Hardware and Hand Tools 2010

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Hardware and Hand Tools 2010

Introduction ...................................................... ...................................................... ........................ 2 Scope of the Report ...................................................... .................................................... ....... 2

The Canadian Market .................................................................................................................. 3 Imports ....................................................................................................................................... 7 Trends and Opportunities ..................................................................................................... 10

Trade Practices ........................................................................................................................... 11 Competition ............................................................................................................................. 11 Trade Shows ........................................................................................................................... 11 The Buyer ................................................................................................................................ 12 Quality and Inspection .................................................. .................................................... ..... 14 Price ......................................................................................................................................... 15 Packaging and Transportation ............................................................................................. 15 Labelling ................................................................................................................................... 16

Distribution ................................................................................................................................... 18 Import Regulations ..................................................................................................................... 20

Tariffs ....................................................................................................................................... 20 Taxes ................................................... ...................................................... ............................... 20 Importing ...................................................... ...................................................... ...................... 20 Inspection ................................................................................................................................ 21

Antidumping ............................................................................................................................ 21 Regulations ............................................................................................................................. 21

Tips for Exporters ....................................................................................................................... 23 Sources of Information .......................................................................................................... 24 Other Useful Internet Sites ................................................................................................... 24 Trade Shows ........................................................................................................................... 25 Publications ............................................................................................................................. 25

This report is distributed subject to the condition that it shall not, by way of trade or otherwise, be lent, sold, hired out, or otherwisecirculated without TFO Canada’s consent, in any f orm of binding or cover other than that in which it is published.

All information provided in this document is based on the best available at the time of preparation and is offered without repart of TFO Canada. The reader is advised to check with TFO Canada for updates and clarification through www.tfocanada.ca or by writing to

the address provided in the Annex. This report has been produced with funding from the Canadian International Develop

© Trade Facilitation Office Canada, 2010

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H ardware and H and To o l s 2010

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Introduction TFO Canada offers a series of product-specific marketreports to exporters in client countries identified by theCanadian International Development Agency. This listof countries and the reports are available through TFOCanada or on request by writing to TFO Canada. Theyare also distributed through export promotionorganizations and Canadian embassies in the clientcountries as well as through client country embassiesaccredited to Canada.

The market reports are intended to provide theexporter with background information on theCanadian market for a product; advice on how togo about finding a Canadian buyer; andsuggestions on what to do once a buyer is found.

The reports offer exporters enough information to pursue the Canadian market on their own and to seekfurther details from suggested sources through websites, electronic mail, fax, mail or telephone. Thesereports are intended for the experienced exporter who is serious about trying to enter the Canadianmarket. Canada is not the market to test your first export experience; a history of exporting to a marketcloser to home is invaluable before attempting this one. Show the potential buyer that you have done yourhomework and are serious about a long-term relationship. Research, planning and commitment areessential in establishing a good reputation in trade with this country.

Scope of the Report

This report covers the following Hand Tools classified under the Harmonized System (HS). Hardwareproducts are classified under the North American Industry Classification System (NAICS) Code 3325.

HS Code Product Description8201 Hand Tools for use in Agriculture, Horticulture or Forestry8202 Hand Saws and Saw Blades8203 Files, Rasps, Shears, Pipe Cutters, Snips, Punches and similar hand tools, including parts8204 Hand Operated Wrenches and Spanners8205 Drilling, Threading or Tapping Hand Tools

8206 Sets of Hand Tools for Retail Sale8207 Other Interchangeable Tools8467 Other Hand Tools

Exporters should note that the Canada Border Services Agency (CBSA) requires individual imports to beidentified by 10 digit HS codes; importers could be fined if these are not provided. Current codes areavailable from CBSA or from your buyer.

As of April 1, 2010,Canada’s population was estimated at34 million, an increase of 0.26% from January 1, 2010. Allfour western provinces had growth rates stronger than thenational average. More than two-thirds (71%) of the first-quarter increase was due to net international migration,while 29% was attributable to natural increase.

The six largest metropolitan areas in Canada are Toronto(5.5 million inhabitants); Montreal (3.7 million); Vancouver(2.3 million); Ottawa-Gatineau and Calgary (1.2 millioneach); and Edmonton (1.1 million).Canada’s two officiallanguages are English and French.

If you have at least one year of export experience, you may be eligibleto receive TFOCanada’s free promotion of your product offer toCanadian importers via the monthly Import Info E-Newsletterandonline searchable database. If you are not yet registered with TFOCanada, please complete Steps 1 and 2 (Step 3 is optional butrecommended). If you are already registered, please sign in, click onExporter Profile, and review the details you have provided.Note that product information is very important .

http://www.tfocanada.ca/docs.phphttp://www.tfocanada.ca/docs.phphttp://www.tfocanada.ca/docs.phphttp://www.tfocanada.ca/docs.phphttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www40.statcan.gc.ca/l01/cst01/demo05a-eng.htmhttp://www40.statcan.gc.ca/l01/cst01/demo05a-eng.htmhttp://www40.statcan.gc.ca/l01/cst01/demo05a-eng.htmhttp://www.tfocanada.ca/register.phphttp://www.tfocanada.ca/register.phphttp://www.tfocanada.ca/register.phphttp://www.tfocanada.ca/register.phphttp://www40.statcan.gc.ca/l01/cst01/demo05a-eng.htmhttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.tfocanada.ca/docs.phphttp://www.tfocanada.ca/docs.php


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The Canadian Market

The market for tools and hardware items can be split into two categories: retail and trade sales. The retailsector is dominated by consumers (the general public) and small-scale trades people. Trade sales relateto large orders typically placed by the construction sector and professional tradesmen. Canadianconsumers of do-it –yourself (DIY) products are generally independent home owners; currently, there areapproximately 12 million households in Canada. These DIY consumers can be found in all adult agebrackets, and all income levels. The majority of the market is male, earning low to mid-levels of income,who are mostly homeowners seeking to improve their current residences, or to increase their propertyvalues for resale.

Canadian retailers are fueling this current trend in self-help by offering in-store classes and workshops invarious renovation and repair tasks, such as plumbing and painting. They are also stocking more DIYpackages of hardware items to assist those customers in their projects. Brochures and books that providestep-by-step details on basic projects are widely available in these stores that assist the less thanconfident souls who intend to embark on renovation projects by themselves.

It should be noted that in this market, price, design and quality havea bearing on a company‘s product share. In the higher priceranges, quality and design are paramount, while in the lower end ofthe market, price is the main issue for a consumer.

Hardware: The hardware market in Canada is over $19 billion inannual sales at the retail level; these sales are prompted less by impulse buying and more by purchasesmade on a project basis. Since consumers are more conscious about security and energy conservation,sales of related devices for the home such as lights, locks, timers, alarms and lighting remain high.Energy audits , soon to be a requirement for home sales, will boost demand for these products.

Fa s t en e r s : These include nuts and bolts, washers, nails and screws. Given the increasingly specializedneeds of building professionals and the large numbers of do-it-yourselfers in the market, themanufacturer‘s representative must thoroughly brief the retailer so that sales staff can be trained toanswer customers‘ questions with detailed information about these products. Manufacturers should notethat the Canadian market sometimes requires a different product than the U.S. market, e.g., squarerecessed ‗Robertson‘ head screws are popular in Canada as opposed to ‗slot‘ or ‗Phillips‘ head screws inthe United States.

Fasteners are constantly being improved in design. For example:

new types of coatings lubricate the shafts of fasteners to make installation easier; the design of screws are changing to help improve the performance of screw guns; packaging on hard fasteners is improving, e.g., new boxes use less excess packaging and thinner

plastic and have labels giving type, applications and tools the products work with.

Fasteners are considered a commodity by major buyers and therefore price is a key factor in purchasing.However, since fasteners are not very price sensitive at the retail level, they lend themselves well to bulkpackaging for the same profit margin as smaller packs.

L o c k s a n d D o o r H a r d w a r e : With growing interest in security and renovation, consumers are choosinglocks with a combination of good keying mechanism and style. Locks used in North America arecylindrical, not mortise. Changing the hardware on an entrance door, bathroom or kitchen is an affordablecosmetic change. People generally move upscale in this sector since it is a small capital outlay with

Merchandising and marketing techniquessuch as in-store demonstrations, valueadded packaging, rebates or cash- backprograms are often used in Canada to guideconsumers and stimulate sales.

http://www.powerwise.ca/resources/energy-audit/http://www.powerwise.ca/resources/energy-audit/http://www.powerwise.ca/resources/energy-audit/


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potentially big returns in the resale value of a home. Cabinet and door hardware sales average over $100million at the retail level on an annual basis, three-quarters of which is by the home improvement sector.Door hardware is fashionably designed, with pewter, chrome and brass being top sellers. To protect theincreasing number of double income families where the home is left unprotected most of the day, theNational Building Code and its provincial counterparts make dead bolts mandatory on all exteriorresidential doors. The majority of door-lock grip handles on the market today incorporate a dead bolt.Electronic door lock technology is used in most cases for garage doors.

Hand Tools: The hand tools market in Canada, currentlyestimated at $3 billion, is expected to grow around 3% peryear for the foreseeable future. There is a strong demand fornew, ergonomically designed, innovative and easy to usetools such as cordless and pneumatic power driven tools.Within recent years, technological advances in design and manufacture have blurred the lines betweentools that are produced for the professional and those for the average do-it-yourself user. This hasallowed marketers of these tools to direct their efforts towards building brand loyalties for their products,especially in the DIY market (it is estimated that 60% of these tools are bought on a project-driven basis).

The most popular hand tools in Canada are the cordless variety —drills, screwdrivers, saws and routers —which are becoming more powerful and whose batteries now allow them to be run for much longerperiods than thought possible even a few years ago. The designs of the power tools are becoming morenovel each year; for example there is growing interest in simplicity of design such as mounting systemswithout tools and in changing drills or saw blades without using a screwdriver. There is also a trend tomonofunctional equipment or machines that perform fewer functions, especially true for drill attachments.This trend has been extended to basic hand tools; these tools, such as hammers, wrenches and the likeare being made from new materials and are incorporating ergonomic designs to ‗make them better‘(andmore visually appealing). Increased sensitivity towards environmental issues affects both the design andpackaging of power tools. Some manufacturers are developing quieter, cleaner and more efficient tools,and retailers are selling power tools with minimal retail packaging. Others repackage their products togive it a new image without any changes being made to the product itself.

The demand for hardware and tools is related to construction: residential, industrial, commercial andinstitutional.

Residential Construction: Except for Prince Edward Island, every area of Canada experienced adecline in the numbers of new housing from 2008 to 2009. These statistics are clearly linked with therecent economic crisis; nonetheless, there was an increase in new housing construction of more than3,700 units between 2009 and 2010. This growth is predicted to continue into the future: between 2010and 2018 there is to be an estimated increase of 10,000 units of total new housing construction.

Nova Scotia is expected to experience an annual increase of roughly 300 new housing units between2010 and 2018; Newfoundland and Labrador will witness a decrease of 150 in that same period. Growthin the rest of the Atlantic Provinces is expected to remain relatively consistent over the next decade.Housing in Québec is predicted to see an increase of roughly 500 new housing units between 2010 and2018, while that in Ontario is expected to almost double with an increase of over 7,000 during the sameperiod. For central Canada, Manitoba is predicted to experience an increase in new housing construction

of over 400 units between 2010 and 2018, while Saskatchewan is expected to experience more modestgrowth during that same period (50 new housing units). Western Canada is likely to experience significantgrowth, with the number of new housing constructions in British Columbia doubling between 2010 and2018, and numbers in Alberta increasing by about 1,000 during the same period.

In terms of renovations, there was actually an increase of expenditure between 2008 and 2009. This canbe explained by many recession-struck Canadians opting to take the more cost efficient path ofrenovating their existing domiciles rather than buying new ones. There was a slight decline in renovationexpenditures between 2009 and 2010 as Canadians began buying new housing in greater numbers,drawn by attractive low interest rates. Nonetheless, expenditures on renovations are expected to rise

The typical tool user in Canada is between 35 to55 years of age, who replaces old tools with morepowerful and technologically advanced products.Source: U.S. & Forei n Commercial Service


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from 2010 levels of $3.5 billion to over $4 billion in 2018. A comprehensive list of past and projectedgrowth in the Canadian residential construction industry from 2006 to 1018 can be found below.

Residential Investment by Region (2006-2018) Residential Construction: New Housing (actual numbers)

2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Canada 38649 39324 37221 24633 28709 32484 30796 30553 32535 35539 38722 40675 Newfoundland &Labrador 346.01 382.66 459.9 396.29 357.35 218.99 172.57 228.55 286.22 320.65 321.3 281.15

Nova Scotia 785.14 781.41 732.24 601.57 595.11 475.01 428.92 474.53 569.21 683.82 774.7 819.63

PEI 113.16 120.77 116.02 116.39 110.92 60.578 71.042 86.767 80.967 101.32 112.34 119.08

New Brunswick 495.52 532.91 544.75 466.94 451.53 307.99 324.46 427.8 552.39 602.6 584.36 516.33

Quebec 7301.9 7654.8 7351.7 6676.6 6588.6 5595.7 4835.1 4349.6 4482.6 5217.4 6223 6976.4

Ontario 14543 14271 13732 8480.5 9945.7 12381 12308 12604 13430 14597 15969 17119

Central Ontario 3023.2 2839.7 2981.1 1216.4 1803.6 1851.5 2039.1 2258.5 2599.5 3247.7 3927.3 4539

East Ontario 1541.7 1685.4 1762.7 1031.4 1320.3 1136.8 1331.5 1443.9 1468.2 1475.2 1512.1 1558.1 Greater TorontoArea 7957.3 8021.4 7333.1 5379.2 5778.3 8311.3 7629.8 7005.6 6841.5 7000.4 7446.3 7843.8 NorthernOntario 387.26 407.56 442.37 298.83 318.61 277.09 314.67 385.42 487.77 578.14 647.57 650.5 SouthwestOntario 1633.3 1316.9 1212.2 554.77 724.88 804.72 993.24 1511 2033.1 2295.2 2435.9 2527.3

Manitoba 703.39 791.35 823.7 621.38 732.51 834.37 1036.3 1066.6 1114.7 1158 1190 1194.5

Saskatchewan 533.07 759.68 917.4 529.24 733.21 763.96 741.4 739.51 695.97 626.08 594.1 647.59

Alberta 6525.1 6603.1 5347.2 3176.2 4279.3 5798.5 5217.6 4852.9 5110.8 5734.8 6235.7 5977.2

British Columbia 7303.4 7426.3 7196.5 3568 4914.8 6047.1 5659.8 5721.9 6212.1 6497.2 6717.4 7024.1

Residential Construction: Renovations (2002 $ millions)Canada 32529 34233 34220 37687 36599 35963 35809 36349 36854 37150 38113 39265 Newfoundlandand Labrador 525.91 548.76 533.61 599.97 584.58 563.07 552.08 554.29 557.52 556.78 564.79 575.83

Nova Scotia 942.16 994.33 993.52 1128.8 1109.1 1063.7 1039.2 1043.8 1051.6 1052.9 1075.9 1107.3 Prince EdwardIsland 114.67 129.07 127.97 134.78 136.74 133.82 131.92 131.64 131.55 131.4 134.31 138

New Brunswick 685.46 742.11 756.93 838.79 823.54 804.19 799.02 810.95 828.63 842.39 859.96 877.15

Quebec 7934.1 8465 8748.4 9582.5 9311.6 9114.9 9054.6 9179.7 9273.2 9348.5 9544.3 9786.5

Ontario 13400 14475 14171 15510 15053 14916 14896 15104 15291 15354 15798 16347

Central Ontario 2785.5 2880.3 3048.2 3289.2 3172.7 3134.9 3128.8 3166.1 3204.6 3221.1 3321.3 3443.2

Eastern Ontario 1420.5 1709.5 1802.4 1982.4 1935.6 1910.2 1893.5 1905.7 1917.1 1914.5 1960.1 2018.1 Greater TorontoArea 7331.9 8136.2 7498.2 8244 8006.8 7967.8 7977.6 8109.2 8224 8265.7 8510.4 8816.4 NorthernOntario 356.82 413.39 452.32 500.26 486.49 469.3 459.2 457.23 455.7 452.35 460.74 470.89 SouthwestOntario 1504.9 1335.8 1369.6 1494 1451.2 1434 1437.1 1465.4 1490 1500.3 1546 1598

Manitoba 995.52 1027.6 1085.1 1214.5 1195.3 1178.6 1183.4 1207.2 1227.1 1240.1 1264.4 1292.2

Saskatchewan 892.02 828.55 777.06 907.6 913.42 902.81 904.65 919.37 928.17 930.48 945.74 972.22

Alberta 2625.1 2447.7 2612.1 2846.6 2754.6 2703.2 2713.1 2785 2866.6 2931.1 3016 3085.6

British Columbia 4414.9 4574.6 4414.2 4923.2 4717.2 4582.4 4534.8 4613.8 4698.5 4762.7 4909.5 5083.3Sources: Sources: Construction Sector Council (2009 - 2018), Statistics Canada, Bank of Canada, CMHC, HRSDC, 2010http://www.constructionforecasts.ca/oft/table?preset=236&register=1

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Institutional Construction: Canada‘s total institutional investment fell from $32.5 billion in 2008 to $31.9billion in 2009, a decrease of roughly $500 million, likely due to the recent economic crisis. A rebound of$2 billion was witnessed between 2009 and 2010, raising total institutional investment in 2010 to $34billion. By 2018, it is expected that Canadian institutional investment will reach over $43 billion, and thatall Canadian provinces will experience an increase in institutional investment over that same time period.

A comprehensive list of past and projected growth in the Canadian construction industry from 2006 to1018 can be found below.

Institutional Investment by Region 2006-2018, (2002 $ millions) Building Construction 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Canada 29733 30286 32500 31898 34090 35188 36442 38401 39456 40230 40717 41774 Newfoundland &Labrador 1146 894 856 925 932 1009 1069 1511 1644 1497 1170 1021 1

Nova Scotia 692 750 727 823 916 931 913 920 930 941 951 974 10

Prince Edward Island 113 116 126 110 133 139 130 120 125 130 134 138

New Brunswick 662 605 620 656 696 733 734 721 724 742 764 775

Quebec 5610 6281 6986 7186 7692 7816 8049 8418 8577 8736 8932 9172

Ontario 10980 11049 11829 11567 12757 13128 13807 14506 14803 15116 15574 16186

Central Ontario 2261 2453 2547 2414 2649 2721 2814 2931 3023 3108 3211 3319

Eastern Ontario 1555 1713 1855 1860 2027 2035 2058 2121 2173 2209 2259 2326

Greater Toronto Area 5293 4838 5055 5033 5622 5772 6261 6657 6885 7022 7251 7615

Northern Ontario 619 690 742 743 820 823 829 854 866 878 887 899

Southwest Ontario 1251 1356 1630 1517 1639 1778 1846 1944 1857 1899 1965 2027

Manitoba 1028 988 1132 1139 1299 1328 1374 1407 1453 1489 1508 1531

Saskatchewan 965 877 1114 1215 1334 1503 1476 1425 1402 1362 1312 1344

Alberta 4153 4500 4907 4167 4156 4387 4537 4796 5035 5222 5354 5490

British Columbia 4383 4226 4204 4110 4174 4214 4353 4578 4763 4996 5017 5143 Sources: Construction Sector Council (2009 - 2018), Statistics Canada, Bank of Canada, CMHC, HRSDC, 2010http://www.constructionforecasts.ca/oft/table?preset=237&locale=en

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Imports 1

Canadian imports of hardware dropped from $1.6billion in 2008 to $1.4 billion in 2009, while importsof hand tools dropped even more dramatically,from $2.6 billion to $2 billion over the same period.

However, there are signs that both markets areimproving, with imports of hardware rising by6.3% and those of hand tools by 2.4% in the firstfive months of 2010 compared to the sameperiod a year ago.

The most popular imports of hand tools in 2009 wereinterchangeable tools; hand tools (includingpneumatic types; those with self-contained electricand non-electric motors; chain saws; and parts); anddrilling, threading or tapping hand tools.

Deapite the fact that sets of hand tools for retail salesare the least popular imports, this is a sizeable andgrowing market at $41 million in 2009. As theadjacent graph shows, it was the only category thatincreased in imports over previous year, up from $36

million in 2008.

1 Note: All statistics were obtained from Trade Data Online - Trade by Product,Industry Canada, 2010


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In 2009, the major suppliers of hardware to Canada were the United States ($700 million, down from $1.1billion fours years ago); China ($292 million, down from $204 million in 2005); and Mexico ($127 million,down from $159 in 2005). Major suppliers from TFO Canada client countries were Thailand ($4.5 million,up from $3.1 million in 2005), India ($3.6 million, up from $2.7 million in 2005), and South Africa, which

showed a dramatic increase – from $44,000 in 2005 to $2.1 million in 2009. The Philippines, Vietnam,Pakistan, Mozambique and Costa Rica also showed significant gains over the four year period.

As the graphs on the following pages indicate, major suppliers of hand tools in 2009 were the UnitedStates ($808 million, down from $1.2 billion in 2005), China ($554 million, down from $471 million in2005), and Taiwan ($119 million, down from $149 million fours years previously). The top three TFOCanada client country suppliers to the hand tools market were Malaysia ($11.5 million, nearly a threefoldincrease from 2005 levels), India ($10 million, also up significantly from $7.6 million in 2005), and Brazil($6 million, down from $10.5 million in 2005). South Africa, the Philippines, Dominican Republic, andIndonesia showed declines in exports to this market between 2005 and 2009, while Thailand, Colombia,Pakistan, Vietnam, Chile, Peru, Honduras, and Tunisia were successful in increasing sales to Canadaover the same period.


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Trends and Opportunities

Demographics: It is important to consider Canadian demographics whenmarketing hardware and hand tools in Canada. Canada‘ s population isageing rapidly and becoming more urban. Two main reasons for the ageingof the population are the nation‘s low fertility rate and increasing life expectancy. For the first time, in the2006 census, the number of seniors aged 65 years and over surpassed the four million mark. Thepercentage of seniors as a whole of the Canadian population has consistently risen over the past decade.This increase is observed at the national level as well as in every province, territory and censusmetropolitan area in the country. At the same time, the working-age population (15 to 64 years) isbecoming older and the number of people approaching the age of retirement has hit a record high. Thefastest growing age group is those individuals aged 55 to 64 who are nearing retirement. These citizensare relatively wealthy, well educated and are often interested in improving their living environment byeither buying new accommodations or improving already owned housing. Both Canadian propertydevelopers and tradesmen — whose specialization is necessary for many renovations —require hardwareand hand tools to meet Canadian demand for both new and improved properties. Most Canadian buyers

will expect these products to be competitively priced and of good quality. This is particularly importantbecause of building codes in Canada and the competitive nature of property development.

Exiting high cost countries: Countries with lower production costs are generally gaining more ordersand those with higher costs are losing orders. This is happening globally and within geographic regions.

Importance of trade agreements: Bilateral and regional trade agreements play a significant role: astariffs are removed, buyers are motivated to source from those particular countries and regions. Leadingup to and after the end of tariffs, many buyers start to reduce the number of small suppliers with whomthey have direct relationships and instead begin establishing longer-term relationships with a fewernumber of large suppliers. This does not necessarily mean the demise of small business as these largecompanies often have their production done in several wholly owned or subcontract facilities in a numberof countries.

Corporate Social Responsibility: Canada is adding parallel Labour and Environment agreements tomost trade agreements signed as recently as 2009; this is expected to continue into the foreseeablefuture. As such, an exporter‘s Corporate Social Responsibility strategy becomes important in trade withthis country. Corporate social responsibility (CSR) is not a new concept, but buyers are taking a directand deliberate look at the total production process including procurement, manufacturing and wastedisposal. Exporters should try to market themselves by offering buyers their published CSR statementsand try to choose to work with vendors committed to the same level of compliance. While labour rightsissues are not currently viewed by most buyers as being as important as environmental issues, importersdo evaluate these factors as part of the whole picture, particularly when making decisions about whetherto buy from specific countries. As well, major violations of human rights and/or political or social instabilitycan affect sourcing decisions. Brands clearly want governments in producer countries to improve onenvironmental and labour standards regulations and their enforcement. According to companiesinterviewed in a recent survey, countries in Central America and the Caribbean could gain some degreeof competitive advantage over Asian countries with relatively lower production costs, if they meet thechallenges described above.

Environmentally-Friendly Practices : ‘ Green‘ interests are here to stay – they are no longer a ‗fad‘ ascompanies have become serious about their responsibility to the environment. This is increasing demandfor resource suppliers who collect, manufacture and move their products in environmentally friendly andsustainable ways.

Canadian buyers have stated thatdeterrents to importing fromspecific countries includeinconsistent product quality, poor

packaging and unacceptablehidden costs in waybills.


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Trade Practices

Competition

Since Canada ranks among those countries with the highest imports per capita, exporters from all overthe world are present here, competing fiercely and consistently for a part of this lucrative market. To makeinroads here, an exporter must therefore either offer a completely new product or be able to push asidean existing supplier with a more attractive offer in terms of quality, service, price, packaging or labelling.Canadian businesses engaged in importation, resale, distribution and retail sales across Canada look forsales support as well as regulatory compliance, marketing and promotional efforts from their foreignsuppliers in order to market their products and develop new client bases.

The key to successful exploitation of the Canadian market is the development of an organized marketingstrategy. The following require priority attention:

rapid turnaround in sample production; same-day reply (by e-mail, fax or telephone)

to every communication; on-time deliveries, with any delays agreed

to in advance with your buyer; delivery of product which corresponds

precisely with agreed-to specifications orsamples, with any changes agreed to inadvance with your buyer;

continuity of supply; maintenance of high quality at a competitive price; appropriate packaging material for overseas

shipments; adequate handling and storage facilities; promotion, especially of new products (include

names of current or past clients and/or theircountries);

knowledge of payment terms.

In addition, you should ensure that your representative who is in contact with the buyer speaks and writesclear and fluent English or French, depending on the buyer‘s preference. Exporters can focus onstrategies including:

adjusting to globalization by becoming niche players, specializing by product or by market; improving export marketing skills and knowledge of foreign markets; putting more emphasis on product development and the production of quality-assured and

environmentally friendly products, i.e., adopting the ISO 9000 series or similar quality standardsand ISO 14,000 series or similar environmental management standards.

Trade Shows

Canadian importers and a number of retail buyers usually visit foreign markets and their suppliers once ayear. They normally organize such trips to coincide with the most important foreign trade shows wherethey can explore possibilities for imports, as well as assess industry trends.

Perhaps the most important trade show in Canada is Construct Canada ; other important Canadian tradeshows include:

IIDEX NeoCon Canada Buildex Calgary Contech Montréal

http://www.iso.org/http://www.iso.org/http://www.iso.org/http://www.bvents.com/event/384789-construct-canadahttp://www.bvents.com/event/384789-construct-canadahttp://www.bvents.com/event/384789-construct-canadahttp://www.bvents.com/event/329262-iidex-neocon-canadahttp://www.bvents.com/event/329262-iidex-neocon-canadahttp://www.bvents.com/event/331904-buildex-calgaryhttp://www.bvents.com/event/331904-buildex-calgaryhttp://www.bvents.com/event/268659-contech-montr%C3%A9alhttp://www.bvents.com/event/268659-contech-montr%C3%A9alhttp://www.bvents.com/event/268659-contech-montr%C3%A9alhttp://www.bvents.com/event/331904-buildex-calgaryhttp://www.bvents.com/event/329262-iidex-neocon-canadahttp://www.bvents.com/event/384789-construct-canadahttp://www.iso.org/


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Construct Calgary Interdesign BC Construction Show Design Northwest Buildex Vancouver

Atlantic Building Materials Show The Outdoor Adventure Show -Toronto Kelowna Home Show Buildex Edmonton Log And Cottage Show - Exhibition

It is advisable to check with your agent, buyer or emb assy‘ s commercial counsellor to fully assess thedocumentation requirements, costs and benefits of your participation in trade shows. Please note thatTFO Canada does not provide letters of invitation to assist with obtaining travel or entry visas. Thesemust come from the buyer directly, or from proof of registration at a trade show.

The Buyer

Finding a Buyer : Entering a new market can be daunting, but with a well-defined marketing plan, therewards will be well worth the effort. Exporters have one chance to make a good first impression. Use thischance to show what you are selling. Initial information about your company should include photographs,prices, specifications, and quality/safety certifications of your latest products. You can also include photosof your production facilities. The internet is an essential tool for communication with Canadian buyers, sodevelop a website or have an e-mail address that will allow you to readily provide this information so thatthey can quickly assess whether they are interested in pursuing an arrangement with you. If you do notshow in such an immediate and concrete fashion what you are capable of, the buyer loses interest.

Finding a buyer requires perseverance and a serious commitment oftime, effort, and cost. The appointment of a good local agent orrepresentative is crucial in this competitive environment and exportersshould note that different agents may be required to cover separate

regional areas. TFO Canada encourages exporters to use any of thefollowing tools to help in these efforts:

Participate in trade shows in your own country or region, sincebuyers frequently attend these. In addition, international shows canbe an invaluable source of market intelligence. If you cannot attend these, contact the organizers toobtain the catalogue of exhibitors, many of whom will be importers. When attending internationaltrade shows, be sensitive to exhibitors, who will be busy trying to sell their own product. Introduceyourself, leave a business card and brochure with product information, and ask if you can call them toarrange an appointment within the timeframe of your visit to discuss what you can do. Do not try tosell on the spot at these shows; you will likely not succeed.

Consult with the trade representatives at your Embassy in Canada. They can provide help inidentifying potential Canadian importers, or may be able to direct you to an independent researcherwho could provide you with a detailed listing of interested Canadian buyers. Generally, the morepublicity you generate for your company and product, the more interest you will create in buyers.

Take advantage of a buyer‘s personal visit to your country. The Canadi an Embassy in your country oryour national export promotion office may have advance notification of such visits. Let them know thatyou would like to meet with any visiting buyers in your product line and if possible, contact the buyerdirectly to arrange a meeting.

Obtain a list of Canadian buyers who have traded with your country and contact them to offer yourproducts. These lists may be available from your local Chamber of Commerce, foreign trade ministry,and directories that can be purchased, such as the Retail Chains Directory . Some of these directoriesare expensive, but may be consulted without charge at Canadian public libraries while you are on avisit here.

Consistency in quality and delivery of theproduct with ordered specifications arecrucial to maintaining Canadian orders.

Continuity of supply is a key factor in the

importer’s, wholesaler’s and retailer’scommitment to marketing importedgoods in Canada. Sporadic shipmentswill damage the exporter’s reputation andchance of success in Canada.

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Contact any bi-national Chamber of Commerce existing between your country and Canada. Use trading companies and agents (regional, national or in Canada). Seek the assistance of your bank or freight forwarding company.

Industry Canada provides links to registered Canadian hardware and hand tool companies. Exporters canalso identify Canadian buyers who are listed on the internet by sector or through guides that might becompiled by Canadian sector trade associations .

Foreign Affairs and International Trade Canada also provides information to assist non-Canadianbusinesses , including information on How to Do Business with Canada; Expand or Invest in Canada; andFind a Supplier or Partner .

Dealing with a Buyer : Many importers or their agents may visit the production facilities of the supplier toassess the supplier‘ s capabilities, assure themselves of the quality of production facilities, and to build asolid trading relationship. Suppliers should maintain good communication with their buyer throughout theentire sales and after-sales process. In addition to offering value, buyers expect efficient handling ofexport procedures by a supplier, as well as reliability, experience, competence, a proven ability to sourceand a determined commitment to a long-term business relationship. Canadian importers have reportedthat a problem in dealing with new suppliers is that they are often asked to purchase unrealistically largeminimum quantities for a market the size of Canada‘s. Exporters must bear in mind that the Canadianmarket is about 10% the size of the U.S. market and therefore must be prepared to fulfill small orders.

At first contact with an importer in Canada, the exporter will likely be asked for samples. These samplesshould be accompanied by a certificate of analysis issued by a recognized authority in the country oforigin. Shipments must be accompanied by an Import Declaration form and any related fees forverification of these forms. In Canada they will be assessed for compliance with regulations and qualitystandards. Both containers and their contents will be examined. Canadian buyers usually perform an in-house company inspection of the product to determine if it complies with stated specifications, for thecompany‘s own satisfaction.

If the samples are acceptable, the importer may place a trial order with the supplier. If some adjustmentsare required, the importer will request new samples based on the instructions for needed changes. A trial

shipment which is consistent with the accepted samples and which is delivered according to an agreed-todelivery schedule may then be sent to Canada. The importer generally advises the supplier of the sizesand types of a product that should sell best in Canada and on the condition that the item should arrive inthis country. The importer uses samples to assess the interest of wholesalers and retailers in carrying theitem.

Exporters should bear in mind potentialcompetition from suppliers in the UnitedStates and Mexico. Canadian importersare aware of the advantages of purchasingfrom North American suppliers — lowertransportation costs, shorter delivery andlead times and simpler paymentmechanisms. These exporters are also

usually very familiar with the Canadianmarket and business norms. Exportersshould consider these facts when setting prices and evaluating business practices.

Import terms vary with individual importers. In general, quotations should be made f.o.b. foreign port,including packaging, but may be requested c.i.f. to a named warehouse. Payment for imports fromtraditional suppliers is generally cash against documents. The majority of Canadian importers will notwork with Letters of Credit but may select other credit formats and terms that would suit both parties. Contracts often include a clause stating that the goods must be inspected and signed off in-country by thebuyer or agent prior to shipping. The importer usually requests a guarantee to be included in the contractagainst hidden quality defects.

Items a buyer may cover in negotiating with a supplier include: Product attributes packaging logo mould breadth of product line quality price range product exclusivity country exclusivity special arrangements

Ordering services availability of product promptness of initial delivery availability of repeats promptness of repeats product substitution complete or split shipments order revision reliability of shipping direct to Canada

http://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/h_oa00003.htmlhttp://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/h_oa00003.htmlhttp://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/h_oa00003.htmlhttp://www.ic.gc.ca/app/ccc/sld/cmpny.do?lang=eng&profileId=501&naics=3322http://www.ic.gc.ca/app/ccc/sld/cmpny.do?lang=eng&profileId=501&naics=3322http://www.ic.gc.ca/app/ccc/sld/cmpny.do?lang=eng&profileId=501&naics=3322http://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/oa00019.htmlhttp://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/oa00019.htmlhttp://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/oa00019.htmlhttp://www.canadainternational.gc.ca/ci-ci/commerce_canada/index.aspxhttp://www.canadainternational.gc.ca/ci-ci/commerce_canada/index.aspxhttp://www.canadainternational.gc.ca/ci-ci/commerce_canada/index.aspxhttp://www.canadainternational.gc.ca/ci-ci/commerce_canada/index.aspxhttp://www.canadainternational.gc.ca/ci-ci/commerce_canada/index.aspxhttp://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/oa00019.htmlhttp://www.ic.gc.ca/app/ccc/sld/cmpny.do?lang=eng&profileId=501&naics=3322http://www.ic.gc.ca/eic/site/fmp-pmf.nsf/eng/h_oa00003.html


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Once an imported product has established a reputation for high quality, a brand name and trademarkshould be adopted. Such identification is important so that customers can easily recognize the productand know that it represents good value.

Quality and Inspection

Canada has one of the most developed markets in the world, resulting in high standards demanded bygovernment and expected by consumers. Hardware items and hand tools must be quality merchandiseand durable in order to arrive to market in good condition. Exporters should pay particular attention torequirements for packaging, labelling and quality. Canadian standards are generally very high and mustbe adhered to without overpricing the product if market penetration is desired.

Quality and safety standards for hardware and hand tools are developed by organizations accredited bythe Standards Council of Canada (SCC). The most significant are the Canadian General StandardsBoard (CGSB), CSA International (CSA) and the Underwriters‘ Laboratories of Canada (ULC). Electrical,plumbing and heating supplies, and equipment or appliances affecting fire safety, must be certified by anSCC accredited organization before export to Canada. The characteristics they examine may include

workmanship, finish, weight, markings, strength and toughness. Links to these organizations are providedin the ‗Regulations ‘ section of this report.

Operating manuals must be published in English and French and supplied with every machine; acomplete set must be provided to the importer for reference and to avoid misrepresentation. In addition,service and parts manuals must be supplied with every machine for use by maintenance personnel andfor ordering spare parts. To establish and maintain your reputation for reliability and efficiency, thesespare parts must be in stock in Canada or be rapidly available for quick replacements. Once again, acomplete set mu st be in the importer‘s possession.

Since service must be provided by the importer‘s local service personnel, training is important. Rememberthat your sales depend not only on the importer, but also on recommendations of the importer‘s sales andservice personnel to customers who want reliable products. Any contribution you can make to personneltraining should be emphasized to your buyer.

Quality and supply must be consistent and reliable, and the product must offer real commercial viability tothe Canadian buyer. Close communication is critical, since the buyer needs constant feedback from thesupplier. Make yourself consistently available to answer questions and provide information, and ensurethat someone in your group can speak English or French. Send photographs and where possible,samples of your items, since this is a very visually oriented sector. Larger retailers insist that suppliershave internet access capabilities for quick communication. These factors are all crucial in affecting thedecision of the buyer, who can source items from many other competitive sources.

Hazard Analysis Critical Control Points (HACCP): This practical system helps producers to review allpotential health and safety hazards in their plant operation and focus on controlling the points that arecritical to the safety of the finished product. The benefits of using the HACCP system include:

international acceptance of your products as the system is adopted worldwide; national acceptance, allowing you to become a leader in national industry; defining responsibilities between government and industry; improved marketability, using internationally recognizable logos and symbols; reduced recalls and product destruction, vital to an exporter‘s reputation for quality.

Based on the HACCP, the following may be used as a guide by exporters:

Review your business and company procedures, physical facility, processes, shipping, anddistribution systems. Identify areas where you might be vulnerable to potential sabotage orterrorist attacks and outline control measures for each of these areas.


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Ensure that there are adequate security measures for your facility and employees. Have procedures in place to ensure the composition and integrity of all raw materials and

packaging materials in each facility. Develop procedures to ensure the integrity and security of your manufacturing equipment and

water supply used in manufacturing.

Develop procedures and anti-tampering measures to ensure the security of your productsonce they are produced and shipped to retail. Develop an action plan to respond to an emergency, including cordoning off areas, moving

employees and contacting identified authorities. Ensure all hazardous chemicals are securely stored away from production and handling and

are listed on safety sheets on site.

Price

Traditi onally, wholesalers‘ margins are about 30% of the wholesale price, while retailers usually operateon a 30- 40% margin. Importers‘ margins are generally 10%. In the case of problem loads, a commissionpreviously negotiated between the supplier and importer may be charged and can range anywherebetween 12.5% and 18.5% of the selling price. The exporter may also be requested to provide rebates asa result of poor product quality, damage before or during shipping or late delivery. For large volumes,exporters may initiate special terms which allow them to shift warehousing or inventory costs over to theretailers. Since the retail price could be three to four times the price paid to the supplier, medium to lowpricing on products is most attractive to the buyer.

Packaging and Transportation

Besides trucking, imports enter Canada mainly by sea, generally in 20‘ -40‘ containerized units. Smallshipments are usually given to consolidators who build container loads (LCL). Requirements for customsdocumentation (invoice, certificate of origin , import declaration form, etc.) are detailed by the CanadaBorder Services Agency. Since the rate of duty depends on the origin of the product, the certificate oforigin is crucial for both exporter and importer.

Outer Packaging: There should be consistency of packaging and package sizes, an orderly loading ofcontainers, shipping marks on the master pack and article numbers on the inner packs. Shippingcontainers must be clearly stamped or stencilled on a minimum of two sides with all code markings, andin waterproof ink. Since buyers generally use the same packaging to ship products out of theirwarehouse, the packages should be sturdy enough for multiple handlings. Reusable rather thandisposable packaging addresses environmental concerns. Proper packaging is important since sub-standard packaging may damage the product and create problems for the importer in clearing andmarketing the goods. The importer will then refuse to do further business with that supplier.

Wooden Crates : To prevent the spread of harmful exotic insects andpathogens such as the Asian gypsy moth, Asian long-horned beetle,pine shoot beetle, European spruce bark beetle, brown sprucelonghorn beetle, the emerald ash borer, and the sudden oak deathpathogen, all species of non-manufactured wood used as dunnage,pallets, crating or other packaging material must be treated by heat,fumigation or chemical preservatives. This applies particularly to

imports from China and Hong Kong. Packaging material must be completely free of bark and visiblepests. Manufactured wood and wood particles such as sawdust and wood shavings used as packagingare exempt. Similar restrictions apply to packaging material consisting of straw and hay to prevent theintroduction and spread of cereal leaf beetle in this country. All shipments containing solid wood cratingmust be accompanied by an official phytosanitary or treatment certificate from the official plant protectionauthorities in the exporting country, confirming that it has been treated. Shipments not containing solidwood crating must carry a statement to that effect on accompanying documents. Shipments not meeting

All imports must be packaged in a containerin such a manner as to prevent the productfrom becoming infested or from spreading apest. While awaiting shipment, dunnage,

pallets, crating, or other packagingmaterials must be stored in a fashion thatwill prevent such infestation.

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these r equirements may be seized or denied entry into Canada, with incurred costs being the importer‘sresponsibility.

Retail Packaging: Attractive, appropriate and appealingretail packaging is important and suppliers should consult theCanadian buyer on this subject. Creative packaging maymake the product more attractive for consumers. Space forlabelling as required by Canadian regulations should also bemade available on the package and product identification

codes included on all retail packages. To this end, exporters should note that Canada is gradually shiftingfrom the UPC (Universal Product Code) to the GTIN (Global Trade Item Number) coding system that willeventually be used worldwide to facilitate global trading. Experts in Canada can provide designs, artwork,translations and send over final film for printing in your country, which is often more economical thanprinting in Canada. Your buyer may be able assist you with these details.

Labelling

Labels on imports must conform to Canadian standards. Exporters should consult with

and have the buyer approve drafts prior to printing. If any requirement of the Canadianlabelling regulations is missing, the goods cannot be sold. Exchanging or attachingadditional labels is time consuming and expensive. Imports bearing a description in a foreign language must have a separatelabel in English and French which complies with labelling regulations. The importer in this case is responsible for the labelling.Pictures and illustrations on the label must correspond to the contents of the package.

Private Labelling: Private labelling is common, and done largely to achieve higher margins while offeringconsumers products that are tailored to their needs. In the case of large retailers and chains, privatelabels may account for between 10% and 50% of stock. Private label or store-brand merchandise isheavily sourced from imports. In this case, the supplier must be prepared to fulfill stringent requirementsin terms of specifications, size, quality, labelling, and pricing. A buyer cannot import incomplete orimproperly labelled articles except in cases where the labelling will be completed in Canada. In this case,an Industry Canada inspector must be notified at the time, or in advance of importation, of all detailsrespecting the nature and quantity of the importation, the date and port of entry and the address of thepremises where the re-labelling of the articles will be completed. The dealer must notify the inspector oncompletion of the re-labelling and prior to resale, to allow inspection of the labelled goods.

Imported Items: Labels are generally supplied by the Canadian buyer for the supplier to attach to theproduct. A dealer cannot import incomplete or improperly labelled consumer products into Canada,except in cases where labelling of the articles will be completed in Canada. In this case, an IndustryCanada inspector must be notified at the time, or in advance of importation, of all details respecting thenature and quantity of the importation, the date and port of entry and the address of the premises wherethe re-labelling of the articles will be completed. The dealer must notify the inspector on completion of there-labelling and prior to resale, to allow the inspection of the labelled goods. Imports bearing a descriptionin a foreign language have to be provided with an additional label in English and French which complieswith the labelling regulations. The importer in this case is responsible for the labelling.

Outer shipping packages should be labelled with the following information:

brand name; product number; net amount in the immediate container in

terms of weight, measure or number; expiry date;

name and address of the importer; UPC/PLU or other bar code, identical to the

one on the individual products; lot number (to identify individual shipments).

For retail packages, information regarding the nature of the product, contents, and manufacturer must beprovided. The label must be conspicuous and the lettering designed according to prescribed minimumsize letters and numerals. The following should be shown in English and French:

The province of Québec has additionalrequirements concerning the use of theFrench language on all productsmarketed within its jurisdiction. Detailson labelling instructions can be

obtained through your buyer.

Effective product packaging is an important factorthat allows exporters of hardware and hand tools tobe more competitive in the Canadian market.Packaging should clearly illustrate and conciselyexplain the product’s applications.


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Name and head office address of themanufacturer or person who markets the goodsin Canada in their own name;

Name or description of the contents, including

the prod uct‘s composition ; Product of . . . (country name);

Quantity of the contents in Canadian weightsand measures (metric net quantity) ifappropriate;

UPC or other bar code as required;

―Warning‖ labels must be clear and includewhat the actual risks are (e.g., electricalshock).


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4

Distribution

The primary market areas in Canada are Toronto, Montreal and Vancouver. Consolidation of shipmentsto these cities is a common feature of distribution, which is essentially based on delivery fromproducer/exporter to broker, to importer, wholesaler and finally to retailers.

General Consumer Distribution Channels: Sales to Canadiancompanies are handled through relatively short marketing channels,and in many cases products move directly from manufacturer to end-user. Often, complete coverage of the consumer market requiresrepresentation in the various regions of Canada. Toronto, the largestmetropolitan area and commercial center of the country, is usually themost logical location for establishing sole representation. From aregional perspective, the country may be divided geographically into five distinct markets, plus theterritories. These are:

The Atlantic Provinces: New Brunswick, Nova Scotia, Prince Edward Island, and Newfoundland andLabrador (2.3 million persons);

The Province of Québec (7.6 million persons); The Province of Ontario (12.5 million persons); The Prairie Provinces: Manitoba and Saskatchewan (2.2 million persons); The Western Provinces: Alberta and British Columbia (7.5 million persons); and The Territories: Yukon, the Northwest Territories, and Nunavut (0.1 million persons).

Establishing representation in each of these markets provides optimal coverage and the ability to targetpromotional programs to suit specialized market needs.

Product pricing is vital to remaining competitive. In the retail sector, for example, Canadian businesseshave followed the successful United States trend toward larger stores with highly competitive prices. Tothis end, many retailers have invested in large discount-style operations to expand sales in anincreasingly competitive market. The emergence of high-volume warehouse merchandising in this marketis the direct result of consumer demand for competitively priced quality goods. Value for dollar is thepredominant purchasing determinant in both the consumer and industrial markets.

Producer/Exporter: A co-operative organization (formedeither by producers within a single country or by exportingcountries in a geographical region) would be a good vehicle fordeveloping an export trade relationship with Canada. Such anorganization would allow producers to work together toimprove handling and distribution; set up adequatemanufacturing, packing and storage facilities; develop astandards system; gain access to suitable transport (throughincreased volume); and establish a brand name or trademark.

Specialized personnel could also be hired to give advice onproduction methods and to conduct marketing activities. Initially, member producers should concentrateon exporting those items with the best market potential and/or those in which they have a strongcomparative advantage. Then, as the organization gains experience and proficiency and market

Retailers source their products througha combination of: Trade shows (91%) Sales representatives (60%) Trade magazines (35%) Other retailers (32%) Web sites (28%)

DISPUTE SETTLEMENTBoth exporters and importers should ensure thateach transaction or contract is specific aboutquestions relating to non-performance of either partyas well as the acceptability or not of products asdelivered, e.g., by stating product specificationsand/or payment terms. Any potential fordisagreement should be covered by specifying anarbitration board, e.g., the Canadian InternationalTrade Tribunal and its relevant rules of arbitration.Both parties should agree beforehand to be mutuallybound by the contract.

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conditions warrant it, the range of products could be expanded. By coordinating activities in this way, astrong position could be established on the Canadian market. However, it should be noted that poorlymanaged co-operatives can have a negative effect, especially when many small manufacturers areinvolved. Canadian importers are, in fact, wary of such co-operatives since many have had theexperience of receiving shipments of inconsistent quality. In such circumstances, trade will be suspended.

Importers and Agents: Once you have shown a potential buyer what you are capable of producing andthey express an interest in taking the relationship further, it is considered normal and prudent to requestreferences from the buyer or agent. Take the time to follow up on these to avoid potential problems in anyfuture dealings with the importer. Importers and agents have an extensive knowledge of the trade networkand account for a large portion of imports from TFO Canada client countries. They are generally morewilling to take the risks involved in dealing with new suppliers. They are, however, likely to subjectsuppliers to careful study before doing business. They expect references and will want to know about thesupplier‘s export experience, financial standing, and other such details. Exporters who do not supply references will likely not be well-received. Importers/agents are also more aware of potential problemsthat may arise in meeting Canadian requirements for quality, etc., and might be willing to assist supplierswith hints on adapting the product, providing labels to assist in penetrating the Canadian market, andproviding production order guarantees to allow the factory to plan labour and materials.

Wholesalers: Apart from registering with TFO Canada‘s database for marketing purposes, exportersshould find that the Canadian Importers Database might be useful for identifying Canadian marketers ofhardware and hand tools; many of these companies import for resale.

Retailers: Retail building supply stores include Canadian stores such as Rona and American branchessuch as Home Depot and Lowe‘s. In most cases, consumers can shop through their telephones or thewebsite of the companies, ordering specific items from a catalogue. In this case, established brandnames that are synonymous with quality are very important. Many of these retailers have buying offices inor near supplier countries.

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5

Import Regulations

Tariffs

Tariffs on imports depend on the product and on the supplying country and its applicable tariff treatment .

Under the Market Access Initiative , Canada has eliminated all duties and quotas on most imports from 48Least Developed Countries . Accurate identification of the origin of the product is vital to ensuring that themost favourable tariff rate is applied to your product; as such, each shipment must be accounted for withthe correct import documentation .

TaxesThe federal government imposes a 5% percent Goods and Services Tax (GST) on almost all goods andservices sold here. Only food sold in grocery stores, medical and dental services and a few others areexempt. All imports are subject to the GST, which is paid by the importer when the product entersCanada. In addition to the GST, federal excise taxes are imposed on certain goods sold in Canada.Imports of these are subject to a duty equivalent to the regular customs duty plus the excise duty imposedon similar Canadian manufactured products. A provincial retail sales tax is also collected by retailers inmost areas upon the final sale of goods and some services to the customer. While they affect the retailprice, these sales taxes are never levied directly on imports.

Important Note : On July 1, 2010, the provinces of Ontario and British Columbia implemented aharmonized sales tax (HST) to replace provincial sales taxes and the federal GST. The HST in Ontario is

applied on most goods and services sold in the province at a rate of 13%, consisting of the 5% federalportion and an 8% provincial portion. An HST is already in place for the Atlantic provinces.

Imports are subject to GST or the federal part of HST with some exceptions . For example, goodsimported by manufacturing service companies to be processed for non-residents and later exportedwithout being used in Canada are considered a non-taxable import. An input tax credit can also beclaimed in some circumstances. GST/HST is calculated on the Canadian dollar value of the goods,including duty and excise tax, and is collected at the border at the same time as these duties. The owneror importer of record is responsible for paying the tax on imported goods. Details are available throughthe Canada Revenue Agency .

Importing

CBSA provides information on importing goods into Canada . While the information on this site is aimed atCanadian importers, suppliers should review it to get a feel for information a buyer might request from theexporter. This information includes:

Accounting for your shipment: Invoices, import permits, Certificate of Origin, Duty Deferral Program,international trade agreements;

Examining your shipment: Why goods are examined; Registering your business: Business number, import/export account; Release of your shipment: Release programs, posting security, transaction number; Reporting your shipment: Required documents; Dispute Resolution: Appeal rights, self-adjustment;

http://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.html#adhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.html#adhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.html#adhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.html


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Electronic Commerce: Electronically sending commercial data to the CBSA; Importer programs: Customs Self Assessment Program; Othe r government departments‘ requirements: Other requirements that may apply; Licensed customs brokers: Information on hiring an agent and the licensing process.

According to International Trade Canada, only those products that are eligible for a tariff benefitestablished under free trade agreements such as with Mexico, Chile, and Cost Rica will be subject toimport permit requirements .

Inspection

If an importer in Canada has received a shipment in a deteriorated condition or has agreed to handleproduct in a deteriorated condition, that importer can request an inspection from the CanadianGovernment within 24 hours of reception. This is to help determine the responsibility for the condition ofthe load so that a fair settlement may be made between the shipper and receiver.

Antidumping

Through CBSA exporters could access information relating to:

Anti-Dumping and Countervailing; International events in Canada; Postal and courier programs; Useful tools and a simplified step-by-step approach to importing; Customs Interest Calculation Program; Forms and publications for importers.

Regulations

Every electrical or gas powered item must bear the certification mark of an SCC accredited organization,or a special test certificate based on Canadian or acceptable internationally known test procedures mustbe supplied. This certification is important for warranty service and to clarify disputes over the correctoperation of the machine or malfunctioning of its parts. Warranties covering parts and labour must beprovided and usually last 12 months from the date of the invoice. Under warranty, parts must be suppliedfree of charge, while labour is paid either on a case by case basis or through a discount on the price ofthe item.

Key regulations, codes and technical requirements affecting the products covered in this report includethose provided by: Federal and Provincial Building, Plumbing, Heating and Electrical Codes; Standardsissued by CSA International, the Canadian General Standards Board and Underwriters‘ Laboratories ofCanada; Consumer Packaging and Labelling Act and Regulations; Customs Tariffs Act; HazardousProducts Act; Marking of Imported Goods Order; and any applicable bilateral trade agreements.

Provincial building, plumbing and electrical codes are based on model codes, i.e., the National BuildingCode of Canada, the Canadian Plumbing Code and the Canadian Electrical Code. These in turn requireconformance to hundreds of national product, material or installation standards published by CSA, CGSBor ULC. On request, the Standards Council of Canada will advise what standard applies to a givenproduct and by which organization it is published. For safety-related products, the manufacturer orimporter must demonstrate conformance to standards. This may be done through certification by acertification organization accredited by the Standards Council of Canada; the Council also provides a listof these organizations.

The larger certification organizations maintain foreign offices and/or laboratories for the convenience oftheir clients. For certain products, conformance may be demonstrated by an evaluation report from the

http://www.international.gc.ca/trade-agreements-accords-commerciaux/index.aspx?lang=en&menu_id=12&menuhttp://www.international.gc.ca/trade-agreements-accords-commerciaux/index.aspx?lang=en&menu_id=12&menuhttp://www.international.gc.ca/controls-controles/textiles/notices_exp_avis/elimination.aspxhttp://www.international.gc.ca/controls-controles/textiles/notices_exp_avis/elimination.aspxhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.international.gc.ca/controls-controles/textiles/notices_exp_avis/elimination.aspxhttp://www.international.gc.ca/trade-agreements-accords-commerciaux/index.aspx?lang=en&menu_id=12&menu


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Canadian Construction Materials Centre ; a test report from an accredited laboratory may suffice in somecases. Manufacturers or importers are responsible for determining what standards apply. Materials thatare used in the construction of special industries, such as the food industry, should also be approved bythe Canadian Food Inspection Agency .

Further information is available through the following websites:

Building Products Standards and Regulations Canada Canadian General Standards Board Canadian Standards Association Ontario Technical Standards and Safety Act Standards Council of Canada Building Products Environmental Topics Canadian Environmental Solutions Environment Canada Climate Change Air Quality ecoAction

http://www.nrc-cnrc.gc.ca/ccmc-ccmc/index.htmlhttp://www.nrc-cnrc.gc.ca/ccmc-ccmc/index.htmlhttp://www.inspection.gc.ca/http://www.inspection.gc.ca/http://www.inspection.gc.ca/http://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/h_uf00014.htmlhttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/h_uf00014.htmlhttp://www.tpsgc-pwgsc.gc.ca/ongc/home/index-e.htmlhttp://www.tpsgc-pwgsc.gc.ca/ongc/home/index-e.htmlhttp://www.csa.ca/cm/homehttp://www.csa.ca/cm/homehttp://www.tssa.org/home/default.asp?loc1=homehttp://www.tssa.org/home/default.asp?loc1=homehttp://www.scc.ca/en/homehttp://www.scc.ca/en/homehttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/h_uf00005.htmlhttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/h_uf00005.htmlhttp://www.ic.gc.ca/eic/site/ces-sec.nsf/eng/Homehttp://www.ic.gc.ca/eic/site/ces-sec.nsf/eng/Homehttp://www.ec.gc.ca/default.asp?lang=En&n=6EE576BE-1http://www.ec.gc.ca/default.asp?lang=En&n=941684CD-1http://www.ec.gc.ca/default.asp?lang=En&n=941684CD-1http://www.ecoaction.gc.ca/index-eng.cfmhttp://www.ecoaction.gc.ca/index-eng.cfmhttp://www.ec.gc.ca/default.asp?lang=En&n=941684CD-1http://www.ec.gc.ca/default.asp?lang=En&n=6EE576BE-1http://www.ic.gc.ca/eic/site/ces-sec.nsf/eng/Homehttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/h_uf00005.htmlhttp://www.scc.ca/en/homehttp://www.tssa.org/home/default.asp?loc1=homehttp://www.csa.ca/cm/homehttp://www.tpsgc-pwgsc.gc.ca/ongc/home/index-e.htmlhttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/h_uf00014.htmlhttp://www.inspection.gc.ca/http://www.nrc-cnrc.gc.ca/ccmc-ccmc/index.html


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6 Tips for Exporters

The Canadian market is extremely competitive. Exporters should note that any failure on their part to givebuyers excellent service will result in the buyer quickly turning to other suppliers. The following areimportant factors in establishing your reputation for reliability:

Establish an attractive, easy to navigate and informative website with contact links to your e-mail andensure that you respond the same day with any information requested. This immediately shows thepotential buyer, who gets many of these offers each week, what you are capable of. Always includelinks to your website in any communication with the buyer.

Always keep your fax machine switched ‗on‘. Since Canada is divided into different time zones, e.g.,Vancouver is three hours behind Toronto; communication with a buyer might be at unusual hours.Buyers who cannot readily contact an exporter will quickly turn to other sources of supply. Send aninterim note if information is not immediately available. Give a reasonable date for when all theinformation would be ready and honour that date.

The buyer looks at your sample and how you handle the request to provide one as concrete proof ofyour capability and an example of how you would handle a potential business relationship. Ensurethat you provide the sample well within the requested timeframe and that the sample is of impressivequality and value. This will assure the buyer that you are a viable alternative source of supply. Follow-up orders must match the quality of this sample.

No surprises. Canadians expect delivery of the product they purchase. Unavoidable delays should beimmediately reported and justified to the buyer; ask the buyer to accept the delay.

Provide accurate information and follow up key sales calls in person as soon as possible. Enclose a standards certificate of the product and photographs of the manufacturing facilities with the

letter of introduction to the importer. This certificate may be needed to show conformity with Canadianstandards and should be obtained from the appropriate authorities in your country.

Get to know the Canadian market and your importer. Read trade publications and visit trade showsand retail stores in Canada to get a feel for the market.

Establish contact with trading companies or import agents since they may be the most promisingchannel for new entries. Hire an agent/importer to represent you in Canada.

If you are asked for exclusive rights to your product, you should include a clause in the contract for aminimum level of annual purchases. Be flexible and solicit feedback from your buyer on your productand trade relations. Put all verbal agreements in writing.

Use English (or French in Québec) in all correspondence and provide information on the productrange, capacities and price list, quoting prices in Canadian or U.S. dollars.

Finally, if you have at least one year of export experience, be sure that you are taking full advantage ofTFO Canada‘s free promotional services. This includes direct promotion of your company an d products to

Canadian importers via our monthly Import Info E-Newsletter and inclusion in our online searchabledatabase of exporters. Please check your current profile with us by signing in to our website and going toyour ―Exporter Profile.‖ Ensure tha t all your information is correct and that you have accurately completedStep 2 of the registration process including entering one or more of your exported products. Note thatwhile Step 3 —uploading additional information such as photos, price lists etc. —is optional, werecommend that you take the time to complete it as well. In the event that you are not registered with TFOCanada, please register with us by accurately completing Steps 1 and 2, and as explained above, theoptional Step 3.

http://www.tfocanada.ca/register.phphttp://www.tfocanada.ca/register.phphttp://www.tfocanada.ca/register.php


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Annex

Sources of Information

TFO Canada 56 Sparks Street, Suite 300Ottawa, Ontario, Canada K1P 5A9Tel.: (613) 233-3925 In Canada: 1-800-267-9674Fax: (613) 233-7860E-mail: [email protected]

CANADA BORDER SERVICES AGENCY A directory of CBSA offices across Canada is availablethrough the Internet site.

I.E. Canada (CANADIAN ASSOCIATION OF IMPORTERSAND EXPORTERS)

160 Eglinton Avenue East, Suite 300Toronto, Ontario, Canada M4P 3B5Tel.: (416) 595-5333 Fax: (416) 595-8226

INDUSTRY CANADA Building ProductsSecond Floor, West Tower235 Queen Street, Ottawa, Ontario, Canada K1A 0H5Tel.: (613) 947-7466 Fax: (613) 954-6436

INTERNATIONAL TRADE CANADA Export and Import Controls Bureau125 Sussex Drive, Ottawa, Ontario, Canada K1A 0G2Tel.: (613) 996-3711Fax: (613) 995-5137

LUMBER & BUILDING MATERIALS ASSOCIATION OFONTARIO 5155 Spectrum Way, Unit 27Mississauga, Ontario, Canada L4W 5A1Tel.: (905) 625-1084Fax: (905) 625-3006

NORTH AMERICAN RETAIL HARDWARE ASSOCIATIOCANADA 360 DuPont St.Toronto, Ontario, Canada M5R 1V9Tel.: (416) 489-3396

Other Useful Internet Sites

Import Source (provides information and guidance on importing to Canada.) Maquila Solidarity Network Packaging Association of Canada Retail Council of Canada

http://www.tfocanada.ca/http://www.tfocanada.ca/mailto:[email protected]:[email protected]:[email protected]://www.cbsa-asfc.gc.ca/http://www.cbsa-asfc.gc.ca/http://www.iecanada.com/http://www.iecanada.com/http://www.iecanada.com/https://strategis.ic.gc.ca/app/scr/pssb/agen/rsrclst.pub;jsessionid=0000FN9ETs4ifb3SrtHeGy39bv6:1247mv5k6?alpha=H&lang=enghttps://strategis.ic.gc.ca/app/scr/pssb/agen/rsrclst.pub;jsessionid=0000FN9ETs4ifb3SrtHeGy39bv6:1247mv5k6?alpha=H&lang=enghttp://www.dfait-maeci.gc.ca/trade/eicb/textile/textiles-en.asphttp://www.dfait-maeci.gc.ca/trade/eicb/textile/textiles-en.asphttp://www.lbmao.on.ca/http://www.lbmao.on.ca/http://www.lbmao.on.ca/http://nrha.org/http://nrha.org/http://nrha.org/http://www.canadabusiness.ca/eng/http://www.canadabusiness.ca/eng/http://en.maquilasolidarity.org/enhttp://en.maquilasolidarity.org/enhttp://www.pac.ca/http://www.pac.ca/http://www.retailcouncil.org/http://www.retailcouncil.org/http://www.retailcouncil.org/http://www.pac.ca/http://en.maquilasolidarity.org/enhttp://www.canadabusiness.ca/eng/http://nrha.org/http://nrha.org/http://www.lbmao.on.ca/http://www.lbmao.on.ca/http://www.dfait-maeci.gc.ca/trade/eicb/textile/textiles-en.asphttps://strategis.ic.gc.ca/app/scr/pssb/agen/rsrclst.pub;jsessionid=0000FN9ETs4ifb3SrtHeGy39bv6:1247mv5k6?alpha=H&lang=enghttp://www.iecanada.com/http://www.iecanada.com/http://www.cbsa-asfc.gc.ca/mailto:[email protected]://www.tfocanada.ca/


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Trade Shows

A current list of trade shows of interest to Canadian buyers and suppliers is available through TFO Canada.

ATLANTIC BUILDING MATERIALS SHOW Atlantic Building Supply Dealers Association70 Englehart StreetDieppe, New Brunswick E1A 8H3Tel.: (506) 858-0700 Fax: (506) 859-0064

BUILDEX Buildex VancouverSuite 510 – 1185 West Georgia St.Vancouver, British Columbia V6E 4E6Tel.: (604) 739-2112

BC CONSTRUCTION SHOW 602-1788 West BroadwayVancouver, BC V6J 1Y1Tel./Fax: (604)-739-2112

CONTECH MONTRÉAL 223, rue Saint-JeanLongueuil, Quebec, Canada J4H 2X4Tel.: ( 450) 646-1833 Fax: (450) 646-3918

CONSTRUCT CANADA 10 Alcorn Avenue, Suite 100Toronto, Ontario, Canada M4V 3A9Tel.: (416) 512-0203

INTERDESIGN 10 Alcorn Avenue, Suite 100Toronto, Ontario, Canada M4V 3A9Tel.: (416) 599-3222 Fax: (416) 599-3224

INTERNATIONAL DU DESIGN D’INTERIEUR DEMONTREAL (SIDIM) 4398, Boul. Saint-Laurent, bureau 103Montréal, Québec, Canada H2W 1Z5Tel: (514) 284-3636 Fax: (514) 284-3649

INTERNATIONAL INTERIOR DESIGN EXPOSITION (I 10 Alcorn Ave., Suite 100Toronto, Ontario, Canada M4V 3A9Tel: (416) 944-3350 Fax:(416) 921-2

NATIONAL HOME SHOW CANADA 895 Don Mills Road, Suite 801, Building 2Toronto, Ontario, Canada M3C 1W3Tel: (416) 644-5400 Fax: (416) 644-5401

Publications

Hardware Retailing North American Retail Hardware Association Canada360 DuPont St.Toronto, Ontario, Canada M5R 1V9Tel.: (416) 489-3396

Woodworking Magazine 240 Edward StreetAurora, Ontario, Canada L4G 3S9Tel.: (905) 727-0077
http://www.absda.ca/index.php?id=5http://www.absda.ca/index.php?id=5http://www.buildexvancouver.com/e_show_rules.htmhttp://www.buildexvancouver.com/e_show_rules.htmhttp://www.bvents.com/event/320586-bc-construction-showhttp://www.bvents.com/event/320586-bc-construction-showhttp://www.contech.qc.ca/eng/index_batiment.phphttp://www.

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