Furniture 2010.pdf

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Furniture 2010

Introduction .................................................................................................................................... 2 Scope of the Report ................................................................................................................. 2

The Canadian Market .................................................................................................................. 4 Imports ....................................................................................................................................... 6 General Furniture Market ...................................................................................................... 11 Trends and Opportunities ..................................................................................................... 15

Trade Practices ........................................................................................................................... 16 Competition ............................................................................................................................. 16 Trade Shows ........................................................................................................................... 16 The Buyer ................................................................................................................................ 17 Design ...................................................................................................................................... 19 Quality and Inspection ........................................................................................................... 21 Price ......................................................................................................................................... 21 Packaging and Transportation ............................................................................................. 22 Labelling ................................................................................................................................... 23

Distribution ................................................................................................................................... 25 Import Regulations ..................................................................................................................... 27

Tariffs ....................................................................................................................................... 27 Taxes ........................................................................................................................................ 27 Importing .................................................................................................................................. 27 Inspection ................................................................................................................................ 28

Antidumping ............................................................................................................................ 28 Regulations ............................................................................................................................. 28

Tips for Exporters ....................................................................................................................... 30 Sources of Information .......................................................................................................... 31 Other Useful Internet Sites ................................................................................................... 31 Trade Shows ........................................................................................................................... 32 Publications ............................................................................................................................. 32

This report is distributed subject to the condition that it shall not, by way of trade or otherwise, be lent, sold, hired out, or otherwisecirculated without TFO Canadas consent, in any form of binding or cover other than that in which it is published.

All information provided in this document is based on the best available at the time of preparation and is offered without responsibility on thepart of TFO Canada. The reader is advised to check with TFO Canada for updates and clarification through www.tfocanada.ca or by writing to

the address provided in the Annex. This report has been produced with funding from the Canadian International Development Agency.

Trade Facilitation Office Canada, 2010
http://www.tfocanada.ca/http://www.tfocanada.ca/http://www.tfocanada.ca/http://www.tfocanada.ca/


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Table 1.1: Selected Products (NAICS Codes)HOUSEHOLD AND INSTITUTIONAL FURNITURE AND KITCHEN CABINETS (NAICS 3371) NAICS 337110 Wood Kitchen Cabinet and

Counter Top Manufacturing

NAICS 337121 Upholstered Furniture Manufacturing

Bathroom vanities, woodCounter tops, woodKitchen cabinets (not free-standing), woodKitchen/Bathroom/Bar table or counter tops, plasticor laminated

ChairsChesterfields, convertible sofasJuvenile furnitureLiving room furnitureMetal framed furnitureOttomans, ReclinersSprings for chairs, couches, cots

NAICS 337123 Other Wood Household FurnitureManufacturing

NAICS 337126 Household Furniture (except wood orupholstered) Manufacturing

Bedroom furniture, incl. headboardsBookcasesCabinets for radios, television sets, record players

Cabinets, household, free standingCedar chestsChairs, householdChildren's furniture, including cribsCoffee tablesDining, living room and hall furnitureDomestic sewing machine cabinetsHousehold furniture components for assemblingKitchen furniture, incl. cabinets, free standingLaundry hampersOutdoor furniture (porch, lawn, garden, beach)Vanity dressers

Baby seats for automobilesBrass furnitureCane chairs

Glass household furnitureHousehold stools (except wood)Metal card tables and chairsMetal household bedsMetal household furnitureMetal or plastic free standing kitchen cabinetsPlastic (incl. fiberglass) furnitureRattan, weed, malacca, fibre, willow, wickerWrought iron furniture

NAICS 337127 Institutional Furniture Manufacturing

Assembly hall furnitureBarber/beauty shop hydraulic chairsBenches for public buildingsCafeteria furnitureChurch furniture

Draughting tablesFactory furniture (stools, work benches, tool stands, cabinets)Hotel and motel furniturePortable folding chairsRestaurant, school, store and theatre furniture

OFFICE FURNITURE (INCLUDING FIXTURES) MANUFACTURING (NAICS 3372) NAICS 337213 Wood Office Furniture, incl. CustomArchitectural WoodworkNAICS 337214 Office Furniture, exc. Wood

NAICS 337215 Showcase, Partition, Shelving and LockerManufacturing

BookcasesCabinetsCustom designed office interiors (furniture,architectural woodwork, fixtures)

Filing boxes, cabinets and casesFurniture (padded, upholstered, plain)Office chairs, desks, stools and tablesPanel/modular furniture systems

Display cases and fixturesFurniture frames, parts and componentsLockersMerchandise display standsOffice and store fixtures and shelvingPoint-of-purchase wire display racksPostal service lock boxesPre-fabricated partitions

Source: Trade Data Online - Trade by Product , Industry Canada, 2010 (nes=not elsewhere specified)

Exporters should note that the Canada Border Services Agency (CBSA) requires individual imports to beidentified by 10 digit HS codes; importers could be fined if these are not provided. Current codes areavailable from CBSA or from your buyer.
http://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.html


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2

The Canadian Market

According to the Conference Board of Canada 1, Canada s struggling furniture industry should begin tosee a modest rise in revenues in 2010 after four years of steady decline due in large part to competitionfrom low-cost countries. The industry's total revenue is expected to advance 1.1% in 2010 to $10.6 billionafter falling 15.1% in the previous year. The pace of growth is expected to rise even more, to 3.9% in2011, then 5% in 2012 and 4% in 2013. However, the industry's overall profitability is expected to fall by3.8% due to the increasing costs of raw materials, particularly wood, plastics, textiles, and metalcomponents.

Retail Sales: In contrast to the decline in Canadian manufacturing sales, retail sales grew by anaverage of 6% a year between 2005 and 2008 as consumers chose cheaper imported goods over higherquality - but more expensive - domestic products.

Although retail sales declined for the first time in four years in 2009, in part because of the reluctance ofconsumers to purchase on credit, sales advanced strongly in the first half of 2010.

Source: Statistics Canada,MonthlyRetail Trade by Industry , September2010http://www40.statcan.ca/l01/cst01/trad42a-eng.htm

1 http://www.conferenceboard.ca/documents.aspx?did=3744 andhttp://www.homegoodsonline.ca/index.php?option=com_content&task=view&id=4560&Itemid=2

Table 2.1: Furniture Retail Sales, June 2010

June 2009 June 2010$ millions % changeFurniture stores 772 815 5.6Home furnishings stores 415 486 17.2Home electronics and appliance stores 1144 1208 5.6
http://www40.statcan.ca/l01/cst01/trad42a-eng.htmhttp://www40.statcan.ca/l01/cst01/trad42a-eng.htmhttp://www40.statcan.ca/l01/cst01/trad42a-eng.htmhttp://www.conferenceboard.ca/documents.aspx?did=3744http://www.conferenceboard.ca/documents.aspx?did=3744http://www.homegoodsonline.ca/index.php?option=com_content&task=view&id=4560&Itemid=2http://www.homegoodsonline.ca/index.php?option=com_content&task=view&id=4560&Itemid=2http://www.homegoodsonline.ca/index.php?option=com_content&task=view&id=4560&Itemid=2http://www.conferenceboard.ca/documents.aspx?did=3744http://www40.statcan.ca/l01/cst01/trad42a-eng.htmhttp://www40.statcan.ca/l01/cst01/trad42a-eng.htm


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According to Statistics Canada 2, furniture store sales in June 2010 reached $815 million on an unadjustedbasis, up from the revised $797 million sold in May 2010. It was also 5.6% over the $772 million sold inJune 2009. Home furnishings stores - which cover everything from floor coverings to window treatments,wall art and decorative accessories - had sales of $486 million, moving quickly up from the revised $439million sold the prior month and a 17.2% gain over the $415 million sold in June 2009.

This strong increase is largely a result of impressive house sales that took place before theimplementation of the new Harmonized Sales Tax in Ontario and British Columbia on July 1 of this year.Furniture sales are also closely linked to construction activity:

Residential Construction: Except for Prince Edward Island, every area of Canada experienced adecline in the numbers of new housing from 2008 to 2009. These statistics are clearly linked with therecent economic crisis; nonetheless, there was an increase in new housing construction of more than3,700 units between 2009 and 2010. This growth is predicted to continue into the future: between 2010and 2018 there is to be an estimated increase of 10,000 units of total new housing construction.

Nova Scotia is expected to experience an annual increase of roughly 300 new housing units between2010 and 2018; Newfoundland and Labrador will witness a decrease of 150 in that same period. Growthin the rest of the Atlantic Provinces is expected to remain relatively consistent over the next decade.Housing in Qubec is predicted to see an increase of roughly 500 new housing units between 2010 and2018, while that in Ontario is expected to almost double with an increase of over 7,000 during the sameperiod. For central Canada, Manitoba is predicted to experience an increase in new housing constructionof over 400 units between 2010 and 2018, while Saskatchewan is expected to experience more modestgrowth during that same period (50 new housing units). Western Canada is likely to experience significantgrowth, with the number of new housing constructions in British Columbia doubling between 2010 and2018, and numbers in Alberta increasing by about 1,000 during the same period.

Institutional Construction: Canadas total institutional investment fell from $32.5 billion in 2008 to $31.9billion in 2009, a decrease of roughly $500 million, likely due to the recent economic crisis. A rebound of$2 billion was witnessed between 2009 and 2010, raising total institutional investment in 2010 to $34

billion. By 2018, it is expected that Canadian institutional investment will reach over $43 billion, and thatall Canadian provinces will experience an increase in institutional investment over that same time period.

2 http://www40.statcan.gc.ca/l01/cst01/trad15a-eng.htm?sdi=furniture andhttp://www40.statcan.ca/l01/cst01/trad52-eng.htm
http://www40.statcan.gc.ca/l01/cst01/trad15a-eng.htm?sdi=furniturehttp://www40.statcan.gc.ca/l01/cst01/trad15a-eng.htm?sdi=furniturehttp://www40.statcan.gc.ca/l01/cst01/trad15a-eng.htm?sdi=furniturehttp://www40.statcan.ca/l01/cst01/trad52-eng.htmhttp://www40.statcan.ca/l01/cst01/trad52-eng.htmhttp://www40.statcan.ca/l01/cst01/trad52-eng.htmhttp://www40.statcan.gc.ca/l01/cst01/trad15a-eng.htm?sdi=furniture


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Imports 3

Canadas traditional trade surplus in furniture showed a trend reversal in 2008 and 2009, largely due tointense competition particularly from low cost suppliers in other countries. As a result, increasing numbersof Canadian furniture manufacturers are producing at least part of their line in the Pacific Rim, most oftenin China, but also in Indonesia, Vietnam and other countries to take advantage of lower labour costs.

In 2009 , Canadas imports of furnituredeclined sharply to levels last seen in2005, after impressive year-over-yeargrowth between 2006 and 2008.

3 Note: All trade statistics were obtained from Trade Data Online - Trade by Product,Industry Canada, 2010


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Upholstered furniture continues to be the mostimported category, at $805 million in 2009. Inthe first six months of 2010, imports in thiscategory rose by 16.4% over the same periodin the previous year, significantly higher thanthe overall rise in total furniture imports of8.2% over the same period.

Household furniture that is not upholstered ormade of wood showed the largest decrease,at 8.5%.

Table 2.2: Change in Furniture Imports (Jan-July 2009 to Jan-July 2010)

Total Furniture Imports 8.2%

NAICS 337215 - Showcase, Partition, Shelving and Locker 19.0%

NAICS 337121 - Upholstered Household Furniture 16.4%NAICS 337110 - Wood Kitchen Cabinet and Counter Top 12.6%

NAICS 337123 - Other Wood Household Furniture 5.9%NAICS 337213 - Wood Office Furniture, incl. Custom Architectural Woodwork 1.6%

NAICS 337127 - Institutional Furniture -4.4%

NAICS 337214 - Office Furniture (ex Wood) -7.5%NAICS 337126 - Household Furniture (ex. Wood and Upholstered) -8.5%


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In 2009, imports of office furniturealso fell to $1.9 billion, the secondconsecutive year of decline since

2005. While wooden office furnitureshowed a modest rise in the first sixmonths of 2010 at 1.6%, imports ofnon-wood office furniture continued todecline by 7.5% over the sameperiod.

At nearly $15 million,

Malaysia rankedamong the top tensuppliers of officefurniture to thismarket in 2009, justbehind Austria at $17million.


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General Furniture Market

Canadian household furniture manufacturers transform relatively low-value-added materials such as lumber and particleboard into high-value-added,finished consumer goods of innovative design and good quality. Woodenfurniture production is largely concentrated in Qubec, while upholsteredproducts are mostly made in Ontario. The furniture industry is the thirdlargest consumer of Canadian textiles, and uses about one third of all Canadian hardwood lumberproduction. Several market niches offer above-average growth, including home entertainment furniture,home office furniture and ergonomic furniture. Customers are knowledgeable about products andservices related to this industry, and are price sensitive.

Suppliers use price, design, function and styling features, as well as product quality and delivery servicesto attract clients. Canadian firms are competitive in terms of product quality, innovative designs andaggressive marketing in the higher priced niche markets. Increasingly, manufacturers are using novelmaterials to distinguish their product in a crowded marketplace. These include exotic woods such as

jarrah, palmwood and sapele, materials such as seagrass, woven banana rush and abaca, a Philippineplant valued for its leaf sheath fibres, and fabrics from around the world, including washable microfibrefaux suede, ethnic linens, silks, beaded cottons and jute. Environmentally friendly furniture, or ecofurniture, is a growth area in both the residential and office furniture markets as the architecturalcommunity focuses on indoor air quality. To this end, one North American manufacturer is now in theprocess of converting all of its standard hardwood plywood production to produce formaldehyde-freepanels called PureBond . Cost -competitive with the standard urea formaldehyde (UF)-made hardwoodplywood, Columbia's PureBond formula is derived naturally then enhanced with a proprietary resin, givingit particularly strong bonding and water-resistance qualities. It enables the company to completelyeliminate formaldehyde from its standard veneer-core decorative panel production.

Investment in the office furniture sector has also seen the introduction of environmental programs andother innovations such as eco- friendly powder coatings to reduce solvent emission. If green furni ture is

available at a competitive cost, architects would be inclined to specify it for major projects as they did forthe athletes village residence units in the 2010 Vancouver Olympic Games .

The boundaries between different interior styles such as traditional, contemporary, colonial and avantgarde have become much vaguer, with the mixing of different styles and fashions to suit personal tastes,comfort, budget and sense of style. Significant trends in Canada include:

continued preference for European designs; increasing presence of African and Asian designs; neutral, timeless designs and shapes, allowing decorative effects to be achieved by smaller furniture,

accessories and accent colours rather than by a bold statement of larger pieces; multi-functionality, such as flexible seating for sitting, reclining and sleeping. While pull-out sleep

sofas are popular, adjustable beds are not in demand in Canada as they are in Europe; specialized furniture for home offices, for youth and for older people, focusing on ergonomics and

comfort. Modular cupboards and wall systems are in high demand for housing personal computersand electronics so that they do not dominate bedrooms or living rooms;

attention to warmth, coziness and comfort, achieved in larger pieces of furniture by the use of warmearth tones, soft, warm materials such as wood as opposed to steel, metal and glass, and fabrics thatare softer in texture and appearance;

lighter, more delicate styles are preferred to heavy looking furniture, while bright colours are usedmostly on childrens furniture ;

mixing materials in one piece of furniture, such as different types of woods, wood and cane, granitewith glass, and metal with wicker; exotic woods and fabrics continue to be in demand.

Canadian buyers have stated thatdeterrents to importing fromspecific countries includeinconsistent product quality, poorpackaging and unacceptablehidden costs in waybills.
http://www.cfpwood.com/PureBond.aspxhttp://www.cfpwood.com/PureBond.aspxhttp://www.vancouver2010.com/olympic-spectator-guide/venues/media-centres--villages-and-training-venues/vancouver-olympic-village/sustainability---legacy/http://www.vancouver2010.com/olympic-spectator-guide/venues/media-centres--villages-and-training-venues/vancouver-olympic-village/sustainability---legacy/http://www.vancouver2010.com/olympic-spectator-guide/venues/media-centres--villages-and-training-venues/vancouver-olympic-village/sustainability---legacy/http://www.vancouver2010.com/olympic-spectator-guide/venues/media-centres--villages-and-training-venues/vancouver-olympic-village/sustainability---legacy/http://www.cfpwood.com/PureBond.aspx


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Household Furniture: There is a wide range of Canadian consumer preferences in furniture, as well asrecognized categories of low, medium and high-priced products. Imports from Asia and some Europeancountries are in the low- to medium-priced ranges and compete with Canadian products largely on thebasis of price. Canadians remain value-conscious consumers and are always comparison shopping forthe best quality at the most affordable price.

The household furniture industry purchases raw materials from both domestic and foreign (mostly Asian)sources, including lumber and wood-based components, metal, rattan, particleboard, textile products,furniture, and finishing materials. Many Canadian manufacturers import complete sets of finished furniturecomponents for assembly and packaging in their Canadian plants, while others import finished productsto complete their product line, or import component parts for use in their manufacturing process. Theseare in addition to assembled and ready-to-assemble (RTA) products imported by importers and retailers.

Wooden Furniture: Popular woods in Canada remain the traditional oak, pine, maple, cherry, ash andsimilar domestic woods, but there is interest in teak, rosewood, mahogany, lauan, meranti, seraya, ramin,afrormosia and other exotic woods. Aggressive marketing of the more exotic woods, particularly veneersthat frequently substitute for the more expensive solid wood, is crucial to success in this market.Composite board or particleboard and medium-density fibreboard (MDF) are also commonly used infurniture manufacturing to substitute for solid lumber since they have lower manufacturing costs and aremore stable in diverse humidity conditions. This results in the production of low-cost wall systems, tables,desks, bedroom suites and similar items.

A key requirement of imported woods (solid and veneer) includes the correct seasoning, aging and kilndrying to comply with moisture content requirements for withstanding the variations of humidity found inCanadian homes and businesses. The normal maximum acceptable moisture content of wooden furnitureor parts entering Canada is 6-8%. Most North American wood is kiln dried and conditioned down to 6%.Veneered panels imported to Canada must contain less than 9% moisture. By kiln drying, the moisturelevel is uniformly reduced throughout the wood, and warping and splitting due to internal stresses arelargely eliminated. Exporters should send samples of the wood and/or finished product to the importer sothat the material can be tested and agreed on before the goods are dispatched. Tips on kiln drying may

be found online. Another important technical consideration is the choice of glues and gluing processesused in furniture for export to Canada. These must be adapted to withstand variations in extremeCanadian temperature changes.

Upholstered Furniture: In upholstered furniture, for which China is currently the dominant import supplier,textile products are the most important material input and the more tightly woven the better. In Canada,100% cotton or poly-cotton with a high stitch count, and olefin fabrics are highly regarded for durability.Foam cushions for sofas (with a minimum foam density of 2 lbs) should be wrapped in dacron before thefabric is attached. Fabrics shou ld be free of marks, pulls or uneven patterns, and comply with Canadasstrict fire-retardant requirements. The cost of the textile materials alone represents about 30% of the totalmanufacturing cost in this country with more than half of these textiles originating in the United States.The selection of fabrics for upholstered office furniture continues to be largely determined by fashion, costand fire safety. Leather is popular for sofas, particularly easy care, soft, comfortable feeling varieties as

opposed to full grain leather. Recliner chairs are sold in increasing quantities with adjustable armrests,headrests and retractable footrests.

Ready-to-Assemble (RTA) Furniture: While ready-to-assemble furniture continues to be popular, older,more sophisticated and busy consumers are increasingly requesting that the store assembles thefurniture before delivery. This category (RTA) is particularly suited to bedroom furniture, childrensfurniture, wardrobe units, modular desks and shelving for computers and electronics, tables, andincidental furniture. Many pieces of outdoor furniture are purchased in this form. Instructions for assemblymust be clearly written in English and French, and must be easy to follow in a step by step format.Consumers are often frustrated by unclear instructions, or instructions that miss a key step in the process.In preparing the instructions, pretend that you are a buyer who has no knowledge of how to assemble the
http://www.valuecreatedreview.com/kilnasc.htmhttp://www.valuecreatedreview.com/kilnasc.htmhttp://www.valuecreatedreview.com/kilnasc.htmhttp://www.valuecreatedreview.com/kilnasc.htm


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furniture. In a freight intensive industry, RTA offers a cost effective way to ship large quantities percontainer to the Canadian market. Importers and retailers may request information on:

available colours/options/pieces; type of material: wood, veneer, plastic,

laminate, etc.; thickness/quality of veneer, matching grain on

veneer; strength of the stress points; gauge of the steel or aluminum used if

applicable; type of cushion material: filling, sturdiness of

the cover; quality of plastic or metal components such as

furniture; quality of finish must be consistent so that a

customer can add matching pieces at a laterdate;

fabric treatment - stain-resistance, waterproof; information kits and clear instructions for retail

staff about furniture care (stains, polishes,cleaning materials);

ease of assembly: is every piece equally easyto assemble? Does the piece use modern lockand key furniture or screws and glue?

quality of packaging and labelling; safety features such as rounded corners since

safety is a key selling point to customers withyoung children.

One of the most successful companies in the RTA category is IKEA. A review of their product offeringswill be useful for potential suppliers to this market.

Summer/Casual Furniture: These furniture products are designed for use on porches, in sun rooms, onthe lawn and/or patio, or as odd pieces throughout the home. Designers have been promoting theconcept of the outdoor room complete with weather -resistant carpets but this is still in the infancy stagesof acceptance given the high cost for a short usage time in this climate. Wooden, wicker and wrought ironoutdoor furniture require more maintenance than plastic and special weather/rust-resistant stains andpaints have been developed for this purpose.

Rattan/Cane/Osier/Wicker: Furniture made from rattan, cane, osier, bamboo and other such materials areless popular than a decade ago with sales higher during the non-winter months of April to October,indicating that these products are used primarily in outdoor settings. Canadian consumers often use

these terms interchangeably so exporters should ensure that their products and orders are correctlydefined and understood. There is wide use of painted or lacquered products such as living room andcasual furniture sets (occasional chairs, tables, barstools) with white or natural finishes being the mostpopular. The Canadian market for these products is generally smaller than in the U.S. or Europe, andtends toward the low-medium price range. The major producers for the Canadian market are China (withgood prices), the Philippines (with attractive designs), Indonesia, which produces most of the worldsrattan, and Vietnam. At the high-end of the market, well-designed, high quality rattan is combined withleather, metal, bamboo, cane and high quality upholstery fabrics in luxurious designs.

Plastic: Plastic outdoor furniture sold in Canada is largely composed of injection moulded synthetic resin.There is virtually no demand for furniture made of poly vinyl chloride (PVC) tubing in this market. Theplastic outdoor furniture market remains popular with consumers demanding high quality, stylish,lightweight and durable outdoor furniture in the medium- to low-priced range in a choice of fashionable

colours. This furniture is also being used to serve a dual outdoor/indoor purpose, so appropriate designsare welcomed. Canadian capacity to produce this product has improved and joint ventures withestablished foreign manufacturers are of increasing interest to Canadian manufacturers. This allows themto better compete with European, U.S. and East Asian manufacturers in world markets. In this case, theCanadian partner may want to provide the direction in the joint venture.

Metal and Wood: Other materials used in the production of summer/casual furniture include aluminum,wrought iron, steel and kiln-dried hardwood. Teak must be grown in plantation woodlots and is importedas highly styled casual indoor/outdoor furniture, primarily to fulfill special contracts; Australia is enjoying aniche success in this area. Commonly available are specially coated metal patio sets consisting of swivelrockers and matching footrests, double horizontal rockers to seat two people, dining tables with
http://www.ikea.com/ca/enhttp://www.ikea.com/ca/enhttp://www.ikea.com/ca/en


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accommodation for an upright umbrella, and occasional tables and chairs upholstered in attractiveweather-resistant fabrics. Inexpensive versions of these sets are made of plastic and glass instead ofsteel. Sand blasted or other opaque glass is preferred over clear glass. Free-standing, movable shadeumbrellas are enjoying a growing market for use with outdoor spas, swimming pools and decks.

Cast iron and cast aluminum tables, chairs, park benches, etc. must be sturdy in order to withstandextremes of weather in this country. Tubular aluminum is a leading frame material for folding outdoorfurniture due to its light weight, low price and dependable quality. Solid bar and cast aluminum, althoughmuch heavier, are also sometimes used. Increasingly popular at soccer, picnics and camping are canvasand aluminum chairs which can be folded, umbrella-style, into a bag for convenience. Some haverecesses in the arms to hold drinks, while others have attached foot rests. Steel is extremely durablewhen properly finished, and in a mesh or grill pattern seating, can be very comfortable. Most steelfurniture is protected by baked enamel or a powder coat finish. The most expensive outdoor furnitureincludes a coated steel frame holding a weatherproof, porous fabric. This furniture can be left outside inthe winter without damage.

Office Furniture: Office furniture is usually constructed of metal with laminated tops and wood or plastictrim. The core market consists of systems furniture, seating, desks and extensions, tables, electronicsupport furniture, and storage units. Canadian-made office systems and high-end executive woodfurniture enjoy a continent-wide reputation for finish, design and performance. Wood furniture has lostground for general office purposes because of cost and the fact that it is less durable and scratch-resistant than metal. However, it is still desirable for its warm, attractive appearance and will continue tofind a niche in executive office suites. Potential exists for exporters who can supply cheaper, standardsized products of veneered or melamine furniture, particularly in the RTA category.

Home Office Furniture and Furniture for Electronics: Furniture designed to hold audio, video, homeoffice products or software and accessories include home entertainment centers, home theater systems,systems that enhance the look of flat screen televisions which are free-standing or can be hung on thewalls, audio and video racks, and compact electronic storage systems. While home office furniture saleshave recently declined, manufacturers continue to innovate for niche markets, e.g., to attract youngerconsumers. The office-at-home is an important market for computer support furniture. The majority ofCanadian homes are equipped with at least one computer and many homes built today have a separate

computer or home office room. Computer-based furniture is generally designed to be ergonomicallyfriendly, i.e., fully adjustable so that work surface heights, keyboard heights and angles as well asshelving heights can be adapted to individual needs. Electronic support furniture must accommodate acomputer, monitor, keyboard, printer, paper-handling trays and slots as well as provide a work surfaceand paper storage space. Since the size requirements to accommodate various kinds of electronicequipment are wide-ranging, a close working relationship between the makers of office automationequipment and users will help keep manufacturers abreast of market needs and give them crucial inputfor design and marketing of their furniture. The competitiveness of suppliers of this type of furniture willcontinue to depend on these relationships.


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Trends and Opportunities

Demographics: It is important to consider Canadian demographics when marketing furniture in Canada.Canadas population is ageing rapidly and becoming more urban. Two main reasons for the ageing of thepopulation are the nations low fertility rate and increasing life expectancy. For the first time, in the 2006census, the number of seniors aged 65 years and over surpassed the four million mark. The percentageof seniors as a whole of the Canadian population has consistently risen over the past decade. Thisincrease is observed at the national level as well as in every province, territory and census metropolitanarea in the country. At the same time, the working-age population (15 to 64 years) is becoming older andthe number of people approaching the age of retirement has hit a record high. The fastest growing agegroup is those individuals aged 55 to 64 who are nearing retirement. These citizens are relatively wealthy,well educated and are often interested in improving their living environment by buying new furniture. MostCanadian buyers will expect furniture to be competitively priced and of good quality. This is particularlyimportant because of building codes in Canada and the competitive nature of the retail environment.

Exiting high cost countries: Countries with lower production costs are generally gaining more orders

and those with higher costs are losing orders. This is happening globally and within geographic regions.

Importance of trade agreements: Bilateral and regional trade agreements play a significant role: astariffs are removed, buyers are motivated to source from those particular countries and regions. Leadingup to and after the end of tariffs, many buyers start to reduce the number of small suppliers with whomthey have direct relationships and instead begin establishing longer-term relationships with a fewernumber of large suppliers. This does not necessarily mean the demise of small business as these largecompanies often have their production done in several wholly owned or subcontract facilities in a numberof countries.

Corporate Social Responsibility: Canada is adding parallel Labour and Environment agreements tomost trade agreements signed as recently as 2009; this is expected to continue into the foreseeablefuture. As such , an exporters Corporate Social Responsibility strategy becomes important in trade withthis country. Corporate social responsibility (CSR) is not a new concept, but buyers are taking a directand deliberate look at the total production process including procurement, manufacturing and wastedisposal. Exporters should try to market themselves by offering buyers their published CSR statementsand try to choose to work with vendors committed to the same level of compliance. While labour rightsissues are not currently viewed by most buyers as being as important as environmental issues, importersdo evaluate these factors as part of the whole picture, particularly when making decisions about whetherto buy from specific countries. As well, major violations of human rights and/or political or social instabilitycan affect sourcing decisions. Brands clearly want governments in producer countries to improve onenvironmental and labour standards regulations and their enforcement. According to companiesinterviewed in a recent survey, countries in Central America and the Caribbean could gain some degreeof competitive advantage over Asian countries with relatively lower production costs, if they meet thechallenges described above.

Environmentally-Friendly Practices : Green interests are here to stay they are no longer a fad ascompanies have become serious about their responsibility to the environment. This is increasing demandfor resource suppliers who collect, manufacture and move their products in environmentally friendly andsustainable ways.


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3

Trade Practices

Competition

Since Canada ranks among those countries with the highest imports per capita, exporters from all overthe world are present here, competing fiercely and consistently for a part of this lucrative market. To makeinroads here, an exporter must therefore either offer a completely new product or be able to push asidean existing supplier with a more attractive offer in terms of quality, service, price, packaging or labelling.Canadian businesses engaged in importation, resale, distribution and retail sales across Canada look forsales support as well as regulatory compliance, marketing and promotional efforts from their foreignsuppliers in order to market their products and develop new client bases.

Canadas domestic industry is being forced to adjust to this intense competition from imports. Forinstance, one of the countrys largest domestic furniture producer, Palliser , has divided into five separatebut related companies to better manage its niche businesses: Palliser Furniture (upholstery), DeFehrFurniture (wood manufacturing), Blend Furniture Company (imported casegoods), EQ3 (concept retail)and Arconas (contract furniture).

The key to successful exploitation of the Canadian market is the development of an organized marketingstrategy. The following require priority attention:

rapid turnaround in sample production; same-day reply (by e-mail, fax or telephone)

to every communication; on-time deliveries, with any delays agreed

to in advance with your buyer; delivery of product which correspondsprecisely with agreed-to specifications orsamples, with any changes agreed to inadvance with your buyer;

continuity of supply; maintenance of high quality at a competitive price; appropriate packaging material for overseas

shipments;

adequate handling and storage facilities; promotion, especially of new products (includenames of current or past clients and/or theircountries);

knowledge of payment terms.

In addition, you should ensure that your representative who is in contact with the buyer speaks and writesclear and fluent English or French, depending on the buyers preference. Exporters can focus onstrategies including:

adjusting to globalization by becoming niche players, specializing by product or by market; improving export marketing skills and knowledge of foreign markets; putting more emphasis on product development and the production of quality-assured and

environmentally friendly products, i.e., adopting the ISO 9000 series or similar quality standardsand ISO 14,000 series or similar environmental management standards.

Trade Shows

Canadian importers and a number of retail buyers usually visit foreign markets and their suppliers once ayear. They normally organize such trips to coincide with the most important foreign trade shows wherethey can explore possibilities for imports, as well as assess industry trends. The major trade show forCanadian, U.S. and international manufacturers is the Canadian Home Furnishings Market held in
http://www.palliser.com/http://www.palliser.com/http://www.palliser.com/http://www.defehr.com/http://www.defehr.com/http://www.defehr.com/http://www.eq3.com/http://www.eq3.com/http://www.arconas.com/http://www.arconas.com/http://www.arconas.com/http://www.iso.org/http://www.iso.org/http://www.iso.org/http://www.tchfm.com/http://www.tchfm.com/http://www.tchfm.com/http://www.iso.org/http://www.arconas.com/http://www.eq3.com/http://www.defehr.com/http://www.defehr.com/http://www.palliser.com/


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who could provide you with a detailed listing of interested Canadian buyers. Generally, the morepublicity you generate for your company and product, the more interest you will create in buyers.

Take advantage of a buyers personal visit to your country. The Canadian Embassy in your country oryour national export promotion office may have advance notification of such visits. Let them know thatyou would like to meet with any visiting buyers in your product line and if possible, contact the buyerdirectly to arrange a meeting.

Obtain a list of Canadian buyers who have traded with your country and contact them to offer yourproducts. These lists may be available from your local Chamber of Commerce, foreign trade ministry,and directories that can be purchased, such as the Retail Chains Directory . Some of these directoriesare expensive, but may be consulted without charge at Canadian public libraries while you are on avisit here.

Contact any bi-national Chamber of Commerce existing between your country and Canada. Use trading companies and agents (regional, national or in Canada). Seek the assistance of your bank or freight forwarding company.

Industry Canada provides links to registered Canadian furniture manufacturers . Exporters can alsoidentify Canadian buyers who are listed on the internet by sector or through guides that might becompiled by Canadian sector trade associations .

Foreign Affairs and International Trade Canada also provides information to assist non-Canadianbusinesses , including information on How to Do Business with Canada; Expand or Invest in Canada; andFind a Supplier or Partner .

Dealing with a Buyer : Many importers or their agents may visit the production facilities of the supplier toassess the suppliers capabilities, assure themselves of the quality of production facilities, and to build asolid trading relationship. Suppliers should maintain good communication with their buyer throughout theentire sales and after-sales process. In addition to offering value, buyers expect efficient handling ofexport procedures by a supplier, as well as reliability, experience, competence, a proven ability to sourceand a determined commitment to a long-term business relationship. Canadian importers have reportedthat a problem in dealing with new suppliers is that they are often asked to purchase unrealistically largeminimum quantities for a market the size of Canadas. Exporters must bear in mind that the Canadianmarket is about 10% the size of the U.S. market and therefore must be prepared to fulfill small orders.

At first contact with an importer in Canada, the exporter will likely be asked for samples. These samplesshould be accompanied by a certificate of analysis issued by a recognized authority in the country oforigin. Shipments must be accompanied by an Import Declaration form and any related fees forverification of these forms. In Canada they will be assessed for compliance with regulations and qualitystandards. Both containers and their contents will be examined. Canadian buyers usually perform an in-house company inspection of the product to determine if it complies with stated specifications, for thecompanys own satisfaction.

If the samples are acceptable, the importer may place a trial order with the supplier. If some adjustmentsare required, the importer will request new samples based on the instructions for needed changes. A trialshipment which is consistent with the accepted samples and which is delivered according to an agreed-todelivery schedule may then be sent to Canada. The importer generally advises the supplier of the sizes

and types of a product that should sell best in Canada and on the condition that the item should arrive inthis country. The importer uses samples to assess the interest of wholesalers and retailers in carrying theitem.
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Exporters should bear in mind potentialcompetition from suppliers in the UnitedStates and Mexico. Canadian importersare aware of the advantages of purchasingfrom North American suppliers lowertransportation costs, shorter delivery andlead times and simpler paymentmechanisms. These exporters are alsousually very familiar with the Canadianmarket and business norms. Exporters

should consider these facts when setting prices and evaluating business practices.

Import terms vary with individual importers. In general, quotations should be made f.o.b. foreign port,including packaging, but may be requested c.i.f. to a named warehouse. Payment for imports fromtraditional suppliers is generally cash against documents. The majority of Canadian importers will notwork with Letters of Credit but may select other credit formats and terms that would suit both parties. Contracts often include a clause stating that the goods must be inspected and signed off in-country by thebuyer or agent prior to shipping. The importer usually requests a guarantee to be included in the contractagainst hidden quality defects.

Once an imported product has established a reputation for high quality, a brand name and trademarkshould be adopted. Such identification is important so that customers can easily recognize the productand know that it represents good value.

Design

Design is crucial to the successful introduction of new products to the Canadian market. Canadianhousehold furniture producers have been historically reluctant to designate resources that improve thestyling of their products. They have emphasized commerce at the expense of art, and relied primarily onthe United States for design inspiration. However, in recent years, a series of smaller, more innovativefirms have adopted an aggressive design-led strategy by forging closer relationships with retailers anddesigners to enhance the marketing and styling of their products in order to compete with the success oflower cost imports. Globally, research continues in the ergonomics of office furniture, resulting in betterworkstation and adjustable chair design. The most impressive investment Canada has made is in designand designers for this sector, whether hiring an in-house team or using Canadian or internationalfreelance designers.

The exporter should make sure that Canadian regulations for safety are met, e.g., the paint used onchildrens furniture must be non -toxic, and the space between rungs on a babys crib must be a specifieddistance. For design considerations, furniture proportions must be accurate and colour (which makes up60% of the buying decision) must blend well with other pieces on the market. Paper or online cataloguespublished by furniture retail stores in Canada such as Leons , Ikea, Sears , etc. are a useful source forideas on what is currently popular in Canada.

Canadian standard sizes are different from those in Europe. Some items like wardrobes and dressingtables which are popular in Europe, are not in Canada. Some examples of common Canadian sizes offurniture are outlined in Table 3.1.

Items a buyer may cover in negotiating with a supplier include: Product attributes packaging logo mould breadth of product line

quality price range product exclusivity country exclusivity special arrangements

Ordering services availability of product promptness of initial delivery availability of repeats

promptness of repeats product substitution complete or split shipments order revision reliability of shipping direct to Canada
http://www.leons.ca/http://www.leons.ca/http://www.leons.ca/http://www.sears.ca/catalog/furniture/1700103http://www.sears.ca/catalog/furniture/1700103http://www.sears.ca/catalog/furniture/1700103http://www.sears.ca/catalog/furniture/1700103http://www.leons.ca/


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Table 3.1 : Selected Canadian Furniture SizesItem Height Width Length OtherDining Room Set: Generally composed of 1 table, 4 side and 2 arm chairs and optional buffet/china servers.

Tables 30" 42-44" 72" 2x16" leaves Dining chairs 20"-21" 17"-18" depth

Armchair arms 24"-26"Round Tables 36"-48" diameterBuffet 78-90" 18" 66" BedroomSingle bed 38" 74"Double bed 54" 74"Queen size bed 60" 80"King size bed 80" 80"Dressers 54-72"Chests of

drawers

50 or more

Night tables 20"Living Room Set: Generally composed of a 3-seat sofa, a 2-seat love seat and 1 chair.Seat cushions 16"-20" depth

Design Details: Exporters should be aware of the following desirable or essential details in designingwooden furniture for the Canadian market:

To accommodate the severe weather conditions in Canada, there must be sufficient tolerance infitting of doors and drawers to allow for a certain amount of shrinking and swelling during thechanging seasons.

Drawer glides and slides as well as dining room table sliders should be coated with wood stabilizerssuch as Nelsonite and lubricants to assure smooth sliding action.

End panels must be rigidly glued and screwed to the drawer rails. Tops should be glued and cleatedto the end panels.

It is a quality feature to have drawers separated by dust panels. Drawer sides should be joined to the drawer front by a lock with dove-tailed construction. All interiors must be smooth and snag-proof. Drawers should be centre-guided. Dining room tables should be made extendible by the use of additional leaves. A total extension of

about 100 inches is desirable. The most popular bed head-board is queen sized but requires an accommodation to receive a king

mattress as well since this size is growing in popularity. The use of rails and a matching foot-end isoptional.

Dresser mirrors should have methods for both wall hanging as well as supports to fasten the mirrordirectly.

Acid-cured finishes are difficult to repair and are not as popular as polyurethane; eco-friendly coatingsshould be looked into as an option. The finish must stand up to temperatures of +40 to -40

oC.

Wherever possible, doors and drawer front designs should try to incorporate a lap construction ratherthan one which is fitted to an opening. This will give more tolerance in any shrinkage or swelling ofthe furniture.

Many china decks or display cabinets may require the inclusion of a canopy light or an electricaloutlet. All electrical components must be C.S.A. (Canadian Standards Association) approved andbear the approved label.


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The consumer price index outlined in the table below shows that furniture prices increased slightly in2009 after a difficult year in 2008. However, they are still below 2002 levels and are expected to remainsuppressed in the coming year.

Consumer Price Index (2002=100) 2005 2006 2007 2008 2009

Furniture and household textiles 100.3 99.3 99.2 97.5 98.6% change from previous year

All-items 2.2 2 2.2 2.3 0.3Furniture and household textiles 0.3 -1 -0.1 -1.7 1.1

With the recent strong value of the Canadian currency pricing many domestic goods out of the market,intense competition for customers has resulted in the Canadian furniture industry lowering traditionalmarkups 4 at all levels. In the past, wholesalers margins were about 30% of the retail price and furnitureretailers and department stores usually operated on a 40% gross margin. Importers margins weregenerally 10%, depending on the value of the furniture. The suggested retail price in the past wastherefore approximately 80% above the delivered Canada price. Current industry reports indicate that thishas been lowered to between 35%-60% and is unlikely to increase in the near future. Retailers also offerregular sales discounts to entice customers to buy. Markups therefore vary depending on the level ofdiscount being proposed.

In the case of problem loads, a commission previously negotiated between the supplier and importer maybe charged and can range anywhere between 12.5% and 18.5% of the selling price. The exporter mayalso be requested to provide rebates as a result of poor product quality, damage before or duringshipping or late delivery. For large volumes, exporters may initiate special terms which allow them to shiftwarehousing or inventory costs over to the retailers. Since the retail price could be three to four times theprice paid to the supplier, medium to low pricing on products is most attractive to the buyer.

Packaging and Transportation

Besides trucking, imports enter Canada mainly by sea, generally in 20 -40 containerized units. Smallshipments are usually given to consolidators who build container loads (LCL). Requirements for customsdocumentation (invoice, certificate of origin , import declaration form, etc.) are detailed by the CanadaBorder Services Agency. Since the rate of duty depends on the origin of the product, the certificate oforigin is crucial for both exporter and importer.

Freight costs account for a large part of landed costs, ranging from 10% to 25% for bulkier items.Because of this, exporters in a number of countries have adopted one or the other of the followingprocedures for delivery:

bulk component form for assembly in Canada; composite flat pack, ready-to-assemble units for factory assembly and finishing; composite flat pack, completely finished and ready to assemble by the consumer.

Furniture packs must be snug and firm to protect the contents and preserve its quality; materials usedmust be safe and hygienic and relate in cost to the value of the contents. Cartons should be pound andshock tested. Two hundred pound test corrugated cartons are the norm, with sufficient interior materials

4 Markup refers to the amount added to the cost of a product or service, to provide for profit, handling and othercosts. Margin is the final difference between the selling price and cost.
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to prevent surface damage to the finish. Components should be packed in plastic wraps and well sealedcartons to prevent moisture absorption during transportation.

Outer Packaging: There should be consistency of packaging and package sizes, an orderly loading ofcontainers, shipping marks on the master pack and article numbers on the inner packs. Shippingcontainers must be clearly stamped or stencilled on a minimum of two sides with all code markings, andin waterproof ink. Since buyers generally use the same packaging to ship products out of theirwarehouse, the packages should be sturdy enough for multiple handlings. Reusable rather thandisposable packaging addresses environmental concerns. Proper packaging is important since sub-standard packaging may damage the product and create problems for the importer in clearing andmarketing the goods. The importer will then refuse to do further business with that supplier.

Wooden Crates : To prevent the spread of harmful exotic insects and pathogens such as the Asian gypsymoth, Asian long-horned beetle, pine shoot beetle, European spruce bark beetle, brown spruce longhornbeetle, the emerald ash borer, and the sudden oak death pathogen, all species of non-manufacturedwood used as dunnage, pallets, crating or other packaging material must be treated by heat, fumigationor chemical preservatives. This applies particularly to imports from China and Hong Kong. Packagingmaterial must be completely free of bark and visible pests. Manufactured wood and wood particles suchas sawdust and wood shavings used as packaging are exempt. Similar restrictions apply to packagingmaterial consisting of straw and hay to prevent the introduction and spread of cereal leaf beetle in thiscountry. All shipments containing solid wood crating must be accompanied by an official phytosanitary ortreatment certificate from the official plant protection authorities in the exporting country, confirming that ithas been treated. Shipments not containing solid wood crating must carry a statement to that effect onaccompanying documents. Shipments not meeting these requirements may be seized or denied entryinto Canada, with incurred costs being the importers r esponsibility.

Retail Packaging: Attractive, appropriate and appealing retail packaging is important and suppliersshould consult the Canadian buyer on this subject. Creative packaging may make the product moreattractive for consumers. Space for labelling as required by Canadian regulations should also be madeavailable on the package and product identification codes included on all retail packages. To this end,exporters should note that Canada is gradually shifting from the UPC (Universal Product Code) to theGTIN (Global Trade Item Number) coding system that will eventually be used worldwide to facilitate global

trading. Experts in Canada can provide designs, artwork, translations and send over final film for printingin your country, which is often more economical than printing in Canada. Your buyer may be able assistyou with these details.

Labelling

Labels on imports must conform to Canadian standards. Exporters should consult withand have the buyer approve drafts prior to printing. If any requirement of the Canadianlabelling regulations is missing, the goods cannot be sold. Exchanging or attachingadditional labels is time consuming and expensive. Imports bearing a description in a foreign language must have a separatelabel in English and French which complies with labelling regulations. The importer in this case is responsible for the labelling.Pictures and illustrations on the label must correspond to the contents of the package.

Most labelling requirements for furniture are federally governed, but imports of upholstered and stuffedfurniture must also meet provincial requirements for flammability labelling. Dealer identities on the labelare required for the trade of such furniture, and the labels must be printed on approved materials. Failingthis, the article will be placed off sale . Samples of approved labels are available from provincialministries. Please note that U.S. labels are not accepted in Canada. Each label must designate the typeof filling material in accordance with approved Federal/Provincial definitions. Samples must be providedwhenever there is any doubt as to the classification, and when they are to be used by newly registeredmanufacturers.

Labels are generally supplied by the Canadian buyer for the supplier to attach to the product. A dealercannot import incomplete or improperly labelled consumer products into Canada, except in cases where

The province of Qubec has additionalrequirements concerning the use of theFrench language on all productsmarketed within its jurisdiction. Detailson labelling instructions can beobtained through your buyer.
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4

Distribution

Distribution of household furniture in Canada is essentially based on direct delivery from manufacturer tofreight forwarder to importer, which in some cases may be the retailer. Although the principal flow ofhousehold furniture is direct from manufacture r to retailers warehouses or stores, independent wholesaledistributors also play an important part in servicing some segments of the industry. Residential furniture,bed springs, mattresses and home office furniture are sold mainly through retail outlets, including theironline stores. A significant percentage of office, hotel and institutionalfurniture is sold by tender and contract. In these instances, architectsand interior designers, acting on behalf of the end-use purchasers, playan important role in the selection.

Often, complete coverage of the consumer market requiresrepresentation in the various regions of Canada. Toronto, the largestmetropolitan area and commercial center of the country, is usually the most logical location forestablishing sole representation. From a regional perspective, the country may be divided geographicallyinto five distinct markets, plus the territories. These are:

The Atlantic Provinces: New Brunswick, Nova Scotia, Prince Edward Island, and Newfoundland andLabrador (2.3 million persons);

The Province of Qubec (7.6 million persons); The Province of Ontario (12.5 million persons); The Prairie Provinces: Manitoba and Saskatchewan (2.2 million persons); The Western Provinces: Alberta and British Columbia (7.5 million persons); and The Territories: Yukon, the Northwest Territories, and Nunavut (0.1 million persons).

Establishing representation in each of these markets provides optimal coverage and the ability to targetpromotional programs to suit specialized market needs.

Producer/Exporter: A co-operative organization (formedeither by producers within a single country or by exportingcountries in a geographical region) would be a good vehicle fordeveloping an export trade relationship with Canada. Such anorganization would allow producers to work together toimprove handling and distribution; set up adequate processing,packing and storage facilities; develop a grading system; gainaccess to suitable transport (through increased volume); andestablish a brand name or trademark.

Specialized personnel could also be hired to give advice on production methods and to conductmarketing activities. Initially, member producers should concentrate on exporting those items with thebest market potential and/or those in which they have a strong comparative advantage. Then, as theorganization gains experience and proficiency and market conditions warrant it, the range of productscould be expanded. By coordinating activities in this way, a strong position could be established on theCanadian market. However, it should be noted that poorly managed co-operatives can have a negativeeffect, especially when many small manufacturers are involved. Canadian importers are, in fact, wary ofsuch co-operatives since many have had the experience of receiving shipments of inconsistent quality. Insuch circumstances, trade will be suspended.

Retailers source their products througha combination of: Trade shows (91%) Sales representatives (60%) Trade magazines (35%) Other retailers (32%) Web sites (28%)

DISPUTE SETTLEMENTBoth exporters and importers should ensure thateach transaction or contract is specific aboutquestions relating to non-performance of either party,as well as the acceptability or not of products asdelivered, e.g., by stating product specificationsand/or payment terms. Any potential fordisagreement should be covered by specifying anarbitration board, e.g., the Canadian InternationalTrade Tribunal and its relevant rules of arbitration.Both parties should agree beforehand to be mutuallybound by the contract.
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Importers and Agents: Once you have shown a potential buyer what you are capable of producing andthey express an interest in taking the relationship further, it is considered normal and prudent to requestreferences from the buyer or agent. Take the time to follow up on these to avoid potential problems in anyfuture dealings with the importer. Importers and agents have an extensive knowledge of the trade networkand account for a large portion of imports from TFO Canada client countries. They are generally morewilling to take the risks involved in dealing with new suppliers. They are, however, likely to subjectsuppliers to careful study before doing business. They expect references and will want to know about thesuppliers export experience, financial standing, and other such details. Exporters who do not supply references will likely not be well-received. Importers/agents are also more aware of potential problemsthat may arise in meeting Canadian requirements for quality, etc., and might be willing to assist supplierswith hints on adapting the product, providing labels to assist in penetrating the Canadian market, andproviding production order guarantees to allow the factory to plan labour and materials.

Wholesalers: Apart from registering with TFO Canadas database for marketing purposes, exportersshould find that the Canadian Importers Database might be useful for identifying Canadian marketers offurniture; many of these companies import for resale.

Retailers: Canadian retailers are often looking for specialty fashion items such as curio cabinets, wallconsoles, credenzas, dinettes, chairs and varieties of occasional pieces. Retail sales distribution isthrough four types of outlets, almost all of which have online shopping availability and often advertisesales discounts:

Independent furniture stores deal with a relatively limited range of furniture and account for a largevolume of sales in Canada. Sales in these stores have been growing rapidly, so they represent agood opportunity. Some independent stores partner with brand name manufacturers to displayfurniture in well-accessorized gallery settings. Gallery furniture is generally displayed in elaborateroom settings, which aids the consumer in selecting styles and colour co-ordination. Several gallerystores and many of the more fashion oriented independent stores are excellent outlets to sellimported items on an exclusive basis.

Discount warehouse stores such as Costco . Chain stores such as Home Sense and The Brick . Department stores, some of which have been separated, warehouse-style, from their parent store.

For example, Sears Home is now separate from Sears, and Home Outfitters is now separate fromThe Bay. Generally, purchases are made through importers.

Consumers of office furniture are mainly corporations, institutions and government, with demanddepending on new commercial construction, retro-fitting and large-scale replacements. Architects andinterior designers, acting on behalf of the ultimate purchaser, also play a key role in the selection of officefurniture. A close relationship must therefore be established by the manufacturer and the purchaser ortheir representatives for the marketing of office furniture. Although many furniture stores carry betterquality, fashionable, solid wood furniture for the home office market, the majority sold is lower-priced,ready to assemble furniture of laminated particleboard. While a growing number of furniture stores handlesuch products, the bulk of sales still take place through electronics stores, mass merchants, discounters,home office specialists and other channels.
http://www.ic.gc.ca/cidhttp://www.ic.gc.ca/cidhttp://www.ic.gc.ca/cidhttp://www.costco.ca/Common/Category.aspx?cat=93&eCat=BCCA|93&lang=en-CA&whse=BCCA&topnav=http://www.costco.ca/Common/Category.aspx?cat=93&eCat=BCCA|93&lang=en-CA&whse=BCCA&topnav=http://www.costco.ca/Common/Category.aspx?cat=93&eCat=BCCA|93&lang=en-CA&whse=BCCA&topnav=http://www.homesense.ca/http://www.homesense.ca/http://www.homesense.ca/http://www.thebrick.com/http://www.thebrick.com/http://www.thebrick.com/http://www.thebrick.com/http://www.homesense.ca/http://www.costco.ca/Common/Category.aspx?cat=93&eCat=BCCA|93&lang=en-CA&whse=BCCA&topnav=http://www.ic.gc.ca/cid


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5

Import Regulations

Tariffs

Tariffs on imports depend on the product and on the supplying country and its applicable tariff treatment .

Under the Market Access Initiative , Canada has eliminated all duties and quotas on most imports from 48Least Developed Countries . Accurate identification of the origin of the product is vital to ensuring that themost favourable tariff rate is applied to your product; as such, each shipment must be accounted for withthe correct import documentation .

TaxesThe federal government imposes a 5% percent Goods and Services Tax (GST) on almost all goods andservices sold here. Only food sold in grocery stores, medical and dental services and a few others areexempt. All imports are subject to the GST, which is paid by the importer when the product entersCanada. In addition to the GST, federal excise taxes are imposed on certain goods sold in Canada.Imports of these are subject to a duty equivalent to the regular customs duty plus the excise duty imposedon similar Canadian manufactured products. A provincial retail sales tax is also collected by retailers inmost areas upon the final sale of goods and some services to the customer. While they affect the retailprice, these sales taxes are never levied directly on imports.

Important Note : As of July 1, 2010, the provinces of Ontario and British Columbia have implemented aharmonized sales tax (HST) which replaces existing provincial sales taxes and the federal GST in those

provinces. The HST will be applied on most supplies of goods and services made in Ontario at a rate of13%, consisting of the 5% federal portion and an 8% provincial portion. An HST is already in place for the Atlantic provinces.

Businesses in Ontario that are registered for the GST would be required to collect the HST and wouldreport their HST according to their current GST filing frequency. Retailers and service-providers willupgrade their point-of-sale, cost and accounting systems to meet the implementation date.

Imports are subject to GST or the federal part of HST with some exceptions . For example, goodsimported by manufacturing service companies to be processed for non-residents and later exportedwithout being used in Canada are considered a non-taxable import. An input tax credit can also beclaimed in some circumstances. GST/HST is calculated on the Canadian dollar value of the goods,including duty and excise tax, and is collected at the border at the same time as these duties. The owneror importer of record is responsible for paying the tax on imported goods. Details are available throughthe Canada Revenue Agency .

Importing

CBSA provides information on importing goods into Canada . While the information on this site is aimed atCanadian importers, suppliers should review it to get a feel for information a buyer might request from theexporter. This information includes:

Accounting for your shipment: Invoices, import permits, Certificate of Origin, Duty Deferral Program,international trade agreements;
http://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.html#adhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.html#adhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/menu-eng.htmlhttp://www.cra-arc.gc.ca/tx/bsnss/tpcs/gst-tps/gnrl/txbl/mprtsxprts/mprtdgds-eng.htmlhttp://www.cbsa-asfc.gc.ca/import/acc-resp-eng.htmlhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.html#adhttp://www.cbsa-asfc.gc.ca/publications/pub/rc4322-eng.htmlhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/countries-pays-eng.pdfhttp://www.cbsa.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.html


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Examining your shipment: Why goods are examined; Registering your business: Business number, import/export account; Release of your shipment: Release programs, posting security, transaction number; Reporting your shipment: Required documents; Dispute Resolution: Appeal rights, self-adjustment; Electronic Commerce: Electronically sending commercial data to the CBSA; Importer programs: Customs Self Assessment Program; Othe r government departments requirements: Other requirements that may apply; Licensed customs brokers: Information on hiring an agent and the licensing process.

According to International Trade Canada, only those products that are eligible for a tariff benefitestablished under free trade agreements such as with Mexico, Chile, and Cost Rica will be subject toimport permit requirements .

Inspection

If an importer in Canada has received a shipment in a deteriorated condition or has agreed to handleproduct in a deteriorated condition, that importer can request an inspection from the CanadianGovernment within 24 hours of reception. This is to help determine the responsibility for the condition ofthe load so that a fair settlement may be made between the shipper and receiver.

Antidumping

Through CBSA exporters could access information relating to:

Anti-Dumping and Countervailing; International Events in Canada; Postal and courier programs; Useful tools and a simplified step-by-step approach to importing; Customs Interest Calculation Program; Forms and publications for importers.

Regulations

Canadian quality standards for furniture are very high, second only to Japan in the world. Two of the mostimportant sets of standards for the industry have been developed by the Canadian General StandardsBoard (CGSB) and the Canadian Standards Association . Standards are developed through consensuswith governments, business, consumer groups, labour, academic and educational institutions, and testingand research organizations.

In most cases, these groups set voluntary standards for the industry. The characteristics they may lookfor may include workmanship, finish, weight, markings, chemical composition, hardness, toughness,thickness, moisture absorption, flammability, resistance to frost and sudden temperature changes,

resistance to stains and acids, and colour fastness.

The International Organization for Standardization (ISO) promotes the international development ofstandardization and related activities with a view to facilitating trade in goods and services. ISOs workresults in international agreements which are published as International Standards. Users have moreconfidence in products and services that conform to these standards. Assurance of conformity can beprovided by manufacturers declarations, or by audits carried out by independent bodies. Exporters areencouraged to have their products and manufacturing premises ISO-certified for greater acceptance byCanadian buyers. ISO standardization for furniture includes performance, safety and dimensionalrequirements; specifications for properties of materials and for workmanship; furniture for furniture;assessment of resistance to heat, impact and scratching; determination of strength, durability and stability
http://www.international.gc.ca/trade-agreements-accords-commerciaux/index.aspx?lang=en&menu_id=12&menuhttp://www.international.gc.ca/trade-agreements-accords-commerciaux/index.aspx?lang=en&menu_id=12&menuhttp://www.international.gc.ca/controls-controles/index.aspxhttp://www.international.gc.ca/controls-controles/index.aspxhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.pwgsc.gc.ca/cgsb/home/index-e.htmlhttp://www.pwgsc.gc.ca/cgsb/home/index-e.htmlhttp://www.pwgsc.gc.ca/cgsb/home/index-e.htmlhttp://www.pwgsc.gc.ca/cgsb/home/index-e.htmlhttp://www.scc.ca/en/web/scc-ccnhttp://www.scc.ca/en/web/scc-ccnhttp://www.scc.ca/en/web/scc-ccnhttp://www.iso.ch/http://www.iso.ch/http://www.iso.ch/http://www.scc.ca/en/web/scc-ccnhttp://www.pwgsc.gc.ca/cgsb/home/index-e.htmlhttp://www.pwgsc.gc.ca/cgsb/home/index-e.htmlhttp://www.cbsa-asfc.gc.ca/help-aide/az-eng.htmlhttp://www.international.gc.ca/controls-controles/index.aspxhttp://www.international.gc.ca/trade-agreements-accords-commerciaux/index.aspx?lang=en&menu_id=12&menu


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Annex

Sources of Information

TFO Canada 56 Sparks Street, Suite 300Ottawa, Ontario, Canada K1P 5A9Tel.: (613) 233-3925 In Canada: 1-800-267-9674Fax: (613) 233-7860E-mail: [email protected]

Canadas entire furniture industry is represented bythefollowing three associations:

THE QUEBEC FURNITURE MANUFACTURERS ASSOCIATION 1111 St-Urbain Street Suite 101

Montreal, Quebec, Canada H2Z 1Y6Tel.: 1-866-468-4436 / (514) 866-3631Fax:1-888-538-7648 / (514) 871-9900

CANADIAN HOME FURNISHINGS ALLIANCE 6900 Airport Road, Suite 239C, P.O. Box 85Mississauga, Ontario, Canada L4V 1E8Tel.: (905) 677-6561Fax: (905) 677-1212

FURNITURE WEST 1873 Inkster Blvd.Winnipeg, Manitoba, Canada R2R 2A6Tel.: (204) 632-5529Fax: (204) 694-1281

CANADA BORDER SERVICES AGENCY A directory of CBSA offices across Canada is availablethrough the Internet site.

CANADIAN COUNCIL OF FURNITURE MANUFACTURERS (e-mail only)29-1313 Border StWinnipeg, Manitoba, Canada R3H 0X4Tel.: (204) 694-5872

I.E. Canada (CANADIAN ASSOCIATION OF IMPORTERS AND EXPORTERS) 160 Eglinton Avenue East, Suite 300

Toronto, Ontario, Canada M4P 3B5Tel.: (416) 595-5333 Fax: (416) 595-8226

INDUSTRY CANADA FurnitureSecond Floor, West Tower235 Queen Street, Ottawa, Ontario, Canada K1A 0H5Tel.: (613) 947-7466 Fax: (613) 954-6436

INTERNATIONAL TRADE CANADA Export and Import Controls Bureau125 Sussex Drive, Ottawa, Ontario, Canada K1A 0G2Tel.: (613) 996-3711

Fax: (613) 995-5137

NORTH AMERICAN RETAIL FURNITURE ASSOCIATIONCANADA 360 DuPont St.Toronto, Ontario, Canada M5R 1V9Tel.: (416) 489-3396

Other Useful Internet Sites

Association of Registered Interior Designers of Ontario (ARIDO): www.arido.ca Business and Institutional Furniture Manufacturers Association (BIFMA International USA): www.bifma.com Canadian Office Products Association: www.copa.ca ImportSource.ca: www.importsource.ca (provides information and guidance on importing to Canada.) Interior Designers of Canada (IDC): www.interiordesigncanada.org List of Canadian Associations of Architects: http://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03562e.html List of Canadian Associations of Interior Designers: http://strategis.ic.gc.ca/epic/internet/infurniture-

meuble.nsf/en/rf03561e.html Packaging Association of Canada: www.pac.ca Quality Canadian Furniture: http://www.canadianfurniture.com/ Wood Manufacturing Council: www.wmc-cfb.ca
http://www.tfocanada.ca/http://www.tfocanada.ca/http://www.canadianfurniture.com/http://www.canadianfurniture.com/http://www.canadianfurniture.com/http://www.chfaweb.ca/http://www.chfaweb.ca/http://www.furniturewest.ca/http://www.furniturewest.ca/http://www.cbsa-asfc.gc.ca/http://www.cbsa-asfc.gc.ca/mailto:[email protected]:[email protected]://www.iecanada.com/http://www.iecanada.com/http://www.iecanada.com/http://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/homehttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/homehttp://www.dfait-maeci.gc.ca/trade/eicb/textile/textiles-en.asphttp://www.dfait-maeci.gc.ca/trade/eicb/textile/textiles-en.asphttp://nrha.org/http://nrha.org/http://nrha.org/http://www.arido.ca/http://www.arido.ca/http://www.arido.ca/http://www.bifma.com/http://www.bifma.com/http://www.bifma.com/http://www.copa.ca/http://www.copa.ca/http://www.copa.ca/http://www.importsource.ca/http://www.importsource.ca/http://www.importsource.ca/http://www.interiordesigncanada.org/http://www.interiordesigncanada.org/http://www.interiordesigncanada.org/http://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03562e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03562e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03562e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03561e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03561e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03561e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03561e.htmlhttp://www.pac.ca/http://www.pac.ca/http://www.pac.ca/http://www.canadianfurniture.com/http://www.canadianfurniture.com/http://www.canadianfurniture.com/http://www.wmc-cfb.ca/http://www.wmc-cfb.ca/http://www.wmc-cfb.ca/http://www.wmc-cfb.ca/http://www.canadianfurniture.com/http://www.pac.ca/http://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03561e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03561e.htmlhttp://strategis.ic.gc.ca/epic/internet/infurniture-meuble.nsf/en/rf03562e.htmlhttp://www.interiordesigncanada.org/http://www.importsource.ca/http://www.copa.ca/http://www.bifma.com/http://www.arido.ca/http://nrha.org/http://nrha.org/http://www.dfait-maeci.gc.ca/trade/eicb/textile/textiles-en.asphttp://www.ic.gc.ca/eic/site/bp-pc.nsf/eng/homehttp://www.iecanada.com/http://www.iecanada.com/mailto:[email protected]://www.cbsa-asfc.gc.ca/http://www.furniturewest.ca/http://www.chfaweb.ca/http://www.canadianfurniture.com/http://www.canadianfurniture.com/http://www.tfocanada.ca/


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Trade Shows

CANADIAN HOME FURNISHINGS MARKET 1111 St-Urbain Street , Suite 101Montreal, Qubec H2Z 1Y6Tel.: (514) 866-3631Fax: (514) 871-9900

INTERDESIGN 10 Alcorn Avenue, Suite 100Toronto, Ontario, Canada M4V 3A9Tel.: (416) 599-3222 Fax: (416) 599-3224

INTERNATIONAL DU DESIGN DINTERIEUR DEMONTREAL (SIDIM) 4398, Boul. Saint-Laurent, bureau 103Montral, Qubec, Canada H2W 1Z5Tel: (514) 284-3636 Fax: (514) 284-3649

INTERNATIONAL INTERIOR DESIGN EXPOSITION (IIDEX) 10 Alcorn Ave., Suite 100Toronto, Ontario, Canada M4V 3A9Tel: (416) 944-3350 Fax:(416) 921-2707

TECHNI BOIS Tel: (819) 344-2247Fax: (819) 344-2516

Publications

A list of industry related publications can be found through Industry Canada and includes the following:

Azure Canadian Interiors Constructo.ca Decoration Chez-Soi Decormag Home Goods Online

Info-Link Intrieurs Value-Created Review Wood Focus Woodworking
http://www.tchfm.com/http://www.tchfm.com/http://www.interiordesignshow.com/http://www.interiordesignshow.com/http://www.sidim.com/http://www.sidim.com/http://www.sidim.com/http://www.iidexneocon.com/http://www.iidexneocon.com/http://www.technibois.com/http://www.technibois.com/http://www.ic.gc.ca/eic/site/furniture-meuble.nsf/eng/h_rf03609.htmlhttp://www.ic.gc.ca/eic/site/furniture-meuble.nsf/eng/h_rf03609.htmlhttp://www.ic.gc.ca/eic/site/furniture-meuble.nsf/eng/h_rf03609.htmlhttp://www.azuremagazine.com/http://www.azuremagazine.com/http://www.canadianinteriors.com/http://www.canadianinteriors.com/https://www.constructo.ca/index.aspxhttps://www.constructo.ca/index.aspxhttp://www.canoe.qc.ca/artdevivre/front_decosoi.htmlhttp://www.canoe.qc.ca/artdevivre/front_decosoi.htmlhttp://www.decormag.com/http://www.decormag.com/http://www.homegoodsonline.ca/http://www.homegoodsonline.ca/http://www.infolinkcanada.com/http://www.infolinkcanada.com/http://sidim.com/http://sidim.com/http://www.valuecreatedreview.com/http://www.valuecreatedreview.com/http://www.2x4.net/http://www.2x4.net/http://www.woodworki

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Transcript of Furniture 2010.pdf