Retos y oportunidades sector de uniformes en canadá

1. The Uniform
Market in Canada
Supported with funding from

2. Agenda
1. Market Overview
2. Canadian Regulations
3. The Competitive Environment
4. Getting the Business

3. 1. Market Overview
• Market Size
• Market Sectors
• Market Trends

4. Market Size
Vancouver
Montreal
Calgary/Edmonton
Toronto
Canada’s Urban Population = 23.5 Million
15 million of these are represented by five major cities

5. Market Size Cont’d
Calgary/Edmonton,
Alberta
15%
Vancouver, British
Columbia Toronto, Ontario
15% 42%
Montreal, Quebec
28%

6. Market Sectors
• Military and RCMP
• First Responders, Law Enforcement and
Government Ministries
• Corporate Image Wear
• Work Wear
• Healthcare
• School Uniforms
• Executive Wear

7. Market Sectors Cont’d
Estimated Market Values
CDN Dollars Percent of
Group Annual Total Market
Government (Justice and other Ministries) $40 M 20%
Corporate Image Wear (Hospitality/Retail
Service) $85 M 40%
Work Wear $50 M 24%
Healthcare (12,000 hospitals in Canada plus
clinics, offices labs) $30 M 14%
School (385 private schools each avg. 400
students) $5 M 2%

8. Market Sectors Cont’d
Additional Data
• Statistic total employment by industry (only a percentage of each
are in uniform)
http://www.statcan.gc.ca/tables-tableaux/sum-som/l01/cst01/econ40-eng.htm
• Detailed North America “work wear” (or uniform) analysis
with trends, challenges, growth forecast, and more at:
http://www.researchandmarkets.com/reports/888585/north_american_workwear_and_uniforms_markets
– Cost for report is about $6,050 USD

9. Market Sectors Cont’d
DISTRIBUTION
Corporate Image Wear
Police Fire EMS other Ministries Corporate Image Wear (Hospitality)
5% (Service/Retail Chains)
Quotes
15 % Retail
35 %
Retail
95 % 65 %
Contract Quotes 85 %
Quotes
Work Wear (Corporate Paid Hospital and Individuals
industrial)
Note: Corporate
15 % Retail
Security and School
25 %
Retail
Uniforms are 100%
quotes.
85 % 75 %
Quotes Quotes

10. Military and RCMP
Description:
• All branches of the military
and the Royal Canadian
Mounted Police (RCMP),
purchase almost
exclusively from Canadian
domestic manufacturers

11. First Responders, Law Enforcement and
Government Ministries
Description:
• Police, Firefighters and Paramedics
– E.g. Approximately 50, 000 Police in Canada: 40% in Ontario, 23% in Quebec and
10% Manitoba
• Correctional Services and Canadian Border Services Agency (CBSA)
• Natural Resources, Parks and Forestry
• Maintenance/Mechanics
What they Wear:
• Military style shirts with epaulettes
• Cargo-type pants and shorts
• Unlined seasonal jackets (may or may not have reflective tape) and
outerwear
• Fabrication is a combination of poly cotton or poly wool
• With printing, embroidery, cresting, reflective
• Maintenance/mechanics wear work wear

12. First Responders, Law Enforcement and
Government Ministries Cont’d
How they Buy:
• Government administered tendering, bidding and contract
award process
– Including detailed specifications, costly product sampling
(testing), slow payment terms, demanding delivery schedule,
unreliable volumes etc.
– Lowest price, highest quality, strict labelling and shipping details
– Penalties for non-compliance
Leaders:
• R. Nicholls
• Uniform Group
• Outdoor Outfits

13. Corporate Image Wear
Description:
• Private Security Companies
• Hospitality (kitchen staff, housekeeping)
• Service Industry (retail, courier, restaurant, postal,
transit, liquor stores, entertainment etc.)
• Canadian bank employees to do not wear uniforms
• Over 40,000 employees in service industry: 60% in Ontario
and Quebec
What they Wear:
• Private Security Companies: as per first responders,
law enforcement
• Hospitality: chef jackets, aprons, dresses, tunics etc.
• Service Industry: variety of polo shirts, slacks, skirts,
denim, acrylic sweaters, caps and outerwear
• Embroidery, unique colourations and styling

14. Corporate Image Wear
How they Buy:
• Direct from manufacturer or distributors
• Quotation or bidding process for term contract
Leaders:
• Unisync
• Mark’s (formerly Mark’s Work Wearhouse)
• Utility Garments
• R. Nicholls

15. Work Wear
Description:
• Maintenance, mechanics, warehousing
• Construction, manufacturing
• Public Works (sanitation, hydro, nuclear power)
• Transit Workers
• Natural Resources Industries (oil, mining, forestry)
What they Wear:
• Denim, cotton, poly-cotton, canvas “duck” cotton
• Shirts, pants, overalls, outerwear
• Reflective and embellishments

16. Work Wear Cont’d
How they Buy:
• Government customers purchase on official tender/contract basis
• Quotations
• Consumer retail
Leaders (Retail):
• Mark’s
• Walmart
• Sears
Leaders (Manufacturing Distributors):
• Helly Hansen
• Richlu
• AGO

17. Health Care
Description:
• Nurses
• Doctors
• Laboratory Technicians
• 125,000 across Canada
– 52% in Ontario and Quebec
What they Wear:
• Scrubs, lab coats, nurses uniforms

18. Health Care Cont’d
How they Buy:
• Government contract
• Direct sales
• Consumer retail
• Online
Leaders (Retail):
• Walmart
• Mark’s
• Sears
Leaders (Distributors Online):
• Professional Choice Uniforms
• Scrubs Canada
• Etc.

19. School Uniforms
Description:
• Private Schools and Public Religious Schools
• Ages 7 to 16
• About 850 private schools in Canada (avg. 400 students)
• Canadian public school students do not wear uniforms
• School year is from September - June
What they Wear:
• Slacks, grey poly flannel or cotton, skirts, polo shirts, dress oxford shirts,
knit sweaters, blazers, tunics and ties
• Crests, embroidery
• Specific colours

20. School Uniforms Cont’d
How they Buy:
• From distributors (contract or quotes)
• Pricing less of an issue vs. service
relationship and other considerations
Leaders:
• R.J. McCarthy
• In School Wear
• Small local distributors

21. Description:
Executive Wear
• First Responders (Formal Uniform)
• Hotel management
• Airlines (Air Canada, WestJet, Porter, Transat etc.)
What they Wear:
• Dress shirts, pants, blazers, skirts etc.
• Dress tunics
How they Buy:
• Distributors
• Domestic factory direct
• Consumer Retail
Leaders:
• VF Imagewear (Air Canada, WestJet)
• Pink Tartan (Porter Air)
• Carleton Uniform

22. Market Trends
• Sources of Information: Government and
Industry Statistics, Survey and Interviews
with Leading Sector Distributors
– not including U.S. Conglomerates

23. Amalgamated
Canadian
Distributors
Independent
Large US
Canadian
Conglomerates
Distributors
VF Imagewear Cima
Cintas Omega
Ameripride C2C
G&K Unisync Premium
R. Nicholls Uniform
Utility Garment
RJ McCarthy
Mark’s

24. Market Trends Cont’d
• Acquisition of smaller Canadian companies by
larger U.S. Corporations
– Making their purchasing for Canadian employees
from U.S. head office
– Raising level of service beyond the competition (IT,
logistics, design, sourcing, pricing, inventory)
• Industry leaders anticipate between a 5 to 20%
annual growth in volume over the next 5 years
– may represent acquisition growth more than market
increase

25. Market Trends Cont’d
• Canadian corporate acquisitions and amalgamations
• Government contract purchasing amalgamating divisions
and/or products into a single contract
• General dissatisfaction with suppliers
– Delivery times
• China 120 days
• Bangladesh 90 days
• Mexico 60-75 days
– Cost, communication, distance, quality control
• Greater value on reliable quality goods and services vs. cost
• Growing consideration for eco-friendly products

26. 2. Canadian Regulations
• The Canadian Boarder Services Agencies (CBSA) is the federal law
enforcement agency responsible for (among other duties) administering and
enforcing the laws and regulations regarding the importation of goods into
Canada; interdicting illegal goods and collecting all applicable duties and taxes
on imports.
• Suppliers are not responsible for Canadian Rules and Regulations
• The Canadian importer (or dealer) is responsible for meeting and honouring:
– the standards, rules and regulations including:
• product registration; labelling; packaging; quality and safety standards; tariffs and duties
Some requirements and links to government websites for additional details and
explanations are in the following:
• Certification
• Tariffs and Rules of Origin
• Quality and Safety Standards
• Packaging and Labelling

27. Certification
• All imported garments require a
Certification Identification Number
(referred to as a “CA Number”)
– Five digit number proceeded by the letters
“CA”
• The source of any garment can be traced
by its “CA Number” online at:
http://strategis.ic.gc.ca/app/cb/cnmbr/srchFrm.do;jsessionid=00005
-_sdbwHkK_vOsJOs-MhcKO:1247mv5k6?language=eng

28. Certification Cont’d
• The CA Registration will tell you the Dealer Company (or
individual’s) by name, address, the date the number was
issued and its status (issued, terminated etc.)
• You can also search the U.S. Dealer Database (by their
RN Number ) from the same site
• Relevant regulations are covered in the Textile and
Labelling Act of Canada and are administered by the
Competition Bureau www.competitionbureau.gc.ca.

29. Tariffs
• Canada Border Services Agency (CBSA) publishes advance rulings
– To help the importing community determine the proper tariff
classification of goods
• These rulings, issued under paragraph 43.1(1)(c) of the Customs
Act, (available at the Justice Ministry site: http://laws-
lois.justice.gc.ca/eng/acts/C-52.6/section-43.1.html) provide
information on the importation of particular goods, including their 10-
digit tariff classification number under the Canadian Customs Tariff
• For information on the importance of proper classification of goods
see the Harmonized System (HS) Compliance (http://www.cbsa-
asfc.gc.ca/publications/pub/bsf5118-eng.html)

30. Rules of Origin
• Rules of Origin (or Country of Origin) are stringent in Canada
• Due to the Free Trade Agreement between Canada and Colombia importers
and exporters must know if their garments meet the requirements for duty
exemption (or not)
– Proper documentation to satisfy the CBSA is required
• These rules are complex and often subject to interpretation. You are strongly
encouraged to obtain the full document via emailing your request to:
publishing.publications@cbsa-asfc.gc.ca
• Ask for: Memorandum D11-5-9 Canada-Colombia Free Trade Agreement
(CCOFTA) Rules of Origin
– contains the CCOFTA Rules of Origin Regulations and provides a link to the Foreign
Affairs and International Trade Canada (FAITC) Web site where the Rules of Origin for
the CCOFTA may be found
• Under the current agreement, duty free is only granted to Colombian producers
using locally-sourced/made materials.
– If the fabric used in Colombia is imported, then finished goods imported to Canada will
be assessed at the 18% duty rate
Learn More: http://www.international.gc.ca/trade-agreements-accords-commerciaux/

31. Quality and Safety Standards
• Garment care, particularly washing instructions are not mandatory
but generally provided with uniform garments in accordance with
Textile Labelling Act and meeting the standards of the Canadian
General Standards Board (CGSB) harmonized with the North
American Free Trade Agreement (NFTA).
• Likewise specific sizing or size designations are not mandatory (but
if used they must be accurate)
• Canadian Standards Association (CSA) International
– Sets standards for clothing particularly related to safety work wear worn
in the Canadian workplace
– Flame/heat, electricity or static resistant garments, and light reflective
features require CSA certification to be sold in the Canada
– CSA provides latest minimum standards, labelling requirements and
inspections for factory certification

32. Packaging and Labelling
• It is national policy to provide both French and English
labelling on most garments and packaging.
– Particularly an issue with government end users and
customers with national distribution
– Importer will have details
• Labelling and packaging issues are ultimately the
responsibility of the importer
– A major cause of delay in the release of goods is due to
poor or improper labels applied by the supplier
– Close and clear communication, including visual
confirmation of labels and packaging before manufacturing
or shipping is essential

33. 3. The Competitive Environment
• Worldwide (China, Bangladesh, Vietnam,
Mexico, Colombia)
• Canadian Manufacturing
• Products and Pricing

34. Worldwide
• Government sourcing statistics track general garment
classifications (not specifically uniform numbers)
• The following graph is a reliable estimate based on their
numbers and input from leading industry Distributors.
Vietnam Mexico and
and Other 7%
Indonesia
8%
Bangladesh
and
Pakistan China
15% 70%

35. Worldwide
• China dominates the Canadian market
– supplying an estimated 70 – 100% of most Distributor’s
uniform imports
• Bangladesh plus other Asian countries
(Vietnam/Indonesia) may represent 20% or more
– high volume low cost basic t-shirt, polo, dress shirt and
pant market particularly for School Uniforms and
Hospitality garments
• Mexico is somewhat an underachiever in the market in
spite of NFTA due to unreliable production

36. Canadian Manufacturing
• Work Wear manufacturing in Western Canada ; Quebec and Atlantic Canada
servicing industrial resource production (oil, mining, forestry) construction and
related industries
• Products include highest standards of flame resistant (FR) and 100% Cotton
Duck Fabric
– Cotton duck fabric or duck canvas, is a heavy, plain woven cotton fabric
used primarily for outerwear, coveralls, bib overalls and pants) and basic
work shirts and pants (denim, poly cotton etc.)
• Examples are:
– Richlu Manufacturing (West) http://www.richlu.com/
– Big Bill (Quebec) http://www.bigbill.com
– WorkWell http://www.wearwellgarments.com/
– Geliget http://www.geliget.com/Home.aspx (Atlantic Canada)
– Helly Hansen of Norway is manufacturing out of Dartmouth Nova Scotia
(Atlantic Canada) http://www.helly.ca/EN/

37. Canadian Manufacturing Cont’d
• Executive, Sportswear, Health Care and Hospitality
manufacturing by various smaller operations across
Canada.
• Law Enforcement pants, shirts and outerwear
examples:
– Empire Shirts (Quebec) http://empireshirt.com/
– Perfection Shirt Inc. (Quebec)
http://www.perfectionshirt.com/en/index.php
– Outdoor Outfits (Ontario) Outerwear for First
Responders, Law Enforcement
http://www.outdooroutfits.com/

38. Products and Pricing
What are they buying?
Where?
What quantities?
What are they paying?
Target Price?
The following information was garnered through a survey of a number
of leading uniform distribution companies, most with national
distribution, representing all sectors of the industry.
The survey does not include companies operating in Canada with head
office management based in the U.S. or large retail companies who
may be servicing the uniform market through consumer retail
distribution (primarily: Wal-Mart, Sears, Mark’s Work Warehouse ).

39. Products and Pricing Cont’d
Style Description Fabric Treatment Units/Yr. Origin Price FOB/Land Target FOB/LDP
Golf shirt Collar/placket 60/50 (250 gsm) non-pill 4% shrink max 300k Egypt 4.15 FOB 3.75 FOB
Golf shirt Collar/placket 50/50 (220 gsm) 10k Bangladesh 6.5 LDP 5.75 LDP
Golf shirt Multi colours flat knit 50/50 (210 gsm) 10k China 8 FOB
Shirts Military epaulettes 4.5 oz 65/35 polycotton stain/liq resistant 50k Bangladesh 6.5 LDP 5.5 LDP
Shirts Military epaulettes 4.5 oz 65/35 polycotton stain/liq resistant 25k China 8.5 FOB 7 FOB
Shirts Military epaulettes 5 oz 65/35 polycotton Teflon 20k China 10 FOB
Shirts Military epaulettes 6oz 65/35 polywool Teflon 10k China 15 FOB
Shirt Dress Single pocket 5oz. Poly cotton crease/stain resistance 10K China 6 FOB 6.5 LDP
Shirt Dress Single pocket 4.5 oz cotton 10k China 8 FOB 6 FOB
Pants 6 Pocket cargo 8.5 oz. 65 /35 poly cotton crease/stain resistant 40k China 11.5 LDP 9.5 LDP
Pants 6 Pocket cargo 8.0 oz. 65 /35 poly cotton Teflon 10k China 17 FOB
Pants 6 Pocket cargo 7.5 oz. 65 /35 poly wool Teflon 10k China 22 FOB
Pants 6 Pocket cargo 7.5 oz. 65 /35 poly cotton 25k China 9.5 FOB
Pants 5 Pocket cargo 65 /35 poly cotton Twill crease/stain resistant 4k Colombia 33 FOB USA 10 LDP

40. Products and Pricing Cont’d
Style Description Fabric Treatment Units/Yr. Origin Price FOB/Land Target FOB/LDP
Pants Dress 7.5 poly cotton 7k China 11 FOB 9 FOB
Pants Dress t/r (285 gsm) flat 4 pocket 200k China 9 FOB 8 FOB
poly wool or viscose crease/stain resist.
Pants Dress stretch washable 15k Canada 32 LDP 25 LDP
Pants Outerwear 100% nylon 5k China 27 FOB 22 FOB
Sweater Zip cardigan 100% acrylic non-pilling 3k Mexico 22 LDP 20 LDP
6oz. outer shell 100% waterproof
Winter Jacket 3 in 1 with fleece inner nylon breathable 5K China 65 FOB 55 FOB
waterproof
Duty Jacket Thinsulate 6oz. Sq. yd. 100% nylon breathable 20k China 65 55
Coverall Zipper front 7 & 9oz. poly cotton Teflon 75k China 13 FOB
Coverall 9oz. 88/12 CVC FR CSA 75k Mexico 50 LDP
Pants FR 9oz. 88/12 CVC FR CSA 20k Mexico 30
Shirts FR 7oz. 88/12 CVC FR CSA 20k Mexico 25 LDP

41. Products and Pricing Cont’d
• Margins
– Fluctuate in this highly competitive market
(particularly when bidding for large volume business)
• Generally volume importers (dealer distributors)
are getting 75 to 100 point mark-up on first cost or
about 45 to 60 points on their landed costs or
more.
• Most volume buyers are considering quotes based
on FOB (freight on board) price in US Dollars.

42. 4. Getting the Business
• Preparation and Presentation
• Marketing Strategy
• Finding the Buyer
• Trade Shows
• Courting the Buyer
• Keeping the Customer
• Success Stories
• Opportunities

43. Preparation and Presentation
• Marketing Materials
– Up to date and informative website
– Product samples and specifications
– Pricing sheets (in CDN or US dollars, on an FOB or Landed CIF basis)
• Address technological capabilities (machinery, labour training and experience,
IT interface potential )
• Quality control procedures (production, labelling, packaging and shipping)
• Fluent English speaking personnel with professional communication skills
• Knowledge of the Canadian market (Use TFO and ProExport; surf the web;
attend trade shows)

44. Marketing Strategy
• Prepare to meet these demands:
– Rapid turn around and sample production
– Same day reply to every communication
– On-time deliveries with any changes agreed to by buyer
– Deliver products that meet agreed to specifications
– Continuity of supply
– Maintain quality and price (particularly on contract product)
– Correct labelling, packaging and shipping details as
specified by the buyer
– Upgrading of facilities, technology and human resources
commensurate with growth
– Partnering on design and fabrication innovation

45. Finding the Buyer
• Attend trade shows at home and in competing countries, but
especially in the USA and Canada.
• Alternatively, contact organizers to obtain catalogues of exhibitors
and attendees.
• Your Canadian potential customers are “selling” at their trade shows
not “buying”. Buyers may not be present but contacts can be made
and competitive product viewed.
• ProExport has offices in Canada and knows the market and players.
Use them.
• “How to Do Business in Canada” commercial web site:
http://www.communicaid.com/cross-cultural-training/culture-for-
business-and-management/doing-business-
in/Canadian_Business_Culture.php

46. Trade Shows
• Advanced Work Wear Canada
– Protective clothing and uniforms for public safety services (firefighters, police,
emergency medical services)
– Held in March and November in Toronto, Montreal or Calgary
– www.gcttg.com
• Imprint Canada
– Embroidery and printable sportswear and promotional products
– Vancouver: The Western Imprint Canada Show, October 12 and 13, 2012
– Toronto: The Toronto Imprint Canada Show, January 11 and 12, 2013
– www.imprintcanada.com
• North American Association of Uniform Manufacturers and Distributors (NAUMD)
– Organizes bi-annual gatherings alternating between Toronto and Montreal
– Members have NAUMD benefits (access to the USA NAUMD trade show)
– Orlando, Florida, April 5 to 8, 2012
– www.naumd.com

47. Trade Shows Cont’d
• Shooting, Hunting, Outdoor Trade Show (SHOT Show) and
Conference
– Organized by National Shooting Sports Foundation (NSSF)
– Combined firearms, law enforcement, cutlery, outdoor and
protective apparel
– Largest presentation of law enforcement uniform brands open to
the trade
– Las Vegas, Nevada, January 15-18, 2013
– www.shotshow.org
• Techtextil North America
– Technical side of the textile industry
– Research and development, raw materials and production,
processes, product innovation, treatment and recycling
– Atlanta, Georgia, April 24 to 26, 2013
– www.techtextilna.com

48. Trade Shows Cont’d
• Marine Hotel Association
– Suppliers for cruiser lines
– Uniforms, towels, bed linens and others
– Orlando, Florida, April 21-23, 2013
– www.mhaweb.org
• PPAI EXPO – Promotional Products Association International
– Suppliers of promotional products
– Uniforms included
– Las Vegas, Nevada, January 14-18, 2013
– www.ppai.org
• National Restaurant Association
– Restaurant suppliers of different goods (uniforms and home textiles)
– Chicago, Illinois, May 18-21, 2013
– www.restaurant.org/events/

49. List of Potential Buyers
Company $M Prov. Website Contact Position Phone Email Sector Source
450-442-
R.Nicholls Distributors Inc. 20 QC www.rnicholls.com Kuna Seelan VP Sourcing 9215 kuna.seelan@rnicholls.com C, F CH,B
905-361- C, F, W,
Unisync Group 20 ON www.unisyncgroup.com James Bottoms COO 8989 jbottoms@unisyncgroup.com M CH,I,B, O
416-650-
Marv Holland Apparel 18 AB www.marvholland.com Dennis Zukowsky New Bus.Dev. 5885 dzukowsky@marvholland.com C, F, W CH,M,
514-279- C, F, W,
Utility Garments 10 QC www.utilitygarments.ca Harold Geyer CEO 8488 hg@utilitygarments.ca M,S CH,I,B,O
905-565-
Spirito 10 ON www.spirito.com Sam Lee President 7576 sam@spirito.com C,F,W,M CH,I,B
Margaret 604-708-
Omega Uniform Systems 10 BC www.uniformsystems.com Ramsdale Pres. 8904 mramsdale@uniform systems.com C,F,W,D CH,M,
Dir.Purchasin 416-593-
RJ McCarthy 10 ON www.rjmccarthy.com Eisavi Edmon g 6900 eeisavi@rjmccarthy.com S CH,E,I,B
514-745-
C2C Uniforms 7 QC www.c2cuniforms.com Vince Feigin Director 3384 vince@c2cuniforms.com C,F,W CH,
514-596-
CIMA LTCI Corporation 5 QC www.cimaltci.com Kevin Lutes Pres. 0327 kevin.lutes@cimaltci.com C, F CH,Col,
Giovanni 416-535-
Premium Uniforms 5 ON www.premiumuniforms.com Moschetta Sales Mgr. 0535 giovanni@premiumuniforms.com C, W O
Sectors:
C=Corporate/Hosp F=First Responders, W= Work Wear, D= Dress, M=Medical,S=School
Source:
CH=China, I=India,B=Bangladesh,M=Mexico,Col=Colombia O=other (or not declared)

50. Courting the Buyer
• Contact and Visit (by email or phone)
• Schedule a personal visit
• Follow Up! Regardless of immediate possibilities,
build relationships for the future.
• Buyers are looking for savings but also security.
– Colombian pricing may be high but reliable quality,
delivery and reaction times are valuable too (See
Marketing Strategy)

51. Courting the Buyer Cont’d
Colombia Potential Negatives: Cost, inexperience with market;
technology and access to materials
Potential Positives: Shorter lead times and turn-around; smaller
volumes; specialization opportunities and better quality
IF RELIABLE
Buyer and Supplier are geographically closer making personal
visits easier and less costly
• Take small steps particularly regarding volumes
• Promise small, deliver big
• Be honest throughout

52. Keeping the Customer
• Meet and maintain Market Strategy
objectives
• Develop a close relationship (including
personal visits) built on performance,
integrity and shared goals

53. Success Stories
• High volume supply to large volume
retailer(s)
– very basic product (e.g. socks)
– well established and well operated manufacturing
company
– significant exporting experience
• Specialty product (e.g. men’s designer
underwear)
– Canadian brand, marketed globally
– High end, state of the art packaging and design

54. Success Stories Cont’d
• Law Enforcement uniform manufacturing for
U.S. brands
– well established factory with extensive exporting
experience.
– Quality manufacturing, labelling and inventory
controls
• Canadian Distributor working closely and
specifically with Colombian sources (e.g.
various law enforcement products)
– Smaller quantities, slow build of customer base

55. Opportunities
Volume vs. Niche
• Uniform market in Canada is mature, well serviced and
experiencing growing domination by large corporate category
“killers”
• Colombian product known for quality but not price
• Opportunity to supply smaller companies operating “under the
radar” of the larger dominant distributors
• Feature service and quality over price
• Customers willing to pay a premium for quality and reliable
deliveries.

56. Opportunities Cont’d
• “Brand” partnerships with Canadian marketing
companies
• Knitwear (e.g. acrylic sweaters)
• Customer will pay a premium for specialty products
such as:
– Fashion styling
– Maternity
– Unique fabric applications
– Eco-friendly product
• Create product specifically with Colombian fabric

57. Thank You
Ben Gordon
bengordon@rogers.com
Supported with funding from