Hotmilk a hit on the global stage

accelerateonline • May 1, 2019

When long-time friends Lisa Ebbing and Ange Sloan teamed up to launch fashion-forward maternity lingerie, they had a global brand in mind. Now, just 7% of their business is local with international sales streaming in via their thriving website and the 300 stores across the globe selling their provocative but practical products.

Here’s what Lisa and Ange have to say about their exporting journey, plus a few gold nuggets of advice for businesses looking at expanding offshore.

At what point did you think Hotmilk could fly internationally? Immediately! We knew straight away that to get the volume we needed, we’d have to go overseas. The immediate reaction we had to our product from retailers in New Zealand alone encouraged us to move very swiftly into other markets.

What was your first exporting step? We started in Australia and went door-to-door visiting stores to showcase the product and we exhibited at trade fairs. Within three years we had cemented the brand in New Zealand, Australia and the UK. Our early stage website enabled anyone searching “nursing bra” to find us and our stockists.

How did you do your international market research? Trade fairs and expos are a great way to understand the market. Watching what other people in the industry are doing helps too.

Who did you go to for export advice? We went through New Zealand Trade and Enterprise (NZTE) and had a number of mentors over the years. We definitely waited too long to get expert advice, so I always tell people to do it first!

Export NZ advises: Don’t assume that what sells here, will sell there. Do you agree? Definitely. We’ve learnt not to take it for granted that what works in one country will work in another. There’s a massive difference between all the countries we do business with. For instance, the UK loves black underwear, the US loves nude. We have to have different margin expectations between countries too.

What costs are involved with exporting? The duty, taxes, freight and logistics of 3PL warehousing and the travel involved are definitely expensive. Make sure you do your homework first to avoid surprises.

How did you cope with the increasing sales? We’ve always had an amazing team in place at head office, and 3PL (third-party logistics) warehouses and our factory relationships have been critical.

What logistics did you have to consider before exporting? Where to service each market from, for example: EU from the UK, Canada from the US, Australia from New Zealand. We are looking at a centralised warehouse, perhaps in Hong Kong. Registering for tax and duties is another thing to consider, and pricing, as it does vary considerably between markets.

What’s your advice for businesses looking at exporting? Get advice, advice, advice! Before you think you need it, put your hand up and ask for help. It’s not easy being global, it means you have a lot of balls up in the air at any one time, but it’s definitely rewarding and exciting!

For Hotmilk’s top exporting tips, click here.

By Withers Admin December 7, 2025
Accelerate December 2025 As 2025 draws to a close, we’d like to thank you for your continued support this year. Our team is taking a well-earned break from Friday 19th December and will return to the office on Monday 12th January 2026. But before you switch on the out-of-office, take a moment to get your business ready for the holiday season. In this issue, we’ve included tips to help you manage the summer cash flow crunch, a guide on what you can (and can’t) claim back for festive spending, advice for compliant Christmas promotions, and a timely reminder to look after your team’s mental health as the year wraps up. Wishing you a safe, sunny, and successful holiday season! How to survive the Christmas cash flow crunch While retailers race through their busiest time of year, not every business benefits from the Christmas rush. Many service-based, wholesale, or manufacturing businesses might even face a sharp decline in orders just when holiday pay, bonuses, and annual shutdowns see expenses rise. 1. Forecast to February Projecting your income and expenses well into the new year helps you spot potential shortfalls and take action before they become problems. 2. Invoice early, follow up now Send invoices before your shutdown period and chase outstanding debts while clients are still around. 3. Prioritise essential spending Identify what expenses are necessary and what can wait until revenue picks back up. 4. Prepare for January’s tax obligations The 15 January due dates for PAYE, GST, and provisional tax can feel like a Grinchy surprise. Set aside funds now to avoid starting the new year under pressure. Worried about the summer squeeze If this season feels tight, get in touch.  Our financial advisors can help you plan ahead, manage your cash flow, and explore IRD instalment options to lighten the load. Tis the season for giving... but what can you claim back Gifts, bonuses, parties, and more: here’s a brief breakdown of what you can and can’t claim this festive season. Employee gifts Gifts that are not subject to the entertainment tax rules (vouchers, hampers, flowers) are fully deductible and exempt from Fringe Benefit Tax (FBT) if they cost less than $300 per employee per quarter, and the total for all staff stays below $22,500 a year. However, gifts that do fall under the entertainment tax rules, like food hampers or wine, or taking your team to a show or event, are 50% deductible, and not liable for FBT. Cash bonuses Bonuses are classed as income, so PAYE and other payroll taxes apply. These “lump sum” payments are taxed at a flat rate based on your employee’s income bracket. Client gifts Food, drink, or entertainment gifts are 50% deductible. Other gifts (flowers, movie tickets, a book) are 100% deductible Workplace events Christmas parties, client dinners, or team drinks are 50% deductible, while morning teas, office lunches, and charitable donations are fully deductible.
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