1. EPIC NZ Opening the Doors to China
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EPIC NZ Opening the Doors to China
Presenter Cameron Zhang from
New Zealand New Milk Ltd.
新西兰新牛奶公司

2. New Milk introduction We are an infant formula OEM manufacture.
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New Milk introduction
We are an infant formula OEM manufacture.
Focusing on formulated premium dairy products
Packing format includes 900g, 400g and 200g cans and easy opening sticks
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

3. New Milk introduction Located in the Airport industrial park
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New Milk introduction
Located in the Airport industrial park
Modern hygienic factory
Efficient equipments
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

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New Milk introduction
We don’t own brands and don’t marketing in retail markets
We make infant formula products based on client required specification, and packing format
One stop turn key service, including formulation
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

5. Stakeholder Position New Milk (or your biz) MAF & NZFSA NZTE NZCTA
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Stakeholder Position
New Milk (or your biz)
CN Govt. Agencies
NZ Agencies
Mature Market
CN Market
MAF & NZFSA
NZTE
NZCTA
CIQ: China Entry-Exit Inspection and Quarantine
Customs
New adventure
Future market
Marco Polo story
Existing clients
Cash cow market
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

6. Government Agencies NZ China FTA
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Government Agencies
CN Govt. Agencies
CIQ: China Entry-Exit Inspection and Quarantine
Understanding rules and regulations
Be open minded
Find the right partner
NZ China FTA
Competitive tariff vs Non-tariff barriers
E.g. low tariff rates give advantage to NZ products
E.g. testing regulations raise the bar for imports
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

7. Government Agencies Examples and Discussion: Suggestion:
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Government Agencies
CN Govt. Agencies
Examples and Discussion:
GB standards in diary industry
E.g. one trading company brought products from Europe to China without even considering quarantine and standard issues, the products had been returned (more seriously, it could be destroyed).
Suggestion:
Understand your sector in China
Do enough homework
Finding the correct party to talk to
Always be cautious
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

8. Agencies MAF & NZFSA NZTE NZCTA
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Agencies
NZ Agencies
MAF & NZFSA
Provide manufacturing rules and regulations
NZTE
Different programs to facilitate trade
NZCTA
Large NZ China business memebers
Member events provide market info. and networking opportunities
Valuable experiences to be shared
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

9. Finding the better trusted corporation partner
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Markets
CN Market
Everyone has its own China story
China is not that different from any other business environment
Value for money
Long term relationships
Meeting their supply requirements
Quality
Profits
Target market section
Finding the better trusted corporation partner
Passion
Hard work
Communication
I care!
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

10. Markets Some General Points
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Markets
CN Market
Some General Points
#1 Quality and Premium – Not just a perception
#2 Flexibility and able to understand the unique local environment
#3 Use your strengths
#4 Don’t forget the small talk (cultural)
#5 Negotiating Skills
#6 Control of your organization in China (WOFE/ Representative Office or JV)
#7 Have a robust strategy with many facets
#8 Use the NZ resources available
#9 Have determination otherwise its hard to last the distance!
#10 Differentiate yourself form your competitors by innovation and smarts – Our clients are very entrepreneurial they expect the same from suppliers.
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

11. Markets Challenges: Attaining legal status to operate, export, import
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Markets
CN Market
Challenges:
Attaining legal status to operate, export, import
Understanding cultural differences
Achieving a work life balance while working in China
Completing the work to a quality standard that meets your clients expectation
Being cost competitive with local companies and foreign companies who are well established in China
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

12. Markets Solutions: Form a WOFE where we have complete control
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Markets
CN Market
Solutions:
Form a WOFE where we have complete control
Use a combination of local on the ground services (accounting, legal) and international firms
Employ Chinese staff who have spent sufficient time in New Zealand to understand New Zealand business thinking, culture and language. (usually tertiary educated in NZ)
Employ local resources and use local suppliers where possible to maintain competitive edge
Offer a unique solution that other competitors can not offer
Work hard, but socialize with the locals so you understand their way of life and thinking
Utilize trade associations (NZTE etc, we have probably not done this enough)
Have a long term outlook and develop long term relationships
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

13. Maintain enough focus on your existing markets and clients
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Markets
Mature Market
Maintain enough focus on your existing markets and clients
Finding ways to bring your business to the next level from both ways.
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.

14. Thank you for your time any questions please?
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Thank you for your time any questions please?
NZ NewMilk Ltd. confidential. Do not circulate, quote, reproduce, or distribute without written approval from NewMilk.