Despite being a small company, Macrotek has built a thriving business providing custom air pollution control systems for giants ranging from Hatch Engineering to Sherritt International and Vale. Macrotek president Peter Ristevski notes, however, “We do not compete with the large players involved in mega projects. We are in the niche industrial market that is too intricate for the big guys.”

That niche strategy and a record of clean-tech excellence helped Macrotek build a global book of business.

It all started in Canada, says Mr. Ristevski. “There are a lot of head offices of multinational mining companies here, so we have gotten to know them well.”

That has paid off. For example, Macrotek’s design and delivery of pollution control systems for a Sherritt project in Cuba, facilitated through Hatch, led to Sherritt inviting Macrotek to participate in an even larger job involving Korean and Japanese partners in Madagascar. “They came to us,” says Mr. Ristevski.

Serving larger players helps Macrotek other ways too. For example, whether Macrotek is advancing a proposal, contributing to a feasibility study or designing a system, Mr. Ristevski says Macrotek’s large partners are supportive. “There is good co-operation.”

While noting that most Macrotek-designed systems are built in Canada, the project’s large partners typically offer a conduit to prequalified suppliers should a job require parts in a foreign market.

No matter how solid the partnerships, however, big budget projects involving complex joint ventures in faraway markets come with risks.

“How do we know the project is financially secure? And if letters of credit and bonding are required, these can be challenges,” says Mr. Ristevski, noting EDC provides these kinds of solutions. “When we start bidding on a project, we go through EDC to ensure the client is insurable. EDC nearly eliminates the risk.”

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For more information, visit edc.ca.