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Opening the Doors Don Rae, International Market Manager: India May 2012. India. Today ’ s presentation. To highlight the purpose of the strategies To highlight the goals To highlight services & support that business can access. Impressions.

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  1. Opening the Doors Don Rae, International Market Manager: India May 2012 India

  2. Today’s presentation • To highlight the purpose of the strategies • To highlight the goals • To highlight services & support that business can access

  3. Impressions different crowded unpredictable complex kaleidoscope Gandhi cricketmind-blastingJai Ho! Frag mentedextremeprotectionistchaoticmarigold intense difficult incredible! the Raj competitive price colourful poverty wealth redtape Bollywood fascinatingGovernment monsoon karmaTajMahalassault on the senses paradox

  4. Purpose of the NZ Inc, India Strategy • India to become a core trade, economic and political partner by 2015 • To outline why NZ exporters should target India • To provide the information/contacts needed to get started • To provide a framework so public/private sector can work together

  5. NZ Inc India Strategy Goals • Vision: India will become a core trade, economic and political partner of New Zealand by 2015 • Grow merchandise exports to at least NZ$2 billion – complete FTA, protect existing commodity trade, boost non-commodity exports • Grow our services trade with India by an average of 20% per annum • Improve the bilateral investment relationship and facilitate growth in investment • Attract and retain skilled migrants from India • Engage more deeply with India on regional and global issues that will affect New Zealand’s future prosperity and security • Raise the profile of New Zealand’s value proposition in India – branding, cricket diplomacy, political contacts

  6. Services/Support • NZTE – see next slide • India New Zealand Business Council – information, contacts • Ministry of Science & Innovation – R&D funding • MFAT – engagement/consultation on India FTA • Local EDA (ATEED) – business development services • Ministry of Education – export education, education fairs • MAF – biosecurity, certifications • High Commission of India to New Zealand – visas, information

  7. NZTE: We help New Zealand businesses to grow bigger, better, faster in international markets

  8. New Zealand’s exports to India NZ$ 938 million: 80% Commodities: Coal, wood, dairy, wool, hides & skins, metal, fruit Plus Services: Tourism, Education, ICT, Architecture We import: pharmaceuticals, gem stones, electrical machinery, apparel & textiles, machinery, leather

  9. Keys to Success • Understand the market: supply chain, focus, competition, price • Choose the right partner in the right place at the right time • Proactive: follow-up, due diligence, promotion, persistence • Patience and commitment: long-term investment, regular visits • Understand the rules and what they mean • Adapt your offering to the local market: Indianise • Exit strategy

  10. Market entry options • Agent / broker • Distributor, customer, contractor etc • Representative office • Branch office • Project office • Franchise / technology transfer • Wholly owned subsidiary • Joint venture / acquisition

  11. Opportunities for New Zealand • Food & beverages • Tourism • Education Consumer lifestyle Skills • Agritech • Dairy • Fruit Food supply chain INDIA • ICT • Healthcare Innovation Industry Infrastructure • Aviation • Value added wood • High value manufacturing services • Commodities

  12. Business culture • Networks: it’s all about relationships • Family: “business becomes personal” & business families • Hierarchy: everything flows from the top, but consensus required • Judgement: deciding what to put on the table, when to act • Time: more about intentions, understanding and relationships • Communication: be clear what is agreed, what is understood • Beliefs: respect religion and tradition as part of the business fabric • Corruption: NZ Crimes Act • Reciprocity & social responsibility • Government is everywhere

  13. Cultural Differences From “Riding the waves of Culture” – Fons Trompenaars & Charles Hampden-Turner

  14. NZTE in India Delhi Richard White, Trade Commissioner richard.white@nzte.govt.nz With Ministry of Foreign Affairs & Trade, Immigration NZ, Education NZ Mumbai Gavin Young, Consul-General & Trade Commissioner gavin.young@nzte.govt.nz With Immigration NZ, Tourism NZ CONTACT: Your NZTE Customer Manager or Tel. 0800 555 888 Don Rae don.rae@nzte.govt.nz 027 227 9028 03 372 7525

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