Few companies will start with the ideal international operation. Often the beginning is modest and existing staff may test markets on a part-time basis. Once a profitable demand looks likely, it is essential that the person responsible has the freedom to follow up and service any enquiries promptly as well as to honour all promises made. Failure to do so could be costly. An initial disaster may put international aspirations back by several years.
Overseas markets will be unforgiving of poorly prepared representatives who are unable to quote and deliver promptly, or who may not have the capacity to supply a substantial market. It might make sense to start in an overseas market of modest size that you have the ability to service well and use this as the base for further growth. In this way you can lower your initial costs and risk in the event of that market not being an instant success.
You will also be unlikely to make sales on your first visit.  Many contacts, particularly in Asia, will want to get to know you before doing business.  You should be prepared to undertake regular visits to your target market and to establish and maintain personal relationships to ensure continuing sales.    
There is a wealth of information in New Zealand. You can use your intended market as a base for discussion, research and developing your marketing plan. Other technologies such as the internet may also be useful. Any research you do at the outset will ultimately save you money and help you in your thinking and planning.
Few first-time exporters have sufficient resources and experience at the outset. If entrepreneurs were to follow all the rules, hire expert staff and plan everything to the finest detail before considering exporting, many of them would not get to first base. Large organisations have greater access to the resources, management and marketing skills needed to identify potential markets and conduct or commission research, thereby minimising their risks and maximising their chances of success.
The answer for most is somewhere between the two extremes. Try to avoid learning only through your own mistakes. For example, don’t approach an overseas market convinced that your successful local product will meet the needs of a foreign community that may well have different values, customs, religions and tastes.  Time spent researching your target market and tailoring your product to suit may make the difference between succeeding or failing. 
So what should new exporters do first? Join a business or trade organisation and take advantage of the opportunity to spend time with other members who may be experienced international traders, either in your industry sector or in markets you intend to target.   


Government Agencies
The Ministry of Foreign Affairs and Trade Policy Liaison Unit
The Ministry of Foreign Affairs and Trade has a unit dedicated to liaising with New Zealand’s business community. It is responsible for providing trade-related information to the business community and facilitating consultation with business during trade negotiations.  If you have any queries regarding market access or impediments to trade, please contact the Trade Policy Liaison Unit: 04 439 8000 or tplu@mfat.govt.nz

New Zealand Trade and Enterprise (NZTE)
As the Government’s national economic development agency, NZTE’s role is to:
• Increase the international connections of New Zealand business
• Help businesses build their capability
• Improve the environment for enterprise and growth.
Therefore NZTE’s services are targeted at different stages of a business lifecycle – from starting and growing a business, through to exporting and internationalising.
Some services are provided directly by NZTE staff in New Zealand and overseas. Others are provided through external organisations – such as regional business development organisations and expert advisors funded by NZTE.
NZTE services aimed at those starting and growing a business include:

Biz
Funded by NZTE to help people identify and access information, contacts, training and advice they need to start or develop a business. Biz is offered through a nationwide network of walk-in information centres, an 0800 42 49 46 help line phone service and the New Zealand Government business website business.govt.nz (run by the Ministry of Economic Development).

Business Mentors
Funding provided by NZTE to Business Mentors New Zealand to help it provide experienced mentors with proven business skills to SMEs.

E-business Guide
Online guide, which includes access to an adviser if required, to help SMEs successfully take their business online.

Enterprise Training Programme
Fully funded by NZTE and delivered by specialist training providers throughout New Zealand. The programme is aimed at motivated owners and managers of SMEs with the potential to grow. It includes training for businesses in areas such as business planning, finance, becoming investment ready, marketing, exporting, and lean manufacturing.

Escalator Service
Provides specialist skills and assistance to help businesses of any size to raise equity funding or complete a strategic relationship that may help them expand, diversify or commercialise a product or service. Funded by NZTE and delivered by the Economic Development Association of New Zealand (EDANZ) and Deloitte.

Incubator Support Programme
Funding provided by NZTE to support selected business incubator facilities around New Zealand. Business incubators help businesses become established and sustainable during their start-up phase.
Industry Capability Network
Helps businesses get involved in major projects being undertaken in New Zealand and Australia by introducing them to project buyers and owners.
NZTE services aimed at those exporting and internationalising include:

Beachheads Programme
Designed to give businesses faster access to better international networks. It uses a unique partnership between NZTE and successful executives who are willing to share their experience, skills and business networks to help New Zealand businesses accelerate their market entry and growth in key export markets.

Better by Design
A range of programmes to help New Zealand businesses create superbly designed products and services that help them stand out in international markets. Funded by NZTE and overseen by an independent group of design-led business experts.

Lean Business
The Lean Business programme may be able to help businesses improve performance and eliminate inefficient processes.

Path to Market
Path to Market bundles services from NZTE with expertise from the private sector to help companies enter Australia.
www.nzte.govt.nz
Online resources for New Zealand businesses, largely aimed at businesses involved with exporting at some level. It provides access to NZTE services, online guides to international markets and industries, insights into international opportunities and challenges, and editorial features about NZTE services and successful New Zealand businesses.

NZTE offshore network
NZTE has staff working in 37 countries around the world. They provide New Zealand companies with access to people, knowledge and opportunities in those markets, and information about New Zealand to potential investors.


Statistics New Zealand
Statistics New Zealand produces a range of information for businesses interested in exporting and importing. The trade data you can access includes:
• Monthly, quarterly and annual overseas trade statistics, including the value and quantity of over 13,000 commodities along with where these commodities are imported from and exported to
• Overseas trade indexes, which measure changes in the level of prices for imports and exports, by each quarter and year.
Our experts can advise you about the most relevant information, products and services to meet your needs. Answers to simple queries are free. More complex questions may involve customised statistics, for which there may be a charge.
For further information contact:
0508 525 525 www.stats.govt.nz


The NZ Customs Service
The Customs website www.customs.govt.nz has sections specifically for importers and exporters covering their respective requirements.
www.customs.govt.nz/exporters/default.htm explains Customs requirements if you are exporting legitimate goods, and provides useful information on a range of topics including prohibited exports, permits, drawbacks, the Secure Exports Scheme, and Frequently Asked Questions.
www.customs.govt.nz/importers/default.htm helps you with Customs requirements if you are importing goods for:
• Commercial application, such as goods for use in your business, for re-sale or for distribution
• Private use, for example, gifts or mail order goods.
Within New Zealand you can also contact the Customs national call centre on 0800-428 786.


The Foundation for Research, Science and Technology 
TechNZ
The TechNZ business investment programme provides up to NZ$50 million to businesses to develop new technologies and build capability to carry out leading edge R&D. It helps businesses undertake more ambitious R&D projects,  complete them faster and shortens the time it takes to get new products and services to export markets. 
• Technology project investments provide co-funding to develop new products, processes and services.
• Capability investments provide funding and expert advice to improve technical knowledge and the ability to undertake R&D.
To find out more about TechNZ support for businesses, call 0800 TECHNZ (0800 832 469), email technz@frst.govt.nz or visit www.technz.co.nz.


Global Expert
Global Expert is a fast, confidential search service that locates, pre-screens and qualifies international experts to help companies solve challenges from concept to commercialisation and all steps in between.  Global Expert connects companies with experts related to:
• Product development and testing
• Technology and market assessment.
• Production and process optimisation
• Supply chains and distribution networks
• Overcoming regulatory barriers to trade
Companies who use experts found by Global Expert are eligible to apply for TechNZ funding to employ the expert. Call 0800 GET EXPERT (0800 438 397), email globalexpert@frst.govt.nz, or visit www.frst.govt.nz/expert/global.


The New Zealand Chambers of Commerce
The New Zealand Chambers of Commerce have access to a worldwide network of over 22,000 Chambers through the International Chambers of Commerce. The New Zealand Chambers work closely with New Zealand Trade & Enterprise and the Ministry of Foreign Affairs and Trade, and have strong links with many regional and international business organisations and associations. The Chambers of Commerce can put international traders in touch with the consulates and embassies of overseas trading partners, and provide services to some of New Zealand’s most influential Business Councils.
The Chambers offer international trade advice, carry out information and preliminary research and hold educational and networking events for importers and exporters. They are responsible for the certification of international documentation, including China  and ASEAN-Australia-New Zealand Free Trade Agreement Certificates of Origin, and sell a number of international trade guides and publications on behalf of the International Chambers of Commerce.
The Auckland Chamber of Commerce has a dedicated b-Global section on its website www.aucklandchamber.co.nz. It has been specifically designed to meet the needs of exporters and importers. Services include:
• General market information and intelligence
• Informative events where traders can network with other exporters/importers
• Specialist assistance in conducting business with China and the ASEAN region
• Practical professional advice for logistical and financial processes and transactions
• Advice on professional trade fairs
• Trade enquiries service
For more information call the International Division on +64 9 309 6100 or email int@chamber.co.nz.

International Trade Documentation
The Auckland Chamber of Commerce has implemented it’s eCert export documentation service which allows the Chamber to electronically stamp and sign then return an exporters set of export documents to them within minutes. The New Zealand Chambers of Commerce can assist businesses with the production and/or authentication of the following documentation:
• China FTA Certificates of Origin
• ASEAN-Australia-New Zealand FTA Certificates of Origin
• Certificates of Free Sale
• Letters of Introduction
• Letters of Invitation
• Certificates of Manufacture
• New Zealand Certificates of Origin and Foreign Certificates of Origin.
The Chamber can also authorise and approve Bills of Lading, invoices and other shipping documentation.
ATA Carnets
The ATA carnet system is an internationally recognised system allowing for the temporary export of goods for up to 12 months. A carnet allows the holder to avoid paying taxes, bonds and duties in each country they visit for goods with which they are travelling. A carnet can apply to commercial samples, professional equipment, or goods for exhibitions and fairs as well as sporting events. Some countries even accept carnets for scientific equipment. A carnet is, in effect, a passport for your goods.
For more information on the carnet system contact:

ATA Carnet Department
Wellington Regional Chamber of Commerce
P O Box 1590
Wellington
Ph: 64-4-914 6500
Free Phone: 0508 227 638
carnet@wellingtonchamber.co.nz
www.wellingtonchamber.co.nz


Business Councils
Business Councils exist to create goodwill and linkages between the business communities of different countries, thereby promoting and facilitating international trade and investment. They operate around the globe and business leaders have been quick to see their advantages.
The Councils provide a forum for business diplomacy and dialogue and are often an avenue through which business people in different countries are able to communicate. This is particularly useful in new and complex markets where there can be wide differences in customs, culture, philosophy and ideology, business practices and procedures as well as language barriers, between the trading parties.
Most Business Councils have considerable status and are valued contributors to Governments’ international strategies. Governments use them as vehicles to promote debate on international issues affecting business such as tariffs and trade reform.
For New Zealand business people, the Councils provide a valuable opportunity for the interchange of views, exposure to new ideas and technological developments (i.e. intelligence gathering) and access to Government officials and other senior decision-makers.
The Councils established within New Zealand cover a range of major markets and trading partners across a wide network of business interests. Substantial international trade success is attributed to them.
The following Councils have their secretariat services provided by the Auckland Chamber of Commerce. If you require more information on any of the following Business Councils, contact:
Business Councils Secretariat
Auckland Regional Chamber of Commerce
PO Box 47, Auckland
Ph: +64 9 309 6100
Fax: +64 9 309 0081
bcouncil@chamber.co.nz
www.aucklandchamber.co.nz

ASEAN/New Zealand Combined Business Council
The ANZCBC is a member based pluri-lateral Business Council that exists to connect New Zealand businesses with ASEAN trading partners. It provides New Zealand traders doing business with ASEAN nations with an organisation, where they can network, seek contacts, learn about the markets and be assisted in many other ways in their ASEAN business efforts.
The Council frequently consults with Government bodies on trade issues and acts as in integral link between Government and the private sector on issues such as the recently signed AANZFTA.
More information can be found at www.asean.org.nz

New Zealand China Trade Association
The New Zealand China Trade Association (NZCTA) exists to foster better understanding, trade opportunities and relationship initiatives between New Zealand and the People’s Republic of China. The Association has well over 100 corporate and individual members representing a diversity of New Zealand business interests including seasoned traders, merchandise firms, exporters, producer boards, shipping and freight companies, banks and legal firms. The prime objective of the Association remains to strengthen trade relations between New Zealand and China.
More information can be found at www.nzcta.co.nz

French New Zealand Business Council
The French New Zealand Business Council provides vital links between New Zealand and French traders. It is the official French Chamber of Commerce in New Zealand and maintains links to all overseas French Chambers of Commerce.
The Council organises numerous events throughout the year. Some events have a cultural or traditional touch such as the Bastille Day function and the Beaujolais Nouveau while others provide members with information on trade, investment and business opportunities.  The Council also serves many French business people based in New Zealand.
More information can be found at www.fnzbc.org.nz

The Taiwan Business Leaders Forum
The Taiwan Business Leaders Forum is a Chamber platform to promote and grow bilateral business-to-business relations between New Zealand and Taiwan.
The Forum provides New Zealand businesses with a platform to establish and strengthen economic and trade activity between the two countries and represents key business sector interests at appropriate Government agencies.
The Forum regularly holds events in partnership with agencies, such as NZTE. At these events participants hear from key stakeholders in the New Zealand-Taiwan business sector and have the opportunity to network with others with economic interests in this exciting market.

More information can be found at www.chamber.co.nz

New Zealand/ Papua New Guinea Business Council
This Council’s focus is to raise awareness of the business environment and market opportunities in Papua New Guinea. The Council plays an active role in the Auckland business community and organises regular events focused on strengthening trade ties in the region.  The Business Council aims to enhance business opportunities in Papua New Guinea through a number of avenues, including through access to a network of trade and Government contacts in Papua New Guinea.
More information can be found at www.nzpngbc.org.nz

New Zealand United States Council
The New Zealand United States Council is a non-partisan organisation, funded by both business and Government. It is committed to fostering and developing a strong and mutually beneficial relationship between New Zealand and the United States that reflects both countries’ commitment to democracy and the rule of law, free trade and open markets
The Council works closely with its counterpart in Washington DC, the US NZ Council, with other business groups in New Zealand and with Government agencies, especially the Ministry of Foreign Affairs and Trade and the New Zealand Embassy in Washington.
More information can be found at
www.nzuscouncil.com

Russia – New Zealand Chamber of Commerce Inc
The newly formed Russia – New Zealand Chamber of Commerce intends to build a membership base representing a diversity of sectors, including financial and legal services, information and communications technology, education, manufacturing, construction, transportation, agriculture, mining and energy.
The Chamber assists its members to enhance their competitiveness by providing market insights, information and logistical support and services.
The Russia – New Zealand Chamber of Commerce is the sole Association representing bilateral interests between Russia and New Zealand.
The following active bilateral international business councils have a Wellington-based secretariat, but operate nationally:-

India New Zealand Business Council
The India New Zealand Business Council was established in 1988. It is the pre-eminent business grouping focused solely on the enhancement of trade and investment between India and New Zealand. It is a voluntary membership-based organization, funded solely by annual subscriptions paid by its members and by small charges and sponsorship for specific events. It holds networking-type meetings, provides relevant information to members, and lobbies the governments of the two countries about issues impacting on trade potential.

Korea New Zealand Business Council
The Korea New Zealand Business was established in 1979, and is the leading business organization focused solely on the development of trade and commerce between the two countries. It is a voluntary membership-based organization, funded solely by annual subscriptions paid by its members and by small charges and sponsorship for specific events. It holds networking-type meetings, provides relevant information to members, and lobbies the governments of the two countries about issues impacting on trade potential. It holds a joint meeting with its counterpart Council in Korea each year alternating between the two countries.

Latin America New Zealand Business Council
The Latin America New Zealand Business Council began in 1991. It is the leading business organization focused solely on the development of trade and commerce between NZ and the region. It is a voluntary membership-based organization, funded solely by annual subscriptions paid by its members and by small charges and sponsorship for specific events. It holds networking-type meetings, provides relevant information to its members on a daily basis, and lobbies the government about issues impacting on the developing trade potential.
Secretariat details for the above three Councils:-:
Executive Director
PO Box 28041, Wellington 6150
Ph: 64-4-475 8955
Fax: 64-4-475 8982
fmclean@xtra.co.nz

Other Councils and Associations
There are additional independent Business Councils and Associations operating in New Zealand. Call the Auckland Chamber of Commerce on 09 309 6100 for more information.

New Zealand/German Business Association
The New Zealand German Business Association (NZGBA) is the officially recognized New Zealand representative of the German Chamber of Commerce and Industry – an organisation with more than three million German members. Formed in 1983, the NZGBA is a non-profit organisation representing the trading relationship between New Zealand and Germany. The NZGBA is committed to ensuring companies from both countries obtain every assistance to develop and maintain trading relationships. The association has around 230 members, who represent a cross-section of business with a New Zealand German trading relationship. These include:
• New Zealand importers
• New Zealand exporters developing ties with Germany
• German subsidiaries in New Zealand
• Companies providing essential services to the above
• German companies looking to set up business in/or with New Zealand
• German Regional Chambers of Commerce
• German trade organisations
• German trade fair organisations
The NZGBA experienced bi-lingual staff regularly help New Zealand exporters, whether they need help planning and executing their trade fair participation or need assistance finding a business partner in Germany.
Level 11, 41 Shortland St, Auckland 1010
PO Box 95, Auckland 1140
Ph: 64-9-304 0120
Fax: 64-9-309 0209
admin@germantrade.co.nz
www.germantrade.co.nz

New Zealand Pacific Business Council
The New Zealand Pacific Business Council (NZPBC) promotes and facilitates trade and investment between New Zealand and 26 Pacific countries and territories within Polynesia, Melanesia and Micronesia.  Member benefits include:
• Opportunities to meet with visiting national and international VIP’s and dignitaries
• Assistance with access to government and commercial decision-makers in the Pacific region.
• Opportunities to participate in Council led trade missions.
• Opportunities to meet with New Zealand diplomats in the Pacific.
• Invitations to all Council events and functions including the monthly seminar series
• Reduced rate to participate in the biennial Pacific Trade Expo in New Zealand
• Access to statistical information on Pacific countries’ and territories’ trade listed on our website.
• Monthly member newsletters containing information on Council events and activities.
• A voice with Government on issues relating to the Pacific countries and territories e.g. Forum Secretariat, Global Business Focus Group, Select Committees.
For more info contact:
Carolyne Hughes, Executive Officer
Email: executiveofficer@nzpbc.co.nz
Ph: 09 270 3746
Fax: 09 270 3747
www.nzpbc.co.nz


Export NZ
Export NZ is a non-governmental not-for-profit organisation that helps exporters and export service providers grow their businesses in the international market place.
Export NZ networking events, forums, training, advice and services are provided via the Employers and Manufacturers Association Northern, Employers and Manufacturers Association Central, Canterbury Employers’ Chamber of Commerce and Otago Southland Employers’ Association.
Training courses are held throughout the country for exporters wishing to increase their skills and businesses wanting to start exporting. Topics include: 
• Appoint and Manage International Agents/Distributors
• Export Processes - Getting Ready
• International Trade Documentation
• Making the Most of Trade Shows
• Marketing Basics for Internet and On-line
• Export Processes - Market Entry Strategy Planning
• Market Research Implementation
• Cultural Awareness in Foreign Markets
Course details are available at www.exportnz.org.nz. For further information contact Business NZ on 04 496 6555.


Importers Institute
The Importers Institute is an informal association of New Zealand importing companies. It aims to keep members informed on topical issues of interest and to represent importers’ interests before policy makers and the public.
The institute publishes a regular email newsletter. A free subscription to this service is available from the institute’s website www.importers.org.nz. The website also includes technical papers and other facilities of interest to importers and exporters.
Daniel Silva
20 Verissimo Drive, Mangere
PO Box 201080
Auckland 2150
Ph: 64-9-255 0266 • Fax: 64-9-523 8070
Ivan McNicholl
41/47 Dixon Street, Wellington
Ph: 64-4-382 7650 • Fax: 64-4-382 7659


CBAFF
The Customs Brokers and Freight Forwarders Federation of New Zealand Inc (CBAFF) is the membership body for individuals and businesses working and participating in customs broking and freight forwarding.  Importers/Exporters can join as Client Partner for $275 + GST per year.
CBAFF provide the following services to its members:
• A weekly newsletter to update members on industry topics
• Regular forums throughout the year along with an annual conference which deliver presentations addressing important industry issues
• Training on customs broking and freight forwarding specific topics including; dangerous goods IMDG requirements, advanced tariff classification, RACA and IATA requirements including aircraft loading and restraint
• Maintenance of strong links with Government and other bodies that influence how the industry operates
• Support all members with industry concerns
For further information visit www.cbaff.org.nz or phone 094190042.


Education Providers
The Export Academy
Based in the Hawkes Bay, the Export Academy offers courses for exporters wanting to improve their skills and business students looking for a qualification with an export major.  
Diploma in Export Enterprise (Courses subject to NZQA accreditation)
The Diploma in Export Enterprise is a 240 credit, level 5/6 qualification.
Certificate in Export Enterprise (Courses subject to NZQA accreditation)
The level 5 certificate is offered to students opting to exit after one year of successfully completing all first year requirements towards the diploma.
The courses have a strong emphasis on case studies and offer a blend of on and off site study. Full and part time study options are also available as well as individual papers on specific subjects of interest.

The Export Academy of New Zealand
21 – 23 Napier Road, Havelock North
Email; info@exportacademy.ac.nz
Web: www.exportacademy.ac.nz

New Zealand School of Export
The New Zealand School of Export’s Diploma of International Trade is delivered entirely by distance education. Graduates are eligible for the Global Trade Professional® (GTP) designation. Modules include:
• Global Business Environment
• International Trade Research
• International Marketing
• International Trade Logistics
• International Trade Finance
• International Market Entry
• Legal Aspects of International Trade
• International Trade Management
The New Zealand School of Export is a Charitable Trust and the only institution in New Zealand to have received Accredited Provider status from the International Association of Trade Training Organisations (IATTO).  
Staff are professionally qualified practitioners, supported by a team of adjunct faculty working in exporting both here and overseas. Course participants have access to our unique online Export Library & Information Service (ELIS) staffed by a professional librarian.
The School also offers a number of scholarships and publishes an annual International Trade Directory.
New Zealand School of Export
PO Box 274, Palmerston North 4440
E-mail: info@export.ac.nz
Website: www.export.ac.nz
Tel. 06 356 56 56

EMA Learning
EMA Learning and Export New Zealand offer 16 specialist export and international trade courses in areas such as trade documentation, trade shows, foreign markets, international marketing, and international contracts.
In conjunction with the New Zealand School of Export, EMA Learning offers an enhanced Diploma of International Trade experience.  Each module includes an interactive two day workshop. (see New Zealand School of Export listing).
Employers and Manufacturers Association (Northern) Inc
Private Bag 92066, Victoria Street West, Auckland 1142
Toll Free: 327 7622 Fax: 09 367 0957
Web: www.ema.co.nz
Email: exporttraining@ema.co.nz

New Zealand Maritime School
Manukau Institute of Technology’s, New Zealand Maritime School offers courses in logistics, shipping and freight. Rapid developments in technology and more open global trade patterns have led to a higher demand for logisticians and quality education in the logistics field at all levels.
Diploma, certificate and seminar programmes are available for people seeking entry to, or those already in the freight, logistics, shipping and maritime industries.

New Zealand Maritime School
Level 3, 2 Commerce Street, Auckland
Phone: 0800 744 722
Email: maritime@manukau.ac.nz
Web: www.nzmaritime.com

Tranzqual
The industry training organization Tranzqual offers freight forwarding apprenticeships to 16-21 year olds. Apprentices gain structured well-rounded industry-specific qualifications while working full or part time. The programme is offered in Auckland, Wellington and Christchurch. For further information contact regional training advisor
Micheal Hensley on 09 915 6173
Email: Micheal.hensley@tranzqual.org.nz