Don’t Overlook the B-to-B Market in Canada

When it comes to B-to-B pricing, you don’t need to convert to Canadian dollars in your catalog or mail piece. Canadian businesses are quite comfortable buying in U.S. currency and computing the landed Canadian price. Your online and toll-free service line also can help Canadian customers get product information, tech support and after-sale service, same as any U.S.-based customer.

I recommend you check your customer file to see what you’re selling to Canadians today. If you see potential, do an assessment of the Canadian market. You’ll find a relatively easy opportunity provided you have sales there currently.

Terence Jukes is president of B2B Direct Marketing Intelligence Inc., a strategic consultancy based in Fort Lauderdale, Fla., that services clients in the U.S., Canada, France, the U.K. and Germany. You can reach him at www.b2bdmi.com or (954) 566-4451.