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The latest New Zealand Manufacturers and Exporters Association (NZMEA) Survey of Business Conditions completed during November 2015, shows total sales in October 2015 decreased 5.70% (year on year export sales decreased by 8.25% with domestic sales decreasing 0.88%) on October 2014. The NZMEA survey sample this month covered NZ$366m in annualised sales, with an export content of 64%. Net confidence fell to 6, down from 23 in September. The current performance index (a combination of profitability and cash flow) is at 103.7, up from 102.3 last month, the change index (capacity utilisation, staff levels, orders and inventories) was at 100, up from 97 in the last survey, and the forecast index (investment, sales, profitability and staff) is at 106.5, up on the last result of 104.83. Anything over 100 indicates expansion. Constraints reported were 82% markets, 12% production capacity and 6% skilled staff. Net 24% of firms reported a modest rise in productivity in October. Staff numbers for October reported no change on the same month last year. Tradespersons, supervisors, managers, professional/scientists and operators/labourers all reported a moderate shortage. “Domestic sales fell back after last month’s good result, largely unchanged to sales in October 2014. Export sales also felt a drop in October moving into the negative compared with the same month in 2014; this was after a flat sales result last month. This is somewhat disappointing, as we had hoped last months results were a positive sign of a turnaround in trend – these lower results may reflect challenges in the global environment, as well as a slowing domestic economy. The very high market constraint of 82% shows the extent to which market conditions are effecting manufacturers.” says NZMEA Chief Executive Dieter Adam. “Staff numbers remained flat in October and confidence fell after the boost it felt in September. […]

BusinessNZ says draft legislation to amend the Resource Management Act is worthwhile. Chief Executive Phil O’Reilly says business is disappointed that the political landscape has made it impossible to change the Act substantively to make it more fit for its purpose of promoting sustainable development. But he says the changes contained in the Resource Legislation Amendment Bill released today could significantly improve planning and consenting processes. “While the Bill does not meaningfully address core fundamental problems with the RMA, it does make way for improvements in the way the RMA is implemented. “The Bill would give better direction to councils in developing plans, allow for faster consenting, curb council fees and constrain councils from some overly intrusive regulation – changes that would be welcomed by business. “If passed, this Bill could remove a significant amount of the frustration experienced by applicants for resource consents.” But Mr O’Reilly said he hoped future legislation would address RMA issues not addressed by the Bill including: • RMA’s damaging “either/or” approach to the environment and the economy – instead of supporting and facilitating both • RMA’s preoccupation with sustainable management, to the detriment of sustainable development • RMA’s lack of recognition of property rights • RMA’s lack of compensation for removal of property rights or loss of value • RMA’s lack of provision for contestable consenting

By digging for the gold right under your nose, you can tap into your full business potential. David Frank specialises in communications for engineering, technology, and manufacturing firms – both external (marketing) and internal (technical documentation). He uses interviewing to tap into the ‘heartbeat’ of his client’s target audience, using counselling experience and training by an ex-TV talk show host. His career has spanned engineering & technology design, project management, and sales & marketing. 0800 385 1800 | david@spectra-media.net.nz | spectra-technical-media.co.nz As I was saying in my previous article Bridging the communication gap that limits engineering & technology firms, most websites and brochures tend to be ‘self-focused’ and not very customer-friendly or appealing. Your clients are in a different world, albeit linked to yours, with motivations and interests beyond the technical issues. Who are they? Your ideal clients may be the ones who appreciate your value and tell others, are willing to pay for it, take up minimal time, or give ongoing business… profitable clients… your real target market. Let’s focus on them and screen out the ‘tyre-kickers’, unreasonable complainers, time-consumers, or people that would be better served elsewhere. What are they really looking for? The key to your success Let’s tap into their heartbeat and find out their real ‘hot buttons’ – needs, fears, problems, pain points, questions, interests, and hidden emotional reasons to buy. We can find a certain amount in discussion forums or social media, but ultimately by going to the ‘horse’s mouth’ by interviewing. This can be easiest done by an objective outsider where the client can speak freely rather than saying what the business owner wants to hear. Mining the raw gold for your marketing message Now let’s see what assets you have to satisfy those ideal client hot buttons… 1. Identify the key benefits […]

New Zealand’s manufacturing sector continued its expansionary path for October, according to the latest BNZ – BusinessNZ Performance of Manufacturing Index (PMI). The seasonally adjusted PMI for October was 53.3 (a PMI reading above 50.0 indicates that manufacturing is generally expanding; below 50.0 that it is declining). Although this was 1.7 points lower than September, the level of expansion was still healthy. The sector has now been in continued expansion since October 2012. BusinessNZ’s executive director for manufacturing Catherine Beard said that despite the slower rate of expansion in October, the proportion of positive comments from manufacturers moved up from September. “Although the key sub-indices of production (53.1) and new orders (55.9) both experienced lower levels of expansion, they continued to lead the way for October”. “In addition, the proportion of positive comments for October (61.8%) picked up from September (58.7%), with many of these in relation to increased offshore orders and new customers. BNZ Senior Economist Doug Steel said “it was interesting to see a decline in inventory this month especially in the context of new orders remaining above-average – it’s a signal for more production ahead.”