DECEMBER 2013
$9.90
FEATURING
TRADE A FEELING FOR ANOTHER FEELING YVONNE GODFREY OPTIMISE YOUR WORK FLOW YOUR BUSINESS IS A REFLECTION OF YOU VALUES BASED BUSINESS EMPLOYEE ENGAGEMENT
Contents Forward The future of 3D printing is here. Trade a feeling for another feeling
PAGE TWO PAGE FOUR PAGE SIX
Is it a passion or a must?
PAGE EIGHT
Optimise your work flow
PAGE TEN
Use uniqueness to increase profits Are you willing to trade your happiness for your pleasure?
PAGE TWELVE PAGE FOURTEEN
Taking a look at business studies NZ
PAGE SIXTEEN
The ultimate waterfront lifestyle
PAGE TWENTY
Your business is a reflection of you!
PAGE TWENTY TWO
Employee engagement
PAGE TWENTY FOUR
Innovation
PAGE TWENTY EIGHT
Values based business
PAGE THIRTY TWO
Who is visiting your website?
PAGE THIRTY FOUR
Bringing hope and a future for ADD/ADHD sufferers
PAGE THIRTY EIGHT
PAGE ONE
Forward Wow! Another year has flown by. For many this will have been an amazingly busy year and I hope all of this effort has brought you closer to your dreams and goals. How are you going with achieving your goals? Is there an area of your business holding you back? You might just find some of the answers in the pages of this latest edition of the Market Share magazine. Perhaps one of the business coaches or mentors can help you personally. Their contact information is included so you can ask them for advice. Well, I enjoyed the year and several highlights stand out for me. Firstly, seeing so many students doing so well with their Young Enterprise Scheme projects. We’ve seen some amazing ideas emerge. Secondly, I really enjoyed being a judge for the South Auckland Business Awards. This was both fun and challenging. I also learned a great deal from the experience. I have also really enjoyed playing Market Share at so many of the high schools around Auckland. I have met some really great students and teachers this year and have thoroughly enjoyed myself. I’ve been really encouraged seeing so many students doing so well in their business studies. I do hope you’ve had a brilliant year and we all want to wish you a wonderful Christmas with your family and friends. Where ever you find yourself this Christmas, have a restful and relaxing time. There will be plenty of fantastic opportunities next year, so keep your eyes open for them and if you need any help, get in touch with one of the great coaches or mentors included in our magazine. Warm regards Nick Hindson Market Share International
MARKET $HARE MAGAZINE
PUBLISHER NICK HINDSON nick@marketshare.co.nz
GRAPHIC DESIGN & COVER PHOTOGRAPHY
PAGE TWO
www.marketshare.co.nz
TITANIUM DESIGN JULIAN HINDSON KATE HINDSON julian@titanium.net.nz www.titanium.net.nz
R E A L I S E Y O U R D R E A M S FA S T E R
STRATEGIC COACHING
www.futurist.co.nz
0800 388 8748
THE FUTURE OF 3D PRINTING IS HERE… Desktop 3D printers are becoming a more common reality for many schools and businesses now and with the MakerBot® Replicator® 2 Desktop 3D Printer, creating 3D models and objects has never been easier. Ricoh New Zealand has just become an authorised reseller of this amazing technology that allows you to produce printed 3D objects right on your desktop. The award winning fourth-generation MakerBot Replicator 2 is revolutionising the industry and MakerBot has become the global leader in the desktop 3D printing industry. MakerBot is making real advances in terms of print resolution, build volume, speed, ease of use and affordability and was named one of 2012’s best new inventions by Time magazine. One of the truly great aspects of a MakerBot desktop 3D printer is that you don’t require extensive technical expertise and experience to drive it. Having been designed to satisfy the needs of business and creative users, this remarkable 3D printer is the perfect addition to any studio, classroom or office. Ricoh will be offering MakerBot products in New Zealand including the MakerBot Replicator 2 and
The MakerBot Replicator 2 lets you create detailed scale models, prototypes, educational pieces and more with ease.
MakerBot® Digitizer™ Desktop 3D Scanner and MakerBot Replicator 2X Experimental 3D Printer which boasts a dual extruder for two colour printing and is optimised for printing in MakerBot ABS Filament and MakerBot Dissolvable Filament. The MakerBot PLA Filament used in the MakerBot Replicator 2 is a bioplastic, derived from corn, and is available in a range of colours, translucent colours and even a glow in the dark filament is available. Ricoh’s Marketing Manager, Murray Clark, says this type of desktop 3D printing has unleashed innovation across a broad range of business, education and consumer applications at a price point that makes it affordable. It means that one-off or short-run objects can be made quickly and easily,” says Murray. “And you don’t have to be a designer to use it,” he adds. The MakerBot MakerWare software is also available as a free download from www.makerbot.com and is used to prepare the 3D files for printing. With this remarkable range of MakerBot 3D print solutions now available from Ricoh, Murray is confident that Kiwis will appreciate the easy access to local supplies, service and support. If you’d like to know more about how a MakerBot Desktop 3D Printer or Scanner can revolutionise your business, contact your local Ricoh office today.
Key features of the MakerBot Replicator 2 Desktop 3D printer • Get smooth-to-the-touch surfaces that don’t need sanding, finishing, or postproduction. • Makes the prototyping process faster and easier – save development time and dollars. • Makes testing ideas a breeze. • Designed to look great (and work quietly!) on a desk or table in your home, office, lab, or in the classroom. It’s quick and easy to use with no assembly required. • Professionally engineered and expertly built to save you time. • The MakerBot MakerWare slicing engine rapidly turns 3D designs into printable files. - Drag and drop multiple models right onto the virtual build space, and then make them all at once. - MakerBot MakerWare supports .stl and .obj files created by a broad range of 3D design software. - Friendly interface has intuitive icons and controls. - Compatible across Mac/Linux/Windows.
• Approximately 6,700cm3 (410in3) of creative potential. • A resolution capability of 100 microns – as fine as a piece of printer paper. • Build pieces up to 28.4cm L x 15.5cm W x 15.2 H (32.4cm in diagonal) • Capable of printing complex assemblies in parts and/or at one time. • Make whole projects, not just single things. • Designed and optimised for MakerBot PLA Filament – a bioplastic, derived from corn. • Rely on builds that stick to the platform with practically no peeling or curling. • Enables you to build big with dimensional stability. • Expand your creative palette with a wide range of matte and translucent colours.
Call Ricoh on 0800 80 76 76 to find out how we run the things that run your business or visit our website: www.ricoh.co.nz
Trade a feeling for another
feeling Emotionally immature people function in the ‘here and now’. They need instant or short-term gratification to give meaning to their world. They have little or no understanding of how the decisions they make today will affect their lives in the long-term. For our decisions to serve our future purposes and goals – we at times may need to ‘trade a feeling for another feeling’ and learn a new way of thinking. ‘Inside-out’ thinking focuses on urges, where feelings control actions and little thought is given to the consequences - whether these consequences line up with what we really want. ‘Outside-in’ thinking asks – ‘will doing this line up with my values and goals? Who will be helped or hurt by this decision?’ ‘Outside-in’ thinking has to be associated with a preferred experience, a cause or a goal to give it power over the conflicting desire for instant gratification understanding that the feelings associated with a worthy cause produce a much better pay off than the spontaneous quick fix decision.
Article by Yvonne Godfrey
Example of trading a feeling for a feeling;
‘Inside-out’ feeling: I want to call it quits for the day and have a beer. I am absolutely knackered after all that has gone wrong today. Traded for:
‘Outside-in’ feeling: Yes I really am hanging out for a nice cold one – but I promised that client I would get a new quote to him by tonight. There is a constant internal battle going on between our ‘I want to do the right thing’ good side and our ‘what the heck – I’m going to indulge myself’ bad side. Here are a couple of tools to help you win. A written affirmation is a statement written in the positive present tense, which reminds us of our intentions and desired outcome. For example – I always do what I promise. I bring exceptional value to the business and to our clients every day. In the process, I am building an awesome reputation in my industry.
PAGE SiX www.marketshare.co.nz
A written contract (more like a promise than a legal document) with your boss or work colleagues can also reinforce accountability. This written contract states what the person writing it will do and when. To be really effective, it also has consequences for non-delivery. The more the concept is practiced the easier it becomes as new habits produce desired results.
Yvonne Godfrey – Outstanding Mentor A successful business owner and sought after speaker for well over thirty years, Yvonne equips business owners and corporate leaders to build a successful business while achieving a worthwhile life. Yvonne is pragmatic, wise and fun to work with. For testimonials or to book Yvonne: 027 249 5444 / 09 413 9777 yvonne@miomo.co.nz
As Christian Marchegiani, a very successful personal trainer from Sydney says to his clients, “Getting up early to train is hard but so is diabetes and obesity. Not being able to play with your children is hard too. You just have to choose your hard.”
As Christian Marchegiani, a very successful personal trainer from Sydney says to his clients,
“Getting up early to train is hard but so is diabetes and obesity.
Not being able to play with your children is hard too.
You just have to choose your hard.” www.marketshare.co.nz
Is it a passion
Article by Tom Poland
or a must?
There is a myth that all one needs to do in business is to follow one’s passion and then the pennies will follow. By contrast to the myth, the reality is that there are certain things that most business owners need to do whether they love doing them or not. I call these my “Must Do Wells” (MDWs) and I have them posted on my office wall. Here they are… 1. Plan each month’s marketing campaigns in full detail and schedule all items 2. Select team players carefully 3. Delegate everything that is humanly possible 4. Create proven systems for them to follow 5. Train well using those systems 6. Set agreed KPIs for each team member and review weekly or monthly at their Professional Development Meeting 7. Attend each team member’s Professional Development Meeting 8. Ask questions, ask questions, ask questions of each team member 9. Attend Monthly Financial Review meeting 10.Attend Monthly Publishing Meeting
PAGE TWELVE
With the exception of item #1 the list is full of things I don’t look forward to but I know that I must do them and do them well. MDWs are mostly things that, when not done or when not done well, will cripple your business but they are also things that you don’t always enjoy doing too much. Hence “must” as in “compulsion”. Have a think about your MDWs. Have them in a prominent place in your office and ensure that they get done. Tom Poland - College of Entrepreneurship faculty@collegeofentrepreneurship.com
AustralAsiaNZ COLLEGE OF ENTREPRENEURSHIP
For Entrepreneurs, By Entrepreneurs Seriously Smarter Growth Strategies
faculty@collegeforentrepreneurship.com www.collegeforentrepreneurship.com
AGE 12+ PLAYERS 2-4
LOOKING FOR A FUN, FAMILY FRIENDLY GAME THIS CHRISTMAS?
Special
$69
ONLY THIS DECEMBER
Usually $89.95
Market Share is the fun business board game that will provide hours of competitive entertainment and real educational insights about business. WHAT PEOPLE ARE SAYING ABOUT THE MARKET SHARE BOARD GAME “Market Share is an extremely fun and competitive game that will get the room off their seats with emotions, but at the same time provoke the passion and education required to excel as an entrepreneur in every day real business. I love it!”
“Market Share is a game that teachers can use not just on a Friday afternoon, but as an essential part of the learning process. You really are getting a game that satisfies a number of key areas.”
LLOYD GUTTERIDGE HEAD OF BUSINESS STUDIES
DEAN PAYN ONLINERESULTS.CO.NZ
“I really enjoyed my experience of playing Market Share. It was more than entertainment, I played it with other business owners and professionals and it also helped create great topics of conversation for our specific situations.”
JORDAN RUSSEL MYTECH
ORDER YOUR COPY TODAY CALL US ON 09
427 4547
OR NICK ON 0274
447 286
EMAIL nick@marketshare.co.nz ALSO AVAILABLE AT
www.marketshare.co.nz
Optimise your work flow
Article by By Robyn Pearce (The Time Queen)
by understanding your processing style Before we learn how to process information, we must first know how we receive it. One aspect that can make a difference to someone’s effectiveness in a crowded workplace is the understanding of this action, especially for the auditory learners. An Overview of Channels
We have five possible channels to access information - visual, auditory, kinaesthetic (tactile),
when needed. You’re wired for visual signals. For example, if your desk is near a walkway, the toilet or the kitchen you’ll be constantly distracted. The CEO of one of my client companies, a very auditory man, has a very low tolerance to extraneous ‘stuff’ in his office. Neatness and uniformity are paramount to him. This even extends to the pictures on the company walls – in the main office all he allows are posters of company product information.
If we’re blocked from processing our experiences and incoming information in our preferred sensory channel,
it dramatically inhibits our ability to function. olfactory (smell) and gustatory (taste). (And here’s your acronym for the day – VAKOG.) Almost all of us have a dominant preference for one of the first three - V, A, or K, with O and G operating on a very deep level for all of us. If we’re blocked from processing our experiences and incoming information in our preferred sensory channel, it dramatically inhibits our ability to function. Here’s an overview of how paper can affect the channels that are mentioned above: http://www.gettingagrip.com/product/getting-agrip-on-the-paper-war-managing-information-inthe-modern-office/. Visual
PAGE TEN
A sterile environment closes down a visual processor. You’ll need colour and interesting pictures, learn by observation, have to see things in order to retain the information and then retrieve it
The staff are not allowed personal pictures or even plants on their desks. His visual workers find it a very difficult environment in which to flourish. Auditory
Auditory workers find other people’s noise distracting – you work best in quiet and calm (unless you’ve chosen the sounds or are making the noise!) You’re the ones most dramatically affected by open plan. This channel breaks into two sub-sets – auditory tonal and auditory digital. Auditory tonal involves sounds and hearing - the words we hear and the way people say those words to us. You need to talk through a problem – you don’t know what you mean until you hear yourself say it. Be selective about who’s in hearing – fellow auditory learners can’t help but be distracted.
www.marketshare.co.nz
Auditory digital is more internal. It’s still about words, but written down – including the logic behind the words and the way they look on the page.If you’re auditory digital you can write a shopping list and leave it at home but still remember everything on it. If someone gives you instructions and you can’t take notes you’ll struggle to recall the details. Make people wait while you write down details. Kinaesthetic, or Tactile
One of my students told of working for a man who wouldn’t let her doodle in meetings. She found it
To Each His Own
Now that you have a better understanding of how information is processed, you can apply this knowledge and see where it takes you. Lastly, it is important to remember that what suits you might greatly disadvantage your colleagues. One size does not fit all. Robyn Pearce (known as the Time Queen) runs an international time management and productivity company, operating from New Zealand. Get your free report 'How To Master Time In Only 90 Seconds' and ongoing time tips at www.gettingagrip.com
PAGE ELEVEN
Touch is the external, and feelings the internal methods of learning for a kinaesthetic processor. Your environment is critical – you can’t work in an uncomfortable environment no matter how attractive it is. You have to feel comfortable with the texture of your clothes, the chair you sit in, the items you work with. And you’ll have to do things with your hands when you’re concentrating.
incredibly difficult to concentrate on what he was saying, and left his employment quite quickly. (Through a whole day of training with me she doodled non-stop and gave an enthusiastic evaluation about how much she’d learnt).
www.businesschanging.com
Article by Colleen Sluiter
Use uniqueness to increase profits Uniqueness is without doubt the area of marketing that offers the highest return. Many businesses fail to calculate the financial gains in finding and communicating what is different about them. Add to that businesses who after having identified their uniqueness, hide it in the closet. It becomes their little in-house secret. Your uniqueness displays your strengths and expresses how your company adds value to your most profitable customers – why are you hiding it?
• You surpass others. You’re not better at everything – but you are better at something. • Your people are more passionate about it – it’s in your DNA. • It’s your strength. What opportunities matter most?
Perhaps it’s expressed in service, not product, for example quick delivery if you happen to be a transport operator, or freshness, like Bakers Delight who bake daily. All sorts of variables make up the complete service, but you are especially passionate about this one aspect.
Do you know your uniqueness?
If someone asked right now, what is unique about your business, what would you reply? Will all your staff clearly offer the same answer? If the enquirer were a highly desired prospect, would the answer attract specifically him (speak to his needs)? Your business has certain strengths where you are stand-out good.
Imagine being a freight operator whose uniqueness is quick delivery. The ideal market is customers who need quick delivery (not rocket science). Your customers’ business depends on quick delivery. Like “Just-In-Time” manufacturing where assembly lines will stop if parts haven’t arrived. Believe me, they gladly pay more for the reliability of in-time delivery!
PAGE TWELVE
www.marketshare.co.nz
Uniqueness narrows your market. What you lose in turnover you gain in profit. Expansions, improvements and even recruitment must revolve around and support the area of your strength, that something that makes you unique.
• Your competitors are operating as “Jack of all trades”. • Your strength increases the profitability of your
Can loyalty increase profits?
ideal clients. Herein lies the heart of loyalty.
Pricing and loyalty are intrinsically tied to uniqueness. • If you offer what everyone else does, you face strong price competition and lose money discounting. • Customers leave and return at every price fluctuation. It will always be about price. No loyalty. • Your marketing is ineffective because no-one will be sure whether you are the right solution for them. • When you communicate your inconsistent message to no-one in particular; that’s who will be listening! • Your brand is watered down because you stand for nothing in particular- you are just there without personality. No value or trait by which people relate to you, hence no loyal following.
Unique eliminates competition. If necessary create a technique to do something unique. You will command higher prices because: • The value you add matches what is important to your ideal market. • It’s not available anywhere else.
Good business is as much about margin as turnover. What is the point of turning over $1 million and breaking even, when you could turn over $500,000 and earn 20% profit? I have seen companies almost close doors because of taking on a big contract at unsustainable margins. Selling on your uniqueness eliminates competition because others cannot deliver what you offer and your offering adds extreme value to the customer. Uniqueness narrows your market. What you lose in turnover you gain in profit. Use Uniqueness to win
The upside is more of those customers: • You really WANT • You are geared to service really well • Who cost less because what you do for them constitutes core business • Who remain loyal to you. Uniqueness is a seldom employed secret to increase your profits.
colleen@bigbusinessinsight.com
PAGE THIRTEEN
Scarcity drives value.
Do your margins return enough profit?
Are you willing to trade
your happiness for your pleasure? Are you distracted by shiny objects?
PAGE FOURTEEN
The other day I received a gift. Someone close to me gave me "The Little Book of Big Quotes" from one of my favourite motivators - Zig Ziglar. I was so thrilled to receive this gift that I chalked it up as an early Christmas present. It is full of many superb quotes, but one in particular drew my attention... "The chief cause of
failure and unhappiness is trading what you want most for what you want right now!" Are you as excited as a child on Christmas Eve? This got me thinking about the joys of Christmas. There is a heightened sense of anticipation on Christmas Eve as kids struggle to fall asleep knowing that during the course of the night a man in a big red suit with a deep voice and cheery smile will be leaving a series of gifts under the Christmas tree.
www.youngenterprise.org.nz
Article by Elias Kanaris
"The chief cause of failure and unhappiness
you want most for what you want right now!" is trading what
They wake up eager and energised, making a beeline towards their presents. Wrapping paper is ripped to pieces and cast-off alongside the boxing that holds the latest toy or gismo that is making the rounds that year. Their smiles reveal their happiness as they play with their newly acquired status symbol!
Maxwell teaches on the pitfalls of the latter strategy... “You can pay now and play later, or play now and pay later.� But whenever you put off the payment, the cost always increases because of the compounding effect of the back-end. Are you trading off what you want most for what you want right NOW?
Are you tossing aside your dreams? But as the day draws to a close, these toys are often found, discarded in a corner, tossed away like a crushed coke-can. With the battery power fading, they soon lose their appeal and become expensive trophies that mark the time of brief enjoyment for their young owners.
Here are 5 questions to ask yourself the next time a shiny object catches your attention: 1. What will it really cost me to do this now? 2. What is the benefit to me to focus on this now? 3. What will it cost me to do this later?
What are you willing to sacrifice? My mentor John Maxwell wrote about the Law of Sacrifice in his best-selling book "The 21 Irrefutable Laws of Leadership." He says that "A leader must give up to go up."
5. What will I have to give up to make this a priority? So, the next time that you get tempted to pick up that shiny object, use these 5 questions as your guideline and save yourself from losing something that you really want for something that you want now.
www.eliaskanaris.com
PAGE FIFTEEN
When it comes to sacrifice, we have the choice of putting in the hard work up front and enjoying the rewards later, or taking instant gratification whilst putting off the task at hand until a later time.
4. Who will benefit the most if I focused on this now?
Taking a look at business studies NZ Business Studies Achievement Standards in NZ Secondary Schools: 3 Years on Although Business Studies has been taught in NZ schools for a number of years, in 2010 Achievement Standards were finally registered to sit on the National Qualifications Framework along side the ‘bigger brother’ subjects of Accounting and Economics.
Article by Lloyd Gutteridge
has grown significantly although absolute numbers in Business remain lower than Economics and Accounting. In 2012, the most recent figures from NZQA show that the number of students taking Level 2 Business externals doubled in one year. How can we explain this trend?
Many schools had previously offered hybrid programs in years 10 to 13, which may have been built around Business Studies unit standards or other related industry/management standards or accredited courses as those offered by the New Zealand Institute of Management or the Young Enterprise Scheme. However, the decision to develop Business Studies Achievement Standards was a critical step in gaining momentum and acceptance by a wider range of stakeholders. Interestingly, Business Studies was one of the first subjects to be aligned with the new New Zealand Curriculum so a key emphasis of the new course was to combine academic rigor with a strong focus on competencies and experiential learning. So how are things progressing 3 years in?
PAGE SIXTEEN
Anecdotally, the number of students taking Business seems to have grown possibly at the expense of Economics and Accounting. (In one school in which the author taught on the North Shore in Auckland, Accounting Level 1-3 classes were wiped out within a single year.) Other schools report that in relative terms the number of students taking all three levels
The ‘newness’ factor of Business Studies needs to be considered and for a fairer more objective comparison we would need to see a longer trend of student entries compared with Economics and Accounting. Clearly, student interest in Business is growing and a key feature of the Business Studies course is that the teaching and learning guidelines can be closely aligned to student projects and interests – a critical factor in student engagement. Although the Business Studies course at level 1 and 2 is linked to developing business knowledge and skills in a NZ context, the influence of entrepreneurs such as Steve Jobs, Mark Zuckerberg and the success of start-ups such as Twitter and Xero on student motivation are undeniable. Students want to discuss and emulate the business models of these companies and how they too could become the next dot.com billionaire! Will the course attempt to encourage/develop/create a new breed of NZ entrepreneur? Undeniably, student innovation and creativity has found a home with business. Students are now
www.marketshare.co.nz
julian@titanium.net.nz www.titanium.net.nz
encouraged to create and develop new business models which are sustainable and display a commitment to citizenship or corporate social responsibility. (All Business students are aware of the very high attrition rate of new start-ups within the first two years!) It has been a delight as a teacher to see this creativity in action. No less important is that the course requires students to develop their key competencies of thinking and resilience, participation and working with others. It is too early to say whether a ‘new breed’ of entrepreneur has been created but the intention is most certainly being met with renewed student determination How are employers and teachers accepting the new Business course? Critically any Business course will need buy-in from a number of key stakeholders. A number of employers have acted as Business mentors to young entrepreneurs and provide insights into their experiences, successes and crucially mistakes and failures. Universities such as Massey have shown a willingness to really engage with the subject and also have offered advice and guidance.
Organizations such as Asia NZ are increasingly trying to provide resources and teaching ideas to embrace the challenges and opportunities that an everexpanding global market place brings. At Level 3, students study Business in a global context and how to respond to issues such as change management, innovation and intellectual property protection. The course is dynamic and up to date Any issues? There is no scholarship Business exam at the moment for NCEA (in contrast to Accounting and Economics.) This would raise the profile of the subject even further and attract a wider range of academic student. Revision resources are scarce and there is a need to develop on online presence to guide teachers in new ways to facilitate the subject. It would be fair that there is still some reluctance to acknowledge the ‘academic’ nature of Business Studies and that it is considered to be a soft option. I can answer this as a teacher that this is most certainly not the case. What Next?
Is the Business course Asia aware and responding to the increasing challenges of change in the global marketplace?
We need to be more daring!
www.marketshare.co.nz
PAGE EIGHTEEN
Teachers are developing a new model of delivery of this new course. Given the kiwi mentality of the number 8 wire and the need to get out there and do it, teachers have tried to move away from the ‘sage on the stage’ approach of traditional teaching practice towards a more ‘guide on the side’ facilitating role in the same capacity as de facto Business mentors. This has not been without its challenges and more resources to help teachers make this transition are required.
NZ’s economic future will depend on developing new products in new markets. With competition on a global scale, NZ Business will need to react and be proactive in claiming their right to be sustainable. The creation of Business Achievement Standards will go some way to preparing our young entrepreneurs for the challenges and opportunities, global competition will bring. However, greater creative thinking and experimentation is still required. ‘So long’ to the bake sale and the sausage sizzle. Instead, we should be welcoming in the bake sizzle and the sausage sale.
Design | Supply | Install
PLAY 3
THE SMALLER, SEXIER, TUCK IN THE CORNER AND BLOW OUT THE ROOF, ALL-IN-ONE PLAYER. The most versatile wireless speaker for rich, room-filling sound. FREE BRIDGE UNTIL JAN 2014
Call us today to discuss upgrading to a Sonos wireless audio system.
0800 1ST LIGHT (0800 178 544) sonos@sonosaudio.co.nz THE NEW FACE OF SURROUND SOUND
www.sonosaudio.co.nz
the ultimate wat Just inside the entrance of the Whangarei Harbour, with a 230 berth marina at its center resides Marsden Cove. The comprehensively planned marine village is rapidly becoming Northlands premier boating destination, and Whangarei districts most prestigious neighborhood. There are a number of standout points that make Marsden Cove so unique. Waterfront sections are available with adjoining private jetties and boat ramps, enabling those with boats to simply ‘set off’, and within mere minutes can pursue boating activities in the Harbour and beyond. It has New Zealand’s only sophisticated Lock system which enables the tide to always be high in stage 2 and future stages. A range of events organized by Marsden Cove staff are offered to the public and more to an exclusive group of property owners. The clean and safe swimming water makes for a popular and enjoyable domain for swimming, kayaking,
stand up boarding, and any other water based activities. This development was designed for those who want the ultimate in a waterfront lifestyle.
Marsden is on the move, with a number of already established homes and many in the building process, it is apparent people are committing themselves to this ultimate lifestyle. The vast scope and design of Marsden Cove will play a relatively large part of Northland’s future, as upon completion it will provide almost 1000 homes. Already the local community is buzzing with the waterfront retail block housing a café, hair and beauty salon, liquor store, marine services, and real estate agency. The Marsden Cove Fishing Club is also a new addition and is looking to expand membership numbers. Already we’ve seen game fish weighed at the gantry in front of enthralled onlookers.
www.marsdencove.co.nz www.marsde
terfront lifestyle Locals and visitors are always out and about, strolling around the Marina and Waterways. The boat ramp is one of the busiest in Northland, as boating enthusiasts from all around the district use the facilities as they go about their daily fishing and cruising activities.
There are so many reasons as to why people love it here. Boating, waterfront living, local events and activities, magnificent views of Mt. Manaia, clean and safe swimming water, and the local retail facilities are just to name a few. Marsden Cove really does portray the ultimate kiwi lifestyle. Whether it’s retirement, permanent or holiday living, everyone has their reasons as to why they want to be here. Come and see our unique destination, soak in the atmosphere and enjoy all that Marsden Cove has to offer. Visit our friendly sales staff at the Marina office and talk to them about securing your slice of paradise at Marsden Cove. You can also check out our website www.marsdencove.co.nz for more information.
www.marsdencove.co.nz ncove.co.nz
Your business is a reflection of you!
Article by Clinton Sanford
When I first heard this statement I thought -
“OK”, and went and had another cup of coffee. But over the years that have ensued I have realised the truth of this statement. In my role as a Chartered Accountant and as a business owner I have come to see first-hand that the results a business is achieving is directly proportionate to the quality of thinking that the owner puts into themselves and their business. Let me show what I mean. Here are some figures from two different businesses. They both operate in the same industry, and service the same demographic. I’ve changed the names to protect the innocent & the guilty.
What’s your business reflecting?
PAGE TWENTY TWO
Do you like what you see?
Business Owner
Harry
Robert
Location
Great
Great
Payroll
175,510
175,400
Team Size
4
4
Owners
1
1
Sales
$750,000
$1,575,000
Profit for the owner
$37,000
$427,000
Hmmm…Which business would you rather own? – “Harry’s of course!” says the small minded business owners who only thinks about how much tax they have to pay. But seriously, Robert’s business is the one with which we would all love to be involved. His business is clearly the better performer. The key question is why? The very clear answer is found when you understand that Robert: · has a clear vision · sets expectation for his team · loves his customers · is passionate about the industry that they operate in
· is not scared of risk
In short – Robert is a leader that has earned the respect of his team, customers and suppliers. This is a clear reflection of who he is. Robert’s business is a reflection of his commitment to ongoing personal growth and development.
PAGE TWENTY THREE
· knows his stuff technically
What’s your business reflecting? Do you like what you see?
www.basca.co.nz www.marketshare.co.nz
Employee engagement
Article by Eloise Tzimas
The biggest kept secret to increasing. I walked into the office of a client I was about to begin work with and I could instantly feel a low level of energy and morale in the office. The air was thick with uncertainty, change fatigue and employees sitting in clustered groups of their functions, whilst other teams weren’t connected at all. The office energy was low with little talking, laughter or engagement with other employees. Does this sound familiar? Who drives employee engagement in the organisation? What are the key drivers for high levels of engagement and productivity? What are the best practices that every leader needs to role model, to create strong employee engagement? The secret behind “great employee engagement” is that a leader creates the environment that stimulates engagement from employees. A leader does not have any control over how engaged an employee is directly. A recent survey undertaken by Monster.com’s 2013 US Workforce Talent Survey of 6,000 employees showed the top 6 motivators of employees to be: 1. Use of skills and abilities, was ranked No.1 at 97% 1. Respect and appreciation from their leaders also ranked equal No.1 at 97% 2. Job Security ranked 2nd at 95%
of effective leaders
As a leader you have a direct impact on creating an environment that fosters high levels of engagement, through the values you role model and the trust you build with your team, among other core leadership practices. Here 8 top best practices that you can action to create an environment for healthy and productive engagement? 1. Autonomy: Human beings in general are motivated by making their own decisions and being in control of their life. Employee’s in a workplace can be motivated and build confidence through encouragement to make decisions in their role where they can without having to check regularly with their leader. Employees thrive in an environment that breed’s autonomy in roles where they have the ability to self-lead in their role. 2. Recognition is an extremely important practice for leaders. A simple thank you is all it takes; yet I am still surprised by the lack of recognition in some companies of their employees. Recognition could take many forms. a. As a leadership team: the following question could be part of your team agenda when meeting on a regular basis — “Who can we recognize this week for great work?” Create some criteria around this and then begin to implement. b. Create leadership roles for employees whose performance exceeds company expectations.
www.marketshare.co.nz
PAGE TWENTY FOUR
3. My leader ranked 3rd at 92% 4. Training ranked 4th at 91% 5. Performance Feedback (regular) ranked 4th equal at 91%
8 top engagement practices
www.fresh-as.com
c. A key strategy could involve challenging employees to innovate and explore improving existing processes for performing their job functions. Employees are enthusiastic and excited about what they do when they are recognized for their contribution to the success of the team or organisation. 3. Transparency: As a leader, being transparent and consistently communicating changes, updates on projects, WIP (work in progress) and other business information, is essential to high engagement. Create an open and strong trusting relationship with your employees and wider organisational community. Even if you need to communicate bad news to your employees, what employees want is to know! Transparency builds trust and respect from employees, who in turn will stand by the company, continue to be productive in tougher times and be engaged in striving for business results.
2. What can be changed and improved on and 3. How effective your leadership team is in creating an environment that stimulates high engagement. Get an expert consultant in to set this up and then present the results. 6. Building relationships: Building employee trust and confidence in the company’s leadership team is a sure shot strategy for improving employee engagement. Employees who feel alienated or distant from day-to-day operations or strategic decisions are likely to be or become disengaged. 7. Learning and Development: Building Employee Mastery: Having an effective new employee induction, training and career growth opportunities are now a common practice as part of the larger organisation’s today. In today’s competitive environment for great talent, employees will look for career and professional development, for growth as part of their package. This will support employees to engage with their own purpose of WIIFM and open the doorway to heightened contribution to the business.
PAGE TWENTY SIX
4. Planning: I’m astounded at the low amount or no planning some leaders do or don’t do. I’ve seen Leaders drive their team without a tactical plan or strategy. This typically results in confused and frustrated employees who don’t have clarity of purpose or direction and inconsistency in all areas of the business. Have a high level strategy, create a plan and get the team involved. Communicating the plan and asking your team for their input ensures everyone feels they belong to the big picture and BHAG of the organisation.
8. Reward: This can be done through activities such as recreational activities; e.g.: as barbeques, volunteering in the community (paid time out); birthday days as a leave day (with pay); gift vouchers for extra-ordinary effort and results; team appreciation days; Rewarding employees is another best practice to create an environment that support increased engagement.
5. Engagement surveys: Ask your employees how engaged they are. Ask for improvements that can be made to increase productivity and outcomes. This is the most effective practice that will ensure you 1. Understand how engaged your employees are,
For further information or to discuss any of the above, contact the team on 0800 288 488 Or email Eloise@stepchangetraining.co.nz Free downloads on website @ www.stepchangetraining.co.nz
www.marketshare.co.nz
DO YOU SUFFER FROM G.A.S.? (GEAR ACQUISITION SYNDROME)
Now we can ease your pain, with great finance options at: www.progear.co.nz/finance.
PROFESSIONAL PHOTOGRAPHICS
0800 4 PROGEAR | www.progear.co.nz 3 Railway Street, Newmarket Auckland
Innovation So what is innovation and why is it important to your business?
Innovation is a new idea that adds value. Merely having a new idea does not make it innovative, but rather needs to add some sort of tangible value to an individual or a group. So we have a clearer understanding of what innovation is, however how does this really affect us? Innovation may well be the catalyst for growth that we need to take our business to a new level. If this is so, then understanding how to go about this is the obvious next question. How do we innovate within our business when we are so busy maintaining the
Article by Nick Hindson
Thirdly, we will require the funding and resources to execute our plan, to produce the new results that we desire. Having a great idea with no means to actually realise its potential is still just a great idea. Innovation only becomes innovation, when we can actually produce the results and experience the value, that the new innovation provides. With this in mind then, how do we go about creating innovation in our own organisations? Is this simply the work of a select few individuals who can demonstrate a flair for being creative? Everyone has the capacity to be creative and develop the ability to solve these problems. Like a muscle it becomes stronger the more you use it. By practicing this idea of being creative and giving yourself the room to think creatively, this skill can be developed and honed over time.
current level of business?
Well, to start with, the process needs to be intentional and well planned. Innovation requires three stages, firstly a challenge or design problem. This is the situation that the innovation is going to remedy or fulfill. Secondly, we need to design or create a solution to the challenge. This may occur spontaneously, through a design process that leads to the desirable outcome or by engaging group thinking or brainstorming.
PAGE TWENTY EIGHT
We tend to be more creative when we are relaxed, so placing yourself in a relaxing environment will greatly enhance your chances of producing those ideas needed to solve these design challenges.
Now, it would be fair to say that many business owners and operators already possess this skill and some in spade-fulls. However, there still remains the fact that some struggle in this area, as it is not their forte or they simply don’t have the time or desire to stop and think through this process of innovation for their business. It is widely understood that products, services, systems and processes tend to go through an innovation life cycle. In the beginning we see the introduction of the new idea and then comes growth. From here we experience maturity and then inevitably we seem to experience decline and it is at this point we need to be introducing the new system, the new process or product that will see our business continue to soar.
Innovation only becomes innovation, when we can actually
produce the results experience the value, that the new innovation provides. and
Typical product life cycle
Innovation needs to take place at the maturity level of the cycle before the decline appears.
Ideal product innovation cycle
Innovation is a part of our business that needs to be nurtured and we need to continue looking at the areas of our business that can be improved.
If you would like to start that conversation or would like help innovating an area of your business, please contact me for a chat.
If you need help with innovating areas of your business there are many people who can help you and sometimes just having that conversation with someone can spark the ideas we need to solve those challenges we face.
Nick Hindson Yellow Hat 09 427 4547 or 027 444 7286 nick@yellowhat.co.nz www.yellowhat.co.nz
PAGE THIRTY
BRAND | BUSINESS DESIGN | INNOVATION | EDUCATION | PRODUCT DESIGN | PLAY | STRATEGY | CREATIVE MARKETING
yellow hat is a creative consultancy that helps organisations innovate
If you are interested in moving your company forward and begining down the exciting journey of innovation with yellow hat, we would be delighted to hear from you. For a free, no obligation consultation to assess your business, please call Nick Hindson on 027 444 7286
www.yellowhat.co.nz
Values based business
Article by Bridget Marsh
Eliminate frustration, confusion and conflict… Grow four times faster than the competition using one strategic lever - Values
Did you know that research proves a business with ‘Strong Culture’ based on shared values, will grow four times faster than other companies?* That’s because values impact every aspect of your business and when they are not aligned there is frustration, confusion and conflict which inevitably slows down growth. The key elements critically influenced by values are leadership, strategy, culture, structure and systems. What is a value?
influence a business?
Culture – a system of shared beliefs and values passed on through behaviour and learning. • Once we’re clear on what we believe and value, we can direct our attention and energy onto what we have decided is important. We can direct our behaviour and that of those working with us. • With clarity about beliefs and values we know what behaviours to instil in the business. Without this direction people will make up their own minds about what is important and make decisions based on their own values – leading to confusions, frustration and very often to conflict at all levels in the business. Strategy – a plan for moving in a deliberate direction towards a vision, strategic objective or goal. • Leading by having systems and operations working better than anyone else – ‘Operational Excellence’ = values that emphasise control. • Leading by knowing your customer better – ‘Customer Intimacy’ = your Relational Values must be highest priority. • Having superior products or continually inventing new products so you stay ahead of your competition – ‘Product Leadership’ = Developmental Values such as ‘researching for new knowledge’ must be emphasised.
www.marketshare.co.nz
PAGE THIRTY TWO
• A concept or mental construct that captures and expresses what is important to us. The sum of our preferences and priorities. Preferences are what we would rather have in our lives than do without. Priorities indicate how important each preference is in relation to another. • Values are expressed through behaviour; decisions, actions, and language. • They exist in relation to each other, to the aspirations or goals of the business and to the current situation in the business. • Values are behind every choice we make and are therefore our most powerful motivators. We learn to make choices based on our preferences from an early age. • Humans behave according to their values whether they are explicitly understood or not.
So what are the main ways values
Structure – The underlying structure of anything determines its behaviour and its course. Think of a river, the underlying structure determines where, how fast and deep it flows. • Values are essential because they are the foundation block and key organising principle on which it is all built. Leadership – The role of a leader should be primarily focussed on the effective alignment of everything in the business in order to achieve the desired end game. • Building a ‘relational values’ based business and then acting like a ‘controlling’ leader, will have your board members, employees and customers very confused. Systems – Personal values direct the team’s attention and decision making. This has enormous implication because unless clearly directed by a culture, leadership, and structures people will disregard or ignore instructions based on how their personal values align or misalign with their tasks and roles. Most business owners report struggle with, getting their team to do what they need them to do. Aligning values is the simplest and most effective way to resolve this – forever! Sales systems – 3 types of sales methodology and
When a business clarifies its values and deliberately aligns leadership, strategy, culture and systems in doing what needs to be done, in the way it needs to be done, it will be greatly enhanced and success will come much sooner and easier. If you want to develop a ‘Values’ based approach, then try this exercise adapted from Jim Collins to work out what values currently operate in your business. It works like this: Imagine you’ve been asked to recreate the very best attributes of your organisation on another planet, but you only have seats on the rocket ship for five to seven of your people. Who would you send? People with a gutlevel understanding of your core values who have the highest level of credibility with their peers and the highest level of competence, right? Nominate your Mars Group of five to seven. List the behaviours these people demonstrate. Then work out the values those behaviours exemplify. For more information contact Bridget Marsh bridget@creatingwhatmatters.co.nz www.creatingwhatmatters.co.nz www.makingbusinesssimpler.com Ph +6494129485 Mob +275743438 Other resources available from Creating What Matters • Million Dollar Marketing Advice Vol.1 • 13 Successful Sustainable Business Leaders Share their Best Strategies.
*1 Kotter and Heskett 1992. Research conducted over an 11 year period.
www.marketshare.co.nz
PAGE THIRTY THREE
they are each based on one type of value. • Needs based selling – control • Relationship sales – relational values • Solutions based sales – development values If your ‘Values Emphasis’ is control and you want to be best at operational excellence and your sales process and/or staff are ‘People Focused’ and wanting to ‘Help’ you can see there will be a mismatch. More confusion, slower growth and lost opportunities will most likely occur.
Values based Leadership – The role of a leader should be primarily focussed on the effective alignment of everything in the business in order to achieve the desired end game.
Who is visiting your website? –
Targeting customers
Article by Tony Naidu
“We’re getting 10,000 visitors to our website each week, sales should be going through the roof. I don’t understand why with so many visitors we aren’t getting many sales. There has to be something wrong with the website. Help!”
Unless you are an established major brand, 10,000 visitors in a week should be a sign of marketing success. Marketing is all about driving people to your business, and for more of us every day that means our websites. Social media experts are even more vocal in telling you to get more likes, friends, connections or followers and the dollars will roll in. So what is going wrong in this situation? Imagine you own a car dealership and want to generate more sales. You decide to put a big inflatable bouncing castle in your lot with face painting, and free food to attract customers. The radio, TV and flyers all attract large numbers to your dealership. Now, what type of car dealership did you picture? For me, I’m thinking Ford or Toyota, a car dealership that wants families to come in and look at their cars; hopefully, once they come in your sales people will help them drive away with their new SUV or sedan. Would you believe this was a Ferrari dealership? Of course not, how ridiculous! We all know without thinking that a Ferrari dealership wouldn’t engage in that type of promotion. Families aren’t their target market so they wouldn’t waste money to bring them in. PAGE THIRTY FOUR
Shouldn’t the same principles apply to the online world?
With a website we are often not aware of who we attract to visit us. We can’t physically see the visitors. It doesn’t cost us any extra to serve visitors. Most people aren’t concerned about who is visiting their website - they simply hope that more people visiting automatically translates to more sales. The costs involved with driving website traffic are often overlooked, but they shouldn’t be. Google adwords, Facebook ads, TV, Radio and Magazines and any other way you try to generate website traffic costs money. Since you are spending money to get people to visit you, you should be thinking about who they are, and making adjustments to ensure the right people are visiting. No business can afford to constantly spend on ineffective marketing. Faced with this situation most companies would focus their efforts on improving their website. This isn’t unreasonable because when you look at your analytics and see big visitor numbers, you naturally think your marketing is working – so you assume something must be wrong with your website. Good websites should be user-friendly for you to make minor adjustments, so you can experiment with improving layouts and wording, to improve conversion rates. What still doesn’t get looked at closely enough is who is visiting your website to begin with.
www.marketshare.co.nz
Think about your own business. Do you know who you are targeting with each of your marketing efforts? As a starting point you should be able to answer these questions:
4. How can you communicate effectively with them? Once you “know” your customers intimately, you need to be where they are, speak to them how they want to be spoken to.
1. Who are your customers? Describe them? What are their habits? Go into as much detail as you
5. What is working and what isn’t? This process never ends. Your customers evolve and you need to evolve with them.
can to the point where you can visualize them. 2. How do your customers think? Are they seasonal buyers? Do they wait for specials? Do they comparison shop or are they more likely to be
3. Where do your customers live? Not just physically, but are they on Facebook, or LinkedIn? Do they listen to the radio? If so, what stations? What type of TV shows do they watch?
You don’t want to be the Ferrari dealership spending money on face painting do you?
www.massey.ac.nz
PAGE THIRTY FIVE
impulse buyers?
Good online marketing fundamentals aren’t really as different to traditional marketing as many online marketing experts would have you believe. Having random people visit your site or like you on Facebook isn’t enough by itself. You still need to know your customers, and target them the same way successful businesses did before there was an Internet.
PROTECTING YOUR FINANCIAL FUTURE Kingdom Financial Services Ltd is an innovative and creative company that strives on helping people to implement their short, medium and long term vision into a financial plan that they can understand and use to be financially independent and make a difference in their own lives and the lives of others.
1) What do I do to change the next generation? What is my legacy? 2) What will my family, kids, partner remember if I pass on today? 3) If I lose my ability to earn, how long will I be in the position to provide for myself or family? 4) How long ago did I do a warrant of fitness on my
Strategic decisions, life changing discussions and long term
insurance portfolio?
commitment is the foundation of the thorough approach
5) Is my portfolio sustainable and affordable and will the
to risk management and solutions based financial planning.
“right” amount be available at the “right” time to the “right” person?
This solid and practical solution based approach includes ACC restructuring, risk management with regards to
If you are interested in a long term relationship and simple
personal and business needs and asset management. The
sustainable solutions I would like to sit down over a coffee
step by step practical and experience based solutions have
and discuss your unique situation and make use of
added value to many families and businesses over the last
the opportunity to make sure that the above questions
two and a half decades and have helped make sure that
are answered.
the vision and financial plan are on track and that business principles and ethics form the cornerstone of who you
I also would like to wish everyone a Merry Christmas and
are and what you believe in.
may the festive season be a season of reflection and relaxing quality family time. If you travel, please travel safe
Christmas time is usually a time of reflection and summer
and I look forward to catching up next year over a coffee.
holidays where you spend time with your family and loved ones. I want to challenge every person that reads this article to ask themselves the following five questions:
KINGDOM FINANCIAL SERVICES Braam Swanepoel 09 440 9029 021 546 436 braam@kingdonfs.co.nz
Analie Swanepoel 09 440 9029 analie@kingdomfs.co.nz
Theuns Lubbe 09 440 9029 021 028 54231 theuns@kingdomfs.co.nz
www.kingdomfs.co.nz
info@nztrustees.co.nz
jeremy@successgroup.co.nz www.successgroup.co.nz
Bringing hope and a future for ADD/ADHD sufferers Article by Dr Alex Rodwell
A Talk for Parents, Teachers and Carers… Current research shows that up to 5% of school-aged children in New Zealand are living with the negative effects of ADHD. Typically in a class of 20 students, it is likely that one child will have ADHD and in a school of 500 children, it is most likely that 25 children will have ADHD. And that is what is diagnosed. Even the less intense effects of ADD (without the symptoms of hyperactivity) can have devastating effects, not just for the day to day life of that child, but for other people too –
especially for the family who are responsible for raising the child. Eventually, this can take a big toll on the wellbeing of the family, put stress on key relationships, and be otherwise disruptive to normal family life. One of the main driving factors behind ADD is interference in the normal amount of dopamine in the midbrain. With research showing up to 33% of the western world’s population not releasing enough dopamine on a daily basis (also known as reward deficiency syndrome), one can begin to understand why so many people in today’s day and age are
PAGE THIRTY EIGHT
turning to alcohol, cigarettes, drugs and risk taking behaviours to fulfil a need and release a sense of ‘feeling good’ that is designed to come naturally from time connecting heart to heart with family, friends and our creator. Probably most concerning of all with children who are living with the negative effects of ADD, is not just the short term effects of impulsivity, inattention, disorganisation or disruption, but the long term developmental effects. Research shows that up to 70% of children carry on these character traits into adulthood, impacting the person’s future job opportunities, relationships, finances, social wellbeing and are even 50% more likely to have challenges with conduct or substance abuse.
With over 12 years of studying everything he can about health, healing and maximising human potential, Dr Alex’s insights into culture trends, human behaviour and brain integration along with his love of God is sure to move you. To host a presentation for your community, simply call 094759700 or email Dr Alex at alex@lifeexpressions.co.nz “Dr Alex Rodwell's presentation was informative, well researched, and motivational. From a personal perspective it was one of the best guest lectures we have had at the College. I have no hesitation in recommending Alex's Professional Speaking Services for your organisation.” Philip Dowling - Head of Naturopathy Wellpark College NZ
Dr Alex Rodwell www.lifeexpressions.co.nz 09 475 9700 Life Expressions Centre 40 St Benedicts Street, Auckland
PAGE THIRTY NINE
That is why Dr Alex Rodwell and the team at Life Expressions are offering 45minute information sessions on this topic for community leaders and parents who are concerned that a child or person that they care about may be expressing symptoms of ADD, ADHD, impulsivity, disorder, disruption or distraction, or may be living life on the outer fringes of their family and/or church culture.
In this inspiring evening, you will discover more about how we can lead our generation back to the Truth that health and healing comes naturally from within, as well as discover practical strategies that will positively shape your child’s brain, neurology, and future.
www.marketshare.co.nz/subscribe
REGISTER HERE FOR YOUR FREE SUBSCRIPTION TO MARKET SHARE MAGAZINE FEATURING GREAT ARTICLES ON Business Coaching • Business Insight and Knowledge • Leadership • Business thinking Innovation • Education • Business Studies NZ • Networking
Contact Nick Hindson today to discuss placing your
ADVERTISE IN MARKET SHARE MAGAZINE
company in the next issue of Market Share magazine. Connect with business people around New Zealand This is a growing magazine with a wide reach. Call today! 09 427 4547 or 027 444 7286
www.overleaf.co.nz
www.theicehouse.co.nz