Project Bank Accounts QLD Building Plan Update
How Many Coats? Save thousands
Due Dates for Payment
Which one will work best for you?
Tune up your Business Marketing!
www.aussiepaintersnetwork.com.au
CONTRIBUTORS
From the Editor
• Angela Smith • Anthony Igra • Caroline Miall • Jim Baker • Leo Babauta • Monroe Porter • Nigel Gorman • Robert Bauman • Shane Moore
Hi Everyone, What a massive month for APN. This is our 70th edition of the Aussie Painting Contractor Magazine. It seems not that long ago that we started on this adventure. Thanks to all that have supported us throughout the years. This month we have travelled almost 5000km with the Painters Training Wheels looking after our regional apprentices being trained throughout the state. We have been lucky to have had experts from their areas join us in Brisbane and regional areas as well to assist in the training. The Qld Ministers office has been in contact with us to keep us up to date with the latest legislation changes coming into effect that will assist all painters. They have so far announced Project Bank Accounts and we are looking forward to hearing the other initiatives that we have discussed with them. We will keep you informed as the changes come to hand.
EDITOR
The cover this month was done by Steven, one of our apprentices from Hervey Bay. He drew his own stencil and then started having some fun with ‘Frank, the Great Lookin Fish’. We had to share as he was so excited about doing it. Unfortunately Frank has now been painted over never to be seen again.
Nigel Gorman
I hope you all enjoy this month’s magazine as much as we have in putting it together.
EXECUTIVE EDITOR
Until next month,
Caroline Miall
Happy Painting!!
GRAPHIC DESIGNER J. Anne Delgado
Nigel Gorman
nigel@aussiepaintersnetwork.com.au
07 3555 8010
Contents How to Get Back on Track with Motivation & Habits
6
Due Dates For Payment
A ‘Must Read’ Story
21
COMBATING THE WORLD OF
Which One Will Work Best For You?
Painters Training Wheels
Do You Call Your ‘Home’ Your ‘Office’? Stay Professional Whilst
18
9
TRIP TO NORTH QLD A Painter or a Business Person?
Tune Up Your Business Marketing
10
Toowoomba and it’s STREET ART
13
How Many Coats? Glossary of Paint & Painting Term
33
How a child turned the tables around
38
All Fluff and No Stuff
25
Project Bank Accounts
26
Industry Idiots
44
30
Important Contacts
45
QLD Building Plan Update
41
Opinions and viewpoints expressed in the Aussie Painting Contractor Magazine do not necessarily represent those of the editor, staff or publisher or any Aussie Painters Network’s staff or related parties. The publisher, Aussie Painters Network and Aussie Painting Contractor Magazine personnel are not liable for any mistake, misprint or omission. Information contained in the Aussie Painting Contractor Magazine is intended to inform and illustrate and should not be taken as financial, legal or accounting advice. You should seek professional advice before making business related decisions. We are not liable for any losses you may incur directly or indirectly as a result of reading Aussie Painting Contractor Magazine. Reproduction of any material or contents of the magazine without written permission from the publisher is strictly prohibited.
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How to Get Back on Track with
Motivation & Habits It happens to all of us: you are going strong with a project, with learning something new, with a new habit or two … and things go sideways. You get derailed. This is a critical junction. If you let yourself quit, all your time and effort up until now has been for naught. If you can get back on track, things can be great again. Most people don’t know how to get back on track, and so fail repeatedly. Today I’m going to share a simple method that works for me.
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Recently, I’ve had to use the method because of a few difficulties: • A learning project got sidetracked. For a couple months, I’ve been focused on learning something new, but I got discouraged because a) my learning efforts got interrupted by travel, which was a bummer, and b) I had a couple of failures that made me feel like quitting. As of a couple of days ago, I was on the brink of quitting altogether. • My eating habits have been crap lately. Well, not complete crap, but crappy enough
that I’ve felt a bit unhealthy. And I haven’t been able to get it back on track. • My focus hasn’t been what it could be lately. In recent months, I was super focused on my mission, on mindfulness and meditation and helping others. In the last month, that focus hasn’t been there, for a variety of reasons. I haven’t given up, but have definitely been sidetracked.
Sounds discouraging, right? But not to fear, getting back on track is actually fairly simple.
The Key Principle
Here’s the key idea to understand: getting off track and getting back on track is all about mood. When we get off track, it’s because things that affect our mood as it relates to the project or habit. For example: 1. We get interrupted because of travel, illness, visitors, crises, etc. This interruption makes us feel discouraged. It’s not the interruption that is the obstacle, it’s the feeling of discouragement that gets in the way. 2. We get tired because of travel, illness, a lack of sleep, etc. … and the tiredness makes us feel unmotivated towards our project or habit. Tiredness is a huge obstacle, because when you’re tired, you don’t feel motivated, your mood isn’t as good, and you just want to comfort yourself with distractions and food (among other things). 3. When things aren’t going well, we can get very discouraged — we’re not losing weight on our diet, exercise is harder than we fantasized about, language learning is very difficult, etc. 4. When things get busy in our lives, we often have to skip the habit, which can make us feel bad about ourselves. When our mood, as it relates to the project or habit, is bad … we often feel like quitting, and don’t even want to think about the problem. We avoid thinking about it, turn away from it, and seek other comforts.
The Method
So how do you get back on track? Here’s the method I use.
1. Admit there’s a problem, and ask a key question. We often want to ignore the problem, not even think about it. But this only encourages quitting, and doesn’t help the problem. All we have to do is simply say, “I’m feeling bad about this. I’m discouraged and thinking about quitting.” Then we can ask ourselves, “Do I really want to quit, or is there a good reason to get back on track?” 2. Take one small, easy step. If you have good reason to get back on track, don’t think about the entire project of getting back on track. That’s too much, and can be overwhelming, which means we’ll never start. Instead, just think of one thing you can do. For example, if you’ve fallen off the meditation habit … can you meditate for 30 seconds right now? 10 seconds? If you stopped listening to your language tapes, can you just do 2 minutes of the tapes today? If you stopped doing yoga or bodyweight exercises, can you just do a few minutes right now? It might seem ridiculously easy, but that’s exactly what you need to do. Something tiny, anything. This is the key step, so don’t take it lightly. 3. Focus on getting any kind of victories. If you do 30 seconds, 2 minutes, whatever … you’ve had success! This is a victory, and a victory changes your mood. If you’ve been trying to play chess and you’ve been losing and become very discouraged, then focus on doing some tactics training for one minute. That’s a victory! What other kinds of victories can you get? Look for anything: just doing another minute later today or tomorrow morning, doing a little practice on your commute, reading a little
about the topic online, anything you can do. Nurture your mood — victories change your mood. Defeats and tiredness can bring it down. So see what you can do to lift your mood up, including talking to someone else about it or making it more social, playing some good upbeat music to make it fun, making some tea or lighting some candles to make it more enjoyable, etc. 4. Build long-term strength with small steps. If you build little victories, take small steps, and nurture your mood as in the previous steps … you’ll start to have a more solid habit or motivation for your project. After awhile, you become more robust, so that a little defeat won’t really matter too much. You have room for some tiredness now and then. You’ll be strong and won’t need to worry about all of the little mood changes. But it takes a bunch of small steps and victories to get there. So focus on one small step, one victory, at a time. Don’t worry about the long term, just focus on the short term. And the long-term strength will come. This isn’t a difficult method — anyone can do it. All it takes is a small admission of struggle, a willingness to ask whether you want to get back on track, and a focus on small steps and victories. That’s doable, and awesome. ----------------------------------------------
Leo Babauta
a successful ‘simplicity’ blogger and author from California, the creator of top 25 Blog,
ZEN HABITS
2017 September Issue | 7
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Do You Call Your ‘Home’ Your ‘Office’?
Stay Professional Whilst
Working From Home With These Top Tips Yep, there it was… that wandering, non-work related thought that has completely thrown your productivity out the window. In the middle of detailing a quote for a prospective customer you find yourself pondering what to have for dinner. Before you know it, you’re in front of the fridge sussing out the ingredients… it’s only 9am! Dinner can wait. If you are one of the MANY painting business owners to claim ‘home’ as their base for business, I’m sure you can relate! So we’ve put together some tips to help you stay on track when you call your ‘home’ your ‘office’.
TIP #1 Get dressed
‘Sloth clothes’ equal a ‘sloth mentality’. As much as it sounds enticing to hang out in your pyjamas all day, its time to strip and replace them with professional work clothes. This switch can have a huge impact on your mindset and hence change your attitude to how you approach your day.
TIP #2 Create a schedule
Whilst working from home can allow you to set your own hours, this can often be the challenge with your levels of productivity. Or lack thereof! You can maintain your discipline by creating a schedule. Your schedule will depend on the requirements of your business and
when you work best. If you are a morning person then ensure you hit your difficult quotes at 9am when you are wide awake and not struggling with the arvo tiredness. But make sure you keep this consistent.
as your workspace, it’s time to convert a corner of your living room. A devoted work space will help you flick the switch to ‘work mode’ (and them off again when you’ve finished your work for the day).
TIP #3 Manage your phone calls
Don’t let your home office be the barrier to your business success. To ensure you are productive and efficient perhaps try out some of these tips - you’ve got nothing to lose!
A home office often means your business phone is also your personal phone. This is risky territory with a constant temptation to let personal matters distract you. To ensure you stay focused on work in work hours turn off the notications on all your personal apps, ignore calls in your scheduled work hours from friends (as much as its tempting!) and ensure that your voicemail is professional announcing your name and business name. If your voicemail currently says ‘it’s Charlie, ring me back’ you might want to think again.
TIP #4 Separate your workspace
If you don’t have an office at home and have been using the dining table
Learning more about productivity to benefit your painting business. Come to The Future Tradie live event. CLICK HERE for more details and to claim your discounted Aussie Painters Network ticket offer of $47; plus bring a friend for free!
Angela Smith
Co-founder – Lifestyle Tradie “Helping Trade Business Owners Fast-Track Financial & Lifestyle Success”
2017 September Issue | 9
TUNE UP
Your Business Marketing In this article we’ll be looking at business sales and marketing strategies, one of the three legs that any business stands on, the other two being Production and Finance. We’ve talked at length about the importance of keeping all three legs in balance, and in last month’s article we’ve discussed how important it is to have a solid financial plan supported by effective processes and structures. Many of my clients shirk back when I use the term ‘marketing’. They may have had negative experiences with marketers they’ve engaged in the past and think of it as an expense that didn’t yield any increase in turnover, and therefore start to neglect this area. Marketing is also more than putting an ad in the local paper. It is rather a comprehensive business development strategy that includes many different facets, like referral programs, promotions, online visibility and giving away high value, free information to your prospective target market. I’m going to make a bold statement here: Marketing is an investment in your business, not an expense. This is an important shift in your thinking. When you approach marketing as an investment in your business, you’ll also need to think about Return on Investment (ROI). The key to a successful marketing program is ‘test and measure’!
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Once you’ve decided on the marketing strategy you want to use, it is important to set marketing goals. For example, if you are implementing a referral program, you’ll need to put a mechanism in place that will help you evaluate the outcomes, ie how many referrals have been made to your business by who, and did the referral become a client etc.
• How can I incentivise the making of referrals, ie how will you reward the people who refer business to you? • How can I engage with business owners to let them know what’s in it for them when they make referrals to your business? • How do I administer the referral program? • How do I get the data to evaluate how good the program works?
Let’s stay with this example and consider what you’ll need to do, before you set up your referral program. You’ll need to ask yourself a few questions including: • Who in my business community is best placed to make referrals to my business?
Whether it’s a referral program or any other marketing strategy you have decided on, it is important to calculate your ROI. In essence, you’ll need to think of it in terms of cost vs revenue.
Consider the following example: • Tesla Motors was giving away $1,000 as a referral reward. • The most successful advocate, wei70644, made 188 referrals, costing Tesla $376,000 in referral rewards. • Tesla made$15,980,000 in revenue from the referred sales. That’s a 40x return on investment, and in anyone’s book it’s an impressive result. So when you create your marketing program, you’ll need to get into the nitty gritty of costing the marketing strategy first, ie setting up a marketing budget. Then you can set off the costs against the increase in turn over. When your ROI is higher than the cost of your marketing program and meets your marketing goals, you know you’ve got it nailed. In summary, the corner stones of any marketing program are: • Your target market focus. Who are you trying to attract? • What are you trying to sell. What is your offer? • Where you are going to promote (eg print advertising, online, business networks)? • Documenting your program step-by-step. • Creating a budget for your marketing strategies. • Calculating ROI, including evaluation of program effectiveness through KPIs.
see if it works. Above all, don’t be discouraged if you’re not achieving the desired ROI at first. You have to test the market with your chosen marketing strategy to find out if it works. It’s a bit like the old saying ‘If you want to make an omelette,you’ll have to break some eggs.’ Look at what is working after each marketing strategy implementation or promotion. Examine why particular aspects of your marketing is not working and change your approach. Factors like timing, market trends and the perceived value of your offer all play a part in whether your marketing strategy is successful. Sometimes a different headline in an advertisement can completely change the results. Testing and measuring is absolutely critical to find out what works best
for your business. You definitely need to put some numbers to each strategy to see if works. Remember, the only way to know for sure is to test and measure. Once you find an idea that works, continue to use it until you’re no longer getting the result. I hope this article has inspired you to get out there and grab the market share you are looking for. If you have any questions on how to set up a simple and effective marketing strategy to increase your profits, feel free to arrange a FREE No-Obligation Meeting with me. Call my office on 07 3399 8844, or just visit our website at www. straighttalkat.com.auand complete your details on our Home page to request an appointment. Copyright © 2017 Robert Bauman
Call Us: (07) 3399 8844
Once you are clear on that and have kicked off your marketing strategy you’ll need to schedule regular reviews for each individual marketing strategy or promotion to
2017 September Issue | 11
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Toowoomba and it’s
STREET ART
For those of you who do not know, Toowoomba is town 127km from Brisbane with a population of over 110,000 people. My wife and I recently went there for a visit; her to check out the quilt shops and me to check out the street art which the town has now become quite famous for. Instead of taking the direct route, we travelled the old ‘Cobb and Co.’ road which took us through some of the outback towns. Most of these only ‘sprung up’ because of Cobb and Co. taking passengers and doing mail and supply deliveries throughout the state. I researched the BrisbaneToowoomba route and thought, before I talk about the street art, I would give you a brief run-down on what it was like to travel long distances 150 years ago. Cobb and Co. coaches began running in Queensland on January 1, 1866.
The journey to Toowoomba started with a blast of a bugle horn at 5am in Brisbane City (before the Town Hall and Clock Tower was built) to alert the passengers to board the coach at 6 o’clock. They were transported to Ipswich first where they boarded a train that took them to Granchester. They would then board another coach to take them to their final destination, Toowoomba which was scheduled to arrive in the early afternoon. There were two services a day, the other arriving late at night. On route, Staging Posts were set up where teams of horses (five per coach) were swapped, and the tired horses were stabled, rested and fed. This happened approximately every 20km or after one and a half hours travel time. As a coach approached the driver sounded the bugle to
let the groom at the changing station know the coach was arriving. Often families or married couples ran these stations, with the husband looking after the horses and the wife cooking a mid-day meal of stewed galah, prickly pear jam and damper for the passengers. The average speed was about six or seven miles per hour which was quite fast for the time, considering most journeys only had short sections of flat travel on well-made roads. Most trips also involved crossing streams and rivers that had no bridges, travelling up and down hills and negotiating rocky outcrops on what were essentially just tracks through the bush.
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It was certainly rough going on a Cobb & Co. coach with many passengers suffering from motion sickness. To add insult to injury, they were expected to get out and walk and push it if the coach couldn’t make it up the hills, and when it got bogged, they had to help dig it out. Yet for all that, it was extremely expensive to travel by coach; around the wage of a working week for most people. Passengers were usually wealthy squatters or bank managers, or maybe people who did not pay for their own ticket like commercial travelers (salesmen) and clergymen on their bush rounds. Most working folk just rolled their swags and walked. Now, it only takes around two hours to travel the distance. Now about the art; apart from hosting the stunning and beautiful ‘Carnival of Flowers’ festival every September, Toowoomba has recently become quite known for its’ street art. The concept ‘First Coat’ was the brainchild of Kontraband Studios in conjunction with the Toowoomba Regional Council. It was initially presented as a three-day festival in 2014 making arts and culture accessible to the community through
contemporary street art transforming public spaces in and around the CBD. The inaugural event resulted in 19 large-scale outdoor murals brightening otherwise bland building facades for everyone to enjoy. The following years resulted in over 50 large-scale murals and smaller street art paintings dotted in and around the city heart. Previous years’ events incorporated live side events such as live music performances, hands-on workshops, night-time projections, boutique bars and pop-up retailers and of course, being able to watch the murals being painted. My tour started at the beginning of the main shopping road and I wandered aimlessly around the side streets and alleyways searching for all these wall paintings. I came across 20 in a short space of time and they were absolutely wonderful. Once arriving back in Brisbane though, if I had attempted to do a proper research first, I would have found an App called ‘FirstCoat’ which had a map of all the artwork locations in the city district. It looks like I will have to go back again one day.
To me, street art has many benefits. It is not only pleasing to look at or has the ability to pretty up un-attractive walls, but it attracts tourists like myself, to make a special trip to see them. I can certainly say also that it brings money in to boost the local economy. For instance; my wife and I stayed two nights at a motel, had home-delivered pizza and a bottle of wine the first night, went out to an Italian restaurant using a local Uber driver to ferry us back and forth the second night, and then had an excellent breakfast at Picnic Point the day we left. So as you can tell we spent a bit of money in town that we may not have done if it wasn’t for the artwork. The final benefit (and a very important one) it cuts down on the ‘graffiti’ and ‘tagging’ from mindless idiots that have nothing else better to do in their lives. If you’re ever in the Toowoomba area, please make the effort to wander the streets and check out the artwork, as I guarantee you will not regret it.
Jim Baker www.mytools4business.com 2017 September Issue | 15
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2017 September Issue | 17
Due Dates For Payment Which One Will Work Best For You?
It is unfortunately all too common for a contractor to produce a detailed quote for the work they will do for the client that contains pages of description regarding the scope of works, but no mention at all of payment terms! One of the most important things in the quote needs to be the agreed due dates for payment. It is interesting to note that despite having numerous options, contractors will stick to either ’30 days’ or ‘7 days nett’ regardless of whether it suits them or if it is realistic. This article will encourage you to explore other terms that may better match the client and the work. KEY POINTS FIRST Before considering other terms you need to note some important concepts: Terms must be agreed beforehand: You cannot stick payment terms on your invoice and then hold your client to them.
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Terms MUST be agreed beforehand in your contract, quote, or agreement. You will find that you cannot enforce terms in any formal process unless your client has had the opportunity to agree to them before the work. This makes it very important that you have a written agreement upfront (that’s a whole other article!). Nail it down: You need to nail your terms down in time. For example, too often I see a term like ’30 days’. That is meaningless. Thirty days is simply a period of time: ’30 days from what’? The same goes for ‘7 days nett’; it means nothing. You need to state when that period runs from. So ’30 days from receipt of the invoice’ is a good term. Take a look at your terms and you may find they are simply periods of time rather than a payment term.
Use ‘Business Days’: If your terms are only described as ‘days’, then it is possible that the due date for payment will land on a weekend or public holiday. These are sometimes called ‘calendar days’. However if you make your payment terms in ‘business days’ then the due date will always be on a day that your client will be open and in a position to pay. Consider changing to ‘business days. For example instead of ’14 days from invoice date’ why not ’10 business days from invoice date’. It is about the same period and the due date will not be a weekend. Invoice on time: As payment terms need to run from the date the claim was received or dated, then make sure you are invoicing at the time agreed, or regularly.
PAYMENT TERMS: YOUR OPTIONS COD: or Cash on Delivery Under this term you get paid before you leave the site. This is a good term if you do low value quick work. It is very important to inform your client before you attend site that payment will be required before you leave. If you want to use this term often, it is helpful to have many avenues for payment such as credit card and eftpos facilities. 7 (business) days from the date of the invoice: This is usually too short in construction unless it is home building work. In my view it is realistic only for claims up to $20 000. If you are going to use this term, it is vital to follow up after the 7 days.Make the term meaningful so your client knows that 7 days means 7 days. 14 (business) days from the date of the invoice: This is a pretty useful term period. Fourteen business days is in fact 3 weeks and so gives your client plenty of time to pay without being too long for your cashflow needs. If you are going only with ’14 calendar days’ then get this agreed upfront. On large commercial work you can sometimes get a deal where the client pays you fortnightly. 21 (calendar / business) days from the date of the invoice: This is a very underused term. 21 calendar days is not a full month, and business days make it about a month. This can be used for high dollar work, especially if you client is the principal/developer. In that scenario they are not waiting for a payment from their client; they are the sole client. It improves cashflow, and is not too short or too long.
30 (calendar) days from the date of the invoice: This is what is commonly called ’30 days’. This is an industry standard. I think it can still be widely used but you must
b) that you enforce it. Once it is overdue, chase your money. 30 days from the end of the month in which the invoice claim is received:
Milestone payments: This is something to avoid and has been in a previous article. The client can always argue that each milestone was not achieved. If you use this kind of term, then make sure each milestone is defined perfectly and so no one can be in any doubt when it is reached. Also make sure the terms are clearly expressed either as a dollar amount, or a percentage of the contract sum. As usual, keep your client to it and invoice at each milestone.
This is also very common and in unavoidable on big jobs. They key here is to make sure you invoice at the end of each month. That way you are waiting 30 days or so for you money. For example if you invoice on the 3rd of the month, then payment is only due on the 30th of the next month; you are waiting nearly 60 days for you money.
45 days and more: Too long!! The point here is to get you thinking about different due dates for payment and see if you can vary them according to the project and the value. Try some out and see if they are better suited to your client. You may fight over 7 day terms but find that 21 business days suits both you and the client.
a) ensure that it is expressed as ’30 days from invoice date’, and
For more great articles and video information about dealing with payment problems go to www.contractorsdebtrecovery.com.au
or call us on 1300 669 075
2017 September Issue | 19
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Painters Training Wheels
TRIP TO NORTH QLD
This month the Painters Training Wheels has travelled a large area of Queensland, trained apprentices as well as given painting business owners the opportunity to try out some of the latest Graco equipment on the market. The response from locals has been fantastic; some business owners have even said, now that they see what is being done by Aussie Painters Network, they will consider the option of putting apprentices on, whereas previously they had considered it just too difficult. We trained in Brisbane, Toowoomba, Mackay, Rockhampton, Hervey Bay and Maroochydore this month. We have trained components of over 20 different competencies that were required by the 30 individual apprentices. This shows the flexibility of the Painters Training Wheels in all situations. The best
part for the employers is that when their apprentices are at training they are doing practical, hands on learning, not sitting around reading work-books.
When we were up north it was great to have Jeff from Graco teaching the apprentices how to use the Ultra Cordless Airless Handheld. The apprentices really benefited from the knowledge that Jeff imparted to them. All the apprentices really enjoyed the opportunity to be amongst the first to use this brand-new equipment! Through our training we are trying to convey the message that apprentices shouldn’t just think like a painter, but start to apply skills and knowledge like a business person. With the way our industry is going, we are getting more unskilled brush hands coming into the market as
competitors, whereas what we really need is more skilled painters to compete against in a professional market. In turn, if they are trained correctly in all aspects of the industry; from how to putty to how to run a successful business, the next generation will be more profitable than most painters are today. To prove our dedication to our employers and apprentices we went to Mackay to train just one apprentice and Rockhampton for two apprentices. So, even If you have only a single apprentice we will come to you wherever you are in our state.
I would like to thank all the Dulux Trade Centres and the Inspirations Paint Stores for having us in their businesses to train the next generation. 2017 September Issue | 21
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2017 September Issue | 23
䴀礀 䠀漀甀爀氀礀 刀愀琀攀 䌀愀氀挀甀氀愀琀漀爀
眀眀眀⸀洀礀琀漀漀氀猀㐀戀甀猀椀渀攀猀猀⸀挀漀洀
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A Painter or a Business Person? How many times do people ask the question, ‘What do you do for a living?’ and a painter’s usual response is ‘I’m a painter!’? That’s ok if you work on wages for someone, but if you are running a painting business - you aren’t just a painter, you are a ‘business owner in the painting industry’. Some people say it’s a bit of a joke to say that, but there is a clear distinction. If you have a belief that you are only a painter trying to eke out a living, then you should go and work for someone and not run a business. If you’re a painter working for builders, more often than not your “client” will tell you a price. If you are a business person you will more than likely provide them a quote for what it’s worth to you. Perhaps you should accept back up work from the builders that dictate a price to you, however you should find that you quote the majority, not the minority. So long as others are doing your pricing, you won’t get ahead. You are the business owner with your company doing the work, so why should you accept the price from the builder? That’s like a customer walking into a department store and telling the sales staff that you are only going to pay $50 for something with a $100 price tag. Or walking into the paint store and saying that spray gun with a $3000 price
tag - I am taking it now and I will pay you $1500 in 60 days’ time. It’s not the way it works unless you work for a builder that gives you the price. Only a business person will know what their break even rate is and what it costs to run their business. That’s the big difference between a ‘Painter’ and a Business Person’. I regularly hear painters saying they are so busy that they are having to work 7 days a week to keep up with the work load. WHY?? Are your prices to low that you need to work so many hours just to make a wage? Are you scared of losing a contract? You don’t have enough staff for the workload? This is where you have to question yourself on ‘Work/Life balance.’
You should be able to make enough working 5 days a week and if you’re not, then you need to look at your business model. You need to put your prices up, you need to say NO to the builder that is giving you a price that is below what you should go to work for.
I know some of these things a scary but sometimes you just have to say NO for you and your family’s sake. If you are running a business then you are a business owner in the painting industry. It is a simple change in mindset that can make a massive change in you and your business.
2017 September Issue | 25
How Many Coats?
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Training the next generation of painters, we are finding that a high majority of painters think in coats. You might ask what are you talking about? Of course we talk in coats; we apply two coats or three coats depending on what we are painting or what we have quoted on. Do you know that one simple little tool could save you hundreds in material costs or even save you thousands off rectification work when something goes wrong? It’s called a ‘Wet Film Thickness Gauge’. A what? you might ask. It’s a gauge that tells you how much paint you have applied to the surface. It only costs a few dollars, is the size of a business card, and there are a couple of different types. Paint manufacturers have a recommended thickness that their paints need to be applied for them to warrant their coatings. If you aren’t sure of how thick you are applying the paint, how can you be sure that the company is warranting the product you are using? It takes just seconds to check that you are applying your paint to the correct film thickness. We have been training apprentices on the use of spray guns and application of paint as well as wet film thicknesses. What we found was that they were applying the paint at half, or double and even triple the required or recommended wet film thickness! You might ask what does that mean? Well it means that you could be using double or even triple that amount of paint you need to. On the other hand you might not be applying enough paint which when tested as a dry film thickness, means that the manufacture won’t warrant your paint work; if that’s the case you could have to go back and repaint at your own cost.
Aussie Painters Network recommends you spend a couple of dollars and get a wet film thickness gauge to make sure you are protecting your business from potential waste of money. 2017 September Issue | 27
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2017 September Issue | 29
Glossary of Paint & Painting Terms
Oo
OLEORESIN A natural plant product that contains oil and resins. Turpentine is an example. ORGANIC PIGMENT A coloured pigment, insoluble in water but sometimes partially soluble in organic pigment-dyestuff solvents, based on an organic compound sometimes with an inorganic component physically or chemically incorporated. OVERSPRAY Coating material which does not strike the surface to be sprayed but is wasted. OXIDATION Chemical reaction upon exposure to oxygen. Some coatings cure by oxidation, when oxygen enters the liquid coating and cross-links the resin molecules. This film-forming method is also called “Air Cure”/ “Air Dry.”
Pp PAINT A pigmented material that, when applied as a liquid to a surface, forms, after a time, a dry adherent film.
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PAINT INCOMPATIBILITY Paint incompatibility can cause loss of adhesion where many old coats of alkyd or oil-based paint receive a latex topcoat. PAINT REMOVER A material which, when applied to a coated substrate, softens the coating material so it can be removed easily. PEELING The spontaneous removal in ribbons or sheets of the film of a coating material from the substrate due to loss of adhesion. PENCIL HARDNESS TEST A method for assessing the hardness of the dry film of a coating material in which pencils of increasing hardness from 4B to 6H are pushed in turn across the surface until an indentation is obtained. PHOSPHORESCENT PAINT A luminous paint containing pigments (phosphors) that absorb energy at one wavelength and emit it over a period in the form of light, at a longer wavelength in the visible spectrum. PICTURE FRAMING on Drywall Describes a coating with an excessively heavy textured look. PICKLING A process by which rust and mill scale are removed from steel by immersion in an acid containing inhibitor followed by washing and drying before painting. PIGMENT A substance, usually in the form of fine particles, that is practically insoluble in the medium and is used because of its optical, protective or decorative properties.
PIGMENT BINDER RATIO The ratio, expressed as mass/mass, of the total pigment to the binder in a coating material.
POOR GALVANIZED METAL ADHESION Poor galvanized metal adhesion can occur: When a surface has not been properly prepared.
PIGMENT VOLUME CONCENTRATION The concentration, by volume, of a pigment in a paint or in a mill-base or in a dry film, usually expressed as a percentage of the non-volatile component.
POOR GLOSS RETENTION Poor gloss retention is the deterioration of the paint film, resulting in excessive or rapid loss of luster of the topcoat.
PINHOLING The formation of minute holes in the wet film of a coating material that form during application and drying due to air or gas bubbles in the wet film that burst, giving rise to small craters that fail to coalesce before the film has set.
POOR HIDING Failure of dried paint to obscure or “hide” the surface to which it is applied.
PINK PRIMER A primer based originally on white and red lead pigments. Now used loosely to describe wood primers, pink in colour, but based on pigments other than lead. PITTING The formation due to corrosion of small cavities in a metal substrate.
POOR PRINT RESISTANCE Poor print resistance is the tendency of paint film to take on the imprint of an object that is placed on it, such as a glass or other object. POOR SCRUB RESISTANCE Poor scrub resistance leads to the wearing away or removal of the paint film when scrubbed with a brush, sponge, or cloth.
PLASTER PRIMER A primer with resistance to alkali that is used for priming plaster, cement and renderings.
POOR SHEEN UNIFORMITY (“FLASHING”) Shiny spots or dull spots (also known as “flashing”) on a painted surface; uneven gloss caused by uneven spread rate or failure to properly prime a porous surface, or surface with varying degrees of porosity.
POCK-MARKING The formation of irregular and unsightly depressions that form during the drying of a coating material.
POOR STAIN RESISTANCE Paint that fails to resist absorption of dirt and stains suffers from poor stain resistance.
POLYMER A substance, the molecules of which consist of one or more structural unit(s), repeated many times.
POT LIFE The period, after mixing the components of a two-pack paint, during which the paint remains usable.
POPPING OF A FILM The formation of eruptions in the film of a coating material after it has become partially set so that the craters remain in the film. POOR ALKALI RESISTANCE refers to a loss of colour and overall deterioration of the paint film that may occur on fresh masonry. POOR FLOW AND LEVELING Poor flow and leveling occur when paint fails to dry to a smooth film, which results in unsightly brush and roller marks after the paint dries.
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Any Terms that are identified within the painting & decorating industry as “defects”, images; possible cause; solution and prevention methods are provided. --------------------------------------------------------------
More of “P” next month... Glossary of Paint & Painting Terms 2017 September Issue | 31
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A ‘Must Read’ Story
It’s always refreshing when you hear a story about a person that had difficulty growing up from early childhood to late teens and then ‘turned the tables around’ and made something of themselves. This is a true story about William Mears O’Brien, a 24 year old painter in Tuross Heads, New South Wales. ‘My father separated from mum three months after I was born, which was on 30th July 1993. I have never made or had contact with him since. When I was three, my mother took me to Batemans Bay where I attended the Sunshine Bay Primary School; and loved it. She remarried and we moved to Bundaberg Qld but sadly things didn’t work out and we returned to Batemans Bay. Twelve months later my mother had a new romance and we moved to Albury NSW. After two years we moved to Tuross Head, NSW, a small community coastal town, where mum purchased the local fruit shop.
I attended Moruya High School and was a good student, until Year 8 where I discovered pot smoking. Life was on a downward spiral for me so mum admitted me into a Rehabilitation Centre in Canberra for a three-month period. I was only a ‘low-level’ user compared to the others, so it gave me a ‘wake-up’ in a small way. I returned to school until my fifteenth birthday and then signed myself out.
double shifts at McDonald’s gave me the cash to experiment more into the party drug scene. Then one year later, mums new partner offered me a motor mechanic apprenticeship at the local Nissan Centre. I held this job for about two years and was also doing ‘kitchenhand’ work on weekends. On my annual leave though, I ran amuck, returning to my old habits and never went back there to work.
My mother laid down the law to me but eventually I was thrown out of home, so I ‘couch-surfed’ the next few months in neighbouring towns. With no birth certificate or bank account, welfare was not an option. I worked nights washing dishes and ‘doing’ and ‘selling’ pot, and sometimes a bit of the harder stuff if I could get my hands on it. The money made was just enough to sustain my addiction.
I then tried my hand at furniture delivery, worked in a heavy vehicle workshop and then finally landed a job with a local painter. Thrown in at the ‘deep end’ I was usually left onsite by myself and just used as a labourer, so I left and found another painter who did larger Government & Commercial work; but again, it didn’t last long’.
Six months before my sixteenth birthday, I headed for Canberra and shared a room in a hotel with my mums (now) ex-partner. Doing
I ask you now as an employer; if you were hiring staff and knew this persons’ history, would you have given him a chance?
2017 September Issue | 33
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The following is from his present boss, David Rothwell from ‘Tuross Head Painting’ NSW. ‘William contacted me on a mission to secure work, he then followed up with his quest several weeks later, again requesting work. Then several weeks later, I made contact with William to organise a meeting. I employed him part time for the first year, then offered him an Apprenticeship, with the commitment to train him to the best of my ability. Apart from his training, we sent William, to a Dulux Roof Membrane Applicators Course, an Advanced Wallpapering Course and a Working at Heights Course. My company also set their own written tests for William to sit, covering all facets of the trade. William never delivered results less than 97%. He completed his apprenticeship with MIBT with the Trainer, Daniel Wurm saying that William was one of the best apprentices he had trained. In the five years of being employed in our company, William has never been late for work; not once and has never said “no” to weekend,
overtime or night work. There were times when he was sick and still came in to work, so I had to order him to go home to recover. After training four apprentices I could see William showed potential and responded well to guidance, advice and had an appetite to learn. He has been rewarded for a great job, given an interest free loan by our company to purchase a car and received praise for his efforts. Will has often said to me that no-one else has ever helped or made time for him like I had. If we can look beyond someone’s past and light the path & direction to the future for them, the results can often be rewarding, and this was the case with William. Married now for over twelve months, William is expecting his first child in October. He has turned his life completely around and is now a good Tradesman, respected member of the community and an asset to Tuross Head Painting.’ I applaud you David for showing the compassion in giving William
a chance. Not many would have done this but you saw the ‘good’ and ‘potential’ in him, and as you said, the rewards are there if you can ‘Look beyond someone’s past’. He has come a long way and he beat the odds of going down the wrong path. When I asked Will what drove him to turn that corner, he said it was his wife, Natasha and of course David, who believed in him from the start. ‘They gave me the reason for living.’ For the great achievement and commitment in his apprenticeship, Daniel Wurm from ‘paintersedu’ has awarded William a Scholarship in the form of a ‘Business Management Course’. This will give him a tremendous understanding in the running of a business if he ever decides to go out on his own. All the best in the future William and thank you for allowing me to share your inspirational story for others to read.
Jim Baker www.mytools4business.com
2017 September Issue | 35
䌀漀渀琀愀挀琀 䄀甀猀猀椀攀 倀愀椀渀琀攀爀猀 一攀琀眀漀爀欀 昀漀爀 洀漀爀攀 椀渀昀漀爀洀愀琀椀漀渀
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吀栀攀 瀀漀爀琀愀戀氀攀Ⰰ 椀渀攀砀瀀攀渀猀椀瘀攀 洀攀琀栀漀搀 琀漀 瀀爀攀瘀攀渀琀 瀀愀椀渀琀 眀愀猀琀攀ⴀ眀愀琀攀爀 瀀漀氀氀甀琀椀渀最 琀栀攀 攀渀瘀椀爀漀渀洀攀渀琀⸀
2017 September Issue | 37
COMBATING THE WORLD OF
All Fluff and No Stuff I don’t spend a lot of time on social media but I do use it to communicate with family, friends, and high school buddies etc. Recently, I saw a “who you might know” photo from an old client come up. This guy always struggled to make a living as a contractor and after a few years, he just gave it up. Curious as to how he is doing now, I clicked to see. Well, he is a sales trainer and motivational speaker. I laughed so loud I almost fell out of my chair. Here is a guy who couldn’t keep 3 people employed to make a living but now is an expert.
good job of emphasizing past jobs and longevity in the marketplace. Don’t just take a photo of job you recently completed; show a 7 years old job that still looks good. When talking to customers about product, emphasize different parts of your job that ensures it will last a long time. For example, caulking might be a small part of the overall project but you can easily explain to the customer the difference between a caulk that might fail in two years and one that is guaranteed for 25 years.
For years, someone with a pick-up truck, ladder and shovel can be a contractor. Now with an 8 by 10 glossy and some slick verbiage, you are an internet authority. While social media and a web presence is a must, just because someone has an online profile doesn’t mean they are a real contractor.
Don’t just list a few customers with quotes. If you have been in business for 10 years and 50 houses a year, show a small print list of the 500 addresses you have painted. If you work a lot in the same neighborhoods, shows dots on a map that emphasizes your density. Emphasize trade associations you are members of and any manufacturer certifications you might have.
One of the real difficulties with social media is that it measures customer service but it does not do a good job of measuring the quality of long term craftsmanship. A clean cut person can show up at your door, be courteous and prompt but two years later the project fails. If you go to a restaurant and have a nice meal, you can rate that restaurant on line for instant satisfaction. That meal does not make you sick two years from now when it fails. One way to combat the all fluff and no stuff contractors is to do a
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If you are going to play the social media game, have a process where you encourage your customers to post something about your business. It is all about the law of averages. The more the merrier. Many contractors are great public citizens but do a poor job of promoting their generosity. The next time you help a charity or do some type of public event, send a press release to the media. You can also take some photos of your effort
and post them to your webpage or email past customers. Too many contractors act as invisible forces within their community. Many go to work before the sun comes up and get home after dark. Except for customers, no one knows who they are. Consider joining Rotary, Lions or other business community groups. Be a real and tangible force in your community.
All fluff and no stuff can also be an issue when hiring employees. Sometimes, employee who gives the best interview and has the prettiest resume is not the best fit. Be willing to investigate potential hires. If an employee looks too good to be true, they probably are: • During the interview process ask questions that force the person to think in talk. “Tell me about the first job you worked.” “What did you like and dislike about your last job.” “When I call your former employer, what do you think they might say?” I asked an interviewee this once and her reply was “Well, what happened is really not normal. When my husband came to work with a gun, he had not been taking his meds.” • Check all employee references to make sure they are real. If I was in prison for embezzlement or drugs, I would probably fake my resume.
• Look on line and see what you can find out about the applicant. I had someone apply to a job but when I looked on line, they were falling down drunk in almost every Facebook post. • Perform some type of skill testing. For the office, give them an old fashion typing test. For field people, watch them perform some type of skill. • When hiring immigrant workers, have an application form in their native language and see if they can fill it out in front of you.
financially successful. First, when someone calls on you, be nice and listen. Then tell them to send you an email with specific things they can do for you other than offer a lower price. Let them know that on time delivery and inventory does not count. They are supposed to be on time. They are supposed to have the product they sell you in stock. You want to know specific dollars and cents facts on how they are a better buy.
Fighting all fluff from when buying from vendors can also be worthwhile. Finding good salespeople with something to offer and companies that have a unique buying proposition can be really tough.
Another amusing exercise is to bring in your largest supplier reps. Tell them you love their company and price. Curiously, ask them how big a typical rep’s territory size is and their average annual sales volume. Next, say that is what you thought. Now do some calculations on how much volume your business represents. If the average territory is 5m and you do 500,000, you represent 10% of that reps volume. Are you getting 10% of that rep’s time or value? A reps cost may be 1-4% of the cost of what you buy.
There are a couple of strategies that can be very entertaining and
Tell the rep you need more value or you would rather not have a
Don’t just listen to what the employee has to say or presents, see what they can do. In some cases, consider hiring them for a day or two to see how it goes. Do everything you can to judge that person on facts.
sales rep and would like to become a house account. Ask the rep to come back to you with specific things he or she can do to bring more value. Don’t be surprised if all they can do is give you a couple of percentage point discounts. You see reps do have value. They are an opportunity to gain a lower price. You can’t negotiate with the internet or with a product on a store shelf. The reality is if that rep can’t deliver value, they are just another added cost of doing business or a way to lower your price. When I was a child, I found Winnie the Pooh was stuffed with fluff but offered much wisdom and stuff. Oh my, where is Winnie when you need him? ---------------------------------------------Monroe Porter is president of PROOF Management a firm that teaches seminars and runs networking groups for painting contractors. Several Aussie painting contractors travel to the US each year to participate in his programs.
www.proofman.com 2017 September Issue | 39
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眀眀眀⸀氀攀愀搀⸀漀爀最⸀愀甀
QUEENSLAND BUILDING PLAN UPDATE
Project Bank Accounts
Readers of the Aussie Painting Contractor Magazine and those on our Facebook page and group will be aware that Aussie Painters Network have been consulting with the Qld Government on behalf of the painting industry with regard to legislative changes that they have been looking at making, that will affect all Queensland painters. The Government have started introducing the first parts of the legislation reforms that we are hoping will assist painters and subcontractors get paid for the work they do.
Here is what has been introduced so far.
Minister for Housing and Public Works and Minister for Sport
The Honourable Mick de Brenni Tuesday, August 22, 2017
Palaszczuk Government to introduce landmark Building Industry Fairness legislation
The Palaszczuk Government will introduce legislation to the Queensland Parliament ushering in a new age of fairness in the building and construction industry. Minister for Housing and Public Works Mick de Brenni MP said the Building Industry Fairness (Security of Payment) Bill 2017 will establish a regime to help ensure small and medium construction businesses are paid in full, on time and every time. “For too long the building and construction industry has operated by pushing the majority of the risk for projects onto subcontractors—often family run businesses,” Mr de Brenni said.
bank accounts to help ensure money owed to subbies was available to them. It would also reverse changes under the previous LNP Government that removed mandatory financial reporting for building companies. “The LNP’s absurd changes to financial self-reporting opened the door to abhorrent practices in the industry. Their changes to the payment system kicked that door off its hinges entirely.”
“That changes with these new laws. We are putting the construction industry on the level.”
“We are expanding the financial investigation powers of the QBCC, allowing the regulator to intervene more strongly to protect subbies.” “This reverses disastrous changes introduced by the LNP that effectively tied the QBCC’s hands behind its back.“
Mr de Brenni said that the Government’s comprehensive suite of reforms would simplify the payment system, take action against illegal phoenixing and introduce project
“Our new laws will bring back financial standards to the industry. It will give the building regulator the QBCC a line of sight to companies that may be in trouble.”
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Action on phoenixing The new laws also clampdown on ‘shadow directors’ and corporate ‘phoenixing’ in the building and construction industry, allowing the Government to impose a ban on anyone who has been secretly involved in running a construction company that goes bankrupt or has its building licence revoked. Anyone who receives a ban under the new laws will face major penalties if they try to run another building company, either in their own name or by once again giving secret directions from behind the scenes. “We have seen recent cases across the state where companies appear to have been designed to fail,” Mr de Brenni said. “You shouldn’t be running a dud business under your nanna’s name, or anyone else’s. You shouldn’t get away with running under the radar. “Lumping others with your debts, deliberately sinking your old company and secretly slinking away to a new business is disgraceful, base behaviour. It’s a low act.”
Project Bank Accounts
“Project Bank Accounts are not designed to stop building industry insolvencies on their own. “But they will stop a dodgy builder from using funds from one project on another project. They will prevent dodgy operators from syphoning subbies funds for personal use.
Mr de Brenni said that the Palaszczuk Government’s new ‘project bank accounts’ would provide the strongest protections for subbies anywhere in the nation.
“From January 1 2019 Project Bank Accounts will be expanded to all private sector construction projects over $1 million.”
“Our landmark security of payment reforms will see Project Bank Accounts introduced on Government projects between $1 million and $10 million from January 1 2018,” Mr de Brenni said.
“We have listened to industry and under our new laws we will also have the ability to expand PBA’s down beyond the first tier of subcontractors—to protect subcontractors and suppliers further down the line.”
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Mr de Brenni said the Palaszczuk Government’s comprehensive suite of subcontractor protections is the result of almost two years of extensive consultation. “These reforms are considered and comprehensive,” he said. “For decades subcontractors have been crying out for real action to fix these abhorrent practices.” “Only Labor has had the political will to get the construction industry on the level. It’s time for Tim Nicholls and the LNP to show some courage and be on the right side of history when it comes to supporting construction small businesses.”
䤀渀猀甀爀愀渀挀攀 昀漀爀
倀䄀䤀一吀䔀刀匀 䐀漀 礀漀甀 眀愀渀琀 琀漀 搀攀愀氀 眀椀琀栀 愀渀 椀渀猀甀爀愀渀挀攀 挀漀洀瀀愀渀礀 琀栀愀琀 栀愀猀 琀栀攀 戀攀猀琀 愀瘀愀椀氀愀戀氀攀Ⰰ 挀漀猀琀ⴀ攀û攀挀琀椀瘀攀 椀渀猀甀爀愀渀挀攀 昀漀爀 琀爀愀搀椀攀猀㼀
䄀甀猀猀椀攀 倀愀椀渀琀攀爀猀 一攀琀眀漀爀欀 栀愀猀 渀攀最漀琀椀愀琀攀搀 琀栀攀 戀攀猀琀 瀀漀猀猀椀戀氀攀 挀漀瘀攀爀 昀漀爀 礀漀甀爀 戀甀猀椀渀攀猀猀⸀ 䌀漀渀琀愀挀琀 甀猀 搀椀爀攀挀琀氀礀 昀漀爀 洀漀爀攀 椀渀昀漀爀洀愀琀椀漀渀 愀渀搀 琀漀 最攀琀 礀漀甀爀 挀漀瘀攀爀 琀漀搀愀礀℀
吀栀攀 猀攀挀甀爀椀琀礀 昀漀爀 琀栀椀猀 瀀爀漀搀甀挀琀 椀猀 瀀氀愀挀攀搀 瘀椀愀 䰀氀漀礀搀猀 漀昀 䰀漀渀搀漀渀 愀猀 眀攀氀氀 愀猀 漀琀栀攀爀 䄀甀猀琀爀愀氀椀愀渀 愀甀琀栀漀爀椀猀攀搀 椀渀猀甀爀攀爀猀⸀ 㠀 ㌀㔀㔀 ㌀㐀㐀 椀渀昀漀䀀愀甀猀猀椀攀瀀愀椀渀琀攀爀猀渀攀琀眀漀爀欀⸀挀漀洀⸀愀甀 眀眀眀⸀愀甀猀猀椀攀瀀愀椀渀琀攀爀猀渀攀琀眀漀爀欀⸀挀漀洀⸀愀甀
2017 September Issue | 43
The Industry
Idiots
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Important Contacts Aussie Painters Network www.aussiepaintersnetwork.com.au
Ph. 0430 399 800
National Institute for Painting and Decorating www.painters.edu.au
Ph. 1300 319 790
Australian Tax Office www.ato.gov.au
Ph. 13 72 26 / Ph. 13 28 65
Award Rates www.fairwork.gov.au
Ph. 13 13 94
Fair Work Building & Construction www.fwbc.gov.au
Ph. 1800 003 338
Mates In Construction www.matesinconstruction.com.au
Ph. 1300 642 111
Workplace Health and Safety Contacts Comcare WorkSafe ACT Workplace Health and Safety QLD Victorian WorkCover Authority WorkCover NSW SafeWork SA WorkSafe WA NT WorkSafe WorkSafe Tasmania
www.comcare.gov.au www.worksafe.act.gov.au www.worksafe.qld.gov.au www.vwa.vic.gov.au www.workcover.nsw.gov.au www.safework.sa.gov.au www.commerce.wa.gov.au/WorkSafe/ www.worksafe.nt.gov.au www.worksafe.tas.gov.au
1300 366 979 02 6207 3000 1300 362 128 1800 136 089 13 10 50 1300 365 255 1300 307 877 1800 019 115 1300 366 322
www.actcancer.org www.cancercouncil.com.au www.cancercouncilnt.com.au www.cancerqld.org.au www.cancersa.org.au www.cancervic.org.au www.cancerwa.asn.au
(02) 6257 9999 (02) 9334 1900 (08) 8927 4888 (07) 3634 5100 (08) 8291 4111 (03) 9635 5000 (08) 9212 4333
Cancer Council Australia ACT NSW NT QLD SA VIC WA
2017 September Issue | 45