international export

If you do business with a multinational’s Canadian division, you can leverage this relationship when entering other markets where the multinational operates. Still, just because the folks at the Canadian branch love you doesn’t guarantee their counterparts elsewhere will, too.

Staffing agency and HR consultancy Stevens Resource Group (SRG) had close relationships in Canada to provide HR services to suppliers to automaker giants, generating 35% of its revenue stream from Toyota suppliers alone. Kentucky—a booming auto-production centre with a huge Toyota plant—was a natural place to open a new U.S. branch. There, SRG introduced a concept that had wowed Toyota suppliers in Canada: a scaled-down version of a parts plant’s shop floor for teaching recruits the Toyota production system.

“We went the extra mile, translating our marketing material into Japanese, implementing a uniform dress code and adopting the same RFP formatting they use in Japan,” says CEO Sherri Stevens. “This strengthened our relationships immensely with Japanese-owned companies and generated quick growth in the U.S.”

SRG is No. 31 on the 2013 PROFIT/Chatelaine W100. View the full list or read other success profiles.

Loading comments, please wait.