Ask an Expert: What are Key Growth Strategies When Shipping from Canada to the U.S.?

Heather Ongley
Director Sales North American Field, Purolator Inc.

Heather Ongley is Purolator’s leading cross-border solutions expert. She spearheads strategic initiatives to enhance customer engagement and drive revenue growth for businesses shipping from Canada to the U.S. With over a decade of experience in logistics and supply chain management, Heather’s passion for sales and operational excellence have resulted in strong relationships among top national and international clients in the retail, industrial, healthcare and technology sectors.

Why are Canadian small businesses shipping to the USA?

As Canada’s largest trading partner, the U.S. is the ideal market to tap into if you’re looking to give your small business a competitive edge. Not only is the U.S. market approximately 10 times the size of Canada’s, it’s also home to the world’s leading economy with a gross domestic product (GDP) of $27.4 trillion USD. If you’re able to build a strong customer base in the U.S., you’ll have a better chance at competing with the other 1.2 million businesses in Canada, 98% of which are small businesses like yours.

But how do you ensure your strategy for shipping from Canada to the U.S. is successful? In this article and webcast, we dive into that topic with Heather Ongley, Purolator’s cross-border expert. Heather shared her insights about how small business owners in Canada can overcome the challenges of expanding into the U.S. and gain immense growth opportunities with the help of a trusted shipping partner like Purolator.

Learn why you should ship to the U.S. with Purolator. Check out the Purolator Power Talks podcast

Key takeaways

Why should Canadian small businesses export to the U.S.?

While keeping your small business within the Canadian market may seem simpler to manage, you’ll be missing out on opportunities to grow. Instead, if you choose to expand across the border, your business will have the potential to surpass and out-compete your domestic competitors. 

There are three key reasons why you should start shipping from Canada to the U.S.: 

1. Population size: The U.S. market offers access to a significantly larger customer base, providing opportunities for increased sales and revenue growth. “The growth potential is enormous. For instance, California’s population alone is comparable to the whole of Canada,” says Ongley.
2. Similar audience: Canadian entrepreneurs can leverage their strengths and expand their operations by tapping into U.S. audiences that are similar to the ones they know. Ongley states: “Consumer behaviour and economic outlooks are quite similar between the two countries, making it easier for Canadian businesses to connect with U.S. customers. It’s an excellent first step for companies looking to grow.
3. Geographic advantage: The geographic proximity allows for easier logistics and reduced shipping costs, making it easier for small businesses in Canada to serve American customers effectively. And with a reliable cross-border shipping partner like Purolator—which is uniquely qualified for U.S. and Canada shipments—you’ll be able to minimize any difficulties that come with navigating customs, duties and tariffs.

Get a complete picture on how to export from Canada to the U.S. Download our practical guide

What are the challenges and solutions for shipping from Canada to the U.S.?

While shipping to the U.S.A has its clear benefits, that’s not to say there aren’t any obstacles. Without the right shipping partner, exporting your products to the U.S. can seem intimidating. 

“From a business owner’s perspective, you see the potential of shipping to the U.S., but you may be a little bit hesitant to take that step. Rules around trade agreements, customs and tariffs can all seem very overwhelming. But having the right partner, like Purolator, can make shipping to the U.S. really easy,” says Ongley.

Here are the challenges you can expect when sending your products across the border, and how Purolator offers solutions to make the process easier:

Customs compliance

Challenge: Navigating U.S. customs requirements can be complex, and any mistakes can result in time-consuming shipping delays. Small business owners must ensure they understand the legal requirements for exporting goods.

Solution: Purolator’s trade compliance experts can help guide your business on U.S. customs regulations and how you can send shipments across the border smoothly. We have multiple resources on U.S. customs forms and brokerage, including our Purolator Trade Assistant—a virtual assistant who empowers you to ship to more customers globally without the complications.

 

Logistics and shipping costs

Challenge: As a small business owner, you know that you need to keep costs manageable when shipping cross-border, but international shipping can be expensive. At the same time, keeping your supply chain’s inventory and warehousing needs balanced for both domestic deliveries and shipments to the U.S. can be a struggle—potentially leading to long shipping times for your customers abroad.

Solution: Purolator has a variety of U.S. ground shipping solutions, allowing you to select the more economical standard delivery option or choose express delivery for important shipments. Optimize your delivery times and costs, making it easier for your business to reach U.S. customers efficiently.

 

Customer support and service

Challenge: When you expand your supply chain into new regions, there are bound to be unforeseen obstacles that occur. Without a shipping partner, you’ll be left to figure out solutions for logistical and technical difficulties on your own, taking time away from your core business operations.

Solution: With dedicated customer service and support teams, Purolator can help you solve supply chain issues as you start shipping to the U.S.A Whenever you have questions or feedback about your shipments, our customer care teams and 24/7 Virtual Assistant can address your inquiries and issues promptly.

 

Technology integration

Challenge: If you’re running an ecommerce business, then you know that adopting the right technology for inventory management, order processing and shipping integration is crucial. This process can become more complex when expanding into another country, as you’ll be managing two separate versions of your platform while also ensuring that your inventory is properly integrated so that you cover online orders for both U.S. and Canadian customers.

Solution: Purolator E-Ship® Web Services is designed for ecommerce shipping, and supports integration with accurate estimates and shipping visibility for your entire store, regardless of whether you’re shipping domestically or internationally.

Understand how to get your shipments into the U.S. Download our customs clearance ebook

How to grow your small business across borders

Now that you know the benefits and challenges of expanding to the U.S., it’s time to dive into how you can make your expansion successful. Several Canadian small businesses have already found success across the border. According to Ongley, one reason Canadian brands like Mejuri and Knix were able to find success in the U.S. is because they were able to form tight connections with their audiences.

“Today, brands have a tighter connection with their customers, largely thanks to the web and social media. If you have a product that resonates well, the algorithms will help connect you with the right consumers in different regions. This allows you to gauge whether there’s a market for your product south of the border and if it’s worth taking the leap to expand,” says Ongley.

Managing your export strategy and customer experience

Once you know that you have an audience across the border, the next step is to deliver your products to them by planning your U.S. export strategy—which is key to learning how to grow your small business across borders. This can include:

• Understanding the complexities of tariff classifications for the U.S. 
• Securing the right fulfillment partner for both Canada and the U.S.
• Ensuring you have a plan in place for customers or distributors who are late on payments.
• Deciding where to maintain your inventory for faster and more seamless transit times.

Enhance your export strategy from Canada to the U.S. Download our export strategy ebook

But shipping isn’t just about going from point A to point B. An excellent delivery experience reflects your brand’s customer experience just as much as a missed or delayed shipment. Enhancing the delivery experience might include adopting a returns policy or offering transparent tracking and visibility. And personalized packaging can even foster feelings of connection and brand loyalty in customers.

“The unboxing experience creates a sense of anticipation for the consumer—almost like receiving a gift. This isn’t just buying a product, it fosters an emotional connection. Successful brands excel at crafting this experience, engaging consumers on multiple levels and deepening their emotional ties to the product,” Ongley explains.

Outside of packaging, a good customer experience is often the result of a smooth last mile of delivery. By partnering with Purolator, you’ll have access to personalized, custom delivery options, as well as fast cross-border shipping throughout the U.S. and Canada. 

How Purolator helped TTI reduce cross-border shipping times by 66%

Purolator has over 25 years of cross-border shipping experience. We know how to find the fastest routes from Canada to the U.S. and back. For example, our partners at TTI, a global power tool and floor care manufacturer, came to us with cross-border shipping difficulties. They were struggling with serious bottlenecks as their shipments were fragmented and being handled by third parties, resulting in long shipping times for customers in Canada. Additionally, once shipments were handed off to third parties their customers had no tracking visibility—leading to a situation where neither TTI nor their customers knew when a shipment would be delivered. In some cases, Canadian customers could experience up to a three-week wait for their delivery, which simply wasn’t good enough. 

After partnering with Purolator, TTI was able to achieve:

• Significantly improved visibility 
• Last-mile delivery solutions
• Reduced turnaround times when shipping to Canada by 66%
• Return shipments from Canada back to the U.S.

Learn how Purolator helped TTI speed up their cross-border turnaround times. Read the case study

 Why you should choose Purolator as your cross-border shipping partner

To deliver an exceptional customer experience and form tight, emotional connections with your customers, you need a shipping partner like Purolator who offers scalability and custom solutions, so you can consistently deliver an exceptional experience to your domestic and international customers.

• Flexible cross-border shipping options: Purolator offers various shipping options, such as express delivery and standard ground services, that can accommodate different delivery times, budgets and package sizes. Choose the service that best meets your needs, whether you want to prioritize speed or cost-effectiveness when shipping from Canada to the U.S.
• Customs clearance guidance: Navigating U.S. customs regulations can be complex, but with Purolator Trade Assistant and our cross-border experts, achieving customs clearance on cross-border shipments can get a lot easier. We’ll help ensure that your shipments comply with necessary regulations, minimizing the chances of costly delays and fines. With Purolator, you can ensure smoother transactions and faster delivery times, which can be critical for maintaining customer trust and satisfaction.
• Digital Commercial Invoice: Save on paper and reduce manual errors with Purolator’s Digital Commercial Invoice. The online tools helps streamline the documentation process by allowing you to generate and manage invoices electronically. The efficiency gained from digital invoicing saves time and reduces the likelihood of delays caused by incorrect documentation, which is essential for timely cross-border shipping.
• Cross-border returns management: A straightforward, seamless returns management process can enhance customer experience and loyalty. This is especially important if you run a growing ecommerce company. Purolator offers solutions that simplify the process of returning goods across the border, making it simple for your customers to return items if needed.
• Support for ecommerce integration: Purolator’s shipping integration solutions are tailored to meet the needs of ecommerce businesses, offering integration with online platforms to streamline order fulfillment. This integration saves time and minimizes errors in order fulfillment, so that orders online are immediately captured in your supply chain, allowing you to focus on growth while ensuring a seamless online shopping experience for your customers.
• Virtual Assistant and customer support: With Purolator’s 24/7 customer support and Virtual Assistant for quick chat queries online, you can quickly resolve issues and get answers to your shipping questions, regardless of time zone.
• Special handling solutions: If you need to ship sensitive or hazardous materials, Purolator offers specialized handling services to ensure safety and compliance with regulations alongside dangerous goods expertise.
• Mission Critical: For shipments where every minute counts, Purolator Mission Critical ensures that your goods are prioritized and delivered as quickly as possible, even outside of regular hours. Get added peace of mind with complete visibility and tracking, so you know exactly when your most urgent shipments arrive.

Embrace opportunities across the border with Purolator

Expanding your small business by shipping from Canada to the U.S. market opens up a wealth of opportunities, and partnering with a reliable shipping provider like Purolator can make all the difference for cross-border success. With Purolator’s comprehensive suite of services—from flexible shipping options and customs clearance guidance to advanced technology integration and dedicated customer support—Canadian small businesses can confidently tackle the challenges of U.S. exports. By prioritizing exceptional delivery experiences and leveraging expert resources, you can build strong connections with your U.S. customers and set the stage for sustainable growth. Embrace the potential that awaits across the border and let Purolator help you streamline your operations for success in the vast American marketplace.

If you have the right partner, like Purolator, you can pick up the phone and we’ll lead you through the cross-border shipping process. We’ll find out what it is that you need and establish a program for you that’s going to work. You’ll get the same great experience that you have in Canada in the U.S., too.
— Heather Ongley, Director Sales North America Central, Purolator Inc.

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