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INTRODUCTION Kingi Smiler Chairman Management Committee. Programme for Today. Introduction – Kingi Smiler Peter Little BOP Participation Peter MacGregor Value from Participation – Previous entrants Provision of Industry Expertise – Judges and Industry

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Kingi Smiler


Management Committee

programme for today
Programme for Today
  • Introduction – Kingi Smiler Peter Little
  • BOP Participation Peter MacGregor
  • Value from Participation – Previous entrants
  • Provision of Industry Expertise – Judges and Industry
  • Entering the Competition – Bob Cottrell
  • Making the Finals – Kingi Smiler
  • Young Maori Trainee/Cadet – Peter MacGregor
  • Concluding Remarks – Kingi Smiler


Peter Little


Competition promoted by Sir Apirana Ngata

  • Trophy presented by HIS EXCELLENCY the Governor-General, LORD BLEDISLOE, December 1932
  • For competition amongst Māori farmers and settlers on Native Land Development Schemes
  • First competition in 1933 was limited to farmers in the Waiariki Māori Land District.First competition was won by William Swinton of Raukokore
  • Second and succeeding competitions open to farmers in any Māori land district.

In 1954, a second duplicate Trophy was donated to allow the competition to be split into a Dairy Section, and a Sheep and Cattle Section.

  • The 1954 Sheep and Beef competition was won by Paul Rahuruhi of Horohoro.
  • There are many and varied stories about winners, the Trophies themselves, the costs of participating, the benefits of participating, the exhibition of excellence, the pride and joy of being a winner, and in recent years, the pride and joy of being a shareholder in a winning Trust or Incorporation.

A number of farmers have been successful more than once:

  • Mrs Steven, Okaihau / Rangiahua 1954 and 1959/60
  • Ted Tamati, Bell Block, Taranaki 1964/65 and 1970/71
  • Charlie Bailey, Waitara 1969/70 and 1976
  • Jack Karatau, Whangaehu 1967/68 and 1977
  • Jack Steedman, Tauranga 1958/59, 1963/64, and 1967/68
  • Rei Apatu, Hawke’s Bay 1968/69, 1972/73 and 1979
  • Waipapa 9 Trust, Dairy 2010, Sheep & Beef 2011.

A number of farmers have been successful more than once:

  • Mrs Steven, Okaihau / Rangiahua 1954 and 1959/60
  • Ted Tamati, Bell Block, Taranaki 1964/65 and 1970/71
  • Charlie Bailey, Waitara 1969/70 and 1976
  • Jack Karatau, Whangaehu 1967/68 and 1977
  • Jack Steedman, Tauranga 1958/59, 1963/64, and 1967/68
  • Rei Apatu, Hawke’s Bay 1968/69, 1972/73 and 1979
  • Waipapa 9 Trust, Dairy 2010, Sheep & Beef 2011.

Changes to the competition have evolved over the years - effectively in recess from the early 1980’s

  • Today the Ahuwhenua Trophy is considered to be the premier competition in the NZ Agribusiness sector.
  • A very large Thank You needs to be acknowledged to Gina Rudland and Wayne Walden , members of the (then) NZ Meat Board, who pushed to re-establish the competition in its current form, with the significant support from sponsors
  • The modern era therefore starts with the Kapenga M Trust winning the 2003 Sheep and Beef competition, and I’m sure you all know the story from that point on
  • We should also acknowledge the huge contribution of many people who have voluntarily given so much time and advice to keep the competition alive
goals of the award kingi smiler
Goals of the AwardKingi Smiler
  • To recognise excellence in Māori farming
  • To encourage participation and ensure its sustainability
  • To use the award to showcase achievements in the Māori farming sector, in particular successful farming approaches to governance, financing, management and the recognition of nga tikanga Māori
  • To utilise the award to highlight excellence in the Māori farming sector to all New Zealanders
  • To acknowledge the contribution the Māori farming sector currently makes to the New Zealand economy and highlight areas for future growth.
growth of maori enterprise kingi smiler
Growth of Maori EnterpriseKingi Smiler
  • The asset base of enterprises in the 2010 Mäori economy totals at least $36.9bn.
  • An increase of $20.4bn from the 2006 estimate of $16.5bn
  • Approx 1/3rd of this is better data
  • After allowing for this the increase is still 29% or 5% pa
  • $10.6bn of assets of Mäori Trusts, Incorporations, Organisations, Boards, PSGEs, MIOs and Iwi/Rünanga holding companies
  • From the production side of the economy the value added by Mäori enterprises in 2010 totalled $10.3bn.


Peter MacGregor

ahuwhenua trophy winners mataatua rohe
Ahuwhenua Trophy WinnersMataatua Rohe

Dairy Winners:

  • 1933 William Swinton of Raukokore, Opotiki;
  • 1938 Whareparoa Rewharewha of Torere and
  • John Black of Ruatoki Equal First;
  • 1940 Mrs Tatai Hall of Te Teko *
  • 1941 Fred Amoamo of Opotiki
  • 1948 Tikirau Callaghan of Raukokore, Opotiki
  • 1956 Rehu Cairns of Welcome Bay Tauranga
  • 1975 Claude Edwards of Opotiki and
  • 1978 Maurice Charles Anderson of Whakatane

Sheep & Beef Winners:

  • 1958 Jack Steedman of Welcome Bay Tauranga
  • 1963 Jack Steedman of Welcome Bay Tauranga
  • 1967 Jack Steedman of Welcome Bay Tauranga

*First Wahine Maori Winner

ahuwhenua trophy winners te arawa rohe
Ahuwhenua Trophy WinnersTe Arawa Rohe

Dairy Winners:

  • 1939 Johnny Edwards of Rotorua
  • 1943 Tihema Kingi of Rotorua
  • 1945 Joe Wharekura of Rotorua
  • 1955 Foley Eru of Horohoro
  • 1972 John Edwards of Horohoro
  • 1979 Raumoa Amoamo of Reporoa

Sheep & Beef Winners:

  • 1954 Patu Rahuruhi of Horohoro
  • 1956 Robert Tu Kingi of Rotoiti
  • 1957 Henry Davis of Rotorua
  • 1991 Parekarangi Trust of Rotorua +
  • 2003 Kapenga M Trust of Rotorua ~

+ First Trust to Win ~ Second Trust to Win






  • $15,000 (minimum) to each of three Finalists of which $5,000 is cash and remainder comprises sponsor products and services
  • A commemorative medal

The Winner

  • $40,000 (minimum) to each of three Finalists of which $15,000 is cash and remainder comprises sponsor products and services
  • A replica of the Trophy and a commemorative medal


Dean Nikora, Mangatewai

Winner 2008 Dairy Award


Good feedback on both the strengths and weaknesses of our business from both the first and second round of judges

  • We used this to assist us in better focussing on moving our business at the next level
  • We have grown as people as a result of entering

Questions from other farmers and trustees at the field day also made us think about some of the practices we had taken for granted

  • Attendance at the other two finalists field days gave us additional insights into options around running our own business
  • We have received great value from people we have met as a result of being in the competition

We had great support throughout the process

  • Winning the Award along with the better profiling of our business within the wider agribusiness community has provided us with unforeseen opportunities
  • It also gave a big boost to our staff

We have had visits and calls from other Maori farmers/trustees keen to learn more about our business

  • A pleasure to share with them and perhaps contribute to the development of their farming business
  • In turn we have come to feel that we are part of an unique network of progressive and like-minded people involved in dairy farming


Dawson Haa, Waipapa 9 Trust

Winner 2010 Dairy Award and

2011 Sheep and Beef Award



Dana Blackburn, Atihau Whanganui Incorporation

Winner 2007 Sheep and Beef Award


Back in 2003 when the competition was re-instated we entered a number of our properties in the sheep and beef competition. We did this for two reasons:

    • To support the organisers in their initiative to re-establish this historic event
    • To allow us to have an independent view of our individual farm businesses
  • We entered again in 2007, this time just our Pah Hill Station property

Good feedback on both the strengths and weaknesses of our business from both the first and second round of judges

  • We used to assist us in better identifying future business goals and how to go about putting in place an approach to implement the goals
  • This was strengthened by the BNZ Financial analysis which also included some comparative average data for other properties

Questions at the field day held on Pah Hill also made us think about some of the practices we had taken for granted

  • Attendance at the field days of the other two finalists gave us additional insights
  • Winning the Award along with the better profiling of our business within the wider agribusiness community has enhanced our business relationships

Winning the Award also gave a big boost to shareholder interest and support for us in managing their investment

  • Also a boost to our staff not just those working on Pah Hill but all of those working for Atihau Whanganui Incorporation


Doug Leeder

Chief Judge Dairy Award



Dana Blackburn

Chief Judge Sheep and Beef Award

first round judging
First Round Judging
  • The first round judging is designed to select 3 finalists
  • For sheep and beef this has been traditionally undertaken on a regional basis – North, South and East
  • The team this year comprised very experienced professionals:
    • Garry Pevreal BNZ
    • Gary Walton B+LNZB
    • Peter MacGregor, AgITO
    • David Stevens, AgResearch
approach to finals judging
Approach to Finals Judging

The approach to judging the final of the sheep and beef competition is the same as that advised by Doug Leeder

finals judging team
Finals Judging Team

Bank of New Zealand

Sam Johnson

Northern Region Manager – Agri-business


Dr Tanira Kingi


Beef + Lamb New Zealand

Malcolm McConochie

Chairman B+LNZ Farmers Council


Dana Blackburn, Former winner and Chair Atihau Whanganui Incorporation

Supported by

Abe Seymour, AgITO



Understanding the Judging Criteria

Doug Leeder

points allocation
Points Allocation

For details of the criteria refer to page 5 of the Registration Form in your Handout Packs




Sharon MorrellDairyNZ Regional Leader BOP

the measuring instinct
The Measuring Instinct
  • “That was a good feed!”
  • “What a lousy movie!”
  • “Our team is much stronger that the opposition...”

Part of the management process:

Plan, Do, Review

why record and benchmark
Why Record and Benchmark?
  • Assess Progress
  • Compare to Targets
  • Compare to Previous Years
  • Compare to Others
  • Resource Management
  • Identify Opportunities!

Plan, Do, Review

what records and benchmarks
What Records and Benchmarks?
  • Fundamentals on Back of an Envelope
  • Own Spreadsheets
  • Herd Records
  • InCalf
  • InfoVet
  • Red Sky
  • Dairy Base
key performance indicators
Key Performance Indicators
    • Operating profit/ha
    • FWE/ha
    • Operating Return on Dairy Assets
    • Return on Equity
    • Growth in Equity
    • Discretionary Cash (NB: this KPI is not benchmarked)
    • kg milksolids/kg liveweight
    • Pasture and crop eaten
    • Total supplements used – tDM/cow
benchmarking questions
Benchmarking Questions
  • How am I doing?
  • Is this on track to meet my goals and objectives?
  • How well could I be doing?
  • What can I do differently to improve my performance?

Plan, Do, Review

what does it take
What Does It Take
  • Discipline
    • Record or use workbook/programmes regularly
  • Completion
    • “Finish it off!”
  • Analysis
    • Make it useful
      • Daily Rain Guagevs Seasonal Patterns

Plan, Do, Review

bigger picture
Bigger Picture

Link results back to your:

  • farming philosophies
  • goals and objectives
  • values and guiding principles
  • stage of business growth and development

Plan, Do, Review




Richard Wakelin Beef + Lamb NZ

General Manager, Farm

  • Sheep & Beef Farm Survey
  • Benchmarking tools
targeted improvements
Lambing % farm control

Wool production per sheep farm control

Carcase weights [& growth rates] farm control

Loss rates farm control

Fertiliser per ha or per sufarm control

Price levels, meat, wool low control

Farm expenditure per ha, sufarm control

Gross Margins sum of above, farm control

Rate of Return land asset, external

Debt : Equity important if high debt

Targeted improvements
benchmarking performance
The Key Features of Top Farms are:

High Lambing %’s

High Calving %’s

High Slaughter Weights

High Wool Production per Sheep

Low loss rates

All equal economic efficiency

Benchmarking performance

Case study - Pregnancy Scanning




$50 / weaned lamb = $1,900 / 1,000 ewes

$50 / weaned lamb = $4,400 / 1,000 ewes

$50 / weaned lamb = $6,400 / 1,000 ewes

$100 / prime lamb = $4,400 / 1,000 ewes

$100 / prime lamb = $9,400 / 1,000 ewes

$100 / prime lamb = $13,400 / 1,000 ewes

outputKg Meat [& Wool] Gross $

inputs Kg pasture DM Expend$

Measuring efficiency




Measuring outputs

  • No Matter how performance is Benchmarked
    • Gross Revenue per ha
    • Net Profit per ha or su
    • % Rate of Return on Farm Capital
    • Gross Margin per su
    • Earnings Before Interest and Tax

Sheep + Beef Measures

  • Lambing %
  • Wool Production per sheep
  • Lamb Weights [ and growth rates]
  • Loss rates
  • Price levels, meat, wool [within season]
  • Fertiliser per ha or per su
  • EFS, EBITR, per ha or su
  • Gross Margins
  • Debt:Equity, Rate of Return … sometimes
  • B+LNZ Economic Service Farm Survey
  • Online benchmarking and diagnostic tools
health and safety assessment and acc discounts
  • A free training session provided by FarmSafe on developing a good health and safety plan and assistance in completing the DOL application form for a Workplace Safety Discount
  • A prize for the entrant who completes the DOL application form for a Workplace Safety Discount and demonstrates the highest level of skills in this area to be announced at the dinner
  • Presentation of certificates at the field days to those entrants having their application for a discount accepted
  • In association with FarmSafe the offer of discounted safety helmets to entrants and people attending field days


Duncan Matthews

BNZ – Platinum Sponsor

involvement of sponsors
Involvement of Sponsors
  • Why do sponsors want to be involved?
    • Respect and recognition of Maori agribusiness i.e. track record; growth; and performance.
    • Sponsor’s involved have an empathy & understanding of Maori agribusiness i.e. approach to business and intergenerational nature of it.
    • Synergies and parallels with Maori agribusiness and how we (the sponsor) do business;
      • Long term participants in the agribusiness sector
      • Very good approach to governance and utilise key advisors and networks very well
involvement of sponsors1
Involvement of Sponsors
  • Why do sponsors want to be involved?
    • The people factor; it is enjoyable to be involved with all aspects of the competition - very whanau orientated
    • Makes good business sense for both parties; success (& investment) breeds success (& investment)

Sponsors and contestants goals aligned i.e. improving productivity, profitability, viability, sustainability

Ahuwhenua Trophy promotes all the good things about farming and business

involvement of sponsors2
Involvement of Sponsors
  • Sponsor support for the competition includes:
    • Prizes across 3 finalists including the entity involved & farm staff; eg farm goods, clothing, Training Scholarships, Growth Programme to name a few.
    • Competition running costs
    • Provide judges
    • Advice & guidance with preparing for competition
    • Promoting awareness of the competition encouraging entrants
    • Excellent networking amongst all involved


Bob Cottrell

Farm Advisor Waipapa 9 Trust

entering ahuwhenua
When is the best time to enter?

What do you need to do to enter?

What information is needed to enter?

How do you prepare for the judges visit?

What is the cost?

Entering Ahuwhenua
when to enter ahuwhenua
When to enter Ahuwhenua ?
  • Why would we enter? –
    • to benchmark our business performance
    • to gather some independent analysis or audit of our business
    • to learn and to share information
    • to support the concept of this event for Maori
    • to win the regional and national competition
  • Why do we not enter? –
    • Business not ready to enter - Governance/advisors/management
    • Bad years – financial/climatic/other
    • Fear of not winning (losing face with owners and peers)
    • Everyone is too busy
    • Added cost of entering
when to enter
When to enter

Now is the best time to enter ! Why?!!!

  • Not very may organisations win on the first attempt (only a few do).
  • Most organisations have entered more than once before winning. They saw it as a learning process after their first attempt.
  • Climatic and economic conditions and stage of development are taken into account by judges.
  • Entering the competition as a learning process is more likely to result in winning sooner rather than waiting till you and your advisors think the time is right if winning is the goal.
  • It is a rewarding but challenging experience
what do you need to do to enter
What do you need to do to enter?
  • Complete an entry form once entries open (Oct/Nov).
  • Send it back fully completed with all supporting data.
  • Start preparing other background material for judging.
what does this involve
What does this involve?
  • Once the decision to enter is made someone must take responsibility for completing the entry form ( normally the Secretary/Accountant or Consultant)
  • Entries usually open about October or November each year. Get an entry form and start early. Saves the rush at the end
  • Preparation for Entry form needs to be done November/December as entries close end of January
  • Put together in a judging package if possible (it will help in collating data if you become a finalist):
what does this involve continued
What does this involve?continued

Through January/February prepare for judging in March:

- Chairman/or member of committee get some background on the history and background of the organisation, Governance makeup, how the board operates, any planning and review processes.

- Regularity of governance meetings and processes

- Committee member delegation roles

- Electoral process of trustees or committee members

- Financial review processes, budgeting and monitoring

- Reporting processes by advisors and managers

- How the board reports to owners

  • Leads the process – delegates where necessary and makes sure everything gets done on time
  • May prepare some of the historical data or delegate to the appropriate person (needs to be no more than 1 page but including key milestone events)
  • Ensures Governance areas are covered (Secretary can assist with any diagramatic flow charts etc)
  • Ensures the cultural areas are covered for the judging
  • Ensures all appropriate advisors and managers are present at judging to answer questions and lead any expert discussion
  • Good to have a final check with key advisors before Judging day
secretary accountant
  • Ensures the entry form is completed and accompanying data sent in on time (may need assistance of other farming experts) – need to start now for 2012 competition
  • Make sure last 3 years accounts arrive with entry (be prepared to field any queries from competition committee, they need to meet deadlines for judging)
  • Assists the Chairman in collating the relevant Governance information required for judges
  • May coordinate information from Farm advisors/ Farm Managers/Sharemilkers for the initial judging
  • Compiles any pre-judging package if necessary
  • Ensures the judging day on farm is pre-prepared and planned (timelines, vehicles, focus, food, contingencies etc)
farm advisor consultant
Farm Advisor/Consultant
  • Collates farm physical/production/financial/farm systems and operational data alongside the Farm Manager/Sharemilkers
  • Outlines the organisations strategic direction for the business and how it is being implemented and monitored
  • Helps prepare the best approach to the days judging process on farm with the Manager/sharemilker
  • Participates alongside the Farm Manager/Sharemilker during the farms judging around business strategy and operational areas
farm manager sharemilker
Farm Manager/Sharemilker
  • Documents the seasonal operational plan for the farm in conjunction with the Farm consultant to cover judging questions (includes farm targets, monitoring tools etc)
  • In conjunction with the Farm Consultant plans the farm route for the judges (timelines, highlighting points of operational significance, stock, OSH, contingencies)
  • In conjunction with the Farm Consultant leads the on farm discussion with judges as it relates to the day to day farming operations
  • Participates in a debrief post judging once feed back is received
what information is needed to enter
What information is needed to enter?
  • Complete the entry form –

- Physical farm data – Land area farmed – freehold and leasehold

Stock numbers wintered

Property data – pasture/crops/trees etc

Farm production data – MS, lambing%, wool, etc

Labour units

- Advisors names and addresses and contact details

- Name, address and location of the Maori entity or individual

- Legal description of the propertyor properties if more than 1

- Sets of the financial accounts for the 3 preceding years

- Short examples of some social/ cultural and environmental


- Get entry in by closing date with all supporting data

prepare for the judges visit
Prepare for the judges visit
  • Don’t take it for granted that you will be prepared (make sure you cover as many bases as possible before they arrive)
  • The initial judging will be on farm. Be prepared to whakatau your visitors - they will be expecting this
  • You are in charge so you need lead the day and manage the time to cover off all you want to highlight about your business
  • You only have a set time so do not waste it
  • The judges will want to cover areas around governance during this visit as well so allow time for this
  • There will be feedback and it will be relevant to what the judges saw and heard on the day. This can be very worthwhile even if you do not progress further
what is the cost
What is the cost?
  • The cost to enter the competition is $ nil
  • However there may be costs in entering the competition

These include:

Costs to prepare entry form by advisors

- Time in gathering and preparing data for entry and judging

- Costs associated with judging day (professionals and trustees)

- Food

  • These costs need to be weighed against the benefits derived from the benchmarking information and feedback from judges


Kingi Smiler

Chair Wairarapa Moana

Former winner

making it to the finals
Making it to the Finals
  • What support is there for finalists?
  • Provision of information for Field day Brochure
  • Planning for the Field Day
  • Prepare for Judges visit
what support is there for finalists
What support is there for finalists?
  • A detailed guide is provided to finalists as soon as judges decision is known
  • Our Communications Manager will assist with media interviews
  • The Field Day Coordinator will visit within a week of advice of being a finalist to provide advice on your approach including the field day
  • The competition provides financial support depending on numbers expected at the field day; typical support for catering etc is $9,000; in addition included in the finalists prize is at least $5,000 cash
provision of information for field day brochure
Provision of Information for Field Day Brochure
  • A key goal of the competition is to spread the word about success as widely as possible
  • A top Class Field Day Brochure is a big part of this
  • Both for those attending the Field Day but also the Brochure is distributed widely including journalists
  • We supply a template for the info needed
  • To meet print deadlines we do need info back on time
planning for the field day
Planning for the Field Day
  • We provide advice based on experience gained from how previous finalist have handled this opportunity to showcase a successful Maori business – includes preparation of farm signage and presentations
  • Publicity is a key to good attendance – we do need finalists to work with us in encouraging their stakeholders, neighbours and service partners to attend
  • But this is an opportunity to use your own initiative – in particular the choice of the 3-4 key features to highlight to visitors
  • Planning the route is a key to this and we can help with design of a back-up plan in case of bad weather etc
  • The day prior to judging needs good planning as the judges will be there as well as a film crew; competition management will be there to assist with setting up signs etc
prepare for judges visit
Prepare for Judges visit
  • First round judging experience really helpful – make notes at the time of any suggestions made & questions you feel you could have answered better
  • Study first round judges reports
  • Finalists judges have more time and are able to be more thorough in their assessment
  • Make sure key people are there to meet the judges

Young Maori Trainee/Cadet

A New Initiative

Peter MacGregor


recognising our young achievers
  • Announced by Minister of Maori Affairsat the Ahuwhenua Awards Event in June 2011
  • The inaugural competition is for 2012 for dairy trainees
  • Seed funding for the Award is from the Maori Soldiers Fund administered by the Maori Trustee
  • Others such as TPK and Allflex are also funding
  • AgITO is providing administrative and judging support
what we seek to achieve


  • To encourage young Maori into leadership roles
  • Te encourage personal development and growth of Young Maori
  • To help transition young Maori through learning and career pathway and
  • To recognise outstanding achievement and excellence in farming


  • Recognition of excellence in farming
  • Access to Judges expert feedback to improve farming capability
  • Access to network of progressive and likeminded individuals and organisations involved in farming
  • A greater learning experience and opportunity to mix with the best in the industry and
  • Recognition of their commitment to a formal learning pathway
conditions of entry timing

Key criteria

  • Aged 16-25 years as at 31 December 2011
  • Currently employed on a dairy farm
  • Of Maori descent and
  • Currently enrolled in or has completed within the last year, a National Certificate in Agriculture Level 3 or higher


  • Launch of the Ahuwhenua Competition at the FoMA Conference: 12 November 2011
  • Entries Close: 29 February 2012
  • Preliminary Judging Commences :March 2012
  • Final Judging: Mid May 2012Finalists
  • 3 Day Study Tour: 5 June 2012
  • Awards Evening: 8 June 2012

Final Questions

Call for Entries

Concluding Remarks

Kingi Smiler