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Selling to big retailers? Beware of charge-backs.

By: Jim Pettinger, President of UCanTrade, Inc.
In recent years, most “big box” retailers have followed Walmart’s lead by introducing “Vendor Compliance” programs. While understandable due to the huge volume of goods being received, the practice has also come under criticism for becoming a “revenue stream” rather than a reasonable business practice. Typical reasons for “fines” of $250 or more can include: early/late delivery, ASN/EDI violations, improper labels, purchase order violations, pricing errors, overages/shortages, broken pallets and damaged cartons.
Our advice to Canadians entering the US market has always been, “build your distribution channel from the bottom up”. There are thousands of local and regional retailers with whom you can build a “win-win” personal relationship while learning the ropes. And when you do venture into deeper water, make sure you negotiate profitable pricing and work with a third-party logistics company that can help you minimize delivery issues.
TradeTips blog is published by UCanTrade, Inc., your cross-border experts since 1984.
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Website: www.UCanTrade.com
Phone: 360-380-6900
Email: info@UCanTrade.com
Twitter: @UCanTrade

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