Success on Boston Trade Mission

Herb Shannon found a sales order from Boston on his fax machine Monday morning when he arrived at his office at Blue Mist Pewter in Leamington, Cumberland Co. That order is the direct and immediate result of a trade mission to New England last week - a mission that generated $5 million in new business for nine Nova Scotia companies.

"This trade mission was definitely a success for me," said Mr. Shannon. "And I'm heading back to Boston next week for a meeting with a major U.S. retailer." He said the new sales orders could result in 10 new jobs at his plant this summer.

Businesses and Regional Development Authorities (RDAs) from Cumberland, Colchester, Pictou and Antigonish counties were in Boston for two-and-a-half days of meetings to establish contacts, develop relationships and, ultimately, make sales. Two metropolitan Halifax companies also participated on the mission.

"Increased exports means new jobs," said Manning MacDonald, Minister of Economic Development and Tourism. "And New England is the logical place for Nova Scotia companies to look for new business. It's a huge market, and it's close to home."

Stephen Mounce of Advocate Printing & Publishing Company in Pictou returned with a number of solid leads. "We made some very promising contacts and now we're going to be busy following-up with those contacts over the next few weeks and months."

Mr. Mounce said the lower Canadian dollar is working in his favour. "It's not rocket science to realize that the exchange rate gives Canadian companies a competitive edge against U.S. firms, but the Americans aren't always aware of that advantage."

Gary MacPherson, director of the Office of Nova Scotia in New England put together a packed agenda for the mission, arranging eight meetings for each company over two days. "We generate leads for the companies and look after all the logistics, allowing the companies to focus on their meetings and presentations," said Mr. MacPherson. "By all accounts, they did very well."

Tom Reyno, of Atlantic By-Catch in Sambro, said the quality of the meetings was superb. "We were told point-blank by the regional manager for the eastern U.S., that we wouldn't have gotten a meeting without the Office of Nova Scotia in New England. They opened the doors for me and now I've got meetings set up with the head offices of a couple of these companies, in California and Germany."

Mr. Reyno's company makes dog treats from dog fish. Atlantic By-Catch is coming out with three new product lines, and with the contacts he made in Boston, he estimates that he could quadruple his market.

"We're recruiting RDAs as well as companies for our trade missions," said Minister MacDonald. "The RDA representatives get exposure to the marketplace and can identify export opportunities for companies in their regions."

This is the second New England trade mission that Nova Scotia Economic Development and Tourism has organized in cooperation with RDAs. Companies from Guysborough and Cape Breton returned from a November mission with more than $3 million in contracts. A first time trade mission for black business owners brought in more than $1.65 million in sales in February. The dollar value from all three missions is expected to climb as the results from company contracts are confirmed.

Economic Development and Tourism is planning a trade mission to Boston with southwestern Nova Scotia RDAs in June. Companies interested in future missions should contact their RDA, or register with the province's WIN data system, by calling 902-424-5448.

cb Tuesday, April 18, 1998 1:20 p.m.