ABIC 2010 Newsletter

Click here to download.

Public Advisory from Health Canada:

Chaotic Beverages Recalled Due to Unacceptable Health Risks to Children

Health Canada is advising Canadians not to consume Chaotic Beverages sold under the brand names Mind Strike, Fearocity, Elixir of Tenacity and Power Pulse because they are unauthorized products marketed to a vulnerable population (children) with ingredients that may pose a health risk.

You can report any suspected adverse reactions to drugs and other health products to the Canada Vigilance Program by visiting the Reporting Adverse Reactions to Drugs and Other Health Products page.

Premier Edition Processors Newsletter

Click here to download the premiere edition of the Food Processing HR Council's HR Food Source Newsletter.  This newsletter is designed to tell you abut the new council and what it can do for your company and your industry. It's worth taking a little time to view these six pages which are packed with exciting information about the council, it's inaugural members and the Board of Directors.

Membership is free in the inaugural year. Just visit www.fphrc.ca, click on the "Become a Member"and fill in the form. It takes only a few  minutes and your welcome kit will arrive shortly after. Also, take a look at the Career Focus Program, which allows food processing employers the opportunity to receive a wage subsidy to hire skilled youth.

Agriculture and Agri-Food Canada Resources

Agriculture and Agri-Food Canada's BC Regional Office has updated two popular resources for exporters and compiled a new guide to funding opportunities for BC producers, processors and associations.  These publications are now available on-line for your convenience:

NEW!

Funding Opportunities for BC Producers, Processors, and Associations

This booklet contains information about funding opportunities for BC agriculture and agri-food producers and processors, as well as industry associations and not-for-profit groups involved with the agriculture and agri-food sector.

To access this booklet, click here.

Updated:

Export Information for BC Agri-food and Seafood Businesses

This guide contains a collection of programs and services is designed to assist BC agri-food and seafood companies, as well as associations and groups, in developing their individual exporting plans. For ease of use, this booklet is organized into three categories. Each listing includes a brief description of the programs and/or services offered, in addition to contact and website information.

To access this booklet, click here.

Updated:

Internet Resource Guide on International Business and Etiquette for BC Agri-food and Seafood Businesses

The Marketing and Trade Officers at the British Columbia (BC) Regional Office of Agriculture and Agri-Food Canada (AAFC) assist BC agri-food and seafood companies to export their products internationally. This guide contains a collection of websites was compiled by the officers to provide companies, associations, and groups with the resources to determine their export status and preparedness, and help them develop individual exporting plans. For ease of use, the websites are organized into six categories and each listing includes a brief description of the information or services offered.

To access this booklet, click here.

Hard copies of these publications can also be requested from: This e-mail address is being protected from spambots. You need JavaScript enabled to view it  

IFT Show Report: US FF, Beverages and Ingredients

The Government of Canada has prepared this report based on primary and secondary sources of information. Readers should take note that the Government of Canada does not guarantee the accuracy of any of the information contained in this report, nor does it necessarily endorse the organizations listed herein. Readers should independently verify the accuracy and reliability of the information. This report is intended as a concise overview of the market for those interested in its potential and is not intended to provide in-depth analysis which may be required by the individual exporter. Although every effort has been made to ensure that the information is correct, Agriculture and Agri-Food Canada assumes no responsibility for its accuracy, reliability, or for any decisions arising from the information contained herein.

Click here for the full report.

Canada Export Centre: How to Find a Reputable Overseas Rep

Finding a great rep is not an overnight process:  there are different routes to finding the right one and many issues to consider. Before beginning your search, you need to have a good understanding of the target market: who is my competition, what are the barriers to entry and where are the opportunities? Is finding a rep the right approach for the market or do I need to be considering other alternatives? Once you’re comfortable with the market, and confident going the rep route is right for you, it’s time to reach out and begin the search.

Clients should not to get ahead of themselves. It’s possible to go straight to identifying potential overseas reps, but armed with little understanding of the markets, the risk of failure is much higher. The first step is deciding which markets you'll be targeting. You’ll have to think about what your ideal market looks like, and then research those markets to make sure they meet your needs. This will likely include investigating the competition, regulatory issues and perhaps looking at the supply chain to identify who the key players are. Once you’ve done your research, you’re better equipped to narrow in on a market and determine if establishing a rep is the right approach.

DO YOUR RESEARCH

Much in the same way you researched which markets are a fit, you need to be methodical in your search for a rep. Think about your personal network – do you know anyone in the market? Are there any associations or government agencies in the target market that you could contact? What about industry publications or journals? Instead of showing up at a trade show not knowing anything about the key players, look at past trade show websites. Often times there will be exhibitor lists. Research the lists to determine if any are potential reps that fit what you are looking for. Be thorough in this phase of your search, as you want to find the absolute best candidate.

THE END-USER/RETAILER APPROACH

A great way to identify potential reps involves calling on your target end-users or retailers in order to determine who they are buying from and who they like to deal with. Those distributors or re-sellers who have carved out a comfortable niche with the retailers or end-users are the potential reps you want to be talking to. Interviewing the retailers or end-users will provide unique insight into your rep candidate(s): how often they visit their clients, what else they sell, how creative they are, and how well liked they are. This will help you evaluate the performance of the various reps in the market, and the types of relationships they have developed. You’ll come away from it with a list of potentials to consider.

VETTING YOUR REP

You may have compiled a list of companies you think fit as potential reps. Before picking up the phone to determine if they are interested in partnering with you, make sure you’re prepared to ask the right questions to assess the fit. How big is this company? Have they imported before? How many people are working for them? What is their sales strategy? Can they develop a marketing plan for your products? Can they provide references? Does their current offering compliment your product or is it actually competitive? Be careful, some companies might take on your line just to keep you out of the market.

NAVIGATING CULTURAL ASPECTS

You may have some great ideas about how to go about finding a rep, but there are challenges that require support: language, time zone, different business practices and cultural issues to name a few. Some companies think if they're selling in France, they can go into other French-speaking countries and sell using the same approach. Things are very different in France than in, say, Belgium, Switzerland or Quebec. The same holds true for Asia and Latin America.

A way around this is through hiring an overseas telemarketing company to do initial customer qualifications for you. You could look at hiring a salesperson in the region who could follow up on leads, or designate a salesperson at home who would travel to the area periodically. A telemarketing campaign would give customers the appearance that you've got a local presence, and its operators could set up appointments for your sales staff who would fly in and meet with qualified leads. If export sales continue to increase, you could look at establishing a sales rep in the region permanently. Having a local on the ground working for you helps immensely, as he or she will understand market nuances that a foreigner would not.

CONCLUSIONS

Let what you learned about the market through thorough investigation help you better determine your approach. It’s very important to be open to alternatives: you may find that a rep is not the best route to go. Joint venturing, licensing, setting up manufacturing facilities, or even buying a competitor or channel partner might make more sense. Each market is unique, and you need to be flexible and open to the various options.

Canada Export Centre effectively helps companies plan and execute successful market entry strategies.

For a free 1 hour consultation with one of CEC's executives please email the Office Manager, Rhian Atkins, at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Federal government tenders are available from Merx free of charge providing the user has an account. In order to obtain an account, a business number, GST number, or credit card number is required (the credit card should not be charged unless a tender is purchased from an organization outside of the federal government). For more information on the electronic tendering system, please contact Merx directly.

The closing date is 12:00 EST (Ottawa time) on Friday January 8th, 2010.