Chamber Pulse September 2015

Business Awards Why Would You Enter?

PULSE

CHAMBER

SEPTEMBER 2015

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Comment from the CEO

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Networking can be fun

Upcoming events

Young Enterprise Scheme

Member profiles

IF YOU’RE SERIOUS ABOUT BUSINESS WE OFFER SERVICES THAT GO ABOVE & BEYOND Chartered Accountants and Business Advisors 86 Station Street, Napier T: 06 835 3364 E: napier@bdo.co.nz

www.bdo.co.nz

u Tax Specialists u Business Advisory u Audit and Assurance u Information Systems and IT u Insolvency and Business Recovery u Business Succession and Planning u Human Resources PARTNERS: David Pearson Heather Hallam

Ross Hadwin Lisa Townshend

Glenn Fan-Robertson

Snapped event photos

MESSAGE FROM THE CEO W hy would you consider entering the Westpac HB Chamber of Commerce Business Awards?

All the feedback we are getting from the commercial sector seems to point to three opportunities for this region.

Businesses that are welcoming – welcoming diversity, opportunity and advice.

Businesses who use programmes like Regional Business Partner capacity development, of Business Mentors NZ tend to be businesses that have an idea there is stuff they don’t know and knowing it will assist them to develop and their businesses to develop.

People often suggest employment opportunities for skilled staff.

Sometimes the only way to gain skilled staff, if they are not forthcoming, is to develop them. This can be viewed as a risk but it can also be viewed as an opportunity.

The other challenge we see is the well experienced person looking for a job, applying for roles well below their experience but keen to find a role that puts some coin in their tin and has them feel valuable in their region of choice.

Businesses and business people that are confident – being confident doesn’t mean being the loudest voice in the room or wearing the loudest clothes.

Being confident about yourself means being comfortable in your skin about who you are and what you are doing.

Confident businesses provide great service because they do not view service as demeaning.

Confident businesses value the customer’s point of view and let the customer choose the option that they think works for them.

Confident businesses ask for help and seek sources of knowledge that will help them progress.

Confident businesses have a positive culture that values the people employed in that business.

Confident people will often be the ones listening without responding with a bigger, bolder version of the story to prove one up man ship.

Confident business people look for ways to have their businesses reviewed or critiqued to give them the edge.

Businesses that are aspirational – This is a result of the first two and requires a level of confidence to back oneself to achieve success. Giving oneself permission to succeed comes from a strong sense of self confidence.

Identifying traits in people and businesses that are perceived to be successful, finding out the steps required to get you and your business to that point and making a plan to achieve it takes courage and a great team with a positive culture. The best thing is that success is there for everyone who wants it and makes a plan to achieve it.

Being exemplary in your business or industry should be a positive incentive for others to strive to. However, in an environment that is not aspirational exemplary businesses become targets to aim negative jealousy at.

The question, ‘How do you eat an Elephant?’ is a question often discussed in HB Chamber circles that is followed by the answers, ‘one bite at a time’.

When you break the path into bite size pieces and continue to work toward the goal, you will get there.

Why then would you enter the Westpac Hawke’s Bay Chamber of Commerce Business Awards or for that matter any industry awards?

Wayne Walford CEO, Hawke’s Bay Chamber of Commerce

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NETWORKING (YES IT CAN BE FUN...

AND PROFITABLE!) I n the book ‘The Luck Factor’ by Richard Wiseman, Wiseman states that in his studies he found that one of the factors that makes people lucky is that they keep contact with a large number of people. It’s all about maths right, the more people you know and touch base with the more opportunities you will come across. This is where networking comes in.

It’s just what you do when you start a business right? Go out, have a coffee, some breakfast or a drink, meet some new people and hopefully get some leads. Networking is something that most of us do without thinking.

Unfortunately if you want to network effectively it’s not quite as simple as that, and when I say simple I mean unstructured. Like anything, if you have a process and a purpose, it makes everything work better and more effectively.

Here are some ideas to make your networking time more effective.

Articulate your USP. What is your Unique Selling Proposition, what sets you apart from your competitors and others in your field. If we can’t articulate what we do then we can’t sell it. Think about what an ideal client looks like for you, how does what you offer benefit them?. You need to create a clear picture, and be specific; this makes it easier for others in your network to refer.

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Be more interested than interesting.

I can’t stress this enough; consider who you value more, the friends who are interested in you, your family and your hobbies or those who always want to talk about what they have been up to and their accomplishments. It is the same in business, when you are meeting people at a network event, be more interested in them and their business.

It’s about being genuine, but as an

Small to Medium Business

added bonus you will gain valuable information about their business.

Also, don’t fret about giving out as many cards as possible, aim to walk away with more than you give away.

Choose your networking events wisely.

This is about being specific about who you want to target. What types of industry events will offer you the most prospects? You only have so much time to network, and often morning and evening events take away from family time. Pick the ones that work best for you, and attend with a purpose, aim to have one or two great conversations as opposed to 20 ‘hello, what do you dos?’.

Always follow up (when you say you will).

A sin that we have all no doubt committed is having a great conversation at a networking event and then forgetting to follow up.

Even worse, trying to sell our product/ service then and there! Instead, if you have to sell something, sell the appointment. Take their card and let them know you will phone for an appointment the following day... and then do it. Don’t be too eager and try and set something up on the spot, follow up when you said you would and you will be well on the way to your next sale.

One of the great things about networking events is that your clients and colleagues will introduce you to their colleagues and clients, strengthening the relationship and potentially pushing your sales forward. Living in provincial Hawkes Bay it is all about relationships; it’s just how we do business. When you attend your next networking event have a purpose, be more interested than interesting and your business will grow exponentially.

Ph: (06) 876 5111 www.besttravel.co.nz, www.bestcruise.co.nz

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Hayden Burgess Sales Associate Sales Impact Group Ph: 0221392361 Hayden.burgess@salesimpactgroup.co.nz www.salesimpactgroup.co.nz

Going further, staying in touch

WHEN ALTRUISM GOES WRONG – LESSONS FROM THE GRAVITY PAYMENTS EXPERIMENT hen Dan Price, CEO of US company Gravity Payments announced earlier this year that he would be taking a substantial cut to his own $1m per year salary to be able to provide minimum salary of $70,000 for all of his employees, the initial reaction was overwhelmingly positive. In the months since however, the bloom has left the rose somewhat. Two of the business’ ‘most valued’ employees have since left the business, citing in part their view that the plan unfairly rewards new, inexperienced or less well performing employees, while not adequately recognising more tenured, skilled and high performing employees.

Some of the employees who have remained have even commented that they did not feel they earned their increase. The company has also seen a number of valued clients leave the business due to disagreement with this new remuneration policy (though it should be noted that several new clients have offset the loss).

While no-one can doubt the good intentions of Mr Price, this is a great case study in the unintended consequences of; a. Not paying a fair market rate, and b. not having a well-structured, robust and transparent remuneration process.

Employees in general want to know that they are being fairly remunerated, with reference to market rates for similar or equivalent jobs, their experience and skills, and for their performance. Remuneration structures that don’t give consideration to these factors can lead to inconsistencies with internal relativity, employees feeling they are not fairly or adequately rewarded, and can have a significant negative impact on a business.

Grow HR can review and provide feedback on your existing remuneration structures and processes, and help to implement effective and robust structures as required. Give the team a call at 06 878 5454 or Napier 06 835 0532.

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UPCOMING EVENTS BA5 AT OFFICEMAX When:

9 September 2015

Venue:

OfficeMax, Corner King & St Aubyn Streets, Hastings

Time:

17.30 – 19.00

Price:

Complimentary for Members Non Members $15 + GST

Join us for an evening of networking, learning, fun and prizes at the OfficeMax Hastings retail store and see how your business can

save time and money on its office consumables.

Bring your credit card - OfficeMax will be offering additional discounts off the already fantastic Chamber Member prices!

Always attracting a good mix of businesses, our BA5 events are an informal and cost-effective opportunity to connect with potential business contacts and our alliance partner whilst enjoying relaxed surroundings. Space at this special venue is limited so register today!

BA5 AT ANZ WITH STAPLES RODWAY When:

23 September 2015

Venue:

ANZ, 101 Queen Street, Hastings

Time:

17.30 – 19.00

Price:

Complimentary for Members Non Members $15 + GST

ANZ and Staples Rodway invite you to join them for an evening of networking and to hear about both ANZ and Staples Rodway’s involvement with the Staples Rodway Challenge. ANZ are delighted to be sponsoring this event which

covers iconic Hawke’s Bay scenery, windswept beaches and stunning coastal farmland. And each year, funds raised from the challenge go back to our community. The charity for 2015 is the Hawke’s Bay Branch of Cystic Fibrosis New Zealand.

All those who attend go in the business card draw to win a free individual entry to the Staples Rodway Challenge.

BA5 AT ST GEORGES RESTAURANT When:

7 October 2015

Venue:

St George’s Restaurant, 452 St Georges Rd, Havelock North

Time:

17.30 – 19.00

Price:

Complimentary for Members Non-Members $15 + GST

At St Georges, our passion is to deliver a truly unique dining experience, one which is completely removed from the everyday. Our warm, knowledgeable, professional staff will extend genuine hospitality as they guide you through your dining experience. Our aim is to give you a rich experience, with an emphasis on Hawke’s Bay’s most beautiful, seasonal natural produce. The

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majority of our ingredients are organic, grown on-site and hand-picked by award-winning chef Francky Godinho.

Francky delivers clean, precise and intense dishes with a contemporary approach to ingredients and technique.

Along with a complete a la carte menu we offer venue and function rooms for private parties, weddings, Christmas functions and board meetings.

During our BA5 evening you will be given an insight into who we are and what we offer with a focus on functions, business meetings and events at St Georges. Our Executive Chef, Francky Godinho will prepare St George’s style canapés for you to enjoy and enter the business card draw to be in to win dinner for two.

PROPERTY TAX RULES BILL REPORTED BACK

T

he Bill that will require greater disclosure of tax information from people buying and selling land was recently reported back to Parliament.

The Taxation (Land Information and Offshore Persons Information) Bill will require buyers and sellers of property to provide an IRD number as part of the land registration process. This will be provided on a new “tax statement” that will include other information such as whether one of the parties is not a tax resident in New Zealand. In addition, offshore persons will be required to have a New Zealand bank account as a prerequisite to obtaining an IRD number.

The Bill has now been through the public submission process.

Most submitters were supportive of the proposed changes, but expressed some concerns around compliance costs and certain parts of the Bill that require clarification.

In particular, there is an exemption from the requirement to provide an IRD number for individuals buying or selling their “main home”, provided they are not deemed to be an “offshore person”. It is acknowledged that the “main home” exemption adds complexity to the rules, but it is intended to lessen the volume of information required to be managed by Land Information New Zealand and Inland Revenue.

The new law is scheduled to come into force on 1 October 2015.

If you would like to discuss any of the above you can contact Greg Neill, Tax Advisor at Crowe Horwath, on (06) 872 9250.

VOCATIONAL SUPPORT FOR THOSE LIVING WITH DISABILITY

C

hances are that the iconic Mosaic building in Taradale has caught your eye!

Real People @Mosaic is a service of Presbyterian Support East Coast which offers community-based vocational and educational day activities for adults under 65 living with physical disability.

The aim of all Mosaic programmes is to support students to become as independent as possible and make a valuable contribution to their community.

“Some people have the misconception that Mosaic is only about art, but so much more goes on here,” says Mosaic Service Manager, Leighann Coleman.

“Our programme includes literacy, maths, computer courses, creative writing, and radio show opportunities – just to name a few. The main focus is on building confidence, because that’s what enables our clients to get involved in the community.”

YOUNG ENTERPRISE SCHEME JUDGING DAY T he Young Enterprise management team from the Hawke’s Bay Chamber of Commerce asked for help with judging the school teams entered in this year’s programme. As a business owner it was rewarding to see the range of products and services on offer by the teams.

Judging the teams on Sunday at the Farmers Market is part of the journey of developing a business for the teams.

On offer was a range of Food based products, Technology, Body Scrub, Art supplies, Jewellery and Publishing.

Sunday was wet and wintry and the teams assembled their supplies and marketing material into display stands each with a unique approach. The teams were enthusiastic with their business and engaged with all our questions while mixing in a real world market situation.

This made for an interesting experience

to engage with the team members to identify what they were marketing, the benefits and value as a customer.

The judge’s brief was to remain anonymous while discovering the teams method of promotion, selling technique, pitch to the customer and overall appearance. Several business teams were successful at pitching to the judges and made sales of their products.

Each team is unique and they engaged with the judges in a different manner which made for a great day to experience what young people with an idea, mentoring and support can deliver great products to the market.

Congratulations to all the Teams and the Young Enterprise Managers for a great experience with new businesses.

Article courtesy of Lee Neville, Hastings District Council

Mosaic also offers an opportunity to socialise and make friends. Art as a means of creative expression is a highlight, with acrylic painting, pottery, woodwork and mosaic courses.

Mosaic is partially funded by government contracts, and clients are charged minimal fees to attend the day service and courses. However, these do not cover the full costs involved. If your business is able to help in any way with supplies or a donation, we would love to hear from you!

Photos by Simon Cartwright Photography

Please support those living with disability There are many ways that you, your business and your staff can support the work that we do in our community.

To find out more, please contact Pam on 06 877 8193 Ext 716 or events@psec.org.nz

www.mosaic.org.nz

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PROVIDING PRINT SOLUTIONS printing.com Onekawa make printed items for businesses and personal use. We started operating in February 2015, when owner Chris McLean began supplying a print buying solution for small businesses in New Zealand.

When somebody asks me what we do my answer is;

“We help businesses by turning all of their print in to a product and placing it on line saving them time and money.”

This means you can make detail changes on items like business cards, proof and order without having to incur unnecessary artwork fees.

Chris McLean has 15 years’ experience in the print industry having worked the majority of it with printing. com Head Office in New Zealand. After a couple of years in Australia Chris returned to the Hawkes Bay and the opportunity came up to open printing. com Onekawa. Chris spends most of his day helping customers utilise their print spend in the best possible way by drawing on is experience.

Eden Clarkson is printing.com Onekawa’s Graphic Designer. Eden recently graduated from EIT with a Bachelor of Design and has taken to designing for print with a natural flair for keeping it simple.

Printing.com Onekawa are looking to predominately help small and medium size businesses by

GOODTIME - A HAWKE’S BAY SUCCESS STORY E stablished in 1978, Goodtime is one of New Zealand’s largest manufacturers and distributors of pies and savouries.

The award-winning bakery employs more than 70 staff in its Napier plant and recently purchased a manufacturing operation in Christchurch, expanding its operation by a further 35 staff.

Since the first pies came out of the oven nearly four decades ago, Goodtime has been on a growth trajectory. The company has experienced 300 percent year on year growth and from a modest $30,000

turnover in 1978, annual revenue is now in excess of $15 million.

Contributing to the growth of the business has been astute business decisions made by owner and managing director Phil Pollett. In 2011, Goodtime won the contract to supply pies to Z Energy service stations and a distribution company set up to ensure delivery of pies is never compromised.

Since Goodtime launched the first mince and cheese pie into the New Zealand market back in 1983, the company has continued to create new flavour combinations and expanded its range to include The Hub, a gourmet

MEMBERS DIRECTORY FOR ALL YOUR

ADVERTISING ENQUIRIES PLEASE CALL ANGELA BELLAMY (06) 873 1197 angela.bellamy@hbtoday.co.nz

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• Panel Beating • Automotive Paint Technicians • Loan Cars Available Free Pick-up & Delivery • Assistance with Claim Forms Repairers of all Insurance Companies.

Phone 06•878 9772 Fax 06•873 4544 307 Eastbourne Street West, Hastings

making the print buying process easy and economical. Print on demand online is the way forward for all businesses. We buy all of our other office requirements online therefore why not our print.

Please drop us a line and Chris will come to you to help understand your businesses requirements.

pie range; the hearty Classic range; the No.8 pie for big appetites; the Sunnydays economy range; the Tui pie; and the Metro range, NZ’s first pies to earn the Heart Foundation’s ‘Heart Tick’.

Goodtime is a Hawke’s Bay success story; it has achieved growth through investment in technology and innovation, prudent commercial decisions and a drive for constant improvement.

For more information please phone 0800 466 384 or visit www.goodtime.co.nz For Advertising Inquiries Contact Angela Bellamy 06 873 1197

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SNAPPED CHAMBER SPEED NETWORKING AT VIDAL

Photos courtesy of Simon Cartwright Photography

CHAMBER EVENTS BA5 at OfficeMax

9 September 2015

17.30 – 19.00

OfficeMax, Corner King & St Aubyn Streets, Hastings

BA5 at Staples Rodway

23 September 2015

17.30 – 19.00

ANZ, 101 Queen Street, Hastings

BA5 at St Georges Restaurant

7 October 2015

17.30 – 19.00

St George’s Restaurant, 452 St Georges Rd, Havelock North

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