Ecolo Odor Control Systems Worldwide

Monty Smith (MetalCraft Marine Inc., Kingston) and Bill Connor (Connor Industries, Parry Sound - both sharing the Partnership Award); Stuart Butts (XENOS Group Inc., Richmond Hill - winner of the Innovation Award); Economic Development and Trade Minister Al Palladini, Shannon McCarthy of Windsor (winner of the International Business Studies and Achievement Award), Gary Jonas (Gary Jonas Computing Ltd. of Richmond Hill - winner of the Market Expansion - Servces Award; Ed Bernard (Bernard Mould Ltd. of Windsor - winner of the Leadership Award); and Ian Howard (Ecolo Odor Control Systems Worldwide, Toronto - winner of the Market Expansion - Product Award).

Ecolo designs and manufactures odor control systems for sewage treatment plants, composters, landfill sites, restaurants and hotels, and a variety of industrial applications. It established a strong marketing base in North America in the late 1980s, and then used its experience in training and selecting distributors to penetrate offshore markets. Two years ago, Ecolo targeted new markets in the Pacific Rim and Latin America, attending a number of trade shows and joining Trade Team Ontario on two Team Canada missions. Sales are up almost 30 per cent over last year and market expansion will continue with new distributors in the People's Republic of China.

"Success secrets? It's everything. Put in the time, the money, the effort, advertise in the market, get published, go to the trade shows, follow up on the trade shows . . . it's cumulative. If what you're doing makes sense, and if it's well thought out, it will come together over time. It still takes time.
- Ian Howard, Vice-President, Retail

When Ed Bernard assumed the presidency of Bernard Mould Ltd. in 1991, he knew that the company had to expand both its product lines and markets. Bernard Mould had one major client sector and limited export markets. Under Ed's leadership the company moved into the automotive and consumer sectors, and new markets in Europe and the Pacific Rim. Today, the company has more than 50 employees working in a new 15,000 square foot plant, using the latest computer and machining equipment to make moulds for a variety of customers around the world. The company's growth is a direct result of Ed Bernard's vision, and his efforts have also benefited some of his Canadian competitors.

"We're a fragmented industry with a bunch of owners without formal business training. One of the challenges facing us involves dealing with the sophistication of our customers. We need to help moldmakers consolidate in such a way as to take advantage of each other's strengths."
- Ed Bernard

With clients like Merrill Lynch, Bear Stearns, Manulife Financial, Bank of New York, and Bell Canada, Xenos Group is in good company. Xenos gives its clients the ability to convert printed paper documents to any electronic format, on any computer platform. The company's software currently transforms more than a billion pages per year, in a rapidly growing, multi-billion dollar market. It is a pioneer in document transformation software, and has packaged its many innovations and technology into a full product called Documorph. Xenos sells its products throughout the U.S. and Europe, and is moving into the Latin American and Pacific Rim markets.

" To be innovators, you need bright motivated people who are encouraged to attempt risks and challenged to explore the avenues with an awareness that it takes several attempts to come up with a workable solution."
- Doug McIntyre, Vice-President Business Planning

Gary Jonas Computing began exporting for a simple reason: the Canadian market for its golf course management software is limited to about 300 potential clients. Researching the U.S. market in the mid-1990s, the company found about 5,000 private golf clubs capable of purchasing the Jonas system. When Jonas took its Private Country Club product to the U.S. in 1995, it had one customer and sales of $14,000 in the US. Extensive research, an aggressive marketing program, attendance at trade shows and an emphasis on after-sales support combined to boost the company's U.S. sales to more than $3.5 million five years later. The company is now using its U.S. experience to export software to the much larger service/ construction contractor industry.

"You can't do it without the product and you can't do it without the service. Service makes it tough for a customer to go elsewhere. You have to spend a long time and a fair amount of money to get the market.
here are ups and downs, but if you hang in and do it right the rewards are pretty good."
- Wilf Hinderle, Vice-President, Sales and Marketing

The MetalCraft and Connor partnership has been mutually rewarding ever since the two companies teamed up in 1996. MetalCraft pursues foreign sales for Connor's line of work boats, with a great degree of success. The first joint sale was to the U.S. National Parks Service. It purchased a boat from Connor, through MetalCraft's pre-approved U.S. government sales agreement.
After this success, MetalCraft began an aggressive U.S. marketing campaign on behalf of Connor Industries, and the result has been a series of sales to U.S. government clients. Connor's high quality product, combined with MetalCraft's marketing skills, have produced a winning export team.

"It's unusual and it's exciting. You need an open mind and common ground. People tend to get carried
away with their emotions when it comes to competitors. If I can learn something and it's of benefit to the company, then it's of benefit to everyone."
- Bill Connor, Connor Industries

Maurice A.D. Hudson, Executive Vice-President, Ontario Division, Bank of Montreal;
Monty Smith (MetalCraft Marine Inc., Kingston);
Bill Connor (Connor Industries, Parry Sound)
Economic Development and Trade Minister Al Palladini

"Initiative" is definitely a word that applies to Shannon McCarthy. Shannon is a student in St. Clair's International Business Program who maintains a solid grade point average and is also an active athlete. Last summer, she found a job as a secretary at Ball Machinery Sales Ltd., which sells metal stamping presses. Unknown to anyone at the company, she set out to research the potential of the Mexican market on her own time. She presented her findings to Ball president Jody Ball, who saw the wisdom in Shannon's suggestion that the company participate in two trade shows in Mexico. Shannon attended the shows with company officials, and Ball now has a positive relationship with a number of potential customers.

"Shannon is creative and open to constructive criticism. She has a good work ethic, tackles any project large or small and sees it through to completion. She's personable and professional, and moves easily in a male-dominated industry. With her confident personality, she is not intimidated, and gets taken seriously and treated as an equal."
- Scott Ball, Vice President Advertising and Marketing, Ball