What's different about Canada

  • Fewer, bigger buyers. A handful of chains cover most of the country, so every meeting counts.
  • Bilingual packaging. Most consumer packaging sold in Canada needs English and French labelling, which can mean new packaging runs.
  • Different math. Freight, duty, currency and smaller order sizes all change your margin compared with the US.
  • Different calendar. Canadian holidays, seasons and flyer programs drive promotions.

The retailers that matter

For pet brands, that usually means Pet Valu, PetSmart Canada, Walmart Canada, independents and Amazon.ca. For broader CPG and gifting, it means chains like Canadian Tire, Loblaw, Shoppers Drug Mart and Indigo. I've sold into Walmart, PetSmart, Amazon, Pet Valu, Canadian Tire and Indigo, and each one buys differently.

How to get on shelf

  1. Prove demand first, through independents, regional stores and Amazon.ca.
  2. Get packaging and pricing Canada-ready before you pitch, not after the buyer says yes.
  3. Pitch at the right time in each retailer's category review.
  4. Plan sell-through, because in a smaller market a slow start shows up fast.

The retail brokers on my team call on Canadian buyers, and I build the plan that makes the listing stick. That's what Retail Launch does.

Coming from the US?

Don't treat Canada as a copy of your US plan. The pack, the price and the promo calendar usually all need to change. Brands that plan for that up front tend to launch once and stay on shelf.

Common questions

Do I need French on my packaging to sell in Canada?

In most cases, yes. Consumer packaging sold in Canada generally needs English and French labelling. Check the rules for your category before you print.

Should a US brand launch in Canada with a broker?

Usually, yes. A broker who already calls on Canadian buyers saves months and knows each retailer's process.

How long does it take to get into a Canadian chain?

Often 6 to 12 months from first meeting to shelf, depending on the category review calendar.

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