A Sta te on F ire : How Corpora te Site Se le c tion in T e xa s is L ike the Hung e r Ga me s Gre a te r Da lla s Pla nning Counc il April 30, 2015 Ron Sta rne r E VP Conwa y, Inc .
Capabilitie s Co nwa y PR & Ma rke ting (fo rme rly Ne w Yo rk-b a se d T he PONT Gr oup ) spe c ia lize s in c o mmunic a tio ns a nd ma rke ting fo r e c o no mic de ve lo pme nt a g e nc ie s. Co nwa y Adviso ry (fo rme rly Be rlin-b ase d T ain Global ), is a le a ding c o nsulting firm fo c use d e r r e xc lusive ly o n fo re ig n dire c t inve stme nt. T he divisio n a ssists inve stme nt pro mo tio n a g e nc ie s to ide ntify a nd a ttra c t inve sto rs a nd stre ng the n the ir c a pa b ilitie s fo r inve stme nt a ttra c tio n a nd re te ntio n. We a lso he lp c o mpa nie s de c ide whe re to lo c a te ne w o pe ra tio ns a ro und the wo rld a nd imple me nt g re e nfie ld inve stme nt. Co nwa y E ve nts (fo rme rly L o ndo n-ba se d Re d Hot L oc ations ) is the le a ding pro vide r o f ne two rking e ve nts to e xe c utive s fro m a ll fie lds o f c o rpo rate a nd c ro ss-b o rde r inve stme nt. Our e ve nts inc lude the Glo b al F o re ig n Dire c t Inve stme nt Asso c ia tio n Summit, whic h will b e he ld Oc to b e r 26-28, 2015, in L o ndo n, Unite d K ing do m. Pro vide wo rld c la ss F DI tra ining Co nwa y T ra ining ha s a n e sta b lishe d re puta tio n a s the le a ding pro vide r o f tra ining in the c ro ss-b o rde r inve stme nt fie ld a nd a re b a se d o n g lo b a l b e st pra c tic e s. Our tra ining is fully c usto miza ble a nd is de live re d b y o ur in-ho use e xpe rts fro m a c ro ss o ur va rio us divisio ns Site Se le c tio n is re c o g nize d a s the le a ding pub lic a tio n in c o rpo ra te re a l e sta te , fa c ility pla nning , lo c a tio n a na lysis a nd fo re ig n dire c t inve stme nt. T he Industria l Asse t Ma na g e me nt Co unc il is the le a ding a sso c ia tio n o f industria l a sse t ma nag e me nt a nd c o rpo rate re a l e sta te e xe c utive s, the ir supplie rs a nd se rvic e pro vide rs, a nd e c o no mic de ve lo pe rs. T he Glo bal F o re ig n Dire c t Inve stme nt Asso c ia tio n (GF DI Asso c ia tio n) is the first-e ve r g lo b a l a sso c ia tio n de vo te d e ntire ly to pro mo ting c ro ss-b o rde r inve stme nt a nd c o rpo ra te e xpa nsio n.
How i ow is s the he pra practice of of si site se sele lection li like the he Hunger Ga Game mes? s?
Five Similarities • Many are chosen to participate, but in the end all but one participant is eliminated. • Both are at times cut-throat, perilous and highly competitive activities. • The incentive to win is the future health and well-being of your people. • In order to win, it takes relentless practice, because only the best survive. • Participants learn to question the information coming out of enemy camps.
Site s select ctio ion: n: A A proce cess o of elimina inatio ion.
How Sites Are Eliminated • It is easier to eliminate a site than to choose one. • A faulty business climate is the first eliminator. • Excessive costs are the second eliminator. • Lack of support is the third eliminator. • The goal: make the short list.
T op 10 Site Cr ite r ia 1. T r anspor tation infr astr uc tur e 2. E ase of pe r mitting and r e gulator y pr oc e dur e s 3. E xisting wor kfor c e skills 4. L and/ building pr ic e s and supply 5. Utility infr astr uc tur e 6. State and loc al tax sc he me 7. F le xibility of inc e ntive pr ogr ams 8. Availability of inc e ntive s 9. Ac c e ss to highe r e duc ation r e sour c e s 10. L e gal c limate (tor t r e for m) So ur c e : Site Se le c tio n sur ve y o f c o r po r ate r e al e state e xe c utive s, Oc to be r 2014
Site s select ctio ion: n: A hi highly hly competit itiv ive a activ ivit ity.
How the Pr oc e ss Wor ks Site se le c tor s ar e looking for r e asons to e liminate site s fr om c onside r ation – the fir st c ut. It is har de r to make the shor t list than it is to win the ac tual pr oje c t. Most site s ar e e liminate d due to lac k of suffic ie nt infor mation (inc omple te pr oposal, missing data). 95 pe r c e nt of all site r e se ar c h is c onduc te d online . If a site se le c tor c alls you, you have made the shor t list.
How the Pr oc e ss Wor ks It is impor tant to show we ll; don’t bungle the site visit. Cr itic al to have all ke y stake holde r s on the same page . Make sur e your data is up to date . Site se le c tor s will know and will disqualify your site if you use old data. Wor k c ollabor ative ly as a r e gion, not inde pe nde ntly as se par ate c itie s and c ountie s. Know whe n to pass on a le ad to anothe r c ommunity.
T op State s: 2014 1. T e xa s 689 fa c ility proje c ts 2. Ohio 582 3. Illinois 394 4. North Ca rolina 313 5. Ge org ia 311 6. Ke ntuc ky 258 7. Mic hig a n 230 8. Pe nnsylva nia 227 9. L ouisia na 200 10. T e nne sse e 195 So ur c e : Co nway Ne w Plant Database ; Pr o je c t c r ite r ia: must be $1 millio n o r gr e ate r o r c r e ate 50 ne w jo bs o r c r e ate 20,000SF o r mo r e o f ne w spac e ; must be c o r po r ate spac e .
T op Me tr os: 2014 1. Chic ago, IL 385 fac ility pr oje c ts 2. Houston, T X 265 3. Cinc innati, OH 196 4. Atlanta, GA 186 5. Dallas- F or t Wor th, T X 153 6. Ne w Yor k, NY 120 7. Columbus, OH 117 8. De tr oit, MI 112 9. L ouisville , KY 86 10. Kansas City, MO 85 So ur c e : Co nway Ne w Plant Database
T op Me tr os: 2015 Ove ra ll E c onomic Stre ng th Ra nking s: 2015 1. Wa shing ton- Arling ton- Ale xa ndria , VA- DC- MD- WVA 2. Se a ttle - T a c oma - Be lle vue , WA 3. Austin- Round Roc k, T X 4. De s Moine s- We st De s Moine s, IA 5. Oma ha - Counc il Bluffs, NE - IA 6. Sa n Antonio- Ne w Bra unfe ls, T X 7. Na shville - Da vidson- Murfre e sboro- F ra nklin, T N 8. Sioux F a lls, SD 9. Sa lt L a ke City, UT 10. Houston- T he Woodla nds- Sug a r L a nd, T X 13. Da lla s- F ort Worth- Arling ton, T X So ur c e : POL ICOM.c o m
Be st Citie s to Star t a Busine ss 1. Shr e ve por t, L A 2. T ulsa, OK 3. Spr ingfie ld, MO 4. Chattanooga, T N 5. Jac kson, MS 6. Sioux F alls, SD 7. Me mphis, T N 8. Augusta, GA 9. Gr e e nsbor o, NC 10. Columbus, GA So ur c e : Walle tHub, 2015
Be st Citie s to Star t a Busine ss 12. Amar illo, T X 18. L ar e do, T X 22. Br ownsville , T X 23. L ubboc k, T X 24. E l Paso, T X 33. Cor pus Chr istie , T X 41. Houston, T X 49. Dallas, T X 59. San Antonio, T X 60. Ar lington, T X 63. F or t Wor th, T X So ur c e : Walle tHub, 2015
Wor st Citie s to Star t a Busine ss 1. Ne war k, NJ 2. Je r se y City, NJ 3. Gar de n Gr ove , CA 4. Yonke r s, NY 5. F r e mont, CA 6. Ontar io, CA 7. Oakland, CA 8. Santa Ana, CA 9. San Jose , CA 10. Anahe im, CA So ur c e : Walle tHub, 2015
Be st Busine ss Climate s 1. T e xas 2. Ge or gia 3. South Car olina 4. Nor th Car olina 5. Vir ginia 6. L ouisiana 7. T e nne sse e 8. F lor ida 9. Ohio 10. Alabama So ur c e : Site Se le c tio n sur ve y o f c o r po r ate r e al e state e xe c utive s, Oc to be r 2014
Wi Winning he helps lps y you our pe r peopl ople.
What Helps Your People Most: Primary Industries The annual economic impact of a manufacturer which employs 1,000 workers and pays an average annual wage of $45,000: -- Creates another 1,700 jobs. -- Generates more than $86 million in community payrolls. -- Raises income to support 2,100 households. -- Generates $8.5 million in local government taxes. -- Creates more than $130 million in taxable retail sales. -- Causes more than $550 million in economic transactions within the community. -- Creates 180 retail jobs, 180 health care jobs, 250 wholesale & transportation jobs, 150 finance & professional jobs, 170 restaurant & hotel jobs, 400 other factory jobs, and 300 jobs in construction & other sectors.
The he race f for N No. 1: 1: Only ly the he be best st su survi rvive
How to Influe nc e the Pr oc e ss Be proa c tive ly e ng a g e d with your sta te E DO. Work c olla bora tive ly with your re g iona l pa rtne rs. Build re la tionships with influe ntia l site se le c tors. F ind out whe re c orpora te re a l e sta te e xe c utive s a nd site se le c tion c onsulta nts a re me e ting , a nd g o the re . Build a c ompre he nsive da ta ba se of your a re a ’s a va ila ble building s a nd site s. De ve lop a stra te g ic ma rke ting pla n a nd inve st in it.
Mar ke ting 101 A lot of what passes for marketing today are communities fooling themselves. – Ed Burghard , former chief product marketer, Procter & Gamble; former marketing director, JobsOhio Follow the Five Rules: 1) Have a compelling story to tell; and be authentic. 2) Craft your story in a way that interests the audience. 3) Research and identify your target audience. 4) Commit the resources necessary to move the needle positively in your direction. 5) Measure your results (ROI).
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