B2B in Canberra December 2011 (issue 66)

QANTAS TO FLY DIRECT TO SOUTH AMERICA IN 2012 Flight set to commence from Sydney direct to Santiago, Chile

BRANDNET CAN HELP YOU BUILD YOUR BRAND Isn't it time you built a better brand?

VANZWAN ACCOUNTING PLUS CELEBRATES 30 YEARS Read about the success of the 'human bean counters' CanBERRa’s BusInEss & govERnMEnt MagaZInE

b2bincanberra.com.au

Canberra businesses discuss collaboration in Bali

December 2011

66

A SUCCESS STORY RSM Bird Cameron and Monaro Screens

HELPING SMALL BUSINESSES Read how Westpac is making it easier

CIT SHOWCASE Talent on show at Bus Depot Markets

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COntents PUBLISHER’S NOTE Diwali has just past, the Melbourne Cup has run and Christmas is on the way. 2011 has been a whirlwind of a year. The US economy has lurched around, Europe is heading from one disaster to another and India and China continue their rapid rise in the world - and through all of this Australia has had an economic boom led by the mining industry. So how are we fareing in our little city state here in Canberra. Well on all accounts pretty damn good. Yes, some key economic indicators such as retail trade, job advertisements and building approvals have all come off the boil slightly but you only have to look around at the amount of economic activity to see that Canberra and the region is continuing to grow. What we need is an injection of confidence. Not from the politicians but from business and consumers. What does this mean? Well it means talking up Canberra and leading by example. We have a great story to tell here in Canberra we just have to start yelling it from the treetops.

TIM BENSON Publisher

UPFRONT 06 Qantas opens door to South America

Local and emerging talent to be showcased at CIT’s creative industries event

07 ACT business guides go from strength to strength Don’t miss out - book your tickets now to the 2011 Human Rights Awards

OPINION 08 Juliette Ford, Director, Consensus Family Lawyers talks abour becoming a parent, and how it can affect a separation

photos by Tim Benson

23 CovER stoRY

taKIng CoLLaBoRatIvE LaW to anotHER LEvEL Canberra businesses discuss collaboration in Bali

COntents

FEATURES 08 Greg Castle, Westpac Regional General Manager shares how they are making it easier for small business owners to obtain finance

09 Tiffen & Co − Boutique Brokerage of the Year 16 Monaro Screens & RSM Bird Cameron

12

28 Isn’t it time you built a better brand for your

12 Associate Peter Woodhouse, Ben Aulich and Associates

VOX POLI 20 What are the three most important infrastructure issues facing the ACT over the next decade?

Canberra businesses discuss collaboration in Bali

tim Benson editorial@b2bincanberra.com.au 02 6161 2751

advertisinG enQuiries tim Benson 0402 900 402 advertising@b2bincanberra.com.au

A2B: ASSOCIATIONS TO BUSINESS

39 ACT EXPORTERS NETWORK: Member Case study: Bearcage crosses international borders in the digital age 40 CANBERRA BUSINESS COUNCIL: Cordelta’s achievements honoured at Business Awards

31 ADVICE FROM THE EXPERTS 32 aCCOuntinG How to close a sale

By RSM Bird Cameron

42 ACT & REGION CHAMBER OF COMMERCE & INDUSTRY: Would your business survive a disaster?

Business Law Looking ahead for landlords

By Elringtons Lawyers

BUSINESS NETWORKING 44 B2B @ Canberra International Film Festival Opening B2B @ Yellow Edge United Arab Emirates Social Networking

33 Business reLOCatiOns The Crate Escape!

By Allied Pickfords Business Relocations

PuBLisher i editOr

weBsites Facebook Timeline – story of your life!

By Synapse Worldwide

38 CANBERRA BUSINESS COUNCIL: Act has to plan for growth

COVER STORY 23 taking collaborative law to another level –

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35 estate PLanninG What Superannuation is best for me?

By Certus Law 36 marKetinG Make your brand work for you

By Mary Curran, Brandnet

PROFILE

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inteLLeCtuaL PrOPertY Online use of trade marks – are you infringing?

By Chamberlains

− A success story

18 Vanzwan Accounting celebrate 30 years business? BrandNet shares how.

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34 COrPOrate GOvernanCe The importance of the Not for Profit Sector

By Australian Institute of Company Directors

45 B2B @ Yellow Edge United Arab Emirates Social Networking

Business serviCes Is the Carbon Tax a trigger for ‘the Perfect Storm’?

By Kazar Slaven

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uPFrOnt

Qantas opens door to South America Australians will gain unprecedented access to South America through a new Qantas service to Chile’s capital, Santiago.

The new service is part of the Qantas Group’s five-year plan to build a truly modern, customer-focused and competitive global airline business.

In early 2012, Qantas will commence direct flights between Sydney and Santiago, one of Latin America’s main gateways and home port of Qantas’ oneworld partner LAN Airlines. This service will operate three times a week, using a three-class Boeing 747 reconfigured with the Airbus A380 product, and will replace Qantas’ current direct flights between Sydney and Buenos Aires. Over time, Qantas will look to increase the frequency of Santiago services to daily.

As the leading premium airline in South America and a oneworld member, LAN has constructed an extensive network in South America. The LAN Group includes a number of affiliate passenger airlines in Peru, Ecuador and Argentina, as well as the LAN Cargo business.

“Direct Qantas flights to santiago will give australian businesses and tourists the ideal gateway into the key markets of south america, offering convenient connections to argentina, Brazil, Peru, Ecuador and Colombia...”

Qantas Chief Executive Officer Alan Joyce said that flights to Santiago would provide higher connection frequencies across the continent compared to those through Buenos Aires.

“Direct Qantas flights to Santiago will give Australian businesses and tourists the ideal gateway into the key markets of South America, offering convenient connections to Argentina, Brazil, Peru, Ecuador and Colombia.

There is considerable potential for Qantas to help develop the fast-growing trade, tourism and cultural ties between the Asia-Pacific and South American markets. Australia’s location makes it ideally placed to act as a hub for passenger and freight traffic from Asia to South America, presenting an alternative to the United States. We are particularly pleased to be flying into the home of our oneworld partner LAN and look forward to discussing the possibilities for developing a closer relationship”. Said Mr. Joyce.

Flying time from Sydney to Santiago is 13 hours and flying time from Santiago to Sydney is 14 hours 25minutes.

Local and emerging talent to be showcased at CIT’s creative industries event The Canberra Institute of Technology for the first time will combine its popular showcases for all creative disciplines into one huge festival of events at the Bus Depot Markets, Kingston.

The inaugural CIT Momentum 2011 will be held across three days and nights in November (22-24 November) and showcase some of the best up and coming artists Canberra has to offer. Industryready, emerging talent will be presented at exhibitions, film screenings, sound installations, CD launches and the alwayspopular annual CIT fashion parade.

The three-day celebration will highlight work from more than 300 students, representative of all departments across the Centre for Creative Industries including: • Fashion • Music • Visual Arts • Digital Media • Graphic Design • Photography 6

• • • • •

Media and Communications Interior Design Building Design Architectural Drafting 3D Animation.

More than just a static showcase, CIT Momentum 2011 will inspire guests by revealing events in action, exhibitors’ new ideas and a rare chance to see, hear and discuss emerging industry trends.

“CIT’s graduating student shows have always been popular events in Canberra”, said Kerry Williams Centre Director at CIT’s Creative Industries Centre. “CIT Momentum 2011 is a celebration of the achievements of our graduating students. It also shows prospective students what they can aspire to and offers industry an exciting opportunity to see emerging trends and talent.”

See, hear and experience the best of CIT’s creative student artists and be inspired by what you can achieve through study at CIT. CIT Momentum 2011 is open to the public every day, and will host group visits from

D E C E M B E R 2 0 11 B 2 b I n C a n berr a

local schools as well as invitation-only, industry events.

For more information about this event and the exciting day and night time program of events please visit www.cit.edu.au/ citmomentum2011 or find us on Facebook.

uPFrOnt

ACT business guides go from strength to strength Launched recently during Business in Focus Month, the ACT Government’s Business Guides to Older Customers and Mature Workers have enjoyed a huge response from the ACT business community and the wider Australian business sector.

the Business guide to older Customers provides practical advice and relevant information on how to attract and respond to the needs of older customers – especially those involved in the retail, hospitality, entertainment and service sectors.

The booklets have been commended by ACT and Region Chamber of Commerce and Industry Chief Executive Dr Chris Peters and by the Australian Chamber of Commerce.

The Business Guide to Older Customers provides practical advice and relevant information on how to attract and respond to the needs of older customers – especially those involved in the retail, hospitality, entertainment and service sectors.

The Business Guide to Mature Workers provides practical advice and relevant information to enable employers to gain a better understanding and appreciation of the value and importance of mature workers in the workplace and the contribution they make to our community.

Both booklets were produced through a partnership between the ACT Office for Ageing, the Business and Industry Development Branch of the ACT Government’s Economic Development Directorate and a diverse range of ACT businesses including Capital Chemist Group, Bunnings Group and Canberra Centre.

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Copies of the booklet are available from the ACT Office for Ageing on 6205 3113.

They can also be downloaded at www.dhcs.act. gov.au/wac/ageing/publications

Don’t miss out - book your tickets now to the 2011 Human Rights Awards The annual Human Rights Awards are only a few weeks away and tickets are selling fast.

Australian Human Rights Commission President Catherine Branson QC said the tickets always sold rapidly in the last few weeks and urged those planning on coming to buy them now.

“We’re expecting more than 400 people to attend the event which is being held in a new location at the Sofitel Sydney this year,” Ms Branson said.

“The Human Rights Awards are always inspiring and this year with our new MC Corinne Grant, the day is certain to be entertaining as well.”

Good News Week, 7PM Project and Rove Live comedian Corinne Grant is one of Australia’s best known and highly regarded performers.

Corinne is an accomplished standup comedian, MC, presenter, writer and broadcaster who has performed both nationally and internationally. Her credits include The Glasshouse, Spicks and Specks

and Dancing with the Stars. She says hosting the awards is a great honour.

“I’m really looking forward to meeting the nominees and hearing about their extraordinary work. It will be a very inspirational afternoon,” Corinne says.

Corinne has also thrown her full support behind the Australian Human Rights Commission.

“The Commission is a vital part of who we are. It serves to remind us that human rights are an integral part of a just society and to act when we veer off track,” she says.

“The great thing is, we can all become a part of that process by spreading the word on human rights issues. It is easy to forget those less fortunate, less safe or less secure than ourselves, especially when we live in such an affluent country.”

The Awards are in their 24th year and will be held at a lunchtime ceremony on Friday, 9 December 2011 at the Sofitel Sydney Wentworth, in Phillip Street Sydney. The Human Rights Medal and Young People’s

Medal winners for 2011 will be announced, as well as eight other categories.

Standard tickets are $100, community tickets are $70 for non-government/ community organisations, and tickets for concession card holders are $50. Tickets can be ordered by downloading the order form at www.humanrights.gov.au/hr_awards/

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OPiniOn

Becoming a Parent

By Juliette Ford, Director, Consensus Family Lawyers

B

ecoming a parent with someone is perhaps the greatest commitment two people can make together. You have to work with that person whilst your child is growing up, and possibly beyond, no matter what happens to your romantic relationship. Even after separation, it is crucial to work on that parenting relationship and to develop trust between yourself and your child’s mother or father. However, when your former partner is truly unreasonable, this can be extremely challenging.

A few years ago Jason and Esmé started a relationship. Sadly, Jason soon realised that he would not be living happily ever after with Esmé. After dating Esmé for 3 months and arguing with her about everything from A to Z, Jason finally ended it with her – and hoped very much that he would never have to see her ever again. In an ideal world, Jason might have been granted this wish! However, several months after their break up, Jason received a call from Esmé. She was pregnant.

Naturally, this news turned Jason’s world upside down. After the initial shock wore off, he told Esmé that he wanted to be a father and would do whatever he can to support her.

However, about a year after the birth of baby Tiffany, Esmé becomes difficult.

She tells Jason that she doesn’t want him to see Tiffany more than twice a year. “If you want to see her more, you can pay me more child support!” she shouts at him when he tries to reason with her. Finally, Jason goes to see his lawyer to see what can be done.

His lawyer explains to Jason that he can make an application to the Court for a parenting order and that the Court will consider

8

Even after separation, it is crucial to work on that parenting relationship and to develop trust between yourself and your child’s mother or father. However, when your former partner is truly unreasonable, this can be extremely challenging. whether or not spending time with Jason is in Tiffany’s best interests, not whether or not Jason is paying as much child support as Esmé wants. Jason makes the application and, after a long and expensive process, receives final orders that allow him to see Tiffany.

Unfortunately, this is not the end of the story. Jason must deal with Esmé almost every day for the next 18 years. Yes, Jason has some Court orders which say that he can spend time with Tiffany but this does not help them communicate and make the many necessary joint decisions about Tiffany’s life. One week Esmé and Jason have a fight about taking Tiffany on a holiday. Then Esmé became angry that Jason’s mother is present when Jason sees Tiffany. The next week they have a fight about a medical appointment.

The relationship between them becomes so strained that Esmé will shout at Jason when he picks up Tiffany from her house.

D EoCvEember n M B E R 220011 11 B 2 b I n C a n berr a

Eventually Esmé refuses to let Tiffany see Jason in accordance with the Orders and Jason has to get his lawyer involved again.

But once that problem is resolved by the threat of Court proceedings, a different issue crops up. Jason suggests to Esmé that they see a counsellor about their parenting relationship but Esmé refuses. Jason goes back to see his family lawyer again about the ongoing problems “She’s completely unreasonable!

Make her see sense!” he complains. But sadly for Jason, his lawyer can do little in these circumstances. When a person truly does not want to cooperate, there is very little that can be done.

If Jason and Esme had engaged collaborative lawyers, part of the negotiations would have been about not only the time Tiffany spends with her dad, but also the underlying issues in the relationship between Esme and Jason because any set of orders is only workable (from Tiffany’s point of view) if the parties are committed to them.

At the same time, family lawyers cannot wave a magic wand and make your former partner a nice person! Unfortunately, no matter how crazy, manipulative or horrible the other person is, if he or she is the mother or father of your child, you are probably stuck with them for a very long time. Luckily, very few people are as difficult as Esmé but the trick is to avoid people like Esmé in the first place – one could say, just don’t have sex with unreasonable people. If only we could all have that magical crystal ball….!

For an Out of Court Solution contact Consensus Family Lawyers, 17-21 University Avenue, Canberra T: 02 6290 9898 or www.cflaw.com.au

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F e at u r e

WESTPAC Making it easier for small business owners to obtain finance

Melinda Small, Local Business Banker Tuggeranong and Betty Forjamic, Owner of Ruffage

S

mall businesses form the backbone of the Australian economy. According to the latest figures available from the Australian Bureau of Statistics, small businesses employ more than 4.8 million Australians (or nearly one of every two jobs in the private sector).

Westpac understands the important role that small businesses and their entrepreneurial owners play in our economy, and has a team of small business banking experts based all around the country to help its customers with all areas of their balance sheets.

Understandably however, some small business owners can feel a little overwhelmed when it comes to obtaining finance to expand or invest. Others may feel that since the Global Financial Crisis banks just aren’t interested in lending to small business.

At Westpac, nothing could be further from the truth. We’ve continued lending throughout the GFC, and expanded the number of branch-based Local Business Bankers who know their customers and know their communities.

However you can take the pain out of asking for a business loan if you know what the banks are looking for and are prepared beforehand.

Generally speaking, before approaching your bank for finance there are several things which you should consider: 1. What is the purpose of your business funding requirement? This is one of the most important questions which your lender will ask you, as it paints the picture s to why you want the funds and how you expect to use them.

It also helps your lender to ensure that the needs of your business are appropriately assessed and that the correct finance solution can be tailored for your particular situation.

2. Does your business have the ability to repay the additional debt? Every small business owner needs to seriously consider this question and put emotion aside.

Is this the best thing for you and your business?

Prior to submitting your application, your lender will assess your ability to repay the loan. Therefore it is essential that you have your business and personal financials are up to date and to hand.

3. If something unforeseen was to happen to either you or your business, what measures do you have in place to repay the debt? This isn’t an easy question to answer, but once again it’s one you need to consider, as it is something that your lender will ask.

Other likely questions which you may be asked include: • whether you are willing to secure your debt with your property?

• whether you are adequately insured for the increased level of debt?

• after the repayment of all liabilities what your net equity position looks like?

• what is your taxation position ?

• do you have required business and key person insurances in place?

Get down to you local Westpac branch and have a chat with your Local Business Banker. Not only are they financial experts, they know your local area and will help you find the best solution to positioning your business for the future.

Greg Castle Regional General Manager Westpac Banking Corporation

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PrOFiLe

Peter Woodhouse

associate Ben aulich & associates Criminal Lawyers

words and photos by Allen Samson

R

espected Canberra criminal lawyer, Peter Woodhouse has been made an Associate at Ben Aulich & Associates.

“I am pleased to welcome Peter as an Associate. His hard work, dedication to clients, values and integrity are a great fit at Ben Aulich & Associates,” Ben Aulich said.

After an extensive search for great staff Peter was head hunted to Ben Aulich & Associates in 2009.

“We had experienced a period of significant growth and were on the hunt for a strong defence lawyer who was prepared to stand up for our clients,” Mr Aulich said.

Peter was employed by the Aboriginal Legal Service in Wagga Wagga, where he was representing clients in very serious criminal matters.

“I headhunted Peter, brought him to Canberra and his talent has seen him rise to the top”.

Peter’s passion for criminal law developed during his law studies at the Australian National University.

“My commitment to criminal law has grown during my time at Ben Aulich & Associates and I am pleased to have been promoted to Associate in a fantastic legal firm which is solely committed to criminal law,” Peter said.

Mr Aulich said, “Peter is a very important part of our legal team”.

Mr Aulich said that Peter’s qualities are hard to find and are an asset to the firm. Peter has more responsibility within the firm as an Associate.

“In addition to his legal work, Peter is involved much more in the business side of the firm. Not only does he handle his own matters, he also has solicitors who work under his supervision,” Mr Aulich said.

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Mr Aulich says that Peter becoming an Associate is part of his plan to continue expanding with more solicitors in the future.

“There is plenty of work to be done, and it is just a matter of finding the right people to join the firm,” Mr Aulich said.

One of the issues that is of concern to Ben Aulich & Associates is legislation that limits judicial discretion in criminal offences.

“It’s always a concern when a government limits, or takes away, judicial discretion. Generally, we have very good judicial officers in the ACT, and their discretion should not be limited by parliament,” Peter said.

Another issue of concern is the backlog in the Supreme Court.

According to Peter, “The government should seriously consider appointing a fifth Judge and more Magistrates.”

Ben Aulich & Associates specialise in criminal law. This includes advising and defending people charged with non-police prosecutions such as prosecutions involving the Australian Securities and Investment Commission (ASIC), Australian Taxation Office, WorkCover and Centrelink; white-collar crimes such as fraud, theft and deception, drug offences including conspiracy and importation; sexual offences; assault; protection and domestic violence orders; drink driving and other criminal offences.

Peter says that criminal law is a serious matter.

“At the forefront of my mind is the prospect that a client may face serious penalties, including a gaol sentence if they are convicted. This is why it is so important that clients obtain the best representation possible,” Peter said.

For more information contact Ben Aulich & Associates T: (02) 6279 4222 or visit www.benaulich.com.au

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F e at u r e

Boutique Brokerage of the Year

W

hen it comes to getting the most effective home loan, it’s important to deal with a mortgage broker who has the client’s needs in mind and has strong relationships with banks and lenders. Tiffen & Co has been servicing the Canberra community since 1995 and has helped over 19,000 people find the right mortgage solution for their needs.

Tiffen & Co has won many industry awards since their inception and recently, they have added a new award to their portfolio, being named Australia’s Boutique Brokerage of the Year for 2011 by The Adviser’s Australian Broking Awards. Each year the Adviser’s Australian Broking Awards, recognises leading mortgage industry groups and individuals for outstanding achievements. The team at Tiffen & Co were thrilled to be the recipient of this award.

Managing Director Gerard Tiffen and Business Partners Alison Whittle and David Friend lead a committed team based on philosophies of attentive personal service, expert advice and valuable resources, hence their slogan, “We’re With You”. Having developed excellent relationships with major banks and lenders, Tiffen & Co are able to provide greater flexibility, choice and cost effective options to meet the changing needs of their clients. The experience between the partners is second to none; Gerard has been awarded ‘Canberra’s Number One Mortgage Broker’ by the Mortgage Professional Magazine for five years running, while Alison has over 30 years experience in Financial Services and has represented ACT and NSW on the Mortgage and Finance Association of Australia’s national board. David started at Tiffen & Co in 2000 and his experience

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across residential loans and commercial lending is extensive, and is accredited with all major lenders.

Buying a property can be a daunting experience whether you’re a first home buyer or an investor, and Tiffen & Co understand that having peace of mind when dealing with a mortgage broker or lender who has demonstrated knowledge, experience and flexibility, is essential.

The portfolio of services at Tiffen & Co ensures that all mortgage needs you have can be met, including upgrading or downsizing, moving interstate, building and construction, conversion of owner-occupier to investment and visa versa, unlocking equity in your home, consolidating debt, refinancing and adding property to your investment portfolio. Their service also includes an obligation free review of existing loan facilities – sometimes having a range of options attached to your home loan makes better financial sense than simply going the cheaper interest rate option.

If you would like to speak to one of the team – be it for a new home purchase or a review of your existing facilities - please call 02 6260 7880 or email at enquiries@tiffenandco.com 23 Jardine Street, Kingston ACT 2604 P 02 62607880 www.tiffenandco.com

11 CREATIVE DISCIPLINES 300 PARTICIPATING STUDENTS 3 BIG DAYS AND NIGHTS

Tuesday 22nd November Wednesday 23rd November Thursday 24th November Old Bus Depot Markets, Kingston Foreshore Tickets available at door $5 per person ($3 concession) Find us on web cit.edu.au/citmomentum2011 or

B 2 b I n C a n berrA D E C E M B E R 2 0 11

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F e at u r e

monaro screens &

words and photos by Tim Benson

A

couple of years ago B2B published a feature on David and Deidre Byatt and their successful business Monaro Screens.

The thing that sticks in my mind from that article is a comment from David that ‘luck’ has little to do with running a successful business and that ‘success comes from hard work, late nights, solid business planning and a good accountant’ – In their case Andrew Sykes, partner at RSM Bird Cameron Chartered Accountants in Canberra.

“Andrew seems to get a buzz out of supporting businesses to grow.

Right from the beginning he wanted to help our business,” David said.

After 13 years of operating their business in Queanbeyan, the Byatt’s business grew rapidly and was busting at the seams.

“It was Andrew that went out and found us our current location in Fyshwick. When we first heard the price of the new premises we thought there was no way we could afford it – but Andrew talked us through it,” David said.

David said that they were knocked back on finance for the new building from the bank they had been with for the first 13 years of their business.

“Being knocked back was a bit of a disappointment but Andrew arranged a luncheon with the ANZ in Fyshwick, and they said yes on the spot. We then cruised on through with the purchase,” David said.

In addition to the tax and business solution services provided

by RSM Bird Cameron, the Byatt’s have also sought investment advice.

“All I ever need to do is pick up the phone to run through any investment opportunities with Andrew. If there needs to be a more detailed discussion then we get together for a meeting. If Andrew gives it the tick then we go with it – no worries,” David said.

David said that they recently bought new vehicles and machinery for the business.

“Andrew and RSM Bird Cameron are constantly looking at our figures throughout the year – replacing our vehicles and purchasing new machinery was not a problem.”

David attributes a lot of the growth in his business to RSM Bird Cameron’s advice.

“I’d probably still be in Queanbeyan without Andrew’s advice.

He is genuinely interested in growing our business and watching us grow,” David said.

Recently the Byatt’s have been speaking with RSM Bird Cameron about business succession.

“We aren’t ready to retire yet but Andrew has been giving us some advice about succession and how this would happen physically and financially.”

David says that they have encouraged their three boys (Matt 22, Joel 20 and Ben 16) to do their own thing and currently have one son working with them in the business.

According to David, RSM Bird Cameron has been with them through all stages of their business.

“We have tripled our space, increased turnover, employed more staff and have bought more vehicles,” David said proudly.

With the help of RSM Bird Cameron the Byatt’s have also established a self-managed super fund and family trusts.

“Andrew has encouraged us to plan for the future and our retirement. He has made me confident that we are on the right track and that when we finish work we won’t be struggling financially.”

According to David, “If your current accountant isn’t helping you grow your business and plan for your retirement then you should get some comparable advice.”

David says that they are currently doing a systematic review of the business, which will include some rebranding.

“The purpose of the review is to ensure that we are providing the best level of service we possibly can.”

As part of this process Monaro Screens have developed the following mission statement: “We aim to be the regions leader in our industry. Our commitment is to provide our customers the very best in a professional, caring and friendly way. We support each other in achieving our goals.”

“We stick with Andrew and RSM Bird Cameron because we trust them. The proof is in the pudding. They have worked with us to get us to the point we are at today.”

For information contact their experienced team, 103–105 Northbourne Ave, Canberra.

T: 02 6247 5988, www.rsmi.com.au

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VANZ WAN accounting plus

words by Tim Benson photos by Andrew Sikorski

the

hum an

CeLeBr ate

Bean 30

B

Pe ter vanZ wan

COunters

Years

ack in 1981 Peter Vanzwan opened the doors on his then accounting practice in the Belconnen Churches Centre. He had one client – himself. 30 years later in 2011 Peter recently celebrated the success of Vanzwan Accounting Plus with his partners, staff and clients at a packed event at The Boat House by the Lake (see networking photos on page 46).

Peter’s business has come a long way since his first day in the Belconnen Churches Centre – and many of his clients have been with him on the whole journey.

A self professed Geordie, Peter grew up in the northeast of England where he developed his twin passions for The Beatles and Newcastle United.

“If you come from Newcastle there is only one thing in life, ‘Newcastle United’. It is tribal and a passion. Families work so they can get their season pass. Football keeps the place going – it’s a Geordie thing!” Peter explained.

His parents emigrated to Australia in 1964 with their five children. He grew up in Granville in Sydney playing football until aged 16 and then switching to Rugby League.

Peter jokes that his family was the ‘advance party’ for The Beatles that toured Australia in 1964.

He married his wife MaryAnn in 1972 and moved to Canberra to study accounting. In his spare time between work, University and family life, he played Rugby League for West Canberra and West Belconnen and at 28 had to decide between studies or Rugby League.

After finishing his accounting studies from the, now, University of Canberra in 1980 Peter started his practice in 1981.

After three years he moved into the Belconnen Commercial Chambers.

Four years later he had grown the business to three accountants plus admin staff and in 1987 moved to the current location at 80 Emu Bank.

Vanzwan Accounting Plus has now grown to three partners, two accountants, two bookkeepers and five support staff.

Peter and MaryAnn are very proud of their daughters that both previously worked in the business: Kristin, who left to study Forensic Science, and Lindi to be a Chiropractor.

For the first 20 years of his business life Peter went it alone. But in July 2004 he decided to grow his business again and go into partnership with two of his team David Boucher and Wayne Byrne.

F e at u r e

david BO uCher

waYne BYrne the

David was enrolled to study medicine in France, but did not pursue these studies because he migrated to Australia at the age of 19.

He initially washed cars and then managed a French bakery. In 1996, deciding his English was good enough, he enrolled in a Bachelor of Science with a Diploma of Chemistry in industry at Macquarie University. Within a year and a half he moved to Canberra. In 1998 he transferred his study to the ANU where he did a double degree in Science and Commerce.

In 2001 David started with Vanzwan Accounting Plus as a junior accountant and within three years he became

a partner. In 2002 he met Corinne and they have two boys, Luc and Xavier.

David’s passions include Rugby Union - Wallabies and Brumbies, motorsport – he is a member of a number of Porsche clubs and rallies in various events, including the Australian Tarmac Challenge, skydiving – if he had the time he would continue, tropical fish and coral – hence the fish tank in his office and collecting Mont Blanc pens.

His favourite story is that when he was at University he took over as a driver from his idol Mark Webber (as a delivery driver at Dominos Pizza when Mark Webber left to pursue his motor sport career in the UK).

Wayne laughs that he is the only ‘Aussie’ in the partnership and that many a joke could start with ‘There was an Englishman, a Frenchman and an Australian …’.

Both Wayne and Henry Lawson were born in the goldrush town Grenfell on the Western Plains of NSW. At age 16 he joined the Commonwealth Bank in his home town. Within 12 months the Bank thought it appropriate he broaden his banking experience and transferred him to Canberra. While employed by the Bank Wayne worked in a number of ACT branches and administrative areas. In 1988 he commenced his accounting degree part-time at the University of Canberra graduating in 1994. He left the Commonwealth Bank in 1996 and after a brief period he took up a position at the National Information Centre on Retirement Investments whose objectives were in part to provide an accessible, independent source of information concerning financial

and investment products of importance to investors.

Wayne also represented NICRI as a panel member of the Australian Securities and Investments Commission’s Consumer Advisory Panel.

Wayne married and he and his wife Heather have two children, their daughter Angelique is a Public Servant and lives in Canberra and their son Robert is a Shots Technical Director for Weta Digital in Wellington New Zealand.

Wayne started at Vanzwan Accounting Plus in 2001 and became a partner in 2004.

Wayne’s passions are the Rugby codes. He played Rugby League for the Commonwealth Bank and Belconnen United in his early years in Canberra but now is more a supporter of Rugby Union. Wayne together with his business partners and Dr Mark Tapper have taken advantage of their interest in Rugby to strengthen the supporter contingent for the Wallabies bid for the Webb Ellis Cup.

vanZ wan

waY

You only need to speak with Peter, David and Wayne for a brief period, or have a quick look at their website to realise that they look at accounting from a very personal perspective.

“We are a modern accounting firm that offers the full range of accounting services such as tax, businesses and financial services – we aim to set people free so they can get on with business and life,” Wayne said.

Their website and business cards refer to them as ‘the human bean counters!’ and that a ‘page of numbers’ is just not more ‘boring accounting speak’ it is ‘someone’s livelihood’ and ‘their future’.

“We are a very personal firm with a human face. Whilst we are very professional, we have a family feel to the firm. In the workplace there is no ‘us’ and ‘them’. We get pleasure from coming to work and doing what we do,” Peter said proudly.

David says that they are ready to grow the business to the next step. Business has grown steadily over the last 30 years. We are now at the stage where we have the right team of experience and enthusiasm to move to the next level,” Peter said confidently.

At Vanzwan Accounting Plus it is important that clients have access to the partners.

“We make a special effort to tailor the way we communicate and present information to each individual client,” David said.

‘The human bean counters’ are also engaged with their staff and the local community through an Annual Charity Golf Day, staff retreats and client functions.

“We work closely with other businesses in Canberra and their

clients to deliver the outcomes that they would expect from a professional accounting firm,” Wayne said.

Peter says that their philosophy is to work with businesses through the good times and the hard times.

“We would prefer our clients to ring us at any time. We believe that prevention is much better than a cure,” David said.

Another area of growth is in Self Managed Super Funds (SMSF).

“When it comes to SMSF we find it is a matter of demonstrating the mechanics of a SMFS and supporting our clients through managed funds,” Wayne said, “It is a great way to control your future.”

The future looks very bright for Vanzwan Accounting Plus.

“We have an acquisition strategy and see strong growth coming from areas such as SMSF, financial planning and management accounting,” Peter outlined.

But Peter says no matter what the future holds the Vanzwan philosophy of treating staff and clients like family will not change.

“We look forward to the next 30 years of continuing to work with businesses that want to have their future in their hands. We feel privileged to be able to provide this direction so that our clients can better control their business, future and retirement,” David said.

Unit 2, Level 1, 80 Emu Bank, Belconnen P 02 6251 4888 | F 02 6251 4865 | www.vanzwan.com.au B 2 b I n C a n berrA D E C E M B E R 2 0 11

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vOX POLi

VOX POLI

W

Katy Gallagher

aCt Chief Minister

Is the ACT’s future infrustructure needs in good hands?

You decide.

hen we think ‘infrastructure’ the words that come to mind are ‘roads’, ‘dams’ and ‘bridges’.

In fact, infrastructure is the totality of the structural foundations of society: physical things that enable other things to happen, whether those ‘other things’ are elective surgeries or e-commerce, moving commuters or greeting tourists, watering the lawn or conserving water.

Infrastructure can be high-speed broadband, an urban wetland, or an e-health link between a suburban clinic and a teaching hospital.

The ACT Labor Government’s infrastructure priorities happen to be this community’s priorities, because they arise from and are informed by 2010’s “Time to Talk” and dedicated industry roundtables.

There’s a meeting of minds in relation to three areas: • our growing and ageing population – including the need for appropriate and

E

Zed Seselja

aCt opposition Leader

What are the three most important infrastructure issues facing the ACT over the next decade?

ducation, health, roads, public transport and housing are some of the important infrastructure issues facing the ACT. The most important infrastructure consideration, and the one most clearly missing, is forward planning. The Canberra Liberals are committed to giving the ACT the best local government in the country, and that includes getting infrastructure right. Time and time again we have seen major infrastructure projects such as the Gungahlin Drive Extension blow out in time and budget because of poor management by ACT Labor. That is why if elected, the Canberra Liberals will

1. How we decide on infrastructure priorities 2. Facilitating private investment through a green economy strategy 3. How we change our spending while sustaining our quality of life he Greens want to ensure that infrastructure investment is undertaken with long-term consequences in mind, with clear benefits for many decades to come socially, economically and environmentally.

A triple bottom line analysis of major Government expenditure will ensure that these factors are taken into account, and ensure that we build a functional , beautiful and prosperous city. Canberra’s growth

T

Meredith Hunter

aCt greens Leader

vOX POLi affordable housing and urban infill that is sensitive to what we know and love already; • energy, water and land use – with integrated transport infrastructure; • Canberra’s regional role, with its advantages and challenges.

Each is somewhat captured by the big drivers of infrastructure demand we know are imminent. But each also allows for a vision of the city we want to be.

B2B selects a decade as the frame for its question. That’s precisely the time frame used by the Labor Government in its 10-year rolling Infrastructure Plans.

The latest Plan, released in July, names the drivers: 1. Our growing and ageing population. We could erect boom gates on the entry roads today and our population would still head upwards over coming decades. People have babies. Even with the boom gates, we’d remain the service centre (for health care, jobs, education) for one of the fastest growing regions nationally.

Our regional population will grow by a quarter over the next 20 years. More than one in five Canberrans will be aged 65 or over by mid-century; 2. Maintenance of ageing current infrastructure (while also delivering new infrastructure); and 3. Ensuring that infrastructure - new, repaired or retrofitted - helps us combat climate change.

Quality infrastructure helps the Government deliver superior services and equips us to play our part in combatting climate change.

It also enables and encourages the kinds of industry our city needs: clean, high-tech, value-adding industries. Smart industries, serving a global knowledge economy.

In Government, Labor has invested in infrastructure like no previous government. In 2011-12, we have embarked on another record capital program: $885 million in new works over four years. This allocation has grown from 150 million in 2001.

Good infrastructure doesn’t prescribe what a society becomes.

The aim is to enable. The Commonwealth’s National Broadband Network is a good example, enabling better and faster delivery of health, education and commerce to new customers, new clients.

Similarly, the ACT Government’s feed-in tariff, which has seen record numbers of Canberrans now generating their own electricity.

Next, the tariff will enable the establishment of a large-scale renewable energy power plant, capable of powering many thousands of homes.

Canberra doesn’t need a new layer of bureaucracy to tell us what our infrastructure priorities are – as has been suggested by the Opposition. We know what the priorities are because we are informed by the people who live here. We have already shown that we are able to deliver on these priorities and, it is this Government that will continue to efficiently drive the most significant infrastructure program ever seen in the ACT.

establish Infrastructure Canberra, which legislates forward-planning of infrastructure to avoid cost blowouts of major projects. It would be overseen by an independent Infrastructure Commissioner, supported by a board, to advise on developments for the long-term interests of Canberra. Infrastructure should also put the taxpayer first. Currently, ACT Labor is pushing ahead with a $430 million city office block project, at a time when the Civic office vacancy rate has doubled since last year to 16 per cent, and the new Chief Planner himself agrees office buildings should be decentralised.

If elected, the Canberra Liberals would not go ahead with this project, and would instead put these funds towards critical infrastructure which the community needs.

Housing affordability should also be given far greater focus than it has received under this government. It is a major infrastructure issue facing the ACT, with the average first home now costing more $400,000 – a $20,000 increase in the last 12 months alone.

Potential home buyers are being locked out of the housing market under ACT Labor due to restricted land supply, a broken planning system, poor infrastructure delivery, high taxes and a lack of competition. The Canberra Liberals believe the solutions to these problems starts with re-focussing government as being a local government first, with prioritisation of local services for local people at lower costs. This should include a genuine land bank, which would have a pool of land ready to release, infrastructure improvements, taxation reform, streamlining the planning system and improving competition in the market. Without taking these logical steps, housing affordability will continue to be a major infrastructure concern for the ACT. By making the structural changes to infrastructure planning through Infrastructure Canberra, and having a focus on the delivery of critical infrastructure rather than unnecessary and overpriced buildings, we can ensure Canberra grows in a way that preserves the best aspects of our city.

will put considerable pressure on all of our infrastructure. We need to plan for change and we need to be prepared to do things differently to make our city sustainable.

Current projections indicate that we will need around 65,000 new dwellings in the ACT over the next 20 years. These dwellings must be high quality, energy efficient, and diverse. They should be built with different needs in mind: universal design for older people and people with a disability, without yards for students and transient workers, with yards for people with kids, animals and those who like to garden.

And we need to provide these options for all income brackets wherever possible.

We need to reprioritise how we spend our transport funding.

Canberra remains the capital city with the lowest usage of public transport and the highest use of private motor vehicles. A quarter of all ACT greenhouse gas emissions come from the transport sector. Canberrans deserve the option of a rapid, regular and reliable public transport system. A recent survey revealed that the Canberra

population wants 80% of Government transport funding spent on public transport, walking and cycling. Quality public transport is absolutely possible right now and the Greens want investment in sustainable transit options such as bus priority lanes, interchanges, and to finally make a light rail network more than just an idea.

The ACT has an ambitious 40% greenhouse gas reduction target by 2020, and an important way of meeting that target will be to expand and diversify our renewable energy generation, and improve both domestic and commercial energy efficiency. A smart electricity grid is important infrastructure that can monitor usage and flows, more easily allowing for larger numbers of smaller, renewable generators to feed into the grid. As our population increases and ages, considerable investment is needed in primary health care, community health centres and staff for them. As well as investment in public hospital beds, it is also important that new health infrastructure ensures that people can easily access community based health care, so they are less likely to need hospital care.

B 2 b I n C a n berrA D E C E M B E R 2 0 11

21

ACT BUSINESS GUIDE

ACT BUSINESS GUIDE

MATURE WORKERS

OLDER CUSTOMERS

TO

ACT BUSINESS GUIDE TO OLDER CUSTOMERS ACT BUSINESS GUIDE TO MATURE WORKERS

TO

Commended by the ACT and Region Chamber of Commerce and Industry, these booklets have been produced to provide ACT businesses with practical advice and information on how to attract and respond to the needs of older customers, particularly in the retail, hospitality, entertainment and service sectors and how to gain a better understanding and appreciation of the value and importance of mature workers in the workplace and the contribution they make to our community.

To obtain free copies of these booklets, please phone the ACT Office for Ageing on 62053113 during normal business hours

words and photos by Tim Benson

Taking collaborative law to another level How do the courts, mediation and collaboration fit?

It was a bold move for a local Canberra based family law firm to propose a conference in Bali to discuss collaborative law.

But this is exactly what took place earlier this year. “Dispute Resolution Viewed From 8000 Metres” was held in June in Ubud Bali.

The conference was organised by The National Centre for Collaborative Practice and leading Canberra law firm, Consensus Family Lawyers, the collaborative arm of FGD. The conference was attended by all of the FGD Solicitors and other professionals (who are involved in dispute resolution) from the ACT, including local lawyers, accountants, financial planners and relationship counselors.

The key speaker and facilitator at the conference was North American collaboration guru Brad Hunter QC. Hunter has been at the forefront of Collaboration for the past decade.

The main aim of the conference was to explore how professionals from different fields could value-add to resolving family law disputes.

Importantly, the conference enabled the participants to think about how to help people to resolve their disputes creatively.

The participants found that collaboration is particularly well suited to ‘value adding’ by different professionals, and creative and effective problem solving.

“Too often the path separating couples take is determined by what sort of lawyer they see. For example if a lawyer prefers to litigate they go down that path and if they prefer to collaborate then they take a different path. Very often the option of Collaboration is not even put on the table,” Jim Dunn, CEO said.

“Often, lawyers take clients to Court in situations where managed input from mental health or financial experts could have solved or substantially solved their issues,” Dunn said.

Mediation may not be appropriate without the clients having their advocate and legal advisor present, and at times coaching from a mental health expert might prevent a miserable separation process.

“Our experience is that once a client is guided into a safe collaborative framework by their family lawyer, other specialties can weave their magic and help us achieve a settlement,” Dunn explained.

B 2 b I n C a n berrA D E C E M B E R 2 0 11

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Keynote speaker Brad Hunter QC

DAY 1 | Keynote address by Brad Hunter QC Brad Hunter QC is one of the world’s leading collaborative lawyers.

He has trained hundreds of lawyers in collaborative law in the past decade, including the lawyers at Consensus Family Lawyers in Canberra.

“I used to be the toughest litigator around,” Hunter said, “I was the guy you didn’t want on the other side.” However after years of that style of practice, Hunter said he came to see that even clients who achieved great outcomes at Court became disillusioned and unhappy.

It came to him and several colleagues that they had to offer clients something different, and not accept Court costs and delays as inevitable. “I looked into Collaboration as an alternative. I was sceptical at first but have become one of the strongest believers in this new way of helping couples get through a separation.”

Hunter said he still manages a busy litigation practice alongside his collaborative matters. He is clearly a passionate advocate, with clever dispute resolution skills. “We can use Collaboration to resolve

24

A u g u s t 2 0 11 B 2 b I n C a n berr a

the most complicated of matters,” Hunter said. “If the lawyers and the clients are committed to the process, we can deal with any issue.”

Olivia Gesini, FGD Director, agrees. “Collaboration is not soft – it’s not just for easy cases. There is a misunderstanding that it’s only suited to small or easy cases where everybody is friendly. Instead, it’s actually better suited than litigation to complex matters. We can customize the process for the particular clients and issues.”

“The clients control the process,” said Hunter. “There are rules, clearly explained at the beginning, which ensure a level playing field and sharing of costs.” He explained that in Collaboration, unlike in a matter before the Court, the clients control how long the process takes, who is involved, and what the outcome is. With assistance from the lawyers, and other professionals where beneficial, the required evidence is gathered jointly and in a cost and time effective way.

“This is the new way to resolve family law disputes,” said Hunter with a proud smile.

DAY 2 | The financial aspect of dispute resolution The conference had a good representation of Canberra’s accounting firms in attendance. Some of them currently participate in the collaborative process and others were eager to find out more.

The question for discussion was “What can the ‘financial’ expert bring to the collaborative process?”

The participants explored a number of ways that financial experts could ‘value add’ to dispute resolution, and Collaboration in particular: 1. To Educate This model brings in financials on an ad hoc basis to explain financial complexity. The couple’s accountant can often be very usefully included to explain their financial situation, and discuss the financial consequences of the separation.

2. To Gather Information Using the financials to investigate the asset pool of the couple.

3. To Create Options The financial helps the collaborative team to create,

4.

understand and analyse their options. Olivia Gesini said, “Ordinarily, the role of a financial expert is to maximize the success of their clients’ business and finances. In a collaboration, the financial can still operate with that focus, and find ways to minimize the damage of the separation for the couple’s finances.”

“In litigation, the financial is usually brought in on a narrow forensic issue only. Their ability to have a broad focus, and more general input, doesn’t exist.

The couple’s own accountant, as lacking independence, can’t be used and sits helplessly on the sideline watching many years of hard work go to ruin.”

To Broker The Financial Deal In some cases, the financial’s commercial understanding of the couple’s financial situation makes him or her ideally suited to broker an agreement between them.

DAY 3 | The round table v collaboration A hot issue for Collaboration in North America (and increasingly in Australia) is whether the formality and structure of a collaborative process is better than an informal ‘round table’ settlement conference.

The fundamental difference is that in Collaboration, the couple and their lawyers all sign a contract which sets out the rules of the Collaboration and the crucial disqualification clause; that, if the Collaboration fails to achieve final settlement, both lawyers and their legal firms are disqualifying from representing the couple in any subsequent Court proceedings.

Hunter noted interesting statistics from the International Academy of Collaborative Practice – what he described as ‘collaborative lite’ (ie. Round table with no contract) was only 50% successful, whereas Collaboration with a contract was 94% successful.

Juliette Ford, FGD Director, added, “As long as you have the shadow of litigation hanging over the couple, the focus is not on settlement. The signing of the Contract causes the lawyers and the couple to focus on problem solving without having the Court option in their back pockets.”

There were five essential elements identified as being critical in the

collaboration process: 1. Lawyers need to have ‘interest based’ skills and not default everything to an information problem.

2. The importance of direct communication – as very little correspondence is taken and read properly.

3. Trust between lawyers and clients.

4. Must have open disclosure, and 5. A commitment not to go to Court!

Some lawyers assert they already settle a lot of cases without resorting to litigation, using round table conferences. However, this is very different from the collaborative process and does not offer clients the benefit of input from experts in other fields.

In round table conferences, clients rarely speak because they are exposed to what they say being used against them later. Their lawyers are their bodyguards and filter all information based on strategic considerations. In Collaboration, both parties undertake (and their lawyers enforce) full and frank disclosure, and any member of the collaborative team may ask questions of the others. The client is encouraged to speak up.

Conference a great success Sometimes you have to step away from the hustle and bustle of life to really be able to reflect on an issue. That is, I suppose, why so many businesses go on retreats to secluded places to delve into who they are and what they do.

FGD and their partners, other lawyers, financial experts and

counselors, really showed their commitment by travelling to Bali to look at issues associated with the alternate process to litigation called Collaborative Law. I think that all came away from the conference with a much better understanding of collaborative law and a rejuvenated enthusiasm to work together.

B 2 b I n C a n berrA D E C E M B E R 2 0 11

25

The options Traditional divorce process 1.

2.

3.

4.

5.

6.

7.

8.

9.

See a lawyer.

Lawyer gives initial advice and drafts letter of offer to other side.

The letter of offer is usually an ambit claim and requires the other side to respond and seek their own legal advice (they are usually told if they don’t respond within a certain period Court proceedings will commence). The letter may sound abrasive, legalistic and intimidating.

Other party gets legal advice and responds with either a similar ambit claim or a request for further information.

Negotiations continue through a paper war until it is resolved or it heads to Court. Court proceedings always in the shadows.

Court process takes 9-12 months or longer for complex cases Wait for Judgement.

Consider Appeal.

Very unlikely that any positive aspects remain in couple’s relationship with each other.

VS.

Collaborative divorce process 1.

2.

3.

4.

5.

6.

7.

Client sees lawyer.

Lawyer talks about options to settle.

A letter is sent to other party inviting them to take up Collaboration as an option to resolving outstanding issues (letter is friendly, non threatening and non litigious).

If the other side engages a collaborative lawyer, contract is signed.

Negotiations thereafter occur through face-to-face collaborative meetings until resolution is achieved.

Other experts are engaged jointly as required.

Settlement is documented and made in a binding and enforceable way.

Couple’s post-separation relationship improved.

Level 5, 17-21 University Avenue Canberra ACT 2601 T: (02) 6290 9898 | F: (02) 6257 4382 www.cflaw.com.au | info@cflaw.com.au

photos by Jim Dunn

Level 5, Colonial Mutual Building, 17-21 University Avenue, Canberra T: (02) 6257 6477 | F: (02) 6257 4382 www.fgd.com.au | fgd@fgd.com.au

There is now a waste management course for commercial cleaners – ACTSmart Business and Office Cleaner.

The course focuses on the collection and disposal of waste and recycling and can help Canberra reduce waste sent to landfill.

So if you choose an ACTSmart Business and Office cleaner, you are: Helping to reduce waste Helping responsible local business grow Find out more:

www.actsmart.act.gov.au or call Canberra Connect on 13 22 81

By supporting commercial cleaners who display this logo, you’re helping to reduce landfill in our own backyard

reasons why you’ll love Enerlogic Window Films •

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The thermal performance of Double Glazing.

3mm Single Glazing/Aluminium Frame U-Value w-7.4 | SHGC w-0.77

3mm Single Glazing/Aluminium Frame + VEP 35 U-Value W-5.1 | SHGC w-0.24

3mm + 6mm + 3mm Double Glazing/AluminiumFrame U-Value w-5.2 | SHGC w-0.69

Note: Glass and faming data taken from WERS using generic aluminium framed glazing.

words by Tim Benson photos by Andrew Sikorski

ISN’T IT TIME YOU BUILT A BETTER BRAND FOR YOUR BUSINESS? Promotional branding can be a very confusing and costly exercise for a lot of businesses and organisations, so isn’t it comforting to know that there is a local business taking the guesswork out of your next promotional campaign?

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D E C E M B E R 2 0 11 B 2 b I n C a n berr a

Mary Curran, Stephen Davie and Lindsey Davie

F e at u r e

F

or 20 years, the brains behind BrandNet, brother and sister team, Stephen and Lindsey Davie have been delivering exceptional promotional solutions to the government, corporate and private sectors.

Stephen and Lindsey embody the entrepreneurial spirit, after working in the family business of manufacturing insignia jewelry (established in 1984), they ventured into another business opportunity, Buskers Café in Civic.

With skills honed in the competitive food industry the sibling duo returned to the family business in 1998 full of marketing ideas and a fresh focus. “Both Lindsey and I saw a real opportunity when we came back into the business to expand beyond our traditional offering of metal products,” Stephen said.

Within a short period of time they had expanded their product range to include clothing, headwear, drinkware and corporate gifts, however this was just the first stage of their business plan.

“We wanted to provide our clients with more than just promotional branded products so Stephen began designing a system to manage and expand our companies services - and so our ‘white label’ concept was born,” said Lindsey.

Working with a programmer the ‘white label’ systems were designed to manage multiple databases and act as the accounting backend for online shop fronts. The ‘white label’ websites offer an online portal for selling branded product for both business and government.

“we wanted to provide our clients with more than just promotional branded products so stephen began designing a system to manage and expand our companies services.....” Lindsey davie In 1999 the business now known as BrandNet was established in Mitchell with a team of ten. Marketing the business to some very high profile clients including the Federal Senate, the Governor-General and the ACT Government, their first major success came in 2000 when they won a contract to market the Australian Army Centenary. This was the opportunity they were looking for, a range of commemorative products were designed and manufactured, and their new systems were used to merchandise the event.

Military Shop, their first white label website, was established in 2001, and with it the idea took off within the military community and has grown today to include SALT (Navy Shop) 2004, Army Shop 2006 and Air Force Shop 2009.

BrandNet, the parent company and corporate arm, underpins all four shops offering thousands of different items for corporate branding.

The ‘white label’ software used to run the online shops is ideal for any organisation wishing to effectively manage their merchandise online.

In 2007 BrandNet made its latest move to its current location in Fyshwick, incorporating an impressive showroom upstairs for both government and non-government clients as part of the move.

Building on their earlier plan, in 2010 the BrandNet team expanded again to include a dedicated Business and Brand Manager, Mary Curran.

Mary has a strong background in design and sales and a passion for marketing. Having started in fashion design Mary has worked as a national sales manager in the production industry in both Melbourne and Sydney and as general manager and owner of a design agency here in Canberra.

One of the benefits of using BrandNet is that they will look at your whole campaign strategy and work to incorporate relevant products that will support your message.

“Promotional marketing is more than taking beautiful logos and splashing them on products. We work with our clients to understand what they are trying to achieve. I am prepared to spend the time working on the effectiveness of their promotional products, its the part of my job that I love the most!” Mary said “The challenge for today’s marketers is to choose promotional products that are multi use, reflect your corporate values and are attuned to your clients needs. A promotional product needs to send the message beyond the use of the person you give it to – such as a non woven shopping bag.

Before people were focused purely on the cost of their promotional items. Now the smart operators are interested in the value of their brands and so are more pragmatic about what they will or won’t apply it to.” Mary explained.

One of the most exciting developments has been the recent establishment of a BrandNet office in China.

“BrandNet China is all about educating the Chinese supply market to respond to the needs of Australian business, particularly when it comes to quality. Because we have a team of three on the ground in China, we are able to source high quality products at low quantity without it being cost prohibitive,” Stephen said.

Stephen and Lindsey believe that BrandNet’s steady growth is due to their focus on the quality of their product and service. “We have a skilled team of seventeen working together to deliver effective products and branding advice to our clients,” said Lindsey.

BrandNet is a Canberra based business with online capabilities making it accessible to local, national and international clients.

At BrandNet you get over 20 years of experience and an organisation that has the runs on the board with government, major not-for-profits, local, national and international businesses.

Mary Curran writes a monthly marketing advice column for B2B Magazine - please see page 36 for this months column

Connect-abilty.

As a client of RSM Bird Cameron, you have every right to expect nothing but the best. By offering direct, seamless connections to our partners and senior advisors, this is precisely what we deliver. Our one-fi rm national structure not only delivers exceptional results and value for money – it also enables us to provide a senior level of client service second to none.

Connected for Success.

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A D V I C E 32

ACCOUNTING How to close a sale

34

By Andrew Sykes, RSM Bird Cameron Chartered Accountants

32

BUSINESS LAW Looking ahead for landlords

BUSINESS RELOCATIONS The Crate Escape!

35

BUSINESS SERVICES Is the Carbon Tax a trigger for ‘the Perfect Storm’?

By Tony Lane, Kazar Slaven

34

ESTATE PLANNING What Superannuation is best for me?

By Stephen Bourke, Certus Law

36

MARKETING Make your brand work for you

By Mary Curran, Brandnet

By Gary Green, Allied Pickfords Business Relocations

33

Online use of trade marks – are you infringing?

By Shaun Creighton, Chamberlains.

by Monisha Lazarus, Elringtons Lawyers

33

INTELLECTUAL PROPERTY

36

WEBSITES Facebook Timeline – story of your life!

By Sam Gupta, Synapse Worldwide

CORPORATE GOVERNANCE The importance of the Not for Profit Sector

By Phil Butler, Australian Institute of Company Directors

NEW COLUMN 34

IntELLECtuaL PRoPERtY Chamberlains online use of trade marks – are you infringing?

B 2 b I n C a n berrA D E C E M B E R 2 0 11

31

ACCOUNTING

by Andrew Sykes

How to close a sale

When it comes to small business, how you approach the close of a sale could give you the edge over your competitors. The more efficient and confident you become in your techniques, the more revenue you and your team can generate. By following the following 6 tips, you can learn how to close a sale and maximise revenue.

1. Always plan ahead. Prepare for a close by testing your techniques: run analytics on your offer using questionnaires or mock interviews.

This preparation will leave you feeling confident and will reduce the chance of a client throwing a curve ball.

2. Make it clear from the start that closing deals will be beneficial to both you and the customer. Address your customers’ needs directly and provide solid reasons for why and how your service can best attend to their needs. Create space for the customer to step in and ask questions or pose objections: your pre-meeting preparation will have you ready and willing to take on these obstacles.

3. Always be ready with testimonials and client feedback. Show them how well you have succeeded in the past. Respect your previous customers by asking permission to use them as references and offer contact information, as you would in a job interview.

by Monisha Lazarus

Looking ahead for landlords

When entering into a commercial lease, a landlord should consider not only the initial term of the lease, but long term future potential for the premises, the market and their own needs and expectations from an investment perspective. Thinking ahead may help you avoid complications during the term of the lease – crucial matters to consider include: 1. the renewal terms that you offer to a tenant and 2. the mechanism by which your rental income will increase over time.

Thinking ahead may help you avoid complications during the term of the lease

4. Be direct and straightforward - avoid fluffed up language and ‘sales talk’. The best closers are people who seamlessly create urgency in the client’s eyes – the client would have no reason to turn down the offer. Pay attention to the flow of the meeting and realize when you have completed your piece - do not offer pleasantries to fill space.

Give the client those moments of silence to reflect.

5. Always follow up, no matter how the deal went. If you were successful in your close, a follow-up cements your positive relationship. If your client is still hesitant, a gentle follow up may be the nudge they need to take the next step.

One of the best ways to become a better closer is to ask “why” when a deal falls through. If you have a client hooked all the way into a closing meeting and the deal does not go through, do not hesitate to politely inquire as to why. By using this to critique your handling of the sale, you can improve your future prospects.

6. Close your sale with the utmost confidence in the product or service you are selling. Sincerity and trust, conveyed through your verbal communications and intention to engage in an ongoing relationship with your client will be the strongest selling point at the end of the day.

Commercial leases quite often have three to five year initial terms and then include an option to renew for a number of future terms. Including an option to renew in a lease effectively places the control of the term of the lease into the hands of the tenant, as they have the power to choose whether or not to exercise the option at the expiry of each term.

A longer fixed initial term will guarantee the tenancy for longer, but gives you less flexibility. Although breaking a lease is possible, it may come at great cost. A tenant gains bargaining power if you want to shorten a lease term to suit your plans, and you may have to compensate.

If a lease contains many options for renewal over a number of years, the future becomes increasingly uncertain - will the tenant renew the lease or not? If you want to put the property up for sale, the number of option terms in the lease may deter potential buyers who do not want ongoing lease obligations.

This is not to say that options to renew are always unfavourable to landlords. A tenant may look upon a lease offer more favourably if the lease contains options to renew, as this suggests stability and allows them flexibility for their tenancy term. Also, landlords are not always aware that options to renew can be drafted to give the landlord the power to accept or reject the additional periods, or to place conditions on the tenant's power to renew.

Long term leases should always take into account inflation and market forces so that you are getting appropriate rental return – you need to weigh up when rental increases should occur, whether they should be CPI increases, fixed increases, or whether the rental amount should be reset at particular intervals based on market value.

It may be beneficial to consult legal and financial professionals when entering into a new lease in order to explore your short-term and long-term options and to ensure that your interests and future plans are reflected in the lease.

Andrew Sykes is a partner at RSM Bird Cameron.

For more information contact: RSM Bird Cameron, 103-105 Northbourne Ave T:6247 5988 E:Canberra@rsmi.com.au W:www.rsmi.com.au

Cassandra Emmett is a senior associate at Elringtons in family law.

Contact Elringtons T: (02) 6206 1300, Level 7, 221 London Circuit, Canberra City visit: elringtons.com.au

The more efficient and confident you become in your techniques, the more revenue you and your team can generate.

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BUSINESS LAW

D E C E M B E R 2 0 11 B 2 b I n C a n berr a

by Gary Green

BUSINESS RELOCATIONS

BUSINESS SERVICES

The Crate Escape!

Is the carbon tax a trigger for ‘the perfect storm’?

If you are preparing to relocate your business then you may well be dreading the packing process. Allied Pickfords puts an end to piles of messy cardboard boxes and miles of sticky tape. Introducing the modern and efficient way to move – crates on skates.

Why take a chance on moving with cardboard boxes? Crates on skates allows you to move without heavy muscle or strain, making it simple to pack and stack at both ends of the move. The good news is that crates are better for the environment, better on your budget and better for your fragile goods inside.

Allied Pickfords crates are clean and sturdy making the entire packing and moving process safer, quicker and less demanding on you and your staff. Each crate has its own lid attached, there is no assembly time, no tape required and they are compatible with standard, legal, specialty and hanging files, as well as lever arch files and books.

Let Allied Pickfords Carry the load………. using our “crates on skates”!

Crates Can Skate!

Crates can also stack onto “crate skates”, which can easily carry up to three crates at a time and be wheeled conveniently into position for easy packing and unpacking, there is no need to lift heavy moving boxes ever again.

Environmentally Friendly Crates are reusable for years after which they are 100% recyclable and therefore do not create landfill like cardboard does. Crates are the sustainable choice for environmentally conscious businesses which is important to Allied Pickfords.

Cost effective Moving with crates is more efficient – which means it’s quicker and ultimately costs you less! With the added bonus of not spending money replacing cardboard cartons, Allied Pickfords can give you the best value for money price every time!

Work ready Save staff downtime with quick and easy crates. Relocating using crates gets your employees back to work sooner!

Environmentally responsible, stackable, secure and weatherproof – what better way to make your next move the right one with Allied Pickfords using “crates on skates”.

Gary Green can be contacted at Allied Pickfords Business Relocations on 0423806702. visit: www.alliedpickfords.com.au

By Tony Lane

Like Christopher McDonald’s character in the 2000 blockbuster – watching three weather systems hell bent on collision – the predicted effects of the Federal Government’s carbon tax are being scrutinised by financial analysts and prognosticators. Whilst McDonald’s character, with conveniently accurate foresight, predicted the outcome, the future impact of a carbon tax on our economy is not so clear. I do not intend to speculate on the overall impact of this initiative, but there are important economic indicators that should not be overlooked, particularly by local small businesses.

... the Federal Government’s carbon tax are being scrutinised by financial analysts and prognosticators.

Research by the Westpac-Melbourne Institute and Macquarie Equities (July 2011) has identified reductions of up to 80% in consumer confidence connected with major policy announcements involving increases in tax, impacts on the cost of living or both during the past 25 years. This is not startling. Whilst Treasury modelling only predicts a rise in the CPI from the carbon tax of about 1% by 2015, there is less certainty about the impact of the carbon tax on consumer sentiment – and this feeds directly into small business. It is true that 90% of Australian households will receive compensation, however it is also recognised that up to one third of households will be worse off.

With the state of European economies generating ever increasing uncertainty about whether the world economy might fall again (and deeper) into recession, we may see banks’ propensity and ability to lend tighten further, making access to capital for business harder still. Adding to this, the ATO’s strengthening position on outstanding debts, and the general fiscal restraint being exercised by the Government, provides little room for accommodating financial stress.

Canberra small businesses have been reasonably successful in weathering the financial impact of past economic downturns, thanks largely to the high level of local disposable incomes and the ‘insulation’ that the government sector provides. These high levels of income will also see many Canberra households miss out on compensation under the carbon tax, adversely effecting discretionary income.

The absence of the cushioning effect of compensatory measures under the carbon tax may see Canberra businesses suffer, should global economic conditions decline further. Businesses sensitive to fluctuations in discretionary consumer spending would be well advised to keep abreast of the financial weather conditions and take early steps to ensure they can remain afloat. Our staff of experts can advise on precautions to take now to best guard against the impact of any ‘perfect storm’.

Tony Lane is a manager at Kazar Slaven and provides advice to clients in the areas of insolvency, business risk and financial conflict and dispute resolution.

For more information, contact Kazar Slaven, Level 3, 11 National Circuit, Barton.

T: 6215 8405 F: 6215 8450 E: admin@kazarslaven.com.au W: www.kazarslaven.com.au

B 2 b I n C a n berrA D E C E M B E R 2 0 11

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CORPORATE GOVERNANCE

by Phil Butler

The importance of the not for profit sector

I wrote in the July edition of B2B on the looming reform of the Not for Profit (NFP) Sector, however I have come to recognise that the importance of the NFP Sector is not widely understood. While NFP’s (sometimes referred to as the Third Sector) contributes approximately $43 billion to Australia’s GDP and employs 8% of the workforce, the volunteering that goes in to the sector is often unrecognised. The most recent estimate from the Productivity Commission that NFP’s utilise 4.6 million volunteers with a wage equivalent value of $15 billion. The Australian Institute of Company Directors, recently released a study into the contribution that directors make to the NFP sector. The Directors Social Impact Study 2011 looked at who these directors were, the amount of time they give up each month and what their roles entail.

The study also looks at the quality of governance in NFP’s compared to other organisations.

It is important for all of us to understand the importance of the NFP sector in Australian society, and to recognise the major contribution of volunteers to the sector.

Company directors make a significant contribution to the NFP sector through their deep involvement in charities, community service and other organisations. They make up a critical part of the volunteer network which NFPs rely so heavily on due to limited funding. They also give up their time, most often voluntarily, to bring a wide range of skills to various functions of the NFPs they govern, including oversight, management and fundraising. The study showed that three in five directors serve on an NFP board, often in addition to demanding forprofit board and executive roles. About half of the directors served on multiple NFP boards, and these directors give up a large amount of their time, with 20% of the respondents saying they spent up to 38 hours per month assisting their organisation . The study found that the vast majority of NFP directors (89 per cent) do this work on an entirely voluntary basis. In addition to this, they play a major role in fundraising, with three quarters of respondents taking on responsibility for fundraising, through personally donating (36 per cent), encouraging donations at official events (38 per cent) or donations from other sources (34 per cent).

Most importantly, the study showed that half of the directors believed that the quality of governance in their NFP organisations was as effective as their For Profit organisations. This was a highly encouraging view, given the importance of the NFP sector. It is important for all of us to understand the importance of the NFP sector in Australian society, and to recognise the major contribution of volunteers to the sector.

Phil Butler is state manager of the Australian Institute of Company Directors’ ACT Division. For more information about AICD ‘s course programs and events, T: 02 6248 5954.

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INTELLECTUAL PROPERTY

by Shaun Creighton

Online use of trade marks – are you infringing?

Not every use of a trade mark is infringing. Some uses do not fall within the scope of trade mark rights and other uses are permitted or protected. The limits of trade mark rights are relatively well understood in the “real world” but the law is still working out how to deal with some online uses.

One interesting recent decision of European Court of Justice (ECJ) dealt with the position of eBay and its users. In 2007, L’Oreal, a wellknown cosmetics producer, complained to eBay that some UK-based eBay users were placing entries on eBay for items which had, variously, originally been placed on sale outside the European Economic Area (EEA), were sample/tester products labeled not for sale or resale or had been removed from their packaging. eBay did not comply with L’Oreal’s stated demands to control such user activity and so L’Oreal commenced trade mark infringement proceedings against both eBay users and eBay in the High Court of Justice (England & Wales) (HC).

Not every use of a trade mark is infringing. Some uses do not fall within the scope of trade mark rights and other uses are permitted or protected.

The HC stayed proceedings and referred various aspects of the matter to the ECJ for rulings prior to its final determination. Among other things, the ECJ held that, although eBay had not infringed by using L’Oreal marks as search or reference keywords within its own website, it had potentially infringed by its particular use of Google’s AdWords service because of wider protection for “marks having a reputation”.

This infringement might extend to the samples/testers (in the absence of any later HC finding against the legal presumption that they had not been put on the market), any goods marketed outside the EEA (in the absence of any later HC finding that the relevant advertising had not been targeted at EEA consumers) and to unpackaged goods (subject to any later HC finding of loss of required provider/product information or damage to producer reputation or ‘image’). Moreover, eBay could not automatically claim protection under ecommerce legislation as a neutral intermediary given its active role in auction/shop optimisation and AdWord procurement fell to be reviewed by the HC in this context.

Subject to the complexities of rules on service out of the jurisdiction and enforcement of foreign judgments, this decision may even affect Australian online businesses in future. Although “mere accessibility” is not the same as “targeting”, it may not take much for an Australian online business to be deemed as targeting EEA consumers.

Shaun Creighton is practice leader-coroporate and commercial of Chamberlains.

19-23 Moore Street, Turner ACT 2612 T: 02 6215 9100 | chamberlains@chamberlains.com.au

ESTATE PLANNING

What Superannuation is best for me?

All superannuation in Australia falls into two main types: • Accumulation Funds (also called defined contribution funds); and • Defined Benefit Funds The main difference between the two types is where the risk lies. In accumulation funds the member (being the employee) contributes to the super fund and those contributions are then invested. During the good years, the investments perform well and during the bad years the investments perform poorly. The risk is therefore in the hands of the member.

In defined benefit funds, however, the risk is in the hands of the employer. The member (being the employee) is entitled to be paid their superannuation (either by way of a lump sum, pension or a mix) based on a formula at the time of retirement. That formula will usually include salary at retirement and years of service. The entitlement of the member is effectively guaranteed by the employer and is not subject to the market fluctuation in the investments. While the employer may set aside funds to cover the cost of meeting the future superannuation entitlements of their employees, the employer may find it may have to top up those funds from their own resources from time to time. The risk is in the hands of the employer.

The most common type of superannuation funds in Australia are Accumulation Funds. If you have your superannuation in a retail fund, industry fund or self-managed superannuation fund then you are likely to have your superannuation in an Accumulation Fund.

Defined benefit funds are becoming increasingly rare in Australia as employers do not want to be saddled with the risk. If you are in a defined benefit fund you are likely to be a public servant or employed by a large corporation.

To have a greater understanding of why defined benefit funds are becoming a thing of the past, we only need to turn on the news and watch what is unfolding in Greece and other European countries. The problems facing those government relate to the significant burden of their generous pension obligations. Public servants and others in those countries (including those employed in certain “hazardous” industries - a group including hairdressers) are entitled to a pension for life and can retire at around the age of 50. The cost of meeting the pension obligations costs those governments 12.5% of GDP. With the increase in life expectancy and the growth in the number of pensioners as the baby boomers retire, the pension liability this was estimated to

by Stephen Bourke

reach 24% of GDP by 2060. Hence, there are now major reforms to the pension systems of those countries. To do nothing would have been unsustainable in the long term.

In Australia, we have a retirement system where there is enforced savings through the superannuation guarantee. But we also need to understand the difference between the different types of superannuation funds. The differences come into sharp focus in the following three areas: • Family law as the type of fund will have a significant bearing on the value of the superannuation entitlements available to be split; • Financial planning as part of any good financial plan considers what amount you will need to have to fund your retirement; and, • Estate planning as your beneficiaries may be entitled to death benefits from your superannuation and the death benefits differ according to the type of superannuation.

It is important to make informed choices about your superannuation as it is a complex area that is subject to constant government changes.

Stephen Bourke is a director of the boutique firm, Certus Law, which specialises in superannuation, trusts and estate planning.

Visit Certus Law at Level 5, 28 University Avenue, T: 6268 9090, www.certuslaw.com.au

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by Mary Curran

MARKETING

WEBSITES

Make your brand work for you

Facebook Timeline – story of your life!

What is the value of a brand? We all know what our house is worth or our car, but what is your brand worth? Is it an asset or a liability?

Most people when they start a business engage a designer to create a logo for them, often because they 'just need to get some business cards done'. Your logo, and indeed your brand, are your calling card, but they should be so much more. So when you have paid the designer for their creativity and you are satisfied that they have captured the essence of your business, put your brand to work.

You may have heard of the term 'branding' or a 'branding campaign'. Both are ways of making your brand work harder by just getting your brand out there, whether it's in the media, press advertising, direct mailing, emailing your database or sending out an appropriate promotional item - just do it!

Once your brand is created, make it separate from you, particularly if you are a sole trader. Treat your brand like a living, breathing thing, your most valued employee - an asset. Use it to connect with your current and potential customers in ways that reflect what you are all about.

Using innovative marketing methods such as a clever promotional product can really enhance your brands personality.

Nurture your brand by only applying it to campaigns and products that are true to your corporate philosophy - those that will really reach out and grab your target market. Don't forget to invest in its future, you can't just put it on some stationary, bung it on a website and expect the business to come rolling in. You may have heard of the term 'branding' or a 'branding campaign'. Both are ways of making your brand work harder by just getting your brand out there, whether it's in the media, press advertising, direct mailing, emailing your database or sending out an appropriate promotional item - just do it!

You don't always have to be selling 'something'. By just getting your brand out there, effectively, you will always be top of mind with your target, and when they need you they will know where to come.

The important thing is to get your brand working for you. It's not a set-and-forget solution. You can review your logo regularly, like the big four banks, or like McDonalds retain your logo and just update the surrounding message. Whatever you do you need to get your brand working for you today! I'm lovin' It!

Mary Curran is the business & brand manager at Brandnet.

P 02 6123 2990 F 02 6280 9966 W www.brandnet.com.au E mary.curran@brandnet.com.au

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D E C E M B E R 2 0 11 B 2 b I n C a n berr a

by Sam Gupta

What an idea! It is one of those things: you won’t know what you were missing until you see it.

In September, Mark Zuckerberg launched ‘Timeline’ along with social app for music and videos, new facebook profile layout and a bunch of other features. Sadly, the updates are yet to be rolled out here in Australia at the time of writing this article. So, although I haven’t used it myself, I just can’t wait to get my hands on it.

It will provide your marketing team a great platform to manage brands. From the time your business was incorporated, to the present date, you can put all about your business on one page.

So what is Timeline? Facebook created a vertical timeline starting from the top, being the present to as far back as you would like to go in the timeline. From your birth to various milestones of your life, this app really allows you to tell the story of your life on a single page. You can add photos, videos, events and even other apps to your timeline. Small unimportant updates will auto-hide on the time line and significant ones such as birthday parties, will be more prominent. You can mark items as ‘featured’ if you like. In simple words, it allows you to express yourself better on your profile page.

I think this is going to be HUGE for businesses, brands and celebrities.

It will provide your marketing team a great platform to manage brands.

From the time your business was incorporated, to the present date, you can put all about your business on one page. Add corporate or community events your business was involved in, add promotions you run, trade shows you may have attended, change of location, feature awards you may have won, Christmas party photos and pretty much any milestones of your business. The possibilities are endless!

Privacy concerns? For personal use, be careful what you make public.

For business pages, it is up to you how you wish to share information with your fans and public. For photos and videos, be sure to take everyone’s consent first.

If you want to find out more about Facebook Timelines, visit www. facebook.com/about/timeline. Let’s hope we get to see Facebook rollout timelines before Christmas. Let me know what you think of it anyway. Give me a call on 1300 785 230 or send an email to admin@ synapseworldwide.com. Have a nice day.

Sam Gupta is the managing director of Synapse Worldwide. Sam would love to hear your thoughts on this advice column.

Please contact him on 1300 785 230 or admin@synapseworldwide.com

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a s s O C i at i O n s t O B u s i n e s s

Comprehensive planning for our city and transport systems by the ACT Government are the key to ensuring that the Territory remains a top performer.

Act has to plan for growth Chris Fa u L K s

CHEIF EXECUTIVE OFFICER

AFFILIATED WITH

A

recent evaluation by CommSec of the economic performance of each of the states and territories shows that the ACT has the second strongest economy in Australia after Western Australia.

According to this report, the ACT leads the way on four of the eight indicators – population growth, commercial and engineering construction, housing finance and dwelling starts.

The ACT has the fastest annual economic growth rate in the nation at 5.9 per cent and its current economic output is 21 per cent higher than its decade average level of output.

Construction work in the ACT is up 20 per cent on a year ago and this is the fastest rate in the nation. Construction work done in the June quarter was 67 per cent above the decade average.

Population growth is above average in the ACT and it is one of only three states or territories to be experiencing higher than normal growth rates.

In light of these findings, it could not be timelier for the ACT Government to be looking at how to plan the city of the future so it has viable accommodation options that can house the predicated population of Canberra without massive urban sprawl and associated environmental impacts.

The draft ACT Planning Strategy (released in October 2011) proposes densification around town centres and major transport corridors.

This approach is broadly supported by Canberra Business Council.

Having more people live closer to where they work or can access high-frequency public transport should be a priority for any transport or urban planning for Canberra, particularly considering that over the next 10 years the number of people commuting to work is expected to increase by 10 per cent. Having said that, higher density does not have to automatically be synonymous with high-rise buildings. It should be about offering a wide range of accommodation choices across the city from apartments and townhouses near town

centres though to blocks with single dwellings in the suburbs. Unfortunately, despite the good news contained in the CommSec report, it does not seem as if the people of Canberra feel quite as confident about the economy because the Territory had one of the lowest retail spending results.

This finding should serve as an incentive for the ACT to turn its mind to how it can strengthen the Canberra economy. One way to do this is to increase domestic and international visitor numbers. A strong tourism industry will boost local employment and spending in the region.

Therefore, it was very disappointing to hear that a review of the National Capital Authority by Dr Allan Hawke AC found this organisation is so under-funded that it is not financially sustainable.

The National Capital Authority (NCA) must be adequately funded to ensure Canberra remains one of the best and most beautifully planned capitals in the world.

Canberra is the National Capital and, as such, is home to institutions, memorials and sites that are significant to all Australians because they remind us of and honour the events, people and achievements that have made this country what it is today The NCA has been charged with overseeing the strategic planning, promotion, development and enhancement of Canberra as the National Capital. This work should be adequately supported through federal funding as it is vital to the nation as a whole and to fostering the ACT as a leading tourist destination.

The ACT has many positive things going for it at the moment and it is wonderful to see it performing so well even in the face of turbulent global economic times. However, we cannot afford to be complacent. Comprehensive planning for our city and transport systems by the ACT Government coupled with adequate Commonwealth Government funding for the NCA and our National Institutions are the key to ensuring that the Territory remains a top performer.

Principal Members ACTEW Corporation, ActewAGL, Bank West, Blue Star Printing Group, Canberra International Airport, Cre8ive, Elite Sound & Lighting, Ernst & Young Services Trust, eWAY, Hindmarsh, HolisTech Pty Ltd, KPMG (Canberra), Master Builders Association (ACT), Medibank Health Solutions, National Australia Bank Ltd (Turner), National Museum of Australia, NEC Australia Pty Ltd, Staging Connections (ACT), The Village Building Co, Thyssen Krupp Marine Systems Australia, TransACT Communication 38

D E C E M B E R 2 0 11   B 2 b I n C a n berr a

a s s O C i at i O n s t O B u s i n e s s

a2B

Member Case study: Bearcage crosses international borders in the digital age

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CT Exporters’ Network member, Bearcage, is Canberra’s largest film and television company and has more than twenty years experience in media production and in that time has seen tectonic changes in the media landscape. As Michael Tear, Bearcage CEO noted ‘the advent of the internet has meant that audiences are consuming media on a multitude of devices and platforms. Coupled with this the growth of digital television has meant that opportunities to produce content and distribute to an audience whether mass or niche have just exploded. While this has meant plenty of growth opportunities it has also made navigating this environment more complex’.

Like many exporters, Bearcage has constantly looked to diversify its business to grow. While the tradition for production companies has been to specialize, Tear argues that the fragmentation of the audience has made that strategy risky. Niche audiences are getting smaller and more specialised meaning that, to be successful, product has to work in multiple markets. The ACT Exporters’ Network offers exporters – not matter at what stage in their export journey - the opportunity to network, share knowledge and expand their export activities to help their business grow.

The other significant transformative effect for Bearcage has been changes in technology. In post production, desktop computers even laptops have the capacity to handle what previously were complex production effects. The point-of-difference more than ever is the quality of your people, what creative inspiration, what craft skills can they bring to a project to add extra value for a client. According to the Bearcage Creative Director and co-founder Serge Ou this means not only being across the latest developments in technology and creativity but also having the space and time to experiment and to take risks. “We encourage our staff to keep pushing the potential for each project. It keeps our team fresh and inspired”.

The Bearcage business model is based on servicing three markets, television advertising and corporate work for Government agencies. In the past four years the Company has dramatically increased output of factual programs and documentaries for television and it is here, according to Tear, that there is the clearest illustration of how

the Bearcage philosophy not only brings commercial rewards but also creative satisfaction. The ability of the creative team to transfer lessons from one production stream to another is a further benefit to clients, with a recently produced series of television commercials demonstrating the point. The advertising agency wanted to feature real people telling real stories and Bearcage was able to adopt many of the techniques it has used in documentary production for advertising, not only through the shooting style and visual approach but also working with non actors to help them find a voice and talk about their lives. “We do this all the time in documentary and I love the opportunity to work in another genre and let different approaches influence each other” says Ou. To continue growing Bearcage will need to look overseas for new markets says Tear. He is pleased with the response to their recent feature length documentary THE DIGGER – A HISTORY which won the Gold award in the History and Civilization category at the Cannes Corporate & Television Awards in France.

The film charts the history of Australia’s legendary fighting soldier, the Digger, from his origins in the Boer War to the present day and has secured international distribution with ABC Enterprises. At first glance says Tear this film looks like one that would only have domestic appeal but, because of the growth of digital channels across the globe that focus on history and military history, there is a growing international appetite for this type of film.

Bearcage also recently sold its documentary The Irish in Australia with comedian Fiona O’Loughlin to the Irish television network RTE. Tear believes that Canberra is a great base to do business and will always be the core of Bearcage’s operations, but recent international successes have encouraged the Company to expand its production slate. Bearcage has entered into a joint venture with a New Zealand producer. The Company has two projects on the slate that will work as co productions. Both have received very positive responses from the UK and USA. “There are obvious commercial benefits to growing your business” says Ou, “but we also love the buzz of getting a program up whether it is a television commercial or an international co-production. It keeps our people fresh and hungry for the next opportunity.”

Brent J u R at o W I t C H

PRESIDENT

For more information on the ACT Exporters’ Network visit actexportersnetwork.com, or contact the Network’s manager, Pam Faulks, on 0400 090 452, pam.faulks@ canberrabusinesscouncil.com.au.

The ACT Exporters’ Network is proudly sponsored by the ACT Government, Canberra Business Council, the Centre for Customs & Excise Studies and AusIndustry.

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C B C B u s i n e s s a C h i e v e m e n t awa r d s 2 0 1 1

Cordelta’s achievements honoured at Business Awards

T

he diversity and success of Canberra’s business community was celebrated at the Canberra Business Council’s Annual Gala Dinner on 3 November 2011 culminating in the awarding of the 2011 Business Achievement Award to Cordelta Pty Ltd. Cordelta was recognised for the phenomenal growth it has achieved since its inception in 2004. Initially established as a twoperson consulting practice, it now employs over 150 staff around Australia and has recorded compound growth of 30 per cent year on year. Headquartered in Canberra, Cordelta has become a professional services firm respected for its high quality consulting, implementation and resourcing capabilities. It helps clients derive more value and longevity from their management, technology and people. Cordelta is also officially a great employer, with the BRW ranking it 11th overall in its 2011 Best Places to Work.

Canberra Business Council President, Mr Brand Hoff congratulated Cordelta on its win, particularly in light of the exceptionally strong field of contenders for this year’s Business Achievement Award. Each month during the year, a local company was recognised for its business achievements and these monthly winners were all finalists for the annual award.

“All of our finalists demonstrated that Canberra is home to worldclass, innovative businesses which are continuing to perform strongly, even when others are finding the going tough,” Mr Hoff said.

“We were also very pleased to see that the finalists this year came from, and had achieved success in, a wide diversity of industries – a good indication that the ACT is broadening its economic base.

“We had nominees from the health, pharmaceutical, recruitment, education and training and manufacturing sectors, through to information, online payments and security businesses, a winery and companies providing products for sport and defence industries.”

The other finalists were: • Tapping into the huge need for secure online payments between businesses and individuals, eWay has grown rapidly and it still signing up around 200 new clients a month. eWay provides a secure gateway for online credit card payments in real time.

• Education and training is a vital industry for the ACT not only in terms of its contribution to the economy but also because it raises the profile of Canberra as a great place to live, work and learn. The Australian Business Academy is a premier training provider delivering nationally-accredited and recognised courses to local and international students.

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• In just 10 years, strategic management and consulting firm Noetic has grown into a ‘two-tier’ organisation comprising five sub-ordinate companies with clients in Australia, the United States, Solomon Islands, PNG, Timor Leste and the United Arab Emirates.

• Recruitment Systems develops software for the recruitment industry.

These products are helping recruitment agencies around the world become more efficient by improving their capacity to track, register and communicate with clients and candidates.

• Shaw Vineyard Estate produces international award winning wines from its Murrumbateman property. Recently three of its wines won gold medals and four won silver medals at the Vienna International Wine Challenge, the world’s largest officially recognised wine competition.

• With more and more information being shared electronically, protecting it from others is becoming increasingly important.

QuintessenceLabs is a world leader in second generation cryptography technology which protects information in transit.

• Kord Defence produces technologies like the Smart Grip for military, law enforcement and security markets. The Smart Grip lets troops control a range of electronic devices such as thermal weapon sights and night aiming devices without having to take their hands off their weapon or eyes off their task.

• HDM Metal is a specialised metal fabrication business. HDM Metal prides itself on being able to fabricate anything out of metal and its wide range of products includes furniture, balustrades, fences, ceiling tiles and sculpture.

• Radpharm Scientific manufactures pharmaceutical products including sterile vials and cold kits for medical practices in Australia, New Zealand, Singapore, Malaysia, Thailand and Hong Kong. It also offers a range of other services including quality assurance and consulting.

• GPSports Systems develops technologies to help elite sports programs evaluate the performance of players and athletes. Some of the world class sporting teams currently using GPSports products include Manchester United, the Wallabies, Springboks and recent grand final winners Manly and the Geelong Cats.

“The ACT should be very proud to be home to such a diverse range of successful businesses and I would like to personally congratulate each of the finalists,” Mr Hoff said.

“The Canberra Business Council Business Achievement Awards demonstrate that local businesses have the capacity to compete on the world-stage. It is important we pay tribute to and support these firms.

They are excellent employers and vital to our local economy.”

C B C b u s i n e s s a c h i e v e m e n t awa r d s 2 0 1 1

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GreG sCHMIDt

DIRECTOR Workplace Relations

T

he recent factory fire in Mitchell brought a sharp focus to some issues that all businesses should consider. The fire in the Energy Services Invironmental factory began shortly before midnight on 15 September and burned throughout the day on Friday 16 September until it was finally extinguished on the Saturday morning. An exclusion zone was proclaimed over the entire suburb of Mitchell for three full days (Friday to Sunday). The exclusion zone was then progressively reduced, but is still partially in place.

The events in Mitchell should be prompting all businesses across the ACT to review their state of preparedness to survive a similar incident.

Corporate Sponsors ACTEWAGL, 104.7 / Mix 106.3, Prime TV, The Canberra Times, The Good Guys Tuggeranong, Duesburys Nexia, Synapse Worldwide, B2B in Canberra.

Associates and Affiliates Retail Traders Association, Australian Industry Defence Network Foundation Member Australian Chamber of Commerce & Industry

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The upshot of all this is that a great number of businesses were unable to operate as normal – many for 3 days, some for 4 to 6 days. Some businesses have remained locked out of their sites for several weeks already, and this situation may continue for further weeks or even months. All of these businesses were gravely affected as “innocent bystanders” by a major event outside of their control.

Naturally, being unable to access your primary worksite creates enormous difficulties. Some businesses with multiple premises may be able to redeploy staff to an alternative site, and a number of the businesses affected by the Mitchell fire were able to do this. Another option – depending upon the nature of the business – is to relocate to temporary premises, or to have employees work from home.

However, this creates further issues that must be considered. If a staff member is told to work from home then the employer is taking on responsibilities for a worksite that the employer has no direct control over.

And a significant number of Canberra businesses experienced the opposite problem – a shortage of staff members due to unexpected leave taken in response to school closures or the unavailability of the employee’s usual child-care arrangements.

The events in Mitchell should be prompting all businesses across the ACT to review their state of preparedness to survive a similar incident. Some of

D E C E M B E R 2 0 11 B 2 b I n C a n berr a

the more basic questions that should arise are: • Do we have a current emergency evacuation plan for the worksite? Do all staff members know what they must do in an emergency? When was the last time that all staff actually practiced the evacuation drills?

• Does the business have appropriate insurance coverage? Do you need insurance to cover financial losses caused by an interruption to your business, as well as insurance on the physical assets?

• Is your valuable computer data appropriately safeguarded? The importance of a good backup regime cannot be overstated – along with appropriate offsite storage of the data. One business that we know of had diligently backed up the data from their main computer server – but the backup tape was sitting on the manager’s desk in the middle of the exclusion zone where no-one could get to it.

• How would you continue to pay your suppliers as their bills fell due for payment? Importantly, how could you pay your employees if all of the payroll information is lost or inaccessible? Equally importantly, how could you continue to send out invoices, and follow up clients to keep your money coming in?

• What facilities would you need to carry on in the short term if your worksite burned down or otherwise became inaccessible?

Can your business continue without physical access to your machines, trucks, equipment?

Is it worthwhile pre-configuring an alternative computer system ready to be loaded with your current, backed-up data?

The ACT & Region Chamber of Commerce & Industry was able to assist many businesses with advice in the immediate aftermath of the Mitchell fire. The Chamber will continue its work with businesses both in the Mitchell area and the wider region to ensure that each organisation is prepared to face the unexpected challenges that might arise at any time.

The ACT & Region Chamber of Commerce & Industry has a long history of providing advice and support to employers on a wide range of Workplace Relations and Human Resources issues.

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B2B @ CANBERRA INTERNATIONAL FILM FESTIVAL OPENING Restless, a tender story of two people finding love amongst death, opened the 15th Canberra International Film Festival, before a sell-out house of film lovers and diplomats, representing their featured countries.

Starring Canberra actor Mia Wasikowska, the BritishAmerican drama was directed by Gus van Sant. It is one of 58 films from 26 countries that screened at the Dendy and the Arc cinema in Canberra during the festival.

B2B @ YELLOW EDGE UNITED ARAB EMIRATES SOCIAL NETWORKING B2B attended a social networking event in honour of Senior Executives of the Ministry of the Interior, United Arab Emirates (UAE) who attended the first UAE Advanced Leadership Program in Australia.

B2B @ ACT EXPORTER OF THE YEAR AWARDS B2B congratulates the ACT’s top exporters for 2011 announced at the ACT Chief Minister s Export Awards Presentation Lunch at the Hyatt Hotel Canberra.

Aspen Medical was named the 2011 ACT Exporter of the Year and Glenn Keys from Aspen was also inducted into the ACT Export Hall of Fame. Aspen Medical has demonstrated how local businesses can succeed despite the rising Australian dollar and economic downturn globally, growing its exports by almost 30 per cent in the last financial year.

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B2B @ VANZWAN ACCOUNTING PLUS 30 YEAR CELEBRATIONS B2B congratulates Vanzwan Accounting Plus on 30 years of service to its clients and the Canberra Region. This very special accounting firm was started by Peter Vanzwan 30 years ago and has grown to a firm with three partners and a team of dedicated staff. The celebrations were held at at the Boat House by the Lake.

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