Unlimited magazine talks to Jade about US success
Unlimited is New Zealand's business magazine for leaders and innovators. This month's edition took a look at kiwi companies succeeding in the USA, which meant having a chat to our Managing Director, David Lindsay, about Jade Master Terminal.
We entered the American market 18 months ago, and ten ports from New Orleans to Philadelphia are already using Master Terminal. They're among 48 ports worldwide.
"Our aspiration is to be the number one global supplier of systems to mixed cargo ports," says Lindsay. "The American market is one of the largest and fastest growing markets for mixed cargo ports. So getting some real momentum in the US is very important to us winning that leading position in the world."
We've learned some good lessons as we've built that momentum. Asked for tips to pass on, David stressed the importance of local knowledge.
Earlier this year the Christchurch-based firm appointed two US-based sales staff, and it has actively sought in-country expert advice. In any market there are cultural differences in the way organisations deal with each other, observes Lindsay. "We've employed US nationals who are also from the industry. That combination of cultural awareness and industry awareness has definitely helped accelerate our growth."
Jade Master Logistics in the USA has a strong team, a very competitive product, and the right local knowledge. We're happy with the start we've made, and we're planning to double our capability there over the next year. It's great to have Unlimited encouraging more ambitious innovators to join us in exporting to America.