Sectoral Approach: Aviation Industry AANZFTA Business Seminar Friday 3 June 2011 John Nicholson, Chief Executive Aviation NZ Connecting customers to New Zealand Aviation solutions

Outline  The origin of Aviation NZ  Our approach  Some examples Connecting customers to New Zealand Aviation solutions

Origins and approach  Set up with Air NZ, Airways NZ, CTC Aviation, Met Service and Aviation Industry Association support in 2008  Champions collaborative ‘NZ Inc’ approach  Takes a long term strategic approach to market and opportunity identification and development  Relationships critical with industry, CAA, MoT, NZTE, MED, MFAT and Defence Connecting customers to New Zealand Aviation solutions

Focus: Sector by Market Matrix Connecting customers to New Zealand Aviation solutions TrainingMROServices VietnamYesNoYes IndiaYesNoYes South PacificYes ChinaYesNoYes? South AmericaPossibleNoPossible Note: MRO = maintenance, repairs and overhauls

Approach Adopted crawl Connecting customers to New Zealand Aviation solutions walk run Networking Website development NZ Fairs Market Research Collaborative approach Missions Inward visits ID business opportunities Develop responses Overseas strategic relationships NZ Brand Qualmark Lead business proposals Scale $ Reputation Capability $

Some Reactions ‘ valuable role in developing the approach to India and ongoing work with AAAE’ Sir Ken Stevens, Chairman, Glidepath Group ‘achieved in a week what would take us months to achieve.’ Ted Thomas CEO Superstructure Group ‘impossible to get this profile on our own.’ Damian Camp, CEO, Pacific Aerospace ‘Aviation NZ did a great job with the stand presentation and support.’ Paul Chisholm, Group Relations Manager, Air New Zealand ‘reflects extremely well on the efficacy of Aviation NZ.’ Capt Chris Clarke, Group Chairman, CTC Aviation Group plc Connecting customers to New Zealand Aviation solutions

Singapore Airshow 2010  Follow up with existing relationships and customers  Develop new relationships and customers  Access broader ASEAN, China and India markets (3 rd country approach)  Displayed NZ owned capability (not necessarily located in NZ)  Encouraging networking between NZ companies  NZ Inc approach with NZHC, NZTE, RNZAF, Tourism NZ Several photographs to follow (Singapore, publicity, website showing impact through scale and how competitors onshore can collaborate offshore). Connecting customers to New Zealand Aviation solutions

The NZ Industry is substantial  $10b worth of activity in 2009, approx $4b in exports  >1000 aviation organisations, 23,000 employees  Most companies SMEs apart from MRO and Airline sectors  Industry spread throughout New Zealand  9% growth rate 2004 – 09 and forecasted 9% to 2015  The sector can provide significant wealth creation Source: New Horizons, Knotridge Limited, 15 June 2010 Connecting customers to New Zealand Aviation solutions

Innovation abounds in NZ Aviation  New Zealand quickly appreciated the potential of aviation First passenger flights 1915 First Pilot School 1916 First airmail service 1919 Pioneered use of aviation in tourism, forestry, agriculture, horticulture  First commercial aircraft manufactured in 1940  Proven marine composites capabilities now incorporated in aircraft fit-outs  The innovative approach benefits customers Connecting customers to New Zealand Aviation solutions

Companies succeed internationally  Kansas City uses Airport 20/20 Flight Display System  Oman Airport uses Cavotec Pop-up Pit System  North Africa uses Radiola Calibration Services  easyJet, Jetstar Pacific, Oberlin University and flydubai awarded pilot training contracts to CTC Aviation in 2010  Australian Aerial Firefighting Centre uses SpiderTracks System  110+ customers with aircraft across 50 countries use Superstructure’s AQD Risk and Safety Management System  Airports around the world use BCS and Glidepath baggage and freight handling systems  NZ companies consult to/work to airlines and airports on all the continents  New Zealand is engaged throughout the aviation world Connecting customers to New Zealand Aviation solutions

Strong International Recognition  ‘.. very pleased with AQD,.. met all of our functionality needs and was much easier to implement than expected.’ First Air Canada about Superstructure Group  Glidepath.. understood our requirements and are capable of meeting the fast-track construction’ Amarillo City, United States, Deputy Director of Aviation  ‘…breakthrough new program and partnership…with CTC Aviation’ Jetstar CEO, Australia  ‘SpiderTracks.. the best fit for our needs – and the most reliable.’ Papillon Helicopters Director of Operations, United States Connecting customers to New Zealand Aviation solutions

Value Proposition (Training)  New Zealand supplies ‘fit for purpose’ training which improves your performance  New Zealand provides a challenging and testing training environment.  New Zealand has clear airspace over spectacular and diverse terrain with varied weather patterns  New Zealand companies customise to client requirements, and produce quality graduates Connecting customers to New Zealand Aviation solutions

Value Proposition (Engineering)  New Zealand’s competitive engineering MRO expertise keeps your aircraft safe and cost-efficient.  Top quality performance, and on time delivery, are critically important attributes of the New Zealand industry  Rising productivity levels and moderate OECD-level costs mean New Zealand companies are internationally competitive Connecting customers to New Zealand Aviation solutions

Value Proposition (Services and airports)  New Zealand provides practical, elegant and new technology applications to solve your problems.  New Zealand’s practical and realistic approach to problem solving is a real strength  The ability to draw expertise from world-class marine and flourishing information technology industries are resulting in new solutions for customers Connecting customers to New Zealand Aviation solutions

Conclusion  New Zealand aviation sector is substantial with considerable export potential  Aviation NZ is moving the sector from transactional to strategic, from fragmented to scale, giving profile  Targetting 10 x $20m hi value creation projects in next 5 years  Presenting one industry ‘face’ to Government  Still have a way to go! Connecting customers to New Zealand Aviation solutions