As part of Team NEO’s ongoing international business attraction efforts, an International Session was held on March 16, 2011. The presentation provides an update on activities from Cleveland Plus Business Europe.

1. International Business Attraction
Update
March 16, 2011

2. Agenda
• Welcome
• About Team NEO
• International Business Attraction Update
• Cleveland Plus Europe Results & Plans
• What’s new in 2011
• Q&A

3. About Team NEO
Regional Business Attraction Agent

5. Our Brand
A collaboration of the business community, local
chambers of commerce, government, non-
profits, and colleges and universities committed
to advancing the economy of Northeast Ohio

6. Team NEO: Regional Business Attraction
The Sales Force for Northeast Ohio
Mission
Team NEO advances Northeast Ohio's economy by attracting
businesses worldwide to the 16-county Cleveland Plus region
Team NEO’s Strategic Focus
Generate Execute Promote Regional
Leads Leads Teamwork

7. Partners/Funders: The Greater Team
7

8. International Business Attraction
Team NEO Strategic Choice
• International business attraction; a key strategic choice within
our 2009-2012 Team NEO Strategic Plan
• Proactive international business attraction effort funded by
grant provided by The Cleveland Foundation
• Crafted a 3-year International Business Plan
• Engaged Consulting Firm in Europe: “Cleveland Plus
Europe” in February 2010
• Retained International Business Attraction Director,
Bernardine van Kessel in May 2010
8

9. Another Recent Win For The Region
Roechling
– Plastic injection molding plant for auto industry
– 123 jobs, $5.2 M payroll, $28.5 M capital investment
– Parent company – Mannheim, Germany
– Have existing facilities in US
– Company has operations (another division) in NEO
(Cleveland area)

10. Team NEO: Helping to Build the Business Case
Services Provided by Team NEO to Roechling:
– Regional site search
– Tax comparison denoting operating and balance sheet impacts
between the State of Ohio and Michigan
– Quantitative research depicting the existing workforce (depth,
location, commute patterns, training, compensation)
– Quantitative research depicting the current trends for organized
labor in the region
– Quantitative and qualitative (direct dialogue with local industry
leaders) story for the polymer and plastics industry
– Coordinated assembly of state incentives
– Assisted assembly of local incentives for Akron, Stow, Hudson

11. Many Contributors Help Make Success
• City of Akron (Congrats!)
• Cities of Stow and Hudson (making it a tough choice for
Roechling)
• Greater Akron Chamber
• Summit County
• State of Ohio
• University of Akron
• PolymerOhio
• NEOTEC
• Team NEO
11

12. International Business Attraction
Update
2010 Results
2011 Plan

13. Team NEO International Strategy
• Support and leverage existing international economic
development efforts in the region
• Leverage State of Ohio‟s 11 Trade & Investment Offices
worldwide
• Proactively promote Northeast Ohio in select international
markets while continuing to nurture opportunities that
come to us through traditional lead generators

14. Team NEO International Strategy
Target Industries:
• Consistent with domestic strategy:
– Medical Devices
– Advanced Energy
– Aerospace
– Polymers
– Adding “mechatronics” (instruments & controls, metalworking or:
“advanced manufacturing”) in 2011
Target Geography:
• Europe: source of more than 60% of current FDI
• China: emerging, large market that cannot be ignored
• Canada: largest US trading partner and close proximity to Ohio

15. International Efforts in China
• Participated in the State of Ohio Business Development Mission to
China (June 2010)
– Met with 8 companies (advanced energy, automotive)
– Generated 2 site visits
– One lead has located in NEO --- Boneng (Twinsburg)
• Participated in high-level, government-led China Delegation to
Cincinnati (May 2010)
- Resulted in one lead
• Hosted Tianjin Province advanced energy mission to NEO (Aug.
„10)

16. International Business Attraction
Results 2010
• FDI interest in Northeast Ohio is growing:
14 International leads in 2008
27 International leads in 2010 (+92%)
• Half of all 2010 Team NEO wins were foreign-owned
companies:
• Ambaflex (Netherlands) • Ni Medical (Israel)
• Genae (Denmark) • Boneng (China)
• Green Processing (Canada) • Ardent (Taiwan)

17. Ambaflex: A Case Study
• A Dutch manufacturer of conveyor
belts for food & beverage industry
• Lead came to Team NEO from the
Ohio Brussels‟ Office – April 2010
• Company also contacted NOCC
• Met with company during NEO site
visit to determine needs
• Shared site information requests
with Team NEO partners

18. Ambaflex: A Case Study (continued)
• Visited Ambaflex Netherlands‟
headquarters – August 2010
• Specific requirement: Ambaflex
needed to co-locate with a wet-
coating company
• Stark Development Board
responded to region-wide inquiry
with suitable partner opportunity
• Ambaflex made partner selection
in fall of 2010

19. Ambaflex: A Case Study (continued)
• Currently employs 6 people and
is expanding
• Current investment: $600,000
• Projected employment in 3
years: 15-17 people
• Planning construction of 20,000
SF facility in Canton in 2012
• Sources most of its components
locally in NEO!

20. Ambaflex:
Welcome to Northeast Ohio!

21. Investment Promotion Program
for
Northeast Ohio in Europe
Approach of CLE+ Europe
March 2011

22. Overall Objectives
 Creation of well-paid jobs
 Attraction of new technologies
 Filling gaps in Northeast Ohio`s local added value chain
 Strengthening the industrial and service infrastructure in the
region
 Diversification of existing industries
 Leveraging technology and marketing synergies between
foreign and local companies
 Potential for local universities and research institutes to
cooperate with foreign companies and research institutes
 Qualitative growth for Northeast Ohio

23. Objectives
This we achieve through:
 Identification and follow-up of corporate investment leads and projects.
 Identification and follow-up of cooperation projects for companies.
 Identification and follow-up of R&D cooperation from companies,
universities, and research institutes.
 Networking with public and private officials.
 Preparation of delegation trips from Europe to Northeast Ohio as well as
from Northeast Ohio to Europe.
 Increase the image and awareness of Northeast Ohio as an attractive
investment target.

24. Strategy and Approach of CLE+ Europe
 A long term CRM is the key success factor for investment
promotion
On average a mid-sized company invests every 5 years in new
subsidiaries.
Typical process of an investment decision (Example)

25. Strategy and Approach of CLE+ Europe
 Careful identification of the companies to be approached.
 Development of company individual business scenarios that
present a successful implementation in Northeast Ohio.
 Repeated and systematic contact approach to the right
companies
and right people.
 Follow-up of potential projects - very professional and
intensive is critical.
 Direct marketing is key – integrated into a comprehensive
marketing program: trade shows, events, networking, etc.

26. Investment Promotion Program for Northeast Ohio in Europe
1. The Marketing Mix
Direct Marketing
Cooperation Trade Fair
Matchmaking Visits
Identification
Northeast
Intermediaries
of Investors Ohio/Ohio
Business
Networking Delegation Visits
to Europe
Arranging
Meetings for European
Northeast Delegation Visits
Ohio/Ohio to Northeast
Officials in Ohio/Ohio
Europe

27. Investment Promotion Program for Northeast Ohio in Europe
2. Direct Marketing
Identification of potential Investors through a systematic direct marketing
approach
• Development of Company Lists
1
• Individual Mailing
2
• Telephone Follow-up
3
• Sending Additional Information
4
• In-house Presentations
5
• Information fromTeam NEO
6
• Proposal / Negotiations
7
SUCCESS

28. Investment Promotion Program for Northeast Ohio in Europe
5. Trade Fair Visits
Well-prepared visits at trade shows generate contacts to potential investors
There are many trade shows in Europe related to the target
industries of Northeast Ohio. CLE+ Europe visited the following
trade fairs in 2010 and will visit in 2011:
 Hannover Fair 2010  BAU 2011
 PowTech 2010  Ferroforma 2011
 Waste to Energy 2010  Hannover Fair 2011
 Intersolar 2010  Solarexpo – Greenbuilding 2011
 ILA 2010  Interpack 2011
 Husum WindEnergy 2010  EuroPCR 2011
 K-Fair 2010  Laser World of Photonics 2011
 Medica 2010  Intersolar Europe 2011
 SPS/IPS/Drives 2010  Salon de L‟Aéronautique et de l‟Espace
2011
 …
CLE+ Europe identified most identified investment projects through
contacts at trade shows.

29. Investment Promotion Program for Northeast Ohio in Europe
6. Intermediaries Networking
Intermediaries are a high-value source of contacts to FDI projects.
FINANCE / M&A SECTOR COMMUNITIES
Investment Banks Industry Associations
Other Banks Sector Experts / Consultants
International Lawyers Sector Journalists
Venture Capital companies Sector Magazines
Auditors / Tax Advisory Companies Sector Event Organizers
OTHER BUSINESS CONSULTANTS
COMMUNITIES
Chambers of Commerce Location Consultants
Export Promotion Organisations Management Consultants
Business Clubs Human Resources Consultants
Online Communities Real Estate Consultants
Other IPAs
CLE+ Europe has access to PM&P’s comprehensive network and data bank of
intermediaries in Europe

30. Investment Promotion Program for Northeast Ohio in Europe
3. Cooperation Matchmaking
Type of cooperation projects
 Distribution agreements
Companies from your region  Production agreements
targeting partnerships with
firms  R&D agreements
in foreign markets  Cross licensing
outgoing
 Financial investments
General Aspects of the Incoming as well as Outgoing
incoming cooperation services:
 Pro-active promotion of these services abroad is
Foreign companies targeting essential
partnerships with firms from
your region  Concentrate on selected clusters
 Individual search for each project
 Go-between services necessary – e.g. exchange of
information, arranging meetings, first visit support,
etc.
 Support tools: e.g. data bank, questionnaires,
standard letters, etc.

31. Investment Promotion Program
for
Northeast Ohio in Europe
Activities and Results of CLE+ Europe in 2010/2011
March 2011

32. Overall Results of our Activities
Results
March 2010 – January 2011
Number of generated investment projects 1
(Leads) 0
2
Number of cooperation projects identified
1
(Matchmaking Projects)
114
Number of companies in our active company portfolio
Number of companies contacted 11
K

33. Our Approach
CLE+ Europe approached those Industry and Service Sectors …
 …which expect high growth rates
 …which show already high investment levels in the US
 …which benefit from the Northeast Ohio location
 …which fit into the added value chain in Northeast Ohio
 …which are strong in the target country of our investment
promotion

34. Our Approach
Target groups
In 2010, CLE+ Europe mainly focused
on the following sectors:
Alternative energy, with focus on Rubber
Medical Aerospace
photovoltaic, bio- and wind and Plastics
energy

35. Our Approach
Trade Fair Visits
Personal meetings at the following trade fairs:
Trade Fair Month
Hannover Fair 2010
April 23, 2010
Hannover Fair - the world‟s most important technology event
PowTech 2010
International trade show for mechanical processing technologies April 29, 2010
and instrumentation
Waste to Energy 2010
May 4, 2010
International trade show for bioenergy
Intersolar 2010
June 09-11, 2010
International trade show for photovoltaic
ILA 2010
June 10-11, 2010
International trade show for aerospace
Husum WindEnergy 2010
September 22-24, 2010
International trade show for wind energy
K-Fair 2010
October 27-29, 2010
International trade show for rubber and plastics
Medica 2010
November 17-19, 2010
International trade show for medical
SPS/IPS/Drives
November 23, 2010
International trade show for automation
BAU 2011
January 17, 19-20, 2011
International trade show for architecture, material and systems

36. Our Approach
Intermediary Networking
Federal Business Development Organizations
 bw-i Baden-Wurttemberg International
 wvib – Business Association of companies
Baden
Cluster and Network Organizations
 Cyberforum (largest IT-Network in Germany)
Industry Associations
 LVI – National Industry Association of the State
of Baden-Wurttemberg

37. Our Approach
Delegations/Visits
Example of the outcomes of
delegations and visits in 2010
August 2010 | Lucerne,
Switzerland
Cleveland Orchestra Event:
 7 Companies
 3 Multipliers
 5 Leads
 2 Site visits completed
 2 Site visits scheduled

38. Our Approach
Summary Results of Company Matchmaking
Companies identified
Team NEO Counties
 21 completed
Questionnaires
 248 total potential
partner companies
identified
 Companies located in
14 Counties

39. Our Approach
Number of companies in our active company portfolio
 In 2010, CLE+ Europe
created a portfolio of 114
companies which could
have the potential for
investments in Northeast
Ohio in the future.
 CLE+ Europe will maintain Active
contacts to this group of company
companies by tracking the portfolio
development of their
individual businesses.

40. OurIn 2011
Approach
 Continued contact with high quality, new investment prospects
throughout Europe.
 Follow up with existing leads and prospects.
 Intensive networking with multipliers on a European level, Trade
Associations, Government Agencies and Economic Development
Agencies.
 Continuous approach of existing target sectors throughout Europe, but
also additional sectors such as Mechanical Engineering.
 Attending 10 trade shows throughout Europe.
 Reception at Medica 2011 in Dusseldorf, Germany in cooperation with
State of Baden-Wurttemberg.
 Marketing and Networking event with the Cleveland Orchestra in Baden-
Baden, Germany.

41. What’s new in 2011

42. What’s New in 2011
• Complete international updates to our Team NEO website
• Expand our European strategy to more countries
• Utilize Cleveland Plus Europe for US Domestic trade fairs
– MD&M- East -- NYC
– BIO 2011 -- Wash. DC
• Develop relationships with International Trade Development entities in
the US -- Multipliers
– GACC in Chicago – NFIA Chicago
– Flemish Trade & Invest. – Etc.

43. What’s New in 2011
• Attend the following International Trade Fairs:
– MD&M East – NYC – InterSolar, Germany
– Bio 2011 – Wash. DC – Off-Shore wind Fair, the Netherlands
– Medica 2011- Germany
• Cleveland Orchestra Event in Baden-Baden, Germany
• Canada Outreach:
– Invest in America Mission to Canada (Feb. 2011)
– Participate in OH Sales Partnership Mission to Canada (April 2011)
• Host in-bound trade mission from Antwerp, Belgium
• Host more international site visits

44. How you can help us…..

45. Marketing Support: Tools Available
One Regional Brand
• Video
• Wallet Cards
• Northeast Ohio Marketing brochure
• Industry-specific 2-pagers:
– Medical Devices
– Polymers
– Advanced Energy
– Automotive
45

46. Questions?