Many New Zealand dairy companies are having trouble accessing the Chinese market despite strong demand for Kiwi milk products from China's growing middle class.
Larger companies such as Fonterra have been relatively successful in China but their smaller competitors who are having difficulty. Mahon China Investment managing director, David Mahon, believes that Kiwi firms need to work together to push the New Zealand brand.
'There should be a degree of unity among producers and a unified strategy to tell the country's story. Individually, small players don't have the money or management depth to take the Chinese market on, develop brands and create a story that consumers would relate to, so you get lots of fragmented attempts,' said Mr Mahon.
Doing business in China is also often a new experience for Kiwi traders - irregularities and corruption are commonly reported.
'If you're going to come here with a very inflexible and rigid approach, you're not going to survive. End of story,' an anonymous source told the Waikaito Times.