New Zealand - Country Commercial Guide
Selling Factors & Techniques

Identifies common practices to be aware of when selling in this market, e.g., whether all sales material need to be in the local language.

Last published date: 2022-07-31

Due to distance New Zealand companies are experienced dealing with U.S. companies remotely.  Electronic communications are the norm.  Zoom and Teams Microsoft are popular video conferencing platforms.   Domestically, sales calls and one-on-one discussions with potential buyers are the predominant method of selling capital intensive or service products to other businesses.  

Trade Promotion and Advertising

U.S. companies can raise their visibility in the local market by linking to the New Zealand Commercial Service website under the Business Service Provider and Featured U.S. Exporters Listings.  For additional information on these services check https://www.trade.gov/all-services.

In-country promotion of U.S. products/services is offered via the Single Company Promotion.  This program provides U.S. companies with promotional services which may consist of a technical seminar, press conference, luncheon, dinner, or reception with a targeted audience.

Pricing

There are no government price control regulations.   A Goods and Services Tax (GST) of 15% is applied to all goods and services.

Sales Service/Customer Support

Sales service and customer support are important for New Zealand retailers and manufacturers.  The New Zealand consumer is discerning.  The entrance of U.S.-based retailers and franchises has contributed to increased service expectations.  At the industrial level, service and technical support remains an important competitive factor.

Local Professional Services

Local professional services such as accounting, consulting, human resources, and finance are widely available and perform to a high standard.  Several U.S. and global service providers operate in New Zealand’s cities.

Principal Business Associations

The American Chamber of Commerce supports a New Zealand office.  Membership comprises of around 480 members, of which 25% are U.S. companies, 25% are multinationals, and 50% New Zealand companies.  Approximately 20% of members are exporters to the USA (dominated by technology companies).  The majority of members represent the services sector:  banks/financial services, insurance, lawyers, accountants, freight and logistics, immigration, universities, local government/government agencies.

New Zealand’s own Chambers of Commerce network is divided into four hubs:  Northern, Central, Canterbury and Southern; and affiliated with 22,000 Chambers internationally through the International Chamber of Commerce.  The Chambers are receptive to U.S. companies joining as members.

There are many industry associations in New Zealand receptive to U.S. company membership.

Limitations on Selling U.S. Products and Services

There are no known manufacturing sectors or services which exclude U.S. business.