Page 22 - Export and Trade

International Trade

relationships are underpinned by sound contracts.
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The 5 C’s of Model Contracts are derived from the work of ICC
policy commissions, institutions such as the ICC
Exporting Institute of World Business Law, and individual
international experts. Make sure you minimise risk
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Clarity of Purpose – You need a clear vision
expertise by obtaining ICC Model Contracts –
for your product and how it will compete in an
available through the Chamber of Commerce.
overseas market. Understand the issues of
Model contracts are available for most aspects
access and have a plan in place that allows you
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to measure and manage to ensure success.
and Distributorship, through to Mergers and
Acquisitions.
Capability – Capability is about your people
All provide you with the backup, should the
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necessity arise, of recourse to ICC International
technical ability and processes that perform in a
Arbitration.
market and keep performing.
Connections – It will not be ‘what you Importance of credibility and networking
know’ in most markets; it will be ‘who you your business
know’. Develop good networks which will give All business involves a measure of trust and some
you access to good market knowledge and form of networking. If you consistently meet customer
distribution systems. Build a team around you expectations, your credibility will naturally increase
of positive mentors. DV VDWLV¿HG FXVWRPHUV VSUHDG WKH ZRUG *HWWLQJ LQWR
exporting is an extension of your local networking
Cash – You will need this to visit, research, test activities and will help you to grow your business. Your
markets, meet people, create a local network website works for you 24/7. Your existing customers
and go back and do it all again if you are going and network organisations are resources you can work
to succeed. with to build both a testimonial portfolio and your
credibility for new customers.
Commitment – Exporting to new markets To develop and maintain an export market requires
WDNHV WLPH DQG SDWLHQFH <RX ZLOO ÀLUW ZLWK regular presence in that market. Factoring regular
failure on a rewarding journey to success. travel into your business plan and costing structures is
an essential, not an optional, extra.

20 NZ Export & Trade Handbook 2018