Timeshare business development: a safe and effective strategy for entering the Canadian market

Introduction

The Canadian market offers opportunities for French and European companies in a variety of sectors, such as medical^[1] and agriculture^[2] . However, entering and establishing a foothold in this market can be difficult for companies without local roots. Timeshare business development appears to be a strategic solution for overcoming this obstacle. In this article, Yann Jadis, director and co-founder of ADEXIA, a consultancy and support company specialising in development on the Canadian market and a member of the Globallians network, presents this seed solution for initiating development in Canada.


[1] THE MEDICAL SECTOR IN CANADA | Adexia Inc
[2] THE AGRICULTURAL AND FOOD SECTOR IN CANADA | Adexia Inc

Challenges for New Entrants

Canada offers fertile ground for business. However, foreign companies can find it difficult to establish local partnerships due to the lack of local references, which are essential for gaining the trust of potential distributors and partners. Cultural differences in the way business is conducted and regulations specific to each province also complicate market access.

Understanding timeshare business development

What is Timeshare Business Development?

Le business development à temps partagé The time-share business development offered by consulting companies such as ADEXIA is based on the involvement of an experienced professional who represents the foreign company in Canada, acting as a cultural and commercial intermediary between the company and its local contacts, distributors and partners. This model enables gradual integration into the local market without the costs associated with setting up a full subsidiary or recruiting a full-time senior sales representative.

Process and Implementation

The implementation of this model begins by adapting the product or service to the Canadian market to ensure that the company’s offering is well aligned with the expectations of the Canadian market. A targeted prospecting strategy is then deployed. The senior sales representative acts on behalf of the company as a white label, ensuring the transparency and trust of potential Canadian distributors and partners. They are also in constant contact with the company’s teams based in France and Europe.

The advantages of timeshare business development

Reducing risks and costs

This strategy minimises financial and operational risks by reducing the initial costs associated with international expansion. This approach enables companies to adapt their products or services to the Canadian market, and to strengthen their offering while limiting the risks. It offers a less costly and less time-consuming alternative to setting up a subsidiary that involves hiring local staff or expatriating part of the team.

Flexibility and adaptability

Time-share business development offers great flexibility, enabling companies to adapt to market dynamics and adjust the service to the objectives set.

Growth accelerator

The deployment of the sales associate is rapid, since it does not involve setting up a subsidiary beforehand, or a recruitment process that can sometimes take several months. As a result, the sales action begins as soon as the timeshare mandate is signed.

Business case : GMMI – Agri-food engineering

Context

GMMI specialises in the design of industrial equipment and, more specifically, long-distance, waterless transfer solutions for abattoirs and the agri-food industry. In addition, GMMI has extensive expertise in the poultry industry for the transfer of products (whole poultry) and by-products (legs, skin, bones, carcasses, offal, etc.), as well as pork, beef, fish and seafood, vegetables and even insects. Many Canadian slaughterhouses are still using transfer solutions that consume a lot of energy and water. This company therefore had significant development potential in Canada.

Objective

The first step was to identify and qualify end customers (slaughterhouses and food processing plants) as well as local partners (installers and distributors). To do this, the company relied on the expertise of ADEXIA, which has been supporting it since November 2023 via its time-sharing business development service. ADEXIA began by setting up targeted prospecting, sales follow-up and visits to industrial sites. The ADEXIA sales representative then led and federated the new network of local partners and promoted GMMI solutions at major trade shows in Canada and the United States.

Results

To date, 5 projects are under discussion, mainly in Quebec and Ontario. GMMI can now also rely on important local partners such as a representative agent in Eastern Canada for the fish sector or a dynamic installer based in Quebec.

Conclusion

By opting for timeshare business development, French and European companies can establish solid initial references and integrate effectively into the Canadian business ecosystem.

^[1] LE SECTEUR MÉDICAL AU CANADA | Adexia Inc

^[2] LE SECTEUR AGRICOLE ET AGROALIMENTAIRE AU CANADA | Adexia Inc

You can also find the analysis and advice of Yann Jadis, development expert in Canada, on our Youtube channel: