The Uniform Market in Canada

The Uniform
Market in Canada
Supported with funding from
Agenda
1.
2.
3.
4.
Market Overview
Canadian Regulations
The Competitive Environment
Getting the Business
1. Market Overview
• Market Size
• Market Sectors
• Market Trends
Market Size
Vancouver
Montreal
Calgary/Edmonton
Toronto
Canada’s Urban Population = 23.5 Million
15 million of these are represented by five major cities
Market Size Cont’d
Calgary/Edmonton,
Alberta
15%
Vancouver, British
Columbia
15%
Toronto, Ontario
42%
Montreal, Quebec
28%
Market Sectors
• Military and RCMP
• First Responders, Law Enforcement and
Government Ministries
• Corporate Image Wear
• Work Wear
• Healthcare
• School Uniforms
• Executive Wear
Market Sectors Cont’d
Estimated Market Values
CDN Dollars
Annual
Percent of
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%
Group
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
Market Sectors Cont’d
DISTRIBUTION
Police Fire EMS other Ministries
5%
Quotes
Corporate Image Wear (Hospitality)
Corporate Image Wear
(Service/Retail Chains)
15 % Retail
35 %
Retail
95 %
Contract
Work Wear (Corporate Paid
industrial)
65 %
Quotes
Hospital and Individuals
Note: Corporate
Security and School
Uniforms are 100%
quotes.
15 % Retail
25 %
Retail
85 %
Quotes
85 %
Quotes
75 %
Quotes
Military and RCMP
Description:
• All branches of the military
and the Royal Canadian
Mounted Police (RCMP),
purchase almost
exclusively from Canadian
domestic manufacturers
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
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
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
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
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
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
Health Care
Description:
• Nurses
• Doctors
• Laboratory Technicians
• 125,000 across Canada
– 52% in Ontario and Quebec
What they Wear:
• Scrubs, lab coats, nurses uniforms
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.
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
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
Executive Wear
Description:
• 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
Market Trends
• Sources of Information: Government and
Industry Statistics, Survey and Interviews
with Leading Sector Distributors
– not including U.S. Conglomerates
Amalgamated
Canadian
Distributors
Independent
Canadian
Distributors
Large US
Conglomerates
VF Imagewear
Cintas
Ameripride
G&K
Unisync
R. Nicholls
Utility Garment
RJ McCarthy
Mark’s
Cima
Omega
C2C
Premium
Uniform
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
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
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
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
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.
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://lawslois.justice.gc.ca/eng/acts/C-52.6/section-43.1.html) provide
information on the importation of particular goods, including their 10digit 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.cbsaasfc.gc.ca/publications/pub/bsf5118-eng.html)
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/
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
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
3. The Competitive Environment
• Worldwide (China, Bangladesh, Vietnam,
Mexico, Colombia)
• Canadian Manufacturing
• Products and Pricing
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
and
Indonesia
8%
Bangladesh
and
Pakistan
15%
Mexico and
Other 7%
China
70%
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
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/
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/
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 ).
Products and Pricing Cont’d
Style
Description
Fabric
Treatment
non-pill 4% shrink max
Units/Yr.
Origin
Price
FOB/Land
Target
FOB/LDP
300k
Egypt
4.15
FOB
3.75
FOB
5.75
LDP
Golf shirt
Collar/placket
60/50 (250 gsm)
Golf shirt
Collar/placket
50/50 (220 gsm)
10k
Bangladesh
6.5
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
4k
Colombia
33
FOB USA
10
LDP
crease/stain resistant
Products and Pricing Cont’d
Style
Description
Fabric
Pants
Dress
7.5 poly cotton
Pants
Dress
t/r (285 gsm)
Pants
Dress
poly wool or viscose
stretch
Pants
Outerwear
100% nylon
Sweater
Zip cardigan
100% acrylic
Winter Jacket
6oz. outer shell 100%
3 in 1 with fleece inner nylon
Duty Jacket
Coverall
Units/Yr.
Origin
Price
FOB/Land
Target
FOB/LDP
7k
China
11
FOB
9
FOB
flat 4 pocket
200k
China
9
FOB
8
FOB
crease/stain resist.
washable
15k
Canada
32
LDP
25
LDP
5k
China
27
FOB
22
FOB
non-pilling
3k
Mexico
22
LDP
20
LDP
waterproof
breathable
5K
China
65
FOB
55
FOB
Thinsulate
waterproof
6oz. Sq. yd. 100% nylon breathable
20k
China
65
Zipper front
7 & 9oz. poly cotton
Teflon
75k
China
13
FOB
9oz. 88/12 CVC
FR CSA
75k
Mexico
50
LDP
Coverall
Treatment
Pants
FR
9oz. 88/12 CVC
FR CSA
20k
Mexico
30
Shirts
FR
7oz. 88/12 CVC
FR CSA
20k
Mexico
25
55
LDP
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.
4. Getting the Business
•
•
•
•
•
•
•
•
Preparation and Presentation
Marketing Strategy
Finding the Buyer
Trade Shows
Courting the Buyer
Keeping the Customer
Success Stories
Opportunities
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)
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
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-forbusiness-and-management/doing-businessin/Canadian_Business_Culture.php
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
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
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/
List of Potential Buyers
Company
$M Prov. Website
Contact
Position
Phone
Email
Sector
Source
CH,B
R.Nicholls Distributors Inc. 20
QC www.rnicholls.com
Kuna Seelan
VP Sourcing
450-4429215
kuna.seelan@rnicholls.com
C, F
Unisync Group
20
ON www.unisyncgroup.com
James Bottoms
COO
905-3618989
jbottoms@unisyncgroup.com
C, F, W,
M
CH,I,B, O
Marv Holland Apparel
18
AB www.marvholland.com
416-650Dennis Zukowsky New Bus.Dev. 5885
dzukowsky@marvholland.com
C, F, W
Utility Garments
10
QC www.utilitygarments.ca
Harold Geyer
CEO
514-2798488
hg@utilitygarments.ca
C, F, W,
M,S
CH,I,B,O
Spirito
10
ON www.spirito.com
Sam Lee
President
905-5657576
sam@spirito.com
C,F,W,M CH,I,B
Omega Uniform Systems
10
BC www.uniformsystems.com
Margaret
Ramsdale
Pres.
604-7088904
mramsdale@uniform systems.com C,F,W,D CH,M,
RJ McCarthy
10
ON www.rjmccarthy.com
Eisavi Edmon
Dir.Purchasin 416-593g
6900
eeisavi@rjmccarthy.com
S
CH,E,I,B
C2C Uniforms
7
QC www.c2cuniforms.com
Vince Feigin
Director
514-7453384
vince@c2cuniforms.com
C,F,W
CH,
CIMA LTCI Corporation 5
QC www.cimaltci.com
Kevin Lutes
Pres.
514-5960327
kevin.lutes@cimaltci.com
C, F
CH,Col,
Premium Uniforms
Giovanni
ON www.premiumuniforms.com Moschetta
Sales Mgr.
416-5350535
giovanni@premiumuniforms.com C, W
5
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)
CH,M,
O
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)
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
Keeping the Customer
• Meet and maintain Market Strategy
objectives
• Develop a close relationship (including
personal visits) built on performance,
integrity and shared goals
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
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
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.
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
Thank You
Ben Gordon
bengordon@rogers.com
Supported with funding from