Pandurra Premium – High quality meat production
Melissa Nutt – Pandurra Premium. Produces high quality free-range lamb.
Website is currently being developed.
Pandurra Premium has not yet been in operation for 12 months, they have spent this time researching the potential for this business, whilst still in its infancy they are carefully continuing through this phase to ensure that they develop a successful business.
Melissa is the Director of this new arm of a very long-standing family business. Pandurra Premium is the direct sales and marketing business they are developing to sell their sheepmeat through, the Nutt family have owned and operated sheep and cattle stations throughout SA since 1895.
• The Nutt family has been in the pastoral industry for over 120 years predominantly growing quality wool, whilst still maintaining the merino sheep for wool production today, they are now expanding the traditional business into meat sales, primarily sheepmeat. Whilst they also produce cattle for beefmeat this is not a product they are looking to export through this business at this stage, they do not have the consistency of supply or the quantity of cattle that is required for export, this is maybe a potential avenue for the business in the future once established internationally. The sheepmeat is a consistent product of which is the focal point of the wider business
• This business is in research phase to find the best suited program to develop the sheepmeat business through
• Their sheep graze in a pristine free and open range environment on properties spanning over two million acres across outback South Australia
• The Nutt family believe they have a premium product that suits the premium market
• Their goal is to sell their sheepmeat to the high-end international market...a premium product at a premium price
• The dorper sheep (a meat breed) are a shedding sheep meaning there is no need for chemicals, medication or external factors impacting the sheep. The dorpers are as organic as a sheep can be, yarded/had human contact twice in their life time, firstly to place the ear identification tag and secondly at time of sale to board the truck
• They are a family business offering absolute integrity of a genuine quality product, they only want to export the sheep they breed themselves at this stage
• They intend to export sheepmeat under their own brand with personal interactions with buyers from their fourth and fifth generation family members
• They would like to establish a relationship with individuals and businesses who believe in what they are doing and are passionate about growing with the business
• Their production has the ability to expand over the coming years and they would like to grow with businesses along the supply chain
• They are interested in developing technology for a QR code on each meat package to enable the customer to see exactly where it has come from and the family history, how popular/important are QR codes in the potential markets?
• They are in discussions with design companies to develop the branding for the business and they would like feedback on what would best suit the target market. As this business is still in R & D stage, they have been trying to establish the viability of the business (buyers at the premium price internationally) before the huge expense of developing the brand and marketing campaign
• Shelf life is something to consider – product can be fresh or frozen depending on the country requirements and buyer specifications – these areas will need to be considered for the target country/market
• The preference for Pandurra Premium would be to sell the whole animal (includes skins and offal) or the whole carcase to one or two buyers. However, they realise the reality may be that the various parts of the sheep would go to different customers
• The products are not hindered by the seasons – the sheepmeat supply will be constant
• The packaging would be done in Australia and the sheep slaughtered here
• The main points of difference are their integrity, taste and quality of the meat due to the fact that is has grazed undisturbed in a free and open range environment, chemical free, their family history/story (QR code scans to trace the paddock the sheep grazed in), outback SA
Areas for research
• They would like to look at Singapore, Hong Kong and China, but are open to all markets who are willing to pay a premium price for this quality product
• They have completed initial research for USA and Shandong using online research and consultants however, they need to tap into the other markets to find out the consumer perspectives – is it a Mum, a restaurant or a wholesaler, who is the buyer/consumer willing to pay the premium price?
• Having done some extensive base market research, they are looking at gathering the next level of research and beginning interactions with serious buyers
• Whilst it may be premature to directly begin interactions with buyers they need to know what price the international markets are seriously willing/able to pay
• They need the local/buyer and consumer perspective for the potential markets
• Whilst the sheepmeat is the main product for sale depending on buyer specifications they may need to find alternative markets for skins and offal
• Marketing and branding – looking to find the best suited to the market, they want to be the first and highly considered option for buyers and consumers, need to create a unique, capturing product
• Technology – how to keep their unique point of difference and stand out from the crowd, how to develop the scanning/QR capability
• Overall operations relating to the nature of their business, there is a wide scope as they are still in R & D phase
• Domestic research into grants (other than EMDG and EPP), trade missions
• Finding key contacts domestically and internationally to assist
ALS Library Service - Supply books to libraries
Simon Woodley – CEO
Website - www.alslib.com.au
• Books are still a billion-dollar industry. E-books have become more popular over the years but recently have not increased. The sale of children’s books has grown in the last 5 years.
• There are around 30,000 books published in English every month. Too many to look through. Simon’s company takes on the curation of information to provide relevant and focused data that help our clients choose books specific to that particular library’s patrons.
• ALS provides a professional acquisitions service for print books, ebooks, audio and A/V for Libraries including providing covering, labels, RFID, security tagging and electronic catalogue records (shelf ready services in library-speak).
• Currently Australia, UK and Solomon Islands are their only export customers
• How would Australian books do in other markets such as South-East Asia in English speaking schools?
• Would the target country be interested in children’s books or fiction or another type of book?
• Simon has made initial contact with Singapore and established that they have a strong public library service what else can he learn about his industry?
• Wants to sell only English language books
• 70% of what goes into public libraries is the same – 30% is a bit more specific, they need to know what is specific to certain areas so they can provide a suitable collection.
Goolwa Bakery – Makes pies, pasties, cakes
Website in development
Ben Hage is CEO of Goolwa Bakery. The stores bakes and sells bakery items throughout South Australia. Website and branding are currently being developed
• This Business has been running for 105 years. They have 4 sites in South Australia, with an extensive range of recipes using only local ingredients from SA.
• Greatest selling point is the clean air the food is grown in – is this a draw to other markets? Flour from wheat grown in SA, milk from cows in SA, meat from sheep and cattle in SA, vegetables grown in Adelaide Hill in SA etc
• Ben has the extra capacity for an extra 3000 units per day to fulfill any exporting business. Depending on the opportunity, we are able to scale up production, look at different methods of delivering food
• Goolwa Bakery is not good at marketing, however is good at making food, where are other lunch/snack type products marketed in the target country?
• Target market is to provide fast food which would normally be eaten for lunch. This would be a gourmet product with fresh ingredients – what pricing would suit the target market?
• What diets and eating habits for snacks and lunch do other markets have?
• Do people in other markets eat pies and pasties as lunch/snacks?
• Would people consider fresh products from Australia over local products?
• Packaging – how does it translate to local consumers – what appeals to them on food packaging?
Pie varieties: meat, steak, Mushroom, potato, Moroccan Lamb, Lamb and Rosemary, beef and burgundy, chicken satay
Pasty varieties: Pasty, Cornish pasty, spinach veg cheese, spinach and fettasausage rolls.
Hard Core Diamond Products – makes drill bits
Mitch Martens is one of the Managing Directors at Hard Core Diamond Products
Makes diamond drill bits for the mineral exploration industry.
• Exports currently to South America, South Africa West and East Europe, New Zealand, India, Mongolia, Vietnam, Myanmar.
• Only Australian manufacturer of drill bits – exporting well but needs to hit other target markets.
• Needs to find who pays the bills as they are usually the best connection for a sale.
• Needs to find a way to tackle the language barrier
• Has had some problems in India where he has done a little trade. He has had issues there regarding payment terms 30-60 days is not usual like it is in Australia, its more 90+ days (happy to accommodate if it is the norm). Would like to do more work with India as they have a lot of exploration/mining work going on.
• Probably not much need in China – they make diamond drill bits. They're not of good quality and consumers in China would prefer to buy local cheaper product than premium Australian made drill bits.
ChemSupply Pty Ltd – chemical production
Jutarat is the International Trade Officer at Chem-Supply Pty Ltd.
Website - www.chemsupply.com.au
The company supplies chemicals and reagents to all facets of Australian Industry, research, education, food, agricultural and personal care.
• Founded in 1989 and based in South Australia
• A majority of their business is divide into 2 main divisions, laboratory and specialties which involved manufacturing, blending and repackaging chemical products to supply to laboratories (schools, universities, service labs, etc.) as well as other manufacturing industries.
• One of the brand – Kinetik - they produce is pathology stains and buffers for labs in hospitals and medical laboratories. This then assist doctors in diagnose what type of disease a patient has.
• Another brand – ACR – is a reagent product for analytical laboratories which includes element standards. These are solution standards based on the elements from the periodic table. They can make up to 23 different elements in one solutions and/or specific to customer needs.
• They reagents such as pH standards, turbidity standards are used for testing the quality of water or liquid.
• They currently export some products to Asia into laboratories but not directly, they go through a supplier.
Thomas Food International Fresh Produce – produces fresh foods
Rod Knight is the Chief Financial Officer at Thomas Food International Fresh produce (TFIFP)
Website - www.thomasfoods.com (website for fresh produce under development, current website focus is meat)
• Australians largest family owned meat business operating since 1988.
• They currently export the meat to over 90 countries worldwide
• The new focus is on fresh produce – potatoes, carrots etc. and now they are exporting these products > 10 countries.
• Looking at products (including potato varieties) which can make the export market transportation journey – air freight can become expensive for a product which is relatively low in value for weight.
• Different varieties of potatoes travel differently and have a different shelf life.
• The best travelling potato variety at present is a variety which retailers in Australia are no longer requiring.
• TFIFP commenced direct exporting of the fresh produce market 12 months ago, and prior to that had used an export agent – they now want to cut out the middle man and make direct contact with customers as close to the end consumer as possible.
• Their current focus in terms of geographic market for the fresh produce is South East Asia and the Middle East.
• Their current core business is a major supplier of fresh washed potatoes to the major retailers in the domestic market.
• Other businesses are approaching them to export their fresh produce which helps with margins as they can play a consolidator role.
• They can get fresh produce into other markets and make a smaller margin as they increase volume – the produce needs to be able to last the trip.
Spacial Scientific – makes flight management systems
Paul Dare is the Managing Director of Spacial Scientific
Website is – www.spatialscientific.com.auslowly moving to the new domain name: www.aerosci.info
Makes flight management systems – i.e. the hardware and software to conduct mapping from airplanes.
• They manufacture cameras to go on the back of the planes which enables them to take aerial photographs.
• The system can collect GPS data to produce all types of maps.
• They manufacture the systems in SA however buy the parts from other countries.
• 75% of their current business is export – USA and Canada are majority customers and then Europe. They have 3 or 4 customers in South East Asia and are currently negotiating in Hong Kong,
• Paul is not currently exporting to China or India – these counties have enormous potential for mapping. Paul would like to enable the companies in India and China to go out and do their own mapping.
• Exporting to Europe, North America and Canada has been fairly easy as the language is not a barrier.
• Would like to look at Africa also.
• Paul’s company would provide the camera, computer and GPS hardware which has the software loaded. They offer training on how to use the systems and provide updates and support.
• General usage for mapping can be for Vegetation, Mining and construction for road development.