AIA Conference John Nicholson Chief Executive Aviation NZ

AIA Conference John Nicholson Chief Executive Aviation NZ 27 July 2010 Supply and Services, Airports Emerging Markets Connecting customers to New Zealand Aviation solutions

Overview Will cover: • Review of last year • Update on Aviation NZ • The region by sector matrix • What we are doing • Who wants a boarding pass? Connecting customers to New Zealand Aviation solutions

Supply Influence Demand NZ Companies Customers Aviation NZ Need Scale Collaboratio n Sector Champions Respond -Identifies -Validates -Facilitates -Builds scale -Develops Programmes -Promotes -Champions CAA AIA Mo. T NZTE Connecting customers to New Zealand Aviation solutions Interaction Opportunities Respond

Aviation NZ Role • Develops strategic relationships with international companies • Identifies, and validates opportunities • Facilitates and project manages responses • Raises NZ aviation profile • Encourages regulatory alignment Connecting customers to New Zealand Aviation solutions

The market outlook • • • New Zealand going well Australia pushing ahead in all main centres Pacific – funding is major issue India US$20 b in 20 years but bureaucracy China US$60 b building 97 new airports by 2020 • Vietnam US$7. 2 b on airport expansion and new airports by 2015 Connecting customers to New Zealand Aviation solutions

The sector/market mix Training MRO Airports India Yes No Poss China Yes No Poss South Pacific Poss Yes Poss Connecting customers to New Zealand Aviation solutions

The culture of doing business “… if we go into another country and make decision based on how we operate in our own home country – the chances are we’ll make some very bad decisions. ” Prof. Geert Hofstede, author of Culture’s Consequences, et al. “Know your enemy and know thyself and you can fight a hundred battles without peril (Sun Zi, The Art of War, 6 th century BC) iglobal

What is a brand? • The link between an organisation and its audience internal and external • A reputation • A perception of an organisation – both emotional and rational • A sum of all of the parts of an organisation • The glue that binds an organisation together and provides its stakeholders and members with a sense of belonging • A common voice and a collective force

Why build a brand? • To connect with your audiences – both internal and external • To build a reputation • To express the promise that your organisation offers • To deliver the promise that your organisation offers • To develop consistency which leads to trust • To build strength through solidarity • To increase the value of your organisation

What we are doing: the brand The vision: A specialised, globally connected high value, growing and sustainable service and manufacturing industry based on 21 st century technologies. Values Professional – expert advice Innovative – develops solutions Collaborative – brings together Responsive – customer focus Accountable – measured by results Connecting customers to New Zealand Aviation solutions

What we are doing - positioning Positioning statement: New Zealand provides practical, elegant and new technology applications to solve your problems Substantiation New Zealand’s practical approach to problem solving, and its ability to draw expertise from world class marine and flourishing information technology industries, are resulting in new solutions for customers Connecting customers to New Zealand Aviation solutions

What we are doing: actions • • Relationships in market Relationships with key NZ companies ICAO –ACI AMPAP, Akl early Oct 2010 ASPA event, Akl 11 and 12 Nov 2010 Avalon Airshow 1 to 6 March 2011 Potential visit from India Potential South America research More input Connecting customers to New Zealand Aviation solutions

Who we are working with Beca Airports Walker. S&T Atrax Fieldair Flight GSE Gallagher Security Glidepath JMI Aerospace Peet Aviation Strategic Sourcing Superstructure Group UFL Furniture Connecting customers to New Zealand Aviation solutions

Collaboration at a price Connecting customers to New Zealand Aviation solutions

Conclusion • Aviation NZ is about collaboration to achieve the scale and breadth of response • We focus on higher value, but more complex solutions • Some programmes are in place • Opportunities exist for involvement • Who wants a Boarding Pass? Connecting customers to New Zealand Aviation solutions