“Personal Contact Aid To More Export Trading”

Press, Volume CI, Issue 29803, 21 April 1962, Page 13

“Personal Contact Aid To More Export Trading”

Get out from behind the desks and make personal contact with businessmen in other countries. This is the adviSe which Mr Th.P. van Amersvoort. the export manager for Indola, a Dutch company which manufactures fans for industrial and domestic use, as well as hair-dress-ing products and chemicals, has for New Zealand businessmen.

While New Zealand did not have the buying power for unlimited imports, the country had producing power, and should lose no opportunity for seeking and developing new markets, he said. Personal and regular contact was the best method. Mr van Amersvoort said. Firms should appoint their own export managers, men who know their firm's products thoroughly, to travel to other countries, especially America and the East “to open new markets and enlarge existing ones.” Before a firm could attempt to sell its products in a foreign country, it must know the conditions and customs of the people there. This was where the export manager came in. Once contact was established, it was profitable to pay regular visits, and so build up goodwill and orders, he said.

Mr van Amersvoort is convinced it is largely because of personal contact that his firm has captured about half New Zealand’s import licence quotas for industrial and domestic fans. The demand for his firm's hair cosmetics and equipment, which go to salons rather than retailers, outstrips the quota. Top-quality products were produced by specialisation and research, he said. His firm worked on the two-fac-tory plan. One plant produced fans and the other hair products.

Although his firm earns annually from New Zealand only £lO.OOO of its £sm annual export income. Mr van Amersvoort is looking to the time when more imports will be allowed. He intends to continue his annual business trips to New Zealand.