Engagement
How Arvanta Works
Most manufacturers want three questions answered before the first call: what does it cost, what do I get, and what happens if it does not work. This page answers all three.
Commercial model
The commercial structure
Most engagements combine a fixed monthly market-development fee with commission on shipped orders.
The fee funds the work that happens before any revenue exists — distributor recruitment, travel, technical preparation, RFQ pursuit and reporting. That work is real and it takes months. Pure commission arrangements produce representatives who chase whichever line is easiest to sell this quarter, which is exactly what a new market entrant cannot afford.
The commission aligns the long term. Once the channel is producing, Arvanta earns more when your product sells more.
Fee — Fixed monthly, scoped to the product line and territory.
Commission — Percentage of net invoiced value on shipped orders in the territory, paid on your collection.
Term — Typically twelve months, with a formal review at six.
Territory — Defined in writing, by province or nationally.
Exclusivity — Available, negotiated individually, tied to defined market-development activity.
Expenses — Travel and trade-show costs agreed in advance, never billed as a surprise.
Arvanta does not take title to goods, does not act as importer of record, and does not invoice your customers. You contract directly with the distributor or the end user.
The alternative
Two Ways to Build a North American Market
Traditional Market Entry
Manufacturer must establish:
- North American Sales Director
- Business Development Manager
- Distributor Manager
- Technical Salesperson
- Quotation Follow-Up
- CRM / Pipeline Management
- Local Customer Support
- Industry Relationships
- Travel & Territory Development
Arvanta
One experienced market-development partner coordinating the commercial function.
Arvanta’s role is commercial and technical-sales market development. Arvanta does not replace your engineering group or factory technical departments.
Engagement
Three Ways to Work With Arvanta
Each engagement is scoped individually to the product line, territory and commercial objectives.
Canadian Market Entry
Best for manufacturers testing or establishing the Canadian market.
- Market assessment
- Distributor identification
- Initial introductions
- Product positioning
- Opportunity development
Flagship
Canadian Market Representation
The flagship offer.
- Ongoing distributor management
- Technical sales support
- Pipeline management
- RFQ development
- Quotation follow-up
- Market intelligence
- Key-account development
- Manufacturer-distributor liaison
- Canadian market management
- Structured U.S. expansion
Strategic OEM Market Partner
For manufacturers requiring deeper territory development and strategic channel management.
- Major OEM supply development
- Multi-region distributor strategy
- Strategic account development
- Specification development
- U.S. expansion
- Annual market planning
- Executive pipeline reporting
Scope
What is included
Market entry
Product and capacity review, industry fit, competitive positioning, territory analysis, route-to-market design.
Channel development
Distributor identification, qualification, recruitment, onboarding, product training and ongoing management.
Demand development
Engagement with crane companies, consulting engineers, EPC and EPCM firms, contractors and industrial end users to get your product named in specifications.
Technical sales
Application support, product selection, quotation coordination, RFQ identification and proposal follow-up.
Liaison
Day-to-day communication between your factory, distributors and customers — in Canadian working hours — including resolving commercial and technical issues before they stall an order.
Reporting
Monthly written report and a quarterly review call.
Service
Your distributor is also your service network.
Every Canadian buyer asks the same thing about an unfamiliar imported product: who installs it, who commissions it, and who handles it when something goes wrong.
Arvanta does not sign catalogue distributors. The companies recruited to carry your line are Canadian crane manufacturers and crane service providers — businesses that already install, commission, inspect and repair overhead cranes for a living. They sell the product, they put it in, and they stand behind it in their own market.
That means the service answer is built into the channel from the first appointment rather than bolted on afterwards, and it means your product is being sold by people who will have to live with how it performs.
Arvanta sits between the two. Warranty claims, technical questions, parts requests and commercial issues move through one point of contact who understands both sides, so nothing stalls in a time-zone gap or a language gap.
Strategic channel
OEM Supply and Strategic Product Partnerships
Not every opportunity requires building a traditional distributor network.
For selected product manufacturers, one of the most valuable opportunities may be establishing a long-term OEM supply relationship with a major Canadian or U.S. crane manufacturer, service company or industrial distributor.
One strategic OEM relationship can be worth more than dozens of small accounts.
Boundaries
What Arvanta does not do
Being clear about this early prevents the misunderstandings that end representation agreements.
- Arvanta does not replace your engineering group or factory technical departments.
- Arvanta does not perform installation, commissioning or warranty work. That capability sits with the distributors — Canadian crane manufacturers and service providers — and Arvanta manages the communication between them and your factory.
- Arvanta does not warehouse, import or take title.
- Arvanta does not guarantee order volume. What is committed is defined activity, reported monthly and reviewable.
Reporting
You will know exactly what is happening in your market.
Monthly written report:
- Distributor activity and new distributor targets
- Active quotations and RFQs
- Project pipeline and stage
- Customer and distributor feedback
- Competitive intelligence — pricing, specifications, objections
- Market barriers encountered
- Territory coverage gaps
- Priority actions for the coming month
Quarterly review call with your commercial or export management, covering forecast, coverage strategy and any product or documentation changes the market is asking for.
A redacted sample report is available on request.
The sequence
Five stages, in order
- Stage 01
Product and market fit
Product and capacity review, industry fit, competitor analysis, territory analysis, review of any existing Canadian coverage.
- Stage 02
Commercial and technical preparation
Drawings and manuals, warranty terms, spare parts strategy, lead times, installation and commissioning requirements, service readiness.
- Stage 03
Route-to-market development
Distributor development, EPC and engineering engagement, installation and service partners, major-project strategy, territory planning.
- Stage 04
Opportunity development
Target accounts, project intelligence, RFQ identification, technical presentations, quotation support, proposal follow-up.
- Stage 05
Ongoing market management
Pipeline management, partner support, forecasting, product training, customer follow-up, market feedback, long-term growth planning.
Stages one and two are completed before any distributor is approached. A product introduced to the Canadian channel before it is ready gets one chance, and the market remembers.
Time zones
Canadian working hours, covered.
For manufacturers in Europe, Asia and Australia, Arvanta provides coverage across the Canadian workday. Your distributors and customers reach a technical contact during their own working hours, and quotations and follow-up keep moving while your factory is closed.
This is scheduled business-hour coverage across Canadian time zones. It is not an emergency or around-the-clock service.
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Fit
Who this works for
A good fit
- Hoist, component, controls, automation, safety technology, below-the-hook and attachment manufacturers
- Products with a genuine technical or commercial advantage over what Canadian buyers currently specify
- Factories prepared to invest twelve to twenty-four months in a market
- Management willing to act on market feedback about documentation, lead times or specification gaps
Not a good fit
- Manufacturers looking for a commission-only agent to forward inquiries
- Factories expecting orders in the first quarter
- Any product line that competes directly with a line Arvanta already represents
Start with the assessment.
Send your product range and target capacities. You receive a written Canada Market Fit Review — channel fit, buyer types, what stands between the product and a first order, and an honest read on timing.
No cost. No obligation. Confidential.