Lessons Learned From Going North

Despite the many similarities between the U.S. and Canada, retailing and retail development are different up north. Canada holds great development potential — however, retailers, developers and owners must be approached the right way to achieve long-term success. Preferences and cultural variations range widely from province to province, thus, understanding regional subtleties isn’t just good manners; it’s also good business.

Achieving success begins with good communication. Canadians, in general, place a premium on one-on-one connections and taking the time to develop strong relationships will pay off in the long run. You won’t get far trying to get things done by phone or video conference only. Expect to make multiple trips and spend time getting to know developers, retailers, planners, consultants, builders and others involved in the process. Face-time will pay off, for you’ll learn that Canadians are willing to work with those who try to understand their perspective and processes. In my experience, I’ve found them willing to negotiate and to be flexible and accommodating once we get to know each other and understand our mutual business needs.

It’s also important to know that design matters to Canadians, even where there are not preset requirements. This is as true in metropolitan Quebec as rural British Columbia, so don’t underestimate the level of sophistication that exists across the country. Ontario and Quebec may be at the leading edge of permitting trends and design norms, but that doesn’t mean other regions don’t insist on their own variations. Opportunities exist to satisfy codes while also keeping costs low for clients, so be prepared to make your case. Most jurisdictions are reasonable as long as basic requirements are met.

There is no “one way” to get things done in Canada, so do your homework and prepare to engage. And when you do, odds are you’ll find a willing business partner ready to do the same.

To learn more about retail store design and operations strategies for Canada, join Brian Fleener, AIA, NCARB, vice president of retail stores development for MulvannyG2 Architecture (Bellevue, Wash.), and Lora Tisi, senior retail merchant for The Poirier Group (Toronto), September 18^th at IRDC for their presentation, “Going to Canada: Successful Retail Strategies in a Growing Market.” For more on IRDC, visit irdconline.com.