Selected Success Stories By Practice

In each of its practice areas, MAI has achieved numerous successes over the past 10 years on behalf of its clients. We present below just a sampling of our track record of completing projects according to client’s expectations, on-time and within budget.

Small & Medium-Sized Enterprise (SME) Development

Industry: Information Communications Technology Country/Region: Canada

In partnership with a relatively new Canadian industry association, MAI developed and implemented a strategy to attract U.S. information communications technology software developers and systems integrators to partner with Canadian firms or establish a presence in the Canadian province as a nearshore solution to cost and resource challenges faced by these U.S. entities. MAI researched, qualified and secured leads ranging from medium to larger U.S. firms currently outsourcing programming to offshore partners, but requiring a nearshore resource as well as to start-up software developers needing specific animation expertise to systems integrators requiring programmers experienced in mainframe maintenance and migration. MAI generated 26 qualified leads and provided valuable market intelligence and strategic advice in the form of reports based on high-level discussions with CFOs, COO and CEO on the need for nearshore resources.

Industry: Food & Beverage Country/Region: Argentina

MAI assisted an Argentine manufacturer of natural colorants and essences used in homeopathic/nutritional products, dairy products and beverages such as ice cream, milk, yogurt, juices and soft drinks to access the Canadian market. MAI researched, qualified, and secured Canadian distributors for the Argentine client, on both an exclusive and non-exclusive basis, that offered the most sustainable options for market entry. One main selection criteria centered around the distributor’s ability to assist with product quality and consistency standards by maintaining in-house chemical testing and mixing centers in order to assess and ensure the quality of Argentine product. In addition, the distributors maintained established channels to manufacturers and food processors, the main end-users of colorants and essences.

Industry: Multi Country/Region: Europe & 13 state Appalachian Region of the U.S.

Since 1997 MAI has been the U.S. and Canadian National Counselor for Europartenariat (Euro-partners), an international business partnering initiative for small and medium-sized firms sponsored by the European Commission. MAI, in partnership with interested U.S. states and Canadian provinces, promoted the events in the US, recruited, trained and facilitated US company participation in the following countries: Sweden, Italy, Greece, France, The Netherlands, Spain, Austria, Northern Ireland, and Germany. Euro-partners draws businesses from across industries and around the world. In addition to developing linkages with European Union member’s SMEs, firms from associate members, developing countries and emerging markets also attend, thereby providing access to a range of markets for all attendees. Participants seek agents, distributors, end-user customers, licensing agreements, tech transfer opportunities, joint venture partners, and mergers and acquisition opportunities. On average, each program generates US$7m in sales for U.S. participants.

Competitiveness Analysis, Industry Studies & Growth Strategies

Industry: Consumer Products Country/Region: Atlantic Canada

MAI was engaged to conduct a Consumer Products Sector Study and Export Strategy.
Initial steps included a process of defining and redefining the consumer products sector by product categories evident in Atlantic Canada and identifying the companies in the cluster and region. This method presented an accurate benchmark for the next phase. MAI then researched and wrote a sector export strategy for Atlantic Canada that included developing the database of consumer products firms and a survey instrument, surveying over 500 companies, statically analyzing and presenting the data, hosting focus groups, conducting key informant interviews, writing an in-depth literature review, analyzing all data and presenting strategy options and a work plan covering 3 years. This effort resulted in additional funding to support institutions in growing the sector, particularly through export development. Our findings also resulted in the identification and categorization of a new cluster and developed services to support growth in Atlantic Canada.

Industry: Building Materials Country/Region: South Korea

MAI is currently conducting market research on behalf of a South Korean manufacturer of plastic decking and fencing materials seeking to enter the U.S. market. The research will inform the entry strategy phase as well as the establishment of a manufacturing facility in the U.S.

International Finance Mobilization

Industry: Multi Country/Region: Egypt

Assisted U.S. and Egyptian firms in obtaining trade finance funded by USAID's Commodity Import Program (CIP) and managed by Egyptian commercial banks.

Industry: Biotechnology Country/Region: Canada

MAI collaborated closely with its Canadian client to develop an investment attraction strategy which included identifying biotechnology partners in the U.S. interested in commercializing proven technologies developed by both the Canadian and/or U.S. parties as well as securing venture capital and federal seed funding.

Foreign Direct Investment

Industry: Foreign Direct Investment Opportunities in Automotive, Chemicals, Pharmaceuticals,
Agro-Food, ICT
Country/Region: Senegal

MAI was contracted to research, survey, analyze and write demand assessments to determine the prospects for European Foreign Direct Investment (FDI) in Senegal in the above sectors. In addition to the demand assessments, MAI was retained to create an overall investment promotion strategy as well as individual strategies for each sector. This was a major piece of work requiring a large number of specialists to quickly focus, research, analyze, develop a survey instrument to conduct key interviews in multiple languages with a sample of potential European investors per sector and write the final report within a tight deadline.

Industry: Agribusiness (Cranberry, Aquaculture) & Aerospace Country/Region: Canada

MAI recently joined forces with a Canadian client to design and implement an investment promotion strategy targeting key growth subsectors within Agribusiness and Aerospace. These range from the cultivation, processing and distribution of cranberries, fish and related value-added products to specialty component manufacturers and assemblers serving Aerospace prime contractors. MAI clearly defines the Canadian investment opportunities, develops convincing written documentation, researches, short-lists and effectively approaches target U.S. investors.

Market Development Missions

Industry: Food & Beverage Country/Region: Italy – Campania, Sicily

Through provincial and European Commission funding, MAI was engaged over a 2 year period to provide market research and export promotion to over 50 specialty food and beverage producers in the Italian regions of Campania and Sicily interested in accessing the U.S. market. In addition, MAI researched, qualified and secured introductions to U.S. distributors, wholesalers and retailers attending the gourmet food show in Atlanta interested in carrying these Italian specialty wines, liqueurs, mozzarella di buffalo cheese, confectionery products, and value-added vegetable products such as sun-dried tomatoes. MAI also led a delegation of buyers from New York, Atlanta and Chicago to Agrigento, Catania and Ragusa, Sicily to meet with Sicilian suppliers and to visit the manufacturing facilities of each.

Industry: Multi Country/Region: Canada

Four provinces of Atlantic Canada, need to rapidly expand sustainable employment through increasing export sales of their existing businesses located in their jurisdictions. To this end, the provinces have taken on an aggressive SME export growth strategy focused on the U.S. market. A multi-sector approach is being taken that includes agro-food, life sciences, advanced manufacturing, consumer products, information technology communications, entertainment/cultural, business services, building and construction, energy, technical textiles and metalworking.

Since 2001, MAI has provided expertise to provincial leaders and individual companies in areas of mentoring, development of individual company export strategies, training, market research, market visits, and follow-up assistance. MAI has assisted over 380 Canadian companies participating in 17 trade missions to the U.S.

An independent market research firm conducted an evaluation of MAI’s work on 6 Team Canada Atlantic projects that required MAI to conduct market access and strategy development, mentoring and business linkages to potential buyers, suppliers and joint venture partners over a three day period. This firm found 221 companies had participated in these 6 projects resulting in multi-million US$ in sales, the creation of 126 new positions and the securing of over 487 distributors/representatives for products and services.

In addition to the business components of the trade missions, the Prime Minister of Canada and federal and provincial ministers lead the delegation to the U.S. MAI closely collaborated with its government clients and partners on each mission to ensure that both commercial and political goals are met.

Industry: Multi Country/Region: Africa, Taiwan, Vietnam

MAI was a member of a 4 company consortium led by Computer Frontiers, Inc. which was awarded a 2 year U.S. Trade and Development Agency (USTDA) IQC contract to manage orientation visits comprised of firms and government procurement officials from developing and emerging markets to the U.S. MAI performed project management and implementation tasks including: coordinating with client-country officials to obtain individual and organizational profiles and data on export/investment opportunities; arranging site visits and one-on-one meetings in the U.S. with U.S. technology suppliers; researching and writing industry-specific briefing books related to targeted business opportunities. MAI implemented the following projects: Vietnamese buyers of U.S. sugar milling and refining technology; Taiwanese buyers of U.S. secure e-commerce technology; African stock exchange managing directors interested in purchasing hardware and software to expand or construct 9 new country and regional exchanges.

Executive Training

Industry: Multi Country/Region: Prince Edward Island, Canada

MAI developed export training workshops based on its Export Sales & Marketing Manual CD-ROM. MAI worked jointly with PEIBD to recruit SME’s from a range of sectors who were either new to exporting or expanding existing export markets. MAI designed a ½ day workshop using chapters from the CD-ROM which addressed how to prepare for markets and trade missions, how to price products and how to establish or join consortiums of complementary firms to reduce cost and increase market access.

Industry: Multi Country/Region: USA (Georgia, Northern Region)

MAI worked jointly with the SBDC based in Atlanta to design and facilitate export readiness seminars at five locations in northern Georgia. An average of 7 companies attended each session. In some cases, videoconferencing technology was used to link Georgia participants with presenters in overseas markets.