Striving for excellence: Your guide to business opportunities for the 2010 Winter Games - Chris Wong Freestyle skiing (Moguls) Prince george, BC
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Striving for excellence:
Your guide to business opportunities
for the 2010 Winter Games
Chris Wong
Freestyle Skiing (Moguls)
Prince George, BC
The Vancouver 2010 Olympic and Paralympic Winter Games are pushing British Columbia’s culture, tourism and economic
opportunities to the centre of the world stage. In fact, the 2010 Winter Games are the perfect occasion for businesses to
develop new relationships that will enhance their reputation and enable them to gain new experience and capacity.
The 2010 Business Guide, produced in cooperation with RBC, is one of many initiatives the Province of British Columbia is
undertaking through the BC Olympic and Paralympic Winter Games Secretariat (BC Secretariat). The BC Secretariat continues
to develop a wide variety of business tools through the 2010 Commerce Centre, such as the 2010 Business Network and
the 2010 Business Opportunities Workshops. These programs help connect our businesses and communities with the
numerous opportunities created by the 2010 Winter Games.
The Province of British Columbia is committed to ensuring that every business is made aware of the many avenues of growth
available and how they may be accessed.
“The 2010 Business Guide is an excellent tool to help your company take advantage of the opportunities the 2010 Winter
Games bring to us. Creating lasting partnerships will help increase the strength of your business and open new doors in
the business world for years to come. These are your 2010 Winter Games, make them your business.” Colin Hansen,
Minister of Economic Development and Minister responsible for the Asia Pacific Initiative and the Olympics
Since 1947, RBC has been supporting the Canadian Olympic Movement and amateur athletes, and is the longest-standing
corporate supporter of the Canadian Olympic Team.
RBC is proud to continue this 60-year tradition of support as a Premier National Partner of the Vancouver Organizing
Committee for the 2010 Olympic and Paralympic Winter Games (VANOC). In addition to helping fund the staging of the
Games in 2010, RBC’s sponsorship will go toward funding the Canadian Olympic and Paralympic Teams competing in
Beijing in 2008, Vancouver in 2010 and London in 2012.
We can help businesses understand and explore potential opportunities for the 2010 Winter Games. This guide, produced
in cooperation with the BC Olympic and Paralympic Winter Games Secretariat, gives small and medium-sized businesses
the tools required to get started and fully leverage the 2010 Winter Games into long-term success.
Like the athletes competing in the Olympic and Paralympic Games themselves, seizing the chance in front of you is the first
step in achieving your goals as businesses and leaders. We hope you find this guide valuable and look forward to helping
you capitalize on the tremendous opportunities the 2010 Winter Games will bring.
Cover photo: © COC/André Forget
Table of Contents
Introduction Working with Vancouver Opportunity #9: How to sell to
Take action now on an 2010 licensees......................................... 16 2010 Winter Games visitors.................32
unprecedented opportunity What we know about 2010
for growth and prosperity........................ 2 Opportunity #3: How to be Winter Games visitors............................ 32
a subcontractor........................................18
Timelines. ..................................................... 3 How much did they spend?.................. 32
Subcontracting explained. ................... 18
What works................................................ 33
Benefits of subcontracting................... 18
Section 1 — The benefits What does not work................................ 33
How to access subcontracting
The 2010 Winter Games Prepare to host the world. .................... 33
opportunities............................................ 18
mean business............................................ 4 Maintain current customer
The positive economic impact Opportunity #4: How to connections. ............................................. 34
of the 2010 Winter Games. ..................... 4 create successful strategic Consider Vancouver 2010
Who is spending the money?................. 5 relationships.............................................20 products for your store.......................... 34
What is in it for Canada?. ......................... 6 Prepare to partner................................... 20
Opportunity #10: Bringing culture
More reasons to get involved................. 6 What is the 2010 Business
and creativity to the world. ..................35
Network?.................................................... 20
The whole world’s watching.................... 6 Cultural Olympiad 2008........................ 35
What could it mean
for your business?................................... 21 Cultural Olympiad 2009........................ 35
Section 2 — The opportunities Ground rules for partnerships............. 21 Olympic Arts Festival and
2010 Commerce Centre: Your Paralympic Arts Festival........................ 35
business connection................................. 8 Opportunity #5: How to be a Olympic and Paralympic Opening
Be informed. ................................................ 8 supplier to the 2010 Olympic and Closing Ceremonies....................... 35
and Paralympic Winter Olympic and Paralympic
Get educated............................................... 8
Games Family. ..........................................23 Victory Ceremonies................................. 36
Stay connected. .......................................... 9
2010 Commerce Centre facilities.......... 9 Opportunity #6: Opportunities
for Aboriginal businesses.....................26 Section 3 — Growing beyond 2010:
Opportunity #1: How to bid on Potential for Aboriginal The path to success
a Vancouver 2010 Organizing businesses................................................ 27 Critical considerations........................... 38
Committee contract...............................10 Foundation for success:
Selling Aboriginal products:
What does VANOC want?. ..................... 10 The power of branding........................... 27 A business plan. ...................................... 38
Doing business with VANOC................ 11
How the VANOC procurement Opportunity #7: How to be a supplier
to other major events.............................30 Section 4 — Time for action
process begins......................................... 12
A closing ceremony................................. 40
Understanding Requests Opportunity #8: Canada loves We want to help your business
for Proposals............................................. 12 competition...............................................31 thrive — before, during and after
Writing winning proposals.................... 13 Ignite the passion, ignite the spirit: the 2010 Winter Games........................ 40
Some further considerations............... 14 Welcome the Torch Relay...................... 31 The top ten things you
can do now................................................ 41
Opportunity #2: How to become,
or work with, a licensee.........................15
The Olympic and
Paralympic brands.................................. 15
A licence to sell........................................ 16
1
Introduction
© CP/COC/Mike Ridewood
Take action now
on an unprecedented opportunity
for growth and prosperity
With the Opening Ceremonies fast approaching, there is still a great deal to accomplish
to stage an extraordinary Vancouver 2010 Olympic and Paralympic Winter Games.
That means outstanding opportunities The point is to think and act now. “When we became aware that BC
for Canadian businesses to expand, These are not just opportunities for would have a major presence in Torino,
diversify and reach new markets across big businesses. Companies of all we wanted to be part of the team,” said
the country and around the world. sizes are getting involved and taking Lykkemark, president and founder of
action as we head toward 2010. Culinary Capers, a Vancouver catering
While most venues will be built by the company. “With 2010 on the horizon,
end of 2008, the scope of preparation This guide can help you get started. we felt that Culinary Capers should
goes beyond the building phase: It explains the procurement system be in Torino to gain experience at a
Facilities need to be equipped and and outlines how to seek out contracts, world-class event and to showcase
furnished, entertainment must be subcontracting opportunities and the talent in our company.”
planned, food must be stocked and licensing agreements. It reviews the
thousands of categories of supplies business experiences of previous Lykkemark responded to a Request
must be purchased — everything from Games to provide the tactics and tips for Proposals to provide catering
accreditation badges to event signage. that can help you succeed. You will services at BC-Canada Place during
also learn about companies that have the 2006 Winter Games in Torino. The
Your business can be a part of the already started the journey to 2010. experience gave her first-hand knowledge
Games. You can bid directly on contracts of the planning and preparation required
to supply goods and services to VANOC This is your invitation to an during Olympic and Paralympic Games
or its pre-Games projects. Alternatively, unprecedented opportunity for growth events. It also put her in touch with
you can seek out subcontracts with and prosperity. Read on and prepare sponsors and contacts who may be
the winning bidders. Perhaps you for an experience that could benefit looking for catering services during
will focus on the needs of sponsors, your business for years to come. the 2010 Winter Games.
officials, delegates or the media. You
might even choose to bid on contracts “There is no substitute for being there,
or subcontracts to manufacture items
Learn from experience because it’s the best way to meet
Lesson #1: Get involved as early
with the invaluable marks of the sponsors and have a chance to show
as you can
Vancouver 2010 Olympic and them what you can do for them in the
Paralympic Winter Games. Preparing for special events is an future,” Lykkemark said.
everyday occurrence for Culinary
You can also participate in any of the
Capers. But how do you prepare for
dozens of local events and celebrations,
a once-in-a-lifetime event like the
community improvement initiatives,
2010 Winter Games? If you are Debra
infrastructure development and
Lykkemark, you get your company
pre-Games training opportunities
involved in Olympic and Paralympic
in your area.
Games-related projects long before
the Games come to town.
2
Introduction
Timelines
2005–06 Venue construction begins on all 2010 competition and non-competition venues
2007 2010 Winter Games mascots selected
Winter 2007–08 Games venues available for athlete training
2008 Vancouver 2010 Cultural Olympiad begins
2008 VANOC begins volunteer recruitment
2008 Media accreditation for the 2010 Winter Games
May–September 2008 BC-Canada Pavilion open in Beijing
August 8–24, 2008 Beijing 2008 Olympic Summer Games
September 6–17, 2008 Beijing 2008 Paralympic Summer Games
Fall 2008 Vancouver 2010 Winter Games ticket sales
Winter 2008–09 Sport events for the 2010 Winter Games
Fall 2009 Torch Relay — 100-day journey of the Olympic Flame to Vancouver
January 15, 2010 Olympic Games Arts Festival begins
January 26, 2010 Main press centre opens
February 4, 2010 Olympic Villages open
February 12, 2010 Opening Ceremony for the 2010 Olympic Winter Games
February 12–28, 2010 Vancouver 2010 Olympic Winter Games
February 28, 2010 Closing Ceremony for the 2010 Olympic Winter Games
March 2010 Paralympic Torch Relay
March 3, 2010 Olympic Villages close
March 5, 2010 Paralympic Villages open
March 12, 2010 Opening Ceremony for the Vancouver 2010 Paralympic Winter Games
March 12–21, 2010 Vancouver 2010 Paralympic Winter Games
March 21, 2010 Closing Ceremony for the Vancouver 2010 Paralympic Winter Games
March 24, 2010 Paralympic Villages close
Timelines for the Vancouver 2010 Olympic and Paralympic Winter Games will be regularly updated on
www.vancouver2010.com.
3
Section 1: The benefits
The 2010 Winter Games mean business
The Vancouver 2010 Olympic and Paralympic Winter Games present opportunities for all
Canadian companies before, during and after the Games. The scale of the 2010 Winter Games
may lead you to think that only big corporations or companies already based in Vancouver have
a realistic chance of seizing business opportunities. Nothing could be further from the truth.
The scale alone should tell you that more opportunities for companies that of Games-related contracts. These
there is room for businesses of all sizes pursue Games-related opportunities as business opportunities were a direct
and in every conceivable sector. VANOC subcontractors to the prime contract result of market proximity and the
will directly spend $1.7 billion on winners. effective work of government agencies
goods and services preparing for the that helped local businesses
2010 Winter Games. Another Moreover, this is not solely a Vancouver understand their requirements.
$2 billion will be spent indirectly in the event. In many bidding and promotional
run up to the Games by suppliers, spon- situations, physical proximity is not Canada has emulated and improved
sors, licensees, sporting delegations, necessary. Your profile in your local upon these models. Register now
athletic teams and visiting tourists. community can be a strength in a with the 2010 Commerce Centre
The 2010 Winter Games have also competitive bidding situation, and (www.2010CommerceCentre.com) to
accelerated funding from federal, there is considerable demand among discover the opportunities surrounding
provincial and municipal governments consumers for products and services the 2010 Winter Games and how your
for more than $4 billion in other that display Canadian knowledge, company can take advantage of them.
infrastructure upgrades. materials and skills. With creativity and
proper planning, companies from all
Not only will these groups need across the country can pursue business
The positive economic impact
products and services of every kind, opportunities arising from the 2010 of the 2010 Winter Games
but within this huge demand lie many Winter Games. Simply look back to the The RBC Economics Department
of the creative niches that smaller Sydney 2000 Summer Games, where estimates that preparations for the
businesses always seem to fill. Australian companies won more than 2010 Winter Games will add between
80 per cent of Games-related contracts. 0.9 per cent and 1.2 per cent each
Certainly, possibilities abound for At the Torino 2006 Winter Games, year to growth in British Columbia’s
companies that want to act as prime the number was even higher, with gross domestic product between 2008
contractors. But there may be even Italian companies winning 84 per cent and 2011.
4
Section 1: The benefits
Construction costs are forecast to range (COC). Visit www.vancouver2010.com > Sponsors: There are several categories
from $500 million to $700 million per for more information. of 2010 Winter Games sponsorship.
year for each year through 2010, which Visit www.vancouver2010.com for an
could well make British Columbia > Competition venues: Vancouver updated list of domestic sponsors.
the leading province for growth in (www.city.vancouver.bc.ca), Whistler
non-residential construction. Visitor (www.whistler.ca), Richmond > Broadcasters: More than 100 official
spending will also have a big impact. (www.richmond.ca) and West rights-holding broadcasters from
Over the 10-year period from 2007 to Vancouver (www.westvancouver.com) around the world are expected to
2016, visitor spending is expected to have responsibility for some venue provide coverage of the 2010 Winter
be $1 billion to $2.5 billion per year, construction and other major Games, along with hundreds of
mostly concentrated in the period infrastructure projects, all of official press organizations and
from 2007 to 2011. which involve much more than media companies. As the on-site
just construction services. Host Broadcaster, Olympic
From a business perspective, much of Broadcasting Services Vancouver
this spending and growth is directly > National Olympic and Paralympic (OBSV) is responsible for producing
related to the 2010 Winter Games. Committees: Athletes from about and transmitting unbiased live
Spending on infrastructure would 80 countries on five continents radio and television coverage of the
probably have happened regardless, participate in the Olympic Winter Vancouver 2010 Winter Games.
but over a much longer period of time; Games. The Canadian Olympic Along with VANOC, OBSV is also
the need to be ready means that the Committee provides financial responsible for providing the
spending is accelerated to meet the support and services to the Canadian facilities and services at the
schedule of the 2010 Winter Games. amateur high-performance sports International Broadcast Centre in
It all adds up to more than $4 billion community. Visit www.olympic.ca for Vancouver required by broadcasters
of investment, which creates a variety further details, or www.olympic.org during the 2010 Winter Games.
of opportunities for businesses. for international Olympic Games
information. The Canadian Paralympic More information on supplying
Committee provides similar support to National Olympic and Paralympic
Who is spending the money? Paralympians (visit www.paralympic.ca Committees, sponsors, other groups
A number of organizations besides for more information). and associations, and the media that
VANOC will be responsible for 2010
Winter Games projects and will be
soliciting and evaluating bids. Sporting
event organizers, various levels of 2010 Winter Games facts
government, sponsors and media are
also beginning to prepare for the Games Olympic Winter Games February 12–28
operations. Knowing who’s who will
Paralympic Winter Games March 12–21
help you pursue information about
upcoming Requests for Proposals (RFPs) Olympic and Paralympic Games athletes and officials 6,700
and their criteria, allowing you to shape
your bid to your best benefit. Here is a Participating countries (Olympic Games) 80+
short list:
Participating countries (Paralympic Games) 40+
> VANOC: The Vancouver Organizing
Committee for the 2010 Olympic and Event tickets available 1.6 million
Paralympic Winter Games has major
Estimated number of media 10,000
responsibility for venue construction
and staging of the 2010 Winter Games. Estimated number of Games volunteers 25,000
In addition, VANOC manages all
Source: VANOC, 2007.
marketing opportunities associated
with the Canadian Olympic Committee
5
Section 1: The benefits
make up the 2010 Winter Games Family and become a much more powerful of business development, trade
can be found on page 23 of this guide. entity through its 2010 Winter Games and investment activities not
experience. explicitly linked to the 2010 Winter
Games. Contact your local economic
What is in it for Canada? There are many ways that you could development agency or chamber
Some of the benefits to the people benefit financially from Games-related of commerce to learn about these
of Canada are: business; however, there are equally opportunities.
important indirect benefits that are
> Increased investment and
likely to extend well beyond 2010:
diversification.
> Development of business contacts.
> Higher volumes of tourism and The whole world’s watching
The 2010 Winter Games present
convention visitors, with the biggest
a tremendous opportunity to
growth expected from two years A huge worldwide television
learn about the broader business
prior to the 2010 Winter Games to audience watches the Olympic
community and gain confidence
five years after. and Paralympic Games. For the
operating in the international arena, Salt Lake City 2002 Winter Games,
> Showcasing of products and services making your company a candidate an estimated 2.1 billion viewers
to an international market of for growth and investment. You watched for an average of six
potential clients, partners and may even develop a network of hours and 15 minutes, gaining
investors. international contacts — suppliers ever greater familiarity with the
who participated in one Winter region’s fabulous scenery and
> Enhanced worldwide profile for Games often follow up by supplying hospitality. During the Torino
Canada’s Aboriginal people as a result subsequent Winter or Summer Games. 2006 Winter Games, 3.1 billion
of their unprecedented participation viewers around the world
> Media exposure. Your company’s watched the coverage.
in the 2010 Winter Games.
2010 Winter Games participation
> National and international exposure may attract local or even wider media The Salt Lake City 2002 Winter
Games gained consistent
for Canadian culture. coverage that has lasting value.
television audiences.
Journalists who attend the 2010
In addition, the people of British Viewers as a per cent of total
Winter Games will set the scene population with national access
Columbia will specifically enjoy a with articles about the host country to TV:
number of concrete benefits, or region and the preparations for
including: the 2010 Winter Games — and Canada 88%
they often use local initiatives as Sweden 89%
> A lasting legacy of sports facilities Japan 80%
background for stories about the
allowing the province to bid on other US 64%
athletes and competitions. If your
high-level international sporting
product or service is unique or shows Source: Condensed from Salt Lake 2002 Olympic
events.
a particular resourcefulness, or Winter Games Global Television Report, Sports
Marketing Surveys Ltd. © IOC 2002.
> Major transport and infrastructure your 2010 Winter Games business
improvements that will ease road demonstrates success despite
congestion. obstacles, your contribution may
well catch their attention.
More reasons to get involved > Experience. Even if you do not win
Sometimes what you take away from a contract or subcontract to supply
a business experience is worth more the 2010 Winter Games, the bidding
than the value of the sale. The 2010 process itself can provide valuable
Winter Games are certainly one of experience. Your renewed business
those opportunities. Your company focus may help you showcase your
could achieve a much higher profile unique products or services as part
6
Section 1: The benefits
The 2010 Winter Games Family
The following is a list of the
members of the 2010 Olympic
and Paralympic Games Family:
> Organizing Committee
> Partners
> Host government organizations
> Sponsors
> Official Suppliers and Licensees
> Hospitality and marketing
agencies
> Rights-holding broadcasters
> National Olympic and
Paralympic Committees
> International Olympic
Committee (IOC)
> International Paralympic
© CP/Tom Hanson
Committee (IPC)
Extensive worldwide television reach
of Torino 2006 Olympic Winter Games
Average hours and
Viewer hours
Continent minutes watched by
(millions)
individual viewer
Africa 121 1:20
Asia 2,936 1:49
Central & South America 282 1:17
Europe 5,112 7:18
North America 2,073 6:35
Oceania 84 3:33
Total 10,610 3:39
Source: Condensed from Torino 2006 Olympic Winter Games Global Television Report, Sports Marketing Surveys Ltd.
© IOC 2006.
7
Section 2: The opportunities
2010 Commerce Centre:
Your business connection
The Vancouver 2010 Olympic and Paralympic Winter Games offer many different types of
opportunities for your business, and excellent resources are available to help you find them.
The 2010 Commerce Centre is a activity related to the 2010 Winter > Visit www.2010CommerceCentre.com
key initiative of the BC Olympic and Games. Business organizations, to discover the many tools
Paralympic Winter Games Secretariat. Olympic family members and BC and products the 2010 Commerce
Through its programs, the BC Olympic communities looking to hold meetings Centre offers.
and Paralympic Winter Games and presentations or host delegations
Secretariat assists businesses in are welcome to use the Commerce > Check out the online events calendar
securing new trade and investment Centre space as their base while in to see what upcoming events might
opportunities that will last long after downtown Vancouver. be useful to your business.
2010. Since its inception, the BC
Secretariat has focused on ensuring The 2010 Commerce Centre is > Learn about recent business
continually striving toward connecting success stories and find out what
that the Games leave a long-term
businesses to the Games by keeping your company can do to become
legacy for businesses and communities
them informed and educated. the next featured business.
throughout the province.
Businesses are encouraged to take
The 2010 Commerce Centre, which advantage of all the innovative Get educated
delivers a number of services to help products and services the 2010 > Attend 2010 Commerce Centre
companies develop skills and form Commerce Centre offers by visiting information sessions to find out how
new relationships, is the best place for www.2010CommerceCentre.com. businesses can take full advantage
Games-related business information. of the benefits and financial rewards
Starting as an online tool, the 2010 Be informed of the 2010 Winter Games.
Commerce Centre has evolved into a > Subscribe to the 2010 Commerce
Centre newsletter for up-to-date
> Register for the 2010 Business
physical location in the heart of Van- Opportunities Workshop to learn
couver’s downtown business district. features about Games-related
how to bid for contracts to provide
Today, the 2010 Commerce Centre, at activities for the business
products and services for the 2010
Robson Square, is a hub of business community.
Winter Games.
8Section 2: The opportunities
> Sign up for the Think Asia-China 2008 or visit its facility at the 2010 Commerce Centre website,
Workshop to discover the economic Suite 1600 – 800 Robson Street, Panabo developed a winning proposal
possibilities in China that the Vancouver, British Columbia. to supply silk ties and men’s wool
2010 Commerce Centre brings to scarves. The company also developed
BC businesses during the Beijing a second successful proposal to
Learn from experience supply gift items and collectibles.
2008 Summer Games.
Lesson #2: Embrace the bid
> Attend the 2010 Media Workshop to When Vancouver won the bid to host
“This happens only once in a lifetime,”
gain insight on how businesses can said Ursula Mange. “In many people’s
the 2010 Winter Games, the Mange
capture and reach the audience’s eyes, we are a small company, but
family began looking for opportunities
attention leading up to the Games. small is beautiful. I think this will
for their North Vancouver souvenir
establish us even more firmly in the
company, Panabo Sales Ltd.
market.”
Stay connected
> Register your business with the 2010 “In our industry, it is almost a given
Panabo, an Official Licensee for the
Business Network to be identified as that we would think about getting
2010 Winter Games, uses First Nations
a potential 2010 supplier, identify involved in the Olympics,” said
designs created by local artists as well
key partnering opportunities and Jocelyne Mange. “At first we didn’t
as traditional Canadian images on its
increase your network of contacts. know how we could get involved,
souvenirs, which are all designed and
Your registration may lead to new but we decided if we didn’t try, then
manufactured in Canada.
business relationships or successful we’d never know.”
contract bids during the 2010 Winter Mange’s advice to other BC businesses
Mange, whose mother, Ursula, is
Games and beyond. is to look for opportunities to get
president of the 40-year-old family
involved in the 2010 Winter Games
> Sign up for the free e-mail notification business, attended a workshop
and not be afraid to make a bid.
service to be notified of all 2010- developed by the 2010 Commerce
related business opportunities as Centre to help BC businesses explore “I can already see the opportunities
soon as they become available. opportunities connected to the 2010 opening up,” Jocelyne Mange said.
Winter Games. Later, when an “It has been very exciting working
“expression of interest” for 2010- with VANOC.”
2010 Commerce Centre related merchandise was posted on
facilities
In addition to the programs and
services available through the 2010
Commerce Centre, communities and
business associations have the
opportunity to promote their regions
and industries by using the BC
Showcase and Corporate Hosting
facilities at Robson Square. These
facilities provide an ideal setting for
industries to host exciting business
© Canadian Paralympic Committee/Christian Landry
events and promote BC products
and services to international visitors
and media.
For more information about the
2010 Commerce Centre and
its programs, please visit
www.2010CommerceCentre.com
9Section 2: The opportunities
Opportunity #1:
How to bid on a Vancouver 2010
Organizing Committee contract
How to be a successful bidder for the 2010 Winter Games
Incorporated under the Canada principles of sustainability. These in addition to product or service
Corporations Act, VANOC is an criteria can be summarized as follows: performance standards. Consider
independent corporation with its own how you can address some or all
procurement principles, policies and > Product effectiveness, efficiency and of the sustainability objectives
procedures. These processes may affordability. It is imperative that described below in your proposal
differ slightly from those of other you meet the specified performance or bid. As long as your claims are
organizations; however, successfully standards laid out in the competitive credible, your capabilities in this
competing for a VANOC contract will bidding documents and deliver on regard may well be the differentiating
help you become familiar with bid time, within budget and with minimal factor that contributes to the success
requirements. This experience will risk of default. of your bid.
help prepare you to bid on other
> Sustainability. It makes great sense > Environmental sustainability. Your
procurement opportunities offered
to ensure the economic benefits product, company or production
by government agencies and other
of the 2010 Winter Games are methods contribute to the
major event organizers.
sustained after 2010. This is why advancement of resource conservation
As VANOC is also handling the VANOC’s procurement process is and habitat restoration. Or they
requirements of the Vancouver 2010 targeting complementary objectives provide a means of showcasing
Paralympic Winter Games, keep in
mind your company’s ability to supply
equipment, transportation, accessible
leisure and entertainment activities.
What does VANOC want?
VANOC is committed to obtaining the
best value when purchasing goods
and services. It also aims to provide
competitive, equitable and open
opportunities for qualified suppliers.
While best value is key, VANOC also
needs to ensure that suppliers can
meet scheduling deadlines, as well as
minimize risks related to delivery and
© Christian Manzoni
suitability of the product or service.
Further, it seeks to honour fundamental
10Section 2: The opportunities
Buy Smart at VANOC
When bidding on the 2010 Winter
Games, VANOC committed to a
procurement system that weighed
the ability of a supplier to help
VANOC meet its sustainability
objectives and advance the
understanding and practice of
sustainability by sponsors and
suppliers.
The Buy Smart Sustainability
Procurement Policy was
implemented to ensure that:
> VANOC makes economically,
environmentally and socially
conscious choices when
purchasing products and
services.
> Sustainability, ethical choices
and Aboriginal participation are
Canada’s natural environment, have their own established written taken into account within all
stimulating demand for code of conduct. During the of VANOC’s procurement and
environmentally sound products competitive bidding process, licensing processes.
and services. independent audits of licensee
or supplier factories will also be > Suppliers of licensed
> Social responsibility. Your product, given significant weight. merchandise meet credible
company or production methods standards for ethical, social
adhere to ethical sourcing with and environmental compliance.
respect to human and labour Doing business with VANOC
rights, promote athletic and sport When you register your organization In addition, Buy Smart mandates
development, assist inner-city at the 2010 Commerce Centre website independent factory monitoring
(www.2010CommerceCentre.com), you and enables VANOC to evaluate
revitalization, support youth and
can create a profile that helps VANOC factory performance. To support
disadvantaged groups in business
and other buyers learn more about you. improvement, VANOC may require
or in some other way promote
The profile includes a brief summary of businesses to take corrective
improvements in Canadian society.
your company, the products or services action to bring their manufacturing
> Aboriginal participation and it offers and contact information. This processes or facilities up to
VANOC’s sustainability standards
partnership. Your product, company profile will also enable you to receive
or face termination of their
or production methods stimulate notification of competitive bidding
contract. For more information,
Aboriginal businesses, employment opportunities.
visit www.vancouver2010.com/en/
and training.
While there are many procurement Sustainability/EconomicBenefits/
> Code of conduct. In assessing bids, opportunities related to the 2010 SustainablePurchasing.
VANOC places importance on Winter Games, VANOC is the major
licensees and suppliers that meet buyer, with a demand for $1.7 billion
VANOC’s code of conduct or that worth of goods and services.
11Section 2: The opportunities
How the VANOC procurement Understanding Requests for These sustainability goals are more
process begins Proposals fully described on the VANOC website
The best way to learn about VANOC’s The purpose of a RFP is to describe and are the subject of VANOC’s Buy
bid or proposal invitations is to register the goods or services needed and the Smart Sustainability Procurement
for free e-mail notification of opportuni- circumstances in which they will be Policy.
ties that match your business profile used, along with seeking proposals
on the 2010 Commerce Centre website For more information about RFPs,
that will satisfy those needs at a
(www.2010CommerceCentre.com). visit www.2010CommerceCentre.com
reasonable cost.
to download the 2010 Business
A company does not need to have Price is not the only consideration in Opportunities Workbook. To learn
contacted VANOC previously to submit determining a winning bid. A cross- more about how to respond to RFPs
a bid or proposal. Anyone meeting the functional evaluation team considers and register for an upcoming
qualifications and requirements for a other criteria as set out in the RFP. “Demystifying the RFP Bid Process
particular request can submit a bid as These criteria include the supplier’s Workshop” sponsored by RBC, visit www.
set out in the Request for Proposals ability to meet VANOC’s sustainability rbcroyalbank.com/olympicbusiness.
(RFP) or Request for Quotations (RFQ). goals of environmental performance,
Note that VANOC will not accept any economic sustainability, Aboriginal
unsolicited business proposals. participation and social responsibility.
VANOC bid opportunities follow one
of two paths:
1. A more complex competitive bidding
opportunity may start with a VANOC
Request for Expressions of Interest
(EOI). Those organizations that
VANOC determines are most qualified
(based on their EOIs) will receive an
Invitation to Quote (ITQ) or a Request
for Proposal.
2. Less complex bids are likely to start
with an ITQ or RFP directed to a
number of potential suppliers, or
solicited on the VANOC website.
Potential suppliers may be identified
from among those registered with
the 2010 Commerce Centre.
The bid or proposal invitation document
will include the scope and specifications
for the work, deliverables and the
bid or proposal evaluation criteria.
The document will request potential
suppliers to provide standard business
information, such as a description of
© CP/COC/André Forget
the company, its products and services,
expertise and experience, capacity and
references from previous clients.
12Section 2: The opportunities
Writing winning proposals: Ten habits of highly successful bidders
Many elements go into a successful bid, but it all starts with a well-crafted proposal. Follow these
ten tips for writing a great proposal to increase your chances for a successful bid:
1 Create a critical timeline. Be sure to note and comply with the opening and closing dates for submissions.
Then plan out the time it will take to complete your proposal. Good proposals take time, so give yourself
lots of it.
2 Answer all questions completely. When preparing your proposal, list each of the RFP requirements and state
in full how your proposal meets it. Be thorough — provide evidence of your experience, capacity and ability
to deliver on time and on budget. Every response is scored, so make sure you answer every question.
3 Write for your audience. If you know who will be on the evaluation committee, adjust the level and type of
technical and financial information you are providing to match their level of knowledge. Whenever you have
a choice between using technical and plain language, choose plain language.
4 Define your terms. If you need to include technical information, add a glossary page, even when you know
that technical people are on the evaluation team. Not everyone involved in the evaluation will have a
technical background.
5 Customize background materials and résumés. Prepare basic materials in advance so that you can respond
quickly, but customize them to your audience to ensure all of your bid documents look as though they were
prepared just for this opportunity.
6 Be consistent in your message. Make sure the terms you use, the descriptions of what you can deliver,
the pricing details (for example, if the price section states “units,” quote per unit) and the proposal format
are consistent throughout. Clarity in itself can be persuasive.
7 Profile your sustainability practices. Whether it is waste reduction, energy conservation or community
outreach, your sustainability work could be a key differentiating factor in any bid. Look for an opportunity
to profile your good work in your proposal and explain how it will benefit the community or meet VANOC’s
sustainability objectives.
8 Clearly articulate your experience and solutions. Show that you understand VANOC and what its issues
really are. Be enthusiastic and positive, demonstrating with confidence how your solutions can help.
9 Assume no one knows you. Even if you have met an individual on the evaluation team, or even if you have
won a contract before, do not abbreviate your response. The evaluation team cannot consider information
that is not in your proposal.
10 Make it easy to do business. Be sure that the products, services and abilities you describe match the
stated needs of the buyer. Do not impose conditions, since conditional bids are often rejected.
13Section 2: The opportunities
Some further considerations > Delivery and security challenges Whistler, as well as Richmond’s new
> Gain experience and credibility If you decide to pursue a VANOC speed skating oval, use CIMCO’s Eco
F rom your experience of doing contract, keep in mind the potential Chill® system. This heat-recovery
business with the 2010 Winter delivery and security challenges of system captures waste heat generated
Games, you and your employees supplying your products or services from keeping the ice surfaces cold and
will gain valuable know-how. You to 2010 Winter Games venues. uses it to heat water, dressing rooms
will understand the requirements of For example, employees making and spectators at events rather than
successful bids for government and deliveries to a secured site will need sending it outside of the building
the procurement processes for major proper security accreditation, and into the atmosphere. The company
events. You will learn how to service access to sites may prove more estimates the system will reduce
high-value contracts, the intricacies difficult and time consuming than thousands of kilograms of greenhouse
of multicultural hospitality and a typical delivery. It is important to gas emissions and save heating costs.
entertainment and the value of factor in these logistics and work
them into your pricing structures. The contract for bobsleigh and luge
cross-cultural awareness.
tracks at The Whistler Sliding Centre is
Just as important, you will also be the company’s largest project, with a
perceived to be better equipped. Learn from experience $20 million total price tag. The bid
When bid evaluation committees Lesson #3: Highlight your competitive took four months to prepare and
set their criteria for major projects, advantage had to meet several international
it is only natural that experience standards. CIMCO also has contracts
CIMCO Refrigeration has been keeping
get due consideration. No one for the ice rink at the University of
Canadians ice cold for decades; but
wants to learn that their supplier British Columbia, which will be used
it was the company’s unique system
underestimated the requirements for women’s hockey; the refrigeration
for making heat that led to several
for funding or human resources when plant upgrade at the Pacific Coliseum,
contracts for the 2010 Winter Games.
so much is at stake. Successful to be used for figure skating and short
delivery on a 2010 Winter Games CIMCO, which maintains its British track speed skating; and the new
contract will significantly enhance Columbia branch on Annacis Island, Hillcrest/Nat Bailey Stadium curling
your credibility and can help you successfully bid on refrigeration facility.
when bidding on contracts for contracts for five different venues.
As a result of winning the 2010 Winter
future events. The bobsleigh and luge tracks at
Games contracts, CIMCO has signed
contracts to design refrigeration systems
for the bobsleigh and luge runs for the
The VANOC shopping list 2014 Winter Games in Sochi, Russia,
as well as that city’s ice rinks and
VANOC will need an extensive scope of goods and services to stage the 2010
sliding centre, says Wayne Dilk, CIMCO
Winter Games. Consider the following list for just a small sample of opportunities:
Refrigeration’s western vice-president.
> Carpeting > Furniture > Sports equipment
“There’s a profile attached to Olympic
> Cleaning and waste > Housekeeping > Temporary seating work — it’s a prestige thing for sure,”
removal services noted Dilk, whose employer usually
> Laundry service > Temporary toilets builds food plants and cold-storage
> Drug testing facilities. “All of our clients want to
> Materials handling > Tents know about our work for the
> Electrical appliances 2010 Winter Games.”
> Portable buildings > Ticketing
> Flags and banners
> Portable kitchens > Transportation
> Food products
> Security
14Section 2: The opportunities
Opportunity #2:
How to become, or work with, a licensee
Licensing Olympic and Paralympic Games brands
VANOC for the licence to sell and criteria include your qualifications,
distribute the products during volume capability, experience as a
the term of the agreement. licensee, financial capability, proven
track record, knowledge of the
At the Calgary 1988 Winter Games, marketplace and innovative ideas
licensees paid 10 per cent of sales relating to the distribution of licensed
to the Organizing Committee, with products.
25 per cent of projected royalties due
in advance. Fees for the Torino 2006 For more information, see “How to
Winter Games averaged 15 per cent bid on a Vancouver 2010 Organizing
of sales. Committee Contract” on page 10.
The 2010 Winter Games licensed
product program started in 2005 with The Olympic and Paralympic
the awarding of a merchandise licence brands
to Hbc. A number of additional The names, phrases, logos and designs
licences have already been secured, normally associated with the Olympic
and the number of licensees will and Paralympic Games can only appear
continue to grow through a public on products or advertising used by
bidding process. Visit www.vancouver official Olympic and Paralympic
In the world of brands, few come close
2010.com for a list of current licensees. Games sponsors and licensees. The
to the Olympic and Paralympic Games
organizations who pay for these rights
trademarks.
To participate, check the are subject to strict rules about what
Licensees bid and negotiate permission www.2010CommerceCentre.com they can use, where and how.
from VANOC to use the 2010 Winter website for the latest news and
opportunities. Although VANOC does Even the Olympic and Paralympic
Games trademarks on products created
not accept unsolicited business Games Anthem falls under this umbrella.
for sale. Some licences are awarded to
proposals, it does accept basic So do the many related images, such
multiple winners, so no one company
information from organizations interested as the Olympic Rings and the Olympic
ends up with an exclusive licence. The
in licensing opportunities. Visit and Paralympic Games Emblems, the
fee typically involves a royalty structure
www.vancouver2010.com for details. Official Mascots, both Torch Relays,
that consists of:
the motto “Citius, Altius, Fortius” and
> A percentage of the licensee’s Future licensing opportunities will be references to the present Games, such
wholesale price; coming soon, including housewares, as Vancouver 2010, Whistler 2010,
sporting equipment, publications Canada 2010, Sea-to-Sky Games
> An advance payment when the and toys. and the Vancouver 2010 logo. Visit
agreement is signed; www.vancouver2010.com for more
If you plan on bidding for a licence, information on licensing and the use
> A minimum amount of royalties make sure your bid is concise and of the Olympic and Paralympic
that the licensee guarantees to pay professional. Some key evaluation Games brands.
15Section 2: The opportunities
Working with Vancouver
A licence to sell 2010 licensees
Even if you decide not to pursue
This abbreviated list offers a small sample of the diverse range of categories and
subcategories of products for which licences have been granted for previous a licensing bid, you may consider
Olympic and Paralympic Games: supplying products or services to
an organization that is a Vancouver
> Bedding and linen products, > Perfume 2010 Winter Games licensee.
towels and bathrobes
> Posters and greeting cards Companies become licensees for a
> Children’s clothing variety of reasons, such as the chance
> Publications: to increase their exposure and
> Commemorative coins transport maps, guides, market share, expand internationally,
competition schedule, albums,
or promote their expertise and any
> Computer accessories: official Torch Relay album
mice, mouse pads, diskette niche or unique capabilities. One
and CD pouches > Stationery: common denominator, however, is
diaries, telephone books, organizers, that most licensees will need help
> Ear warmers notepads, notebooks, sketchpads, from other suppliers to accomplish
exercise books, pencils, pens, these goals.
> Frames and photo albums erasers, pencil sharpeners
This represents a great opportunity for
> Household goods: > Sweaters and scarves businesses. Licensees will welcome
blankets, porcelain mugs, innovative ideas and products if they
dishes and cups, glassware > Toys: help them meet their 2010 licensing
soft toys, electronic soft toys,
> Jewellery and watches: objectives. Follow these tips to get the
action toys, dolls, dolls’ clothing,
rings, necklaces, earrings, attention of licensees:
preschool educational toys,
bracelets, tie clips, key rings, infant toys, maracas, whistles,
pendants > Do your homework. The better you
rattles, neon glows, bathroom toys,
understand the licensee’s business
water toys, mascot toys, puzzles
> Leather goods: and table games model, product line and goals for the
backpacks, handbags, licensing arrangement, the better
briefcases, wallets, gloves > Video games your chances of effectively making
your pitch.
> Communicate solutions that
accomplish the licensee’s goals.
Your pitch should go beyond
highlighting your products or
services and clearly demonstrate
how they will help the licensee
accomplish its business goals.
> Be professional. Only the top
companies are chosen, and you
will need to present to the licensees
in a professional manner. Be
thorough in your presentation.
16Section 2: The opportunities
Learn from experience
Lesson #5: Make size no object
As a small company specializing in
novelties for the gift market rather than
more sporty products, Vancouver’s Cajo
Designs wasn’t sure of its chances to
land a licence to use the 2010 Winter
Games brand on its line of goods.
“They liked our presentation and
they liked our products, but the 2010
brand is great for baseball caps and
they weren’t sure if our designs would
translate well to a sports theme,” said
Joe Freeburn, who owns Cajo Designs
with Carl Oster.
The company designs and manufactures
“trendy stuff,” such as tote bags,
picture frames and luggage tags and
is best known for celebrity must-have
cosmetic bags.
Learn from experience Winter Games. As part of his research, But a second presentation clinched the
Lesson #4: Subcontract for growth Wilson examined previous Olympic company’s bid. Freeburn said he was
Games, particularly the Salt Lake City pleasantly surprised contracts weren’t
Making souvenir T-shirts and fleece 2002 Winter Games, to see how similar reserved for big corporations.
tops for the 2010 Winter Games is clothing companies managed the work.
exciting, but Tony Wilson knew he “VANOC did a wonderful job bringing
could not abandon his regular business “It gave me a really good idea of what in the small companies,” he said.
to take advantage of an Olympic and to expect,” he said. “If it goes the same “Producing merchandise with a 2010
Paralympic Games opportunity. way here as in Salt Lake City, we hope logo is a huge undertaking. We have to
we can bring on more people as we design it, get it approved, manufacture
“T-shirts and fleece tops will be the need them. The business will jump at it, sell it and collect the money.”
biggest sellers, along with lapel pins. an incredible rate.”
It’s going to be huge,” said Wilson, It’s worth the effort. Freeburn and Oster
president of Richmond-based Wilson Wilson points out that the Richmond hope the 2010 Winter Games will help
International Products Ltd. factory will have to hire more workers Cajo break into the souvenir market as
to provide retail outlets with 2010 gear, well as to gain recognition as a future
To keep up with demand for 2010 and they may have to work around supplier to some of the Winter Games’
clothing — and to keep its other the clock. But when the 2010 Winter big corporate sponsors. Despite the
customers satisfied — the company Games are over, he anticipates that his potential for future business, Freeburn
has lined up smaller local embroidery winning contract will continue to bring said this contract is more about
and screen printing companies to opportunities for his business. promoting the 2010 brand than
act as subcontractors as needed. his company.
“We will be working with new sponsors
Setting up subcontractors was one and new retailers, and if we give them “This is about the Olympic and
of the lessons Wilson learned while several years of good service, we hope Paralympic Games; it’s more than
preparing to make a bid for a licence to we will be able to continue working just the business potential.”
supply souvenir clothing to the 2010 with these valuable clients.”
17Section 2: The opportunities
Opportunity #3:
How to be a subcontractor
Small Canadian companies have successfully competed for Olympic and Paralympic Games
contracts and licences in the past, and they will compete for the 2010 Winter Games as well.
Bidding is not always easy — you are in competition with major national and international
companies as well as with other small businesses.
Even if you do not win a contract or to offer your goods or services to help How to access subcontracting
licence, or choose not to submit a fulfill a larger contract. Playing even a opportunities
proposal or bid, your business can still small part in the 2010 Winter Games Once you have identified the niche you
play a key and profitable role in the could be extremely profitable. would like to fill, you need to actively
2010 Winter Games as a subcontractor. pursue subcontracting opportunities.
Benefits of subcontracting There are a number of steps you can take:
Subcontracting explained While subcontracting represents just
> Register your business. You can
A subcontractor provides a specialty a piece of a larger contract and your
register with the 2010 Business
or niche service to a general contractor business may not be front and centre,
Network (www.2010CommerceCentre.
who has committed to providing goods it offers a number of potential
com). General contractors use
or services on a larger scale. These advantages including:
the 2010 Business Network as a
contracts represent huge commitments
> Simplicity. You are responsible resource to find the subcontracting
that sometimes even the largest
for only your piece of the contract. help they need.
bidders may need help with.
Completing a large project is
> Attend workshops. The 2010
As a potential subcontractor, this someone else’s concern, so you can
Commerce Centre and RBC offer a
represents a tremendous opportunity concentrate on doing good work in
number of workshops to help you
your area of responsibility.
identify and successfully pursue
> Exposure. You may have only one business opportunities. View the
subcontracting role at the 2010 calendar of events and workshops
Winter Games, but it represents an at www.2010CommerceCentre.com
excellent opportunity to network and at www.rbcroyalbank.com/
with other suppliers and contractors. olympicbusiness.
This exposure may result in future
> Review winning bids. You can access
business opportunities.
information on all the winning bids
> Expertise. Although your talents of Games contracts and licences at
may be broader than the specialty or www.2010CommerceCentre.com.
customized work you are doing under
> Contact bid winners. Once you have
a 2010 Winter Games subcontract,
identified bid winners that may have
you may become known for your
a need for your services, make sure
niche work. This specialization
they know you are a willing and able
could lead to more work in your area
partner. If they indicate interest,
beyond the 2010 Winter Games.
18Section 2: The opportunities
approach them with your products been approved, the company had connected Currie with other US
and ideas. only eight weeks to turn the sketches companies that liked his work, and
into a working clock. today about 60 per cent of his business
In the end, while subcontracting may is with American firms. His work
not provide the high profile enjoyed “It was pretty stressful, no question, has also expanded to include more
by larger contract winners or licensees, but we’re all pretty proud,” May said. marketing and e-commerce contracts
it can provide you with important “This is really something special for compared to earlier years, when it
benefits. You will gain access to our company to have worked on. It was mostly web design jobs.
industry leaders along with a profitable will leave a mark on the city.”
work experience, both for the “Atlanta opened doors,” Currie said.
2010 Winter Games and beyond. He points out that EEC and Karacters “It’s like people thought, if I could work
collaborated all the way through the with the Olympics from here, I could
project, adjusting the design when work pretty much anywhere.” As one of
Learn from experience necessary and finding the best the BC businesses with early Olympic
Lesson #6: Collaborate your way solutions to fabrication problems. Games experience, Currie’s company
to success
has received some publicity through
“It was an ongoing design-build
Karacters Design Group had never the 2010 Commerce Centre and was
project,” he said. “One thing wouldn’t
designed a clock before. EEC Industries also profiled in the BC Canada Times,
quite work and we’d figure out a
Ltd. had never built one. But the two published daily in Torino during the
possible solution. It was a team effort.”
BC companies collaborated to create 2006 Winter Games. That exposure has
the stunning countdown clock marking Was it worth it? “Absolutely! It’s really led to more connections with European
the time to the opening of the 2010 a beautiful sculpture,” said May. companies looking for web design work
Winter Games. or a BC-based partner.
“Even if it’s only going to be here for Learn from experience “A lot of people read that publication,
three years, we had the opportunity Lesson #7: Innovative thinking leads and it’s very inspiring,” Currie said.
to design something that would be to Olympic and Paralympic Games “I’ve had people want to come work
the city’s newest landmark,” says opportunities with me here and people who want to
Dan O’Leary, senior designer at the work for me from their home country.
More than a decade after Gordon There are a lot of companies that
Karacters office in Vancouver.
Currie worked on his first project want to do business in Canada with
As soon as Omega Watch Company, connected to an Olympic Games, his local partners.”
Official Timekeeper of the Olympic business is still reaping the rewards.
Games, approved the clock’s design, Currie, president of Eldoren Design in Currie has been sharing his experiences
Karacters approached EEC Industries Dawson Creek, BC, targeted companies with other British Columbia companies,
of North Vancouver to build it. that had contracts with the Atlanta hoping to get them interested in bidding
1996 Summer Games to find website for work with the 2010 Winter Games.
“Karacters came to us and said, design work. Undaunted by the
‘We think you’re the company to take distance between his northern “I’m very busy — there’s no limit to the
the project on,’” recalled Rick May, hometown and the southern Host amount of work I could do,” he said.
EEC’s vice-president of sales. “We’re City, Currie tracked down a larger US “But my goal is to continue to help
a sign-manufacturing firm — we’d company publishing a commemorative other companies. I like getting people
never built a structure like this. But book on the Games and partnered with going.”
we thought we could do it.” them as a subcontractor to design and
build a website to market the book.
Working from sketches supplied by
Karacters, EEC turned the concept “It was a pretty minuscule contract —
into a glass, wood and steel work of about $8,000 — and I worked on it for
art, with the timepiece provided by two and a half years, but the spin-off
Omega. By the time the design had was huge,” he said. That small job
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