Beachheads: Companies


 

Participating companies

Approximately 70 companies are exploring overseas markets through the Beachheads Programme at any one time.

China Beachhead

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Europe Beachhead

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India Beachhead

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Middle East Beachhead

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North America Beachhead

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South East Asia Beachhead

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Tokyo Beachhead

 

Alumni

These companies have grown their international business through the Beachheads programme.

Europe Beachhead

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Middle East Beachhead

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North America Beachhead

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South East Asia Beachhead

 

What the companies think

Actronic
“We’ve spent 20 years to get where we are today and we don’t want to spend another 20-30 years to double or triple that; we’ve got to move faster and we need a presence on the ground to do that.

“Our key driver for joining was the contacts we could make through the Beachheads Board with people at senior levels in some of the key organisations we are targeting, and with people who have electronic experience in different applications that are relevant to our business.

“In just a few months, through the North America Beachhead Advisory Board, we’ve gained five contacts, three of which we are actively working with. It’s giving us quick access to market knowledge and experience at senior levels that would otherwise be hard for us to achieve; it’s opening doors for us.”

Mark Templeton, Actronic

Horticulture Marketing
“When we formed NZBG we were originally sharing an office in Tokyo with another Kiwi exporter, but when we heard NZTE talking about a beachhead office we really got in behind it. It’s given us the credibility and linkages that we wouldn’t have got if we’d just had our own office.

“Japan is the second largest market in the world; it’s very hard to get any profile there and you need every little bit of help you can get. It helps to have a lot of New Zealand companies working together at the New Zealand Business Centre.”

Alan Dobson, Horticulture Marketing

Sonar6
“Sonar6 has developed partnerships in Britain and the United States, by tapping into business networks provided through the Beachheads Programme and we expect further significant international deals will follow as a result of these partnerships.

“Without doubt, the Beachheads Programme has been an accelerator for us. Being able to tap into a network of experienced businesspeople who know the market has been very important. We’ve been able to get in [to see potential customers] at levels we’d have never achieved if we’d just taken the cold- calling approach.”

John Holt, Sonar6

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Meat and Wool New Zealand
"The Japanese market is one which offers substantial opportunities but requires a sustained commitment of personnel and other resources.

"The Beachheads Programme is ideal for companies like ours as it creates greater critical mass and helps us to make the most of opportunities to develop more New Zealand Inc. activities.

"It also helps underscore the fact that we are first and foremost a New Zealand entity, and assists us to present a more professional and substantial face to the market."

John Hundleby, Meat and Wool New Zealand

Sunrise Coast
"The Japanese market represents about 50 percent of our total exports and with the company looking to double export volumes in the next two years, access to in-market support is vital.

"We are very pleased to be a foundation member of the new Tokyo Beachhead. This is a great opportunity to work with other proactive New Zealand exporters and extend our reach in this key market."

Tim Chrisp, Sunrise Coast

Cedenco Foods
"To remain internationally competitive against the effects of the strong New Zealand dollar and rising costs globally, particularly over the last few years, Cedenco has had to strengthen our strategy of in-market customer support and development of new products to provide a higher value-added component to Cedenco and our customers.

"This has had a positive effect in terms of our own efficiencies which we have achieved by working closely with our Japanese customers in Japan and by also having them visit the New Zealand operations.

"This is where the support of the Beachhead in terms of access to accurate market intelligence and credibility with our customer base is vital."

Peter McCracken, Cedenco Foods

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Aftermail
"At the time of Aftermail’s sale to Quest Software, just two years after establishment and ahead of plan, it had 130 clients in nine countries. We joined NZTE’s Europe Beachhead at the start of 2005, and this helped fast track Aftermail’s growth by linking the company into global connections.

"It was a great way to access networks in other countries - people, opportunities, investors. Successful exporting is all about networking, making connections and getting revenue. That’s the most important thing."

Rod Drury, Aftermail

Rakon
Rakon competes in a global market against world class competitors, many of whom are part of a larger corporate entity. The competitor’s resources can be formidable and to achieve our goal of dominating the market niches we choose to serve, we must focus our proactive efforts.

"The assistance of NZTE to help Rakon compete worldwide has been critical and appreciated. From mentoring and networking to recruitment assistance Beachheads has stepped up and shown an interest in our business and success. They are serious about helping globally and have already facilitated important high technology introductions."

Hugh Tucker, Rakon

Datasquirt
"The assistance the New Zealand government provides through initiatives like NZTE’s Beachheads programme is very helpful for businesses like Datasquirt making their way offshore.

"Being a member of the Europe Beachhead has given us very well qualified sales leads and provided senior industry contacts, including in-market experts who facilitate networking opportunities. We’ve also received very competent strategic planning advice."

Aaron Ridgway, Datasquirt

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Global Career Link
"The Beachheads Programme introduces us to an impressive line-up of highly successfully local business leaders who have a wealth of knowledge and experience in the UNITED KINGDOM. Their networks can help us get direct access into big companies that will potentially use our recruitment expertise."

Simon Swallow, Global Career Link

Methven USA Inc.
"The Beachheads programme is not a substitute for a company doing its own homework and thorough research before deciding to launch into a new market. It does however provide a very good critique of the proposed programme as well as valuable on the ground support in the new market. I would strongly recommend any company who is looking at a new market to investigate the Beachheads programme. It is very good."

Stuart Gray, Methven USA Inc.

 

Company successes

Commtest
North America Beachheads programme - joined August 2005
Middle East Beachheads programme - joined September 2007

Commtest Managing Partner John Cochrane admits to some ambivalence before he applied to join the North America Beachhead, but says it was worth it, and he’d definitely recommend the programme to others, for the entry process alone.

“Having our business plans reviewed and scrutinised by the New Zealand Beachheads Advisory Board to make sure they were solid was very useful.”

The firm, which designs and manufactures vibration analysis electronics and software, has been doubling sales in America every six months since opening an office in Tennessee in late 2005 as part of the Beachheads programme. It’s a real advantage that companies opening an office under the North America Beachhead can choose to locate their business operations in any state close to potential investors and clients, says Mr Cochrane.

Commtest has also joined the Middle East Beachheads programme. Based in Dubai, it’s aiming to win business with the region’s petrochemical firms, the premier customer segment for its industry.

www.commtest.com

eBUS
South East Asia Beachheads programme – joined September 2007

“The Beachheads provide the kind of advice and service that you can’t buy at any price,” says Carmine Masiello, founder of eBUS, a technology firm that went from start-up to acceptance into the South East Asia Beachheads programme in just two years.

“Singapore is the ideal base to expand into Asia – we are currently the first provider of TVC management and digital distribution services in the region and we aim to achieve a leadership position in Asia first and then move into more mature regions.”

Over the last few months eBUS has won seven major users in Singapore and has advanced negotiations in progress with all its other major potential clients. The methodology used by the Beachheads programme and the help of NZTE local offices helped clarify the company’s knowledge of its target markets, says Mr Masiello.

“Once we’ve reached a more advanced stage in the region the South East Asia Beachheads Advisory Board will bring even more value in terms of general business mentoring, networking and support. I would definitely recommend the Beachheads programme to other companies.”

www.ebus.tv

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SLI Systems
North America Beachheads programme – joined August 2005
Europe Beachheads programme – joined September 2005

High tech company SLI Systems is successfully working to accelerate sales growth in the USA, its major market, and has found talks with North America Beachheads Advisory Board members helpful in shaping its strategy.

CEO Shaun Ryan gathers information and market intelligence from a wide variety of sources, and says ICT expert and advisory board member Andy Lark is one of the most useful people he’s come across, offering feedback on SLI’s approach and sharing his ideas on sales and marketing. A contact from another member went on to become a client.

SLI Systems also joined the UK Beachheads programme to help build business for its intelligent website search engine software in that market.

“We’ve got a small Europe sales team who’ve been in contact with the advisory board; one of the members helped with some recruitment. I’d definitely recommend Beachheads to companies who’ ll be proactive and put time and effort into the programme to extract the value out of it.”

www.sli-systems.com

Wellington Drive Technologies
South East Asia Beachheads programme – joined January 2007
North America Beachheads programme – joined December 2007

“The South East Asia Beachheads programme has opened doors for us and been able to network us successfully at some of their events in terms of matchmaking - it’s highly effective for a company at our stage of growth and we’ve received sizeable business through these introductions,” says Matthew Cawte, CFO of Wellington Drive Technologies.

The export-focused firm designs and markets electricity saving motors for residential and commercial appliances. Mr Cawte has found that belonging to the Beachhead, a Government endorsed programme, goes a long way in Asia.

“It opens doors that wouldn’t normally be open to us – that’s absolutely vital. We’ve got in to see purchasing managers, engineering teams and suppliers previously unavailable to us.”

The firm has also joined the North America Beachheads programme to help ramp its US business up another level.

“Part of that is telling our clean, sustainable technology story a little louder - we hope to use the advisory board to connect us to key influencers and government organisations.”

www.wdtl.com

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Sysdoc
Europe Beachheads programme - joined December 2005

Introductions provided through the Europe Beachheads programme have enabled Sysdoc to develop a strategic alliance partnership with Microsoft to market its leading edge system ‘CDMS – Competence Development Management System’ in the United Kingdom and Europe.

Other benefits the firm has gained through the Beachheads programme include in-depth market knowledge, coaching, advice and new networks, says Katherine Corich, Founder and Director of Sysdoc, New Zealand’s leading documentation and learning organisation, specialising in the integration of knowledge management practices, business process optimisation, learning management solutions and online documentation.

“We have significantly grown sales and increased brand recognition in the United Kingdom over the past few years and the Beachheads programme has played a valuable role in our success. The Europe Beachheads Advisory Board has some fantastic, knowledgeable and professional business mentors. We’ve had lots of meetings with our nominated mentor and have been introduced to executives in complementary consulting firms.”

Sysdoc has also extended its reach into central Asia, working in Kazakhstan from its United Kingdom base.

www.sysdocgroup.com

The Hyperfactory
North America Beachheads programme – joined December 2005

Kiwi innovator The Hyperfactory is the world’s most awarded full-service mobile ideas, media and execution company and the market leader in the United States. Belonging to the North America Beachheads programme has “absolutely contributed to our success,” says CEO Derek Handley, who along with his brother founded the company that helps clients such as Motorola, Vodafone and Coca- Cola with their mobile marketing strategies.

“Beachheads assistance extends from defining whether or not you should be in that market, helping you find your feet when you enter the market, to networking and introducing us to the flag wavers who are able to open doors for us.

“Make no mistake,” stresses Mr Handley, “The Hyperfactory’s success is down to the strength and innovation of our team, our track record and fantastic products and services – what the Beachheads programme does is make our life easier.”

He says firms should definitely join the Beachheads programme, but only if they are completely committed to succeeding internationally.

www.thehyperfactory.com

Sonar6
Europe Beachheads programme - joined February 2006
North America Beachheads programme - joined July 2006

“The level of experience and access to networks in the Beachhead advisory boards is really valuable. In the United Kingdom they’ve introduced us to potential business opportunities and led to our first sale of a solution in that market to a company that has become a significant client,” says Sonar6 CEO John Holt.

The company joined the Europe Beachheads programme in early 2006 and the North America Beachheads programme later the same year to help develop export markets for its graphics-based performance management solution.

Mr Holt says the North America Beachheads Advisory Board helped Sonar6 with a capital raising round.

“We were introduced to some very interesting and significant potential investors in the United States – we didn’t end up taking those options, but it’s a great example of how the Beachhead can help. You can only get access to those top tiered people through introductions from people they know and trust, which is a reflection of the quality of the advisory boards.”

www.sonar6.com

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Fisher & Paykel Healthcare
Middle East Beachheads programme – joined June 2005

Belonging to the Middle East Beachhead has helped Fisher & Paykel Healthcare grow sales significantly across the region as a result of being closer to customers and supporting them on a daily basis.

Fisher & Paykel Healthcare has been selling its respiratory humidification, neonatal products and obstructive sleep apnoea devices to the Middle East for a number of years; joining the Beachheads programme enabled the firm to have someone based in the market for the first time.

“The Beachheads programme has helped us establish a solid chain of distributors and customers all over the region and visit countries that we have never been to before. New markets such as Iran and Libya started from scratch and became good success stories for us,” explains Deya Mudallal, Area Manager for Fisher & Paykel Healthcare.

“We actively participate in Beachheads market development activities and initiatives that help us penetrate new markets, strengthen our regional sales and marketing force and keep us close to end users.”

www.fphcare.com

4RF Communications
Middle East Beachheads programme – joined August 2005

“The Beachheads have contributed greatly to helping us establish a bedrock of business in Europe and the Middle East,” says Jarlath Lally, Marketing Director of 4RF Communications, a company that designs and manufacturers industry leading wireless systems for ‘super-long’ distance point to point communications. Their products are used globally by telcos, utilities, oil and gas companies, public safety organisations, defence forces, and mining companies.

Mr Lally says Beachheads sponsorship of 4RF’s offices in the United Kingdom and Dubai has been extremely useful, helping offset start-up costs and allowing the company to focus on market development and sales.

“Establishing an office reflects a high level of commitment to regional markets. This is very important for a company of our size. Culturally, ‘bricks and mortar’ are still important in our industry. An office presence engenders client confidence and reflects our commitment to their long term support.”

www.4rf.com

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Metra Information Limited
Europe Beachheads programme - joined 2005

“The Europe Beachhead has enabled us to move forward with our infrastructure and business plans in Europe at a faster rate than would have been possible orginally,” explains Paul Linton, Metra’s General Manager for Europe, Middle East and Africa. Metra is the commercial and international subsidiary of the MetService of New Zealand and are experts in providing world-wide forecasting information and specialist software products and services that interpret this data for many leading organisations around the globe.

“We have new business built off the marketing from the Beachhead base, not only in the United Kingdom and Ireland but also in Germany, Finland, Switzerland and France. With demanding customers like the BBC, CNBC, RWE, E.On and EDF, having the right infrastructure in market is critical to our current and future success.”

Mr Linton says the Beachhead has also provided encouraging feedback to Metra staff.

“It is good to know you have that support and that you are going through what other New Zealand companies have already gone though so you can learn from their experiences.”

www.metra-info.com


Beachheads News and Resources

Latest News

20 February, 2008

David Mahon named chair of newly formed China Beachhead

Beachheads News and Resources

 

Beachheads Contacts

For further information on the Beachheads Programme delivered by New Zealand Trade and Enterprise, please email beachheads@nzte.govt.nz. 

 

Beachheads Advisory Board

"If we can take a company with $5 million of exports and turn it into a company with $100 million or more, that’s a very good thing for our export earnings."

Greg Cross, Chair, New Zealand Beachheads Advisory Board. 


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