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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)

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Thoughts on Export Success

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  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

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