The Edge Issue 8

ISSUE 8 November 2013

GIVING CUSTOMERS AND INDUSTRY THE EDGE WITH NEWS AND INNOVATION

IN THIS ISSUE Business Edge - Steel Efficiency Review 10 Product Edge - New COLORBOND速 steel colour range 17 Book Review - Business Owners' Wisdom 18

WELCOME Welcome to this, the eighth edition of The Edge. As always in this edition we’re showcasing the successes of a number of our innovative and entrepreneurial customers.

The common theme through all of the case studies in this edition is the partnership relationship between BlueScope Distribution and our customers.

Each of the case studies presented highlights the benefits and results that have been delivered through working closely together.

This is nowhere better exemplified than in our unique Steel Efficiency Review process which has now been successfully rolled out to over 697 customers. With three years experience implementing this program with BlueScope Distribution customers across the country we’re justifiably proud of the real, tangible value being delivered via this initiative.

Also in this edition of The Edge we announce the introduction of six new standard colours for COLORBOND® steel as well as the release of BlueScope’s updated Product Storage Guidelines document.

Along with our regular book review feature, economic update and staff profile I think there’s something in this edition of The Edge for everyone.

Please remember, we’re always on the lookout for interesting stories so if you have any thoughts or feedback on content for future editions please contact us via email at contributions@bluescopesteel.com

Andrew Bray Andrew Bray General Manager BlueScope Distribution

DISTRIBUTION UPdate Developing our people to deliver more for our customers Recently BlueScope Distribution held a workshop for 75 of our front line sales staff from across Australia.

The central theme for the two day conference was “Customer and Sales Excellence” – one of BlueScope Distribution’s four key strategic themes.

While at BlueScope Distribution we recognise it takes the whole organisation to deliver excellent service to our customers it is our external sales staff that are the familiar face of our company for most customers.

These 75 men and women spend their days providing product and technical advice, delivery and scheduling information, helping solve problems and generally assisting our customers through delivery of innovative value-adding programs such as the Steel Efficiency Review.

With the needs of our customers very much at the forefront of our thinking the recent conference/workshop providing our sales team with the opportunity to share experiences and collaboratively develop new ways to deliver greater value and benefits to our customers.

Covering topics as diverse as new products, health and safety issues, leadership and change management, performance measurement and delivering on customer value propositions a range of speakers and facilitators helped broaden the skills and expertise of our sales team.

The conference also afforded the opportunity to recognise great customer service within our team with Chief Executive of BlueScope Australia and New Zealand, Mark Vassella presenting a number of awards for Customer and Sales Excellence.

Craig Paynter (Southern Region), Ros Jeppesen (Northern Region), Ben Kowal (Western Region), Peter Schepis (SMS) were all recognised for their commitment to customer service while Matthew Griffiths received an award for his efforts in championing the Steel Efficiency Review with his customers.

At BlueScope Distribution we are committed to not only the ongoing training and development of our people but also to ensuring that the focus of that training is to provide greater value and service for our customers.

As the Australian steel industry continues to change we will continue to invest in our people and through them strive to help our valued customers achieve their own business goals.

GLOBAL ECONOMIC UPDATE The Global Steel Industry Steel demand across most regions has been relatively stable; prices are up across most markets, which may incentivise mills to again increase production.

The preliminary release of World Steel Association’s (WSA) October Short Range Ooutlook (SRO) has reduced global steel demand for 2013 and 2014 from prior levels, with the majority of the reduction being from Europe.

Production globally was down in July, though is still on track to reach over 1.58bn tonnes this year on an annualised basis (with China forecast to product 783mt in 2013 (2012: 720mt). Chinese flat utilisation has continued to decline since the peak in February this year, and is now back to 82%, a similar trend has also been exhibited for utilisation levels outside China. Crude utilisation has continued to improve in the US, though elsewhere utilisation is broadly down, most notably in Germany.

The Australian Economy Despite a more stable political outlook, the economy will remain soft as the rebalancing away from mining investment led growth takes time… nevertheless the long-awaited housing recovery is underway.

Key domestic events confirmed that the Australian economy is continuing to grow at a below trend pace. The August labour data posted a 10.8k fall in jobs which fell short of expectations of a 10k rise, while the unemployment rate edged higher to 5.8%. Overall, the national jobs market is continuing to lose horsepower, with jobs growth over the past year travelling below new additions to the workforce. The labour participation rate fell to 65.0% from 65.2%, a new cycle low. However, the housing sector recovery continues to gather momentum…with overall housing finance approvals up 2.7% MoM in July (NSW, WA, NT & QLD will lead the recovery in this cycle).

Global Steel Industry and Aust Economy Source: BSL Economics

Consumer (WBC) and business sentiment (NAB) readings improved in the past week. This appears to reflect expectations of political change & more certainty about future political frameworks. The AUD has risen over four cents in recent weeks before hitting resistance around 0.9350 US Cents. The currency should continue its retreat as the US economy continues to improve and/or in the runup to expected QE easing.

Residential Construction outlook is showing signs of improvement although from a low base. In the medium term we anticipate moderate growth with momentum to gather.

Non Residential Construction is showing signs of recovery but at a slow pace with recovery being supported by the large project pipeline with most of the growth activity being driven by the Commercial & Industrial sector. Our medium term outlook is for a subdued growth pattern due to Federal & State Government finances being stretched and continued fallback of direct and indirect contribution from the mining sector.

A slowdown in Engineering and Construction activity is expected with reduced mining investment projects impacting Engineering and Construction activity.

Main impact is expected in Rail, harbours & heavy industry infrastructure projects used to support mining volume activity. In the medium term we also expect ongoing modest growth decline with work expected in the LNG projects, Telco Sectors and Urban infrastructure projects to meet growing population needs.

Manufacturing growth impact continues to be classified as negative with AUD confidence still evident. Weak global conditions impacting on global demand with local manufacturing facilities still considering overseas manufacturing options as high input costs and low domestic demand continue to impact the industry. Strong AUD Confidence also continues to impact manufacturing investment in new technology and machinery.

CASE

Study Integra Systems

Powerful partnership

PACKS A PUNCH Bringing together a passion to deliver innovative steel solutions and innovative manufacturing technology, the powerful 13-year partnership between BlueScope Sheet Metal Supplies (SMS) and Broadmeadows-based Integra Systems has resulted in the delivery of Uniblanks® pre-punched components which are revolutionising production for industries across Australia.

Founded by Paul Hughes in 1991 to deliver innovation and excellence in the field of engineering design, product development and manufacturing, multiaward winning Integra Systems has become a trusted leader in their field after working with hundreds of Australian businesses to help them enjoy prosperity in both local and export markets.

Integra’s dedication to helping their customers stay ahead of the competition in key areas of product design and development, while also delivering highly efficient manufacturing systems and project management expertise, has led to Integra Systems and personnel winning several hard-earned and highlydeserved awards.

These include co-owner Russell Hughes receiving both the MM Endeavour Awards Lifetime Achievement Award and the PACE Zenith Lifetime Achievement Award this year for his significant contributions to the manufacturing and engineering industries, and Integra Systems receiving the Manufacturer of the Year (Small Business) Award at the Victorian Manufacturing Hall of Fame Gala Dinner in June – acknowledging the company’s sustained contribution to manufacturing excellence.

And perhaps nowhere is that contribution, and Integra’s commitment to excellence and innovation, more evident than in the in-house development of their world-leading and unique high speed Punch-IT Coil Processing Line.

Comprising an electronic feed system and four punching stations, the Punch-IT Coil Processing Line punches at a rate of 120 strokes per minute with coil consumed and converted to finished parts at a rate of approximately 20 linear metres per minute, with a ± 0.02mm accuracy per feed – at least six times faster than a Turret Punch press.

By bringing together Integra’s innovative Punch-IT Coil Processing Line and the quality steel products and marketing capabilities of BlueScope SMS, industries across Australia are now benefitting from Uniblanks® pre-punched components - an innovative value-added process service delivering Australian made, competitively priced, high quality components that slot straight into manufacturing processes.

Erika Hughes, Integra Systems Marketing Director, said Integra is pleased to be collaborating with BlueScope SMS, another proud Australian company, to deliver real benefits to Australian industry through the production and delivery of Uniblanks®.

“The Punch-IT Coil Processing Line offers high-speed, high-capacity delivery which is competitive with imported components and Uniblanks® offers manufacturers a competitive alternative if they find themselves beyond capacity or beyond production capability,” Erika Hughes said.

“This successful joint venture with BlueScope SMS on Uniblanks® reflects a strong and productive partnership – they supply materials, we process them and BlueScope SMS assists in marketing the final components.

“It’s a great team effort which is mutually beneficial as the marketing support of BlueScope SMS allows Integra to focus on R&D to refine tooling and software and processes on the coil line to further benefit our customers,” Erika continued.

“BlueScope SMS’ support has helped Integra become an award-winning leader in our field and maintain lean operations through their excellent supply of materials on short lead times.”

Daryl Mann, State Manager BlueScope SMS Victoria, is equally proud of the partnership and the advantages it has delivered to Australian industries.

“Partnering so successfully with Integra Systems on the Uniblanks® initiative is a prime example of BlueScope’s focus on helping clever Australian companies succeed in these tough economic times and we look forward to working on many more initiatives with Integra – an outstanding company which is setting benchmarks throughout Australia for manufacturing excellence.”

For more company information visit www.integrasystems.com.au

peed, The Punch-IT Coil Processing Line offers high-s h imported high-capacity delivery which is competitive wit 速 rs a components and Uniblanks offers manufacture ond competitive alternative if they find themselves bey capacity or beyond production capability

L to R: Paul Hughes - Integra Systems Managing Director & CEO, Paul Minty Design Engineer, Russell Hughes - Engineering Director

Study

Case

Toro waste Equipment

Michael McLead an d Toro Waste Equipme Matthew Bryant from nt with Tim Mason from BlueScope Sheet M etal Supplies

’ n i b ‘ s ’ o Tor cess c u s t a e r g a

e small skip bins you see in th m fro ns bi l ee st of s ze si l We manufacture al the way up to very l al up nea cl nd ke ee w e th r front of suburban homes fo ore on cargo ships n iro ng rti po ns tra r fo ed us large capacity bins

A shared passion for quality and a desire to support Australian manufacturing is the platform for a true business partnership between innovative manufacturer TORO Waste Equipment and BlueScope Sheet Metal Supplies.

With head office in Sydney and branches across the country TORO Waste Equipment manufactures steel bins for waste management, recycling, mining and other industries.

“Our steel bin range includes Hooklift, RORO, Compactor, Marrell Skip, Front lift, Rear lift, Crane and Forklift Tippler,” explained co-owner Matthew Bryant.

“We manufacture all sizes of steel bins from the small skip bins you see in front of suburban homes for the weekend clean-up all the way up to very large capacity bins used for transporting iron ore to cargo ships.”

While coy about naming their specific customers Matthew says that TORO Waste Equipment supplies bins to many of Australia’s best known waste management and materials transportation companies.

Matthew and his business partner (and long time friend) Michael Leong started TORO Waste Equipment in 2005 with, in his words, “one order of 100 bins”.

“Together we made every one of those 100 bins from scratch,’’ explained Matthew. “We spent many hours cutting, welding and spraying that first order.”

Since then the company has achieved steady year on year growth, mainly through word of mouth referrals.

When asked what he thought was behind this strong performance Matthew explained the importance of customer service and being able to offer customers more than just a standard steel bin.

“Both Michael and I have a background in this industry so we know the basic requirements that everyone needs,” explained Matthew.

“However Michael also has a background in industrial design and for our customers that means we are able to tailor and design bins to suit each customers individual requirements.

“In many cases we are providing more than just a container, we’re supplying a material handling solution.”

Michael Leong added, “We believe we manufacture the world’s best industrial bins. “We continually develop our bin design, focussing on improving durability, usability and transport efficiency.”

Matthew and Michael’s strong commitment to Australian manufacturing has seen the development of a strong business partnership with BlueScope Sheet Metal Supplies.

“BlueScope has been with us almost from the first day,” said Matthew.

Whilst acknowledging that they dabbled with imported steel in their early days Matthew and Michael soon came to appreciate the importance to the business of a quality local supplier that they could partner with for the long haul.

“Material from BlueScope is synonymous with a guarantee of exceptional quality and consistency,” said Matthew.

“Not only are our bins compliant with Australian Standards but we also see the quality of our product as one of our core competitive advantages, so using quality product from BlueScope is synergistic with our overall strategy and product reputation.”

BlueScope supplies TORO Waste Equipment with a range of steel products with XLERPLATE® steel and hot rolled steel being at the core of their ongoing requirements.

BlueScope Sheet Metal Supplies Account Manager Tim Mason has been working with TORO Waste Equipment since 2009 and in that time has seen the business transform and grow from a small two man operation to now being a significant steel manufacturer employing more than 20 people.

Early in 2012 Tim lead a BlueScope Sheet Metal Supplies team to undertake a Steel Efficiency Review looking at TORO Waste Equipment’s steel handling and processing requirements.

“By working together through the SER process we were able to develop an overall supply package that provides both efficiency and cost benefits,” said Tim. By gaining a good understanding of TORO’s business and processing requirements BlueScope Sheet Metal Supplies has been able to develop a supply package that includes standard product stockholdings and JIT deliveries, cut-to-length materials and customer processed plate.

“We maintain a working partnership with TORO Waste Equipment to achieve mutually beneficial outcomes. We’ve worked closely with them to reduce their waste by providing special cut-to-size material that we process and hold on the floor and deliver as required. This provides both efficiency and cost benefits through a supply solution that benefits both parties,” explained Tim. “TORO Waste Equipment has been one of those great success stories that you get in the Australian manufacturing industry. A couple of ordinary guys with an idea and the passion and drive to bring it to life.”

For more company information visit www.torowasteequipment.com.au

Study

Case

Briteforce

A force to be reckoned with In a highly competitive market, West Australian based manufacturer Briteforce is rapidly making a name for itself based on an unwavering commitment to innovative design, quality workmanship and a product that continues to exceed customer expectations.

45 year old Michael Mailo started Briteforce 5½ years ago when he saw an opportunity for, in his words, “a quality built light tower that not only had superior performance, but was also economical to run and easy to repair.”

With a background in metal fabrication Michael had spent years designing and building light towers for others.

“While I gained a lot of valuable experience working for others I had my own ideas about what I thought was a better way to design and build a light tower,” said Michael.

“I also knew that I could have a real point of differentiation between my designs and others on the market if I focussed on the quality of every aspect of my product.”

So in 2007 Michael and his wife Maria, established Briteforce and set about designing and manufacturing their own range of premium, transportable light towers.

In the first year Michael designed and built around 60 machines and since that time has supplied over 700 light towers.

A key difference between Briteforce towers and other products is the modular approach Michael has taken to the design of his towers.

“Every one of the 700 towers we have made is based around the same fundamental modular components,” explained Michael.

“We’ve used the same core parts on all of our machines since we started production and designed the modules so that in the unlikely event of a failure the less critical, cheaper components would fail before the more expensive hardware items in a module.”

This not only means repairs and maintenance is less expensive, but the ability to quickly replace a full module reduces the time and expertise required thereby minimising potentially costly down time.

Briteforce light towers are specifically designed for use in the demanding work environment of Western Australia’s mining industry.

“Our light towers are mine rated and our customers include some of Australia’s largest companies,” stated Michael.

“Miners are looking for maximum utilisation, safety and ease of operation from all of their assets and our lighting towers are no exception.”

In response to the needs of their mining customers the Briteforce range of light towers are all fully-automated with no manual controls or adjustments.

Once in position only a flick of a switch is needed to extend and position the lighting tower arm and make the lighting tower operational.

“Some lighting towers need considerable manual handling and adjustment to prepare them for operation which can not only lead to damage through operator error, but can pose safety risks to the operator,” commented Michael. “Our towers are designed to make set-up and operation as easy as possible.”

Even with a premium product and strong relationships with his customers Michael is not one to rest on his laurels and is always looking to improve his designs and forge into new market areas.

“Many of our customers are increasingly looking to their suppliers to deliver more sustainable, environmentally friendly products,” said Michael.

In response Briteforce are currently introducing a new lighting system based on LED technology to their existing light tower range.

“LED’s have the advantage of using less fuel, therefore less emissions and lower cost for the operator,” explained Michael.

“Also, because LED’s operate at a lower voltage there’s no requirement for the quarterly test and tag required for higher voltage equipment and the LED globes we’ve chosen are expected to last the life of the lighting tower so we’re delivering real operational cost savings to our customers.”

In another market led initiative Briteforce are also expanding their range to introduce a compact, more cost effective tower that Michael hopes will enable him to not only expand his business domestically but also into burgeoning offshore markets.

Recently, BlueScope Distribution Account Manager Dan Edwards lead a Steel Efficiency Review of Briteforce.

“The Steel Efficiency Review is a process we use to help us better understand a customer’s business and together develop new ways of working together for mutual benefit,” explained Dan. The 5 stage Steel Efficiency Review process has been derived from the Toyota Way, the fundamental guiding manufacturing philosophy developed

by Toyota and used globally across its business.

“The process starts with a detailed discussion about the customers’ business and in particular where and how our products and service interact with their business processes. Following this discussion we then undertake a site inspection to see for ourselves how our product flows into and through the customers’ production processes.

“Our customers often find that having a different set of eyes looking at their business can identify small changes and improvements that are missed when you are immersed in a business 24/7.”

The final step of the Steel Efficiency Review is to consolidate the findings from the discussions and site inspection and present the customer with recommendations on actions that both BlueScope Distribution and the customer can take to gain production efficiencies.

“One of the things we bring to these reviews is the experience we’ve gained working with hundreds of manufacturers over the years,” said Dan. “While we of course don’t give away any secrets, when you’ve seen that many manufacturing operations you get a sense for some of those basic underlying factors that lead to waste and inefficiencies in a business.”

“It was great having the BlueScope Distribution team visit us and undertake the SER review,” said Michael. “When you’re working in your own business day in and day out its sometimes difficult to step back and rethink the way you are doing things. Being able to draw on BlueScope’s years of experience is invaluable when you’re trying to grow your business and pursue new opportunities.”

For more company information visit www.briteforce.com.au

Edge

Business

Imagine standing back from your business operations to see the overall picture, then looking closely at every step in the production journey to find overall process improvements, cost reductions and time savings. Now imagine this being absolutely cost-free, yet offering significant improvements in both the short term and long term.

The Distribution division incorporating BlueScope Distribution and BlueScope Sheet Metal Supplies has perfected a program that delivers all this to its customers with a process called the Steel Efficiency Review™ (SER).

The Steel Efficiency Review™ is derived from the highly successful “Toyota Way”, the fundamental guiding manufacturing philosophy developed by Toyota and implemented globally across the Toyota business.

Tailored to customers’ steel handling and processing requirements the Steel Efficiency Review™ involves a one to two hour on-site review covering business plans, inventory management and control, workflow, processing and production methods, product assembly and transport systems.

Finally, drawing on BlueScope’s years of experience across a variety of industries including Building and Construction, Transport, Automotive, General Manufacturing, Infrastructure and Original Equipment Manufacturing the trained consultants prepare a report containing recommendations for addressing the “7 areas of waste” typical to most manufacturing and metal processing businesses.

Since introducing the Steel Efficiency Review program just over two years ago BlueScope Distribution have now completed over 697 reviews for customers across Australia, 42% of whom have implemented specific improvement programs resulting from their reviews. ™

Our Steel Efficiency Review™ is a free consultation offered to all BlueScope Distribution customers. For bookings or further information on the Steel Efficiency Review™ visit

www.steelefficiencyreview.com.au

PROCESS go and see "Walk through your operation"

ANALYSE THE SITUATION "you talk and we listen"

we ASK WHY

"we will ask you questions"

RECOMMEND SOLUTIONS "we will aim for improvement"

or contact your local Account Manager.

7 Deadly sins

Over 3 years our SER's have identified the 7 Areas of Waste where businesses can make big savings:

Over production

30%

of clients have opportunities to make savings in waste.

time in waiting

15%

of clients have seen opportunities to improve workflow and decrease exposure to work safety issues.

Transportation

65%

of clients have opportunities to improve productivity and reduce freight costs.

Processing

77%

of clients have opportunities to reduce excess waste amounting to greater production runs and savings in material cost.

inventory

69%

of clients have opportunities to red delays and excess s stored to remove the wasted managing inventory.

inventory

duce stock e time g

6 core principals We’ll help you with the heavy lifting.

We’ll provide you with the support you need and help you with the “heavy lifting”. In return we’d like to forge a long term partnership – based on the following Steel Efficiency Review™ principles:

1

We’ll base our decisions on a long-term sustainable approach, not short-term financial goals. The right process will produce the right results for both our businesses.

Let’s communicate openly to bring key issues and problems to the surface. We can offer each other advice on solutions to improve and mitigate.

3

Together let’s build a culture of helping each other, developing exceptional people and teams that follow our vision and philosophy to remove waste and constantly strive for improvement.

We’ll respect our extended network of partners and suppliers by challenging them and helping them improve with us.

5

2 4

Let’s make decisions by thoroughly considering all options then, implementing rapidly to reap the rewards.

We will both aim to become learning organisations through a relentless drive for reflection and continuous improvement.

motion

13%

of clients have opportunities to reduce motion problems and safety risk.

6

rework

39%

of clients have opportunities to reduce the number of reworks resulting in significant savings in material cost.

Visit

steelefficiencyreview.com.au to read case studies of real SER customer experiences

program to date

3 136 697 1000

years and going strong

SER consultants

reviews carried out hours developing real solutions

Study

Case

Universal Manufacturing

The art of

collaboration Briefed to create an engaging centre piece in Federation Square for Melbourne’s annual Light In Winter program, Canadian-born “light artist” Bruce Ramus collaborated closely with Bendigo-based Universal Manufacturing and BlueScope Distribution’s Bendigo branch to create a truly brilliant work of art.

Formed from 12 tonnes of steel, standing 13 metres high, with spans 17 metres wide and featuring 21 curved steel branches illuminated with LED lighting which lit up in response to the volume and pitch of human voices, the Helix Tree was without a doubt the highlight of Melbourne’s 2013 winter light festival.

Visitors to the Helix Tree, and various Melbourne choirs, “sang up the tree” every night throughout June, delighting in the finished artwork and blissfully unaware of the complex process that created it.

The 12 tonnes of steel was first rolled into 40 different radii and then had to be cut into over 1,000 pieces, twisted and re-welded to create the helical spirals of the tree, with the 21 curved steel branches reinforced by a steel ring beam to provide the necessary structural strength.

According to Mr Ramus, the project was considered an “improbable” challenge which few companies wanted to take on, so he was thrilled when Universal Manufacturing’s Managing Director Aaron Cassidy eagerly took on the manufacturing and BlueScope Distribution put their hand up to assist Universal Manufacturing in bringing his creation to life.

“Not many steel fabricators can look at a complex project like this and say “we can do it”, but Aaron was so keen and so right for this,” Mr Ramus stated. “Universal Manufacturing has only just moved into manufacturing but they’re a fantastic company who really came to the party.”

Sourcing all their steel from BlueScope Distribution in a close working relationship spanning 10 years, Universal Manufacturing naturally turned to the Bendigo branch for materials and assistance in creating the challenging and extraordinary work of art.

“BlueScope Distribution put their hand up and said they’d also take on the intricate task of cutting the larger curving steel pipes into a multitude of pieces and that completely unlocked the project,” Mr Ramus said.

“After they joined in the process it really felt like we were all in this together - myself, Universal Manufacturing, BlueScope Distribution and the Bendigo community - and BlueScope Distribution played a really big role in that.

“As a company, Ramus Illumination is very interested in producing interactive public works that engage and connect people,” Mr Ramus continued. “The Helix Tree is a great example of how that process of community engagement and connection begins in the design phase and flows through the supply and fabrication of all elements of the project, allowing for the potential of community pieces that are grounded in cooperative and harmonious collaborations.”

Both Universal Manufacturing and BlueScope Distribution’s Bendigo team were also pleased to have collaborated in creating a work of art on this scale for such a high profile event, despite the many challenges.

“Previously only known as Universal Fencing, we created Universal Manufacturing to The partially completed Helix Tree leverage off existing skill sets and perform more manufacturing-based work,” Aaron explained. “The Helix Tree provided the perfect project to get the new business name known and to showcase the skills and ability of our business.”

“On average we had about six people dedicated to the project 24/7, so there were a lot of long days, nights and weekends without much sleep,” Aaron continued. “But whatever the challenge, we just overcame it and BlueScope Distribution provided excellent support, helping with sourcing and delivering materials and cutting around 20 per cent of the pipes.”

“It was a really interesting project that presented unique challenges,” BlueScope Distribution’s Bendigo Account Manager Noel Humphreys added. “We assisted with pricing, availability and logistics and also had to adapt our saw to cope with the complex task of cutting the larger pipes, but we have a strong working relationship with Universal Manufacturing and together we ensured Bruce Ramus’ magnificent design came to life exactly as he had planned.”

So pleased was Bruce Ramus with the collaboration on the Helix Tree that it may even bear further fruit.

“I’ve had a design in-studio for some time which I wasn’t sure how to achieve - now I know I can call on Universal Manufacturing and BlueScope Distribution and we can work together,” Mr Ramus said.

“Working with the two companies has put steel in a new light as a flexible and adaptable product which can be used in all aspects of creation.”

For more company information visit www.universalmanufacturing.com.au and www.ramus.com.au

Study

Case

Fencing and Gate Centre David Maxwell Fencing and Gate Centre's Chris Ford (centre) with ies.

Suppl Metal Sheet cope and Tim Mason from BlueS

COLORBOND速 steel

a gamE

changer.

The news has been all good for rapidly growing manufacturer and distributor, Fencing & Gate Centre, since it made a strategic switch to COLORBOND® steel nearly two years ago.

Since that decision the company has expanded from its western Sydney base to tackle the Queensland market and has enhanced its reputation by leveraging the strength of the BlueScope brand through its relationship with BlueScope Distribution.

Director and owner Christopher Ford joined Fencing & Gate Centre in 1996, having already accumulated extensive sales and installation experience in the fencing industry.

“The company rollformed its own products from 1994 to 2001,” Christopher Ford said. “We resumed in 2009 as part of our determination to become a one stop fence shop, capable of dealing with an increase in customer demand for competitively priced, quality product.”

The company’s focus on quality products and a strong emphasis on customer service and has allowed it to become one of the largest manufacturers and distributors of quality fencing products in Australia.

Its extensive range of fencing styles includes pool, boundary, garden fencing, glass fencing, balustrades, automatic gates and security fencing in a wide range of colours.

Using damage resistant packaging and careful handling systems, it has shipped fencing products all over Australia. Recent large estate fencing installations have occurred at Ropes Crossing in Sydney and Bellevue Estate in Mudgee.

Christopher Ford has gathered around him a highly efficient and dynamic team of employees who take pride in the quality of product and service provided.

The company’s commitment and vision is to continue to produce and supply the latest quality products, increase manufacturing efficiency, reduce costs, and enhance quality to better serve customers’ needs.

It was with those aims in mind that Fencing & Gate Centre reviewed its steel supply arrangements for its top selling OzzyBound steel privacy fencing in 2011 and switched to using 100% Australian made COLORBOND® steel.

Fencing & Gate Centre maximises its market coverage by offering supply only or supply and installation options, together with noobligation onsite quotes.

OzzyBound steel privacy fencing developed by Fencing & Gate Centre has achieved popularity, especially from installers because of the large C section post which is a key element of the system and for ease of installation.

...

“The changeover to using Australian made COLORBOND® steel has provided multiple

benefits for the company, as well as for our dealers and customers,” Christopher Ford said.

For Fencing & Gate Centre it has given the company a great opportunity to further differentiate its suite of products on the basis of quality material and manufacturing processes.

The COLORBOND® brand’s premium prepainted product status has also contributed to driving volume growth in the market space.

Switching to COLORBOND® steel opened up marketing and advertising opportunities associated with utilising the brand equity in COLORBOND® and Fencing & Gate Centre participation in the Steel Supplied By BlueScope program has helped maximise exposure.

BlueScope Distribution has worked closely with Fencing & Gate Centre to ensure its requirements are met.

“Early last year we undertook a Steel Efficiency Review at Fencing and Gate Centre,” explained Tim. “Using the powerful SER process we were able to identify a number of opportunities where we could deliver real value for our customer.”

The Review process identified handling improvements that could be achieved by moving to a different feed coil size and additional improvements by changing the way BlueScope Distribution placed dunnage on its slit coil packs.

The Steel Efficiency Review also identified benefits available to both businesses by implementing BlueScope Distribution Inventory Assistance Scheme.

The Inventory Assistance Scheme adopted for the business ensures a consistent supply of material across the wide COLORBOND® steel colour range. Fencing & Gate Centre manufacturing activities consume large volumes of COLORBOND® steel coil.

The Inventory Assistance Scheme allows Fencing & Gate Centre to free up capital previously tied to inventory without compromising manufacturing efficiency.

“It allows us to keep our stock levels up at Minchinbury, at our warehouse in Silverdale and at our Queensland premises at 3281 Logan Road in Underwood,” Christopher Ford said.

“Customers can pick up stock from any site from 7am to 5pm Monday to Friday and up until 1pm on Saturdays.

“By basing our boundary fencing on COLORBOND® steel we have ensured we have readily available stock of the best quality, with competitive pricing for an easy to use product.”

For more company information visit www.fencingandgate.com.au

BUILDING

STRONG

elps h s p i h s n Relatio

L E E F T O S N A M BlueScope Sheet Metal Supplies’ Sunshine branch has made their relationship with Heidelberg West company, Jonda Sheetmetal, a real family affair by sponsoring owner John Nikolopoulos’ son Jake in his efforts to become a world-leading body builder.

And the Sunshine branch’s support is certainly paying dividends for both Jonda and Jake.

While Jonda is enjoying great success with Leafless, their new aluminium gutter leafguard, 26-year-old Jake has also been enjoying outstanding success on the world body building stage after recently placing first in Men’s Class 3 at the 2013 National Amateur Body Building Association Mr World titles in Tuscany.

“The year before I placed third in Class 3 in Dublin, Ireland, and the year before that I placed fifth in Class 3 in Sao Paulo, Brazil,” Jake said. “In my first competition seven years ago I won Teenage World Fitness Federation (WFF) Mr Australia, then went to Germany and won Junior WFF Mr Universe.

Based on his success Jake is one of only two Australian body builders who have recently been offered an exclusive 'Pro Card' by the National Amateur Body Builders Association.

3.1.2 Single-High Coil Storage (continued) c. Coil Restraint

All bore horizontal coils being stored, whether temporarily, short term, or long term, should be restrained in some way to prevent movement. Recommended methods of restraint are set out below.

In all high-risk areas, where coil rows run at 90° to pedestrian and traffic ways, a fixed chock system should be installed to restrain the row (for an example, see Figure 3b).

Peter Schepis, BlueScope Sheet Metal Supplies Market Development Manager, shares Jake’s feelings about the business and personal partnerships that have been forged between Jonda and BlueScope Distribution’s Sunshine branch.

“Jonda Sheetmetal is a lovely family business and we enjoy a strong partnership with them,” Peter said. “Supporting Jake just naturally went hand-inhand with that.

“He’s extremely successful and well regarded in the body building world for his strong ethics and dedication, and we’re very proud to be supporting such a great young Australian athlete.”

BlueScope Product Storage Guidelines Updated

Guidelines for storage and handling BlueScope Steel’s products

d handling r storage an Guidelines fo ucts od BlueScope pr

“People think body building is a bit egotistical and a bit of a selfish sport, but succeeding really takes a team effort and I couldn’t have achieved what I have without the support of Peter Schepis and the Sunshine branch,” Jake explained. “They’ve been a big part of Jonda’s success for 12 years and now they’re a big part of mine.”

A high-risk area is any pedestrian or traffic pathway (regardless of frequency or exposure), toilets, offices, work-stations etc.

Where installation of permanent, fixed-chock systems is not allowed/desirable (eg leased warehouses), some type of semi-permanent system should be installed.

BlueScope has updated and reissued one of its most popular and informative technical documents to assist customers to more safely manage their steel product handling and storage operations.

Figure 3a: Unacceptable/inappropriate restraint system

Figure 3b: Same coils with acceptable/appropriate restraints

Strapping has been omitted from illustrations for clarity.

The guidelines can be download from: http://steelproducts.bluescopesteel. com.au/home/technical-library/ product-safety-information

9

When asked about the thinking behind the new “Guidelines for storage and handling of BlueScope Steel’s products” brochure, BlueScope’s Manager Technical and Product Stewardship Garth Weston said, “Safety is at the core of everything we do at BlueScope and we actively try to share our experience and knowledge with our customers.

“Fundamentally, moving and storing bulky, heavy steel products has the potential to be a dangerous activity if not done with safety as a top priority, not to mention the economic impact that can come from material damaged due to poor handling and storage practises”, said Garth.

The new brochure provides customers with an overview of BlueScope’s recommended practices for storage of steel coils, plate and

sheet packs, mesh products and long products including rods, bars, beams and columns.

Featuring easy to understand, detailed diagrams showing storage methods for various steel products the guidelines document is a useful reference for all companies reviewing their steel products storage and handling practises.

BlueScope makes the point however that the guidelines brochure is intended only as an input to customers’ own risk assessment and management processes for the storage and handling of coil, plate, sheet and long products supplied by BlueScope.

“Every customer, site and steel handling circumstance is different”, said Garth. “While our guidelines present a general guide for the storage and handling of our products we encourage our customers to seek appropriate technical and professional engineering advice on their specific steel handling and storage circumstances”.

PRODUCT

Edge

BOOK

REVIEW

Business owners' wisdom

About the book

Business Owners’ Wisdom is a rare collection of insights from 16 Australian leading business owners, including Mark Carnegie, Harry Triguboff, Imelda Roche, Collette Dinnigan, Lorna Jane Clarkson and Tom Waterhouse. Brett Kelly, a young and successful business owner in his own right, asked each person about their life and business. What wisdom did they gain from years of hard work, and how did it shape their lives? How do people achieve such extraordinary feats in business?

The result is a captivating set of candid interviews that reveal the mindset of Australia’s most successful business owners. Each person and every story is unique, and in many cases completely unexpected. As Brett uncovers, the life of a business owner rarely goes to plan but it’s always exciting.

This book is a must-read for everyone interested in the future prosperity of Australian business and society.

“It never ceases to amaze me just how generous busy people can be with their time and wisdom....... each person not only carved out time from their busy schedules to sit down with me, some even met me twice ... when people become successful in business and life, they’re also happy to share their insights with others. Business owners genuinely want to see other people succeed.”

Extract from Preface to Business Owners Wisdom, Brett Kelly.

The following article features excerpts from Brett's interview with builder and business entrepreneur Harry Triguboff Meriton Group.

How a child born in China in 1933 and who spent his early childhood in a Russian community south of Beijing ends up as an Australian property legend makes for an interesting story. Harry came to Australia in 1948 and drove taxis and owned a milk run before building his first block of apartments and establishing Meriton in 1963 at the age of thirty.

Business Owners' Wisdom Interview Brett Kelly: Is there a driving idea or a particular person or event that’s had a significant impact on your life?

Harry Triguboff: When I came to Australia I was a textile engineer, but I couldn’t see any future in it. So I was looking for different things, I was trying all kinds of things when a friend of mine told me that his father had spoken to the boss of Stockton Holdings.

The old fellow told him that his son should become a builder.

So he came to me and he said, ‘What do you think of building apartments?’ I said, ‘Terrific idea.’ I was already selling a bit of real estate so I knew a bit. I went and bought my first site and I made more money on that site proportionally than I have ever made again. I knew that was where I had to be.

BK: Was it love at first sight in the property industry?

HT: Yes. I liked it. That’s very important because if you like it, people in the business will like you and they will probably work better than if there wasn’t that relationship. It’s very important.

BK: So, even now as you build seemingly bigger, better, best, you get on top of the project, you’re still there very often?

HT: Yes. Every morning, I’m there. I mean, I go a bit later, now, of course.

BK: So what does the typical Harry Triguboff day look like? Is there one?

HT: Yes. Every day is similar. I get up. I read the paper. When I’ve finished reading the paper, I take my medicines, I go for a walk.

Every day, I go for a walk. Go for a walk, have my breakfast with my dog. Then I go to work. I go around the jobs then I work in the office. I get to work at 11 o’clock or 11.30 but then I stay until 6 to 7 o’clock. I work enough hours. So that’s every day.

BK: Harry, you have the tallest project in Sydney, the tallest project currently in Brisbane and you’re about to lose the crown to yourself again. Are you competing with someone else or is it an approach?

HT: Always with myself. I don’t compete with others. Others do not exist for me. I do not worry about it. I never diversified. I do not need to diversify. I stick to what I like and I know what I can do. I know what the country needs and what the people want.

So I don’t compete with anyone and they cannot compete with me because unfortunately, when they go to a certain size, they become public companies and in public companies, they tell

them to diversify. So he might have been good at doing what I’m doing, but suddenly he starts doing ten other things of which probably eight are no good. No competition.

BK: Having had the success that you’ve had, it is understandable that you have that confidence now, but did you always have it?

HT: Probably, always. Yes, no problem. It’s very important, very important.

All of you must have confidence when you go to a bank. If you don’t have confidence, then the bank gets more scared than you are. So always be confident.

BK: Is there anyone that’s really inspired you, whether it was your parents or a friend, someone else in business or society generally?

HT: Well, I look at successful people and I see some of them are still older than I am, they are the ones that give me confidence. If they can do it, I can do it.

BK: I read an article that mentioned many of your managers provide onepage summaries of their projects or business plans or current status of their project. I was intrigued by that. Can you explain that to me?

HT: Every weekend I take home a pile of papers that I think is very important and I go through them. Some things I don’t understand and some things I don’t agree with, so I make notes. Then, the next week, they fix them, and I look at it again and so on. I continue looking all the time. Now, the page that you’re talking about, that’s different. When I first started, I had one page. Now, I have six pages. That is all I have and that summarises all the movements I have to know.

BK: And what’s in the six pages?

HT: It says how many units we have for sale, how many we have got deposits on, how many we have exchanged, how many units we are leasing, how many units are up to the roof, how many units are started, and how much empty land I have. That is all. Money doesn’t come into it.

It’s nothing to do with the money.

BK: Now, Harry, I know that you’ve got some great cars – when is the right time to buy your first Bentley?

HT: Well, first of all, you must be able to pay cash for it because the moment you take it out, it is not worth half of what you paid, you must understand that. Money must not matter to you. I had every type of big American car there was and then I went for Mercedes, but they are a bit dull, you must admit. Good car, but dull. Bentley is a very nice car. I love them, you know. You sit up there and look down on everything. Of course, SUVs now have taken that away, but before that, very nice.

BK: What is the best worst client, customer or supplier lesson that you’ve had?

HT: The worst one I had was with a subcontractor. He was a nice boy, but he was a bit crazy. Now, I have my way of paying. He disagreed with the way I paid him so he came into my room with a gun wrapped up in a piece of paper. It was lucky that the girl who was with me saw him and she started screaming. I had my other fellow there and he grabbed him and took away the gun. His father came to me and he told me that the boy was not right in the mind. He was a good worker, but that was bad – whenever you get a subcontractor, you must be careful.

BK: Now, you are over fifty, what are your future plans? What are your personal future plans? What are your plans for Meriton?

HT: I will keep on doing the same thing. I think I still have a few years left. You know, build seventy storeys now, eighty storeys, maybe build a hundred.

BK: How high can you get?

HT: As high as the councils approve. They sometimes change their minds.

The problem with building tall buildings is it’s not the best way to make money. You see, when you spread the building over lower levels, say ten floors, twelve, fifteen floors, you can build many at once. When you build one tall one like that, you are limited because you can only build in that little space, so therefore it takes a long time.

BK: What’s your best tip for dealing with council?

HT: The tip with the council is this: they have a code. Now you have to decide whether that code will allow you to make a profit. If it does not allow you to make a profit, then leave the development.

BK: If you look back over your projects, some are more successful, some are less successful. Is there a common theme for the ones that go very well?

HT: Yes. You must build in the right place. It must be convenient. You have to be near the transport, you have to be near the city and you have to be near good schools. If you’ve got those three things, you can’t go wrong.

BK: Is there one thing that you think that anyone who wants to succeed in business should definitely not forget?

HT: Well, the bigger you become, the harder you work, so if you think that by being bigger you will be able to relax, you’re wrong. So decide now if you are prepared to work hard. If you aren’t, don’t bother.

Brett Kelly is the founder and CEO of Kelly+Partners Chartered Accountants. www.kellypartners.com.au

STAFF PROFILE Shaan Beatty

13 72 82

Manager - Western Region BlueScope Distribution

Incorporating

Time in current role: 3 months Time with BlueScope: 6 years with BlueScope, a total of 15 years in Distribution.

Responsibilities: I lead the Western Region, which is made up of 9 businesses in WA and Darwin. My primary responsibility is to ensure that the business is best positioned to generate a sustainable return for our shareholders, and make certain that the principals of 'Our Bond' remain at the very centre of our focus.

Sheet Metal Supplies

1800 010 247

What satisfies you most about your work?

I really enjoy the challenge of operating in an industry that does not allow for stagnation; in order to succeed we need to be in a constant state of change, striving to improve our offer so that we can stay the forefront of market's perception of value; my role allows for me to engage with the diverse groups of highly motivated and capable people across the nation who are doing an inspiring job of making this happen.

1300 661 156

1300 306 204 THE EDGE newsletter has been prepared for information purposes only. BlueScope Steel makes no representation or warranty as to the completeness or accuracy of the information contained in the newsletter. You must make your own assessment of the information contained in the newsletter and rely on it wholly at your own risk.

Published by BlueScope Steel Limited. ® are registered trade marks of BlueScope Steel Limited. ™ are trade marks of BlueScope Steel Limited. © 2013 BlueScope Steel Limited ABN 16 000 011 058

How do you relax? In the company of my beautiful wife Lee and 2 kids, Mia and Isaac. I also sometimes like to pull out the 2008 financial reports and reminisce.

STATE OFFICE CONTACT DETAILS

What book are you reading right now?

'Diary of a Superfluous Man' by Ivan Turgenev. It's very well written, but very dark; unfortunately tending to have an inhibiting effect on my naturally bubbly social style.

VICTORIA / TASMANIA Westall Ph: 03 8543 3666

9

3 2 0 0 7 5

0 7 5 2 2 4

NEW SOUTH WALES Auburn Ph: 02 9714 8000 QUEENSLAND Northgate

Working safely with cranes

Ph: 07 3622 9222

Cranes are an integral facet of almost every metal processing and manufacturing facility. Employee safety around cranes should be a critical procedure for every company. While individual sites need to develop guidelines specific to their situation BlueScope’s Crane Exclusion Zone procedure does include some fundamental rules that could be applicable to any workplace.

SOUTH AUSTRALIA / NORTHERN TERRITORY Ottoway

LIFT - Only after assessing the lift and area (look), and moving yourself and others out of the line of fire (move), should you commence to lift the product.

MOVE - Once you have assessed the area, and planned the lift, MOVE out of the “Line of Fire”*.

NEVER - move a suspended load or crane lifting attachment over any person.

Ph: 08 8245 3801 WESTERN AUSTRALIA Kewdale Ph: 08 6250 1000

*The “Line of Fire” concept is about always being mindful of not only what is happening at any point in time, but also what could happen. It encourages us to consider where a load may fall if there is some failure such as a broken crane rope, hoist, packaging etc. The Line of Fire is typically at the end of long product loads and to the side of flat product loads.

www.bluescopedistribution.com.au

BSD0177 11/13

LOOK - Never begin a lift, or proceed into an area where a crane is working without stopping to fully assess the area and the activity