1. 0 March 2, 2012 HKCBA Workshop March 02, 2012 Business Development Bank of Canada Hong Kong Canada Business Association Workshop

2. 1 March 2, 2012 HKCBA Workshop BDC Background  Established in 1950s, Business Development Bank of Canada (BDC) is currently serving 29,000 SME clients across Canada  BDC is a financial institution owned by the government of Canada  Our mission is to help create and develop Canadian businesses through financing, venture capital and consulting services, with a focus on small and medium-sized enterprises (SMEs)  Services available across Canada in both official languages through a network of more than 100 business centres

3. 2 March 2, 2012 HKCBA Workshop BDC Financial Services  BDC recently developed a Globalization Expansion Strategy that combines financing and consulting services to support the globalization efforts of SMEs.  Market Xpansion Loan – Dedicated to offer a flexible loan, to new and exiting clients. It is dedicated to financing market development strategies, prospecting, exporting, business growth strategies, innovation, technology and SR&ED  Market Xpansion Plus Loan – Loan secured with tangible and intangible assets outside Canada. It is dedicated to financing Canadian direct investment abroad

4. 3 March 2, 2012 HKCBA Workshop BDC Consulting Services PhaseCompany NeedsGlobal Expansion Services I.Opportunities Identification a)Rationale to enter a foreign market: Short term vs. Long term b)Rationale for selected region(s) 1.Seminars and workshops on doing business in targeted countries II.Resources Assessment a)Market potential b)Adaptability of product/solution c)Financial capacity d)Management and shareholders commitment e)Talent pool 1.Provide Global Readiness Assessment (GRA) 2.In-country market reports 3.Preliminary go-to-market strategy III.Market Exploration Explore several locations within targeted regions and investigate: a)End user habit b)Regulations c)Competition d)Supply chain and potential partners e)Production costs 1.Targeted mission 2.Accompanied country visits 3.Market Expansion loans (< 100k) IV.Business Model Validation a)Validate previous assumptions b)Revise go-to market plan c)Due diligence on identified partners 1.Credit Investigation report 2.Localization strategy 3.Market validation V.Business Plan Execution a)Confirm commitment b)Finalize cash flow c)Establish performance measure d)Establish local presence 1.Implementation support 2.Financing

5. 4 March 2, 2012 HKCBA Workshop Target Regions  Primary: China (including Hong Kong & Taiwan) India Middle East Vietnam Brazil  Secondary: Singapore Malaysia Japan Korea Europe Mexico

6. 5 March 2, 2012 HKCBA Workshop Global Opportunities I Plaza Developer – China Objective : The developer plans to build 30 large-scale plazas per year over the next 10 years. These large-scale buildings include hotels, office buildings, public space, shopping malls, entertainment facilities, and apartments. The developer is looking for Canadian suppliers that can provide solutions to reduce construction cost while conserving energy.

7. 6 March 2, 2012 HKCBA Workshop Global Opportunities II Low Cost Housing – India Objective: BDC is working with a large infrastructure player in India to address low cost housing needs in India

8. 7 March 2, 2012 HKCBA Workshop Thank You