 2011 (TBD)
Locations: Regina/Saskatoon,
Saskatchewan
STEP will undertake a video/web-based
conferencing session whereby STEP
members will be linked with international buyers via STEP’s in-house video and
web conferencing facilities. The focus will
be to put these companies “face to face”
with international buyers without leaving
the province and incurring some of the
initial market development costs.
Contact: David Froh, Director,
Trade Development, Technology,
Services & Resources
Telephone: (306) 787-7928
JANUARY
LAMMA 2012
Date: January 18 - 19, 2012
Location: Newark, England
STEP is recruiting members to attend the
LAMMA trade show which attracts more
than 650 exhibitors and is an important
event for accessing the UK market. The
event is an important venue for farm machinery and equipment manufacturers to
reach the United Kingdom market. STEP
will engage in-market partners and con-
tacts/consultants to build a program of
one-on-one match making meetings and
farm tours. Mission objectives will also
be to establish contacts in this market
and further market development while
increasing the recognition/market knowledge of Saskatchewan based farm equipment.
Contact: Kyle Luchia, Trade Specialist,
Trade Development, Manufacturing
Telephone (306) 787-7936
kluchia@sasktrade.sk.ca
BC Foodservice Expo
Date: January 29 - 30, 2012
Location: Vancouver, British Colombia
Thousands of buyers and decision makers from British Columbia/Western
Canada’s foodservice community attend
this annual show which will offer Saskatchewan companies an excellent opportunity to market their products. STEP
will organize booth space and work with
members to identify market intelligence
requirements that will assist them with
understanding the distributors and buyers they need to meet.
Contact: Jennifer Evancio, Director,
Trade Development, Agri-Value
Telephone: (306) 787-7945
jevancio@sasktrade.sk.ca
Market Development
Mission - South America
Date: January, 2012 (TBD)
Locations: Colombia, Peru & Brazil
This mission will be targeted toward
Colombia which just signed a free trade
agreement with Canada as well as second
market yet to be confirmed. The mission
format will be based on matchmaking
and targeted toward companies in the
pulse/special crops, livestock genetics,
food ingredients & seed potato sectors.
Contact: Jordan Gaw,
Trade Specialist, Agri-Value
Telephone: (306) 787-7940
jgaw@sasktrade.sk.ca
Emerging Markets Trade
Development Mission
Locations: Czech Republic & Romania
As part of the continuing development
of Saskatchewan’s agriculture machinery
sector in Europe, a trade and business
development mission is planned to two
new European Union countries with long
term potential for Saskatchewan exporters.
Contact: Rob Ziola, Senior Director,
Trade Development, Manufacturing
Telephone: (306) 933-6557
rziola@sasktrade.sk.ca
Saskatchewan Showcase
Locations: TBD
STEP’s manufacturing team invites members to attend this mission and to participate in programming and matchmaking
services to introduce member companies
to local buyers in the market. Combining
market education with one-on-one meetings and tours, alongside some networking events, the multi-sectoral event will
look to bring in market trade activities to
a cross section of companies.
Contact: Stacey Sauer,
Trade Specialist, Manufacturing
Telephone: (306) 933-5239
ssauer@sasktrade.sk.ca
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On top of
Saskatchewan
uranium
T
New CEO Tim Gitzel
took the reins at Cameco
im Gitzel, who has spent his career in
uranium, now leads one of the industry’s biggest players.
Gitzel joined Cameco in January 2007
as senior vice-president and chief operating officer. By May 2010 he had been
appointed president, and just over a year
later on July 1, 2011 he took over as president and CEO, succeeding Jerry Grandey
in the top job.
BY LINDSAY THORIMBERT
Though Gitzel quickly climbed to the
top job at Cameco, his arrival at the CEO
position is the culmination of a long and
successful career in the business of uranium. He brings to the position 17 years of
senior management experience in Cana-
dian and international uranium mining.
Prior to joining Cameco in Saskatoon,
Gitzel left his role as executive vice-president, mining business unit for AREVA,
where he was based out of Paris, France.
“My job was to run the world-wide
gold and uranium mining operation for
AREVA. Our kids were four and six when
we left, and it was a great opportunity
for us to see the world. The people were
Underground tunnels at Cigar Lake are reinforced with concrete to ensure a safe working environment.
very kind. We got to learn the language,
and of course the food and wine there
are not too bad,” said Gitzel. “France was
very nice, but I am extremely happy we
had the opportunity four years ago to return to Saskatchewan. This is home for
us and it was the right move to come
back and join Cameco.”
Gitzel returned to Saskatchewan with
his family, which includes his wife Bonnie who originally hails from Battleford,
and their two children Ty and Bailey. Ty
is 13 years old, and has become active in
hockey and football since the return to
Canada, and 11-year-old Bailey is active
in dance. “When I’m not working, I’m
with my family. There’s nothing I would
rather do than watch the children participate in their activities.”
Gitzel spent his formative years in different parts of Saskatchewan, particularly
in the northern regions. His father was
an RCMP officer, and as a result address
changes were common. Born in Prince
Albert, Gitzel also lived in Meadow Lake
and Swift Current, and even enjoyed a junior hockey career that had him on teams
in North Battleford and Regina. In the
1979-1980 season, playing in the SJHL
with the Battlefords Barons, he logged
37 points.
“I guess I’m not the only person to
say my first dream was to play hockey,”
he said. “I had a good run, but unfortunately no one was willing to pay me very
much to play so I had to look at different
means.”
These different means landed Gitzel at
the University of Saskatchewan where he
earned an Arts degree, and moved on to
graduate from the U of S College of Law
in 1990. After a few years in the employ
of Saskatoon law firm MacPherson, Leslie and Tyerman, Gitzel made the move
to AREVA where he climbed through the
ranks for 14 years. While an Arts student, Gitzel had spent time in Laval, Que.
working on his French, and later while
studying law he spent a number of summers working for AREVA in France.
Even before this experience with AREVA, Gitzel had developed a relationship
with the uranium industry. “When I was
17, back in 1979, I got a job in a mine
called Cluff Lake, which has since been
decommissioned,” he said. “That job
helped me pay my way through university. I saw the industry up close and realized it was happening here at home in
Saskatchewan.”
Gitzel explained that while growing up
in Northern Saskatchewan he witnessed
family members, friends and whole communities that benefited from the mining
industry. He recognized uranium as a
commodity that would benefit the province, and this was a factor motivating him
to enter the industry and continue with
it. “This industry has been good to me,
and I can’t think of an area where I would
rather be,” he said.
Gitzel is coming into his role with Cameco on the heels of outgoing chief executive Jerry Grandey. Gitzel has had four
years working under the mentorship of
Grandey, and he explained that he has
learned a great deal from Grandey’s
actions and leadership style.
“He didn’t have to give us a
lot of advice,” Gitzel said.
“I watched him every day.
I watched him model the
values of Cameco: Safety,
the environment, looking
after people, operational
excellence and integrity.”
Gitzel also pointed to
the experience and capacity of his staff, both
the executive team and
the rest of the company, as a reassurance
upon entering his new
position. He said, “the
company is much more
than one person, it’s a
collection of individuals
and we have over 3,000
very qualified people.”
Gitzel anticipates Cameco will see some small
changes in direction as
a result of his leadership,
though he described these
changes as “normal for any
incoming CEO.” In regard to his
Tim Gitzel, President
and CEO of Cameco
leadership style, Gitzel said he is peoplefocused. With an eye on long-term development, Gitzel says Cameco remains
committed to its Double U strategy to
see the firm’s uranium production capacity double to 40 million pounds annually
by 2018.
Gitzel inherits the Cameco helm at a
time of uncertainty for the company, and
for the uranium industry in general. The
Cameco board had already announced
Gitzel was to take over in February, just
weeks ahead of the March 11 earthquake
and tsunami in Japan and the Fukushima
nuclear disaster that followed. As a result
of that event, Cameco’s shares dropped
30 per cent, and many nations re-evaluated their use of nuclear energy. Germany
and Switzerland in particular have shied
away from nuclear. The uranium industry is beginning to show signs of recovery and renewed strength, and Gitzel is
positive about the future, as he has been
throughout the Fukushima debacle.
“The fact is we continue to anticipate
growth in demand as we remain confident that the nuclear fuel business is
growing, albeit with a pause for reflection and review in some countries,” said
Gitzel. “Among almost all other long-established nuclear plant operators in the
world, the German nuclear phase-out has
not proven contagious.”
Gitzel sees huge growth in the worldwide appetite for nuclear energy, and as a
result he said Cameco is working to seize
the opportunity to gain assets at reduced
cost. “Cameco’s strong team in corporate development continues to scour the
world for assets that will add to our portfolio of reserves and resources.”
Cameco is heavily committed with
sales contracts to supply uranium to
worldwide utility customers until 2016,
which affords the company the financial
stability to pursue growth, and though
the industry has seen a pause, Gitzel sees
this as a minor hurdle: “We still expect
the world will have about 85 net new reactors by 2020, making this decade one
of the greatest growth decades in nuclear
power’s history.”
Located in northern Saskatchewan, the McArthur River mine has an annual uranium
production capacity of 18.7 million pounds of U3O8.
Saskatchewan companies join
STEP for the value we bring:
If you sell
outside
Saskatchewan,
we can improve
your bottom line
• Market Intelligence
• Trade Development
• Finance and Logistics Solutions
• International Projects
Whether you sell to Manitoba, Montana or Mongolia, consider the value STEP membership can bring.
Information and memberships:
1-888-XPORTSK
(1-888-976-7875)
www.sasktrade.sk.ca
Sweet Success
Honey Bee agricultural equipment can be
purchased in twelve different countries
T
he story of how Honey Bee Manufacturing Ltd. got its start is typical
of many Saskatchewan-born businesses
whose founders invented a product for
their own use only to discover a high demand for the product elsewhere.
In Honey Bee’s case, brothers Greg and
Glenn Honey decided to build a rodweeder attachment for use on their Brackenarea grain farm and quickly discovered
their invention was just the thing other
BY TRILBY HENDERSON
Saskatchewan grain farmers were looking for.
At that time in the 1970s, southwest
Saskatchewan farmers practiced seeding 50 per cent of their land base to crop
while keeping the other 50 per cent as
summer fallow, said Brad Nelson, Honey
Bee’s general manager. Depending on the
The Honey Bee staff from their plant in Frontier
amount of precipitation in a given year,
that summer fallow would have to be
tilled between three and five times in a
season.
Nelson said farmers would normally
use a chisel plow the first few times, and
switch to a rodweeder implement once
the trash was worked well enough into
the soil. The rodweeder attachment that
Greg and Glenn built actually mounted
on the rear shanks of the chisel plow,
essentially creating one implement that
would do the job it had previously taken
two separate implements to do.
Use of the combined chisel plow and
rodweeder attachment increased weed
kill on each pass, ultimately reducing the
number of times a field would need to be
tilled. “It also helped to reduce wind and
water erosion as the rodweeder attachment left more residue on the surface,”
Nelson said.
It wasn’t long before the brothers’ endeavour grew to become a full-fledged
business and, in 1979, Honey Bee Manufacturing Ltd. was officially incorporated.
“In the early years of the business, it was
managed and operated by Greg, Glenn
and their father, Raymond, from their
farm shop,” Nelson said. Slowly, the
family-business began to expand its local market base to other regions across
Western Canada and the northern United
States.
In 1980, Honey Bee added a second product – a TM (tractor mounted)
swather – to its line, which further expanded its market opportunities. “The
TM swather design allowed a farmer to
utilize his two wheel drive tractor for another operation,” said Nelson.
“He could mount a 36’, 42’ or 50’
swather on his tractor and not only have
the advantage of the large footage, but
also the advantage normally associated
with a self-propelled swather. The design
permitted one operator to do the work
of two as it incorporated two cutting
tables on a single power unit.”
By 1987, Honey Bee had outgrown the
farm shop and was contracting a majority of its manufacturing to Flexi-coil, an
equipment manufacturer based in Frontier, Saskatchewan. When Flexi-coil decided to relocate, Honey Bee jumped
on the opportunity to take over its own
manufacturing by moving to the larger facility and hiring the skilled Frontier staff.
Honey Bee completed its most recent
expansion in 2001, increasing its production and warehouse space to more than
120,000 square feet. The company has
also dedicated another 18,000 square
feet to research and development, an
Honey Bee offers extra incentives to its employees, including productivity
bonus programs, leadership training, counselling, and job skills training
area of the business where founders
Glenn and Greg continue to work extensively, in addition to contributing to
other aspects of the company.
Honey Bee’s product line has also
changed significantly over the past thirty
years, said Nelson. “Today the core products are draper-style combine headers
and windrower heads,” he said.
Although this has placed the company
in competition with all of the mainline
farm equipment manufacturers in the
business, Honey Bee has proven its ability to compete by remaining one step
ahead in terms of in-field performance
and the product support it delivers to its
customers.
“Developing new and innovative products for today’s large producers is a challenge that requires daily focus and a huge
financial commitment – one that we take
very seriously,” he said.
Honey Bee products can now be found
harvesting grain in 12 countries worldwide, including the United States, Australia, New Zealand, Russia, Germany, South
Africa and China. But while developing a
strong reputation within the global agricultural market has led to new opportunities, it has also brought new challenges.
“Adapting, changing, and redesigning
to better suit specific conditions is a matter of good business if you want to have
success in other markets. In addition
to product performance issues, exporting itself has its challenges – packaging,
freight, routing, handling, customs, product support, language, terms of sale, payment – all of these need to be considered
on the front end to minimize the inevitable surprises!” Nelson said.
Today, Honey Bee employs a diverse
full-time staff of between 175 and 200
people. “For the most part, I think our
staff has a great attitude towards the
company. They have good work ethics as
Honey Bee products can now be found
harvesting grain in 12 countries
Workers inside the Honey Bee
plant in Frontier
ing our employees, our customers and
our communities.”
“One might ask how that plays out in a
corporate sense?” he said. “We manage
the business knowing that someone far
greater than us is in control. We do not
hide behind this. That is why it is part of
the foundational statement that drives
this company.”
well as a commitment to our products’
quality,” said Nelson. “On the flip side,
Honey Bee is committed to its people.”
Nelson said the company demonstrates this commitment by offering extra incentives to its employees, including
productivity bonus programs, leadership
training, counselling, and job skills training. “When necessary, we also extend
some of these programs to the families of
employees as we realize you cannot separate family issues from the workplace
nor workplace issues from the home,” he
said.
At the end of the day, Honey Bee is not
driven by success, but by a desire to fulfil
its Vision Statement: “To seek the will of
God while embracing a pioneering spirit
to strengthen our business through serv14 GLOBALVENTURES • NOVEMBER/DECEMBER 2011
Nelson said this belief is foremost in
the minds of Honey Bee’s owners and
management team as they make day-today decisions and prepare the company
for a strong and thriving future. “We have
an obligation to lay a foundation that the
next generation can build on,” said Nelson. “I trust that we will do that.”
In 1980 Honey Bee added a TM swather to its line
Are you interested in doing business in new markets?
Are you looking to find new customers?
Would financial assistance make your goals possible?
If so, the STEP Market Access Program is for you!!
The Market Access Program (MAP) is a funding program designed to support the interprovincial and international marketing efforts of STEP Regular Members. Funds are provided to assist companies entering new markets or a new market sector/market
segment outside of Saskatchewan.
Financial assistance may be provided to STEP Regular Members who are:
• Exhibiting in a trade show or trade event or trade mission in a new export market outside of Saskatchewan.
• Participating and/or exhibiting in STEP-led trade missions, trade events or trade shows.
• Reimbursement of up to 50% of eligible costs may be contributed to the following:
• Travel cost to market from Saskatchewan - return economy airfare or mileage for up to two (2) applicant representatives.
• Accommodations for up to two (2) applicant representatives.
• Companies exhibiting at trade shows are eligible for trade show registration fee and/or booth space rental costs as well as
booth shipping costs.
• Translation of the company’s marketing materials such as brochures and product listings for the specific trade event.
• Interpretation costs at the show.
Applications must be received at least 45 days in advance of the trade event. We also recommend that firms apply early for
applicable events that occur between now and March 31, 2012. Complete program details are available from our website at
www.sasktrade.sk.ca.
For further information, please contact:
Saskatchewan Exports Information
1.888.XPORTSK (976.7875) or visit
www.sasktrade.sk.ca
Getting the Munchies
Father-daughter duo create new health snack
W
hen Garnet Martin first approached his daughter, Lesley Kelly, with an idea for a barley-based snack
food, she was quick to jump on board
what she saw as the perfect opportunity
to add value to the family’s grain farm.
With the help and support of their family, the father-daughter duo turned this
vision into a reality by launching a new
business venture where they would sell
farmers’ grain products directly to consumers in the form of a healthy and delicious snack, known as Martin Munchies.
“It’s a family run operation,” said Kelly.
“It’s like an added benefit because it gets
us out doing something totally different,
other than just farming…It just sets our
farm and our business apart from most
others.”
Martin and his wife Darlene had been
operating their Watrous-area grain farm
for more than 30 years. However, about
a decade ago, Martin decided to take a
new approach to the business. “He had
BY TRILBY HENDERSON
an epiphany where he didn’t want to just
be an order taker with the farm. He really
wanted to add value and start the farm in
a new direction,” Kelly said.
Martin turned his focus to expanding
his skill set, gaining expertise in the accounting and marketing aspects of farming, growing his business network, and
surrounding himself with a team of experts who would help him take G & D
Martin Family Farms to the next level.
Then, while attending a course in 2006,
he met a Winnipeg-based scientist who
had created a healthy snack food using
barley as the main ingredient and was
looking for a producer to further develop
the product.
Martin shared the idea with Kelly, who
quickly put her marketing background to
work researching the market potential
for a barley-based snack food. “We want-
The Martin Munchies Trade Show Display
ed a product that we could sell directly to
the consumer,” said Kelly. “We wanted it
to be part of that true value food chain.
We wanted to make use of what Mother
Nature provides us and we wanted it to
be healthy.”
After three years spent exploring
trends, and developing business and
marketing plans, the father-daughter
team secured a government grant and
partnered with the Saskatchewan Food
Development Centre (Food Centre) in
Saskatoon to bring their business to life.
The result was Martin Munchies, a
high-fibre, nut free snack that appeals to
both granola and chip lovers of all ages.
The product is currently sold in six flavours: three sweet flavours – yogurt with
cranberries, cinnamon and brown sugar,
and the newly introduced pineapple
mango – and three salty versions – dill
pickle, salt ’n vinegar, and cheddar chipotle (also new).
“Overall, we wanted Martin Munchies
to appeal to those that want to eat in
that healthy, local, convenient and greattasting way,” Kelly said.
The key ingredient in each flavour is
the roasted barley, which is baked using infrared heat to bring out its natural
nutty flavour, said Kelly. The barley, along
with all of the other ingredients used, is
sourced as locally as possible, including
from G & D Martin Family Farms when
they produce a barley crop.
Martin Munchies is a family-run operation in every sense, but this aspect of
the business is most evident during the
actual production process, when numerous family members come to help prepare and package the snack. “It’s a family bonding experience,” said Kelly. “The
Martin Family Farm does it from start to
finish.”
The help is definitely needed. G & D
Martin Family Farms chose to make Mar-
A sampling of Martin Munchies
tin Munchies in clustered form, rather
than as a loose mix, in order to make
the snack easier for customers to eat, a
process that has not yet been automated
and therefore must be done by hand.
Martin Munchies are made at the Food
Centre’s federally certified facility. Kelly
said their partnership with the Food Centre has played an integral role in their
success by helping them to source ingredients, perfect their recipe, and package
their product.
Right now, Martin Munchies can be
purchased at a growing number of retail stores, as well as trade shows and
farmer’s markets across the prairies. It is
also sold online via the company’s website – www.martinmunchies.com. Kelly
said their next step is to expand into the
B.C. market, beginning with a trade show
in December. They hope to eventually
move the product into eastern Canada
and eventually into the United States.
“Our biggest challenge is that people
aren’t informed about the benefits of
barley,” said Kelly. She tries to share this
message with consumers whenever she
can in person and through outlets such as
social media. Kelly has found that most of
their customers not only love their product, but are interested in following the
story of their success.
“I know we have a good repeat business when our customers not only buy
our product, but go onto Facebook and
want to hear updates about what we’re
doing,” she said.
Kelly and her husband, Matt, recently
moved to Regina from Alberta. The move
has made it easier for Matt to participate
in the day-to-day operation of G & D Martin Family Farms, a 4,500-acre operation
that is now run through a partnership
between Matt, Garnet Martin, and Kelly’s
brother, and it has also made easier for
Kelly to involve other family members in
the Martin Munchies side of the business.
No matter what the future brings, Kelly
said the experience and knowledge she
has already gained has immense worth.
“What I’ve learned in building this business will help me later on no matter what
I do,” she said. These lessons include: always believe in yourself and your product; attitude is everything; and look to
others for help. “You can’t know everything and be everything to everyone, so
have that team of resources to help you
along the way.”
“I am just very fortunate to be given
this opportunity. Not a lot of people get
to start their own business and develop a
snack food,” said Kelly. “To do it with the
people you love and to work with your
family is just an added bonus.”
Strengthening Ties with
Closest Trading Partner
I
n conjunction with STEP’s Annual General Meeting held on September 29, 2011, STEP
hosted a business networking event featuring a keynote address from His Excellency
Gary Doer, Ambassador of Canada to the United States. As Saskatchewan’s major and
closest trading partner, U.S. trade relations play a major role for provincial exporters.
Doer touched on topics of key interest including energy issues, border security, the Beyond the Border Initiative, regulatory reform, and Canada/USA trade issues in the context of the world needs what Saskatchewan has and sells. In 2009, Gary Doer assumed
his responsibilities as Canada’s 23rd representative to the United States of America. Prior to taking up his current position in Washington, Ambassador Doer served as Premier
of Manitoba for ten years. During that time, he worked extensively with U.S. Governors
to enhance Canada - U.S. cooperation on trade, agriculture, water protection, climate
change, and renewable energy.
R
Need proof that
Saskatchewan
is an agricultural
powerhouse?
ecent statistics released
by the Saskatchewan
Ministry of Agriculture via
Global Trade Atlas and
Statistics Canada indicate
how quickly the province’s
export sector is growing.
In 2010, Saskatchewan exported:
•97 per cent of Canada’s lentil exports
•93 per cent of Canada’s peas exports
•83 per cent of Canada’s durum exports
•77 per cent of Canada’s flaxseed exports
•74 per cent of Canada’s chickpea exports
•58 per cent of Canada’s mustard exports
•49 per cent of Canada’s canola seed exports
•44 per cent of Canada’s non-durum wheat exports
In 2010, Saskatchewan exported:
•61 per cent of the World’s lentil exports
•57 per cent of the World’s pea exports
•55 per cent of the World’s flaxseed exports
•46 per cent of the World’s oat exports
•40 per cent of the World’s mustard seed exports
•34 per cent of the World’s durum exports
•34 per cent of the World’s canola seed exports
•34 percent of the World’s canola meal exports
•26 percent of the World’s canola oil exports
•20 per cent of the World’s canary seed exports
•17 per cent of the World’s rye exports
•7 per cent of the World’s non-durum wheat exports
•6 per cent of the World’s chickpea exports
•6 per cent of the World’s barley exports
In 2010, Saskatchewan produced:
•95 per cent of Canada’s lentils
•99 per cent of Canada’s chickpeas
•86 per cent of Canada’s durum
•72 per cent of Canada’s mustard
•65 per cent of Canada’s dry peas
•74 per cent of Canada’s flaxseed
•42 per cent of Canada’s canola
Saskatchewan exports
go into overdrive
S
askatchewan’s global exports have accelerated by 48 per
cent with $75.7 billion in sales from 2008 through 2010. Enterprise Saskatchewan and the Saskatchewan Trade and Export
Partnership provide periodic updates on Saskatchewan trade activity and recent statistics comparing the past three years to the
previous three-year period.
“Saskatchewan products are stocking store shelves and fuelling industrial production lines around the world,” said Enterprise and Trade Minister Jeremy Harrison. “Saskatchewan’s trade
numbers have accelerated with a 48 per cent increase in trade
and nearly $75.7 billion in sales over the past three years.
“Saskatchewan has been blessed with tremendous resources
and a globe full of bidders for those products, but people in Saskatchewan know that making good deals means working hard
on the world market.”
Enterprise Saskatchewan and STEP calculated the province’s
long term trade growth from 2008 through 2010 in comparison
to the years 2005 through 2007 in the following categories:
• Agriculture exports grew by 67 per cent for a total of $22.4
billion.
• Mining, oil and gas exports grew by 55 per cent for a total of
$41 billion.
• Manufacturing exports grew by 12 per cent for a total of $12
billion.
• Total Saskatchewan exports grew by 48 per cent for a total of
$75.7 billion.
“Even during a global credit crunch, international buyers are
snapping up Saskatchewan products because this province is
world renowned for quality,” Harrison said. “Every day Saskatchewan people are working hard in our fields, in our mines, in our
manufacturing plants and many other key sectors and they are
the reason for Saskatchewan’s international success.
“Saskatchewan’s hard work on the world stage is creating
jobs in our communities and generates the resources we need
to keep investing in schools, hospitals and roads.”
In the past three years, the Government of Saskatchewan and
STEP have embarked on trade missions to Ireland, Norway, Denmark, India, Turkey, Syria, Switzerland, Kazakhstan, China and
Japan. Saskatchewan also targeted key American markets, including Washington, New York, San Diego and Minneapolis.
Source: Government of Saskatchewan News Release
– September 23, 2011
Appreciation to STEP Board Member
Murray Daku, Vice President, Hitachi Canadian Industries
Ltd., on the occasion of his retirement from the STEP Board of
Directors in September 2011. Murray is thanked for his high
level of commitment and leadership to the organization as
he served as a STEP Board Member for the past three terms
including two years as the STEP Board Chair. Presenting the
appreciation gift is Shannon Jakes, current STEP Board Chair.
BIZ Notes
Alliance Grain
Traders expansion
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 hswan@sasktrade.sk.ca.
Seed Hawk expands
Alliance Grain Traders recently announced that it is building a
$50 million multi-function facility in Regina that will include
product packaging, pulse processing, pasta production and a
distribution centre. This new facility will result in more capacity
for pulses in the overall food processing industry, and provide
more opportunity for value added production. It will also be instrumental in developing more pulse-based foods that can be
sold and consumed in Canada.
Prime Minister Stephen Harper, federal Agriculture Minister
Gerry Ritz and Saskatchewan Premier Brad Wall were in attendance at the official announcement to show the provincial and
federal government’s recognition of the importance of the agriculture industry to Canada’s economy and job market.
Congratulations to
ABEX nominees
The Saskatchewan Chamber of Commerce recently introduced
its finalists for the ABEX Awards, which salute excellence in business. The following finalists are STEP members:
• TIA New Saskatchewan Product Award: EcoLibra Systems
and Onagon Interactive
• Aboriginal Business Partnership Award: Canada North
Environmental Services
• Export Award: Crestline Coach
• Environmental Award: Koenders Windmills
The Weyburn Inland Terminal was also inducted into the Saskatchewan Business Hall of Fame.
Seed Hawk recently hosted the grand opening of its newly-expanded plant. More than 300 guests gathered to hear speeches
from the Honourable Brad Wall, Premier of Saskatchewan; Lionel
LaBelle, President and CEO of STEP; and Pat Beaujot, President
of Seed Hawk Inc. Premier Wall also cut the ribbon to mark the
official opening of the plant.
Beaujot credits growers for the company’s success. “It’s the
innovative spirit of prairie farmers that has driven Seed Hawk
to become a leader in the global direct seeding market and led
Saskatchewan to become a recognized centre of excellence in
low disturbance dry-land seeding,” said Beaujot.
Among the Best
in Canada
Farm Credit Canada was ranked among the 50 Best Employers
in Canada for 2012, one of only three companies in Saskatchewan to achieve that distinction. The 50 Best Employers list is
compiled annually by Aon Hewitt using results from confidential
employee opinion surveys.
Farm Credit Canada, Canada’s largest agricultural lender, was
ranked sixth overall.
Two ways to get it done, faster.
Harvest Faster
Increase combine capacity
by up to 20 percent.
306.296.2297
www.honeybee.ca • sales@honeybee.ca
Turn your John Deere
haying windrower into a
high-efficiency swather.
Grain Belt Header
Staff Profile:
Vanessa Headford:
Growing with STEP
B
y recruiting Saskatchewan exporters
to become STEP members, Vanessa
Headford is growing STEP, while successfully helping exporters across the province grow. Headford came to her position at STEP in the spring of 2010. She
is relatively new to the job, but Headford
brings to the position 25 years of experience working for Canadian Western Agribition where she was responsible for the
sponsorship program.
“I was the Business Alliances Manager,” she says of her role with Agribition.
“It was similar to what I do now, which
is bringing a set of services to a client.”
Headford joined STEP when this new position was created. She is now the Membership Sales Officer and it is her role to
engage Saskatchewan businesses to consider the benefits of membership in this
organization.
She also ensures potential members
are aware of STEP services and that STEP
staff are aware of their members’ needs.
In a nut shell, she manages both STEP’s
membership attraction and the membership retention initiatives. “One is just as
important as the other,” she adds.
“When starting my working relationship with a new client, I try to make it
convenient for those companies,” she
adds. “I am glad to have the opportunity
to travel around the province and meet
potential members face-to-face. This is
my time to give them a sense of what we
have to offer.”
In her experience, Headford explains,
“when companies learn about the services offered by STEP, they appreciate the
opportunities that are available to them
and are generally eager to join.” The appealing part of her job is to raise awareness about STEP which in turn leads to
BY LINDSAY THORIMBERT
an interest from exporting companies for
membership in the organization. Headford adds “Once they fully know what
we’re about, business owners and operators do see the value.”
Keeping up with who is doing what on
a provincial basis is no small task. Potential clients are sourced and mined from
various sources including company directories, association publications, community websites and member and staff referrals. Traveling to attend tradeshows and
business events throughout the province
complements the process.
The position has afforded Headford
the opportunity to establish and maintain
strong relationships with Saskatchewan’s
export community through her work with
local Chambers of Commerce, Enterprise
Regions and other business and trade
associations. She explains that these
contacts are so valuable as these groups
also serve as STEP ambassadors for the
exporting community. They can assist in
selling the organization’s services and
pique the interest of potential members.
Beyond the core trade development
services offered to members, Headford
notes that two other service offerings
- Market Intelligence and the Market Access Program continue to have strong
uptake from members. For smaller enterprises, the time and resources necessary
to perform extensive research to develop
useful market intelligence cannot practically be done in-house and STEP provides
a convenient, professional and valuable
alternative.
The STEP Market Access Program
(MAP) is a funding program designed to
support the domestic and international
marketing efforts of STEP Members. This
opens the door for STEP members to
travel to trade events in new and different markets in order to introduce their
product or service and start the process
of developing business connections. “For
many of the people I talk to, this is an
irresistible opportunity,” says Headford.
STEP has a sound reputation provincially, nationally, and internationally as
well as one of being responsive. Headford notes that the MAP program is relatively new to the organization and was
implemented out of an identified need
for members to enter their markets and
was done in a timely and reactive fashion.
“I have always considered STEP to be
a member-driven and reactive business
organization. My time here has affirmed
that belief.”
STEP’s trade missions across Canada
and to locales around the globe appeal to
exporters because they provide a chance
to develop markets and make contacts
on a larger scale. The connections are
invaluable to companies expanding into
new markets.
By offering provincial businesses insight into how to first begin exporting,
STEP’s Export Readiness Team also attracts companies that have not necessarily started exporting but intend to do
so. “The set of value-added services STEP
offers really helps draw new members,”
says Headford.
In her time with STEP, Headford has
already witnessed considerable success
in growing the organization’s membership. Since April 1, 2010, STEP has added
...CONTINUED ON PAGE 26
What our members
say...
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’s what a few of them have had to say
about our services. For further information or to submit
content, please contact Heather Swan,
Manager - Corporate Services at
(306) 787-7942 or hswan@sasktrade.sk.ca.
Cfactor Works Inc. Western Grain
Trade Ltd.
“The level of research done by STEP in terms of
exploring new markets has helped us develop strong
strategic marketing programs. In some cases, STEP’s
work is just the starting point for a fruitful business
relationship and on other occasions, their work is all we
needed to make a strategic decision.”
Bonnie Clark - Marketing Manager
Saskatoon, Saskatchewan
By establishing contacts for industry, STEP opens a lot of
doors. As a company selling all over the world, you do
not have the resources to be in every market, every year,
shaking hands with all the people that you need to. That
is the leg work that STEP does for us. Every time you
participate in a mission with them, you get to leverage
some of their contacts and some of the people they meet
with. A lot of countries are envious of what we have
through STEP which is a phenomenal resource to build
industries and to create success within those industries.”
Lara Dutton - Office Manager
Saskatoon, Saskatchewan
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line of Case Agricultural Equipment, including Case High Clearance Sprayers.
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Young’s Equipment Inc. is proud to be recognized as the
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www.youngsequipment.com
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306.525.8796
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300 Dewdney Avenue, Regina, SK S4N 0E8
tf: 1.877.475.4846
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MAY/JUNE 2011
2010 • GLOBALVENTURES GLOBALVENTURES 25
27
NOVEMBER/DECEMBER
CEO MESSAGE
CONTINUED
FROM PAGE 4
portant and when you look at the personal sacrifices made by people whether it is
in North Africa because of political unrest
or in Japan because of natural disasters,
in Saskatchewan, are so fortunate its is
unprecedented in our 106 year history.
From our Board of Directors and from
my colleagues at STEP, I wish to each of
you the joys and comfort of the holiday
season and the very best for a healthy
and prosperous 2012.
Lionel LaBelle,
President & CEO
Saskatchewan Trade and
Export Partnership (STEP)
STAFF PROFILE CONTINUED
FROM PAGE 26
135 new members. Prior to the creation of the Membership Sales Officer
positionand Headford’s move to STEP,
membership recruitment was no specific individual’s responsibility. It was the
collective responsibility of all STEP employees and Headford is happy to now
have the chance to lead the process.
“I’m very pleased to be in this position, to have the opportunity to expand
STEP, and bring our services to more Saskatchewan companies,” she says. “I was
introduced to STEP while working with
Canadian Western Agribition, I saw the
important work they did, and I decided I
wanted to be a part of that.”
Reflecting on her time with STEP, Headford says what has really surprised her is
the wide range of companies in the province operating in various sectors. “It’s
really interesting, the province is full of
these amazing companies that are doing
unique things,” she says. “Our products
are well recognized in global markets
and Saskatchewan exporters are proving
on a daily basis that they can compete in
international markets. From agriculture to
manufacturing to information technology
and more, industry in Saskatchewan has
everything you can imagine. Being part of
an organization that can assist our exporters grow and be more successful is truly
incredible.”
Information at
your fingertips...
STEP 1 888 XPORTSK
D
o you have a question or need
direction for your business development and exporting initiatives?
Drawing on STEP’s in house capabilities and staff expertise, your answer
may be as simple as dialing 1-888
XPORTSK.
Designed to be a quick and easy
delivery system to assist in commercial success for Saskatchewan
enterprises by encouraging calls for
exporting assistance, the program is
available to the provincial business
community.
Feedback from STEP members and
partners has prompted this service
delivery allowing STEP to market
this expertise to the broader business community outside of the current membership and offer service
to these companies by providing applicable information and solutions.
Call the toll free number and STEP
will assist you by providing applicable information and solutions.
We are committed to look
after the air, water and land
surrounding our operations.
Positive energy for
the environment
cameco.com

November/December 2011 - Saskatchewan Trade and Export

Transcription

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