Doing Business Offshore

Don't fall into the trap of thinking that business in the United States is the same as in New Zealand. The size and complexity of the market as well as American culture have an impact on the way Americans conduct their everyday business.

Market Key Facts

Sources: CIA World Factbook (Currency, Population, Language)
www.tinet.ita.doc.gov (Total Outbound Travel)

Doing Business in the US

• The United States is the world's richest economy. It has dominance in high technology and a skilled and educated labour market.
• American business people tend to be extremely busy and take the saying "time is money" to heart. Make your requests, demands and dealings with Americans brief and to the point. Often a telephone call is more effective than a letter when making initial contact with a business.
• Faxes and email are used widely. Try to respond to faxes and emails from the US overnight. Non response or a slow response is interpreted as a lack of interest.
• Arrange an appointment with a US business well in advance to ensure key personnel are available. Once an appointment has been set, you may have as little as five to 20 minutes to pitch your product. You must present your product with enthusiasm and verve and ensure that the key advantages of your product or service are strongly emphasised at the outset! Preparation of an "elevator pitch" may be helpful.
• Cold calling is usually a lengthy and frustrating process with an extremely low conversion rate of calls to appointments
• Business is often conducted over breakfast, lunch or dinner. Don't hesitate to initiate such invitations and be prepared to pay.
• Do not include academic credentials on business cards - they are seen as irrelevant and pretentious
• Americans tend to be less formal than New Zealanders on first contact and the use of first names is common
• Business dress on the west coast tends to be more casual than on the east coast. There is, however, a strong trend towards casual dress entering the market on both coasts led by the high-tech sectors. There are no hard and fast rules in this changing dress environment so when in doubt a suit is the best option, on the grounds it is better to overdress than underdress.
• Avoid using New Zealand slang - it's not likely to be understood. Be aware that Americans may not fully understand the New Zealand "ironic" or sarcastic sense of humour.
• In general, Americans don't know a lot about New Zealand. Be prepared to patiently answer their questions and give them background material.
• Tipping is normal and expected in restaurants (15 to 20 percent of the bill) and taxis (15 percent of the fare). Porters and bellhops should be tipped at least USD1 a bag. Hotel maids should also be tipped at least USD1 a night. Valet parking attendants are usually tipped USD1.
• The United States has a visa waiver for New Zealand business visitors. This is valid for up to 90 days and visitors need to get this as an online travel authorisation before travelling to the United States.

See below to download more information on working in the American market.

Distribution Channel Research

Find out how US visitors plan and book their holidays. See our Distribution Channel Research.

Want to know more about doing business in the US?

Visit the New Zealand Trade & Enterprise corporate website

Tourism New Zealand's North American office publish a Market Development Guide and Key Contacts Directory for the US that are regularly updated. See downloads below.