here - New Zealand Trade and Enterprise

NEW ZEALAND
GOVERNMENT
PROCUREMENT
TRADE MISSION
TO THE UNITED
STATES
18-22 APRIL 2016
“THE UNITED
STATES AND
NEW ZEALAND
HAVE A DEEP
AND STRONG
RELATIONSHIP
ACROSS ALL
SPHERES OF
INTERNATIONAL
COOPERATION,
FROM POLITICS
AND SECURITY
TO TRADE.”
TABLE OF CONTENTS
INTRO FROM MINISTER JOYCE
5
NEW ZEALAND AND THE UNITED STATES
6
ARANZ MEDICAL
7
ENDACE TECHNOLOGY LTD.
8
ESR
9
GALLAGHER SECURITY
10
HAMILTONJET
11
IKEGPS
12
MAINFREIGHT
13
OPTIMA SOLUTIONS
14
PACIFIC EDGE LTD.
15
SPIDERTRACKS
16
WYNYARD GROUP
17
4RF
18
ABOUT THE NZTE TEAM
20
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
4
A NOTE FROM MINISTER JOYCE,
NEW ZEALAND MINISTER FOR
ECONOMIC DEVELOPMENT
With New Zealand’s accession to
the WTO Government Procurement
Agreement (GPA), this relationship
has the potential to become even
stronger.
The GPA makes New Zealand
exporting companies T.A.A (Trades
Agreement Act) compliant. It
provides our companies vast
opportunities in the United States
market.
As the world’s largest, most complex
and technically advanced economy,
the United States is an important
source of innovation, research and
investment, and partnerships for
our companies.
The United States and New Zealand
have a deep and strong relationship
across all spheres of international
cooperation, from politics and
security to trade.
The United States is New Zealand’s
third largest trading partner, with
bilateral trade amounting to NZ$9.7
billion in the year ended September
2014.
New Zealand’s major exports to
the United States are beef, casein,
timber, lamb, cheese and a growing
range of manufactured goods.
Another growth area in New
Zealand’s economic relationship
with the US in the last few years
has been the strong growth in our
services exports driven by our
software and technology sectors.
We want to ensure that the United
States knows what New Zealand
has to offer and ensure that when
looking for new suppliers and
contracts, New Zealand is a top
choice.
New Zealand investment in the US
was worth NZ$7.68 billion for the
2014 calendar year. This investment
was led by the manufacturing and
wholesale trade sectors, with a
number of New Zealand companies
investing in a significant presence
in the US. This is indeed a true
partnership between our two
countries.
This mission provides an excellent
platform to showcase the innovative
solutions and technologies New
Zealand companies have developed
for the US market, and provide a
NEW ZEALAND AND THE UNITED
STATES OF AMERICA
foundation to grow networks, to
foster new and nurture existing
business relationships.
The New Zealand Government is
committed to building a closer
partnership with the United States
and my intention for this mission
is to nurture relationships and
progress areas of mutual benefit.
I am leading this delegation because
I believe in the enormous potential
these opportunities offer our Kiwi
companies. I look forward to helping
you achieve your aspirations from
this mission.
The US is an important friend, ally
and trading partner; and it is a
world-leading source of innovation,
research and investment - a key
market for New Zealand. New
Zealand’s relationship with the
United States extends beyond trade,
with the two countries cooperating
on a range of international peace
and security issues. The relationship
has the potential to become even
stronger with New Zealand’s
accession to the WTO Government
Procurement Agreement.
to the North American public safety
and security market.
As a result of the GPA leveraging
program, we have seen increased
concentration and success in the
Federal, State and Local markets
from NZ companies including Fisher
Paykel, Gallagher Security, ikeGPS,
Wynyard, Aranz Medical and Pacific
Edge Limited who are now on the
GSA schedule or in the process of
being listed.
New Zealand exports to the US
comprised 8.6% of New Zealand’s
total exports, and the US supplied
11.1% of New Zealand’s total imports,
– a strong and impactful trade
relationship.
Access to the GPA provides New
Zealand companies with significant
opportunities and partnerships in
the US market. The USA is a vital
market for New Zealand, and in turn
our companies can offer a source
of innovation and transformative
technologies to US partners – both
public and private. Despite our
small size, New Zealand investment
in the US is estimated to be worth
$6 billion, supporting 11,000 jobs in
America.
New Zealand Trade and Enterprise
provides support to over 300 New
Zealand companies in this market,
and over 40 of these companies
from an array of sectors offer
technologies or solutions relevant
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
6
ARANZ MEDICAL
ARANZ Medical specializes in 3D scanning and
informatics solutions for the healthcare sector that
transform clinical assessment processes, improve
quality of care, and make service delivery more costeffective. ARANZ Medical’s purpose as a company is to
empower clinicians with quality information enabling
them to make better decisions about the treatment
of chronic wounds and restoration of physical
independence after amputation. Key innovations
include: Silhouette, the only FDA-approved advanced
wound surveillance system supporting precise and
productive wound management in clinical practice
and research; and FastSCAN, a 3D scanning system
that enables custom-fit of orthotics and prosthetics.
ARANZ Medical’s solutions are used by customers in
more than 30 countries including the US, Canada, UK,
Singapore, Australia and New Zealand. The company
is ISO13485 certified. Demand for solutions is growing
fueled by the increased prevalence of diseases like
diabetes, an aging population, and more accountable
healthcare. In each of the last two years ARANZ
Medical has had ~70% year on year revenue growth.
WWW.ARANZMEDICAL.COM
BRUCE DAVEY
CEO
T: +64 3 374 6120
M: +64 21 556 763
E: [email protected]
ENDACE
TECHNOLOGY LTD.
Born in New Zealand back in 2001, Endace has
become famous for consistently delivering accurate
and scalable network visibility and network recording
solutions. In a little over fifteen years, the company
has grown from a university research project in New
Zealand into a global company servicing some of
the largest organizations, running some of the most
complex networks on the planet.
WWW.ENDACE.COM
ANDREW HARSANT
Chief Financial Controller / Director
T: +64 9 926 2899
M: +64 21 403 392
E: [email protected]
Customers choose Endace products for one primary
reason: they deliver, where competitor products
fail. Whether it is capture accuracy, fidelity of time
stamps, write-to-disk performance or speed of traffic
retrieval, Endace is famous for delivering the very
best performing products. Telcos, broadcasters,
governments, defence departments, investment banks
and many other large enterprises trust its products to
help them manage their critical data networks.
In 2015 ARANZ Medical achieved the following: a
finalist in the NZ Hi Tech Awards; won an American
Chamber of Commerce Exporter of the Year award;
won the Champion Canterbury Award for Medium/
Large Producer/Manufacturer; was a finalist in the New
Zealand Innovators Awards; and won a United Nations
World Summit Award.
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
8
ESR
ESR is a Crown Research Institute (CRI) using the power
of science to help solve complex problems and protect
people and products in New Zealand and around the
world.
ESR provides expertise across a wide range of
disciplines including forensic science, crime scene
investigation, workplace drug testing, radiation safety
and emergency response, biosecurity and public health
surveillance, drinking water surveillance, social science
and food science.
Within the US, ESR’s focus is on forensic science. ESR
is one of the few forensic science institutions across the
world that has scientists undertaking both casework and
research. The success of this advantage is witnessed by
the fact that outside of CRI core funding, the National
Institute of Justice in the US is ESR’s biggest funder of
forensic research via partnerships with US collaborators.
ESR has growing success in two commercial areas within
the US. Firstly, software product STRmix™ enables
forensic scientists to obtain up to five DNA profiles
from a mixed DNA sample. The software was jointly
developed with Forensic Science South Australia and
is being commercialized by ESR. Since the commercial
launch in March 2014, STRmix has been purchased
by 62 labs across the world (the bulk of which are in
US) and it is beginning to generate significant export
revenue for ESR.
The second area is consulting in forensic science and
training to US based forensic science labs. This is a
nascent activity that is showing great promise. For
example, ESR placed scientists as consultants into the
Washington DC forensic biology lab for a three month
period to advise on lab practice and data analysis.
WWW.ESR.CRI.NZ
HAMISH FINDLAY
General Manager, Commercial and
Business Development
T: +64 4 914 0695
M: +64 21 618 069
E: [email protected]
GALLAGHER
SECURITY
WWW.GALLAGHER.COM
Gallagher is a global leader in innovative access control,
intruder alarm and perimeter protection. Its security
solutions protect government, military, healthcare,
educational, industrial and commercial establishments
in more than 100 countries.
KAHL BETHAM
Global General Manager - Security
M: +64 21 356 620
E: [email protected]
Gallagher’s complete security solution is delivered
through one comprehensive, centralized, management
system, and is designed to meet the most significant
challenges facing organizations today; security and
risk management, personnel workflow, and business
continuity.
Key to Gallagher’s system is flexibility, allowing for
tailored solutions, designed to address specific
industry needs. This enables businesses to achieve
operational continuity, gain cost savings and generate
revenue. Additional benefits such as the ability to
meet compliance regulations and achieve workplace
health and safety objectives are important features of
Gallagher’s solutions.
Research and development is fundamental to
Gallagher and its focus on driving new and innovative
technologies places the company at the forefront of
industry trends.
Gallagher’s global network of certified channel
partners sell, install, and service Gallagher solutions
on a country specific basis. They also offer a full suite
of professional services, from business requirement
analysis and customization services, through to
application engineering and auditing.
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
10
HAMILTONJET
The HamiltonJet parent company, CWF Hamilton & Co
Limited (CWF), was formed in 1939 at Irishman Creek
Station near Tekapo, New Zealand, by Bill Hamilton.
For 50 years the engineering company pursued a
policy of planned diversification, a natural progression
from the effective innovation and expertise initiated
by the founder Sir William Hamilton. It has only been
in the last 25 years that CWF has focused solely on
the waterjet side of its business through HamiltonJet
and Hamilton Marine. HamiltonJet grew out of a
combination of CWF Hamilton Engineering and CWF
Hamilton Marine, the two main subsidiary companies
in the Hamilton Group.
As the popularity of jet boats and waterjet propulsion
increased rapidly throughout the 1960s and 70s, CWF
was producing a large number of marine jet units along
with its industrial equipment, cranes and hydraulics.
Manufacturers in the US and UK were also producing
Hamilton Waterjets under license.
During the late 1970s and early 1980s as New Zealand
underwent some major economic redirection, CWF’s
Directors recognized the potential for waterjet
propulsion systems and made the decision to phase
out the industrial side of CWF to concentrate on the
production of waterjet units and hydraulics.
Continued growth in demand for Hamilton Waterjets
has seen a number of factory expansions in the
last decade. Manufacturing floor space in CWF’s
Christchurch facility has increased to 12,300 square
metres, and CWF employs over 380 staff in all aspects
of waterjet design, production and service. Along with
the marine jet units, the company also produces its
own electronic and hydraulic control systems.
WWW.HAMILTONJET.COM
JEREMY FLATMAN
General Manager - Americas
T:+ 1 425 527 3000
M: +1 206 321 1128
E: [email protected]
ikeGPS
WWW.IKEGPS.COM
ikeGPS is changing the way the world is measured,
utilizing its smart laser measurement solutions
and software to capture, record, model and export
measurement data. Numerous vertical industries and
field data collection-based professionals use ikeGPS
products to modernize the way measurements are
taken and shared. ikeGPS’s product portfolio includes
IKE and Spike.
GLENN MILNES
CEO & Managing Director
M: +1 720 418 1936
E: [email protected]
IKE is a hardware and software solution that increases
speed, accuracy and quality while reducing costs
for electric utilities, communication companies and
engineering service providers engaged in aerial fiber
deployments and utility pole-related construction
projects. IKE solutions have also been successfully
adopted by public safety, civil engineering,
transportation, federal and city governments, and
intelligence agencies for a variety of field data
collection needs.
Spike is a smartphone measurement solution. The
Spike device, Spike Mobile app and Web apps, and
commercial smartphones or tablets work together to
change the way measurements are taken and shared.
From a Spike photo, a user can capture measurements,
including height, width, area, length, and target
location. Spike has been rapidly adopted by numerous
industries, including construction, real estate, and sign
and graphics for property inspection and building
measurements.
ikeGPS is headquartered in Wellington, New Zealand,
and is listed on the New Zealand Stock Exchange.
The company’s global sales, marketing and customer
support teams are based in Broomfield, Colorado, with
a regional office in Seattle. ikeGPS has thousands of
enterprise customers in the U.S. market and also works
under contract with the U.S. intelligence and defense
community via In-Q-Tel.
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
12
MAINFREIGHT
WWW.MAINFREIGHTUSA.COM
A global logistics provider, Mainfreight offers a full
supply chain solution from managed warehousing to
international and domestic freight forwarding. With
teams and branches across Australia, China, Europe,
New Zealand and the United States, Mainfreight
continues to expand its global footprint. Listed on the
New Zealand Stock Exchange, Mainfreight continues
to work towards its 100 year vision.
HOLLY NORTON
Mainfreight began its operations in Auckland, New
Zealand in 1978, soon growing into New Zealand’s
most extensive freight network. A shift in focus in 1984
saw the opening of the first Mainfreight International
branch.
commitment to sustainability that involves concerns
for both natural and developed environments, and for
the effective and economically and environmentally
efficient use of resources.
Investment in Australian operations began in 1989,
driven by a desire to treat New Zealand and Australia
as a single market. Mainfreight’s presence in Australia
continued to expand through both acquisition and
branch proliferation across strategic locations.
Mainfreight became global in 1999 with the acquisition
of businesses in both Asia and the United States. Full
ownership of our Asian operations was completed
in 2007 and today Mainfreight has several branches
operating out of China. Expansion continued in America
with the purchase of Target Logistics Services in 2007.
Mainfreight USA offers extensive services across the
supply chain, including expedited movement, 3PL
and warehousing services, specialized equipment and
project management.
Director of Government Operations
T: +1 404 469 0276
M: +1 757 375 0751
E: [email protected]
Mainfreight has always attempted to reduce the
environmental impact of its operations – and the
company’s sustainability initiatives have often
resulted in reduced costs; so the bottom line and the
environment are both winners.
OPTIMA
SOLUTIONS
WWW.INTERMEDIX.COM
WWW.THEOPTIMACORPORATIONS.COM
The Optima Solutions group within the Intermedix
Analytics Division, is a new business unit dedicated
to applying advanced analytics to Intermedix clients
and internal operations. Within the solutions group,
Optima is responsible for new product development,
cultivation of existing products, establishment of
robust analytics capabilities and culture, strategic
direction, organizational development, and supporting
the enterprise wide analytics vision.
CHRISTIAN E. CALLSEN, JR. (CHRIS)
Vice President, Optima Solutions,
Analytics Division
T: +1 855 777 9111
M: +1 512 633 8201
E: [email protected]
The group is based upon the core technology of The
Optima Corporation, a New Zealand based operations
research organization specializing in advanced
solutions for emergency services organizations worldwide.
Focused on 25% year on year growth metrics and
introduction of innovative solutions into the broader
emergency services sector with extension into health
care, Optima Solutions remains a growth focused
specialized solutions and services organization.
In 2011 Mainfreight acquired the business of Wim
Bosman Group providing further opportunities to
expand Mainfreight’s international global network with
branches throughout Europe.
Mainfreight is committed to exceeding minimum
environmental standards where practicable, with a
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
14
PACIFIC EDGE
LIMITED
WWW.PACIFICEDGEDX.COM
Pacific Edge Limited (NZX: PEB) is a New Zealand
publicly listed, cancer diagnostic company specializing
in the discovery and commercialization of diagnostic
and prognostic tests for better detection and
management of cancer. The company is developing
and commercializing its range of bladder cancer
tests (Cxbladder) globally through its wholly owned
central laboratories in New Zealand and the USA. The
company’s products have been tested and validated in
international multi-center clinical studies.
DAVID DARLING
Pacific Edge has three proprietary, novel, accurate,
molecular diagnostic products in-market providing
actionable results, and better detection and
management of urothelial cancer. Cxbladder Detect
is available through the company’s dedicated CLIA
certified laboratories for customers in New Zealand,
Australia and the USA. Cxbladder Triage is available
in New Zealand and Australia. Cxbladder Monitor
launched in New Zealand in December 2015 and is
anticipated being available in the US in 2016.
Cxbladder Monitor, the third test in the Cxbladder
portfolio for urologists, is a proprietary, non-invasive,
molecular diagnostic test that combines genomic
biomarkers measured from a small quantity of a
patient’s urine, with patient specific clinical factors to
better monitor bladder cancer patients for recurrence
of patients for ongoing evaluation of recurrent bladder
cancer.
Pacific Edge is one of the global leaders in molecular
diagnostics for the management of cancer and is
currently the only company in the world to have three
products in market for detection and management
of bladder cancer. The three Cxbladder products
combine to provide a ‘one-stop-shop’ for urologists
and act synergistically across the clinical spectrum.
Cxbladder Triage combines the power of the genomic
biomarkers with additional phenotypic and clinical risk
factors to accurately identify patients with haematuria
who have a low probability of bladder cancer and may
not require a more extensive urological evaluation.
Cxbladder Detect enables the non-invasive detection
of bladder and other urinary tract cancers from a small
volume of a patients’ urine. Cxbladder Detect provides
CEO
T: +64 3 479 5802
M: +64 21 797 981
E: [email protected]
physicians and clinicians with a quick, cost effective
and accurate measure of the presence of the cancer as
an effective adjunct to cystoscopy.
SPIDERTRACKS
WWW.SPIDERTRACKS.COM
Spidertracks is a New Zealand company that
specializes in satellite-based real-time aircraft tracking
and management. The company changed the face of
the tracking environment through the introduction
of their portable and cost-effective tracking devices
known as “Spiders” in 2007.
PATRICK JEROME LEE (JERRY)
The Spider is a lightweight, compact, fully portable
device that integrates all the necessary tracking and
safety components inside a single compact box.
Spidertracks pioneered better data delivery through
their cloud platform which allowed users to view their
assets from anywhere.
Spidertracks’ average flight duration is around two and
a half hours, which means roughly two million separate
flights over eight years — or almost seven hundred
flights a day around the world — all being tracked by
Spidertracks.
Vice President of Sales, United States
M: +1 407 242 1845
E: [email protected]
Spidertracks was born in the aftermath of a highprofile helicopter crash in New Zealand a decade ago.
The pilot crashed about 30 minutes after takeoff but
no one started looking until 8 to 10 hours later when
the aircraft didn’t arrive at it’s destination. The search
and rescue effort that followed was one of the most
inefficient searches New Zealand had ever seen due to
the fact that they had no idea where to start. At that
time the public were gobsmacked that an aircraft could
just disappear. Almost 10 years later, a similar search
played out on a global scale with the disappearance of
another aircraft.
With almost 5000 Spiders now operating in 100
countries and over five million flight hours tracked,
Spidertracks is the largest provider to portable realtime aircraft tracking in the world.
The technology, which generates high-value service
revenue in New Zealand, is a good example of
technology export success. In 2014 Spidertracks
contributed 1.5% of New Zealand’s total (wholesale) IT
exports. Of the five million hours tracked, more than
80% of those were generated outside of New Zealand.
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
16
WYNYARD GROUP
Wynyard Group (Wynyard) is a market leader in high
consequence crime fighting and security software,
used by law enforcement and national security
agencies, critical infrastructure operations and major
corporations.
Its advanced crime analytics, advanced cyber threat
analytics and investigations case management
platform helps solve growing big data and security
problems including organized and transnational crime,
new generation extremism and high consequence
cybercrime.
Wynyard partners with major systems integrators
and the world’s leading software companies, and
has offices in the US, United Kingdom (UK), Canada,
Middle East, Australia and New Zealand.
WWW.WYNYARDGROUP.COM
DEREK BROWN
Vice President, Americas
T: +1 571 441 5942
M: +1 571 315 9834
E: [email protected]
4RF
WWW.4RF.COM
Founded in 1998, 4RF Limited is a designer,
manufacturer and supplier of high quality wireless
radio products deployed in over 140 countries.
Headquartered in Wellington, New Zealand with a
US subsidiary in Denver CO, 4RF’s products are used
principally by utilities, oil and gas companies, public
safety organizations and transport operators for their
mission critical communications. We have blue chip
customers in all of these vertical markets examples
of which include major US organizations such as San
Diego Gas & Electric, Chevron and Union Pacific. A
key growth driver for 4RF in the US is the massive
investment in improving the data communications
that support the electricity grid also known as the
smart grid. 4RF has key radio performance, speed and
cybersecurity advantages over its competition and has
been successful in winning several highly prestigious
projects in the past 2 years, contributing to a doubling
of our US business in the financial year just completed.
IAN TROUGHTON
CEO
T: +64 4 498 7004
M: +64 21 91 21 08
E: [email protected]
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
18
ABOUT THE NEW ZEALAND TRADE
& ENTERPRISE DC TEAM
VICKY WHITLOCK
ROBERT CUNNINGHAM
Trade Commisisoner, New Zealand Trade &
Enterprise | Washington, DC
Business Development Manager, New Zealand
Trade & Enterprise | Washington, DC
T: +1 202 328 4845
M: +1 703 618 8345
E: [email protected]
T: +1 202 328 4868
M: +1 301 775 1434
E: [email protected]
Vicky has worked with NZTE and its predecessor
organizations for more than 20 years in a
number of roles including Trade Development
Consultant, Business Development Manager, and
Regional Manager. Vicky is currently NZTE’s Trade
Commissioner for the Washington, DC office, where
she is responsible for NZTE’s activities in a number
of areas, including the US Public Sector (Security/
First Responder market) and World Bank. Vicky has
significant experience working with New Zealand
companies in the US market.
Robert has served as a Business Development
Manager in the Washington, DC office for NZTE for
the past seven years and continues to support New
Zealand tech companies with market entry and
expansion strategies through targeted engagements
with the US public sector.
Robert has over twenty years’ experience in
international trade policy, economic development
and government relations. Prior to joining NZTE,
Robert served as President of trade advisory firm,
Foggy Bottom Associates. He has also worked as
Vicky joined the New Zealand Embassy in 1988 and a political appointee to the US Census Monitoring
in 1994 took on primary responsibility for monitoring Board – Presidential Members; International
commercial opportunities with the World Bank Marketing Specialist at United Technologies
Group. Vicky assumed her current role as Trade Corporation (UTC); in business development roles at
Commissioner in 1998.
the law firm of Paul Weiss Rifkind and the Strategic
Advisory firm, the Brock Group. Previous roles also
include a trade analyst and public relations agent
at the Korea Trade Promotion Corporation for eight
years (in both Washington, DC and Seoul), and as a
legislative analyst in the Washington office of Davis
Polk and Wardwell.
Robert is a graduate of the University of California,
Berkeley.
NEW ZEALAND GOVERNMENT PROCUREMENT TRADE MISSION TO THE UNITED STATES
20
ISBN 978-0-908344-30-7 | April 2016
NZTE is New Zealand’s international business
development agency. Our role is to help New
Zealand businesses build strategic alliances
and develop commercial relationships
internationally.
Through a global network of people in
50 locations, we connect New Zealand
businesses with the world, sharing
opportunities, knowledge, experience
and networks.
www.nzte.govt.nz
www.newzealand.com/business
© Copyright New Zealand Trade and
Enterprise (NZTE) 2016. No part of this
publication may be distributed or copied for
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NZTE has verified the information in this
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NZTE will not be responsible for any damage
or loss suffered by any person arising from
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whether that damage or loss arises from
negligence or otherwise.