Author Robert Hodges

Branching Out to Chilean Forestry Firms

EDC introduces forestry giant CMPC to well-matched Canadian companies.

Over the last five years, EDC has developed a strong working relationship with one of the biggest South American forestry companies, CMPC, headquartered in Chile. One of the main components of this relationship involves inbound and outbound trade missions – in partnership with Canada’s Department of Foreign Affairs and International Trade (DFAIT) — to introduce CMPC to well-matched Canadian companies.

This past fall, for example, CMPC and some of their contractors came to Canada on one of these trade-building events. It included a stop on the West Coast and a visit to the Demo International Forestry Equipment Show in Quebec. As part of our matchmaking process, CMPC first provided us with a list of its procurement needs; then we used our database of Canadian capabilities to identify appropriate Canadian companies to invite.

Since we wanted to introduce as many relevant companies to CMPC, based on its procurement needs, we also partnered with FPInnovations, forest research centres, to involve even more innovative Canadian firms. As a result, EDC, DFAIT and our industry association partners have all gained a better understanding of the buyers’ needs, and how to identify the appropriate Canadian companies to match them.

The mission included a tour of several forestry companies in British Columbia – for example, Timber West Forest Corp., Profab Manufacturing Limited, Island Pacific Logging Ltd, and Island Timberlands Ltd.– followed by matchmaking meetings. The tours showcased how those businesses’ systems, technology and operational know-how could benefit the Chilean company and their contractors. Of particular interest to our Chilean visitors were Profab’s weighting systems, which are equipped with technologies not yet available in Chile.

Mission participants then travelled to Quebec City where matchmaking meetings were organized with East Coast companies. One successful meeting involved Quebec harvesting equipment maker Rotobec, which introduced new equipment to CMPC’s executives. The Chilean company was so interested in the unique machinery that a separate site visit was organized for CMPC and its contractors to see it firsthand. A meeting with another equipment maker, Quadco, led to introducing CMPC to Quadco’s Chilean distributor so that the relationship can continue in that country.

EDC continues to work with CMPC on behalf of Canadian forestry companies. We regularly attend Expocorma, the popular international forestry show in Concepción, Chile each fall, to which we often accompany a contingent of Canadian exhibitors and organize matchmaking meetings. Stay “branched in” with us for more events to come.

Categories Forestry, Industry Insights, South & Central America

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