2. Practical Steps to Getting to Market  Documentation Requirements  Shipping Process and Getting to Market  Key Tips and Lessons Learned

3. Documentation Requirements  Standard:  Commercial Invoice  Packing List  Packing Declaration  Certificate of Origin  Bill of Lading  Phyto Sanitary Certificate

4. Documentation Requirements  Other:  Quality Certificate  Quantity Certificate  Certificate of Non Manipulation  Clarify what is required:  Why?  Where?  What?  Original or Copy Documents

5. Documentation Requirements  Certificate of Origin  Arrange through 3 rd Party  IVS: www.ivslimited.co.nzwww.ivslimited.co.nz  Chamber of Commerce: www.chamberdocs.co.nz www.chamberdocs.co.nz  Application Process  Cost approximately $35.00

6. COO Example

7. Shipping and Getting to Market  The Shipping Process  Air and Sea Service Profile  Role of the Exporter  Role of the Importer  Role of the Freight Forwarder

8. The Shipping Process Typical Process Flow Order Confirmed with Customer Freight Forwarder/Service Provider Advised Necessary Documentation Completed Goods Prepared for export 48 hours before departure CEDO lodged Goods Physically Exported Documentation sent to the relevant party: Original or Copy

9. Airfreight Services  Airfreight Services ex Auckland:  Two Direct services daily  Air NZ to Shanghai B767 aircraft  China Southern to Guangzhou A330 aircraft  Regularly booked to capacity with live lobsters & other foodstuffs  Transhipment services to major Chinese airports via carriers home city:  Cathay Pacific via HKG  China Airlines via TPE  Korean Airlines via ICN  Malaysia Airlines via KUL  Qantas via SYD  Singapore Airlines via SIN  Thai Airways via BKK

10. Seafreight Services  Multiple Carriers ex New Zealand to China  Transit times 17 to 22 days direct  Add One to Two Weeks for Trans-ship  Match service to your product and customer destination  Be aware of Peak Season: Feb to May

11. The Shipping Process  Role of the Exporter  Take Ownership  Role of the Importer  Clarify Requirements  Role of the Freight Forwarder  Facilitate Process

12. Lessons Learned and “Key Tips”  Documentation Accuracy : weight, m3, detail; all must match  Documentation Requirements: Why/Where/What. Clear Communication  Prepare and Understand each point of your supply chain and the relationship between you as the shipper and your customer/importer  Import Eligibility - can your customer legally import?  Inco Terms of Trade: FOB/CFR/DAP  Use of Bonded Warehouse (trans-ship LCL – inland/understand cost)  Do your home work and research – utilise:  MFAT  NZTE  Freight Forwarder  Ship on a direct service to avoid non-manipulation issues on tariff items

13. Key Tips continued…  Presence – successful companies are those who have a presence all the time, or are committed to sustained visits, build face to face relationships – China Air, 13 visits, 18 months  Partners – choose carefully and maintain communication  Product/brand – ensure these fit the market – what does your brand “mean” when translated?  Political, social, law & order, geographical, language, customs and culture need consideration  Growth driven regionally take into account provincial base – not just on the main centres