Cómo elegir un distribuidor o agente comercial en Canadá
Esta guía está disponible actualmente en inglés.
Corbelis Group · · 6 min
In short
Pick a Canadian distributor or agent only after you have validated demand; then choose on customer overlap, technical capability and regional coverage, start with a time-limited, performance-based agreement, and keep direct contact with key end customers.
Distributor or agent: the core difference
A distributor buys, stocks and resells your product, taking margin and credit risk. An agent or rep agency sells on your behalf for commission while you invoice the customer. Distributors give reach and logistics; agents give flexibility and closer price control.
What to look for
- Customer overlap: do they already sell to your target buyers?
- Line fit: complementary products, not direct competitors.
- Technical depth: can they specify, install or support your product?
- Coverage: which provinces do they actually serve well?
- Capacity: will your line get attention next to their largest brands?
Structure the first agreement carefully
Start with a defined territory, clear performance milestones and a reasonable term with exit rights. Avoid granting national exclusivity before a partner has proven results. Have Canadian counsel review termination terms, as provincial rules can differ.
Stay close to the market
Even with a strong partner, keep your own relationships with key specifiers and end customers. It protects you if the partnership ends and keeps real market feedback flowing into product and pricing decisions.
Frequently asked
- Should I give a Canadian distributor exclusivity?
- Usually only for a defined region and after agreed performance milestones are met.
- When is going direct better than a distributor?
- When sales are high-value, technical and relationship-driven, or when no existing channel reaches your buyers.
Sources
General information only, not legal or tax advice.
¿Considera Canadá, o exportar desde allí?
Haga la checklist, responda cinco preguntas o dedíquenos treinta minutos. En cualquier caso saldrá con una lectura más clara del mercado.