Central Today magazine Issue #62

Issue 62 | December 2010/January 2011

Primary focus

AgResearch’s new CEO Dr Tom Richardson talks about the biggest issues facing the industry Smart selling… tools and tactics to get cash registers ringing Dealing with disaster… lessons from the Garden City World Dairy Summit… industry leaders converge on Aotearoa Spend or slash… can companies buy their way out of a recession?

Family affairs… when the bedroom becomes the boardroom News | Initiatives | Interviews | Personalities | Information | Success | Profiles | Finance | Property | Sustainability | Export | Transport | Retail | Solutions | ISSN 1174-9520

The battle against plastic In 2000, Dianne Collins was diagnosed with cancer. She was only 61. Her son, Gary began to research the issue, looking for answers. What caused cancer and how it could be stopped were questions that began to plague his mind.

In Gary’s research, the same word kept coming up in all the information he read. A chemical called Bisphenol A (BPA) was increasingly being questioned by reputable doctors and researchers and was being reported in mainstream health magazines.

In fact, all commercial hospitality cooking equipment is made in stainless steel for this reason.

And because they are stainless steel they can be reused again and again – no more plastic clogging up our landfills or killing our vulnerable sea creatures.

How often is our tap water regulated?

The problem with BPA is it behaves similarly to estrogen. When enough of this accumulates in the body there can be negative health effects – that’s why BPA has been linked to obesity, diabetes, breast cancer and hyperactivity.

SafeBottles come in 500, 750 and 1000ml varieties and are in a variety of designs and colours.

SafeBottles can use a custom-made design, making them the perfect choice for a sports team.

Locally, the supply is owned by a local authority such as a district or city council, who extracts the water, runs the treatment plant to remove contaminants and pipes the water to your door. Under the DrinkingWater Standards for New Zealand 2005 (which applies to private and public water supplies, but not bottled water!), they are expected to test the water regularly to ensure it is safe.

Gary’s mum died in 2001. But he couldn’t forget about the issues he’d come across.

“I discovered many possible causes of cancer that I’d never heard of before, and whether it’s a conspiracy, or simply ignorance by us, the general public, I feel it’s time people became aware of some of these issues.”

While BPA exists only in some plastic bottles, our standard day to day plastic bottles can leak out other toxic chemicals such as phthalates and antimony when scratched or heated.

The more he read about plastic bottles, the more the self-described ‘non-greenie’ came across uncomfortable facts about the environmental problems these drink bottles cause.

Plastic bottles are a petroleum product and use 151 billion litres of oil to produce each year. That’s enough to run 500,000 cars per year.

In New Zealand, 78 percent of the time these bottles are not recycled and they go to landfills, where 700 years later they start to decompose.

A significant amount of the world’s plastic winds up at sea. There’s an area estimated to be the size of Texas (some say twice the size) in the Pacific Ocean known as the ‘Great Pacific Garbage Patch’, a floating mass of plastic rubbish.

A lot of this plastic that ends up at sea gets eaten by hungry animals thinking it’s food. Many researches and environmental organisations list plastic as the number one threat to our marine environment.

All of this research inspired Gary to act.

As the CEO of several successful New Zealand businesses, he turned his entrepreneurial eye to a solution that would stop people from using the chemical ridden and environmentally devastating plastic bottles.

The culmination of his research, and arguably one answer in the fight against cancer and environmental harm, is this September SafeBottles will be officially launched.

These BPA-free bottles are made from high quality stainless steel. Unlike aluminium, the inside isn’t coated with an epoxy lining, which becomes dangerous if scratched.

Within a typical CBD, it’s easy to count how many free water fountains there are – usually about three, all within parks.

However, corner dairies and supermarkets selling plastic drink bottles are ubiquitous – there’s one on every street.

Gary’s grand vision for SafeBottles involves paying for a drinking fountain giving free water at petrol stations. He hopes thirsty customers would bring their SafeBottles with them, re-fill and drive away

“A chemical called Bisphenol A (BPA) was increasingly being questioned by reputable doctors and researchers and was being reported in mainstream health magazines.” without buying a plastic bottle while they bought their petrol. This might cut down on the 168 plastic bottles the average Kiwi buys a year.

The battle against plastic What percentage of plastics used in New Zealand are recycled?

Three organisations are concerned with the provision of safe and wholesome drinking-water to any community in New Zealand, one at the local level, one regional and one with a national perspective.

The Ministry of Health, through the provision of standards, guidelines and other tools, has a national function to ensure regulations are in place. It works at the regional level through District Health Boards (DHBs). Each DHB is expected to oversee the local authorities and ensure, through auditing measures, that the local bodies are maintaining appropriate water quality.

Underlying the standards and processes is the Health (Drinking Water) Amendment Act 2007 and the Drinking Water Standards for New Zealand 2005.

How often is the bottled water industry in New Zealand regulated?

Bottled water has far fewer health and safety standards to which it must conform to than municipal supplies. Bottled water simply has to comply to the Food Act 1981. It is also regulated as a packaged food product by Food Standards Australia New Zealand. Its regulations are scrutinised by one body, whereas tap water is monitored by three separate organisations.

Call 0800 777 444, text SAFE to 244 or go to our website www.safebottles.co.nz to order your SafeBottle today.

SafeBottles Level 3, 818 Colombo Street PO Box 1879, Christchurch 8140

The figure is growing - in 2000, 26,702 tonnes of plastic was recycled. Two years later the figure had increased to 30,190 tonnes. Still, from our 242,000 tonnes of annual production, a shocking 190,000 tonnes is still being sent to New Zealand landfills every year - just 52,000 tonnes being recycled.

How many plastic bottles are made and/or consumed in New Zealand?

In 2003, 125,955 tonnes of plastic packaging were produced in New Zealand. The average New Zealander uses about 31kg of plastic packaging each year. Globally each year we drink 30 billion throwaway bottles of water - that’s 2.7 million tonnes of plastic.

Call 0800 777 444, text SAFE to 244 or go to our website www.safebottles.co.nz to order your SafeBottle today

Gary Collins Managing Director

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www.centraltoday.co.nz December 2010/January 2011PM |3 8/11/10 3:37:54

Issue 62 | December 2010/January 2011

Primary focus

AgResearch’s new CEO Dr Tom Richardson talks about the biggest issues facing the industry Smart selling… tools and tactics to get cash registers ringing Dealing with disaster… lessons from the Garden City World Dairy Summit… industry leaders converge on Aotearoa Spend or slash… can companies buy their way out of a recession?

Family affairs… when the bedroom becomes the boardroom News | Initiatives | Interviews | Personalities | Information | Success | Profiles | Finance | Property | Sustainability | Export | Transport | Retail | Solutions | ISSN 1174-9520

Central Today

Issue 62

17,429

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Regional revival

Cover story

Smart selling

Movers and shakers dancing to the beats of their own creative drums are recharging the central region

AgResearch CEO Dr Tom Richardson came on board in time to start fashioning a new direction

Tools and tactics to get cash registers ringing

ABC circulation as at 30/06/10

www.centraltoday.co.nz Head office Academy House 818 Colombo Street PO Box 1879 Christchurch managing director Gary Collins General manager Rebecca Harris

Smart selling

Business features

6 Waste not, want not Rotorua researchers to tackle organic waste from a different angle

20 Paying for performance performance based pay can be a double-edged sword

24 Agribusiness Water Dynamics, World Dairy Summit 2010, Hotter Engineering, Seales Performance Stockfeed, Artex and John Austin Contracting

6 Finding the right formula economic balancing acts

20 Show and tell trade shows are easy to attend, but how do you avoid getting lost in the crowd?

38 Export Mercer Stainless and Furnware

8 The Santa spend will this Christmas be a cracker?

administration Kylie Moore admin manager Kelly Clarke Rebecca McQueen Kimberley Wells Craig Mills Hanna Broadhurst sales & advertising Robert Cochrane Steve Dando Graeme Tall Mike Burke Jane Watson John Somerville Nicole Saunders Dallas Beckett Colin Morais

News

sales executives

newsroom Jonathon Taylor Marie Sherry Melinda Collins Kate Pierson Bridget Gourlay

10 Spend or slash can companies buy their way out of the recession?

12 Family affairs when the bedroom becomes the boardroom

21 Making effective messages confusing advertising for marketing can be a costly mistake 21 Discount dangers why price slashing isn’t always the answer

46 Property & Construction Gremara Contractors, Wrathalls — The Concrete People, Cancer Society’s Lions Lodge project, Surecast Metals, Byfords Construction and Rivet 56 Business development Te Mata Quarry, Mt Maunganui Engineering and Waikato Sandblasting Services

22 Face off the pros and cons of putting a face to your brand

60 Focus Dobsons Switched On, Vidal Winery Restaurant, Eftpos Central, Avocado Oil NZ, Devan Plastics, Conveyor Industries, Rotorua Chamber of Commerce and The Property Store

15 Dealing with disaster lessons from the Garden City

Viewpoint

68 Initiatives Metalform, Total Trade Services, Camfil Farr NZ and Mossops Honey

16 Products 4U the bean scene

14 Management successful businesses share

72 Goods & Services Goldstar Patrick’s Pies

14 Events diary courses, events and seminars near you

editor

Phone: 03 961 5050 Fax: 0800 555 054 Email: editor@academy.net.nz

production Fleur Hall Carolynne Brown Melanie Stanbury CJ McKay Hayley Brocket Ryan Carter Ian Knott Kirsty Opie Jarred Shakespeare

manager assistants designers

Phone: 03 961 5050 Fax: 0800 555 054 Email: production@academy.net.nz

Disclaimer: This publication is provided on the basis that A-Mark Publishing is not responsible for the results of any actions taken on the basis of information in these articles, nor for any error or omission from these articles and that the firm is not hereby engaged in rendering advice or services.

A-Mark Publishing expressly disclaim all and any liability and responsibility to any person in respect of anything and of the consequences of anything done, or omitted to be done, by any such a person in reliance, whether wholly or partially upon the whole or any part of the contents of this publication.

Advertising feature articles are classified as advertising content and as such, information contained in them is subject to the Advertising Standards Authority Codes of Practice.

Contents Copyright 2010 by A-Mark Publishing (NZ) Ltd. All rights reserved.

No article or advertisement may be reproduced without written permission.

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Motoring

Agribusiness

World Dairy Summit

The Peugeot RCZ wouldn’t look out of place on a catwalk, but how does it perform on the road?

Jenny Shipley says the best thing businesses can do is capitalise on the Chinese FTA

Industry leaders converge on Aotearoa with an agenda

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News

Waste not, want not Rotorua is ready to gain from innovative research in environmental sustainability; namely the management of organic waste.

Minister for the Environment Nick Smith recently announced an innovative Rotorua research initiative will be awarded $1 million over two years from the Ministry’s Waste Minimisation Fund, subject to the signing of the deed.

The project involves Crown Research Institute Scion and Rotorua District Council who joined forces in 2008 to develop a new approach to the management of organic waste.

Named Waste 2 Gold, the project uses technology developed by Scion to turn biosolid waste from Rotorua’s municipal wastewater treatment plant into valuable byproducts such as chemicals, fertilisers or energy.

Former Scion chief executive Tom Richardson says this level of investment recognises the potential of the technology to return significant economic and environmental benefits not only locally, but throughout New Zealand.

down into reuseable nutrients and a range of other added-value chemicals. In addition, methane can be produced for electricity production.

“We see the potential of Waste 2 Gold to not only solve our waste disposal problem but to provide a revenue source from the converted waste. Rotorua has approximately 8500 tonnes of biosolid waste going to landfill every year at a cost of $900,000. This project has the potential to further reduce all organic waste going to landfill,” Rotorua District Council chief executive Peter Guerin says.

Rotorua is a good model for many cities in New Zealand, with the same challenges regarding the disposal of biosolids and other municipal wastes. The technology can be implemented in other urban centres, and for applications beyond sewage sludge.

Scion says that research shows that the same technology could also be used for managing organic wastes from food and industrial processors.

“The waste streams from pulp and paper, agriculture, dairy, meat and fruit processing represent a tremendous added-value resource for New Zealand that can be tapped into by environmental technologies like Stop”, “This is very exciting news for Scion and our partner the Rotorua District Council. This project Dr Richardson says. enables us to take science out of the laboratory The pilot plant, to be constructed on the into a pilot plant where we can test the council’s waste water treatment plant site, technology at a scalable level”, he says. will be operational by January 2011. The new funding will contribute to a two-year research The new ‘Stop’ (Scion Thermal Oxidation programme that will thoroughly trial the Process) technology stemmed from a process process and make sure it can work on a full being researched for the pulp and paper industry. It has the potential to reduce biosolid commercial scale. volumes 30-fold and also substantially reduce If successful, a full-scale plant in Rotorua could greenhouse gas emissions and leachates that initially remove up to 8500 tonnes of biosolid arise from organic waste. waste going to landfill per year, and ultimately achieve net benefits (in terms of cost reduction The pilot plant will use a thermal deconstruction process that “cooks” the and value creation) of around $4 million per biosolids (sewage sludge) and breaks them year for the council and community.

Finding the right formula

By Kate Pierson

Nothing in life is ever certain, except of course for the degenerative nature of the human condition. One of the most unpredictable elements within any society is economic growth, because its health is perennially vulnerable to social, political, industrial and environmental factors.

But while an economy’s state of play may often be characterised by ambiguity, it’s a no-brainer that economic growth needs to be nurtured and achieving and maintaining a strong economic pulse requires balance and strategic decision making.

In September, New Zealand Reserve Bank Governor, Alan Bollard announced the official cash rate would be held at three percent — a move that was anticipated by economists.

“While the global and domestic economies continue to recover, the outlook has weakened since our June statement. We consider it appropriate at this point,” Bollard explained of the decision. The Governor also maintained

future rate hikes would be more moderate than previous forecasts given the disruption caused by the Canterbury earthquake.

The New Zealand Institute of Economic Research’s (NZIER) principal economist, Shamubeel Eaqub also discussed the OCR hold, commenting, “The RBNZ will pause in raising interest rates given near term growth risks and distant inflationary pressures. We expect the RBNZ to keep the OCR at three percent until March 2011 and then gradually increase to 5.5 percent by early 2012. Rates may rise earlier in 2011 if the recovery strengthens.”

Although the June quarter was the fifth consecutively in which GDP expanded following the recession’s five quarters of contraction, a four percent decrease in the manufacturing industry offset nearly all the growth in this quarter. “All manufacturing sub-industries, with the exception of wood and paper products were down in the June 2010 quarter,” Statistics New Zealand acting national accounts manager Stephen Oakley advised.

Crawling along With only 0.2 percent growth in GDP when the market had expected 0.8 percent for the June

6 | December 2010/January 2011 www.centraltoday.co.nz

quarter, these sluggish figures confirmed New Zealand’s economy was crawling.

built its long-term economic plan around six key policy drivers:

“The recovery is slowing. This is evident in local and global data. There is sufficient momentum and stimulus in the economy to avoid a repeat recession, but the economy will be soft in the next six months,” Eaqub said.

■ Strengthening our tax system

In the wake of the Christchurch earthquake, New Zealand Treasury published an economic brief which estimated that the consequence of disruptions to the economy will reduce New Zealand’s September quarter GDP by 0.4 percent, relative to what would have been achieved had the earthquake not occurred.

So with the slow economic recovery confirmed and financial stresses attached to the October GST hike growing, what does this mean for economic growth? What will the government be doing to find the right formula to stimulate economic growth moving forward?

First and foremost, Eaqub advises that New Zealand businesses should be reviewing their investment and recruitment plans, as well as evaluating their risk exposures.

In August, Minister of Finance, Bill English offered reassurance that the Government has

■ Better, smarter public services ■ Reforming regulation ■ Education and skills ■ Business innovation and trade ■ Investment in productive infrastructure.

“The only way we can permanently lift New Zealand’s economic growth is through considered and consistent reform and change year after year. Budget 2010 took several steps in that direction — including across the board personal tax cuts from October 1, which will help narrow the gap in after-tax incomes compared with Australia,” English explained.

It’s palpable there is a comprehensive plan in place to help New Zealand’s economy recover and re-energise. But whether the plan has effective potential remains to be seen.

If the NZIER’s expectation of an economic growth slump in 2011, before a rebound in 2012, is anything to go by, we could be waiting a while.

News

regional round-up

By Kate Pierson

The great thing about the central region is it makes its own headlines, with its movers and shakers dancing to the beat of their own creative drum. The inhabitants of this region don’t pick and choose their moments to shine, they’re permaachievers and quite the bunch of show-offs — in a good way.

Mum 2 Mum Not much changes between infancy and adolescence, particularly when it comes to old habits, which die hard.

Taupo has certainly proved that popularity pays off after it secured the Events Capital of New Zealand title at the International Event and Festival Association Awards in St Louis. It nabbed the top global entry in the Population under 100,000 category and was also officially recognised as a 2010 IFEA World Festival and Event City There’s quite the social scene in Taupo.

With a population of 23,000, the township attracts more than 350,000 people each year for festivals and events that contribute approximately $20 million towards Taupo’s multi-million dollar visitor industry. Events Capital (an arm of the Taupo District Council) regional event market manager, Warwick Hall says this award is testament to how New Zealand is punching above its weight.

“We are absolutely blown away by this award — it is the culmination of several years As much as our, ‘I look like an angel even work in establishing the events capital brand when I’m sleeping’ ego wants us to deny it, and a fantastic opportunity to recognise the we’ve all woken up from time to time with our entire Taupo community for their assistance in face stuck to the pillow, bathing in a small pool making this town the events capital of New of drool. And while our better half may try to Zealand and to pay tribute to the volunteers, tell us otherwise, there is no sugar coating how event staff and participants who have made we look after a night of open-mouth sleeping. this possible.”

Needless to say, dribble on a baby’s chin is In 2009, Taupo hosted more than 150 events definitely much, much cuter. ranging from international and local sporting It’s somewhat of a never-ending story when events like the A1GP World Cup, RoadCraft it comes to keeping tabs on the kiddlywink’s Junior Motocross World Championship, Lake fountain of youth, so to speak; baby dribbles, Taupo Cycle Challenge and entertainers such as mum/dad wipe the dribble; baby regurgitates Dame Malvina Major and Rhythms of Ireland. lunch, mum/dad clean up the regurgitated lunch; baby projectile vomits, mum/dad clean up the projective vomit, and so on, and so forth… Ah, the labour of parental love.

Above: Ian Macrae, founding chairman of TiDA (Titanium Industry Development Association), holds a titanium bendable bolt, one of the products now possible with the launch of the Tauranga Applied Powder Metallurgy Centre

In recognition of this fact, Waikato based business, Mum 2 Mum has launched a war against the active salivary glands and unpredictable nature of our little tatter tots and have developed a super absorbent bib range that is tough on mess and gentle on baby.

“Nothing on the market seemed truly effective in dealing with reflux, spills, dribblers, eczema and even messy eaters,” co-designer Jo Keall adds. “It motivated us to create our own quality, durable and affordable range of baby accessories focused around making a mum’s life easier. We are pleased to be able to now extend the Mum 2 Mum range to mums all around the world.

Wearable arts with a twist and the start of the Lake Taupo Cycle Challenge, just two to the many events that helped Taupo secure the “events capital” of New Zealand designation at the International Event and Festival Association Awards in St Louis

In September 2010, Jo Keall and Jo Bond were crowned GOLD winners in the United Kingdom Practical Pre-School Award. Made from 100 percent cotton, ultra-absorbent velour towelling with a nylon water resistant backing, the Mum 2 Mum Wonder Bib range is a thirsty accessory, able to absorb up to a quarter of a cup of liquid.

Available in a rainbow of colours, styles and sizes, the Wonder Bib is part of a wider accessories range available in more than 750 stores across New Zealand, Australia, America, Canada, South Africa and Japan — to name but a few countries. www.mum2mum.co.nz

Population popularity

Opening the billion dollar door

There’s a Silicon Valley coming to New Zealand and it’ll be full of assets — but not the plastic fantastic kind affiliated with Tinsel Town. No, this mini Silicon Valley will be a mini make of the infamous innovative zone of the same name in San Francisco.

It’ll all be going down at the new TiDA Applied Powder Metallurgy Centre — a state-of-the-art facility designed to help launch a new billion dollar export industry in New Zealand which opened in July 2010. Set up by the Titanium Industry Development Association (TiDA), the centre has been developed with funding from New Zealand Trade and Enterprise and is regarded as a key step in helping New Zealand see green with a new export market for titanium products. “We’re looking at developing a mini Silicon Valley in powder metallurgy right here. This facility is essentially the seed for what will become a huge, hightech industry,” TiDA chairman Ian Macrae says.

Powder metallurgy is the term used to describe the number of different ways of turning powder into solid objects. It’s what you could call a professionally promiscuous technology, as titanium parts are used by multiple industries including aerospace, industrial, medical and automotive.

Titanium’s a mighty metal with the highest strength to weight ratio of any metal and lends itself to hip joints, metal plates for implants, surgical tools, sports equipment, advanced coatings and filters.

Don’t ever let anyone tell you that being popular is not important, because it most Part of a much larger engineering facility based certainly is. And no, we’re not suggesting at the Bay of Plenty Polytechnic’s Windermere any of you look to adopt an identity that Campus, the TiDA’s Applied Powder Metallurgy will generate the type of hype that could be Centre has a competitive edge. It is the only described as the New Zealand equivalent place in New Zealand where students can start of ‘Bieber Fever’. But, despite what your their apprentice training and continue through mum told you as a kid, popularity is a plus — to doctorate level. particularly when you’re talking about being www.tida.co.nz the hot to trot event spot www.centraltoday.co.nz December 2010/January 2011 | 7

News

The It’s a rave — not a rant

In the hours after the event in the early morning of September 4 in Canterbury, my mind raced with thoughts of where to start and what to do next. When I confirmed all was OK at home, I had to focus on the office … every possible scenario went through my head.

Subsequently a back-up plan was put in place in the event we got a notice other than green.

Turns out we didn’t need the back-up plan, the notice was green with superficial damage, clean-up and minor repairs around the building that needed attention. This experience has — without a doubt — turned my rant into a rave.

I did have a rant written, which has been published in our other magazines (read it at www.magazinestoday.co.nz). However, this edition of Central Today deserves a rave!

As I listed the work that needed doing, contacted the contractors and decided on services required to get ourselves back up and running as quickly and smoothly as possible, the thought crossed my mind… here we go, they’ll charge through the nose. We had all heard stories about people pulling down chimneys for more than $1400 and for a fleeting moment I thought we’d be stung.

I was wrong. I’m so proud to be a Cantabrian and extremely grateful for the relationships we have with service providers and associates, many of who were facing similar situations.

Not one of their accounts has been accelerated — normal charges have applied with no excessive call-out fees. In fact, many seem to be doing it for a pat on the back or a chocolate fish from my now not-so-secret stash! Here’s the people I need to rave about: ■ Ollie and the team at SNAP for assisting with the back-up plan ■ Server Technology Ltd and Magnum Mac for getting the network back up and going and putting the server back where it should be ■ Jared from ElectraCraft, Pete from Enviroplumb, the team at Williams Hickman Electrical and Richard Harris Property Maintenance — all for your prompt, accommodating and efficient service — along with Compliance Fire Protection. I can’t count how many times you’ve been in the building these past few weeks ■ JustWater for dealing with the water coolers ■ Our printers around the country — Kalamazoo WyattWilson, APN, Guardian Print and PMP for flexibility with print schedules and more.

And last but not least the staff, managers and their sales teams, contractors and everyone in our Academy family, for taking the stairs when the lift was out of action, for taking the lift when there was no access to the stairs, for working around the workmen and their paint brushes and glue guns, for putting up with the after shocks, for all your hard work and determination to get our schedules back on track.

We assumed an ‘event” like this would affect the North Island first, possibly around the central plateau. We hope you have been able to learn from our experiences and can better prepare yourselves if such a quake hits your area. A simple Plan A, Plan B, possible Plan C and great relationships will get you through!

Rebecca Harris is the General Manager of the Academy Group of Companies.

All correspondence regarding this column to: Email rebecca@academy.net.nz Post ’Rebecca’s Rant’,

PO Box 1879, Christchurch 8140

Santa spend

By Bridget Gourlay

It’s the most wonderful time of the year, or so the cheesy American Christmas carol goes. While that might be debatable, the silly season usually gives retailers their biggest boost of the year as Kiwis spend up on gifts. Christmas cheer took a dive in 2008 and it wasn’t much better last year. So will this Christmas be one to get retailers singing and tills ringing?

NZ Retailers Association John Albertson is optimistic this Christmas will be a good one for retailers. It has been a tough 1218 months with the recession and a “lousy winter” because of the Canterbury earthquake and floods in Southland, he says. “People will be looking to be positive and to do something for themselves.”

Morning Star economist Nachi Moghe says the economy has been relatively flat this year, and to the surprise of economists the September quarter was particularly bad. “Christmas won’t be that great, but it will still be the best quarter for retailers.”

Tauranga Chamber of Commerce CEO Max Mason says retailers need to be realistic. “Returning to the ‘boom time’, the profits made in 2007, is unrealistic.

We must change the perception of what is a ‘normal Christmas’. That was a time of exuberant over consumption driven by easy credit and perceptions of wealth driven by fast rising property prices.

“If retailers can get their business model to align with the new realistic view, they will be fine. The people that are hanging out for boom time again, have costs which are too high. Although most businesses that have got through to now are probably going to see this (recession) through.”

Tax cuts and GST In October, the Government gave everyone, particularly middle and high income earners, a tax cut and put GST up to 15 percent.

Morning Star economist Nachi Moghe says he doesn’t think the changes will have any effect on Christmas sales. Even those getting an extra $50 a week won’t be too tempted to spend more, because goods from China will be rising because of the Yuan.

John Albertson disagrees. He thinks by early December people will have clear understanding of what the tax cuts will mean, and will have a better idea about how prosperous they are feeling.

More jobs In the golden, pre-recession days, shops were eager to take on temporary staff over December to deal with the extra customers,

8 | December 2010/January 2011 www.centraltoday.co.nz

Christmas Day falls on a Saturday this year.

NZ Retailers Association CEO John Albertson thinks many people will be heading away on holiday on Friday, December 24, meaning the big spending will probably happen the weekend before, on December 18-19.

suspects ruralites will be coming in for well-planned shopping trips in the lead up to Christmas.

Tauranga Chamber of Commerce CEO Max Mason says for his region, and many others in the central North Island, the entire summer period is a busy, money-making time. He says retailers need to keep their good systems and good customer service going throughout the whole period.

Advice Mason also advises smaller shops to think hard before competing on price against the big discount sales of the larger retailers. “There is sometimes a tendency to be seduced by getting turnover rather than maintaining margins. Rather they should focus on specialist and niche products, and adding value in other ways,” he says.

“Don’t look past the strength of collaborating,” recommends Vision Manawatu CEO Elaine and often kept them on in January as their Reilly. She knows a group of retailers on a regular employees went on holiday. This meant shopping street in Palmerston North who more jobs — mainly for students saving up for recently teamed up to market their location the academic year ahead. together. Reilly also thinks businesses should also work with hotels and motels in the region But recently, many retailers haven’t taken on casual sales staff during December, or as many to get tourist sales. as usual. John Albertson says with the cuts John Albertson advises retailers to make sure retailers have been making to their business they are well planned — to have good plans operation in general over the past few years, already in place about what staff they need, many are running throughout the year on how products will be priced, and how to a bare bones structure. He says that means present the shop. shops will need temporary staff to fill the gap.

His most vital words of wisdom are to keep it simple. “Simplicity in shopping is what Regions customers want. They are under huge pressure, Vision Manawatu CEO Elaine Reilly is fairly thinking of lots of things like Christmas dinner confident of a cracker Christmas where and family and the easier you make it for them shoppers spend “healthily but not stupidly”. to shop, the better sales will be.”

“What you want for New Zealand is not debt So, the message is — get the displays up, driven spending,” she says. And Reilly doesn’t get the new products on the shelves and hear think shoppers will be heading to Wellington to buy, because Palmerston North, particularly the tills a-jingling. ‘Tis the season to be jolly, after all. the revitalised Manawatu Plaza, has it all. She

TAKING ACTION ON CLIMATE CHANGE FOR yrs OVER

20

join the action @ www.greenpeace.org.nz

www.centraltoday.co.nz December 2010/January 2011 | 9

News

News Profile | Tom Richardson

spend or slash?

By Kate Pierson

Although it’s what our dreams are made of, money doesn’t grow on trees in the real world. And, despite the convictions of our youthful clones who insist the ‘big box by the bank’ is the answer to all our financial woes, an Eftpos machine doesn’t just spit out money for you on a whim. There actually has to be a healthy bank balance for it to cough up the cash.

Belts have never been tighter as the economic recession reared its ugly head forcing businesses to renegotiate their financial priorities. And for the past 18 months, there’s been no room for hit and miss; executive decisions and investments have had to be right on the bull’s-eye.

So, the economic recovery is under way, though it’s definitely progressing in baby steps.

Some days it can feel like two steps forward, one step back, but, like any experience with negative overtones, there is always something to be learned. On that note, the question of whether companies can spend their way out of a recession through increased marketing is a hot topic at present.

Waikato University marketing professor Harald van Heerde, who is leading a new research effort, was awarded a $740,000 Marsden grant to do some digging on this very subject. Here’s the low-down.

to pay out or penny pinch… that is the question

their marketing support when the economic climate changes and in what direction?

A key input for this decision is how the return on marketing investments varies with the economy. Does a dollar invested in innovation, advertising or sales promotion during a boom have a different return than the same dollar invested during a recession? The answer to this question allows firms to invest at the phase of the business cycle when the expected pay-off is the highest. This research will answer this question.”

What are your key thoughts and ideas in this area?

“We plan to study three important types of marketing investments, via product innovation, advertising and sales promotion. We will look at the effects on sales, because it is a very important driver of firm profit and firm value.

While most economists agree that investment levels in innovation move in sync with the economy, there is very little empirical evidence that the return on investment moves in sync Why did you receive a $740,000 grant? with the economy as well. We aim to shed light on this issue, which would allow firms “This Marsden grant is awarded by the Royal to launch their innovations at the most fertile Society of New Zealand. The Marsden Fund phase of the business cycle. There is similarly invests in investigator-initiated research. With little guidance on what happens with the this money they are financing my research return on advertising over the business cycle. that will try to answer the question: Can firms spend their way out of recession?

During a recession, consumers are more aware of temporary price discounts and To address our research question, we are other types of sales promotions. Hence developing a new theory on how the return most theories predict that recessions make on investments in innovation, advertising and consumers sensitive to sales promotions. price varies across the ups and downs of the However, while we have good indications economy. To test this theory, we develop a on the direction in which sales promotion novel econometric model and apply it to very sensitivity will evolve, little is known on the large datasets covering thousands of New extent of the increase during recessions. Our Zealand products.” study aims to quantify this.

What will the grant be used for?

“The money will be used to finance this research for a period of three years. We will hire a postdoctoral fellow and two Masters students who do parts of the research and it will pay part of my salary. There are also two world-leading associate investigators: professors Marnik Dekimpe (Tilburg University, the Netherlands) and Jan-Benedict Steenkamp (University of North Carolina at Chapel Hill).”

What prompted your research effort?

“The recent economic recession was the deepest since the Great Depression of the 1930s. During recessions, firms face strong drops in demand due to consumer belttightening. Consequently, during a recession, the typical reaction of firms in New Zealand and elsewhere is to slash marketing investments.

Indeed, marketing investments in product innovation, advertising and sales promotions (temporary actions such as price discounts to boost sales) are often the easiest to cut. Whether this is a good thing to do is questionable, leaving managers struggling with the question how much they should alter

To address our research question, we will develop a new theory on how the return on investments in innovation, advertising and sales promotion varies across business cycles. We will test this theory across multiple recessions and booms, thus avoiding focusing on one recession only.

We will develop a new econometric model that enables us to analyse both short and long run effects of the three types of marketing investments and how these are affected by the business cycle.”

How do you think your research will benefit New Zealand?

“This study will provide insights into how New Zealand firms can better navigate through economic turbulence using marketing investments. This should improve their competitive position in the global marketplace and mitigate the adverse consequences of future recessions (e.g., bankruptcies and layoffs). We also aim to establish a centre of expertise to provide guidelines on how New Zealand firms can better navigate through economic turbulence using marketing investments.”

10 | December 2010/January 2011 www.centraltoday.co.nz

Primary A willowy model minces along the catwalk — face painted, hair styled, expression haughty. She’s clad in a tight fitting, colourful dress. Music blares. Spotlights shine. The waiting media and fashionistas take note. What on earth does this have to do with AgResearch? Isn’t it all about effluent management and sheep vaccinations?

Think again. New Zealand’s primary industry isn’t resting on its laurels, as new AgResearch CEO Dr Tom Richardson explains to Bridget Gourlay.

Dr Tom Richardson

The man Dr Richardson became the CEO of AgResearch in September this year. Originally from the United States, he grew up in a small town in rural Pennsylvania, spending most of his childhood playing on his extended family’s farms.

Richardson finished his PhD at Penn State in 1990, and “about three hours later”, left for New Zealand. He was originally moving here for a two year post-doctoral fellowship but fell in love with both the country and a Kiwi girl and now considers New Zealand to be his home.

The challenge One thing that hasn’t changed since the 19th century is the importance of our primary industry. Federated Farmers calculate agriculture makes more than 15 percent of our total GDP — beating out tourism and manufacturing.

Let’s compare it to wine. Last year the wine industry hit a billion dollars worth of exports.

No mean feat. But a billion dollars of exports was about a fifth of our meat exports or a tenth of our dairy exports.

So agriculture as a whole brings in serious money to New Zealand, giving us our enviable quality of life. But to many members of the public these fields of gold are a point of controversy. Farming practises in our green countryside are increasingly getting a bad rep for not being green at all.

This, says Richardson, is the biggest issue facing the agriculture sector at the moment and as a consequence, one of the biggest issues facing the nation.

“How to increase production and how to feed more people, without increasing our environmental footprint? In the decades to come a significant increase in production is desired, but off the back of no greater and in many cases a smaller environmental impact and natural capital utilisation. Those are the big challenges.”

News Profile | Tom Richardson

focus That’s why sustainability is the goal of most of AgResearch’s programmes. And it’s not like the demand for agri products is going to wane in the near future. The world’s exploding population, and particularly the emerging middle classes in rising powers like China and India, will mean a serious re-think of how we are going to feed everyone.

“You name the statistic — whether it’s 50 percent more protein by 2040 — it’s a colossal increase in the food required,” Richardson says.

“And it isn’t going to come from increasing what we do today. Because the planet and most of our productive landscapes can’t handle that level of production increases using today’s technology. That’s the big challenge for the planet really.”

The markets Another big issue — although Richardson calls it an opportunity — is the fact that New Zealand’s not the only country in the world that does agriculture well. Brazil and China are the rising juggernauts. “Their production increases will swamp anything we can do here in New Zealand,” Richardson says.

“Look at the scale of the untapped Brazilian agri-systems and the productivity they’re getting and the sustainability they are achieving on some of their newer conversions. It will become more and more difficult for New Zealand to compete in a pure commodity play.”

The strategy What does a small fish in a big pond do?

Something different, Richardson says. New Zealand can’t compete on sheer size so we’ll need to market ourselves as a niche brand.

Take buying shoes. If you’re looking for something that will last one season, or for a growing child, you’ll buy cheap chainstore Taiwanese-made leather ones. But if you’re looking for something fashionable and of quality it’ll be Italian boots from a boutique.

“At the end of the day we will be a small player and we’ll need to find the right storyline with the right set of attributes — whether it’s around food safety, sustainability, or being a quality or high end product. The question is identifying how what we’re producing is different from what they’re producing in Brazil or China. It’s a big challenge.”

This is where the willowy models from Fashion Week fit in. This year, 10 of the designers created garments using the fine, durable, high quality merino material devised

by AgResearch’s wool scientists. It’s early days yet, but the feedback from designers was overwhelmingly positive. And the commercial backers of these designers are just as passionate about the product.

New Zealand can’t compete on mass-knitted generic socks and jumpers. Much like our milk or meat, we don’t have the size or the resources to do that.

Instead, if high quality and attractive merino clothes are marketed as such, using New Zealand’s clean and green image, then we can carve out a niche for ourselves.

Richardson is quick to point out that this is not an original AgResearch idea. Jeremy Moon’s Icebreaker and Peri Drysdale’s Untouched World and Snowy Peak brands already sell quality New Zealand made clothes, capitalising on our clean green image and making serious in-roads into overseas markets.

The road ahead may take some careful navigation but it’s not as if we haven’t found our way so far. Richardson’s vision for AgResearch is to make sure it plays a vital role in the future of New Zealand — be it food, farming or frocks. www.centraltoday.co.nz December 2010/January 2011 | 11

News

Family affairs

By Melinda Collins

To love and to cherish, ‘til death do us part — it’s a nice sentiment. But marriage, both matrimonial and commercial, takes time, effort and good old fashioned hard work. Taking the boardroom to the bedroom can shake the foundations of even the strongest unions. Get it right however, and the combo can pay off for the company and perhaps the marriage.

While nobody enters marriage planning to divorce, we know from the world of celebrity and statistics, that it’s not a perfect world, we all make the occasional rash decision and it’s always prudent to plan for the worst.

Barrister and owner of approachablelawyer. com, Michael Smyth, says when one marital partner goes into business as a sole trader and the other starts assisting within that business, get incorporated and form a company.

“If you’re not incorporated you run the risk of being deemed a partnership — under a partnership, both parties are equally liable for the business’ liabilities.”

Too many chiefs and not enough Indians doesn’t work, particularly in the business arena. “I would advise that just one person is the company director. While companies have limited liability, directors do have certain obligations under the Companies Act. In some circumstances company directors can become liable for debts of the company.

“If just one person maintains the director title, just one is liable if something goes wrong.”

Top of the list, Smyth says, is that if you are both shareholders. Get it in writing. “Get a shareholders agreement. Make provisions for what would happen to the shares if either party wishes to sell, whether the other party could purchase those shares and the method of valuation of those shares in the event that the business or marital relationship doesn’t work out — this is equally applicable for family businesses.

“Family businesses can be the most complicated situations because of the emotions involved, making it even more important to have a shareholder agreement.

This determines who does what, what investment each person has, what happens if someone wants out — if you don’t have one, it can get very messy.”

The

good,

Systems in place Married and working together for 16 years, William de Ora and Louise Woodbury have outlined systems and philosophies to make the “marriage” work — personally and professionally — in their latest book The Invisible Partnership — Work With Your Spouse Without it Ending in Divorce.

“Why does combining marriage and business seem to require such heroic effort? The main reason is that life partners who work together inevitably blend their deepest, most intimate relationship into the world of business,” the pair explain.

“If there is conflict at the office, those same problems will follow them home! And if there is discord at home, those difficulties will affect them at the office.”

Their top 10 tips for a personal-professional partnership: ■ Find a business you are both passionate about ■ Set aside business-free time — nothing kills romance like a financial meeting in the bedroom ■ Communicate — working together requires honesty and openness ■ Discover individual strengths and weaknesses — helping define rules and work independently ■ Remain objective — hold each other to the same level of accountability you would any other co-worker ■ Don’t make it a competition ■ Don’t fight in public — this can alienate your team ■ Have separate interests outside of work ■ Keep things in perspective — your relationship is more important than a business decision ■ Clear the air — a good argument is sometimes the best remedy and prevents “festering”.

12 | December 2010/January 2011 www.centraltoday.co.nz

the

bad, & the sorted

Battle in the boardroom

She’s a multi millionaire telecommunications entrepreneur, mum and charity queen known equally for her platinum locks as her illustrious career but even Annette Presley isn’t immune to the perils of matrimonial mayhem.

Presley and her ex-husband Malcolm Dick are reported to have met in the early 1990s at a golf function.

In 1992 they moved across the Tasman where they went into business, establishing Call Australia. At its peak their toll company raked in more than $100 million a year.

They sold the company for a reported $60 million and returned to New Zealand in 1997 to set up CallPlus, a company which offers voice and data service.

The impeccably dressed blonde, known for her love of red sports cars and Versace suits, became the public face of Slingshot, the company’s residential subsidiary, which took on the telco market with its cheap internet service.

Then in 2006 the marriage collapsed and the shock announcement was made by Callplus, still jointly owned by Dick, that Presley was standing down as the chief executive of Slingshot.

It was, apparently, news to Presley, who was holidaying aboard the 68 foot (21 metre) yacht Seatoy in Fiji at the time.

The battle in the boardroom is still raging four years on — this time over 2Talk, a venture established by Dick and Callplus chief executive Martin Wylie in direct competition with Callplus, directly following the divorce.

What a wonderful ‘World’ World was established in Auckland in 1989 by Denise L’Estrange-Corbet and Francis Hooper. Fuelled by their energy and passion, their vision and work has seen their label develop from operating from a cupboard at the back of an arcade to one of the leading fashion houses in New Zealand.

They’ve written a book, collected Queen’s Birthday honours, brought up a daughter, done outrageously clever fashion shows and parties, accepted a museum retrospective — and split up and survived.

World has opened nine stores in New Zealand and sells its clothes in Australia, Europe, the US and Asia. It was the first Kiwi label to show at Australian Fashion Week and London Fashion Week.

But if you trawl the internet for stories about L’Estrange-Corbet and and Hooper’s messy split after 19 years, one child and a business together, you won’t find it.

Believed to have split in mid-2008, the pair announced the separation would not affect the company or the brand — and it hasn’t.

It’s hard to establish the exact time of the split — the separation appears to have been extremely amicable and media coverage is sparse.

The pair were understood to have continued to cohabitate with their daughter Pebbles for some time after the split. And their business keeps going from strength to strength — proving that the end of a personal partnership does not have to also mean the end of a business partnership.

www.radiolive.co.nz

www.centraltoday.co.nz December 2010/January 2011 | 13

Events | Diary

Viewpoint | Management

business | events ▲ Tuesday, December 7

Xero Certification — New Zealand Institute of Chartered Accountants New Plymouth Xero is an award-winning online accounting system designed specifically for small businesses and advisers. This CPD-verified training course is for accountants, bookkeepers and consultants and offers a complete overview of Xero functionality.

To register visit www.nzica.com

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Tuesday, December 7

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Wednesday, December 8

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Thursday, December 9

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Thursday, December 16

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Wednesday, February 2

Introduction to Business — Inland Revenue Tauranga A free seminar for people who are thinking of starting their own business, or who are new to business. Covers record keeping requirements, income tax, GST and expenses. To register email Denise Balloch on advisory.tauranga@ird.govt.nz Christmas Cocktail Function — Institute of Directors Hastings Catch up with fellow members and enjoy an evening of lively discussion and delicious food. To register contact Lisa McMillan (04) 474 7651 or visit www.iod.org.nz GST Workshop — Inland Revenue Rotorua Understanding the basics of GST, how to complete GST returns, invoices and filing online. Free Inland Revenue courses to learn all you need to know. To register email Ian Bushett on advisory.rotorua@ird.govt.nz Employer Workshop — Inland Revenue Rotorua A free course on keeping wage records, manual and electronic calculations of PAYE and other deductions, forms and due dates. To register contact Ian Bushett on advisory.rotorua@ird.govt.nz FIFS and PIES — New Zealand Institute of Chartered Accountants Palmerston North Foreign Investment Fund (FIFs) and Portfolio Investment Entity (PIEs) regimes commenced on April 1, 2007. While investment advice received from finance houses and administrators has improved markedly, there is still plenty of potential for error. To register visit www.nzica.com

out of office | events ▲ Saturday, November 20 to Friday, December 24

Santa’s Cave — Te Manawa Art Gallery Palmerston North After more than 90 years of being on Broadway Avenue, Santa’s Cave, formerly at Farmers, is reopening at Te Manawa this year. Many of the attractions loved by generations of Palmerstonians will once again be on display. For more information visit www.temanawa.co.nz

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Saturday, December 11 to Friday, December 24

Carols in the Streets — Hastings Citizens’ Band The Citizens’ Band is out and about on the streets of Hastings throughout December, continuing a 125-year tradition. Listen for the Christmas carols at suburban locations from 7pm weeknights and throughout the CBD on Saturday mornings. For more information visit www.visithastings.co.nz

Sunday, December 12 to Thursday, December 16

Christmas Parade — Rotary Club of Fielding Held at Fielding Little Theatre in Stafford Street, the Christmas Parade will be one to remember, featuring Father Christmas and musical displays. For more information visit www.fielding.co.nz

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Friday, December 17

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Tuesday, December 28 to Saturday, January 1

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Fiesta of Lights — Hawke’s Bay Showgrounds Enjoy a fairyland of 350,000 sparkling lights along lakeside walkways. The light displays are animated to music. For more information visit www.fiestaoflights.co.nz Peace Festival 2010 — Whitianga Town Hall A free festival celebrating global unity, green market culture, eco friendly products and services, recycled arts and crafts, world music, natural health and environmental awareness. For more information email peace@angels.co.nz

Thursday, December 30 to Monday, January 3

Prana New Year Festival 2011 — Prano Eco Retreat Opoutere Four days and nights of music, art, workshops and dance with a special Gaia Galactic New Year’s costume party and a last night Bella Gaia poetic vision of earth from space projection show. For more information visit www.prana.co.nz

Sunday, February 6

Waitangi Day Official Celebration — Farndon Park Domain Hawke’s Bay Come and celebrate New Zealand’s national day with more than 100 craft and food stalls, outstanding entertainment, free waka rides, sprint races and a $1000 touch tournament. For more information visit www.waitangi-day.co.nz

If you have events you would like featured in the Events Diary, email newsroom@academy.net.nz at least two months before the date of the event.

Or, if you have held an event and would like to supply photos for the Been Seen section (along with 100 words about the event and a caption for each image), send to newsroom@academy.net.nz 14 | December 2010/January 2011 www.centraltoday.co.nz

Looking out for

a window of opportunity

By Ngahihi o te ra Bidois

You know when you are flying into Queenstown in winter.

As the plane descends there is a buzz of conversation and everyone starts looking out the windows.

Even the people with aisle seats are rubbernecking to try and get a view of the beautiful snow covered mountains and the picturesque lake.

People stop reading and the stewards do not have to ask people to put their window blinds up, unlike other places you fly into. There, the stewards walk the length of the plane asking people to put up their window blinds for landing and most people continue reading their magazines, papers or books.

I usually have a window seat and whenever I fly into Queenstown there is a sense that the window seat view no longer belongs to me.

It becomes common property and even people on the other side of the plane will try to look out of “my” window. As the window seated passenger I can choose to share the view with others by leaning back or I can lean forward to see more and completely block their view.

Business is no different.

My marketing degree has taught me that successful businesses share. They share their services and products.

Successful businesses allow others to view, taste, participate, consume and experience the services or products they are offering.

So how is your sharing going? Do people know they can look out of “your” window?

Do your services and products offer ‘views’ worth looking at or are people pulling down their blinds?

Ngahihi o te ra Bidios is an international speaker, author and consultant. Book him for your conference or seminar by phoning 021 482281 or through his website www.ngahibidois.com

Outstan di busines ng se clearly f s ul three ke fill y marketi ng goals : ■ Firs tly, the

y ident clients ify the ’ need ir sa They a ttract c nd wants. lie their w indow. nts to ■ Sec ondly clients , they keep t heir h the vie appy by imp roving w.

■ Fin ally, t a profi hey do all of t. th the Ma They underst is at and ori pro ve noa’ — a cano rb ‘He waka e u pon ever yo ne ma y emb which ar k .

News

Recovery planning

By Warren Johnstone

How well were Christchurch businesses prepared for the big one?

Complacency about lack of perceived risk and procrastination caught out many Cantabrian businesses. After all, historically the region had no record of major earthquakes or disasters and most were happily ignorant of the fact that a fault line lurked beneath. When, after 16,000 years it decided to shift, illusions were shattered.

After more than a week climbing seven flights of stairs amid plaster shavings to get to into our Christchurch office, we at BDO Christchurch are a little bit fitter — and a lot wiser. Our expectations have changed, not just in terms of expecting the elevator and air conditioning not to work, but in terms of expecting the unexpected and planning for it.

Even with its building being out of bounds, they were in a pre-planned offsite workplace and able to provide advice to their clients during a time of need.

The lesson for every New Zealand business is that the force of nature is a very real and serious risk to be planned for. Developing a well-thought out disaster recovery plan is not something to put off — take my word for it.

Disaster recovery plan A good place to start is by considering how well your business would cope in a disaster; a worst-case scenario including destruction of your workplace along with data and systems.

Based on lessons we have learned and from standard disaster recovery planning advice, the following are some of the essential elements in disaster recovery planning.

■ Data and systems

Planning around integrity and security of data and systems is essential. This includes defining While we were one of the luckier businesses in which systems are most crucial to your that unexpected quake that struck Christchurch business and ensuring that in a disaster, you — it caught us short. We were not as well have access to an offsite backup in the event prepared as we could have been. of your main site/server being destroyed.

We lost access to our building for three days during which time we managed to service clients operating remotely and with support from the BDO New Zealand network — but for those three days we were seriously concerned about the security of our data and systems as our backup was stored in a safe onsite. That was lesson number one.

■ Business interruption insurance

We were reminded that it is absolutely key to secure your client data and plan for offsite data access as part of disaster recovery planning — yet how many businesses around New Zealand would have this level of preparedness if disaster struck?

Ensure you set aside sufficient working capital in budgets to pay wages, creditors and running expenses for a reasonable amount of time following an event — this can range from one to three months. There are many Christchurch businesses that will not recover due to having run lean, mean operations that mean they now have nothing left to pay wages, creditors and expenses. Alternatively, you will need a good relationship with your bank manager to quickly utilise additional bank debt.

A lot of local businesses are suffering major losses due to not having had business interruption insurance. They are having to negotiate with staff over wages along with struggling to pay rents and other expenses.

The investment is one not to question.

■ Cashflow

Some smart businesses were up and running at 8.30am on Monday, despite losing access to their workplaces — they had planned for a disaster and were able to fall back on a formal disaster recovery process that brought order to the chaos most Cantabrians were experiencing. ■ Communication channels That was lesson number two; you need a Your clients are likely to need help formal disaster recovery plan. immediately so ensure you will be able to

communicate with them and your suppliers. I was receiving emails from clients at 8.30am Monday morning with such urgent questions as whether they were required to pay rent and wages with their building destroyed.

■ Stock protection If your business holds stock this needs to be managed before disaster strikes.

Holding current stock at minimum levels and operating from safe and secure premises will help minimise losses.

■ Staff contact list You will need to contact all staff to check they are safe and to let them know if and when to come into work. So, while it may seem obvious, it is important to ensure all staff members have offsite access to an up-to-date staff contact list — a further lesson we have learned. Many other businesses too were caught out and were unable to get hold of all of their people for several days due to lack of up-to-date contact information.

Make use of your website to direct staff and clients and keep everyone informed of your current situation.

■ Responsibilities Who is going to ensure your plan is put into action? Every plan, whether for a small or large staff base, should identify those responsible for managing its various components.

The biggest lesson learned is that while we may plan for disaster, how seriously we take it and how well we do it is another matter. A comprehensive discovery plan takes time and investment but there’s no time to procrastinate.

After all, Christchurch wasn’t even on a fault line until Saturday, September 4 at 4.35am.

Warren Johnstone is managing partner with BDO Christchurch, part of the BDO New Zealand network of independent Chartered Accountants and Business Advisory member firms www.bdo.co.nz

One local law firm, for example, was operating first thing Monday morning from a motel.

Scenes from the Christchurch earthquake: The inner city suffered a series of blows which the city is in the process of recovering from

www.centraltoday.co.nz December 2010/January 2011 | 15

machines

Living | Today

By Bridget Gourlay

products ne Touch

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Z5 Vi

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bean scene

ssa S9 O

Jura Impre

Jura Impre

I hate to think what office productivity statistics would look like if coffee were banned for a week. Certainly this magazine wouldn’t be printed, as we are proud to continue the time-honoured journalistic tradition of caffeine addiction. I went on a mission to find the best coffee machines and coffee to fill them with. For the home or office, for those on a budget or those who want to splurge on the shiniest and fanciest machine out there — here they are.

Microbar by Nuova Simonelli I could talk about how compact and easy to use the Microbar by Nuova Simonelli is, but really the selling point is it uses fresh milk and fresh coffee beans, ensuring that the end product tastes just like a coffee you would get in a café.

Available: www.coffeesystems.co.nz or through their showroom in Mays Road, Onehunga RRP: $4485

beans

by

Su nbeam Café Latte

M i c ro b a r

Vibiemme DOMObar Super

De Long hi N

espress

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Jura Impressa S9 One Touch Your coffee-loving employees will love the Jura Impressa S9 One Touch and will love you for getting it. Gone are the days of a choice between black or white coffee, this machine makes both cappuccinos and latte macchiatos.

Available: www.coffeefix.co.nz RRP: $3999

Jura Impressa Z5 Sleek, simple and Swiss-made, this machine has fancy technology but isn’t in your face about it. For example, its active bean monitoring system gets rid of empty coffee grinders and half-empty coffee cups because it tells you in good time when you need to refill the bean container.

Available: www.coffeefix.co.nz RRP: $4999

Upshot Upshot was introduced to me by a friend who I have known for ten years and have never seen go longer than a few hours without a cup of coffee, so I took her word for it that it was good. After one sip I was as hooked as she was. Upshot uses only fair trade organic beans, roasted daily in their small premise in Heathcote, Christchurch.

Tangy and strong, you will smell this coffee as soon as you pick up the bag.

Available: www.fairtradeorganiccoffee.co.nz RRP: $10 for 250 grams

C4 Another Christchurch roastery punching above its weight with sharp, tangy and delicious offerings.

Buy single blends or their special creations. I highly recommend Krank for the perfect espresso.

Available: www.c4.co.nz RRP: $9 for 250 grams 16 | December 2010/January 2011 www.centraltoday.co.nz

Really impress your friends with this Italian coffee machine by making them hot drinks that seem like they’re from a café. With a steam wand so you can make lattes, cappuccinos and hot chocolates.

Available: www.coffeefix.co.nz RRP: $3210

DeLonghi Nespresso Lattissima This machine is a steal at only $744. It may be relatively inexpensive but it uses fresh milk (not powdered) and the Nespresso capsule system, so it’s easy to use. And while it might cost well under a grand, it doesn’t look cheap.

Available: Harvey Norman RRP: $744

Sunbeam Café Latte The bargain basement price doesn’t mean there’s no frills to this machine. Its LCD indicator tells you the status of the water temperature and the best time for coffee making or creating steam for texturing milk.

Available: Harvey Norman RRP: $249

People’s Coffee Sold in every so-trendy-it-hurts café in Wellington, People’s Coffee is as unique as it is delicious. For them, fair trade is more than a logo — the People’s Coffee staff have travelled to Columbia, Peru and Ethiopia to meet the growers they buy from.

Available: www.peoplescoffee.co.nz RRP: $10-$11 for 250 grams

Living | Today

By Kate Pierson

Gadget The Kymera Wand The cardinal rule of the world of witchcraft and wizardry has been broken with the introduction of gadgetry to the “muggle” world. And while the relic prophecy of the magic land warns that muggles and magic should never mix, it seems the two worlds are colliding with the invention of the Kymera Wand, a buttonless gesture-based universal remote control.

eclectic essentials

lifestyles

Delivered via a wand-shaped black box lined in silk brocade, the instruction manual has the antiquated look of potions parchment and while there may be nothing superstitious about the motion detection software embodied in the Kymera, the technological magic that takes place between the buttonless remote and the mediums it has been designed to interact with has a mystifying effect.

The Kymera is intuitive, understanding 13 different movements or “gestures”, each of which can learn and replay the remote control function from any button on almost any existing infra-red remote control. The wand is a bit of a control freak too, but in a good way, as users can also negotiate remote-controlled light switches and curtains.

Destination

Available: www.giftbob.co.nz RRP: $129

Global Gypsies

Toy

Do you want to get in touch with your inner wild child?

Well abandon your schedules and inhibitions and let tour operators Global Gypsies be your guide.

Traverse the historic Holland track on a 4WD cut through virgin bush in south eastern Western Australia (WA) by bushman John Holland more than a century ago. The 500 kilometre track was developed in 1893 when the glitter of gold attracted prospectors seeking their fortune.

Experience a free bush skills seminar, 4WD practise, a poetry evening with professional poet Bill Gordon and visit John Holland’s grave in Coolgardie. A sky blanketed with stars will provide the backdrop for the conclusion as a white-linen candlelit bush dinner awaits on the last evening.

Available: Tours held annually. Book at admin@globalgypsies.com.au RRP: $869

Top Drop Eradus Sauvignon Blanc 2009 This palate-tempter is quite a fruity character and, with a balanced power and richness, the Eradus Sauvignon Blanc 2009 is the winner of multiple Air New Zealand Gold Awards. It is a most compatible companion with Bluff oysters for a match made in culinary heaven. If the Eradus’ racy acidity is not enough to get your pulse going, pairing it with the aphrodisiac oyster surely will.

Available: www.eraduswines.co.nz RRP: $17.99

Tool Dyson DC26 It’s a mighty but mini mess remover that validates the theory appearances can be deceiving. A space saver with a tough demeanour, the Dyson DC26 is compact yet aggressive on mess. With a footprint smaller than an A4 piece of paper, this hand-held wonder combines 275 parts re-engineered by Dyson specialists to miniaturise the technology while maintaining the performance of a full size vacuum.

And while nobody likes a suck up, the DC26 is a welcomed exception. Featuring a condensed version of Dyson’s patented Radix Cyclone technology, it spins dust and dirt out of the air using centrifugal forces. Better yet, you can breathe easy with this user friendly domestic companion, as every component in the sensitive DC26 is engineered so allergens are retained.

The Zurf When the surfboard was introduced to the sea, humans learned to walk on water. Well, kind of. At the very least, the advent of the sea skimming surfboard provided us mere mortals with a platform to become one with Mother Nature and explore the pathways of the ocean.

Problem is, that while the dynamics of surfing have been revolutionised with refined designs, there’s yet to be a surfboard feature devised for those suffering from maladroit syndrome (aka clumsiness) so they too can enjoy riding the waves — until now.

Mastering the delicate art of feet and arm synchronicity in order to remain perpendicular on a surfboard is a thing of the past thanks to the Zurf, a surfing for dummies mode of transport. A cousin of the Zorb, the Zurf is a 3m x 3m inflatable cylinder that can accommodate three big kids (adults) or four or five children safely. It’s a flexible force as a companion to land and water.

Available: www.zurf.co.nz RRP: $7537. Accessories an additional cost

Bauble Patek Philippe Watches These baubles will ensure you always have time on your hands. As experts in horology, Patek Philippe watches are practical indulgence; designed for the discerning ladies and gentleman, or those who just dare to dream.

The ladies Patik Philippe watch face is cocooned in an 18ct gold diamond set case and features a mother of pearl dial and black alligator strap. The male counterpart is also dressed in 18ct gold and has two sapphire sides to its perfect personality.

With a grey arabic numeral dial, small seconds, moonphase and a pointer date, this masculine model embodies a Réserve de Marche — a power reserve indicator.

Available: www.jewelwatch.co.nz RRP: Women’s Patek Philippe $49,000. Men’s Patek Philippe $62,000.

Available: www.dyson.co.nz RRP: $699

www.centraltoday.co.nz December 2010/January 2011 | 17

Have you ever asked yourself...

Is there more cancer around these days? Why are there more pregnancy issues, infertility, or miscarriages? Why do more kids have ADHD now? Is male sexual dysfunction more prevalent now? What damage are we doing to our planet by using plastic? What’s causing the early onset of female puberty? Read on and you may find the answers...

What is BPA (Bisphenol A)?

BPA is widely used to make polycarbonate plastics such as those in baby bottles, water bottles and compact disc cases and is an ingredient in the resins used to line food cans. The chemical has been shown to leach into food or water. To see a complete definition of BPA, please go to www. safebottles.co.nz. The following is a direct quote from Food Standards Australia New Zealand (FSANZ). As you will see they acknowledge that BPA and other chemicals do leach into food and liquid. However, they also say that it’s not proven to be harmful and doesn’t cause cancer.

“In some circumstances, chemicals in food packaging can migrate into the food product and vice versa, depending on the nature of the packaging and the food contained within.”

Food Standards Australia New Zealand “the most toxic chemical known to man.”

Dr Frederick Vom Saal

The facts on BPA The following are quotes relating to BPA and chemicals found in plastic water bottles. To see the full quote and source, please visit our website, www.safebottles.co.nz In men the oestrogen mimicking effects of BPA have been known to block some of the more important effects that testosterone has on sexual functioning. Those who were exposed to BPA were four times more likely than those who were not exposed to report some sort of sexual dysfunction. Associate Professor of Department of Reproductive Sciences - Yale

But even though PETE (used in many plastic bottles) doesn’t contain BPA (as seen on 60 Minutes 9/6/2010), it does contain other chemicals called phthalates - which are also believed to be endocrine disruptors. Mindfood.com Like BPA, these chemicals leach into the water more quickly when the plastic is heated, so don’t leave these water bottles in a hot car or out in the sun. A potentially deadly toxin is being absorbed into bottled mineral

water from their plastic containers.

And the longer the water is stored, the levels of poison increase, research reveals.

There are enough warning signs to show the need to act sooner rather than later. There are growing concerns about bottled water in particular in plastic bottles. The safest option is stainless steel. Breastchek.co.nz

Jo Knowsley

Our findings suggest that exposure to low-dose BPA may have widespread effects on brain structure and function. The Food and Drug Administration (FDA) continues to classify BPA as safe, basing its ruling only on the findings of two industry-funded studies.

There are over 200 independent scientists, not in conflict financially with this chemical (BPA), saying we find it relating to obesity, prostate cancer, breast cancer, diabetes, brain disorders such as attention deficit hyperactivity disorder, liver disease, ovarian disease, disease of the uterus, low sperm count for men and the list goes on. David Gutierrez Natural News After years of insisting Bisphenol-A (BPA) posed no threat to the health of babies, six larger manufacturers of baby bottles have announced they will stop shipping new baby bottles made with the chemical. Mike Adams, Natural News A 2007 review of 700 studies involving BPA, published in the journal Reproductive Toxicology, found that infants and foetuses were the most vulnerable to adverse effects from this toxic substance. C W Randolph, MD The researchers indicated that such damage is a possible predictor of reproductive diseases in women, including fibroids, endometriosis, cystic ovaries and cancers. Earlier studies linked low dose BPA to female reproductive-tract disorders, as well as early-stage prostate and breast cancer and decreased sperm counts in animals. Andreas Moritz In 2004, one researcher counted up all of the studies done to date on just BPA. Of 104 studies done by independent researchers, 94 found adverse effects.

Donna Jackson Nakazawa

The latest study showed that women with a history of miscarriages were found to have higher levels of BPA in their bodies. The women who had miscarriages were found to have BPA levels on average about three times higher than women who had successfully given birth. David Steinman

The National Toxicology Program of the National Institutes of Health concluded that there is “some concern” that BPA may cause problems in foetuses, babies and children, including breast or prostate cancer early onset of female puberty, attention deficit disorder and other problems of the reproductive and neurological systems. David Gutierrez Bisphenol A is such a dangerous chemical that I have no doubt it will one day be banned from all food and beverage products. Frederick vom Saal The following are countries which have taken action against BPA - Canada, Denmark, Belgium and France - so far.

Those with the most BPA in their urine had nearly three times the risk of heart disease more than twice the risk of diabetes, as well as signs of liver damage.

Unfortunately, the levels of BPA that were associated with disease are within the EPA’s industry-friendly levels of safety.” Byron Richards The following research is by world expert Dr William Shotyk - who has vowed never to drink bottled water again - “I don’t want to shock people but here’s what I know: Antimony is being continuously released into bottled drinking water. The water in PET bottles is contaminated”.

Antimony finds its way into water by ‘leaching’ from the plastic in the same way that water absorbs flavour from a tea bag. Jo Knowsley If you have a baby that you are formula feeding, you are likely to be exposing your child to BPA through the formula itself, which is almost assuredly packaged in a BPA-lined can. Aaron Turpen In most countries, BPA is legal in food storage including baby bottles, containers and so forth. Very few companies are using BPA-free containers for anything. Aaron Turpen To see each of the quotes in full and the source please go to www.safebottles.co.nz

Call 0800 777 444, text SAFE to 244 or go to our website www.safebottles.co.nz to order your SafeBottle today P.S. There’s an iron-clad, lifetime money-back guarantee on all bottles.

18/8 food grade quality stainless steel

BPA-free, toxin-free and eco-friendly

Gary Collins Managing Director

I Fits most cup holders I FDA approved I Fits ice cubes I Doesn’t retain or leach flavours I Dishwasher safe

I Various sizes and colours available I Designed to last I 100% recyclable I No plastic liner I Free sports lid

18 | December 2010/January 2011 www.centraltoday.co.nz

The effects of plastic on the environment are already well documented...but what about the effects of plastic on our bodies?

Research is showing that under special circumstances, certain chemicals from plastic bottles and containers are able to leach into the water (or food) held within. One such culprit is a toxic chemical known as Bisphenol A (BPA), a chemical with estrogen mimicking effects that is linked to obesity, diabetes, breast cancer and hyperactivity. Another two common toxic chemicals present in plastic bottles are antimony and phthalates.

Make a change for the better. Buy stainless steel BPA-free SafeBottles and reduce the impact of plastic on the environment and our bodies.

For more information and to see the full range of SafeBottles, please visit www.safebottles.co.nz or call our friendly team on 0800 777 444 or text SAFE to 244.

www.centraltoday.co.nz    December 2010/January 2011 | 19

News | Special

Paying for

performance

By Melinda Collins

‘You can’t manage what you can’t measure’ is an adage that has been around forever. One of the most common and increasingly controversial manifestations of a connection between measurement and management, is performancerelated pay (PRP).

It’s not a new concept. Ever since ancient Mesopotamians were paid by the basket for picking olives, there’s been some variation of incentive pay. In the modern day the term is used fairly loosely with commissions and bonuses often thrown into the definition.

The general understanding of PRP is money paid to someone relating to how well he or she works.

Business theorist Frederick Winslow Taylor was a great supporter of this method of payment, believing money was the main incentive for increased productivity. Other proponents say PRP provides a direct incentive for employees to achieve a defined work target and, as their contribution is recognised through a tangible reward, motivation and commitment improve, directly influencing overall productivity and performance.

But a fundamental criticism relates to the subjective nature of performance and suggests the performance of a complex job as a whole is reduced to a simple, often single measure of performance.

Criteria for call centre staff, for example, may be the length of a phone call, however this fails to take into consideration quality of

help given and whether the caller’s problem had been rectified.

Macroscopic factors such as an economic downturn may also make employees appear to be performing at a lower standard, independent of actual performance.

In other cases, opposition is motivated by hostilities which can arise when times of low turnover sees multiple employees vying for the attention of one customer, and when more than one employee assists one customer.

Robert Half New Zealand general manager, Megan Alexander says performance pay can work in a variety of different industries, including retail.

“It can be very morale boosting. You need to understand employees’ needs and that means talking to them. You need to understand everyone is different. The hardest thing is getting a platform pay structure that tailors to everyone’s needs.”

Expectations There are some keys to integrating a successful performance pay structure, she says.

“The key is expectation management, communication and clarifying to people why they are not getting bonuses or why they are.

Make them aware and accountable.”

While she says people need to take into consideration the business’ financial capabilities, money isn’t everything.

“It can be a lot more simple than people think — it could be allowances for mobile phones, through to the employee not being penalised to look after a sick child,” she says.

“Pay is not always the main driver of people’s happiness. Yes, people need to feel rewarded

Pay is not always the main driver of happiness… people need to feel rewarded and recognised, but performance pay doesn’t solve everything. and recognised, but performance pay doesn’t solve everything.

“It’s a combination of culture, strategic vision, communication — performance pay is only one way of keeping people happy.”

Latest statistics from Robert Half International’s 2010 Salary Survey suggest that while not as high as our Asian compatriots in performance pay, New Zealand is still in line with Australia.

Of the Kiwi respondents, 39 percent said they received a bonus in 2009, compared with 36 percent in Australia, 56 percent in Hong Kong, 64 percent in Japan and 75 percent in Singapore.

Of the New Zealanders, 42 percent said they did not receive a bonus, with 19 percent saying bonuses are not part of their salary package.

This year, 38 percent of New Zealand respondents said they are expecting to receive a bonus, on par with Australia; both below the average of 54 percent. Half the Kiwi respondents do not expect to receive a bonus in 2010.

Show tell

By Kate Pierson

When a tradeshow’s aisles are inundated with frantic foot traffic, eager eyes are surveying the surroundings, concepthungry minds are contemplating commercial options, and you’re in the background at your stand thinking, “I’m here, pick me, pick me!” It’s perfectly acceptable to utilise attention-seeking tactics to attract your marketshare.

By this inference, we don’t mean you should

jump up and down, waving your hands in the air, or use loud and colourful behaviour to engage the curiosity of prospective buyers.

Attention-seeking in this context is about smart selling. In the craze of competition at a tradeshow it’s easy to get lost in the commercial crowd — getting noticed is everything when it comes to being a leader in the professional pack.

A tradeshow is more than a showcase or exhibition; it is a networking event and handson marketing opportunity for consumers and potential buyers to become visually and tactically acquainted with your products.

With this in mind, New Zealand Trade and Enterprise (NZTE) has put together a tradeshow instruction manual for newbies and wellschooled veterans wanting to brush up on tradeshow knowledge and etiquette.

Offering a comprehensive how-to guide for maximising potential at trade events, the aptly titled, Ensuring Success at Tradeshows is a toolkit at your disposal.

From outlining your objectives, researching, budgeting, planning and pre-show promotions, to planning work at the event, conceptualising

20 | December 2010/January 2011 www.centraltoday.co.nz

an exhibition briefing and overviewing what to do during the event, this guide has a comprehensive checklist for commencement through to completion.

A fundamental point raised in the guide, notes: “Remember trade events are just the mid-point of an integrated sales process,” and NZTE director of specialised manufacturing, Hans Frauenlob reiterates the importance of remaining committed to a trade event from start to finish.

“Attending a tradeshow can be an expensive undertaking. Therefore, during the lead-up time it is important to recognise your target audience and identify what it is you want to achieve. This involves reaching out to your customers and leaving yourself enough money for the follow-up phase after the tradeshow.”

essence, they should convert into increased marketshare, sales and profitability.

Frauenlob says the most effective approach to organisation at tradeshows will vary between sectors and companies depending on what they want to achieve. “Although the criteria varies, what a lot of potential exhibitors tend to do, is walk the floor of other tradeshows prior to their own and look at how they need to position their prospective products against competitors. Looking at competitors’ messages and finding a point of difference is also key.”

Finding or reinvigorating business relationships is also about prior networking and inviting prospective or current clients to attend a tradeshow you will be exhibiting at.

Frauenlob says follow-up is a critical part of the process, but this is often the aspect that is neglected by businesses. “Nothing disappoints a prospective client more than no follow- up, but of equal importance to the follow-up, is of course the lead-up itself,” he explains.

“Instead of waiting for traffic to come to you, if you want to secure five distributors, give yourself a headstart by inviting 10 distributors you already know or you have found yourself,” he says. “It sounds clichéd, but success at a tradeshow really is about preparation, preparation, preparation.”

Without a definitive and strategic pre-event plan in place, the professional currency you invest — aka your valuable time and resources, may be lost in translation when in

For more information on tradeshows or to view the Ensuring Success at Tradeshows guide, visit www.nzte.govt.nz

News | Special

Making

effective messages

■ Get to know your customer “If you don’t know your customers, how will you know what to say to them in your marketing and advertising message?”

By Melinda Collins

In sport, most amateurs stumble along grabbing the occasional win with no clear action plan.

Professionals, on the other hand, march in with an effective strategy and take out the game. In business, as with sport, strategy can make all the difference.

When promoting your business, this strategy is known as marketing. As simple as this seems, it is still where confusion is often found.

Advertising is a single component of the marketing process. It is the part that involves getting the word out concerning your business, product or the services you are offering. It involves placing advertisements in newspapers, direct mail, billboards and television. While advertising is the largest expense of most marketing plans, it is not marketing.

Marketing encompasses your entire game plan or strategy. It is the systematic planning, implementation and control of a mix of business activities designed to take that product or service to the market. Marketing incorporates everything an organisation does to facilitate an exchange between company and consumer.

US-based BN Branding’s director John Furgurson describes the difference. “Every year millions of dollars are wasted on advertising that is well produced, but not very well thought out. Rather like a supermodel… nice to look at but there’s just no substance there.”

So if you think that because you’re advertising, you’re marketing — think again. If you are advertising separate from any greater marketing strategy, you’re doing only half a percent of what your marketing campaign can and should do, Bold Horizon senior brand strategist Wayne Attwell says.

“In reality however, advertising and promotions are only the tactical implementation of a well planned marketing strategy and when effectively integrated into the overall marketing mix the results can be outstanding.

But all too often the underlying marketing strategy is sadly lacking.”

Attwell says some key elements need to be in place before you can plan and execute an effective marketing campaign:

■ Your potential markets may be spread

■ Know what sets you aside from competitors and what you’re up against “Developing and understanding your unique points of difference is arguably the most critical part of your marketing strategy and should supersede any tactical programmes.

A deep understanding of your competitor should be an essential part of your marketing strategy. By understanding the habits, likes, dislikes and buying triggers of our target market customers, we are better equipped to decide on the best method of interacting with them.”

■ Don’t forget that your customers are still human “Why do we so often forget to appeal to the human needs of our corporate and industrial buyers? Instead we try to bombard them with a long list of technical features of our product, forgetting to appreciate and satisfy their decision making criteria and personality type.

over large geographic areas, so apply the 80/20 rule “Identify a realistically manageable segment of the market your company can accurately target, considering your capabilities, limitations and available budget.”

■ Advertising expenditure should be a

on discounting, reiterating the importance of understanding the financial logistics of your business, prior to adorning shop windows with brightly coloured sales banners.

decrease your prices, consumption has to increase,” Humphries explains simply.

“Too often struggling and confused companies throw money into costly advertising campaigns, new websites or glossy brochures, believing them to be the ‘cure-all’ for slow sales or lost marketshare.

component of a larger plan, opposed to an isolated entity in itself “Marketing is a mixture of art and science but no matter which side of the equation you stand on, having a strong marketing strategy in place is essential for success.”

Discount dangers

By Kate Pierson

It’s a sensory stimulant for consumers and can break budgets on a whim.

With the ability to bend the will of even the most avid window-only shopper, it’s one of the most attractive concepts to the human eye — the discount. Making the eyes wide, the sales salivary glands water and the heart pitter-patter in anticipation, it’s one of the most powerful signs in commercial language.

Yes, the discount, be it in malls, minimarts or markets, in the form of dollar deductions, percentage reductions or two-for-ones, is the magnetic drawcard for sales scouters and bargain-hunting buyers in a marketplace full of competing consumables.

But while its attractive facade has guaranteed its popularity in the sales sphere, the discount can also be what is described as a ‘frenemy,’ aka, the ‘friendly enemy’. Something which, on the surface, appears to the have all the qualities and characteristics to be a compatible friend to your business, but when you use it, undermines all that you hope to achieve.

The bottom line is, if you are going to announce a discount, you have to know the effect on your firm first.

NZ Institute of Chartered Accounts director of professional support, Tom Davies, is adamant about this. Discounting and using it for your business’ benefit requires knowledge and an educated understanding of your operation, first and foremost. His philosophy on discounting is, always analyse before you act. “While discounting is a popular way to increase sales, what businesses need to remember, is that if they are discounting their products, they are giving away a slice of their profit.

Therefore, before a discount is applied, people have to know their business and not just hope for an increase in sales and profit,” he explains.

“Before you discount, you’ve got to know how much the product is costing you and how much you need to keep your business going.

Trying to match a competitor’s price without knowing these essentials can be disastrous.”

Davies says businesses also need to consider that repetitive discounting may result in consumer demand for a permanent reduction plan, also known as a loyalty programme.

Humphries and Associates Limited director, Michael Humphries corroborates Davies’ views

“It’s true that discounts are one way to reach customers and in some cases it can be effective. We see it being used to attract people into shops and stores and to generate marketshare, but it is a strategy that needs to be utilised carefully,” he cautions.

Understanding how discounts can have an immediate impact on cash and profitability is also critical, because if businesses cannot sustain their discount position in the face of a price-reduction war, they may find themselves being out-priced by their opposition and susceptible to financial failure. “Businesses really need to know the cost structure and whether they can sustain their position in a potential sales war. Discounting is a strategy that is really only available to the lowest cost producers, because if you don’t have a low cost production structure in place, you’re not in a position to drop your prices and you may end up compromising the quality of your product or service if you try to.”

And even if consumption increases enough to maintain a price decrease, significant costs may be attached to the investment of new staff and premises that are required to accommodate this consumption growth.

Beyond the potential implications for a business itself, discount campaigns running back to back can also negatively impact the economy due to deflation — something Humphries says has been happening in Japan for many years.

“These price wars that occur between businesses can create uncertainty for consumers because they expect prices to drop again and therefore won’t spend any money in anticipation of this happening.

“In business, a strong focus should be on unique selling points (USP). A USP is all about how a business can differentiate itself and where it will position itself in the market,” Humphries concludes.

For more information on discounting and how you can effectively implement this, or another sales strategy, seek advice from an accountant or a business consultancy firm. www.centraltoday.co.nz December 2010/January 2011 | 21

Underestimating the relationship between discount and volume is also a common error.

“To make up your gross margin when you

News | Special

Face off

By Sandy Galland

We’re more likely to accept the advice of a friend, genuine or imagined, than a stranger.

Business, like life, is about making powerful and positive first impressions. Taking your brand to the market place is the same — you have a nano-second where you can capture the eye of potential customers.

The biggest consideration (other than budget), is to make sure the message fits the celebrity and the product. Elite athletes and fast foods may be unlikely bedfellows but it used to be that when Tiger Woods belted a golf ball, the marketing was believable. When a famous face fronts a brand, their behaviour in and out of the public eye becomes part and parcel of the brand. Celebrity endorsement is a transfer of value from Brand A (the celebrity) to Brand B (the advertiser). An advertiser hopes the positives of Brand A will transfer in the customer’s mind to Brand B and motivate purchases.

If a customer likes what they see right away, they are likely to engage and spend. So how do you capture someone’s attention?

For many, using a face is the preferred option. You want to establish a person who will become instantly identifiable with your product or service. So how do you do this? Do you become the face of your brand, do you get a celebrity to endorse your product or do you create a fictional character?

This can be a sound strategy, but it has to be handled carefully. The celebrity must appeal strongly to your target market, their image must align with your company’s messages, and you need to be confident they will act with integrity. If one party in the arrangement ‘burns’ — for whatever reason — the other is directly affected. There is also the risk of the celebrity overshadowing the brand, or overexposure through multiple endorsements by the same celebrity. Just how many products are today’s crop of All Blacks busy promoting?

Over exposure can end up diluting impact for individual brands.

Each approach has its merits. However, leading brand agency TBWA Whybin head David Walden stresses it is imperative to establish the basics before embarking on any brand building exercise.

This means nailing down what your brand stands for, who your market is and what you want to say to that market. “You can’t just say ‘hello — here I am’. You have to know what you stand for,” Walden says.

Consumers are bombarded with messages and you have milliseconds to capture someone’s attention. “You have a fleeting moment to either be relevant to them or not, and so working out the essence of what your brand is about, what sets you apart from your competitors, why someone should pay you any attention — that’s the bit you really need to nut out. Expressing it is the easy part and sometimes it is a face who will work best.”

Getting into character Creating a character or a cartoon type persona allows complete control of how your message is delivered. There are many winning examples — Ira Goldstein, the Mainland Cheese blokes, Vince Martin and Miss Lucy have all bounced into our homes and captured our attention — for whatever reason.

Goldstein, the ASB bank character, is a creation of Walden’s agency. It had become one of the longest-running uninterrupted campaigns in New Zealand with Goldstein’s quirky take on our culture having entertained us for nine years. And yes, we’ve all ‘herd’ of cows…

A big name and recognisable face will attract attention to your brand and help enhance your market position. It may even fast track your way to ‘first of mind’ product recall.

“In many ways a created character is the most successful. While not a spokesman for the company, they are a way to promote products and services in a user friendly way, approachable and, at times, humorous manner,” Walden says.

One of the huge advantages of using a face — real or fictional— is the connection you can create and the empathy you can engender.

“Your brand can take its place in a person’s life that way.”

Real or created characters have pros and cons either way. Real characters may be more authentic and credible than created characters, and don’t require clever introductions to establish motives or the brand relationship. The upside of character creation is ease of control, best summed up as the ‘do and say what I tell you’ scenario.

But you need to consider your exit strategy. If you sell the company and move on your face may have to stay with it. A face can continue to front a brand well after the business has been sold — think Dick Smith, Peter Leitch aka The Mad Butcher and Mike Pero.

Becoming the brand

While Pero no longer owns Mike Pero Mortgages he continues to front the brand.

“Brand awareness leads to confidence, trust and loyalty from the customer,” says Pero.

If what’s needed is authenticity, and you’re the owner wanting to share a vision, then put your face on the brand. Bear in mind that you will be forever linked to it, so if it fails some of that sticks to you and vice versa — your actions will affect the brand.

Being such a recognisable face is good for the mortgage company and positive for him in his other businesses. Walden believes we like to

22 | December 2010/January 2011 www.centraltoday.co.nz

see the people behind the business and it allows a CEO or business owner to make a personal pitch.

This strategy seems to have worked for Rob Fyfe and Air New Zealand.

Building a compelling story around your brand can also be very powerful.

“Banking is not something that gets one’s blood rushing, so we needed to put a human face to what can be an impersonal relationship.

Our job is to find ways brands can enter the living rooms of New Zealanders every night.

We do this uninvited so you have to respect the viewers. You do this with a bit of humour or by rewarding them with an experience that hopefully enhances their viewing.”

Whatever route you take to put a face to your brand, be aware that your target market is savvy. Also remember the average person The story is one of success and by having it out is exposed to anywhere from 1500 to 3000 brands or branded messages a day. in the public domain; the customer can see Consumers are switching off and tuning out that this is a business which has succeeded so you have to be relevant to them. Make your because of one man’s ability to dream big.

Celebrity endorsements seem like a no-brainer. first impression count.

How many of us don’t know that Michael Hill started out as a one man band in Whangarei?

Motoring | Test Drive: Peugeot RCZ

The Peugeot RCZ wouldn’t look out of place on a catwalk but how does it perform on the road?

Tim Grey finds out.

Roadworthy In most areas of life there is nothing a Frenchman would least like to be than German. But for some reason, when it comes to cars, the French can’t help but pine for efficient Teutonic engineering with precision and common sense.

Oh, sure, Citroen trades on its futurist concepts and love of left-field innovation, but as for Renault and Peugeot, they’ve produced some of the most bland Euro hatches and sedans of the last decade, all in the pursuit of making a Gallic Golf or a Parisian Passat.

So when Peugeot hinted at a rival to the uber-successful Audi TT sports coupe earlier this year, my heart sank faster than the Rainbow Warrior.

Once again, the French were going to try to be German and the result was not only going to be bland, but EU bland — that special level of blandness reserved for when the cultural lines of competing European nations are completely blurred beyond meaning.

restyling

actually surprisingly petite and makes perfect sense from every angle.

of only 7.3L/100km the RCZ is also not as economic as the base TT.

It puts the MkII Audi TT in the shade the way that current model makes its blocky predecessor look like a life-sized toy car.

Calling the lightweight RCZ under-powered, though, is inaccurate, especially as it can do the 0-100kmh dash in a highly respectable nine seconds.

Looks, of course, aren’t everything.

The coupe segment may be the one hairdressers like to frequent, but even here handling and ride count.

The TT isn’t known for its dynamism on the road, despite the fact the range ($86,900 upwards) starts with a potent 155kW turbo under the bonnet, but the 245kW Nissan 370Z ($76,000-$81,000) is a more competitive driver’s car.

Any fan of French action films will tell you, however, that when it comes to getaway cars its usually a Pug being driven by the men with Gitanes sticking out of their balaclavas.

Dynamic handling

Fortunately, I was wrong.

Peugeots used to be known for their ability to deliver precision handling dynamics, rather than precision diesel economy, and the RCZ grips the road and tackles corners in a way which harks back to the brand’s heyday.

The Peugeot RCZ certainly wouldn’t be in existence if it were not for the success of the TT, but beyond why it’s on the market, the RCZ couldn’t be any Frencher if it came with a free beret and a signature fragrance.

The RCZ employs “Inverted Pseudo” McPherson strut suspension front and back, all linked in to an anti-roll bar, and the results — combined with weighty, communicative steering — are magnificent.

Peugeot has taken real design risks with the RCZ and in the process re-discovered its flair for the first time since it decided to bin its famous GTi badge (which, no surprises for guessing, is now set for a return). Its double-bubble roof is so unique to be instantly iconic, while its perfectly formed rear is so sublime it makes up for what can look like a rather bulbous nose.

Of course, on New Zealand’s roads, such flat-stanced control can translate into a bumpy ride, but find a long stretch of winding road as I did on the way to Akaroa and the experience is sublime.

In pictures that nose can make the car look too big and busy up front, almost as if the centre of balance is slightly too far forward, like a Porsche Boxster. But in the flesh the RCZ is

The RCZ hasn’t got the same firepower as the TT, instead using a smaller 1.6 litre turbo petrol which produces 115kW at its 6000rpm peak.

Don’t go thinking you’ll see benefits at the other end, though.

With a claimed combined economy average

In fact, the only thing which held back my test model from throwing itself into every corner with gusto was its six-speed automatic, which tended to be too grabby for my taste.

To get the most out of the RCZ I’d opt for the six-speed manual. Intriguingly, both are priced at $64,990 to undercut the competition, but Peugeot hasn’t skimped on specification to maintain its margins.

Sound insulation could be better — although it is certainly not as bad as the 370Z. The interior is awash with extra elements, from full-leather upholstery and electrically adjustable and heated front seats to hands-free bluetooth capability and dual zone climate control.

Where Peugeot might be saving its pennies, however, is in the car’s conversion to the righthand-drive market.

Until the media volume controls were discovered behind the bluetooth stalk, hidden itself behind the steering wheel, reaching the radio in the centre console was a bit of a stretch — the console definitely felt angled towards the front passenger.

But overall Peugeot has resisted the urge to make the RCZ as spartan as its price tag, with the most intriguing feature having to be the button for the active rear spoiler. Press it and the smooth lines of the boot up-end into a slim downforce device.

As its name suggests, it is an automatic feature which activates at speed anyway, but for me it epitomises the playful individualism of the RCZ — like the rest of the car it provides real flair. www.centraltoday.co.nz December 2010/January 2011 | 23

Agribusiness | News

By Bridget Gourlay

July, 1971. A young Jenny Shipley is in her final year of teacher’s college in Christchurch. Halfway across the world in Beijing, Henry Kissenger, on behalf of the President of the United States, has feigned food poisoning while on a trip to Pakistan and is secretly meeting with the Chinese Premier. Until then, China had been closed off since the early 1950s.

After Kissenger’s visit, relations thawed. The country that few Kiwis had ever visited, the people that few Kiwis had ever met, opened up.

Tourism, immigration and economic growth followed.

Political scientists are calling China the world’s next superpower.

Certainly, they’re already a super economy. Forty years on from Kissenger’s famous visit, Jenny Shipley, first woman Prime Minister and committed sinophile says some New Zealand businesses have failed to capitalise on the FTA, ignoring the rise of China at their peril.

horizons

Understanding Asia

Shipley says the emerging middle classes in China and other growing Asian economies like Taiwan and South Korea provide the opportunity for serious money to be made by New Zealand — and Kiwi companies should be tapping into them.

There’s no doubt it’s a shift, a shift away from older trading partners like the UK, the US and Australia, and a shift away from the language and culture we’re used to working in.

“Chinese people come to everything from a different point of view, their Confucian values to them are what Christian and Westminster values are to us. For New Zealand businesses doing business in China, they need to understand what’s in the minds of the people.

It’s not that they are duplicitous, it’s just how they think. Confucius values have a huge respect for authority and a great link to family ties, so lots of businesses in China are very much connected in terms of family and often New Zealand businesses misinterpret that.”

Because Confucianism values authority, attending trade delegations with either mayors, ministers or prime ministers is an enormously valuable entry point into Asia, because it stamps the approval of authority and often Chinese businesses look to that connection.

“It doesn’t make your business safe, but it’s a very important element to show that you have the approval of the authorities in terms of the way you do business.

Again I think a lot of New Zealand businesses don’t recognise the value, perhaps the opportunity, to go on trade delegations with the mayor for

24 | December 2010/January 2011 www.centraltoday.co.nz

example or the minister. It’s something I hope over time I think New Zealand companies will become comfortable with.”

who don’t will continue to try and do business with what are flat economies in terms of their growth potential.”

Learn Mandarin

Weathering the recession

Confucian Institutes have been popping up around the country as the Government seeks to invest in its China knowledge. Shipley, who visits China several times a year and is on the board of the China Construction Bank (the country’s third largest bank) strongly advises businesses to make the most of these.

Shipley is positive in how she sees New Zealand’s economy and how well we’ve weathered the recession. Asia and its strong demand for our products again is key. But so are the choices she made in the 1990s.

She says we, and Australia, took out our subsidiaries to industry and got our foreign debt down at that time, meaning we weren’t as badly hit as Europe is today.

“Both the language and culture are important, just as they are with Maori. Understanding the form and interpretation behind what you are seeing happening will improve your business acumen in a complex market.”

“Also, when New Zealand has historically gone into a strong and sustained growth cycle, it has been driven by exports, not by consumption.

So the shift we’ve seen in the last 18 months, She says businesses should either send their where consumption is reduced and the senior executives on Confucian Institute export led recovery has started to emerge, programmes or “invest their next generation of is a very important sign and gives me a lot smart young things on whom they are relying of confidence that as long as Europe doesn’t to help them execute their business strategy”. hit another unforeseen bump over and above what we are seeing now, I think New Zealand Make the most of the FTA can be cautiously optimistic that we are In 2008, New Zealand made history as being coming through this recent difficulty.” the first western nation China signed a Free Trade Agreement (FTA) with. Not the USA, She says Europe and the US have to face up to not the EU, but New Zealand was given a harsh reality; they are spending more than that honour. China’s economy, even with they have and that at some stage this trend the worldwide recession, has been growing has to change. “My sense is that the political between 8 and 12 percent per annum. will is starting to emerge to do that. There may However, Shipley thinks many well be a staggered recovery as opposed to a Kiwi businesses have failed to smooth recovery and we’re not going to see capitalise on the opportunities the rapid return growth that we experienced the FTA has opened up. in the late 90s and early to mid part of this She says the best thing decade. Having said that I am confident that businesses could do is New Zealand is well positioned compared with use the FTA to access many others.” the emerging Chinese middle class market, Africa to ensure the next Shipley has again visited Namibia this year. two or three decades She first visited the country in 2008 and was of business success inspired to set up a family trust for a group of are diversified. schools with her husband and two friends.

“At the moment some companies are getting their minds around that strategy very well, while others are still quite nervous and reluctant to turn their minds to Asia.

Those who do will be very successful in the next two or three decades and those

“These are fine young people. I hope that they in some way will shape the future of Namibia and the future of Africa. I hold the view that it’s the next big thing after Asia, Africa is getting its act together and New Zealand will, in due course, need to think about some very large populations in Africa and the opportunity it offers us and the opportunity we can offer them.”

Despite her travels and passion for other countries, Shipley says she is first and foremost a Kiwi. “I’m a New Zealander in everything I do, whether it’s the companies I chair, the companies I advise or the speeches I make. A great part of my heart lies in Canterbury but it’s New Zealand I seek to promote. We’ve all got to try and do that, and I definitely try to at every opportunity I’ve got.”

Agribusiness | Water Dynamics

Water solutions for every situation It is estimated little more than two percent of the water that falls on New Zealand is used. This puts pressure on maintaining the quality, storage, ownership, allocation and management of water for the agricultural industry.

Water Dynamics is taking increasing responsibility for water by providing optimum solutions, Hastings manager Jack Tarrant says.

“We create water solutions to best utilise your water resource, to make your land as profitable as possible with the resources available.”

We create water solutions … to make your land as profitable as possible with the resources available

The company competes through diversity.

“We design, supply, install and maintain everything water related, from effluent management systems to irrigation systems, for domestic to commercial applications. It’s very much a one-stop water shop.”

Tarrant stepped into the Hastings manager position two years ago and his industry knowledge and experience has proved a substantial asset. “I’m from a farming background, so I can see how our products are adding real value to clients’ farming businesses. One of the best examples was seeing the doubling of dry matter per hectare growing — from nine to 18 tonnes of dry matter per hectare.”

Water Dynamics is part of the Tyco International group, operating in 80 countries.

“We gain great strength from this association; it provides us with an endless source of knowledge and experience across most industry sectors.” Tyco has merged established irrigation stores to create a strong network of branches across the rural landscape. Each is run by a team with years of local knowledge which, combined with ability, creates irrigation solutions for every situation.

“Companies like us are the cornerstone to getting technology to farm level so people can meet the legislation and capitalise on it.

“What sets us apart from competitors is our local knowledge, service and what we can deliver. We plan to stay ahead of the game so we can continue to bring full farm solutions to clients. The bottom line is, if we continue to add value to clients’ businesses we can grow together.”

Water Dynamics 1203 Omahu Road Hastings T (06) 873 9230 E jtarrant@tycoflow.co.nz www.waterdynamics.co.nz — Advertising Feature

www.centraltoday.co.nz December 2010/January 2011 | 25

Agribusiness | World Dairy Summit 2010

Standing out from From the heartland to the City of Sails… dairying made the leap from country to city for the annual International Dairy Federation World Dairy Summit held November 8-13

If you opened your fridge right now, chances are you’d find at least one product with dairy in it. As a staple in households the world over, dairy has become a fixture in our diets and a key financial contributor to our economy.

In Aotearoa, our green pastures are speckled with livestock and as of 2008 and 2009 our dairy cows represented 4.25 million of these animals. With Holstein Friesian cows the prevalent breed in New Zealand making up 43 percent of total dairy cows, the New Zealand dairying industry is a competitive global earner.

Between November 8-11, 2010, in New Zealand’s City of Sails, Auckland, the annual International Dairy Federation World Dairy Summit was held with support from major organisations including the event’s platinum sponsor, Fonterra.

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Agribusiness | World Dairy Summit 2010

herd

the

Held at a state-of-the-art facility at the SkyCity Auckland Convention Centre, the World Dairy Summit provided an opportunity for the great minds and agents of the dairy industry landscape to meet and share knowledge.

Discussion regarding industry sustainability, science and technology and health and nutrition were also high on the agenda.

Defining statements The words ‘New Zealand’ and ‘dairy’ go hand in hand. It’s seems that you can’t have one without the other as each defines the other.

The first Shorthorn cows from a New South Wales herd arrived in New Zealand in 1814 with missionary Samuel Marsden. Today’s dairy herds are part of a worldwide commodity representing a significant proportion of most economies Gross Domestic Product.

By the early 1840s, Shorthorn herds were established in New Zealand and were the most popular cattle breed. The first dairy factories in New Zealand were opened in the mid-1880s in Taranaki and Waikato to process whole milk. Twenty factories had been built by 1884.

Traditional methods soon gave way to progress as stream-driven equipment was developed.

Prior to the advent of refrigeration, the majority of New Zealand’s dairy products were consumed locally with only a small percentage of butter and cheese consumables exported to Australia. With the combination of refrigeration

and shipping from 1882, the industry was revolutionised as it became possible to export more dairy products.

Today, the New Zealand and dairy export industry is going from strength to strength.

According to DairyNZ, the value of dairy

exports between 2008 and 2009 was NZ$10 billion.

In the past five years the dairy industry has experienced significant growth and the number of cows and heifers in milk has increased by approximately 10 percent.

Feature continues on next page >>

www.centraltoday.co.nz December 2010/January 2011 | 27

Agribusiness | World Dairy Summit 2010

With no signs of this expansion stagnating, New Zealand produces about two percent of the total world milk production at approximately 16 billion litres per annum and is the world’s largest butter exporter, accounting for approximately 44 percent of all traded butter. The country is also an important exporter of skim and whole milk powders contributing about 27 percent and 38 percent respectively of world trade.

With key industrial strengths including its efficient all-grass farming system, largescale processing, creative marketing and high research and development investment, New Zealand’s dairy industry has expanded significantly through diversification.

From high quality commodities such as milk powders, butter and cheese, through to speciality foods including infant formula milk powders and highly specialised ingredients like spray-dried milk proteins, active pharmaceutical lactose, protein hydrolysates and freeze-dried biologically active proteins.

World Dairy Summit 2010 Founded in 1903, the International Dairy Federation (IDF) is a non-profit private sector organisation representing the interest of various stakeholders in dairying at the international level. It has a global presence and to date, is represented in 56 countries around the world. Its membership, which accounts for

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approximately 85 percent of the world’s total milk production, is still growing.

Organised into national committees, IDF members are comprised of representatives from all dairy-related national interest groups including dairy farmers, the dairy processing industry, dairy suppliers, academics, governments and food control authorities. As a science based organisation representing the dairy sector worldwide, IDF represents the dairy sector across the globe by providing the best global source of scientific expertise and knowledge in support of the development and promotion of quality milk and dairy products.

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Approximately 2100 people attended this year’s World Dairy Summit held in Auckland, compared with Germany who attracted 1230 in 2009. “New Zealand is a seen as a preeminent location for the summit as the country is an attraction in its own right,” Williams explains. “There is huge interest around dairy trade globally and New Zealand’s trade, research facilities, farms and factories.

“About one hundred came from the United Best practise is at the heart of the organisation, States alone and 50 percent came from Australasia. The rest came from 64 countries as as IDF recognises the critical importance diverse as Costa Rica, Sudan and Bangladesh.” of environmental matters. Putting its Beyond the immediate benefits including the environmental foot forward is the enterprise’s breadth of trade opportunities that arise, as professional prerogative, as is maintaining a well as exposure to the world stage, Williams fluid dairy sector where the dairy production says the value of such an event lies in the chain functions at maximum capacity. opportunity to open the communication Animal health and welfare, protection of the channels and for participants to benefit from environment, nutrition, food safety, hygiene the cross-pollination of knowledge. “The value and food standards are all paramount to IDF also is that we can prove New Zealand is not who guides industrial best practise at an a threat. New Zealand is definitely seen as a international level.

The World Dairy Summit Organising Committee credible source of information and dedication to the dairy industry.” chairman Andy Williams discusses IDF’s relationship with the annual event.

“When the IDF introduced the World Dairy Summit in 2000, they were really putting

Williams says the meeting sessions and business events the IDF arranged prior to the World Dairy Summit continue to be an integral component of the programme. The introduction of scientific programmes, some of which have been tailored specifically to New Zealand’s industry, also contributed a new dimension to the summit.

Representing New Zealand’s dairy farmers, DairyNZ is a sponsor and associate organiser of the event and its chairman, the Honourable John Luxton is the patron. Funded by a levy on milk solids and through government investments, the organisation was established in November 2007 through a merger between Dairy InSight and Dexcel.

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Throughout the years it has been held all over the world including China, Mexico, Germany and Ireland.”

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DairyNZ chief scientist Doctor Eric Hillerton says the role the World Dairy Summit plays in the dairy industry’s evolution is significant.

“It is the only true international and inclusive forum for all aspects of the dairy industry.

We need to be in touch with what is happening. That the world wants to come to New Zealand is flattering and it is a good opportunity for our dairy industry to further improve what it has to do to be profitable, sustainable and competitive.”

Doctor Hillerton believes the event provides a platform for international networking;

representing New Zealand’s interests in all matters dairying and protecting the competitiveness of our industry. The summit provided an opportunity to demonstrate the premier role of New Zealand farming and the whole dairy industry, as well as demonstrating how resourceful New Zealand dairy farmers are in making a sustainable industry.

Fonterra’s chief technology officer Dr Jeremy Hill also promoted the significance of the event. “This is the premier event on the international dairy calendar and since it was hosted in New Zealand, it was only natural for Fonterra to take the lead in supporting it.

The last time the summit was held in New Zealand was in 2001, at the time of Fonterra’s formation. It was widely recognised as a huge success which reflected well on New Zealand’s dairy industry and Fonterra.”

Of the benefits attached to the event Dr Hill commented, “There were numerous benefits. From showcasing the New Zealand dairy industry; the opportunity for more New Zealanders to attend the event than would otherwise be possible; networking opportunities with the rest of the world and of course the financial benefits of having a large number of overseas delegates visit our wonderful country.

“The focus for this year’s summit is natural inspiration and we’ll showcase the central role New Zealand plays as a partner in the development of the global dairy industry. The summit also created and cemented numerous relationships and united the sector behind common objectives such as sustainability.”

Conferences Participants were spoilt for choice at this year’s summit with nine concurrent conferences on four days. These seminars were titled: ■ Dairy Leaders Forum ■ Dairy Policies and Economics ■ Dairy Farming ■ LactoPharma ■ Dairy Science and Technology ■ DIAA Cheese Science Symposium ■ Marketing ■ Environment ■ Health and Nutrition.

The Dairy Policy and Economics Conference was a significant highlight of the annual World Dairy Summit.

Agribusiness | World Dairy Summit 2010 With a collective of world experts present to share their knowledge, the conference provided an opportunity to evaluate the outlook for global dairy production and consumption and to discuss current and potential future policies and economic developments that impact the dairy industry.

Speakers at the Dairy Policy and Economics conference included current and former government representatives; specialists from international organisations such as the Organisation for Economic Cooperation and Development (OECD) and the Food and Agriculture Organisation (FAO), as well as eminent dairy industry experts from New Zealand and around the world.

Speakers also identified likely future trends and dairy market projections and the conference provided a platform for significant discussion regarding developments in international economic trade and agricultural policy that are impacting on dairy supply and demand.

Topics of interest in 2010 included the impact of the global economic crisis on the dairy industry, market volatility, opportunities for managing price risk and agricultural policy reform in key dairy producing regions.

At the Dairy Science and Technology conference, four keynote speakers who are leading specialists and researchers in their respective areas, presented the latest findings on nanoscale soft food materials and future dairy foods; the interface between structure and flavour; modified lipids and the impact of dairy matrices on the delivery of bioactives.

Fifteen speakers and 43 poster presentations defined the programme. Topics included: ■ Understanding that microstructure of foods is key to ongoing success and future applications ■ Developments covering a range of scales and technique to probe microstructure ■ How current and future dairy products behave when consumed by humans The Environment conference focused on four major sustainability issues: ■ Climate change ■ Carbon foot-printing ■ Water use and disposal ■ Waste reduction/recycling In the first session, participants investigated the science behind climate change policy with input from one of New Zealand’s leading climate change scientists and representatives on the Intergovernmental Panel on Climate Change (IPCC). The work undertaken by the global dairy industry as part of the Global Dairy Declaration to reduce its greenhouse gas emissions was also discussed.

The second environmental session addressed work conducted by the IDF throughout the past 12 months to develop a carbon footprint methodology so to enable comparison between different dairy products. The final session highlighted what can be achieved by reducing waste within the dairy industry.

Speakers demonstrated how waste could be reduced and explored efforts to find uses, either within the dairy industry or another industry, for materials that were formerly waste products.

The two day Health and Nutrition conference was considered a summit highlight with a compelling line-up of local and international speakers who shared the latest findings from current research, as well as insight and reviews which channelled their knowledge of nutrition and dairy products.

In the first day of this conference, guest speakers included internationally renowned journalist and author Gary Taube, who penned Good Calories, Bad Calories. Doctor David Bier and Professor Paul Nestle also discussed recent

ideas surrounding dairy fat and transfat and sessions on nutrition and sustainability, milk, and human genetics also followed.

At the World Dairy Summit Product Integrity Workshop, participants were presented with specific examples of upcoming analytical technologies, as well as regulatory developments in this field. Attendants were introduced to key IDF initiatives which have been devised to safeguard the integrity of milk and milk products.

General strategies for the prevention of milk adulteration were delivered as were specific examples of advanced technologies for milk screening and recent revisions to milk and products standards in China, as well as regulatory validation of raw milk cheese processes.

Social tour opportunities were available and IDF prepared personal itineraries for those travelling independently or in small groups.

“The expectation was that people left satisfied with what they have seen and that they have built networks and enjoyed the social activities and opportunities that were available,” Williams says.

Social and culinary events where guests were invited to indulge their palates included the NZIFST “Welcome to New Zealand” technology showcase, the Orica welcome function and the Summit seafood tour where participants were involved in wine tasting and a cooking class. To conclude, a Tetra Pak Gala Dinner was held on Wednesday November 10 where guests’ senses were fed with food and entertainment.

A sustainable future In the lead up to the World Dairy Summit, a team was established to investigate ways in which the environmental impact of holding the event could be reduced. Areas reviewed included transport options, accommodation in Auckland, meals and facilities as well as technical and social tours.

Working in association with all of the summit partners and venues to measure the environmental impact of holding the summit and to provide options to reduce this impact where possible, the team was also supported by a Master’s student from Massey University’s Centre for Energy Research, Andrea Gibson.

The focus on sustainability at the Word Dairy Summit reflected growing interest in food security and sustainability and the growing interest among consumers regarding the way their food is produced. The summit fostered the exchange of thought provoking dialogue about the implications of global climate change, policy, research developments and the impact of sustainability drivers on the dairy supply chain.

forward in fostering an agreement between global dairy producers so a common methodology can be used to measure the carbon footprint of dairy products produced in different geographies.

According to Fonterra’s report, on-farm dairy emissions represent approximately 19 percent of the GHG total and globally, dairy emissions account for 2.7 percent of total GHG emissions.

Given the significant use of energy within the dairy industry, Fonterra is also committed to being able to harness renewable forms of energy and mitigate the rising costs of energy consumption.

In response to these commitments, Fonterra operates one of the largest energy efficiency programmes in New Zealand and in 2007, was awarded the EECA Contact Energy Management Award for its achievement in As a critically important topic for all members reducing energy consumption by 10 percent. of the local and international dairy industry, Since 2003, Fonterra has reduced its energy sustainability is driving organisations here and consumption by 13.9 percent per tonne abroad to minimise the impact their production of product. is having on the environment.

In March 2010, Fonterra released the results of an 18 month study into the carbon footprint of its major dairy ingredient and consumer products. This study, a world first, accurately measured Fonterra’s greenhouse gas (GHG) emissions as well as providing a common GHG assessment methodology.

Fonterra is committed to a long term sustainable future and is professionally sensitive to growing awareness of climate change and the need to address this.

The study, which was part funded by the Ministry of Agriculture and Forestry, was undertaken by the University of New South Wales, SCION and AgResearch and is being used to drive emission reductions in the business and on-farm.

■ Fonterra PO Box 92032 Auckland 1142 T (09) 374 9190 F (09) 379 8284 E kobus.retief@fonterra.com www.fonterra.com ■ DairyNZ PO Box 3221 Hamilton 3240 T (07) 858 3750 E sarah.fraser@dairynz.co.nz www.dairynz.co.nz

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Through identifying opportunities to reduce emissions, the study is a significant step www.centraltoday.co.nz December 2010/January 2011 | 29

Agribusiness | WDS 2010 / Hotter Engineering a division of Agri Tech Engineering

Turn-style platform The New Zealand dairy industry has become one of the most competitive in the world as a result of the technological ingenuity, automotive technologies and comprehensive milking solutions which have revolutionised the sector.

The manual based agrarian practises of bygone eras have been replaced with highly efficient systems born from extensive research and development investment and creative marketing. Fundamental changes to the industry have been implemented to accommodate a progressively growing sector whose dairy exports were valued at $NZ 10 billion between 2008 and 2009.

At the forefront of this innovation is a New Zealand company that has played an integral role in the dairy industry’s evolution.

Motivated by a keen understanding and appreciation of what the dairy industry requires to maintain its world-class standing, Hotter Engineering, a division of the

privately owned company Agri Tech Engineering has a vision: “To be the preferred supplier of engineering solutions in the field of rotary milking systems to the global market.”

Significant presence Established in Eltham in 1959 by the late Tom Hotter, Hotter Engineering has a significant presence within the engineering industry in Taranaki. The business started in response to the fabrication needs and repair requirements of central Taranaki farming sector.

Hotter Engineering, in association with Eltham farmer and inventor, Merv Hicks, is credited with the design and manufacture of the first Turn-style rotary milking platform prototype which revolutionised milk harvesting globally.

The company was also the patent holder of the circular cow yard and designed the first motorised backing gate.

Today, the business is managed by Tom’s son, Russell Hotter, who purchased it from his father in 1992. Co-ordinating the various departments within the organisation, as well as overseeing product development, marketing and design, Russell Hotter has more than 25 years experience in the industry.

The fabrication of complete rotary platforms and componentry remains a core part of the Hotter Engineering operation. There have been several hundred successful installations throughout New Zealand and internationally.

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Integrate sorting with the following DeLaval modules inside the farm dairy:

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Contact your local DeLaval dealer or phone 0800 30 an | December 2010/January www.centraltoday.co.nz DelavalNZ cnt#62 1-2 js.indd 2011 1

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Agribusiness | WDS 2010 / Hotter Engineering a division of Agri Tech Engineering

transforms dairying Throughout its years of operation, the core competencies and expertise gained by Hotter Engineering, in conjunction with its research and development, staff training and investment in specialist machinery has enabled the company to deliver an optimum service to customers.

Prudent fiscal management has also enabled the business to embrace technological advancement which offers the best possible level of services to customers as well as safeguarding Hotter Engineering’s future in the dairy industry.

With a mission to be recognised as the most progressive, innovative and reliable supplier of rotary milking solutions, the core values underpinning the business are: ● Integrity, honesty and respect in all business dealings ● Uncompromising quality in the goods produced and services rendered ● Accountability to customers, shareholders, business partners and employees ● Constructive self-criticism, self-improvement and personal excellence ● Professionalism and fairness in all business conduct.

Feature continues on next page >>

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WORKING TOGETHER NATIONWIDE

www.centraltoday.co.nz December 2010/January 2011 | 31

Agribusiness | WDS 2010 / Hotter Engineering a division of Agri Tech Engineering

International presence As an independent business partner to Swedish dairy equipment manufacturer DeLaval, the company is currently supplying and installing rotary platforms under licence to DeLaval in most of the world’s dairy markets.

DeLaval operates in more than 100 markets and caters for customers with livestock sizes ranging between one and 50,000 animals. As a full-service supplier to dairy farmers, DeLaval develops, manufactures and distributes equipment and extensive systems for milk production and animal husbandry.

All platforms fabricated by Hotter Engineering are produced in its 4000 square metre Taranaki factory and are sent by containers to sites worldwide. Company crews travel to the sites and install and commission the platforms.

The company’s production facility has been used as a marketing tool by the New Zealand division of DeLaval to host both overseas customers and executives for conferences and product development meetings. Sales into markets including America, China, Europe and the United Kingdom have been a direct result of these conferences.

As one of four New Zealand companies that fabricates for DeLaval and travels overseas installing rotary cowsheds, Hotter Engineering has an increasing international presence. In October 2004, the company designed with DeLaval USA, a 48 bail test platform and installed it at the headquarters of DeLaval Inc USA in Kansas City, Missouri. This relationship with DeLaval USA was cemented even further with the signing in 2009, of an exclusive supply agreement to fabricate their heavy duty PR3100 platform — the flagship of the rotary milking product range in the United States.

Installation projects in inner Mongolia and other Chinese provinces have exposed Hotter Engineering staff to farming practises not common in New Zealand. One installation near Hohhot had approximately 6000 cows brought primarily from New Zealand, all housed in 700 cow barns throughout the year.

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One of the more interesting, rewarding and challenging aspects for Hotter Engineering installation crews is the frequent travel. From the smaller 200 to 400 cow dairies of France and Italy to the 6000 to 8000 cow megadairies of northern USA, China and South America, the cultural differences are offset by the reward of living and working with the locals and experiencing life in locations far removed from what they are used to.

The company won the Stratagem Medium Business Award in the 2005 Westpac Taranaki Chamber of Commerce Business Awards. In November 2010, staff member Gary Preston won the Taranaki Engineering Apprentice of the Year Award in the Heavy Fabrication category and the top award of Supreme Engineering Apprentice of The Year.

Hotter Engineering ● Head Office 477 Devon Street East New Plymouth 4312 T (06) 769 9538 E russell@agritechnz.co.nz www.agritechnz.co.nz ● Factory 2 Collingwood Street Eltham 4322 Taranaki T (06) 764 7059 F (06) 764 5192 — Advertising Feature

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Agribusiness | World Dairy Summit 2010

www.centraltoday.co.nz    December 2010/January 2011 | 33

Agribusiness | Seales Performance Stockfeed

nutrition

The science of A mixture of low product prices, increased operating costs, rising land prices and the withdrawal of easy bank lending have seen farm prices and sales volumes face serious pressure.

The trend of reliance on capital gains for a profitable farming operation is over.

“These days farmers cannot rely so much on capital gains, therefore there is going to be an increasing need for farmers to improve productivity and profitability from the land they have,” Seales Performance Stockfeed sales and marketing manager Daniel Calcinai says.

Seales Performance Stockfeed is helping farmers fight the cause by enhancing farm production, with a mix of science, nutrition and technology. The company’s custom blended pelletised stock feed represents a substantial growth opportunity for farming, Calcinai says. “These products offer the greatest opportunity for both productivity growth and pollution control within pastoral agriculture.

“Seales is playing a central role in helping farmers achieve profit goals with a lower environmental footprint.”

Seales produces a wide range of highly specified, authentic, high quality, fresh, blended feeds for both ruminant and monogastrics. Supplementary feeds are used to optimise animal nutrition and strategically support pasture based systems, with a focus on sustained livestock productivity and ultimately improved on farm profitability.

Seales Performance Stockfeed staff gather outside the stockfeed plant (above). Seales is helping farmers with a mix of science, nutrition and technology, says sales and marketing manager Daniel Calcinai (left)

It’s a science, not an art. “Pelletised feeds are specialised science nutrition — as opposed to hit and miss, pelletised custom blending allows us to meet individual farm requirements,” he says.

“Custom blending is where our value lies; minimising product wastage and giving the

Enhance rumen development with

animals the right amount — that’s worth a lot of money to farmers.”

Seales Performance Stockfeed has accelerated progress towards becoming New Zealand’s leading, scientifically based animal nutrition company with the appointment of Dr Andrew West as general manager, strategy and R&D.

Robert Monk Transport Ltd

Rapid establishment of the rumen microbial population in the newborn calf is an important factor in the development of the rumen and the long term productivity of the animal. Levucell SC in calf diets

This covers balanced feeding to promote reproduction, growth, development and lactation and better manage nitrogen and greenhouse gases on farm.

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• Promotes early rumen development • Improves daily liveweight gain (by up to 7.5%) • Reduces the risk of digestive upsets at weaning

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North Island www.sealesltd.co.nz P. 0800 AT SEALES (0800 287 325)

Dr West, previously the CEO of AgResearch, has come on board to expand the contribution of science and technology to feeding ruminants.

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phone 07 575 2006

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34 | December 2010/January 2011 www.centraltoday.co.nz

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Agribusiness | Seales Performance Stockfeed Dr West believes Seales is the leader in animal feeds in New Zealand and is excited by how the company is growing its contribution of science to animal nutrition.

“It is the firm intention of Seales to work with leading scientists, particularly those at AgResearch and at Massey, Lincoln and Auckland universities, to progress that science.

To do so, we are in the process of appointing an impressive scientific advisory board.

“Without question, this country will benefit greatly from a serious scientific effort to underpin the nutrition of livestock and it is Seales’ aim to provide the commercial leadership to achieve that,” West says.

The full story Every good story has to start somewhere. For Seales Performance Stockfeed, the start was in 1968 as a supplementary livestock feed company. Ross Hyland purchased the company in 1997 to process and add value to the 35,000 tonnes of sweetcorn waste produced by Heinz Watties every year. Within three months of the purchase, the closure of the Gisborne Heinz Watties plant saw the loss of this opportunity.

Not about to give up, Seales diversified into growing maize and onions before a dramatic collapse in global onion prices resulted in losses exceeding $1.5 million and had the business on the verge of receivership.

It was then a niche market was identified for custom blended pelleted feed for the dairy sector, the business was restructured by selling off non-core assets and redefining the company strategy.

The outcome of the new business model resulted in sustained sales growth, averaging 35 percent per annum from 2000 to 2005.

From this solid foundation, exponential sales growth has occurred since, with sales increasing 260 percent and EBITDA (earnings before interest, taxes, depreciation and amortisation) increasing by 541 percent in the past three years.

In September 2007 Seales commissioned a new feed mill in Morrinsville with a capital value of more than $16 million. This provided a four-fold increase in capacity and includes the very latest state of the art technology out of Europe and Canada.

In 2009 Seales invested a further $1.6 million in a third feed line to grow capacity by another 30 percent, as well as employing four new

senior positions to accommodate the continued growth of the company. “We had to develop a management team to accommodate the growth we’ve experienced and we’ve implemented processes and procedures to continue that growth,” Calcinai says.

smart

“We’ve invested $6 million expanding our capacity to cover a larger region — in the last 12 months we’ve launched into Taranaki.

We’ve invested in further land in Tokoroa which we will develop in the next two to three years and put another manufacturing plant there to cater for the growth we’re aiming for.

During the 12 years of ownership under Hyland’s management, Seales has grown annual sales from $1.2 million to $30 million, staff from three to almost 40 employees and total pelletised stock from 1200 to 50,000 tonnes per annum

Winning ways It’s been a successful journey. The stockfeed company was the supreme winner of the Westpac Waikato Business Excellence Awards in 2008. Hyland was runner-up in the Leader of the Year Award.

The company was rated 21st in the Deloittes Fast 50 in 2009 when Hyland also won the service category of the Ernst&Young Entrepreneur of the Year Award. More recently Seales Performance Stockfeed took out the Morrinsville Piako Cutting Edge Business Award for 2010.

Seales Performance Stockfeed Cnr McRae and Anderson Streets Morrinsville T (07) 8896 566 www.sealesfeed.co.nz

farming

● The supplied 40mm tape has an open weave which lets the wind through and, hence, does not flap in the wind.

solutions In 1994, after a long career with a multinational company in various countries, Hans J Dresel and his wife Jude Henry returned to Waipukurau and started their new venture Artex.

This company was designed to represent companies from all over the world in New Zealand and assist them to market and sell their products.

● Should you want to make hay or shift the fence, just roll up the tape, take the sleeves off the waratahs and the posts and erect the fence at the place of your choice.

“Our range of equine products is second to none and is by far the most complete on the New Zealand market,” Hans Dresel says.

Artex’s range of equine products includes the Horse Fence with Horse Sense system which sets up a safe environment for horses at an affordable price. Waratahs are covered by plastic sleeves and the open weave tape (40 mm). All parts, like the insulators, tape and gate handles are available separately. “For those who take their horses trekking, Artex offers a portable horse corral that weighs less than 10 kilos and can easily be transported on your horse’s back. It can be set up in minutes and makes the rider independent,” Dresel says.

One of these companies is Woodstream Corporation, one of the largest manufacturers in the world of electric fencing products. The company’s products are promoted and sold in New Zealand under the brand name Red Snap’r If you are looking for something that could which during the past 15 years has become a keep possums, rabbits and other feral animals household name among New Zealand farmers off your garden, Artex has a Garden Protector. and in the equine industry.

“Artex offers high quality products Woodstream offers a complete range of complemented by an after-sales service electric fencing products from energisers unmatched by our competitors. Our prices (mains, solar and battery-powered) to offer economical advantages which in times of insulators, gate handles, voltmeters, poly wire recession or drought are an important factor.” and tapes.

Artex Ltd PO Box 249 Waipukurau 4242 T (06) 858 8011 F (06) 858 8012 E hans@redsnapr.co.nz www.redsnapr.co.nz — Advertising Feature

— Advertising Feature

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● The Red Snap’r Horse Fence with Horse Sense is a simple but very effective way to put up an equine fence. ● Put your waratahs in the ground and a wood post in each corner, cover them with plastic sleeves, attach the fittings and the tape.

“Our goal now is to have a nationwide footprint,” Calcinai says.

Seales has recently reached an agreement with one of the world’s largest commodity traders — Glencore. The agreement will allow Seales to move forward positively around future raw material supplies. “This partnership will present a lot of opportunities for us and New Zealand farmers to source competitively priced products and new products as they come out – hopefully reducing the volatility we are currently seeing in raw material prices.”

Agribusiness | Artex

● The low voltage system means it can be installed without having to call on an electrician

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● One-year warranty www.centraltoday.co.nz December 2010/January 2011 | 35

Agribusiness | John Austin Ltd

Contracting with confidence There is no substitute for being passionate about what you do. It’s what keeps John Austin enthused about the business of farm machinery and contracting.

“My first job was helping out on a farm, driving tractors around. I really loved it and I’ve always known how important farming is to New Zealand,” Austin says.

In 1970 he began John Austin Ltd, his contracting business. Back then it was just him, a part-time driver, a combine and a tractor. Forty years on, there are around 70 staff members driving the business forward.

The commitment to maximising quality of workmanship, processes and customer service has remained unchanged since the beginning.

Continuing quality “Our quality is influenced by the quality of our equipment, knowledge and staff,” Austin says. “These components combine to deliver the value and quality you require from your agricultural contracting partner.”

John Austin, a client for over 25 years For ALL your vehicle, farm and contracting electrical equipment and power tool servicing.

141 George St,Te Awamutu Tel: 07 871 4821 Fax: 07 871 4822

36 | December 2010/January 2011 www.centraltoday.co.nz

operations manuals and established technical and agronomic know-how ensures the delivery of maximum quality in all our operations.”

Building skills in machinery operation ensures the company delivers best quality agricultural services. “The honesty and integrity of all our staff is equally important to the delivery of quality and professional agricultural services that provide genuine value to our customers,” Austin says.

“Te Awamutu is a small place but we don’t struggle to get good staff. Because we’re seasonal sometimes it’s hard to get good people for short periods but we’ve got a really good crew this year and had a good one last year too.”

Core values and commitment to total quality are part of the recent ISO 9001:2000 accreditation. This ensures the methodology and processes employed by a business are well designed, robust, relevant and dependable, providing an independent means to check that processes are clearly defined. John Austin Ltd will be regularly reviewed and updated to ensure it meets and exceeds requirements in every aspect of its business.

John Austin Ltd invests in world-leading technology to boost the quality of products and New milled bagged grain services, develop efficiencies and deliver new John Austin says the most exciting thing and improved methods to serve customers. happening at the company right now is the John Austin himself regularly travels overseas new milled bagged grain which can keep for and maintains contact with researchers, up to 18 months. leading farmers, and agricultural machinery The RoMill CP2 mobile grain milling and companies worldwide. Added to this, his storage machine from Czechoslovakia opens staff are experienced in operating machinery a new window for grain as animal feed. It is in various soil conditions and environments ideal for rural contractors, who move it to a throughout the Waikato. “The knowledge of crop site, then move on. our staff, combined with our internal field

Agribusiness | John Austin Ltd The RoMill processes moist or dry grain into a feed product which can be tailored to requirements. Webbline Agriculture Ltd imports and markets the machine. The RoMill processes 40 tonnes per hour, taking grain harvested at 18-35 percent moisture and storing it immediately in an air-tight bag. The product can then be kept for up to 18 months.

The John Austin operation mixes Home n Dry feed pellets, supplied by Winslow Feeds Ltd, Canterbury, with the grain.

“Because no grain drying is needed, the finished feed is produced at lower cost and is good quality, with high digestibility,” Winslow nutritionist Bob Derrick says. Various methods of preserving slightly moist grain have been tried before, he says. One advantage of Alkagrain is that ammonia in the Home n Dry pellets prevents mould and raises crude protein levels, useful for higher yielding herds and winter milkers.

The Waikato is a good region for growing grain, although the crop usually has to be dried before storage, Austin says. “Paradoxically, the extra costs incurred in drying may detract from the feed value of the grain because drying makes the grain prone to excessive shattering when processed, creating particles that may ferment too quickly in the rumen.

“Processing slightly damper grain is better because it tends to produce larger particles that ferment more slowly in the rumen. Also, fed indoors, it sheds less flour so is more appealing to the animals.” The RoMill also costs less than other grain-feed systems because it does not incur drying, transport and silo storage costs. Instead it saves money through its direct harvest to storage process.

The RoMill will handle Triticale, oats, wheat, barley and dried peas. The material passes

through four milling rollers with the cracking size adjustable by a screw mechanism. Product samples can be checked during processing.

The finished product is augured direct into bags and sealed. Any flat, firm surface without snags is suitable for storage. The tractor power requirement is 160hp. The filling hopper can be divided to process two different grains simultaneously. Water and other liquid additives may be added during processing.

For feeding out, the bag is opened and resealed as needed. A front loader is used to shift the feed to feeder wagons or bins. If the consistency is suitable Alkagrain can be fed through an in-shed feed system.

“I’m very excited about this product and I know it will be great for our farming customers. The uptake and the feedback so far have been really positive.”

Services John Austin Ltd provides a comprehensive range of agricultural services designed to maximise the productivity and profitability of its customers’ farming operations. The services it provides ensures the efficient and effective establishment and harvesting of grain and forage crops and pasture.

Services include: Spraying Fertiliser spreading Ploughing and cultivation Precision planting Maize for grain and silage Sidedressing Drilling pasture Cereals and brassicas Harvesting grain and silage

Round baling and wrapping (for silage) or baling hay.

In addition John Austin Ltd also offers specialist equipment for peat land development.

Future goals John Austin Ltd has grown exponentially since 1970 but Austin says his goals for the company remain the same. “I want a really professional quality contracting company that delivers the latest technology to farming partners so they can add real value to their business. That was my goal in 1970 and it’s still my goal today. So long as we continue to do that, I’m happy.”

John Austin Ltd RD5, Te Awamutu T (07) 872 0000 F (07) 872 0001 E info@johnaustinltd.co.nz — Advertising Feature

www.centraltoday.co.nz December 2010/January 2011 | 37

Export | Mercer Stainless

tainless

solutions Mercer has been around since 1882 and in that time has developed a reputation for quality, innovation and the ability to design and create anything from a kitchen sink to a commercial milk tanker.

A 500,000 litre hot water recovery silo built in the New Plymouth workshop, being installed at a Fonterra site

of numerous major international projects, particularly within the dairy food sectors.

Important Mercer features are the fabrication of engineering solutions to meet client requirements and expectations. This is accomplished with a large variety of materials and innovative manufacturing solutions.

Mercer Stainless specialises in the production of stainless steel equipment for the dairy, meat, food processing, chemical and pharmaceutical, brewing, pulp and paper, and forestry industries.

Common products across these industries include process vessels, tanks and silos of up to a 500,000 litre capacity, road tankers, conveyors, wash systems, sterilisers, cookers, complete handling and hygiene systems and highly specialised cheese making equipment.

This close involvement has seen the company provide significant contributions on the success

Quality products and service Total quality and total customer satisfaction is the commitment given to every Mercer client. This commitment is reinforced by ISO 9000 certification and strategic alliances with international industry leaders, which encourage continued development of all operational systems, staff training programmes and technology.

It also ensures screening so that designs meet all internationally accepted safety regulations and standards. Through this pursuit of quality and self improvement Mercer Stainless will continue to set new standards in all areas of metal fabrication.

International exports

One of a number of special truck and trailer units, complete with heli pad and internal product mixing equipment.

This was built for Outgrow Bio Agriculture Ltd and used for an efficient, state-of-the-art approach to fertilizer application

Mercer Stainless is an international provider of goods. Australia is its biggest export market.

The Australians buy a lot of Mercer Stainless’ vaccum packing equipment for the dairy industry and the carton erecting equipment for the meat industry. It also sells to mining companies and has just signed a defence contract with the Australian military.

Other countries Mercer Stainless exports to are the USA, the UK, Japan, China, Ireland and South America.

Skills in New Plymouth The New Plymouth branch has 40 employees, two thirds of whom work in the workshop as tradespeople. Branch manager Terry Moratti, has worked for the company for 45 years and is New Plymouth’s longest serving employee.

SANDVIK MATERIALS TECHNOLOGY

GASKET MANUFACTURERS

Manufacturers and developers of problem-solving stainless grades supports Mercer Stainless Ltd

Automotive – Industrial – Marine • AUCKLAND

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www.shuk.co.nz 38 | December 2010/January 2011 www.centraltoday.co.nz

20 Fisher Cres, Mt. Wellington, Auckland T: +64 (0) 95741094 • F: +64 (0) 95741099 E: info_nz@festo.com

“There are quite a few staff members who have been here for about 20 or 30 years. We aren’t here because of our location, we could work anywhere in the country because we supply to the whole country and to many countries in the world. The reason we’re here is because of our skill base.”

Moratti says there are usually three or four apprentices getting experience at the New Plymouth workshop at any one time.

He says Mercer Stainless is different to its competition because it is the only stainless steel fabricator who will build a whole range of goods, from sink benches to enormous milk silos. “Our innovation is the other thing that sets us apart. We do a lot off one-off creations.

We’re solution providers.”

Export | Mercer Stainless

A BetaVac cheese vacuum packing machine from Mercer Stainless

Mercer Stainless services Tanks and silos To meet customer specifications, Mercer Stainless has the in-house capability to produce silos and tanks up to a capacity of 500,000 litres plus, and can provide for specific requirements in relation to heating, cooling, and agitation. Minimum hygiene standards include welds that allow for no bacterial growth and CIP (cleaning in place) sprays to ensure thorough cleansing of vessels without any risk of product contamination.

Transport Mercer Stainless manufacture stainless steel tankers for many industries. Proven engineering designs are available to accommodate any fluid or powder product.

Mercer Stainless creates wine tankers, milk tankers, and special classified tankers for chemicals. It has built milk haulage trains and all the Simmons tankers frequently seen driving up and down the country. Mercer’s specialised tankers use an internationally renowned design.

Hoppers Mercer Stainless can manufacture a range of hoppers for specific requirements. Based on long standing experience, Mercer Stainless is able to provide clients with a full design service that allows for the most exacting customer requirements.

A Mercer designed quad axle tanker, part of the well maintained fleet of tankers operated

by Symonds Transport New Plymouth

Pressure vessels Custom designed pressure vessels are fabricated for a range of applications and industries. Designs can allow for pressure by either steam, hydraulic or pneumatic means and are manufactured to the appropriate code, i.e. BS5500, ASME VIII, AS1212. Industry applications range from industrial jacketed pans for the food industry, reactors for the chemical and pharmaceutical industries, to bulk container vessels for road, ship or rail transportation.

Special benching Turn your dreams into reality with brilliant, award winning, custom designed stainless steel custom bench tops from Mercer Stainless.

Stainless steel provides kitchen designers with a durable, hygienic, distinctive and timeless style that enhances every setting.

Through superior technology and award winning craftsmanship Mercer is able to deliver exciting new dimensions in function and form. This means, regardless of the challenge, Mercer can provide innovative solutions for the most exacting specifications. From dramatic sweeping curved surfaces to traditional island

benches, design options can allow for rolled edges, seamless welds, glass or wine racks, upstands, kickboards and decorative strips.

Food processing Mercer Stainless manufactures cheese making equipment for destinations around the world in association with Tetra Pak Tebel. The company also manufactures a range of industrial cooking pans that meet specific customer requirements and product types. Options include: Pressure, temperature, agitation, outlet type and materials to suit customers requirements.

Architectural Mercer manufactures a range of architectural fabrications from fountains to wind trees.

General Jobbing: Mercer Stainless is capable of designing any items of equipment customers require and prides itself on solving clients’ problems. Mercer also manufactures a variety of equipment designed by its customers.

Site work: Mercer can supervise all aspects of on-site installation and then offer a maintenance programme if required.

Y O U R

P O W E R

During installation everything is taken care of, including the supply of all pre-fabricated parts (from within Mercer and outside), labour requirements, any deliveries to the site, and all on-site manufacturing and installation.

Design: Design is detailed by using the knowledge of Mercer’s chartered professional engineer (CPEng), and the experience of its support team and tradespeople. The design can then be created to code specifications and drawn on Autocad, then 3D-modelled in Autodesk Inventor. Designs can be checked using finite element analysis.

Dished and Flanged Ends: Mercer Stainless manufactures ‘ends’ for pressure vessels and tanks. ‘Ends’ or ‘Heads’ can be fabricated in thicknesses from 3mm to 16mm and in diameters from Ø470mm to Ø5700mm. A wide range of shapes and materials are available.

Mercer Stainless PO Box 3124 Fitzroy, New Plymouth 4341 T (06) 755 1276 F (06) 755 1520 www.mercerstainless.com

— Advertising Feature

C O N N E C T I O N

MECHANICAL POWER TRANSMISSION AND AUTOMATION

www.centraltoday.co.nz December 2010/January 2011 | 39

Export | Furnware

The Bodyfurn system is improving the learning environment for children Furnware’s large modern premises and showoom in Omahu Road, Hastings

Built for any body Furnware in Hastings has been manufacturing high-quality furniture for 75 years and today supplies the Bodyfurn range of ergonomic school furniture to schools throughout the world.

Furnware was established in 1935 by John Rae, who employed 12 cabinet makers to produce high-quality French-polished furniture.

Hastings, where all furniture is made for both the domestic and international markets. The company also employs five staff in Melbourne.

During the war years the company made furniture and rifle stocks for the New Zealand Army, and through the following years produced kitchen joinery, school furniture, coffins, bike frames, mower handles and caravans. Polypropylene furniture for secondary schools and upholstered furniture for meeting rooms, bars and restaurants have all been produced.

Furnware has invested a great deal in the very latest in heavy manufacturing equipment and is backed up with the most experience personnel in the business. The Hastings plant boasts a range of high-tech machinery, including three robotic welders and CNC and CAD machines.

In 1990 Furnware was purchased by three Fletcher Challenge executives and with the change to Tomorrow’s Schools, the company began dealing directly with schools.

Managing director Hamish Whyte purchased Furnware in 1993 and chose to focus on the education market and school furniture.

Today, the company’s ergonomic school furniture Bodyfurn is sold throughout the world, with a container exported to Australia every three days. Other markets include the United Kingdom, America, Saudi Arabia, Dubai, Hong Kong, China, Japan and Shanghai.

Furnware supplies all furniture to schools except for fitted auditorium seating. “We do everything from classrooms to offices. We’re a one-stop shop for school furniture. We supply the Bodyfurn product to 50 percent of New Zealand schools,” Whyte says.

“New Zealand is where we were born and bred and where we do our research,” Whyte says. “Australia is our biggest export market but all our manufacturing is done in the Hawke’s Bay.” While last year about 10 percent of Furnware’s product was exported, that figure is expected to rise to 30 percent this year. “We’re on a real growth spurt here. Once we launched Bodyfurn we were selling furniture to anywhere in the world. In the last 12 months we’ve put in a more defined focus strategy,” says Whyte.

“We’re the biggest manufacturer of school furniture in New Zealand and we plan to be a significant player in Australia. We predict our export market will be bigger than our domestic market by 2012.”

Furnware is investing significantly in the growing Australian market. “We’ll have another two people in Melbourne by next March then we’re going to open an office in South Australia “We’re doing more in universities as well. It’s and Queensland. We also plan to open an still education focused — we’re sticking to what office in Hong Kong and we’re supplying to Furnware is the biggest manufacturer of school furniture in New Zealand we do best. The ambition of the company is to about 10 schools there already. We like to have create the best learning spaces for children.” successful sales in locations before we set up an office there and we invest in someone on Furnware employs about 70 staff from its the ground full-time.” large head office and manufacturing site in

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In particular we value our association with Furnware Ltd and Congratulate them on 75 years in business and wish them all the best for the future.

40 | December 2010/January 2011 www.centraltoday.co.nz

Export | Furnware

The innovative Bodyfurn chairs by Furnware

The Bodyfurn chair is world renowned for its ergonomic comfort and ability to improve learning behaviour and reduce off-task distractions in the classroom.

Incorrect classroom seating The team at Furnware in Hastings were concerned with a report by Massey University in 2003 which stated 96 percent of students in three New Zealand secondary schools were seated at furniture that was unsuitable for their body size.

The same was true in primary schools, where most children were sitting at desks and chairs that were wrong.

Furniture mismatch is thought to contribute to the high prevalence of reported musculoskeletal disorders and low back pain among adolescents. Such disorders, which can range from 28-50 percent of the adolescent population, have been shown to be a strong predictor of future back pain.

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Not only is the furniture height a problem, but chairs which have a fixed position are likely to meet only 30 percent of the postural support requirement of students.

Furnware quickly realised the potential for creating a chair that would meet students’ varying needs for comfort and support.

Managing director Hamish Whyte says Furnware’s objective was to become a significant exporter of furniture and contributor to school environments internationally.

Bodyfurn system Furnware recognised the need for the chair seat and back to pivot separately, enabling genuine relief of pressure on the legs in both the reclining and forward seated positions.

When Furnware introduced its height-based furniture, including the revolutionary Bodyfurn dynamic chair, students reported immediate improvements. Ninety-two percent said it was better than other school furniture and 90 percent said they were more comfortable.

in Europe three years ago, where the Bodyfurn chair was voted the best chair in schools.

What sets Furnware apart from other furniture is that its makers have aimed higher than simply restyling an old idea. Where Furnware differs from other local companies is that it has come up with a new solution to the problem posed by contemporary classroom seating.

The Bodyfurn chair stacks efficiently and is able to sit on top of the desk for classroom cleaning, but adds new innovative features like good ventilation (so that seats don’t become sticky) and provides for quiet movement across classroom floors.

Because the students are sitting more comfortably, they fidget less and concentrate more. Classrooms are quieter, with less disruption and greater engagement. With desks It lets the sitter lean forward and accepts and chairs tailored to their personal needs, that they will lean back, allowing them to do students display a greater sense of ownership Relationships so in comfort and safety. The accompanying and belonging.

“The more we understand the relationship desk abandons under-lid storage in favour between the physical environment and All of this translates to better behaviour and a of a freestanding unit, which eliminates the learning outcomes, the more we appreciate more pleasant climate overall, with 80 percent build-up of rubbish in individual desks. Paired the need for a whole new approach to the way of teachers saying students sit still for longer together, more desks and chairs can be fitted school furniture is developed. with less fidgeting. into the classroom, acknowledging growing class sizes.

“The result is a growing range of furniture we This feedback was supported by Furnware’s are proud to brand Bodyfurn.” attendance at a world ergonomics conference Feature continues on next page >>

“The goal was to develop the best physical place to spend the 15,000-19,000 hours we attend school in a lifetime,” he says.

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www.centraltoday.co.nz December 2010/January 2011 | 41

Export | Furnware

Furnware employs about 70 staff from its head office and manufacturing site in Hastings where it makes all furniture for domestic and international markets.

Furnware carries out its research work within the classroom, partnering closely with schools and students to create the ideal Bodyfurn system.

“Bodyfurn is the world’s best school chair,” Furnware managing director Hamish Whyte says. “The success of the chair everywhere is because we have finally built a relationship with the end user — the student. Before that we just sold furniture to the school. Now we go right past the principal into the classroom to build a relationship with the student. We do a lot of brain storming sessions in classrooms.

It’s a real partnership and we see the kids embrace it.”

Bodyfurn begins in the school, not the factory.

A Bodyfurn product begins with an identified need, which Furnware researches in detail in the classroom to better understand the dimensions of the problem.

Each Bodyfurn product emerges from an exhaustive design process. At every step Furnware challenges itself to find the very best solution: a product that works, that looks good, and will go the distance in the demanding school environment.

“Every day we appreciate the changes students make to how they learn both within the classroom and the fast moving world outside,” Whyte says. “The close relationship Furnware has with schools is providing us with information and realities on how to achieve the best learning environment to suit classrooms for the years ahead.”

Extensive research For the Bodyfurn project, Furnware sourced its information widely and worked closely with Massey University in the Bodyfurn publicity material. The alliance involved measuring 15,000 students (recording gender, weight, height and ethnicity) across different year levels.

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Congratulations to the team at Furnware for their successes to date and we look forward to continuing to supply many exciting products to them into the future.

42 | December 2010/January 2011 www.centraltoday.co.nz

“We spent a whole year with Hamilton schools, interviewing and videoing and seeing what the distractions are in the classroom, with noise being one of the biggest distractions,” Whyte says.

He believes Furnware’s commitment to partnering with its end-user customers is the biggest reason for the success of Furnware and the Bodyfurn chair.

incredible reduction in off-task distractions our ergonomic school furniture Bodyfurn delivered to schools,” Whyte says.

Calming measures “All teachers involved communicated how we have changed their classrooms for the better.

“We’re working a lot to go beyond furniture — to understand what the best classroom in the world would look like. What we’ve found is the “We’re investing in knowing everything we can Bodyfurn calms students down and improves about our customer and that’s our success. their bloodflow rates,” he says.

“We’re good listeners. We’re pretty humble people and we appreciate and value our customers, as much as I value our staff.”

Furnware staff have witnessed the power of using schools as a knowledge base for their learning, testing and questioning through student feedback.

“This year Furnware and Waikato University measured the improvement in learning behaviour in intermediate schools and the

“We are now exploring how more flexible classroom layouts can change the interpersonal dynamic between teacher and students, providing empowerment, a greater sense of responsibility and greater co-operation.

“The more Furnware learns about the classroom environment, the greater the contribution we can make to better learning outcomes,” he says.

Feature continues on next page >>

Export | Furnware

*Fair Use Policy and Vodafone Business Terms and Conditions apply

www.centraltoday.co.nz    December 2010/January 2011 | 43

Export | Furnware

Furnware is the biggest manufacturer of school furniture in New Zealand.

The company has invested a great deal in the latest heavy manufacturing equipment.

New Zealand schools are reporting an incredible transformation of their learning environments due to the use of the Bodyfurn system.

Furnware managing director Hamish Whyte says education is becoming more competitive.

“Anything that helps students learn better is something that everyone wants to hear about,” he says. “Once we present our research to the school we have a pretty good chance of getting into that school.”

School case studies Avondale College in Auckland recently purchased the Bodyfurn system for its brand new $5 million technology centre.

“Naturally we wanted the latest and best, especially in a technology centre,” business manager Sue Lees says. “I had seen Bodyfurn at the SEO conference and I asked Furnware to come and talk to our executive and board.”

The health benefits to students were clear, including the way Bodyfurn chairs are designed to breathe. Lees says that is a real feature for the summer months. “As well, from my own perspective, the ten-year guarantee told me this furniture is going to last. That made justifying the expenditure easy.”

Anything that helps students learn better is something that everyone wants to hear about

As a result, Avondale College installed Bodyfurn not just in the technology centre but in seven other classrooms as well. Lees says the benefits have been realised. “I take visitors around the new block and they comment on how quiet and settled the students are.

Bodyfurn even makes life easier for the cleaning staff.”

and he expects to see healthier children in time. “This is a time of rapid bone growth and so it is really important that backs and legs are properly supported. Bodyfurn does that.”

Havelock North Intermediate principal John Schollum says rapid physical development during adolescence means engaging children for more than 15 minutes is a real challenge.

“With Bodyfurn, we are definitely engaging them for longer,” he says.

These benefits are so aligned with the school’s vision that Havelock North Intermediate decided to convert the entire school. “We’d not really bought any classroom furniture since 1976 and it didn’t make sense to do one room at a time.”

Schollum also says because there is less movement in the classroom, there is less noise

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Awapuni School in Gisborne also recognised that Bodyfurn could enhance the school’s aspiration towards quality education. “It’s made to meet individual needs and that’s an exact correlation with our approach to teaching and learning,” says principal Kay Griffin.

The first to be given the new furniture was teacher Hayden Swan’s class of 30 year three and four children. “At first, I wasn’t sure about having the different sizes in the classroom, but it simply has not been a problem. The children love their furniture,” she says.

“It looks good and, because the children’s hands and elbows are at the right height and their posture is correct, their attention span has increased. Not only that, but I have seen a noticeable improvement in their handwriting.”

As Albany Junior High Schools grows to its eventual size of 1400 students, Bodyfurn will be installed in each new classroom.

New Furnware products Furnware employs a fulltime designer and is currently working on about six new products, with several due for release next year.

“We’re always looking at new products and looking internally and externally for product development,” says Whyte.

“The schools want the best for the children and the best environment to learn in, and we want to create that.

“We’re working on a new tablet arm for the Bodyfurn chair to hold an iPad or notebook, and we’re also doing a lot of colour research and taking them to schools to get feedback.

“We’re spending a lot of time internally looking at other products.

“We’re working on a teachers’ stand-up desk, as there’s a lot of research saying that teachers need to be seen.”

The effect of Bodyfurn furniture at Albany Junior High School is also clearly evident.

Students don’t fidget, their feet are flat on the floor and they look comfortable and at ease.

They are sitting at desks and chairs that are correct for their height.

Bodyfurn is not only comfortable and ergonomically correct but it is also stylish and

44 | December 2010/January 2011 www.centraltoday.co.nz

upmarket. The school looks impressive and is recognised positively in the community.

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www.centraltoday.co.nz December 2010/January 2011 | 45

Property and Construction | Gremara Contractors

Working wonders in the Waikato

There’s not two people in this world with the exact same genetic makeup or identical fingerprints — science has proved that. But beyond our distinct biological differences, when it comes to the ones we are most closely connected to in mind and body — our family members — the similarities can be overwhelming.

Children often inherit a parent’s skills and ability in a particular profession and it’s certainly the case with Marc van den Heuvel.

siteworks

farmworks

earthworks Like his dad, Frank van den Heuvel, Marc is good at what he does as he continues to drive Gremara Contractors forward.

Frank and Marc van den Heuvel, with the support of their dedicated team, have provided the company the fortification it has required to withstand the economic storm beating down on the business district the last 18 months.

With a keen sense of strategic direction and a strong business formula, Gremara Contractors has become one of the largest earthworks and transport contracting companies in the Waikato.

As a business development manager he continues to foster the same skills and professionalism in Never too big or small Gremara Contractors is a task tackler. No job is the company his father founded too big or too small and as an industry leader more than 25 years ago.

in earthmoving, transport, civil works and infrastructure development, the company has more than 25 years experience in delivering high quality projects for its clients.

Having been involved with the business long term, Marc van den Heuvel has been business development manager for three years.

“Dad started the business as a one man operation and has progressively built it up. We now have a staff of up to 60.

“Dad had great foresight and he took the opportunities as they came. He also had the tenacity to keep going when others wouldn’t,” Marc says.

It seems perseverance runs in the blood as they continue to push through the hard times.

“While the industry is still very competitive in the economic climate, our vertical integration has better placed us to weather the storm, as has our high degree of workmanship and standards. It also came down to good leadership and strong respect for accounting methods to ensure the work we completed was always paid for.”

Collective package Committed to providing a thorough and holistic service, Gremara Contractors offers a collective package.

“We are timely, have modern machines and top operators and offer competitive pricing.

‘We see your trucks everywhere at the moment’ — that is the general feedback I get from people,” Marc says.

With highly experienced operators, drivers, project managers and engineers, Gremara Contractor’s staff are also Site Safe certified.

Now hiring again to meet increasing service demands, Gremara Contractors has tendered for and secured the commercial contract for the Waikato Clinic Services building at Waikato Hospital.

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The business is also working on the Wairere Drive extension, a three kilometre stretch that will be part of the Hamilton ring road. This project is due to be completed before Christmas.

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To date, the project has involved a bulk excavation and foundation construction for the new multi-storey building and is half way to completion.

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Transport

Cleanfill

Earthwork

Sand Supply

Farmworks

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“We are looking forward to our share of upcoming infrastructure projects in the Waikato while maintaining the high level of customer service we give to our existing clients who are also growing. We will also be looking to offer more services on a transport only basis,” Marc says.

26/10/10 11:05:59 AM

Ph. 07 848 1048 | 0800 4 Gremara | 175 Ellis Street, Hamilton 3204 marc@gremara.co.nz | www.gremara.co.nz

46 | December 2010/January 2011 www.centraltoday.co.nz

Property and Construction | Gremara Construction

Property and Construction | Wrathalls — The Concrete People

transport

Services

cleanfill

Gremara Contractors supplies high quality pit sand along with arena sand builders mix and grades of landscape pebble from its several quarries. The company also supplies screened and unscreened top soil and the supply and delivery of all grades of roading drainage and maintenance aggregates together with bulk rock and clay fill for projects. Services include:

■ Earthworks Gremara Contractors aims to be its clients’ earthworks partner of choice. Having successfully completed a range of bulk earthwork contracts, many of the company’s projects simultaneously having in excess of 100,000m3 moved per annum. The company employs considered geotechnical and material handling methodologies to ensure it can deliver projects to exact client specifications.

Earthworks services include residential homes earthworks; commercial buildings and municipal works; quarry stripping and reinstatement works and environmental and rehabilitation works.

■ Siteworks When it comes to sitework jobs, Gremara Contractors has a competitive edge. Its advantage lies in the ability to handle all aspects of the contract including drainage, subgrade improvement and shaping, pavement construction, kerbing landscaping and paving. To undertake sitework services, including kerbing and concrete formations; carpark development; hotmix and chipsealing, and footpaths, the business has its own inhouse crew to ensure work can be completed on time and within budget.

An enduring legacy A fleet of bulk truck and trailer units are also on call for the cartage of all grades of aggregates for farm races, deliveries of fertiliser, urea and animal feed. Farmwork services include underpasses, oxidation pond excavation, hedge removal and bulk stock feed delivery.

■ Cleanfill Operating three fully consented cleanfill sites situations throughout Hamilton, Gremara Contractors offers its clients and outside contractors the ability to dispose of cleanfill from earthmoving projects in Hamilton.

This service is available all year round and operates in accordance with Environment Waikato guidelines. Other cleanfill services include bulldozing and contouring; truck hire and cleanfill disposal contracts; bulk pit sand backfilling, and top soil screening and supply.

■ Transport Gremara Contractors’ fleet and transport capabilities have been enabled through the company’s investment in a fleet of 16 bulk truck and trailer units with alloy and steel tipping bodies; a fleet of 12 six -wheeler steel bin tip trucks with hotmix shutes and a range of machinery and flat deck transporters. All trucks are fitted with Smartrak GPS monitoring systems and radio telephones so loads can be traced instantly. Of its service, the company says, “We pride ourselves on delivering what you want — the quantity you want — when you want it”. Products supplied and carried include topsoil; sand; roading aggregates; coal; cleanfill transport and disposal; hotmix; fertiliser and stockfeed.

Cement has been around for ages and today provides the foundations for most modern construction projects.

starting his business as a 21-year-old.

Now the company has 23 permanent staff and the ability to undertake “late” jobs to a high standard.

Te Awamutu company, Wrathalls — The Concrete People, has developed a legacy as enduring as the material itself and, much like the construction medium, has strengthened the foundations of the New Zealand industry.

The company’s largest project to date has been the Lion Breweries pour of more than 50,000 square metres, with Christchurch’s Riccarton Mall and Hamilton’s Fonterra Distribution Centre clocking in as close seconds.

What began as a one man, one truck operation has grown into a major player in the construction and infrastructure landscape, tackling many significant projects nationwide during its 25-year history. Founded in 1986

by Wayne Wrathall, the business is today a member of the New Zealand Master Concrete Placers Association (NZMCPA). It laid claim to the association’s 2007 Award for best Placing and Finishing Commercial Job for a Coca-Cola/ Amital project — an award Wrathalls earned again in 2010 for the Lion Breweries project.

Fifty percent of the company’s workload is in the Waikato residential market but commercial and industrial work is undertaken across New Zealand, with placement/finishing crews flown around the country. Current major projects include the Kilbirnie Sports Stadium and Lyall Bay Bunnings development in Wellington, along with a new dairy factory near Taupo.

Wrathalls today is a leading concrete placing and finishing specialist. Wayne Wrathall worked for a local contractor for two years before

Through quality workmanship, a strong reputation and reliable service, Wrathalls — The Concrete People has cemented its place in the concrete industry. Solid, dependable and enduring — Wrathalls is the embodiment of the building material it embraces.

Wrathalls — The Concrete People 191 Benson Road Te Awamutu T 0800 4 WRATHALL www.wrathalls.co.nz

■ Farmworks Gremara Contractors has specialist equipment for land contouring and central race way construction for dairy farm conversion and farm maintenance. With the knowledge of an experienced farmer at its disposal, the company’s management staff can assist with farm based projects and provide informative feedback on farm earthworks solutions.

— Advertising Feature

Gremara Contractors PO Box 5050 Frankton Hamilton 3242 T (07) 848 1048 E marc@gremara.co.nz www.gremara.co.nz — Advertising Feature

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Phone: 07 849 4936 www.centraltoday.co.nz December 2010/January 2011 | 47 wr WaikatoInsuranceBrokers cnt#62 10x2 js.indd 1

28/10/10 2:19:12 PM

Property and Construction | Cancer Society’s Lions Lodge

New home

away from home taking shape

Finding a cure for cancer is the holy grail of modern medicine and the Cancer Society of New Zealand is dedicated to reducing the incidence of cancer and ensuring the best cancer care for everyone.

The Waikato/Bay of Plenty division is one of six autonomous divisions across the country helping to reduce the incidence and impact of cancer.

Each year hundreds of people travel from the Waikato, Coromandel, Taupo, King Country and Bay of Plenty areas to Waikato Hospital to receive cancer treatment. Travelling to and from Hamilton on a daily basis or trying to find suitable accommodation for the duration of treatment adds up to an exhausting, expensive and stressful time.

The Waikato/Bay of Plenty Cancer Society offers support by providing a home away from home for people undergoing cancer treatment.

The existing Lions Lodge, in the grounds of Waikato Hospital, has been operating since 1971 but demand has grown to such a point that a new building is needed, chief executive Judy Gould says.

The new Lions Lodge on Tainui Street will provide free accommodation and meals to about 700 people each year while they undergo treatment at the Waikato Regional Cancer Centre. The lodge is under construction and due to open in January 2011.

“The Lions Lodge is a wonderful place which goes a long way towards supporting those in our community affected by cancer and it has served the community for nearly 40 years.

To learn more about the Lions Lodge project or make a donation go to the Cancer Society website

www.cancersociety.org.nz the Lions Lodge website

www.lionslodge.co.nz or phone 0800 227744 “However, as the incidence of cancer continues to grow, so does the need for a new facility,” Gould says.

The $15.6 million purpose-built lodge will have 55 bedrooms and five family units, as well as IT facilities and activity, therapeutic massage and meeting rooms, a library and lounges.

The new lodge will be able to accommodate 200 more people a year than the current one and its facilities will also allow the society

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An artist’s impression of the new Lions Lodge

to expand its support services and health promotion activities.

This is the biggest project in the Waikato/Bay of Plenty Cancer Society’s history and the lodge will be an asset to the region, Gould says. “The lodge is more than just an accommodation facility — it will be a place where people who are going through similar experiences can support and learn from each other in a unique environment.”

The Cancer Society has been fundraising to cover the remaining $5 million needed for the lodge. “We anticipated the move for a number of years, so we were able to set money aside to pay for the new site and most of the building costs, but we do still have some money to raise.

“We are getting tremendous support from Lions clubs that have supported the original lodge since it was built — hence the name.”

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48 | December 2010/January 2011 www.centraltoday.co.nz

26/10/10 4:10:37 PM

Property and Construction | Cancer Society’s Lions Lodge

A place of caring Since 1971, the Lions Lodge in the grounds of Waikato Hospital has provided free accommodation and meals to thousands of people who have come to Hamilton to receive treatment for cancer at the Waikato Regional Cancer Centre.

The building is owned by the Waikato/Bay of Plenty Cancer Society and the land owned by the Waikato DHB. Due to an increased need for the facility and the Waikato DHB’s need to expand services, in 2007 the Cancer Society purchased the old Braemar Hospital site in Tainui Street.

Watts and Hughes Construction Waikato/Bay of Plenty Ltd began construction in January this year and the project is expected to be completed by January 2011.

The central, spacious site, close to the hospital, has stunning views of Hamilton Lake. The new building of approximately 3000 square metres will include: ■ Fifty-five rooms ■ Five family units ■ IT facilities

■ A lounge and library overlooking the lake ■ Therapeutic massage and meeting rooms ■ Facilities to accommodate around 700 people per year.

Lions Clubs throughout the region have fundraised for the existing lodge over the years. In recognition of their support, in 1996 the lodge became known as the Lions Lodge.

This name recognition will continue with the new lodge.

to earlier diagnosis and greatly improved treatment options

■ The new lodge is being built in Tainui Street, on the site of the former Braemar Hospital ■ Building started in January 2010 and completion is expected by January 2011 ■ The new lodge will provide modern facilities while retaining the best features of the current lodge and new aspects identified from residents’ feedback ■ The region needs the new lodge due to the growing number of people receiving cancer treatment, which is in response

■ The Waikato/Bay of Plenty Cancer Society is a non-profit organisation that receives no direct financial support from the government. It is funded by bequests, donations and fundraising activities ■ Lions clubs in region are working together to support the fundraising effort.

Feature continues on next page >>

Because the move was anticipated, the Cancer Society covered the cost of purchasing the site and some building costs. However, with a total project cost of $15,600,000, including land and building, the society needs public help to raise a further $5 million to cover additional costs.

Key points ■ The Cancer Society’s Lions Lodge unites people in hope and companionship while away from home ■ The lodge provides free accommodation and meals in a home away from home atmosphere for people while receiving treatment at the Waikato/ Regional Cancer Centre

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Richard Orman Builders Ltd 021 247 7791 We would like to thank Watts & Hughes for the opportunity to help on this project. The Building itself is something we can all be proud of knowing our efforts will help people in need in the future.

Proud to have been involved with the Cancer Society’s Lions Lodge project Services

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Ph. 07 848 1048 | 0800 4 Gremara | 175 Ellis Street, Hamilton 3204 marc@gremara.co.nz | www.gremara.co.nz

www.centraltoday.co.nz December 2010/January 2011 | 49

Property and Construction | Cancer Society’s Lions Lodge Working within and for society Everyone knows someone who has been affected by cancer — that’s what makes the Cancer Society’s community work so vital.

The incidence of cancer is rising, a trend that is expected to continue, due to greater awareness, detection and treatment options.

An independent non-profit organisation, the society receives no direct government funding

and is reliant on donations and bequests from the public to continue its work in support services, information, health promotion and research. Waikato/Bay of Plenty is one of six autonomous divisions working around the country to reduce the incidence and impact of cancer in the community.

Support services A cancer diagnosis of any kind can cause great uncertainty but practical and emotional support is available. The Waikato/Bay of Plenty Cancer Society provides free support services which help to ease the emotional and physical effects for people affected by cancer, as well as their family and friends.

As well as the free accommodation and meals provided at the lodge, Cancer Society liaison

nurses help people understand their diagnosis, provide information about managing physical symptoms, offer emotional support and liaise with service providers. Support groups provide a safe environment to talk about experiences and concerns with others who understand and the society also provides a therapeutic massage service, free transport to treatment and meals for those too unwell to cook.

Health Promotion

Information

Undercover Cody, the Cancer Society’s SunSmart turtle, is one of the ways the society helps to teach children how to stay SunSmart, prevent sunburn and help prevent skin cancer later in life. His interactive website — www.undercovercody.co.nz — has games, puzzles and resources to encourage children and parents to adopt SunSmart behaviours.

Along with these practical services, the Cancer Society provides a wide range of free information resources about different types of cancer and treatment options. This includes the 0800 CANCER helpline, manned by experienced oncology nurses who can answer questions about many aspects of cancer, and help people access any support they need.

The society also works in health promotion, working to reduce the incidence of cancer through programmes such as SunSmart and Smokefree. Working primarily with schools, early childhood centres and workplaces, the health promotion team works to educate people about easy steps they can take to reduce their risk of cancer.

Research The Waikato/Bay of Plenty funds both national and local cancer research into the causes, prevention, detection and treatment of all different types of cancer.

35 250

50 500

100

Nationally, the Cancer Society is the largest non-government funder of cancer research in New Zealand.

To access the Cancer Society’s support services or for more information on any of its activities, please use the contact details below.

To make a donation towards the new lodge please fill out, cut out and send the donation slip to the PO Box address below.

Cancer Society PO Box 134 Hamilton T 0800 227744 E admin@cancersociety.org.nz www.lionslodge.co.nz www.cancersociety.org.nz

— Advertising Feature

50 | December 2010/January 2011 www.centraltoday.co.nz

Casting aside competition Property and Construction | Surecast Metals

When Ken Chisholm started Surecast In 1976, Surecast Metals was just a one-man band. Fast-forward 35 years and Surecast Metals in 1976, he was entering a Metals now has eight employees. One has competitive market, with five other been with the business for 16 years and another for 10. foundries operating in Hamilton.

Today, there’s only one other.

Products and services “Although times were tough then, and there was a lot of competition, running my own business had always been my ambition and I was prepared to work for it,” he says.

Chisholm thinks the reason why his business has survived the last 35 years and others haven’t is down to his leadership style.

“I’m hands-on and I know about the casting exclusively. There’s no liaising between management and the guys on floor, because I’m there all the time.”

Surecast Metals also keeps costs down, Chisholm says.

“We know how to keep a hold on costs. People talk about leaner business models because of the recession — well, I’ve always had one. I’ve done that ever since I started. That’s reflected in our costings. At the same time, we turn out good products and not rubbish.

Crucially, we combine low cost with quality.”

changed so much — we do things very differently to the old days,” Chisholm says.

“Keeping up with the trends is something we will continue to stay on top of. I’d also like to open a branch in a different city, like Tauranga, in the near future.”

Surecast Metals creates a range of products for several clients such as wholesalers, re-sellers, drainlayers and regional, city and district councils. It is a streetware specialist, with 95 percent of its business involved in making things that go below the ground, such as stormwater boxes, grates, drainage and water regulators. It also makes products for the local paper mills such as engineering castings, impellers and impeller housings.

Surecast products and services include:

One long-term client is the Hamilton City Council. Surecast Metals has been making HCC custom-designed manhole covers for 30 years.

● Aluminium

Surecast Metals also creates septic tanks which it sells to wholesalers. Surecast Metals also produces concrete septic tanks on a steel frame. The sizes are 3300 litre, 4500 litre, 5000 litre and 6000 litre. These tanks can be provided in a vermaculture version.

The future Surecast Metals has changed significantly since it began. One of the things that has changed the most is the equipment. “Technology’s

● Pattern making ● Cast iron ● SG iron ● Stainless steel ● Ni-Hard ● Ni-Resist ● Bronze ● Pressure die casting.

Surecast Metals Ltd 35 Ellis Street Frankton Hamilton T (07) 846 2362 F (07) 847 6801 E info@surecast.co.nz www.surecast.co.nz — Advertising Feature

Our family business looking after your family & business.

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Ph.07 846 2362 | M. 0274 388 773 | info@surecast.co.nz | www.surecast.co.nz www.centraltoday.co.nz December 2010/January 2011 | 51

Man’s use of aggregates has a long and colourful history from the formation of the Roman Empire to one of the leading materials of modern construction.

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Property and Construction | Byfords Construction

65

✭Y E A R S✭

It’s a history which bears resemblance to the long and colourful history of Byfords Construction Company, which has developed into one of the largest aggregate suppliers to the roading and contracting industries during its 65-year history.

Established by Noel Byford in 1945 as Byfords Brothers, the Taihape-based business soon changed its name to Byfords Transport. Noel’s son Bill Byford became involved in 1963, with Bill’s son Wayne Byford now owning and managing the business.

Aggregate is supplied to Byfords Ready Mix, which is owned by Bill’s brother Joe and operates concrete sites in Taihape, Turangi, Waiouru and Taumarunui. Byfords Construction’s roading material is delivered all over the central North Island.

The company was initially involved in servicing the Taihape rural community with general cartage. “It was a general carrier for a long time and then it got involved in gravel, which became quite a major part of its business. The company dropped general carrying in 1970 and got into contracting and gravel,” Bill says.

The company is now primarily focused on aggregate supply and delivery, supplying to

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For more than 50 years, Byfords Contruction has been involved in quarrying, with five full-time quarries and several part-time ventures throughout the central North Island.

Byfords produces all types of aggregate, including basecourse and sealing chip. By operating its own aggregate testing laboratory, Byfords ensures product complies with TNZ specifications Whether supplying coloured landscaping stones or roading metal, Byfords takes pride in its products and always performs to the best of its ability to ensure quality products.

This pride carries through to its footprint, with the company committed to reducing its environmental impact in all operations.

Taupo to Bulls Today, Byfords Construction employs 30 staff from its Toroa Street premises, where it has been based since 1945.

The business operates 15 gravel and quarry sites from Taupo to Bulls, Raetihi to 50km east of Taihape. “We mostly cart from our own sites and it’s mainly gravel for roading, sealing chips and concrete,” Bill says.

money on the stock exchange and they weren’t spending any money on the country.

That was probably our hardest time, but we came through it all right — we’re a hardy bunch, we come from the country,” he says.

“We have a fleet of trucks in Taihape that service all our sites. We’ve got six truck and trailer units ranging from a five metre truck up to 20 metre, 30 tonne payload trucks.”

Bill Byford says the company is looking for more quarry sites but has no plans to diversify.

“We try to look after our own area and we’re good at what we do. We don’t want to get into things we don’t know enough about.”

The company operates three portable crushing and screening sets which are moved between the 15 quarries. Permanent staff are based at three of the sites, with a permanent crushing and screening plant located at Toetoe Rd, just out of Taihape.

While the gravel and aggregate industry is competitive, Byfords Construction has secured itself a good position. “We discourage competition by keeping our prices competitive.

We give a fair product for a fair dollar — that’s what we attribute our success to.”

Byfords Construction also undertakes contract crushing for customers such as Winstone Pulp International, Fulton Hogan and the Higgins Group. These are capital intensive operations, utilising large earth moving equipment, belt conveyors and machines specifically designed for crushing and separating various sizes of aggregate, to create distinct product stockpiles.

Rural renaissance

Byfords Construction has had its share of ups and downs over the years. “We used to employ 60 people when we did a lot of road works but we had to cut that out. It was bad in the eighties when everybody was spending

Byfords Construction is one of the major employers in Taihape and takes pride in its contribution to the town. “The rural towns are getting a hard time and it’s hard to attract good staff because the schools are getting downgraded and it’s hard to get doctors.

“These small areas need to be treated slightly different to the cities because otherwise the little towns will disappear,” Bill says.

A professional, friendly and relaxed style of management fosters loyalty and experience.

This has established a stable workforce.

“We discourage competition by keeping our prices competitive — that’s what we attribute our success to.”

Bill Byford, Byford Construction

28/10/10 9:08:35 AM

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PO Box 275 Marton Phone (06) 327 0017 All Hours

Byfords is a long standing gravel crushing and cartage company specialising in all grades and types of gravel crushing and screening.

We are based in Taihape and have sites and plant in the Central North Island from Taupo in the North to Bulls in the South

Gravel Supply Specialists 52 | December 2010/January 2011 www.centraltoday.co.nz

PO Box 1, Taihape Phone 06-388 0126 Mobile 0274 468 238

Property and Construction | Byfords Construction

“A lot of our staff have been with us a long time. The percentage turnover would be down to five percent. We have staff that have been here 30 years but we do have trouble finding new staff,” he says. “We try to get them young and bring them through the ranks and look after them.”

Zealand Defence Force. The company also has practical experience working in Department of Conservation areas.

Much like the significant refinement of the production and use of aggregate over the years, Byfords Construction has refined its operations over an expansive 65-year history.

This passion and dedication has led to Byfords Rapid growth Over the past five years Byfords has undergone becoming a leading aggregate supplier to the roading and construction industries and an rapid growth, attributed to the commitment important part of the Taihape community. of the company to provide a down-to-earth approach to getting the job done with cost Much like aggregate, the legacy of Byfords effective and innovative solutions.

Construction is one of strength and endurance.

Wayne has overseen the development of Byfords into a full service aggregate supplier.

Personnel have successfully completed supply and delivery projects for a diverse client base including Downer EDI Works, Inframax Construction, Stringfellows Contractors, Higgins Contractors, Fulton Hogan and the New

Byfords Construction Co PO Box 1 Taihape T (06) 388 0126 F (06) 388 0129 E wayne@byfords.co.nz www.byfords.co.nz — Advertising Feature

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0800 383 566 • alliedpetroleum.co.nz Proudly keeping Byford’s Construction in fuel www.centraltoday.co.nz December 2010/January 2011 | 53

Property and Construction | Rivet

Transforming potential

Buying a business bargain is a game of calculated intent and strategy — it’s all about forecasting the future. It takes a sharp eye to recognise when an existing business has current and ongoing commercial potential.

When Steve Scott, brother Grant and their father Dave purchased Holyoake Heating in 1992, they had all the essential attributes and skills to grow the existing enterprise into a bigger and bolder version. Rebranding it as Scott Sheetmetal and Heating, the trio worked hard to make the company an identifiable brand in the local market. The establishment of a heating showroom 16 years ago was the catalyst for a multi-divisional approach.

Originally focused on manufacturing sheetmetal products and installing gas heating systems, the operations diversified into additional manufacturing capabilities and a

Steve Scott, general manager

new range of heating options. The company also moved into the mechanical services field and opened retail stores in New Plymouth and Botany Downs in Auckland.

we planned to grow to a staff of fifteen.”

Expectations have been exceeded with today the company employing twice as many staff across its two divisions.

In 2006, the business was again renamed, this time as Rivet. “It was a bit of a mouthful,” general manager Steve Scott says about the Scott Sheetmetal and Heating name.

“We also wanted to build value into a brand, not a surname, and felt Rivet was more two-thousands trendy.”

And what are the key characteristics of the staff at Rivet? Well, it’s just as Steve Scott’s number plate reads, with “good buggers” translated into a shortened form of platespeak. The term has become synonymous with the Rivet business ethic where there is a focus on employing “good buggers” to join the hardworking and qualified employees already on board.

A trained electrician, Steve Scott has 35 staff under his command. “At the time we brought the business there were seven of us and

With gas fitters, sheetmetal workers, electricians, builders and skilled trade assistants on the payroll, Rivet has gained significant recognition in past Chamber of Commerce Business Awards. “This is a good reflection of where the business and the staff stand,” Steve Scott says.

Core reasons Crediting Rivet’s diverse product range and service options as core reasons for the business’ success, Steve Scott says that having a flexible skill base ensures clients benefit from a start-to-finish service.

“When we are looking for good buggers to work with us, we ensure they will fit the culture first because we know that is most important. We can refine their technical skills later.”

As a general engineering operation, the division Rivet Fabrication by Design employs 20 personnel. It fabricates stainless steel bench tops, tanks, handrails and process equipment.

Fabrication by Design also manufactures ducting for large mechanical jobs, as well as manifolds for hot water systems.

Proud to be associated with Rivet Peter Baylis CKDNZ Certified Kitchen Designer

Phone: (06) 758 7241 Fax: (06) 758 7243 214 Courtenay St New Plymouth New Zealand voguekitchens@xtra.co.nz www.voguekitchens.co.nz

Our clients are cool people, hot people, trendy people, new homes people, renovating people, tradespeople, DIY people, blokes and women. They want us to fabricate, cut, design, fold, weld, polish, heat, cool, ventilate, install and smile Steve Scott Rivet general manager

54 | December 2010/January 2011 www.centraltoday.co.nz

Property and Construction | Rivet

into a strong

One of the main lines produced are benches.

Formed from standard polished stainless steel or patterned stainless steel, the benches have been installed in homes, restaurants, takeaway bars and rest homes and can feature everything from contrasting fronts to inset bowls and anti-spill edges.

Rivet has also secured some major contracts including its successful tender bid for the Port Taranaki Greenhouse office block which was completed 15 months ago. The company has also completed commercial office and rest home projects, selecting and installing ducted heat pump and gas central heating systems.

The objective is to provide efficient heating and cooling units which are inconspicuous and easily concealed. Services utilised in these projects included consultancy, providing a heating/cooling solution, installation and fabrication of stainless steel benches.

Rivet Climate by Design is a division heating things up. As a specialist in energy efficient home and water heating systems, the business moved its operation to spacious new premises in November 2008 to showcase its heating options — the largest range in Taranaki.

Whether clients are building a new home, renovating an existing property or just looking to warm up, Climate by Design can help with everything from sizing and selection of a system through to the installation.

brand

Hot water for farmers Steve Scott also designed the Rivet dairy hot water system, which has been designed to provide efficient, reliable and rapid hot water when a farmer requires it.

Traditional electric storage hot water systems are slow to heat up, have high heat loss and are not cost effective.

Having introduced an independent board of directors, Steve Scott says the focus is looking forward to the future by redeveloping the business’ marketing plan and continuing to promote the diverse services that have earned Rivet a secure footing in the marketplace.

Rivet PO Box 3255 New Plymouth 4310 T (06) 769 6408 E office@rivet.net.nz www.rivet.net.nz — Advertising Feature

The Rivet alternative to stock standard systems is flexible and can be installed as an individual component or fully integrated with other components, combining stainless steel cylinders and drop tanks, solar collectors and gas boosters.

The fully integrated system of cylinder, drop tank, solar collectors, gas booster and programmable controller ensures the free energy from the sun is maximised and has been approved for New Zealand conditions.

The Fabrication By Design and Climate By Design divisions work independently or in unison as necessary to represent Rivet — a business with a reputation that precedes it.

So who exactly is a Rivet customer? “Our clients are cool people, hot people, trendy people, new homes people, renovating people, tradespeople, DIY people, blokes and women. They want us to fabricate, cut, design, fold, weld, polish, heat, cool, ventilate, install and smile,” Steve Scott says.

We understand that home can be many different things to different people.

For some it’s like a large circus tent but warmer, a park without the pollen, or even a rock venue but cooler. That’s why Panasonic have a range of heat pumps to suit every home. For more details contact your nearest Panasonic dealer, or visit panasonic.co.nz/heatpumps for a free home assessment.

www.centraltoday.co.nz December 2010/January 2011 | 55

Business Development | Te Mata Quarry

Digging deep to grow business When small, family-run Te Mata quarry was asked to tenfold its operations over an eight month period for a major infrastructure project, it leapt at the chance. With the help of contractors and advisors and some long, long working hours, the business completed its task on time and on budget.

Quarrying has existed in New Zealand for decades, almost since the first European settlers arrived. In the 19th century quarrying operations gave a temporary boost to local economies. However, once the resources were depleted the workers moved on and nearby settlements declined.

Early quarries were usually depleted within a few years of use.

Te Mata Quarry owners and operators Tom Jowsey (centre) and sons Zane and Dallas

Tom Jowsey’s father, Bert, obtained a 500 acre farm at Te Mata near Raglan to farm as part of a settlement scheme for those who had served in World War II. He had worked on farms before, and was pleased to have his own. He turned it into a successful sheep and beef farm.

Eventually it was taken over by his son Tom who has since bought a neighbouring farm of 1500 acres.

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Business Development | Te Mata Quarry

Tom Jowsey knew some parts of the land had been used as a quarry decades ago in colonial times, when the first roads in the area were being built.

The quarry had tapped into part of a deep seam, the same deep seam that runs under the nearby tourist attraction, the Bridal Veil Falls.

He saw the opportunity to revive the quarry and reactivated Te Mata Quarry thirty years ago.

Since then, the quarry has been providing basalt rock for building roads for the council and for local farmers.

Jowsey says he hadn’t had any experience in quarrying before he opened Te Mata, but was keen to give it a go.

“I’ve always been keen on machinery — bulldozers, diggers, you name it. When we first started to get rock out we were just using it on our farm for roads and tracks.

“Then it kind of grew to supplying the council.

Now it’s everybody in the district.”

Tom Jowsey is still involved in managing Te Mata quarry, but today it is largely run by two of his sons, Zane and Dallas. His wife does the accounts and there is one full-time and one part-time staff member employed.

Inset: Bridal Veil Falls, a local tourist attraction, flows over the same deep basalt seam as is being carved out by Te Mata Quarry. Above: An ariel view of the Te Uku Wind farm for which Te Mata Quarry supplied aggregate. Below: Red Bull Powder Company takes care of drilling and blasting

colonial times to build the area’s first roads ● In 1980 Tom Jowsey reactivated the quarry, initially to supply materials for the family farm

The environment, health and safety Unlike the quarries of the 19th century, today’s quarries are well-regulated. To protect clean and green New Zealand, Tom says Environment Waikato always “keep an eye on us”.

The Te Mata quarry team uses settling ponds for silt, requires consent for discharging water from the quarry and for bringing water in for drinking and cleaning. They also need consent for where they put the dirt they dig up to get at the rock underneath.

Te Mata Quarry also follows strict health and safety laws to ensure the safety of everyone who works at the quarry. “We have everything in place — you name it,” Tom says.

Wind farm Te Mata quarry usually supplies 20,000-30,000 tonnes of aggregate each year.

However, when Meridian Energy decided to build its multi-million dollar wind farm project next door, Te Mata quarry stepped up to Meridian’s request to produce over 200,000 tonnes of aggregate in an eight-month period.

The Te Uku wind farm project is a major one for the region and is almost at the stage of

te RedBullPowderCo cnt#62 6x8 js.indd 1

All about Te Mata Quarry… ● Originally used in

● The quarry now supplies 20,000 to 30,000 tonnes of aggregate a year

completion. Energy generation should be happening by Christmas.

The wind farm is being built by Meridian Energy and local Waikato electricity distribution company WEL Networks.

The unique partnership between a gentailer and a lines company makes the Te Uku wind farm the first generation development of its type in New Zealand. Upon completion, the 28 turbines will be able to generate 64.4MWs of electricity, enough to power around 30,000 average homes.

To get the wind turbines up and running, approximately 30 kilometres of roading had to be built, some of which cut through the Jowsey family farm, as the quarry is literally at the entrance of the windfarm.

“It was fairly exhausting,” Tom Jowsey says. “The wind farm was a huge project, it was a five or six year job done in one year.

● In 2010 it supplied 200,000 tonnes of aggregate for the Te Uku wind farm, which lead to a major revamp at the quarry ● The quarry complies with stringent health and safety standards and follows Environment Waikato’s environmental conditions to the letter

“We were working from five in morning until nine at night for weeks.”

Feature continues on next page >>

www.centraltoday.co.nz December 2010/January 2011 |AM 57 28/10/10 9:01:25

Business Development | Te Mata Quarry Upgrade The Jowseys had to upgrade the quarry so it could supply the 200,000 tonnes of aggregate the Te Uku wind farm needed.

One of the first things they did was completely rebuild the crushing plant. Tom Jowsey says they knew the old plant would not be able to keep up so they built a brand new one. From order to completion, the entire process took only three months.

Tom says they couldn’t have done it so quickly without the help of the company J Swap Contractors. “We received a lot of advice and help from the Swap team — they have built up a lot of experience over the years and there’s a lot of knowledge there.

What is Basalt? ● Basalt is a common igneous

Business Development | Mt Maunganui Engineering

“Without them we’d never have got it done.

They knew who to talk to. We had to put down massive concrete foundations to put the plant onto, and the people from Swaps organised the whole thing.”

Blasting expertise Other companies played a vital role in getting the aggregate mined. Red Bull Powder did all the drilling and blasting. “They were also excellent. When we were ready we’d just ring them up and they’d come in. They were a good company to work with.”

Matamata-based Mimico supplied the cone crusher — a much-needed secondary crusher which crushed all the road metal for the project.

HCD supplied all the conveyer equipment, such as the conveyor belts and rollers.

“There’s no way this could have been completed without good teamwork from other companies,” Tom says.

rock. Unweathered basalt is black or grey

“Our suppliers were onto it and provided us with good advice and good customer service.”

● Basalt is used in construction (as building blocks or in the groundwork), making cobblestones (from columnar basalt) and in making statues

Future projects

● Heating and extruding basalt yields stone wool, an excellent thermal insulator ● Basalt has also formed on Earth’s Moon, Mars, Venus, and the asteroid Vesta

There are no projects on the horizon that are on the scale of the Te Uku wind farm one. Tom Jowsey says they are going to concentrate on their usual work, supplying the council and local farmers.

“We are looking forward to a relaxing Christmas this year!”

Te Mata Quarry 54 Plateau Road Te Mata Waikato 3895 T (07) 825 6895 — Advertising Feature

Tanks to preservation projects From strengthening historic buildings to creating structures for state-of-the-art new ones, life is never dull for the team at Mt Maunganui Engineering.

For nearly 25 years, the company has been working on projects throughout the Bay of Plenty. The general engineering business specialises in the fabrication and pipe welding of mild steel and stainless steel, the fabrication of tanks in mild steel, stainless steel and duplex stainless steel, and the maintenance of plant and equipment.

Managing director Rick Leach says Mt Maunganui Engineering was started in 1984 with only a couple of staff but now employs approximately 20 people. “We carry out all design and build projects as well as customer supplied designs,” Leach says. “We have qualified fitters and welders as part of our team. Our welders are qualified to current welding codes such as ASME 9 and 4711.”

Mt Maunganui Engineering has two sets of rollers for rolling sheets for tanks and can roll sheets 12mm thick and up to

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2.7m wide. “This gives us a leading edge in tank fabrication,” Leach says. The business also has a bandsaw that cuts up to 300mm.

Mt Maunganui Engineering has just finished a project for Bulk Storage Terminals. A team of eight staff has done re-piping and tank modifications over the past few months so the facility can now can take Avgas.

The company will work anywhere in the Bay of Plenty region and has done some work in Huntly and the Coromandel.

The Waihi mine has been in operation since the 1880s. In 2006, a Mt Maunganui Engineering team did restructuring work on the historic Cornish pumphouse by strengthening it with steel.

It has just finished moving the historic Grand Junction refinery 100 metres away from the mine itself, so the mine can expand without getting rid of its important heritage building.

Mt Maunganui Engineering 88 Newton Street Mount Maunganui T (07) 575 9339 F (07) 575 2022 www.mounteng.co.nz — Advertising Feature

Dumpers Parts The historic Grand Junction refinery at the Waihi mine, on the move 100 metres

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Business Development | Waikato Sandblasting Services Waikato Sandblasting Services offers a complete sandblasting and painting service — something many competitors can’t do. Formed in Morrinsville in 1981 by Max Powell, the company is now owned by his sons Greg and Mark, who run it from Te Rapa, Hamilton.

surfaces Above: Waikato Sandblasting blasted the concrete stripes on the new Claudelands showgrounds building in Hamilton Right: Waikato Sandblasting specialises in coating new and used farm machinery, like this Coombridge and Alexander spreader

and coating swimming pools in the region. The company has more than 15 years’ experience in blasting, repairing and coating pools.

Waikato Sandblasting employs a full-time quality assurance person to ensure quality is maintained on all projects, big or small.

The company operates four mobile units and has undertaken major projects throughout the Waikato and Auckland regions.

“We cover everything — we’re a one-stop shop. Because we’ve been established for so long people know where we are and we get a lot of repeat clients,” says Powell. “With the economy it’s been hard the last couple of years Greg Powell says Waikato Sandblasting is a but we’ve come out better than most people specialist provider of sandblasting and painting. because we spread ourselves over a number of One area of expertise is hydro work on the different industries.” upper North Island hydro stations.

In addition to its diversity, Powell attributes the “We do work on structural steel with protective company’s success to its employees. “Our staff coatings. We apply fire-proof paints for fireare very experienced and we’ve had the same rated structural steel, which is a growing area crew for a number of years now. We hold onto of business. We also do polyurethane coatings our staff because it’s an industry where it’s and thermal arc spraying, which is a sprayedhard to find experienced people,” he says. on galvanising. We’ve done that for the past To reflect its continuing success, Waikato five years and it’s growing,” he says.

Sandblasting Services is moving into new Waikato Sandblasting’s transport work involves premises on its Te Rapa site later next year. abrasive blasting and coating new and used heavy equipment, with the company operating Waikato Sandblasting also supports Huntly Speedway, as well as Greg racing saloons and under tight time frames.

Mark racing stockcars.

The agricultural industry is a major source of work and includes coating new and Waikato Sandblasting Services Limited existing rotary platforms with long-lasting 14 Manchester Street and maintenance-free paint systems. “We Te Rapa, Hamilton 3241 specialise in coating new and used farm T (07) 849 1332 machinery, including spreaders, trailers and F (07) 849 1308 feed-out wagons,” Powell says. waikato-sandblasting@paradise.net.nz www.waikato-sandblasting.co.nz Waikato Sandblasting prides itself on being — Advertising Feature one of the largest contractors for sandblasting Waikato Sandblasting employs 13 staff, who offer a one-stop sandblasting and painting service to a range of industries, including transport, earthmoving and agricultural.

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www.bayteck.co.nz www.centraltoday.co.nz December 2010/January 2011 | 59

Focus | Dobsons Switched On — Electrical, Refrigeration, Air-conditioning, Heat Pumps & Appliances

Switched on to keeping cool Dobsons built the first kiwifruit coolstore in Te Puke.

It has became a vital piece of local infrastructure and is just one of the many ways Dobsons Switched On — Electrical, Refrigeration, Air-conditioning, Heat Pumps & Appliances has been keeping people and produce cool for 40 years.

Ensuring we have the right people in the right job is key to maintaining a positive attitude and environment

Dobsons is an expert in commercial and domestic air-conditioning, heat pumps, electrical, refrigeration and appliances.

Brian Tucker

Dobsons Switched On — Electrical, Refrigeration, Air-conditioning, Heat Pumps & Appliances

Trusted company Brian and Amanda Tucker took over Dobsons 11 years ago and have built a family culture into the business. “Ensuring we have the right people in the right job is key to maintaining a positive attitude and environment,” Brian says.

Electrical

The team that makes up Dobsons Switched On — Electrical, Refrigeration, Airconditioning, Heat Pumps & Appliances, lead by Brian and Amanda Tucker

Bob Batchelor Toyota Te Puke

Pleased to be associated with Dobsons and congratulate them on their success

“Dobsons is a company that genuinely cares about our customers and we take pride in the service we provide our clients. Dobsons’ staff are experts in these industries and provide customers with superior service, commitment and know-how that can only come with knowledge and experience,” Amanda says.

“We encourage our staff to upskill and keep up to date with the latest technologies,

409 Jellicoe St, Te Puke P. 07 573 9781 bob.batchelor@clear.net.nz www.bobbatchelortoyota.co.nz

With a full and growing team, Dobsons proudly supports local businesses and the community through the Gateway Programme and apprenticeship training programmes.

Believe

“Dobsons is well known and trusted in the community. Many of our clients use us because they know us and have total peace of mind knowing Dobsons can be trusted to work alone and independently in their homes.”

TOYOTA

An official Toyota Customer Centre

Dobsons has reputable electricians and will work on any domestic or commercial project. Brian advises clients to use their thermal imaging service, which picks up faults before they happen, saving expensive repairs and time if equipment breaks down due to wear and tear.

“In most industries, this service can ultimately save a substantial amount of money which may otherwise be wasted as a result of perished produce and staff downtime.”

“We give you the best options to consider free of charge and are more than happy to answer any concerns or questions you may have regarding the products and associated services,” Brian says. Dobsons will install your heat pump/air-conditioner and will provide you with an option to have maintenance on your air-conditioner/heat pump to keep it running.

Refrigeration

Appliances

Dobsons will build or supply coolstores, farm refrigeration, refrigerated cabinets and ice makers. “Clients can be reassured that Dobsons will offer the best advice on their refrigeration requirements and have the desired qualifications and skills to do the job right the first time,” Brian says.

“I stand behind our service 100 percent.

With a 24 hour breakdown service, our valued clients have peace of mind when they use our products.”

Dobsons has dual traded electricians and certified refrigeration engineers, “meaning we can take care of all your commercial refrigeration, engineering and electrical needs within one company,” Brian says.

Air Conditioning

Our clients have trusted our judgment for more than 100 years.

Let our experience guide you.

Our team can provide a comprehensive range of expertise including: • Buying, Selling & Financing Property • Wills • Subdivisions • Company & Commerical Law

• Family Trusts • Farm & Orchard Sales & Purchases • Estate & Trust Planning • Property Sharing Agreements

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Telephone: 07 573 0065

60 | December 2010/January 2011 www.centraltoday.co.nz

to cater to your individual requirements and ability to bring you the best brands (Panasonic, Mitsubishi etc), Dobsons works with your needs and budget to make sure you have the best solution for you.

Dobsons is prepared to service commercial and domestic clients looking for an air conditioner or a heat pump anywhere in the greater Bay of Plenty.

Dobsons cuts out the middle man and takes care of the entire process for you, from product selection right through to servicing your new air conditioner/heat pump. With the ability

Dobsons is the Te Puke service agents of Fisher & Paykel, Parmco, Electrolux, Arisit and General Electric as well as a wide range of other appliance brands.

The company endeavours to have your appliance fixed in one day and if they can’t they’ll get you a loan appliance. Mobile Eftpos is also available, which means you don’t have to have the exact cash on hand before a serviceperson comes out to fix the problem.

All these services and more show why Dobsons has earned a reputation of being a trusted and reliable Te Puke business in the past 40 years. Brian and Amanda Tucker are committed to continuing this distinction in the years to come.

Dobsons Switched On — Electrical, Refrigeration, Air-conditioning, Heat Pumps & Appliances PO Box 42 Te Puke T (07) 573 0065 F (07) 573 0066 E info@dobsons.net.nz www.dobsons.net.nz — Advertising Feature

Focus | Vidal Winery Restaurant

Getting the recipe

Shane Pugh, restaurant manager at Vidal Winery Restaurant

We’ve all had a dining experience that sets the precedent for every other morsel that passes our lips. It’s that wonderful assault on your taste buds that eclipses all others and the memories alone are enough to jump-start the salivary glands.

Complemented by a relaxed atmosphere, the fluid and effortless flow of that dining occasion gives the impression there is little preparation or work involved in outstanding service.

But no, the delicious truth is that this dining experience is created just for you. Furthermore, the behind the scenes network is anything but simple; it’s a fine art your hosts have perfected to ensure you can get lost in the moment.

the licensing authority, the local council and the surrounding neighbours, but I persevered and the result has directly contributed to Hawke’s Bay’s success as a wine destination,” Sir George explains of his journey.

sometimes hard to believe Vidal serving fine cuisine to winery visitors was so innovative in 1979,” O’Connell says.

“Our focus is to create clean, simple flavours which complement our portfolio of wines. We One of Hawke’s Bay’s oldest boutique wineries “I am very proud to see how wineries around use local, seasonal and organic ingredients and restaurant has been setting this standard the country eventually followed our lead; today where possible and we think the result is a in fine dining for many years. Founded in 1905 there are more than 80 winery restaurants unique experience for diners’ palates.” by pioneering winemaker Anthony Joseph in New Zealand from the far north to Central Between 2000 and 2009, the restaurant was Vidal, it has grown to become a respected and Otago and the many wine regions in between, the consecutive annual winner of the New award winning producer of premium quality all of which play a significant role in providing Zealand Beef and Lamb Hallmark of Excellence New Zealand wines. a quality food and wine experience for Award and won the 2007 Hawke’s Bay domestic and international tourists.”

The restaurant was the brainchild of the Signature Dish People’s Choice Award. founder of Villa Maria Estate, Sir George The Vidal Winery Restaurant qualified as a Having been restaurant manager at Vidal for 10 Fistonich who purchased it in 1976. Originally finalist in the Cuisine NZ Restaurant of the years, Pugh has the responsibility of matching used by Sir George as a cellar for his Year Awards for two years consecutively and the cellar wine list to the menu and guiding burgeoning wine company, the décor of Vidal its executive chef Ken O’Connell received diners’ choices. “There is no question that 30 Winery Restaurant is inspired by the trends NZ Chef of the Year in 2008 and hospitality years since our first diners came through the of the era. Officially opened by former Prime manager Shane Pugh was named Hawke’s Bay door, patrons have become more discerning Minister Robert Muldoon in 1979, it features Outstanding Maitre’D in 2008. and knowledgeable. They keep me on my toes antique barrels and photographs alongside An experienced and dedicated team in the classical furnishings. In 2009, Vidal Winery kitchen is headed by O’Connell and delivers Restaurant celebrated 30 years of success. clean, simple flavours via modern European “To get the restaurant opened I had battles and French inspired dishes. “Given the that lasted two years including challenges from popularity of winery restaurants today, it’s

with questions about the various wines on offer and how to match them with food.

“It is great to see our regular diners come back again and again and how many have expanded their horizons over the years. That is what Vidal Restaurant has always been all about – sharing great food and wine.”

Vidal Winery Restaurant certainly lives up to its own food philosophy, “To take inspiration from classical methods and dishes, creating clean, simple flavours using New Zealand fresh, seasonal, organic products.”

Vidal Winery Restaurant 913 St Aubyn Street East Hastings 4122 T (06) 872 7448 E shanep@vidal.co.nz www.vidal.co.nz — Advertising Feature

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Masion Therese (house of Therese), of beautiful Hawkes Bay, has been home to the finest artistic preserves in New Zealand for over forty years.

Made from only the best New Zealand ingredients available, with no artificial preservatives, colours or flavours. Maison Therese products capture the natural goodness of produce in each and every jar.

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This family owned operation has become the benchmark for quality within the preserve category and is the product of choice for many New Zealand chefs and food lovers alike.

DEAL WITH THE SPECIALISTS Ph: 873 3951 or 0800 42 66 99 Email: hbsales@eftpos-specialists.co.nz www.eftpos-specialists.co.nz

www.centraltoday.co.nz December 2010/January 2011 | 61

Focus | Eftpos Central

card carrying action We’ve come a long way since the times of trading in food, tools, labour and more recently, cash.

Slowly, but surely, humans have evolved on the financial front and have reached a point where there is nothing slow about the modern commercial climate. In fact, our sales systems are all about fast functionality to accommodate a consumer culture always on the go.

Today we inhabit an automated environment where technology has been designed as an interactive extension of us, or as an alternative to manual processes. A major commercial breakthrough that has revolutionised the way we do business is Eftpos or Electronic Funds Transfer at Point Of Sale.

A staple in most people’s wallets, Eftpos cards came to fruition in New Zealand in 1985 through the Bank of New Zealand (BNZ) who introduced it via a pilot scheme. “BNZ brought it into New Zealand in 1985 to trial in petrol stations and it actually didn’t take off as well as they thought,” Eftpos Central managing director Kirk Anderson explains.

It wasn’t until other banks recognised its potential that Eftpos made its way onto the sales scene in 1989 via the Eftpos New Zealand network, wholly owned by ANZ National.

One of the biggest developments since has been the implementation of software enabling the utilisation of Eftpos cards worldwide.

In New Zealand, there are more debit card terminals per head of population than any other country worldwide.

Eftpos Central is a popular Eftpos and Point of Sale solution for local businesses. “Eftpos Central believes strongly in our ability to service local merchant clients. We have a tight knit team here to deal with technical problems as they arise,” Anderson says.

“The focus is on making sure that when a terminal fails we get a replacement out in a short period of time. Some businesses rely on up to 80 percent card based revenue so for a merchant to go without a terminal over a weekend, while a terminal provider couriers them a new one, that is three days without card revenue.”

Terminals can be brought or leased from Eftpos Central, although Anderson says the preference is generally the latter because it is more

economical. “The industry is always developing and the card payment process is always changing with new security measures. The hardware is not always able to be loaded with new software, as is the case with computers.”

Based in Palmerston North, the business has an Eftpos terminal range from Verifone, Ingenico, Cadmus and Hypercom, as well as a range of mobile Eftpos solutions. Eftpos Central is the local exclusive agent for the BEPoz Hospitality and Restaurant Point of Sale solution and also stocks a full range of: ■ Point of Sale including touch screen solutions ■ Consumables including paper rolls, toners ■ Cash registers ■ Scales and money counting machines Chip enabled cards enable card information to be encrypted which makes it harder for fraudsters to obtain it. This is a significant development, given that credit card fraud has been increasing in Asia and Australia by up to five percent annually.

Banks implemented EMV (chip enabled card technology) through two network operators.

There was a transition period with Eftpos terminals being upgraded progressively between 2004 and 2008.

So what’s on the cards for the future? Anderson says contactless cards are the next big thing and their availability will coincide with the 2011 Rugby World Cup.

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Ph 06 357-4598 Fax 06 353-3876 155a Fairs Road, P.O. Box 4695, Palmerston North, 4442 Email: eftpos@eftposcentral.co.nz Web: www.eftposcentral.co.nz 62 | December 2010/January 2011 www.centraltoday.co.nz

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Wide Selection of terminals available for both networks and through any bank.

“A little RFID tag will be embedded during the credit card manufacturing process and people will be able to tap their card on the terminal and the transaction will be authorised,” Anderson explains. “It is a niche market for low ticket prices and high customer foot traffic purchases like petrol, fast food and buses, because the associated risk of loss is minimal. Hopefully this will be offered to New Zealanders in the near future.”

Given the ever changing nature of the industry, Eftpos Central will be one of the key driving forces supporting these evolutionary changes.

Eftpos Central PO Box 4695 Palmerston North 4414 T (06) 357 4598 F (06) 353 3876 E kirk@Eftposcentral.co.nz www.Eftposcentral.co.nz— Advertising Feature

Focus | Avocado Oil NZ

The good

Grove Avocado Oil is a delicious range of 100 percent natural coldpressed avocado oils that are proving a hit with Kiwi foodies. While there is no secret formula, the recipe for success is simple — exceptional New Zealand flavour and multiple health benefits.

Grove Avocado Oils are manufactured by Avocado Oil NZ Limited, a business formed in Te Puna in 2000 by a group of passionate avocado orchardists.

Avocado Oil NZ is a certified Bio-Grow organic processor which selects naturally ripened avocados and gently cold presses them to produce the fresh flavour of one of nature’s healthiest oils. Chief executive Brian Richardson says avocados are sourced either from the Bay of Plenty or Northland, to be processed in Te Puna. The range includes the standard Grove Extra Virgin oil and a number of delicately infused tangy and zesty oils, such as lime, garlic and horopito pepper.

Avocado Oil NZ has also released a new chilli flavoured oil, which has been picked up by Progressive Enterprises and is now available in Countdown supermarkets. Grove oils are available through Foodstuff supermarkets.

“We trialled the chilli oil at the Wellington Food Show in May and got very favourable comments,” Richardson says.

As well as being perfect for panfrying or barbecuing fish or seafood, Grove Avocado Oils are ideal for summer salad dressings or as a sauce to accompany your favourite fish or seafood. Grove also provides the convenience

of an aerosol spray with all the benefits of its Extra Virgin avocado oil.

and flavour of the oil and protect it from oxygen and light.

The infused lime oil was recently recognised by Richardson says New Zealanders are starting to Healthy Food Guide, which named it the best learn about the health benefits of avocado oil, oil for dressings. with Avocado Oil NZ’s market share growing.

Huge health benefits Grove Avocado Oils are high-quality, 100 percent pure and natural. “They start with the best product in the world in terms of nutrition.

Being cold pressed, it means all nutrients are maintained,” he says.

Grove Avocado Oils are currently available in 1500 supermarkets throughout Australia and products are exported to Japan, Sweden, Germany, Singapore and Thailand. Avocado Oil NZ is also releasing its range of oils to the gourmet premium deli sector in Australia.

Avocado is recognised as one of nature’s “superfoods” — cholesterol free, low in saturated fats and containing plant sterols which reduce cholesterol absorption.

“We believe we’ve got the best product in the world through the process we use and the equipment we use,” says Richardson.

The cold pressing process starts with the selection of the finest ripe avocados. The skin and stones are removed and the avocado flesh is delicately cold pressed in a single (extra virgin) process. The result is vibrant green nectar, which is carefully poured into bottles chosen as the best to preserve the freshness

Avocado Oil NZ Limited 1 Armstrong Road Te Puna, Bay of Plenty T (07) 552 6365 F (07) 552 6385 E info@avocado-oil.co.nz www.avocado-oil.co.nz — Advertising Feature

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www.centraltoday.co.nz December 2010/January 2011 | 63

Focus | Devan Plastics

Water

saving ways

As water is being increasingly recognised as a precious resource, effective management is becoming ever more vital.

One company acutely aware of this is Devan Plastics, a specialist manufacturer of high-quality rotationally moulded water and wastewater tanks and systems, supplying product throughout New Zealand.

Formed in October 1988 and still locally owned and operated, it undertakes the design, tooling, manufacture and distribution of a range of rotationally moulded plastic products, focusing primarily on the agricultural, rural lifestyle and domestic market sectors.

Operating high-tech manufacturing facilities in Tauranga and Christchurch, the company has a fleet of seven trucks on the road delivering product all over New Zealand.

Water tank market Sales manager Jamie Lunam says Devan Plastics’ core products are above-ground and underground tanks, ranging from 1000 litres to 30,000 litres.

In September 2007 Devan launched a Slimline 1000-litre water tank, aimed at helping urban customers save money by retaining stormwater off their roofs and using for garden watering and vehicle cleaning.

Lunam says Devan Plastics was a pioneer in the use of plastic water tanks in New Zealand, with the polyethelene tank market now significantly larger than that for concrete tanks.

The company also manufactures a range of drums for the chemical industry, rubbish bins

for schools and public areas, grease traps and large bins for industrial use.

Devan Plastics operates a research and development department with technical staff continually looking for new products and ways to improve existing products.

Wastewater developments In recent years the company has developed new wastewater tanks, including septic tanks and waste treatment systems.

“We’re always looking at new products. Over the last two years a large number of new products have come in on the wastewater side of the business, including grease traps and oil interceptors,” Lunam says.

Devan Plastics is a market leader in rotationally moulded water and wastewater tanks for the agricultural, lifestyle and domestic markets. It delivers high-quality tanks throughout New Zealand

“Our focus is on the wastewater market, which is much more technically oriented than water tanks. We’re developing our agent network and see a huge future in this market.”

Devan’s septic tanks are watertight, strong, lightweight and easy to install. The company’s environmentally friendly multi-chambered household wastewater treatment system treats household wastewater to a level to produce High-tech manufacturing operation effluent which is a clean, clear and odourless Two years ago Devan Plastics purchased a liquid suitable for landscape irrigation.

Rotoline shuttle oven designed in the USA. Devan Plastics is also working on other areas The oven is used for manufacturing some of of its business and recently introduced a the smaller Devan products such as drums and 10,000-litre water tank which meets a niche wastewater vessels, and allows a continuous demand and is selling well. manufacturing process without the need to heat and cool an oven for each individual product run.

It was a large investment for the company, Lunam says. “When Devan Plastics began

producing a higher value item in wastewater products, the company invested in this technology. This has created efficiencies in production and cost and we’ve been able to take a lower-cost product to the market.”

Devan Plastics Limited PO Box 2602 Tauranga 3140 T (07) 578 8726 F (07) 577 0437 www.devan.co.nz — Advertising Feature

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Focus | Conveyor Industries

Innovative approach to conveying Conveyor Industries in Tauranga can offer customers a turn-key bulk materials handling conveyor system, including the revolutionary new Aerobelt® conveyor.

Conveyor Industries was formed in 1999 by managing director Dennis and Julie Hey, who today employ 16 staff from large modern premises in the new Papamoa Junction industrial zone.

Conveyor Industries is a design-and-build manufacturing company, dedicated to the production of reliable customised conveyors and screw conveying systems, including augers, auger flighting, screw feeders, drag chain conveyors, slide valves, bucket elevators and ancillary equipment. It supplies conveyors to a wide range of industries throughout New Zealand, and is also supplying its highquality systems into Australia. Its systems are designed exclusively for bulk materials handling, rather than for moving packages.

“We’re an engineering company that specialises in the design, manufacture and installation of conveying equipment,” Hey says. “We also do all ancillary steel work, such as support steel work, walkways, handrails and platforms. We provide a turn-key solution for clients and can put a complete package together for them.”

Conveyor Industries utilises the latest 3D draughting software, with clients able to link into the computer system from anywhere in the world and view a 3D diagram of their conveying system. “Our customers can buy core equipment from manufacturers anywhere in the world and we will put them together and link them with conveyors to create a system,” Hey says. “That’s where all the support work comes in — we’re more than just somewhere to come to for a conveyor.”

film of air, blown into the air box or plenum under the belt by a small fan. One fan is sufficient for over 200 metres of belt conveyor.

Aerobelt® conveyors offer a number of distinct advantages over traditional designs. Traditional belt conveyors agitate their loads causing product loss, pollution and abrasion. Aerobelt® moves smoothly and fast, minimising product degradation, while conveying greater volumes. “The difference between the Aerobelt® and ordinary conveyors is that there are no rollers. There is air under the belt, which means it is frictionless and you can run it at steeper angles,” he says.

Aerobelt® conveyors can be supplied in a range of sizes and capacities to transport a wide range of common and specialised products.

Conveyor Industries is currently manufacturing Aerobelt® conveyors for customers in New Zealand and South East Asia.

Above: The Aerobelt® woodwaste conveyor.

The Aerobelt® is an air cushion belt conveyor, where the belt is carried on a film of air Below: A meat and bone meal surge bin, supplied by Conveyor Industries in Papamoa, Tauranga

Success and growth Hey says Conveyor Industries has always tried to differentiate itself from other conveyor manufacturers. “We do supply belt conveyors but the Aerobelt® offers features that are superior to the conventional roller-type conveyor, which makes it unique.”

He attributes the company’s success to its commitment to deliver a product and system that meets clients’ requirements. “We’re always working to time and budget pressures and can provide an all-round quality package from 3D draughting,” Hey says.

“The Aerobelt® product will help us grow quite significantly, but our focus is more about providing our clients with the right solution and conveying equipment for their requirements.”

Conveyor Industries Limited 17 Ashley Place Aerobelt® technology Conveyor Industries has recently been awarded Papamoa, Tauranga 3118 T (07) 542 9190 the New Zealand licence to manufacture F (07) 542 0989 Aerobelt® conveyors. These are air cushion www.conveyorindustries.co.nz belt conveyors, where the belt is carried on a

— Advertising Feature

“Brevini NZ Ltd – leader in electric and hydraulic power transmission, are proud to be a key supplier to Conveyor Industries.

We look forward to continuing to power belt, auger and drag chain conveyors into the future.”

Problast Working together with Conveyor Industries Call us today for your free quote!

Ph: 07 578 3434 Mob: 027 227 2624 80 GLENYON AVENUE, GREERTON TAURANGA

www.centraltoday.co.nz December 2010/January 2011 | 65

Focus | Rotorua Chamber of Commerce

a city’s expectation New Zealand’s business landscape is a like a growing organism; nourished by industrial intelligence, stimulated by innovation and parented by organisations for whom New Zealand’s industry pioneers and professionals are a priority.

Each town and city in New Zealand has forged its own identity and has its own story to tell.

As the Maori cultural capital of New Zealand, one central North Island city is a destination of economic development.

Settled by Maori of the Te Awa Iwi, Rotorua’s evolutionary story is one of significant development.

A neighbour to highly populated, industrial

The Vero Excellence in Business Support Awards won by the Rotorua Chamber of Commerce, the BDO Regional North Island trophy (above) and the BDO Not For Profit award.

Right: Rotorua Chamber of Commerce members with Prime Minister John Key

66 | December 2010/January 2011 www.centraltoday.co.nz

environments including Auckland and Tauranga, Rotorua has an economic growth rate consistent with the national average.

With an estimated permanent population of 55,600 and projected annual GDP of $2.3 billion dollars, the city is a hive of geothermal activity, which is credited to the Rotorua caldera on which Rotorua lies.

Working for Rotorua’s past, present and future, is the Rotorua Chamber of Commerce, led by chief executive Roger Gordon. Established in 1908, the chamber’s history spans more than a century and it has witnessed, supported and pioneered monumental changes within Rotorua during this time.

A professional platform The chamber makes Rotorua businesses its main responsibility; ensuring members within its organisation can reach their full commercial potential.

With 15 percent of Rotorua’s GDP driven by forestry; tourism is the next significant driver contributing 12 percent, before agriculture, which represents 10 percent of Rotorua’s GDP. “We are very fortunate to have three strong industries. We always have an advantage with these as our core industries,” Gordon says.

Tasked with providing a resilient professional platform on which companies within these

and other sectors can stand, the chamber’s membership has grown considerably since Gordon was appointed chief executive in October 2004. Membership has increased from 270 in 2004 to 720 in 2010.

The chamber’s portfolio has also expanded significantly, from just a couple of products to a range of 12.

The chamber works closely with the Economic Development Unit of the Rotorua District Council to attract businesses to the region.

It actively seeks to conduct activities and provide products, services and networking opportunities which foster information sharing and idea generation.

Governed by an executive board of a president, vice-president and nine other members including the chief executive, the chamber works in unison with government organisations like the Ministry of Social Development (MSD) to develop programmes which will assist members to meet staff and skill shortages.

The Return 2 Work Programme, a free recruitment service for employers, was established by the chamber in association with the MSD. It is aimed at those on the domestic purposes benefit, sickness beneficiaries or those on an unemployment benefit.

Focus | Rotorua Chamber of Commerce

Fast track to

McDonalds Rotorua, celebrating winning the 2010 Rotorua Business Excellence Awards, hosted by the Chamber of Commerce. The McDonalds team also secured a Golden Arch Premier International Award

“Since this programme began we have hosted 50 clients per year and our placement rate is in excess of 80 percent,” Gordon says.

The nature of social networking means an online presence is a must.

In response, the chamber has become a fixture on the Facebook scene and is also fluent in the language of tweeting since it joined up with Twitter.

The chamber is consistently up with the professional play as is adept at identifying strengths within the market.

The chamber hosts the annual Rotorua Business Excellence Awards. In 2010 the winner was McDonalds Rotorua who also secured a Golden Arch Premier International Award.

Focus | The Property Store

success For most, success is a long, hard road — so for a business to find success in its infancy, it must be doing something right.

Chamber charter

Freedom of enterprise for those who contribute through their personal and business efforts to the economic, social and cultural wealth of the community The development of a market economy in which there is minimal interference from central and local government.

The strengthening of Rotorua’s position as a strategic business centre.

Participating in the development of the region by creating a desirable commercial and industrial environment.

Perception versus reality There is sometimes a misconception about the suitability of Rotorua as a place in which to do business, Gordon says. “When you get here you realise reality is different to the perception.

“We’ve got the third largest convention centre in New Zealand and a wonderful museum that is being extended, based on the original plans from 1908, with the support of local authorities, government funding and support from businesses. We are also undertaking new work on our civic theatre and refurbishing the library. Rotorua has an international stadium and will soon have a world class hospital as it is being rebuilt.”

The opening of trans-Tasman flights from Rotorua airport in December 2009 has also proven to be a significant asset. The popularity of flights to Sydney shows passenger numbers are well ahead of projections.

The chamber’s commitment to promoting the potential of Rotorua and the businesses inhabiting this city was recognised in two categories in the Vero Excellence in Business Support Awards. It was awarded Excellence in Business Support for Regional North Island and Excellence in Business Support for not for profit organisations in New Zealand.

Perhaps more impressive than the commendations themselves is the criteria against which the chamber’s proficiency was measured. The Vero Awards are predicated on the Baldridge Criteria and to qualify an organisation must have a role-model organisational management system that delivers continuous improvement in products and services. The demonstration of efficient and effective operations is also essential.

Feedback received from the chamber’s previous entries gave the organisation the opportunity to fine tune its operation. The changes were not astronomical but very beneficial for the chamber, Gordon says.

“It’s important for any organisation to look at continual progression and we look at how

we are going to benchmark ourselves and continually improve. Vero enables businesses such as ours to benchmark themselves. This time we also asked for feedback even though we won.”

Established in 2007, The Property Store provides full property management services for the Taupo region. With more than 10 years of experience in property investment, the directors, Jane Williams and Jay Bennett, saw a need for an independent management company to assist investors with the professional management of their rental properties.

“Our property management division is aiming at being one of the best in the business — investors working for investors,” Bennett says. “We select and place tenants in properties and take care of maintenance — everything that comes into looking after the owners’ investments.”

It’s an investment game of halves — with an education division established for training potential investors on investment strategies, including lease options and no money down strategies. “We look at what the investor is trying to achieve, assess their property and find the strategy which best suits their needs.”

The Property Store also offers a property finding service and a rent to own programme.

The Property Store directors, Jay Bennett and Jane Williams

successful business with outstanding customer relationships and follow-through. Solid It’s certainly been a successful venture with the Gordon says the chamber’s philosophy of business planning, clear articulation of goals business already having a tidy sum of awards continuous improvement will be the catalyst and a system for review are key attributes on to its name. The Property Store took out the for further changes. attaining the success Jane has achieved.” national award for a new business in the 2010 “We have no intention of resting on our laurels. Her Business Awards, for businesses started “It was incredibly flattering,” Williams says of It’s about incorporating continual improvement within the last two years. Williams also took the award. “It shows we’re doing the right out the Taupo 2010 Businesswoman of the into our culture.” thing, we’re on the right track and we’re on top Year, the National New Business of the Year of our game.”

Rotorua Chamber of Commerce award and was a finalist in the overall National PO Box 385 The Property Store Business Woman of the Year.

Rotorua 3040 109 Tamamutu Street “Jane has an intimate knowledge of the T (07) 349 8355 Taupo drivers of her business and as such has been F (07) 349 1388 T (07) 377 2030 able to achieve substantial growth in an E ceo@rotoruachamber.co.nz E info@the propertystore.co.nz otherwise depressed market,” the judges’ www.rotoruachamber.co.nz www.thepropertystore.co.nz — Advertising Feature comments read. “The Property Store is a highly — Advertising Feature

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Xero - “the worlds easiest online accounting systems” www.centraltoday.co.nz December 2010/January 2011 | 67

Initiatives | Metalform

Ingenious design, manufacturing solutions We’ve come a long way since the advent of number 8 fencing wire and New Zealanders continue to be known for finding ingenious solutions. One company with a well deserved reputation for ingenuity is the award-winning Metalform.

Started in 1961 by the Easton family as a basic sheetmetal shop with a couple of employees, Metalform has grown rapidly.

Today the team of 45 take pride in providing design-led solutions, in which a concept is followed through to reality.

Metalform specialises in R&D with a focus on 3D design, CNC and robotic manufacturing, assembly and commercialisation. It also markets the finished product.

Permobil K450 wheelchair An example of Metalform’s innovation and its ability to take an idea all the way to completion is the Permobil K450 Wheelchair.

Campbell Easton, the third generation of the Easton family working for Metalform, was approached by his friend Samuel Gibson

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Concept to reality: From a sketch to Cad design and manufacturing, the Permobil K450 wheelchair evokes innovation five years ago about the possibility of designing him a wheelchair. Gibson has been a wheelchair-user since birth because of the condition osteogenisis imperfecta (brittle bones). He asked Metalform to build him a wheelchair that met his active life — it had to have a seat which could be raised to eye level and lowered to the ground, it had to be practical from the guardian’s point of view, have the ability to be lifted by one person into a car, and to be comfortable to live in. It also had to look smart.

The end result was so good that the pair decided to make more and sell them. After getting offers from marketing companies from around the world after attending a trade fair in Germany, a Swedish business, Permobil AB, now has worldwide marketing rights. The wheelchair, called the Permobil K450, is build to order at Metalform’s workshop. In October, the team made its 550th chair.

Engineering services Metalform has been working in engineering services since it started in 1961. Four full-time 3D Cad designers now work for the company.

“For customers wanting a product they have in mind, they come with idea, we work with them — we have all the tools in our workshop — and we accurately make the product,” marketing director Tim Henman says.

“Our tools have 100 percent repeatability.

The latest and greatest Cad package which we have is truly state-of-the-art. It is linked with our software through to our CNC machinery profile cutters, brake presses and robot welders.”

Products Metalform has many high quality products and tools. One of these is the combination robot and 3D plasma cutter which is of huge benefit to the company.

This machine is used to create wheelchairs.

Originally, by hand, it took seven hours to make one chair but with the robot the time was cut to only 12 minutes, allowing for a substantial increase in productivity.

Farm equipment Metalform has been producing reliable and reputable farm equipment since the late 1980s.

A new product that has just been launched is the Tow and Fert. “We’re very excited about it, it really allows farmers to control their fertiliser programme more effectively,” marketing director Tim Henman says.

“This machine can mix and apply liquid suspended fertiliser, bio fertiliser and products like dissolved urea and magnesium oxide. In the past farmers had to use aerial or trucking type applications, and these companies could not cost effectively do one paddock at a time.

The Tow and Fert put an end to that.”

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Initiatives | Metalform

Initiatives | Total Trade Services

Tools to tackle any job Engineering has existed since such fundamental inventions as the pulley, lever and wheel, becoming an integral component of modern day life. The evolution of Total Trade Supplies has been similar, cementing its position in the engineering supplies industry.

Established 25 years ago from an existing business, Total Trade Supplies has four branches — Hamilton, Rotorua, Wellington and Dunedin — supplying a diverse range of general engineering supplies. Yet with 150 years of engineering experience among the seven Hamilton personnel, the branch has developed its own stand-alone operation, manager Trevor Finch says.

Metalform’s brief was to create a wheelchair for an active lifestyle — a seat which could be raised to eye level and lowered to the ground, comfortable to live in, able to be lifted by one person into a car and smart-looking Farmers are no longer dependant on waiting for contractors to turn up with their trucks and helicopters, Henman says. “The Tow and Fert enables the optimisation of fertiliser programmes with timely, cost effective and regular applications. Just simply fill it up with water and weigh your product with the onboard scales,” he says.

“The Tow and Fert will mix the product together using a patented two stage mixer. It will continually agitate the mix so it stays in suspension. Once mixed, just tow the Tow and Fert out to your paddock and start spraying.”

Metalform has recently hired George Freeman as a full-time sales representative for Tow and Fert. Contact him on george@metalform.co.nz and he will answer any of your questions.

The farm equipment website now has an online shopping cart. This means anyone anywhere in the world can make a purchase online and have it delivered to them.

Community minded Henman says Metalform is aware they live in a small community and want to play their part in it. Last December, a Metalform team won the annual Ruahine School quiz night and a team will compete again this year to defend the title. The company also donated the proceeds ($3725) from a sale of a Tow and Collect, a piece of farm equipment, to a family whose

toddler is undergoing chemotherapy in Auckland.

Award-winners Last year Metalform won the Hawke’s Bay Business of the Year award. It also won two other categories, the Export Hawke’s Bay Exporter Award and the Pan Pac Forest Products Large Business Award.

Judging convenor Rick Cranswick said Metalform was “taking on the world with some amazing technology advances,” especially with its wheelchair.

“They have been incredibly successful in the current economic environment. They understand their role in the community and provide great opportunities for staff,” Cranswick said.

Reflecting the company’s strong reputation, Total Trade Supplies has exhibited at Fieldays for the past 20 years. “Same site every year, year after year, through good times and bad,” Finch says. “And we’re going to continue that tradition — we’re in it for the long haul.”

This allows for repeat business, but more importantly, reflects the trust which is an important asset in the industry. “We have fantastic product at fantastic prices — we’ll keep doing that and you can trust that we’ll be there next year to back up that product.”

And we can expect more of the same in the future. “We’re a rock solid, family owned business and we’re here to stay.

“We’ll keep building on the very strong base we’ve got, being an honest, reliable supplier to the market, building on our strength as part of the Trade Zone group and keep doing the job we’re doing — it’s obviously working.”

“We supply a comprehensive range of cutting tools, general engineering consumables and power tools, as well as having an established service department carrying out servicing and warranty repairs on all brands of power tools. Total Trade Supplies We’re also an agent for BOC gases,” he says.

59 Killarney Road Frankton, Hamilton “We’re a big player in the sale of power T (07) 847 9798 tools. We compliment this by being a one 0800 800 015 stop shop — repairing tools and getting the E trevor@totaltrade.co.nz customer back on track.” www.totaltrade.co.nz — Advertising Feature Selling power tools heavily relies on knowing the market, but more importantly selling the right tool for the application. Finch has every confidence his Hamilton team has the knowledge and expertise to deliver on this.

It has placed the Hamilton branch in a competitive position, strengthened further by its membership in the Trade Zone Industrial Group — a nationwide alliance of 34 independent New Zealand owned and operated engineering and tool suppliers.

“Within the group, the purchasing is collated between stores and our buying power becomes substantial,” he says.

Metalform was also recently nominated as a finalist in the 2010 Trade & Enterprise NZ International Business Awards for the ‘Best use of design in international business’, and ‘Best use of R&D in international business’ categories.

Metalform PO Box 122 Dannevirke 4942 T (06) 374 7043 E enquiries@metalform.co.nz www.metalform.co.nz — Advertising Feature

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www.centraltoday.co.nz December 2010/January 2011 | 69

Initiatives | Camfil Farr NZ

Protecting

people, processes the environment Camfil Farr is the largest air-filter product supplier in the world, specialising in providing the best air-filtration products, systems and solutions to protect people, processes and the environment.

This makes the company an internationally recognised leader in providing clean air solutions to a broad range of customers for numerous applications and industries. For almost 50 years, its approach has been to provide clients with the “right” air quality at the lowest possible total cost.

Camfil Farr provides leading edge knowledge on any air filtration application

Camfil Farr has always helped customers recognise that energy costs, maintenance, disposal and purchase price are each important elements of the Total Cost of Ownership (TCO) for its products, which reduce their energy consumption, carbon emissions, transportation costs and solid waste disposal.

In fact, Camfil Farr was carrying out these pioneering efforts long before “sustainability” and “greenness” became fashionable terms.

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Working hard to provide the best customer support and service in the industry, including leading-edge knowledge for any air filtration application, Camfil Farr also endeavours to utilise the best R&D, production and logistics resources for customers.

See our website today for how we can customise solutions for you with stainless steel, carbon steel, plumbing and architectural services. www.longveld.com

The business operates in the Americas, Europe and Asia Pacific region, including 23 production plants worldwide and local representation in New Zealand. It is the only factory-direct company in New Zealand for the supply of Comfort air filters and equipment which are all used by the leading manufacturers of airconditioning systems.

New Zealand operations The New Zealand company is a wholly owned division of Camfil AB International, which is based in Sweden. It provides air filters, ventilation systems, storm-proof intakes for buildings and marine applications, laboratory

and clean-room air systems, and air-quality testing and accreditation. The company has a service partner for dairy plant air-filter service and an engineering partner for dust collection systems (www.farrapc.com).

The New Zealand operations changed in October 2008 after Camfil AB purchased Air Care Technology (previously known as Papworth Engineering), the Seaworth product line and Total Air Care division, which provide IANZ-accredited air-quality testing for hospitals, laboratories and industrial sites. Camfil Farr NZ now provides the largest service and product range of all filter companies in New Zealand.

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70 | December 2010/January 2011 www.centraltoday.co.nz

Initiatives | Camfil Farr NZ

Scanning with an electron microscope allows Camfil Farr to identify and quantify contaminants in the air and in used filters, to further improve and understand how filters perform

“We are still in the process of rebranding and optimising our operations after the merger of Air Care technology, Total Air Care and Camfil Farr NZ,” general manager John Brock says.

include air-intake systems for ships and pleasure-craft. Camfil Farr was awarded the filters and intake separators for the ANZAC frigate project in the 1990s.

During 2009 Camfil Farr set up a consistent approach to communicating sustainability through five main directions: energy efficiency, indoor air quality, green products, the supply chain and risk assessment and management.

Camfil Farr prides itself on being New Zealand’s broadest supplier of air-filter products and service. Its long list of high-quality products and service includes sheet and panel filters, bag filters, carbon and chemical filters, cleanroom and hospital systems, compact filters, dust and fume containment systems, air pressure gages and equipment, dust collection solutions, gas-turbine filters, HEPA and ULPA filters, high-temperature filters, housings, air intakes and mounting systems, washable metal filters, insect screens, HEPA filter installation and service, and air-quality testing and certification.

The group’s sustainability programme was launched early in the year internally through the CamfilCairing initiative, and externally with the publication of the Sustainability Report and information on Camfil Farr’s corporate website.

Camfil Farr in 2010 Today Camfil Farr runs a sales and distribution office at Unit 30/930 Great South Rd, Penrose, which opened in January 2010, and a manufacturing and sales office located at 5355 Albert St, Cambridge, which provides locally made filters and hardware, as well as the Seaworth marine and industrial product line.

The company services a wide range of customers with a variety of applications including air-conditioning filters for museums, hospital, buildings and manufacturing facilities; air pollution control, dust and fume removal systems for industrial applications; odour and gas control; and Seaworth products, which

Initiatives | Mossops Honey

More in store…

There’s a story as sweet as honey mixed into New Zealand’s commercial history. One about a family continually rising to the challenge of making their buzzing business everything it can be.

Mossops Honey was established more than 60 years ago. The business continues to grow today under the guidance of the founder’s son, Neil Mossop and his wife, Wendy.

Involved in all aspects of honey production, the Mossops use the natural granulation method developed by Ron Mossop many years ago, which means the risk of added moisture during the packing process is reduced and its keeping ability maintained.

Wendy Mossop says the company is ready on all fronts to face imminent challenges associated with emerging bee diseases and impending honey exports from Australia, which may reach our shores in 2011 despite significant industrial protest.

“We now have a far better shop with better facilities. Our customers enjoy visiting the shop and watching the live bees and we have had a massive amount of good comments about it.”

Mossops Honey 1064 State Highway 29 Tauriko RD1 Tauranga 3171 T (07) 543 0971 E wendy@mossopshoney.co.nz www.mossopshoney.co.nz

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This innovative process infuses the liquid honey with natural flavours and aromas and gives a firmer consistency and texture.

“Mossops honey represents quality and experience and is a well known and trusted name with a good reputation,” Wendy says.

Camfil Farr NZ Limited PO Box 112097 Penrose Auckland 1642 T (09) 636 0663 F (09) 636 0963 www.camfilfarr.co.nz — Advertising Feature

Even a fire can’t stop the Mossops. On December 11, 2008, the back of the Honey Shoppe and most of the interior and contents were destroyed in an arson attack.

Mossops Honey was soon back in business in a temporary shop where sales started to rise and have been increasing incrementally every month since, she says. “We kept pushing through and we were able to save the front of the shop. It was a challenging and difficult time in 2009, but we got it done.”

The new Mossops Honey Shoppe is bigger and better than before. Today the business sells honey, skin care products, honey balms, health lines, confectionary, gift packs, souvenirs, gifts, delicious honey ice cream and beeswax.

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www.centraltoday.co.nz December 2010/January 2011 | 71

Goods and Services | Goldstar Patrick’s Pies

Achieving

perfection The Bakels Supreme Pie from Goldstar Patrick’s Pies – bacon, egg, cheese, tomato and onion

Goldstar Patrick’s Pies Bakery in Tauranga has achieved the seemingly impossible by winning the Bakels Supreme Pie Award for the fourth time.

This year’s winning pie of bacon, egg, cheese, tomato and onion made Goldstar Patrick’s Pies the only bakery to win the Bakels Supreme Award four times.

Owner Pat Lam first won the coveted pie award in 2003 with his mince and cheese pie, and again in 2004 and 2009 with his creamy mushroom, bacon and cheese pie.

Taking out the coveted award four times is “quite exceptional”, says Bakels chief judge Dennis Kirkpatrick. “A completely different configuration of judges from other years and he does it again… testimony to an outstanding baker.”

because there are a lot of good bakers out there who work hard, so I am very pleased with the result,” Lam says.

As well as the title of New Zealand’s top pie-maker, Lam also received $7500 prize money, which he used to take his staff out for dinner. “They start around 3.30am or 4am in the morning so they should be recognised too,” he says.

The winning pie was in hot demand the day after the Bakels Supreme Pie Awards in late July, with the Goldstar Bakery and Lunchbar on Old Taupo Road sold out by 7.45am.

By the end of the day the bakery had sold more than 700 pies, a giant leap from its usual 400 pies. “Since we won the pie competition our shop is so busy. It’s great for business,” Lam says.

Recipe for success Lam says there are many important factors involved in making a great pie, but the critical element is the pastry.

In 14 years the Bakels New Zealand Supreme Pie Awards have grown to become the premier event on the New Zealand baking calendar.

“If you can make a really nice puff pastry, the ingredients come second. But the filling is And it was a blockbuster year for the 2010 important too and it has to taste right.” awards, with a record 4336 pies entered from The pastry must be puffy and flaky, with 386 bakeries. plenty of taste and flavour. The right oven Lam also took a silver award for his gourmet temperature is critical, while the ingredients fruit pie and a bronze in gourmet meat. mustn’t be too salty.

It was also a great year for the Lam family.

Pat’s brother, Lam Ho, from Paetiki Bakery in Taupo, won gold in both chicken and vegetables and gourmet meat categories.

Lam plans to enter the Bakels Pie Awards again next year, but says they might try something new.

Pat’s other brother Mark, from Owhata Lam Pie Bakery in Rotorua, won a bronze in mince and cheese, while Pat’s sister-in-law Fiona Duong, of Koutu Bakery in Rotorua, took a gold in mince and gravy and bronze in chicken and vegetables.

Taking out the coveted award four times is “quite exceptional”

Outstanding achievement Pat Lam says he is very proud of his achievements, describing the win as exciting and special. “I’m so proud and very happy 72 | December 2010/January 2011 www.centraltoday.co.nz

Bakels chief judge Dennis Kirkpatrick

Goods and Services | Goldstar Patrick’s Pies

Goldstar Patrick’s Pies owner Pat Lam (left) celebrates winning the Bakels Supreme Pie Award. His award-winning family joined him in celebrating at the awards

A wide range of delicious pies and baked goods are available at Goldstar Patrick’s Pies’ four locations throughout the Bay of Plenty.

Award-winning owner Pat Lam began his bakery business in Auckland. He opened his first Bay of Plenty bakery in Old Taupo Road, Rotorua, in 1999.

Today he still operates the Old Taupo Road bakery, along with a lunch bar in Haupapa Street, Rotorua, a bakery/café in the Bethlehem Centre in Tauranga, and a bakery in the Palm Beach Plaza in Papamoa, which has only been open for six months.

Lam is considering opening new bakeries in Auckland and Hamilton, and is currently looking at various options.

Focus on great pies All four Goldstar bakeries specialise in pies, with about 24 different flavours available so there is something to suit every taste.

In addition to the Bakels Supreme Award winning pies — bacon, egg, cheese, tomato and onion; mince and cheese; and creamy mushroom, bacon and cheese — Goldstar Patrick’s Pies range includes Cajun chicken; butter chicken; chicken, apricot and

camembert; sweet lamb curry (Bakels gold medal winner in 2003 and bronze medal winner this year); steak, mushroom, bacon and cheese; and Moroccan lamb curry.

Other popular flavours include chicken and vegetable, which won a gold medal this year, the seafood pie, which won a gold medal last year, and vegetarian. Sweet pies include the silver medal winning gourmet fruit, and the baked cheesecake pie.

Lam says while his bakery teams carry out a lot of flavour experiments, they haven’t changed the recipe of their most popular pies since he started the business. “But we do try to enter a new flavour every year that we do enter the Bakels Pie Awards,” he says.

Growing a business While Goldstar Patrick’s Pies has achieved an outstanding level of success with its pies, it also bakes a range of other products, including donuts, sausage rolls and filled rolls.

Lam says quality is the key factor in all his food and he tries to source his ingredients locally.

In early September Lam was invited to Parliament by Rotorua MP Todd McClay to supply MPs with a range of his pies. The visit was a great success, with most MPs loving the pies.

Lam is continually asked to send his awardwinning pies around the country, but he says no due to the risk in transporting the goods.

“People come from all over New Zealand to get one of our pies — we have a really good reputation for quality.”

The New Zealand pie market is worth in excess of $145 million.

Goldstar Patrick’s Pies ■ 89 Old Taupo Road, Rotorua ■ 114 Haupapa Street, Rotorua ■ Bethlehem Centre, Tauranga ■ Palm Beach Plaza, Papamoa goldstar@slingshot.co.nz

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“Making a good pie is a specialty. It’s not easy at all — from the pastry to the filling, it has to be good,” he says. “We try to maintain our quality and I’ve got a good staff, although I’m always looking for good bakers.”

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PHONE 0800 624 455 Jacobs Street, Te Awamutu www.centraltoday.co.nz December 2010/January 2011 | 73

Your dog will probably die from cancer

That’s right, over 50% of dogs get cancer. The question you have to ask yourself is why. Is it due to the environmental impact? Is it due to excessive cell phone use? Or could it possibly be due to their diet.

What you feed your cat or dog directly affects how long they live and the quality of their life. Not all foods are created equal. There is only one way to establish what you’re really feeding your pet...read the ingredients!

If you would like to discuss anything we’ve mentioned or would like to get sent some info and testimonials please give us a call, or go to our website to see the dozens of raving testimonials available. In fact a large number of clients are breeders, which is testament in itself, as these people take feeding their pets (their business), very seriously. These people normally spend a lot of time researching all options available and we’re pleased to say, they’re massive fans of our product.

In today’s competitive pet food industry, it’s hard to believe what may go into your pet food. Many companies (owned by multi-national corporations) have extensive marketing budgets, that portray a healthy pet jumping around, all thanks to their fantastic pet food. However, they seldom talk about ingredients. And to be frank, that is the most important element, followed closely by taste.

Because let’s face it, if your pet doesn’t like the taste, they simply won’t eat it.

(Unless it’s a Labrador....)

Here’s the most important bit.

The ingredients I’m not going to tell you how happy your pet will be or how high they will jump by using our pet food.

I’m simply going to give you a quick lesson about ingredients and what to look for and what to avoid.

The way ingredients are listed on packaging is the order that they are according to the percentage of food, so the first ingredient listed is the primary ingredient and so on down the list.

Some list “by-products” as the first ingredient, usually chicken or beef. Now this doesn’t have to be a bad thing. One of the many problems with byproducts is what can go into the mix. So for cows this can mean bones, hooves, hides, hair, intestines, or with poultry by-products it can mean feet, beaks, feathers, bones, intestines, as well as the small trimmings that are left behind after they have been boned out for human consumption.

is that your animal’s stools will smell a lot better when they are fed a high quality, natural, highly digestible food that doesn’t have rancid meats and fats in it.

Canidae lists chicken and turkey meal as their first ingredients. Chicken, turkey and lamb meals are dry and are less than 10% moisture and contain 50-65% meat proteins.

interesting fact!

By law, by-products don’t have to include any meat at all in order to be called chicken or beef by-products.

Products with by-products will of course look like any other pet food biscuit. The organic chemicals that make up the mush that remains will still register as amino acids and proteins etc, yet the fact is that a large percentage of it will be completely indigestible to your pet’s digestive system. This means your pet will be unable to harvest goodness for its body out of much of its food.

This results in two things. First, you will have to feed more of the product to your pet to satisfy its nutritional requirements. Second, there will be more “unharvested remains” left to be picked up off your lawns. One of the huge benefits of feeding your pet a food that uses high quality ingredients is that there is less stool volume, because the animal is able to digest more of it. Another notable benefit

Here are results from three independent studies: 1) The Confidential Dog Food Report analysed over 2,000 pet foods and came up with the best nine. Canidae was one of them. The following dog foods available in New Zealand weren’t on the list; Beneful, Eukanuba, Iams, Pedigree, Purina One, Purina Pro Plan, Purina Dog Chow and Science Diet.

2) Each year The Whole Dog Journal (arguably the best dog journal in the world), rates dog foods from around the world and creates an “approved list” which includes approximately 25 foods. For more than 5 years Canidae has featured. The following

74 | December 2010/January 2011 www.centraltoday.co.nz

Canidae and Felidae contain 10 skin and coat conditioners with balanced Omega 6 and Omega 3 fatty Acids: chicken fat, fish meal, flax seed, sunflower oil, lecithin, linoleic acid, rosemary, sage, vitamin E and biotin.

Please go to our website or give us a call for the full Declaration of Ingredients. Without a declaration of ingredients, how do you really know what’s going into your pet’s food?

Why haven’t you heard of us?

Simply because we’re relatively new into New Zealand.

We have hundreds of satisfied clients and this year we’ve doubled the number of clients from last year and this is literally growing daily. However, Canidae for dogs and Felidae for cats have been selling in America for many years and are consistently ranked in the top few by leading pet journals and publications including The Whole Dog Journal.

We also don’t have the marketing budget of the huge corporations. In fact we have relied heavily on word of mouth, which works well, but we are now starting to do print and radio.

dog foods available in New Zealand aren’t on the list; Beneful, Eukanuba, Iams, Pedigree, Purina One, Purina Pro Plan, Purina Dog Chow and Science Diet.

3) Petsumer Report also does an independent study and ranks pet food out of five, with five being the absolute best.

Here’s some of the results: Beneful 0 CANIDAE 4.2 Eukanuba 2.7 Iams 2.7 Pedigree 1 Purina One 1.9 Purina Pro Plan 2.1 Purina Dog Chow 1 Science Diet 1.5

Here is a quote that I recently read in The Whole Dog Journal, arguably the best independent dog journal in the world. “I’d like to quickly dismiss the idea that any of the giants – Iams and Eukanuba, Purina, Science Diet - could possibly make dry dog foods that are as good as the foods that have a regular presence on WDJ’s “approved foods” list, (such as Canidae). The fact is, though, of course they could; they have all the resources needed to do so.

They could bury most of the competition in the “natural and holistic” niche...if they followed through and used only the same high-quality ingredients typically used by the smaller, boutique brands. But they generally stop short – perhaps because they are unaccustomed to paying a lot for their raw materials, or marketing the products at a correspondingly high sales price.” - Nancy Kerns Save you time and money As mentioned this is a premium product, and if we sold in pet stores or vets, it would command a huge price tag. However, as we don’t have a “middle man” we can sell it at a price comparable to other “premium” products. In addition to this, your pet will actually require less, as he/she will actually be able to digest and utilise more of the food, which also creates less stools. In addition to this we will take the hassle out of driving to your pet store, lugging the food into and out of your boot, as we will deliver to your door free of charge.

Your satisfaction is assured every time you deal with us through our Make You Happy Guarantee If we ever let you down, we’ll ask “what can we do to make you happy?” So far we’ve never refused a customer’s request. And of course there’s a full money back guarantee on the product if your pet doesn’t like it.

er anywhere P.s We deliv in NZ free Gary Collins, Owner

Call for a FREE sample and more information or call now to place an order. If you place an order this month WE’LL TAKE 33% OFF YOUR FIRST ORDER when you mention this advert.

You’re probably wondering what’s the catch? Well we know that almost everyone who buys from us once, buys again, and again, and again!

Ph: 0800 101 729 www.canidae.co.nz

What you put in your pet’s bowl can affect their life now – and in the future

Mention this advert this & receive 3 month 0% off first purcha your se

PLU

Call us for a S fre and inform e sample atio Canidae & F n on elidae

Once again voted one of the best pet foods in the world – The Whole Dogfood Journal.

What you feed your pet directly affects how long they live and the quality of their life 11 Reasons why you should feed your pet Canidae all natural pet food 1.

Excellent palatability – “cats and dogs love it”.

7.

Excellent for dogs with allergies or problem skin.

2.

All natural ingredients (chicken, rice, lamb).

8.

Low stool volume (low odour too).

3.

All naturally preserved (Vitamins E & C).

4.

9.

Superior digestibility (natural digestive enzymes).

Premium quality proteins for increased energy.

5.

Natural herbs for savoury & medicinal purposes.

6.

Premium oils & fat for a healthy, shiny skin & coat (with balanced Omega-3 & Omega-6 fatty acids).

Testimonials

CANIDAE All Life Stages

CANIDAE Chicken & Rice

CANIDAE Lamb & Rice

CANIDAE Platinum

CANIDAE Grain Free All Life Stages

CANIDAE Grain Free Salmon

CANIDAE Beef & Fish

FELIDAE Cat & Kitten

FELIDAE Chicken& Rice

FELIDAE Platinum

FELIDAE Grain Free Cat & Kitten

FELIDAE Grain Free Salmon

10. CANIDAE is cost-effective (feed 1 cup for 11 kg of body weight).

11. 100% money back guaranteed.

To see hundreds of testimonials in full go to our website

“It has been almost a year since I switched and Chynna is doing great” After the recall scare, I decided to switch dog food for then 11 year old terrier mix dog, Chynna. The food she was on was not one of the recall but she has been having bladder infections her entire life, and was overweight despite giving her a food for overweight dogs. After reading about all the stuff that was in other dog foods and all the great reviews for Canidae, I decided to let her try it.

It has been almost a year since I switched and Chynna is doing great. She has lost close to five pounds, has a lot of

energy and no bladder infections. I adopted another dog six months ago and immediately threw away the food the pound gave and started her on the Canidae All Life Stages dry food formula. Canidae is more expensive than other food, but the money that I saved in medicine for bladder infections and vet visits more than make up for it.

One thing to be thankful for with the food recall, it made me more aware about the nutrition of my dogs.

Linda, Houston

“Thank you for making a great pet food” I just wanted to say that I recently switched my two dogs to Canidae All Life Stages and it is wonderful. They are both doing great on it and their coats have never looked better.

If I can budget it in I plan to switch our two cats to Felidae

when the bag of food we currently have runs out. I’m sure they will do equally as well on it. Thank you for making a great pet food and saving me, I’m sure, hundreds in future vet bills.

How to order All orders are couriered to your door FREE. If you place your order by 2.00pm most orders are received within 48 hours, unless it’s a rural delivery.

Simply go to our website www.canidae.co.nz or call us toll free on 0800 101 729 and ask for a FREE sample and information pack, or place your order today.

We Offer A No Questions Asked Money Back Guarantee

Mention this advert this month & receive 30% off your first purchase.

PLUS Call us for a free sample and information on Canidae & Felidae

For more detailed information call on 0800 101 729 Level 3, 818 Colombo St, PO Box 1879, Christchurch. Fax: 03 961 5112 - Email: info@canidae.co.nz - Web: www.canidae.co.nz