Canada: More foreign than Target realized

  • Article by: JIM SPENCER , Star Tribune
  • Updated: May 24, 2014 - 7:17 PM

The country’s small population, vast expanse and shopping habits hurt Target’s big expansion.

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Brian Beeksma stocked goods at the Target store in Guelph, Ontario, which is only a 90-minute drive from the Target in Niagara Falls, N.Y.

Photo: Dave Chidley • Canadian Press via AP,

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Giving Canadians what they expected was never going to be easy for Target Corp. when the giant retailer moved into the country last year.

That fact was underscored in a week of hand-wringing that saw the Minneapolis-based retailer fire the Canadian president who oversaw a billion-dollar loss in operations north of the border. In the aftermath, analysts said the market is simply too small, too spread out and too distinct from the United States — problems that have bedeviled many U.S. retailers who tried to expand north.

“I don’t think Target misunderstood what Canadian customers wanted,” said Robert David, a business professor at McGill University in Montreal. “They just couldn’t deliver it.”

Target vows it can turn things around. After reporting a 16 percent drop in quarterly profit on Wednesday, including continued losses in Canada, interim CEO John Mulligan talked of a new approach to that market.

The company named 15-year Target veteran Mark Schindele as its new boss in Canada, where the company opened 124 stores in just 12 months. It also plans to appoint a non­executive chairman for the country to devise strategies that will resonate with Canadian shoppers.

“We recognize that we’ve disappointed Canadian guests,” Mulligan said Wednesday. “We think we’re a great retailer. We have not lived up to our potential, nor our expectations.”

Canada has become a critical new market for U.S. companies seeking customers to stimulate growth and sustain recovery from the Great Recession. But Canadian disappointment is not limited to Target.

While Wal-Mart has established a Canadian niche and Costco has more stores per capita in the country than in the United States, companies such as Richfield-based Best Buy, Big Lots and Sears have struggled, either cutting operations or withdrawing entirely.

Although each of these companies have had problems unique to their brands and products, experts say a lack of planning and understanding of the Canadian market often explains the lack of success.

Target’s Canadian troubles began with size. The country has only a tenth the population of the United States.

This makes it difficult to offer the range of selection available in the United States. Meanwhile, higher labor and real estate costs in Canada drive prices higher. The combination soured many Canadians who were used to crossing the border to shop at Target stores.

“From cross-border shopping in the past, Canadian consumers — especially those in urban areas — are quite familiar with price/variety levels in U.S. stores,” said Minha Hwang, another McGill retail expert. “Because of these high expectations, Canadian consumers find Canadian stores of U.S. retail chains less attractive.”

The stock on the shelves was not as varied as what many Canadians expected, and it cost more than what many Canadians were used to paying south of the border, said Sean Naughton, who studies Target for Piper Jaffray & Co.

A recent poll commissioned by Toronto’s Globe and Mail newspaper found only 18 percent of customers “very satisfied” with the stores Target launched in Canada more than a year ago. The satisfaction rate was down from 27 percent in August 2013, the newspaper said, and down from 32 percent when Target began its Canadian expansion.

Dan Valerio of the Ernst & Young Global Limited business consultancy warned that U.S. retailers must avoid approaching Canada “with the mind-set that everything is same except population size.”

For instance, Target’s attempt to open more than 100 stores in its first year in Canada assured “very real operational difficulties,” McGill’s David said. “Supply chains are just very different here.”

Naughton said it would have been much better to start with a smaller set of stores to understand the market and how consumers were going to shop.

“It is all about going at a measured pace,” Naughton said.

  • related content

  • Canada drags Target's 1Q profits down; interim CEO: 'No excuses'

    Thursday May 22, 2014

    The division lost $211 million in the first quarter; interim CEO John Mulligan called operational problems “unacceptable.”

  • Target’s competitor Wal-Mart is doing well with its 390 Canadian stores, including this one in Montreal, by executing its time-tested formula: low prices, a broad assortment of goods and prime store locations.

  • Out: Target Canada President Tony Fisher was fired last week amid continuing losses.

  • IN: Mark Schindele, a 15-year Target veteran, was tapped to turn Target ­Canada around.

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