—Presentation Sustainable Business NetworkMay 2015

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R&DInnovate andcommercialise your business

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R&DInnovate andcommercialise your business

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Perspectives

International Success

CASE STUDY #1

Frucor

CASE STUDY #2

Pacific AerospaceCASE STUDY #3

DenheathDesserts

CASE STUDY #4

TracMap

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Perspectives

Customers & Markets

Frucor

THE CUSTOMERFrucor – is the leading player in the energy-drink sector in New Zealand and Australia.

THE CHALLENGE1. To transition Frucor’s Argentinian production and

distribution facilities with minimal impact on the supply chain and sales

2. Reposition their Guarana Energy Drink V as an all-day option as opposed to just a night time only beverage.

3. Enable this with no staff in market and a limited knowledge of how to go about finding a new partner, or developing a market-specific strategy.

OUR INPUTUndertake market research to improve Frucor’sunderstanding of the category.Facilitate a search for potential packing and distribution partners.

THE RESULTFrucor successfully signed a new partner to manufacture,distribute V in Argentina and position the product as an all-day option.

They also moved to a new facility and purchased the production line from their former representative.

CASE STUDY #1

Frucor

CASE STUDY #2

Pacific Aeropace

CASE STUDY #3

DenheathDessertsCASE STUDY #4

TracMap

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Perspectives

Customers & Markets

Pacific Aerospace

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THE CUSTOMERPacific Aerospace Limited is a Hamilton based manufacturer of light aircraft. While Pacific Aerospace had an excellent product in their P-750 aircraft, they were finding it difficult to get cut-through with their limited marketing budget.

THE CHALLENGE1. Refocus Pacific Aerospace’s international marketing effort.2. Articulate a compelling value proposition to those

customers whose needs could be best met by the P-750.

OUR INPUTOur Better By Design team facilitated a series of strategy workshops with Pacific Aerospace’s executive team. These workshops challenged them to be clearer on their competitive advantage and narrow the focus of their marketing efforts to those markets where the P-750 gave them a significant advantage over their competition.

THE RESULTPacific Aerospace changed the aircraft name to P-750 XSTOL short for “Extreme Take Off and Landing” to define and differentiate their aircraft’s unique performance. They also made the strategic decision to focus on countries in the equatorial band where the aircraft performs better in hot and high altitude environments than large competitors such as Cessna.

CASE STUDY #1

Frucor

CASE STUDY #2

Pacific Aerospace CASE STUDY #3

DenheathDessertCASE STUDY #4

TracMap

Perspectives

Customers & Markets

Denheath Desserts

THE CUSTOMERDenheath Desserts is a privately owned business situated in Timaru, New Zealand and famous for its delectable range of custard squares and puddings.

THE CHALLENGEDenheath had a successful business in New Zealand, delivering directly to cafes and retail outlets. However, they wanted to take their product to the Australian market. To make this work, they needed to find a distributor in Sydney or Melbourne. They also needed to be able to replicate their successful overnight delivery model, to ensure their products arrived perfectly chilled for Australian customers the following day.

OUR INPUTNZTE worked to research, identify and introduce Denheath to a shortlist of potential business partners that could assist with logistics for Australian deliveries.We also secured Denheath a place on an NZTE-run Costco Australian Roadshow to further test their products with consumers.To further drive home the value of networking, Denheath met the Vice President of Costco’s Global Operations who introduced them to their Asian and American branches.

THE RESULTAs a direct result of the roadshow, Denheath have been supplying Costco Australia, Costco Korea and have an order pending with Japan.

CASE STUDY #1Frucor

CASE STUDY #2

Pacific Aerospace CASE STUDY #3

DenheathDesserts

CASE STUDY #4

TracMap

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Perspectives

Customers & Markets

TracMap

THE CUSTOMERTracMap design and supply GPS Tracking and Task Management systems for the agriculture sector.

THE CHALLENGEThey wanted to launch their new viticulture spraying and harvesting system into the lucrative Australian market.Their problem was lack of local knowledge – who were the main players in the market, and how was it structured?So the task was to come up with a list of high quality target customers and work out a way to create awareness of TracMapamong them.

OUR INPUTAfter extensive desk research we created a list of validated viticulture contacts. From this we selected specific companies for TracMap to meet up with, and accompanied them to these meetings.We also got TracMap to attend the Winetech expo, a high profile trade show.

THE RESULTFollowing the expo, TracMap made their first sales into Australia: 27 GPS units and strong interest in a further eight. They also won the show’s Wine Industry Suppliers Innovation award, boosting awareness of their brand.Last year TracMap appointed a full time sales Manager based in Australia to handle the continual growth in orders.

CASE STUDY #1

Frucor

CASE STUDY #2

PacificAerospaceCASE STUDY #3

DenheathDessertsCASE STUDY #4

TracMap

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INTERNATIONAL SUCCESS

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