ubifrance north america annual report 2012

2O12 ANNUAL REPORT

UBIFRANCE NORTH AMERICA

Arnaud Leretour Directeur UBIFRANCE Amérique du Nord

UBIFRANCE North America offers French companies, especially small and medium organizations, a wide range of services that enable them to establish business partnerships in the United States and Canada - and 2012 has been a remarkable and exceptional year for our organization and our clients.

2012 was the year when our Canadian and American offices merged as one, becoming UBIFRANCE North America. As our clients look to ex-pand their business from across the Atlantic, they want to find the most strategic location for their industry. UBIFRANCE North America further expanded its network to nine major cities coast-to-coast, enabling our clients to maximize their business contacts in both Canada and the U.S.

With this strategic merge, we are proud to show immediate, concrete, and proven results. In 2012, more than 50% of the 1,400 France-based com-panies1 we accompanied in Canada and the United States have success-fully signed or in the process of finalizing a business contract.

Our current partnership with OSEO2 (and future partnership with BPI3) provides further reason for our clients to establish themselves in the North American market. This partnership gives North American compa-nies trust and assurance that we are partnering them with the most in-novative companies from France.

Our organization and multicultural team are experts in each of their re-spective sectors. They are ready to meet the challenges of exporting in North America set forth by the French government, our shareholder. The UBIFRANCE team works on behalf of companies exemplifying the four priorities of French society for the future, which are to better individuals’ Well-Being, Nourishment, Urban Lifestyles and Communication.

Our highly specialized and motivated professionals are firmly committed to our clients and partners. Based on these solid foundations, and with the support of our North American counterparts, 2013 is shaping up to be an even better year!

UBIFRANCE Amérique du Nord propose aux entreprises françaises, et spécialement PME et ETI, toute une gamme de services qui leur per-mettent de nouer des courants dáffaires aux Etats-Unis et au Canada. Et l’année 2012 aura été, pour notre organisation et nos clients, une grande année.

Nous avons tout d’abord fusionné nos équipes canadiennes et améric-aines. Lorsqu’ils franchissent l’Atlantique, nos clients cherchent avant tout à développer un courant d’affaires, là où c’est le plus pertinent. Désormais UBIFRANCE Amérique du Nord est présent dans 9 villes Américaines et Canadiennes nos équipes biculturelles assurent une couverture sur tout le territoire, coast to coast.

Nous sommes fiers d’afficher des résultats concrets et probants. En 2012, plus de la moitié des 1400 entreprises1 que nous avons accom-pagnées au Canada et aux Etats-Unis ont conclu ou sont sur le point de conclure rapidement un courant dáffaires.

Notre association avec OSEO2, et demain la Banque Publique d’Investissement3 , offre une raison supplémentaire pour nos entre-prises de se rendre sur le marché américain, tout comme elle donne aux entreprises nord-américaines une raison solide de nous accorder leur confiance pour trouver grâce à nous les meilleurs partenaires com-merciaux... et les plus innovants.

Notre organisation et nos équipes sont en ordre de marche pour relever les défis de l’Export en Amérique du Nord, tels que défini par le gou-vernement français, notre actionnaire, en proposant une offre française gagnante axées sur les quatre priorités de nos sociétés modernes pour les années à venir : « Mieux se nourrir », « Mieux se soigner », « Mieux vivre en ville » et « Mieux communiquer ».

Très spécialisées, professionnelles et motivées, nos équipes sont ré-solument engagées aux côtés de nos clients et de nos partenaires. Sur ces bases solides, et avec les entreprises Nord-Américaines, 2013 sera une plus belle année encore !

1Source: IPSOS Loyalty2The French Agency which seeks out innovative start-ups and provides them with financial backing3Public Investment Bank, an organization that brings together all Agencies dedicated to supporting small and medium businesses

1Source : Institut de sondage IPSOS Loyalty2Lórganisme publique français qui décèle et soutient les entreprises innovantes3La structure qui sera mise en place cette année pour rassembler les principaux acteurs qui soutien-nent le développement des PME

CONTENTS WHO WE AREOur organization in North America

Our partners

Our network

Our services

Our international mobility program

WHAT WE DOAgrotech

New Technologies, Innovation and Services

Fashion Home Cosmetics

Healthcare

Infratructure Transportation Industry

Success Stories

WHO WE ARE

4

5

6

7

8

1O

12

14

16

18

22

CONTENTS

WHO WE ARE

1645French companies accompa-nied by UBIFRANCE North

America in 2012

53% of the companies we

accompanied in North America in 2012 have signed, or are in the process of entering into

business partnerships

116BtoB events organized by UBIFRANCE North America

in 2012

U nder the aegis of the Ministry of

Foreign Trade, UBIFRANCE’s mis-

sion is to accelerate the develop-

ment of French companies inter-

nationally by providing advice, access to market

information and business leads to clients. Its

priorities reflect the will of the French govern-

ment to promote French businesses by making

available to them the tools and support they

need to succeed on the North American Market.

With 80 offices in 60

countries, UBIFRANCE

offers a comprehensive

range of products and

services aimed at advanc-

ing companies’ export

plans. From business in-

formation to promotional

operations, French firms

more confidently execute

their export strategies

and pursue partnerships

with companies overseas

knowing they can count on

the support of a local UBIFRANCE office nearby.

Our strength lies in fostering partnerships be-

tween North American companies and French en-

trepreneurs, creating added value for both sides.

Our priority is to support the evolution of North

American companies in areas where French

companies are innovative. French companies

can bring a lot to the table as a business part-

ner when it comes to high-quality manual labor

and top-notch research and expertise in the

technology field.

Our strength is to involve North American com-

panies alongside French entrepreneurs and

thus create added value for each other.

Entrepreneurship is

strongly rooted in French

culture with entrepre-

neurs more than willing

to expand their busi-

nesses outside of France.

This shared appetite for

risk-taking in the pursuit

of growth is one com-

monality demonstrating

that French and North

American businesses are

on the same wavelength.

Because we deliver the best services to our

clients, we gladly adhere to and meet the stan-

dard requirements of the Bureau Veritas IS0

9001/2008 which attests to the high quality of

our management, performance and competi-

tiveness.

4 - UBIFRANCE North America 2012 Report

Our OrgaNizaTiON

The French secretary of Foreign

Trade, Nicole Bricq, has defined

goals to meet the needs of for-

eign markets. These goals are

based on four principles corre-

sponding to the French supply

strengths: better nourishment,

better healthcare, better commu-

nication and better living. These

goals will help us tailor opera-

tions to help match French and

North American needs.

UBIFRANCE North America 2012 Report - 5

Our ParTNErS

U BIFRANCE North America leverages its long-term partnerships to advance the development of French businesses and create collabora-

tion with other economic actors. These partners work hand in hand with French exporters offering them the best advice and services to

support them at each step of their international development. These numerous partnerships are spread throughout the world and within

the US and Canadian territories which allows us to be as close as possible to our clients and their target. Our partners are:

CRÉATION CARRÉ NOIRJANVIER 2005

POUR LES ÉQUIVALENCES QUADRICHROMIES, VOUS RÉFÉRER À VOTRE PHOTOGRAVEUR, QUI VOUS INDIQUERA LES RÉGLAGES PRÉCIS À EFFECTUER EN FONCTION DU TYPE DE SUPPORT UTILISÉ.

LOGOTYPEPRINCIPAL

ÉQUIVALENCE QUADRICHROMIE

CYAN 0 % + MAG. 30 % + JAUNE 100 % + NOIR 0 %SYMBOLE

CYAN 0 % + MAG. 15 % + JAUNE 15 % + NOIR 55 %TYPOGRAPHIE

CYAN 0 % + MAG. 100 % + JAUNE 80 % + NOIR 0 %ACCENT OSEO provides assistance and

financial support to French companies for exportation

French American Chamber of Commerce

French Canadian Chamber of Commerce

National Committee of French Foreign Trade Advisors

COFACE is trade risk expert and a worldwide leader in credit insurance

Invest in France Agency North America

It provides marketing solutions for French companies

ERAI is the organization for the international development of

companies based in Rhône-Alpes, France

This association is dedicated to promote French fairs and events

French Touristic Development Agency

Economic Service

French Chamber of Commerce Canada Toronto


UBIFRANCE’s North American network is composed of seven offices: Atlanta, Chicago, New-York, San Francisco, Toronto, Mon-

tréal and Vancouver; and two branches: Detroit and Houston. Real synergies operate between those offices and with their knowl-

edge of both the French and North American market; our agents have the expertise to deliver the best advice and services. In-

deed, based in strategic North American areas they are close to key markets and thus to their clients’ needs and expectations.

The UBIFRANCE North-American team is an open-minded and skillful team. We are attentive to our clients because we want both North American

and French companies to succeed.

The Agrotech depart-

ment handles to the Wine,

Spirits & Beverages, Food

and Agricultural Equip-

ment including Oenologi-

cal, Agricultural and Food

Processing Equipment

industries.

Our Infrastructure, Transport,

Industrial Equipment depart-

ment deals with sectors

linked to the Industry such as

Aeronautics; Automotive and

Commercial Vehicle; Environ-

ment; Nuclear, Electric, Oil

and Gas Energies; Transpor-

tation, Infrastructure and

Public Works; and Industrial

Equipment.

The Fashion, Home

Decor and Cosmetics

department is all about

consumer goods: Home

Decor, Building Materi-

als and Tourism; Beauty,

Well-Being and Leisure;

and Fashion, Luxury and

Arts.

Our Health care de-

partment manages the

Biotechnologies and

Medical Equipment

industries.

The New Technologies,

Innovation and Services

are dedicated to in-

novation and services:

Technology, Innovation

and Communica-

tion; Distribution and

Services.

UBIFRANCE’s activities are grounded on an industry-based organization. All our offices are proficient in sectors that include a wide-range of activi-

ties:

UBIFRANCE North America relies on a multicultural team composed not only by French, Canadian and American natives; our network also counts people coming from Belgium, the Philippines, Poland, Lebanon…no less than twelve different nationalities. This multicultural team is a strength that enables our agents to be culturally aware of the differences between North America and France, and to show a remarkable ability to adapt to their audience despite of their youth. We are very proud to observe such diversity in our team and to activate it each time we have to recruit new collaborators.

Magda Coste, Administrative and Human Resources Manager

Our NETwOrk


U UBIFRANCE North America aims to be an efficient transatlantic go-between. Our agency is committed to meet the needs of American

companies by connecting them to relevant French partners, who have an outstanding know-how or remarkable products. UBIFRANCE

delivers personalized services to ensure the French offer will fit the needs of the North American market.

We organize French Pavilions and French delegations where American companies can easily get in touch with potential French partners. Those events

facilitate contacts between North American companies and their prospects, thus creating new business opportunities. It is also a great opportunity

for those companies to have a direct access to the latest technologies, trends and know-how that are set up in France. Indeed, UBIFRANCE is your

best ally to find new innovative partners or pending products to improve your range. Our knowledge of the French market enables us to source any

kind of need to help local businesses to enhance their action.

Our mission is to assist French companies and guide them towards a long-run success on the North-American market. Indeed, we provide assistance

to companies at each step of their development by:

Advising companies about foreign mar-

kets to target the most indicated one:

We provide an understanding of the mar-

ket, a sourcing of specific projects and

bids, and legal advice about regulations.

Improving the visibility of French companies in

North America to reach the right target: We also

aim at helping French companies gain credibility

and we offer advice on how to use social networks.

Identifying future clients and partners: Com-

panies often take part of collective events

such as professional fairs, business forums

and matchmaking events. American and

French companies have been proven to make

professional contacts rapidly and grow their

professional network throughout the years.

Our SErviCES

75OO young professionals

worlwide

North America is one of the first destinations for this program with:

95O of them currently

working in some

37O companies


The French Ministry of Foreign

Trade is at the origin of this ini-

tiative. The V.I. program can be

contracted by French companies

to support their activity and their partners

abroad while offering them an opportunity

to benefit from an international experience.

This program is a turnkey HR solution. We

handle all placement procedures (payroll,

contract, insurance, and visa and upon re-

quest: travel and recruitment processes).

The company only deals with the opera-

tional aspects. It has also financial advan-

tages such as subsidies and fiscal benefits.

Also, it enables companies to recruit high-pro-

file young professionals from France to execute

a wide range of missions: market research, net-

working, creation or strengthening of the local

teams, supporting or monitoring contracts.

Indeed, every kind of assignment is pos-

sible, from 6 to 18 consecutive months (or 24

months outside of the United-States). Flexibil-

ity and clarity are the factors that have made

this program so successful since its inception.

UBIFRANCE has a large pool of 50,000 young

professionals ready to execute missions abroad:

Graduated from the best schools and •

universities

They can be citizens of any country in the •

European Economic Area

They are experienced professionals rather •

than “interns”, often given important as-

signments: 60% are between 25 and 30

years old.

This program is most and fore most the

greatest way to enhance a bilingual, bicul-

tural team and help businesses to be more

efficient in satisfying the local market needs.

The V.I. program is a hassle-free Human Resources package offered by the French government which allows French companies to easily recruit high-profile young professionals from Europe. It is entirely flexible and comes with many financial advantages, which explains why the program has been so successful since its incep-tion in 2001. It also galvanizes relationships between French and North American companies by providing a dedicated contact for both of them. Julien Rougerie, in charge of the program in the US WHAT WE DO

Our iNTErNaTiONal MObiliTy PrOgraM

WHAT WE DO

UBIFRANCE North America’s Agribusiness Department has 15 trade advisors based in 8 offices in Canada and the US (New York, Chicago, Atlanta, Houston, San Francis-co, Toronto, Montreal and Vancouver). Our team members have previous professional experience in their sectors in both France and North America. Our mission is to assist French companies develop their businesses in the US and Canada, and pro-vide consultation in gaining market share. We also facilitate international contacts, increase business opportunities and help North American retailers source today the products that will be on their shelves tomorrow.

Aude Guivarch, Head of Agribusiness Department

The Agribusiness department is in charge of all the activi-

ties related to food, wine, spirits and beer distribution as

well as equipment for the food industry and agriculture.

Currently, farmers and manufacturers have other

responsibilities than just producing food: preserv-

ing the biodiversity and soils, and providing healthy

goods. This trend fuels new investments for envi-

ronmentally-friendly dishes and agricultural equip-

ment.

Looking at the food industry, it appears that pre-

miumisation in the United States has never really

experienced a major setback. Demand is growing

for cheese, sweet and savory snacks, and authen-

tic gourmet products. The quality, authenticity, and

variety of French food is an asset to meet the needs

of North American public who requires the top of

the range products in this category.

Over the past few years, American wine consumption has

grown significantly, with the North American area becom-

ing the largest wine-consuming country in the world in 2010.

Wines, spirits, and beverages represent an im-

portant market with which quality and authen-

ticity are the key success factors. More and more

consumers are looking for good quality-price

ratio wine. The retail price segment of $8-14 is

indeed the most in demand, while many French

regions producing wines have not yet been dis-

covered by the North American population.

Growing population, which increases food de-

mand, and technical advances in machinery, are

the market drivers of the agricultural machin-

ery market. Investments are also made by the

new federal regulations to support the raise of

greenhouse gas and technologies. Industries

are always looking for the latest technologies enabling to

save water and electricity resources.

agrOTECh

The food industry in North America is both diverse and dynamic and we work with French food companies that fall into all categories. For instance, in 2012, I worked with companies that produce cheese, chocolates, juices, mustards, vinegars, fruit purees... Given the high presence of the food industry in social media, I use twitter throughout the year to connect with French and North American companies as well as to establish UBIFRANCE’s role in the sector.

Lalaina Rideout, Trade Advisor specialized in Food and Beverages


February - New-York & ChicagoUBIFRANCE brought 10 family Champagne growers to New York and

Chicago for two days of trade tastings, seminars on the local mar-

kets and visits to on- and off-trade sites, such as key retailers and bars.

Feedback from both participant and importer attested that many of the

Champagne makers found business partners.

March - Washingotn DC, Raleigh-Durham & New-OrleansThe majority of the US resides in so-called secondary markets. It was

thus that we organized a trade-tasting tour for 11 French wine produc-

ers and representatives in regions where wine consumption is signifi-

cant, and competition is less fierce: Washington DC, Raleigh-Durham

and New Orleans. Since, we have had requests from both producers and

importers to re-produce the concept in other regions.

October - Toronto & VancouverIn Toronto and in Vancouver, UBIFRANCE organized B2B meetings for 12

food companies. In total, almost 80 individual meetings were organized

according the company profiles and strategies. The entire delegation

was able to meet with importers / distributors, gourmet stores and su-

permarkets. Loblaw, Canada’s largest retail chain met all of them during

a private tasting in its premises.

November - Toronto & CalgaryFor this 6th edition of the French Wine Connection, we made Alsace,

Bordeaux, Burgundy, Languedoc, Loire Valley and Rhône travel oversea

to Canada! Featuring a selection of 100 wines, 22 wine producers from

France had the opportunity to present their wine-making know-how to

more than 200 wine & spirits local key-players in Toronto and Calgary.

Our clients range from small family domains who might have never been to the States before, to large producers who are looking to establish themselves as the next big French wine brand. Each market has its own consumer preferences and buying habits, and we make it our specialty to know how to best form and respond to this demand, and assure that our French producers have the most rewarding experience possible.

Magdalena Rahn, Senior Trade Advisor specialized in Wine, Spirits and Beer

2o12: a few dates

Follow us on Twitter @UBIwinespirit, @UBIfoodbev and @UBIagrofoodeq and on our Facebook and Pinterest accounts @ubifranceNA

This department is dedicated to technology innovation and

services. It is divided into two sectors: technologies/innova-

tion/communication and distribution & services.

Due to the internet revolution, the growth of IT innovation entrepre-

neurship, the disruption of the retail sector through

E-commerce and E-marketing, and the growth of

mobile devices, our department is active and in a

constant process of renewal. Tech innovations such

as cloud computing, big data, and mobile devices

and applications have consistently impacted a wide

range of industries, from publishing to retail.

During the past decade, online sales have deeply

altered the retail world. In particular, e-commerce

has revolutionized customer experience and has

empowered consumers by offering exhaustive

market information to be used in their purchase

decision-making process. Sales professionals face

fierce international competition and demanding customers that ex-

pect high-quality services quickly and cheaply. Similarly, e-learning is

challenging traditional education industry actors, and will revolutionize

the entire educational field.

Leaders in education and business have begun referring to coding as

a literacy benchmark.

The United States and Silicon Valley in particular, has always been a

bastion of entrepreneurship and IT innovation. Despite the difficulties

suffered during the recent global economic down-

turn, the tech sector is a leading catalyst of the

United States’ economic recovery. Over the past

two years, there has been a particularly strong re-

surgence of investment and company creation in

Silicon Valley.

France, as in the past, continues to be in an advan-

tageous position to compete in the tech and ser-

vice sectors. Within tech, France has strengthened

its innovation efforts in new media, cloud comput-

ing, big data, and mobile. In the service sector,

French enterprises are successfully responding to

new types of customers who expect high-quality-

services cheaply and quickly.

NTIS is uniquely positioned to serve as a bridge between French en-

trepreneurs and the highly competitive North American market. We

accompany companies from initial business contacts and strategic

guidance to logistical support in establishing a presence in the mar-

ket.

Each year, our team organizes more than 700 meetings and the French Tech Tour is our big highlight. This moment is not only an efficient business accelerator for our French clients; it is also an opportunity for our American contacts to get to know more about UBIFRANCE’s activities, and for the whole team to live an intense human experience that includes lively discussions with our clients about their business development strategy on the US market.

NEw TEChNOlOgiES iNNOvaTiON SErviCES


For the majority of technology companies with an international ambition, North America is a unique springboard into the global market. The density of foreign companies established in hot spots like San Francisco, New York, and Toronto proves the local market’s world-wide appeal. North America’s sophistication and competitiveness only increases as more and more companies compete in a market where only the strongest and most dynamic small and medium sized companies can succeed. With 16 dedicated professionals located in 6 offices (San Francisco, New York, Atlanta, Vancouver, Toronto, Montréal), the NTIS team not only advises French small and medium companies on their go-to market strategy, but also helps them identify, contact, and convince potential clients and strategic partners to meet with them. Stephane Alisse, Managing director - Head of NTIS Department

Sylvia Gallusser, Senior Trade Advisor specialized in Technology, Innovation and Communications

January - New YorkThe most important event worldwide in the retail industry, the National

Retail Federation Show welcomes more than 22000 professional

visitors and 500 exhibitors each year. We are a regular partner of this

event and brings dozens of French innovative companies as well as retail

technology clusters, allowing them to connect with renowned North

American retail brands such as Macy’s, Nordstrom, etc. and to develop a

presence in the USA.

June - San Fancisco & Sillicon ValleyThe French Tech Tour : all in one week, for the 15 French companies

selected by the tech industry giants, more than 180 one-on-one business

meetings are arranged. In addition to the B2B meetings, the participat-

ing companies benefit from coaching on how to do business in Silicon

Valley. They get exposure to press, investors, and potential clients

through events organized or coordinated by UBIFRANCE. Plus, there are

several opportunities to pitch their companies and products in front of

tech industry audiences.

May - DenverThe annual conference of the American Society for Training and

Development is one of the largest training and development events in

North America with over 9.000 visitors and over 350 exhibitors in atten-

dance. We organized a delegation of 8 French innovative companies on

this occasion and secured for them over 50 on the spot B2B meetings.

Participants developed partnerships, generated commercial leads and

discovered various business opportunities with American corporations.

October - Toronto, Montreal The French IT Connection is a week-long competition that supports

some of the most innovative and fast-growing French tech companies

in kick-starting their business in Canada. The French companies are

selected by the largest IT Canadian companies and benefit of individual

meetings and coaching to be prepared for the North American market.

October - Las Vegas The Direct Marketing Association Conference is the premier Market-

ing event in North America with a focus on the marketing industry at-

tracting over 10.000 marketing professionals and connecting more than

2100 companies. For the past three years UBIFRANCE has organized a

trade mission with about 20 participating companies connecting them to

marketing giants such as Google retail, Epsilon, Zappos, Snapfish (HP)

etc.

NEw TEChNOlOgiES iNNOvaTiON SErviCES

Follow us on Twitter @UBIntis and @UBIfrenchtechtourand on our Facebook account @ubifranceNA

2o12 : a few dates

FaShiON hOME DECOr COSMETiCS


The Fashion, Home Decor and Cosmetics department represents French brands within fashion, luxury, beauty, arts, and home decor industries, in addition to tourism and leisure. Our team of 14 trade advisors spread over the USA and Canada is dedicated to help French companies understand the market before identifying the right agent, distributor or retailer. It is very important to make our customers understand that the best formula is highly de-pendent on the product and the local response which is not always predictable despite the team’s excellent expertise. Moreover, the consumer goods market is of course extremely saturated, and the advisors have to spot very specific products which will seduce the con-sumers and/or the intermediaries. Key words are history, niche, creativity, innovation… In 2012, more than 400 companies benefited from our services over the two countries.

Isabelle Raux, Head of Fashion Luxury Beauty - Decor and Design Department

French Fashion and cosmetics brands are renown throughout

the world. Often associated with quality, craftsmanship, and

“chic à la française”, French products are appreciated by Ameri-

can consumers because they rely on a traditional know-how,

artisanal values and techniques.

The Home Decor and Cosmetics department rep-

resents French brands within fashion, luxury, beau-

ty, arts, and construction industries, in addition to

home decor, tourism and leisure.

Americans particularly value innovative, niche and

creative products, and well-being tends to be more

important than appearance. But the North Ameri-

can market is also very competitive. This is why

UBIFRANCE plays a key role in assessing the local

market needs and filling the gap by matching the

French exporters with the right North American

business partners/distributors.

French manufacturers of furnishings, materials and design-related ser-

vices are successful in the North American market since the American

professionals in these sectors are always interested in the quality of the

French savoir faire and the ‘’Made in France” label.

Thus, in order to remain attractive and relevant to American consum-

ers, French brands have to constantly reinvent themselves by setting

new trends in home decor material building and tourism.

The North American beauty market is one of the leaders in the global

beauty industry. With 6000 new products cre-

ated each year, it is also one of the most com-

petitive markets. Most Americans search for

rejuvenation and innovative products as well as

natural cosmetics. French beauty brands have

great opportunities there. They tend to be influ-

ential innovators in the North American market

by creating concepts and building reputation.

North American consumers today are looking for

ethical and ecological products through brands

considered as “socially responsible’’. American

shoppers are also becoming more considerate

about their expenses and prioritize on spend-

ing. Instead of overbuying, they are now buying with discernment

and take into account the end use, the lifespan and quality of goods.

Likewise, exclusivity and limited availability has become another lure

for shoppers, a great motivation to buy.

North America holds the second place in the world for the Fashion Luxury and Accessories industry, after Europe, with a market share of 33%. Small businesses can easily compete with established ones if the offer is unique, creative and has a good lead time. The “Made in France” label, as well as the renewed craftsmanship and storytelling of French artisans continue to be compelling selling arguments to the North American consumers.

Ana-Maria Schell, Trade Advisor specialized in Fashion, Luxury and Arts

FaShiON hOME DECOr COSMETiCS

Follow us on Twitter @UBIfashion, @UBIbeauty, @UBIdecor and @UBIleisureand on our Facebook and Pinterest accounts @ubifranceNA

June - Toronto & Montreal 5 representatives of prestigious brands have attended two information

seminars in Montreal and Toronto with professionals in the field. They

also have benefited from valuable feedback from an agent of a French

brand, followed by visits to major retailers in the trendiest shopping

areas of the two cities. Then, no less than 57 individual meetings were

held during this week.

September - New-York & Los AngelesThe French Beauty Showcase is dedicated to French niche beauty

brands looking for distribution in the US. For the past 2 years, UBI-

FRANCE has been organizing individual meetings with department

stores, concept stores and independent distributors for a total of 12

personal care brands both in New York and Los Angeles. Exclusive retail-

ers such as Henri Bendel, Woodley & Bunny, C.O. Bigelow… now supply

the participating brands

September - Toronto & MontréalThe trade mission Welcome into the Green and Smart Home intro-

duced 8 French companies from the sustainable development sector

to approximately 55 BtoB meetings during 4 days. They assisted to two

market presentations made by industry experts and now they are more

aware of all the incentives offered by the all levels of government to

consumers as well as the regulation aspects.

November - Orlando Experimental Prototype Community of Tomorrow is a Utopian city

of the future planned by Walt Disney hosting approximately 10 million

guests per year. UBIFRANCE partnered with EPCOT’s French Pavilion

corporate buyers to present them 12 new French companies in the Gift

category. All 12 companies received orders from Disney and are in the

process of becoming official French Pavilion suppliers!

March - ChicagoThe International Home & Housewares Show is the yearly rendez-

vous for top US and international professionals who come to see product

trends for all areas of the home. The French Pavilion featured 12 French

companies showcasing the French ‘Art de Vivre’ for the show’s 60 000

visitors. The exhibitors’ products inspired buyers from top US retail

chains (including Bloomingdale’s) and independent boutique buyers

alike.

2o12 : a few dates

Each year, the United States based UBIFRANCE health team works with more than 800 US and 300 cutting edge French Biotech-Pharma-Medtech companies including Big Pharma (such as Sanofi, Sanofi-Pasteur, Ipsen, Takeda, GSK, Merck, Abbott, Amgen, Pfizer, etc.), and small and medium size companies. Our main recurring events are the French Biotech-Pharma-Medtech Tours, which provide US and French industry profes-sionals with essential contacts and collaborative opportunities (licensing, R&D col-laborations, commercial partnerships, etc.). Our goal is to accelerate the development of French companies in the US by providing advice, access to market information and business leads to our clients. These partnering events are free of charge for US-based companies thus providing French companies attending a huge number of opportunities with US companies.

The United States is the largest market and leading consumer

of biotechnology products in the world, and home to more

than 1,300 firms involved in the industry. Between 2001 and

2010, the U.S. bioscience industry grew by 6.4 percent, adding

more than 96,000 jobs.

By comparison, total employment for all private sector industries in

the United States fell by 2.9 percent, losing more than 3 million. There

are more than 5.5 million scientists, engineers and

technicians in the United States; 1.3 million people

directly involved in biosciences; and another 5.8 mil-

lion workers in related industry sectors.

Business opportunities in this field for small and

medium-sized enterprises, universities and research

institutions are extensive. Research and development

in the U.S. biotechnology sector drives the commer-

cialization of products for domestic consumption and

international trade. With the world’s largest scientific

research base and longstanding government support

for biomedical and other biotechnology research and

development, the United States maintains a competitive environment

for the development and commercialization of biotechnology. Medical

Biotechnology is the largest component of the biotechnology industry.

Key product areas include biological drugs, vaccines, and in-vitro diag-

nostics. Principal targets for research and develop-

ment are treatments for cancers, infectious diseases, auto-immune con-

ditions, HIV/AIDS, and other diseases for which no effective treatments

exist.

During the past decade, research, testing, and medical lab jobs have

increased in the United States by 24 percent—translating into nearly

87,000 new jobs. Agricultural Biotechnology includes biotech crops

such as corn, soybeans, cotton and canola, crop seeds, and related

products. The United States accounts for more than

half of all biotech crops in the world. The global value

of biotech seed alone was US$13.2 billion in 2011,

and is projected to increase 10 - 15 percent annually.

Industrial Biotechnology includes a large number of

industrial applications that cut across other industry

sectors. Primary product categories are nanotechnol-

ogy, enzymes, and biofuels.

Technology partnering aimed at innovative business-

es: UBIFRANCE accompanies innovative businesses

to facilitate the joint development of processes, prod-

ucts and services, in collaboration with companies

and R&D facilities based outside France.

Innovative clusters’ partnering initiative: UBIFRANCE promotes collab-

orative projects on behalf of France’s high-tech clusters in order to foster

technological co-operation within the innovation ecosystem worldwide.

hEalThCarE

Yves Germani, Head of Health Department


UBIFRANCE has a real role to play in assisting French Biotech/Pharma companies finding the good partner in the U.S. market. The “French Biotech Tour” is the perfect example of what we can do for French Companies in terms of partnerships or R&D collaborations.

Julie Pitrat, Trade Advisor specialized in Biotechnologies

2o12 : a few dates

May - PrincetonWith an emphasis on partnering sessions and company presentation op-

portunities, the French Sourcing Pharma Tour attracts senior life sci-

ence executives from global biotech and pharmaceutical companies, the

funding community and entrepreneurs from throughout the world. More

than 200 American entities from various areas are present: biotech,

equipment, packaging, CMO,CRO…

June - BostonBIO, held in Boston in 2012, is one of the biggest shows about biotech-

nologies. 90 French biotech companies: businesses, research labora-

tories, clusters and public agencies; participated to the French pavilion

run by UBIFRANCE. Biotech companies find great partners to manage

collaborative and innovative projects to gain a favorable position on the

world market.

May - PhiladelphiaThe French Biotech Tour aims to provide industry professionals with

essential contacts and strategic partnership opportunities. Former par-

ticipants include large pharmaceutical laboratories (Novartis, Sanofi…),

120 American biotech companies and 50 French companies. These

partnering events are free of charge for US-based and include: one-on-

one business meetings; presentations from cutting-edge companies and

networking opportunities.

October - BostonAdvaMed 2012 is the leading MedTech conference in North America. 6

French innovative medical device companies attended the conference

and UBIFRANCE organized the French Medtech Tour to help those com-

panies meet with investors, venture capitalists, hospitals, and industry

leaders.

November - ChicagoThe Radiological Society of North America annual meeting is the

largest medical congress in the world. UBIFRANCE organized a French

pavilion where 10 French companies displayed their savoir-faire and cut-

ting edge technology in the radiology industry. A roundtable event was

arranged where American experts and radiologists could meet with the

French delegation.

Follow us on Twitter @UBIhealthcareand on our Facebook account @ubifranceNA

North America is experiencing a manufacturing renaissance, and the “insourcing” boom is definitely bringing back manufacturing to North American shores. Indeed, lower transpor-tation costs, competitive wages, lower domestic energy costs, technology and employee productivity have unexpectedly during this post-recession recovery made North America a manufacturing destination, and at the same time a land of opportunities for French industrial equipment suppliers. In order to help French companies to turn these oppor-tunities into business success stories, the ITI division of UBIFRANCE North America has a dedicated team of 19 Trade Advisors both in the USA (Atlanta, Chicago, Detroit, Hous-ton, San Francisco) and Canada (Montréal, Toronto), specifically in charge of Aerospace, Automotive, Transportation Systems and Infrastructures, Energy, Clean Technologies and Manufacturing Equipment.

This department is dedicated to sectors linked to great scope industries and includes automotive in-

dustry, aeronautics, mechanical industries, transportation infrastructure and energy and environment.

Currently, industrial processes are exposed to several changes and new trends. Increasing the efficiency

and safety of transportation infrastructures is now essential. Meanwhile, the “green trend” urges on re-

search and innovative brainwaves that leads a more sustainable development. French companies have a lot to of-

fer within this sector and we want to bring their technologies and innovations to the North American companies.

The North American area is the largest market in the world for aerospace. Indeed, the region has the biggest

commercial fleet, the densest air traffic, and some of the largest players in the industry. French know-how and

technologies has made France the first economic partner of the North American area in the aeronautic field. In the

past few years French aerospace companies have showed they deserved their place alongside American manufac-

turer’s projects (general aviation, commercial aircraft, helicopter, UAV, spacecraft and so on).

iNFraSTruCTurE TraNSPOr TaTiON iNDuSTry

Pierric Bonnard, Head of ITI Department


France and North America have common interests and strategic goals when it comes to the environment. While France ranks rather favorably on many environmental indexes, the US has made protecting the environment a priority, moving toward energy independence, investing in clean energy, and taking steps to improve the quality of our air and water. This context creates significant opportunities for collaboration between both markets.

Noréna Van Eetvelde, Trade Advisor specialized in Environment

Because of the US growing population and

technology dependence on electric power, the

North American energy sector is extremely

dynamic. There is growth in all areas, from

power generation (fossil fuels, nuclear and

renewables), transmission and distribution in-

frastructures to improvement of smart grids,

as well as, the deployment of new technolo-

gies for the industry.

North America currently has an outstanding

need for maintenance and improvements re-

garding its vast transportation infrastructure,

most of which was initially constructed in the early- to mid-20th century. Projects

are underway nationwide to renovate and improve the safety and efficiency of

highways, bridges, transit systems, airport infrastructure and ports. Over the past

half-decade, federal, state and local governments have made these infrastructure

improvements a priority in their budgets.

North America is the world’s largest market for industrial equipment and the lead-

er for technological innovation. It is heavily concentrated in California and Texas.

Universities, research centers, SME’s and large publicly traded companies have

enabled the US industrial equipment industry to thrive within a highly competitive

global market place.

Bouncing back from the dismal economic downturn several years ago, the U.S.

automotive and heavy duty sectors have undergone major transformations.

In order to respond to the growing challenges of increased “miles per gallon”

and emissions regulations, automotive and commercial vehicle industry have

turned to green technologies and safety enhancements. Alternative engines

and drivetrains including hybrid and electric vehicles, innovative lightweight

materials, enhanced telematics and intelligent vehicle electronics are now in-

cluded in the offerings.

The environmental sector released $312 billion USD generated in revenue in

2010. Its largest segments include water and wastewater management, solid

waste management, clean energy systems and power, and environmental con-

sulting and engineering. All those sectors

are growing and they are offering new busi-

ness opportunities, especially within water

management, recycling and clean energy

systems and power. With the world’s two

largest environmental groups (Veolia and

Suez), in addition to many small and me-

dium size companies, no doubt France will

play a key role within the North American

green market.

iNFraSTruCTurE TraNSPOr TaTiON iNDuSTry


2o12 : a few dates

Follow us on Twitter @UBIaero, @UBIautomotive, @UBIinfras, @UBIenergy, @UBIenvironnement, @CleanTechTour, @UBImanufact and on our Facebook account @ubifranceNA

July to October - San Francisco, Bos-ton & ChicagoThe Cleantech Tour is a platform for innovative start-ups looking for

financial support to develop their activity in the US. It is a unique concept

where companies participate to training and pitch sessions, BtoB meet-

ings and networking opportunities.

May - Los AngelesDuring the Electric Vehicle World Congress, we organized an Electric

Vehicle partnership mission with high tech companies from the 4

automotive clusters in France. Technical visits, one-on-one meetings and

technology exchanges highlighted the delegation’s 4 day stay in Califor-

nia. France’s expertise in electric vehicles, componentry and infrastruc-

ture make is a rich source of information for U.S. companies.

April - Washington d.c., Philadelphia & New-YorkA delegation of 8 French companies working in the rail and transit

industry was introduced to potential partners and clients in the Northeast

Corridor, the region with the highest public transportation usage in the

U.S. They met with public transportation companies as well as private

companies, which represent potential U.S. partners for these companies

June - TorontoAfter 3 successful participations in 2009, 2010 and 2011, we renewed

our involvement in the 2012 edition of the Prospectors & Developers

Association of Canada (PDAC) mining Trade Show, one of the most

important international events in the mining sector. The French Pavilion

hosted 7 companies and witnessed a 4-day schedule of B2B meetings for

all participants.

June - StratfordUBIFRANCE set up B2B meetings with 2 global leaders of the helicopter

industry, Sikorsky Aircraft and Boeing. Both facing a growing market,

the manufacturers were keen on learning more about the latest French

aerospace technologies.

October - Dallas, Chicago, Atlanta & austin

Weftec is the largest North American water quality exhibition. The 7

companies composing the French delegation benefited from numerous

services: 52 customized BtoB meetings with high level decision makers

among the industry and local Authorities.


Human resources, communication, contact, information – our solutions meet the needs of French companies in their development in North America with proven results. As a result, 53% of businesses that we accompanied in North America in 2012 have signed, or are in the process of entering into business partnerships.

The strong and solid results we have achieved are primarily due to the number of French compa-nies offering excellence and innovation across all their respective sectors (healthcare, scientific and technological innovations, manufacturing, green technologies, cutting edge technologies, ICT, digital economy, cosmetics, intelligent textile, food supplements, animal genetics…).

Our results were made possible by the natural synergy between French companies and their North American partners. Our highly specialized team members are informed on a daily basis of the needs and trends of the North American market. The information we gather is passed on to the UBIFRANCE network throughout France, which then identifies mutually beneficial opportu-nities for French and North American companies.

Despite the clichés, French and North American companies speak the same business language. Canadian, American, and French companies have a history of successful collaboration, with France being one of the first countries to welcome Canadian and American investments, and North America cultivating a rich and diverse French community.

More than 22,000 leading and innovative French companies export every year in the United States, and another additional 10,000 to Canada. Seventy-five percent of them are start-ups and medium sized companies, ready to expand with their partners and clients in North America, resulting in a win/win situation for all parties involved.

Many companies have shared with us testimonies of success which have resulted from these trans-Atlantic collaborations. We have chosen a few select ‘’success stories’’ to share with you on the following pages.

Axel BarouxDirecteur adjoint UBIFRANCE Amérique du Nord


SCOMA was founded in 1933 and continues to offer highest safety components based on the solid

know-how of our engineers. SCOMA is also specialized in the design, dynamic tests and manufac-

turing of safety parts for large, medium and small series. The company offers tailor made and cus-

tomized conception & production of security parts for commercial vehicles and special driveline

technology. Its product range includes ball joints, steering rods, torque rods, tie rods, suspension

ball joints, drag links, stabilizing rods, powertrain rubber components.

The French Company

FOLLOW-UPHADADY CORPORATION formed a new division called HC Precision LLC, to help

maximize their sales focus for SCOMA. They are still getting started, but they are

confident about SCOMA’s capacity to quickly penetrate the U.S. Market for the Mass

Transit Industry.

The American Com

pany

We met Darius Czarnecki, SCOMA President, at the Equip’ Auto show in Paris in 2009. We were

convinced that SCOMA’s range of products would fit the North American needs in several in-

dustries, since they were already well known in Europe for the high quality of their rods and ball

joints. This is the reason why we suggested to them to enter the American market. We chose to

put them in contact with large suppliers to the heavy duty truck industry and to distributors in

the rail industry, such as HADADY. These meetings were successful and led SCOMA to sell prod-

ucts to Tier one truck suppliers and to sign a distribution agreement with HADADY to service

the commuter rail market.

Rachel Kurowski, Trade Advisor UBIFRANCE North America

We realized that French technology was very little known in North America and has actually many

advantages to succeed in this market. This fact drove us to come and meet big companies and to

bring our products and expertise in the North American market. This mission was possible thanks

to UBIFRANCE Chicago Transportation team, who showed us opportunities in North America and

put us in contact with major actors to enter this market. We kept in mind that even if we were a

small business, our range of products was so specific and our quality standards so high that we

could be of interest for those companies.

HADADY CORPORATION is a precision manufacturing and distribution company specialized in

custom steel components for the rail and OEM industries. UBIFRANCE set up the initial meet-

ings between us and SCOMA and were very helpful in their follow-up with both our companies.

During the initial meetings, both parties quickly grasped the tremendous opportunities for a

distribution relationship in the U.S. market. As HADADY has 40 years of U.S. experience and

SCOMA has a high-quality product with 80 years of success… It was a very good fit. I recently

toured the SCOMA manufacturing facility in France, and I am very optimistic in SCOMA’s poten-

tial in the U.S. mass transit market for years to come.

Tom Austin, Sales representative at HADADY, General manager of HC precision

UBIF

RANC

E

Scoma / Hadady

Darius Czarnecki, CEO of SCOMA SAS & SCOMA Inc.


CHATEAU FAVRAY is a 45-acre estate from the Pouilly-sur-Loire region, on the east side of the

Loire-Valley near Sancerre. Their domaine is a survival story: they overcame the late 19th century

phylloxera epidemic that destroyed most of the grape vineyards in the region. Brought back to

life by Quentin David in 1980, CHATEAU FAVRAY still produces today a Pouilly-Fumé (Sauvignon

blanc), a dry white wine usually known for its unique, distinctive flavor of musk and smoke.

FOLLOW-UPAfter only two days, 621 bottles were sold at the LCBO, which is 15% of the whole

order - a very good result. After this very promising debut in Ontario, CHATEAU

FAVRAY hopes to have the same impact in Quebec. The B2B market test done by

Ubifrance allowed the French vineyard to find not only an agent in Ontario but also

in Quebec.

The

Cana

dian

Com

pany

Prior to their visit to Canada, CHATEAU FAVRAY wanted to have agents’ opinions on their wines and

confirm their interest. Thanks to preliminary discussions with several agents and my research, the

growth potential for those wines was encouraging at the LCBO*. We decided to introduce their wines to

selected agents a couple of months before the next bid at the LCBO for Pouilly-Fumé (August 29, 2012).

This way, the producer would have enough time to get in touch with all the agents in Ontario who would

be interested in presenting their wines.

Our business priority for 2010-2011 was Canada. We have done business in this coun-

try in the past, but in the past several years we lost our positioning. As a result, we

decided to work with UBIFRANCE and use them as a platform to introduce our vine-

yard to wine agencies and gauge their level of interest. We got their report with all the

contacts, their analysis and recommendations at the end of May 2012. We contacted

the agents who showed interest in our wines, and received positive feedback.

Quentin David, CEO of CHATEAU FAVRAY

UBIFRANCE organizes well-prepared meetings where we usually get to taste high-quality wines. Car-

ole played a significant role by establishing contact between our company and the winery. CHATEAU

FAVRAY was a great discovery – I was introduced to them and was very pleased with the conversation

with their winemaker. The wine was very beautiful and well- balanced - its quality and price

were so exceptional that our first submission of the wine to the LCBO was successful. As a

result, the monopoly ordered 4,200 bottles of our Pouilly-Fumé 2011 and CHATEAU FAVRAY

wine was released to stores last Saturday.

Alex Nokhrin, CEO of NOKHRIN WINES

*LCBO: Liquor Control Board of Ontario

UBIFRANCE

Chateau Favray / Nokhrin Wines

Carole Ringuet, Trade Advisor UBIFRANCE North America

The

Fren

ch C

ompa

ny


Founded in 1947, VILLARD is one of today’s French leaders in the design, manufacture, and sale of

medical equipment and furniture. Their experience ensures reliable and efficient equipment utilized

in all healthcare facilities, including hospitals, clinics, and nursing homes. Their expertise and care-

ful attention to the manufacture and production of their products exceed high quality standards.

VILLARD sells over 1000 items to about 10,000 healthcare facilities in France and abroad. All their

products are designed to meet the needs and expectations of hospital staff, and also ensure the

well-being of their patients.

The French Company

FOLLOW-UPVILLARD’s stay in Canada allowed them to gain insight into the Canadian market.

Transportation costs are reasonable and it’s easy to get around within the terri-

tory. Like Villard, French companies need to have an offer that will set them apart

in order to succeed in the market. Three months later, their new Canadian partner

PERIPAP started to place orders and promoted their products at the SANTECH fair

in Montréal.

The Canadian Company

After several meetings with Jérôme Ficamos, we gauged the interest of several Canadian

companies in his products. Our 2 months’ work confirmed the company’s potential in the

Québec area. Many Canadian companies wanted to schedule meetings with VILLARD, especially

to talk about their carts. After a few weeks, we organized meetings between the company and

8 Canadian prospects who were really interested in his products. These meetings enabled

VILLARD to work with 3 companies from Quebec.

Marine Bougeard, Trade Advisor UBIFRANCE North America

Marine recognized a potential in the market during a time when a lot of major projects were being

launched in the industry. She gave us a call and told us about the opportunities for the Canadian

market. We were already interested in the Quebec area. She suggested making sure our products

would fit the market’s expectations with a product test in the market and we accepted. In the end,

eight prospects were interested in our offer in the Québec area.

When we discovered Villard’s range of products - with innovative designs, contemporary

materials, and competitive prices - we had to get their products. We quickly placed our orders

and our customers were immediately pleased with the products. Villard’s efficient service is

based on their responsiveness, which made our partnership close. Our relationship will become

stronger in the future thanks to the free-trade agreements between our two countries and the

rise of the Canadian dollar against the Euro. Only good things for the future!

Bernard Thibault, CEO of PERIPAP

UBIF

RANC

E

Villard / Peripap

Jérôme Ficamos, Export Manager of VILLARD

New York Office +1 (212) 400-2160

1700 Broadway, 30th FloorNew York, NY 10019-5818

Chicago Office +1 (312) 327-5250

205 North Michigan AvenueSuite 3730 - Chicago, IL 60601

San Francisco Office +1 (415) 4781-0986

88 Kearny Street Suite 700San Francisco, CA 94108

Atlanta Office +1 (404) 495-1660

3399 Peachtree road NE Atlanta, GA, 30326

Detroit Office +1 248 457 1150

525 E. Big Beaver Road, Suite 202 Troy, Michigan 48083

Houston Office +1.713-985-3278 & +1.713-985-3276777 Post Oak Boulevard, Suite 600

Houston, Texas 77056

Toronto Office +1 416 977 1257

154 University Avenue, Suite 400 Toronto, ON M5H 3Y9

Montréal Office +1 514 670 4000

1501 McGill College Bureau 1120

Montréal, QC H3A 3M8

Vancouver Office +1 604 639 0920

1130 West Pender suite1102 Vancouver, BC V6E 4A4

CONTACTS

www.ubifrance.com/us [email protected]

This document is available online at www.ubifrance.com/usPrinted in the U.S.A

Photo credits and copyright: Fotolia, BSM international communication, Hadady, Scoma, Chateau Favray and UBIFRANCE

Editor-in-chief: Arnaud LeretourWriting and design: Clemence Vizier, Geoffroy Thaumin and Michael Salas

www.ubifrance.com/us [email protected]

ubifrance north america annual report 2012

Documents

et demain

et lanne

et spcialement pme et

nordubifrance north

north american counterparts

north american market

ubifrance team

dsormais ubifrance amrique