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Invoicing and statements Credit insurance help & support The invoices and statements portal provides convenient access to all the billing details of your Portfolio Credit Insurance policy. Wa... Play For detailed instructions on how to use the Invoicing and Statements client portal, select a topic from the menu below. You can also learn how to get."

EDC is enhancing our security measures to protect your private and business information. EDC Select Credit Insurance Support Here’s some information to help you make the most of your EDC Select Credit Insurance policy On this page: Guides and articles Top 10 frequently asked questions Information about coverage About policy administration About."

Here are tips to ensure you're getting the right coverage: Risk specific. The policy should be structured or tailored to your business needs and make sure the risks that are covered are the ones from which you need protection. Credit risk appetite. If you're dealing in high-risk markets or with riskier buyers or sectors, you need to ensure."

Regularly update your customers’ credit standing A customer’s creditworthiness can change over time, so establish a monitoring routine and keep credit information up to date. ...le payment termsRead more at: www.edc.ca/managecredit 6 31 2 6 steps to create your own credit management program Developing an effective credit management."

What’s New Credit insurance help & support We’re working hard to listen to your feedback and make improvements to the Portfolio Credit Insurance portal so it’s easier and faster for you to manage your insurance with EDC. ... two-factor authentication process Portfolio Credit Insurance (PCI) invoice payments June 2024 Highlights New two-factor."

Pay premium and fees Credit insurance help & support Your policy, via your Coverage Certificate, explains how your premium is calculated and when you will be invoiced for your premium and credit approval fees. Depending on your policy, you many need to declare actual sales for pre... If you have more than one policy (for example one policy that."

Here are tips to ensure you’re getting the right coverage: Risk specific. The policy should be structured or tailored to your business needs and make sure the risks that are covered are the ones you need protecting from. Credit risk appetite. If you’re dealing in high-risk markets or with riskier buyers or sectors, you need to ensure the credit."

This tripartite agreement (the “Agreement”) is made as of the day of , 20 , among the Insurers identified in the Coverage Certificate (the “Insurers”), (the “Main Insured”) and ... The Financial Institution intends to purchase certain of the accounts receivable that are insured under the Policy and requires that the Main Insured, or any."

Find the EDC credit insurance solution that's right for you Answer a few questions to get a recommendation. What type of sales do you want to cover. International Domestic Both If a buyer cancels their order of your product/ service, could you easily resell it to someone else. Yes No Do you need to insure any orders worth more than $500,000. Yes."

Financial Institutions CREDIT OPINION 30 August 2024 Update RATINGS Export Development Canada Domicile Ottawa, Ontario, Canada Long Term CRR Not Assigned Long Term Issuer Rating Aaa Type Insurance Financial Strength - Dom Curr Outlook Stable Please see the ratings section at the end of this report for more information. The ratings and."

Completing the application submission Credit insurance help & support Before applying for insurance, you’ll need to register your company with EDC. If you have already registered your company, proceed below: Complete all eight tabs under Application Submission starting with Sales and Bad Debts, as this tab will prompt additional questions."

Credit Limit Requested (rounded to the nearest thousand) Are you shipping the goods or providing the services outside of Canada. I acknowledge that: (a) export sales will be insured by EDC under a policy issued by EDC; (b) any Canadian sales (if any are insured), will generally be insured by COFACE under a separate policy issued by COFACE."

How to request or change a direction to pay Credit insurance help & support A Direction to Pay (DTP) is a legal document. It’s a contract through which you can appoint a third party (usually a bank or financial institution) as the beneficiary (also called an assignee) under your policy. In the event of a claim, EDC will pay this beneficiary."

Repayment plan can be submitted for approval on the EDC portal 3 Note that for bankruptcy and repudiation, the date of loss is the bankruptcydate or the resale date forrepudiation, which means that the Latest Date to Submit a claim is the bankruptcy/resale date + 210 days 4 This can be done on the Portal unless a repayment plan approved by EDC."

Register and apply Credit insurance help & support For detailed instructions on how to register your company and apply for Portfolio Credit Insurance, select a topic from the menu below. Select a topic Register your company Apply for insurance Locating your application form and status Date modified: 2024-07-19."

Register your company Credit insurance help & support Before applying for insurance, you’ll need to register your company with EDC. To do so, follow these instructions: Visit Portfolio Credit Insurance portal, click Sign Up. Step 1: Your company a. Enter your company’s legal name and province, along with any other relevant information, into the."

How to reset passwords Credit insurance help & support Resetting a user password can be done in several ways depending on your situation. You can: Reset your password if you have forgotten it and cannot log into the credit insurance system Reset your password from within the credit insurance system Reset another user’s password (Full User Access."

Companies are often surprised to learn that the specific legal entity they’re dealing with has to be evaluated on its own merits when doing a credit review. Many people assume that the credit risk is tied to the brand of the overall customer group, and while the brand holds value, there’s more to it than meets the eye. On one level, different."

Companies in the trucking and logistics industry have been facing rising insurance premiums in recent years and one way they’ve been overcoming them is by negotiating higher insurance deductibles. Insurance companies are willing to increase deductibles but require security to ensure these trucking and logistics companies can afford the higher."

...al $9,746 Europe and CIS Europe and CIS Financing $1,741 Credit Insurance $7,341 Financial Institutions Insurance $525 International Trade Guarantee $580 Political Risk Insurance - Total $10,187 North America North America Financing $11,777 Credit Insurance $43,428 Financial Institutions Insurance $1,648 International Trade Guarantee $6,189."

Credit Insurance services will be unavailable on Feb 8th from 4am to 8am due to scheduled maintenance."

• Purchaseinsurance. • diversifyexportmarketsamongdifferentcountries. • requireconservativepaymenttermssuchasconfirmedletters of credit. • Factorpoliticalviolenceriskintothecompany’srequired profit margin. • havecontingencyplanstomovephysicalassets,suchaslocal inventory,outofharm’sway. redUcing the iMpact (ConT’d) 1.0 Understanding."

Here’s a brief description of the differences: A documentary credit, also known as a letter of credit, is an undertaking provided by the buyer's bank, stating that if the seller complies with its various terms and conditions, the bank will guarantee payment in the manner described therein. ...nbsp;online workshops and more."

and export restrictions, currency transfer and conversion, cancellation or non-renewal of licences or authorizations Contract Frustration Insurance (public sector buyers) Contracts signed with foreign governments or eligible government-related entities Same as for Contract Frustration Insurance (private sector buyers), plus buyer insolvency, buyer default or contract termination by the buyer Performance Security Insurance The calling of eligible bonds (such as bid or performance bonds) by a foreign buyer, if the call is triggered by a covered political risk Political violence, changes in laws, cancellation or non-renewal of licences or authorizations Accounts Receivable Insurance (private sector buyers) Export sales to, and export contracts signed with, foreign private sector buyers Political violence, import and export restrictions, currency transfer and conversion Accounts Receivable Insurance (public sector buyers) Export sales to, and export contracts signed with, foreign governments or eligible foreign government-related entities Same as for Accounts Receivable Insurance (private sector buyers), plus buyer insolvency or default, buyer repudiation of goods or refusal to accept them, contract termination by the buyer PROTECTING AGAINST TRANSFER AND CONVERSION RISK: WOODBRIDGE FOAM CORPORATION Mississauga-based Woodbridge is a major supplier and manufacturer of automotive, commercial and recreational vehicle components. Company Treasurer Joe Estriga considers transfer and conversion risk to be the firm’s most likely political hazard. “Essentially,” he says, “our focus is on protecting ourselves against the inability to bring cash back to Canada. We take all the steps we can to mitigate our transfer and conversion risk, but there will always be some exposure, and that’s where our EDC political risk insurance comes in. It covers the part of the risk that we can’t control by other means.” http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/political-risk-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/political-risk-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/political-risk-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/political-risk-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/political-risk-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/political-risk-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/contract-frustration-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/contract-frustration-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/performance-security-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/accounts-receivable-insurance.aspx http://www.edc.ca/EN/Our-Solutions/Insurance/Pages/accounts-receivable-insurance.aspx For more information, please visit edc.ca Ce document est également disponible en français. EDC is the owner of trademarks and official marks. Any use of an EDC trademark or official mark without written permission is strictly prohibited. All other trademarks appearing in this document are the property of their respective owners. The information presented is subject to change without notice. EDC assumes no responsibility for inaccuracies contained herein. Copyright © 2015 Export Development Canada. All rights reserved. SUMMING IT UP If you’re doing business outside Canada, either as an exporter or via direct investment abroad, you’ll inevitably be exposed to some degree of country risk. But much of this risk can be avoided, and its effects alleviated, if you have an effective risk management program. This program should have the following features: • It should identify the probability of the risks you face in your international markets, and provide an estimate of the losses they could cause. • It should specify how you will mitigate the effects of these risks if they lead to real-world events. • It should routinely monitor the political, economic and socioeconomic environments of your overseas markets, and provide risk information and analyses for use throughout your company. If you manage your country risk effectively, you can realize benefits that range from preventing financial losses to opening up new business opportunities in markets that you might otherwise have to avoid. Financing. Asset protection. Market expertise. Risk management. EDC can help you with all these and more: • Need financing to grow your international business? We can help you find it. • Want to protect your foreign receivables? We can help you secure them. • Looking for trade and market expertise to guide you? We can provide it. • Need to manage risks abroad? We can help you control them. To find out more, call our Solutions toll-free number at 1-800-229-0575, or go online and submit a question. We’ll answer your inquiries within one business day, weekdays between 9 am and 5 pm EST. http://www.edc.ca http://www.edc.ca/EN/Our-Solutions/Financing/Pages/default.aspx https://www.edc.ca/EN/Our-Solutions/Insurance/Credit-Insurance/Pages/default.aspx http://www.edc.ca/en/knowledge-centre/pages/default.aspx https://www.edc.ca/EN/Our-Solutions/Insurance/Pages/default.aspx https://www.edc.ca/forms/Admin/EN/Pages/Product-Inquiry-Form.aspx?lang=e&src=EDC&code=EDC&s_products=LeadGen%3bEDCInquiry_e%3b1%3b0"

Need to submit a claim? The process is straightforward. Just follow this checklist to ensure you’ve completed the necessary steps and have all the information you need to provide. 1. CREDIT LIMIT How did you establish your customer’s credit limit? With a credit approval from EDC Using a discretionary credit limit method listed in your Coverage Certificate 2. PROOF OF DEBT Do you have documents proving a debt exists? Best options: Dated purchase order from your customer Contract signed by both parties Other options: Collection agency confirmation that your customer acknowledged the debt amount Written acknowledgement of the full amount owing from your customer NSF cheque(s) in the amount of the debt 3. INVOICES AND PROOF OF SHIPMENT Do you have documents that prove the goods have been shipped or services have been rendered? These include: Copies of all invoices, showing the payment terms AND, for goods, one of the following: Inland/bill of lading signed by your customer Delivery slips confirming that your customer accepted the goods Transportation receipt signed by your customer’s representative 4. CUSTOMER HISTORY What is your experience with this customer? Provide a statement of account for this customer, showing transaction history for the last 12 months including invoiced amounts, credits and payments. 5. LOSS MITIGATION Do you have documents to support your attempts at minimizing the loss? These include: Copies of actions taken to collect, such as copies of emails, faxes or any letters to and from your customer All updates provided by a collection agency If the customer has filed for bankruptcy: Copy of the Proof of Claim filed with the trustee Copy of the Notice of Bankruptcy or any other document in the bankruptcy proceedings Copy of the List of Creditors 6. COLLECTION Did you place the account with a collection agency? Yes No EDC generally recommends that you place accounts under $100,000 that are 60 days past due with a collection agency, unless the customer has filed for bankruptcy. 7. REPORTING OVERDUES Typically, if the amount is greater than $100,000 and is 60 days past due, you must report the overdue customer to EDC. Check your Coverage Certificate to see if this is a requirement under your policy. This can be done online. CLAIMS CHECKLIST To submit your claim: Once you have completed the steps above, you can submit your claim and follow its progress online through your online access to the PCI portal. If you have questions, contact our Customer Care team at 1 866-716-7201 or email support@edc.ca https://cis2.edc.ca/herakles/do?action=Login mailto:support%40edc.ca?subject= Check Box 4: Off Check Box 15: Off Check Box 16: Off Check Box 17: Off Check Box 18: Off Check Box 19: Off Check Box 20: Off Check Box 5: Off Check Box 6: Off Check Box 7: Off Check Box 8: Off Check Box 9: Off Check Box 10: Off Check Box 11: Off Check Box 12: Off Check Box 13: Off Check Box 14: Off Step 4: Off"

Forms Credit insurance help & support Direction to pay Consent to the revocation of the direction to pay (PDF) Obtain the consent of the financial institution to cancel a direction to pay that is no longer required. Direction to pay – Multiple Export Policy (PDF) Domestic Policy (PDF) Use this when more than one financial institution is requiring to be a beneficiary of a direction to pay under your policy. Direction to pay – Specific receivables Export Policy (PDF) Domestic Policy (PDF) Use this when your financial institution requires a direction to pay only for specific receivables instead of all the receivables covered by your policy. Direction to pay – Specific buyers Export Policy (PDF) Domestic Policy (PDF) Use this when your financial institution is required to be the beneficiary of a direction to pay under your policy for only some of your customers. Direction to pay – Mouvement des Caisses Desjardins Export Policy (PDF) Domestic Policy (PDF) Use this when you wish to assign all proceeds payable under your policy to a member of the “Mouvement des Caisses Desjardins”​. Tripartite agreement Termination of Tripartite Agreement Export Policy (PDF) Domestic Policy (PDF) Obtain the consent from the Insured and the financial institution that the agreement has been terminated. Tripartite agreement for sold accounts – General Export Policy (PDF) Domestic Policy (PDF) Use this when you are selling all or some of your receivables to a designated financial institution. Tripartite agreement for sold accounts – Specific receivables Export Policy (PDF) Domestic Policy (PDF) Use this when you are selling your receivables to a designated financial institution and the financial institution wishes to receive confirmation from the insurer that your policy is in good standing prior to purchasing. Tripartite agreement for sold accounts – Specific buyers Export Policy (PDF) Domestic Policy (PDF) Use this when you are selling receivables pertaining to only some of your customers to a designated financial institution. Discretionary credit limit Bank report (PDF) Request a report from your customer’s financial institution to help EDC make a decision on your credit approval request or to help you determine a credit limit, for that customer. Send this form to your customer to send to their financial institution to complete. Trade reference (PDF) Request additional information from your customer to help you determine a credit limit for that customer or to help EDC make a decision on a credit approval request. Send this form to your customer to one of its suppliers to complete. Date modified: 2024-07-19"

Search our site 32 words limit has been reached Frequently searched questions Get valuable information and insightful tips on the most popular topics. How do I use Incoterms? Business opportunities in Singapore How does credit insurance work? How do I get more money to grow my business? Export Help Hub Browse our collection of exporting FAQs and get answers to your own questions from an EDC trade advisor."

This Direction to Pay is given in connection with Export Portfolio Credit Insurance Policy No. (the "Policy") issued by Export Development Canada (“EDC”) to (the “ (the "Main Insured"). Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed by EDC, this Direction to Pay will be sent by email to the Main Insured and the Financial Institution identified below. FINANCIAL INSTITUTION DETAILS Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct EDC to pay directly to the Financial Institution indicated above, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries), in respect of the account(s) receivable listed below or in any addendum to this Direction to Pay: Name and address of Buyer (Street, City, Province, Country and Postal Code) Amount of receivable Invoice date Invoice number Date of Shipment 2. I understand that, immediately following the date that this Direction to Pay is noted in EDC’s records, EDC may provide the Financial Institution with all information and documents concerning the Policy which is also available to my Company, including information and documents concerning my Company’s compliance with the terms and conditions of the Policy, its termination or default thereunder, Credit Approvals, overdue reports and losses and claims. I consent to such disclosure and I agree to EDC using any technology as EDC may choose from time to time for the purposes of providing any of that information to the Financial Institution; PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY (SPECIFIC RECEIVABLES) (EXPORT POLICY) Page 1 of 2 3. I acknowledge that, if any of the information disclosed to the Financial Institution in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act; and 4. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Financial Institution. This Direction to Pay is not an assignment of the Policy and does not give the Financial Institution any right against EDC whatsoever (including the right to file a claim or sue under the Policy). EDC reserves the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to EDC by the Company or by the Financial Institution. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been noted in EDC’s records on . EXPORT DEVELOPMENT CANADA By Name Title Page 2 of 2Direction to Pay (Specific Receivables) (Export Policy) | XEP004-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 002: 1 - 002 - 2: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 1 - 009: 1 - 010: 1 - 011: 1 - 012: 1 - 013: 1 - 014: 1 - 015: 1 - 016: 1 - 017: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct EDC to pay directly to the Financial Institution indicated above, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries), in respect of the following Buyer or Buyers: , with offices located at 2. I understand that, immediately following the date that this Direction to Pay is noted in EDC’s records, EDC may provide the Financial Institutions with all information and documents concerning the Policy which is also available to my Company, including information and documents concerning my Company’s compliance with the terms and conditions of the Policy, its termination or default thereunder, Credit Approvals, overdue reports and losses and claims. I consent to such disclosure and I agree to EDC using any technology as EDC may choose from time to time for the purposes of providing any of that information to the Financial Institutions; PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY (SPECIFIC BUYERS) (EXPORT POLICY) This Direction to Pay is given in connection with Export Portfolio Credit Insurance Policy No. (the “Policy”) issued by EXPORT DEVELOPMENT CANADA (“EDC”) to (the “Main Insured”). Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed by EDC, this Direction to Pay will be sent by email to the Main Insured and the Financial Institution identified below. FINANCIAL INSTITUTION DETAILS Page 1 of 2 (Buyer name) (Street/City/Province/Country/Postal Code) 3. I acknowledge that, if any of the information disclosed to the Financial Institution in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act; and 4. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Financial Institution. This Direction to Pay is not an assignment of the Policy and does not give the Financial Institution any right against EDC whatsoever (including the right to file a claim or sue under the Policy). EDC reserves the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to EDC by the Company or by the Financial Institution. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been noted in EDC’s records on . EXPORT DEVELOPMENT CANADA By Name Title Page 2 of 2Direction to Pay (Specific Buyers) (Export Policy) | XEP010-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 001: 1 - 002 -: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 1 - 009: 1 - 010: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct the Insurers to pay directly to the Financial Institution indicated above, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries), in respect of the account(s) receivable listed below or in any addendum to this Direction to Pay: Name and address of Buyer (Street, City, Province, Country and Postal Code) Amount of receivable Invoice date Invoice number Date of Shipment 2. I understand that, immediately following the date that this Direction to Pay is noted in the Insurers’ records, the Insurers may provide the Financial Institution with all information and documents concerning the Policy which is also available to my Company, including information and documents concerning my Company’s compliance with the terms and conditions of the Policy, its termination or default thereunder, Credit Approvals, overdue reports and losses and claims. I consent to such disclosure and I agree to the Insurers using any technology as the Insurers may choose from time to time for the purposes of providing any of that information to the Financial Institution; 3. I acknowledge that, if any of the information disclosed to the Financial Institution in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act; and 4. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Financial Institution. PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY (SPECIFIC RECEIVABLES) (DOMESTIC POLICY) This Direction to Pay is given in connection with Domestic Portfolio Credit Insurance Policy No. (the “Policy”) issued by the Insurers identified in the Coverage Certificate to (the “Main Insured”). Terms defined i n t he P olicy h ave t he s ame m eaning w hen u sed i n t his D irection t o P ay. O nce p rocessed, this Direction to Pay will be sent by email to the Main Insured and the Financial Institution identified below. FINANCIAL INSTITUTION DETAILS Page 1 of 2 This Direction to Pay is not an assignment of the Policy and does not give the Financial Institution any right against the Insurers whatsoever (including the right to file a claim or sue under the Policy). The Insurers reserve the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to the Insurers by the Company or by the Financial Institution. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been noted in EDC’s records on . EXPORT DEVELOPMENT CANADA, on behalf of the Insurers By Name Title Page 2 of 2Direction to Pay (Specific Receivables) (Domestic Policy) | DEP004-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 002: 1 - 002 - 2: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 1 - 009: 1 - 010: 1 - 011: 1 - 012: 1 - 013: 1 - 014: 1 - 015: 1 - 016: 1 - 017: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email FINANCIAL INSTITUTION DETAILS Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct the Insurers to pay directly to the Financial Institutions indicated above, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries), provided that, as a condition precedent of any payment by the Insurers to the Financial Institutions, the Financial Institutions will agree as to each of their respective interests in the payments and each of them must advise the Insurers in writing of their agreement; PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY (MULTIPLE FINANCIAL INSTITUTIONS) (DOMESTIC POLICY) This Direction to Pay is given in connection with Domestic Portfolio Credit Insurance Policy No. (the "Policy") issued by the Insurers identified in the Coverage Certificate to (the “Main Insured”). Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed, this Direction to Pay will be sent by email to the Main Insured and the Financial Institutions identified below. FINANCIAL INSTITUTION DETAILS Page 1 of 2 2. I understand that, immediately following the date that this Direction to Pay is noted in the Insurers’ records, the Insurers may provide the Financial Institutions with all information and documents concerning the Policy which is also available to my Company, including information and documents concerning my Company’s compliance with the terms and conditions of the Policy, its termination or default thereunder, Credit Approvals, overdue reports and losses and claims. I consent to such disclosure and I agree to the Insurers using any technology as the Insurers may choose from time to time for the purposes of providing any of that information to the Financial Institutions; 3. I acknowledge that, if any of the information disclosed to the Financial Institutions in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act and; 4. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Financial Institutions. This Direction to Pay is not an assignment of the Policy and does not give the Financial Institutions any right against the Insurers whatsoever (including the right to file a claim or sue under the Policy). The Insurers reserve the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to the Insurers by the Company or by the Financial Institutions. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been noted in the Insurers’ records on . EXPORT DEVELOPMENT CANADA, on behalf of the insurers By Name Title Page 2 of 2Direction to Pay (Multiple Financial Institutions) (Domestic Policy) | DEP003-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 001: 1 - 002: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 1 - 009: 1 - 010: 1 - 011: 1 - 012: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

(the “Main Insured”). Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed, this Direction to Pay will be sent by email to the Main Insured and the Financial Institution identified below. FINANCIAL INSTITUTION DETAILS Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct the Insurers to pay directly to the Financial Institution indicated above, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries), in respect of the following Buyer or Buyers: , with offices located at 2. I understand that, immediately following the date that this Direction to Pay is noted in the Insurers’ records, the Insurers may provide the Financial Institutions with all information and documents concerning the Policy which is also available to my Company, including information and documents concerning my Company’s compliance with the terms and conditions of the Policy, its termination or default thereunder, Credit Approvals, overdue reports and losses and claims. I consent to such disclosure and I agree to the Insurers using any technology as the Insurers may choose from time to time for the purposes of providing any of that information to the Financial Institutions; 3. I acknowledge that, if any of the information disclosed to the Financial Institution in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act; and 4. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Financial Institution. PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY (SPECIFIC BUYERS) (DOMESTIC POLICY) This Direction to Pay is given in connection with Domestic Portfolio Credit Insurance Policy No. (the “Policy”) issued by the Insurers identified in the Coverage Certificate to Page 1 of 2 (Buyer name) (Street/City/Province/Country/Postal Code) This Direction to Pay is not an assignment of the Policy and does not give the Financial Institution any right against the Insurers whatsoever (including the right to file a claim or sue under the Policy). The Insurers reserve the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to the Insurers by the Company or by the Financial Institution. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been noted in EDC’s records on . EXPORT DEVELOPMENT CANADA, on behalf of the Insurers By Name Title Page 2 of 2Direction to Pay (Specific Buyers) (Domestic Policy) | DEP010-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 002: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 1 - 009: 1 - 010: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

Name of the “Caisse” Branch Address Contact Name Telephone Number Email Address Name of the “Fédération” FÉDÉRATION DES CAISSES DESJARDINS DU QUÉBEC Branch Address 1 Complexe Desjardins Case postale 7, succursale Desjardins, Montréal, Québec, H5B 1B2 Contact Name Services Arrière-guichet Entreprises Telephone Number 450 676-8390 or 1 844 440-2695 EmailAddress: 81530930.csp.arriereguichetentr.ccv@desjardins.com Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct EDC to pay directly to the Caisse, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries); 2. I consent to EDC providing the Caisse and the Fédération with all information and documents concerning the Policy which is also available to my Company, including information concerning my Company’s compliance with the terms and conditions of the Policy, declarations of sales (if applicable), Credit Approvals, overdue reports and losses and claims; Page 1 of 2 PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY MOUVEMENT DES CAISSES DESJARDINS (EXPORT POLICY) This Direction to Pay is given in connection with Export Portfolio Credit Insurance Policy No. (the "Policy") issued by EXPORT DEVELOPMENT CANADA ("EDC") to (the “Main Insured”). Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed by Export Development Canada (“EDC”), this Direction to Pay will be sent by e-mail to the Caisse, the Fédération, each as identified below, and the Main Insured. mailto:81530930.csp.arriereguichetentr.ccv%40desjardins.com?subject= 3. I understand and agree that, immediately following the date this Direction to Pay is noted in EDC’s records, the Caisse will, among other things, receive copies of, or otherwise be given access to, information related to Credit Approvals and defaults under, and termination of, the Policy; 4. I agree to EDC using any technology as EDC may choose from time to time for the purpose of providing any of the information referred to above to the Caisse and the Fédération; 5. I acknowledge that, if any of the information disclosed to the Caisse or the Fédération in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act; and 6. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Caisse. This Direction to Pay is not an assignment of the Policy and does not give the Caisse or the Fédération any right against EDC whatsoever (including the right to file a claim or sue under the Policy). EDC reserves the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to EDC by the Company or by the Caisse. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been accepted and noted in EDC’s records on . EXPORT DEVELOPMENT CANADA By Name Title Page 2 of 2Direction to Pay | Mouvement des caisses desjardins (Export Policy) | EEP026-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 001: 1 - 002: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

The Work-Sharing Program helps employers and employees avoid layoffs when:

• There’s a temporary decrease in the normal level of business activity; and
• The decrease is beyond the control of the employer.

The agreement provides income support to employees eligible for employment insurance (EI) benefits who work a temporarily reduced work week while their employer recovers. All employees participating in the agreement are given a minimum 10% reduction to their normal weekly earnings. Other benefits:

• The program allows employers to retain experienced staff and avoid recruiting new employees.
• The employer and employees must both agree to participate in this program and apply together through Service Canada.
• The Government of Canada’s Work-Sharing page outlines details around eligibility, how to apply and the review process.

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EXPORTATION ET DÉVELOPPEMENT | CANADA EXPORT DEVELOPMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca PORTFOLIO CREDIT INSURANCE Termination of Tripartite Agreement On ___________________, a tripartite agreement (the “Tripartite Agreement”) was made between Export Development Canada (“EDC”), ______________________________________ ( the “Main Insured”), and ______________________________________ (the “Financial Institution”) in relation to the purchase of certain accounts receivable insured under the Portfolio Credit Insurance Policy no. __________ (the “Policy”) and the assignment of certain rights under the Policy in relation to such accounts receivable to the Financial Institution. The Main Insured and the Financial Institution each confirm that the Financial Institution is no longer purchasing any accounts receivable insured under the Policy and that they accordingly each request, and agree to, the termination of the Tripartite Agreement, effective ___________________. The Financial Institution further understands and agrees that any interest and/or right it previously held in and under the Policy will terminate at the same time as the Tripartite Agreement terminates. The Main Insured and the Financial Institution have caused this Termination of Tripartite Agreement to be duly executed by their respective authorized signatories as of the effective date set out above. Name of Main Insured: Contact Name & Title: Authorized Signature: Date: Name of Financial Institution: Contact Name & Title: Authorized Signature: Date: XEP029-0323 mailto:support@edc.ca Insured Name: Contact Name: Authorized Signature: Date: Financial Institution Name: Contact Name_2: Authorized Signature_2: Date_2: Date the Tripartite Agreement was made: Name of the Main Insured: Name of the Financial Institution: Policy #: Date of Termination of the Agreement:"

(the “Main Insured”). (the “Policy”) issued by the Insurers in the Coverage Certificate to Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed, this Direction to Pay will be sent by e-mail to the Caisse, the Fédération, each as identified below, and the Main Insured. Name of the “Caisse” Branch Address Contact Name Telephone Number EmailAddress: Name of the “Fédération” FÉDÉRATION DES CAISSES DESJARDINS DU QUÉBEC Branch Address 1 Complexe Desjardins Case postale 7, succursale Desjardins, Montréal, Québec, H5B 1B2 Contact Name Services Arrière-guichet Entreprises Telephone Number 450 676-8390 or 1 844 440-2695 EmailAddress: 81530930.csp.arriereguichetentr.ccv@desjardins.com Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. On behalf of my Company: 1. I direct the Insurers to pay directly to the Caisse, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries); 2. I consent to the Insurers providing the Caisse and the Fédération with all information and documents concerning the Policy which is also available to my Company, including information concerning my Company’s compliance with the terms and conditions of the Policy, declarations of sales (if applicable), Credit Approvals, overdue reports and losses and claims; 3. I understand and agree that, immediately following the date this Direction to Pay is noted in the Insurers’ records, the Caisse will, among other things, receive copies of, or otherwise be given access to, information related to Credit Approvals and defaults under, and termination of, the Policy; 4. I agree to the Insurers using any technology as the Insurers may choose from time to time for the purpose of providing any of the information referred to above to the Caisse and the Fédération; Page 1 of 2 PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY MOUVEMENT DES CAISSES DESJARDINS (DOMESTIC POLICY) This Direction to Pay is given in connection with Domestic Portfolio Credit Insurance Policy No. mailto:81530930.csp.arriereguichetentr.ccv%40desjardins.com?subject= 5. I acknowledge that, if any of the information disclosed to the Caisse or the Fédération in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act; and 6. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Caisse. This Direction to Pay is not an assignment of the Policy and does not give the Caisse or the Fédération any right against the Insurers whatsoever (including the right to file a claim or sue under the Policy). The Insurers reserve the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to the Insurers by the Company or by the Caisse. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been accepted and noted in the records of the Insurers on . EXPORT DEVELOPMENT CANADA, for the Insurers By Name Title Page 2 of 2Direction to Pay | Mouvement des Caisses Desjardins (Domestic Policy) | DEP026-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 001: 1 - 002: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

& Commerce leadership from Indspire, a national charity that invests in the education of First Nations, Inuit and Métis peoples. Through it all, Cheekbone has never wavered in its commitment to give back to the community. To date, the company has donated more than $150,000 to help Indigenous youth and women, including projects for clean drinking water, solar power and tree planting in Indigenous communities. We’re just getting started EDC’s commitment to Indigenous businesses is steadfast. We want you to succeed and there’s an entire ecosystem of support available as you grow your business. Working with us gives you the opportunity to build relationships with our global network of partners and trade advisors, as well as other Indigenous businesses, associations and financial institutions. I encourage all Canadians to use National Indigenous History Month in June as an opportunity to learn more about the rich history and culture of First Nations, Métis and Inuit peoples, support Indigenous businesses and enjoy the amazing books, music, dance and artwork from Indigenous creators. EDC’s 2023 Indigenous business targets: Increase to 400 customers served, from 77 in 2020 Increase to $650 million in trade facilitated, from $119.3 million in 2020 As of March 2022, EDC facilitated $452 million in business (through direct lending, loan guarantees and trade credit insurance) for 210 Indigenous companies. Related topics Todd Evans North America Canada Grow Export Sales Recommended articles for you Blog July 05, 2021 Indigenous entrepreneurs: Checklist to exporting Bree Jamieson-Holloway outlines steps Indigenous entrepreneurs need to take to get ready to export. Blog June 19, 2020 Focus on the future: Building trust with Canada’s Indigenous business community EDC’s Todd Evans gives an overview of the Indigenous business community in Canada, its unique challenges and how EDC can help. Guide July 28, 2021 Markets of opportunity for Canadian exporters This EDC guide examines future trade potential across 170 markets. Guide March 01, 2022 Going global: Empowering women through trade EDC Women in Trade guide offers insights to help Canadian women-owned businesses succeed internationally Date modified: 2022-06-06"

Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email FINANCIAL INSTITUTION DETAILS Name of Financial Institution Branch Address Contact Name Contact Telephone Contact Email Any reference to “Company” in this form includes the Main Insured and any Additional Insured covered under the Policy and for the purpose of this Direction to Pay, the Company is acting on its own behalf and on behalf of any Additional Insured under the Policy. PORTFOLIO CREDIT INSURANCE DIRECTION TO PAY (MULTIPLE FINANCIAL INSTITUTIONS) (EXPORT POLICY) This Direction to Pay is given in connection with Export Portfolio Credit Insurance Policy No. No. (the "Policy") (the Policy") issued by EXPORT DEVELOPMENT CANADA (“EDC”) to (the “Main Insured"). Terms defined in the Policy have the same meaning when used in this Direction to Pay. Once processed by EDC, this Direction to Pay will be sent by email to the Main Insured and the Financial Institutions identified below. FINANCIAL INSTITUTION DETAILS Page 1 of 2 mclana Highlight mclana Highlight mclana Highlight mclana Highlight mclana Highlight On behalf of my Company: 1. I direct EDC to pay directly to the Financial Institutions indicated above, any monies that are now payable or that may become payable to my Company under the Policy (including any recoveries), provided that, as a condition precedent of any payment by EDC to the Financial Institutions, the Financial Institutions will agree as to each of their respective interests in the payments and each of them must advise EDC in writing of their agreement; 2. I understand that, immediately following the date that this Direction to Pay is noted in EDC’s records, EDC may provide the Financial Institutions with all information and documents concerning the Policy which is also available to my Company, including information and documents concerning my Company’s compliance with the terms and conditions of the Policy, its termination or default thereunder, Credit Approvals, overdue reports and losses and claims. I consent to such disclosure and I agree to EDC using any technology as EDC may choose from time to time for the purposes of providing any of that information to the Financial Institutions; 3. I acknowledge that, if any of the information disclosed to the Financial Institutions in conformity with this Direction to Pay is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act and; 4. I acknowledge that this Direction to Pay cannot be revoked without the written consent of the Financial Institutions. This Direction to Pay is not an assignment of the Policy and does not give the Financial Institutions any right against EDC whatsoever (including the right to file a claim or sue under the Policy). EDC reserves the right to set-off any amount payable under the Policy or this Direction to Pay against any other amount owed to EDC by the Company or by the Financial Institutions. This Direction to Pay will apply to the Policy as it may be renewed, extended or amended from time to time. Main Insured Name Authorized Signature Date This Direction to Pay has been noted in EDC’s records on . EXPORT DEVELOPMENT CANADA By Name Title Page 2 of 2Direction to Pay (Multiple Financial Institutions) (Export Policy) | XEP003-1122 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 001: 1 - 002: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 1 - 007: 1 - 008: 1 - 009: 1 - 010: 1 - 011: 1 - 012: 2 - 001: 2 - 002: 2 - 003: 2 - 004: 2 - 005: 2 - 006: 2 - 007:"

Improves your workplace culture A workplace guided by clear ethical standards such as a code of conduct will help your employees act lawfully and with integrity in their day-to-day work. They’ll also know how to handle ethical dilemmas, so they’re able to “do the right thing.” Also, good ethics can help you attract and retain good people.

Builds and maintains trust Running your business ethically sends a powerful message to your customers and other stakeholders about your values. People want to deal with companies that are trustworthy and operate with integrity, and will avoid those that may have questionable ethics. Put simply, good ethics are great for your business.

Reduces your risk Strong ethical practices reduce business risks, including non-compliance with the law. In today’s hyper-connected, social media-savvy society, any ethical misdeed or blunder—even small missteps—can be broadcast to the world, and ultimately, damage your company’s reputation.

Differentiates your business Standing out as an ethical business that operates with integrity can differentiate your company in the market—and even give you a competitive edge. Today’s consumers are increasingly driven to buy from companies with a strong purpose and ethical principles.

Additional resources

• ESG and your international business | EDC
• Human Rights 101 | EDC
• How to create a company policy | EDC
• Business integrity | EDC
• What Are Business Ethics & Why Are They Important? | HBS Online

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The Trade Commissioner’s Service (TCS) provides a step-by-step guide to exporting.

• Step 8 covers identifying your export financing requirements, outlines letters of credit and how they work in practice.

ICC Academy’s  Comprehensive Guide to Standby Letters of Credit (2021) explains how and why standby letters of credit are used, as well as the risks and benefits for consideration.

Additional resources

• Commercial letters of credit | Business Development Bank of Canada (BDC)
• 8 tips for getting paid with a letter of credit | Shipping Solutions

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Unlock more working capital and expand beyond Canada’s borders with confidence The Trade Expansion Lending Program (TELP) is an EDC guarantee that helps you access more working capital from your financial institution. EDC shares the risk with your lender by guaranteeing part of your loan or line of credit, allowing them to offer the credit conditions you need to grow. Enter new markets faster Streamline cash flow Grow your business Is TELP right for your business? TELP is typically the fastest and easiest way for EDC to help increase your access to working capital. With an EDC guarantee like TELP in place, your financial institution can offer you a larger loan or line of credit. Enter new markets faster by covering initial expenses and meeting projected demand. Take on new contracts confidently with more effective cash flow management. Invest in machinery, equipment and other resources for international operations. Growing your business but struggling with cash flow? Learn how to get the best financing options from your lender with our free guide. How to get started EDC works with many Canadian financial institutions to deliver TELP. Step 1 1 Talk to your financial institution Ask your lender if TELP is a good fit for your financing needs. If your financial institution doesn’t offer TELP, they can still work with EDC to find other ways to support your growth. Step 2 2 Work with your financial institution to complete the application TELP is delivered by approved financial institutions, making it easier to apply and faster to process. Step 3 3 Grow your business Once your application is approved, you can access your funds through your financial institution. Frequently asked questions How can TELP help my business grow? TELP allows you to access more working capital, enabling you to take on larger projects, enter new markets and invest in your company’s growth without the stress of cash flow issues. You can use your additional capital to: Fund your operations Take on new contracts Expand production capacity (with a CapEx loan) Pursue other opportunities to grow your business internationally How long does the TELP application process take? The TELP application is designed to be straightforward, but processing time can vary depending on your financial institution. It’s best to check with them for specific timelines. What if my financial institution doesn’t offer TELP? If your financial institution doesn’t offer TELP, they can still work with EDC or one of our partners to find other ways to support your growth. Ask your financial institution to call EDC at 1-800-229-0575 to discuss how we can work together to meet your business needs. Have a question about TELP? We’re here to help. Please fill out the form below or call us at 1-800-229-0575 Contact EDC Date modified: 2025-08-09"

To identify and purchase the right insurance package suited to you and your company, it’s best to work with an insurance broker who has expertise working with businesses within your industry. They can help you analyze your legal responsibilities, assets, and risks, and pick the right provider. The following resources are excellent starting points to find the right insurance broker and insurance package.

• The Business Development Bank of Canada (BDC) published an article that can give you an overview of what business insurance you need.
• The insurance Bureau of Canada is a trade association that represents home, auto, and business insurance companies in Canada. They provide Canadian businesses with the information needed to select the right insurance company for their specific needs.
• Their Commercial Insurance for Small Businesses tool provides you with commonly asked questions to insurance providers by their clients.
• You can also contact the insurance bureau with any other questions you have at 1-844-227-5422.

Additional resources

• Find a Broker | Insurance Brokers Association

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This tripartite agreement (the “Agreement”) is made as of the day of , 20 , among Export Development Canada (“EDC”), (the “Main Insured”) and (the “Financial Institution”). 1. EDC has issued Export Portfolio Credit Insurance Policy No. to the Main Insured (the “Policy”), a copy of which, together with any amendments, has been made available to the Financial Institution by the Main Insured. Capitalized terms not defined in this Agreement have the meaning set out in the Policy. 2. The Financial Institution intends to purchase certain of the accounts receivable that are insured under the Policy and requires that the Main Insured, or any Additional Insured under the Policy, as applicable, assign to the Financial Institution their rights under the Policy with respect to these accounts receivable. In this Agreement, the “Insured” means the Main Insured and any Additional Insured under the Policy. 3. The Insured may assign to the Financial Institution the Insured’s rights under the Policy with respect to any accounts receivable sold to the Financial Institution (the “Sold Account(s)”). Any amount payable by EDC under the Policy pursuant to a claim for Loss with respect to any Sold Account(s) will be paid to the Financial Institution. 4. The Main Insured, on its own behalf and on behalf of any Additional Insured (if applicable): (i) understands that, immediately following the date that this Agreement is noted in EDC’s records, EDC may provide to the Financial Institution all information and documents concerning the Policy which is also available to the Insured, including information and documents related to Credit Approvals, declarations of sales (if applicable), losses and claims and termination of the Policy, as well as information concerning the Insured’s compliance with the terms and conditions of the Policy or default thereunder (including overdue reports), and consents to such disclosure and, further, agrees to EDC using any technology as EDC may choose from time to time for the purposes of providing any of that information to the Financial Institution; and (ii) acknowledges that, if any of the information disclosed to a Financial Institution in conformity with this Agreement is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act. 5. Regardless of EDC’s approval of the assignment of the Insured’s rights under the Policy with respect to any Sold Account(s), and as a condition of EDC paying any claim for Loss to the Financial Institution: (a) the Insured, its representative, or the Financial Institution on behalf of the Insured, must continue to perform and carry out all the obligations and duties of the Insured pursuant to the Policy relating to the Sold Account(s); PORTFOLIO CREDIT INSURANCE TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (GENERAL) (EXPORT POLICY) Page 1 of 3 Tripartite Agreement for Sold Accounts (General) (Export Policy) | XEP006-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca (b) EDC must receive evidence satisfactory to EDC that the Financial Institution has purchased the Sold Account(s) in respect of which the claim has been submitted; and (c) the Financial Institution must, at EDC’s request, transfer and assign the Sold Account(s) to EDC or to the Insured. 6. (a) EDC does not warrant the performance of the Insured or any affiliate under any insured contract of sale or under the Policy and it is therefore the Financial Institution’s responsibility to ensure that the Insured (or affiliate as the case may be) will carry out its obligations under its contracts of sale and under the Policy. (b) EDC’s only obligations to the Insured and the Financial Institution under the Policy are as set out in the Policy and this Agreement. (c) Any applicable maximum liability amount(s), as set out in the Policy, and all Credit Limits applicable to individual Buyers, continue to apply to Sold Account(s). (d) The Financial Institution will not be in a better position with respect to coverage under the Policy than the Insured would have been if the account receivable had not been sold to the Financial Institution. Regardless of the preceding sentence and Section 29(5) of the Policy, it is agreed and understood that amounts that may be owed by the Insured to EDC under the Policy or under any other EDC product will not be deducted from the amount of any claim payment for Loss with respect to any Sold Account(s) otherwise determined by EDC to be payable to the Financial Institution as per this Agreement and in accordance with the “Calculation of Loss Amount” section of the Policy and any other applicable terms and conditions of the Policy. The Main Insured, on its behalf and on behalf of any Additional Insured under the Policy, hereby understands and acknowledges that the above in no way limits EDC’s right to seek payment from the Insured of any such amounts owing by the Insured to EDC. (e) The Financial Institution must provide EDC with all the documentation and information that EDC normally requires from the Insured when submitting a claim to EDC, if the Insured fails to do so. (f) If EDC pays a claim for Loss with respect to a Sold Account, the Financial Institution’s right of recourse against the Insured in respect of the Sold Account will be restricted to the uninsured portion of the Sold Account and the amount of any applicable unpaid default interest together with any unpaid default interest on the insured portion of the Sold Account from the date of default to the date of payment by EDC. If EDC refuses to pay a claim with respect to a Sold Account, the Financial Institution’s right of recourse will be unrestricted. 7. Neither the assignment of the Insured’s rights under the Policy to the Financial Institution nor anything in this Agreement limits EDC’s rights as insurer. 8. This Agreement may be executed in counterparts and all counterparts constitute one and the same agreement. 9. This Agreement will be binding upon the parties to this Agreement and their respective successors and permitted assigns. This Agreement is not assignable except with the prior written consent of EDC. The parties to this Agreement have caused this Agreement to be duly executed by their respective authorized signatories as of the day and year first above written. Page 2 of 3 Tripartite Agreement for Sold Accounts (General) (Export Policy) | XEP006-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca EXPORT DEVELOPMENT CANADA By Name Title By Name Title NAME OF MAIN INSURED, on its own behalf and on behalf of any Additional Insured under the Policy (if any) By Name Title NAME OF FINANCIAL INSTITUTION By Name Title Page 3 of 3 Tripartite Agreement for Sold Accounts (General) (Export Policy) | XEP006-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca Email 1 - 001: 1 - 002: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 3 - 001: 3 - 002: 3 - 003: 3 - 004: 3 - 005: 3 - 006: 3 - 007: 3 - 008: 3 - 009: 3 - 010: 3 - 011: 3 - 012: 3 - 013: 3 - 014: 3 - 015:"

Managing business and export risk As you identify potential markets, it’s important to have country risk on your radar and. to conduct a thorough evaluation of each market. Knowing your risks allows you to plan for them Chapters Know your Market - Country Risk Know your market - Country risk In this chapter 2.1 Why plan for country risk? 2.2 Types of country risk 2.3 Planning for success 2.4 Country risk resources 2.1 Why plan for country risk? As you identify potential markets, it’s important to have country risk on your radar and to conduct a thorough evaluation of each market. Knowing your risks allows you to plan for them—through insurance, hedging and other risk management activities. With a plan in place, your company will know exactly how to respond if a risk scenario presents itself once you are in the market. Country analysts define country risk as the overall risk, in a certain country, that a situation or event could prevent you from getting paid or from delivering on a contract. Worst-case scenarios may cause a company to lose assets and inventory or to have human resources stranded in another country. For some markets, country risk requires higher returns to justify taking the risk. Be sure to do a risk-return analysis for any new market you investigate. Understanding this risk allows you to prepare alternative scenarios so you’re prepared for a range of possibilities—and so you have contingency plans in place to deal with them. Be sure to include country risk in your risk management plan. 2.2 Types of country risk There are 5 main types of country risk. Asking the right questions can prepare you to do the level of country risk assessment needed before deciding whether to enter that market. This is also an important exercise in strategic management. The answers will help guide your business decisions related to the market. Political Risk Changes in national or state governments—or even policy changes by a long-sitting government—can negatively impact how you do business in a country or region. To identify your political risks, ask yourself these questions: What is the political situation in the country? How might it affect your industry? What type of government leadership exists? Are the country’s tax laws, fiscal policies, trade tariffs and import/export policies likely to support business success? How peaceful is the country? Is a national election coming soon? Can the government take away potential profits? (see the Index of Economic Freedom) Does the country have foreign investment restrictions in place? Does bribery or corruption influence government decisions? (see the Corruption Perception Index) How will Canada’s legislation on foreign corrupt practices affect your business dealings in the market? Financial (or economic) risk Achieving your corporate goals depends on cash flow and access to working capital. If important financial supports falter in an overseas market, you will need to react quickly. Identify your in-market financial risks by asking: Is the country’s economy stable or volatile? What are the country’s exchange rates? Do they tend to fluctuate? Do the country’s monetary and fiscal policies support international businesses? Will your customer pay when your invoice comes due? How will a rise in the inflation rate affect your operations and your customers’ buying power? How will it change supply and demand in the country? Social risk Social risk refers to the socio-economic factors that can affect your business in an international market. Look carefully at social and cultural changes taking place in the country—and examine the trends and patterns influencing society. Ask yourself these questions: How important is culture in the market and how might it affect your business? Is the country’s middle class thriving, emerging or non-existent? Is unemployment high and disposable income low? Are corruption and bribery rampant? Does the government support or ignore women’s rights? Health and education? The environment? Does the country encourage or enforce socially responsible business practices, such as creating job opportunities for the local labour force or minimizing the displacement of citizens? Legal risk As an exporter, your company will sign contracts governed by the laws and policies set in your chosen market. Identify your legal risks by asking: What laws regulate your industry in the market? How would changes in legislation related to your industry impact your business? How might the country’s consumer laws, labour laws or safety standards affect your venture? How will your contracts be structured, in which language and how will issues be resolved? Environmental risk While you can’t influence the climate or weather in your target market, you can prepare for it. That’s why it’s important to know if your export market sits in an earthquake zone or deals with regular flooding. Ask yourself these questions to identify your environmental risks: What environmental concerns are relevant to your industry? How will the country’s climate, geographic location and weather affect your business? How will climate change impacts influence your industry? What environmental offsets does your business need to consider? LEARN MORE This guide covers many of these country risks in greater detail: Chapter 3 deals with political risk, including legal risk Chapter 4 covers financial risk Chapter 5 addresses cyber risk, or technological risk 2.3 Planning for success When you do business in international markets, especially in emerging markets, there’s always an element of risk. Country risks flow along a continuum from: Common (anticipated): A customer cancels a contract or does not pay. Serious (unanticipated): A national government changes its foreign investment rules in ways that threaten your business interests and assets in the country. Even markets you know well, such as the United States, carry risks such as non-payment. Beyond preparing a risk management plan, there are other concrete steps you can take to mitigate your risk: Do your research Your export strategy is the first step to preparing for a new market. Make sure to conduct extensive market research to evaluate the country and confirm that it’s the right fit for your business. The following resources will help you assess the market and the country risk: The Trade Commissioner Service’s (TCS) market reports are available by region, country and industry sector free of charge. The U.S. Commercial Service also has a wide range of country commercial guides. EDC’s Economic Insights newsletter will help you identify opportunities and risks of doing business abroad by reporting on indicators and trends that could affect your business decisions. EDC’s market entry advisors in Canada can help you find the right people to connect with in the export markets that interest you. EDC’s country portal provides risk information on almost 200 markets Trade commissioners, located in 161 cities in Canada and abroad, are available to provide guidance, identify qualified leads and offer on-the-ground contacts in your chosen markets. EXPERT INSIGHT When researching potential markets, consider investigating countries or regions with which Canada has signed a free trade agreement or a foreign investment and promotion agreement. Canada is a signatory to 91 different trade and investment agreements. Each opens doors and opportunities for you to grow internationally while ensuring reduced (or no tariffs), a safe investment climate and/or other incentives to encourage trade and investment. Get to know the market Visit Take the time to visit the market as often as you need. Get to know the country, its business climate, its culture and its people. Meet decision makers and potential business partners. Before you go, enlist the support of a translator to translate your corporate and marketing materials into the local language. You might also need to book an interpreter for your visits to the market. The trade commissioners in Canada’s embassies and consulates can connect you with reliable interpreters or other professional services in your target market. Join a trade mission EDC, along with the Government of Canada, provincial and territorial governments, and industry associations all host trade missions to key markets abroad. Some focus on specific industry sectors, while others are open to a variety of industries. Learn more about upcoming Government of Canada trade missions. Go to an industry trade show What better way to explore a market’s potential than to attend a trade show or event? Trade shows offer excellent opportunities to conduct market research, evaluate the competition, make contacts and meet potential customers and partners. The Trade Commissioner Service maintains an up-to-date list of international trade shows and events around the globe. Find reliable partners Success in any country depends on the people you choose as partners in your export journey: accountants, banks and financial institutions, customs brokers, distributors and others. It takes time to build a reliable network of on-the-ground professionals with the expertise and local knowledge you need to succeed. Accountants will help you navigate the country’s banking system, taxation system and other financial requirements of doing business in the market. Banks and financial institutions (including insurance companies and export credit agencies like EDC) work with you to protect cash flow and extend credit in export markets. Customs brokers can clear your import shipments, prepare documentation for export shipments, and collect duties and taxes. Investors may provide the much-needed funds your company requires to expand into the market. Lawyers can clarify the language of trade agreements and advise you on a country’s customs laws, tariffs and other legal issues. Local distributors buy your products from you, warehouse them and sell them to resellers or consumers in your target market."

to communicate easily with an agent or distributor is vital, so it’s a major plus if they can speak and write good English. “After that,” he says, “you should find out how often the intermediary would call on your potential customer base, and whether he has good relationships with these customers. Also, you’ll need concrete evidence of how well he covers your territory. In short, he should have a very good idea of who and where your customers are, and be energetic at calling on them.” Another thing to find out is whether the intermediary already represents products that would complement yours. “An agent or distributor’s ability to carry product lines that complement yours is an important element of qualifying the intermediary,” says Sauvé. “After that, you can get into other things such as the size of his sales team. It doesn’t necessarily have to be big, since you can be very successful working with smaller agencies or distributors.” Other positive signs, adds Sauvé, are experience and a track record. “You should look for reputable, successful intermediaries who have been around for a while and are well known. Also, they should understand the competition that your product line will be up against. So in my view, the vital elements for qualifying an intermediary are good English, energetic calling on prospective customers, good customer relationships, good client coverage, complementary product lines and an effective sales team.” http://tradecommissioner.gc.ca/exporters-exportateurs/step6-etape6.aspx?lang=eng#Agents http://tradecommissioner.gc.ca/exporters-exportateurs/guide-exporting-guide-exportation.aspx?lang=eng 10EDC | Finding, Training and Managing International Agents and Distributors 4 THE LEGAL PERSPECTIVE Once you’ve decided to appoint the intermediary, you’ll need to set up a contract. Its intention is to make sure that everybody understands how the relationship will work and that both parties have the same goals in mind. Such agreements commonly include the following elements: • The names and addresses of the businesses involved, and whether the agreement is an agency or distributorship arrangement • A full and complete description of the goods the intermediary will handle • Your expectations of the intermediary’s performance over the course of the contract • The territory where the intermediary will sell your goods • Whether the agreement is an exclusive or non-exclusive one for that territory • Who is responsible for the logistics of getting your goods to the end users • The prices that will be charged for your goods in the market GIATEC: QUALIFYING DISTRIBUTORS Having found a likely distributor, Giatec must then qualify them. “When a company shows an interest in distributing our products,” says McGuire, “we put them through our pre-qualification process. I send them a questionnaire to find out what they sell, what their customer base looks like, how many people work for them and how long they’ve been in business. We also ask about their technical expertise, because they’ll need to be technically skilled if they’re going to sell and support our devices.” If the distributor seems a good bet, McGuire can begin negotiations. “If they show genuine interest and they’re well qualified, we usually set up a memorandum of understanding (MOU), which authorizes them to distribute our products in their region on a non-exclusive basis. We commit to providing marketing support and give them a basic discount on the devices they purchase for resale. Their discount increases as they sell more and, if they want to work toward exclusivity, they can.” Giatec uses their dealer discounts to establish different levels of distributorship. “This depends on the level of commitment and investment the distributor is willing to make to us,” says Dr. Ghods. “We like to begin with them acting simply as an authorized dealer, but eventually let them move up to an exclusive distributorship if everything goes well. It all depends on how committed they are to the relationship, so we proceed one step at a time and see how they perform before going on to the next stage. This avoids risks such as signing a two-year exclusive agreement with the wrong distributor.” Finding and qualifying the right distributors can be a necessity for penetrating some markets, such as the Middle East, according to McGuire. “We’re really breaking into that market, but we couldn’t have done so if we’d tried to work from Canada. In that region, you absolutely must have a local representative on the ground, someone whom your end users know and trust. If you don’t, you’ll never make a sale.” 11EDC | Finding, Training and Managing International Agents and Distributors • If the intermediary is an agent: the commission you’ll pay, when you’ll pay it and the currency that will be used • If the intermediary is a distributor: the payment terms and the currency of payment • The termination date for the agreement, together with provisions for ending the agreement before that date (for example, if the intermediary performs below the expectations set out in the contract) • Confidentiality provisions to safeguard your company’s proprietary information and intellectual property (IP) • Any rights the intermediary will have regarding your IP, such as the use of your business name, brand names, patents, copyrights and trademarks • The responsibility for training the intermediary’s personnel in the product’s installation, servicing and warranty repair, if applicable • The responsibility for after-sales service, such as training the end user to operate the product • The responsibility for any promotional and marketing activities to support your products in the market • The laws (Canada’s or those of the market) that apply to the contract It is always advisable to have your lawyer review an intermediary agreement, especially when it’s a complicated one. To further protect your interests, you can also set up a limited-term contract to get started. Then, if the intermediary doesn’t work out, you’re not bound to a long-term, unsatisfactory relationship. It’s also important to ensure you correctly identify your customer, including the correct legal name, in case of a claim. Another way Canadian exporters may find themselves involved with distributors or agents is when the exporter sells a product not to its actual customer, but to an intermediary representing that customer. This may become an issue if the exporter is using credit insurance and doesn’t get paid. In this case, the insurance policy must identify the correct customer in order for a claim to be paid. Asking the questions below will help EDC confirm that the correct customer is insured, thus avoiding the ineligibility of a claim in the event of a loss. Essentially, exporters need to assess the role of any third party in the transaction and confirm in writing who has the legal obligation to pay for the goods. 12EDC | Finding, Training and Managing International Agents and Distributors • Order origination/payment obligation Is the order request originating from the end customer and simply being passed through their agent, or is it directly from an agent with no other correspondence supplied from the end customer? This should indicate whether the agent is taking ownership and reselling to the end customer, or is acting only as a deal facilitator. To confirm the scenario, request written proof (dated within the last year) from the end customer that confirms the agent’s role in the transaction and who is legally obligated to pay. • Shipping destination Are the goods being shipped directly to the customer or to another destination? The agent or customer may request that the goods be delivered to a clearing house location, or directly to the customer’s end buyer. Best practice is to obtain written confirmation from the customer that this is their preference. • Previous group experience/common principals Is the order coming from a company that is part of a larger group, or from a principal contact that is also affiliated with another company? In some cases, one company in a group will default, the exporter will cut ties and then orders will again commence from a company affiliated with the defaulting firm. • Trade references/credit information Has the customer, clearing house and/or agent provided any trade references, or have you obtained an official credit report? Best practice is to request two or more trade references (in North America if possible) to obtain details on previous payment experience, as well as to verify operations. An official credit report can also provide similar information in addition to other company information, such as sales figures. • Ongoing monitoring Have orders been steadily increasing and/or have you seen a sudden change in payment behaviour? A common scenario is that the customer has been prompt with ordering and payments, but then begins placing larger orders while providing only partial payments, and eventually defaults on entire invoices. 13EDC | Finding, Training and Managing International Agents and Distributors 5 MOTIVATING YOUR INTERMEDIARIES Here are some tips for motivating your intermediaries to do their best for you. • Build the relationship Your long-range goal should be to build a mutually compatible relationship that helps both your businesses grow. You can work toward this by treating your intermediaries like partners rather than employees—making it easy to do business, nurturing clear communications and providing fast access to decision makers. Do your utmost to keep them informed about product development, marketing plans and new opportunities, and always remember that being a partner means helping your intermediaries reach their goals, too. • Stay structured"

Customer Care call centre Holiday hours. Learn more. Have questions? Let’s find the answers you’re looking for. Looking for information? We’re here to help. Whether you have a question, concern or feedback to share, our dedicated teams are ready to assist you. Customer Support For product support, call our Customer Care Team at 1-800-229-0575 (Monday to Friday, 8 a.m. to 8 p.m. EST). Product Inquiries For general product questions, please fill out a brief form about your business, and we'll connect you with the right trade expert. Media Relations For media inquiries, reach out to EDC’s Media Relations Team at 1-888-222-4065 or media@edc.ca. Accessibility Feedback To share accessibility feedback or request alternate formats of our plan or feedback processes, complete the Accessibility Feedback Form. Wrongdoing Disclosure To report wrongdoings within EDC, you can: Visit our Disclosure of Wrongdoing Page Complete our secure Request for Review form Email us at SOID@edc.ca Social Media Connect with us on our official platforms to stay informed and share your insights. LinkedIn Instagram Facebook X (formerly Twitter) YouTube Please don’t hesitate to get in touch. We’re committed to providing you with the support and information you need. 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Claims for Portfolio Credit Insurance policies can only be made online. Please make sure to log in with the credentials you use to manage your policy, NOT your billing credentials. Learn more about claims. Submitting or amending a declaration Declarations for Portfolio Credit Insurance policies can only be made online. Please make sure to log in with the credentials you use to manage your policy, NOT your billing credentials. Learn more about how to submit or amend declarations. Logging in to Portfolio Credit Insurance You have 2 sets of login credentials for Portfolio Credit Insurance. One is for managing your policy. The other is for billing. Accessing webinars – live and on-demand Our webinars cover an array of must-know trade topics, like how to target and win new customers, where to find your next market, how to get more money to grow, and more. These expert-led sessions will provide the knowledge you need to confidently make smarter business decisions. And new webinars are added regularly. To access EDC webinars, you need a MyEDC account • Create a MyEDC account • Log in to your existing MyEDC account Call us if you need help creating or accessing your MyEDC account. Get expert insights from our Export Help Hub Export Help Hub gives you clear answers from experts to help you grow your business – all for free. And if you can’t find what you’re looking for, you can submit questions directly to our EDC advisors. To access EDC webinars, you need a MyEDC account • Create a MyEDC account • Log in to your existing MyEDC account Call us if you need help creating or accessing your MyEDC account. Export Guarantee Program We deliver this product in partnership with your financial institution to help you access additional working capital. If you’re an existing guarantee customer, please contact your EDC account manager. If you’re not an existing customer and want to find out if these products are right for your business, please contact your financial institution. Together we’ll come up with a plan to support your international growth. Learn more about the Export Guarantee Program. Account Performance Security Guarantee We deliver these products in partnership with your financial institution to help you access additional working capital. If you’re an existing guarantee customer, please contact your EDC account manager. If you’re not an existing customer and want to find out if these products are right for your business, please contact your financial institution or EDC account manager. Together we’ll come up with a plan to support your international growth. Learn more about Account Performance Security Guarantees. Foreign Exchange Facility Guarantee We deliver these products in partnership with your financial institution to help you access additional working capital. If you’re an existing guarantee customer, please contact your EDC account manager. If you’re not an existing customer and want to find out if these products are right for your business, please contact your financial institution. Together we’ll come up with a plan to support your international growth. Learn more about Foreign Exchange Facility Guarantees. Trade Expansion Lending Program (TELP) We deliver this solution in collaboration with your financial institution to help you access additional working capital. Talk to your financial institution to determine if TELP, or another EDC solution, is a good fit for your financing needs. If your lender doesn’t offer TELP, they can still work with EDC to find additional ways to support your growth. Learn more about the Trade Expansion Lending Program. Trade Recovery Guarantee Trade Recovery Guarantees are administered by participating financial institutions. This temporary solution ended for new transactions on Dec. 31, 2022. If you have questions about an existing Trade Recovery Guarantee loan, please contact your financial institution. Canadian Emergency Business Account (CEBA) The Government of Canada's Canadian Emergency Business Account (CEBA) program is no longer accepting applications. If you have questions about the program, including loan repayments and forgiveness, please contact your financial institution or visit https://ceba-cuec.ca/ Business Credit Availability Program (BCAP) Guarantee The Business Credit Availability Program (BCAP) Guarantee stopped accepting applications on Dec. 31, 2021. If you have any questions about a BCAP guaranteed loan, please contact your financial institution. Need to reach us? We’re here to help. 1-800-229-0575 Monday to Friday: 8 a.m. to 8 p.m. (Eastern Time) Trade Advisors For answers to your trade-related questions 1-888-220-0047 Weekdays 9 a.m. to 5 p.m. (Eastern) Customer Care For current EDC customers support@edc.ca 1-866-716-7201 Weekdays 7 a.m. to 8 p.m. (Eastern) *To contact our Vice-President and Chief Compliance & Ethics Officer (Data Protection Officer for Singapore), call this number 800-181-1131 (Singapore residents only). Date modified: 2024-09-06"

Business with international partners

More international buyers require evidence that you’re managing health and safety through a standard such as ISO 45001 or policies, processes or trade association assessments. In addition, you’re responsible for managing the risks when contractors are carrying out work for your business--whether at home or abroad.

Increasing global attention to health and safety practices

As recent workplace accidents have made headlines, more and more attention is being paid to the health and safety of employees and communities around the globe. This has led to increasing health and safety regulations worldwide such as tougher chemical safety enforcement in South Korea and Japan. At the same time, some countries lack regulation, which may increase a company’s health and safety risks. As an exporter, you may want to implement an international health and safety standard and increase your oversight in higher risk markets.

Additional resource

• Designing a national strategy to improve safety and health in micro-, small and medium-sized enterprises A “how to” guide (ilo.org)

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This tripartite agreement (the “Agreement”) is made as of the day of , 20 , among Export Development Canada (“EDC”), (the “Main Insured”) and (the “Financial Institution”). 1. EDC has issued Export Portfolio Credit Insurance Policy No. to the Main Insured (the “Policy”), a copy of which, together with any amendments, has been made available to the Financial Institution by the Main Insured. Capitalized terms not defined in this Agreement have the meaning set out in the Policy. 2. The Financial Institution intends to purchase certain of the accounts receivable that are insured under the Policy and requires that the Main Insured, or any Additional Insured under the Policy, as applicable, assign to the Financial Institution their rights under the Policy with respect to these accounts receivable. In this Agreement, the “Insured” means the Main Insured and any Additional Insured under the Policy. 3. The Insured may assign to the Financial Institution the Insured’s rights under the Policy with respect to any Sold Accounts. For the purposes of this Agreement, “Sold Account(s)” means those accounts receivable of the Insured that (i) are insured under the Policy, (ii) are sold to the Financial Institution and (iii) are listed in a form attached as Schedule “A” (there may be more than one Schedule “A” created in connection with the Agreement and each of these will form part of this Agreement). Any amount payable by EDC under the Policy pursuant to a claim for Loss with respect to any Sold Account(s) will be paid to the Financial Institution. 4. The Main Insured, on its own behalf and on behalf of any Additional Insured (if applicable): (i) understands that, immediately following the date that this Agreement is noted in EDC’s records, EDC may provide to the Financial Institution all information and documents concerning the Policy which is also available to the Insured, including information and documents related to Credit Approvals, declarations of sales (if applicable), losses and claims and termination of the Policy, as well as information concerning the Insured’s compliance with the terms and conditions of the Policy or default thereunder (including overdue reports), and consents to that disclosure and, further, agrees to EDC using any technology as EDC may choose from time to time for the purposes of providing any of that information to the Financial Institution; and (ii) acknowledges that, if any of the information disclosed to a Financial Institution in conformity with this Agreement is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act. 5. Regardless of EDC’s approval of the assignment of the Insured’s rights under the Policy with respect to any Sold Account(s), and as a condition of EDC paying any claim for Loss to the Financial Institution: (a) the Insured, its representative, or the Financial Institution on behalf of the Insured, must continue to perform and carry out all the obligations and duties of the Insured pursuant to the Policy relating to the Sold Account(s); PORTFOLIO CREDIT INSURANCE TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (SPECIFIC ACCOUNTS) (EXPORT POLICY) Page 1 of 3 Tripartite Agreement for Sold Accounts (Specific Accounts) (Export Policy) | XEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca (b) EDC must receive evidence satisfactory to EDC that the Financial Institution has purchased the Sold Account(s) in respect of which the claim has been submitted; and (c) the Financial Institution must, at EDC’s request, transfer and assign the Sold Account(s) to EDC or to the Insured. 6. (a) EDC does not warrant the performance of the Insured or any affiliate under any insured contract of sale or under the Policy and it is therefore the Financial Institution’s responsibility to ensure that the Insured (or affiliate as the case may be) will carry out its obligations under its contracts of sale and under the Policy. (b) EDC’s only obligations to the Insured and the Financial Institution under the Policy are as set out in the Policy and this Agreement. (c) Any applicable maximum liability amount(s), as set out in the Policy, and all Credit Limits applicable to individual Buyers, continue to apply to Sold Account(s). (d) The Financial Institution will not be in a better position with respect to coverage under the Policy than the Insured would have been if the account receivable had not been sold to the Financial Institution. Regardless of the preceding sentence and Section 29(5) of the Policy, it is agreed and understood that amounts that may be owed by the Insured to EDC under the Policy or under any other EDC product will not be deducted from the amount of any claim payment for Loss with respect to any Sold Account(s) otherwise determined by EDC to be payable to the Financial Institution as per this Agreement and in accordance with the “Calculation of Loss Amount” section of the Policy and any other applicable terms and conditions of the Policy. The Main Insured, on its behalf and on behalf of any Additional Insured under the Policy, hereby understands and acknowledges that the above in no way limits EDC’s right to seek payment from the Insured of any such amounts owing by the Insured to EDC. (e) The Financial Institution must provide EDC with all the documentation and information that EDC normally requires from the Insured when submitting a claim to EDC, if the Insured fails to do so. (f) If EDC pays a claim for Loss with respect to a Sold Account, the Financial Institution’s right of recourse against the Insured in respect of the Sold Account will be restricted to the uninsured portion of the Sold Account and the amount of any applicable unpaid default interest together with any unpaid default interest on the insured portion of the Sold Account from the date of default to the date of payment by EDC. If EDC refuses to pay a claim with respect to a Sold Account, the Financial Institution’s right of recourse will be unrestricted. 7. EDC and the Insured agree that the Policy is amended to provide that, in cases where the Insured makes a claim for Loss under the Policy with respect to an account receivable which has not been sold to the Financial Institution, the Loss Amount with respect to that account receivable will not exceed the Credit Limit for the Buyer, less: (a) the amount of any previous claim payments made for the same Buyer (which have not been recovered), whether the claim payments were made to the Insured or to the Financial Institution; and (b) the aggregate amount of any outstanding Sold Accounts in respect of which a claim payment has not been made under the Policy. 8. Neither the assignment of the Insured’s rights under the Policy to the Financial Institution nor anything in this Agreement limits EDC’s rights as insurer. 9. This Agreement may be executed in counterparts and all counterparts constitute one and the same agreement. 10. This Agreement will be binding upon the parties to this Agreement and their respective successors and permitted assigns. This Agreement is not assignable except with the prior written consent of EDC. Page 2 of 3 Tripartite Agreement for Sold Accounts (Specific Accounts) (Export Policy) | XEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca The parties to this Agreement have caused this Agreement to be duly executed by their respective authorized signatories as of the day and year first above written. EXPORT DEVELOPMENT CANADA By Name Title By Name Title NAME OF MAIN INSURED on its own behalf and on behalf of any Additional Insured under the Policy (if any) By Name Title NAME OF FINANCIAL INSTITUTION By Name Title Page 3 of 3 Tripartite Agreement for Sold Accounts (Specific Accounts) (Export Policy) | XEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca Email TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (SPECIFIC ACCOUNTS) (EXPORT POLICY) SCHEDULE A This Schedule is pursuant to the provisions of a Tripartite Agreement for Sold Accounts dated the day of , 20 (the “Agreement”) entered into by Export Development Canada (“EDC” ); (the “Financial Institution”), and (the “Main Insured”). Sold Accounts EDC Approved Credit Limit Aggregate amount owing by Buyer to Insured and Financial Institution (see note) Name & Address of Buyer Draft and/ or invoice no. Date Shipped Amount Due Date Amount Terms (A) (B) (C) (D) (E) (F) (G) (H) NOTE: The amount shown in Column “H” will include: (i) all amounts shown in Column “D”, (ii) all other amounts owed by the Buyer to the Insured pursuant to accounts receivable of the Insured that are insured under the Policy, and (iii) all amounts owed by the Buyer to the Financial Institution as set out in any previous Schedule “A” acknowledged by EDC. Page 1 of 2 Schedule A – Tripartite Agreement for Sold Accounts (Specific Accounts) (Export Policy) | XEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca NAME OF MAIN INSURED, on its own behalf and on behalf of any Additional Insured under the Policy (if any) Signed this day of , 20 . By Name Title NAME OF FINANCIAL INSTITUTION Signed this day of , 20 . By Name Title EDC hereby confirms that as of the date noted below, the Credit Limit amounts and terms shown above are the amounts and terms approved by EDC, and EDC acknowledges that as at that date, it is not aware of any default by the Insured under the provisions of Policy No. , which would invalidate coverage under"

Sorry, something is not displaying correctly. Please try at a later time. This content is not available. Learn why here. Why can’t I access this content? In order to view our webinars, EDC shares registration information with an external third-party application. In order for EDC to protect the privacy of EU citizens and comply with the General Data Protection Regulations, EU visitors are not automatically able to view EDC’s webinars. Please see EDC’s privacy notice for more information about how EDC protects your personal data. ​ How the U.S. election could impact trade Get expert trading advice and strategies on how to navigate a changing market after the U.S. election. Book your spot on MyEDC Don’t have a MyEDC Account? Create one now Register for this event Thanks for registering. You can join the webinar 15 minutes before it starts. Add to Calendar Google Outlook iCal For more trade knowledge, expert insights, and to view your events, check out your MyEDC dashboard. There has been an error. Please try again later. Just one more thing! Date and time Thu, November 21, 2024 1:00 pm - 2:00 pm ET Location Online If you’re exporting from Canada to the U.S., the results of the 2024 U.S. elections could have a significant impact on your business. Learn insights and strategies to help your organization adapt to change, mitigate risks and find new opportunities for success in the U.S. market. Join us live on Thursday, Nov. 21, 2024, from 1-2 p.m. ET, when our panel will: Share economic insights and in-depth knowledge about the U.S. market; Identify potential regulatory changes, compliance requirements and their impact on the Canada-United States-Mexico Agreement (CUSMA); Advise on ways to adapt to new market conditions and uncertainty in policy direction; and Outline practical strategies for mitigating risk, so you can grow with confidence. Our panel Moderator David Weiner David Weiner Regional vice-president, United States Export Development Canada David Weiner Speakers Andrea Clements Andrea Clements Minister-Counsellor (Commercial) Senior Trade Commissioner Embassy of Canada to the United States Andrea Clements Ross Prusakowski Ross Prusakowski Deputy chief economist Export Development Canada Ross Prusakowski Who should watch Canadian entrepreneurs and leaders doing business in the United States who want to prepare for potential policy and regulatory changes and find new opportunities for growth under the new U.S. administration. Book your spot on MyEDC Don’t have a MyEDC Account? Create one now Register for this event Thanks for registering. You can join the webinar 15 minutes before it starts. For more trade knowledge, expert insights, and to view your events, check out your MyEDC dashboard. There has been an error. Please try again later. Unlock access to all of EDC’s FREE international insights, webinars, guides, and resources by creating a MyEDC account. Your MyEDC Account is separate from any accounts used for EDC insurance products. Wait, before you go! Thanks for subscribing! Check your inbox for EDC’s TradeInsights, packed with the info Canadian businesses need most. Date modified: 2025-08-08"

This tripartite agreement (the “Agreement”) is made as of the day of , 20 , among the Insurers identified in the Coverage Certificate (the “Insurers”), (the “Main Insured”) and (the “Financial Institution”). 1. The Insurers have issued Domestic Portfolio Credit Insurance Policy No. to the Main Insured (the “Policy”), a copy of which, together with any amendments, has been made available to the Financial Institution by the Main Insured. Capitalized terms not defined in this Agreement have the meaning set out in the Policy. 2. The Financial Institution intends to purchase certain of the accounts receivable that are insured under the Policy and requires that the Main Insured, or any Additional Insured under the Policy, as applicable, assign to the Financial Institution their rights under the Policy with respect to these accounts receivable. In this Agreement, the “Insured” means the Main Insured and any Additional Insured under the Policy. 3. The Insured may assign to the Financial Institution the Insured’s rights under the Policy with respect to any Sold Accounts. For the purposes of this Agreement, “Sold Account(s)” means those accounts receivable of the Insured that (i) are insured under the Policy, (ii) are sold to the Financial Institution and (iii) are listed in a form attached as Schedule “A” (there may be more than one Schedule “A” created in connection with the Agreement and each of these will form part of this Agreement). Any amount payable by the Insurers under the Policy pursuant to a claim for Loss with respect to any Sold Account(s) will be paid to the Financial Institution. 4. The Main Insured, on its own behalf and on behalf of any Additional Insured (if applicable): (i) understands that, immediately following the date that this Agreement is noted in the Insurers’ records, the Insurers may provide to the Financial Institution all information and documents concerning the Policy which is also available to the Insured, including information and documents related to Credit Approvals, declarations of sales (if applicable), losses and claims and termination of the Policy, as well as information concerning the Insured’s compliance with the terms and conditions of the Policy or default thereunder (including overdue reports), and consents to that disclosure and, further, agrees to the Insurers using any technology as the Insurers may choose from time to time for the purposes of providing any of that information to the Financial Institution; and (ii) acknowledges that, if any of the information disclosed to a Financial Institution in conformity with this Agreement is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act. 5. Regardless of the Insurers’ approval of the assignment of the Insured’s rights under the Policy with respect to any Sold Account(s), and as a condition of the Insurers paying any claim for Loss to the Financial Institution: (a) the Insured, its representative, or the Financial Institution on behalf of the Insured, must continue to perform and carry out all the obligations and duties of the Insured pursuant to the Policy relating to the Sold Account(s); (b) the Insurers must receive evidence satisfactory to the Insurers that the Financial Institution has purchased the Sold Account(s) in respect of which the claim has been submitted; and (c) the Financial Institution must, at the Insurers’ request, transfer and assign the Sold Account(s) to the Insurers or to the Insured. PORTFOLIO CREDIT INSURANCE TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (SPECIFIC ACCOUNTS) (DOMESTIC POLICY) Page 1 of 3 Tripartite Agreement for Sold Accounts (Specific Accounts) (Domestic Policy) | DEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 6. (a) The Insurers do not warrant the performance of the Insured under its contracts of sale or under the Policy and it is therefore the Financial Institution’s responsibility to ensure that the Insured will carry out its obligations under its contracts of sale and under the Policy. (b) The Insurers’ only obligations to the Insured and the Financial Institution under the Policy are as set out in the Policy and this Agreement. (c) Any applicable maximum liability amount(s), as set out in the Policy, and all Credit Limits applicable to individual Buyers, continue to apply to Sold Account(s). (d) The Financial Institution will not be in a better position with respect to coverage under the Policy than the Insured would have been if the account receivable had not been sold to the Financial Institution. Regardless of the preceding sentence, it is agreed and understood that amounts that may be owed by the Insured to the Insurers under the Policy will not be deducted from the amount of any claim payment for Loss with respect to any Sold Account(s) otherwise determined by the Insurers to be payable to the Financial Institution as per this Agreement and in accordance with the “Calculation of Loss Amount” section of the Policy and any other applicable terms and conditions of the Policy. The Main Insured, on its behalf and on behalf of any Additional Insured under the Policy, hereby understands and acknowledges that the above in no way limits the Insurers’ right to seek payment from the Insured of any such amounts owing by the Insured to the Insurers. (e) The Financial Institution must provide the Insurers with all the documentation and information that the Insurers normally require from the Insured when submitting a claim to the Insurers, if the Insured fails to do so. (f) If the Insurers pay a claim for Loss with respect to a Sold Account, the Financial Institution’s right of recourse against the Insured in respect of the Sold Account will be restricted to the uninsured portion of the Sold Account and the amount of any applicable unpaid default interest together with any unpaid default interest on the insured portion of the Sold Account from the date of default to the date of payment by the Insurers. If the Insurers refuse to pay a claim with respect to a Sold Account, the Financial Institution’s right of recourse will be unrestricted. 7. The Insurers and the Insured agree that the Policy is amended to provide that, in cases where the Insured makes a claim for Loss under the Policy with respect to an account receivable which has not been sold to the Financial Institution, the Loss Amount with respect to that account receivable will not exceed the Credit Limit for the Buyer, less: (a) the amount of any previous claim payments made for the same Buyer (which have not been recovered), whether the claim payments were made to the Insured or to the Financial Institution; and (b) the aggregate amount of any outstanding Sold Accounts in respect of which a claim payment has not been made under the Policy. 8. Neither the assignment of the Insured’s rights under the Policy to the Financial Institution nor anything in this Agreement limits the Insurers’ rights as insurers. 9. This Agreement may be executed in counterparts and all counterparts constitute one and the same agreement. 10. This Agreement will be binding upon the parties to this Agreement and their respective successors and permitted assigns. This Agreement is not assignable except with the prior written consent of the Insurers. The parties to this Agreement have caused this Agreement to be duly executed by their respective authorized signatories as of the day and year first above written. Page 2 of 3 Tripartite Agreement for Sold Accounts (Specific Accounts) (Domestic Policy) | DEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca EXPORT DEVELOPMENT CANADA, on behalf of the Insurers By Name Title By Name Title NAME OF MAIN INSURED onon its own behalf and on behalf of each Additional Insured under the Policy (if any) By Name Title NAME OF FINANCIAL INSTITUTION By Name Title Page 3 of 3 Tripartite Agreement for Sold Accounts (Specific Accounts) (Domestic Policy) | DEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca Email TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (SPECIFIC ACCOUNTS) (DOMESTIC POLICY) SCHEDULE A This Schedule is pursuant to the provisions of a Tripartite Agreement for Sold Accounts dated the day of , 20 (the “Agreement”) entered into by the Insurers identified in the Coverage Certificate (the “Insurers”); (the “Financial Institution”), and (the “Main Insured”). Sold Accounts Credit Limit Approved by the Insurers Aggregate amount owing by Buyer to Insured and Financial Institution (see note) Name & Address of Buyer Draft and/ or invoice no. Date Shipped Amount Due Date Amount Terms (A) (B) (C) (D) (E) (F) (G) (H) NOTE: The amount shown in Column “H” will include: (i) all amounts shown in Column “D”, (ii) all other amounts owed by the Buyer to the Insured pursuant to accounts receivable of the Insured that are insured under the Policy, and (iii) all amounts owed by the Buyer to the Financial Institution as set out in any previous Schedule “A” acknowledged by the Insurers. Page 1 of 2 Schedule A – Tripartite Agreement for Sold Accounts (Specific Accounts) (Domestic Policy) | DEP005-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca NAME OF MAIN INSURED, on its own behalf and on behalf of any Additional Insured under the Policy (if any) Signed this day of , 20 . By Name Title NAME OF FINANCIAL INSTITUTION Signed this day of , 20 . By Name Title"

This tripartite agreement (the “Agreement”) is made as of the day of , 20 , among Export Development Canada (“EDC”), (the “Main Insured”) and (the “Financial Institution”). 1. EDC has issued Export Portfolio Credit Insurance Policy No. to the Main Insured (the “Policy”), a copy of which, together with any amendments, has been made available to the Financial Institution by the Main Insured. Capitalized terms not defined in this Agreement have the meaning set out in the Policy. 2. The Financial Institution intends to purchase certain of the accounts receivable that are insured under the Policy and requires that the Main Insured, or any Additional Insured under the Policy, as applicable, assign to the Financial Institution their rights under the Policy with respect to these accounts receivable. In this Agreement, the “Insured” means the Main Insured and any Additional Insured under the Policy. 3. The Insured may assign to the Financial Institution the Insured’s rights under the Policy with respect to any Sold Accounts. For the purposes of this Agreement, “Sold Accounts” means those accounts receivable of the Insured that (i) are insured under the Policy, (ii) are sold to the Financial Institution and (iii) relate to Buyers listed in a form attached as Schedule “A” (there may be more than one Schedule “A” created in connection with the Agreement and each of these will form part of this Agreement). Any amount payable by EDC under the Policy pursuant to a claim for Loss with respect to any Sold Account(s) will be paid to the Financial Institution. 4. The Main Insured, on its own behalf and on behalf of any Additional Insured (if applicable): (i) understands that, immediately following the date that this Agreement is noted in EDC’s records, EDC may provide to the Financial Institution all information and documents concerning the Policy which is also available to the Insured, including information and documents related to Credit Approvals, declarations of sales (if applicable), losses and claims and termination of the Policy, as well as information concerning the Insured’s compliance with the terms and conditions of the Policy or default thereunder (including overdue reports), and consents to this disclosure and, further, agrees to EDC using any technology as EDC may choose from time to time for the purposes of providing any of that information to the Financial Institution; and (ii) acknowledges that, if any of the information disclosed to a Financial Institution in conformity with this Agreement is considered “personal information” as defined by the Privacy Act, it will only be disclosed in compliance with the Privacy Act. PORTFOLIO CREDIT INSURANCE TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (SPECIFIC BUYERS) (EXPORT POLICY) Page 1 of 3Tripartite Agreement for Sold Accounts (Specific Buyers) (Export Policy) | XEP007-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 5. Regardless of EDC’s approval of the assignment of the Insured’s rights under the Policy with respect to any Sold Account(s), and as a condition of EDC paying any claim for Loss to the Financial Institution: (a) the Insured, its representative, or the Financial Institution on behalf of the Insured, must continue to perform and carry out all the obligations and duties of the Insured pursuant to the Policy relating to the Sold Account(s); (b) EDC must receive evidence satisfactory to EDC that the Financial Institution has purchased the Sold Account(s) in respect of which the claim has been submitted; and (c) the Financial Institution must, at EDC’s request, transfer and assign the Sold Account(s) to EDC or to the Insured. 6. (a) EDC does not warrant the performance of the Insured or any affiliate under any insured contract of sale or under the Policy and it is therefore the Financial Institution’s responsibility to ensure that the Insured (or affiliate as the case may be) will carry out its obligations under its contracts of sale and under the Policy. (b) EDC’s only obligations to the Insured and the Financial Institution under the Policy are as set out in the Policy and this Agreement. (c) Any applicable maximum liability amount(s), as set out in the Policy, and all Credit Limits applicable to individual Buyers, continue to apply to Sold Account(s). (d) The Financial Institution will not be in a better position with respect to coverage under the Policy than the Insured would have been if the account receivable had not been sold to the Financial Institution. Regardless of the preceding sentence and Section 29(5) of the Policy, it is agreed and understood that amounts that may be owed by the Insured to EDC under the Policy or under any other EDC product will not be deducted from the amount of any claim payment for Loss with respect to any Sold Account(s) otherwise determined by EDC to be payable to the Financial Institution as per this Agreement and in accordance with the “Calculation of Loss Amount” section of the Policy and any other applicable terms and conditions of the Policy. The Main Insured, on its behalf and on behalf of any Additional Insured under the Policy, hereby understands and acknowledges that the above in no way limits EDC’s right to seek payment from the Insured of any such amounts owing by the Insured to EDC. (e) The Financial Institution must provide EDC with all the documentation and information that EDC normally requires from the Insured when submitting a claim to EDC, if the Insured fails to do so. (f) If EDC pays a claim for Loss with respect to a Sold Account, the Financial Institution’s right of recourse against the Insured in respect of the Sold Account will be restricted to the uninsured portion of the Sold Account and the amount of any applicable unpaid default interest together with any unpaid default interest on the insured portion of the Sold Account from the date of default to the date of payment by EDC. If EDC refuses to pay a claim with respect to a Sold Account, the Financial Institution’s right of recourse will be unrestricted. 7. Neither the assignment of the Insured’s rights under the Policy to the Financial Institution nor anything in this Agreement limits EDC’s rights as insurer. 8. This Agreement may be executed in counterparts and all counterparts constitute one and the same agreement. 9. This Agreement will be binding upon the parties to this Agreement and their respective successors and permitted assigns. This Agreement is not assignable except with the prior written consent of EDC. Page 2 of 3Tripartite Agreement for Sold Accounts (Specific Buyers) (Export Policy) | XEP007-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca The parties to this Agreement have caused this Agreement to be duly executed by their respective authorized signatories as of the day and year first above written. EXPORT DEVELOPMENT CANADA By Name Title By Name Title NAME OF MAIN INSURED, on its own behalf and on behalf of any Additional Insured under the Policy (if any) By Name Title NAME OF FINANCIAL INSTITUTION By Name Title Page 3 of 3Tripartite Agreement for Sold Accounts (Specific Buyers) (Export Policy) | XEP007-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca Email TRIPARTITE AGREEMENT FOR SOLD ACCOUNTS (SPECIFIC BUYERS) (EXPORT POLICY) SCHEDULE A This Schedule is pursuant to the provisions of a Tripartite Agreement for Sold Accounts dated the day of , 20 (the “Agreement”) entered into by Export Development Canada (“EDC” ); (the “Financial Institution”), and (the “Main Insured”). Name & Address of Buyer EDC “Approved” Credit Limit Date Amount Maximum Terms NAME OF MAIN INSURED, on its own behalf and on behalf of any Additional Insured under the Policy (if any) Signed this day of , 20 . By Name Title Page 1 of 2Schedule A – Tripartite Agreement for Sold Accounts (Specific Buyers) (Export Policy) | XEP007-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca NAME OF FINANCIAL INSTITUTION Signed this day of , 20 . By Name Title EDC hereby confirms that as of the date noted below, the Credit Limit amounts and terms shown above are the amounts and terms approved by EDC, and EDC acknowledges that as at that date, it is not aware of any default by the Insured under the provisions of Policy No. , which would invalidate coverage under the Policy with respect to the above accounts. EXPORT DEVELOPMENT CANADA Signed this day of , 20 . By Name Title Page 2 of 2Schedule A – Tripartite Agreement for Sold Accounts (Specific Buyers) (Export Policy) | XEP007-0623 EXPORT DEVELOPMENT CANADA | EXPORTATION ET DÉVELOPPEMENT CANADA 150 Slater, Ottawa, ON K1A 1K3 | T: 1.866.716.7201 E: support@edc.ca 1 - 001: 1 - 002: 1 - 003: 1 - 004: 1 - 005: 1 - 006: 3 - 001: 3 - 002: 3 - 003: 3 - 004: 3 - 005: 3 - 006: 3 - 007: 3 - 008: 3 - 009: 3 - 010: 3 - 011: 3 - 012: 3 - 013: 4 - 001: 4 - 002: 4 - 003: 4 - 004: 4 - 005: 4 - 006: 4 - 007: 4 - 008: 4 - 009: 4 - 010: 4 - 011: 4 - 012: 4 - 013: 4 - 014: 4 - 015: 4 - 016: 4 - 017: 4 - 018: 4 - 019: 4 - 020: 4 - 021: 4 - 022: 4 - 023: 4 - 024: 4 - 025: 4 - 026: 4 - 027: 4 - 028: 4 - 029: 4 - 030: 4 - 031: 4 - 032: 4 - 033: 4 - 034: 4 - 035: 4 - 036: 5 - 001: 5 - 002: 5 - 003: 5 - 004: 5 - 005: 5 - 006: 5 - 007: 5 - 008: 5 - 009: 5 - 010: 5 - 011: 5 - 012: 5 - 013: 5 - 014: 3 - 014: 3 - 015:"

Export Development Canada (EDC) doesn’t offer cargo insurance, so we recommend contacting a freight forwarder or insurance broker to provide coverage based on your needs.

• International freight forwardersassist exporters with moving cargo. Their services usually include pickup and delivery, warehousing, booking cargo space, negotiating freight charges, freight consolidation, and more. Cargo insurance and customs brokerage are also usually offered as additional services. If you don’t already work with a freight forwarder, here are some resources to help you find a partner:

Additional resources

• Services | Marsh
• Clear Cargo Insurance | Nacora International Insurance Brokers
• Commercial Lines Insurance | Arthur J Gallagher

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For temporary workers in France, here are some helpful resources:

• The EY Worldwide Personal Tax and Immigration Guide 2021-22provides an overview of income tax, other taxes, and work and residence permits for those working in France, whether temporarily or on a permanent basis.
• The Canada Revenue Agency’s (CRA) Factual residents – Temporarily outside of Canada offers information for Canadians who are working outside of Canada on a temporary basis. Employees are “factual residents” of Canada for tax purposes if they keep significant residential ties in Canada while living outside the country. The term factual resident means they’re still considered residents of Canada for income tax purposes even though they left Canada to work.
• If an employee doesn’t meet the requirements as a factual resident, they may be considered an emigrant. Read the definition of emigrant and the tax implications in Leaving Canada.
• For social security payments, it’s important to provide your Canadian employees temporarily working in France a certificate of coverage. This will help them avoid paying social security in both France and Canada. This certificate is evidence that an employee, an employer or a self-employed worker is subject to Canadian legislation and therefore, exempt from contributing to the social security system of a host country where Canada has a social security agreement.
• Access the certificate of coverage for France. It should be submitted to the CRA 90 days prior to the employee’s departure.
• A certificate of coverage is used to inform the other country that the worker is covered under the Canada Pension Plan (CPP) for a certain period.
• Based on the table, the exemption from French social security payments only applies if the employee is in France for up to a maximum of 36 months.

Note: Export Development Canada (EDC) doesn’t have international taxation expertise, so we recommend consulting an international tax accountant to learn more about taxation in your specific market. International tax rules can be complex and vary by country.

Additional resources

• How to apply for a certificate of coverage | CRA
• Cross-border workers | European Commission

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Anne-Marie Gagnon Director, ESG Growth Advisory Services Export Development Canada Anne-Marie Gagnon is the Director of the ESG Growth Advisory Services team at Export Development Canada (EDC). In this capacity, she oversees the foundational work of supporting companies in incorporating ESG considerations into their business with the purpose of growing responsible and sustainable Canadian trade. Anne-Marie began her career at EDC in 2003, working on various teams across the organization, including Business Development, Credit Insurance Underwriting, Risk Management, Special Risks and ESG. With over 10 years of credit risk experience, Anne-Marie started her leadership journey with Loan Services, before joining the Corporate Lending/Aerospace team as a manager. Shortly after, she was promoted to director with the Credit Risk Services and International Relations team, where she gained experience working with export credit agencies, as well as intergovernmental organizations such as the OEDC. Anne-Marie is a strong advocate for ID&E and gender equity. Since 2020, she has led the Women@EDC Employee Resource Group, where she was instrumental in driving progress and transparency in the areas of data, metrics, and reporting. Outside of work, Anne-Marie loves to travel and to spend time with her husband, and dog, Floyd. She enjoys grounding herself in nature, yoga, paddle boarding, and wine tasting. Anne-Marie holds a business degree from York University and an MBA from the University of Ottawa. Posts by Anne-Marie Article September 14, 2023 Sustainability 101: Time to embed sustainability into your business? Learn how to integrate sustainability into your business to give you a competitive advantage. Date modified: 2023-09-14"

Building a Foreign exchange Policy FOREIGN EXCHANGE RISK MANAGEMENT2 Who are We? We are Canada’s export credit agency. Our job is to support and develop Canada’s export trade by helping Canadian companies respond to international business opportunities. We are a self-financing Crown corporation that operates at arm’s length from the government. What do We do? We provide insurance and financial services, bonding products and small business solutions to Canadian exporters and investors and their international buyers. We also support Canadian direct investment abroad and investment into Canada. Much of our business is done in partnership with other financial institutions and through collaboration with the government of Canada. hoW We operate We are financially self-sufficient and operate much like a commercial institution. We collect interest on our loans and premiums on our insurance products. We also have a treasury department that sells bonds and raises money in global capital markets. We are committed to the principles of corporate social responsibility. Our rigorous due diligence requirements ensure that all projects and transactions we support are financially, environmentally and socially responsible. We believe that good business – adopting and embracing these principles while we facilitate trade for Canadian investors and exporters – is good for business. partnership preferred philosophy When we work on a transaction, we prefer to do it in explicit partnership with the private sector. We let the private sector player set the terms and we add capacity and share the risk. to contact edc… Please refer to our Contact Us web page. AbOuT EXpORT DEvElOpMENT CANADA http://www.edc.ca/EN/About-Us/Contact-Us/Pages/default.aspx FOREIGN EXCHANGE RISK MANAGEMENT3 CONTENTS IntroductIon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 chapter 1: understandIng ForeIgn exchange rIsk . . . . . . . . . 5 Fx risk management is often neglected . . . . . . . . . . . . . . . . . . . 5 The basics of Fx risk management . . . . . . . . . . . . . . . . . . . . . . . 6 Identifying the financial consequences of exchange rate volatility . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Fx risk compared to the risk of fire . . . . . . . . . . . . . . . . . . . . . . . 7 The four basic parameters of Fx risk management . . . . . . . . . . . 8 parameter 1: the reference rate of exchange . . . . . . . . . . . . 8 Selecting the reference rate . . . . . . . . . . . . . . . . . . . . . . . . . . 8 The reference rate of exchange and FX risk . . . . . . . . . . . . . . 9 Measuring Fx risk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Trying to gain from exchange rate fluctuations . . . . . . . . . . . . . 11 The reliability of exchange rate forecasts . . . . . . . . . . . . . . . 11 reacting to strong movements in exchange rates . . . . . . . . . . . 12 Favourable movements in the exchange rate . . . . . . . . . . . . 12 Unfavourable movements in the exchange rate . . . . . . . . . . 12 accounting treatment of Fx gains and losses . . . . . . . . . . . . . . 13 Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 chapter 2: MeasurIng Your exposure to Fx rIsk 14 The operating cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 parameter 2: the time horizon . . . . . . . . . . . . . . . . . . . . . . . 16 Unconfirmed FX risk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Measuring unconfirmed Fx risk . . . . . . . . . . . . . . . . . . . . . . . . 16 Bidding on a project . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Publishing an export price list . . . . . . . . . . . . . . . . . . . . . . . 17 Managing unconfirmed Fx risk . . . . . . . . . . . . . . . . . . . . . . . . . 17 Beware of over-hedging . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 confirmed Fx risk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 parameter 3: calculating your fX position . . . . . . . . . . . . . 19 Monitoring exposure to FX risk . . . . . . . . . . . . . . . . . . . . . . 20 assigning responsibility for Fx risk management . . . . . . . . . . . 21 chapter 3: hedgIng Fx rIsk . . . . . . . . . . . . . . . . . . . . 22 parameter 4: developing your hedging strategy . . . . . . . . 22 Fx hedging instruments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 FX forward contracts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 FX options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Buying and selling FX options . . . . . . . . . . . . . . . . . . . . . . . 23 Fx facilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Managing settlement dates with Fx swaps . . . . . . . . . . . . . . . . 24 How an FX swap works . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 FX swaps and natural hedging . . . . . . . . . . . . . . . . . . . . . . . 25 The Fx hedging ratio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 approaches to Fx hedging . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Systematic hedging . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Progressive hedging . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Solutions other than hedging instruments . . . . . . . . . . . . . . . . 28 Natural hedging . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 Transferring FX risk to the buyer . . . . . . . . . . . . . . . . . . . . . . 28 Invoicing in Canadian dollars . . . . . . . . . . . . . . . . . . . . . . . . 29 Raising the export selling price . . . . . . . . . . . . . . . . . . . . . . 29 chapter 4: ForMulatIng an Fx polIcY . . . . . . . . . . 30 Fx policy statement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Fx policy details . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31 conclusIon . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 glossarY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 This is an interactive pDF. Click on any section in the Contents to link to the desired page. Click to return to the Contents page. Click to move forward or backward throughout the document. Click to link to additional resources. FOREIGN EXCHANGE RISK MANAGEMENT4 Volatile exchange rates can pose substantial risks to a business’s cash flow, profitability and competitiveness . This guide offers canadian exporters information that they may wish to consider in order to develop a basic foreign exchange (Fx) policy . The process of developing an Fx policy can help companies identify when their Fx exposure arises and quantify its potential financial impacts . This insight can then be used to craft an Fx risk management program tailored to the company’s needs and circumstances . Foreign Exchange Risk Management is intended both for companies with some experience in dealing with foreign exchange and for businesses that have no such experience . it is written from the perspective of an exporting business, but its principles apply equally to a company that primarily imports goods and services . The French original of this publication was prepared by norman Faubert of the firm options devises in collaboration with edc’s corporate research department . This guide is presented for informational purposes only and should not be relied upon as the sole factor to consider in connection with how to identify, measure, manage or otherwise deal with foreign exchange risk. In providing this guide, EDC does not in any way assume any part of the reader’s management of foreign exchange risk, does not guarantee, represent or warrant the accuracy, completeness, or timeliness of the information provided, and shall not be liable for any loss or injury whatsoever resulting from the reader’s use of or reliance on this guide or from the management of its foreign exchange risk. Nothing in this in guide is intended to provide financial, legal, accounting or tax advice and no action or decision should be taken without independent research and professional advice. INTRODuCTION FOREIGN EXCHANGE RISK MANAGEMENT5 during the past few years, canadian exporters have faced major challenges that include falling demand in the united States, intensifying competition abroad and a steadily appreciating canadian dollar . Many of these companies have found ways to counter the rising value of the canadian dollar"

When selecting a service provider, it’s paramount to ensure that their product or service offering adequately caters to your current and potential future needs. While Export Development Canada (EDC) can’t provide information on specific liability insurance companies, we’d like to share with you the following insurance brokers, who can offer guidance:

• AON: Small business general liability
• Marsh: Product liability and recall
• Nacora: Commercial General liability insurance

Additional resources

• Insurance Brokers Association of Canada (IBAC)
• How to select business insurance | Wolters Kluwer

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If you’re starting out in cross-border e-commerce, it’s helpful to explore different ways for your customers to pay you. The following resources are a great starting point. Note: This information is relevant to new and inexperienced merchants in any industry.

Find out how online payments work

Discover the basics of online payments with e-commerce in A Guide to Online Payment Options For Ecommerce by the Open Business Council.

Understand the Shopify payment process

This Shopify payments guide will help you understand what you need to know about the ways customers can pay online, other options for payment and choosing your payment provider.

Choose the right payment system

There are plenty of options for processing online payments. Which online payment processor is best for your business? from the Business Development Bank of Canada (BDC) lays it out clearly.

Additional resources

• Rewards & risks of export payment terms | Export Development Canada (EDC)
• Non-payment risks and how to avoid them | EDC

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WHITE PAPER Finding and Keeping International Customers Do you think there’s a potential market for your company’s products or services outside Canada? If your research suggests that the answer is “yes,” then selling internationally could be a winning strategy for you—even if your firm is a small or medium-sized enterprise (SME) and your new customers are in a very different culture on the far side of the world. 2EDC | Finding and Keeping International Customers TABLE OF CONTENTS Laying the groundwork 3 Market suitability, size and growth 3 Competitiveness 3 The business environment 4 Who are your customers? 6 When should you sell directly? 6 When should you sell indirectly? 7 Connecting with customers 8 Trade shows 8 Recommendations from other businesses 9 Industry organizations and associations 9 Visiting potential customers 10 Working with Canadian companies 11 Following your customer 11 Partnering with a Canadian exporter 11 Keeping your customers 12 Building and maintaining relationships 12 Service and support 12 Responding to problems 12 Working together 13 Summing it up 13 3EDC | Finding and Keeping International Customers LAYING THE GROUNDWORK Given your own knowledge of your company, your industry and your Canadian customers, you can likely identify several markets that should hold a rich trove of new opportunities. Further research will give you a basic understanding of how these markets work, what they can offer you and what will hinder or aid your success within them. That information will help you decide exactly where to look for new customers. “In effect,” says Allan Place, VP Sales and Marketing at QuickSilk Inc., “when you’re trying to identify new customers abroad, what you’re really doing is identifying promising markets. But while you’re looking outward, you also need to be looking inward. That means engaging in a brutally honest analysis of your own business to decide whether the value proposition of your product will work outside Canada—it may sell well here, but will it be equally compelling in other places? In other words, will you be able to sell your goods within the competitive landscape of these potential markets? If not, you may be well advised to look elsewhere—unless, that is, you can easily modify your products to become more competitive in those markets.” With that in mind, here are some key areas to examine: Market suitability, size and growth • Do your products suit the needs and tastes of the market? • Will you need to modify them to strengthen their appeal in the market? If so, is the opportunity cost justified? • How much does the market spend annually on products like yours? • Is the demand for such products likely to grow or shrink? • How many potential buyers are there likely to be for your company’s product, and will they generate enough sales to make the market profitable? • Does your company’s product have long-term potential in the market, or may demand be saturated relatively quickly? Competitiveness • If the market already has many suppliers of your type of product, does your merchandise have an important competitive edge (in price, function or quality, for example) that will allow you to gain and keep market share? • Do you have the capacity to develop new products that will keep you competitive as the market evolves? • Are there cultural factors that may lower the competitiveness of your product? Can you adapt your product to offset this? • Are your products subject to high tariff and/or non-tariff barriers that will increase their in-market prices or availability, and thus reduce your ability to compete with local suppliers? 4EDC | Finding and Keeping International Customers The business environment • Is the country’s economy stable and growing? • Are governments at the national and sub-national levels friendly to foreign businesses? • Are there any issues with currency exchange, transfer or convertibility? • Is the political system stable? • If you place assets in the country or invest there, are there risks of political upheavals that could threaten these assets and investments? • How strong are the local legal and governmental institutions? • Is there widespread corruption? This analysis should help you decide which market(s) will offer you the best sales opportunities for your merchandise. If the competitive landscape seems as good as or better than the ones where you’re already making money, the odds of success should be in your favour. Once you’ve decided where to go, you can start considering whom to approach—and how. WHERE TO GET HELP: EXPORT DEVELOPMENT CANADA (EDC) EDC is Canada’s export credit agency. Its job is to support and develop Canada’s export trade by helping Canadian companies respond to international business opportunities. At EDC, you’ll find insight and experience that can help you do business in more than 170 markets worldwide. To support your customer search, you can access detailed Country Info, visit the Knowledge Centre for in-depth economic analysis and reports or browse the events calendar for upcoming seminars, webinars and trade missions. WHERE TO GET HELP: THE CANADIAN TRADE COMMISSIONER SERVICE (TCS) The TCS has Trade Commissioners in more than 160 cities worldwide and in regional offices across Canada. If you’re already well prepared to do business in a market, the Trade Commissioners there can help you with information about market prospects and local companies, assist with contact searches and provide briefings on current market conditions. http://www.edc.ca http://www.edc.ca/EN/Country-Info/Pages/default.aspx http://www.edc.ca/EN/Knowledge-Centre/Pages/default.aspx http://www.edc.ca/events/EN/Pages/upcoming-events.aspx http://www.tradecommissioner.gc.ca/eng/home.jsp 5EDC | Finding and Keeping International Customers DOS AND DON’TS FROM THE BUSINESS DEVELOPMENT BANK OF CANADA (BDC) “One of the best ways to find international customers,” says Carl Gravel, BDC’s Director of Global Expansion, “is to take advantage of your company’s existing network of buyers, suppliers and contacts. If you have a customer in Canada, for example, and that customer is also involved in foreign markets, leveraging your relationship can be a very effective way to seek new international customers. A second strategy is to rely on your own market research, but that research has to be very thorough in terms of assessing the market, understanding its supply chains, learning about its business environment and identifying the key players in your industry. A third way is to participate in trade shows, which can be an excellent way to meet with potential suppliers, distributors and customers.” BDC’s consulting and financial services—its international growth program, for example—are designed to support Canada’s SMEs when they’re expanding internationally. “We have developed a system to guide companies through the process of finding customers,” says Gravel. “We also help them do research to identify the foreign markets that are right for them, and help them find these markets’ most promising stakeholders. In addition, we can introduce them to suitable industry associations, since these can be good at identifying customers in a particular market. Finally, we can offer working capital financing when a company needs support for its export strategy.” One of the most common errors companies make when seeking customers, according to Gravel, is to rely too much on unexpected sales requests from unknown businesses abroad. “If you use this opportunistic approach,” he observes, “you may not do enough due diligence, and the new customer may not be a good one. If you want to generate long-term, sustainable growth, you need a clear strategy for identifying the right customers, rather than relying on random opportunities.” A second mistake is rushing into a market and looking for customers before you understand how the market works. Without a solid background of research and due diligence, it’s all too easy to target the wrong type of customer or partner—again, you’ll be using an opportunistic approach rather than a well-designed export strategy. Third, companies too often overlook the vital importance of financial planning. “It takes time to penetrate a market and build relationships with potential customers,” says Gravel. “This usually means that you’ll need a supply of working capital to support your export program until it starts making money. This financing aspect should be integrated into your export strategy right from the beginning.” http://www.bdc.ca http://www.bdc.ca/EN/consulting/Pages/international-growth.aspx 6EDC | Finding and Keeping International Customers WHO ARE YOUR CUSTOMERS? The answer to this question depends on the following two considerations: • Will you be selling directly to your end users in the market? • Or will you sell indirectly through a distribution channel that will sell your goods to end users in the market? This is an important distinction for exporters at the SME level, says Place. “Your approach to sales management, product management and support management will be markedly different depending on whether you sell your own products internationally, or you find other companies to sell them on your behalf. So the first thing to decide is, which of these approaches will work best for you?” When should you sell directly? ”You’re best advised to sell directly to end users if your products are expensive and may have complicated and lengthy sales cycles,” says Place, “This is because you’ll need to deal not only with the company personnel who will actually use the product, but also with a range of other people who are involved in the decision-making process—various levels of management, the legal and accounting departments, the technical staff and so on."