Business Matters Magazine Issue 59

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ISSUE

59

M A T T E R S

M A G A Z I N E Publication date 3 March Next issue 7 April

w w w.businessmat t ersm ag az i ne.com .au

2014

SEE INSIDE FOR SOME TIPS ON HELPING YOU SEE INSIDE OUR FESTIVEMARKETPLACE FEATURE – FIND OUT STAND OUT INFOR A CROWDED

MORE ABOUT SOME GREAT LOCAL BUSINESSES

YOUR SUNSHINE COAST BUSINESS MAGAZINE

Vickie Magic shares her secrets to ‘sales success’ – you are in sales, I am in sales, we are all in sales.

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editor’s note

EDITOR’S NOTE

Welcome to issue 59 of the magazine. It seems like just a second ago we had a massive party to celebrate 50 issues, and now our next issue is our 60th. Keep the day free now, because our new issue launch is going to be HUGE for that one. Eighth of April at ‘Your Place’ 45 Brisbane Road, Mooloolaba. Book online as always www.bmmag.com.au/bm/events.

with Vickie Magic

This issue of the magazine is about sales, and in case you want to stop reading because you think you are not in sales, think again. If you are breathing, if you have a business, if you are open for business, then you are in sales. We all have a product or service we are selling, and that means we are in sales.It also means we are always out there selling ourselves. So what can we do to assure that someone chooses our product or service over someone else’s? This issue of the magazine aims to give you quite a few things you can do. However, at the end of the day there is JUST ONE THING. YOU MUST STAND OUT, YOU MUST BE DIFFERENT. Look at what everyone else in your category in your industry is doing, and do something completely different. Watch the trends they are taking, and take and make your own. See the way they are walking and walk the other way. If you do what you have always done, then expect what you have always got. But if you want more, if you want to step up, then be creative and think outside the square. Keep asking yourself the same question,“What else? What else? What else?”

Be daring, be different, be impractical, be anything that will assert integrity of purpose and imaginative vision against the playit-safers, the creatures of the commonplace, the slaves of the ordinary.

Cecil Beaton

What hasn’t been done before? What has been done before and was amazing and I can copy and do different, better, bolder, larger? Take the risk to be the best in your business IN THE WORLD. Yep, think big, aim for the stars and if you miss you are still way up there.

Not magic, just common business sense.

www.palmercoolumresort.com.au Warran Road, Coolum Beach, Queensland Australia T. 07 5446 1234 BUSINESS MATTERS 3

CONTENTS Small Business of the Year: Business Matters Magazine

Published by Matters Magazine ABN: 95 131 837 833 P. 5444 4456 F. 5302 6609 Noel Burns House 18/21 Nicklin Way, Minyama Editor/Advertising Enquiries Vickie Magic 5444 4456 or 0433 198 868 vmagic@bmmag.com.au Photographer/Distribution Operations Manager Dranko Magic, 0408 751 863 magic@bmmag.com.au Business Development Manager David Billsborough, 0419 196 879 Creative Director Amanda Opanubi, 0404 474 556

6 6 Sales S.U.C.C.E.S.S. spelt out,

by VICKIE MAGIC. 10 How did local business owner SHAUN LEVINGS from World Surfaris inspire investors to his business?

12 Choose HOME AND AWAY CATERING for your next event.

15 Don’t listen to us, watch these inspiring testimonials from BUSINESS MATTERS ADVERTISERS.

Writers, Columnists and Sub-editors this issue: Alex Mitchell, Amanda Gore, Dranko Magic, Ken Wright, Kylie Anderson, Lisa Harrison, Mark Jamieson, Paul Barr, Steve Goodman, Synda Turnbull, Ted Fitzgerald, Vickie Magic, Vanessa Webster

16 STEVE GOODMAN Top 10 ways to increase sales without busting your budget.

Online, www.bmmag.com.au

20 EINSTEIN INNOVATORS Real conversations about real issues.

Distributed from Beerwah to Noosa.

Readership approximately 34,500.

Proudly printed on the Sunshine Coast by The Ink Spot Commercial Printers, Maroochydore | 5443 5431

4 ISSUE 59

18 Happy customers enjoy authentic Indian cuisine at RABIR’S RANGLA PUBJAB RESTAURANT.

21 NEW MAGIC SHOP opens in Nambour.

26 The Mayor talks about how the COUNCIL ARE SELLNG TOO.

29 - 42 MATTERS PAGES These pages are a fantastic way of getting some great information about all different industries, written by someone from within that specific industry. These pages are NOT self promotional, they are intended for inspiration and education.

34 CALENDAR 43 BM chats to Dane Dunne from ‘FACTORY: THE PROJECT’.

44 Local Success ROYCE BEALE Award winning builder from Optam Building Group.

46 Simple Steps to Increase Your Sales by up to 400 Per Cent with PAUL BARRS. 48 BUSINESS WAKE UP with Amanda Gore.

50 Top of Page, LOCAL BUSINESS, what’s happening locally.

50 Bottom of Page, SOCIALS from the Business Matters New Issue Launch and Einstein Event.

MATTERS PAGES 29 TO 42

44

NOT advertorial but EDUCATIONAL INFORMATION from inside specific industries.

29 BROKERAGE MATTERS Savvy Business Sales 30 I.T. MATTERS All Computer Services 31 EDUCATION MATTERS Sunshine Coast Grammar School 32 INSURANCE MATTERS AOK Risk Insurance

58

52 Immanuel Lutheran College spends up locally.

53 Local Photographers shoot for their dreams at BE BEAUTIFUL STUDIOS. 54 SOCIAL MEDIA EXPERT Lisa Harrison shares her tips.

33 LAUGHING MATTERS NEW Ocean Orthodontics 35 LEGAL MATTERS NEW Devine Legal 36 ACCOUNTING MATTERS

57 Business strategies and great tips from KYLIE ANDERSON from RjS Accounting.

58 Synda Turnbull from DESIGN CENTRAL shares some secrets on HOW TO STAND OUT.

Scan here to hear Vickie Magic talking about Business Matters Magazine

59 MAGIC MOMENTS, Dranko Magic speaks his mind.

Advertorial Column Column Advertorial Editorial Feature Story Matters

The Lateral Group 37 TRAINING MATTERS Target Training 38 SECURITY MATTERS Eyewitness 39 REAL ESTATE MATTERS

Do you know what these are?

60 TED FITZGERALD Number Business.

Grant Goodrum Century 21 Coastal

We are proud of our innovation of videos at the end of some of our articles. To view the videos, download a QR scanner with your smartphone (the app we have found to be the best so far is i-nigma. Just go to your applications and search for it, then download the free application).

63 Ken Wright’s PEOPLE BUSINESS. 64 Local Business SAFE ASBESTOS share their growth strategies.

65 RENT AN OFFICE inside the Business Matters office.

40 HR MATTERS HRM 41 SMILE MATTERS Unwin Dental Group 42 LEADERSHIP MATTERS

66 A list of OUR ADVERTISERS

Lead on Purpose

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feature

Seven

magic steps C E C S U S S S E L A S TO

by Vickie Magic It doesn’t matter whether you are already in sales and just want some new tips, or if indeed you are starting from scratch, this article is to help you increase sales in your business.

The very first thing about selling is having the total 100 per cent belief that you can sell whatever it is your selling, from a used car, block of land, house, or advertising sales like we do. You have to believe to achieve, that is 100 per cent for sure. If you are not passionate about what you are selling, either find a way to become passionate about it, or think about selling something that you are passionate about.

Don’t misunderstand selling; if you are in business, you are selling something, be it yourself, a product or a service.

Sometimes it helps to SPELL IT OUT. S U C C E S S has seven steps. It’s about sure belief in yourself, understanding, commitment, creativity, exceeding expectations, structure and satisfaction.

S U

ure belief in yourself is the first step to success nderstanding what it is that you want, and understanding your

product or service (product knowledge)

C

ommitment, commitment, commitment - you have to be 100

per cent committed to those intentions

C

reativity - don’t be scared to take risks to stand out in a

crowded marketplace. What’s your point of difference? Be creative

E

xceed expectations - whatever someone’s expectations of

you are, be they your boss, your client, or anyone else, it’s important to find a way to exceed them

S

tructure – you absolutely have to have structure and

you have to be organised

S

atisfaction – you have to have and give satisfaction

S U C C E S S has seven steps.

It’s about sure belief in yourself, understanding, commitment, creativity, exceeding expectations, structure and satisfaction.

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STEP ONE. Sure belief with total determination Sure belief is being determined that you are going to succeed, being persistent, and not giving up when most would.

I remember my very first big client; for three months I rang him, and for three months he didn’t take my calls, but every single day I made the call. I 100 per cent believed that he would eventually see me. I sent emails, made phone calls, left ridiculous messages.

Persistence is knowing that you have to get five ‘no’s from a client in order to get him or her to give you a ‘yes’. Yes FIVE! Persistence is knowing that ‘no’ means I don’t ‘know’. You haven’t given me enough reasons yet. You haven’t given me a reason that makes me feel I have to have this product or service. You have not yet uncovered a good enough reason for me to feel that I need whatever it is that you are selling.

When it comes down to it, self-belief is about changing your self-talk. Your self-talk is the key to your self-belief. It doesn’t come from anyone else but you. I used to tell myself constantly that I was going to achieve success and even when I didn’t succeed in the actual sense of success, I would succeed at successfully finding something that didn’t work. If you make a decision to change your self-talk, within a month your self-belief will change too. Give it a go.

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In Private Practice?

STEP TWO. Understanding your product and also what it is you want UNDERSTAND AND KNOW YOUR PRODUCT, INSIDE AND OUT. Learn everything possible about your product, then learn it again, and again. Research everything possible and then practise, practise, practise. Know every single answer that anyone could ever ask you.

UNDERSTAND WHAT YOU WANT. Writing down your intentions will help you to make them happen. If you have never written down your intentions, take a moment to do exactly that.

Next is to visualise those intentions. In sales, that may mean cutting out pictures of your prospective clients and sticking them on a notice board that you will see on a daily basis.

The picture does not come off that board until the person has become a client.

Know as much as you possibly can about every client on your goal list: Understand where they now buy Understand what they buy Understand why you think they buy it Understand everything that you can possibly know about that client When you sit down in front of a client for the first time, make sure it is all about him or her, and hardly at all about you:

I KNOW YOU, I LIKE YOU, I TRUST YOU, THEREFORE I WILL BUY FROM YOU.

Make sure you have researched everything that you can first Look at their Yellow Pages ad If they are a shop or business, look up how many stores they have and where they are Read their website and write down one thing that may impress them to know, that you know Ask questions about them. Some of the following tips may help. Remember it has to be conversational not interrogational; you are not a police officer.

It is a great idea here to ask them for permission to ask them questions. This is for two reasons: one, they know what’s coming, and two, they won’t feel like it is the twenty question game, they will know why you are asking them the questions. You will become more like a doctor, finding out what is wrong before prescribing the pill to fix it. It is important to let the person talk about themselves so you can get all the information possible in order to look after them in the best way you can.

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BUSINESS MATTERS 7

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Include some background questions to give you an insight into the how that person and the business evolved.

What got them into this business?

What did they do before? Who are they in business with? What’s their point of difference? Who is their perfect target client? Why should people believe them - what credibility do they have? What have they done before? What has worked? What hasn’t? Why? You get the picture.

Commitment certainly is one of the major keys for success, and commitment is about staying focused.

If you lose focus, you will automatically lose commitment. They go together.

People buy from someone they like, someone they know and most of all someone they trust. You have to quickly build these three things. Knowing about their business before you talk to them starts the process then and there. Finding out everything you can to ensure you can help them is the key.

Do you drive a car that goes - are you thankful for that?

STEP THREE. Commitment – commitment – commitment. Be 100 per cent committed to your intentions Are you 100 per cent committed to success? I often hear people say, “I wish I could be as good as other people; some people just have what it takes; not everyone has that; maybe I don’t have it?”. ARE YOU NEGATIVE BECAUSE YOU ARE NOT MAKING SALES, OR ARE YOU NOT MAKING SALES BECAUSE YOU ARE NEGATIVE? I promise you it is the latter.

How do you maintain your motivation day in and day out? As a successful sales person, there is not an in-between; you MUST be motivated all the time.

The good news is that each and every day we wake up to a brand new day.

It is a brand new TODAY. Whatever happened yesterday we can wipe clean, and we don’t have to worry about tomorrow because we all know tomorrow never comes. WE JUST HAVE TO FOCUS ON TODAY. That means we only have to maintain our motivation and be 100 per cent committed to our intentions for TODAY. It is only one day; of course we can do that.

‘Whether you think you can or think you can’t, you’re right’ Henry Ford.

8 ISSUE 59

One way of maintaining that commitment and focus is to wake up each and every day and acknowledge where you are right now: Do you live in a nice place are you thankful for that?

Do you love what you are selling - are you thankful for that?

Do you have great work mates and bosses - are you thankful for that?

Do you have a great family are you thankful for that?

Do you have a great partner are you thankful for that?

Do you have great friends are you thankful for that?

If you can think of anything that you are thankful for, starting the day reminding yourself of those things will absolutely help you to stay committed to your intentions of success.

If there is something that you are not thankful for, for example you don’t have a great partner or a great house or one of the above, do not give that a single second of your thoughts.

What you focus on grows, so focus on what is great, not what isn’t.

Maintaining positive thoughts will absolutely help you maintain that commitment.

IT’S IMPORTANT YOU FIND A WAY TO STAND OUT!

STEP FOUR. Be creative.

If you are the same as everyone else then you are exactly that and you don’t stand out. To be successful you MUST find something that makes you different.

You have to have the courage to do that.

With sales, my belief is that it comes down to integrity. Make a choice from TODAY to maintain integrity at all costs. That in itself in the sales world can be extremely courageous and it can also give you an extreme point of difference. So many clients are used to sales people not having integrity; in fact they come to expect it. When your integrity starts to shine through at all costs, your client starts to put you in a different place to ordinary sales people. They start to believe everything you say. For instance you call them every single time you say you will. If you contact a client and they say, “Call me in a month”, you write that down, you call them on that actual day, and you say, “I said I would call you today and here I am”, the client starts to build trust. When that happens they will put you in a different place to their normal sales people. When that happens you are on the way to becoming a business partner, someone they look to for advice to help grow their business. Once they trust you, they will like you, and then they will begin to know you. Once that happens, you are there for good.

I KNOW YOU, I LIKE YOU, I TRUST YOU, THEREFORE I WILL BUY FROM YOU. For this to happen you have to have courage. You have to take the risk to think outside the square, to be different.

Start to make the brand that is you.

STEP FIVE. Exceed expectations.

Whatever someone’s expectations of you or your company are, find a way to exceed them.

If you can do this, you are well on the way to success. Overshooting your client’s expectations of a sales person is actually a lot easier than you may think.

Again, it is about thinking outside the

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square. When I leave an appointment and I have said I will do this or that and the other thing, I will definitely do those things. But I always try to stop and consider what would exceed the client’s expectations. I have to do those things I already promised, but what could I do to stand out that little bit more?

One of the first things you can do is send the client an email thanking them for the meeting. Even if it is meeting number 59, reiterate what was covered in the meeting and supply any information you said you would. People will be impressed by your efficiency when you do this each and every time.

It may be time consuming and you may think you just do not have the time to do it, but I promise you it will help you to stand out. It will help you exceed their expectations. If you exceed their expectations when they are considering buying a product, they will remember this and want the person that they remember exceeded their expectations.

What other things can you do to exceed expectations? Get your team together and write a list.

STEP SIX. Structure, planning, organisation, systems.

All the steps above are important, but structure is the key. Document all your systems, absolutely everything from what your receptionist does to what you do every day. Document when you have to do anything, such as send a specific email on a certain day etc. Document your total sales process, word for word. Yes of course it gets customised every time, but you have to start with a process. If you have documented systems for absolutely everything, it all becomes effortless. When it becomes effortless through your planning, organisation, structure and systems, you stand out to a point that EVERYTHING YOU TOUCH WILL TURN TO GOLD, just like Magic.

STEP SEVEN. SATISIFCATION – Wherever you are right now is perfect, when we can accept what is everything else just happens.

I personally find that the best way to be satisfied is through appreciation. Being thankful for what you have, what you do, where you live, your friends, your family, where you are in your business or career.

Sure you may want to step up to the next level, but being satisfied with what is, you stay motivated and positive which keeps you satisfied and able to be a sales person for your product or company every time you open your mouth. You are the single biggest advertisement for your business.

www.designcentral.net.au BUSINESS MATTERS 9

localsuccess

From bored meeting to board meeting

Waxing up for a rising swell

With this issue of Business Matters Magazine being about sales, highlighting something pretty amazing that local Shaun Levings from World Surfaris has just achieved, is a perfect fit. For small and medium enterprises (SMEs) it is a common scenario to have creative ideas for growth yet lack the human or capital resources to action them.

Finding those resources and taking an SME to the next level can be a challenging prospect and fraught with danger, even for financially strong and successful companies.

A good accountant is critical, cash flow is king, planning is essential, market conditions play a strong role, staff must be hired and trained and administration processes perfected.

Freeing yourself from the daily operations of the business is also a must to ensure adequate planning and thinking time to realise the growth potential.

These are some of the challenges Shaun Levings faced while growing his company in local and international markets. Levings is Managing Director of 17-year-old Sunshine Coast based global surf tourism agency World Surfaris.

“We already ran two offices in Australia and one each in Indonesia and the United States. There was so much more I want to do,” Levings said.

“I have more innovative ideas to bring to the surf tourism industry. However the frustration is that as a sole operator I was juggling too many balls for the business to reach its full potential.”

Levings knew he needed help if the business was to continue to grow, and he knew that person would require the same business nous and passion he has himself.

“Being a Sunshine Coast based business, staff can be hard to find, especially those with an intricate understanding of, and contacts in, business systems and financial markets,” Levings said.

Enter ex-Macquarie Bank marketing manager and regular World Surfaris customer, John Finlay.

“John had done a number of trips with us and I knew of his impressive work history. One day in late 2013 he was in the office and I was talking to him about some business issues.”

“He was so easy to talk with and has significant business experience and contacts, as well as an excellent understanding of capital markets and access requirements.”

Levings said it didn’t take long before the two were discussing a partnership, citing a complimentary skill set and compatible business values.

“We are very excited to have officially formed a partnership on 12th February, 2014. The new business structure will enable us to drive World Surfaris into the future and consolidate our reputation as leaders in surf tourism. Our customers and adventure operators will see some very positive benefits from this partnership.”

Finlay said he liked World Surfaris so much, he was happy to buy into it. However, he stressed that the final decision to invest was a financial one.

“Shaun runs an excellent business along very sound management principles and financial metrics. We

10 ISSUE 59

localsuccess

IT’S MY BUSINESS TO SELL YOURS. have a similar approach to business, in that the customer always comes first.”

“Although I had been happily retired for four years, the opportunity to help Shaun take World Surfaris to the next level was just too good to pass up,” Finlay added.

And the opportunities are certainly there for a company used to pioneering initiatives, such as the ground-breaking www.gosea.com, a full e-commerce booking engine for last-minute surfing and diving holidays, allowing boat and surf camp operators to fill their rooms.

Levings also pioneered The Stealth Travel Club, used by surfers globally to chase the best swells on the planet. The World Surfaris forecasting team monitors global weather charts. When a target country is about to experience world class waves, an alert is sent to the Stealth Travel database.

Accommodation, transfers and flights are booked for keen surfers, with the turnaround from notification to flight usually less than 48 hours.

Levings said it is ideas like these which have seen World Surfaris become a leader in the surf tourism industry. He added that he and Finlay have some exciting new initiatives in the pipeline but the growth plans are not limited to increasing World Surfaris’ product range.

“It is about doing things smarter, more efficiently and effectively, thereby offering unrivalled representation of our operators. By giving them 90 to 100 per cent occupancy levels, we ultimately provide a better service to those who book trips with us: our customers.”

2012 Hall of Fame Inductee – Excellence in Business 2011 AIBB – Business Broker of The Year Finalist 2011 Winner – Sunshine Coast Business of the Year 2009 Winner – Business Services 2008 Winner – General Services 2008 REIQ – Business Broker of the Year Finalist

ROD’S TOP TIP FOR SELLING YOUR BUSINESS. PREPARE FOR THE UNEXPECTED. “A large percentage of business owners are forced to sell when they are not prepared to.

Unexpected scenarios such as accidents, illness, divorce, partnership issues and loss of major clientele/suppliers are seldom predicted and most often a forced sale will equate to a poor result. As they say in Scouts – Be Prepared!”

For Finlay, being able to wear board shorts and a t-shirt to work is a far cry from his investment banking days.

“It wasn’t long ago that if you mentioned you were a surfer in a job interview you basically got shown the door,” he said.

“How times have changed. Surf tourism is big business. Watch this space.”

Call Rod today T 5444 3300 114 Brisbane Rd, Mooloolaba

www.savvybusiness.com.au

www.worldsurfaris.com BUSINESS MATTERS 11

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David is a qualified chef with 20 years local and international experience.

Born and raised in Townsville, he qualified at 19 and became head chef at an Italian restaurant at 21. David then moved to London to hone his

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craft, starting back at the bottom of the kitchen hierarchy and working his way up the ranks at a range of reputable establishments, including Michelin star chef Jean-Georges Vongerichten’s restaurant Vong (formerly of the Knightsbridge Hotel).

Tracey, a Sunshine Coast local, has a broad range of customer service experience, gathered from maîtrede and front of house roles in local high-end restaurants right here on the Sunshine Coast. With attention to detail and a high level of consideration for the client’s needs,

you are assured to feel relaxed and looked after under Tracey’s care.

With their mobile catering kitchen, unique on the Sunshine Coast, Home and Away Catering provide specialised catering services to local businesses and residences, ranging from large corporate events, school camps, graduations, sporting and club celebrations to home weddings, cocktail parties and more intimate affairs.

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WET ROOM BATHROOMS KITCHENS DECKS 12 ISSUE 59

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Property investment on your mind?

When considering purchasing an investment property, you will want to ensure you are making the most of your money. People who research the market thoroughly, have a long-term strategy and are informed about their finance options will generally find themselves in a good position for property investment.

To ensure that you are making the most of your money, here are a few hints and tips to consider before purchasing an investment property:

Research the gains Read property-related and investment articles. Talk to people in the know, like experienced investors and property research companies, about areas you are contemplating buying in. Compare suburbs’ rental yields, resident demographics, tenant demand, existing and planned infrastructure, past price growth and predictions and everything in between.

Aim long-term The market moves in cycles; it has highs, lows and steady patches. Always ensure you are comfortable with the possible pros and cons of an investment asset and think hard about how it matches your goals. Prepare for the peaks and troughs of the property cycle by building a financial buffer of at least one to two per cent, to cope with additional expenses including interest rate rises, maintenance and repairs, the loss of a tenant, rental arrears, etc.

Cross your ‘t’s and dot your ‘i’s There are many tax and legal considerations associated with property investment. It is a good idea to seek professional advice from an accountant and/or solicitor before getting started, to ensure you make a healthy gain from your investment strategy.

Investigate your property options Conduct thorough research before settling on a property investment strategy. If you lack confidence about buying, talk to a buyers’ agent. Buyers’ agents know the market and can be a valuable resource for advice or negotiating with sellers and their agents. You may also like to discuss your move with an accountant or financial planner.

Choose a well-suited loan There are a range of property loan products to weigh up against your financial situation and investment strategy. Interest only or principal and interest loan?

Fixed or variable rate, or perhaps a split? Which features are needed? Cash deposit and/or equity? A professional mortgage broker can help you compare a range of home loans and guide you to narrow it down to one suited to your requirements and objectives.

Would you like to ask Linda a question? Email your question to linda.ireland@mortgagechoice.com.au

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WHEN

COST WHERE RSVP

26th April 10am-11.30am FREE The Lounge Bar, 5/19-23 First Ave, Mooloolaba Linda on 5476 9333 or email linda.ireland@mortgagechoice.com.au

COST WHERE RSVP

7th March and 4th April 12pm-1.30pm FREE The Lounge Bar, 5/19-23 First Ave, Mooloolaba Linda on 5476 9333 or email linda.ireland@mortgagechoice.com.au

Join Linda Ireland for an informative session on investing in property.

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Rod Russell

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Savvy Business Brokers

Chilli Fire Services

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We have been advertising in Business Matters for over three years now and found Vickie and her team exceptional to deal with. Not only do we get the benefits of their marketing, including their excellent distribution on the Coast, we also get the benefits of advertising and the connections and the people that we meet within the family... Watch the video to hear the rest of this testimonial.

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BUSINESS MATTERS 15

feature

Top

10

Increase Sales Without

Busting

Ways to

by Steve Goodman Every business wants to increase sales, that is a given. However, often businesses take a very narrow view of sales, and mistakenly equate sales with revenue and profit. Sure, they are all related, and in the long run revenue and profit are driven by sales, but they are not the same thing.

It doesn’t matter if it is glasses of lemonade at your daughter’s roadside stand, or laptops in your computer store.

Sales, as the name implies, are nothing more than the number of units of the product you sell. Revenue is the amount of money that goes into your daughter’s little tin box, or your cash register, and income is the profit either one of you gets to keep from those sales.

Increasing sales is an important strategy to grow your business, but you cannot do that in a vacuum. You must keep sight of the interrelated and often complex interaction between sales, revenue and profit. These ten tips will increase sales, without necessarily increasing costs, to maximise income.

Up Distribution 1Shake Channels

Today, where you sell is almost as important as what you sell. Your daughter may not significantly increase roadside lemonade sales with an ecommerce website, but most likely your business will. If you do not have the ability, time or budget to create an online sales portal, consider one of the large

16 ISSUE 59

Your Budget

online distributors such as Amazon. And while selling online has been all the buzz for the past few years, do not overlook traditional alternative sales channels such as direct mail, wholesalers, distributors and outside sales reps.

Technology 2Use Well and Wisely

Do not buy the latest smartphones, tablets etc., for your salesforce just because they are the ‘must have’ items.

These devices can be important sales tools, but learning to use and maintain them can actually put a strain on the productivity of your salespeople, not to mention the cost of monthly fees.

Be smart with your smart devices and only purchase gadgets and programs that will actually help your people sell.

Your 3Incentivise Sales Force

Speaking of your sales staff, be sure to re-evaluate how you reward them, and consider offering new and innovative incentives. Make the incentives sweet, desirable, and obtainable. Know your sales force and know what it is they like, be it a cruise, the latest video gaming console or a large screen TV.

Reconsidering 4Consider Your Pricing Strategies

This is particularly important if you are selling a product or service that is price sensitive to the buying public. Be sure you know what your direct competitor is charging, and consider lowering or

raising your prices accordingly. Simply raising prices to the right point may increase revenue without the need to increase sales. Lowering your prices may increase sales enough to make up for lower margins. Raising your prices can also have the effect of creating a greater perceived value in the minds of your buyers, plus increasing sales, and increasing your margins.

5Diversify

If you have been selling the same products for a long time, now might be the time to diversify your line by bringing in some new products. If you are a service business, consider partnering with or offering space to an ancillary service, that supports but does not compete with your business. For example if you are beauty salon, consider bringing in a nail technician or esthetician.

You Keep 6Can a Secret?

Well don’t. Giving your customers a little inside info lets them feel special, and can convert to increased sales.

Let them know when you have sales and promotions coming up. This can be very effective if you see a customer ‘just looking’. Have a salesperson say to them, “Hey you know, that model is going on sale next week”.

You can be sure they will be back, and likely buy something else too, as a thank you for the scoop.

feature

7Promises, Promises

In sales, it is always good to ‘under promise and over deliver’. So make sure you can keep any promises you make. Only promise promotions, incentives, discounts or additional value-added services to your clients that you know you can deliver. Kept promises build loyalty; broken promises have your people shopping elsewhere.

8

Be Honest

That may be a no brainer, and no scrupulous businessperson would intentionally lie to a customer, but beware of those subtle shades of grey that can turn customers off. Be totally transparent, do not use jargon or confusing language, lots of fine print or disclaimers. Being clear and upfront on your prices, terms and conditions will help your brand and boost sales.

your 9Know Target

Today your sales and marketing department has unprecedented tools at their disposal to analyse demographics, buying patterns and customer behaviours, so use them!

the 10Use Right Verbiage

No I don’t mean be verbose, rather get your sales team to think of your product or service as a verb instead of a noun. For example, if you are a manufacturer of paints. If you sell ‘paint’, a noun, salespeople will talk about its features, but if you sell ‘painting’ the verb, they will be forced to talk about the benefits of what a good job of painting it does.

Since I started out by saying you cannot increase profits by improving sales alone, here are five ways to decrease costs, provided by the Government of Queensland.

Consider it my ‘sales bonus’ to you.

1. Decrease inventory Stock control is a good way to streamline your business.

2. Decrease direct costs Make sure you have the right suppliers for your business and negotiate better prices or discounts for buying in bulk.

3. Decrease indirect costs For example, try to minimise waste and errors in your business by training staff.

4. Decrease overheads For example, save energy wherever possible or try to find a cheaper energy supply company.

5. Benchmark key financials Benchmarking your business helps you compare your costs, such as rent and utilities, to similar businesses in your industry so you can see if you are paying too much.

FOR SALE

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INSPECTION BY APPOINTMENT • Contact Brian Symons 0408 433 234 • Email: briansymons@bigpond.com BUSINESS MATTERS 17

localspice

18 ISSUE 59

Spicing It Up At Maroochydore Rangla Punjab Indian Restaurant, at Sixth Ave Maroochydore, is a family owned business that offers a pleasurable dining experience, authentic dishes, value for money and guaranteed quality. Rabir and his wife, who is also a chef, own four additional well-known restaurants, located at New Farm, New Market, McDowell and Bribie Island.

The Sunshine Coast restaurant at Maroochydore seats up to 170, or if you are looking for a venue for a private function for up to 100 people, there is a dance floor option available for an extra bit of Indian spice and fun.

For those of you who are lucky enough to live within six kilometres of Sixth Ave, you can dial for home delivery.

Alternatively, pick up and dinner bookings are available from Wednesday to Monday night from 5pm.

localspice

5443 1168 Shop 6, 110 Sixth Ave, Maroochydore www.ranglapunjab.com.au

When he is not in restaurant mode, Rabir who lives in Brisbane with his wife and two daughters aged 11 and 14, enjoys family weekends on the Gold Coast and spending time with the adorable and very hairy family dog, Laser.

Living in Brisbane and travelling to the Sunshine Coast each day, Rabir loves nothing more than seeing happy customers, and people who come back to his restaurants time and time again to enjoy the many delicious dishes from their impressive authentic Indian menu.

Visit the website above for venue locations, full menu and trading times, for your next Indian authentic dining experience. The restaurant has an amazing introductory offer of just $29 for two people.

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BUSINESS MATTERS 19

localinnovation

Locals have real conversations about real issues EINSTEIN INNOVATORS – REAL CONVERSATIONS Einstein’s formula E = MC // Business Matters Formula = EMC EDUCATION MOTIVATION AND CONNECTION TIMES LOTS 2

Were you one of the sixty local Sunshine Coasters at the Business Matters Magazine ‘Einstein Innovators’ event on the 14th February?

Thanks to those of you who came and thanks for the great feedback. It seems you love the fact that we are doing something different, something to really involve the community of the Sunshine Coast and discuss real issues facing us here on the Coast.

This time we spoke about ‘buying local and selling global’.There certainly were some different points of views. One of our panelists, Gideon Shalwick from gideonshalwick.com and Splasheo, an online video introduction business, opened our eyes to how outsourcing offshore is helping his business and allowing him extra money to spend locally. Another panelist, Dom Ogun from Six Elements, a local advertising agency, pointed out that they absolutely preferred to employ locals who they can have face-to-face relationships with. The third panelist, Renee Blackwell from Renee Blackwell Design who was selected from the hat on the day, said that she did she didn’t use outsource offshore, but occasionally purchased products from overseas, mainly America.

There were definitely some varying opinions in the room, but one thing was for sure; we believe that people left (with possibly) a different understanding about the topic that they had before they came. We often

2

have our thoughts set quite rigidly in our heads, but sometimes hearing the ‘why’ behind someone who thinks and acts differently to us, can allow us an opportunity to change our thoughts.

place, so just dissing someone who isn’t giving customer service isn’t what it’s all about. It’s more WHAT CAN WE DO?

The main criteria of the event were to encourage locals to think about what they could personally do to encourage people to buy more local and sell more global, and to see how we could work together for the good of the community as a whole. The feedback from the event was truly humbling, with people saying they absolutely loved the concept. There were a few things that could be ironed out, but on the whole it was an outstanding event.

Another aim of the event was for people to leave with the possibility that it is ok to have different points of view to other people in the room, or indeed the world. We all have a different point of view, and that is perfect. We all need to acknowledge and allow everyone to think differently, accept others’ thoughts and maybe learn something from them, and visa versa.

The big issue for the next event is ‘CUSTOMER SERVICE ON THE SUNSHINE COAST’. I can’t wait to hear your thoughts, not on how it is, BUT ON HOW WE CAN MAKE IT BETTER. One of the main criteria for the events is that everyone who speaks has to come from a positive

These events have very limited numbers, as it really does need to be a small group for it to work. It will book out so make sure you grab your ticket now. $55 includes a light lunch.

We also have sponsorships available. If you would like your business involved, the cost of sponsorships is just $750 plus GST, which includes a table of eight.

Contact Vickie for more information on what’s included in the sponsorships.

A percentage of proceeds from each event will go to local not for profit and charity organisations.

Book on our website under events.The date of the next event is 6th June at the Mooloolaba Surf Club. Chookie from HOT 91 will be the co-host of the event. The panelists for this event will be: Sue Joseph, owner and Managing Director of Bassett Bark and most popular upmarket restaurant Daisy’s Place; Juanita Bloomfield, the Industry Development Manager for Tourism Noosa (specialising in customer service) and maybe you. To put your hand up to be our third panelist, you simply have to put your name in the hat on event day and one person will be drawn out.

START TIME IS 12 NOON and we will end by 2.30pm.

mag.com.au/events

booking go to www.bm r Fo 68 88 19 33 04 on ie n Call Vick

For more informatio

We are seeking sponsors for this event, cost is just $250, contact Vickie on 0433 198 868 or email her at vmagic@bmmag.com.au for more information.

20 ISSUE 59

M A T T E R S

M A G A Z I N E

www.businessmattersmagazine.com.au

Magic Comes To Nambour

localwelcome

CHILDREN’S MAGICIAN OPENS MAGICAL HANDMADE STORE IN NAMBOUR When you have a children’s magician, with a theatre background at the helm of an artistic pop up shop called Podie Pie, the result is sure to be magical. Jodie Swales, local children’s magician and seasoned touring actor recently opened Podie Pie, a handmade collective featuring the work of thirty Sunshine Coast handmade artists located in Howard Street, Nambour.

From the moment you step inside Podie Pie, you know this store is something unique, an experience, much more than just a store. “I wanted to create a beautiful space for the community where local handmade artists could sell their amazing creations. The store has been incredibly well received and I think that’s because it’s so unique. I really believe we all have unique talents and it’s our purpose in life to use and celebrate those talents in order to help others”, Jodie said.

Podie Pie has opened to enthusiastic support from the local community and beyond. The store is part of the Nambour Creative Commerce’s initiative to fill empty stores in Nambour with creative endeavours.

“The name Podie Pie is my nickname, given to me by both my niece and my dad who are both very special to me. Along with my husband, they have both always encouraged me to do what I love and follow my dreams,” Jodie said.

Podie Pie is in good company, with at least four other neighbouring creative shops opening in Nambour, all having their own niche and purpose.

Podie Pie is open from Tuesday to Saturday and is located at Shop 1/7 Howard Street, Nambour. 0413 767 936, jodie@ jodieswales.com, www.facebook.com/PodiePie

Stunning new food menu ranging from breads, starters, entrees, mains, pizzas and desserts…

• New extensive beverage list • Best coffee • Wonderful scones, cakes all day, everyday • Some real treats

eclectic mix

FUNCTIONS, HIGH TEA AND GROUP BOOKINGS

A UNIQUE DINING EXPERIENCE WITH AN

O F N E W Y O R K G L A M O U R & U R BA N S O P H I S T I C AT I O N Daisy’s Place provides an elegant and sophisticated alfresco dining experience within a flirtatious interior of luxury and style. Explore a delicious full menu of traditional recipes while relaxing within the tranquil outdoor and water landscaped gardens.

2859 Steve Irwin Way, Glenview (Just Off The Highway Onto Steve Irwin Way)

NOW OPEN 7 DAYS A WEEK BREAKFAST EVERY DAY FROM 8AM – CLOSE AT 3PM LATE FRIDAY AND SATURDAY NIGHTS FOR DINNER FULLY LICENSED AND AIR-CONDITIONED Email: reservations@daisysplace.com.au

www.daisysplace.com.au

Bookings essential please call 07 5494 5192 during opening hours

BUSINESS MATTERS 21

BUSINESS RETIREMENT

…. DAUNTING? MEET CHRIS CHILDS Successful business person, property investor and financial guru are just 3 ways you could describe Chris Childs.

This dynamo of information and energy runs several successful businesses and thrives on helping people achieve their business, investment and financial goals.

Chris specialises in educating people to reduce debt and increase wealth.

Having been in business herself for more than 3 decades, she has first hand knowledge on the trials, tribulations and joys of being self employed and has managed not only to survive, but thrive.

Experience counts, Chris and her husband Jack Childs have not only succeeded in developing a profitable and expanding group of companies, they have also accumulated an impressive property portfolio at the same time.

Chris always tells her clients, “Before you take advice from someone, look at who they are and what they have, and if that’s where you want to be… take their advice”. Too often in today’s information-rich world, the people giving advice are not successful themselves, so how can they tell you how to be successful?

The areas Chris and Think Money specialise in are: • Fast Debt Reduction – reduce your debt not your lifestyle • Goal Mapping – get focused on what you want • Why Property – learn the strategies, structures and solutions to building a self-funding property porfolio • Learn how to get 10 properties in 10 years.

• Business Development – how to create and grow a successful business and have the perfect tools to maintain it

Jack is from THINK Investment Realty and is the Guru of all things property and provides: • Research to get the right property in the right area to maximize growth and yield • Negotiates on your behalf for maximum benefits to be included • Tenant ready investment properties to take the hassle out of investing • Completely oversees the construction, build or development from start to finish

Contact us today to find out more. thinkmoney.com.au or Call 07 5430 4777 22 ISSUE 59

“Before you take advice from someone, look at who they are and what they have, and if that’s where you want to be…”

Even the most successful business owners find it difficult to organise their personal finance, especially when it comes to retirement. Relying on selling your business for a ‘lump sum’ may not always be the solution you were hoping for which can often lead to poor financial decision-making and lack of opportunity to plan.

Two of the risks of selling a business for retirement are: 1 - Finding a buyer at the right price and time.

2 - Maintaining a business that is still relevant in the market by the time you want to retire.

Having the right finance platform, and keeping your worlds from colliding is the secret to stress free investing.

I teach my business clients how to separate their life into three or four ‘columns’. These being - life, business, investment portfolio and if they have a self managed superannuation fund.

You don’t have to look far back in time to see how fast things change.

I remember when video hire stores were almost a licence to print money.

Television repair businesses are almost unheard of now in the era of cheap television and our disposable natures, I could go on…

I then look at strategies to improve lifestyle because let’s face it, lifestyle is everything. We look at the perfect banking structure for all of the sections of your life and most are amazed at the freedom that can be achieved purely by getting organised with their money and accounts. Unfortunately, most business people get their banking advice from… a bank. Often we go to the bank with hat in hand and we are just grateful they agree to lend us the funds and accept whatever the bank manager sets up for us. It’s like asking the mouse where to put the cheese really.

Having a back up plan to allow for the risk of not selling, or the ability to pass the business on to children, or even keep it running to supplement your retirement isn’t a bad idea.

I look at how to make your money work for you, not the bank and concentrate on debt reduction, organisation and the ability to invest outside of the business as an exit strategy.

While you may be an expert in your own field, you may not have the experience in finance platforms and investing to formulate the perfect plan.

It is important to take the time to work out what your plan is, and what you have to do to achieve it. Have a fresh set of eyes look at your whole picture.

We often get so busy working in our business taking care of everyone else, we forget to take the time to set our goals. Isn’t it time to put a strategy in place to be able to comfortably step off the mouse wheel when its time to retire?

Call us today...

thinkmoney.com.au BUSINESS MATTERS 23

ESEARCH T EA DR TE M A C

DE DI

ea Right Ar ty oper Right Pr e m Right Ti

5 WaYS TO MaXIMISE YOuR PROPERTY PORTFOLIO WITH JaCK CHILDS Jack Childs is the founder and director of Think Investment Realty and Queensland Investment Building Corporation (QIBC) - a building project management company.

BuY NEW NOT OLD After years of experience and making enough mistakes myself, one of the most important things I have learned is to buy new not old. There are quite a few reasons for making this decision, for example the huge difference the tax benefits can make. Properties that are new often are more attractive to tenants.

The maintenance costs are close to nonexistent as the builder is responsible for correcting any faults for six years. The growth in the value of a new property often exceeds older properties in the same area, just to name a few.

DO THE RIGHT RESEaRCH The majority of investors don’t do enough research, or worse still, get incorrect information from the huge amount of data available online. Good research can take weeks to put together to hone down to the right state, the right town, the right suburb and the right property.

It is vital to know what is happening with infrastructure spending, demographics, employment, economic growth and supply and demand. Often when an

investor does a lot of research, they end up getting so confused they do nothing … paralysis by analysis is a common end result.

‘TIMING’ THE MaRKET aND ‘TIME IN’ THE MaRKET Two important parts of creating long-term wealth with property are timing the entry point in a market to maximise the capital growth, and time in the market – meaning keeping the property long-term. Timing the market means being brave and bucking the trend. Purchasing a property when the property clock is at six o’clock is one of the hardest things for a novice investor to do. Time in the market is vital for successful wealth creation. Most property averages 10 per cent p.a. over any 10-year period, however, you don’t earn 10 per cent each year. The market usually has two or three years of strong growth, five or six years of flat or even negative growth.

GETTING THE TaX SIDE SORTED Don’t ever buy a property for the tax benefits. Always buy a property for its growth and income potential. The government can change tax legislation at any time. By treating the tax benefits as a bonus you will never have to worry about those changes.

DON’T KILL THE GOLDEN GOOSE – KEEP VS SELL Here is the important one. A property long-term will continue to grow in value and increase in rental return. This will feed you for the rest of your life – and can be handed down to your kids when the time comes. In comparison to any other investment, property in retirement has proven to be the best return and the least risk. Not only does the rent (your income) continue to increase each year, usually ahead of inflation, the capital value goes up as well.

With more than 30 years’ experience in the property and building industries, Jack is an avid property investor himself with a large portfolio.

He is a member of the Master Builders Association of Australia.

Contact us today to find out more. thinkmoney.com.au or Call 07 5430 4777 24 ISSUE 59

THINK YOu CaN’T… THINK aGaIN WHaT OuR CLIENT SaY Grace & Nathan Green Earth Homes BuSINESS DEVELOPMENT Since joining Think Money we have been surrounded by a wealth of knowledge and a great mentor. We can’t thank Chris enough for the time she has spent with us not only helping us set and achieve our wealth creation goals, but particularly with the business coaching– her new ways of looking at building our business have been insightful and Green Earth Homes has grown from strength to strength. Thank you Chris and the Think Money team

Bill and Caz Klein DEBT REDuCTION When we first came to Think Money we were pretty well high in debt, credit cards were maxed out, life was pretty stressful. We felt like we were working really really hard and not getting anywhere.

We came to Think Money, sat down with Chris and I just felt like a world of weight had been lifted off my shoulders. With just a few little tweaks to our cash management we’ve managed to have everything fall into place. Our lifestyle has actually improved, it hasn’t gone backwards.

We are still on the same income but our debt reduction, its just been amazing.

You can see it on paper in just a couple of months.

Our stress level is a lot lower now. We have also managed to re-finance and now within the next couple of months we will be heading towards our second investment property. Thank-You Think Money!!

Ian & Kathy Bellman WEaLTH CREaTION Chris basically asked, where do we want to go? She wanted us to think about the big picture – how many properties do you want? What are our goals? Then she set out a strategy and told us what we needed to do…. And then helped us do it!

Thanks to Think Money we have just about bought property number seven.

We are on track big time! Now we have freedom financially and because of the way Chris teaches us to set up our finances, it is easy!

And perhaps the biggest change in Kathy’s life came a few months ago.

After years of being chased for money and too scared to call the banks, Kathy received a phone call from the branch manager at the local bank. They just called to see how I was and told us we were very valued customers. Was there anything else they could do for us?

It’s such a great feeling. Now, I’m in control. I must say I agree with Chris… if you THINK you can’t… THINK again.

thinkmoney.com.au BUSINESS MATTERS 25

mayoralbusiness to want and support these services, by knowing something of what they are.

MAYORAL BUSINESS

One of the challenges of running local government is getting our messages out, helping people to better understand what we do.

with

Mark Jamieson

THE MAYOR SHARES THAT THE COUNCIL IS CONSTANTLY SELLING, JUST LIKE YOU. As any sales professional will tell you, there’s a world of difference between making people buy, and making people want to buy.

Making people want to buy requires a solution: what is it they want?

Once you know that, you can sell the benefits of your product or your message.

Here at council we have products and services which still have to be ‘advertised’ and ‘sold’ to the public. Surely it’s better for the community

The cliché that councils are simply there to deal with roads, rates and rubbish, is long out of date. We are called upon to facilitate jobs growth, to encourage confidence in our local economy, to operate regionally competitive services such as our airport, and to plan for the long-term, through major initiatives like the new Maroochydore city centre, among many other tasks.

We have plenty of information brochures and voices ready to deliver our messages. We have a website and are active in social media. However, what we have to do to reach most people is to work with the mainstream media.

We have to sell our messages to the print, electronic and online outlets, and most of the time they do a good job in helping let the community know what we are doing and why we are doing it.

But not always.

Part of our message is about the ‘bigger picture’, to help perpetuate confidence in our region, particularly in its economy.

Sometimes, negative stories which distract attention from employment growth or our stronger housing market cut across our local media and we have to fight even harder to ensure we can help maintain that etheric yet allimportant impetus, called confidence.

And sometimes the antics or dramas of other aspects of public life simply swamp the front page and the airwaves, and it’s hard to get a look-in!

Be assured that our major sales role is to continue to communicate all the good things being done to maintain and boost the Coast’s fortunes. As ratepayers, it’s important that you have the option to learn about what we do, as transparently as possible.

Our goal is for you to want to continue supporting and collaborating in our efforts.

Sunshine Coast Mayor Mark Jamieson keeps BM readers up to date on what’s happening on the Coast.

TRAIN YOUR TEAM AND GET THEM QUALIFIED IN CERTIFICATE III BUSINESS ADMINISTRATION (BSB30412) FUNDING NOW AVAILABLE FOR ELIGIBLE EMPLOYEES! Increase the confidence of your team members and enhance their industry skills while your business reaps the rewards of skilled staff under this government funded initiative.

As a preferred Registered Training Organisation (RTO), FC Education is currently offering Certificate III in Business Administration (BSB30412) under The User Choice Program. This Government Initiative provides public funding for the delivery of accredited, entry level training to apprentices and trainees, including school based trainees.

Cert IV in Business Admin (BSB40507)

Cert IV in Frontline Mgmt (BSB40812)

FC EDUCATION 26 ISSUE 59

Cert IV In Small Bus Mgmt (BSB40407)

Funding is paid directly to the RTO and FC Education is currently waiving the gap fee for User Choice Trainees, allowing you as an employer to train your entry level staff to an accredited Certificate III qualification with no out of pocket expenses.

• Eligibility applies • Flexible Online Study • On the job training and support • Nationally accredited course

Diploma of Mgmt (BSB51107)

PHONE TODAY 1300 887 017 to see if your team qualifies Visit our website for a full list of nationally recognised Business Education Courses available

www.fceducation.edu.au

BUSINESS MATTERS 27

Who are we?

Each year over 12,500 volunteers work in teams to: • Plant more than 1 million trees for habitat and land restoration and action on climate change • Collect over 1,000 tons of native seed for revegetation and reforestation projects • Build and restore over 300 kilometres of walking tracks and boardwalks • Install more than 80 kilometres of conservation fencing to protect vulnerable areas • Complete 500 wildlife surveys to assist with threatened species management • Deliver in the order of a million hours of conservation volunteering Conservation Volunteers is a national, not-for-profit organisation with 21 offices throughout Australia.

What are we doing locally?

How can you get involved?

To become involved, or learn more about CVA, contact Mark Dwyer.

0404 828 921

• Restoring and improving Richmond Birdwing Butterfly Habitat. Site locations – Sunshine Coast Hinterland. Tasks – site preparation and Richmond Birdwing Vine Plantings. Project Partners include – Sunshine Coast Council Land For Wildlife Program, Wildlife Preservation Society of QLD, the Richmond Birdwing Butterfly Conservation Network • Habitat improvement, track work, light construction, Project Partner – the Australian Koala Foundation.

Sunshine Coast Hinterland [between Kenilworth and Eumundi].

Instead of your golf day sponsorship this year, why not take the team on a local conservation volunteer team building day. Ask us for pricing details.

Ask about our corporate membership

Just $75/year.

 Support your local conservation volunteers. Just $50 a month to have your logo here!

HAYCROFT WORKPLACE SOLUTIONS

M A T T E R S

Keeping Employment Simple

www.conservationvolunteers.com.au

M A G A Z I N E

matters

brokerage matters ROD RUSSELL | SAVVY BUSINESS SALES

SALES IN YOUR BUSINESS We often wonder why so many business owners copy the sales and marketing strategies from their more successful competitors. More often than not, these operators don’t offer a point of difference, and they certainly don’t stand out in a crowd.

Many business owners refuse to classify themselves as salespeople, as they feel salespeople are born that way or have years of training to earn the job description. In my opinion this is far from the truth, as most small business owners are constantly wearing the sales hat, negotiating with suppliers, clients, contractors, landlords, franchisors or even service providers.

The reality is we are selling our products, services and ourselves all day every day. Unfortunately, too many business owners believe they do not need to, or are not prepared to, learn the techniques and skills necessary to capitalise on the numerous opportunities they face daily.

Selling is neither a dirty word nor something to be ashamed of, and it certainly doesn’t mean you have to fight to the death every time you are selling. How many front-line people in your business have done a sales course or learnt the art of listening skills, qualifying or closing? Many staff members are not encouraged to sell products or services as they are not offered bonuses or incentives for their achievements.

The reality is we are selling our products, services and ourselves all day every day. Unfortunately, too many business owners believe they do not need to, or are not prepared to, learn the techniques and skills necessary to capitalise on the numerous opportunities they face daily.

All business owners should commit and continue to update their sales and marketing skills. There are endless local courses, sales training books and information available on the net to make this possible for everyone.

Those brave enough to back themselves and either introduce a point of difference or do cutting edge marketing to create urgency and desire, should quickly notice a difference in staff attitudes and the way the business performs. This can only increase the businesses value when it’s time to sell.

SCAN HERE TO VIEW VIDEO

ABOUT THE AUTHOR Rod’s unrivalled professionalism and years of experience have earned him the reputation as the Sunshine Coast’s most successful business broker.

He continues to raise the standards in business sales.

Mobile Car Care Specialists

• VERY PROFITABLE, ONE MAN BUSINESS • 5 DAYS A WEEK • EXCELLENT PLANT AND EQUIPMENT • PROFESSIONAL WEBSITE Mobile Car Care Specialists provide all aspects of car detailing, and is ideal for a good communicator who enjoys the outdoors. Well systemised, easy to run, large database of clients, impressive net profit over $64,000. Great Plant & Equip, flyers, website and cashflow. Full training provided.

$49,500 plus TOL

Jeremy Bycroft 0418 829235

Rare Corporate Letting Maroochydore Waterfront complex in M’dore’s CBD, this 70 unit high rise 4.5 star building attracts corporate clients being close to the Plaza, magistrate’s courts, and corporate offices. One of the largest 3 bedroom managers units you will find anywhere on the Sunshine Coast.

Enjoying a high net income of $410 706 with 25 year agreements. Unique complex with no set office hours in place.

$2,700,000 inc. unit

Rod Russell 0409 931 600

Fully Managed

Established 12 years and one of the most awarded Fernwood Fitness Health Clubs in Australia.

Boasting luxurious surroundings with the very latest equipment. Comforting over 1200 female members, with committed staff in place ensuring consistent trading performance whilst yielding very impressive profitability under full management. Easily the Coasts biggest and best female only club, buyers can expect returns of 35%.

$785,000 inc. equip.

Rod Russell 0409 931 600

Incredible Returns… Under Management Looking for a simple business that can run with minimal input and deliver strong profits? This ticks all the boxes producing strong net profits while being run under full management. Skin Kandy is a rapidly growing franchise that sells Body Jewellery as well as doing skin piercings and its taking the market by storm. There are four stores to choose from throughout Queensland. $150 - $185,000 inc. stock

Michael Yared 0431 172 889

Gympie Locksmith Only Gympie based locksmith covers huge area.

Over 150 restricted key systems, profitable business with huge potential, 2 bedroom unit available for rent/ purchase. Gympie Lock and Key provides on site/in house servicing, automotive key programming and sales of security equipment from their Gympie show room.

Priced to sell at $149,000 plus SAV Jeremy Bycroft on 07 5444 3300 or 0418 829 235

Mask Events

The Sunshine Coast’s leading Wedding and Events experts. Specialising in corporate events, themed functions, school formals and weddings. A beautiful business to own with staff in place, the owner’s role is general administration and delegating (approx. 30 hrs per week). Price includes a substantial amount of equipment.

$349,000

Rod Russell 0409 931 600

T 5444 3300 E sales@savvybusiness.com.au

www.savvybusiness.com.au

BUSINESS MATTERS 29

matters

i.t. matters JACK SWANEPOEL | ALL COMPUTER SERVICES

MICROSOFT SAYS GOODBYE TO WINDOWS XP Microsoft has announced end-of-support dates for Windows XP and Office 2003, and is strongly advocating migration to their latest Windows 8 Desktop operating system. This announcement has created some concern for people still using Windows XP, the old faithful desktop operating system still commonly in use.

What does this mean?

After 8th April 2014, Microsoft will no longer provide technical support for Windows XP. Microsoft will no longer release security updates and patches for Windows XP. Microsoft Office365 has already indirectly removed support of Windows XP. The latest Internet Explorer browser in Windows XP will not function fully with Office365, and the Office versions in Office365 will no longer install on Windows XP. How does this affect users still using Windows XP? The end-of-support announcement does have some ramifications: Windows XP will continue to work.

No need to panic about that.

Anti-virus and anti-malware (malware is the general term for malicious software) providers will no longer update their products to protect machines using Windows XP, leading to security vulnerabilities.

Software vendors (companies that create business operation software such as MYOB, Quickbooks, Console, Medical Director and others) will no longer support their products on Windows XP. Simply put, this means that if you use Windows XP and are experiencing problems with your software programs, these companies will no longer provide assistance.

Worry Free I.T. Worry Free I.T. Worry Freeyour I.T.I.T. Let us Let us worry worry about about your I.T. Let us worryso I.T. operations, that you operations, soabout that your you can can operations, so that you can focus business focus on on your your business focus on your business 24/7 service 365 day availability 24/7 service 365 day availability 24/7 service 365 day availability Prompt remote or on-site response Prompt remote or on-site response Prompt remote or on-site response I.T. Helpdesk I.T. Helpdesk I.T. Helpdesk Multi-site and mobility service Multi-site and mobility service Multi-site and mobility service Cloud solutions and integration Cloud solutions and integration Cloud solutions and integration Certified, industry accredited engineers Certified, industry accredited engineers Certified, industry accredited engineers Professional, progressive I.T. Professional, progressive I.T. Professional, progressive I.T. Quality, action, speed and delivery Quality, action, speed and delivery Quality, action, speed and delivery Competence, capability, dependability Competence, capability, dependability Competence, capability, dependability Our customers are our partners and our friends Our customers are our partners and our friends Our customers are our partners and our friends

Upgrading from Windows XP to Windows 8 involves backing up all your data, completely installing Windows 8, re-installing your software and restoring your data.

How do you know if you’re still using Windows XP? Simply right-click your ‘My Computer’ icon, select ‘Properties’, then look for ‘Windows Edition’. This will tell you what operating system you have.

What should you do if you are still using Windows XP? Contact your I.T. Provider to determine how these programs may be impacted.

ABOUT THE AUTHOR Jack Swanepoel has been solving I.T. problems for businesses for over 28 years. Born in South Africa, Jack is ecstatic to be living and working right here on the Sunshine Coast.

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w w w

(07) (07) 5456 5456 1184 1184 service@acsqld.com.au (07) 5456 1184 service@acsqld.com.au service@acsqld.com.au allcomputerservices.com.au allcomputerservices.com.au allcomputerservices.com.au

matters

education matters JOHN FADIAN | SUNSHINE COAST GRAMMAR SCHOOL

PRIVATE SCHOOLS – BUSINESSES? Private schools are in the business of education. Are they a business? Many times we hear they are. One inescapable fact is that whether they are a business or not, schools must be run using good business practices. Like any other entity, schools have budgets for income, expenditure, capital and borrowings. Just like any corporate or private business, they are bound by legislation such as employment, taxation, and anti-discrimination, just to name a few.

The majority of a school’s income is raised through tuition fees to parents, and is supplemented by Commonwealth and State Government grants. Students are critical for the viability and future of any school. So how do private schools attract students? What makes a good private school?

A strong leader, the Principal, who has the autonomy and authority to drive learning in the school Well qualified professional teachers and administrators An acceptance that all children can achieve to their optimum if they are given the required help and guidance State-of-the-art facilities in learning and sporting A cost affordable to parents and one that justifies their sacrifices Highly involved parent and community spirit Learning as the main focus of the school A broad curriculum and an environment conducive to learning Adequate resources for the classroom Parents continue to make sacrifices to enable their children to receive a quality private school education and, in turn, have high expectations of the education the school provides and the facilities it offers to its students. These days it is expected that the school’s facilities include: Air-conditioned classrooms Leading-edge technology to aid in the delivery of high quality education programs, for example computer tablet programs or bring your own device (BYOD) programs Science and language laboratories to meet the latest standards and innovation Despite all of these expectations which, in the main, are justified, schools are expected to be good stewards with the finite funds available to them and it is imperative proper financial planning occurs to ensure a school’s current and future success and viability.

Although costs are a concern for parents, at the end of the day, it is more about the value of a private school education.

The success of private schools is attributable to one very important ingredient: the partnership every private school insists on between school, parent and child.

When the three partners work together, good things happen. The child develops good learning habits which will last him a lifetime. The parents can see that their concerns and efforts are contributing to a good result. The school can deliver on its promise of providing the best possible instruction with optimal results.

Robert Kennedy, About.com/Education, Private Schools.

ABOUT THE AUTHOR John Fadian is the General Manager Corporate Services at Sunshine Coast Grammar School, an independent Christian P-12 co-educational school located at Forest Glen.

BUSINESS MATTERS 31

matters

insurance matters ANTHEA O’SULLIVAN-KOVACEVIC | AOK RISK SOLUTIONS

When life rains on you,

WE HAVE YOU COVERED

PROTECTING THE INCOME THAT PAYS FOR YOUR LIFESTYLE How long could you live off what’s in your bank accounts before they’re completely empty? For many, this question can be so confronting that they go into complete denial about the answer. I’ve heard comments like, “We could live for a couple of months, and we reckon that’s enough”. Or, “Well, if I couldn’t work and earn long term, we’d just sell the house”. Or, “We could live off my spouse’s income if we had to”. But what if a car accident left you facing many months or even years of rehabilitation, along with the extra medical costs that go with it? What if it took six months or much more to sell the house that you’ve worked so hard to keep? What if your partner had to stop work to be your primary carer? The obvious answer to handling all these potential problems is Income Protection Insurance.

Income Protection generally provides 24/7 coverage for both sickness and accident; providing up to 75 per cent of your gross remuneration, including superannuation.

This lasts for the period of disability until you either return to work or when the benefit period ends, which could be anywhere between two years and age 70. Unless specifically stated by the insurance company at the time of underwriting, or stated in the policy terms and conditions, Income Protection covers any medically diagnosed event (except self-harm) that prevents a person working in excess of the nominated or chosen waiting period.

The 24/7 coverage benefit is just one of the many ways Income Protection differs from Workers’ Compensation. Many people who have had accidents on their way to work, or whilst on holidays have unfortunately found this out the hard way.

Income Protection policies are also generally tax deductible, meaning obtaining coverage may also provide a taxation benefit to you.

If you don’t think you have the funds for Income Protection, but need the cover, talk to me about setting up a customised policy through superannuation.

Ask yourself...

Am I sure that my Life Insurance cover would really leave my partner/family debt free?

Would it be enough for my kids education costs to aged 18 and beyond?

Do I have Trauma Cover?

(This covers cancers, heart disease, strokes etc..)

Would it support 100% of my expenses for 12 months if needed?

Is it enough to allow my partner to stop working to be my primary carer?

Did you know your Insurance can be paid for

by Superannuation?

You CAN have the protection for yourself and your family, without it impacting the weekly budget.

ABOUT THE AUTHOR Anthea O’Sullivan-Kovacevic has 10 years’ experience in the personal insurance industry. Locally based on the Sunshine Coast, she will happily come to your home or office during or outside of business hours, to set up a policy that will give you peace of mind.

32 ISSUE 59

5414 9030 | 0409 342 552 | www.aokrisk.com.au Anthea O’Sullivan-Kovacevic, founder of AOK has 10 years’ experience in the Insurance industry and trades as AOK Risk Solutions (ASIC No.236099).

matters

laughing matters DR PAUL DEVER | OCEAN ORTHODONTICS

SALES AND YOUR BUSINESS In the healthcare and allied health fields, there are two main facets to the perceived product that is being sold. The first is the quality of the final product. In the area I am most familiar with, orthodontics, this is measured in outcomes such as a great smile or a good, functional bite. In general dentistry, it can be measured through outcomes such as a well-fitting crown or a nicely completed root canal treatment. In medicine, it could be providing the correct diagnosis in a timely manner.

All of this is important to the purchaser – the patient.

Adult Orthodontics, It’s Never Too Late

However, the second main facet is just as important as the product. This is the experience involved in the journey of getting to the finish line. It’s all well and good to have the best finished product at the end of the day. However, if the purchaser/patient feels that they are just another number, or a dollar value, or that they have not been listened to, then the quality of the final product is ultimately diminished.

In our field, the patient-doctor dynamic has changed over time. This has happened quite rapidly over the past two decades. Gone is the era of the patronising doctor/ salesperson who tells the patient/purchaser what is best for them and the patient accepting this advice and not questioning it. Nowadays, patients, as with purchasers of other products, are well informed. They come to us having investigated things on the internet or questioned those around them for advice. In 2014, this part of the patient experience is just as important as the end product. A patient wants to feel that their concerns have been heard, understood and then addressed, with a logical answer that they can understand.

This is the experience involved in the journey of getting to the finish line.

It’s all well and good to have the best finished product at the end of the day.

However, if the purchaser/patient feels that they are just another number, or a dollar value, or that they have not been listened to, then the quality of the final product is ultimately diminished.

ABOUT THE AUTHOR Dr Paul M Dever BSc BDent(Hons) DClinDent(Orthodontics) MRACDS(Orth). Paul joined Ocean Orthodntics in 2012, lives locally at Bli Bli with his wife and two children.

Members of the Australian Society of Orthodontists

Dr Pat Hannan

Dr Paul Dever

SCAN HERE

Orthodontic treatment can be successful at any age and adults especially appreciate the benefits of a beautiful smile. Whether you’ve disliked your smile your entire life or you’d like to improve your health and self-confidence, we can help.

At Ocean Orthodontics treatment options are flexible and we can offer orthodontic solutions that have minimal impact on your work and lifestyle.

For further information visit our website.

BASED IN WARANA, SERVICING ALL OF THE SUNSHINE COAST

Phone 5493 3200 www.oceanorthodontics.com.au

Embrace the Experience BUSINESS MATTERS 33

matters

BUSINESS MATTERS MAGAZINE

CA L E N DA R MARCH/APRIL MONDAY

COMMUNITY EVENTS BUSINESS EVENTS

Email us any events you have to magic@bmmag.com.au Phone 5444 4456 www.businessmattersmagazine.com.au

TUESDAY

WEDNESDAY

THURSDAY

FRIDAY

SATURDAY

SUNDAY

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Rasie The Bar, Grow Your Business In Tough Times, Nambour Library, www.library. sunshinecoast.qld.gov.au

Technology Today, Facts And Great Gadgets, Maleny Library, www.library. sunshinecoast.qld.gov.au

Terri Cooper Networking, Alex SLSC, Alex Headlands, www.terricooper.com.au

Stuffit Student Film Festival, Nambour Civic Centre, Nambour, Ph: 5475 7777

Separation And Children, Cooroy Library, Cooroy, Ph: 5329 6555

Creative Photography, Kawana Library, Buddina, Ph: 1300 542 727

Glenn Shorrock & Brian Cadd, The Events Centre, Caloundra, Ph: 5491 4240

Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

King Of The Coast Ocean Swim, Kings Beach, Caloundra, www. weekendwarriorevents. com.au

library.sunshinecoast.qld.gov.au

More Then Just A Mum, Noosaville Library, Noosaville, Ph: 5329 6555

Save Your Sight, Caloundra Library, Caloundra, Ph: 1300 542 727

Calendar Girls, The Events Centre, Caloundra, Ph: 5491 4240

Kawana Waters Farmers Markets, Lake Kawana, 7am - 12noon

Noosa Festival Of Surfing, First Point, Noosa Heads, Ph: 0439 666 172

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LLN for trainers and BAS, www.targettraining.com.au

How To Get Your Website Found In Google,

Advance Facebook For Business,

MAR

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Business Matters Magazine New Issue Launch, Your Place Espresso & Bar, La Balsa Building, Mooloolaba Meet Kim McCosker Of 4 Ingredients, Noosaville Library, Noosaville, Ph: 5329 6555 Cert 111 in business, www.targettraining.com.au

4 Ingredients With Kim McCosker, Caloundra Library, Ph: 1300 542 727 Apps For Business, Noosaville Library, Noosaville, Ph: 5329 6555

Caloundra Chamber, Smart Lunch Club, www.caloundrachamber.com.au

Technology Today, Facts And Great Gadgets, Nambour Library, www.

www.thecreativecollective.com.au

SCBWN International Women’s Day, Palmer Coolum Resort, www.scbwn.org.au

Noosa Festival Of Surfing, First Point, Noosa Heads, Ph: 0439 666 172

Business Boosting Books, Stand Out In A Crowed Market, Kawana Library, www.library. sunshinecoast.qld.gov.au

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Content Strategy, www.thecreativecollective.com.au

Caloundra Chamber, New Member Briefing Morning Tea, www.caloundrachamber.com.au

Cert 111 in Hospitality,

Business Boosting Books, Stand Out In A Crowed Market, Coolum Library, www.library. sunshinecoast.qld.gov.au

Discover The iPad, Cooroy Library, Ph: 5329 6555

Technology Today, Facts And Great Gadgets, Kawana Library, www.library. sunshinecoast.qld.gov.au

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www.targettraining.com.au

Better Business Breakfast, Digital Innovation In Action,

Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

Technology Today, Facts And Great Gadgets, Beerwah Library, www.library.sunshinecoast. qld.gov.au

www.thecreativecollective.com.au

The President’s Sport’s Lunch, Mooloolaba Surf Club, Mooloolaba, Ph: 5443 3700

Creative Photography, Maroochydore Library, Cotton Tree, Ph: 1300 542 727

Noosa Festival Of Surfing, First Point, Noosa Heads, Ph: 0439 666 172

Noosa Festival Of Surfing, First Point, Noosa Heads, Ph: 0439 666 172

Computers For Beginners, Cooroy Library, Cooroy, Ph: 5329 6555

Mooloolaba Wharf Twilight Community Markets, Every Friday, 4pm - 8.30pm

Raise The Bar, Grow Your Business In Tough Times, Kawana Library, www.library. sunshinecoast.qld.gov.au

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Wonder Of Wordpress,

Technology Today, Facts And Great Gadgets, Maroochydore Library, www.library. sunshinecoast.qld.gov.au

Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

www.caloundrachamber.com.au

Coolum Business & Tourism Network Night, Contact Gem Lewis 0407 765 512

Noosa Festival Of Surfing, First Point, Noosa Heads, Ph: 0439 666 172

Technology Today, Facts And Great Gadgets, Caloundra Library, www.library. sunshinecoast.qld.gov.au

Internet For Beginners, Cooroy Library, Cooroy, Ph: 5329 6555

QLD Oztag Seniors State Cup, Stockland Park, Kawana, www. queenslandoztag.com.au

QLD Oztag Seniors State Cup, Stockland Park, Kawana, www. queenslandoztag.com.au

Minefield And Minskirts, Noosa Arts Theatre, Noosaville, Ph: 5449 9343

Minefield And Minskirts, Noosa Arts Theatre, Noosaville, Ph: 5449 9343

Minefield And Minskirts, Noosa Arts Theatre, Noosaville, Ph: 5449 9343

Minefield And Minskirts, Noosa Arts Theatre, Noosaville, Ph: 5449 9343

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www.thecreativecollective.com.au

Caloundra Street Fair, Bulcock Street, Caloundra, 8am - 1pm

Caloundra Street Fair, Bulcock Street, Caloundra, 8am - 1pm Farmers Markets, Fishermans Road, Maroochydore

23 Caloundra Street Fair, Bulcock Street, Caloundra, 8am - 1pm QLD Oztag Seniors State Cup, Stockland Park, Kawana, www. queenslandoztag.com.au Eumundi Long Lunch, Eumundi, Ph: 5479 0881

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Social Media Advertising, www.thecreativecollective.com.au

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New Double Diploma, www.targettraining.com.au

Business Boosting Books, Stand Out In A Crowed Market, Nambour Library, www.library. sunshinecoast.qld.gov.au

David Strassman - Careful What You Wish For, The Events Centre, Caloundra, Ph: 5491 4240

APR 1

Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

Business Boosting Books, Stand Out In A Crowed Market, Maroochydore Library, www.library. sunshinecoast.qld.gov.au

Mooloolaba Wharf Twilight Community Markets, Every Friday, 4pm - 8.30pm

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Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

34 ISSUE 59

Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

WORKPLACE SOLUTIONS

Keeping Employment Simple

Caloundra Street Fair, Bulcock Street, Caloundra, 8am - 1pm

Yandina Markets, Yandina Soccer Club, Yandina

Farmers Markets, Fishermans Road, Maroochydore

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Terri Cooper Networking, Alex SLSC, Alex Headlands, www.terricooper.com.au

Eumundi Markets, 80 Memorial Drive, Eumundi, 7.30am - 2pm, Ph: 5442 7106

TEDxNoosa, The J Noosa, Noosa Junction, Bookings At www.tedxnoosa.com

HAYCROFT

Kawana Waters Farmers Markets, Lake Kawana, 7am - 12noon

Mooloolaba Wharf Twilight Community Markets, Every Friday, 4pm - 8.30pm

Kawana Waters Farmers Markets, Lake Kawana, 7am - 12noon Yandina Markets, Yandina Soccer Club, Yandina

Justice Crew Freaturing Special Guest Jai Waetford, Nambour Civic Centre, Ph: 5475 7777 Caloundra Street Fair, Bulcock Street, Caloundra, 8am - 1pm Farmers Markets, Fishermans Road, Maroochydore

matters

legal matters MITCH DEVINE | DEVINE LEGAL

CONFIDENCE

NEW ANTI-BULLYING LAWS On 1 January, 2014, new laws came into operation addressing workplace bullying and harassment. The purpose of the laws is to provide a mechanism for a person who has been bullied at work to apply to the Fair Work Commission for an Order to ‘stop the bullying’.

The new laws cover a worker, working in a constitutionally covered business. Worker is broadly defined and includes an individual who performs work in any capacity, including as an employee, contractor, apprentice, trainee, work experience student or volunteer.

A person will be bullied at work if: While the worker is at work, an individual or a group of individuals repeatedly behave unreasonably towards the worker (or a group of workers of which the person is a member); and That behaviour creates a risk to health and safety.

The type of conduct which may constitute bullying includes1: Abusing a person loudly Constant ridicule and being put down Sabotaging a person’s work; and Spreading gossip or false, malicious rumours about a person with an intent to cause the person harm.

The definition of ‘bullied at work’ excludes reasonable management action carried out in a reasonable manner. Reasonable management action may include any of the following actions which are carried out for legitimate reasons and in a reasonable way2:

A performance management process Disciplinary action Allocated work in compliance with systems and policies; and Business processes, such as workplace change or restructuring.

To initiate a dispute, a worker who reasonably believes they have been subject to workplace bullying may apply to the Commission by lodging a prescribed form together with the relevant fee. Upon receipt of an Application, the Commission must start to deal with the matter within 14 days.

Not sure of your next move?

Devine Legal specialises in problem solving for employees and employers.

Mitch Devine

If the Commission is satisfied that the worker has been bullied at work and there is a risk that the worker will continue to be bullied at work, then the Commission can make any order it considers appropriate. Examples of orders that may be made include:

Requiring an individual or a group to stop the bullying An order requiring an employer to conduct an investigation An order requiring training, counselling or mentoring; or Orders requiring an employer to develop or improve workplace policies.

The Commission cannot make an order involving monetary compensation.

However, a failure to comply with an order of the Commission will expose the person or company to financial penalties.

The new laws offer the victims of workplace bullying a practical, inexpensive and expedient way of bringing their concerns before a statutory body with broad powers to make orders to prevent the conduct from occurring.

Businesses should ensure they have systems in place to address workplace harassment consistent with the Prevention of Workplace Harassment Code of Practice 2004.

1 2

Examples provided from The Prevention of Workplace Harassment Code of Practice 2004 Examples derived from The Prevention of Workplace Harassment Code of Practice 2004

ABOUT THE AUTHOR Mitchell is the principal of Devine Legal and is accredited by the Queensland Law Society as a Specialist in both Workplace Relations and Personal Injuries Law.

Devine Legal can offer you confidence in taking that next move.

DEVINE –LEGAL–

Phone 5479 1006

mdevine@devinelegal.com.au www.devinelegal.com.au SERVICING THE SUNSHINE COAST AND BEYOND

BUSINESS MATTERS 35

matters

accounting matters MICHAEL THOMAS | THE LATERAL GROUP

HAVE YOU OUTGROWN YOUR CURRENT ACCOUNTANT OR FINANCIAL ADVISOR?

GROWING YOUR BUSINESS THROUGH SALES Every business creates a product or a service, which in turn generates revenue through sales. The marketing of the product or service to the ideal customer creates a favourable environment for the sale to take place. The ‘sale’ is the effort of actually collecting the money from the customer.

We perceive sales as an ongoing process – an ongoing relationship with the customer.

We believe it’s about client nurturing; finding out what they want and/or need, and turning that into an offer of value and support. This is an integral part of growing your business by providing a quality service with the customer’s needs in mind.

Our top tips for sales success in any business are: 1. Know your customer It’s important to know exactly who you want to target and understand their needs and/or wants by getting to know the individual client.

2. Follow through If you make a promise to a client, stick to your word. First impressions are everything and it’s important to show the client you really value them by following through with your proposition.

3. Maintain an ongoing relationship It’s all about client nurturing. Stay in touch with the client simply by calling to see how things are going. This can lead to the client spending more, as well as taking up other service offerings.

4. Stick to deadlines If you say you will have it done by the end of the week, have it done. Be realistic when setting timeframes so you can deliver on your promise.

Call us or visit our website for more information.

Mention this ad and we will arrange a free consultation with one of our advisors to discuss your current financial position.

07 5438 8630

5. Don’t rush for referrals Allow the client to feel comfortable with your working relationship before asking them for a referral. Once they feel comfortable and are happy, they are likely to tell their friends about their good experience. As we all know, wordof-mouth referrals are extremely important in the service industry. People buy from or through people they trust.

Maintain an ongoing relationship: It’s all about client nurturing. Stay in touch with the client simply by calling to see how things are going.

This can lead to the client spending more, as well as taking up other service offerings.

SCAN HERE TO VIEW VIDEO

ABOUT THE AUTHOR Michael Thomas, Principal of The Lateral Group, has been in the financial business for over 30 years. He has strong expertise in accounting, business advice and financial planning.

36 ISSUE 59

More Time + More Money + Less Stress

www.lateralgroup.com.au

matters

training matters CATHERINE MOLLOY | TARGET TRAINING

TO SELL IS TO SERVE How essential are customers to your business?

How important are the customers in your business?

IS YOUR BUSINESS ELIGIBLE FOR FUNDING?

Three key points when it comes to making or increasing sales: 1. Know the products you are selling Do your internal customers know your products well?

If not, what training would be best for them to experience and understand your business and services?

2. Understand your market Who are your clients?

Why do they need your product?

You may have a general understanding of what their ‘wants’ are, however, build the relationship first and get to know your clients and create value.

3. Provide the X factor…Service, Service and Service Go the extra mile and wow them… but how?

Know your customers, know your products.

CARE… (customers are really excellent!)

How will you know if you are doing an outstanding job if you don’t ask?

Collect feedback. Use feedback forms, online surveys, mystery shop, research, phone and ask, then use this information for making improvements. Don’t be a mug and let the information gather dust…

Thank your clients and continually improve.

Did you know it is actually healthy for you to serve customers well? Making people happy releases endorphins that make you feel happy. So if you’re happy you actually feel better about yourself, what you are selling and providing. Be the solution NOT the problem.

To sell is to serve… if someone comes to you and leaves with nothing… have you served them? Call your local training company ASAP to revisit your most important area and serve your business well! Go on make that first impression last.

Provide the X factor- service, service and service. Go the extra mile and wow them!

SCAN HERE TO VIEW VIDEO

ABOUT THE AUTHOR Cath Molloy is the owner of Target Training and was recently awarded the 2013 AIM Excellence Awards Sunshine Coast Manager of the Year. She has over 25 years expertise in the delivery of services, sales and training.

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NATIONALLY RECOGNISED COURSES AVAILABLE BUSINESS MATTERS 37

matters

security surveillance matters DAVE COLLIDGE | EYEWITNESS SECURITY

THE CHANGING FACE OF SECURITY SURVEILLANCE Ten years ago, computer based security camera installations were fairly rare. The large majority of companies installing security cameras were running digital video recorders and analogue cameras. Around that time, a terabyte of data storage, which was considered huge, would have cost between $800 and $1000.

A basic 640 x 480 resolution, digital IP camera would have cost in excess of $1000. Security camera systems were usually stand-alone installations and the requirement was all about being able to ‘get at the footage’ in the event that something untoward happened.

How things have changed. These days it is all about knowing what is happening now. Even systems still running older technology, analogue cameras have to be network accessible in today’s market. Modern digital IP based solutions present real time images of your home or workplace to your mobile phone or tablet, no matter where you are in the world. A terabyte of data storage, now no longer considered huge, costs about $130 and two megapixel digital IP cameras can be bought for less than $300.

Another big change in surveillance over the past ten years has been the number of cameras installed. Once reserved for cashed up local councils, shopping malls and the occasional pub, quality security surveillance systems are now within the financial reach of just about any small business operator.

To guard against issues such as staff bullying, poor till management, fraudulent public liability claims, vandalism, graffiti and common theft, many businesses are installing modern surveillance technology. Such systems have never been more affordable and they really can get results.

Once reserved for cashed up local councils, shopping malls and the occasional pub, quality security surveillance systems are now within the financial reach of just about any small business operator.

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38 ISSUE 59

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matters

real estate matters GRANT GOODRUM | CENTURY 21 COASTAL

THINKING OF BUYING OR SELLING A PROPERTY IN 2014?

If you’re thinking of buying or selling a property in 2014, your best friend is going to be research. We are in a changing market and it’s evolving every day.

We are currently experiencing some very exciting activity here on the Coast and the market is on the move. Buying or selling a home is one of the biggest decisions anyone can make – with research and up-to-date market information being the key to getting the best result.

When transacting property, it’s essential that both buyers and sellers are aware of the prevalent conditions in their local market. In my experience, there are a couple of practical and reliable ways to gauge the market in any area.

First, I would recommend making a habit of surfing www.realestate.com.au and checking out every agency’s window to see who has the most professional marketing, staff, and of course who is selling the style of properties you’re looking to buy or sell.

Another way is to monitor the For Sale signs in the area and see how long it’s taking for a Sold sticker to go up.

Also find out the price they listed the property for and the eventual selling price. Open homes are a great way to get information quickly and to shop for an agent whom you feel is the best fit for you and your property needs.

When transacting property, it’s essential that both buyers and sellers are aware of the prevalent conditions in their local market. In my experience, there are a couple of practical and reliable ways to gauge the market in any area.

SCAN HERE TO VIEW VIDEO

ABOUT THE AUTHOR Grant is a well respected agent on the Sunshine Coast who believes that communication, dedication and education are the keys to achieving great results.

BUSINESS MATTERS 39

matters

hr matters SALLY DESCH | HRM CONTRACTING & CONSULTING

SALES AND YOUR BUSINESS Whether you are a small business employing just a few people or a large business with new staff coming through the door regularly, bringing new people into your business is never easy. There is the paperwork, introductions, workplace health and safety, setting up access to computers and phones, formal inductions, downtime for key staff in training, and getting the new team member functioning and doing the job they have been employed to do.

The HRM team would love to meet you.

While this is a very time consuming and often difficult task, it is critical. Managing the entry of new team members offers many opportunities in your business for increasing sales, customers, market share and your employer profile.

Most of us are aware and have experienced a direct link between how well a new employee is brought into the business and how quickly they become productive.

The key is in how you approach the induction process. It should be conducted by key members of your team that have the knowledge and experience to transfer information and coach and guide your new team member. This is not necessarily the same person for the whole process.

A successful induction will involve the following: Workplace Introduction and Welcome Workplace tour including amenities provided Local area snapshot – parking, lunch access, etc Start of day procedures and activities, eg. building access Paperwork and payroll details Issuing any company property Company resources available Company promotional and marketing materials Key contacts Role Information and Expectations Organisational chart Vision, mission, values Position description Employee handbook Policies and procedures Code of conduct Introducing a performance framework Providing a coach or mentor if appropriate The process should not stop after the first few days. To ensure that gaps in knowledge and any issues are resolved quickly, it is important to setup regular opportunities for feedback after the first week, and then consistently over the first few months of employment. This should give you and the new employee the foundation for a longterm, productive relationship in your workplace.

ABOUT THE AUTHOR Sally has been in the HR industry for almost 20 years.

She is very passionate about people and getting the right fit. She started HRM to provide a personalised service, not just to put bums on seats.

40 ISSUE 59

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matters

smile matters DR TOM MCLEAN | UNWIN DENTAL GROUP

CHILD DENTAL BENEFIT SCHEME As of the 1st January 2014, the government have introduced the Child Dental Benefit Scheme (CDBS). This new scheme replaces the Medicare Teen Dental Plan.

The Child Dental Benefits Scheme is a dental benefits program for eligible children aged 2-17 years, that provides up to $1000 in benefits for the child’s basic dental services.

A child’s eligibility is assessed by the Department of Human Services. A child is eligible if they turn 2-17 years in the year, and receive a relevant Australian government payment (such as Family Tax Benefit Part A).

It’s time to smile!

Unwin Dental Group welcomes eligible children to be treated and bulk billed under the Children’s Dental Benefits Scheme.

The Department of Human Services assesses eligibility at the start of each calendar year and sends a notification to the child’s parent or guardian. Most children will be informed of eligibility at the beginning of the year, but checks are performed throughout the year to determine newly eligible children.

The benefit is capped at $1000, to be used over two consecutive calendar years. A patient’s benefit can be used entirely in the first year or the balance can be used the following year if they are still eligible.

A patient’s benefit can be used entirely in the first year or the balance can be used the following year if they are still eligible.

Dr Tom McLean

dinator Meagan and Clinical Co-or

Dentists can perform a range of basic dental services as listed in the Dental Benefits Schedule. These include preventative services such as exams and cleaning, fillings, extractions and root canal therapy. Dental treatments that are not included are any cosmetic procedures or orthodontic services such as braces.

This government initiative is a welcome relief in providing children with dental treatment. For children in need of significant treatment or those who just need a checkup and a clean, this is a great foundation to introduce the importance of good dental health to all children.

For further information, please consult the Department of Human Services website: www.humanservices.gov.au/customer/services/ medicare/child-dental-benefits-schedule

Phone now to book your appointment.

Phone 5444 2322

Suites 2-4, 3 Burns Street, Buddina www.unwindentalgroup.com.au

ABOUT THE AUTHOR Dr Tom McLean grew up here on the Sunshine Coast. He is thrilled to now be treating fellow locals. Tom enjoys all aspects of dentistry from simple fillings to complex treatment plans.

BUSINESS MATTERS 41

matters

leadership matters LEIGH RORKE | LEAD ON PURPOSE

WE ARE ALL SALES PEOPLE

There are two common misconceptions about sales that can damage the long-term life of a business: Misconception 1 - The thing you sell is the product or service The business is what is sold to the customer. This includes the product or service, but also the brand, the perception of value you offer, the values and purpose of the business and the feeling the person gets when they use your product or service.

Misconception 2 - The sale occurs in the moment of the transaction There is a pre-transaction relationship and a post-transaction relationship that are more important in your long-term sales numbers. Get a reputation for offering value for free and for offering value way beyond what they paid for.

The eight steps to successful sales These steps can be used whether you want to sell yourself for a promotion, to sell an idea internally or to sell to prospective clients via marketing or direct sales.

“

Our purpose wakes our soul from its sleep, our vision motivates us and our goals and actions pave the way to our dreams.

Leigh Rorke

“

Whether you are an employee or business owner, your role involves selling either your vision or your value in order to achieve an outcome. Every job interview is a sales process, as is every internal or external client meeting. We are all in the business of sales.

1. Start with an intent to serve. The customer feels it. Release the need to be the one they choose, and instead look to help them.

2. Get to know them inside out. Listen and ask questions. Sit in the shoes of your customer and get to know what they need, what they want and what they fear might happen if they invest in you or your product. Survey your ideal customers or use the help of a coach to create an ideal client psychological profile. If you are in direct sales, in the moment of a sales conversation, ask and listen before you even explain how you can help. Ask, “What’s the biggest challenge you face?” or, “What are you looking for in a ________?”

3. Demonstrate your understanding of their needs. Magic happens when you know your client better than they know themselves. Say, “I’m hearing that you want… Is that correct?” or “From what you have told me you could also benefit from... How does that sound to you?”

4. Seek permission to sell. This can be as simple as, “Would you like me to show you how I can help you with that?”

5. Tailor the solution to what they need. Show them how your solutions and their needs intersect.

6. Differentiate and demonstrate value. What is your point of difference?

What are you known for? Offer social proof of why your solution works.

7. Ask for the sale. Call them to a specific action or refer them on. If you don’t ask, you don’t get!

8. Deliver more value than they anticipate.

When sales is a meeting of your ideal client with a solution that serves them, then sales is a joyous process.

ABOUT THE AUTHOR Leigh Rorke is a coach, speaker and facilitator who helps you to unlock your inner leader so you can get to the next level in your business and career.

42 ISSUE 59

DOWNLOAD YOUR FREE 2014 WORKBOOK AT WWW.LEIGHRORKE.COM/ 2014WORKBOOK LEAD ON PURPOSE { LEIGH RORKE 5449 2298 | leigh@leighrorke.com www.leighrorke.com

Factory:

The Project Business Matters caught up with Dane Dunne – one of the owners of the newest venue on the Sunshine Coast ‘Factory: The Project’, located at Sunshine Plaza, Maroochydore. Factory: The Project has a distinct brand, which is all about collaborating with artists: musicians, foodies, designers, entrepreneurs and free thinking individuals. The new space stems from the very popular breakfast and brunch café, called The Velo Project, a little hidden treasure in Mooloolaba. Two of the owners of ‘The Velo’, Zeke Rowland and Claire de Lunne are also involved with ‘Factory The Project’, together with Dane, and local business professional Craig Morrison.

Zeke and Claire are married with two children and also own the Cotton Tree backpackers, additional to The Velo Project. Claire has a background in design and is extremely creative and Zeke is an aeronautical engineer by trade. Smart man!

Craig contributes in many ways and is the IT Guru. Craig is also the General Manager/Owner of Knowledge Wise, an IT company based in Mooloolaba.

Dane previously spent eight years protecting our beaches as a Lifeguard with the Sunshine Coast Council and now owns his own tour company, ‘Entourage Tours’, a tour group like no other that takes large groups of music lovers to big international festivals and events.

The idea of ‘The Factory’ as it is now locally known as, was to offer the Sunshine coast something unique. Along with quality resident DJ and live music acts, we will now have the pleasure to see many more acts on the Sunshine Coast including world class DJ’s.

The venue with its industrial fit out and artistic splashes create a themed atmosphere that is unique and full of character. Downstairs is a price point restaurant with an exceptional menu. It’s obvious the whole team has been carefully selected; it’s what makes the place pop! Dane says “A huge factor to the success of this business is the staff. Come and see for yourself!”

Tim Sullivan is the full time events/bookings manager. He looks after all the DJ’s and has the final say on music for the entire venue. “2014 is shaping up to be a massive year for The Factory, with events, live music, world class DJ’s and large acts in the pipeline.” Says Dane.

To add to the venue’s charm they have just created a new VIP bar. It can be hired out for special events. Perfect for any occasion, this private area includes your own cocktail bartender and security guard!

It is a hidden gem here at The Factory. Check them out on Facebook www.facebook.com/factorytheproject

BUSINESS MATTERS 43

buildlocal

Build hassle-free with Optam

By Vanessa Webster Royce Beale, Director of Optam Building Group, leads his team in sustainable building and property improvement solutions. The Sunshine Coast business specialises in the design, renovation and construction of energy-efficient homes, including units for lifestyle or for the investor.

If you are looking for a friendly, downto-earth, yet professional builder to work on your home or investment

Have you ever wished you could get exactly what you wanted from your website and software?

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From web based and PC applications to mobile and Facebook applications, we have the magic to make it happen.

Call us today on 1800 230 042 or visit www.inhale.com.au/magic

YOUR DIGITAL WISH IS OUR COMMAND 44 ISSUE 59

buildlocal

project, then contact Royce today.

The team are ready to attend to your next building project, big or small.

They understand what it takes to build energy-efficient homes – from minor or major renovations, designer homes, through to three-level unit developments, the quality is always guaranteed.

that we provide a specific service that adds value, solves a problem and is comparatively priced.” His clients are generally professional people and serial investors seeking the personal attention to detail that’s only available from a smaller, locally based building firm such as Optam Building Group.

Royce says, “Actually, after 30 years

With more than 30 years of building expertise, Royce has been involved with sustainable housing solutions for over 15 years. “Our experience enables us to identify any issues before they happen, ensuring you a hassle-free building experience,” shares Royce, who’s been building under his own licence since 1995. “We also know that homes provide shelter from more than just summer rain; they also protect our families and provide everlasting memories.”

“My clients appreciate my style of friendly, informed communication, creativity and ability to find innovative, cost-effective solutions for issues as they arise,” says Royce.

development. This is what I love to do;

As an award-winning builder and business owner, Royce states proudly, “It is our duty to shout from the hills

Royce shares his best advice when it comes to building projects: “Opportunity abounds for those who are prepared and a major part of the prep will be to gather a team of trusted professional partners with the skills and experience to complement your own. With proper research the rewards are satisfying in more ways than one. Stick to your strengths.”

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in the building industry and the last 18 operating my own building company, I have moved up from the hammer to be quite proficient at the project management, sub-contracting and client management required for high-end residential work and small-scale unit I love everything about building. . .”

If you are looking for a hassle-free building experience, contact Optam Building Group and visit their website for more detailed building information today.

And remember, in the words of Royce’s favourite quote: “Never be so busy making a living, that you forget to make a life.”

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BUSINESS MATTERS 45

feature

Simple Steps to Increase Your Sales by up to 400 Per Cent

by Paul Barrs Wouldn’t it be just fantastic to be able to offer your website visitors exactly what they want, each and every time they visit?

One of the greatest selling myths is that you only have one product to sell. Even if you have an entire range of products or services or packages, the illusion is still singular.

That however, is not the case.

One product or package can easily be transformed to represent over half a dozen products, just by utilising a little creativity.

Let me explain….

Let’s say that on your site you advertise a weekend holiday accommodation package for Friday and Saturday

ARE YOU TIRED OF STRUGGLING WITH DEBT? DEBTS OUT OF CONTROL?

nights. You might be tempted to think, “I sell accommodation, people either want it or they don’t”.

That’s great for the three out of ten visitors who want to take a quick weekend holiday, but not for the seven other visitors.

By using creativity and placing additional pages on your site targeting the other visitors, you could easily increase your bookings rate by as much as 300–400 per cent.

offer a movie pass for the kids

How about offering a Corporate Retreat package? It’s the same deal, but maybe with a slightly different gift hamper on arrival. Whatever the add-on, it’s greatly accepted by busy business people looking for that nice relaxing weekend.

or tickets to a local tourist attraction.

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46 ISSUE 59

feature

You can see where this goes. It’s always the same package, and your goal is to fill beds - all you need to do is add that extra something special.

The key to success here is to offer a completely separate page on your website that targets the marketplace your potential customer is in. If that means having ten pages offering the same deal to ten different types of people, but with different incentives and different content, great - go for it.

The only thing that stops you is your imagination.

As a final guideline, when you set out each page, make sure that both the sales copy and the search engine functionality are also focused towards the individual target market niche.

That means using words they understand and putting forward the benefits they want to read about.

Make sure that the description meta tag is optimised, so that on a search they can read what they want before they click to you.

Make sure the headline grabs them by the neck and reels them in. Also be sure to offer them a ‘value added’ incentive - never a discount. Plus, make sure that you ASK THEM to book with you.

It’s really that easy.

The trick is to learn to be creative. This past week I received by mail an offer to subscribe to a very well known business magazine. I’m still very tempted to order that subscription even though I’ve never read the magazine before in my life. Why? Because they are offering

Are you a manager or business owner that wants to…

a FREE sports watch with every new subscription! The thing is, I don’t need a watch - I’ve got a beautiful $1,000 gold watch sitting on my wrist right now. But I still want to order the subscription.

Why? Because I WANT that FREE watch!

Paul Barrs has been helping local businesses online since 2002. He has spoken locally, nationally and at international seminars as an authority on internet business strategy, SEO and Content Marketing. Looking for better results online? Contact Paul by visiting www.PaulBarrs.com/bm

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BUSINESS MATTERS 47

businesswakeup

BUSINESS WAKE UP

your customers; your work; your boss – everything! How does that compare with the day you were not so great?

The second part of the secret is to focus on what you can honestly do to help your customer – and have that as your mission. If that genuine, honest intention shines out of your spirit, if you truly are doing your best to help your client solve their issue, fulfil their dream, meet their needs or expand their thinking, your sales success is easy.

with Amanda Gore

WAKE UP TO THE SECRET OF SALES! Well, it’s not really a secret – everyone knows it but hardly anyone does it.

The most important thing in life, as I have written before, is how you feel about yourself. When you feel good about yourself you can focus on making other people feel good about themselves. That’s the first part of the secret – focusing on making others feel good about themselves.

The story you are telling yourself about yourself and everything and everyone around you will determine your spirit, which will dominate your behaviour, which will influence your sales – dramatically!

When you focus on helping other people feel good about themselves and aim to help them in some way, every non-verbal message you send them is a good one. It helps you build rapport – a key component in sales.

Rapport is when they feel you really understand them and their needs.

WAKE UP AND WIN Here is your secret recipe for sales success: feel good about yourself; make others feel good about themselves; genuinely have a mission to help other people fulfil their goals; build rapport and be constantly conscious of the stories you are telling yourself about yourself and others. You will be giving yourself a TA DA for great results every day!

So how do you do this? Firstly, recall your performance on a day you felt great about yourself. Now, compare it with a day when you were under the weather or having a moment of selfdoubt. I bet there is a huge difference in the outcomes of each day.

amanda@amandagore.com www.amandagore.com www.thejoyproject.com

What were you saying to yourself on the day you felt so good? About yourself;

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Membership from now through till 31/12/2014

For more info call (07) 5492 5977 or visit caloundrachamber.com.au/join

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info@copywizz.com.au www.copywizz.com.au BUSINESS MATTERS 49

localbusiness

MEET NATALIE PELUSO, BUDERIM’S SINGING ESTATE AGENT! She’s sung for Prince Charles three times, taken the Sydney Opera House by storm and sold over 70 million dollars’ worth of property in less than a year... but Natalie is still aiming high.

You’ll find her at McGrath Estate Agents in Buderim, where she’s an expert at crafting successful campaigns that make your property the star. When you become one of her VIP clients, you’ll be treated to exclusive private musical events every year.

Take a look at Natalie’s personal website to read her blogs. The latest one is ‘12 Easy Ways To Get Your New Year’s Resolutions Back On Track’.

Natalie Peluso, 0478 103 664, Residential Sales Specialist, McGrath Estate Agents – Buderim. nataliepeluso@mcgrath.com.au, www.nataliepeluso.com

RAW LENS MEDIA Tom Rawlins is 26yrs old. His parents run a backpackers hostel, growing up he spent his teens hearing stories from all around the world. Tom has worked in TV at both channels ten and seven. In 2010 he left Australia to teach English to a French family living on Reunion Island - a small island off Madagascar. For the next two and a half years he lived in London and throughout Europe, working as a freelance cameraman. This saw him working with the likes of Elle McPherson and Gwyneth Paltrow. Tom is now launching his own business RAW LENS MEDIA, focusing on creating online video content for businesses, to help improve online presence through postings to Facebook, twitter, YouTube, business websites etc.

0431 978 140, info@rawlensmedia.com, www.rawlensmedia.com

scene @ M A T T E R S

M A G A Z I N E

Einstein Innovators Lunch

Michael Goodwin (Ethica Private Wealth Specialists), Melanie Jacobson (MJJ Accounting and Business Solutions) & Karen Parkyn

Di Riddell (Colour Your Life With Confidence) & Lianne Dickson (St George Bank)

Michelle Hamer (Smart Advice) & Edmund Pelgen (Pelgen.com)

Pictures from our Einstein Innovators lunch, see page 20 for information on our next one 6th June.

Michael Flegg (Mfdesign. Marketing Strategies), Gary Mckitterick-Gillett (Kokoda Spirit) & Michael Erbacher (Better Business Pty Ltd)

Paul Barrs (Paul Barrs Publishing), Vivianne Dawalibi (Caloundra Bulk Billing Surgery) & Chris Childs (Think Money)

50 ISSUE 59

Sammy Pluck (Pursuit Fitness), Melinda Bingley (MAB Personal Training & Adventures) & Carlee Webber (Queensland Bookkeeping Services)

Grant Smith (Grant Smith Century 21), Dom Ogun (Six Elements) & Gideon Shalwick (Gideon Shalwick.com)

Grant Smith (Grant Smith Century 21) & Vickie Magic (Business Matters Magazine)

Dom Ogun (Six Elements)

Nicole & Ben Amos (Innovate Media), David Milgrom (Target Training) & Wiklund (Ethica Private Wealth Specialists)

localbusiness

DESU DESIGNER HOMES

MY SOUL STUDIO

desu Designer Homes is a new Sunshine Coast designer timber residential building company. They have launched with all the strength of leading national building firm Nu-Steel Homes, also Coast based. desu (short for design and supply) Designer Homes offers customers hundreds of timber design options or the flexibility to build from original plans. This comes with the expertise and service that Nu-Steel Homes has become synonymous with over its 33year history. desu Designer Homes and Nu-Steel Homes Managing Director, Ash Richardson, said the new company was launched in response to demand from clients who wanted all of the benefits of working with the Nu-Steel Homes team, but using timber.

Karen Guerin, owner of My Soul Studio, runs a variety of small and personalised classes at Mountain Creek, including pilates, yoga and meditation. Karen is known to deliver fast results, and has been involved in health and fitness for over 20 years.

Since moving to the Coast three years ago, Karen’s interest in the mind/body connection continues. She believes in a combination of strength and flexibility and treating the body as a whole.

For more information about desu Designer Homes, visit www.desudesignerhomes.com.au or call 1300 DESU (3378) (thanks to View News for this article www.viewnews.com.au)

For the busy professional or business owner, Karen also offers flexibility around work hours.

She offers group meditations for clarity and ease, staff/corporate group sessions including retreats and conferences, and as an added bonus, Reiki Healing, which is wonderful for de-stressing if you have a busy lifestyle.

6 Molakai Drive, Mountain Creek, 0432 950 468 mysoulpilates@gmail.com www.facebook.com/MySoulPilatesYogaStudio

scene @ Charles Hodgson (View news And Media) & Dent Kent (Credit Consultants)

New Issue Launch Thanks to Greg and his team at ‘Your Place’, 45 Brisbane Road, Mooloolaba, for hosting our new issue launch for the first time. We received comment after comment on the food, everyone just loved it.

Greg McLean and team (Your Place Espresso & Bar)

Helen Groves & Denise Turnbull (Haycroft Workplace Solutions)

Michael Flegg (Mfdesign Marketing strategies), Bec Holliday, Rachael Lord (Be Beautiful Studio)

Nantha Kanagalingam (Bartercard) & Trevor Martin (Waterfront Agent)

Rebecca Ramsay (Clear Light Capital) & Stephen Speirs (Speirs Air Purification Systems)

Shirley Leacy (Element on Coolum Beach) & Debbie Riddoford (PJT Accountants and Business Advisers)

Trent & Lorraine Sampson (WebInsure)

BUSINESS MATTERS 51

localspending

ILC

Helps Increase Local Sales

Immanuel Lutheran College is a P-12 Christian school that delivers more than just academic success. That said, the College’s 2013 OP and NAPLAN results were excellent, with students achieving well above the national benchmark in all areas. In addition, Immanuel’s unique life skills and outdoor education programs, conducted mainly at the College’s second campus at Mount Binga, have contributed to its reputation for producing confident, well-rounded young men and women for the past two generations.

Behind the academic rigour and Mount Binga outdoor education program, Immanuel has been attracting local interest for its ambitious capital works and redevelopment program. Doing their bit to increase local sales, they have individually invested $11.3m in school redevelopment. Since 2009,

nearly $9 million has been invested in infrastructure, including new Prep and Early Learning Centres, multipurpose courts, a sporting pavilion as well as a refurbished sports stadium, science, visual art and home economics facilities.

In 2014, the most ambitious project in more than 10 years will commence with the construction of a purpose built performing arts and music facility.

With an additional 900 square metres of classroom and performance space, the facility will cost approximately $2.5 million, with contracts expected to be signed imminently.

“For all major projects we’ve used local contractors - builders, engineers, architects and a multitude of different trades,” said Principal David Bliss.

“VDM Bellero Constructions, Evans Harch BADGE Constructions,

Empire Engineering, MRP and CORE Architecture are just some of the companies we’ve engaged to reinvigorate our campus,” he said.

“The Federal Government’s BER program benefitted many schools looking to improve their facilities. As an established school, Immanuel didn’t need another multipurpose stadium or hall. Instead, we began a thorough audit of our existing facilities, identified areas of need and future growth and commenced our building program.”

“With the completion of the $2.5 million performing arts and music facility, Immanuel will have invested more than $11.3 million in major capital and minor new works, which ultimately are for the benefit of our students and their families,” said Mr Bliss. www.immanuel.qld.edu.au

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www.taylawsolicitors.com.au 52 ISSUE 59

localsuccess

BE BEAUTIFUL STUDIO

Where Uniqueness Is Created

by Vanessa Webster When worlds collide, beautiful things happen! In May last year Rachael Lord and Bec Holliday both attended a photography business workshop; they made a connection and kept in contact with each other. They would catch up and discuss their personal dream of opening a studio and pursuing photography on a full-time basis, not just freelance. Before long, they realised that together they had all the gear to get a studio up and running. Then, once they found the perfect shop in Tewantin, they joined forces, jumped in the deep end and launched Be Beautiful Studio.

Rachael, a creative person, studied photography on-line. She received a Diploma in Photography at the end of 2012, and has been learning new techniques since. Bec, on the other hand, has been playing around with photography for as long as she can remember. She started her photography career by doing a few shots here and there (upon request) and since then has discovered her passion for pursuing her craft more professionally.

Although Bec had no formal training prior to meeting Rachael, they’ve since attended a variety of group professional workshops to upgrade their techniques, and both continue to be directly mentored one-on-one. Bec says, “I am more the business side to the studio and Rach has the technical training, yet we both share that creative flare.”

At Be Beautiful studio, they believe in making the shoot from beginning to end a full experience that brings out your inner beauty, capturing who ‘you’ truly are. “We believe that you are beautiful and that can only be reflected in an image if you also believe this to be true, and most of all that you feel comfortable,” says Rachael. “We don’t tell you what you want; we sit with you before your shoot and have a good chat about what you want.

This is created either in the studio or on a location of your choice.”

that don’t fit in the box believe that

Rachael is a self-proclaimed tattoo addict, saying, “I LOVE them; I can sit for hours getting them and watching them.

I love the sensation of getting tattooed.”

ever think you know it all. On a final

She adds, “I’m also in the process of planning an amazing wedding to my best friend and wonderful man, Kris, which will be next year.”

Bec says she would like to start a charity and adopt a baby! She also has a strong desire to be a great business woman, saying, “I have a million ideas all the time. I also own an excavation company, I have a wicked hubby and four awesome kids, and they are my best mates.”

Meeting Rachael was the best thing ever for Bec, as they are both diverse and don’t quite fit in the ‘normal’ box.

Bec says, “This is perfect for us… because we want to make the people

they too are beautiful and unique.”

For Rachael, this adventure is her first time owning and running a business and says, “So far it has been amazing! Going to the workshop in May and meeting Bec pushed me that little bit further to just do it.”

A word of advice from these two is to simply find what it is that you are passionate about. Use that fire in your belly to inspire you to get up, get better, always keep learning, and don’t note, if you’re new to business, find someone who’s been in business for a while and ask lots of questions. If you can attend workshops, go to them.

For those looking for a wedding photographer, you will find the women showcasing their business at the ‘Your Local Wedding Guide Expo’ in Caloundra on 9 March.

They’re offering a special deal, so be sure to drop by and say hi.

For our Business Matters Magazine readers, Be Beautiful Studios are offering a 25 per cent discount off all packages (excluding wedding). Valid till 3 April, 2014.

Suite 14, 91 Poinciana Av, Tewantin P. 5449 0388 www.facebook.com/ bebeautifulstudio BUSINESS MATTERS 53

socialmediabusiness

SOCIAL MEDIA BUSINESS with Lisa Harrison

TURNING YOUR FACEBOOK FANS INTO SALES

You can have the best product on earth, featured on the most cuttingedge website, with all of the latest social media profiles, but beware! When you throw it out into that vast ocean of other great products on cutting edge websites, it will just float there.

Rangla Punjab A fan becomes a lead when they willingly provide contactimages information, have text and sign up for your email newsletter or

So, now we know that your Facebook page can’t exist in a vacuum. You can build it, and put it out there, but that’s not enough. It takes a wellcoordinated effort between your marketing and business plans to ensure a meaningful flow of visitors.

Once a Facebook page is created, nothing will happen without that vital support. The results you achieve will

One of the most common complaints I hear from prospective clients is, “I’ve had a Facebook page up for a while now, and nothing’s happened!”

Does this sound like you?

otherwise opt in to learn more about your business. This is best achieved when there is already brand affinity in place and you have positioned yourself as the industry expert.

usually be commensurate with the

Unfortunately, whether you created your Facebook business page yourself, had it done by a teenager, or by a high priced marketing team, the results are often the same: people are often shocked that they aren’t immediately inundated with new business.

To build that brand awareness and affinity, have a marketing strategy that makes time to create good and engaging content. In providing immense value, you will create trust and solidify yourself as an industry expert. This exchange of information will create long-term, loyal customers.

The right formula will not only help

We’ve all heard the hype around the millions of people on Facebook, and the zillions of dollars being spent every month on websites, resulting in a new millionaire being made every few hours.

Here’s the cold, hard truth: Facebook and the internet are like everything else in life - nothing happens until you make it happen.

Start by encouraging engagement with your content in the Facebook news feed. According to a Hubspot Study in 2013, photos on Facebook generate 53 per cent more likes than the average post. The more likes, shares and comments you receive, the more visible future content will be to your fans.

From the factory...

“We are a locally owned business. We manufacture the majority of our products onsite at our Sunshine Coast factory. So our employees are all local, so everything stays on the Coast, creating jobs for locals which has a flow on effect for the economy and families.”

Maroochydore 07 5476 9888

Caloundra 07 5492 8888

Noosa 07 5447 1888

effort and investment you put into it.

Having a Facebook page is really just the beginning of building a successful social media strategy. you engage with fans, but generate hot leads and real ROI from your Facebook following. Invest in your internet presence, and it will work hard for you twenty-four hours a day, seven days a week.

Lisa Harrison is the digital expert and co-director at POMO, a creative agency specialising in customer engagement. Lisa specialises in the field of digital and social media marketing.

Be a part of Lisa’s mentoring program by phoning 5441 6605 or visiting www.lisaharrison.com.au

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PEOPLE ENGAGE WITH RADIO Reach your audience, and have the Sunshine Coast covered from Gympie to Caboolture. Talk to Sally to find out how radio advertising can benefit your business.

Retail Sales Manager P: (07) 5475 1967

BUSINESS MATTERS 55

ADVERTORIAL

IRT Queensland

New Headquarters The popularity of IRT on the Sunshine Coast means we have had to relocate our head office to a bigger space.

Our new headquarters include the creature comforts of a kitchen, corporate meeting room, and state of the art ICT services.

If you would like to meet with IRT Queensland General Manager Lance Taylor and the rest of our team, come along to Level 4, 45 Brisbane Rd, Mooloolaba.

IRT Group is one of Australia’s largest community based seniors lifestyle and care providers. We have been providing seniors lifestyle and care solutions for over 40 years.

The multi-award winning IRT Group manages communities in more than 30 locations across NSW, ACT and QLD, providing care solutions to over 9000 customers.

More residents call IRT home Over the past month a host of new faces have moved into IRT lifestyle communities on the Sunshine Coast.

At IRT Parklands in Currimundi, we are now operating at near capacity, while just up the road at IRT The Palms in Buderim, we are continuing our expansion process to accommodate the growing number of seniors wishing to take advantage of retirement living opportunities on the coast.

Currently we have 20 new villas under construction with local building firm Gauld Project Services carrying out the works.

Stage Two of development was completed late last year and is proving to be very popular amongst seniors, while Stages Three and Four will be completed later this year.

Keep your eyes out To help get our residents around town, we recently purchased a new bus to accommodate our IRT The Ridge community.

The residents, who reside at an IRT community in Bracken Ridge, frequently use the bus to get to and from activities on the coast.

Over the coming weeks the bus will hit the road complete with brand new IRT signage...so if you see the guys out and about feel free to say you’ve read all about them in Business Matters!

IRT residents acknowledged on Australia Day On this Australia Day, a special

ceremony took place at IRT The Palms in Buderim to award twenty Australia Day Council Medallions.

The group made up of eighteen residents and two staff members, was recognised for going above and beyond to ensure the residents at IRT The Palms live in a safe, enjoyable community.

There was recognition for services to the Residents’ Committee, organising of social events, volunteering to drive the bus, gardening and everything in between.

State Member for Buderim Steve Dickson attended the event and handed the awards to recipients.

Just another fine example of the great people we have with us at IRT.

Planning continues for Kawana Forest Later this year IRT will begin construction on a brand new community at Kawana Forest which will be known as IRT Woodlands.

That community will include a 60-bed care centre and 111 retirement lifestyle villas which will cater to the growing need for aged care services in the region.

The Sunshine Coast has a high proportion of seniors, and an estimated population growth from 312,000 in 2008 to approximately 500,000 in 2031.

The final stages of the expansion will begin shortly, all up there will be 139 villas within the IRT The Palms community by the end of this year.

Bracken Ridge

Currimundi

Buderim

IRT The Ridge

IRT Parklands

IRT The Palms

131 Quinlan Street Bracken Ridge QLD 4017 Sales: Susie Webster Call: 07 3869 4536

242 Parklands Boulevard Currimundi QLD 4551 Sales: Kathee Nugent Call: 07 5438 2588

22 Power Road Buderim QLD 4556 Sales: Tina Menz-Bugler & Beryl Harris Call: 07 5456 1300

experience the possibilities®

businessimprovementstrategies

BUSINESS IMPROVEMENT STRATEGIES with

Kylie Anderson

You only sell your business once, so you’ve got one chance to get it right. You don’t want to regret selling your business for less than it’s worth because of poor preparation.

Planning the sale of your business Ideally, you will begin to prepare your business for sale well before you put it on the market. You want to ensure your business is represented at its best and show prospective buyers the benefits of buying it.

Make yourself redundant Make it easy for a buyer to step into your role. If you have all the knowledge and

skills to run the business, the buyer’s greatest fear is that the business will walk out the door when you do.

Document the policies and procedures that exist as unwritten rules. It is advisable to systemise the various functions of your business and create a Procedures Manual. Any buyer will then be able to operate the business without the need to rely on you.

Business relationships It helps to document the relationships which are key to your business’s operation. Convert verbal agreements with suppliers and clients into written agreements wherever possible.

Written agreements make your business look stronger and build confidence in potential buyers. Examine existing contracts with suppliers and customers to ensure they will not expire or require renegotiation just as a new owner steps in.

Business makeover Similar to selling any other valuable asset such as your home, there are several practical steps you can take

This year why not be your own boss?

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to create a good first impression to a potential buyer. You will improve the perception of value to the buyer and might increase the price you can ask.

Business financials Ensure your financial records are up to date to clearly demonstrate the true profitability of your business to a potential buyer.

Prepare a buyers’ information pack Buyers will be working through their own due diligence process and will want to know exactly what they’re getting for the purchase price. It’s a good idea to prepare information packs for genuine potential buyers.

When selling a small business, obtain professional financial and legal advice to prepare the required information and documentation and to ensure you comply with the requirements for a valid sale.

Kylie Anderson is the director at RjS Accounting. RjS are chartered accountants and smsf specialist.

P. 5449 9299 www.rjsaccounting.com.au

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BUSINESS MATTERS 57

WHAT ARE YOU DOING TO INCREASE SALES, AND HOW DO YOU MARKET YOUR BUSINESS?

Owner and senior designer at Design Central, Synda Turnbull, says, “Businesses often ask me why they don’t get more visitors through their website. One of the main reasons is bad SEO on their website, but mainly it’s that no one knows they exist. You need to tell people you are out there, before they will go looking for you. The most successful businesses combine a range of advertising and marketing initiatives to get their message across”.

“Don’t put all your eggs in one basket. Try a little bit of everything, but always gauge what works.”

“Also, the type of message is important. You need to be careful that you are actually marketing yourself in the most professional way possible, and conveying the right messages.”

“I see quite a few resort owners who want to put a photo of their building on their brochure. However they are not selling the building, they are selling a holiday experience. You are much better off to show the view from the room, overlooking the beach, or some feature your guests are actually going to experience.

Highlight your unique selling point over and above your competitors.”

“One of the most important factors is good photography. It is important to make the investment in good photos. They can make all the difference in a brochure or on a website. No matter how good the design, if the photos are terrible, it is really hard to make the product look good.”

“We work with a number of other professionals, including marketing consultants, photographers and copywriters, to ensure that our clients get the best results,” says Synda.

“You also need to think outside the square. Do something different to your competitors.

There are lots of options out there when it comes to advertising and marketing, and it can be a minefield. After 13 years in the business, we have seen what works and what doesn’t, and we can advise accordingly. What works for one business doesn’t always work for another, because their customer base is completely different.

It pays to really get to know your clients, and what they like and don’t like.”

In 2013, Design Central was nominated in the Queensland Multimedia Awards, for their tram design for Tourism Noosa. “It’s not every day that you get to design a Melbourne tram,” Synda says.

The smart thing about this campaign was that it was backed up with a coffee cup campaign. In the middle of Melbourne’s winter there was a stunning photo of Noosa Main Beach on the coffee cups, and the campaign slogan ‘You Could Be Here’. This sort of marketing, which is outside of the box, really gets attention.

Not everyone has the budget to do a tram, but lots of businesses have cars with nothing on them, parked in the street every day. “Your car is a roving billboard,” says Synda, “So why not use it?”

For more information about Design Central visit www.designcentral.net.au

HIGHLIGHT YOUR UNIQUE SELLING POINT OVER AND ABOVE YOUR COMPETITORS.

58 ISSUE 59

magicmoments

MAGIC MOMENTS

with Dranko Magic I close my eyes and you are there, all my memories of you live in my heart. I open them and you are gone, in just a second life goes on.

For me, my mum was the one who showed me what I could become.

It’s not that hard to see what you could do or be, you just need to believe it yourself. With all that goes on in our busy lives, sometimes we think we just don’t have enough time. My advice is to stop and think, you actually do have

time, and sometimes you just need to make time for things that are important.

My mum was the one who showed me how to take the time for life, how not to leave anything behind, not to have regrets. You must look forward, don’t look back, sometimes we waste so much precious time looking at what was, could have been, should have been, instead of what can be now and in our future.

We have such busy lives, but we really need to give some time to think about the people who stand by us all the time. Our wife, husband, partner, mum, dad, and of course don’t forget the kids. These are the people that make us smile.

Thank you for just being my mu m.

I miss you, I love you and I’ll never stop thinking of you RIP.

After reading this, stop and think for a moment of the ones you love, and the ones who help you, even when times are tough. Ring the person today, or go see them, let them know what they really do mean to you.

Dranko Magic is the other half of Business Matters Magazine. He is our Operations Manager; this role includes professional photography, looking after all the invoicing, accounts, debt collection and also the delivery of the magazine.

In loving memory of my mother Angela Olivia Magic who passed away in her home on the 20th of January 2014.

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Name four of the five basic sauces from which all other sauces are derived.

What is Nouvelle Cuisine?

What are truffles?

www.regatta1.com.au Ground Floor, Regatta Corporate Building 2 Innovation Parkway, Birtinya Sunshine Coast, QLD - (07) 5413 9200

Who was Escoffier?

Bon Appetit!

BUSINESS MATTERS 59

numberbusiness

NUMBER BUSINESS

ONLINE SALES VS. RETAIL SALES (MONTHLY)

with Ted Fitzgerald

Sunshine Coast’s Numbers Expert WANT MORE SALES? It’s not just the ads you run, it’s the impression you make!

BACKGROUND: Is your business online? And I mean SERIOUSLY online? As at June 2013 there were 19.6 million Australians with internet access via a mobile handset; an increaseof 13 per cent in just six months. There were 17.4 million subscribers at the end of December 2012. The volume of data downloaded via mobile handsets for the three months ended 30 June 2013 was 19,636 terabytes; a 43 per cent increase from the three months ended 31 December 2012.

The shift from marketing through traditional media such as newspapers, radio and TV, to online is well advanced and the effects are obvious. Check the share price of online companies

such as Carsales.com and Realestate.com to see what canny investors think. If you still need convincing, look at this chart taken from the monthly Online Retail Sales Index and published on the National Australia Bank (NAB) website.

In seasonally adjusted three-month moving average terms, online sales expanded 1.58 per cent while traditional bricks and mortar retail grew at about +0.6 per cent.

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60 ISSUE 59

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numberbusiness 15 YEAR QLD RETAIL TRENDS - NEWSPAPERS & BOOKS

one third of marketing spend within the next five years and will overtake Facebook, Twitter, newsletters and blogs. Research shows that when there is a link to a video in an email subject line, open rates double. And customers don’t want to cope with clever but complicated software formats. They want videos that work easily on their computer, tablet, smartphone and internet-connected TV. Tablet and smartphone users browse products most frequently when doing other shopping activities.

They compare prices or search for better deals. Importantly, in coming years B2B videos will grow as B2B buyers expect even more personalised and targeted information than retail consumers need. As a bonus, a little-understood benefit is that any increase in turnover from an online presence does not Visit www.business.nab.com.au for other excellent business reports and publications.

require more high rent floor space. Online can deliver significant sales volume increases with smaller impacts on the cost side.

SUMMARY: So does your business give the impression

The second chart illustrates how some industries are more affected by the radical technology changes. Over the last five years, sales of newspapers and books have declined rapidly as tablets and smartphones have seen online news and e-books achieve rapid growth.

you’re enthusiastic about being online? Are you really on top of how customers now buy and compare the value of almost all goods and services? Most new TV sets are designed to be permanently online to deliver convenient shopping and access to services. If it’s sales growth

So where to from here? Perhaps the biggest tool to deliver

you need, call one of the online marketing firms listed in

higher sales growth will be online and video marketing.

Business Matters. As I have said before, consider it an

I predict online video advertising will account for more than

investment, not a cost. It could save the business.

We offer general insurance for absolutely whatever you need covered!

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Phone 5450 6174 Mobile 0423 808 108 www.impact-insurance.com.au

Bartercard has helped to create new opportunities and drive business growth

Authorised representative of Longfellows Insurance Broking: A division of Priben Pty Limited ABN: 63 737 820 765 AFS: 261209

• The basic sauces: Espagnole, Béchamel, Tomato, Mornay and Hollandaise.

• Nouvelle Cuisine is french style cooking using fresh ingredients with very little sauce (or none at all).

Bartercard is a marketplace where you trade goods and services. It....

• guarantees new customers • increases cashflow • increases market share • moves excess stock or fill seats • fills downtime • opens new business networks With 55,000 cardholders Australia wide, it’s a great way to build value in your business.

Bartercard-Caloundra Buzz Mag-95x140.indd 1

• Truffles are a fungus, blackish brown in colour, from West Australia. There are also white truffles from Italy. They have a pleasing aroma and an earthy flavour.

• Escoffier was a Master Chef who introduced the art of Sauce Cookery.

1300 BARTER bartercard.com.au

Bon Appetit!

BUSINESS MATTERS 61

17/04/13 10:17 AM

Donna and Gerry Morris, Hot Business Events

Photo courtesy of Profile Magazine

Who is The White Plan?

The White Plan is a strategic advice provider to businesses going through rapid growth and/or requiring an exit strategy.

The White Plan sources and project manages the right team of business professionals to achieve the client’s business goals.

What does The White Plan do?

By ‘unpacking’ a business through The White Plan process we can identify what is really going on in the business’s current ‘state of play’. Once a business can identify what is actually happening it can then plan properly. The White Plan 90 Day Action Plan is developed for the business and the correct team of business professionals appointed to deliver the outcomes the business owners want to achieve. An ongoing Strategic Business Development Plan is implemented once the initial ‘to do’ task list in the 90 Day Action Plan is completed by the recommended team of business professionals. The White Plan’s point of difference is that we personally implement and manage our report recommendations and source the right professionals who best match our client’s needs.

It can sound like a lot of theory, however the difference in what we do at The White Plan is to apply a bit of ‘uncommon common sense’ to a business whilst making sure what we are hoping to achieve genuinely fulfils the business owner’s personal and professional aspirations. From time to time it can involve a bit of tough talking but sometimes we all need that as part of the journey to get to where we want to go.

The White Plan looks forward to sharing in Business Matters the progress of Sunshine Coast businesses we are working with. We are proud to introduce Gerry and Donna Morris of Hot Business Events, who have made some gutsy business decisions in the past six months and are a pleasure to work with.

Aim: To transition from a speakers bureau franchisee to their own events company.

The White Plan 90 Day Action Plan: Structure and Strategy The White Plan team of professionals: Specialist Franchise Law Legal Practitioner Business Insurance Specialist Personal Risk Insurance Specialist Business Banking Specialist Online and Digital Marketing Specialists Branding and Communication Marketing Specialists Liaison with client’s existing Accountant and Bookkeeper Outcomes achieved: Successful sale of the client’s existing franchise business.

Implementation of new business structure that provides the client with comprehensive personal and business asset protection and the correct platform for future business growth.

Brand development and 12-month marketing strategy for the new events company.

Implementation of complete ‘back end’ event management systems and processes supported by their new online website, ticketing and payment platform. These systems integrated with the business’s new business banking solutions and existing bookkeeper’s processes.

Next goal: Scalable and Saleable The ultimate goal for Gerry and Donna is for Hot Business Events to become a business model that can be expanded to allow them to regularly travel overseas. Watch this space.

www.thewhiteplan.com.au 62 ISSUE 59

peoplebusiness from customer referrals, then your customers are not engaged”.

compelling and memorable, to encourage them to return.

PEOPLE BUSINESS

2. Customers want transparency.

Make your information easy to understand - your policies, product information, how to contact you. Give it all to them up front.

Customers are reading the fine print.

with Ken Wright

CUSTOMER LOYALTY THE KEY TO SALES At all times, and especially in tougher economic times, creating customer loyalty is something successful businesses work hard at doing.

1. Customers are searching for stability. They are still showing restraint with their spending, so this means you need to provide an experience that is

3. Customers want information that is now. Be connected. That means going beyond current.

We are living life in real time.

In this age, to succeed we need to do what our competition is not prepared to do.

Consider this quote in relation to your customer service: Verne Harnish, author of the book The Rockerfeller Habits called his company Gazelles because of this quote: “Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It doesn’t matter whether you are a lion or a gazelle... when the sun comes up, you’d better be running.”

4. Customers value the small movement. For smaller local based businesses, this is good news. Relationships count. For larger organisations, act small.

Communicate personally, directly and quickly. Make customers think they are special and unique and figure out how to treat them that way. Customers want to be loyal - it’s a lot less hassle.

If you would like a free chapter on Customer Service from my awardwinning book The People Pill, email me: Ken@Engage4Results.com

In my customer service presentations, I say “If you are not receiving 33 per cent of new business direct

www.Engage4Results.com www.ThePeoplePill.com

Buying a Weber Q? Do your homework

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Choose this one. It has a higher roasting lid with built-in precision lid thermometer, the latest in electronic ignition as well as foldaway work tables.

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email: info@bbqandfireplace.com

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localsafety

SAFE home, SAFE family,

with SAFE Asbestos Business Matters Magazine chats to Dean and Lee Churcher, the Managing Directors of SAFE Asbestos Management. Dean and Lee have an in-depth knowledge of the asbestos industry.

From Dean’s wide breadth of experience in the building trade and recognising the inherent dangers of asbestos, he went on to formulate benchmark methods of asbestos removal and disposal.

Over the years, Dean and Lee have continued to research asbestos, including the best ways to remove it and how to advise their clients about this dangerous substance.

From being a two person asbestos removal team of just Dean and Lee, they now preside over a removal company of 48 employees, 25 vehicles, trucks, infrastructure, custom software and a client base of residential clients and companies that stretch from coast to coast. Dean and Lee, as well as their close executive team, continue to spread the word about asbestos and its dangers, and as a result, the business continues to grow.

In an interview with Dean, it is strikingly obvious that the man is passionate about protecting people from the terrible asbestos disease that is mesothelioma. His drive for asbestos removal excellence is what keeps his team safe, and indeed what has saved many people from making a costly life mistake in mishandling asbestos in their homes.

If you require a quote or would like to know if you have asbestos in your home or business, call SAFE Asbestos Management on 1300 425 433. www.safeasbestos.com

64 ISSUE 59

localoffice

OFFICE FOR RENT – INSIDE THE BUSINESS MATTERS OFFICE – AVAILABLE NOW Have you thought about moving your office from home? Or maybe the office space you have at the moment isn’t working for you. We have a space available inside the Business Matters Office, which might be just perfect for you. We are overlooking the water at Minyama, just beside the Kawana Hotel, where we go for lunch most Fridays. We probably need to share that the reason that the previous people have to move out is that they grew too big through the connections they were able to build in being part of the Business Matters team.

So if you are looking to take the next step in your business and capitalize on being part of the Business Matters team. We include free tickets to our Business Matters Launches, free tickets to our ‘Business Matters Advertisers only workshops’, free coffee, free electricity, free internet.

Cost is from

Why not give us a call and see if this office might suit you?

The office has two desks so no worries if you are more than one person, or have a thought to grow soon.

+ gst per week

Call Vickie on 0433 198 868 to have a look for yourself.

$210

M A T T E R S

M A G A Z I N E

TAKE A BREAK

For a romantic getaway or girls weekend away

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Complete with: Its own day spa

Thai restaurant

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Onsite Coffee Club

Right across the road from the beach, the resort features spacious, fully selfcontained one, two and three bedroom apartments, fabulous sub-penthouses and a gorgeous penthouse complete with its own lap pool.

Offer > Book a weekend getaway at Element on Coolum and receive a late check out on Sunday.

Ph: 07 5455 1777 www.elementoncoolumbeach.com.au

BUSINESS MATTERS 65

ADVERTISERS WHO MATTER TO US!

This list of our advertisers can help save you some valuable time when looking for one of these industry specialists.

BUSINESS

CONTACT

WHAT THEY DO

WEBSITE

4CP Promotional Products

5442 3341

Promotional Products

www.4cp.com.au

Admin Link Plus

5476 0022

Virtual PA Assistance

www.adminlinkplus.com.au

All Computer Services

5456 1184

IT Operations

www.allcomputerservices.com.au

AOK Risk Solutions

0409 342 552

Insurance

www.aokrisk.com.au

Audi Centre Sunshine Coast

5493 8000

Prestige Cars

www.audicentresunshinecoast.com.au

Aus Identities

0411 475 114

Personal Awareness Program

www.ausidentities.com.au

Austin Parry

0419 701 608

Business & Executive Coach

www.austinparry.com

Bartercard

5493 6162

Extra Bankable Cash

www.bartercard.com.au

BBQ & Fireplace Centre Specialist

5443 7275 / 5473 0023

BBQ, Fireplace & Heating Retail Outlet

www.bbqandfireplace.com

Be Beautiful Studio

5449 0388

Photographer

www.facebook.com/bebeautifulstudio

Bellingham Maze

5445 2979

Family Fun including new timber maze

www.bellmaze.com

Bon Appetit

0404 819920

Restaurant Consultant

Burtech Pty Ltd

0407 911 228

Communications, Infrastructure & Telephone System Specialists

www.burtech.com.au

Brian Symons

0408 433 234

Yandina Commercial Property for Sale

briansymons@bigpond.com

Business Matters Magazine

5444 4456

Business Magazine

www.bmmag.com.au

Caloundra Chamber of Commerce

5492 5977

Chamber of Commerce and Industry

www.caloundrachamber.com.au/join

ChemDry Suncoast

1300 793 544

Domestic & Commercial Upholstery & Carpet Cleaning

www.suncoast.chemdry.com.au

Chilli Fire Services

0412 961 872

Fire Safety Training

www.chillifire.com.au

Clear Light Capital

0403 235603

Capital Raising, Corporate Advisory, Strategic Business Planning

www.clearlightcapital.com.au

Conservation Volunteers

0404 828 921

National Wildlife Conservation Programs

www.conservationvolunteers.com.au

Copywizz

5479 3800

Graphic Design, Printing & Copyshop

www.copywizz.com.au

Daisy's Place

07 5494 5192

Restaurant, Bar, Café

www.daisysplace.com.au

Design Central

5449 9972

Graphic & Web Design Specialists

www.designcentral.net.au

Devine Legal

5479 1006

Law Firm Specialising in Workplace Relations

www.devinelegal.com.au

Element on Coolum Beach

5455 1777

Holiday Accomodation

www.elementoncoolumbeach.com.au

Expandasign Australia

1300 720 058

Banners, Flags & Marquees

www.expandasign.com

EYEWITNESS Security Cameras

1800 030 904

Security Cameras, Video Surveillance Systems

www.eyewitness.net.au

FC Education

1300 887 017

Fitness Education & Training Courses

www.fceducation.edu.au

Grant Goodrum CENTURY 21 Coastal

0413 282 274

Property Sales Consultant

www.century21.com.au/caloundra

Harlequin Blinds & Security

5476 9888

Blind Suppliers

www.harlequinblindsandsecurity.com.au

Haycroft Workplace Solutions

1300 766 380

Workplace Solutions

www.haycroft.com.au

Home & Away Catering

5492 8536

Catering Services

www.homeandawaycatering.com.au

HRM

1300 962 258

Contracting & Consulting

www.hrmcc.com.au

Ikatan Spa

5471 1199

Luxury Private Destination Balinese Day Spa & Garden

www.ikatanspa.com

Immanuel Lutheran College

5477 3441

P-12 Co-Educational School

www.immanuel.qld.edu.au

Impact Insurance

5450 6174

General Insurance

www.impact-insurance.com.au

Inhale.com.au

1800 230 042

Great Websites

www.inhale.net.au/digital-marketing-sunshine-coast

Innovate Media

5450 2715

Video Production Solutions

www.vlogpod.com.au

Information Technology Renovations

0430 500 395

iPhone/Smartphone/Tablet Repairs

www.facebook.com/fixitphone

IRT

1800 024 915

Senior Lifestyle & Care Providers

www.irt.org.au

Jaz Renovations & Constructions

0452 558 788

Home Construction & Renovation

www.facebook.com/JazRenovations

Jims PoolsCare

13 15 46

Pool Care Specialist

stephenc@jimspoolcare.com.au

Joyful Growth

0499 982 569

Occupational Therepist

www.joyfulgrowth.com.au

Laguna Bay Airconditioning

5455 6505

Airconditioning Sales & Maintenance

www.lagunabayair.com.au

Lead On Purpose

5449 2298

Coach, Speaker, Facilitator

www.leighrorke.com

Living Valley Springs

1800 644 733

Health Retreat

www.lvs.com.au

Michael Flegg

0422 011 241

Design/Advertising & Multi Media

www.michaelflegg.com

Mortgage Choice

5476 9333

Local Home Loan Expert

www.mortgagechoice.com.au/linda.ireland

Nambour Party Hire

5476 0284

Party Supplies

www.nambourpartyhire.com.au

Ocean Orthodontics

5493 3200

Orthodontic Specialist

www.oceanorthodontics.com.au/

Optam Building Group

5443 3780

Property Improvement & Development

www.optambuildinggroup.com.au

Palmer Coolum Resort

5446 1234

Resort, Spa & Golf Course

www.palmercoolumresort.com.au

PaulineRyeland.com

0411 701594

Relationship and Intimacy Coach

www.paulineryeland.com

Pickering Accounting (Bookkeeper)

0401 717 630

Bookkeeping

www.pickeringaccountingservices.myob.net

Pomo

5441 6605/1300 762 865

Creative Agency

www.pomo.com.au

Prime Radio Group

5475 1911

Radio Station

www.hot91.com.au

Rangla Punjab Indian Restaurant

5443 1168

Indian Take-Away & Dine In Restaurant

www.ranglapunjab.com.au

Regatta One Business Centre

5413 9200

Serviced & Unserviced executive offices

www.regatta1.com.au

Rejuvenate Marketing

0410 584 537

New/Rejuvenated Websites & Services

www.rejuvenatemarketing.com.au

RjS Accounting

5449 9299

Accounting Services

www.rjsaccounting.com.au

Ron Hill Automatics

5443 4444

Professional Vehicle Maintenance

www.ronhillautomatics.com.au

Safe Asbestos

1300 425 433

Asbestos Removal, Demolition, Roofing

www.safeasbestos.com

Savvy Business Sales

5444 3300

Business Sales

www.savvybusiness.com.au

SOS Debt Solutions

1800 767 332

Debt Solutions

www.sosdebtsolutions.com.au

Sunshine Coast Coffee Roastery

1300 729 343

Corporate Coffee Solutions

www.corporatecoffee.com.au

Sunshine Coast Grammar School

5445 4444

Independent Co-educational School

www.scgs.qld.edu.au

Target Training

5452 7722

Fully Funded Training Courses

www.facebook.com/targettrainingsunshinecoastwidebay

TayLAW

5491 9911

Professional Solicitors

www.taylawsolicitors.com.au

Tint-a-Car Maroochydore

5443 6166

Car Tinting

www.tintacar.com.au

The Insiders Report

0407 962 602

Money Making Strategies, Coaching and Consulting

www.acceleratedbusinessmarketing.com.au

The Lateral Group

5438 8630

Chartered Accountants

www.lateralgroup.com.au

The White Plan

0400 074 023

Strategic Business Development Advice

www.thewhiteplan.com.au

Think Money

5430 4777 or 1800 RING ME

Property Investment and Wealth Creation

www.thinkmoney.com.au

Unwin Dental

5444 2322

Dental Practice

www.unwindentalgroup.com.au

Visa and Immigration Solutions Australia

0407 930929

Visa and Immigration Solutions Australia

www.visa.net.au

Wealthmed Australia

1300 887 137

Integrated Financial Planning for Medical Practitioners

www.wealthmed.com.au

Wealthmed Australia

1300 887 137

Integrated Financial Planning for Medical Practitioners

www.wealthmed.com.au

Your Place Espresso & Bar

0459 298 677

Bar, Restaurant, Coffee Shop

www.facebook.com/yourplaceespresso

lisa harrison Digital Marketing Corporate & Consulting

QLD FIRE COMPLIANCE Fire Training Warden Training Fire Safety Advisor Evacuation Diagrams Fire & Evacuation Plan & Procedures Manuals Extinguisher Maintenance, Emergency Lighting Testing

Phone Teresa Durie 0412 961 872 www.chillifire.com.au QBSA 1204585

Just ask Megyn Carpenter, megyn@rejuvenatemarketing.com.au

Now located at 17 Florence Street, Nambour

 Online Marketing Strategies  Social Media Management  Websites

Visit www.rejuvenatemarketing.com.au

From table and chairs to Helium tanks and party supplies, good choices at great prices

In business, marketing counts!

Education & Training Mentoring

Contact Lisa 5441 6605 lisa@pomo.com.au

Are you frustrated with your partner?

Are you not being heard in your relationship?

Do you desire more intimacy in your relationship?

Discover the five step system to getting your relationship back on track.

Call Pauline on 0411 701 594 for a FREE 15 minute chat or send an email to pauline@paulineryeland.com

PaulineRyeland.com PAULINE RYELAND, RELATIONSHIP & INTIMACY COACH & EDUCATOR

Need help? > To better manage anxiety or depression? > To manage at home, get back into activities or return to work? > To learn strategies to relax and manage stress?

For yourself, or someone that you love.

BUSINESS AND EXECUTIVE COACH Grow your business efficiently Create an enjoyable workplace Reduce work stress

I’m more about doing than talking...…

Belinda Bull > Occupational Therapist with 25 years experience in mental health

0499 982 569 www.joyfulgrowth.com.au

Leadership and Team Development SME Specialist SCAN HERE TO VIEW VIDEO

Phone Austin 0419 701 608 Email austin@austinparry.com

The future isn’t written.

It’s designed.

The first ever Audi A3 Sedan Innovating with sport and sophistication at the forefront, true passion has sculpted the ultimate urban sedan. Beneath its sporty exterior the A3 Sedan houses performance-enhancing Audi ultra® lightweight technology and Audi Cylinder on Demand, which helps to lower both fuel consumption and CO2 emissions. The luxurious leather appointed interior features dual climate control air conditioning, a multifunction steering wheel with shift paddles, and an intelligent infotainment system which retracts elegantly into the dashboard.

Available to order from $44,990 drive away* To test drive yours, visit Audi Centre Sunshine Coast today.

686-692 Nicklin Way, Currimundi | Tel. 5493 8000 | audicentresunshinecoast.com.au

*$44,990 is the drive away price for the A3 Sedan 1.4 TFSI (no added options). Vehicles must be ordered by 30 June 2014.

Standard production lead times of a minimum of 3 months apply. Excludes fleet, government and rental buyers.