In the year to April, Chinese tourism to New Zealand rose to a record, driving sales of Comvita honey-based products, which are sold in tourist shops and are popular gifts.
"That helps us a lot because we have such a loyal consumer based in mainland China and Hong Kong, and where Chinese nationals tend to live," chief executive Brett Hewlett told BusinessDesk.
"When they do come here they've already got this strong association with the Comvita brand, which they see as a luxury, premium product.
"It's the sort of thing they must buy when they're here and take back as a gift. That certainly has a big impact."
Sales in New Zealand jumped 92 per cent to $46.5 million, driven by tourism demand, said Hewlett.
Australian sales increased 39 per cent to $40.1 million.
Sales is Asia slipped 0.4 per cent to $46.9 million, while its European sales rose 40 per cent to $9.5 million.
"Our focus is on that greater china market, so mainland China, Hong Kong, Taiwan and Macau, and then Chinese nationals - the diaspora of course is global, so you've got a network then, which spreads into a lot of other markets," Hewlett said.
Comvita said internet sales rose 55 per cent in the year. The company has seven country specific e-commerce stores.
"You can't take on the world, it just becomes too big and too expensive and a lot of the companies that make that mistake become too thinly spread," Hewlett said.
"We were probably guilty of that in the past, of going into a lot of different markets and our focus has be en to consolidate, and aggregate and make sure we can actually take the current markets we are in and just make them perform much, much better for us."
Comvita raised some $24 million last year in a rights issue to repay debt, fund its honey inventory and make further acquisitions after a three-year effort to increase direct ownership of manuka honey supply, including the purchase of Timaru-based New Zealand Honey Producers Cooperative for $12.3 million last July.
It also has a joint venture, Kaimanawa Honey, with East Taupo Lands Trust to harvest manuka honey from 3,000 hives on Ngati T?wharetoa trust land holdings.
The company now has about 50 per cent of its honey supply under direct control, with the balance of supply from long-term contractual and partnership arrangements.
At balance date the company had $200 million in assets, up from $149 million a year earlier, and had nearly double its raw material inventory to $28 million, from $15 million a year earlier.
The company's strong balance sheet meant it was in a position to consider further acquisitions, said chairman Neil Craig.
"Any acquisitions will need to fit within both our existing investment criteria and product platforms and be earnings accretive in the short term."
Comvita also used $1.7 million of the capital raised to lift its shareholding in Nasdaq-listed Derma Sciences to 4 per cent, saying it helped secure access to the "global medical honey wound-care market."
Comvita shares last traded at $4.15 and have gained 12 per cent since the start of the year.
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