Critical success factors when going global: New Zealand dairy companies

Abstract

New Zealand dairy companies are being encouraged to expand in offshore markets, and capitalise on the increasing demand for high quality dairy products in emerging nations. To succeed internationally dairy companies need to invest in capturing their value chain and securing suppliers effectively, as well as developing intangible assets, like customer relationships, international partnerships, strong brands and reputations. This paper examines seven critical success factors, identified from comparing academic literature on international success and the preceding background paper, to three case studies on the New Zealand dairy companies, Tatua Dairy Co-operative, Synlait Ltd, and Fonterra Ltd. Keywords: critical success factors, international business strategy, New Zealand dairy industry, exportation