DRAKE
NEWSLETTER Dec 2019
DRAKE INTERNATIONAL
QUARTER 4, 2019
Dear team,
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Well done to Medox in Q4 for a stellar performance and year-onyear growth. Medox Australia had its strongest finish to a Drake Fiscal Year for 2018/19 with its strategy of becoming a specialist in high and complex home-care really paying dividends. This singular focus, and new brand relaunch combined with high levels of customer service from the Medox team have driven this high performance growth. Medox’s final half-of-year saw a 71% increase in NR from the previous 6 months. Unfortunately, Q4 was a disappointing quarter for the remaining Drake non-Medox branches. We have analysed the results and there is a clear correlation between results and sales activities. Rather than dwelling on the past, we need to look forward and take advantage of the investment Bill Pollock and the EC are making in supporting everyone in the business. As noted in last quarter’s newsletter, Bill Pollock has shown his commitment to us by having approved a massive investment in marketing spend (DFE). This investment is designed to support all of us in our drive to secure more business resulting in Net Revenue (NR) and Profits (NPBT).
DRAKE INTERNATIONAL
Our new Financial Year kicked off in October and like Drake Medox, we want to make this the best year on record. How are we going to do this? We will continue investing in you and you need to continue the activities and behaviours we know that deliver results. The fundamentals are simple: Activity, activity, activity! •
Fill every role won - we should be aiming for zero order cancellations
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Build your database of candidates - thereby reducing placement times
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Actively drive account management - push OneDrake with existing and new clients, cross-selling is an expectation
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Increase new business development - increasing C&I activity into new markets we know are in need and would benefit from Drake products and services. Work on introducing your colleagues to your clients
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Uphold the highest standards of quality and professionalism and don’t take short-cuts especially with compliance. Remember our tagline, “In Pursuit of Excellence”.
We are fortunate to be working for such a well-recognised and respected brand. It is up to us to convert this into NR. Let’s all work together, drive up our activities and behaviours, and embrace OneDrake - we can then all benefit from what will be an excellent year. We wish all of your families and loved ones the very best over the festive season. We encourage everyone to rest up as it’s going to be our best year yet! Warmest regards, The Executive Committee
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EXECUTIVE COMMITTEE UPDATE
To capitalise upon this investment, we are appointing new CRCs and CRMs to expand our sales force, investing heavily in local, regional and national marketing initiatives and are upgrading our technologies, processes and procedures. This is a great time to be working with Drake International!
FRANK SPIZZO
Chief Financial Officer
CHRISTOPHER OUIZEMAN
Profit Improvement Manager
NICK POLIMENAKOS
National Manager - Medox
QUARTER 4, 2019
HR HUDDLE
FROM THE HR DESK We would like to welcome all of our new starters for Q4 (July - September), as well as those who have started with us so far in Q1 we haven’t forgotten you, you will receive your special mention in our next issue out in the New Year. The festive season is here therefore if you haven’t yet put your leave in Preceda, please action immediately. If you have any questions, please contact HR.
From the HR Desk We wish everyone a wonderful break and looking forward to providing further HR support in the New Year. All the best, Leanne and Libby
WELCOME!
Melbourne: Duann Nguyen - Marketing Cheryn Vilaivongse - DRS Flora Blaik – Klick Adam Alzagha – One Drake Vito Giudice – One Drake Aditi Chauhan - DO Veronika Klaic – DRS Perth: Manan Shah - DO
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Adelaide Maryanne Zrilic - DO Sydney: Ryan Green – DO Amanda Stonestreet - Workwise Brisbane: Liam Kelsall – DO Jessie Drane - Medox Laverton: Eugene Ala - DI
Albury Lawrence Walsh - DI Katrina Maginnity - DI Parramatta: Gonca Sobaci – DI Ruelio Gambol - DI Mulgrave: Nadeen De Silva – Finance Nikhil Kachhadia - Finance Grace Ran – Finance QUARTER 4, 2019
LEVERAGING LEARNING with Marjie
The P3 Development Pathway The P3 Certification pathway is now well underway, with a strong plan in place to ensure all consultants are well-versed in each aspect of Drake’s key personality & behavioural assessment tool, P3.
Step 2 - Selling P3. This incorporates both the review of a marketing brochure and the P3 Application Sales Model (ASM) and Socratic questioning. Step 3 - P3 System. The set-up and use of the P3 system, including the varieties of the reports available. Step 4 - Understanding Personality Styles. This is a full-day workshop with a follow-up debrief delivered by the consultant, demonstrating competence in a P3 debrief to gain certification. Step 5 - Communication Workshops. Team communication workshops will soon be delivered to your team and followed up with a ‘train-thetrainer’ for budding facilitators and business influencers. Stay tuned for these sessions!
Celebrating Wins Congratulations to our first of many P3 Certified Debriefers!
Liam Kelsall
Perm Consultant, Brisbane
Leigh Davies
CRM, DO Melbourne
Adam Alzagha
CRM, OneDrake Melbourne
Step 1 - The P3 Certification process first begins with a Personal debrief of your own Development Steps P3. This activity, firstly, provides you with an understanding on how you can leverage your traits, motivational needs, emotional intelligence and other behavioral indicators to impact your role within Drake.
DRAKE INTERNATIONAL
QUARTER 4, 2019
FROM THE L&D DESK
The Challenger Sale Training 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 two sessions of the Challenger Sale was rolled out to 16 staff over two different sessions and included our recent new CRMs from Darwin, Brisbane, Melbourne and Sherwood.
December Ninjas
We look forward to seeing each of these consultants redefine our client pain-points!
November Ninjas DRAKE INTERNATIONAL
QUARTER 4, 2019
MARKETING MAGIC
Getting Found Online with Google To capture and drive new potential clients and candidates enquiries, marketing launched a Google Ads Campaign mid-year bidding on key words typically entered into Google when looking for HR and Recruitment Services with much success. Drake appeared in
Google Generated
417,000 27,329 Searches
2019 - The Year That Was.. What a year it has been. At a recent planning meeting, Marketing looked back at some of our results for 2019. We thought it is timely to wrap the year up with some of our major wins and achievements, and outline some of the exciting things planned for 2020.
The New Drake Website Our new digital shop-front is an essential part of our marketing strategy. Here are some fast facts on the new website and how it has performed since its launch 4 months ago. Total Visits
117,683 up 57%
New Users
99,904 up 45%
Visitors per month
25,811 up 17% Impressions
670,131 up 55%
DRAKE INTERNATIONAL
new visitors to the website
Google helped create
3075
conversions*
*a conversion is an activity on the website e.g.. fill out a staff order form, click on a branch phone number or email etc
Building our Social Media Presence We continue to run monthly social media calendars for 5 brands which has seen our followers and engagement levels grow, here are some of our standout results: Drake Medox LinkedIn
48.2% 80%
Drake LinkedIn
Growth in Followers - YOY
Growth in Followers - YOY Drake Medox Facebook
Drake Facebook
20% Growth in Followers - YOY
Driving Online Reviews For nearly 9 in 10 consumers, an online review is as important as a personal recommendation. We needed to improve our online reviews on both Google and our social pages, and have generated 157 new reviews which helps with SEO and organic search.
102
new reviews for Drake Drake’s Google rating
4.1 out of 5
55
New reviews for Medox Medox’s Google rating
4.6
out of 5 It has been a busy year with a strong focus on improving our digital presence and brand to ensure potential customers and candidates can find us online. We look forward to improving on our results in 2020!
37.8% Growth in Followers - YOY
QUARTER 4, 2019
What’s in Store for Marketing in 2020? We have a number of exciting campaigns planned for 2020. Marketing will be working towards a major campaign each quarter, and for Jan – March next year, our theme will be Talent Acquisition. According to the latest report from Mercers, two-in-five employees are planning to leave their organisation in the next 12 months, and 97% of C-suite executives are predicting an increase in competition for talent during the same period. The traditional mantra of “attract and retain” is being replaced with “attract and continually attract.”
The promotional mix will be extensive and will include blog posts, social media tiles, video, info sheets and more, as we lead with P3 as a great predictor of workplace performance for a new hire. Our theme of Talent Acquisition ties in so nicely into the launch of our brand new P3 website, which has been designed to provide a sales pipeline for our CRM team. The website is yet to be launched, however you can have a sneak peak of it here: www.drakep3.com.au
The ‘Global Human Capital Trends’ Deloittes survey also cited recruitment as an important issue, and 16% report it as one of the three most urgent issues their organisation would face in 2019 and beyond. For us, the new year represents a fantastic opportunity with candidates thinking about that new job, and for companies who may have held off on any hiring decisions pre-Christmas, they will be ready to kick-start their hiring for 2020. We will be flooding the market with key messages around ‘New Year, New Job’ for candidates and ‘Build Your Team. Better. Faster. Smarter’ for clients.
This all kicks off mid-January. All staff will be briefed prior to the launch of the new campaigns and we look forward to continueing to elevate the Drake brand in 2020. - The Marketing Team
DRAKE INTERNATIONAL
QUARTER 4, 2019
Wins TENDERS
This quarter has been the busiest of 2019 for the Tenders Team, with the following submissions being made between August and November: We are pleased to have won:
DRAKE INTERNATIONAL
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South Australia Department of Health - Provision of Personal Support Workers (Medox)
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South East Water EOI - Recruitment Services
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La Trobe University - Provision of Temporary Contingent Labour
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NZ Health Alliance – Temporary Health Personnel Panel (Medox)
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CNH Industrial - ANZ Recruitment Services
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Airservices Australia - Panel for Recruitment Services
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SGS AU Recruitment
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Defence Professional Services Standing Offer Panel.
Northern Territory Department of Health Provision of Disability Support Workers (Medox)
Territory Generation Labour Hire Services AND Hard to Fill/Executive Placements.
QUARTER4,4,2019 2019 QUARTER
SAFETY SPOTLIGHT
The Drake Safety team would like to take this opportunity to thank everyone for their continued support and hard work throughout 2019 and we look forward to working with you all again in the New Year. We have experienced several positive achievements throughout the year, including:
Drake successfully achieving certification to the new international WHS standard ISO:45001 (2018) and retaining certification to the international Quality standard ISO:9001 (2018) in March. We have seen a significant reduction in the severity of injuries and incidents being recorded this year
We understand that Recruitment is fast-paced, high-pressured and a forever-changing environment and whilst we have experienced some positive outcomes throughout the year, as we enter 2020, we will be working on several continual improvement opportunities. There is a lot of work occurring in the background to modernise and streamline our current Safety and Quality practices. This work is designed to simplify our current systems and processes, provide a consistent recruitment methodology, remove the DRAKE INTERNATIONAL
A significant reduction (approx. $250,000) in the workers compensation insurance premiums in Queensland We have also assisted several clients improve the safety aspects of their workplaces, which in turn assists Drake with our goal of reducing workplace injuries.
unnecessary manual admin requirements and reducing costs, therefore laying the foundations of a clear pathway for us all to achieve our 2020 goals and objectives. Remember: great things happen to those who don’t stop believing, trying and learning! Regards Drake Safety team.
QUARTER 4, 2019
Ashleigh (Melbourne Reception), Alex (Logistics), Julie (Tenders) and our part-time Marketing Intern, Suzanne, out for dinner for Suzanne’s last day at Drake.
Vanessa Auciello from Albury and her new bundle of joy, Max!
PEOPLE POWER
Congratulations to Alex Salem on getting engaged to his fiance, Ainsleigh Great work, Josef Stewart Cooke, our site supervisor at Paradigm MS O-I who celebrated 5 years at Drake!
Our Drake Klick CRC, Flora gotand hitched – congratulations! Christopher Nicole Jones’ son, hanging out in hi-vis! Cuteness overload!
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Our Drake Klick CRC, Flora Blaik got hitched – congratulations!
Leigh Davies, Melbourne CRM lending an arm to the Australian Red Cross Blood Service. Join our Drake International Red25 team today!
QUARTER 4, 2019
Details of the win:
SALES SNAPSHOT
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Minimum 50 warehouse staff per week
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Extra 1,900 hours per week
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$79,876 in sales per week
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$3,135 NR per week
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This could grow to 100 by February 2020 when it moves into Big W
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Start date November 11th.
Woolworths (Big W) Win! Due to the exceptional service delivered from the Linfox Laverton team, Drake is now the sole supplier to a new Linfox Site – Woolworths (Big W). Like anything, the scope has grown and now the win includes over 200 (more like 250) roles, in both blue and white collar! To ensure we continue to deliver exception service levels, and with the project evolving into both permanent and temporary roles, this was a perfect opportunity to create a joint project with the Melbourne DO team. Emma Roberts & DC Manager Vikki Venables DRAKE INTERNATIONAL
Testimonial From Linfox:
On behalf of Linfox, I just wanted to pass on our sincere thanks and gratitude for placing Shelby here at Hoppers Crossing. She has done a fantastic job for us, is a pleasure to have on site and I cannot speak highly enough of her professionalism, enthusiasm and her integration into our team. Thanks again, Drake is a pleasure to work with. QUARTER 4, 2019
Asahi Albury – Snapshot:
SERVICE STARS
One of our major clients, Asahi recently went to tender, and due to Procurement looking for cost savings, Drake was told we were no longer a Tier 1 supplier and were invited to tender for Tier 2. This was a disappointing scenario for the Drake team who have successfully serviced Asahi across the nation. None more so than for Drake Albury which is where Asahi’s largest site resides, and was naturally the branch’s biggest client. A decision was made by Drake to approach all sites and discuss the ramifications of the change and to garnish support from some very strong relationships which had been built over time. Many of the Asahi staff had not been consulted during the process and were extremely disappointed by the news that Drake would no longer be a Tier 1 supplier. The Asahi Albury site was so concerned by the change and the impact it would have on their business, they campaigned high and wide for Drake to remain their Tier 1 supplier despite the new contract now in place. In their words, they could not run their operation without Drake’s partnership and the support of Drake team, namely Natalie Hynd, Lawrence Walsh and Lucinda Gamboni. The end result was Drake maintaining the contract with Asahi Albury as the sole supplier under Drake’s pre-existing contract conditions. This is truly a great example of becoming a trusted partner, so much so that we have become an essential and integral extension of their business.
18 new starters all lining up for their induction at Asahi Albury
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Congratulations to everyone involved!
QUARTER 4, 2019
SALES STARS
Ty Seupule Ty started at Drake as a Client Relationship Consultant in September 2018. Since his start with Drake , Ty has worked tirelessly to grow and secure business for the Laverton Branch. Most recently Ty’s hard work on Holco has seen opportunities arise for a significant national deal to supply workers with Jodie Bartram. Jodie already has 11 orders for SA and one for Brisbane. The company has massive expansion planned over the next 2 years, and Drake are in the driver’s seat to potentially supply hundreds of temps around the country. Ty has the responsibility of some major clients including ALDI and Metcash which are fast growing. All these accounts take many hours to service and it’s nothing for Ty to be on site at 5am. Not only is Ty a sales superstar, he is also a dedicated community member running church youth groups, organising and raising funds for camps for under privileged kids and is also an awesome singer!!
Maryanne Zrilic
We are also thrilled to report our new starter in Adelaide, Maryanne Zrilic, has already bought in 6 exciting new clients in her first 7 weeks at Drake and will have 20 staff out by the end of her 8th week! She is an absolute superstar! Welcome Maryanne, we are thrilled to have you part of the Drake team.
We are happy to hire him out at a significant margin :)
DRAKE INTERNATIONAL
QUARTER 4, 2019
Have a great Christmas everyone, and we’ll see you next year!