Presentation Sustainable Business Network May 2015 1 3 2 - PowerPoint PPT Presentation

— Presentation Sustainable Business Network May 2015

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2 R&D Innovate and commercialise your business 4

2 R&D Innovate and commercialise your business 5

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Perspectives International Success CASE STUDY #1 Frucor CASE STUDY #2 Pacific Aerospace CASE STUDY #3 Denheath Desserts CASE STUDY #4 TracMap 7

Frucor THE CUSTOMER Perspectives Frucor – is the leading player in the energy-drink sector in Customers & Markets New Zealand and Australia. THE CHALLENGE 1. To transition Frucor’s Argentinian production and CASE STUDY #1 distribution facilities with minimal impact on the Frucor supply chain and sales 2. Reposition their Guarana Energy Drink V as an all- day option as opposed to just a night time only beverage. CASE STUDY #2 3. Enable this with no staff in market and a limited knowledge of how to go about finding a new Pacific partner, or developing a market-specific strategy. Aeropace OUR INPUT Undertake market research to improve Frucor’s CASE STUDY #3 understanding of the category. Denheath Facilitate a search for potential packing and distribution Desserts partners. THE RESULT CASE STUDY #4 Frucor successfully signed a new partner to manufacture, TracMap distribute V in Argentina and position the product as an all- day option. They also moved to a new facility and purchased the production line from their former representative. 8

Pacific Aerospace THE CUSTOMER Perspectives Pacific Aerospace Limited is a Hamilton based manufacturer of Customers & Markets light aircraft. While Pacific Aerospace had an excellent product in their P-750 aircraft, they were finding it difficult to get cut- through with their limited marketing budget. CASE STUDY #1 THE CHALLENGE Frucor 1. Refocus Pacific Aerospace’s international marketing effort. 2. Articulate a compelling value proposition to those customers whose needs could be best met by the P-750. CASE STUDY #2 OUR INPUT IMAGE HERE Our Better By Design team facilitated a series of strategy Pacific workshops with Pacific Aerospace’s executive team. These workshops challenged them to be clearer on their competitive Aerospace advantage and narrow the focus of their marketing efforts to those markets where the P-750 gave them a significant CASE STUDY #3 advantage over their competition. Denheath THE RESULT Dessert Pacific Aerospace changed the aircraft name to P-750 XSTOL short for “Extreme Take Off and Landing” to define and differentiate their aircraft’s unique performance. They also CASE STUDY #4 made the strategic decision to focus on countries in the TracMap equatorial band where the aircraft performs better in hot and high altitude environments than large competitors such as Cessna. 10

Denheath Desserts THE CUSTOMER Perspectives Denheath Desserts is a privately owned business situated in Customers & Markets Timaru, New Zealand and famous for its delectable range of custard squares and puddings. THE CHALLENGE CASE STUDY #1 Denheath had a successful business in New Zealand, delivering directly to Frucor cafes and retail outlets. However, they wanted to take their product to the Australian market. To make this work, they needed to find a distributor in Sydney or Melbourne. They also needed to be able to replicate their successful CASE STUDY #2 overnight delivery model, to ensure their products arrived perfectly Pacific chilled for Australian customers the following day. Aerospace OUR INPUT NZTE worked to research, identify and introduce Denheath to a CASE STUDY #3 shortlist of potential business partners that could assist with Denheath logistics for Australian deliveries. Desserts We also secured Denheath a place on an NZTE-run Costco Australian Roadshow to further test their products with consumers. To further drive home the value of networking, Denheath met the CASE STUDY #4 Vice President of Costco’s Global Operations who introduced them TracMap to their Asian and American branches. THE RESULT As a direct result of the roadshow, Denheath have been supplying Costco Australia, Costco Korea and have an order pending with Japan. 10

TracMap THE CUSTOMER Perspectives TracMap design and supply GPS Tracking and Task Management Customers & Markets systems for the agriculture sector. THE CHALLENGE They wanted to launch their new viticulture spraying and CASE STUDY #1 harvesting system into the lucrative Australian market. Frucor Their problem was lack of local knowledge – who were the main players in the market, and how was it structured? So the task was to come up with a list of high quality target customers and work out a way to create awareness of TracMap CASE STUDY #2 among them. Pacific OUR INPUT Aerospace After extensive desk research we created a list of validated viticulture contacts. From this we selected specific companies CASE STUDY #3 for TracMap to meet up with, and accompanied them to these Denheath meetings. We also got TracMap to attend the Winetech expo, a high Desserts profile trade show. CASE STUDY #4 THE RESULT TracMap Following the expo, TracMap made their first sales into Australia: 27 GPS units and strong interest in a further eight. They also won the show’s Wine Industry Suppliers Innovation award, boosting awareness of their brand. Last year TracMap appointed a full time sales Manager based in Australia to handle the continual growth in orders. 11

INTERNA TIONAL SUCCESS — 12