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Exporter Magazine Issue 19 July 2011
Citation preview
issue 19 july quaRteR 2011
•• NZ•Dollar:•Managing•a•volatile•currency
•• Trade•credit•insurers•back•in•the•game
•• Christchurch•‘s•lessons•for•business•insurance
•• Shipping•from•New•Zealand
export opportunities on every page
iss
ue
19 ju
ly q
ua
Rt
eR
20
11
tackling the
New India
and when it does you wantQBE on your side
QBE-019 Rapport
Imagine: A jolly roger flies above a scruffy boat,approaching a container ship carrying yourcargo to overseas ports. What follows maychange lives…and fortunes… for a long timeto come.
Product that didn’t make it to market will needto be replaced. And everyone will be lookingfor someone to blame. Someone to paycompensation.
The results may lead to your own career takinga nose dive off the nearest short plank.
QBE has more than 200 different businesspolicies working to help protect New Zealandbusinesses on land and at sea.
Talk to your broker today about how to makesure QBE is on your side when it happens.
www.qbe.co.nz
EXPORTER 1
Member of the Audit Bureau of Circulations (ABC) New Zealand. Audit period January – June 2009: 3994 – per issue
NEXT ISSUE: OCTOBER 2011
iss
ue
19 J
ULY
qU
ar
te
r 2
011
eXPORT eDuCATiON
08 The zen of export education Many ways of educating exporters
eXPORTeR PROfile
12 from small to global: invivo Wines’ export strategy Selling wine Invivo’s way
iNsuRANCe
22 Trade credit insurance’s revival Trade insurers taking bigger bites
CuRReNCY
26 Buying time with hegdes Managing a strong NZ dollar
lOGisTiCs
30 shipping from the edge of the world Shipping tips
iNsuRANCe
34 The true cost of reconstructing your business Lessons from Christchurch
COsT MANAGeMeNT
36 Managing outsourcing Lowering business cost
TeCHNOlOGY
40 Office without wires Should you go wireless?
eXPORT MANAGeMeNT
44 Passage to shanghai Changes at New Zealand Trade Centre
PuBlisHeR’s vieW / sAY iT like iT is
02 Mike Taillie Free hearing test for the government
leTTeR TO THe eDiTOR
03 Julian Bevis Lines must play the hand they’re dealt
vieWPOiNTs
18 Catherine Beard Latest survey reveals good reason for exporters’ optimism
20 Gilbert Peterson In the beginning were trade missions
PRODuCTs
48 Global stage Innovative NZ products seeking a worldwide audience
50 export Opportunities
New contacts from the New Zealand Trade Centre
DiReCTORY
54 useful Websites
Information for travellers and exporters
editor: Yoke Har Lee, (E) yokeharlee@exportermagazine.co.nz
Copy editor: Anthony Doesburg
Advertising: Travis Field (M) 021.474.447
(E) travis@peoplemediagroup.co.nz
P.O. Box 7070, Wellesley Street, Auckland, New Zealand
(T) 09.366.6879 (F) 09.366.6838 www.exportermagazine.co.nz
Design: Tabea Wiese / CCL Communications Group,
(T) +64.9.631.1400
Publisher: PEOPLE MEDIA GROUP, www.peoplemediagroup.co.nz
Ground Floor, 26 Albert Street, Auckland, New Zealand.
P.O.Box 7070, Wellesley Street, Auckland, New Zealand.
(T) +64.9.366.6879 (F) +64.9.366.6838
Copyright©exporter
ISSUE 30
ISSU
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COveR sTORYBEyONd RamayaNa aNd mahaBhaRaTa: UNlOCkINg INdIa
04 How to succeed in India
FEaTURES REgUlaRS
Cover photography: istockphoto
2 EXPORTER
Mike TaillieEXPORTERMAGAZINE/publisher@exportermagazine.co.nz
I think the time is ripe for the
government to take up one of
the offers I see around town
all the time for “free hearing
tests”. Most messages to the
government just fall on deaf ears.
You may have read the Herald
articles about the mass resignation of
the NZ Trade and Enterprise’s China
beachhead advisory board. I have
read some of the feedback and all the
reasons from NZTE on why it’s sort of
okay. Things are NOT OKAY.
This is another message that the
government should take on board —
we don’t need a bunch of government
employees attempting to be business
people. The two are two very
different beasts and it appears that
everyone is too scared to say it. Put
simply, being paid to spend someone
else’s money is very different from
spending your own money.
In a recent report entitled “Formal
Review of New Zealand Trade and
Enterprise (NZTE)” (Google this to get
the full report) the government has
again been given a message that this
entity needs to be dismantled as soon as
possible. As I have written before, let’s
release back into the community these
fine citizens. If exporting is what they
are good at, then there will be a pool of
exporters ready to fight for them.
Here is what scares me:
• NZTE has a budget of $194 million
— that’s right, $194,000,000.
• It employs 600 staff — you have to
be kidding me.
• 40% of its staff are located
offshore — that’s 240 overseas.
• NZTE describes itself as having
“enthusiasm for change to drive
efficacy and impact”. Holy smoke!
Surely we want more than
enthusiasm — what about results?
• “We are united in our goal to
build capability, connections
and market share…” Sounds
like a statement from a start-up
company rather than a well
established, massively funded
pubic service entity.
• “Greater clarity around purpose
and role”. I would have thought
the mandate is simple: “sell more
stuff overseas”.
I could go on forever about the
report’s content. I like to put it simply
— NZTE’s time has come. Release the
team, release the $194 million and
give the tax back to those that are
actually making money rather than
those with “enthusiasm” and a “goal”
to make money. [ENd]
Free hearing test for the government!
Say it like it is
> P U B L I S H E R ’ S V I E W
> L E T T E R S
EXPORTER 3
Julian Bevis MANAGINGdIREcTOR,MAERskLINENEwZEALANd
The article Shipping lines
hold all the cards (Exporter,
March Quarter, 2011)
correctly identifies a need
for open communications
and a strong relationship between
exporters and shipping lines. The
headline, however, is somewhat
unfortunate — as are comments like
the lines “call the shots” and can add
“pretty much anything they like” to
the bill.
These comments do not reflect how
Maersk does business, nor indeed
how any rational organisation would
behave in a highly competitive and
economically efficient market.
Consider the article’s five “key
takeaways”: bunker fuel surcharge is
increasing; lines need to start sharing
their profits with exporters and freight
forwarders; capacity is short; low-value
cargo is getting “bumped”; and
shippers should book space as soon as
they know they are going to need it.
That fuel prices are rising will not
come as a shock to any motorist.
Maersk’s bunker adjustment factor,
the mechanism by which Maersk
adjusts charges to reflect changes
lines must play the hand they’re dealt
Letter to the editor
in fuel costs, is not set by lottery, or
by assessing how much we think the
market will stand. The formula, which
is available on our website, is based on
data provided by independent parties,
and provides our customers with a fair
and transparent pricing system.
With respect to sharing our profits,
I do not remember a similar call for
exporters and freight forwarders
to share our losses in 2009, when
Maersk’s container operations posted
a loss of more than $2 billion. While
the company was back in the black
last year, this was largely due to our
success in cutting costs. Rates on
many trades remain unsustainably low,
and future volumes continue to be
difficult to predict.
As a result, vessel space is
somewhat tight. Lines have taken a
financial battering over the past couple
of years, and are understandably risk-
averse when it comes to committing
capacity. However, Maersk last month
announced schedule changes that will
increase the total capacity available for
New Zealand shippers, and strengthen
New Zealand’s links with the region’s
major hub ports.
When cargo is delayed, we work
closely with our customers to devise
the best possible solution. Maersk’s
priority product upgrade service
provides shippers with urgent cargo
the option of paying a priority fee
to ensure they have first call on
unallocated space in any given vessel.
This gives our customers choice,
and it ensures we give priority to
the most valuable cargo. We simply
cannot afford to provide unused
(hence unpaid) capacity, and the
volatility of supply and demand for
commodity products makes it hard to
achieve a perfect match.
The final key takeaway is that
shippers should book space as
soon as they know they are going
to need it. I agree wholeheartedly.
Shippers and carriers alike need to
be prepared to sacrifice the potential
short-term gains associated with the
old style of brinkmanship in favour
of greater certainty on both sides of
the deal. Ultimately, this will help to
create a more secure supply chain,
and a stronger, more sustainable
business model. [ENd]
issue 18 APRIL quARteR 2011
The new international currency •
Pumping up your cashflow •
iPhone vs Android •
Social media 101 •
export opportunities on every page
issue 18 APRIL quARteR 2011
Step on it:
Growing SMEs
SOCIAL MEDIA
This issue ComplimenTs of www.newzealandTradeCenTre.Comom
> Friendshipandtrustgoalongwaytocementingbusinessrelationships.
> Erronthesideofpolitenessandrespectforseniority.
> PartnershipswithkiwibusinessesalreadyactiveinIndiaareagoodoption.
> Indiannationals,inIndiaandNewZealand,havevaluableskills,knowledge
andcontacts.
> Expectprogresstobeslowandbureaucracydifficult.
TakEaWayS TkEy
4 EXPORTER
It can be a costly and time-consuming market to tackle but for patient and persistent exporters, India is a land of many rewards. [By Virginia McMillan]
Beyond Ramayana and Mahabharata:
Unlocking India
> M A R K E TS
A couple of weeks
getting in front of
potential clients in
India is enjoyable but
exhausting work, says
architect Ashley Allen, a veteran of
more than 30 business trips to the
subcontinent.
And once you get on top of the
backlog at home, you may well be
asked back to India to advance a deal.
EXPORTER 5
It will be the last thing you feel like
doing, but you have to go, says Allen
— it’s essential for the relationship.
Many who know India well
agree with Allen when he says
businesspeople there want to know
the “real person” and appreciate
warmth, friendliness and trust, as well
as a good product or service.
BRiDGiNG THe CulTuRAl
DiviDe
Allen has also learned the power of
cricket to break the ice and bridge the
cultural gap.
Auckland-headquartered Patton
Group is gradually infusing some New
Zealandness into its Indian subsidiary,
formed in 2007, and already grown to
18 staff and $3 million turnover.
CEO Sameer Handa says regular
visits reinforce expectations of
doing business in a straightforward,
transparent and fair way, with good
governance.
Barriers of seniority can begin to
break down by asking staff to use first
names instead of the usual “Mr”, says
Handa.
Auckland-based marketing
consultant Wenceslaus Anthony
advises exporters new to India to
identify the decision-maker in Indian
firms they are targeting.
Ensure the New Zealand
representative is senior, well-presented
and not too ready to call a spade a
spade, because politeness is valued,
says Anthony, who emigrated from
Virginiaisafreelancejournalistspecialisinginbusinessandhealthstories.Shehasworkedasareporter,sub-editorandeditorandasassistanteditoratTheIndependent.
VIRGINIA McMILLAN / wrITer
6 EXPORTER
India 12 years ago and now chairs the
India New Zealand Business Council.
Allen suggests a would-be exporter
take a holiday as a first step in India
to get to know the culture.
products and to make contacts.
Recruiting top salespeople then
proved a challenge as many were
more attracted by European or US
multinationals. This means putting
effort into branding, through
trade shows and advertising, for
example, says Handa.
As well as continuing to visit
India three times a year, he takes
part in trade missions and other
high-level business gatherings.
fiRsT PORT Of CAll
New Zealanders can get access to
successful Indian businesspeople
by joining Trade & Enterprise’s
India Beachheads programme,
Walker Group’s Allen points
out. He has found their quality,
free advice helped to accelerate
business activity.
NZTE is a first port of call for
country and market data and
advice; the Asia New Zealand
Foundation and Victoria University,
too, have many resources on Kiwi
exporters’ experiences in India (see
“warstories”). Themes include:
• opportunity
• high regard for New Zealanders
• risk and corruption
• multiple bureaucracies,
regulation and delay
• price competition
• the value of identifying an Indian
state as a first centre of activity
• accessing the skills of Indian
nationals living in their own
country or in New Zealand
• highly skilled and technologically
savvy workers with a lot of
choice of employer and not
necessarily a lot of loyalty
• the importance early on of
having people on the ground
— employees, joint-venture
partners or trusted agents or
distributors
• networking here and in
India with like-minded Kiwi
businesspeople.
ASR’s Shaw Mead mentions
some of the above issues
when discussing his company’s
experience in India since the late
1990s.
A highly qualified Indian-born
director who lived in New Zealand
and worked in the company, then
returned to India to represent it
there full-time, has been a crucial
builder of the company’s success.
As a founder of the Raglan-
headquartered marine research
consultancy, Mead often travelled to
India in the early days but now several
of the 30 staffers develop and oversee
projects there.
COsTlY iN TiMe
India has been a costly investment in
terms of time but now produces about
20% of turnover.
The bureaucrats have “hundreds of
steps for everything”, says Mead.Auckland-based marketing consultant Wenceslaus Anthony
“India is keen to have New Zealand companies work in mining, IT, energy, food
production, logistics, education, wood, poultry and cement.”
Patton Group CeO Sameer Handa, an Indian-qualified engineer, says it took more
than 18 months of regular visits researching the market to find a
trustworthy consultant with the right experience.
Marine research consultancy ASr’s Shaw Mead says India
has been a costly investment in terms of time but now produces
about 20% of turnover. The bureaucrats have “hundreds of
steps for everything”.
Once committed to the country,
partnering with a New Zealand player
that already has an Indian presence
is a good idea, he says. As well as
providing introductions, this helps
share the travel demands around more
people.
Walker Group recently formed an
Indian company with Kiwi engineering
practice Stephenson & Turner. This
gives Walker’s architects access
to airport work and Stephenson’s
engineers entry into India for the
first time.
Recently Walker Group found a
freelance marketer able to link the firm
with a wide range of contacts.
Handa, an Indian-qualified engineer,
says it took more than 18 months of
regular visits researching the market
to find a trustworthy consultant with
the right experience.
A small importer of the types of
refrigeration products Patton wanted
to sell in India, the consultant held
office in industry organisations and
was well regarded and connected.
He eventually sold his firm to Patton,
became its first employee in India
and now sits on the board.
Finding the right local person is
critical and “can make or break you”
in India, says Handa.
Before making the appointment he
had travelled the length and breadth
of India, often accompanied by
Patton’s chairman, meeting dozens
of key people in a bid to quantify the
potential demand for the company’s
“There is a lot of ‘baksheesh’ going
on, but we have taken a position we are
not going to go down that road and
therefore it takes a lot longer.
“The big companies do the same
thing and that is what they find — it
can add another couple of years.”
India is keen to have New Zealand
companies work in mining, IT, energy,
food production, logistics, education,
wood, poultry and cement, for example,
says Wenceslaus Anthony.
It is a nation hungry for education
and technology, he says.
Green technology innovator
EnergyMad might have had an India
success story but the recession, and a
fall in the carbon price that took the
incentive out of development work,
ensured otherwise.
The company, known for its
low-energy lightbulbs, was an India
Beachheads programme participant for
a short time. Founder Tom Mackenzie
says regulation proved difficult.
Other traps in India, according to
Victoria University research, include the
“not uncommon” failure of distributor
arrangements.
Patton’s success after initially time-
consuming on-the-ground enquiries
says much about the value of due
diligence. [ENd]
Maersk New Zealand Limited · The CPO Level 3, 12 Queen Street · Auckland · New ZealandT 0800 MAERSK (623775) · F +64 9359 3488 · E nezsalins@maersk.com
Creating opportunitiesin Global commerce
maerskline.com
Wherever you can find an opportunity , chances are that Maersk Line can take you there.
With 500 ships, 46,000 ports of call, and 35,000 dedicated people in more than 125 countries, we provide you with a second-to-none global service network; just so you can take the best of New Zealand to the world.
MAE_Line_180x120_NZ.indd 1 22-06-2010 12:13:05
EXPORTER 7
Figuring out India
• NZexportstoIndiaintheyeartoOctober2010:$902.3million
• Mainproducts:coal,wood,dairy,machinery,fabrics,skins,ironandsteel,aluminium,woodpulp,fruitandnuts
• India’simports—$430billion;GdPgrowth—8.8%;population—1.2billion
• Hindi,thenationallanguage,isspokenby30%,butEnglishisthelanguageofbusiness
• IndiancommunityinNZ:100,000peopleSource: MFAT, Statistics NZ
Trade talks
Indiawelcomesinvestmentinagri-processing,foodprocessing,andpost-harvestcoldstorageandlogistics,saysIndia’sMinisterofcommerceandIndustry,Anandsharma.
NewZealandandIndianministershaveagreedtoaimforabilateralfreetradeagreementbyMarch2012.Hightariffsmaybechargedbuthavebeenreducinginrecentyears,saysMFAT.
location, location, location
State-wise industry opportunities: Themanystatesandcitiesisbewilderingtothenewcomer.states’suitabilityforvariousindustriesisdescribedontheIndiangovernmentwebsiteat:india.gov.in/outerwin.php?id=http://business.gov.in/starting_business/index.php(shortlink:bit.ly/jdy6UX)
Main cities:• Mumbai• delhi(capital,Newdelhi–withindelhimetropolis)• Bangalore• kolkata• chennai• Hyderabad• Ahmedabad• Pune• Gandhinagar
War stories, contacts, facts New Zealand Trade & Enterprise
TheNZTEwebsitefeaturesIndianews,“doingBusinessinIndia”,marketintelligence,casestudiesandacountrybrief.NZTEhasofficesinNewdelhiandMumbai,andaconsulGeneral&TradecommissionerinNewdelhi.
Asia New Zealand FoundationcomprehensivewebpageofarticlesandresourceswithafocusonbusinessinIndia:www.asianz.org.nz/our-work/action-asia-business/action-asia-insights/india (shortlink:bit.ly/ljdkNq)keywebsitesforbusinesspeopleinterestedinIndiacollatedonthispage:www.asianz.org.nz/our-work/action-asia-business/doing-business-asia/india (shortlink:bit.ly/jctnTg)
Victoria University researchdownloadreport‘BuildingasustainablecompetitiveadvantageforNewZealandservicefirmsinAsia:spotlightonchinaandIndia’,here:www.international-services-research.vuw.ac.nz/reports.html (shortlink:bit.ly/jQdRVs)
> E X P O R T E D U C AT I O N
> Opportunitiestonetworkandupskillcanbefoundviamanyregionaland
maincentrebusinessandexportorganisations.
> TertiaryqualificationsinexporthavebeenslowtotakeoffinNewZealand.
> “Giveitago”kiwissometimeswellbehindtheirglobalcompetitorsintheir
knowledgeofexportdisciplines.
> companiescanapplyforsubsidiestowardthecostofaprogrammeto
developcapability.
TakEaWayS TkEy
Footslog and network long and hard, or fine-tune your export knowledge with concentrated study? There are many routes to becoming an expert exporter. [By Virginia McMillan]
zen of export education
The
Pancake manufacturer
Van Dyck Foods may
be celebrating its early
successes as an exporter,
but it’s also worrying about
“going in blind” to new territories very
different from home.
The New Plymouth family business
is trebling plant capacity and shipping
regularly to Singapore and Australia,
says director Inge Vercammen.
She has followed all the advice
normally given to would-be exporters:
8 EXPORTER
EXPORTER 9
do your homework, network with
experienced fellow businesspeople,
commission expert market research
on countries of choice, attend export
seminars. Trade shows are also on the
agenda.
But Vercammen feels she has a lot to
learn. And she doesn’t want to waste more
time fruitlessly searching the internet for
offshore information & contacts.
Brett Gardner, who already has a
successful importing/reselling business
in Marton, similarly is keen to bypass
years of trial and error with study and
mentoring via the New Zealand School
of Export.
Now launching the Revilution range
of squash rackets and having them
manufactured in China, he plans to study
exporting in a flexible, focused way, part-
time in his own time, and end up with a
diploma in international trade.
Yet relatively few Kiwis in export
businesses are committing themselves to
a fully fledged export qualification.
lACk Of skilleD PeOPleExport New Zealand executive director
Catherine Beard says exporters gripe
that they can’t get enough highly skilled
people who are prepared to travel.
There will be sufficient new recruits
only if exporting gets on businesses’ radar
as a career — and at the moment, it’s not,
Beard says.
Mike Hutcheson, a director of import-
export company Scarborough Fare and
exporter Lonely Cow Wines, says an
export qualification would be useful in
a new recruit, but not the be-all and
end-all.
but haven’t aimed at formal qualification,
nor [do we] intend to at this stage,”
he says.
Beard reckons most small to medium-
sized businesses largely get their needs
met by the short courses and workshops
provided by the likes of the Business New
Zealand “family”. (Export New Zealand is
a member.)
Available in the main towns and
cities, such courses range from one-day
introductory seminars, to meal-time
gatherings with experienced guest
speakers, to intensive workshops on
country specifics or detailed export
know-how.
Virginiaisafreelancejournalistspecialisinginbusinessandhealthstories.Shehasworkedasareporter,sub-editorandeditorandasassistanteditoratTheIndependent.
VIRGINIA McMILLAN / wrITer
GlOBAl liNks,
lANGuAGe skillsThe New Zealand founder of international
knowledge management firm Sysdoc,
Katherine Corich, would like to see our
universities team with some of the great
global institutions to create a programme
offering networking and alumni
possibilities offshore.
They also need to emphasise that
language skills are key to success
in foreign trade, she says. Many
young Europeans in business speak
several languages. “It is a key to true
globalisation.”
Networking and postgraduate-focussed
study can be useful, but what counts,
says Corich, is deep understanding of the
cultural norms, language, trading models
and likes/dislikes of the nations you do
business with.
“Fonterra is a great example of how
this can be done but, sadly, not enough
of our enterprises fully understand the
importance of culture, localisation and
language.”
Greg Canty is a Fonterra employee
who has studied international trade.
Canty says he found the Palmerston
North-based New Zealand School of
Export’s diploma of international trade
“great value for money and very relevant”.
It means companies don’t have
to provide all the training, while for
employees there is the reward of an
internationally recognised qualification
covering a wide range of disciplines,
he says.
“My final assessment mirrored a real-life
market entry undertaken by Fonterra into
China,” says Canty.
Doing the hard work of plane-hopping
to check out markets in person, listening
to “war stories” of fellow Kiwi exporters
and attending practical workshops on
other nations’ business systems are also
valid ways to seek opportunities, says
Hutcheson. This can take years to bear
fruit, he adds.
The CEO of Auckland-based furniture
designer/supplier UFL, Ray Reesby,
says the company takes part in courses
offered through New Zealand Trade &
Enterprise, among others.
“So we are ‘export training minded’
“This was a great endorsement of the
programme’s accuracy and had a logical
connection to my work and employer.”
The New Zealand School of Export is
one of two providers of diploma-level
qualifications.
While not part of the student-loan
system, the providers are registered to
accept New Zealand Trade & Enterprise
capability-development vouchers.
School of Export director Romuald
Rudzki says the school has struggled as a
result of the recession.
But he says since opening day in 2007,
hundreds of people have taken short
courses at the school, New Zealand’s only
accredited International Association of
Trade Training Organisations (IATTO)
provider.
Fifteen have graduated with a
diploma of international trade and 26
are studying toward the diploma. The
GST-inclusive cost per module is $1334.
New Zealand export companies need
to be on an equal footing with their
global competitors, says Rudzki.
In most cases, these will be people
with qualifications in exporting and
many will have been through IATTO
courses, he says.
Meanwhile, the Export Academy of
New Zealand took on its first students
last year after a two-year wait for
bureaucratic sign-off. It has a bachelor’s
degree in export enterprise in its sights.
The academy, headquartered in
Havelock North, offers a New Zealand
Qualifications Authority-accredited
certificate and diploma in export
enterprise.
CEO Murray Painter says the
recession has made employers reluctant
to support workers on a full-time
programme so none has yet completed
a full qualification.
Students hold down export jobs and
choose three-month modules to take
extramurally ($1250 per module), with
some on-campus components.
He is expecting about a dozen
enrolments in the next intake. [ENd]
10 EXPORTER
Mike Hutcheson, a director of import-export company
Scarborough Fare and exporter Lonely Cow wines, says an
export qualification would be useful in a new recruit, but not
the be-all and end-all.
The New Zealand founder of international knowledge management firm Sysdoc, Katherine Corich, would like to see our universities
team with some of the great global institutions to create a programme offering networking & alumni possibilities offshore.
New Zealand institutions need to emphasise that language skills are key to success in foreign trade, she says.
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aDvertising & ProMotional collateral.
As the brand communication agency behind the design of Exporter Magazine, we’re proud to support exportable Kiwi brands. If you require help with your brand communications, you don’t have to go far.
Please contact Mike on 09 631 1421 or email mikec@cclgroup.co.nz
EXPORTER 11
Export Academy of New Zealandwww.exportacademy.ac.nz/
distancelearningwithsomestudyoncampusatHavelockNorth,full-orpart-time,NZQA-registeredcertificateofExportEnterprisemodules:• ExportAccounting• Banking&TradeFinance• ExportLaw–AnIntroduction• HistoryofNewZealandExports• NewZealandTradePolicy• Introductiontosupplychain
&Logistics• InternationalBusiness
communication&Technology• Introductiontosales&Marketing
diplomaofExportEnterprise–certificatemoduleswithfurtheroptions:• TradeFinance&Banking• supplychain&Logistics• Tradestatistics• ExportsalesManagement• InternationalLaw• ExportProcurementManagement• weightlessExports
Export as a course of study do it yourself
Export New ZealandForanexportereducationeventnearyou:www.exportnz.org.nz/training-and-events
New Zealand Trade & Enterprisewww.nzte.govt.nz
Foracomprehensiverangeofsupportmaterial:Exportguideandquestionnaire;resourcesandservices;regionaldevelopmentorganisations;marketintelligencecapabilitydevelopmentvouchersystem:www.nzte.govt.nz/develop-knowledge-expertise/business-training-services/pages/business-training-services.aspx#Capability-Development-Vouchers(shortlink:bit.ly/jEuddp)
A university degreeAucklandandwaikatoUniversitiesareamongthoseofferingpart-timeMBAsandotherprogrammes,includingshortcourses,forworkingmanagers.
New Zealand School of Exportwww.export.ac.nz
distancelearning,examstimedtosuit,growthprogramme(noexams),IATTO-accreditedcertificateofInternationalTrademodules:• GlobalBusinessEnvironment• InternationalTradeResearch• InternationalMarketing• InternationalTradeLogistics
diplomaofInternationalTradeModules:• InternationalTradeFinance• InternationalMarketEntry• LegalAspectsofInternational
Trade• InternationalTradeManagement
> E X P O R T E R P R O F I L E
> clevermarketingandstrategicpartnershipshavemadeupforlackofcash.
> whenyoucan’tcompeteonpriceyouneedauniquepositioninthemarket.
> savingsandanangelinvestorwereessentialbeforebankswouldtakean
interest.
> Mentorsandarangeofbankingfacilitieshelpwithcontractsandterms
oftrade.
> Family,friends,mentorsandregularexercisehelpmaintainsanity.
> Havingdistinctiveroleskeepsthepartners’relationshipstable.
TakEaWayS TkEy
Invivo wines sailed into a perfect storm in its first year of business. Three years on, its wines have reached 10 export markets, and counting. [By Mary MacKinven]
From small to global:
Invivo Wines’export strategy
when a business
has no advertising
funds to establish
new markets,
smart marketing is
the only answer.
Invivo Wines New Zealand has
shown that being small and bold can
be an advantage, getting its products
into 10 overseas markets even in the
thick of the global financial crisis.
The secret: strategic partnerships
that led to wine reviews and global
attention.
12 EXPORTER
No package is too small. No shipment too big. Time sensitive? No problem. From medical samples to New Zealand’s finest wines, we have the solution!
anything. anywhere. anytime.
With an unrivalled network that reaches 99.9% of the global economy, we are the experts in time and day definite door-to-door delivery of parcels, documents and freight.
TNT congratulates Invivo Wines, winner of the TNT Express ‘Emerging Exporter of the Year’ award
at the 2011 Air New Zealand Cargo Auckland Export Awards.
Please call 0800 275 868 or visit www.tnt.co.nz
Its marketing success has been
recognised with the AMCOR Innovation
in New Zealand Wine Marketing trophy
at the 2009 Hospitality New Zealand
Show, a year after the company started.
One of Invivo’s recent partnerships
is an exclusive on- and off-trade
distribution agreement for the UK
and Ireland with Spanish firm Grupo
Codorníu. Grupo Codorníu is one of the
world’s largest producers of sparkling
wine with wineries in Spain and
Argentina.
Invivo co-founders Tim Lightbourne
and Rob Cameron, both aged 35, were
schoolmates. While both working in
London, they became frustrated with
life as employees.
So in 2006 they hatched a business
plan based on Cameron’s expertise as a
winemaker and Lightbourne’s marketing
nous. But the 2008 timing of the launch
of Invivo Wines wasn’t great.
Says Lightbourne: “We had a strategy
to sell into premium categories, so it was
tough, with everyone saving their pennies.
It was a lot of hard work travelling in New
Zealand and overseas, standing in stores
sampling our wines — which we still do.”
They have one other person on staff, a
commission-based representative for the
North Island.
14 EXPORTER
Invivo Wines NZ founders Tim Lightbourne (marketer) and Rob Cameron (winemaker) sampling inside the famous Harvey Nichols international luxury lifestyle store, “renowned for the breadth and depth of its exclusive fashion merchandise” in Knightsbridge, London in May.
Tim Lightbourne, co-founder Invivo Wines
“One of the toughest things in exporting is producing a certain
volume, and this year we are doubling in size. You can get an
account that might take a full year’s volume in two months.”
No package is too small. No shipment too big. Time sensitive? No problem. From medical samples to New Zealand’s finest wines, we have the solution!
anything. anywhere. anytime.anytime.
With an unrivalled network that reaches 99.9% of the global economy, we are the experts in time and day definite door-to-door delivery of parcels, documents and freight.
TNT congratulates Invivo Wines, winner of the TNT Express ‘Emerging Exporter of the Year’ award
at the 2011 Air New Zealand Cargo Auckland Export Awards.
Please call 0800 275 868 or visit www.tnt.co.nzEXPORTER 15
The book that backs
our export drive...
Digital Version Available Now!
Purchase on-line at www.exportandtrade.co.nz/ziniowww.exportandtrade.co.nz
In difficult trading times it is more important than ever to avoid making expensive mistakes. The NZ Export & Trade Handbook continues to provide exporters with a wealth of up-to-date information that is invaluable in making the right decisions to achieve success in overseas markets.
Rom Rudzki, Founder New Zealand School of Export.
Newly updated for 2011, the New Zealand Export and Trade Handbook continues to be a vital reference guide for Kiwi exporters
and importers.
For advertising enquires contact Leanne Moss: email leanne@adrenalin.co.nz or phone (09) 477 0368
self-fuNDeD Start-up funding was drawn from the
partners’ savings, and the investment
of an acquaintance, who is still a small
shareholder.
“With the financial crisis and a
surplus 2008 vintage, we hit a kind
of ‘perfect storm’. Finding banking
support initially was quite challenging,
to say the least.”
Invivo struggled with no overdraft
facility and no capacity for forward
currency buying. It lost thousands on
deals through unfavourable exchange
rates against the US dollar, the pound,
euro and aussie, making it difficult for
the company to give good terms to
customers.
“Our mentor from Business Mentors
[of New Zealand] had banking
expertise and taught us how to work
with banks and foreign exchange
issues so we were ready to approach
a new bank.”
Invivo now has forward-buying
currency support for up to 12 months,
which has helped it gain trade credit
insurance in seven countries. It has
opened bank accounts in key markets
to hold earnings until the exchange rate
makes a transfer viable.
“We report to [the bank] at quarterly
meetings, which gives us structure.”
From its first year of business
in 2009, Invivo also had a Market
Development Grant from New Zealand
Trade & Enterprise (NZTE) for travel to
markets, for a brand ambassador and
to finance a media campaign in the UK.
Early on Invivo approached
PricewaterhouseCoopers: “It gave
advice and support and we still
work with it for strategic advice,”
Lightbourne says.
iNTO THe fuTuRe
By 2011, accolades have mounted up
and growth has been more than 300%
a year.
Not that it’s been easy. In fact,
Lightbourne says, he continues to earn
less than he did 15 years ago.
“It’s a longer-term thing; we want
to build up a global company with our
own ideas.
“One of the toughest things in
exporting is producing a certain
volume, and this year we are doubling
in size. You can get an account that
might take a full year’s volume in two
months,” Lightbourne says.
Winning awards in international
business competitions helps with
awareness and credibility, and running
competitions aimed at consumers helps
create interest.
In May, Lightbourne and Cameron
were in the UK schmoozing with
television host Graham Norton, whom
they contacted from New Zealand
on hearing he liked sauvignon blanc.
Only Invivo wines will be drunk during
the next series of The Graham Norton
Show (screening here on TV3).
Lightbourne and Cameron also
exhibited at the London International
Wine Fair in May, then headed to the
Venice Biennale 2011 54th International
Art Exhibition, where they served
Invivo at a bar for the VIP opening
event in support of New Zealand artist
Michael Parekowhai, at their expense.
Creative industries are a focus of the
company.
“We can’t compete with old classics
like French chateau and we can’t
compete on price, so we have to have
a different position in the market. For
us, it’s arts, music and fashion, because
that’s what we like.”
sTAYiNG sANeLightbourne and Cameron’s relationship
works without effort, helped by
their having distinct roles. That also
sees Lightbourne in Auckland while
Cameron is often in Marlborough and
Central Otago, tending Invivo’s plots in
five vineyards, or overseeing barrelling.
Lightbourne says: “Rob and his wife
had their first child a year ago, so
spending time with his family keeps
him happy. And getting out duck
shooting… the first break for him for
a while — so I guess that could be
another way he is relieving stress.”
Lightbourne credits a daily hour-long
exercise regime with generating many
of his business ideas. “It’s a good way
to relieve stress.
“And friends are always good to
keep you grounded and talking about
something different from wine.” [ENd]
Invivo Wines was awarded the TNT
Express Emerging Exporter of the Year
trophy at the Air New Zealand Cargo
Export Awards held at a gala event at
Auckland’s Langham Hotel in June.
Maryhasreportednewsfor20yearsincludingassolewriterandeditorofBusinesstoBusinessmonthlynewspaperinAuckland,NZ,forsixyears.Nowshecombinesfreelancejournalismwithpart-timewritingatabusinessassociationinAuckland.
MARY MacKINVEN / wrITer
16 EXPORTER
From left: Invivo Wines NZ founders Tim Lightbourne (marketer) and Rob Cameron (winemaker) met UK television host Graham Norton of The Graham Norton Show screened in
New Zealand on TV3 and for which Invivo is supplying wines.
Invivo wines has forward-buying currency support for up to 12 months, which has helped
it gain trade credit insurance in seven countries. It has bank
accounts in key markets to hold earnings until the exchange rate
makes a transfer viable.
The book that backs
our export drive...The book that backs The book that backs The book that backs The book that backs The book that backs The book that backs The book that backs The book that backs The book that backs The book that backs The book that backs
Digital Version Available Now!
our export drive...our export drive...our export drive...our export drive...our export drive...our export drive...our export drive...our export drive...
Purchase on-line at www.exportandtrade.co.nz/ziniowww.exportandtrade.co.nz
In difficult trading times it is more important than ever to avoid making expensive mistakes. The NZ Export & Trade Handbook continues to provide exporters with a wealth of up-to-date information that is invaluable in making the right decisions to achieve success in overseas markets.
Rom Rudzki, Founder New Zealand School of Export.
Purchase on-line atPurchase on-line at
Newly updated for 2011, the New Zealand Export and Trade Handbook continues to be a vital reference guide for Kiwi exporters
and importers.
For advertising enquires contact Leanne Moss: email leanne@adrenalin.co.nz or phone (09) 477 0368
> G U TSY P E O P L E
Catherine BeardEXEcUTIVEdIREcTOROFEXPORTNZ/cbeard@exportnz.org.nz
latest survey reveals good reason for exporters’ optimism
Viewpoint
exportNZ’s National Exporter
Outlook Survey (June 2011)
has revealed that despite
challenges out of their
control – such as exchange
rate volatility – Kiwi exporters still have
good reason to see a bright future.
According the survey, about half of
our exporters are expecting profits
will improve in the year ahead, with
another 36% thinking they will stay at
the same level.
New Zealand still has a huge amount
of growth potential, with distinct and
unique advantages when compared to
other countries. We need to focus on
having a distinct point of difference
and using our smaller sized companies
to our advantage by being nimble and
responsive to our customers. We can
even overcome the tyranny of distance
with smart use of technology and by
focusing on high value goods where
the profit margin makes cost to market
a footnote in the accounts.
Not least of these advantages is
our position in relation to the world’s
fastest growing economies.
The survey also revealed that for
survey respondents, South East Asia,
including China, has overtaken the US
and UK/Europe as the second biggest
export destination for Kiwi goods after
Australia. This has occurred since the
last National Exporter Outlook survey
in November 2010.
18 EXPORTER
It’s encouraging to see speed of
movement here, as the window
of opportunity New Zealand has
with these fast-growing developing
nations will not be open forever.
Other countries are moving in due
to the size and fast growth of these
markets.
We do have first mover advantage
with China — now our second
largest trading partner — as the
first developed country to sign
a free trade agreement with this
highly significant nation. And there
still remain huge potential rewards
to be reaped. The survey showed
that China, including Hong Kong,
is expected to offer the biggest
potential for export growth (one firm
anticipates 2000% growth!).
Now our sights are set on achieving
an FTA with India. The value of our
Prime Minister’s recent trip to India
cannot be underestimated. By all
accounts, the visit was a real success,
cementing important relationships
and giving some real momentum
to the trade negotiations. Hon John
Key and his Indian counterpart have
agreed on a target for achieving an
outcome by March 2012. This will
hopefully encourage more progress
from officials.
Of course it’s not just about ‘where’
we can trade, but ‘what’.
The ‘what’ brings me to another
one of our unique advantages — our
Kiwi innovation. Innovation is what’s
carving out domination in some
global market niches for many Kiwi
companies. The obvious success
stories of NZ firms dominating a
global niche are companies like
Hamilton Jet and Gallaghers Electric
Fence business, but there are also
interesting companies making great
strides that are not yet well known.
Take Auckland’s Fine Art Supplies
Ltd for example. This little-known
firm has invented a world-first — the
only educational kids’ paint that
completely washes out of clothing. By
focusing on a niche and developing a
point of difference, the world is now
there for the taking for this Kiwi firm.
With significant orders to Indonesia
and Korea already in the bag, it now
has the largest agent in Europe and
America wanting to sell its paint.
This is just one great success story
about one market niche. There are a
million niche areas ripe for exploiting
and becoming a global success story.
Like Fine Art Supplies, it’s a matter of
finding that point of difference that
sets you apart from all others in the
world market.
We do need the world as our
market. Our sights need to be firmly
focused offshore due to our small
domestic market. The average
amount earned from exports by
companies participating in the survey
was $18.48 million, which would have
been significantly less had they had
a small domestic market of 4 million
to sell to. The average export income
earned by surveyed companies was
60 percent of production – which
leaves plenty of room for greater
export earnings.
As an advocate for Kiwi exporters,
it’s my job to try and make sure the
path to export success is as smooth
as possible. Highlighting bumps in the
road is another good reason why we
run this survey. It feeds into our lobby
work and our election manifesto —
which I will soon be making public.
The survey revealed some obstacles
to export growth that need attention.
While some are outside our control,
there are some regulatory barriers
within New Zealand that are reported
to be hindering exporters. Issues
include discouraging compliance
requirements and slow movement by
some government organizations —
such as NZ Food Safety Authority, NZ
Immigration, and NZQA, plus border
controls between New Zealand and
Australia — including phyto-sanitary
requirements.
There is a role for the New Zealand
Government to play in creating and
maintaining an export-oriented
economy.
Survey respondents rated the
importance of government assistance
similar to last November. Most urgent
is assistance for developing export
markets, with 61 percent rating this
highly, and 85 percent overall rating
it high or of medium importance.
Help with R&D rates second highest
priority, with 25 percent rating it top in
importance.
There is of course still plenty that
Kiwi exporting firms can, and are
doing for themselves despite the
less helpful issues like exchange
rates and compliance costs. You only
have to look at the success stories
demonstrating this fact.
As I see it, we have the smart
thinking and innovation, and the rest
of the world has the money to buy it
from us.
We may be a small country but it
doesn’t matter. It’s the quality of our
innovation, and the goods and services
that we develop from our innovation,
that’s key to dominating niches,
exploiting FTAs and enjoying greater
growth, success and standard of living.
The year ahead looks bright, with
66 percent of exporters expecting an
increase in export orders. By focusing
on our strong points, commercialising
our cleverness and maintaining the
position of being world leaders in
specific niches, we can continue to
grow the pie and unlock a much
wealthier future for New Zealand. [ENd]
Catherine Beard is Executive Director
of ExportNZ
www.exportnz.org.nz
Survey background:
236 respondents in all participated
in Export NZ’s June 2011 National
Exporter Outlook Survey. Respondents
operated throughout the country. 61%
were manufacturers. 56% employed
fewer than 50 staff, 32% had fewer
than 20 staff, with 15% employing over
150 staff.
For further information on the survey,
please email cbeard@exportnz.org.nz
EXPORTER 19
> G U TSY P E O P L E
Gilbert PetersonEXPORTNEwZEALANdANdEMA
Viewpoint
20 EXPORTER
In the beginning were trade missions
Heading overseas on
a holiday to explore
parts hitherto unknown
is nothing like going
offshore on a search
for new markets for your products or
services.
Forging a trading relationship
with a stranger can be daunting
enough. Add to that the pressure of
going offshore for the first time with
specific trade outcomes in mind.
You want to make a great return
on your travel and time investment
and deliver a lasting increase in
business. And, after a gruelling yet
fascinating expedition, it’s natural
to want the return home to be all
smiles and a feeling of “mission
accomplished”.
Maximising the chances of
meeting these objectives calls for
careful preparation.
In my experience of managing
modest-scale trade missions to
Dubai, Guangzhou and Vietnam,
delegates report over and over
again the huge value of being part
of such a group. Trade mission
delegates have common goals and
sinvaluable advice, contacts and
other information to share.
One delegate to Dubai reported:
“The most valuable thing to me was
networking within the [mission]
team.”
POWeR Of MANY
As a group they can go to places
they would not be able to access
as individuals, and they get to meet
business people who would never
normally be available to them.
A trade mission’s value for the
exporting newcomer and old-hand
alike is way ahead of anything a lone
trader can hope for.
Long-time solo Vietnam trader
Ron Hendl said: “I like the concept of
group travel and on this trip I made
a lot of contacts I wouldn’t have
otherwise.”
Sir Ken Stevens, founder and CEO
of Glidepath Group and chairman
of Export New Zealand, said after a
trade mission to Vietnam earlier this
year: “If you came here on your own,
you would not get this.”
Sir Ken was referring to the broad
range of briefings, pre-arranged
visits and meetings with eminent
business people enjoyed by the
mission’s delegates, in the company
of people whose business interests
directly matched theirs.
Among them were New Zealand
Trade & Enterprise (NZTE)
Beachheads Advisory Board
members for Southeast Asia, all of
whom were well-connected senior
directors; local bank economists and
lawyers; industry sector specialists;
and government officials, who can
be critical contacts in centralised
command economies.
NACLO business development
manager Mike Petersen said: “We’ve
come from zero to a level of activity
in the fastest possible time, and to
do this we would have spent far
more as an individual company than
we’ve spent on this trip,” said
A trade show is a very helpful
focal point for a trade mission.
In Guangzhou two years earlier,
activities similar to those organised
in Vietnam were timed to coincide
with the Canton Import Export Fair.
When not operating their exhibit,
business matching, or at briefings or
on-site visits, the show is of intense
interest in its own right, where like-
minded people from a hundred and
one countries meet.
So it proved in Guangzhou.
Delegates partook of cocktails
— and networking — hosted
by NZTE; briefings; business
matching meetings; site visits
to manufacturing plants (auto
electronics, for example), a
healthcare facility catering to
medical tourism, a university and
a property development; and
an official banquet hosted by
Guangzhou city.
The exhibitors at the fair did good
business, taking advantage of keen
Chinese interest as well as the huge
numbers of global traders attending.
The Canton fair is, indeed, a vast
meeting place.
OPPORTuNiTies
On two missions to Dubai, in 2007
and 2008, delegates promoted their
products at the BIG 5 Construction
Expo at a shared EMA stand at
an extremely affordable rate. One
struck an order for US$290,000 and
another had a $200,000 machine
order.
Delegates went on construction
site tours to DubaiLand and Meylan,
attended a networking function, took
part in vitally important business
matching and attended a briefing
hosted by the Dubai Chamber of
Commerce and Industry.
Highlights included a visit to
the Emirates Palace Hotel in Abu
Dhabi, and a briefing by Atkins, the
UK architect and engineering firm
responsible for many of Dubai’s
ambitious buildings and metro rail
system.
In the words of one of the
delegates to Dubai: “Industry-
specific business-to-business
matching/introductions are always
the most valuable opportunity, using
the ‘pulling power’ of dignitaries or
politicians.”
The success rate of missions
offshore is greatly enhanced when
led by a cabinet minister, a mayor
or senior Kiwi business leader. EMA
and Export New Zealand have been
strong promoters of the view that
when government ministers head
overseas, they should always take
along a group of business people.
Too often, however, the
gatekeepers of these visits are
government agencies that populate
them with businesses solely from
their own closely guarded lists. [ENd]
Gilbert Peterson is communications
manager at the Employers and
Manufacturers Association including
its Export New Zealand division
EXPORTER 21
> I N S U R A N C E
> Premiumsfortradecreditinsurancehavestartedtoease.
> Gettingtradecreditinsurancecanhelpleveragecashflow.
> NZExportcreditOffice(NZEcO)ismoretuned-intodealsshunnedby
privateinsurers.
> NZEcOhasbeengiventhemandatetooperateitsschemetillJune2014.
> NZEcOstillhascapacitytofundsmallerexporterslookingforcover.
TakEaWayS TkEy
The private trade credit insurance market has regained momentum as underwriters’ appetite for risk returns. Meanwhile exporters face growing pressures to protect their ledgers from bad debts. [By Yoke Har Lee]
Trade credit insurance’s revival
Trade credit insurers are
experiencing a revival in
business on the back of
growing awareness among
New Zealand exporters
to seek cover for the possibility of
overseas buyers defaulting or going
bust.
There is also growing pressure on
exporters to secure export credit
protection as banks sharpen their focus
22 EXPORTER
GROWTHDuring the peak of the global financial
crisis, trade credit insurance premiums
skyrocketed by as much as 60% as
trade credit insurance companies
aggressively trimmed their business
portfolios.
Some completely withdrew from
providing cover for selected sectors
such as wool and construction while
others avoided taking on business
with companies they have no
history with.
QBE’s New Zealand manager for
Trade Credit, Michael Kayes says: “The
market is certainly showing signs
of renewed interest in trade credit
insurance, driven mainly by
the banks.”
He has been seeing a definite
growth in business enquiries from
new clients who have never had
trade credit insurance before. They
come from a good cross section of
industries.
available on a case-by-case basis. It
depends on which country or countries
you are dealing with, what are the
risks, who your buyers are. We need
to understand what is being sold, the
payment terms and the quality of your
buyers,” Kaye says.
NZeCOIncreasingly, the New Zealand Export
Credit Office (NZECO), trade credit
insurance companies and banks are
conducting joint marketing to raise
awareness on the availability of
government support for export credit
facilities.
The NZECO’s manager Carmen
Moana says her office has been getting
more referrals from banks, some from
the New Zealand Trade and Enterprise
and also from the Ministry of Foreign
Affairs and Trade.
The NZECO early this year received
a renewed commitment from the
government to extend its current
operation until June 2014. This will
enable the NZECO to offer a range of
export credit cover to meet areas where
private sector trade credit insurers are
not able undertake the business.
Moana says her office has been
working closely with other private
sector suppliers to be more pro-active
in marketing the NZECO’s facilities. The
NZECO has been doing a lot more road
shows to promote its services.
Since February 2009, the NZECO has
issued 85 policies for deals under the
$200,000 region. This makes up 47%
of all policies issued and is primarily
for short-term trade credit guarantee.
“But we have also issued four policies
covering payment terms longer than
one year, and seven bond guarantees
with exposures of less than $200,000,”
Moana says.
In one case example, the NZECO
helped a pet food company K9 Natural
Redwood is also seeing a similar
trend. “I had an enquiry from someone
who has been trading for years. He
never used to make trade credit
insurance enquiry. This could possibly
be due to the need to gain access to
financing.”
Barry Squires, head of international
business at Westpac says banks
provide trade finance based on the
merit of each deal. “Occassionally we
will make it a requirement – mostly
when they are dealing with risky parts
of the world.”
He adds that banks encourage
their customers to understand their
risk and would, where warranted,
ask them to look towards additional
risk protection through trade credit
insurance.
“Our exporters are dealing with
an extended supply chain exposure
– not only their customers but their
customers’ customers. Their markets
are faced with way more difficult
conditions than ours,” Squires says.
While risk appetite has returned,
insurers are still hawkish. “Cover is
24 EXPORTER
During the peak of the global financial crisis, trade
credit insurance premiums skyrocketed by between
20 and 60% as trade credit insurance companies
aggressively trimmed their business portfolios.
Tony Redwood, Founder, Redwood Trade Credit Insurance
“I had an enquiry from someone who has been
trading for years. He never used to make trade credit
insurance enquiry. This could possibly be due to the need to
gain access to financing.”
on assessing credit risks as well as
improving the quality of their balance
sheets.
Trade credit insurance underwriters
have also found new appetite for
risks since the global financial crisis
swept the globe in 2007 forcing
many underwriters to shrink their risk
portfolios.
Tony Redwood, founder of Redwood
Credit Insurance Ltd, notes that
premiums for trade credit insurance are
currently more realistic. “Underwriters
are certainly more responsive to deals
put before them.”
Some underwriters who were
completely off providing cover for
business deals in Fiji are slowly starting
to look at deals being presented,
Redwood says.
He cautions that underwriters are
still imposing tough conditions before
taking on business in the Pacific and
would only consider deals where the
buyer has a reasonable trading history
or is a blue chip company.
Michael Kayes, Trade Credit Manager at QBE
“Cover is available on a case-by-case basis. It
depends on which country or countries you are dealing with, what are the risks, who
your buyers are. we need to understand what is being sold, the payment terms and the quality of your buyers.”
Barry Squires,Head of International Business, Westpac
Food, who could not gain typical
access to trade credit financing.
Since the NZECO’s intervention, the
company has been able to grow a lot
quicker,” Moana says.
K9’chief executive Calvin Smith says
he is a great fan of NZECO. K9 was
unable to get private sector trade
credit insurance despite his customer
in the US being a NASDAQ –listed
company with good credit rating.
The customer had asked for tougher
credit terms which would have
stretched the company’s cashflow.
“The client is huge relative to what
we are dealing with. We’re pretty
small. Since we have done this trade
last year, our sales have grown 300%. I
highly recommend the NZECO to any
exporter.”
The NZECO still has capacity to
help fund more export deals with
the government’s extension of the
$740-million facility for the export
credit insurance funding, Moana says.
While the market has renewed
its buzz, trade credit insurance is
still an expensive tool to protect an
exporter’s ledger. Most trade credit
insurers will not be inclined to look at
deals under $1 million, one-off deals or
those selling to a single client.
Redwood says the government’s
intervention, through the NZECO,
is timely but somewhat misses the
real needy segment. He feels the
government should really focus on
SMEs with export turnover of less
than $200,000.
“Underwriters are looking at the
minimum trade of around $1 million. If
you are an SME, you have got to fit into
that parameter or the exercise can be
very expensive.
The government’s intervention, I
think, needs to be extended to the
smaller turnover companies,”
Redwood says.
Smaller companies operating in the
$300,000 to $500,000 region often
find it tough to deal based on Letters
of Credit from their buyers
He says New Zealand companies
have yet to fully factor in the cost of
premiums attached to trade credit
insurance.
“Trade credit insurance has been
around since the 1960s but trade
credit insurance doesn’t seem to be
something that’s factored into the cost
of doing business in New Zealand.
In Europe, trade credit insurance is
seen as a necessary business cost,”
Redwood says.
Kayes from QBE says there is
certainly more awareness in the
marketplace among exporting
companies about the need to protect
their ledgers. Premiums have softened
slightly although they are not back
at pre-global financial crisis levels, he
says. [ENd]
YokeHarwasformerlyaseniorReuterscorrespondent,aBusinessHeraldwriter,andpersonalfinanceeditorforaregionalmediacompany.MostrecentlyshemanagedinternetandintranetcontentforaglobalUSconsultancy.
YOKE HAR LEE / wrITer
INCREASE YOUR EXPORT SALES AND
MINIMISE YOUR RISKSThe Export Credit Offi ce works closely with exporters and fi nanciers to assist them to manage risk and capitalise on trade opportunities. Its guarantee products are:
Export credit guarantee (for nance terms beyond 1 year)
Short term trade credit guarantee
US surety bond guarantee
General contract bond guarantee
Short-term working capital guarantee
For more informati on or applicati on forms visit: www.nzeco.govt.nz | 04-917-6060
The New Zealand Export Credit Offi ce (NZECO) provides fi nancial guarantee products for New Zealand exporters. Our products help these exporters manage risk and capitalise on trade opportunities around the globe. As well as working directly with exporters, we work closely with commercial fi nanciers in New Zealand and offshore to support and improve the competitiveness of exporters. NZECO is currently located in the Treasury and obligations to third parties are guaranteed by the New Zealand Government.
NEW ZEALANDEXPORT CREDIT
OFFICE
EXPORTER 25
Carmen Moana, NZECO Manager
> BNZforecastsfurther
strengtheningoftheNew
Zealanddollar.
> Exporters’biglessonisthat
youcanneverbesureabout
theexchangerate.
> withoutforwardcover,youare
gambling.
> Hedgingisnotamoney-
makingtool.
TakEaWayS TkEy
Does New Zealand need a shift in monetary policy? The strong kiwi has eroded gains from record terms of trade with Australia and China, providing little steam for an economy still coming out of recession. [By Bob Edlin]
Buying time with hedges
As the exchange
rate continued to
strengthen against
most major currencies
in mid-June, the
New Zealand Manufacturers and
Exporters Association pressed for
the Reserve Bank Act’s objectives to
be changed to include the tradable
sector growth. Its chief executive,
John Walley, points to the weak
growth in the economy coming out
of a recession despite record terms
of trade and strength in two of our
major trading partners, Australia
and China. The high dollar had
been made worse by interest rate
differentials between New Zealand
and Europe and the United States.
Other countries have taken action
to lower their exchange rates,
whether through quantitative easing
in the US and UK, capital controls in
Canada and Brazil, direct currency
management in China and Singapore,
or regulatory prudential mechanisms
in Turkey and elsewhere. “We must
also act to protect our tradable
sector,” Walley says.
Talking the kiwi down didn’t work.
26 EXPORTER
> C U R R E N CY
Bob,ajournalistformorethan40years,writesabouttrade,agri-businessandtheeconomy.HehasbeeneditorofNZTruth,andmanagingeditoroftheNationalBusinessReview.
BOB EDLIN / wrITer
Forex traders ignored Reserve Bank
governor Alan Bollard’s advice that
that they had over-reacted to his
June decision to keep the official
cash rate at an all-time low 2.5%.
The New Zealand dollar’s
strength has been driven by
strong international prices for our
commodity exports. The other driver
is the weakening of the US dollar. The
greenback is at a 40-year low against
its major partners. The New Zealand
government’s borrowing programme
also does not help. The effect is the
kiwi’s three-year high against the
Trade Weighted Index.
The BNZ was among analysts
forecasting more strengthening of
the New Zealand dollar against major
trading currencies. At that time
it forecast a gradual appreciation
against the Australian dollar as
movements in relative growth and
interest rate differentials moved in
favour of the kiwi. The relatively
positive domestic growth outlook
was expected to support the kiwi/
greenback over the coming 18
months: ebbs and flows were likely
but its New Zealand dollar/US dollar
forecasts did not contain a sustained
dip below US0.7700 over the period.
MORe uPsiDe
“We see upside movement generally
for our currency over the remainder
of the year,” said BNZ chief
economist Tony Alexander.
He expects high volatility at times,
because of influences like fluctuating
risk-tolerance surrounding European
debt in particular. “But also one
should keep an eye out for bouts of
concern about the sustainability of
high commodity prices.”
“We take forward cover from time
to time and to varying degrees,”
he says.
“You really are trying to protect
yourself against something you can’t
live with.
“That’s what most people do — it’s
silly to be gambling.”
CRYsTAl-BAll GAZiNG
But exchange rate management
involved crystal ball gazing much of
the time about where the exchange
rate is headed, he acknowledges. “You
get it right sometimes, and you don’t
other times.”
The one exchange rate lesson he has
learned is that nobody can be sure of
anything. “You ask your exchange rate
advisers what it’s going to do and it
does the opposite.”
a different exchange rate”, Carden
says.
“We forward-purchase cash, or
hedge and do those sorts of things
that most exporters do to try to get
the numbers a bit more predictable
and remove some risk from the
business.”
When the exchange rate was
especially strong about four years
ago Sonar6 invested overseas in
brand advertising and building its
sales force. “If you are going to start
creating losses in your business as
you invest, then that’s a good time
Any exporter who didn’t have
forward exchange cover would be
suffering in that climate, according
to Graeme Manly, general manager
of Southland-based Southwood
Export. His company exports
forestry products to Japan but deals
in US dollars.
Even so, his company gets daily
information from its forex advisers
about what the exchange rate is
doing and what is projected to
happen.
Sonar6, in Auckland, makes
the world’s only graphics-based
performance review and succession
planning software. Most of its
business is in the US.
The company’s chief executive,
Michael Carden, says Sonar6 is in a
fortunate position being a software
business.
“We create software and then we
deliver it via the internet. Our only
costs largely are fixed R&D costs. If
it costs us, say, $5 million to write a
piece of software, then we just need
to get $5 million back from selling it
to break even, and every subsequent
sale effectively is profit.”
If selling greenlip mussels, for
example, a company might reach a
point where costs exceed the price at
which you can sell, whereas Sonar6
simply has to sell more.
The company tries to get its
exchange rate cover predictable, “so
you are not being hit every month by
to do it, but we’re not necessarily
doing that this time around…”
Peter Cavanaugh, senior client
adviser at Bancorp Treasury
Services, says exporters selling to
Australia would be doing well, but
those exporting to anywhere else
“will be struggling against a strong
currency”.
The most obvious way to lessen
the effects is to have a regime in
place for hedging against adverse
currency fluctuations. “But you
must recognise that the hedging
only buys you time until you can
make suitable long-term business
planning decisions,” Cavanaugh
says.
“For example, you might look at
changing your price, or changing
your source of materials, or
changing your supplier, or changing
your point of manufacturer. Hedging
isn’t the be all and end all. It’s a
means to an end.”
Cavanugh emphasises that
hedging is a risk management tool,
not a money-making tool, and it is
not the panacea for the forex risk
that is a major consideration for all
of New Zealand’s exporters. [ENd]
Success in shipping is all about attitude. That’s the energy part – the sheer enthusiasm which inspires
the way we go about things. But we have the critical mass too – the modern tonnage, high-tech
technology, trade lane coverage and service network needed for rapid delivery.
Wherever you are, we’re good to go.
For hands on help call our local experts: Outbound: 0503 222 444 Inbound: 0508 333 666
Mass, velocity and energyequals Hamburg Süd.
www.hamburgsud-line.com
No matter what.
28 EXPORTER
Graeme Manly, General Manager of Southland-based Southwood Export
“You really are trying to protect yourself against
something you can’t live with. That’s what most people do –
it’s silly to be gambling.”
Michael Carden, Chief Executive, Sonar6
“we forward-purchase cash, or hedge and do those sorts of things that most exporters do to try to get the numbers a bit more predictable and remove some risk from the
business.”
Peter Cavanaugh, Senior Client Adviser at Bancorp Treasury Services
“You must recognise that hedging only buys you
time until you can make suitable long-term business
planning decisions.”
Success in shipping is all about attitude. That’s the energy part – the sheer enthusiasm which inspires
the way we go about things. But we have the critical mass too – the modern tonnage, high-tech
technology, trade lane coverage and service network needed for rapid delivery.
Wherever you are, we’re good to go.
For hands on help call our local experts: Outbound: 0503 222 444 Inbound: 0508 333 666
Mass, velocity and energyequals Hamburg Süd.
www.hamburgsud-line.com
No matter what.
> LO G I ST I C S
As the government attempts to discover whether international freight costs are competitive, shipping lines say prices are determined by international and domestic market forces. [By Mary MacKinven]
Shipping from the edge of the
world
> Findthetermsofreferenceof
theProductivitycommission’s
InternationalFreight
TransportservicesInquiryat
www.productivity.govt.nz
> Theinquirywillconsider
whethertheshippingActisbest
forregulatinganti-competitive
behaviour.
> Variedchargesandservices
showthereislotsof
competitionandnocollusion
intheNewZealandseafreight
market.
> Inanymarketsmallerbusinesses
havelessbuyingpowerthanbig
companies.smallcompanies
shouldprocuresmartlyanduse
aboutiquefreightforwarder.
TakEaWayS TkEy
EXPORTER 31
New Zealand’s packaging
and airline industries
have been in court
this year charged with
price-fixing. Airlines
have been fined as a result.
The European Commission is
investigating the operations of
several container shipping lines
for evidence of irregular pricing,
with exporters keenly awaiting the
outcome.
In New Zealand, meanwhile,
industry players are adamant there
is no anti-competitive behaviour.
Yet smaller shippers have had to put
up with non-availability of space
during periods of container supply
shortage, and tough pricing regimes
by carriers.
So just how effective is competition
in the New Zealand freight shipping
market? We can expect to have
better idea at the conclusion of
an inquiry by the Productivity
Commission, which has been asked
by the government to look into
the effectiveness of the country’s
infrastructure and regulatory regimes
in promoting accessibility and
efficiency in international freight
inquiry’s catalyst, says chairman Greg
Steed.
“The inquiry needs to go deep into
New Zealand’s heartland, looking
at warehousing, transport modes
and the whole [supply] chain’s
efficiency, because maybe an inland
infrastructure is preventing the most
productive outcomes.”
MATTeR Of PRuDeNCe
A look at pricing and competition
issues in shipping is prudent, Steed
says.
“We are dealing with large overseas
companies that might not have New
Zealand’s best interests at heart and
we need a fair playing field.”
The Shipping Act regulates the
local shipping industry. The Ministry
of Transport has the power to
investigate and fine offenders up to
$50,000 for errant behaviour.
Since 2008 the Minister of
Transport has received two
complaints under the act, both of a
general nature and not specific to a
particular shipping line.
Our trading partners have a variety
of regulatory regimes. The US has
the Federal Maritime Commission,
in Europe oversight is provided
by the European Commission and,
across the ditch, the Australian
Peak Shippers Association ensures
cargo shipping services are
reliable, of adequate frequency and
competitively priced.
NOTHiNG TO fiX?
“There’s nothing broken but we need
some backstops to get the best
advantages that other jurisdictions
get,” Steed says.
The general manager of McKay
Shipping, agent for Pacific
International Lines (PIL), Captain
Arun Joshi, says there is no price
collusion among lines in New
Zealand.
“Each line has its own cost
structures and trade requirements,
which drive the pricing behaviour.
“Cost structures depend on type
and size of ships, fuel consumption,
equipment inventory, individual trade
strengths/weaknesses and ports of
call. There are a lot of variable costs
associated with pricing.”
Hamburg Sud has a compliance
officer to ensure local obligations are
met. According to chief executive
Simon Edwards, shipping between
New Zealand and Europe is very
competitive.
“We have to work hard to keep up
cargo levels both refrigerated and
dry. Conferences were banned years
ago; we’re not allowed to talk to each
other.”
Cosco New Zealand general
manager Mark Scott also refutes any
suggestion of price-fixing.
“Exporters can see that there
is clear competition within lines
involved in New Zealand trades, both
in service options and rates.”
Julian Bevis, head of Maersk New
Zealand and chair of the International
Container Lines Committee (ICLC) of
Shipping New Zealand, representing
50 lines and agencies, says pricing
should be determined by the market
transport services.
“We are required to look at
international comparisons with
regulatory regimes; how the Shipping
Act takes a different approach to
competition than acts such as the
Commerce Act,” says commission
chair Murray Sherwin.
An issues document was intended
to be available in June to kick off the
formal submission and consultation
process.
The New Zealand Shippers Council
of large export organisations is
happy to take the credit for being the
32 EXPORTER
Murray Sherwin Commission Chair
Greg Steed, New Zealand Shippers Council Chairman
“we are dealing with large overseas companies
that might not have New Zealand’s best interests at heart and we need a fair
playing field.”
Simon Edwards Chief Executive Hamburg Sud
as a whole, not the lines alone.
He is adamant the market works
effectively.
Large lines do talk — but to discuss
space and tonnage to facilitate vessel
sharing agreements (VSAs), which
are not commercial agreements but
operational ones.
Bevis says exporters and importers
can feel well protected by the
Shipping Act and market forces.
“If we were colluding, would we
have lost the amount we did in 2009
(and 2010), though it’s true we have
come back [into profit] — in the
first quarter of 2011 at least, but not
the second.”
Nonetheless, he thinks it is
constructive to have an inquiry.
“It’s a collective issue for many
stakeholders: the Ministry of
Agriculture and Forestry, Customs,
ports, the lines, road, rail and local
regulations all contribute to these
issues.”
Three lines announced in as
many days in May new ports of call
and increased container capacity,
available from June (MSC), July (PIL)
and August (Maersk).
The companies say the timing
was based on normal commercial
practices: an upturn in demand, and
the arrival of the off-peak season in
which to ease the services in.
Chris Innes, of New Zealand
Shipping Services, which provides
ship provedoring services and freight
forwarding, says he has not seen any
evidence of price fixing.
“We get quotations for all airlines
and there’s always variations – the
same for ships. There’s plenty of price
variety because of differing styles of
service and timeframes. Market forces
determine prices.”
Mainfreight logistics and transport
group managing director Don Braid
says the inquiry is tinkering around the
edges, looking to fix something that
ain’t broke.
He says collusion doesn’t exist to
his knowledge. “It’s a very competitive
sector.”
Shipping lines have long had the
finger pointed at them for price-fixing
and collusion, but these days it’s a
true commercial environment, says
Chartered Institute of Logistics and
Transport executive director Brian
Stocking.
He says tariffs are competitive and,
in fact, New Zealand is over-serviced,
with lines having to constantly change
ship size, ports of call and take every
short-cut they can to keep prices
down. They also rely on the value of
the round trip, not just exporters, to
make a trade worthwhile.
“But any respectable line would
keep its nose clean.”
sMAll eXPORTeRs’ POWeR
Complaints are common during the peak
January to June meat, dairy and wool
exporting season that there isn’t enough
cargo capacity, and that big exporters
get all the attention, Stocking says
Smaller exporters who feel neglected
should tell unco-operative lines
where to go, because there is plenty
of choice.
While exporters of Fonterra’s scale
might more easily call the shots,
New Zealand is a nation of small
exporters and a line would be silly
to ignore them.
Bevis says even small traders can
play the lines off against each other.
“Small exporters using sensible and
intelligent procurement practices
can influence the way the market
behaves — it depends how much
effort you put in.
Maryhasreportednewsfor20yearsincludingassolewriterandeditorofBusinesstoBusinessmonthlynewspaperinAuckland,NZ,forsixyears.Nowshecombinesfreelancejournalismwithpart-timewritingatabusinessassociationinAuckland.
MARY MacKINVEN / wrITer
“But they can only push the price
down so far. And small exporters who
are successful become big exporters,
who of course have more influence.”
Cosco’s Scott recommends smaller
exporters negotiate a fair and
mutually beneficial arrangement, and
make sure the use all allocated space
to ensure minimal waste of carriers’
resources. “Develop a flexible
relationship with carriers to ensure
when things don’t go to plan there
are options.”
Small companies should consider
a boutique freight forwarder that
takes time to see what they need
and tailors a service, says Innes.
“Our specialty is to take a group of
small companies, say 10, and put
them together effectively as a large
company, using joint buying power
to get better rates on all styles of
freight.” [ENd]
EXPORTER 33
Shipping lines have long had the finger pointed at them for price-fixing and collusion, but these days
it’s a true commercial environment, says Chartered
Institute of Logistics and Transport executive director
Brian Stocking.
Julian Bevis, Maersk New Zealand Managing Director
“Traders can use their influence to secure rates and
play the lines off against each other. Small exporters
using sensible and intelligent procurement practices can
influence the way the market behaves – it depends how
much effort you put in.”
Don Braid, Mainfreight logistics and transport Group Managing Director
34 EXPORTER
> NewZealandisnowonthe
globalreinsuranceradarand
insurancecostswillgoup.
> Thedestructioninchristchurch
hasbroughthometomanythe
needtobemorevigilantabout
managingrisk.
> Themostcommonfailingin
insuranceportfoliosisalack
ofunderstandingofbusiness
interruptioncover.
> Underinsuranceofassetsis
common.
> Thecostofpreparingabusiness
fortheworstisdaunting,butthe
costofnotdoingsoissomething
nobusinesscanafford.
TakEaWayS TkEy
The Canterbury quakes have given business owners a rude wake-up call about the need for insurance cover that will not only get them back up on their feet but have them running again at full pace. [By Val Leveson]
The true cost of reconstructing your business
> I N S U R A N C E
Businesses everywhere
have been jolted by the
Canterbury earthquakes,
with some owners
realising the inadequacy
of their insurance cover. The message
from insurance advisers is that it’s
crucial to know your policies’ fine
print and be confident you have
enough cover to ride out any period
of disruption.
Kevin Allen, who heads business
dvelopment and sales at Rothbury
Insurance Brokers in Auckland, says:
“Who would have thought that the
severe tremor on September 4 last
year, followed by two significant
quakes — more particularly the
February 22 event — had catapulted
New Zealand into the top 10 insured
losses in the history of man.
“Many natural disasters occur
around the world, but not in areas
of a high concentration of insurance
coverage like New Zealand.”
Allen says the global insurance
premium pool is around $4270 billion,
of which New Zealand contributes
$3.5 billion (less than a 10th of a
per cent of the total). About 15%
of premiums collected in New
Zealand are used to buy catastrophe
reinsurance protection.
Allen says the Earthquake
Commission some years ago stopped
providing protection for commercial
property as the risk profile was too
great not only for the commission’s
insurers but for the government’s
balance sheet.
He says businesses are now left to
arrange their own asset and loss of
ValisanAuckland-landbasedsub-editorandfreelancewriterwhocoverscareerissues,technologyandbusinesstrends.ShehasworkedattheNorthernAdvocateinWhangarei,theManawatuEveningStandardinPalmerstonNorthandTheNewZealandHeraldinAuckland.
VAL LEVESON / wrITer
EXPORTER 35
revenue cover against natural disaster.
Following the Canterbury and
Japan quakes and Queensland floods,
insurance premiums are set to rise.
“New Zealand is now very much on
the global reinsurance radar. It’s going
to cost more to buy the levels of
protection that insurance companies
need, and that will be passed on to
policy-holders.”
you because your competitors can
supply alternatives? Are your sums
insured relevant not just now but in
three, six or 12 months’ time when a
loss occurs?”
Robb says in Christchurch
payments are now coming through,
but most go back to claims made
after the the initial quake last
September. Loss adjustors are in
short supply, as are engineers.
“There is still a cordon in the central
city. Repairs and rebuilds are going
to take a very long time, not just due
to delays in having claims assessed,
but also because of the time it takes
to issue building permits and then to
find builders to do the work.
“Buildings are not going to be
rebuilt in 12 months, being the most
common indemnity period. What
happens after that? Some insurers are
handing out emergency payments,
but for how long will they do this?”
Business interruption policies relate
to physical loss or damage to the
insured’s own property and the
premises they occupy. Armstrong
says such policies can include a
variety of cover extensions and
variations. Calculations of financial
loss take into account trends before
and after a claim.
Because of the complexity,
insurance brokers are best placed to
help interpret what a policy covers
and to explain how claim payments
have been calculated, Armstrong says.
THe ReAl RisksThe Christchurch destruction has
brought home to many the need to
be more vigilant about managing risk.
“The earthquake in Christchurch
has shown the perils and
endangerment to business that
occurs by not having the right
insurance cover, or underinsuring,
with the sole purpose of premium
saving,” says Apex Insurance’s
Mark Robb.
He says where many insurance
portfolios fall short is in a lack of
business interruption cover. “This
lack leads to sums insured that are
irrelevant, not taking into account the
trends of the business and the real
costs following a claim, or [they have]
indemnity periods that don’t reflect
the time it takes to recover from the
major loss of not just an earthquake
but fire as well.
“You may be able to get productive
again in a month or two and set
up from temporary premises, but
how long will it take to get business
turnover back to 100%? Does your
product need to get back on to a
supermarket shelf that is closing to
He says the next most common
failing is underinsurance of assets.
“If your business suffers a loss you
naturally want to get back up and
running as soon as possible. If you
don’t have enough money to do so
because you have insured for book
value, then you need to raise finance,
pay extra interest and financing costs
and your investment value has been
strongly diminished.”
RePlACeMeNT vAlue
Robb says it’s best to always insure for
replacement value.
“It is not worth saving a few
premium dollars to end up with your
investment, your legacy, being eroded.”
NZI executive general manager Karl
Armstrong says commercial property
under-insurance continues to be a
problem.
It was a feature of the December
2007 earthquake in Gisborne, and is
rearing its head again in Canterbury.
“Property valuations should be
regularly reviewed to reflect building
costs and businesses should ensure
they have appropriate business
interruption cover,” he says.
Business owners should also be
looking at the resilience of their
computer systems. Businesses
in Christchurch that had off-site
backups were much more nimble in
responding to the crisis than those
that did not.
The same risk assessment should
be applied to supply contracts
and banking arrangements, says
Armstrong.
He says the cost of preparing a
business for the worst is daunting,
but the cost of not doing so is
something no business can afford.
The losses businesses suffer come
back in the end to how they assess
their risks and the insurance cover
they have. [ENd]
Mark Robb, Apex Insurance
“You may be able to get productive again in a month or two and set up from temporary premises, but how long will it take to get business
turnover back to 100%? Does your product need to get back on to a supermarket shelf that is closing to you because your competitors can supply alternatives? Are your sums insured relevant not just now but
in three, six or 12 months’ time when a loss occurs?”
Kevin Allen, head of business development and sales,
Rothbury Insurance Brokers
“New Zealand is now very much on the global reinsurance
radar. It’s going to cost more to buy the levels of protection that insurance companies need and that will be passed on to policy-
holders.”
Karl ArmstrongNZI Executive General Manager
> Efficiencygainsaremakingdomesticoutsourcingincreasinglypopular.
> Bothprojectandoperationalworkareoutsourcingcandidates.
> Tipsforgoodoutsourcingincludeprovidingdetailedandaccurate
specificationsofneeds;definingexpectationswell;runningatest(where
possible)beforeoutsourcing;andsettingupareviewandevaluation
processateverystageoftheproject.
> developastrongworkingrelationshipwiththeoutsourcingcompany.
> don’tassumeanything—checkeverydetail.
TakEaWayS TkEy
Outsourcing can help lift competitive advantage. The key to making it work is having well defined expectations and a set of proper performance measures. [By Sangeeta Anand]
Managing
outsourcing
Although the economic
climate continues to be
difficult for exporters,
it is a spur to reviewing
costs. Outsourcing is
one way savings might be made.
For many New Zealand exporters,
outsourcing is a strategic choice driven
by the core value chain, not merely
economic and operational objectives.
That is so for Fonterra. A review of
recruitment at the country’s biggest
exporter found that, as a global
36 EXPORTER
> CO ST M A N AG E M E N T
We’ll help take your business to the world.
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If you have overseas customers, then we’ve got the tools you need to deliver products to 220 markets around
the world. We’re a Kiwi company like you, so we understand all the ins and outs of operating a business
here. That’s why we offer helpful solutions for sending practically anything anywhere, from one letter to a
whole container load. Backed up by our in-depth customs knowledge. Call 0800 501 501 to speak to one of
our exporting specialists or visit www.nzpost.co.nz/export
BSM 0003 BusMarkets_Trd&Expt-3 1 22/12/10 12:42:30 PM
operator, it could make big quality and
consistency gains by centralising the
function. The $16 billion dairy exporter
chose FutureStep, a Los Angeles-based
company, for its recruitment process
outsourcing (RPO).
The decision to centralise came first,
then the decision to outsource, says
Katrina Ritchie, group manager project
and planning for the dairy company,
which accounts for a quarter of New
Zealand’s total export earnings.
“We chose to centralise recruitment
for cost-efficiency reasons as well as
to improve our risk management, by
ensuring our recruiting processes are
delivered to consistent standards.”
shipment it looked the same to me. But
when it was stitched to the caps we
found it didn’t have as much stretch.
“I assumed the company would
have used the same elastic as the first
batch but the machinist had used one
with different tension. It highlights the
importance of receiving samples before
SangeetaAnand,isaninternationalwriterspecialisinginbusiness,supply-chainandtechnology.ShehaswrittenforseveralpublicationsinNewZealandandoverseas.
SANGEETA ANAND / wrITer
GlOBAl iNfRAsTRuCTuRe,
lOCAl feelFonterra has 15,600 employees and its
success depends largely on the quality
of its people. To build a strong team,
Fonterra relies on skilled recruiters.
It made sense to outsource
recruitment to a company with global
infrastructure and the expertise to
compete successfully for talent.
“Our service provider has attracted
quality recruiters into its business,
with the result that we have improved
processes and innovation around
building candidate pools, and have
been able to devote more resources to
forward planning,” says Ritchie.
The fact that FutureStep has a
local office helps. “This is a domestic,
rather than international, outsourcing
arrangement, with the New Zealand arm
of FutureStep providing the services
from an Auckland base adjacent to
Fonterra’s head office.”
OffsHOReNot all outsourcing is domestic, with
many exporters looking offshore for
service providers. When Gail McJorrow,
creator of Wondercap, evaluated options
to manufacture her innovative product,
China was an obvious choice.
The main benefit of producing in
China is the cost effectiveness, says
McJorrow who invented the cap as an
inexpensive home hair-care treatment.
Producing in China offered scalability.
“This is very important when you have a
product you are pitching globally,” says
McJorrow. She also found her Chinese
partners reliable. “They are true to their
word; if they say the product will be
ready in 55 days, it will be.”
However, exporters should do their
homework, visiting service providers’
facilities. “I was advised to go there,
but family commitments wouldn’t allow
it,” says McJorrow, who hired Silk Road
International (SRI) to be her eyes and
ears in China.
SRI, a US-owned procurement agency
based in China, helps companies find
suitable manufacturing facilities and
co-ordinate production.
SRI visited the factory three times
throughout production. “It is especially
important it visit at the start so any
problems can be sorted. A final report
together with photos was emailed to
me with [details about] the number
of rejects, and the shipment was
approved for me to make payment,”
says McJorrow.
While working with an outsourcing
partner, especially in another country,
it is important to develop rapport. “I
gained trust in the company. It is very
important to develop a good working
relationship with the person in charge of
your account.
“But be aware that the person you are
dealing with one year will probably not
be there the next, as they move around in
the organisation or, as many are women,
they leave to have a family.”
It’s also important to allow for
contingencies. “I have an elastic band
around the Wondercap and when I
ordered the elastic for the second
production and not assuming anything.”
Apart from manufacturing and HR,
the other two commonly outsourced
functions are finance and IT. Even large
companies with sizable operations, like
Origin Energy, can find themselves with
an IT skills gap. “We are small in terms of
IT, though we are still a large company,”
says David Hancock, IT solutions and
products group manager at Origin,
which employs 4400 staff in New
Zealand, Australia and the Pacific.
“We look to partners like Oracle,
with the scale and expertise to help us
connect the entire picture together,”
Hancock says in an interview on the
Oracle website. “We can go to pretty
much any business unit in Origin and
find an Oracle solution that can meet
that need.”
When Origin wanted to put in place
a CRM, it approached Oracle. The
company had a specific and immediate
business need, but Origin could not have
provided the solution within the four to
six weeks available.
“(We) went to Oracle and CRM On
Demand was chosen to allow us to set
up our employees as customers, and
have our people and culture department
answer phone calls to deal with queries
from employees.” By outsourcing its
immediate need, Origin was able to buy
time for strategic thinking.
“It’s really a good example of being
able to provide a solution quickly, (and)
meet a need, while we were thinking
about the longer-term picture with
respect to our people and culture
systems.” [ENd]
38 EXPORTER
Gail McJorrow, Creator of Wondercap
“while working with an outsourcing partner, especially
in another country, it is important to develop rapport.”
A review of Fonterra recruitment found that, as a global operator, it could make big quality and consistency gains by centralising
the function. The $16 billion dairy exporter chose FutureStep, a Los Angeles-based company, for its recruitment process outsourcing (rPO).
Luxurious Pampering,Wondercap
David Hancock, IT solutions and Product Group Manager, Origin
We’ll help take your business to the world.
BSM 0003
If you have overseas customers, then we’ve got the tools you need to deliver products to 220 markets around
the world. We’re a Kiwi company like you, so we understand all the ins and outs of operating a business
here. That’s why we offer helpful solutions for sending practically anything anywhere, from one letter to a
whole container load. Backed up by our in-depth customs knowledge. Call 0800 501 501 to speak to one of
our exporting specialists or visit www.nzpost.co.nz/export
BSM 0003 BusMarkets_Trd&Expt-3 1 22/12/10 12:42:30 PM
40 EXPORTER
> T E C H N O LO GY
Businesses everywhere
have been jolted by the
Canterbury earthquakes,
with some owners realising
the inadequacy of their
insurance cover. The message from
insurance advisers is that it’s crucial to
know your policies’ fine print and be
confident you have enough cover to
ride out any period of disruption.
Whoever first uttered the words
> wi-Finetworksareconvenientandcheap.
> Theyareanaturaladjuncttowirednetworks.
> wi-Fiprojectorsandprintersarehandywirelesscomputingcompanions.
> wi-Finetworksareinherentlylesssecureandslowerthanwirednetworks.
> Basicsecuritystepscanovercomewi-Fi’svulnerability.
TakEaWayS TkEy
wires or no wires? Companies looking for the best way to connect staff to their computer network and the internet need to weigh up cost, speed and security before deciding whether to go wireless, wired, or both. [By Anthony Doesburg]
Office
without wires
EXPORTER 41
“Look Ma, no wires” has radio pioneer
Guglielmo Marconi to thank.
The same radio waves the Italian
wireless telegraph inventor exploited
a century ago make possible today’s
Wi-Fi networks, which have found their
way into most offices and many homes.
In the decade since Wi-Fi began
being used for data networking, it has
developed into a useful add-on for
wired networks in big organisations,
and a cheap and easy networking
answer for small outfits.
Tony Krzyzewski, head of Auckland
networking and security company Kaon
Technologies, says wired and wireless
networks are complementary.
“Both have their place inside a
business and each has a different
function. The key benefit of wired
networks is speed and the downside is
the need for, and cost, of cabling.
“The advantage of Wi-Fi is that it is
easily connected to, it supports lots
of newer-type devices — it’s a mobile-
enabler — but it does have quite severe
security implications if you don’t install
it correctly.”
seveRAl CONsiDeRATiONs
Security is just one of the issues
to weigh up when installing a data
network. If your organisation occupies
AnthonyDoesburgisanAuckland-basedfreelancejournalistwhospecialisesintechnology.
ANTHONY DOESBURG / wrITer
Tony Krzyzewski, Head of Auckland networking and security company Kaon Technologies
“Both [wired and wi-Fi] have their place inside a business
and each has a different function. The key benefit of
wired networks is speed and the downside is the need for,
and cost, of cabling.”
We’ll help take your business to the world
BSM 0003
If you do business overseas, then you’ll appreciate being able to reach the furthest corners of the globe quickly and
efficiently. We can help you access 220 destinations worldwide and offer free pick-up and packaging on items sent
via international courier, as well as easy online lodgement through RedClickTM. You can send practically anything
anywhere – without variable fuel surcharges or rural delivery fees. Call 0800 501 501 to speak to our export team or
visit www.nzpost.co.nz/export
BSM 0003 IntMarkets-Warehouse-A4-2 2 15/3/11 1:59:53 PM
42 EXPORTER
a heritage building, for instance, you’ll
face challenges installing both wired
and Wi-Fi networks.
Solid walls are hard for cable
installers to penetrate, but also do
a good job of blocking Wi-Fi’s radio
signals. In such a setting, the two
networking types together can get
around the installation difficulties.
“The newer Wi-Fi standard [IEEE
802.11n] does mean signals do
traverse walls better, but quite a few
people find they have issues within
older buildings,” Krzyzewski says.
And where wireless reception is
weak, network speed is slow.
The answer, says Nathan Hall,
network engineer at Hamilton-based
B2B Solutions Group, is to draw up
a coverage map, using a wireless
device to measure signal strength in
different parts of the building.
“If you map it properly you can
position your wireless access points
to give you full coverage of the
building, and that way you do get
good speeds.”
Cost is another consideration in
choosing network type. A 24-port
wired network switch costs about
$600, but the cabling to connect
the two-dozen computers and other
devices it can handle will cost about
10 times that amount, Krzyzewski
says.
In contrast, two wireless access
points, sufficient for about the same
number of devices, will set you back
less than $400.
sPeeD killsOn the basis of cost, the temptation
might be to go totally wireless. But
that misses out on wired networks’
inherent benefits, one of which is
speed.
The 802.11n standard of today’s Wi-Fi
networks is capable of transmitting
data at hundreds of megabits a second
(Mbit/s). On paper, that doesn’t appear
significantly slower than the thousand
megabits — or 1 gigabit — a second of
a standard wired network.
But the difference is each computer
in a wired network gets the benefit of
that 1Gbit/s speed, whereas 10 Wi-Fi
devices connecting to a 480Mbit/s
wireless access point are sharing the
available bandwidth, so might have as
little as 48Mbit/s to themselves.
That is still a respectable speed,
remembering that a typical residential
internet connection is less than
10Mbit/s. But it could become a
bottleneck during busy times, such
as when organisations process their
monthly accounts, Hall says.
numerous Wi-Fi networks spilling into
the open, a startling number of which
identify their owner’s name, and are
free for anyone to access.
“It still surprises me how many
people put in a wireless access point
and just leave it open,” Hall says,
inviting severe consequences.
“I was reading recently about
someone in Australia who woke to the
equivalent of the CIA busting down
his door and taking all his equipment.
It turned out his neighbour had been
downloading questionable material
over his connection.
“If you have a gun, you buy a gun
cabinet and lock it away safely. So why
wouldn’t you turn on the security on a
wireless access point?”
There’s no excuse from a complexity
point of view, Krzyzewski says. The
starting point is turning on Wi-Fi’s
built-in WPA2 encryption, which
requires users to enter the network
name and a shared password to
establish a connection. WPA2
scrambles all traffic between devices
and the wireless access point.
“The next step we recommend is
change the SSID, the network’s unique
identifier, from the standard name that
comes with the access point.”
But don’t follow the example of
many people and give the network
a name that anyone who stumbles
across can identify with you or your
business.
To make the network doubly secure,
Krzyzewski says, use MAC address
lock-out, which means only devices
whose unique MAC address have been
programmed into the access point are
able to connect.
“The secret is not doing a bit of the
security, but doing it all. If you do all of
the steps, then you’re going to make it
very difficult to break into.”
Then, Krzyzewski says, a Wi-Fi
network is “a very good adjunct” to a
wired network, especially for users of
portable devices
“Bringing the likes of an iPad or
Android tablet into an organisation,
and having that instantly connecting
to the organisation’s network when
you walk into the building, is a very
useful function.” [ENd]
He emphasises the need to have
enough access points to ensure
bandwidth isn’t divided among so
many users that performance is slow.
“Generally it’s databases that cause
problems because when people are
accessing them there is a lot of data
travelling too and fro — from the
server to the client and back again
repeatedly.”
feeliNG iNseCuRe
Speed is one advantage of wired
networks and security is another. As
Marconi was the first to demonstrate,
radio waves travel as far as a
transmitter will send them, so don’t
stop at the walls of your office.
“You have to be a bit careful with
wireless because you’re broadcasting
yourself out into the public arena,”
Hall says.
Just how public is easy to see if
you take a wireless-capable laptop
for a drive through a suburban street
or commercial district. So-called
“wardriving” will reveal signals from
On the basis of cost, the temptation might be to go totally
wireless. But that misses out on wired networks’ inherent
benefits, one of which is speed.
We’ll help take your business to the world
BSM 0003
If you do business overseas, then you’ll appreciate being able to reach the furthest corners of the globe quickly and
efficiently. We can help you access 220 destinations worldwide and offer free pick-up and packaging on items sent
via international courier, as well as easy online lodgement through RedClickTM. You can send practically anything
anywhere – without variable fuel surcharges or rural delivery fees. Call 0800 501 501 to speak to our export team or
visit www.nzpost.co.nz/export
BSM 0003 IntMarkets-Warehouse-A4-2 2 15/3/11 1:59:53 PM
44 EXPORTER
> NZTcownershiprecently
changedhands.
> NZTcisbeingrepositionedinto
abusinesshubforinternational
traders.
> NZTcmodelislookingtogo
global.
> ExporterscanusetheNZTc’s
expertisetoreachchinainan
efficientmanner.
TakEaWayS TkEy
Tapping into the Chinese market presents challenges to the small exporter. The Shanghai Trade Centre is able to help exporters test the market for their products in a low-cost and low-risk manner. [By Yoke Har Lee]
The New Zealand Trade
Centre (NZTC) is getting
bolder, tougher and more
international. Owner Alister
Gates and new business
partner Wendy Mo are gearing up to
help smaller exporters reach China and
the rest of the world.
Housed in Auckland’s Albert St, a
block from the Queen St heart of the
city, the NZTC plans a spruce-up for
the Rugby World Cup that will result in
more space and greater accessibility
for visitors.
> E X P O R T M A N AG E M E N T
The centre for showcasing New
Zealand export products will be
transformed into a meeting place and
venue for doing business.
There have been two recent strategic
developments at NZTC. Gates, who
bought the business from previous
owners Mike Taillie and Travis Field, has
recruited business partner Wendy Mo.
Mo, who exports to China, has been
in New Zealand for nearly a decade.
She is NZTC’s Asia business director.
“We are looking to help smaller
New Zealand businesses get to
ShanghaiPassage to
YokeHarwasformerlyaseniorReuterscorrespondent,aBusinessHeraldwriter,andpersonalfinanceeditorforaregionalmediacompany.MostrecentlyshemanagedinternetandintranetcontentforaglobalUSconsultancy.
YOKE HAR LEE / wrITer
46 EXPORTER
the international stage — China, in
particular, and hopefully the rest of the
world,” Mo says.
NZTC is also hoping to help small
and medium-sized enterprises (SMEs)
that are below the radar of New
Zealand Trade & Enterprise.
sHANGHAi sHOWROOM
NZTC has signed a memorandum of
understanding with Emborio Supply
Chain Management, a Shanghai-based
company, that will pave the way for
smaller companies to showcase their
products in Shanghai.
It will be a cost-efficient and low-risk
place orders directly with Emborio in
the local currency.
“Emborio will then place a back-to-
back order with the NZTC member
company and manage the entire
international supply chain on a door-
to-door basis from the New Zealand
exporter to Chinese customer.
“All local currency net sales proceeds
will be collected by Emborio on behalf,
changed into New Zealand dollars
and remitted to the exporter’s bank
account,” Heads says.
Emborio can also help NZTC member
companies with their China marketing
efforts by listing their products on
Chinese-language trade websites,
he adds.
Emborio has an office in Shanghai
with 20 employees and has been
providing China import and distribution
services for almost 10 years. Heads,
who does not need a translator to
conduct business in China, went to
study there, and stayed.
NZTC’s Gates says the arrangement
will ease the way for smaller exporters
wanting a presence in China. “This
end-to-end solution makes it very easy
to get into the country until such time
as the exporter feels more secure and
can do it himself.”
NZTC is hoping to do the same in
Korea, with Gates and Mo having held
exploratory talks.
Mo is passionate about helping
smaller exporters, saying her own
experience has uncovered a gap in the
market. “We have asked New Zealand
Trade & Enterprise for help before, and
have been told we are too small.”
way to explore China, says Colin Heads,
Emborio’s managing director, an
otherwise challenging undertaking.
“The arrangement allows NZTC
member companies to display their
products at Emborio’s Shanghai
showroom, where potential Chinese
customers can come, see the product
and even make a cash purchase in their
local currency if they so desire.”
TesTiNG CHiNA
Heads says larger Chinese customers
that might want to buy bigger volumes
or be assured of regular supplies can
She exports wine on behalf of a
number of wineries, including organic
vineyard Turanga Creek. She also
markets three Chinese labels, Golden
May, Henry Range and Clarence River,
produced in New Zealand for the China
and Hong Kong markets.
sTRuGGliNG fOR HelP
Every second day Gates says a small
export start-up will come to him having
been turned down for support by NZTE.
“These exporters are struggling to
get help.”
NZTC has novel ways of assisting.
how you can use NZTC for market research in China
Basicmarketresearchcouldbeconductedinchinaformembersandashort-formreport(twopages)producedwithrecommendationsaddressingthefollowingquestions:
• Istherearealisticmarketforthemember’sproductinchina?
• whatisthesizeofthemarket?• Aretherespecificstandardsthe
productmustmeet?• Arethereimportquotas,import
licensingrequirementsorotherrestrictionstoimporttheproductintochina?
• Istheproductpricecompetitiveaftercalculatingpackaging,shipping,marketing,salescommissions,taxesandtariffsandotherassociatedcosts?
how you can display your products in the Shanghai Trade Centre
• OnestandarddisplayattheshanghaiTradecentre
• Translationofbrochuresintochinese
• Linkwithlocalchineselanguagetradeportalstotestdemand
• MechanismforreferringalltradeleadsgeneratedbytheNZshanghaiTradecentreandchineselanguagetradeportalsbacktothemember
It has teamed up with Indy Car
racer Scott Dixon’s father Ron, who
approached NZTC about using the Indy
Car series as a venue for trade shows.
According to Gates, over a million
fans attend the 12-race series, which
Brazilian Trade and Promotion Agency
Apex-Brazil has been successfully
taking advantage of by promoting
products from that country.
NZTC used its database to market
the concept to exporters. “Of the three
or four New Zealand companies that
went on the road show at an Indy Car
race, all gained leads or orders,” Gates
says. [ENd]
Wendy Mo, Asia Business Director, New Zealand Trade Centre
“we are looking to help smaller New Zealand businesses get to the
international stage – China, in particular, and hopefully
the rest of the world.”
Colin Heads, Managing Director, Emborio Supply Chain Management
“The arrangement allows NZTC member companies to display their products at emborio’s Shanghai showroom, where potential
Chinese customers can come, see the product and even make a cash purchase in their local currency if they so desire.”
IF YOU HAVE AN INNOVATIVE PRODUCT YOU WANT TO TAKE TO THE WORLD, EMAIL EDITOR@ExPORTERMAGAZINE.CO.NZ
ExPORTER LOOKS AT INNOVATIVE NZ PRODUCTS SEEKING A WORLDWIDE AUDIENCE
glOBal STagE
48 EXPORTER
The Guinness Book of World
Records lists avocados as the
most nutritionally complete fruit
in the world — which means that
cold pressed extra virgin avocado
oil could be one of nature’s most
nutritionally complete oils. New
Zealand avocados contain the
highest levels of beta-sitosterol (the
plant sterol which has been proven
to lower cholesterol absorption) of
any avocados grown internationally.
Grove Avocado Oil has an 80%
share of the avocado oil market in
grocery in New Zealand and 100%
in grocery in Australia. Managing
Director Brian Richardson says the
company only uses New Zealand
grown avocados for production.
“Our avocado oil is 100% natural,
extra virgin, and cold pressed. Along
with high beta-sitosterol levels, it also
contains a higher percentage (72%)
of healthier mono-unsaturated fats
than olive, rice bran and canola oils.”
Avocado oil has a unique and complex
blend of lipids, phytochemicals,
vitamins (A, C, B-6, E, D) omegas, and
antioxidants. And the good fats in
avocados have been found to increase
vital nutrient absorption. Grove’s cold
pressed avocado oil is also a source of
Lutein, a compound which has been
shown to reduce the risk of prostate
cancer and age-related macular
degeneration — a leading cause of
blindness in the elderly.
It’s also been endorsed by the
Heart Foundation in New Zealand
and Australia for its high ratio of
monounsaturated fatty acids and
polyunsaturated fatty acids. All Grove
avocado oils wear the heart foundation
tick and contribute to heart health.
While this ‘super food’ contains a long
list of nutrients vital to our health
and wellbeing, it’s also an extremely
versatile oil to cook with. The unique
composition of avocado oil makes it
suitable for high temperature cooking.
With the highest smoke point (255C)
of canola, olive and rice bran oils,
Grove avocado oil takes longer to
breakdown, making it a healthier
oil for pan-frying, stir-frying and
barbequing.
Avocado oil is also a healthier
alternative to regular salad dressings,
as the good fats in the oil help
the body to absorb beneficial
carotenoids found in fruit and
vegetables.
The rich, smooth, sumptuous
green nectar is light in consistency
with a mild nutty taste that enhances
the natural flavour of foods, rather
than overpowering them.
Avocado Oil Grove
More farmers report that the move
away from chemicals towards
sustainable farming has improved
their lifestyle, production figures
and profit returns. Agrissentials NZ
Ltd has developed special blends
of fertilisers into programmes
specifically formulated to suit
your property’s soil type and your
individual production requirements.
Salt-based chemical fertilisers are
junk food for grass! Have you ever
noticed how many advertisements
in the farming media promote either
chemical fertiliser or agri-chemical
remedies? The fact is that the
composition of one creates a market
for the other! Just as eating salted
chips or peanuts makes you thirsty,
so it is with salt-based fertilisers!
Spread Super or DAP or Urea and
the salts in them cause the plants to
suck up water.
Agrissentials NZ Ltd is New
Zealand’s foremost manufacturer of
BioGro-certified natural fertilisers
and soil fertility-enhancing products
and programmes, for sustainable
and optimum production and
profit. Agrissentials has developed
fertilisers that are increasing the
mineral content, biological life and
depth of the topsoil, ensuring both
production and sustainability. Other
chemical-based fertilisers force feed
the plant unnaturally and destroy and
contaminate the soil, offering short-
term growth and long-term damage.
Agrissentials Company are pioneers
of sustainable chemical-free agriculture,
and have built a substantial business
by selling high-value pulverised basalt
fertilising agent that builds up topsoil.
After over 17 years, the company has
a staff of 20, ten depots across the
country and is looking to expand in
the South Island, Australia, Singapore
and further afield.
Agrissentials
EXPORTER 49
excellence as it does in the company’s
product quality and craftsmanship. The
company was the overall winner of the
Hawkes Bay Business of the year
awards in 2001 and winners of the
Exporter of the Year award in 2010.
George Wood started making
mallets in 1982 from the family
homestead just outside Otane.
His brand has been exported to
over 50 countries and is revered
for its craftsmanship, quality and
innovation. Wood Mallets’ croquet
mallets are the UK and US Croquet
Associations’ biggest selling mallets.
The small but passionate
team of craftsmen specialise in
manufacturing polo mallets and
croquet equipment. They’re world
leaders in the development of both
polo and croquet mallets and an
ongoing research and development
programme is a major factor in
their success. Raw materials and
components are sourced from
around the globe.
A large proportion of orders
are taken from their website
woodmallets.com and worldwide
deliveries are made by FedEx
within a few days. About 85% of the
company’s sales are exported.
Wood Mallets take as much pride
in its customer service and business
NZ malt for Vietnam Fish products for Japan NZ wine for India
NZ dairy food & beverage for Indonesia
Visitor looking New Zealand malt producer to supply beer factory in Vietnam. Currently trading in chemicals, raw material, tools and equipment mainly to supply brewery industry.
Japanese visitor looking for NZ manufacturer in fish meal and fish oil products. Distributor in fish and cattle feeding industry.
Swedish visitor looking for New Zealand wine to import for high class society in India. Currently imports leather products to Nordic countries from India. His clients are retailers.
Visitor comes from Indonesia and is looking for dairy food and drink, hard wheat and fructose corn sugar to export to Indonesia. His clients are food and drink manufacturers of cookies, wafer biscuits, instant noodle and syrup.
Skin care for australia NZ timber for India NZ health products for macau NZ products for Japan
Australian visitor looking for beauty and skin care products to market to distributors and end users. Has marketing company in Australia.
India visitor looking for high grade sawn timber and timber products to export to India. Is particularly interested in sourcing NZ Pine wood.
Hong Kong visitor who is currently a distributor of Health supplements from Australia and New Zealand is looking for more NZ Health products to supply Macau.
Indonesia visitor looking for frozen seafood, animal feed, and fertilizer. Clients are manufacturers, wholesalers, and retailers. Already imports from Australia, Indonesia, Singapore, Malaysia, Thailand, Vietnam, Myanmer, China (Mainland, Taiwan & Hongkong), United States, Brazil, Mexico, Iceland, France, Italia, and Great Britain.
Wood Mallets
Visitor to trade centre – Leads
Below are some of the opportunities from recent visitors to the New Zealand Trade Centre. All these opportunities are available at no charge to New Zealand Trade Centre Export Success and Export Lead Members. Export Lead Membership is just $239.40 p.a. Join as a member at http://newzealandtradecentre.com/join-now/
www.nzexporter.co.nz All $200+GsT each or free to Trade Centre exhibitors
EXpORT OppORTUNITIES
This visitor is involved in the restaurant industry in Kuala Lumpur, Malaysia. He is looking for New Zealand wine, fruit juices, avocado oil and berries.
MALAYSIANew Zealand wine, juices, avocado oil & berries for Malaysia
This visitor is an established, well regarded business looking to import New Zealand milk powder and dairy products such as cream cheese to Saudi Arabia, where they currently operate 101 stores ranging from supermarkets to wholesale outlets.
SAUDI ARABIANew Zealand milk powder & dairy products for Saudi Arabia
This visitor would like to try to import New Zealand meat and meat products to Russia, Belarus and Kazakhstan.
RUSSIA & KAZAKHSTANNew Zealand meat & meat products for Russia & Kazakhstan
Malaysian importer and exporter of health, electronics, and other consumer goods wants to export NZ Honey.
MALAYSIAHoney for Malaysia
Visitor came in today looking for Sheep & Deer placenta products to export to Malaysia. Their clients are retailers. Currently importing products from other countries.
MALAYSIADeer & Sheep Placenta health products for Malaysia
A Malaysia visitor came into our centre requesting Active Manuka Honey(UMF), Wine, Placenta and CoQ10 products to export to Malaysia and other countries.
He currently exports Honey to Malaysia and deals with distributors.
MALAYSIAHoney, Wine, Placenta & CoQ10 products for Malaysia
This visitor is currently importing products for the Chinese pulp and paper industry and is now looking for some NZ pine wood chips to supply a paper mill in China.
CHINANew Zealand wood required for China pulp & paper business
This visitor as been in the importing/exporting business for the past 20 years and is now looking to import NZ wine, beer and log wood into India.
INDIANew Zealand Wine, Beer & Wood for India
For more information or a personal introduction, please email, alister@newzealandtradecentre.co.nz or call (09) 281 4030
MIDDLE EASTHigh quality New Zealand food products for the Middle East
This visitor is currently involved in the supermarket trade and is looking to start up a new business in China dealing with baby products and baby formula. He is searching for brands that are not currently in the Chinese market.
CHINANew Zealand baby products and formula for China
This visitor is currently importing food products into Bahrain from Australia, South Africa and America to supply supermarket chains and restaurants. They are now seeking New Zealand suppliers who have high quality products including meat, seafood and diary products and are keen to develop the Middle East market.
50 EXPORTER
Sri Lankan visitor looking to start an import/export business exporting NZ wine, health products, diary products and timber to Sri Lanka.
SRI LANKANew Zealand Products for Sri Lanka
Swedish visitor looking for New Zealand Wine to import for high class society in India. Currently imports leather products to Nordic countries from India. His clients are retailers.
INDIANew Zealand Wine for India
Algerian visitor looking for Beef casing for Sausage manufacturer in Algeria. Must be “Halal certified”. Is resident of NZ and looking on behalf of contact over in Algeria.
ALGERIABovine casing for Algeria
Enquiry through our website. Visitor comes from Indonesia and is looking for dairy food and drink. As well as hard wheat, and fructose corn sugar to export to Indonesia. His clients are food and drink manufacturers such as cookies, wafer biscuits, instant noodle, syrup etc.
INDONESIANew Zealand dairy food & beverage for Indonesia
Japanese visitor looking for NZ manufacturer in Fish meal, and fish oil products. Distributor in fish and cattle feeding industry.
JAPANFish products for Japan
Visitor looking to promote NZ beer, Wine, foods, and pure Ghee. First time importing NZ products and has knowledge of India as well as contact with Importers, distributors, and retailers. Own a Film and Television production company.
INDIANew Zealand products for India
Mexican businessman looking to start importing New Zealand products ranging from health supplements, sporting equipment and building products.
MEXICONew Zealand products for Mexico
This visitor is currently involved in an International Freight Forwarding company in Jakarta. They have food & drink manufacturer clients they wish to support by importing New Zealand Dairy Products, Hard Wheat and Corn Syrup.
INDONESIANew Zealand Dairy Products for Indonesian food & drink manufactuer
This visitor is currently a distributor of canned food products, sauces, snacks and instant noodles in Indonesia. Their clients are retailers, hotels and restaurants.
INDONESIANew Zealand oats and canned foods for Indonesia
Based in South Africa this visitor is currently in the meat product manufacturing/distribution business and interested in importing NZ Halal beef & lamb. There is also the opportunity for frozen vegetables.
SOUTH AFRICANew Zealand Halal Beef & Lamb and Frozen Vegetables to South Africa
For more information or a personal introduction, please email, alister@newzealandtradecentre.co.nz or call (09) 281 4030
EXPORTER 51
Below are some of the opportunities from recent visitors to the New Zealand Trade Centre. All these opportunities are available at no charge to New Zealand Trade Centre Export Success and Export Lead Members. Export Lead Membership is just $239.40 p.a. Join as a member at http://newzealandtradecentre.com/join-now/
www.nzexporter.co.nz All $200+GsT each or free to Trade Centre exhibitors
EXpORT OppORTUNITIES
Visitor looking New Zealand malt producer to supply beer factory in Vietnam. Currently trading in chemicals, raw material, tools and equipment mainly to supply brewery industry.
VIETNAMNew Zealand Malt for Vietnam
Australian visitor looking for beauty and skin care products to market to distributors and end users. Has marketing company in Australia.
AUSTRALIASkin care for Australia
Visitor very serious about exporting NZ Wine and Beer to India. Is new to exporting and importing. Has a focus on starting up the business for marketing Wine and Beer in India for a mid to high market.
INDIANew Zealand Wine & Beer for India
India visitor looking for high grade sawn timber and timber products to export to India. Is particularly interested in sourcing NZ Pine wood.
INDIANew Zealand timber for India
Skin, baby, food, medicine, and chemical products for China.
CHINANew Zealand products for China
Japanese visitor looking to import frozen food to Asia, USA, and Europe.
ASIA, USA & EUROPEFrozen food for export
Hong Kong visitor who is currently a distributor of Health supplements from Australia and New Zealand is looking for more NZ Health products to supply Macau.
MACAUNew Zealand health products for Macau
Australian visitor wanting food products to import to Australia to supply restaurants and hospitality chains.
AUSTRALIAFood Products for Australia
For more information or a personal introduction, please email, alister@newzealandtradecentre.co.nz or call (09) 281 4030
CHINANew Zealand infant formula for China
Visitor wants to get in contact with mainly New Zealand companies who have Beef and Cheese products.
KOREA & CHINABeef & Dairy for Korea & China
This NZ based visitor is currently importing infant formula into China. They are looking for a New Zealand based infant formula manufacturer to work with. Their current clients are retailers, wholesalers and end consumers.
52 EXPORTER
Qualified attorney at law, living in New Zealand and Looking for artificial insemination business/exportation for Brazil.
BRAZILLamb & Cattle AI for Brazil
Qualif Are you interested in breaking into the South Eastern Europe market? Slovenian buyer looking to set up a business to distribute, resell, and form partnership with New Zealand Export company. ied attorney at law, living in NZ and Looking for artificial insemination business/exportation for Brazil.
SOUTH EAST EUROPELooking for New Zealand Exports for South Eastern Europe
Italian visitor looking for Manuka honey, health and medical products. Has contacts for retail, manufacturers, and end users.
ITALYManuka honey for Italy
New Zealand Mutton chops for export to China. Chinese exporter and trader whose clients are manufacturers and wholesalers. Already imports products into Thailand and China.
CHINANew Zealand Mutton for China
Request for New Zealand probiotics products for import to USA. Starting up a company once a connection is established.
USANew Zealand Probiotics for USA
Request for Milk & Honey from Oman. Food manufacturing and packing company based in Salalah.
OMANMilk powder & Honey request
New Australian visitor looking for baby milk formula to supply Chinese retailers.
CHINABaby milk formula for China
American visitor looking for Sheep skin bedding for both infants and adults. Clients are consumers, hospitals, and nursing homes.
USASheep skin for USA
For more information or a personal introduction, please email, alister@newzealandtradecentre.co.nz or call (09) 281 4030
JAPANNew Zealand products for Japan
American visitor looking for New Zealand grown hops to sell to Manufacturers, wholesalers and retail outlets.
USANew Zealand grown hops wanted
Indonesia visitor looking for frozen seafood, animal feed, and fertilizer. Clients are manufacturers, wholesalers, and retailers. Already imports from Australia, Indonesia, Singapore, Malaysia, Thailand, Vietnam, Myanmer, China (Mainland, Taiwan & Hongkong), United States, Brazil, Mexico, Iceland, France, Italia, and Great Britain.
EXPORTER 53
54 EXPORTER
EdUcATIONANdTRAINING
www.export.ac.nzNew Zealand School of Export is the only provider in New Zealand to offer the internationally accredited Diploma of International Trade. Highly practical and delivered entirely by distance learning with one-on-one personal tutoring – we work with you and your business to raise your game.Course participants have access to our unique online Export Library & Information Service (ELIS) and we offer a range of scholarships – check us out: www.export.ac.nz
scm.massey.ac.nzWe provide programmes for postgraduate levels and graduate levels. In addition we can provide consultancy and in-house programmes in Logistics and SCM.
www.getexporting.co.nzWHK provides expert and practical advice to new and existing exporters and importers. Their specialised export team add insights and value in areas ranging from market entry strategy and planning to budgeting and tax structure.
www.ema.co.nz / www.exportnz.org.nzNew Zealand’s premier exporting partnership brings you a series of targeted, contemporary, and practical export and international business courses. EMA Learning and Export New Zealand offer workshops in areas such as trade documentation, trade shows, foreign markets and international marketing, plus the Diploma of International Trade (in conjunction with the New Zealand School of Export).
www.shortcourses.ac.nz The University of Auckland Business School offers over 200 2-day practical business and management Short Courses each year to provide business and professional people from all walks of life opportunities to up-skill and re-skill. Short Courses also deliver an ever-growing number of in-house courses which are delivered specifically for an organisation, when they want and where they want, with the option to have the courses tailored specifically for that organisation. 0800 800 875.
www.LTG.co.nz LTG provides applied, distance qualifications. Prior learning/experience are recognised. LTG specialise in bridging qualifications including the CILT(UK) Certificate and Professional Diploma in Logistics & Transport.
www.theicehouse.co.nz/ownermanaged The ICEHOUSE Business Growth Centre, AucklandJoin business owners and entrepreneurs becoming globally capable with ICEHOUSE knowledge, tools and contacts.
www.nzlogistics.co.nzManukau Institute of Technology’s New Zealand Maritime School is the premier provider of logistics, shipping and freight training in New Zealand.
www.learningpost.ac.nzLearning Post – Study at Your Own Pace at Your own Home. Fit education around your work and family commitmentsContact us today for more information 0800895895.
GOVERNMENT-RELATEdsITEs
www.mfat.govt.nzMinistry of Foreign Affairs and Trade website. Trade and economic relations information.
www.nzte.govt.nzNew Zealand Trade and Enterprise (NZTE) is the Government’s national economic development agency. Our job is to lift New Zealand’s economic performance by helping businesses to grown and compete internationally.
www.maf.govt.nzMinistry of Agriculture and Forestry.
www.customs.govt.nz/exportersUseful information and advice for exporters.
www.nzeco.govt.nz /info@nzeco.govt.nzThe New Zealand Export Credit Office (NZECO) provides financial guarantee products for New Zealand exporters and banks. Our products help exporters manage risk and capitalise on trade opportunities around the globe.
NEwZEALANd/INTERNATIONALAssOcIATIONs
www.aucklandchamber.co.nzThe Auckland Chamber of Commerce encourages and supports sustainable, profitable business growth. The Chamber does this by positively influencing the environment in which businesses operate and through training, advisory services and international trade support.
www.uktradeinvest.gov.uk UKTI is able to help companies interested in setting up in the UK by introducing them to agencies and support programmes designed to assist them.
www.germantrade.co.nz/services/index.aspNZGBA: German Chamber representative office provides support services to NZ exporters for participation at German trade fairs and/or providing important contacts when setting up business in Germany.
www.cilt.co.nzTHE CHARTERED INSTITUTE OF LOGISTICS AND TRANSPORT IN NEW ZEALAND INCORPORATEDIn the 50 years since CILT NZ was formed, which now has an active membership of over 1,000 focusing on improving the quality of Transport & Logistics (Supply Chain). Members obtain industry knowledge though courses, conferences & meetings to benefit and advance our membership and Industry.
www.cbaff.org.nzThe Customs Brokers and Freight Forwarders Federation of NZ Inc is a national organisation which promotes the interests of all members; assists member companies and individuals working professionally and participating in customs broking and freight forwarding, and is affiliated with the wider transport industry. CBAFF is organised independently of Government by a management executive and initiates discussions with relevant bodies, seeking to develop an environment favourable to our members.
REcRUITMENT
www.logisticsrecruit.co.nzLogistics Recruitment are the specialist recruiter for the Import / Export / Freight sector in New Zealand. We have an extensive database of high calibre candidates that will add value to your company. Our rates are competitive and all placements are guaranteed for 90 days.
www.teamrecruitment.co.nz Team Recruitment specialise in the logistics & supply chain areas, supplying top quality people from the operational level through to project & senior management for importers, exporters, shipping, international & domestic freight forwarders. “Quality candidates quickly” – this is our purpose & our goal is to deliver this to you wrapped up in outstanding service. Having specialised in this market for 15 years, we have considerable knowledge of the people in these industries, and can add valuable people to your team as your needs arise.
cUsTOMsTARIFFANdFREIGHTcONsULTANTs
www.aironaut.co.nzAironaut Customs is a highly motivated, privately owned, independant customs broker.
wEBsITEdEsIGN
Zeald.comZeald.com is one of the fastest growing website design and e-business consulting companies in New Zealand. Our vision is to help small to medium sized companies generate amazing results online using a website and other methods of electronic marketing. Visit www.zeald.com to book your FREE Audit or Consultation
www.bka.co.nzWhen you’re talking to the world, you need a world class website. At bka interactive, that’s what we build. We help our clients connect with the world through their websites. Contact us – www.bka.co.nz
Useful Websites for Exporters
exporter is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. For more information regarding these listings please contact the listings directly.
INsURANcEBROkERs
www.tasmaninsbrokers.co.nz Marine Insurance, Liability Insurance, and other commercial insurances as required.
For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.For more information regarding these listings please contact the listings directly.
INsURANcE BROkERs
www.tasmaninsbrokers.co.nz Marine Insurance, Liability Insurance, and other commercial insurances as required.
4 ISSUES NEW ZEalaNd dElIVERy $35 4 ISSUES INTERNaTIONal dElIVERy $36
Name:...............................................................................................................................Company.Name:.......................................................................................................................................
Phone.Number:...........................................................................................................Email.address:............................................................................................................................................
Full.postal.address:.............................................................................................................................................................................................................................................................................
Creditcard.Payment:. Visa. . Mastercard. . Card.Number. . . . .I. . . . .I. . . . .I. . . . . .Expiry. . .I. . .
Cardholder.name:................................................................................ Signature:..........................................................................................................
Post this to:.Exporter Magazine, P.O. Box 7070, Wellesley Street, Auckland, New Zealand or subscribe online at.www.exportermagazine.co.nz.
SUBSCRIBE TO EXpORTER magaZINE
EXPORTER 55
TRAVELcONsULTANTs
www.chinatravel.co.nzAsia’s 1-stop travel shop China wholesaler.
www.apx.co.nz Atlantic Pacific American Express (APX) offer a comprehensive corporate travel management service to large corporates and SME’s. APX are an American Express Business Travel Partner, offering innovative business travel solutions to increase savings and control over your travel program, including reporting, online booking tools and access to AMEX global corporate hotel rates.
www.chinatravel.co.nzThe China travel specialists since 1928China’s 1-stop travel shop with hundreds of offices to provide local support and service on a 24/7 basis .Phone: 0800 CTS 888
TRAdEsERVIcEs
www.jacanna.co.nz International Logistics Company
www.tollpriority.co.nz International Express Courier Nationwide Courier Door to Door Airfreight International. Airport to Airport Airfreight International Domestic Air cargo via Pacific Blue.
www.jonesfee.comPauline Barratt of Jones Fee solicitors, specialises in maritime, admiralty and marine insurance law including: • The international carriage and sales of goods • The law relating to freight forwarders.
www.tmnz.co.nzTax Management NZ is NZ’s original tax payment intermediary dealing with most of the top 200 companies, all of the largest trading banks, and the top four chartered accountancy firms. We can help you too.
www.tabak.co.nzSelling businesses is all Tabak does, which allows it to be fully committed to their clients throughout the sales process – from bringing buyers and sellers together and to achieving to a satisfactory.satisfactory.
INsURANcE
www.chartisinsurance.co.nzAs a world leader in insurance, Chartis has been helping New Zealand exporters navigate the ever-changing landscape of risk and confidently pursue their goals since 1970. Our unrivalled global network, across 160 countries and jurisdictions, means we can respond whenever, and wherever you need us.
www.qbe.co.nzQBE Insurance has been in New Zealand for over 120 years and is a leading business insurer offering a comprehensive range of quality products to cover businesses of all sizes. Products include liability, property, marine, trade credit, contract works, motor, travel and accident & health. Talk to your insurance broker about QBE. The experts in business insurance.
is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them.
INTELLEcTUALPROPERTy
www.baldwins.comTurn ideas into profit through sound IP management. Whether you’re looking to commercialise, develop, protect or enforce your IP rights call 0800 Baldwins. Mention ‘Exporter’ when you call to receive a free consultation with our experts.
www.ajpark.comA J Park are the clear leaders in IP. They provide a full range of IP services, including trade mark, patent, and design protection, copyright advice, commercialisation and litigation.
www.everedgip.comEverEdge IP provides a comprehensive range of intellectual property related services to corporations, research institutions, individuals and investors with the objective of assisting organisations and individuals to generate and maximise the value of their intellectual property.
www.piperpat.comIf you need to protect your brand or create a brand, or if you need to know whether you can export your products freely without infringing other protected products or brands, PIPERS might well be your first stop and not your last hope.
www.jaws.co.nzJames & Wells Intellectual Property is New Zealand’s most dynamic firm of patent attorneys, trade mark specialists and intellectual property lawyers. Our clever thinking sets us apart in assisting clients to develop and grow their businesses.
MATERIALsHANdLING
www.secureaload.co.nzCargo care products to protect your exports and now the BIG Red Flexitank for bulk liquid.
www.liftrucks.co.nzLiftrucks NZ Ltd: Forklift sales and rental from 1 tonne to 50 tonnes. Petrol/LPGas, Diesel, Electric. Warehouse equipment to Container handling. Brands: Komatsu, Still, Hoist. Tel 0800 62606
FREIGHTFORwARdERs
www.tnlintl.co.nzTNL International provides seamless, door to door services to meet our customers’ individual requirements. We specialise in offering importers and exporters tailored solutions and not a one size fits all approach, often taken by our competitorsall approach, often taken by our competitors
TRAdEcREdIT
www.atradius.co.nzCompany description: Atradius provides trade credit insurance and collections services worldwide with a presence in 42 countries. Its products help protect companies from payment risks associated with selling products and services on credit.
www.redwoodcredit.co.nzSpecialist trade credit insurance (cover against the failure of a buyer to pay) Broker and consultant.
www.qbe.co.nzOur Trade Credit products help protect businesses from commercial bad debts that arise when selling your goods and services on credit terms to other businesses within New Zealand and/or overseas. Talk to your insurance broker about QBE or call QBE Trade Credit on 09 308 8578. The experts in business insurance.308 8578. The experts in business insurance.
sHIPPINGcOMPANIEs
www.swireshipping.co.nz/web/index.jspSwire Shipping is New Zealand’s leading multi-purpose liner service connecting New Zealand with Australia, Papua New Guinea, East and South East Asia, North Asia, Noumea and West Coast USA. Services provide extensive port coverage catering for break-bulk, containerised and project cargosbulk, containerised and project cargos
INdUsTRyTRAININGORGANIsATIONs(ITOs)
www.tranzqual.org.nzTranzqual is the Industry Training Organisation (ITO) responsible for setting world-class training standards for the commercial road transport and logistics industry sectors.
is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them. is not responsible for the contents or reliability of the websites listed above and does not necessarily endorse the views expressed within them.
transport and logistics industry sectors.
PORTs
www.lpc.co.nzLPC is the trade gateway to the South Island and a world-class supplier of port services. LPC offers a full array of shipping services to exporters and importers, 24 hours a day, 365 days a year.
56 EXPORTER
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nzexporter.co.nz
The websiteFor New Zealand Exporters
Independant reviews of freight, banking insurance,
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Comment & interact with buyers, other exporters
& suppliers
International Buyers looking for
New Zealand products
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Next Training Weekend: 29 to 31 Oct 2010, Auckland
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