8 tried and true ways to build a container terminal

Twenty years ago, Prince Rupert, B.C.,was pitching itself as a great location for a container terminal. Todaymore than 600,000 containers a year move through the West Coast port, which employs 3,000 people. How did they do it?

Herb Pond was the mayor of Prince Rupert for two terms during the container terminal's development and completion.

Here are a few pieces of advice from someone who's been there, done that.

1. Travel with a map and pitch, pitch, pitch

Pond said no one knew where Prince Rupert was andthe city's pitch was unusual. Most container terminals are unloading in major centres with cargo for large local markets. Prince Rupert was proposing something different a "put it on trains and it's gone" system, said Pond.

"Everyone said, 'Look, there's no local market,'" Pond told CBC's Information Morning Cape Breton.

"That was actually the Prince Rupert advantage.You're not trying to deal with the congestion of a major urban centre."

2. Who leads the charge?

Prince Rupert's port is run by a port authority formed under the Canada Marine Act."Credit for the port's success has to go to the port authority's CEO who travelled to pitch the idea," said Pond.

• Port marketers get green light fromCBRM

The former mayor saidhis role was the "political will."Pondalso garnered support from the mayors of other municipalitieswho would benefit.

3. Get federal, provincial andrail line support

Pond said the federal and provincial governments eachcontributed about $30 million tohelp build the container terminal.

• Cape Breton rail line 'absolutely necessary,' says minister

"Also attracting CN (Rail) and their interest," he said. "There had to be significant upgrading and dedication of new equipment."

4. Terminal operator is key

The operator, Maher Terminals, was vital to the project's success. "The terminal operator that was selected had very strong relationships," said Pond.

• Ports America signs deal with port developers

Once Maher was on board, Pond said there was immediate interest from customers like Ashley Furniture, Walmart, Matteland other big clients.

5. Municipality's role

In addition to getting the federal and provincial governments onside, Pond said Prince Rupert'smain role was to meet with investors andnegotiate favourable property tax rates.

6. Competition

"You'reup against existing players, particularly in Halifax," said Pond."You've got to convince the world there's a business case to be made."

7. Two-way traffic

Pond said Prince Rupert's next big step is filling the containers for their return trip to Asia. "Two-way traffic is critical," he said.

8. Jobs, jobs, jobs

Pond said Prince Rupert is looking at expanding its container terminal again.

"They're now looking at adding 200, 250 longshorejobs. How do we train them?How do we develop that workforce?"