Critical success factors when going global: the basic challenge

Abstract

The Government's Growth Agenda is to increase the ratio of exports to GDP from the current 30% to 40% by 2025. New Zealand agribusinesses of all types are being urged to use knowledge and expertise overseas to increase export revenue in order to assist with achieving the agenda. Over the last two decades there have been numerous attempts to "go global" with varied success. There have also been a considerable number of commissioned reports on how companies should proceed. Pastoral farmers rely on their processors and marketers to return an income to their business, but some co-operatives and companies are more successful than others. This paper gives the background for the case studies in the three papers which follow comparing (a) export strategies for dairy companies, (b) increasing suppliers/customers for co-operative companies and (c) taking New Zealand knowledge and expertise in farming systems offshore. Keywords: Export, relationships, supply-chain, value-add

Critical success factors when going global: New Zealand dairy companies

“…This paper explores seven tangible and intangible critical success factors (CSF) selected from New Zealand Trade and Enterprise (NZTE) publications, academic journals, the preceding background paper, and a case study topic template (Lewis et al 1991;Ng & Kee 2012;NZTE 2009;Rowarth et al 2013). These CSF are value chains, customer relationships, partnerships, research and innovation, securing suppliers, managing critical incidents, and core competencies, which need to be leveraged in order to gain international success (Ng & Kee 2012;NZTE 2009).…”

Critical success factors when going global: Agribusiness co-operative growth

“…These critical success factors have been determined by analysing three New Zealand co-operatives: Ravensdown fertiliser co-operative, the first trans-Tasman co-operative, responsible for supply and distribution of fertiliser in New Zealand and Australia; the Dairy Goat Co-operative which exports world leading infant formula to 20 countries; Fonterra Co-operative Group, New Zealand's largest raw milk processor and responsible for one third of all internationally traded dairy products. This paper details what it takes for international co-operative growth within the context of the basic challenge (Rowarth et al 2013).…”