{"id":6975,"date":"2021-10-27T15:15:03","date_gmt":"2021-10-27T19:15:03","guid":{"rendered":"https:\/\/www.goexport.ca\/?p=6975"},"modified":"2021-10-27T15:44:22","modified_gmt":"2021-10-27T19:44:22","slug":"exporting-to-usa","status":"publish","type":"post","link":"https:\/\/www.goexport.ca\/en\/exporting-to-usa\/","title":{"rendered":"Seven Tips to Export to the United States"},"content":{"rendered":"[blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Globally, the American market is one of the most coveted by companies wishing to export. This is not surprising, since the country alone represents 25% of the world economy (UN).<\/h3>\n

In Canada, we are fortunate to be close to and experienced in trading with the US, which makes it all the more attractive, even without considering the Canada\u2013United States\u2013Mexico free trade agreement (CUSMA). This trade agreement greatly facilitates commercial exchanges with the US by removing tariff and non-tariff barriers as well as simplifying the transport, logistics and warehousing of products.<\/h3>\n

These conditions provide Canadian companies with a head start, but they do not guarantee their success in the American market. To successfully export to the US, you will have to adapt to how Americans do things and get to know the market extremely well. Today we\u2019re sharing our seven best tips on how to do this.<\/h3>\n[\/spb_text_block] [blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Identify your added value <\/strong><\/span><\/h1>\n

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The US market is a niche market where you have to offer a value-added product. This is due to the country\u2019s protectionist nature, but also to its expertise in many sectors, both in services and in manufacturing. At equal value, Americans will always favour a US-made product.<\/h3>\n

So, you have to ask yourself if your product is unique in the market. Is it less expensive? Is it better quality? Does it meet a need in an innovative way?<\/h3>\n

Perhaps you offer a product similar to one currently imported from Europe by the US. If you offer better service, faster delivery or if your product is less expensive (which is often the case thanks to the Canadian dollar), you\u2019ll have a competitive advantage.<\/h3>\n

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Get to know the market <\/strong><\/span><\/h1>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

The US is a huge territory with many different markets. They don\u2019t all have the same potential for your products.<\/h3>\n

Canadian companies are in the habit of looking at\u00a0more populated states, such as Florida or Texas, or territories that are close by, such as the Northeast for Quebec companies and the Great Lakes region for Ontario companies. However, before choosing a region, you should do a market study to be sure that your product meets the needs of the potential market, that the price is right and that you will be able to handle\u00a0competitions.<\/h3>\n

As you get a better idea of the overall portrait, you could discover that certain less-known markets, such as those in the Midwest or Southwest, could be equally interesting entry points and less occupied by other new importers.<\/h3>\n[\/spb_text_block] [blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Develop your distribution network <\/strong><\/span><\/h1>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

The size of the Canadian market makes it easier for companies to sell their products without a distributor. This is not the case in the US, which invented the concept of distribution and still functions according to this business model. Distributors are often seen as a cost, but they bring great added value to exporting companies, especially when it comes to logistics, delivery, technical skills, established relationships, customer service and taxation.<\/h3>\n

The best way to enter the US market is to find a distributor that offers you the best coverage of your market and develop a long-term relationship with it. We share our tips for training and optimizing your distribution network in our recent white paper which should help you with this.<\/h3>\n[\/spb_text_block] [blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Adapt your products <\/strong><\/span><\/h1>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Even if certain certifications are recognized internationally, the US has its own certification rules for several product categories. Americans impose some of the highest standards in the world, as well as trade rules to prevent, among other things, imported products from saturating their market. \u00a0It is possible that you may have to adapt your products to make them legal, or that you will have to take steps to obtain certain certifications.<\/h3>\n

As well, since you don\u2019t speak to an American \u00a0like you do to a Canadian, you will also need to re-evaluate your marketing strategy to better reach your new audience.<\/h3>\n[\/spb_text_block] [blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Get help from experts <\/strong><\/span><\/h1>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Even if this applies to all your international market development, it is even more crucial to surround yourself with experts in law, taxation, logistics, development and marketing as you explore the American market. American laws are very strict, especially in employment and taxation, and\u00a0 \u00a0entrepreneurs who do not have expert help can run into a myriad of problems and have difficulty moving their products.<\/h3>\n

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Americanize your approach <\/strong><\/span><\/h1>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

To develop relationships with Americans, you have to adapt to their ways.<\/h3>\n

For example, they expect business partners to have a good command of English, especially when it comes to marketing and technical aspects, but above all they expect to be served well in their own language if they have a problem. They also tend not to develop personal relationships with their suppliers, unlike in other countries where distributors often invite their suppliers to their homes for dinner or even to get together on the weekend. In the US, developing personal relationships is not a prerequisite for successful business relationships.<\/h3>\n

Finally, Canadian culture is different from American culture in many ways: politics, culture, economy, etc. When dealing with American clients, Canadian exporters should avoid sensitive subjects that are not related to the business at hand.<\/h3>\n[\/spb_text_block] [blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

Take advantage of available funding <\/strong><\/span><\/h1>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

The Canadian government program CanExport SME (federal) and PEX (in Qu\u00e9bec) generously subsidize efforts to export to the US. \u00a0In Ontario, the Ontario Exporters Fund provides SMEs grants \u00a0to hire a specialized export executive. There are also many private and government investment funds that can help.<\/h3>\n

It is even possible to obtain financing from across the border. In the US, access to capital is very easy and inexpensive thanks to low interest rates. It is one of the markets for which you can access the most funding.<\/h3>\n[\/spb_text_block] [blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

__<\/h3>\n

Exporting to the US has its share of challenges, but you can do great business there as long as you have a value-added product, select the right market and develop a strong distribution network.<\/h3>\n

Don\u2019t hesitate to contact a member of our team<\/a> if you have questions about the US market or if you wish to have the support of international market development experts as you seek to develop your exports.<\/h3>\n[\/spb_text_block] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”]\n

\"GoExport_logo\"<\/a><\/h3>\n[\/spb_text_block]\n","protected":false},"excerpt":{"rendered":"

[blank_spacer height=”30px” width=”1\/1″ el_position=”first last”] [spb_text_block pb_margin_bottom=”no” pb_border_bottom=”no” width=”1\/1″ el_position=”first last”] Globally, the American market is one of the most coveted by companies wishing to export. This is not surprising, since the country alone represents 25% of the world economy (UN). In Canada, we are fortunate to be close to and experienced in trading with the US, which makes it […]<\/p>\n","protected":false},"author":1,"featured_media":6978,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_mi_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[95],"tags":[],"aioseo_notices":[],"jetpack_featured_media_url":"https:\/\/www.goexport.ca\/wp-content\/uploads\/2021\/10\/1170x635_AN.png","_links":{"self":[{"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/posts\/6975"}],"collection":[{"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/comments?post=6975"}],"version-history":[{"count":4,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/posts\/6975\/revisions"}],"predecessor-version":[{"id":6986,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/posts\/6975\/revisions\/6986"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/media\/6978"}],"wp:attachment":[{"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/media?parent=6975"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/categories?post=6975"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.goexport.ca\/en\/wp-json\/wp\/v2\/tags?post=6975"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}