{"id":97470,"date":"2026-04-17T08:31:16","date_gmt":"2026-04-17T12:31:16","guid":{"rendered":"https:\/\/www.rbcroyalbank.com\/en-ca\/?post_type=rbc_my_money_matter&#038;p=97470"},"modified":"2026-04-17T09:05:10","modified_gmt":"2026-04-17T13:05:10","slug":"6-strategic-advantages-canadian-businesses","status":"publish","type":"rbc_my_money_matter","link":"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/business-stages\/grow-your-business\/6-strategic-advantages-canadian-businesses\/","title":{"rendered":"Before you Sign Anything: 6 International Market Entry Strategies Every Canadian Business Needs to Know"},"content":{"rendered":"\n<div class=\"wp-block-rbc-rbc-block drop-shadow pos-rel top-line-blue block-wpr\">\n<div class=\"wp-block-rbc-rbc-block-inner-block block-inner\">\n<h4 class=\"wp-block-heading\" id=\"h-tldr\">TLDR<\/h4>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>How you enter a market matters as much as the market itself \u2013 your approach shapes your margins, risks and long-term growth potential.<\/p>\n<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Early visibility into costs and funding opportunities can help protect margins and limit upfront investment.<\/p>\n<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Well-structured payment terms and financing solutions can lead to stronger cash flow and a more competitive position in negotiations.<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Access to partners and resources \u2013 such as RBC, EDC and the Trade Commissioner Service \u2013 can improve planning and execution during international expansion.<\/p>\n<\/li>\n<\/ul>\n<\/div>\n<\/div>\n\n\n\n<p><\/p>\n\n\n\n<p>If expanding to a new market feels like a tangible next step for your business, you may be ready to shift from planning to action.<\/p>\n\n\n\n<p>Even with solid plans in place, taking that next step can feel like a big step. The good news? Canadian companies with an eye on international trade have several opportunities to ease the journey across borders, which can help preserve healthy margins and minimize risks. It starts with capitalizing on available advantages and exploring not just <strong>where<\/strong> but <strong>how<\/strong> to enter \u2013 and with <strong>whom<\/strong>. &nbsp;<\/p>\n\n\n\n<p>As Phil Hsieh of East Mountain Forest puts it, \u201cI always look at the company first when considering new international opportunities. If they\u2019re trustworthy and thinking long-term, that\u2019s what matters.\u201d<\/p>\n\n\n\n<p>As you enter the execution phase of your company\u2019s international expansion, here are six strategic advantages that can help you structure this growth for stronger, more predictable outcomes.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-strategic-advantage-1-strategic-cost-optimization\">Strategic Advantage #1: Strategic Cost Optimization<\/h2>\n\n\n\n<p>Taking a structured approach to costs during execution is essential to successful international trade. When companies understand the full cost of expansion upfront \u2013 and use available tools to manage it \u2013 they\u2019re better positioned to protect their margins in a new market.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-hidden-costs-often-shape-overall-profitability\">Hidden costs often shape overall profitability<\/h3>\n\n\n\n<p>Many of the most material costs in international expansion \u2013 such as logistics, compliance and local distribution \u2013 are identified during the planning phase. At the execution stage, the focus shifts to how those costs are structured, allocated and managed within each deal.<\/p>\n\n\n\n<p>Keep in mind, costs can vary significantly between regions, even neighbouring ones. Differences in taxes, transportation infrastructure and local logistics can all affect the total cost to serve a market. What works in one country may not translate directly to another.<\/p>\n\n\n\n<p>This is where many companies feel the gap between planning and execution. Costs that seemed manageable on paper can look very different once terms are negotiated and responsibilities are defined.<\/p>\n\n\n\n<p>If you\u2019re still building your cost assumptions, it\u2019s worth revisiting how to identify and plan for these variables early in the process. Get some strategies in our article, The Preparation Advantage: <a href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/business-stages\/grow-your-business\/the-preparation-advantage-5-things-to-consider-before-taking-your-business-global\/\" data-dig-id=\"LP-97470-6b862ee4\" data-dig-category=\"LP\" data-dig-action=\"link click\" data-dig-label=\"5 Things to Consider Before Taking Your Business Global.\" class=\"rbc-link-format\">5 Things to Consider Before Taking Your Business Global.<\/a><\/p>\n\n\n\n<div class=\"wp-block-group has-cool-white-background-color has-background is-layout-constrained wp-block-group-is-layout-constrained\">\n<p>Cost complexity has become amplified by how interconnected supply chains are today. More than <a href=\"https:\/\/www.edc.ca\/en\/trade-matters\/exporter-trade-confidence-2025-drops.html#:~:text=Canadian%20trade%20is%20overwhelmingly%20tied,broader%20economic%20impact%20of%20tariffs.\">60 per cent of Canadian exports to the U.S.<\/a> cross the border multiple times, meaning costs such as tariffs, transportation and input pricing can compound at each stage. Recent <a href=\"https:\/\/www.edc.ca\/en\/trade-matters\/exporter-trade-confidence-2025-drops.html#:~:text=Canadian%20trade%20is%20overwhelmingly%20tied,broader%20economic%20impact%20of%20tariffs.\">EDC research<\/a> shows that nearly half of Canadian businesses sourcing internationally are seeing rising input costs, with similar pressures reported domestically.<\/p>\n<\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-cost-and-control-go-hand-in-hand\">Cost and control go hand in hand<\/h3>\n\n\n\n<p>Once you understand the costs involved, the next step is determining how those costs \u2013 and the responsibilities tied to them \u2013 are allocated between buyer and seller.&nbsp;<\/p>\n\n\n\n<p>In international trade, those decisions are typically structured using <a href=\"https:\/\/www.trade.gov\/know-your-incoterms\">International Commercial Terms<\/a> (Incoterms). These standardized terms define who is responsible for key elements of the transaction, including shipping, insurance, duties and delivery at every stage.<\/p>\n\n\n\n<p>The choice of Incoterm has a direct impact on both cost and control. For example, depending on the term selected, responsibility for transportation, insurance and delivery may shift from the seller to the buyer at different points in the journey. This affects who manages logistics, who bears risk during transit and who is responsible for delays or disruptions.<\/p>\n\n\n\n<p>Similarly, when ownership and risk transfer under a given Incoterm, so do responsibilities related to damage, loss and delivery conditions. Understanding these distinctions is critical when structuring agreements.<\/p>\n\n\n\n<p>It\u2019s important to note that while Incoterms influence control over the movement of goods, they do not determine product quality. Quality remains the responsibility of the exporter and must be managed separately through production standards, inspections and contract specifications.<\/p>\n\n\n\n<p>Needless to say, clearly defining all costs, responsibilities and risk allocation before signing a contract can reduce friction and risk later.<\/p>\n\n\n\n<p>Tip: It\u2019s important to select the appropriate Incoterm for your transaction and include it in the contract. This helps avoid misunderstandings and ensures both parties are aligned on responsibilities, costs and risk from the outset, regardless of geography or language.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-domestic-costs-can-quietly-add-up\">Domestic costs can quietly add up<\/h3>\n\n\n\n<p>Even with strong upfront planning, some costs only become fully visible during execution \u2013 particularly during the contract and transaction phases.<\/p>\n\n\n\n<p>These costs can include export documentation, compliance requirements, foreign exchange impacts and international banking fees. While each may seem manageable on its own, together they can affect margins if they haven\u2019t been clearly accounted for when pricing and structuring the deal.<\/p>\n\n\n\n<p>As Nancy Halabi, Senior Trade Finance Specialist with RBC, observes, \u201cUnfortunately, clients aren\u2019t always vigilant about these costs at the time of contract. By the time they realize which costs have been transferred to them, they\u2019ve already signed and can\u2019t renegotiate.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-early-planning-strengthens-pricing-and-competitiveness\">Early planning strengthens pricing and competitiveness<\/h3>\n\n\n\n<p>Engaging advisors and obtaining a financing commitment early in the negotiating process can help you assess whether your company has the resources to pursue an opportunity and structure pricing accordingly. This step allows for more confident, competitive bids while reducing your risk of margin erosion later on.<\/p>\n\n\n\n<p>You can see this play out in real scenarios, as companies that approach cost planning proactively tend to perform better. One RBC client \u2013 a manufacturing company looking to expand into the EU \u2013 mapped its full cost structure in advance and leveraged the benefits under the Canada-European Union Comprehensive Economic and Trade Agreement (CETA). By combining this with federal and provincial funding through CanExport and other programs, the company was able to offset a significant portion of its market entry costs.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-strategic-advantage-2-tapping-into-canadian-government-funding\">Strategic Advantage #2: Tapping into Canadian Government Funding<\/h2>\n\n\n\n<p>Once funding has been identified during the planning phase, the next step is integrating it into your market entry strategy \u2013 from pricing and deal structure to timing and execution.<\/p>\n\n\n\n<p>Programs such as CanExport, delivered through the <a href=\"https:\/\/www.tradecommissioner.gc.ca\/en\/our-solutions\/funding-financing-international-business.html\">Trade Commissioner Service<\/a> (TCS),can offset a meaningful portion of market entry costs. When incorporated into planning early, this funding can reduce upfront investment, support cash flow and improve the overall economics of expansion.<\/p>\n\n\n\n<p>If you haven\u2019t yet explored available funding programs or built them into your expansion plan, starting there can significantly improve your financial position.<\/p>\n\n\n\n<p>Learn how to integrate funding strategically into your plans in Article 1 of our series, The Preparation Advantage: <a href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/business-stages\/grow-your-business\/the-preparation-advantage-5-things-to-consider-before-taking-your-business-global\/\" data-dig-id=\"LP-97470-c914c3de\" data-dig-category=\"LP\" data-dig-action=\"link click\" data-dig-label=\"5 Things to Consider Before Taking Your Business Global.\" class=\"rbc-link-format\">5 Things to Consider Before Taking Your Business Global.<\/a><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-support-can-extend-beyond-funding\">Support can extend beyond funding<\/h3>\n\n\n\n<p>Financial support is only part of the value available to Canadian businesses. Trade Commissioners (TCS) also providesnon-financial forms of assistance, which can be just as valuable \u2013 if not more. This includes:<\/p>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Market intelligence and business insights<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Introductions to qualified partners and contacts<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Support at trade shows, market visits and Team Canada Trade Missions<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Webinars and training (including the new SME Export Readiness Initiative)<\/p>\n<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-strategic-advantage-3-the-rbc-edc-partnership\">Strategic Advantage #3: The RBC-EDC Partnership<\/h2>\n\n\n\n<p>Cash flow is often under pressure during international expansion. Payment timelines can be long, while upfront costs continue to build. Without the right structure in place, companies may need to rely on costly, last-minute financing or pass on opportunities altogether.<\/p>\n\n\n\n<p>This is where Canadian companies have a distinct advantage when expanding internationally: access to a strong financial ecosystem, including Export Development Canada (EDC), working in partnership with RBC to support exporters.<\/p>\n\n\n\n<p>EDC is Canada\u2019s export credit agency and a Crown corporation that helps businesses grow internationally through trade credit insurance, financing and risk management solutions.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-manage-payment-risk-with-confidence\">Manage payment risk with confidence<\/h3>\n\n\n\n<p>One of the most common challenges in international trade is payment risk \u2014 the possibility that a buyer delays or fails to pay. In today\u2019s environment, that risk is becoming more pronounced. According to recent EDC research, <a href=\"https:\/\/www.edc.ca\/en\/trade-matters\/exporter-trade-confidence-2025-drops.html#:~:text=Canadian%20trade%20is%20overwhelmingly%20tied,broader%20economic%20impact%20of%20tariffs.\">63% of Canadian businesses<\/a> expect global trade conditions, including tariffs, to negatively impact international sales.<\/p>\n\n\n\n<p>Solutions such as trade credit insurance can help protect against non-payment, while also enabling companies to offer more competitive terms to buyers.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-financing-structure-can-influence-negotiation-power\">Financing structure can influence negotiation power<\/h3>\n\n\n\n<p>Beyond risk protection, a sound financing structure can play a critical role in how your company can negotiate and execute international deals.<\/p>\n\n\n\n<p>A range of solutions \u2013 offered through RBC and in some cases supported by EDC \u2013 make it easier for businesses to access working capital, manage foreign exchange exposure and meet guarantee or bonding requirements. These may include programs designed to support working capital, facilitate guarantees or provide flexibility when assets are tied up in inventory or receivables. &nbsp;<\/p>\n\n\n\n<p>When structured effectively, these tools can improve liquidity, reduce pressure on internal cash and give companies more flexibility when negotiating terms.<\/p>\n\n\n\n<p><strong>Case in point:<\/strong> one RBC client expanding into international markets worked with the RBC International Trade team to structure a guarantee backed by EDC support, allowing them to meet a supplier\u2019s deposit requirement without tying up internal cash.<\/p>\n\n\n\n<p>This approach freed up working capital for other operational needs, while strengthening the company\u2019s position in negotiations and supporting faster expansion.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-early-engagement-expands-available-outcomes\">Early engagement expands available outcomes<\/h3>\n\n\n\n<p>To use these competitive advantages effectively, it\u2019s important to explore trade finance solutions early \u2013 ideally during the negotiation phase. This way, your company will be better positioned to structure favourable terms and avoid reactive financing decisions later.&nbsp;<\/p>\n\n\n\n<p>When you work with your RBC Relationship Manager or an RBC International Trade Specialist, financing, risk management and payment terms are considered together, allowing you to structure deals with greater confidence from the start.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-strategic-advantage-4-payment-structure-optimization\">Strategic Advantage #4: Payment Structure Optimization<\/h2>\n\n\n\n<p>Payment structure is one of the most important \u2013 and often most negotiable \u2013 components of any export contract. There is no one-size-fits-all approach, so it\u2019s wise to look at payment structure on a deal-by-deal basis.<\/p>\n\n\n\n<p>The right payment method depends on factors such as the relationship with the buyer, country risk, deal size and your company\u2019s overall risk tolerance. When payments are structured effectively, both payment risk and performance risk are addressed while supporting stronger cash flow.<\/p>\n\n\n\n<p>Halabi notes, \u201cBased on the risks, we have methods of payment that we can propose.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-match-the-structure-to-the-risk\">Match the structure to the risk<\/h3>\n\n\n\n<p>Companies that perform well in international markets align payment terms with the actual level of risk, rather than defaulting to what feels safest or most familiar.<\/p>\n\n\n\n<p>For instance, overly conservative structures can increase costs and make terms less competitive. On the other hand, taking on too much risk can expose the business to delayed or uncertain payment. The goal is to find the right balance of protecting the business while remaining commercially competitive.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-spectrum-of-payment-methods\">The spectrum of payment methods<\/h3>\n\n\n\n<p>Payment methods range from highly secure (for the seller) to more flexible (for the buyer) but higher risk. Common approaches include:<\/p>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p><strong>Cash upfront<\/strong>: Offers the highest level of security for the exporter, as payment is received before goods are shipped. However, it can make a company less competitive unless the product is in high demand or the seller has strong negotiating power. In some industries, such as live seafood, this structure is standard practice.<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p><strong>Documentary letters of credit: <\/strong>Provide a high level of payment certainty, as the buyer\u2019s financial institution commits to payment once compliant shipping documents are presented. This shifts payment risk from the buyer to their bank, making this an attractive option (although documentation requirements and administrative complexity can be a deterrent for some companies).<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p><strong>Standby letters of credit: <\/strong>Provide a payment guarantee to the seller if the buyer fails to meet their obligations. These are commonly used to manage performance risk and are widely used in industries such as oil and gas. &nbsp;<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p><strong>Documentary collections: <\/strong>Involve banks as intermediaries in the transaction, but without a payment guarantee. This approach is typically used in more established relationships and carries a higher level of risk for the exporter. &nbsp;<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p><strong>Open account: <\/strong>Offers the most flexibility for the buyer, with goods shipped before payment is received. This structure carries the highest risk for the exporter and is often supported by additional tools such as accounts receivable insurance.<\/p>\n<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-structure-can-strengthen-your-negotiating-position\">Structure can strengthen your negotiating position<\/h3>\n\n\n\n<p>How you structure payment terms can directly influence how competitive your offer is \u2013 and, at times, whether you win the deal.<\/p>\n\n\n\n<p>For instance, a well-structured approach puts you in a better position to offer terms that are attractive to buyers while still protecting your business. This may involve combining payment methods, adjusting timelines or using financial tools to support working capital and reduce exposure.<\/p>\n\n\n\n<p>Working with your RBC Relationship Manager or International Trade Specialist can help you assess your options and structure payment terms that balance risk, competitiveness and cash flow.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-relationships-can-strengthen-deal-structures\">Relationships can strengthen deal structures<\/h3>\n\n\n\n<p>Beyond formal financial tools, the strength of a relationship can be a powerful lever in structuring international deals.<\/p>\n\n\n\n<p>Companies with established, trusted partners often have greater flexibility in negotiating payment timelines, adjusting terms or working through challenges when they arise. That trust can make for smoother execution \u2013 particularly in markets where conditions are evolving.<\/p>\n\n\n\n<p>As Phil Hsieh of East Mountain Forest explains, \u201cIn our industry, trust carries real weight. When you\u2019ve built that over time, it gives you flexibility \u2013 you can structure deals in a way that works for both sides.\u201d<\/p>\n\n\n\n<p>While financing tools remain essential, strong relationships can enhance their effectiveness, providing an additional layer of confidence and alignment.<\/p>\n\n\n\n<div class=\"wp-block-group has-cool-white-background-color has-background is-layout-constrained wp-block-group-is-layout-constrained\">\n<p><strong>5 key questions to guide payment structure<\/strong><\/p>\n\n\n\n<ol class=\"wp-block-rbc-list\">\n<li class=\"wp-block-rbc-list-item\">\n<p>What is your relationship with the buyer?<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>What is the country risk?<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>What is the deal size?<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>What is your risk tolerance?<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>What is standard practice in this market\/ industry?&nbsp;<\/p>\n<\/li>\n<\/ol>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-strategic-advantage-5-the-trade-commissioner-service\">Strategic advantage # 5: The Trade Commissioner Service<\/h2>\n\n\n\n<p>Once you\u2019ve identified a market, having the right local support can accelerate your entry while reducing risk.<\/p>\n\n\n\n<p>The <a href=\"file:\/\/\/Trade%20Commissioner%20Service\/%20Home%20-%20Tradecommissioner.gc.ca\">Trade Commissioner Service<\/a> (TCS), with more than 160 offices in over 90 markets worldwide, provides on-the-ground insight and connections that can support companies as they move from planning to active business development.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-local-insight-helps-you-operate-with-confidence\">Local insight helps you operate with confidence<\/h3>\n\n\n\n<p>Even with strong preparation, entering a new market often involves navigating regulatory requirements, compliance standards and local business practices that aren\u2019t always obvious from the outside.<\/p>\n\n\n\n<p>Trade Commissioners are based in-market and bring a practical understanding of how business is done locally. They can help companies interpret requirements, anticipate challenges and avoid common missteps as they begin operating.<\/p>\n\n\n\n<p>Trade Commissioners can also facilitate introductions to qualified partners, customers and industry contacts, helping your company establish credibility, build relationships and generate momentum in a new market.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-support-that-evolves-as-you-grow\">Support that evolves as you grow<\/h3>\n\n\n\n<p>Companies that get the most value from TCS engage early and continue to use it as they grow. Support can evolve over time to include:<\/p>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Introductions to partners, buyers and distributors<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Guidance on navigating local regulations and business practices<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Support during trade missions, market visits and industry events<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Assistance in resolving issues that arise after entry<\/p>\n<\/li>\n<\/ul>\n\n\n\n<p>Rather than a one-time resource, TCS can serve as an ongoing partner as your establish and expand your presence in new markets.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-strategic-advantage-6-a-well-structured-entry-model\">Strategic Advantage #6: A Well-Structured Entry Model<\/h2>\n\n\n\n<p>Choosing how to enter a market is one of the most consequential execution decisions a company will make.<\/p>\n\n\n\n<p>Whether selling direct, working through a distributor or agent or pursuing a joint venture, the right approach depends on your company\u2019s goals and the realities of the market. Factors such as speed to market, level of control, risk tolerance, margin expectations and long-term flexibility all play a role.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-balancing-speed-with-control\">Balancing speed with control<\/h3>\n\n\n\n<p>Third-party partners can accelerate entry and provide valuable local access. But they can also limit the level of control you have once you land in market. Companies that rely on distributors or agents often build performance metrics, clear expectations and exit provisions into their contracts so they can maintain flexibility as the business grows.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-plan-for-what-comes-next\">Plan for what comes next<\/h3>\n\n\n\n<p>The entry decisions you make also shape your future options. A phased approach, for example, may allow your company to test the market before committing additional capital. Similarly, joint ventures can provide local expertise, but may require careful structuring to align incentives and manage risk.<\/p>\n\n\n\n<p>Approaching entry model decisions with a long-term view \u2013 rather than focusing on speed alone \u2013 can lead to market sustainability.<\/p>\n\n\n\n<p>That long-term perspective is critical in global markets. As Hsieh notes, \u201cYou\u2019re not building relationships for one transaction \u2013 you\u2019re building them for the next 20 or 30 years.\u201d<\/p>\n\n\n\n<p>As one RBC International Trade Specialist explains, \u201cThe companies that perform best take the time to plan their entry carefully. It\u2019s not just about getting into the market, but building a structure that supports long-term success. Engaging early allows us to help optimize financing, identify opportunities and guide key decisions along the way.\u201d<\/p>\n\n\n\n<div class=\"wp-block-group has-cool-white-background-color has-background is-layout-constrained wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading\" id=\"h-case-study-building-global-trade-through-relationships-and-structure-east-mountain-forest\">Case Study: Building Global Trade Through Relationships and Structure \u2013 East Mountain Forest<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-a-global-business-built-on-experience\">A global business built on experience<\/h3>\n\n\n\n<p>Founded in 2023, East Mountain Forest is a Canadian exporter and importer of lumber, timber and building products, operating across markets including the U.S., China, Japan and Southeast Asia. While the company itself is new, its leadership brings more than 20 years of industry experience, along with a well-established global network.<\/p>\n\n\n\n<p>From the outset, the business was designed to operate internationally, supporting customers through consistent supply programs and helping suppliers establish distribution channels in key markets. Rather than building market presence from scratch, East Mountain activated long-standing relationships to accelerate its global reach.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-a-relationship-first-approach-to-entering-markets\">A relationship-first approach to entering markets<\/h3>\n\n\n\n<p>East Mountain\u2019s expansion strategy centres on working with the right partners, rather than focusing solely on geography.<\/p>\n\n\n\n<p>In practice, that means evaluating companies based on trust, reliability and long-term alignment. In more complex markets \u2013 such as Brazil, where both legal and illegal harvesting exist \u2013 this approach becomes especially important. The company looks beyond the product itself, assessing business practices, environmental standards and how partners operate day to day.<\/p>\n\n\n\n<p>This relationship-led model also allows East Mountain to build flexible supply chains, shifting sourcing and distribution as market conditions evolve. Customers may become suppliers, and partners may take on multiple roles within the value chain, creating a more resilient and adaptable operating model.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-blending-relationships-with-financial-structure\">Blending relationships with financial structure<\/h3>\n\n\n\n<p>As East Mountain expanded its export business, structuring transactions effectively became critical \u2013 particularly when working with export letters of credit (LCs).<\/p>\n\n\n\n<p>After onboarding with RBC in early 2024, the company began working closely with its Relationship Manager and Trade Specialist team to refine its approach. While early export LCs did not initially meet discounting criteria, RBC continued to provide guidance, advising on bank selection, helping identify Tier 1 institutions aligned with RBC\u2019s risk appetite and supporting the company in targeting the right counterparties.<\/p>\n\n\n\n<p>Over time, that consistent engagement translated into results. East Mountain began structuring transactions that met discounting requirements, ultimately leading to improved cash flow.<\/p>\n\n\n\n<p>The outcome reveals a lesson for companies expanding internationally: success often comes from combining strong relationships with the right financial structure \u2013 and working with partners who stay engaged throughout the process. <a href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/get-inspired\/business-success-stories\/east-mountain-forest-building-global-business\/\" data-dig-id=\"LP-97470-8332cc27\" data-dig-category=\"LP\" data-dig-action=\"link click\" data-dig-label=\"Read their full back story.\" class=\"rbc-link-format\">Read their full back story.<\/a><\/p>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-bottom-line\">Bottom line<\/h2>\n\n\n\n<p>Successful international expansion is often shaped by how effectively a company executes once it enters the market. From cost allocation and funding integration to payment terms, risk management and entry model decisions, each element plays a role in how well a business can compete and grow in a new market.<\/p>\n\n\n\n<p>When you approach these decisions in a deliberate and integrated fashion, your company is better positioned to build momentum early and sustain success over the long term in your new market.<\/p>\n\n\n\n<div class=\"wp-block-group has-cool-white-background-color has-background is-layout-constrained wp-block-group-is-layout-constrained\">\n<p>Ready to turn your international success into long-term global advantage? Learn how in the next article of our series: <a href=\"https:\/\/www.rbcroyalbank.com\/en-ca\/my-money-matters\/business\/business-stages\/grow-your-business\/the-preparation-advantage-5-things-to-consider-before-taking-your-business-global\/\" data-dig-id=\"LP-97470-55f63851\" data-dig-category=\"LP\" data-dig-action=\"link click\" data-dig-label=\"5 Strategic Disciplines for Canadian Businesses Sustaining International Growth\" class=\"rbc-link-format\">5 Strategic Disciplines for Canadian Businesses Sustaining International Growth<\/a><\/p>\n<\/div>\n\n\n\n<p><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-faq\">FAQ<\/h2>\n\n\n\n<div class=\"wp-block-rbc-rbc-collapsible-accordion accordion\" id=\"&quot;accordionSet1\">\n<div class=\"wp-block-rbc-rbc-collapsible-panel\"><div class=\"accordion-panel\"><button id=\"accordion-title89a6b104\" class=\"collapse-toggle collapsed\" data-target=\"#accordion89a6b104\" data-toggle=\"collapse\" data-parent=\"#accordionSet1\" aria-expanded=\"false\" data-dig-id=\"LP-97470-89a6b104\" aria-controls=\"accordion89a6b104\" data-dig-category=\"LP\" data-dig-action=\"collapsible closed\" data-dig-label=\"How can I finance my business expansion into international markets?\" action-closed=\"collapsible closed\" action-opened=\"collapsible open\"><div>How can I finance my business expansion into international markets?<\/div><\/button><div class=\"collapse-content collapse\" id=\"accordion89a6b104\" role=\"region\" aria-labelledby=\"accordion-title89a6b104\"><div class=\"collapse-inner\">\n<p>There are several financing tools available to help businesses manage the additional demands of international growth. These can include working capital solutions, trade finance instruments, guarantees and foreign exchange support.<\/p>\n\n\n\n<p>In many cases, financing can be structured around your contracts, helping you access liquidity even when cash is tied up in inventory, receivables or production. Doing so can reduce pressure on internal cash flow and allow you to pursue opportunities that might otherwise be out of reach.<\/p>\n\n\n\n<p>Working with an RBC Relationship Manager or International Trade Specialist can help you identify the right mix of solutions based on your business model, growth plans and risk profile.<\/p>\n<\/div><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-rbc-rbc-collapsible-panel\"><div class=\"accordion-panel\"><button id=\"accordion-titlec57fa794\" class=\"collapse-toggle collapsed\" data-target=\"#accordionc57fa794\" data-toggle=\"collapse\" data-parent=\"#accordionSet1\" aria-expanded=\"false\" data-dig-id=\"LP-97470-c57fa794\" aria-controls=\"accordionc57fa794\" data-dig-category=\"LP\" data-dig-action=\"collapsible closed\" data-dig-label=\"How can I protect my business against non-payment from international buyers?\" action-closed=\"collapsible closed\" action-opened=\"collapsible open\"><div>How can I protect my business against non-payment from international buyers?<\/div><\/button><div class=\"collapse-content collapse\" id=\"accordionc57fa794\" role=\"region\" aria-labelledby=\"accordion-titlec57fa794\"><div class=\"collapse-inner\">\n<p>Payment risk is one of the most common concerns in international trade \u2013 but it can be managed with the right structure.<\/p>\n\n\n\n<p>Tools such as documentary letters of credit, standby letters of credit and trade credit insurance can help reduce the risk of delayed or missed payments. Each option offers a different balance of protection, cost and flexibility.<\/p>\n\n\n\n<p>The right approach depends on factors such as the strength of your relationship with the buyers, the level of country risk and the size of the transaction. In some cases, combining tools \u2013 such as open account terms supported by insurance \u2013 can provide both competitiveness and protection.<\/p>\n<\/div><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-rbc-rbc-collapsible-panel\"><div class=\"accordion-panel\"><button id=\"accordion-title8604d45a\" class=\"collapse-toggle collapsed\" data-target=\"#accordion8604d45a\" data-toggle=\"collapse\" data-parent=\"#accordionSet1\" aria-expanded=\"false\" data-dig-id=\"LP-97470-8604d45a\" aria-controls=\"accordion8604d45a\" data-dig-category=\"LP\" data-dig-action=\"collapsible closed\" data-dig-label=\"What payment method should my business use when entering a new market?\" action-closed=\"collapsible closed\" action-opened=\"collapsible open\"><div>What payment method should my business use when entering a new market?<\/div><\/button><div class=\"collapse-content collapse\" id=\"accordion8604d45a\" role=\"region\" aria-labelledby=\"accordion-title8604d45a\"><div class=\"collapse-inner\">\n<p>There\u2019s no single \u201cbest\u201d payment method \u2013 it comes down to the one that best fits your specific situation.<\/p>\n\n\n\n<p>Payment structures exist on a spectrum. At one end, cash upfront offers the highest level of security for the exporter but may limit competitiveness. At the other, open account terms are more attractive to buyers but carry greater risk for the seller.<\/p>\n\n\n\n<p>In between, you\u2019ll find tools like documentary letters of credit, standby letters of credit and documentary collections that can balance risk and flexibility.<\/p>\n\n\n\n<p>The key is to align your payment terms with the level of risk in the transaction, while still remaining competitive in the market.<\/p>\n<\/div><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-rbc-rbc-collapsible-panel\"><div class=\"accordion-panel\"><button id=\"accordion-titleb02d82bc\" class=\"collapse-toggle collapsed\" data-target=\"#accordionb02d82bc\" data-toggle=\"collapse\" data-parent=\"#accordionSet1\" aria-expanded=\"false\" data-dig-id=\"LP-97470-b02d82bc\" aria-controls=\"accordionb02d82bc\" data-dig-category=\"LP\" data-dig-action=\"collapsible closed\" data-dig-label=\"How can government grants be used to fund my market entry?\" action-closed=\"collapsible closed\" action-opened=\"collapsible open\"><div>How can government grants be used to fund my market entry?<\/div><\/button><div class=\"collapse-content collapse\" id=\"accordionb02d82bc\" role=\"region\" aria-labelledby=\"accordion-titleb02d82bc\"><div class=\"collapse-inner\">\n<p>Government funding can play a meaningful role during the execution phase of your international expansion \u2013 as well as in early planning.<\/p>\n\n\n\n<p>When integrated into your market entry strategy, funding can help offset upfront costs, improve cash flow and support more competitive pricing. For example, grants may help cover expenses related to market development, partnerships or product adaptation.<\/p>\n\n\n\n<p>Keep in mind, timing is important \u2013 it\u2019s best to identify and apply for funding before costs are incurred and while your strategy is still being shaped.<\/p>\n\n\n\n<p>Through RBC\u2019s partnership with GrantMatch, businesses can access support to identify relevant programs and navigate the application process more efficiently.<\/p>\n<\/div><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-rbc-rbc-collapsible-panel\"><div class=\"accordion-panel\"><button id=\"accordion-title8224562d\" class=\"collapse-toggle collapsed\" data-target=\"#accordion8224562d\" data-toggle=\"collapse\" data-parent=\"#accordionSet1\" aria-expanded=\"false\" data-dig-id=\"LP-97470-8224562d\" aria-controls=\"accordion8224562d\" data-dig-category=\"LP\" data-dig-action=\"collapsible closed\" data-dig-label=\"How can RBC help structure my international deals?\" action-closed=\"collapsible closed\" action-opened=\"collapsible open\"><div>How can RBC help structure my international deals?<\/div><\/button><div class=\"collapse-content collapse\" id=\"accordion8224562d\" role=\"region\" aria-labelledby=\"accordion-title8224562d\"><div class=\"collapse-inner\">\n<p>RBC works with businesses to bring together the different elements of international expansion \u2013 financing, payment structure, risk management and foreign exchange \u2013 into a cohesive strategy.<\/p>\n\n\n\n<p>Rather than looking at each component in isolation, an RBC Relationship Manager or International Trade Specialist can help you assess how these pieces interact and structure your deals accordingly. For example, they can work with you to:<\/p>\n\n\n\n<ul class=\"wp-block-rbc-list is-style-blue-disc\">\n<li class=\"wp-block-rbc-list-item\">\n<p>Align financing with contract terms<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Structure payment methods to balance risk and competitiveness<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Manage foreign exchange exposure<\/p>\n<\/li>\n\n\n\n<li class=\"wp-block-rbc-list-item\">\n<p>Coordinate with partners such as Export Development Canada (EDC), where appropriate<\/p>\n<\/li>\n<\/ul>\n\n\n\n<p>The goal is to help you take your business to the next step of your global expansion journey, so you can pursue opportunities with confidence, support and insight in a way that leads to long-term, sustainable growth.<\/p>\n<\/div><\/div><\/div><\/div>\n<\/div>\n\n\n\n<p><\/p>\n\n\n\n<div class=\"wp-block-rbc-rbc-default-collapsible\"><p><button class=\"collapse-toggle collapsed\" data-target=\"#collapse834a1009\" data-toggle=\"collapse\" aria-expanded=\"false\" aria-controls=\"collapse834a1009\" data-dig-id=\"LP-57738-834a1009\" data-dig-category=\"LP\" data-dig-action=\"accordion closed\" action-closed=\"accordion closed\" action-opened=\"accordion open\" data-dig-label=\"Things our lawyers want you to know\"><span>Things our lawyers want you to know<\/span><span>Things our lawyers want you to know<\/span><\/button><\/p><div class=\"collapse-content collapse\" id=\"collapse834a1009\">\n<div class=\"wp-block-rbc-collapsible-inner-block collapse-inner\">\n<p>This article is intended as general information only and is not to be relied upon as constituting legal, financial or other professional advice. A professional advisor should be consulted regarding your specific situation. Information presented is believed to be factual and up-to-date but we do not guarantee its accuracy and it should not be regarded as a complete analysis of the subjects discussed. All expressions of opinion reflect the judgment of the authors as of the date of publication and are subject to change. No endorsement of any third parties or their advice, opinions, information, products or services is expressly given or implied by Royal Bank of Canada or any of its affiliates.<\/p>\n<\/div>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>After identifying opportunities and taking stock of your finances, you may be ready to move into international markets. What comes next? A well-structured entry can shape stronger outcomes from day one.<\/p>\n","protected":false},"author":112,"featured_media":97535,"parent":57329,"menu_order":0,"template":"wp-custom-template-mmm-sticky-nav","meta":{"_acf_changed":false,"advgb_blocks_editor_width":"","advgb_blocks_columns_visual_guide":"","footnotes":""},"tags":[577],"rbc_content_type":[31],"rbc_audience":[110],"rbc_lob_group":[35],"rbc_difficulty_level":[33],"rbc_mmm_category":[305,384,323,391,382,324,326],"class_list":["post-97470","rbc_my_money_matter","type-rbc_my_money_matter","status-publish","has-post-thumbnail","hentry","tag-international-trade","rbc_content_type-article","rbc_audience-business-owners","rbc_lob_group-business","rbc_difficulty_level-beginner","rbc_mmm_category-business","rbc_mmm_category-business-planning","rbc_mmm_category-business-stages","rbc_mmm_category-commercial","rbc_mmm_category-grow-your-business","rbc_mmm_category-managing-your-business","rbc_mmm_category-right-sized-business-advice"],"acf":{"contently_publication_id":"","custom_author":"Royal Bank of Canada","rbc_video_header":"","rbc_media_duration":"","rbc_toc_for_mmm_tag":"h2","rbc_toc_for_mmm_limit":6,"rbc_toc_for_mmm":[{"title":"Strategic Advantage #1: Strategic Cost Optimization","url":"#h-strategic-advantage-1-strategic-cost-optimization"},{"title":"Strategic Advantage #2: Tapping into Canadian Government Funding","url":"#h-strategic-advantage-2-tapping-into-canadian-government-funding"},{"title":"Strategic Advantage #3: The RBC-EDC Partnership","url":"#h-strategic-advantage-3-the-rbc-edc-partnership"},{"title":"Strategic Advantage #4: Payment Structure Optimization","url":"#h-strategic-advantage-4-payment-structure-optimization"},{"title":"Strategic advantage # 5: The Trade Commissioner Service","url":"#h-strategic-advantage-5-the-trade-commissioner-service"},{"title":"Strategic Advantage #6: A Well-Structured Entry Model","url":"#h-strategic-advantage-6-a-well-structured-entry-model"}],"rbc_toc_for_mmm_action":"Generate Table Of Contents"},"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<meta name=\"description\" content=\"After identifying opportunities and taking stock of your finances, you may be ready to move into international markets. 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