DRAKE
NEWSLETTER AUGUST 2019
DRAKE INTERNATIONAL
QUARTER 3, 2019
EXECUTIVE COMMITTEE UPDATE
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As a brief refresher, DFO stands for Decision Fixed Overhead, this represents the amount we spend on sales and marketing as a percentage of overhead. A DFO of 1.5 will be achieved via the appointment of new sales staff and heavy investment in marketing. For some time now, we have been encouraging OneDrake and augmented levels of collaboration, which has resulted in the growth of joint C&Is which has been pleasing to see. C&I levels have increased by an average of 40% over the last quarter which it great. As you all know, on average, each C&I contributes 2% of our salaries to DFO and the resulting placed orders lifts our DFR (Decision Fixed Return or in other words, our return on investment).
Our Executive Committee:
FRANK SPIZZO
Chief Financial Officer
The way to make Drake Number One is for each of us to focus on C&Is, winning work from these meetings and filling all roles entrusted to us. The future looks brightest when we all work together. This is our last quarter for our year, let’s make it our strongest yet. Dear Team, It’s been a busy quarter for the business, with our expansion into new markets and building our sales capability to support our growth strategy. One of the comforting aspects of working with Drake is our Chairman, Bill Pollock actively continuing to invest in our prosperity. When our competitors are reducing investment in sales and marketing, Drake spends more. This is testament to Bill’s commitment to the business and our direction. Over the past three months, we have been encouraged by an increase in our overall DFO from 0.63 to 0.95. Our target over the next three months is to increase our DFO to 1.5 across each branch. This represents investment of millions of dollars designed to improve companywide performance and get us all closer to bonuses. DRAKE INTERNATIONAL
We also need to acknowledge one of our most successful brands, Drake Medox, for its continued growth over the last 6 months and the opening of its first NDIS support independent living property in Darwin (see page 4 for full story). Medox’s growth has placed 5 branches into contention for The 100% Club 2020 (a Net Revenue increase of 25% or more AND a Net Profit Before Tax of 20% or more). This has been the major goal across the Medox business with each branch budgeting against a 100% Club target at the start of the fiscal year, with Medox working hard to get the remaining branches across the line. This is just one of our many success stories from this quarter. We trust you will enjoy this latest edition of the Drake newsletter as we share our wins and new developments. All the best, The Executive Committee
CHRISTOPHER OUIZEMAN
Profit Improvement Manager
NICK POLIMENAKOS
National Manager - Medox
QUARTER 3, 2019
FROM THE HR DESK
HR HUDDLE
First of all we would like to welcome all of our new starters for Q3 (see list below), we would also like to welcome those who have started with us so far in Q4 (you will receive your special mention in our next issue). In Q3, critical initiatives include the new on-boarding and induction guide, as well as the 30, 60 and 90-day check-ins are helping all new starters have a positive onboarding experience. We’d also like to welcome Libby (Elizabeth) to the team as our new HR coordinator.
WELCOME
We would like to welcome all our new starters for Q3!
Melbourne Olivia Berletta - DRS Tanya Anderson - DO Julie Anderson - National Tenders & Proposals Writer Roxy Koch - Medox Frank Petridis - DRS Elizabeth Johnson- HR Tony Meechan - DO
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Bendigo Meade Lindrea- DI Karina Hammer - DI Brisbane Natalie Lunn - DO Canberra Renae Richards - DO Nicole Hermansen- DO
Mulgrave Nina Espina - Finance Parramatta Marie Yet - DI Sylvia Roman - DI Jack Knights - DI Sydney Dennis Bernal - Medox
INTERVIEW WITH LIBBY
What is one of your favourite quotes? “It is not our abilities that show what we truly are. It is our choices.” What made you decide to join Drake? The opportunity to grow my experience in all HR and L&OD. Once I met Leanne and Marjie, I knew that they were the two people I wanted to work with and learn from! What is your favourite form of exercise? Sport, preferably a team sport. I currently play netball twice a week. What is your favourite weather? Summer thunderstorm after a really hot day. What was your favourite food when you were a child? Peas. I actually use to climb up out of my highchair to steal the peas off my sister’s plates. I still love peas. What was the best book or series that you’ve ever read? HARRY POTTER!!! Hence the quotes. What irrational fear do you have? Getting stung by a bee or wasp and finding out I’m deathly allergic. I blame the movie ‘My Girl’ What do you like most about your family? That we are all a little weird, I think in a good way! If you had a superpower what would it be? FLY – so that I can go all over the world when I want to for FREE!
QUARTER 3, 2019
01
Win Alert
SALES SNAPSHOT
Medox steps in and scores a win Many people who acquire a disability do not have living arrangements in place for their transition into lifetime care post-injury/accident and often languish in the local public hospital for years due to the shortage in supported independent living premises. In cases like these, securing the client referrals is the easy part, but finding a suitable home for them to move into which has the necessary modifications is like finding a needle in a haystack. Jody Rinehart, Drake Medox Client Relationship Consultant, and her team in Darwin were able to identify this issue and implement a plan to assist.
NDIS-supported independent living property in Darwin DRAKE INTERNATIONAL
Drake Medox has opened its first NDIS-supported independent living property in Darwin, supporting 2 male clients full-time with the help of a fantastic Drake Medox Coordinator, to run the property.
Not only are Drake Medox now able to run a high-quality care facility with professional staff who have the skills, nature and commitment to ensure each day is fun and engaging for their clients, we also benefit from a business perspective, attracting and retaining even more quality staff necessary to run a stable high-quality business. National Manager of Drake Medox, Nick Polimenakos recognises this as a huge step for Drake Medox, equivalent to a managed service in other divisions as we not only manage the staff, but also the costs and risks associated with managing a homecare property. Congratulations to Jody Rinehart and her team in Darwin and a big thank you to our Shared Services support led by Frank Spizzo and Belinda Anderson for assisting with the legalities and initial set up.
QUARTER 3, 2019
02
New Business Won CELEBRATING WINS
Hard work pays off 1. By being proactive, Monika Garlinge has managed to place additional Drake casuals to the freezer and forklift areas for the first time ever at Metcash! Whilst the full-timers went on strike, Monika saw this as an opportunity to support our client and worked hard to find casuals from other locations to assist in covering those areas. The result was 6 additional casuals placed. This is a great example of maximising our existing relationships to help drive sales growth and seizing the opportunity. Well done, Monika! 2. The launch of ‘Deputy’ for Myer Altona has been a success! Making invoicing easier for Myer, rostering easier for our consultants as well as being able to process the timesheets easier. Rudy Srahah has worked very hard through the process of the Deputy launch and we are very proud of her success.
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NEW BUSINESS WON Congratulations to all the branches who have secured new business and worked on some big projects over the last couple of months! Northern Territory: • Nexstage Staging & Rigging Technologies (event stage setup) • St. John Ambulance • IER (Alice Springs & Darwin) Queensland: • WMS Solutions Accounting • Asahi Heathwood • Asahi Townsville New South Wales: • AEC Project for the Election ACT: • Sold 28k of unbundled consulting services. New clients: • K&S Freighters • RJ Batteries • Pages Hire • National Mailing and Marketing • SPM Metal
• Canberra FM • Sydridge • British High Commission • J&J Building Victoria: • AEC Project for the Election • Groovin the Moo (GTM 2019) in Bendigo Bendigo won the Sales Challenge highlighting the new team’s focus and determination to grow Net Revenue. South Australia: • Enoplastics • Smart Fabrication • Wagner & Webster • Watson Fitzgerald • Drafting Solutions Western Australia: • Sadleirs Distribution. QUARTER 3, 2019
03
SALES SNAPSHOT continued
Sales Star
We’d like to introduce not only a new Drake employee for Bendigo but also our Sales Star for this Quarter!
Karina Hammer Karina Hammer recently received a Recognition Award for receiving great candidate feedback. The candidate described every interaction with Karina as outstanding, starting with the initial call made to the office taken by Karina. She outlined that she felt Karina was warm, polite and showed outstanding customer service. This then set the tone for her experience with Drake. This is in stark contrast to that of our competitors who were described as having poor telephone manner and no follow-up to the point where this candidate did not wish to work for them. With sales, it doesn’t matter if it’s a client or a candidate, we should always treat them with the most utmost respect, and always be proactive in our communications. Well done Karina, a great start to your career at Drake.
Lucinda Gamboni, Karina Hammer and Edy Lindrea DRAKE INTERNATIONAL
If you have a major Win Alert or would like to nominate someone who is a Drake Star, please email dnguyen@au.drakeintl.com
QUARTER 3, 2019
BUILDING ON DIVERSITY. INTRODUCING SUPPLY NATION Our Supply Nation membership was approved in July, and this has boosted our tender compliance with Indigenous Engagement industry standards. It has also served as a launchpad/conversation starter within the business around how Drake can better support supplier diversity.
TENDERS & PROPOSALS
If you are looking to use the Supply Nation platform, please: Step 1: Contact Julie Anderson or Ashleigh Boucher for Supply Nation login details Step 2: Browse Indigenous products, services and businesses Step 3: Identify areas where your branch can redirect spend towards Indigenous businesses (catering, office supplies, cleaning products first aid and defibrillation replenishments, training etc) Step 4: Ensure Drake does not have a current supplier contract for any items you are wishing to purchase (we cannot break existing supplier contracts) Step 5: All purchases are tracked by a common Spend Tracker so Drake is able to report how much money is being redirected to Indigenous Businesses.
Interested in attending Supply Nation events? Please contact Julie or Ashleigh to register.
It’s been a busy few months for Drake Tenders, with plenty happening to distract us from the Melbourne winter gloom. We have been working hard to sharpen our value proposition to clients and produce some high-quality and competitive responses. Alas, the Wheels of Procurement turn slowly, and we are still awaiting the results of our most recent submissions. Meanwhile, a snapshot of our July/ August activities are below: Tender Wins • Edith Cowan University – Recruitment Services & Temp Personnel Panel • Energy Australia – Contract Labour & Recruitment Panel • New Zealand Department of Corrections – Provision of Registered Nurses. July – August Submissions • Tenders Lodged – 7 • Tailored Proposals – 40+ • Quarterly Business Reviews – 4 • Client Presentations - 1
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TOP TENDER TIPS Max says: A bid is often won before it’s released to market. Proactively understanding the customer, our competition, and Drake’s capability will allow us to build relationships and put forward a winning submission. A tender is simply the formal consummation of an existing relationship. Julie says: Simplicity is key. Clients prefer a clear, simple document over a busy and complicated one. Provide them with a clear solution, not a reading burden. Highlight salient points up front and provide supporting evidence in the back end.
QUARTER 3, 2019
01
LEVERAGING LEARNING with Marjie
This week the L&OD team were able to support Alisa and the Paramatta team with a Change Management session for a new Client, demonstrating a ‘value’ beyond recruitment. This has inspired me to share with each of you some of the thinking to help support your own activities within your branches. We spend at least a third of our day working, so we need to be able to handle the ups and downs and bounce back from challenges. At Drake, this can be applied to employees’ abilities to manage anything from a tough workload to frustrating colleagues to major strategic activities. It is said that those with greater resilience are better able to manage stress, which DRAKE INTERNATIONAL
LEARNING LOWDOWN
is a risk factor for conditions such as anxiety and depression. “Resilient people have strong resources and skills to manage stress and conflict as well as a good support network to help them deal with the pressures of work. Resilience is more than coping, however. Resilient people are also flexible, adapt to new and different situations, learn from experience, are optimistic and ask for help when they need it.”
When your faced with challenges, the more robust or higher level of degree you have with aspects across the ‘Resilience Wheel’, the better able you are to cope with the situation. So, consider, where you maybe falling a little short and look at ways to strengthen your activities. In essence, resilient people are those who are not defined by the difficulties and challenges they face in life. Rather, when they do experience problems or setbacks, they focus on how to best move forward by learning from mistakes, setting goals, managing emotions, and concentrating on personal development and growth. For example: • Being able to see the lighter, humorous side of things • Diet, sleep, exercise, hobbies, recreation and “you” time • Being optimistic doesn’t mean ignoring issues or problems, but finding solutions through a different perspective • Thinking of setbacks as transient (you have the skills and abilities to overcome them) • Secure, stable and affectionate relationships • Act and not just react (survivor not a victim). QUARTER 3, 2019
02
UPCOMING DEVELOPMENT
Over the last few months we have continued to see the delivery of our two key programs, Site Safety and the Challenger Sale, and ongoing, we will continue to see these programs delivered quarterly. The last session of the Challenger Sale was rolled out to 14 staff and included some of our recent new recruits and even more recently, delivering a version of the program across all branches in NZ to 32 of their employees.
1. Another Challenger Sale session is scheduled for the beginning of November. If you have any team members who would benefit from building the Challenger Sales skills, please reach out. Ongoing courses will be run quarterly as required. 2. The next session of our Drake Site Safety training is scheduled for midSeptember, invites will be sent shortly for this training, including location. If you have any new consultants needing to understand and drive safety within their sites, please reach out. 3. Seek Essentials is held monthly for new hires. Please reach out if you have not received your invite or would like a brush up on Seek skills.
03
TRAINING STARS
Some great progress has been made with the Induction modules with our new hires, completing a few modules every few days to stay on top of this activity. Too many standouts to name you all… so just a big thank you to all and reiterate that this learning is the foundation for all future achievements at Drake.
WHAT’S NEXT? We are continually enhancing an in-depth Induction Plan for our new OneDrake CRMs, providing them with all the information and connections they need to excel in their new Drake careers.
- Ninja Graduates DRAKE INTERNATIONAL
Over the next month, we will be developing key service and solutions briefs – the “who are we..?” through engaging e-learning materials. This will be delivered with the support of Mike, one of our fantastic Drake Graphic Designers. QUARTER 3, 2019
LATEST CAMPAIGN UPDATE
MARKETING MAGIC
New email signature
Taking the new website to market – and we’re off. As you all know, the Marketing Team have finished the development of our brand new website and are busy pushing out our new digital shop-front across several platforms, including Facebook, LinkedIn, Email, Google Ad Words, and Search Engine Optimisation.
We’ve made it easier for our clients to now learn about our many recruitment and talent management services and have included new recruitment vertical pages e.g. Government, Engineering, as we start to differentiate ourselves in the market. Employers can also subscribe to the Drake Resource Centre to read our exclusive White Papers and access the Drake Business Review online.
Our new site completely revolutionises the entire user experience for both our clients and candidates, and one we should be singing out loud about.
Our candidates can search and apply for jobs with our seamless online registration process, and we’ve also launched the Drake Talent Network –
where candidates are able to sign up to receive job notifications as soon as our consultants upload their jobs. To support Marketing’s efforts, as a team, we all need to ensure we are encouraging our networks to subscribe to the Drake Resource Centre as well as educating candidates to sign-up for our Drake Talent Network. Make sure you all have updated your e-signature promoting the new website, and like or share our posts on socials. Go team!
New “cross-sell” campaign – coming mid-September We are excited to share with you a new campaign marketing is developing designed to cross-sell the Drake brand titled: “We Are More Than Just One Collar”. In recent times, Drake has been developing its white-collar recruitment services, and Marketing will be supporting the sales effort by optimising existing relationships by showcasing our other key verticals to existing clients.
Vertical Talent hits new milestone on social media After much hard work developing new creative assets and strategically posting on social media, Vertical Talent now has a following of over 9,000 LinkedIn professionals! Our LinkedIn engagement rate is now sitting at 4.68%, with an increase of 2.49% last quarter. Well above industry standard of 1% to 3.5%! Well done, Vertical Talent!
Initially, the new campaign will be pushed out to all Drake blue-collar clients, promoting the key verticals of Engineering, IT & Digital, Office Support, Banking & Finance, Procurement and Executive. Our first item is an email blast, sent to all blue-collar clients. Marketing will also be developing a series of digital assets we can use across several platforms to help push the message of “more than just one collar” externally to a wider market. Watch this space for the official campaign release. DRAKE INTERNATIONAL
Example of new campaign email. Example of new digital asset.
QUARTER 3, 2019
VICTORIA
PEOPLE POWER
Max (Tenders Team) and Vicki (Vertical Talent) participated in the Sea Shepard Marine Debris Clean-up Campaign at St Kilda beach
Chris Ditchburn and Gary Sayers celebrates 33 years at Drake, and Bev Melville celebrates 25 years!
Emma Roberts and Tazmayn Goode from Laverton are back from maternity leave
NSW
Client Relationship Manager (Drake Workwise) Samantha Callaghan is off to maternity leave and due in November.
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Monika from Laverton and her daughter ran a fun run for FightMND.
Our Senior Learning and Organisation Development Specialist, Marjie Best, took a break from her Challenger Sales workshops over in New Zealand and visited the lush green pastures of Hobbiton.
QUARTER 3, 2019
EVENTS
Flora Blaik and Danni Jovanovic at a mini employment expo at AMES Sunshine for Drake Employment Services
Team dinner with the Victorian management team and Bendigo branch for our Q3 Ops review. A great chance to review our quarter’s results, celebrate our people and talk all things sales pipeline.
Olivia Byrne all kitted up in PPE with Ty Seupule to visit one of the OI sites for a BBQ
Monika Garlinge attended a job fair alongside Danni Jovanovic to gather resumes from potential candidates from a Woolworths warehouse which was closing down in Vitoria
Clinical Coordinator, Isabella and our Recruitment Coordinator, Roxy at the Drake Medox booth for the 2019 Australian and New Zealand Spinal Cord Society (ANZSCos) Annual Scientific Meeting.
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Drake hosted another successful Australian HR Institute (AHRI) session where our guest speaker, Susie Quirk from KPMG presented about the Future of HR.
QUARTER 3, 2019
SAFETY SPOTLIGHT
Importance of preventing work-related injuries and incidents.
Work Health and Safety is a critical part of any business, and protecting the health, safety and wellbeing of all employees is not only a ‘shared’ responsibility, but it is also a legal (and moral) obligation of both Drake, the host employer and the worker. Failure to meet this obligation can: • place unnecessary distress to the injured worker and their family • cause a disruption to the productivity of the host-employer • Increase Drake’s financial and commercial risk exposure, including: »» increased worker’s compensation premiums »» time lost to investigate/manage injuries and incidents »» lost productivity by branches replacing injured workers. Most workplace injuries and incidents are avoidable and there are adequate control measures in place to help reduce the risk, including: • completing site inspections • understanding the job requirements • ensuring the most suitable candidate is recruited for the role, considering these factors: »» the work activities or tasks required of the role »» the candidate’s qualifications, skills and/or experience
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QUARTER 3, 2019
LAUNCHING SOON - DRAKE COMMUNITY! »» identifying any potential issue that may impede the candidate’s ability to fulfil the inherent requirements of the role; »» understanding the candidate’s attitude and career aspirations, and the distance the candidate is required to travel to and from work »» understanding the culture of the host employer’s workplace/site; »» verifying the candidate’s right to work in Australia • the induction/training (Workpro) package the candidate needs to complete prior to placement. • assessing the candidate’s general health and fitness aspects (MSSE assessment). Some tips to help reduce the risk of work-related injuries and incidents include: • ensuring the workplace is appropriate and safe for our workers, and that all potential hazards have been identified, assessed and controlled, so far as reasonably practical; • the worker having received adequate training, instruction and supervision, whilst completing work activities on behalf of the client • encouraging workers to report any potential hazard and not to undertake any task they believe is unsafe and/or they have not received an appropriate level of training on • the worker is capable/suitable to continue the assignment; • that all workers have access to all required Personal Protective Equipment (PPE).
We have identified Corporate Social Responsibility as an area to grow within Drake for the benefit of our tender responses and also the broader community. Thus, the internal brand of Drake Community is being shaped and prepped for national launch. Many thanks to Nicole Jones, Rudy Srahah and Olivia Byrne for participating in our first Drake Community brainstorming workshop at Laverton Branch. We will be launching this exciting initiative soon and making contact with each branch to discuss how you can best participate. Watch this space!
Whilst ‘injury prevention’ is often seen as cumbersome and unnecessary, the fact remains that preventing a work-related injury or incident is much better than managing one.
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QUARTER 3, 2019