Lawyer advises on U.S. trade

Press, 13 April 1989, Page 23

Lawyer advises on U.S. trade

Tips for New Zealand firms seeking to export to the United States were given by an American international trade and Customs lawyer in Christchurch yesterday. Mr Sidney Weiss, is a New York attorney visiting New Zealand under the aegis of the United States Information Service. Americans had a “good perception" of the quality of New Zealand products, manufactured and agricultural, Mr Weiss said. The 1988 United States Trade Bill gave New Zealand exporters of products which paid higher duties the chance to pay less by a careful application to the United States Customs Service. New Zealand traders with America should pay a little more attention to legal matters, making sure everything was contractual and in writing. “The tendency in New Zealand seems not to do that but to do things by a handshake or a facial expression. But business is not done that way in the United States. You have to hav everything in writing,” Mr Weiss said. In talks with business

people in New Zealand, Mr Weiss found an “incredible fear” of product liability insurance. “American products have to have product liability insurance. It is not a trade barrier, it is a business cost everyone has to pay. It is a minor cost.” The insurance should not prevent anyone from accessing the United States market, he said. New Zealand firms entering the American market did not need an American lawyer early in the development, Mr Weiss said. But once they had obtained a distributor, or had decided to set up a subsidiary, a lawyer should be consulted to: • Ensure all regulations were conformed with. • Ensure that the rights and obligation of both parties were set out so that there would not be any confusion. And a New Zealand company selling to the United States should never supply goods on credit at the beginning. The chances were they would not be paid if they supplied and it would not be worth it to them to pursue their rights legally.