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It is also preferred by the Canadians to do most of the negotiations in the morning around nine, this is why there are so many breakfast meetings. This gives them a chance to get to know the people they are doing business with, just like in Japan where it is a custom to get to know their clients before negotiations can take place. .
Mr. Daffron had an example of this where he just hired a new guy for the job who had never had any transactions in Canada before. He went to the breakfast meeting thinking he was going to close the deal, what he got was something very different. Instead of eating breakfast and then closing the deal for the boats, he found out the hard way that you must first learn about the person you are dealing with, getting to know about his family and what he likes to do in his leisure time. Luckily for the company and for the rep the deal was still made after a few more breakfast meetings. The Canadian rep was very understanding about the situation and he took out the time to explain to the new Ranger rep the importance of getting to know the client before jumping in head first into the deal.
When doing business with the Canadians dress is very important during the meetings. Just like in the States it is common practice that you would wear a suit and tie for men and for women it is important that they would wear a dress. Contrary to popular belief a suit in Canada is not a pair of jeans and a jean jacket, but rather a 3 piece suit. It is also important to not wear to much cologne because it is believed that by wearing to much cologne you are hiding bad personal hygiene. In small rural places it is alright to dress more informal because you are not dressing to impress. Although the fishing season is typically during the summer with the exception of ice fishing, if business meetings take place in winter it is acceptable to wear snow boats during the meetings.