TABLE OF CONTENTS

                                                                       PAGE

I.       COMMERCIAL OVERVIEW . . . . . . . . . . . . . . . . . . . . . .  5
         OVERVIEW OF IMPORT MARKET . . . . . . . . . . . . . . . . . . .  5
         BRIEF SYNOPSIS OF COMMERCIAL ENVIRONMENT. . . . . . . . . . . .  5
         BUSINESS ATTITUDE TOWARD THE U.S. . . . . . . . . . . . . . . .  5
         MAJOR BUSINESS OPPORTUNITIES. . . . . . . . . . . . . . . . . .  5
         MAJOR ROADBLOCKS TO DOING BUSINESS. . . . . . . . . . . . . . .  5
         NATURE OF LOCAL AND THIRD COUNTRY COMPETITION . . . . . . . . .  6

II.      LEADING TRADE PROSPECTS FOR U.S. BUSINESS . . . . . . . . . . .  7

III.     ECONOMIC TRENDS AND OUTLOOK . . . . . . . . . . . . . . . . . .  8
         MAJOR TRENDS AND OUTLOOK. . . . . . . . . . . . . . . . . . . .  8
         PRINCIPAL GROWTH SECTORS. . . . . . . . . . . . . . . . . . . .  8
         GOVERNMENT ROLE IN THE ECONOMY. . . . . . . . . . . . . . . . .  9
         BALANCE OF PAYMENTS SITUATION . . . . . . . . . . . . . . . . .  9
         TRADE AND INVESTMENT BARRIERS . . . . . . . . . . . . . . . . .  9
         LABOR FORCE . . . . . . . . . . . . . . . . . . . . . . . . . . 10
         MAJOR LOCAL AND THIRD COUNTRY COMPETITORS IN SPECIFIC
              SECTORS. . . . . . . . . . . . . . . . . . . . . . . . . . 10
         INFRASTRUCTURE SITUATION FOR GOODS/SERVICES DISTRIBUTION. . . . 11
         MAJOR INFRASTRUCTURE PROJECTS UNDERWAY. . . . . . . . . . . . . 12

IV.      POLITICAL ENVIRONMENT . . . . . . . . . . . . . . . . . . . . . 13
         NATURE OF BILATERAL RELATIONSHIP WITH THE UNITED STATES . . . . 13
         MAJOR POLITICAL ISSUES AFFECTING THE BUSINESS CLIMATE . . . . . 13
         THE POLITICAL SYSTEM, ELECTIONS, ORIENTATION OF POLITICAL
              PARTIES. . . . . . . . . . . . . . . . . . . . . . . . . . 13

V.       MARKETING U.S. PRODUCTS AND SERVICES. . . . . . . . . . . . . . 15
         DISTRIBUTION AND SALES CHANNELS . . . . . . . . . . . . . . . . 15
         USE OF AGENTS/DISTRIBUTORS; FINDING A PARTNER . . . . . . . . . 16
         FRANCHISING . . . . . . . . . . . . . . . . . . . . . . . . . . 16
         DIRECT MARKETING. . . . . . . . . . . . . . . . . . . . . . . . 17
         JOINT VENTURES/LICENSING. . . . . . . . . . . . . . . . . . . . 17
         STEPS TO ESTABLISH AN OFFICE. . . . . . . . . . . . . . . . . . 17
         SELLING FACTORS/TECHNIQUES. . . . . . . . . . . . . . . . . . . 20
         ADVERTISING AND TRADE PROMOTION . . . . . . . . . . . . . . . . 20
         PRICING PRODUCT . . . . . . . . . . . . . . . . . . . . . . . . 21
         SALES SERVICE/CUSTOMER SUPPORT. . . . . . . . . . . . . . . . . 22
         SELLING TO THE GOVERNMENT . . . . . . . . . . . . . . . . . . . 22
         PROTECTING YOUR PRODUCT FROM IPR INFRINGEMENT . . . . . . . . . 23
         NEED FOR A LOCAL ATTORNEY . . . . . . . . . . . . . . . . . . . 26


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VI.      TRADE REGULATIONS AND STANDARDS . . . . . . . . . . . . . . . . 27
         TARIFFS AND IMPORT TAXES. . . . . . . . . . . . . . . . . . . . 27
         OTHER TAXES ON IMPORTED GOODS . . . . . . . . . . . . . . . . . 27
         CUSTOMS VALUATION . . . . . . . . . . . . . . . . . . . . . . . 27
         IMPORT LICENSES . . . . . . . . . . . . . . . . . . . . . . . . 28
         EXPORT CONTROLS . . . . . . . . . . . . . . . . . . . . . . . . 28
         IMPORT/EXPORT DOCUMENTATION . . . . . . . . . . . . . . . . . . 28
         TEMPORARY ENTRY . . . . . . . . . . . . . . . . . . . . . . . . 29
         LABELING, MARKING REQUIREMENTS. . . . . . . . . . . . . . . . . 29
         PROHIBITED IMPORTS. . . . . . . . . . . . . . . . . . . . . . . 30
         STANDARDS (e.g. ISO 9000 USAGE) . . . . . . . . . . . . . . . . 30
         FREE TRADE ZONES/WAREHOUSES . . . . . . . . . . . . . . . . . . 31
         SPECIAL IMPORT PROVISIONS . . . . . . . . . . . . . . . . . . . 32
         MEMBERSHIP IN FREE TRADE ARRANGEMENTS . . . . . . . . . . . . . 32

VII.     INVESTMENT CLIMATE. . . . . . . . . . . . . . . . . . . . . . . 33
         OPENNESS TO FOREIGN INVESTMENT. . . . . . . . . . . . . . . . . 33
         CONVERSION AND TRANSFER POLICIES. . . . . . . . . . . . . . . . 34
         EXPROPRIATION AND COMPENSATION. . . . . . . . . . . . . . . . . 34
         DISPUTE SETTLEMENT. . . . . . . . . . . . . . . . . . . . . . . 34
         PERFORMANCE REQUIREMENTS. . . . . . . . . . . . . . . . . . . . 34
         RIGHT TO PRIVATE OWNERSHIP AND ESTABLISHMENT. . . . . . . . . . 34
         PROTECTION OF PROPERTY RIGHTS . . . . . . . . . . . . . . . . . 35
         REGULATORY SYSTEM:  LAWS AND PROCEDURES . . . . . . . . . . . . 36
         EFFICIENT CAPITAL MARKETS AND PORTFOLIO INVESTMENT. . . . . . . 36
         POLITICAL VIOLENCE. . . . . . . . . . . . . . . . . . . . . . . 37
         BILATERAL INVESTMENT AGREEMENTS . . . . . . . . . . . . . . . . 38
         OPIC AND OTHER INVESTMENT INSURANCE PROGRAMS. . . . . . . . . . 38
         LABOR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
         FOREIGN TRADE ZONES/FREE PORTS. . . . . . . . . . . . . . . . . 38
         CAPITAL OUTFLOW POLICY. . . . . . . . . . . . . . . . . . . . . 39
         FOREIGN DIRECT INVESTMENT STATISTICS. . . . . . . . . . . . . . 39
         MAJOR FOREIGN DIRECT INVESTMENTS. . . . . . . . . . . . . . . . 40

VIII.    TRADE AND PROJECT FINANCING . . . . . . . . . . . . . . . . . . 49
         BRIEF DESCRIPTION OF BANKING SYSTEM . . . . . . . . . . . . . . 49
         FOREIGN EXCHANGE CONTROLS AFFECTING TRADING . . . . . . . . . . 49
         GENERAL FINANCING AVAILABILITY. . . . . . . . . . . . . . . . . 50
         HOW TO FINANCE EXPORTS/METHODS of PAYMENTS. . . . . . . . . . . 50
         TYPES OF AVAILABLE EXPORT FINANCING and INSURANCE . . . . . . . 50
         PROJECT FINANCING AVAILABLE . . . . . . . . . . . . . . . . . . 50
         LIST OF BANKS WITH CORRESPONDENT U.S. BANKING ARRANGEMENTS. . . 50

IX.      BUSINESS TRAVEL . . . . . . . . . . . . . . . . . . . . . . . . 51
         BUSINESS CUSTOMS. . . . . . . . . . . . . . . . . . . . . . . . 51
         TRAVEL ADVISORY SERVICES AND VISAS. . . . . . . . . . . . . . . 51
         HOLIDAYS. . . . . . . . . . . . . . . . . . . . . . . . . . . . 51
         BUSINESS INFRASTRUCTURE . . . . . . . . . . . . . . . . . . . . 52


                       TABLE OF CONTENTS - Continued

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APPENDIX A    COUNTRY DATA . . . . . . . . . . . . . . . . . . . . . . . 53
         1.   PROFILE. . . . . . . . . . . . . . . . . . . . . . . . . . 53
         2.   DOMESTIC ECONOMY . . . . . . . . . . . . . . . . . . . . . 54
         3.   NEW ZEALAND TRADE STATISTICS . . . . . . . . . . . . . . . 54
         4.   INVESTMENT . . . . . . . . . . . . . . . . . . . . . . . . 56

APPENDIX B    BEST PROSPECTS SECTORS FOR U.S. EXPORTERS TO NEW
              ZEALAND. . . . . . . . . . . . . . . . . . . . . . . . . . 61

APPENDIX C    U.S. AND NEW ZEALAND CONTACTS. . . . . . . . . . . . . . . 67

APPENDIX D    MARKET RESEARCH. . . . . . . . . . . . . . . . . . . . . . 79
         1.   LIST OF AVAILABLE AND UPCOMING DOC/ISAS. . . . . . . . . . 79
         2.   LIST OF USDA/FAS/COMMODITY REPORTS AND MARKET BRIEFS . . . 79

APPENDIX E    TRADE EVENT SCHEDULE . . . . . . . . . . . . . . . . . . . 80
         1.   PRIVATE SECTOR SPONSORED . . . . . . . . . . . . . . . . . 80
         2.   US&FCS - USDOC SPONSORED . . . . . . . . . . . . . . . . . 80



                  THE NEW ZEALAND COUNTRY COMMERCIAL GUIDE

                                      June 1994