B2B in Canberra by B2B magazine

CanBerra’S BUSIneSS & GOVernMenT MaGaZIne

b2bincanberra.com.au

MAY 2011

BEN AULICH & ASSOCIATES Canberra’s only law firm dedicated to criminal law

8 PAGE FEATURE ON CONFERENCE, TRAINING AND MEETING FACILITIES NEW 6 PART SERIES TO INCREASE BUSINESS PERFORMANCE

N DITIO

WHEN IT COMES TO GRAPHIC DESIGN:

CHOOSING THE BEST AGENT:

Is the client always right? from Paper Monkey

Are real estate agents all the same? from Maria Selleck

$4.95 inc. GST ISSN 1833-8232

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CONTENTS PUBLISHER’S NOTE Canberra: the meeting place of the nation ... Welcome to our 60th issue. Publications have come and gone over the last five years but B2B has gone from strength to strength. In this issue we feature the terrific facilites that exist for holding conferences, training sessions and meetings in and around Canberra. Don’t miss out on the special offers for B2B readers in this feature. Sometimes we can’t see the forest for the trees when it comes to the excellent facilities in our region. Also our cover story is on Ben Aulich and Associates Canberra’s only law firm dedicated to criminal law. In this issue we also kick off a new six part series from RSM Bird Cameron on increasing business performance. The first part concentrates on increaing sales without increasing expenses by understanding your customers. Autumn is the best season in Canberra so get out and enjoy it.

TIM BENSON Publisher UPFRONT 06 Present yourself well

Historic national workers ‘census’ to help shape future of Australian workforce

08 Bookkeeping is the most important

function for a business to outsource

OPINION 10 Sweating the small stuff Part 2

In the aftermath of a relationship breakdown, negotiating about property or children with a former partner can be very challenging

FEATURE 12 NEW: 6 Goals for Increased Business Performance

Goal 1 – Increasing Sales without increasing expenses by understanding your customer

COVER STORY 14 Ben Aulich & Associates Dedicated to criminal law

FEATURE 16 8 pages of the Canberra regions best training meeting and conference facilities + special offers for B2B readers

14 COVer STOry Ben Aulich & Associates Dedicated to criminal law Cover photo: Andrew Sikorski

Conference Planning Tip # 71 Before hiring a venue, check its history: Make sure the venue has a glowing reputation and extensive experience in organising large and small scale events so that your conference will be in good hands. Visit cscc.com.au or call 6283 7200 now! Best Functions Provider for 2010! For the information of members and their guests

CONTENTS 25 ADVICE FROM THE EXPERTS 26 ACCOUNTING Self-managed superannuation funds By RSM Bird Cameron ACCOUNTING SERVICES Q&A on SMSF on aquisition of commercial property By Hillross Wealth Management Centre Canberra 28 BUSINESS LAW Looking ahead for landlords By Elringtons Lawyer

BUSINESS COACHING Ask and you shall receive By 10X 30 COMMERCIAL LAW Promoting the phoenix phenomenon By Trinity Law CORPORATE GOVERNANCE Are boards good for growth? By Australian Institute of Company Directors 32 CORPORATE HEALTH Executive health checks By Corporate Medical Options ESTATE PLANNING Using family trusts for asset protection By Certus Law 34 RISK INSURANCE Receiving insurance benefits through superannuation By Capital Wealth GRAPHIC DESIGN Electronic Vs Print By Paper Monkey Graphic Design 36 INTELLECTUAL PROPERTY Unauthorised use of your brandwhat are your options? By Aruna Trade Mark Attorneys

40 G2B: GOVERNMENT TO BUSINESS Under embargo until 2pm tuesday 3 may 2011

By Business & Industry Development

A2B: ASSOCIATIONS TO BUSINESS 42 ACT EXPORTERS NETWORK: Celebrate your success through the 2011 ACT Chief Minister’s Export Awards 43 ACT & REGION CHAMBER OF COMMERCE & INDUSTRY: Australian Government takes the lead in education and training BUSINESS NETWORKING 44 B2B @ ACT & Region Chamber of Commerce & Industry Annual Dinner 45 B2B @ ALIC Alumni 46 B2B @ Chief Minister’s Export Awards 47 B2B @ Bradley Allen Construction

INFORMATION SECURITY The 7 steps to developing defence in depth strategy By CommsNet Group 38 PERFORMANCE ARCHITECTS Learning globally helps your business locally By Yellow Edge Performance Architects REAL ESTATE Choosing the best agent By Maria Selleck Properties

PUBLISHER I EDITOR

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

ADVERTISING ENQUIRIES Tim Benson 0402 900 402 advertising@b2bincanberra.com.au

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When Mike Houston set up Canberra Motorcycle Centre he knew there would be plenty of challenges ahead, so he needed the right business partner. Now after more than a decade, our Private Clients team has worked together with Mike to build a sustainable plan for growth. The partnership has been there to help them in all areas of business, from tax and compliance to accessing funds and accelerating their business plans. Today, Mikeâ&#x20AC;&#x2122;s love of motorcycles and customer service has helped develop an outstanding new state of the art dealership in Fyshwick, which makes them the biggest motorcycle dealership in the ACT/NSW region.

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UPFRONT

Present yourself well

It’s so easy for the best submission to fail because someone picks a spelling mistake or bad grammar and uses it to deﬂect attention from the substance of the matter.

Bad spelling or awkward expression can change a reader’s perception of the presentation and of the organisation. The perception is the reality. Papers that have small faults can erode people’s trust in the message. “The last 2 % of care in preparing a report or official document determines 98 % of the response to it,” says Diana Primrose. “If your document / report / submission / major paper is important to your organisation, then it’s worth making sure it’s effective.” As Director and Principal Consultant of Primrose Solutions, Diana brings the experience of a life-time of working with words to the services that are offered by the practice. With training in Latin and English and thirty five years as a language teacher, including being Head of Classics, then Assistant Head of Languages at Canberra Grammar School, Diana’s passion is the use of words and elegant expression. She offers proof-reading, editing, management of major documents (such as annual reports) and assistance with presentations to clients

who value the impression they make. Diana says, “We spend so much time and effort getting the content right; it’s tragic to waste that effort by not taking equal care of how the final product is perceived. Most senior executives take a lot of care about their personal appearance in order to make the right impression. We should do no less with our documents and presentations.” Recognising the reality that many senior executives weren’t taught grammar and spelling in the free-form trends of English teaching of yesteryear and often leave proof-reading until the last moment, Diana is available for phone or email consultation. “Major papers deserve better planning but,” she says, “that’s not always possible in real life.” She can provide help with planning of major work, as well as personal coaching in the art of language and the use of words through her skills of proof-reading and editing. t 02 6295 0980 m 0401 855 693 e diana@primrosesolutions.com.au www.primrosesolutions.com.au

Historic national workers ‘census’ to help shape future of Australian workforce

Workers around australia will have a say in shaping a better future for australia’s workforce and their families by taking part in the largest ever national survey of workers. ACTU President Ged Kearney launched the Working Australia Census 2011 at the Queensland Council of Unions’ annual Labour Day parade in Brisbane. “The Working Australia Census 2011 is a 6

unique opportunity for workers to have a say about their priorities to help shape the union movement’s agenda for many years to come,” Ms Kearney said. “Labour Day is an opportunity to reflect on our past, to take stock of our present and to plan for our future. “Just as Labour Day is a celebration of the eight-hour working day and all that unions in our past did to secure this right, it is also a time for us to acknowledge the eight hour day has now distorted to the point many of us are actually working longer and harder than ever before. “And that brings us to the future and to why we are launching the Census. “We know that when we act together as one, Australia’s two million union members can achieve great things. “In recent years, unions have restored their rights at work, won a national system of paid parental leave, and we’re fighting for more superannuation and better and more secure jobs.

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“Every day, unions are active in workplaces around Australia protecting rights and winning better wages and conditions for our two million members and millions of other workers. “We need to continue drawing on the energy and ideas of our members, and the Working Australia Census 2011 will directly engage with workers around their priorities. “This survey is a true collaboration of all Australian unions under the umbrella of the ACTU. “It will help shape future policy and campaign priorities. It will help to identify future activists. “And ultimately it will help shape a better Australia for our workforce and for their families. The survey will be open to all workers throughout May and June. Every union member taking part in the census will be eligible to win a $1000 prize. The survey is available online at: www.workingaustralia.org.au

nal Natiioness Busonth M 011 May 2

UPFRONT

Bookkeeping is the most important function for a business to outsource according to Mook Clifford, bookkeeper and manager of the Canberra Ofﬁce for Peter Vickers and associates, outsourcing your bookkeeping allows an expert to do it more quickly and efﬁciently often improving business processes and allowing the business owner or manager to spend more time on the business itself.

Peter Vickers and Associates Pty Ltd is a registered Tax Agent with the Tax Practitioners Board, which enables our bookkeepers to provide BAS services to clients. What does a bookkeeper do? “The role of the professional bookkeeper is to provide a range of services such as payroll, data entry, petty cash, general record keeping, reconciling bank accounts and accounts payable and receivable,” Mook explained. If a Bookkeeper provides BAS services for a client, the Bookkeeper must meet certain eligibility criteria and be registered with the Tax Practitioners Board as a BAS Agent or be an employee of a company registered as a Tax Agent. Services provided by a BAS agent include: • preparing or lodging an approved form about a taxpayer’s liabilities, obligations or entitlements under BAS provision. • giving a taxpayer advice about a BAS provision that the taxpayer can reasonably be expected to reply upon to satisfy their taxation obligations; • dealing with the Commissioner on behalf of a taxpayer in relation to a BAS provision. What software should you use for your bookkeeping? “Choosing the right software for your bookkeeping can be difficult as there is a huge range of software available to facilitate this activity,” Mook said. At PVA, our bookkeepers and accountants have experience using most software, are certified partners of Xero and MYOB and have in depth experience with BankLink and

Quicken. This experience enables us to look at your needs and then recommend the most appropriate software. “Online accounting software, also known as” cloud accounting” has many time saving benefits that allow you to have a snapshot on the health of the business at any moment in time,” Mook said. For example you can: • automatically import and code your bank transaction and link your business bank accounts and credit cards to your accounts. This means all your transactions, such as payments you make or payments you receive, are securely transferred into your Online accounting file for you each day. This saves keying in your bank statements, so you can spend more time running your business and less time doing your accounts • run your business and access your accounts from work, home or on the go. Your data is completely secure if your computer is lost or stolen. It also enables both client and the accountant to work on the same accounting file in real time. One of the great benefits of using a professional bookkeeper at Peter Vickers and Associates is our ability to use the full functionality of the chosen software. On any chosen day you can view your current business position or financial statement. The ability to see your financial position at any time in the year highlights the important issues facing the business enabling you to act on them in a timely

M a y 2 0 11 B 2 b I n C a n b e r r a

Mook Clifford Peter Vickers And Associates

way,” Mook said, “Using “cloud computing” as offered by many of these software providers you can review your current position with your accountant at any point in time.” Bookkeepers at Peter Vickers and Associates are qualified to provide BAS services and have experience gained from working with a variety of clients in various sectors. Contact Mook Clifford BBA for all your bookkeeping needs on 02 6100 0456 or email mookc@pva.com.au

Editor’s note: B2B uses Mook’s professional bookkeeping services. Her understanding of MYOB and excellent processes have been a great asset to my business.

OPINION

Sweating the small stuff - Part 2 In the aftermath of a relationship breakdown, negotiating about property or children with a former partner can be very challenging. By Juliette Ford, Director, Consensus Family Lawyers

n the aftermath of a relationship breakdown, negotiating about property or children with a former partner can be very challenging. It can be tricky to work out what is really important to you and then to communicate this to your former partner. After all the difficulties and effort it can be such a relief when you finally come to an agreement. But what happens after an agreement is signed? How does the way an agreement was reached affect how each party behaves afterward? We wrote last month about Sid and Nancy who had a disagreement about the amount of child support Sid pays Nancy each week. Nancy thought that the child support payment should be calculated to include the hours the children spend at school as time with her. Sid thought that the time should be calculated based on the number of nights the children spent with each parent. So what happens if Sid and Nancy decide not to use Collaboration as a way to resolve their differences? Instead they employ solicitors who negotiate based on the legal rights of each party. During their discussions, the threat of Court proceedings is raised several times by Sid’s solicitor and by Nancy’s. There is a lot of talk about legal precedents and what the law says, but at no point are Sid’s concerns about the recognition of his parenting and Nancy’s worries about paying her bills, actually addressed or even acknowledged. The relationship between Sid and Nancy becomes quite strained and they stop talking to each other about important matters in relation to the children.

If both parties own the agreement and understand why they and the other party committed to the agreement, they continue to see the benefits of it, rather than just the downsides. Eventually, Sid and Nancy agree that Sid will pay an amount that is greater than he used to pay, but not as much as Nancy wanted. If Sid is careful, he can afford to pay this amount but he is still angry and feels resentful that Nancy has pushed him into this agreement. Nancy is relieved to have some extra money coming in to help her with her bills but is annoyed with Sid for arguing with her over the issue. After a few months, Sid spends too much money on a new bike for their third child, Johnny. He will find it extremely difficult to make the increased child support payment. He thinks “Why should I be struggling to make ends meet when Nancy is living comfortably? I’m spending all this time and money with the kids, anyway”. Because of their lack of communication, Sid doesn’t fully understand the reasons that Nancy wanted the extra money. He breaches their agreement and doesn’t pay the amount due to Nancy that week. Nancy calls her solicitors,

M a y 2 0 11 B 2 b I n C a n b e r r a

who ask the Child Support Agency to begin enforcement proceedings against Sid. A small dispute about the details of a child support calculation has escalated into a stressful ongoing quarrel and mounting legal fees. A Collaborative negotiation might have avoided this outcome. It could have reminded Sid and Nancy that they have a lot of common ground, and addressed their personal concerns, instead of just discussing their legal position. After all, both of them just want what is best for their children. Importantly they could have had a co-parenting relationship which facilitated communication. That way they could have talked about the purchase of Johnny’s bike. They could have discussed whether it was a good idea to get that bike and spend that money and what changes to each household’s budget should be made to accommodate it. Instead, because the real issues are never addressed, and both Sid and Nancy lost sight of their common interests during the legal manoeuvring, Sid feels no real commitment to the agreement. If both parties own the agreement and understand why they and the other party committed to the agreement, they continue to see the benefits of it, rather than just the downsides. The process that a couple take to reach an agreement can be just as important as the actual agreement reached. For an Out of Court Solution contact Consensus Family Lawyers, 17-21 University Avenue, Canberra T: 02 6290 9898 or www.cflaw.com.au

ACT consumers are looking for environmentally responsible business leaders There is now a waste management program for ACT employers - ACTSmart Business or Ofﬁce. The program focusses on waste reduction in your workplace and can help Canberra reduce waste sent to landﬁll.

Great PR Easy to Join Easy to Implement

Find out how:

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

GET ON “BORD”! Be part of the Business & Office Recycling Directory (BORD) – it’s FREE! Do you have a business that helps promote the service of re-use or recycling in the ACT? The ACTSmart Business and Office recycling programs help organisations in the ACT reduce their waste to landfill and BORD will help businesses and offices find you!

To get on BORD, please forward your business contact details along with a brief description of what your business does to ACTSmart@act.gov.au For further information call 6207 4970

www.kandream.com

So what do employers get out of it?

F E AT U R E

6 Goals for Increased Business Performance by andrew Sykes

N E W 6 - PA R T SERIES

Tougher trading conditions recently require business owners to carefully examine business performance with regard to profit drivers and their competitiveness in the market place. We have identified 6 key goals that small business owners should be setting to improve the performance of their business. These are: 1. Increase sales without increasing expenses by understanding your customer. 2. Improve your gross profit percentage 3. Reduce stock levels and better manage stock 4. Control expenses and get a better return on expenditure 5. Improve cash flow by reducing debtors 6. Get more out of wages by improving staff productivity

e will examine each of these areas over the coming months and provide you with some practical tips on reaching the goals and improving your bottom line performance. Remember, small improvements can make a dramatic increase. If your business operates at around 15% net profit margin, you can increase this by over 60% by increasing sales 5% and reducing cost of goods sold and overheads by 5%. Not big changes but big returns. In this first article we will look at Goal 1 – Increasing Sales without increasing expenses by understanding your customer.

Understanding your Customers and their characteristics is key to improving sales • You may need to look at Customers and Consumers. Do you understand the difference? The customer is the one that makes the decision to buy, while the consumer is the one who uses a product. Make sure that your marketing strategy is effective by targeting both the customer and the consumer – as it’s quite often not the user of the product that makes the decision to buy. • Which Customers must you retain? Look at the customer records you maintain. Most businesses will find that 80% of their sales are generated by 20% of their customers. This can mean that most of your resources are going into support your least profitable customers. If a customer is not profitable you need to look at your pricing strategy for them. • Where does the power lie? With you? Or with your Customer? Pricing strategy can be all about who has the control. You should be charging a premium for products that cannot easily be substituted or where your industry knowledge adds value to the customer. Don’t be afraid to ask for a fair price for the value you add.

As a practical exercise you should take the time to • List 5 ‘A’ class customers – these are the real drivers of the profits of your 12

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business. The ones that you know are loyal and can be relied upon to buy every month. Retail businesses may do this by looking at customer types. • What are their current issues? Have a think about where there business is headed and make sure that you are an important part of it. Look at strategies that you can adopt to improve their business and be a valuable asset to them – not just a supplier. What can cause changes in their buying patterns? • What services / products do they need? Take time to look at what your customers are actual buying – both from you and elsewhere. Can you sell them “companion” products to what you supply? Are they buying higher margin lines from your competitors? Can you be selling more to your good customers? • Do you want to provide it and what is the $ value in providing it? Analyse what you are supplying and what you could potentially supply. Is this really what you want to be selling and is this where you best margin is? Your best 5 customers can you give you a real insight into your business and how to improve it. Take the time to analyse what drives them and why they choose to deal with you. You can then take these lessons and apply them to the rest of your business.

RSM Bird Cameron is presenting a free seminar on the 6 Goals for Increased Business Performance in June. Register your interest by emailing andrew.sykes@rsmi.com.au

Andrew Sykes is Director, Business Solutions at RSM Bird Cameron For information on business improvements contact our experienced team, 103–105 Northbourne Ave, Canberra. T: 02 6247 5988, www.rsmi.com.au

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COVER STORY

DEDICATED TO CRIMINAL LAW

BEN AULICH

& ASSOCIATES

In 2011 Ben Aulich & Associates celebrates four years as Canberraâ&#x20AC;&#x2122;s only law firm completely dedicated to criminal law. Words: Tim Benson Photography: Andrew Sikorski

aving established Ben Aulich & Associates in 2008 after seeing a gap in the Canberra market, principal Ben Aulich says that his firm has gone from strength to strength in a relatively short period. “We are still the only legal practice in Canberra which is completely dedicated to criminal law. We have built up a reputation for protecting the rights of people we represent in both police and non-police prosecutions and fighting hard all the way for each and every one of our clients,” Ben said. Ben established himself as one of Canberra’s leading criminal lawyers practising with one of Canberra’s largest law firms, Meyer Vandenberg before setting up Ben Aulich & Associates in 2008. The legal team at Ben Aulich & Associates comprises of principal Ben Aulich, Peter Woodhouse and Bridie Devlin-Glass: two paralegals, Adrian McKenna and Leah O’Sullivan and two administrative staff, Virginia Feilding and Cherie Romer. Ben Aulich & Associates’ expertise includes: 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.

Our solicitors are... smart, they work hard and above all they relate well with clients who are often under much stress. “Our solicitors are committed to protecting the rights of clients in matters involving both police and non-police prosecutions, they’re smart, they work hard and above all they relate well with clients who are often under much stress,” Ben said proudly, “We provide straight down the line advice to clients so we know what to expect, including what the legal fees will be as this is often an important consideration for people,” Ben said. In a short four years Ben Aulich & Associates has become the firm of choice when it comes to criminal law matters in the ACT. But their work doesn’t stop at the ACT border they have also represented clients in New South Wales, Western Australia, Victoria and Queensland. Ben says that ‘winning’ is what drives him in criminal law. “Sometimes winning can mean obtaining a good sentence for a client and ensuring they do not go to gaol. I strongly believe that everyone is entitled to be protected properly when they are before the Court and

my goal is to ensure that my clients’ rights are looked after, the police are kept in check, and only admissible and properly obtained evidence is used against any of my clients.” “I believe that criminal law is the most important area of law because it has such serious ramifications for people. Therefore, if you are involved in a criminal matter you should seek the services of a lawyer who specialises in criminal law,” Ben said. Ben says that one of the greatest problems for people looking for a criminal lawyer is that they can’t distinguish between those that provide a good service and those that don’t. He says it takes someone who is prepared to stand up for their client’s rights, take the required time to prepare each case and not take a backward step in court when representing clients. “Criminal law is nothing like you see on TV. It’s not all resolved in an hour with one or two quick questions. Good results only come from hours and in some cases days of preparation and hard work. We are a firm that ensures our client’s matter receives the best preparation possible,” Ben said. Ben Aulich & Associates has access to the best barristers in Australia and works with QCs and Senior Counsels. “I have a great relationship with leading barristers in Canberra, Sydney and Queensland. It’s good for our clients to know I can access some of the best barristers available,” Ben said. It’s never a good idea to try and negotiate the court system yourself. People get stressed because they don’t know what to expect and they often do not know the seriousness of the trouble they might be in – criminal law is too important to mess around with – you need to get as good a representation as you can. “We will put as much effort into representing our clients as we would if we were representing a member of our family,” Ben stated. And you can’t ask for more than that. Your Rights If you are suspected of, or charged with, committing a criminal offence you have a right to silence. You are under no obligation to talk to the police, and doing so may compromise your situation. Be polite to the police, however, it is essential you understand that nothing is “off the record” and in no circumstances participate in a taped record of interview. If you have been charged with an offence, or are even suspected of committing an offence, exercise your right to silence and immediately contact Ben Aulich & Associates. Ben Aulich & Associates, Level 2/1 Farrell Place, Canberra City T: 6279 4222 info@benaulich.com.au www.benaulich.com.au

B 2 b I n C a n b e r r a M a y 2 0 11

C O N F E R E N C I N G F E AT U R E

CANBERRA

ONVENTION BUREAU

CANBERRA TRAINING, MEETING ROOMS AND CONFERENCE FACILITIES

The Canberra Convention Bureau works to identify national and international business events that have the potential to showcase our local industry and capabilities.

Conference Delegates Are Leaving Behind More Than Just Their Money

CANBERRA

CONVENTION BUREAU

hen conference delegates come to Canberra their worth is often measured in tourism dollars derived from direct delegate expenditure. This is important however current thinking is increasingly focused on the economic development that is derived from strategically attracting the “right” events to a destination. Conferences are knowledge and ideas incubators. The benefits of hosting these events includes; bringing expert thought and leadership to the city and tapping into the powerful value of collaboration. Essentially, business events deliver social outcomes for the host city. The Canberra Convention Bureau works to identify national and international business events that have the potential to showcase our local industry and capabilities. Outcomes of the successful implementation of this strategy include: • Delivering world’s best practice and knowledge transfer to our community. • Building and strengthening national and global partnerships across research and industry groups. • Extending existing national and global networks. • Encouraging collaboration, innovation and increased export earnings. The increased profile for industry sectors such as health, academia, science, Government and professional services deliver benefits well beyond the... Continued on pg. 18

Follow the leaders. Canberraâ&#x20AC;&#x2122;s very own world class training and corporate function facility is available to you. Contact our friendly staff today for further details. You will be impressed!

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C O N F E R E N C I N G F E AT U R E

CANBERRA

ONVENTION BUREAU

Conference delegates are leaving behind more than just their money cont. immediate and important high-yield tourism spend of attending delegates. What this means for Canberra is that when delegates leave town they leave more than just dollars, they leave ideas, knowledge, connections and innovations. It is critical we continue to grow the business events sector as it also drive infrastructure development. Canberra has recently seen; the upgrade to the National Convention Centre, a scoping study completed for the Australia Forum, an expanding airport with potential for international capacity, the development of the Arboretum and many new and upgraded hotels. Not only does this new infrastructure enable the city to bid for more substantial events in both number and size, but it also delivers a dividend to the local community through jobs and improved local amenities. “The Bureau support for the successful AIS bid for the 2014 International Symposium on Biomechanics in Medicine and Swimming will not only bring 350 world leading experts in their field to Canberra for 5 days but will also provide the opportunity for AIS and John Curtin School of Medical Research to showcase our expertise on a world stage, at the place where our work is done. Hosting the event for the first time out of the Northern Hemisphere, in Canberra, is also likely to leave a positive legacy for the ongoing attraction of talent to the AIS in the future. Professor Allan Hahn, Chief Scientist, Australian Institute of Sport, Canberra, October 2010. While many other Bureaux rely heavily on promoting a city’s physical attributes and on providing financial support to clients, Canberra’s political, intellectual and cultural attributes create our value proposition... Continued on pg. 20

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Continuous tea and coffee Morning tea Winter Warmer lunch Afternoon tea Room hire daily 9-5 Flip chart, white board, screen Mints, pads and pens

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M a y 2 0 11 B 2 b I n C a n b e r r a

Booking Conditions: for new conferences booked and held before August 31 2011 Coachhouse Marina Resort 49 Beach Rd, Batemans Bay 4472 4392 conferences@coachhouse.com.au www.coachhouse.com.au

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Tel: 02 6247 6888 Web: www.pavilioncanberra.com Email: functions@pavilioncanberra.com

West Row

only valid if you mention this ad and if your next event is booked by 31st May 2011

Canberra Club Ltd

Alinga St Moore St

Northborne Ave.

only valid if you mention this ad and if your next event is booked by 31st May 2011

Level 1, Canberra House

Tuesday to Friday 5.30 – 9.00pm $40.00 Full Membership $10.00 Social Membership

Enjoy the sounds of our Baby Piano and Accompanying Instruments 6.30 – 9.00pm Every Friday Night

Bring this voucher in and receive

$5.00 off a Social Membership Valid until 31/05/11

P: 6248 9000 | E: info@canberraclub.com.au | www.canberraclub.com.au

Select from a wide range of Delicious Cuisine from our New Dinner Menu • Starters • Light Fare • Grills • Chef Specialty Dishes • Desserts

Bring this voucher in and receive a

Free Bottle of House Wine when Two Main Meals are Purchased Valid until 31/05/11

Information for members and their guests

C O N F E R E N C I N G F E AT U R E

CANBERRA

ONVENTION BUREAU

Conference delegates are leaving behind more than just their money cont. To attract business events to Canberra the key elements of our story include: access to knowledge, culture and influence as our clients testify “Holding our conference in Canberra meant we had access to federal politicians— (Deputy) Prime Minister, Julia Gillard gave the Opening Address on the first day and on the second day of the Conference, the Ministerial Address was given by the Hon Kim Carr, Minister for Innovation, Industry, Science and Research. The involvement of federal politicians helped lift our media profile and we obtained extensive media coverage. An added benefit was that our chairman, Professor Richard Larkins, gave a televised address at the National Press Club which was broadcast nationally on ABC TV. This provided another opportunity for media coverage and to raise awareness about key advocacy issues.” Arminia Sorbara, Conference organiser, Universities Australia, March 2009. “Being in Canberra we were able to access impressive national attractions as venues. This year we used the National Museum which is a spectacular venue. A highlight was a didgeridoo performance by Tony Shaw in the Garden of Australian Dreams.” Janet Sutherland, Program Manager, Australian Leadership Awards: Leadership Development Program, March 2009. “With Australia’s national capital hosting our conference, dinner at Parliament House was a spectacular feature of the program. There was definitely a sense of significance gathering in the heart of Parliament”. Todd Redwood, Chief Executive Officer, ADA NSW Centre for Professional Development.

CANBERRA

CONVENTION BUREAU

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Variety, Affordable, Comfortable surroundings, Alfresco Area From light fare meals to specialty steaks

A wide range of chefâ&#x20AC;&#x2122;s specialty dishes available Booking essential - 6248 9000

Corporate Functions, Formal Dinners, Work Seminars, Weddings, Engagements, Special Events, Trivia nights, Birthday parties.

West Row

Our dedicated and professional Function team will work closely with you from the time of enquiry to the conclusion of your event, ensuring that your function exceeds your expectations.

Canberra Canberra Club Club Ltd Ltd

Alinga Alinga St St Moore St

Our Team is committed to making your event or special occasion a success, whatever your needs may be.

Northborne Ave.

NEW fuNCtIoN faCILItIEs

For more information please contact Tracee on (02) 6248 9000

Level 1, Canberra House

Our executive chef Cory Wheatley will ensure quality in your menu selection.

P: 6248 9000 E: info@canberraclub.com.au www.canberraclub.com.au

Canberra Club Ltd Level 1, Canberra House, 45 West Row, Canberra City 2601

Information for members and their guests

C O N F E R E N C I N G F E AT U R E

CANBERRA

Diverse Conference and Meeting Facilities - Exhibition Park In Canberra

ONVENTION BUREAU

xhibition Park In Canberra (EPIC) is well known within the Canberra Community for its large venues and exciting public events. Many would be surprised however to discover that EPIC is also widely used for meetings, conferences and a variety of other business events such as conference dinners, workshops, product launches and trade exhibitions. EPIC’s indoor spaces range in size from 70 square metres to 3300 square metres and offer clear span carpeted space with easy access for event install and dismantle. The venue’s large outdoor areas covering some 40 hectares position EPIC as the ACT’s most flexible and versatile events venue. EPIC is able to accommodate all types of meetings and conferences, from a small board room style meeting right up to a conference for 3000 delegates. We have in excess of 10,000 square metres of indoor space that can be configured to accommodate plenary, break out spaces, conference catering and exhibition. All of EPIC facilities feature disabled access, full amenities, heating and cooling. Our indoor spaces feature an in-house PA system, multiple single and three phase power

outlets and wireless broadband network. We work closely with many audio visual suppliers who understand our clients’ needs and combine professional service with high quality equipment. EPIC also has a variety of audio visual equipment available for use including a stage, executive lectern, data projector and portable PA system. Ample free parking is available on site at EPIC; this is a great benefit to your delegates. The National Capital’s major attractions, restaurants and shopping centres are nearby and public transport services operate from the venue’s main entrance. The Gema Group, EPIC’s food and beverage provider have a diverse range of experience gained over 24 years of special event and conference catering. The Gema Group understand the intricacies of successfully delivering a quality catering service, this coupled with EPIC’s professional and dedicated events team will ensure that your conference or meeting is a great success. Numerous ACT and Federal Government agencies already use EPIC’s facilities for meetings, conferences and training, Government clients include: ACT Department of Territory and Municipal

Winter Warmers Warm up your conference delegates with a FREE upgrade to a Hot Buffet lunch this Winter

Services; ACT Chief Minister’s Department; Australian Department of Education, Employment and Workplace Relations; Australian Federal Police; and the Australian Department of Immigration. Non-government clients of EPIC’s meeting and conference facilities include Watchtower Society of the ACT who conduct three annual conferences; Principals Australia; Australian Fellowship of Evangelical Students; Count Financial; and the Christian Booksellers Association of Australia. If you would like to enquire about hosting your next conference or meeting at EPIC please contact the sales team on (02) 6241 3022.

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Friday

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20th 3pm t May 2011 o 5pm . Natio nal Co n Centre vention

Valid only for B2B readers – Mention B2B Valid for new bookings taking place between 01/06/2011 and 31/08/2011 Conditions apply.

02 6241 6033 functions_eaglehawk@rydges.com

02 6295 3144 functions_capitalhill@rydges.com

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02 6247 6244 functions_canberra@rydges.com

Take all the credit Remove all the stress With conference packages starting at just $36pp*. Includes: 4 Free undercover parking 4 Freshly brewed coffee and tea on arrival 4 Morning and afternoon tea 4 Working lunch 4 Conference stationary 4 Iced water and confectionery 4 Access to state-of-the-art technology

No matter what type of event you are planning, we have venues at Tuggeranong, Yacht Club and Woden (Platinum Member of Canberra Convention Bureau) that can cater to your every need.

Woden 6283 7200 Tuggeranong 6293 7200 Yacht Club & Cruises 6273 1784 Download packages at cscc.com.au

*Room hire is separate. For the information of members and their guests

Altogether Altogether more more rewarding rewarding

“Growing my business takes effort and passion. So I take RSM Bird Cameron’s advice.” John Norris Managing Director Norris Cleaning Company Pty Limited

Business was a lot simpler when John Norris started out with his mop and bucket more than 40 years ago. Since then he has built Norris Cleaning Company into a complex business, employing almost 150 staff and cleaning some of the most prestigious buildings in Canberra. The evolution of a business requires not only passion and commitment to the service provided but also the development of accounting and information systems. When it was time to upgrade the company’s management information system, RSM Bird Cameron was there to help, managing and implementing the project. RSM Bird Cameron was able to help Norris Cleaning better manage its information so that the company could focus on what it does best - providing top quality service to its clients.

RSM Bird Cameron Ph: (02) 6247 5988 103-105 Northbourne Avenue Canberra, ACT

Exceptional service, Exceptional results

www.rsmi.com.au

A D V I C E

F R O M

B U S I N E S S

E X P E R T S

C O n T e n T S

26 ACCOUNTING

32 ESTATE PLANNING

Self-managed superannuation funds

Using family trusts for asset protection

By Andrew Sykes, RSM Bird Cameron Chartered Accountants

By Stephen Bourke, Certus Law

26 ACCOUNTING SERVICES

34 RISK INSURANCE

Q&A on SMSF on aquisition of commercial property

Receiving insurance benefits through superannuation

By Brett Billington, Hillross Wealth Management Centre Canberra

By Gray Saunders, Capital Wealth

28 BUSINESS LAW

GRAPHIC DESIGN

Looking ahead for landlords

Electronic vs print

By Craig Painter, Elringtons Lawyers

By Jono Willis, Paper Monkey Graphic Design

28 BUSINESS COACHING

36 INTELLECTUAL PROPERTY

Ask and you shall recieve

Unauthorised use of your brand - what are your options?

By Wayne Bolin, 10X

By Shaun Creighton, ARUNA Trade Mark Attorneys.

30 COMMERCIAL LAW

36 INFORMATION SECURITY

Promoting the phoenix phenomenon

The 7 steps to developing defence in depth strategy

By Maurice Falcetta, Trinity Law

By Boaz Fischer, CommsNet Group

30 CORPORATE GOVERNANCE

38 PERFORMANCE ARCHITECTS

Are boards good for growth?

Learning globally helps your business locally

By Phil Butler, Australian Institute of Company Directors

By Andy Gregory, Yellow Edge

32 CORPORATE HEALTH

38 REAL ESTATE

Executive health checks

Choosing the best agent

By Dr Jennifer Loughman, Corporate Medical Options

By Maria Selleck, Maria Selleck Properties

B 2 b I n C a n b e r r a M a y 2 0 11

ADVICE

Self-managed superannuation funds by Andrew Sykes

Q&A on SMSF acquisition of commercial property ACCOUNTING

by Brett Billington

ACCOUNTING SERVICES

With its tax-effective benefits, superannuation is a key element of retirement planning. Self-managed superannuation funds are an appealing option for business owners who want to control their superannuation assets. With Australia’s ageing population, planning for your retirement has never been more important. Self Managed Superannuation Funds (SMSFs) are increasingly becoming the most popular way to control your retirement benefits, with trustees enjoying greater control, flexibility and generally reduced compliance costs. An increasing number of Australians asking what is happening to their retirement savings and has resulted in a recent explosion in Self Managed Superannuation Funds (SMSFs). In fact, one forecast predicts that SMSFs are expected to reach $1 trillion in investments by 2015 and $3 trillion by 2028. Superannuation can be one of the most tax effective tools for wealth accumulation and asset protection. So where do you begin with a SMSF? What are the benefits? What regulatory requirements do you need to beware of? How can you ensure you have structured your retirement in the most tax effective way? RSM Bird Cameron’s team of superannuation specialists help selfmanaged superannuation fund trustees all over Australia to increase their wealth, reduce tax and plan for a comfortable retirement. ATO statutory audit requirements ensure SMSFs must be audited every year, and high compliance obligations can lead to the risk of non-compliance and loss of benefits. We offer trustees the necessary support to protect their benefits, including trustee education, seminars and an ATO approved audit program. Services provided include: • Formation of SMSFs • Annual Financial Reports & Compliance • Tax Effective pension planning • Estate Planning for superannuation • Compliance with ATO audit requirements • Asset & property transfers • Asset acquisition strategies We are holding a free seminar on the benefits of Self Managed Super on Thursday 12 May. To register please email andrew.sykes@rsmi.com.au.

Question: A client owns a commercial property with his wife as tenants in common. The property originally consisted of shop premises on the ground floor and a private residence on the first floor. The client has an SMSF and would like to sell his interest in the shop to the fund. The SMSF has sufficient cash to purchase the property at current market value. What issues should be considered before the SMSF acquires the member’s share? Answer: Here, the SMSF is prohibited from acquiring the property because the shop shares the same title as the residence. A SMSF can acquire “business real property” from a related party (eg the member). However, “business real property” only refers to property used wholly and exclusively in a business. The client may be able to split the property into residential and commercial use on separate titles. Provided that the commercial property is wholly and exclusively used for running a business, the fund can purchase it. All elements to the property transactions must be consistent with the SMSF deed and the fund’s investment strategy. If the property makes up a significant portion of SMSF fund assets, the client may need to address diversification risks. The client will need to consider the cost of the transfer, as CGT may be triggered and stamp duty is likely to be payable. If the commercial premises are in NSW, a stamp duty concession under Section 59A of the Duties Act 1997 may be applicable. The client must ensure that the transaction is conducted at arm’s length. This includes acquiring the property at market value and leasing at market rates. Accordingly, the client may need to source an independent market valuation. If it is only the client’s interest in the property that is being purchased by the SMSF, the asset will continue to be held as tenants in common with the remaining party. Under this arrangement it is important to ensure: • Income and deductions are allocated in the same proportion as ownership • All owners agree on the sale of the property. • If the SMSF uses a borrowing arrangement so that some assets within the fund remain liquid, specific requirements of the limited recourse borrowing rules need to be satisfied. Clients rely on professional advisers to ensure their financial strategies achieve their outcomes. This needs the right advice, particularly when the client’s accountant and adviser work closely together integrating taxation and wealth management advice. Do you have a topic that you want covered? Email brett.billington@hillross.com.au

Andrew Sykes is a partner at RSM Bird Cameron For more information and updates on this accounting standard, contact RSM Bird Cameron, 103-105 Northbourne Ave Canberra, T.6247 5988, Canberra@rsmi.com.au, www.rsmi.com.au

Hillross Wealth Management Centre Canberra – providing professional wealth management services to clients of our alliance partners.

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Brett Billington is a financial adviser at Hillross Wealth Management Centre Canberra. Level 7, AMP Building, 1 Hobart Place, Canberra City, T: 02 6263 9200, info.wmcc@hillross.com.au, www.hillross.com.au

Is your business financially fit? Our coaching can get you back on track Get motivated and get your business in tip-top shape with support from our experienced business coaching team.

Phone +61 2 6282 9500 | Fax +61 2 6282 9200 | www.beamesandassociates.com.au B 2 b I n C a n b e r r a M a y 2 0 11

ADVICE

Looking ahead for landlords by Craig Painter

BUSINESS LAW

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: • the renewal terms that you offer to a tenant and • the mechanism by which your rental income will increase over time. 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.

Craig Painter is partner at Elringtons in litigation services Contact Elringtons T: (02) 6206 1300, Level 7, 221 London Circuit, Canberra City visit: elringtons.com.au

Ask and you shall receive! by Wayne Bolin

BUSINESS COACHING

How to increase your profits and the average dollar spend of every customer - simply by asking. Asking people to buy Many sales people assume that a potential customer knows a salesperson is there to encourage them to buy something. With that, they believe that if the customer wanted to buy, they would tell the salesperson. So, many salespeople simply don’t ask for fear of offending someone, putting them out or interrupting them. If you don’t ask for the order then 9 times out of 10 - usually more - you won’t get the sale. But asking for the sale is only the first step. Once your sales staff are in the habit of asking people to buy, they then need to develop the habit of asking the customer to buy some more. This is when your revenue and profits will really start to increase. Asking customers to buy some more When asking for commitment to purchase, it’s vitally important your salespeople spell out exactly what action they want a customer to take and why - be as specific as you can. A prime time to ask people to buy some more is when they’re at the register/point of sale and have already chosen an item to purchase. Think of the times when you’ve been at a cash register and the sales assistant has said, “Would you like to purchase a second book today to receive an extra 25% off? or “ Would you like one of our beach towels for $15 today?” Some customers will say “No”, but a high percentage of them will say “Yes”. Why? Because they’re already in the purchasing mind frame, they have their credit card or wallet out and at the ready. Often, if the extra item has a high perceived value and is of a relatively low cost, they’ll think, ‘Why not? – It’s only an extra $X’. Tagging on this extra sale is much easier than getting the customer into the purchasing mindset in the first place (with regards to time/ money investment), so it’s well worth the reward to ask every customer to purchase another item. McDonalds is one company that uses this principle to maximum effect. After taking an order of just a burger, staff are trained to ask, “Would you like fries with that?” Start increasing your profits today with the handy suggestions above. If you need someone to help and hold you accountable in developing and rolling out new profit- boosting programs, which include strategies such as asking your customers to buy more, contact us now on 1300 855 109.

Wayne Bolin is the principal at Bolin Accountants and the 10X Canberra South owner. For more information, please call 02 6295 9800 visit Unit 3/71 Leichhardt Street Kingston or www.10x.com.au/canberrasouth

FREE: take a look at our 10X Results Ezine via: www.10X.com.au/news

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Your future just got more certain.

Introducing Certus, Canberraâ&#x20AC;&#x2122;s new specialist law firm in the areas of superannuation, estate planning, wills and trusts. We have a certain approach towards preparing for your future. Our comprehensive, collaborative solutions protect your valuable assets from any and all eventualities, no matter how complex your situation. With our expert guidance, you can always be certain that the fruits of your lifeâ&#x20AC;&#x2122;s labour are handled in exactly the way you want.

For your family, for your children, for your future. Be certain with Certus. Level 5, 28 University Avenue, Canberra ACT 2601

02 6268 9090 www.certuslaw.com.au

ADVICE

Promoting the phoenix phenomenon by Maurice Falcetta

COMMERCIAL LAW

When does providing ‘advice’ become ‘involvement’? In ASIC v Somerville & Ors the NSW Supreme Court found a solicitor liable for facilitating an unlawful phoenix company. The Australian Securities and Investments Commission (ASIC) defines a ‘phoenix company’ as a limited liability company housing individuals who create a new company to continue their operations and dissolve the former company to avoid the payment of a debt. The assets of the previous company are commonly transferred to the newly incorporated ‘phoenix’ company. These forms of corporate restructure result in the unsecured creditors of the former company having little recourse to enforce their debts as they are left with an empty corporate shell retaining very few assets. The creation of a phoenix company will generally go unnoticed to those dealing with the company as it will adopt a name that is nearly identical to that of its predecessor. For example, ‘XYZ Pty Limited’ would be dissolved with its assets and operations transferred to ‘XYZ Australia Pty Limited’. Section 79 of the Corporations Act (‘Act’) imposes liability on any person ‘involved in’ breaches of the Act. In Somerville it was held that Mr Somerville aided and abetted the directors in breaching their duties including the duty to act in good faith and for a proper purpose in the interests of the company and not to use their position or any information obtained to inflict a disadvantage on the company. The advice given by Mr Somerville involved incorporating a new company that would purchase the assets from a previously established company in exchange for shares in the new phoenix company. It was confirmed in this case that merely providing advice would rarely amount to a breach of section 79 of the Act and that a more proactive role in the corporate restructure would need to be taken. In this case, Mr Somerville was held to have been substantially involved with the creation of the phoenix company and had carried out all of the work ‘apart from signing the documents’. The effect of section 79 on professional advisors remains unclear at best as the definition of ‘involvement’ has been given a broad interpretation by the courts. Nonetheless, the Somerville case provides a strong disincentive for professional advisors such as lawyers and accountants to provide advice and services in relation to corporate restructuring for dubious purposes.

Maurice Falcetta is a partner at Trinity Law. Trinity Law is a boutique firm which is focused on providing business and corporate legal services and is motivated by long term business relationships. 2/214 Northbourne Avenue, Braddon ACT T: 6163 5050 www.trinitylaw.com.au

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Are boards good for growth? by Phil Butler

CORPORATE GOVERNANCE

The April edition of Company Director included an interesting article on growing small companies into large organisations, and how boards can bring structure and discipline to fast-growing companies without stifling entrepreneurial spirit. The opening line struck me as being one of the most critical challenges facing such organisations: “As a small, nimble company transforms itself into a larger, more structured organisation, it risks losing its entrepreneurial edge.” The article went on to argue that a board of independent directors can actually assist in this area, stating that, “With the right directors, more formal processes may even enhance a company’s creative spirit.” As with all aspects of corporate governance, there are no black and white answers. What works for one company, won’t necessarily work for another. Timing the introduction of a board of directors is very important and there have been some examples of where boards have been introduced, particularly during the global financial crisis, where they have not added great value. It was also interesting to read some of the diverse views expressed in the article, with one CEO stating that the “board gave us space to grow” and another CEO saying “the board can enhance innovation but if it’s not careful, it can stifle it”. The key issue agreed on by all quoted is that you need to have the right mix of skills on your board and recognise that these should evolve over time. Small to medium-sized enterprises are often fastmoving businesses, so the skills you need at one point in time may be remarkably different 12 months later. An example of this is a company looking to expand offshore, which was able to engage a non-executive director with extensive international business experience. This experience is invaluable at this time, but at other times such experience would have been wasted. Similarly, if you are moving into a different product or market, having the appropriate experience can be incredibly valuable. The article concluded with the following quote, “If you can engage your executive and non-executive directors around finding new ways of doing things without putting your business at risk, you are light years ahead of your competitors.”

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.

ADVICE

Executive health checks by Dr Jennifer Loughman

CORPORATE HEALTH

A sudden heart attack, a stroke, bowel cancer or depression in an executive – these are game changers, a disaster for the individual and the organisation – this situation can be avoided by adding a simple measure to your leadership HR protocols. Executive health checks have been proven to save lives and are now an essential element of business continuity plans. Our goal is to uncover any hidden disease, pre-disease, or unacceptable risk of disease or injury, then provide the right advice on how to reduce that risk and improve your health, using the best evidence-based medical research available. Executive health checks are far more comprehensive than any other health check. They are personalized and comprehensive. You can ask any question you wish with doctors trained in preventative medicine. They provide you with the opportunity to undergo a thorough medical consultation where you are under no time-pressure to leave. A two-hour appointment – all about helping you. Let’s look at heart attack – the most common cause of death in Australia, and well known to happen to executives working long hours or in high stress work. While it is impossible to predict exactly when this might happen, it is possible to reveal hidden signs indicating imminent danger with an exercise stress test. This test is carried out by Corporate Medical Options under strict medical supervision. The results can provide welcome reassurance or an urgent trip to the cardiologist for life-saving treatment! Our doctor will provide a thorough assessment of risk for all common diseases, using other important measures and give you advice about your personal health risks, and the steps you should take to minimize these. An annual executive health check with Corporate Medical Options helps to keep your top people in top condition. Those with serious, previously uncovered risks will be very grateful that they had the chance to take the time for a holistic look at themselves. You all know that HOPE is NOT a method for running your business,. Neither is hope a method for assisting the leadership team in maintaining their health. Make a regular health check an essential part of your HR strategy for the leadership team. Corporate Medical Options is Canberra’s specialist in executive health checks. We provide innovative tests and tailored services for the busy executive.

Dr Jennifer Loughman is the managing director of Corporate Medical Options. Suite 4 Clinical Services Building, 173 Strickland Crescent Deakin T: 02 6282 1100 Jennifer.loughman@corporatemedical.com.au www.corporatemedical.com.au

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Using family trusts for asset protection by Stephen Bourke

ESTATE PLANNING

Family trusts are a common vehicle for people in business for use as an effective means of streaming income. While the establishment of the trust is primarily for tax reasons, a cleverly structured trust can provide asset protection. What is a family trust? A family trust is a trust where the beneficiaries fall into a class of members of a particular family group. The typical structure is that the husband and wife are trustees and there is a wide class of beneficiaries, which will include children and grandchildren. If there is a rupture in the family relationships, the appointor has the power to replace the trustee with another who is considered to be more “friendly”. Tax advantages The primary reason for establishing a family trust may be tax. The trust deed will provide that the income of the family trust can be streamed to any beneficiary at the discretion of the trustee. For example, there may be five members of a family (two parents and three children) with the three children having finished school and now at university. The children at university may not be earning an income and the trust has $300,000 to distribute. The trustee can at its discretion stream a proportion of the trust income to the university students to get a more effective tax position across the family. Asset protection The property in the family trust is not the personal property of the trustee or the beneficiaries. If a beneficiary (who is not a trustee) becomes bankrupt or finds him or herself before the family court, the assets of the trust are typically not available. Likewise if a trustee (who is not a beneficiary) were to become bankrupt or finds him or herself before the family court, the assets of the trust would also be excluded as they are not the trustee’s personal property. However, where the trustee is a beneficiary or is also the appointor of the trust, then both the courts have said that this structure is open to attack. If asset protection is one of the dominant purposes for establishing the trust, careful drafting of the Trust Deed is required so that the design of the trust and its structure will provide greater protection of trust property.

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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ADVICE

Receiving insurance benefits through superannuation by Gray Saunders

RISK INSURANCE

Insurance such as death, total and permanent (TPD), trauma and income protection can be taken through superannuation. Upon claim proceeds of term life, trauma or TPD policies are paid tax-free to the trustee and added to the insured person’s super benefit and can be paid from the super fund to the insured person or their estate once the condition of release is met. But, be careful as preservation issues can determine different outcomes. Access to superannuation benefits - As with accumulated super savings, insurance benefits can be released from super once a conditions of release under the Superannuation Industry (Supervision) (SIS) Act is met. People aged 55 and over can retire and meet a condition of release and access their super benefits. For anyone under 55, accessing their benefits may not be as simple as they need to meet another condition of release. Death Cover - Where a person is proven to have died, their death cover can be released from super as death is a condition of release. Terminal illness - When cover is within super, the money is released from the fund under two conditions:(a) Two registered medical practitioners have certified the person is suffering a terminal illness, or has incurred an injury that is likely to result in death within 12 months, and (b) At least one of the registered practitioners is a practising specialist in an area related to the injury or illness suffered by the person. Total and Permanent Disability (TPD) - To receive a TPD benefit the insured person needs to meet the permanent incapacity conditions of release. This being when the super fund trustee is satisfied the person is unlikely to return to gainful employment that they are reasonably qualified by education, training or experience. This definition is commonly known as ‘Any occupation’ TPD. Whilst the insured person may meet the TPD definition under the policy, they may not meet the SIS definition of permanent incapacity. In this case, the money will be inaccessible until they reach preservation age (55-60) and are retired or meet another condition of release. Trauma (critical illness) insurance - When trauma insurance is held in super, the benefit may be trapped within the super fund. People should consider holding trauma insurance outside of super, unless they are approaching preservation age (55-60). Income protection - The temporary incapacity condition of release allows the super fund trustee to release the person’s benefit in the form of an income stream if the person suffers ill-health that causes them to cease gainful employment, but does not constitute permanent incapacity. Gray Saunders is a director/adviser at Capital Wealth. Contact Gray on T: 02 6239 1566, 14 Dundas Court Phillip 2606, grays@capwealth.com.au www.capwealth.com.au

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Is the client always right? by Jono Willis

GRAPHIC DESIGN

When was the last time you went to your doctor with a health problem and during the checkup corrected her on the use of the medical equipment? When did you last board an aeroplane and give instructions to the pilot on how you think he should fly the plane? This happens frequently in the design industry. A client will come in with a self-diagnosis and tell the designer how to fix their problem. It would seem that in today’s world if you own a computer and the right software you can be a designer. Just like buying a white coat and a stethoscope makes you a medical doctor! The problem stems from the client not understanding the process or talent involved in delivering design excellence. Would you feel comfortable if while boarding the aforementioned plane, the pilot listened to you and offered you the cockpit? I think we can agree that a pilot who was willing to give an amateur control of an aeroplane would be negligent. This also applies to the design industry. If as a client you suddenly find yourself in the design seat, you should be worried. Worried because you—a design amateur— are now driving the design process unaware that fatal impact is only a few uneducated choices away. If you ask for something that will destroy or hamper the design, you should be happy when the designer voices their uneasiness about incorporating your change. Happy because you’re dealing with a professional who understands their role and refuses to allow you to visually self-harm. This isn’t to say that the client doesn’t have input into the design — they always do. It is a collaborative process in that the designer listens to your needs and works to satisfy them. But it is only the designer who is qualified to prescribe the solution. A good designer will involve you in every step of the design process and will explain the reasoning behind the design. It makes sense, doesn’t it? We engage professionals to do things that we don’t have the skills to do ourselves. Mechanics, doctors, lawyers, builders, architects…the list is endless. When a mechanic says ‘Ensure you have oil in your car before you drive ’, it’s for a good reason, even if we don’t understand. When a builder says ‘We won’t build your house without a proper foundation’ it’s for a good reason. When a pilot politely smiles at your suggestions and shows you to your seat, it’s not that he doesn’t like you, it’s that he knows that you don’t know what you’re asking. When your friendly neighbourhood designer asks you to sit down and fasten your seatbelt, it’s in yours and your designs best interest. Impact may be closer than you think. Jono Willis is a senior graphic designer and writer. For creative design solutions, contact Paper Monkey Graphic Design, 72 Townsend St Phillip, T: 6285 2400, www.papermonkey.com.au

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How to add value and guide your organisation towards success Governance for Directors provides insights into leadership, governance and the boardroom environment. As a new director, senior executive or manager, you will benefit from the practical introduction this course provides on the roles and functions of the board and directors, knowledge of regulatory frameworks and the compliance obligations of directors. Course details Date: Monday 4 August 2011 Time: 9.00am - 5.00pm Venue: Federal Golf Club, Red Hill

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ADVICE

Unauthorised use of your brand what are your options? by Shaun Creighton

INTELLECTUAL PROPERTY

Businesses often see their branding misappropriated. However, the range of intellectual property and allied rights which can attach to branding means care must be taken in developing a suitable strategy before taking action. Branding registered as a trade mark If the branding in question has been registered as a trade mark, then the simplest course is to consider trade mark infringement proceedings. Typically, infringement involves unauthorised use of a ‘substantially identical’ or ‘deceptively similar’ sign for: • the same goods/services for which the mark is registered, • goods/services ‘of the same description’ as the goods/services for which the mark is registered, • or services ‘closely related to the goods’ for which the mark is registered (and vice versa). However, because of the nuances of these tests, the possibility of non-infringing uses and/or defences and the risk of breaching the ‘unjustified threats’ provisions of the Trade Marks Act 1995, it is advisable to seek advice from a trade mark law specialist before threatening or undertaking legal action for trade mark infringement. Branding not registered as a trade mark If the branding in question has not been registered as a trade mark, then other sources of rights may still exist, including possible rights under the common law relating to ‘passing off’, the Consumer and Competition Act 2010 (CCA); and copyright. Passing off most frequently occurs when a trader ‘puts off’ or ‘passes off’ that trader’s goods/services as those of another. The key ingredients of passing off are: reputation/goodwill accruing to the injured trader; a misrepresentation made by the wrongdoing trader; and damage to the goodwill of the injured trader . The CCA, including the Australian Consumer Law (ACL), contains provisions which might apply depending on the nature of the particular branding misappropriation, including prohibitions in trade or commerce against: misleading or deceptive conduct or conduct likely to mislead or deceive; and making false or misleading representations about goods/ services (including as to sponsorship, approval or affiliation). Unregistered rights in branding can be difficult to identify and assert and professional advice on this should be taken accordingly. ARUNA Trade Mark Attorneys can assist in registering your brand as a trade mark and can provide advice in relation to any unauthorised use of your brand.

Shaun Creighton is a director of ARUNA Trade Mark Attorneys. Level 3, 54 Marcus Clarke St, Canberra T: 1800 705 680 or 02 6221 9555 www.aruna.com.au

M a y 2 0 11 B 2 b I n C a n b e r r a

The 7 steps to developing defence in depth strategy by Boaz Fischer

INFORMATION SECURITY

According to Wikipedia, Defence in Depth is defined as: “Rather than defeating an attacker with a single, strong defensive line, defence in depth relies on the tendency of an attack to lose momentum over a period of time or as it covers a larger area”. In information security terms, defence in depth means the use of multiple computer security techniques and technologies to help mitigate the risk of one component of the defence being compromised or circumvented. To Illustrate, you would have a firewall as your primary secure gateway. An anti-virus solutions would be installed on all of your workstations, laptops and servers. Spam and malware protection could be installed on specific systems as well as web content inspection. Some organisations also implement intrusion protection technology within their enterprise.The challenge with ‘Defence in Depth’ based solutions are their complexity. Running multiple security vendors products on multiple systems and ensuring organisation have the skills, expertise and a resource to manage them effectively is demanding and challenging. Let’s step backwards and work out what we are really trying to achieve. We are aiming to secure our business while helping people share, transact and profit from any interactions in a positive way. Here are the seven key steps necessary to plan and implement a defence in depth strategy: Step 1: Identify potential risks Step 2: Protect the network Step 3: Protect computers, servers and other systems including smartphones and tablets Step 4: Implement physical security Step 5: Implement security policies Step 6: Provide security awareness education training Step 7: Monitor environment and make changes to above 6 steps if required. To implement the above 7 steps it is more cost effective to involve an outside organisation whose core competencies are in these areas rather than spend the time and money required to bring these skills inhouse. CommsNet Group is offering the first three qualified organisations with a free security review assessment. This assessment will identify whether your current security practices matches your business needs and ascertains your GAP. To register for this FREE assessment, please register your interest to myinterest@ commsnet.com.au by no later than end of June 2011. PS. This assessment suits organisations that are having difficulty in managing their security environment and looking to get value out of their investment. Boaz Fischer is the managing director of the CommsNet Group. For more information, contact T: 02 6282 5554 or visit Level 1, 67-69 Dundas Court Phillip, mail@commsnet.com. au, www.commsnet.com.au

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ADVICE

Learning globally helps your business locally by Andy Gregory

PERFORMANCE ARCHITECTS

Measuring yourself against others and best practice is a foundation for improvement and success. Today’s globalised world makes it imperative to have an international perspective to this form of learning. Taking a global view has benefits on many levels, particularly for leaders in business and the public sector. It is natural to think that we face challenges and issues that are unique and different. It is therefore instructive and reassuring to discover that in many cases others around the world are grappling with similar or more challenging issues. Understanding and learning about their approaches challenges our own thinking, changes our perspective and makes us more open to different and creative solutions. Structured opportunities for exposure and exchange with leaders in other countries are increasingly valued as elements in the overall learning and development of organisational leaders. The Yellow Edge Global Leadership Practices (GLP) Program to China is a good example of such an opportunity. Supported by the Australian Public Service Commission, Australian National University’s China Institute and the China Research Centre at the University of Technology Sydney, the GLP involves the intensive immersion of Australian business and government leaders in the leadership challenges and approaches of Australia’s largest trading partner. A five day residential program at the prestigious Chinese Executive Leadership Academy Pudong (CELAP) in Shanghai, gives participants an invaluable backgrounding in Chinese culture, system of government, policy processes and implementation plans. The highly regarded program is run twice yearly. All senior managers and leaders in Chinese government and state owned enterprises undertake regular programs at CELAP. As a result the GLP is able to provide the opportunity for exchange between Australian and Chinese officials on issues of shared interest. The sixth GLP program has just concluded. Participants have returned with new perspectives on their personal and organisational leadership challenges. They have also gained invaluable insight into the policy perspectives, risks and challenges, including the acknowledged unknowns, facing leaders at all levels in the world’s emerging super power. Understanding the key player in Australia’s trading and strategic future is critical to shaping Australia’s interests and effective decision making in both government and business. The next (7th) GLP is scheduled for September 2011. Andy Gregory is chief executive and a founding director of Yellow Edge. He has extensive leadership experience in both the public and private sectors. andy.gregory@yellowedge.com.au.

M a y 2 0 11 B 2 b I n C a n b e r r a

Choosing the best agent by Maria Selleck

REAL ESTATE

Possibly the hardest decision in selling your home is selecting the right agent. Each agent will have different marketing tools available to them. Some agents have created a range of these marketing strategies and processes themselves, while others may rely on marketing methods provided by the agency or franchise they work for. Very few sellers have the exact same needs, but almost all sellers are looking for a high level of expertise and the best possible outcome with the least amount of stress. For many people, selling theirhome is one of the biggest financial and emotional decisions they make, so choosing the best agent for the job is of paramount importance. Many sellers still believe that agents are all the same, but if this were true then it wouldn’t really matter who you may choose to market and sell your most valuable asset.Agents are no different to other professional groups, some are naturally talented, for example in the art of negotiation, some produce results, some do not. The benefit in using a professional agent has always been a debate of what ‘value for money’ you are getting. In real estate, results and actions do speak louder than words.Some of the various strengths of a particular sales agent that differentiate them from their competitors (Points of Difference) and that will provide a benefit to you that others can rarely match, might include the art of negotiationthe value of marketing offered, the unique skill of home presentation,level of services provided and theirexperience, talents and effectiveness. Don’t fall into the age old trap of choosing your agent just because they valued your home the highest or offered the lowest fees. You are going to entrust this agent with selling your biggest asset, so you want to get this right. Your agent will act as a market reporter providing experience and sage advice on what the market may pay for your home and the most effective way of reaching potential purchasers and achieving the best price with the least stress for you. This should not be just a ‘numbers game’. It is serious business affecting the financial and emotional outcome of your sale. Selling your home can be an arduous task but the right agent will not only help make the process an easy one but will in most cases achieve a top result for you. Listen to their advice, as a PROFESSIONAL agent will always be acting in your best interests. If in doubt about choosing the right agent, examine their track record.

Maria Selleck is the owner/director of Maria Selleck Properties. For more information, contact T: 6162 1234, 30 Bougainville St, Manuka, info@mariaselleck.com.au, www.mariaselleck.com.au

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GOVERNMENT TO BUSINESSS

ACT Government Continues Its Active Support for Business Innovation

overnments have a vital role to play in promoting innovation by creating a strong business environment, investing in infrastructure and developing stronger relationships with the business, educational and research communities. The ACT’s innovation support network has been given a boost by the ACT Budget 2011-12. The ACT Government will invest $2.32 million over four years towards continuing and enhancing support avenues for local entrepreneurs and businesses. Investment will be made by extending the funding for Lighthouse Business Innovation Centre (Lighthouse) to 2015, and by continuing the InnovationConnect (ICon) program. Mr Ian Cox, General Manager of Business and Industry Development said, “It is really important for early stage businesses to have access to support programs that can accelerate their development.” “The ACT Government is working hard to ensure our research and business community has the capacity it needs to respond to these opportunities,” he said. ICon and Lighthouse are important elements in the local innovation support network and a large number of businesses have benefited from the assistance they provide. “Companies with potentially viable creative ideas often fail because they either lack or don’t have access to early stage finance and business skills.” said Mr Cox. Supporting innovation is a core strategy of the ACT Government’s business and economic policy. The policy acknowledges innovation as a key driver of productivity and economic growth. Approximately 65 per cent of economic growth is attributed to increases in multi-factor productivity. Innovation is also a key enabler in overcoming challenges and realising opportunities in the future. The Budget provides further funding for the Lighthouse Business Innovation Centre to continue its role as a focal point of the ACT’s innovation system. The new arrangements will see part of Lighthouse’s

M a y 2 0 11 B 2 b I n C a n b e r r a

service offering come under the Canberra BusinessPoint umbrella. Lighthouse is a co-deliverer of the Canberra BusinessPoint program. Canberra Business Council (CBC) delivers services to early-stage and intender businesses. Lighthouse focuses on delivering specialist mentoring and advisory services to more established businesses with the capacity for accelerated growth. Services provided by Lighthouse include company preparation for venture financing, specialist training related to innovation and commercialisation strategy, support for the development of high level entrepreneur skills, business sustainability and company value realisation strategies. ICon, an ACT Government program that provides the ACT’s emerging innovators and entrepreneurs with small-scale, matched funding support to progress viable, creative ideas along the commercialisation pathway, is also provided with a further four years of funding. Since commencing in 2008, ICon has provided grant support to more than 60 ACT businesses with more than $1 million committed in project based grants. While focusing on early ideas and the first stages of commercialisation, ICon has also been effective in operating as a pipeline for access to a wide range of additional Government support services such as Commercialisation Australia funding. “Innovation is the key to making economies more productive and more competitive. Building the innovation capacity of the ACT’s small and early stage businesses is an important step in driving the Territory’s economic stability and growth.” “Both Lighthouse and ICon have helped local businesses develop new technologies, products, services and ways of working and organising. In the long run, this kind of innovative business environment will help the ACT to address social and environmental challenges, raise productivity and create new sources of wealth,” said Mr Cox.

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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

Celebrate your success through the 2011 ACT Chief Minister’s Export Awards BRENT J U r aT O W I T C H

PRESIDENT, Act Exporters’ Network

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. 42

he 2011 ACT Chief Minister’s Export Awards were launched by the Chief Minister, Jon Stanhope MLA, on Thursday 21 April 2011 at Canberra Business Event Centre, Regatta Point, in front of over 80 local exporters and business leaders. The ACT Chief Minister’s Export Awards are the Territory’s most prestigious business awards, acknowledging the innovation, hard work and success of businesses, large and small, in reaching new global markets. The Awards recognise the important contribution the ACT businesses make to the local economy through job creation and increased prosperity in the economy. Leading exporters, and past Awards winners present for the launch included Inland Trading Co (Aust), Recruitment Systems, University of Canberra, Intelledox, Noetic Group, Aspen Medical, NICTA and Yellow Edge. As the Export Awards are a twotier process, these Category winners all progressed onto the Australian Export Awards as national finalists. Also present were Centre for Customs and Excise Studies (CCES) staff. At the 2010 ACT Export Award Presentation Lunch CCES was inducted into the ACT Export Hall of Fame. The Chief Minister took the opportunity during the 2011 Awards Launch to unveil the updated ACT Export Hall of Fame Plaque, with CCES now listed along with other Hall of Fame inductees, Tower Software, CEA Technologies, Inland Trading and IELTS Australia. Without the support of sponsors the ACT Export Awards program would not be the success that it is in recognising Canberra’s top exporters. The 2011 ACT Chief Minister’s Export Awards Program welcomes and thanks its 2011 sponsors: CCES, Canberra Business Council, Austrade, Export Finance and Insurance Corporation (EFIC) and ACT Exporters’ Network, with Why Wurry and Sentinel and as supporting sponsors. We also welcome interest in other businesses who are interested in supporting the ACT Chief Minister’s Export Awards. Have you thought about entering these Awards? If you are a successful exporter with a business registered in the ACT, then you should enter the 2011 Awards. The Awards can help you to achieve ACT distinction and national recognition and can lead to further international success.

M a y 2 0 11 B 2 b I n C a n b e r r a

Entries opened on 2 May 2011 – if you’ve entered before, you’ll notice some great improvements on the online application (www.exportawards.gov. au). But don’t leave it too late to start getting your application organised - entries close on 29 July 2011! If you’d like assistance in planning and completing your application please contact Cathy Atkins at cathy.atkins@communicationtoolbox.com.au or Michael Cliff at michael.cliff@cliffassoc.com.au to discuss your entry. The 2011 ACT Chief Minister’s Export Awards are an initiative of the ACT Government, managed and delivered by the Canberra Business Council.

A S S O C I AT I O N S T O B U S I N E S S

A2B

Australian Government takes the lead in education and training

ince 1996, the Australian Government has reinvigorated vocational education and training (VET) – with record numbers of people, in training and in Australian Apprenticeships and significant progress made towards developing a high quality, truly national system. More than 1.7 million students or about 13 per cent of the working age population take part in vocational education and training each year, with increasing participation by Indigenous Australians, and people in rural and remote areas. The Australian Government takes a lead role in promoting a post-school education and training system that is nationally consistent and coherent; responsive to individual, industry and community needs; and recognised as providing quality outcomes. To achieve this, the Australian Government works with state and territory governments, education and training providers, and industry. One such project funded by the Department of Education, Employment and Workplace Relations is the Education and Training Advisers (ETA) program. Education and Training Advisers The ETA network is a joint initiative of the National Farmers’ Federation, the Australian Chamber of Commerce and Industry, and the Australian Industry Group. In its tenth year, the ETA program continues to foster a better understanding of VET amongst employers, thereby enabling and encouraging broader take up of nationally accredited training. Within the ACT & Region Chamber of Commerce & Industry, the ETA program provides an essential link between industry and the complex VET environment to optimise vocational skills development outcomes. The work undertaken by the ETA is necessarily dynamic, full advantage being taken of their parent networks’ relationships with industry to ensure that the support provided satisfies real business needs. Features for employers include: • Access to the latest advice and information on Training Packages • Advice on the Australian Apprenticeship system (Apprenticeships and Traineeships) • Information on Competency Based Training and its use in the workplace

• Assistance in sourcing quality training providers • Advice on government funding, incentives and subsidies available for training • Explanation of the role of all stakeholders (including Government, Australian Apprenticeship Centres, Job Network and Registered Training Organisations.) The ETA is involved in several other initiatives in the ACT. For example, the ETA supports the ACT Department of Education and Training with the production of the Canberra Careers Market – particularly the Small Business and Entrepreneurs Lounge, Try’a Trade and WorldSkills. Other events include: Pathways to a Beauty Filled Career Expo The upcoming Pathways to a Beauty Filled Career Expo is an opportunity for students, parents, teachers and career advisers to learn more about exciting career options in the Beauty and Wellness industry. The Pathways to a Beauty Filled Career Expo is happening on Wednesday 18 May 2011 from 12 to 3pm and 5pm to 7.30pm at the Griffith Neighbourhood Hall, Stuart Avenue, Griffith (near Aubergine Restaurant and the Griffith Shops). Hospitality Jobs Road Show The Hospitality Jobs Road Show is an interactive expo-style event that will be held at two ACT Colleges in 2011. The Road Show has been designed to showcase the hospitality and tourism industry. The Hospitality Jobs Road Show is an initiative from the Tourism Industry Council (TIC) and is supported by the hospitality and tourism industries, peak associations, ACT Department of Education and Training and the Minister for Education and Training, Minister for Tourism, Sport and Recreation and the ACT Chamber of Commerce. The Hospitality Jobs Road show will run on Wednesday 25 May 2011 at Erindale College and Wednesday 21 September 2011 at Dickson College. For more information on the ACT and Region Chamber of Commerce and Industry Education Training Adviser program and how to be involved in any of these initiatives, please contact Jo Powell, Education and Training Adviser on (02) 6283 5200 or jo.powell@actchamber.com.au.

GREG SCHMIDT

DIRECTOR Workplace Relations

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B2B @ ALIC ALUMNI AUSTRALIAN LEADERSHIP INNOVATION CENTRE

1. Major-General Mike Smith, Executive Director of the Asia Pacific Civil-MilitaryPolice Centre of Excellence 2. Tessa Forshaw, Michael Doyle and Kirsten Hannan 3. Tara Schwarze, Philip Eliason and Kerry Martin 4. Sean Geoghegan, Annabel Mayo, Katharine Campbell, Michael Brennan and Harry Telfer 5. Wai Kit Cheak, Priyanka Dhopade, Brooke Anderson and Warren Osborne 6. Jane Boardman, Matilda Emberson, Iain McKenzie and Brooke Morey 7. Kerry Martin 8. Jenny Delaney, Ben Mardell and Jasmine Norman 9. Major-General Mike Smith

B2B @ CHIEF MINISTER’S EXPORT AWARDS CANBERRA BUSINESS EVENT CENTRE

1. David Mathews, Marita Corra and Brent Juratowitch 2. David Widdowson and Chief Minister Jon Stanhope 3. Vesna Strika, Glenn Keys and Colleen Margs 4. Robert van Aalst, Meredith Hunter and Lewis Jones 5. Chief Minister Jon Stanhope 6. Rick Berry, Chris Faulks and Peter Murphy 7. David George, Paul Stepleton and Rick Berry 8. Harry Telfer, Ian Cox, Michael Doyle and Ron Collins 9. Bob Winnell, Brand Hoff and Jeremy Hanson

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B2B @ BRADLEY ALLEN CONSTRUCTION EASTL AKES FOOTBALL CLUB 1. Chris Stevens, Ian McKenny, Allyson Hogan and Andrew Montgomery 2. Chris Miller, Heather Ross, Susan Proctor nd Ulisses Da Silva 3. Kurt Meier, Budimir Radojevic, Sally Fleming, Tim Maly and Zivan Sutic 4. John Bradley, Linda Steadman, Stan Waldren and Keith Bradley 5. Ruth Winchester, Liam Early and Amanda Williams 6. Rebecca Tetlow, Daria Teodorowych and Jen Bradley 7. Jonathon Ransley, Lorraine White and Stuart Gwynne

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7:15am — 8:45am Wednesday 15 June 2011 Cost: $35 inc GST

What’s next? ey.com

Contact Jodi Amor on Tel: +61 2 6267 3998 or womenwithambition@au.ey.com

www.peugeot.com.au

INTRODUCING

THE CAR YOU NEVER KNEW

YOU ALWAYS WANTED

SportS luxury haS never been So affordable.

from only

199

1 per

week

for approved buSIneSS applICantS only

NEW PEugEot

62,412

drIve away

RCZ

CANBERRA. Melrose Peugeot. 6282 2311. AT PARTICIPATING ACT DEALERS ONLY. All driveaway prices shown are single prices and comprise the vehicle price, registration, CTP, stamp duty and dealer delivery charge. Offer ends April 30 or while stocks last. Excludes government and fleet buyers. 1 Offer is available from Alphera Financial Services, for business use vehicles to approved applicants only. Monthly repayment is $862.33 based on a business use loan with Alphera Financial Services, a driveaway price of $62,412, $0 deposit, final payment of $30,375, 60 month term and interest rate of 8.40% per annum. Total amount payable under the contract is $82,114.80. Terms and conditions, fees and charges, and approval criteria apply. 2 Recommended Retail Price for a Peugeot RCZ with metallic paint, subject to change without notice. PEU7508