1 / 18

Thoughts on Export Success

Thoughts on Export Success. Our technology delivers sustainable increases in performance to farmers around the world. Based in Auckland 500 staff (worldwide) Wide Global footprint 6 offshore subsidiaries (Australia, USA, Canada, Brazil, Argentina & Mexico)

ifama
Télécharger la présentation

Thoughts on Export Success

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Thoughts on Export Success

  2. Our technology delivers sustainable increases in performance to farmers around the world. Based in Auckland 500 staff (worldwide) Wide Global footprint 6 offshore subsidiaries (Australia, USA, Canada, Brazil, Argentina & Mexico) Long-term distribution relationships (UK, Ireland, France, Germany, Scandinavia, Japan + 90 other countries). Extensive Brand Portfolio 10 customer facing brands Tru-Test Group 2

  3. Our core customer offering • Agri-technology solutions, with a focus on dairy. • Dairy automation solutions • Milk cooling and tank solutions • Milk metering systems • Livestock Management systems • Electric and traditional fencing (& Gates)

  4. Export NZ Awards (2013) Air New Zealand Cargo Supreme Winner Westpac Exporter of the Year Award - over $25 million category NZTE NZ International Business Awards (2013) Judges’ Supreme Award for International Business ANZ Best Business Operating Internationally over $50 million Cathay Pacific NZCTA China Trade Awards (2011) HSBC Best Importer or Exporter with China Our success recognised 4

  5. Don’t exist in exporting !

  6. Success consists of going from failure to failure without loss of enthusiasmWinston Churchill

  7. 1. Get your Strategy sorted ! What is your core strategy ? • Do you have a clear competitive advantage – is it sustainable? Why are you Exporting ? • How do you know there is an offshore market for your product/service ? • Can you survive a different FX environment ? Have I got a story to tell ? • Better product/service? • Better price?

  8. 2. Which Markets ! There are possibly 100 markets globally that could use your product/service • Prioritise – top 3 (have firm criteria) • Don’t spread your efforts too thinly Distributor or your own team? • Start with partners and put your own people in when you have scale. There is no substitute for being there ! • Relationships are built through face to face contact • Create multi-level relationships • Forge independent bonds with local industry groups • Use proven interpreters.

  9. Just around the corner ?

  10. Take the Interstate freeway !

  11. Seat belts ?

  12. Identify the hazards !

  13. 4. Get the right Partner ! Establish selection criteria • Will your products make a difference to them ? • Don’t rely on NZ reflected glory – they have to want your product/service Hang in there ! • There will be speed bumps ! • Take a long term view – you will find the right partner. Be ruthless on performance ! • 10 years ago we had 10 partners in South America • Now we have 15 • Only 3 have survived !

  14. 5. Get PAID ! It’s why you are exporting ! • Choose a partner that has a reputation for paying their accounts. • Choose a partner where you make a difference to their business – they will want to pay you ! Make sure you can answer YES to all these questions ! • Is there a margin for me and my distributor ? • Can I survive a major change in FX In the last 10 years we have sold $100m of technology into South America and had $0 bad debts !

  15. Your most unhappy customers are your greatest source of learning ! Bill Gates

  16. www.tru-test.com

More Related