Business West - December 2012

ISSN 1837-9869

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ADVERTISING ONLINE IT SOLUTIONS WHEN TO TWEET BUILDING THE WEST

THE

MARTYN

WAY

HOBSONS BAY BUSINESS OF THE YEAR

ISSUE 14 DECEMBER 2011

FROM THE EDITOR Promote your business or service in BUSiNESS WEST… BUSiNESS WEST offers your business the opportunity to be seen by your target market; key business decision makers in the West!

Stay tuned for the next edition of BUSiNESS WEST: coming out in February next year.

Don’t miss out on the opportunity to promote your business or service to the business world of the West, call Charles Ferraro now on 9933 4800 to reserve your space.

Advertising for the February edition of BUSiNESS WEST is now open.

To register for BUSiNESS WEST visit: www.businesswest.com.au MANHEIM’S HOT AUCTIONS THE GOOD OIL SS INESS SAVE YOUR BUSINE WIN ■ LOUD’S OPEN

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ISSN 1837-9869

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LAMANNAS AND BANANAS THE BUSiNESS OF LISTENING SUCCESS FROM TRAGE DY SOCIAL MEDIA AND YOUR BUSiNESS

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DRORLLUM

YOU BE AU T Y

ISSN 1837-9869

9 123456 789013

2011 JUULLYY 2011 ISSUE 111 JULY

JESAULENKO’S JUI

CE

ISSUE 13 NOVEM BER 2011

WRAPPING UP THE silly season is here. For some of our Business West readers this (hopefully) means an increase in productivity as consumers spend big in the lead up to the holidays, for others it means winding down and reflecting on another (hopefully) successful year.

For us here at Business West it marks our final edition for 2011.

The team behind the magazine particularly Charles, Charlene, Mark and myself would like to thank all our dedicated readers and advertisers for helping the publication become bigger and better, while confirming our commitment to the stories and issues most important to businesses in the West.

This edition, we take a look at the world of online advertising and what better time than December? Many businesses are currently looking to capitalise on the holiday rush but when it comes to advertising, particularly if you are a first timer, it often raises more questions than answers.

When should you advertise? Do you even need to? How much should you pay? Print, tv, radio or online? To help clear the fog, we delve in to the positives and negatives of online advertising, looking at two businesses from the West - one which uses the web and one that doesn’t.

Our cover story this month is on Able Industries Engineering, which is driven by the Martyn family.

Some of you may remember Mick Martyn as the ferocious North Melbourne full-back who scared the pants off some of the greatest fullforwards to ever play in the AFL. Nowadays, Mick and his four siblings, including managing director Steve are kicking goals off the field, most recently taking out the top gong at the Hobsons Bay Business Excellence awards.

Finally, a quick mention for rower James Tomkins. The former Awesome Foursome star took to the stage at accounting firm Collins & Co’s business lunch last month and regaled the audience with tales of Olympic glory and sporting heartache.

Tomkins won his final gold medal at the age of 39, it was the icing on a career that included two other gold medals. Tomkins is now a successful businessman and his talk highlighted the intricate similarities between the business and sporting worlds.

Most notably, Tomkins talked about “process before success”. Summarised, he was pointing out the need for preparation and planning before you could excel and achieve.

But he brought the house down when he painted the picture of the Australian rowers and swimmers returning to the Olympic Village in the early hours of the morning after a night on the town in Atlanta. As they hoed in to 5am McDonald’s, Steve Moneghetti was getting up to a light breakfast in preparation for his all important marathon run. Moneghetti was apparently less than impressed by the early morning cheering.

Thanks again for reading and have a safe, happy and (hopefully) prosperous Christmas period. [BW]

Tim Doutré tim.doutre@starnewsgroup.com.au

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BUSINESS WEST

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CONTENTS 4-5

COVER STORY Martyn’s victory

6

HANDY HUBBY Brad Andrew’s personal success

7

ROUNDTABLE Opportunities for industry

8

GET THE PICTURE

MANAGING EDITOR Stephen Linnell stephen.linnell@starnewsgroup.com.au

Mosaic restaurant

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PACKING SUCCESS

20-21

You Pack Removals

12

FURNITURE SCHOOL Victorian Business of the Year

14-15 UNDER THE HAMMER Adrian Butera’s gift

16-17 WATCH THIS SPACE Advertising online

18-19 COMPUTER SAYS YES The West’s IT solution

20-21 EAST MEETS WEST Unique fashion

22-23 BUILDING THE WEST Vaughn Constructions

24-25 TIME TO HIT THE ROAD Tourism Holdings Limited’s journey

REGULARS 26-27 SMALL TALK 28-29 STRATEGIES Twitter, Exit strategies

31

Q&A

“

You can advertise as much as you want, upload pictures, put up prices.

There’s just so much you can do with it...

CHRISTINA MAGRI

16-17 14-15

EDITOR Tim Doutré tim.doutre@starnewsgroup.com.au EDITORIAL Charlene Gatt charlene.gatt@starnewsgroup.com.au ADVERTISING Charles Ferraro charles.ferraro@starnewsgroup.com.au Mobile: 0421 555 404 DESIGN Mark Dinnie mark.dinnie@starnewsgroup.com.au BUSINESS WEST Unit 59, 40 Keilor Park Drive, Tullamarine 3043 Phone: 9933 4800 Fax: 9933 4844 Business West is a division of Star News Group Pty. Ltd. Celebrating our 102nd year as a family-run business. Proudly Australianowned and independent.

Produced and published by Paul Thomas for Star News Group Pty. Ltd. ACN 005 848 108.

Star News Group Trading Terms and Conditions can be found on www.starnewsgroup.com.au Find an electronic version of Business West online. Keep a copy for yourself or share with your contacts.

Visit: www.businesswest.com.au

Intercept’s Tanya Lacy

32-35 OUT OF HOURS 36-37 BUSINESS NETWORK

Cover STEVE MARTYN Picture DAMJAN JANEVSKI

BUSINESS WEST

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COVER STORY

take

EARLY action

“

We don’t play just to win today – we want to be here for the long haul…

When you cannot make it add up call in someone who can

STEVE MARTYN

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For many businesses identifying or admitting financial difficulty comes too late. Not taking early action could ultimately result in the demise of the business.

Able Industries Engineering’s Steve, left, and Mick Martyn.

Picture: DAMJAN JANEVSKI

THE ‘Martyn Five’ sound like a doo-wop band from the 1950s, but this group from the West is no song and dance act.

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BUSINESS WEST

The self-titled ‘Martyn Five’ are the owners and driving force behind Able Industries Engineering, a company which bulldozed the competition to take out the top gong at the Hobsons Bay Business Excellence Awards last month.

With Steve Martyn at the helm as managing director, brother and former AFL star Mick running project teams, Peter working in

the warehouse, and John and Rosemary as silent partners, the second-generation family business took out both Business of the Year and the Manufacturing and Industrial awards at the gala event.

The business started in South Kingsville in 1975 with two young men doing basic sheet metal work.

In 1977, the Martyn patriarch Bryan came along and changed everything.

“He had different visions – grander visions,” Steve said.

“He got the business involved in larger

COVER STORY programs, working with companies like Shell, BP, Smorgon Steel, Mobil, and also created the company for capital equipment sales.

“It worked hand in hand, because when you sold the equipment to people, they’re looking for someone to assist and help and do.

“Because we’re so closely located to the dock yards, one of our opportunities was with frigates, and once they saw our capabilities it just grew from there.”

Today, that investment in diversity and capability means that Able’s expertise is wide-ranging over a number of project areas, including the army, navy, airforce, energy and renewable energy, mining, rail, construction and the industrial engineering sectors.

The company, which is part of the Able Group of Companies, prides itself on delivering high-quality specifications for niche projects and difficult engineering requirements across a range of markets.

It is a Defence Recognised Supplier, a member of The Australian Industry and Defence Network and a member of Australian Industry Group.

As principal supplier to Thales Australia, the company manufactures more than 180 components for all Bushmaster vehicles, which are used by the Australian Defence Force for operations in Iraq and Afghanistan.

The company is also the prime supplier to the Australian Defence Force for the Landrover Safety Improvement program.

The program involves more than 150 Landrover vehicles being upgraded with safety equipment including bull bars, rollover protection, new rear seats, lockers for storage and rear foot steps.

Closer to home, Able has manufactured many landmark architectural and building facade projects works across Australia – including Federation Square, Crown Casino and ‘Gayup’ - the architectural sculpture at Freshwater place in Melbourne.

The Able Group also includes Westgate Hi-Tech Machinery, which sells, services and supports a full range of steel cutting equipment,

including hand-held plasma cutting systems, oxy-fuel cutting systems and automation cutting systems.

Westgate runs out of Able’s second factory in Spotswood, which also houses the fit-out, painting and storage for Able Industries.

Steve got involved in the business in the early ’80s, working for his dad as a teen and continuing to do so while completing a computer science degree.

He took over from his dad as managing director in 1999 and in 2007, bought out all his dad’s partners to make Able a Martyn-owned and run business.

Mick also started working for the company as a teen, but had to quit when his AFL career took off. He rejoined Able after retiring from football in 2003.

As for Peter, he is a sheet metal worker by trade, gaining his qualifications through another company before joining the family business.

“The experience between the family – we pretty much understand what can and can’t be done. If we can’t do it, we know who can and we work with them to finish that,” Steve said.

“A lot of people don’t see the amount of phone calls, emails, international travel, national travel, local travel we put in.”

Steve said enthusiasm, hard work, a cando attitude and the right tools for the right outcomes were the secret to Able’s success.

“Just generally be decent. It might sound quite plain, but we don’t play just to win today – we want to be here for the long haul and treat people with respect and decency and offer fair value.”

Other winners at the Hobsons Bay Business excellence awards included: Mosaic restaurant (Good access/Good business award), Trading Places Foodservice Brokerage (Home based), Elle & Stuart (New/Start up), The Substation (Not for profit), Hampton Sustainability (Professional Services), Court Jester Fancy Dress Hire (Retail), Lantern Ghost Tours and Captains Retreat (Tourism), Compu-stor (Transport and Logistics), Ragusa resturant, Solutions Pty Ltd, PAZ Group (mayoral awards). [BW]

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BUSiNESS PROFILE

HANDY HUBBY

“I haven’t had a day where I’ve woken up and I don’t want to go to work, which is what I used to do every day.

“Running a small business is a challenge.

We do alright, we make good money, but you have to be on top of it, or you sink pretty quick – you haven’t got five or six people working for you, it’s just you. If someone went into it thinking they’re going to run their own business and it’s going to be easy, they may as well keep working for someone.”

Now, Mr Andrews’ days are packed with an endless list of jobs around the Wyndham and Tarneit area – except for the weekend, when he pulls on the boots for the Point Cook Football Club.

When Business West visited Mr Andrews in November, his hands were black from putting mulch on a garden he had landscaped last year.

He was booked in to go to Linfox for the next three days to put up Occupational Health and Safety signage.

Under the Hire a Hubby program, franchisees each have their own postcodes to cover.

Mr Andrews has forged a good relationship with the neighbouring Hire a Hubbies, with the group helping each other out during slow periods or when one wants to take a holiday.

Unfortunately for Mr Andrews, his own perfectly manicured lawn is not a chore he can escape.

“I used to do a lot around the house.

“I’m not going to say that stuff doesn’t get done now, but it just takes a little bit longer because I do it all week. I haven’t got any unfinished projects, I can say that. I just don’t start them,” he laughed. [BW]

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Brad Andrews was recently awarded Hire a Hubby’s Best New Franchise.

Picture: DAMJAN JANEVSKI

BY CHARLENE GATT HAVING a handyman around the house is a blessing in more ways than one.

But if you aren’t that lucky, there’s always Brad Andrews.

The31-year-old Point Cook resident was recently awarded Hire a Hubby’s Best New Franchise, 18 months after quitting his job as a service manager at a motor dealership.

In that time he has turned into a model franchisee, thrilling clients and also taking part in Hire a Hubby seminars to sell the franchise to prospective buyers.

“It was a surprise. It was the biggest personal achievement I’ve ever had,” Mr Andrews said.

“I’ve won football grand finals and stuff like that, but as a personal achievement, this was the biggest thing in my life. It was quite good to win it.”

Mr Andrews completed his Hire a Hubby training while he and wife Kim were expecting their first child, Olivia.

Now the pair is eagerly awaiting the arrival of their second child, which is due just before Christmas.

Growing the Andrews family was one of the prime motivators for Mr Andrews to take on the franchise.

“I wanted a bit of freedom knowing that we had a baby coming. In the job that I was doing, I just wouldn’t have had that, I wouldn’t have seen her from the hours I was working,” he said.

“It’s been a challenge, but it’s been enjoyable.

NEWS

ROUNDTABLE levels of unemployment, broaden the range of jobs – especially in the advanced knowledge sectors – and become less dependent on inner Melbourne for jobs.

“We live in difficult and uncertain times with the high Australian dollar damaging our exports, the tenuous global economy undermining our confidence and the confusing implications of the Federal Government’s carbon tax hanging over the collective head of business,” Mr DallaRiva said.

“Recent surveys of Australian small to medium-sized businesses have shown a preference for contractors or permanent part time staff instead of full time workers which demonstrates a lack of confidence in the global and national economies.”

The on-hire employment industry makes a significant contribution to the Australian economy, employing more than 100,000 workers in legitimate employment relationships.

“This year is the beginning of a changing

era as we seek to put in place new directions for business and industry development. A vital part of that process is listening to key industry sectors about reducing the costs of doing business,” Mr Dalla-Riva said.

“The recruitment and consulting sector acknowledges it is important to identify the issues and barriers, such as the low level of productivity, skill shortages and regulatory bottlenecks confronting industry and measures that can be taken to address the problems.

“The Coalition Government is committed to working with industry to increase productivity and strengthen Victoria’s reputation for innovation, quality and reliability through the development of higher end products and services.

“It is also important that our workplace relations system is responsive to these challenges. That is one of the reasons the recruitment and consulting services industry is meeting today and will be discussing aspects where the Fair Work Act can be improved.” [BW]

Your business can have a…

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BY CHARLENE GATT THE State Government has convened a recruitment and consulting industry roundtable that will identify new opportunities for industry growth.

The roundtable, headed by Employment and Industrial Relations Minister Richard DallaRiva, will also examine recent trends for the employment market and their implications on employment levels across Victoria in the medium and long-term.

Mr Dalla-Riva has told the Recruitment and Consulting Services Association roundtable in Melbourne that it was important members of key industry groups came together to identify solutions to the challenges facing business and the Victorian economy.

The roundtable is timely with the everexpanding growth in population and industry in the West.

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BUSiNESS PROFILE

Left: Donna Sagor at her restaurant, Mosaic.

Picture: JOE MASTROIANNI

GET THE

P i CTURE

BY CHARLENE GATT IT’S the restaurant that brought Altona its first beer garden.

Mosaic Restaurant on Pier St has become one of the dining hot spots along the popular Altona strip, earning the business the Hospitality award and Good Access award at the 2011 Hobsons Bay Business Excellence Awards.

It’s not the first time the restaurant has received kudos from Hobsons Bay Council, winning the Good Access award at last year’s event and receiving a commendation in 2009, only months after opening.

The business opened its doors in 2009 as a collaboration between the Sagor, Botros and Crowley families – all family friends.

Then-deputy Prime Minister Julia Gillard officially opened the premises.

The business name, Mosaic, reflects the various people involved in the business to get it up and running.

Right: Mosaic’s surf and turf dish.

Picture: JOE MASTROIANNI

“We all decided this was what Altona needed, and we were sick of driving over the West Gate Bridge for a nice meal,” Donna Sagor said.

The three families came up with a fine dining experience complete with white table cloths and wine glasses.

The menu included a range of Mediterranean cuisine, with a modern Australian influence, tapas and an extensive wine list.

It didn’t take long to realise that their attractive dining offer was seen as a bit too exclusive, with many people only coming in to celebrate special occasions rather than on a frequent basis.

“What we wanted wasn’t what the customer wanted,” Melinda Botros said.

So Mosaic changed accordingly and injected a more casual, funky vibe.

Ms Botros said some customers now dined at Mosaic up to three times a week, with more than a few travelling from the other side of Melbourne.

Mosaic keeps its customers entertained on Friday and Saturday nights with regular performances, including Jason Singh from Taxiride along with Adam Surace and Ricky Muscat, a former Australian Idol contestant.

Then there’s the Mosaic-run functions, including the recent Pink Ribbon breakfast and the DisibiliTEA morning tea.

The restaurant also caters for weddings, birthdays and other special events.

Another point of difference is their VIP membership, which currently boasts more than 440 members.

Customers who sign up receive a 20 per cent discount on their first meal, 10 per cent off subsequent meals and other specials throughout the year.

“It’s a great marketing tool – VIPs get a newsletter, they get a bottle of wine or something on their birthday and it makes them feel special,” Ms Sagor said. [BW]

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BUSiNESS PROFILE

YOU PACK

BY CHARLENE GATT IT’S the business turning moving on its head.

You Pack Removals has become the number one self-pack removal business across Australia, allowing clients to – you guessed it – pack their own clothes and furniture when moving house.

Director Stuart Berens set up the business from home in September 2007 after working in the transport and container industry.

The idea had been in his mind some years before when he moved to Melbourne from Queensland and was shocked by how much it cost to hire removalists.

“The concept has allowed us to give people an opportunity to pack themselves and not worry about the rush of a removalist coming in and needing to be out in one day,” Stuart’s wife and business partner Amy said.

“With You Pack’s self-pack option, the container sits there for up to two weeks, the customer packs it at their pace, we provide them with all the packing materials, so that they can secure all the furniture themselves, they’re looking after their goods, covering their goods… and at the end they put their own padlock on the container and hang on to the key. We don’t need to access the container.”

Stuart added: “it’s a big saving on longdistance moving. It also gives clients the time to pack and move.

“We have no issues, no problems with damages, and people can’t believe how good the condition of their furniture is because everything’s packed properly. With removalists, they just put things in place – they don’t secure everything properly.”

To start the business, Stuart used his tax cheque to buy a laptop and place a $50 ad in The Trading Post.

Before long, the clients started coming and business has been booming.

Amy joined the business about 18 months ago, around the same time You Pack got its own premises in Laverton North.

“It’s been easy (working together). I recommend it,” Stuart said.

Amy added: “Stu’s constantly in and out of the office… we don’t work in and out of each other’s pockets.

“I think you either can or you can’t and we’ve been lucky that we’ve got that good relationship and I think we work well together because we have different opinions, different ideas.”

Today, Stuart and Amy continue to reinvest any profit into different forms of advertising and set up the website.

You Pack boasts more than 112 trucks, 48 sub-contractors and six in-office employees.

During slow periods, You Pack moves about 300-400m containers a month across

You Pack owner Amy Berens (centre) with her all-female staff.

Picture: JOE MASTROIANNI Australia. That figures jumps up to 1000 around Christmas.

Stuart and Amy have also established Moving Containers, a sister company that is focusing on commercial moving.

“We’re still very hands-on in the business,” Stuart said.

“It all comes back to the customers. We’re dedicated to customer service, that’s the biggest thing. Whatever they’ll want, we’ll do. If we can’t do it, we’ll find some way of doing it.”

Amy added: “The bar is set very high. Our expectations of where we think we can take it are endless.”

The pair are also keen philanthropists, as major corporate sponsors of the Starlight Foundation.

The Berens have dedicated one of their shipping containers to the Starlight Foundation to raise funds to grant children’s wishes.

For every move that the container does Australia-wide over the next year, 100 per cent of the funds will go directly to the Starlight Foundation.

The container will have a GPS tracker in it, so customers can see which city the container will next be available. [BW]

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ADVERTISEMENT

Retail

delivering better value to your customers As part of promoting the importance of retail,Brimbank City Council has reproduced with permission an article from the Mainstreet Australia September 2011 Newsletter. This enlightening article talks about how you as a retailer can deliver value at all levels and how consumer mindsets translate into the behaviour of the modern shopper. The following article is a discussion of the presentation by Sue Anderson from the Australian Retailers Association to the Victorian State Conference of Mainstreet:

Global trends in retail Within the global retail market there are stories of big success and big failures as retailers grapple with the changing retail landscape.

Two of the greatest changes which affect all levels and sizes of retail are that the customers and their expectations have changed and that customers’ modes of access to the product have dramatically changed. How the retailer reacts or adjusts to these changes can determine success or failure.

In her presentation Sue described five critical ways to deliver value at all levels. These were:

2. Present your product to inspire, not bore your customer. Look at retailers such as Urban Outfitters in the US or Anthropologie, where the customer is enveloped in the environment with little definition between product and presentation.

And lastly, the humanistic shopper who: • cares what others have to say • appreciates the personal interaction at a store level • cares about the in-store experience • is more likely to share opinions with others and recommends • looks for the perfect solution and is personable

3. Think Apple - Apple has created a business model that educates and informs and in the process has created a ‘tribe’ of loyal followers. It does help that they have created the leading products in the sector, but the loyalty was created by the company, not just the product.

Another theme that was explored was that the consumer is now mobile and connected. The point was made that while every connection with a consumer is a new opportunity for business, the flip side is that the consumer may choose to disconnect from the relationship and tell all their friends, not only in the real world but also online.

4. Connect the customer with a community A good example is Lululemon a Canadian company selling yoga inspired athletic apparel, they have created a loyal community by offering not just information about their product but also about yoga, what it is, the different styles of yoga and they even offer free yoga classes within the retail environment. Lululemon also identifies unique individuals within the store community who embody the Lululemon lifestyle and makes them ambassadors of the brand.

There are also emerging mobile technologies specifically for retailers, such as geolocation apps, shop alerts, barcode scanning and group buying which retailers ignore at their own peril.

1. Create a store image that is valued, ordinary will no longer make the grade.

5. The fifth critical way is to give your store a personality. Sue gave the wonderful example of a Louis Vuitton pop-up store where many of the fixtures were in fact wooden packing cases. However, it still reflected the style and elegance – in other words, the personality – common to all the Louis Vuitton stores.

Sue also looked at the consumer mindset and how this translated into the behaviour of the modern shopper. These included: The competitive mindset customer who: • likes to be first to own a product • is interested in facts • doesn’t want to dig for information

Above: Retail options in the City of Brimbank are many and varied

The methodical shopper who: • likes product details and is very thorough in researching a purchase • likes side-by-side product comparison to make a rational decision • trusts expert reviews, editorial or customer ratings • may be sceptical of contests

The spontaneous shopper who: • responds to sales, discounts and limited stock messages • wants product now, won’t wait for further discount • prefers to touch, feel and try product in store • is interested in ‘how many’ reviews there are to validate the product • shows interest in what other people bought

The conclusion for the presentation was that multi-channelling is the driving force of modern retail. Customers now want to look online, buy online, buy in store, or look in store and buy online. They also want to share the experience with friends online as well as in the real world, and be able to return anywhere. It is the sum of these parts that makes multi-channelling powerful, not the parts in isolation.

The retail sector is problematic however, there have been minor improvements in some areas in recent months. A recent reduction and continuing reductions in interest rates will help remove pressure on retailers and it will help them to remain innovative and relevant to an increasingly global business environment and changing consumer demands.

To this end the Australian Retailers Association has noted that many retailers are reviewing their business models to incorporate online and multichannel retailing, which is obviously of benefit to consumers transacting through multiple channels and it provides a boost to the Australian economy.

(The main content of this article has been reproduced with the permission of Mainstreet Australia and Sue Anderson from the Australian Retailers Association.)

The content of this article will hopefully provide a starting point for Brimbank and other western region retailers to examine the principles associated with delivering better value and how to get the best out of multi-channeling.

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Retail is the second biggest industry sector by employee numbers within Brimbank.

In the coming months, Brimbank City Council will be working on strategies to enhance the retail offer within the municipality and in the future, Brimbank will be the home of an expanded retail sector which will include a much broader and higher end product offer.

BUSiNESS PROFILE

FURNITURE SCHOOL Woods Educational Furniture’s Glenn Webster, left, and Tony Rogers.

Picture: DAMJAN JANEVSKI

BY CHARLENE GATT MEET the Victorian Business of the Year.

Woods Educational Furniture proved it was onto a winner at the recent Victorian Business Awards, taking out the top gong as well as Victorian Manufacturer of the Year for the second time in recent years.

“Back in those days, we served as a Victorian company, and progressively, we added on states as the markets opened up.

“We started off by hiring agents to begin with, not salaried salespeople, to get it up and running, and as the brand grew and the company grew we would change those states into having our own staff.”

In 2003, the business moved from Richmond to Brooklyn to be closer to the arterials – and perhaps more importantly for the directors, to home.

Woods prides itself on keeping its operations in Australia and delivering their products before the promised delivery date 98 per cent of the time.

The trio will now focus on expanding their reach into the tertiary market.

“Our vision is simply to maintain our manufacturing facility in Australia and not to feel the need to go offshore. That’s really important to us,” Mr Webster said.

“It’s becoming rarer and rarer for Australian manufacturers to stay in Australia.

“We’d like to think that exodus of Australian manufacturers would cease and would start coming back and see the virtues of manufacturing in Australia.

“We’re able to turn out a much higher quality product in a much more timely way because we have total control of the process.” [BW]

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For managing director Rod Maffey and directors Glenn Webster (sales and marketing) and Tony Rogers (manufacturing), the

accolades were the icing on the cake of a solid few years.

“We’re fairly conservative, so we didn’t throw a party or get drunk or anything like that,” Mr Webster said.

“It was at a lunch function, they announced it, we went ‘wow, isn’t that great?’ and it’s like you’re the Geelong premiership coach – you’ve got to start planning for the next one.”

Mr Rogers added: “We never try to stay idle. We have a really good saying – innovate or die. It’s really important.”

The Brooklyn company, which sells a range of school furniture to primary schools, secondary schools and tertiary institutions, has been in business since 1953, starting out in Richmond and supplying furniture to offices, schools and hospitals.

In 1992 the business model changed to focus almost completely on education after a State Government shake-up. Now Woods specialise in outfitting more than 2500 schools and universities across Australia and New Zealand.

“The Victorian Government decided that the existing contract arrangement in Victoria would not be ongoing, and it freed the market up so that Government schools could choose (where they buy their furniture),” Mr Webster said.

“Since then, Tasmania has followed suit, South Australia has, and Queensland. It allowed us to penetrate in to more and more markets that way in the education field.

12

BUSINESS WEST

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Celebrating the achievements and enterprising spirit of businesses across the Shire of Melton. Winners will be announced on 27 April 2012 at the Awards Presentation Gala held at the Witchmount Estate Winery.

Nominations for the 2012 Powercor Melton Business Excellence Awards are now open and close 17 February 2012.

For a nomination form go to: melton.vic.gov.au/business

International Women’s Day Business Lunch: Turning Passion into Profit Melton’s 2012 International Women’s Day lunch, featuring entrepreneur Janine Allis, founder and CEO of Boost Juice, promises to be an outstanding opportunity for men and women alike to hone their business skills, celebrate the women in their lives and hear Janine’s amazing story.

Networking is a given, as is the opportunity to get to know Janine at this exclusive and exciting event.

The International Women’s Day lunch will be held on 8 March 2012 at WestWaters Hotel and Entertainment Complex.

For more information go to: melton.vic.gov.au/business

The Greater Melton Chamber of Commerce held its Annual General Meeting at Eynesbury Homestead recently.

A new Executive Committee was appointed at the meeting with a diverse variety of small to medium businesses represented.

Melton Shire Council Mayor Cr Justin Mammarella JP ( centre), with the new Greater Melton Chamber of Commerce Executive Committee left to right: Tom Dickson ( Get Printed) VicePresident, Corrine Cole ( Platinum Accounting) Treasurer, Ollie Tabone ( Practical Outcomes) President, Sheila Grixi ( Westpac) Secretary – front, Elizabeth Porter ( TABCORP Park) General Member. Absent: Jacqui Muir ( The Conference Manager) General Member.

Incoming President Ollie Tabone said: “The new executive look forward to working with local businesses, other chambers and councils in the surrounding shires to increase the opportunities for businesses to live, work and shop within the West”.

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BUSINESS WEST

13

BUSiNESS PROFILE Compton and Green director Adrian Butera.

Picture: DAMJAN JANEVSKI

UNDER

THE

HAMMER

BY CHARLENE GATT MEET the West’s master of auctions.

Compton and Green director Adrian Butera has put around 4000 homes and commercial properties under the hammer in his 20-year career, earning him the Real Estate Institute of Victoria’s Victorian Novice Auctioneers Competition in 1994 and REIV Senior Auctioneer Award four times in 1998, 2001, 2004 and 2010.

He was also recently appointed as a Director at the Real Estate Institute of Victoria.

“I’ve had the ability to call so many auctions and had so many varied experiences that give me the confidence to step up to any auction and deal with any scenario,” he said.

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BUSINESS WEST

BUSiNESS PROFILE “I’ve done auctions where there’s been a car accident at the front of the auction, where people have fallen ill halfway through the auction.

“I’ve had some unfortunate circumstances because people were selling for unfortunate reasons, hence there’s a lot of pressure on the day.

“I guess some of the great stories are where properties sell above everybody’s expectations and they’re really beautiful stories – you just see the light in the owner’s eyes – it’s always nice to deliver a great result.”

Mr Butera was a Safeway trolley boy and worked briefly for his family’s lighting business before taking on the real estate industry in the early ’90s, starting out with Ray White.

His first auction was a mortgagee’s auction along High St in Lalor.

“It was almost a ‘sure thing’, so it went reasonably well. It was a good start to auctioneering,” he recalled.

A few years later he was approached to start an auctioneering business for the Ray White Group, where he performed freelance auctions around Victoria for about 18 months.

Mr Butera also did training and development and was part of the franchise development team for Ray White until 1999, when he started his own agency in Preston.

Then, in 2003, he was offered the chance to buy into Compton and Green under an employee succession plan.

He became a director soon after and bought out the existing owners two-and-a-half years ago, taking full ownership of the Williamstown and Yarraville offices.

“It’s been challenging,” he admitted.

“Many things didn’t change, because even though I didn’t own the whole business (before), I still treated it like I did, so it wasn’t as big a change as some thought. However, Compton and Green have certainly grown in the last couple of years.

business has maintained and held good ground, but our Yarraville business – and we can’t put our finger on it – we have seen absolute growth in the last 12 months, and that hasn’t waned in the last six months.”

When Business West visited Mr Butera in November, he was gearing up to do seven auctions that Saturday – the busiest day of the real estate week.

“You have to plan well in advance (to get a Saturday off),” he laughed.

Luckily, the business boasts another two auctioneers to help ease the load.

“(This year), the biggest change in our market has been days on market.

The Yarraville office also employs Mr Butera’s long-term partner, Dee Gibson.

“That has been something that we’ve needed to adjust to quickly. We have to then prepare and guide our clients through that process.

The pair live in Newport with their three children Jack, Pearl and Florence.

“The exception is to sell a property in a couple of weeks. The norm is for it to sell anywhere between five and eight weeks.

“It is a matter of adjusting and drawing on each of the sales people’s experiences dealing with everybody’s situation, because everybody’s situation is unique.

“As a business, we’ve actually done very well out of our Yarraville office. Our Williamstown

When it comes to his own abode, Mr Butera said he has built properties and bought established homes, but it all came down to that elusive x-factor when making a decision.

“There’s a great quality that I talk about when home hunting, and it’s the most difficult one to describe – that’s how a house feels.

“It’s got to feel right and that is so much in the eye of the beholder. Even in a challenging market, good houses still sell well.” [BW]

business news west

Calling all business operators!

If you run a business in Hobsons Bay, then why not list your business for free on the Council’s online business directory.

Visit www.hobsonsbay.vic.gov.au/tourismandbusiness to register your business today.

Did you know that the Council operates an accredited Visitor Information Centre in Williamstown that sees more than 50,000 visitors a year, and that you can display your brochures there?

If you want to stay across current issues and network with fellow business colleagues, join a local business group. There are four recognised traders’ associations in Hobsons Bay and many business networks in the area. These groups are all like-minded business people whose focus is on marketing your area and addressing local issues affecting your business and the region. Why not join one today?

Hobsons Bay Business Excellence Awards This year’s awards, held at the Williamstown Town Hall were a huge success. More than 250 people saw the best of the

best rewarded at a gala dinner for local businesses. For all the glitz and glamour from the evening and the winners, visit www.hobsonsbay.vic.gov.au/businessexcellence A special mention to Captains Retreat B&B in Williamstown, crowned Winner of the Peoples Choice Award for Guest Satisfaction at the Victorian Tourism Awards. Congratulations!

401216-KC49-11

What’s new in the business community?

Hobsons Bay Business Workshops Business workshops for the year have now finished. The 2012 workshops will begin in late February, so watch this space for more information!

Don’t forget there are a number of business networks and trader groups that operate business functions regularly within Hobsons Bay.

Newsletter/e-Update If you want to know what is happening in your business community then sign up to the Council’s business register.

Simply send an email to the address below, and if you have an idea for an article, we’d also love to hear from you.

Subscribe today!

For more information please call Sally Curtis, Business and Tourism Officer on 9932 1000 or email business@hobsonsbay.vic.gov.au

BUSINESS WEST

15

FEATURE

WATCH

THIS SPACE IT’S one of the biggest questions plaguing any new or existing business: what’s the best way to advertise?

CHARLENE GATT reports…

Bev Styring, White Wedding Cars.

PREVIOUSLY, the choice was somewhat limited to newspapers, radio or TV. But with the explosion of the internet came websites, then Facebook, Twitter, LinkedIn and other social media.

So what works best?

Paul Sprokkreeff, Managing Director of online marketing company Web Profit, firmly believes online is the way to go.

“The world is moving online. A lack of understanding about the internet and its intangible nature is unfortunately no longer a valid excuse, nor should it serve as a barrier to entry,” Mr Sprokkreeff said.

Picture: DAMJAN JANEVSKI Janet Pearson from IT company Technology Matters said there was confusion surrounding online advertising for many businesses.

“It’s challenging because there’s always new things happening (online), always new things being developed,” she said.

“Last year it was social media; now it’s about working out how your website works on a smart phone.

“Creating websites to be mobile-friendly is another area we’re moving into now.

“There’s a lot more opportunities, but there’s also a lot more competition. It gets harder and harder.”

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BUSINESS WEST

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FEATURE “I’m still getting the occasional jobs, which tend to make the business more of a hobby now than anything else.”

Prestige Bonboniere and Jewellery Creations started as a hobby for Christina Magri and has grown into a fully-fledged business, thanks partly to the internet.

Ms Magri started the business three-anda-half years ago selling hand-made jewellery and has since expanded the range to include bonbonniere, other wedding accessories and most recently, nappy cakes.

She established a Prestige Facebook page nearly a year and a half ago and now boasts more than 430 followers.

“It’s (Facebook) a great form of advertising.

It’s another form of word of mouth, even though you’re not physically speaking,” she said.

“The best thing about (Facebook) is it’s free, and you can advertise as much as you want, upload pictures, put up prices. There’s just so much you can do with it.”

Ms Magri, who runs the business from her Kurunjang house, also uses Facebook to refer clients to other wedding businesses in the West and gets the same referrals in return.

She said she had previously advertised with local newspapers, but received no business from that form of advertising.

Now she is trying to set up her own website to sell her goods, but said she was finding it a challenge and has engaged professional help.

“I’m still getting my head around it,” she admitted. [BW]

Christina Magri, Prestige Bonbonniere and Jewellery Creations.

Picture: JOE MASTROIANNI

401222-KC49-11

Business West has picked the brains of two businesses in the West that employ different advertising and marketing tactics to find out what works for them.

Niddrie resident Bev Styring started up her business, White Wedding Cars, in 1980 after buying a white 1966 Chevrolet for herself.

“People began asking me if they could borrow it for a wedding, or if I could drive it for a wedding, and I began to think it could be a money-making proposition,” she said.

So Ms Styring applied for the required special licences and began advertising in the local newspaper to get started.

Before long, she grew to a fleet of 10 Chevrolets and had to take on extra drivers for what was increasingly becoming a seven days a week role.

She also took to advertising in around 15 local newspapers.

“I had more work than I could cope with. I was the first lady, and still am the only lady that operates a hire car business in Victoria.”

Today, Ms Styring boasts only three of the prestige vehicles because business has been declining for the past five years.

Ms Styring has blamed the downturn on couples waiting longer to get married, plus the growth of the internet.

“The gimmicky cars have now come in – the stretch limousines, and the hot rods and the hummers – I couldn’t compete with those. The only way I’ve been able to stay in business is my cheaper prices,” she said.

“I don’t have a computer and I don’t intend to buy one, because I don’t need one.

“Everybody tells me this is the only way to keep your business going, that I need a website, but I’m thinking about retiring in the not too distant future.

BUSINESS WEST

17

BUSiNESS PROFILE

COMPUTER SAYS

BY CHARLENE GATT IN THE digital age, almost every business relies on a computer to do their work, store their work, communicate or market.

But after installing an IT system, many business owners do not give it much more thought until the unthinkable happens: it crashes.

“

was Waterfront IT, a web development, small business and home IT support service, while Mr Anderson targeted bigger, corporate clients with major upgrades and new systems in Open Network Engineering.

Both had trouble coping with the demand of their businesses on their own, and soon discovered their differing specialties

We wanted to create a culture of technical excellence, but at the same time, you can’t have the ‘if you build it, they will come’ attitude…

That’s where Coremind IT Solutions comes in.

The Yarraville business is the brain child of David Kellam and Ben Anderson, who offer a more proactive IT approach to small and medium sized businesses.

The pair first met doing IT work at Ormond College and kept in touch while running their respective businesses – for Mr Kellam, it

DAVID KELLAM complemented each other.

“We talked about the various problems that we had (in or businesses) and we noticed that there was some natural crossover,” Mr Kellam said.

“We’d basically seen all the wrong ways to do it.

“It made sense to partner up.”

“We spent a long time thinking about the

business model, and that was influenced by a philosophy of wanting to do the right thing and be fair and reasonable and provide some actual value.

“A lot of business growth and success is based on selling more of something, whether a business needs it or not, whether it’s the right solution. It’s a very sales-driven culture.

“We wanted to create a culture of technical excellence, but at the same time, you can’t have the “if you build it, they will come” attitude.”

In 2008, the two men leased out a warehouse in Yarraville as their business headquarters with only one client under their belt.

The pair has fitted out the warehouse with makeshift offices, in a deliberate departure from having commercial premises.

“It was so important to not work out of home and actually act like a real company,” Mr Anderson said.

Mr Kellam added: “It’s paid off enormously.

I know some people do the dot com, work in your pyjamas thing, but I personally couldn’t – I was just too distracted.

“Also, the most important thing for us was really good communication between me and Ben, and that required us to be working together, in person.”

Another left-of-centre executive decision was to not hire a receptionist.

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BUSINESS WEST

BBUSiNESS USiNE PROFILE

‘YES’ “We don’t think it’s valuable to our clients to have someone who just answers the phone.

I’d rather deliver our service with systems that work, so they don’t need to call us up in the first place,” Mr Kellam said.

Three years on, the pair currently work with around 30 clients to simplify and maintain their IT systems.

They have also created their own IT infrastructure and software that can be customised to suit the business.

Mr Kellam said the biggest part of their job was educating other businesses about the importance of investing in their IT equipment, and updating accordingly.

“Smaller companies are not often run by IT people, or people with any knowledge at all of IT, so it’s often the case where we’re the first proper IT people we speak to, and it’s a big shock to them,” he said.

The pair makes a point of not taking on clients who would not take their advice on upgrading or maintaining their system, because they would become slaves to the IT problems that result.

“I know several other people who own IT companies, I’ve worked for one of them, they’re always run off their feet, their phones are always ringing, their clients are always angry. We just didn’t want any of that,” Mr Kellam said.

“We’re mindful that we need to provide that reactive support – you can’t just ignore it, but it’s not the focus of our business.” [BW]

Coremind IT Solutions’ David Kellam.

Picture: DAMJAN JANEVSKI

WYNBAY LLEN would like to thank ❯❯ Peter Murphy (Alex Fraser Group)

❯❯ Doug McLean (Sims Metal)

❯❯ Amanda Solly (Murray Goulburn)

❯❯ Adam Siegel (Metricon)

❯❯ Steve Turner (OMCS)

❯❯ Peter Williams (Toyota Tsusho)

❯❯ Tony Sirsen (Downer EDI)

❯❯ Michael Hollowood (Collins and Co)

❯❯ Richard Ainley (Mercy Health)

❯❯ Loes Westerbeek-Weld (Transfield Services)

for being active members of the WynBay LLEN Industry and Business Advisory Group (IBAG).

IBAG meet four times a year, providing WynBay LLEN with suggestions and advice about how best to engage business and industry in improving education and transition outcomes for all young people in Wyndham and Hobsons Bay. WynBay LLEN looks forward to the valuable contributions IBAG members will make towards achieving our future objectives.

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BUSINESS WEST

19

BUSiNESS PROFILE

EAST MEETS WEST

BY CHARLENE GATT AMANDA Fox is bringing a splash of colour to Melbourne’s traditional black wardrobe with fabrics and influences from the East.

Her online store, Dames and Divas, celebrates the beautiful things in life, cataloguing a collection of limited edition accessories, including women’s shoes, bags, jewellery and hair accessories handcrafted from vintage silk kimonos from Japan.

There is also a range of men’s ties, cravats, bow ties and cufflinks.

No two items are the same and limited numbers can be made per kimono, making every piece truly unique.

In addition to the online store, the Dames and Divas label also has stockists across Australia, with Ms Fox starting to custom-make products per store.

The Caroline Springs resident has also just picked up her first international stockist in New Zealand in the form of store Antique Affaire.

Ms Fox, 31, who has a marketing and product development background, started up the Dames and Divas label in 2009, the same month her and husband Joshua moved to Melbourne.

“

It’s pretty much seven days a week, but I wouldn’t have it any other way…

AMANDA FOX

selling at markets, and soon found that there was more to running a business than meets the eye.

“I thought I was going to conquer the world and that wasn’t necessarily the case,” she laughed.

“There was a lot of competition and a lot of beautiful products around and very talented people, so I started at markets and I was lucky enough to be discovered by the curator of Debut at Fashion Exposed and he recommended I go ahead and apply to do that.

I did and I was successful.

“That was my launching pad into selling to shops and wholesalers.”

Another challenge was learning to work from home.

The business started with a pair of wedges and one bag, all hand-made personally by Ms Fox.

“When I first moved to Melbourne we lived in St Kilda and we were right across the road from the Botanical Gardens, and I was tempted to get a coffee and have a chat and that was very distracting,” she said.

Ms Fox started out with her online store and

“I really needed to adopt the “have a

shower, get dressed” philosophy. I don’t need to do that now… I’m very disciplined, because at the end of the day, I’m accountable to me, and the more I do, the more I succeed.

“It consumes me, about 8am to 6pm would be an average work day, and then I’m always on my phone, I visit customers on the weekend.

“It’s pretty much seven days a week, but I wouldn’t have it any other way. It’s my baby and it’s worth the extra time.”

Ms Fox and her husband regularly make trips to Japan to stock up on kimonos, and now have some Japanese contacts she can call on when she is short on silk.

Unlike many other online retailers, Ms Fox is not interested in opening her own store.

“I just love product development, and it’s quite difficult at the moment (working by) myself, doing everything from developing products and designing and invoicing – it’s so much work, and it’s only going to grow.

“I don’t want the overheads and so forth involved in having a bricks and mortar store

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Dames and Divas owner Amanda Fox. Picture: DAMJAN JANEVSKI

BUSiNESS PROFILE

at this point. It’s not something that we could really take on.

“Because everything we do is one-of-a-kind, it is quite difficult to sell online, and that’s one of the challenges I’m looking at at the moment.

“It’s been fantastic. I’m very much an ‘I want everything now’ kind of person, and I’m very hard on myself, so I don’t see some things as much of a success as I should.

“My vision would be to continue to create beautiful, amazing, limited-edition accessories and fill that hand-crafted, one-of-a-kind niche, which I think is lacking.

“I don’t want to mass-produce, they are hand-crafted, they are different, and I want to continue with that philosophy.

“You need persistence. It won’t happen overnight, but stick with it. You’ve got to really, really love what you do and if it was easy, everyone would be doing it.” [BW]

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BUSiNESS PROFILE

BUILDiNG THE WEST

BY CHARLENE GATT OWN or lease a building in the West? Chances are Vaughan Constructions built it.

The second-generation family business has been at the forefront of development in the West’s industrial estates, including the new Pacific Brands and Coles distribution facilities in Truganina, the Hanrob Pet Hotel in Tullamarine and the Community Kitchen in Altona.

The business is also behind three of the first Masters stores across Australia – Braybrook, Burnside and Coolaroo.

Vaughn has completed more than 2000 projects since 1955, with most of those in the West.

Today, the business has an annual turnover of around $200 million and oversees between 30 to 40 projects a year from their Melbourne and Sydney offices.

Of the 25 projects the business is part of nationally at the moment, 10 are in the West.

“It’s probably been the backbone of Vaughn’s business for the last 20 years,” Victoria development manager Jordan Grigg said.

“We’ve benefited greatly from the growth of the West these past 20 years. We were there at the start, and we’re still there pushing the West’s arrow.

“We’ve been strategically focused out there before the Western Ring Road was built and we built some of the first projects in Fitzgerald Rd, Laverton North.

“To our customers, it’s all about proximity to ports, and the road arterial networks and proximity to the CBD – so, considering all of that, the land affordability compared to other areas

“

We were there at the start, and we’re still there pushing the West’s arrow…

of Melbourne, Vaughan and our customers see the West as having huge advantages.”

Vaughn has built its reputation on pioneering the design and construct building method, offering clients a one-stop shop complete with in-house architects and project managers.

JORDAN GRIGG The proof is in the pudding. Each year, between 50 and 70 per cent of Vaughn’s work is repeat business.

“I think that says everything in terms of how we perform,” Mr Grigg said.

When Ken Vaughn Senior introduced the concept to the Australian market in the 1950s, it was a rare combination. It also turned out to be a winning one.

“They run it like a family business. The customer is everything, and the brand and the name being maintained is a primary focus in our service levels, and that’s one of our key points of difference.

“We believe in having in-house design control over projects, and it creates a very fast and efficient delivery methodology for projects and gives us full responsibility,” Mr Grigg said.

“That’s why we believe customers keep coming back, because we don’t just treat them like big projects, it’s a real focus on service level.”

“(In the 1950s), it was something that the market didn’t really follow, and Ken Vaughn Snr pioneered that approach to projects from his many visits to the US at the time.

Mr Grigg has been with Vaughn for the past 14 years, working in varying roles in both Sydney and Melbourne.

“It was the perfect delivery method, where it pushed a lot of the design responsibility of projects to the contractor rather than leaving it with the client and the ultimate variations that come with that.

“That was where the growth came from, and we’ve been at the forefront of that since that time.”

Ken’s sons, Ken Junior and Matthew, have continued this philosophy since taking over more than 20 years ago.

His newest challenge will be moving the Vaughn office after 40 years from its Pelham St premises to a customised property on Lorimer St, Port Melbourne.

The development is still in the concept design phase, with plans to turn the current site into residential apartments once they move out.

Mr Grigg said being closer to the major arterials, particularly the Western Ring Road, was the main motivator behind the move. [BW]

Memorable phone numbers make sense!

CALL 1300 SELL OUT www.mobilenumbers.net.au 531592-MD43-11

22

BUSINESS WEST

BUSiNESS PROFILE VAUGHN CONSTRUCTIONS HANDYWORK

Vaughn Victorian Development Manager Jordan Grigg.

Picture: JOE MASTROIANNI Masters store in Braybrook – the first to be opened in Australia.

Ferguson Plarre headquarters, Keilor Park.

Pacific Brands distribution facility, Truganina.

Sakata headquarters, Laverton North.

Woolworths distribution centre.

BUSINESS WEST

23

BUSiNESS PROFILE

Tourism Holdings Limited’s Damien Shaw.

Picture: KRISTIAN SCOTT

TIME TO HIT THE

ROAD 24

BUSINESS WEST

BUSiNESS PROFILE

BY CHARLENE GATT IT’S the business getting holiday lovers out on the road.

Tourism Holdings Limited (THL) has gone from humble beginnings to become the largest provider of holiday rental vehicles in Australia and New Zealand under the Maui, Britz, Backpacker and Explore More Brands.

The business is also exploring unchartered terrain after buying out Los Angeles company Road Bear at the end of last year in their first venture into the US market.

Closer to home, THL’S Australian operations recently consolidated their previous administration offices, rentals area and manufacturing plant by moving it all to Central West Business Park in Braybrook.

“This location suits our business, because we do manufacture and rent, we’re sitting quite nicely between the (Melbourne) airport and the city,” general manager Damien Shaw said.

“International or domestic customers that fly in can come straight from the airport and we’re only 25 minutes to half an hour away.”

THL began in 1986 as The Helicopter Line, primarily specialising in scenic flights in New Zealand’s South Island.

A decade later, the company diversified its range of tourist activities to the extent that Tourism Holdings Limited had become a more appropriate name.

The Braybrook office works on seasonal hours, opening at 7.30am and working through until 4pm during the summer months to meet customer demand.

In winter, the office opens at 10am.

“The beauty of our business is that Australia is split beautifully into half,” Mr Shaw said.

“At the moment, you’ve still got the end of the dry season up north, so most of our fleets are up there, then they get sent down south for events like Bathurst and stay for summer.

“The fleet is fairly well utilised all through the year.”

The tourism market has been hit by the Global Financial Crisis, financial uncertainty overseas and natural disasters in recent years, but that hasn’t stopped people hiring THL’s caravans out on vacation.

Last year, THL built a record 550 campervans.

Maui is the top-end line of motorhomes with leather apartment-type finishes.

Running under the slogan “no boundaries”, Britz has a motorhome for everyone – with a big product range from small campervans to dual-cab motorhome for families and more than 300 4WDs. Backpacker is for travellers on a budget.

On average, the business takes in 40,000 bookings a year across 11 locations, with a fleet of 4000 vehicles between Australia, New Zealand and the U.S. A whopping 2000 of those vehicles are in Australia alone.

“We actually had some pretty good numbers last financial year,” Mr Shaw said.

“Our strong domestic market has ensured that our business continues to thrive despite some tougher market condition such as strong outbound travel and the strong Australian dollar.

“We’ve seen an increase of campervan pick-ups from our Melbourne branch in the last year “Due to the recession in the UK we have seen a decrease in the traditional backpacker over the last 12 months.”

Surprisingly, Tasmania has emerged as one of their fastest growing areas.

Mr Shaw told Business West that the company started off in Tasmania about seven years ago with a vision to run 20 motorhomes.

They now run about 400 during the summer months.

“It’s like a mini-New Zealand,” he said.

The move to America proved timely, with the strong Australian dollar making the U.S an attractive overseas holiday destination for Australians.

The business also has a small agency in South Africa, but there are no plans to tap into the European market due to the road infrastructure and European culture for people to own their own motorhomes. [BW] The Britz Maverick

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25

SMALL TALK MERRY CHRISTMAS KENNARDS KENNARDS Hire employees have received an early Christmas present.

The family-owned hire company presented 850 employees with a $3 million bonus, averaging over $4,600 per full-time employee.

Kennards Hire Director Angus Kennard said the gift reflected the company’s better than expected success over the past twelve months, which was achieved through the hard work and dedication of their employees.

Thanks a trillion is the third time the Kennard family has given company employees a significant bonus during the past decade.

“Kennards Hire is lucky enough to have passionate employees who are willing to go the extra mile to satisfy our customers. They are the reason for our success,” he said.

Now in its third generation of family ownership, Kennards Hire has been operating since 1948.

The company now operates more than 120 general and specialist hire centres nationally, supplying renovators, professional tradesmen and the construction industry with a wide range of tools, vehicles and building services equipment.

BURBANK’S A WINNER

Encore Tissue’s Mark Holckner.

Picture: DAMJAN JANEVSKI

TISSUE TREAT

TIME FOR AWARDS

LAVERTON business Encore Tissue has won a savewater! award at 2011 National savewater!

Awards held in Melbourne recently.

Encore Tissue, a manufacturer of recycled tissue products, spent $800,000 to install a Kadant Petax Fine Filtration System, which removes fine particles from wastewater produced during the paper manufacturing process.

By filtering the wastewater once it has been through the manufacturing process, it enables the water to be reused multiple times rather than being discharged as waste into the sewer system.

Since the Kadant Petax system was commissioned early in 2010, water consumption at Encore Tissue has been reduced by over 40 per cent, with water savings of at least 131 million litres per year.

The saving is equivalent to 66 Olympic sized swimming pools.

NOMINATIONS are open for the 2012 Melton Business Excellence Awards.

Melton Shire Council is calling on all businesses in the shire to nominate in one of 12 categories, including retail, franchise, trade and construction and new and emerging.

The 2012 Melton Business Excellence Awards Presentation Gala will be held at Witchmount Estate Winery on 27 April, and will feature entertainment by Rusty and Another Guy, featuring Rusty Rich, formerly of Scared Weird Little Guys.

Nominations for the 2012 Melton Business Excellence Awards close 5pm on 17 February 2012.

For further information contact the council’s Economic Development unit on 9747 7200 or email businessevents@melton.vic.gov.au

26

BUSINESS WEST

THE Burbank Group has added yet another honour to its repertoire by taking out Best Display Home $350,000 - $450,000 award for its Forrester 4300 home at the HIA-CSR Victorian Housing and Kitchen and Bathroom Awards.

The two-storey Forrester 4300 is from Burbank’s seven-star Future Collection and, at 43 squares, is popular among large or integrated families who crave their own space.

“Our Forrester 4300, on display at Williams Landing Estate, offers a stunning floor plan across two levels,” Burbank managing director Jarrod Sanfilippo said.

“The striking feature staircase acts as a centrepiece on the ground floor, partitioning the kitchen and meals area and main living area.

“Above the living area, a large voided ceiling provides a magnificent contrast to the adjacent drop ceiling of the kitchen, creating a spectacular sense of heightened space.”

The award, which recognises the achievements of leaders in design, construction, innovation and technology of housing, is yet another feather in Burbank’s cap who, with three decades of experience and counting, continues to deliver innovative, quality and award-winning products.

SMALL TALK PLAN FOR TRUCKS

TRADING COMPLAINTS

ADAPT TO THE MARKET

THE Victorian Freight and Logistics Council has thrown its support behind the Truck Action Plan.

CEO Rose Elphick revealed that her organisation had urged the State Government recently not to walk away from a number of key projects under the Victorian Transport Plan, including the Truck Action Plan and WestLink.

The council joins a growing chorus of stakeholders including Maribyrnong City Council, Transport Workers Union, Leadwest, MTAG, the Less Trucks for Moore Street Group, the Yarraville Community Centre, local schools and childcare centres in their support of the road projects.

FINDING a good tradie is like finding a needle in a haystack, according to the New South Wales Office of Fair Trading.

The most recent numbers show more than 6200 complaints were lodged in a 12-month period.

The biggest complaint was poor workmanship.

According to a number of surveys, the vast majority of Australians hire a tradesperson based on reputation rather than price, with word of mouth one of the key ways tradies get business.

THE majority of Victorian small business owners have had to change the way they do business in order to adapt to market conditions.

According to research released by American Express, nearly two thirds of Victorian small businesses have had to change in some way to meet the shifting demands of the market, including 10 per cent of businesses which are now unrecognisable to the business that was originally set up.

Businesses with turnover of between $200,000 and $2 million are the most likely to have changed.

The research was based on a nationwide survey of 1,031 small business owners and included 262 from Victoria.

The most common ways in which Victorian businesses adapt are changing their product range and services offered; changing their target audience; and changing the business structure.

Victorian companies with three or more employees are the most likely to have undergone some change in staff composition or business structure.

“In a climate of economic uncertainty, small businesses are looking at any external changes that affect the overall health of the business and are responding accordingly,” Jason Fryer from American Express said.

“Small business owners understand that change is necessary to survive and prosper.”

MARIBYRNONG’S FURNITURE PLAN PLASTIC furniture and gas heaters could be on their way out under new Maribyrnong City Council guidelines over street furniture.

The council has put out its draft street furniture and display guidelines to give direction to all traders, owners, and businesses about how, why and where private furniture can be located within retail centres across the municipality.

Under the guidelines, no plastic outdoor furniture and umbrellas will be allowed, nor will gas heaters.

The council also proposes a ban on fixed furniture – with screens needing to be detachable at any point in time for emergency, access and cleaning purposes.

Outdoor displays and furniture are recommended for streets with a minimum 2.1 metre footpath space so that they do not interfere with pedestrian access.

Traders will have to fork out $145 for every table with four chairs, $280 for goods displayed per shop front, and up to $280 for a display board outside the store.

Traders will also have to pay $5 a day to trade on the footpath. This fee will be waived for any not-for-profit charities, associations and organisations.

The draft guidelines will be revised after the consultation period and brought before the council at its first ordinary meeting in 2012.

YES, MINSTERS

OFFENSIVE ODOUR A BROOKLYN company has been fined $50,000 for two air pollution incidents and breaching its licence last year.

Australian Tallow Producers Pty Ltd (ATP) pleaded guilty in the Sunshine Magistrates’ Court recently to two charges relating to offensive odours in August and September 2010, as well as a separate charge relating to tallow (an animal derived fat) inadvertently being discharged to Kororoit Creek in August last year.

The company was convicted and fined $50,000 and also has to pay legal costs of almost $14,000.

THE State Government has started up a Small Business Ministerial Council, which will provide advice on a broad range of issues affecting small business.

Members of the Small Business Ministerial Council are from a range of small business industry sectors in both metropolitan and regional Victoria and include Tamsen a’Beckett, Fiorino Bortolotto, Sandy Bucello and Michael Burke.

The last two appointments to the council will be finalised in coming weeks.

Small Business Minister Louise Asher today said the council, chaired by 3AW Promotions and Marketing Manager Mr David Mann, was a key element of the Coalition Government’s objective to consult with small business.

“The Small Business Ministerial Council will provide direct input into Coalition Government policy and play an important role in building a stronger Victoria,” Ms Asher said.

“We believe that small business operators who take risks and invest in growth deserve recognition for their efforts.”

There are more than 495,000 active small businesses in Victoria, contributing approximately 30 per cent of the state’s production. They provide 1.2 million or nearly half of the state’s private sector jobs.

BUSINESS WEST

27

STRATEGIES

GETTING OUT WHEN TO EXIT YOUR BUSiNESS SADLY only three in 200 Australian business owners successfully sell or harvest their business. The reality of Australian businesses is that most small and medium sized enterprises (SMEs) have finite lives, with less than 50 per cent making it to year six and only one in three lasting beyond 10 years. So selling out for a premium (a harvest) when an opportunity presents itself, or when the timing is just right, should always be part of the business strategy and a ‘live option’ for all SME owners. More importantly, it should be the underlying or master strategy that all owners work towards even if they don’t want to sell.

Having a business ‘sell ready’ imposes a discipline on owners that is generally good business management. It focuses owners to present their business in its best possible light, specifically; happy staff and customers, documented budgets and plans that are thought through, up to date past business performance and knowing the business is a good business to buy (some refer to this as the ‘competitive advantage’ or the ‘unique selling proposition)’.

Even if an owner didn’t want to sell, these are good practices that should be part of everyday business management.

For many owners the thought of selling out is a distant wistful objective for consideration at some future point in time. The problem with this approach is that harvesting a business is not that easy - it’s often a stressful and complex exercise. Secondly, it’s likely to be the biggest and most substantial undertaking for a business owner; and finally, owners are unlikely to have the experience or background to execute a sale quickly. Not understanding what a sale involves can often lead to a rushed sale and one that is not on the owner’s best

terms. Even worse, a failed exit can lead to business failure.

Quite often when the decision to sell is made it’s not at a timing of the owner’s own choosing. Whilst there are a myriad of reasons for selling, typically they are: ■ A family or personal crisis such as a divorce or poor health ■ A concurrence of issues that finally overwhelms the owner’s enthusiasm ■ A lifestyle choice where owner no longer wants the long hours or can bear the stress ■ Or a business partnership breakdown Without the necessary preparation the exit is totally reactive and results in a rushed sale, a lower valuation, and a missed opportunity.

Selling out can potentially earn owners more than all the accumulated profits obtained through ownership and can release many years of retained earnings employed as working capital. So doing it right with the correct preparation is critical.

Most of the “how to” resources on the topic will declare that an exit plan is the key to a successful exit. Small business owners are notoriously bad and reluctant business planners and the perceived need for a plan is the reason why so many owners put off addressing a future exit. However, in a recent study of Australian business owners who successfully sold out, preparation not planning was identified as the key factor. Preparation specific activities can be deliberate with the exit in mind. They might be basic things such as using an industry standard accounting package that can easily scale-up for a larger business, or implementing ISO quality accreditation, or having your own

DR RODNEY CON FOO

in-house brands. The very best preparation of course, is always to operate a solid and profitable business.

When looking at a business to buy buyers typically look for issues that either stop the sale or reduce the valuation because of risk factors.

The industry jargon for these issues is ‘exit impediments’. Typically they are matters such as the ready availability of information, the lack of systems, or the unwinding of inter-company or family arrangements. No single issue may be a ‘show stopper’ but minimising these issues gives less reason for buyers to discount the sale price because of some perceived risk.

Like any negotiation, it will boil down to how much the buyer wants that business versus how badly the seller wants to sell it. If the buyer is keen or has competition from other potential buyers, they are more willing to overlook many of the so called impediments.

The very best strategy for a business owner is to establish a process with multiple potential buyers for their business. Having competing buyers for the business is the best way to maximise the business’s potential valuation. However, to do this often takes time.

Timing a sale in economically good times and establishing a process which alerts potential buyers may take three to five years. This is why the exit should be the underlying or master for business owners.

is an experienced entrepreneur who h hhas lled d and db been iinvolved l d iin a number of successful business ventures. His major roles have included CEO of Axon Computers, Director at Quartz Australia, and National Education Manager at ASX-listed Commander Communications. Rodney currently works as the Research Fellow for Small Business at Victoria University’s Centre for Tourism and Services Research and has a doctorate in business administration. He has been directly involved in a number of business harvests and now conducts research into the business harvesting process. He also acts as a mentor and coach to numerous small business operators.

Email: rodney_confoo@keatsbury.com

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STRATEGIES

TO TWEET OR NOT TO TWEET THIS month, we take our second step into the world of Social Media, and look a little more closely at one of the most popular platforms, Twitter.

LET’S first dispel the myth that it’s all about telling people what you had for breakfast. As a little taste of the much richer smorgasbord that is Twitter, here are just six things I learned from Twitter when I sat down to write this article: ■ A colleague on my current project replied to a question I asked earlier in the day.

■ “If only they enforced bank regulations like they do park rules, we wouldn’t be in this mess.”

■ A contact is having a problem with a stuck volume control on her iPad. ■ Australian futurist Mark Pesce said: “Closed networks are ignorance amplifiers”.

■ The world’s lightest material has been created – a nanotechnology metal grid 100 times lighter than polystyrene foam.

■ Somebody else is making their Christmas pudding this weekend, too.

So what does this all say about Twitter? It is amazingly diverse, if nothing else.

It is a way for people to stay in touch with each other; you can keep up with what’s happening when you are out of the office. For some, it has eased them back into the flow of things when returning from maternity leave.

For solo consultants, it provides the network that office-based workers can easily take for granted. Twitter can provide a support network for all types of needs – not only the IT needs, but there’s a good chance that someone in

your extended network can answer almost any question. (For those within a company or community, there is also Twitter’s organisational counterpart, Yammer, but that’s another story.)

Well, yes and no. It is much more than a channel – it is more conversation than megaphone. Again, it’s about openness and engagement. People will only come in and join you when you open the door.

Twitter is excellent for short observations on current events. Tweeters are everywhere; many news events break first here before the traditional media can be on the spot. You can also expect to see pithy opinions and commentary on any subject. The other side of Mark Pesce’s coin is that through an open network such as Twitter, you can amplify your knowledge and awareness. Many people pass on interesting things they read; from scientific journals, newspapers or blogs. Anything sufficiently interesting will be “retweeted”, and thus propagated across the interconnected personal networks on Twitter. As observed recently on the Buffer Twitter Tips Blog: “Twitter exposes you to a range of thought and wisdom that has never before been possible in history.”

Qantas was roundly criticised for using its Twitter account to just push out “mechanical” announcements of the recent fleet grounding, and not directly engage with followers. This behaviour potentially contributed to further damage of the company’s reputation. Virgin took the opportunity to use Twitter to promote its services to stranded passengers, to great effect.

Twitter messages are limited to 140 characters. You can see a lot of messages in only a small piece of on-screen real estate, whether computer or smartphone. The speed at which those messages appear depends on how many people you choose to follow on Twitter. Twitter is an asymmetric system – you can follow anyone you like; others choose whether they follow you. You may follow a few close friends, or thousands of acquaintances.

Demi Moore has over four million followers, but only follows 30,000. (By contrast, Yoko Ono follows back almost half of her 1.7 million followers.)

So what does all this mean to my business?

Can I use Twitter as another marketing channel?

Twitter communication also has to be honest and transparent. It must be clear who is writing the tweets. When Hugh Jackman tweeted “Having lunch on the harbor across from the Opera Center” in 2009, it became immediately obvious to Australian observers that a media minder was writing his tweets. (He subsequently apologised.) Julia Gillard is now writing some of her own tweets, and personally replying to some of her 150,000 followers.

By using Twitter to fully and openly engage with your audience, you can develop your own unique competitive position. You don’t need to do it all by yourself; your followers will help you, so long as you are listening. Support your customers, and they will support you.

In the next issue, we will have a look at Facebook. For now, I’ll leave the last word with Pete Williams, the CEO of Deloitte Digital here in Melbourne: “It can be scary, but my sense is that if you don’t embrace change, and understand how you can leverage it, you will just fall behind.”

KEITH DE LA RUE

works as an educator and independent consultant in knowledge management, communication, learning and social media. He is a regular presenter and speaker at conferences in Australia and overseas, and a part-time staff member at three universities in Melbourne. He has researched and written about communication, conversation, celebrities, cognition, communities – and cats. He has contributed to a range of books and publications, and his work has also been translated into Portuguese. Keith is a member of the International Association of Business Communicators, and of Mensa, and has appeared on radio and in quiz programs on TV. He blogs at delarue.net, is married with three children, and lives in Pascoe Vale.

BUSINESS WEST

29

Cash flow TIPS TO MAKE THE MOST OF

A BUSiNESS WEST PROMOTIONAL FEATURE

10 TIP 1:

TIP 2:

TIP 3:

TIP 4:

CHRISTMAS TRADE WAN SANTA TO FILL YOUR BUSINESS STOCKINGS TO THE BRIM? WANT HERE ARE 10 TIPS TO PROTECT THEM FROM POTENTIAL HOLES.

Review your invoicing procedures.

Are your invoices issued the goods are delivered?

Update your cash flow projections to anticipate any Christmas shortfalls. Sales activity usually leaps 30 per cent.

Review your stock and supply chain.

Bulk-buying may sound like a good way to shave a few cents off each unit, but have you calculated the costs of storage, insurance, shelf life and amount spent on the stock?

Also, look into ways to tighten ship or check for old inventory you can move quickly.

Consider getting credit checks on new customers placing significant orders to ensure that they can pay.

TIP 5:

TIP 6:

TIP 7:

TIP 8:

This gives your business immediate working capital in the bank.

It also eliminates the need to offer debtor discounts for early settlement which can eat into your profit margins.

TIP 9: In January, most people will either be away or making a sluggish recovery from the festivities. Follow up outstanding invoices before Christmas, before your customers and their accounts departments are in holiday mode.

TIP 10: Put your feet up, relax and welcome the silly season!

Monitor your increasing wage and supply costs.

Make sure you have a plan to stay cash flow positive into the New Year.

Maintain your cash reserves by taking full advantage of the payment terms offered by your suppliers and paying on the last day, or ask for discounts for earlier payment.

Speed up payments by shortening your payment terms or offering incentives for your debtors to settle their accounts by the New Year.

Take note of which customers are usually slow to pay and chase them up promptly.

Sign up for debtor finance so you can receive up to 80 per cent of invoice values within 24 hours of issue.

ANDREW CONLAN

at National accounting and financial services firm, WHK, in Werribee. WHK provides general accounting services including BAS, financial statements and tax returns, as well as tax consulting, business advisory, audit and assurance, agribusiness, estate and succession planning, lending broking, risk and general insurance, financial planning, superannuation and SMSF. WHK is located at 18 Synnot Street, Werribee. Contact them on 9742 8444 for more information.

better advice for a better life

Selling or Retiring?

L1, 18 Synnot Street Werribee Vic 3030 T: 9742 8444 werribee@whk.com.au

www.whk.com.au

Do you have a succession plan for your business?

Are you accumulating assets for your retirement?

Call our Financial Advisers to discuss your optimal retirement solutions.

*Financial Planning advice is provided under the licence of WHK Financial Planning Pty Ltd ABN 51 060 092 631 AFSL 238 244 WHK Financial Planning Pty Ltd. AFSL No. 238244 401219-KC49-11

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BUSINESS WEST

Q&A With the good fortune of being born into an entrepreneurial family, Intercept owner Tanya Lacy took part in a variety of income generating activities from a young age. She left high school in year 11 because she struggled to see the practical relevance of school. Instead, she started a cadetship at an international freight forwarding company, which introduced her to cash-flow. She went into IT sales. After that role, she moved into a problem solving/sales role in the process control industry. This introduced her to management. She tinkered in recruitment which led her to her own leadership development business working with entrepreneurs.

WHAT WAS YOUR FIRST JOB, AND WHAT SKILLS DID IT GIVE YOU TO GET YOU WHERE YOU ARE TODAY? I gained a strong business foundation in freight forwarding.

Experiencing reception, sales co-ordination, warehouse, accounts payable and receivable. I learned critical people skills. I observed a female Managing Director and was mentored by the State Manager. The impact of his mentorship was profound shaping many elements of my style today. His sudden and tragic death imbedded the lessons. I learned life is short. And this created a fascination in me to be curious, research, ask questions, and to be ok with not knowing. This time taught me to apply ‘don’t judge a book by its cover’ and that ‘what people say they’ll do and will do are two different things’.

DESCRIBE A TYPICAL WORKING DAY. Wake up, go for a walk, return, help with the morning routine, my husband and I have coffee together. Do computer work. I then liase in person with either a member of the Intercept team, a client or an associate. I usually do this face-to-face over coffee or a bite.

Then I go back to my emails and return calls. School collection time, then I return for another session of returning calls or meetings.

During the week dinner is prepared together. Weekends we eat out a few times for breakfast or lunch. The business is all about people and always involve people. I am either mentoring or training a team member, preparing for a client, or working on a project.

That’s what makes my own time so enjoyable.

WHAT WAS THE LIGHTBULB MOMENT BEHIND INTERCEPT? When I was 24 I was a regional sales manager based in Queensland.

This role took me to visit mines and sugar mills. Customer visits were often long and involved the branch managers I worked with.

These drives were key opportunities to talk at length about real issues and to problem solve. On one occasion, one of my branch managers was struggling to do well. I asked him some questions.

It was the private one to one environment that enabled us to navigate through the fog in his mind. From this a clear path was forged for him. For me, this experience seeded Intercept.

It galvanised in my mind the power of asking the right questions and confidentiality. Soon after this in 1995, I started tinkering with the first iteration of our current business.

WHAT’S THE SECRET BEHIND WORKING SUCCESSFULLY ALONGSIDE YOUR HUSBAND? We’ve been married for 11 years and making money together for 15. First up, we try not to refer to what we do as work. That’s a small thing, but it’s a big thing. Intercept is one of our sources of income. In terms of doing business together, we see it as part of our lifestyle. As people we are very different. Our differences are our strengths and our weakness. Being parents grounds us and binds us. We have a lot of common interests for two people who are so different. We care about the same things and respect each-other’s differences and gifts. We seek other’s opinion and expertise. We want to grow old together.

WHAT ARE YOUR TOP TWO NETWORKING TIPS? Listen more than you speak. Look for opportunities to connect people to each-other. Serve first. (Oops that’s three!)

IF YOU COULD GIVE ONE PIECE OF ADVICE TO AN ENTREPRENEUR STARTING UP A BUSINESS, WHAT WOULD IT BE? Remember turnover is vanity, profit is sanity. Then I’d add to make sure you’re on the same page with your stakeholders, investors, partners, suppliers, clients, team. Ensure they understand you.

When you’re starting out surround yourself with positive people.

When you’re in need of direction, learn to reflect and ask for help from positive experienced people. When you’re successful, know the difference between ego and confidence. Study the philosophy of people who’ve lost it all and built it up again.

HOW WOULD YOU SELL THE WEST TO A PROSPECTIVE BUSINESS INVESTOR? We don’t want you here unless you mean business so - what are you looking for? What’s the criteria? Come over the bridge and have a coffee and see if we can match a cost effective solution with your ideas. If I can’t help you find what you’re looking for in the West, I’m sure I can connect you to someone who can.

IF YOU HAD TO INVITE FIVE PEOPLE TO A BUSINESS LUNCHEON, WHO WOULD IT BE AND WHY? I’d like to ask each person four questions at lunch. How much is enough? What does the term success mean to you? What do you think happens to you when you die? What do you see on the horizon?

I’d invite: Frank Lowy – Lowy Institute and Westfield. He’s very rich, very influential and has experience from here and abroad.

Simon Rothery – Goldman Sachs CEO in Australia. Investment banks are powerful.

Les Twenytman – He is in-touch with what’s happening at grassroots in the west.

Ita Buttrose – She’s fascinating and I’d like to hear about what Kerry Packer taught her.

Jeff Doyle – Adecco Australasia CEO (we are overdue for lunch).

He is very bright and interesting.

Father Bob Maguire – To listen to his stories and see what he thinks needs to happen.

Rob Hunt – Former Bendigo Bank CEO to hear about Community Enterprise Models.

Ross Garnaut – Ex-chairman of Lihir Gold and Ministerial Adviser to glean his eclectic view.

My husband – so we can share the experience and discuss our different perspectives afterwards.

My son – so he can meet these interesting people and learn from their experiences.

I can count, but I can’t limit this to five people. Then again if I invite them all, chances are a couple will be out of town, so that will make it closer to the five.

Tanya Lacy.

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31

OUT OF HOURS HOBSONS BAY BUSINESS AWARDSS ABLE Industries Engineering was celebrated as the cream of the crop at the recent Hobsons Bay Business Awards.

The gala event at Williamstown Town Hall saw the second-generation Martyn business take out Business of the Year and the Manufacturing and Industry award.

Other winners on the night included the Newport Organic Collective, Trading Places Foodservice Brokerage, Elle and Stuart, The Substation, Hampton Sustainability, Court Jester Fancy Dress Hire, Lantern Ghost Tours, Captains Retreat, Compu-stor, Ragusa Restaurant and Aqueous Solutions.

Last year’s Business of the Year, the Paz Group, proved it was still a major contender, taking out the Mayoral Corporate Citizenship Award.

4 Mayor Michael Raffoul

2

3

1

6

5

1.

2.

3.

4.

5.

6.

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Fiona Nasic from Ragusa Restaurant.

Jenny Mitchell and Lothar Ploss from Substation.

Matthew Gould.

Shantelle Gauci from Court Jester Fancy Dress.

Elle + Stuart Team. Vicki Graham, Prudence, Debbie Snidis and Leanne Door.

Jacqui and Andrew from Lantern Ghost Tours.

BUSINESS WEST

OUT OF HOURS FLIGHT Centre founding director Geoff Harris shared 30 years’ worth of business tips recently at the Greater Melton Chamber of Commerce business breakfast at WestWaters Hotel and Entertainment Complex.

Mr Harris, who is vice president of the Hawthorn Football Club and also on the board of Boost Juice and Top Deck Travel UK, detailed his successful career, which included starting up Flight Centre with two other directors and $9000 and building it up to a company that is worth more than $536 million today.

Mr Harris also shared his top 20 leadership tips, such as: clearly define rights vs responsibilities; be totally accessible and available all the time; stay innovative and dare to be different; the right staff are your greatest asset and the wrong staff your biggest liability; and have business, personal and family goals.

MELTON CHAMBER OF COMMERCE BUSINESS BREAKFAST 1

2

3

1. Andrew Collins (Time Wise Business Solutions) Wayne Jameson (VECCI) and Brent Welck (WCIG).

2. Eddie Gauci (director Westwaters Hotel), Cr Garry Stock, Tom Dickson (Get Printed) 3. Debbie Street (Norwood Association ), Nicole Gibbs (Norwood) and Leanne Taylor-Leckie (Wyndham City Massage and Therapy clinic)

BUSINESS WEST

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OUT OF HOURS COLLINS & CO BUSINESS LUNCH INSPIRATION, back pain, and Olympic parties were the varied and entertaining themes covered by triple gold medalist James Tomkins at Collins & Co’s business lunch last month.

The Awesome Foursome member wowed the crowd in his guest speaker role with tales of Olympic Village antics and the drive behind his gold medal performance at the ripe old age of 39.

Of particular interest to the group was the Australian rowing and swimming teams’ late night escapades in Atlanta, including when they arrived back at the Olympic Village after a night out for some early morning McDonalds to find marathon runner Steve Moneghetti getting up to prepare for his race.

Collins & Co’s Paul Kelly kept things ticking along as MC, with a varied group of business identities enjoying a fine meal at the Yarraville Club.

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BUSINESS WEST

Jody Freestone (Freestone Transport), James Tomkins, Christine Freestone (Freestone Transport)

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4 Mark Ducret (Collins and Co), Graham Grenfell (Grenfell Real Estate), Darryl West (Collins & Co) Thi Vu (Collins & Co), Sarah May and Iren Lobaza from Basset and Lobza Architects Alysia West (Collins & Co) and Alison Herbst (Gourmet on Gamon) Tim Byrne (Berry Family Law) Paul Kelly (Collins & Co)

OUT OF HOURS COMMITTEE FOR WYNDHAM ANNUAL FESTIVE DINNER THE Committee for Wyndham got into the Christmas spirit recently at its annual festive dinner at Sanctuary Lakes Resort.

Attendees enjoyed a sumptuous twocourse meal and listened to guest speaker Mark Woodland from the Growth Areas Authority.

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1. John Chambers (City West Water), John Nicol (Nicol Group) 2. Patricia Hearns (Quest Werribee), Val Ozbaki (Quest Werribee) 3. Tino Ballan (Ballan Holden), Sheridan Ingram, Robyn Ballan.

4. Sana Vella, Charlie Braine, Corinne Siebel, Carole Quinn, Paula Kalwig (Westgate General Practise Network) Pictures: KRISTIAN SCOTT

4

BW NETWORK Business West Network – a growing directory of local businesses ready to do business with you.

You can join the Business West Network by registering online at www.businesswest.com.au to make sure you receive your personal copy of Business West AND receive a free onetime 30-word listing for your business in a future edition.

ATEL 176 Hall St, Spotswood, Victoria 0488 102 761 www.atel.com.au ATEL specialises in accessing Commonwealth Employer Training Incentives, Recruitment and Labour Hire services, government funded Certificate and Diploma courses in Transport and Logistics, Forklift Licensing and the White Card course.

CHERISH HEALING 9 Alfred Rd, Essendon, Victoria 0424 749 726 www.cherishhealing.com.au LifeLine Technique Practitioner specialising in supporting people experiencing cancer, depression, anxiety and grief. Distributor of Water Wellness products and educational material.

Writer focusing on wellness, spirituality and business development content.

AUSTRALIAN INDUSTRY GROUP 20 Queens Rd, Melbourne, Victoria 0403 096 777 TradeStart is a trade promotion organisation to assist SME’s enter or expand into export around the world. Federally funded service specifically providing coaching direct to local businesses.

DARE GREATLY PTY LTD 12 Wedge St, Werribee, Victoria 97310688 Add value Australia. Advice Guaranteed to get result or it’s free. Not just an accounting firm, but financial and business strategists for higher income families.

AGRI-BEST AUSTRALIA PO Box 31, Altona, Victoria 0407 254 432 Dairy exporters specialising in value adding to dry milk powders.

DELUXE DRYCLEANING 457 Barkly St, West Footscray, Victoria 9689 3580 www.deluxedrycleaning.com.au At Deluxe Drycleaning we aren’t “just dry cleaners”, we prefer “image managers” as our job is to keep you looking your best no matter what your garment care requirements.

AUSSIE ALTONA Shop 3/98-100 Pier St, Altona, Victoria 9398 5533 www.aussie.com.au/find-store/vic/altona.htm Aussie Altona provides a full range of residential and commercial financial solutions, home loans, credit cards, insurances, conveyancing and personal loans. These services are delivered by an experienced team of specialists.

BALMONTBKS PO Box 4103, Hoppers Crossing, Victoria 0419 593 652 Personal service, discount books delivered right to your door. Any book, school, sport, if it is out there we will find it. Always happy to help.

BORISOV ACCOUNTING SERVICES 2 Melville Cl, Keilor, Victoria 9336 3300 Borisov Accounting Services are Chartered Accountants providing personalised tax services for individuals, businesses and Self-Managed Superannuation Funds. We help clients achieve personal and business success. Call us for no obligation discussion.

CARISS PRINTING PTY LTD 24 Mallett Rd, Tullamarine, Victoria 0418 559 171 www.carissprinting.com.au Commercial Printing company based in Tullamarine covering all your pre-press, printing, bindery, finishing, packing and dispatching needs. Quality product at competitive prices with excellent customer service.

COLLINS & CO 127 Paisley St, Footscray, Victoria 9680 1000 Collins & Co Accountants are the largest accounting firm in the western suburbs, looking after small to medium sized businesses across Victoria, with a strong presence in the western suburbs.

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BUSINESS WEST

DAVID TIONG WEB DESIGN PO Box 73, Werribee, Victoria 0418 334 110 www.tiongwebdesign.com.au David Tiong Web Design offers all inclusive web packages including hosting and domain name, enabling small businesses to start promoting their products and services quickly and simply on the internet.

DEPARTMENT OF INNOVATION, INDUSTRY AND REGIONAL DEVELOPMENT Suite 16, Level 1, 20 Enterprise Dve, Bundoora, Victoria 9304 4344 Supporting business growth, investment, employment and export within northern and western metropolitan Melbourne.

EYECLARITY 366 King Street, West Melbourne, Victoria +61 3 93264266 www.eyeclarity.com.au Eeyeclarity- the eyewear experts. Eyeclarity is all about exceptional professional eye care and eye wear fashion. Eyeclarity is an innovator offering a wide selection of high-fashion frames with exceptional customer service.

FINAL LINK GROUP AUST 4 Harrison Court, Melton, Victoria 9746 0394 www.finallink.com.au We import and distribute high quality audio products to Australian and New Zealand dealers.

Products include speakers, amplifiers, CD players and audio cables.

FUNPRINT PO Box 8065, Tarneit, Victoria 0431 417 358 www.funprint.com.au Our aim at Funprint is to provide quality printed products to both private and business sectors.

Anything from a canvas print, to a card to promote your business.

GO GECKO PROPERTY SALES 74 Synnot St, Werribee, Victoria 1300 432 568 www.gogecko.com.au Since entering the market in 2004, Go Gecko’s fixed capped price commission policy has revolutionised the real estate industry, challenging traditional practices and putting consumers before commissions.

GEEKS ON CALL 28 Commercial Rd, Footscray, Victoria 0403 777 701 If you need help with computer repairs or troubleshooting with a quick response rate, excellent service, friendly advice and value for money, Geeks on Call is the perfect choice.

GFORCE/PEOPLE@WORK Shop 6, 90a Watton St, Werribee, Victoria 8754 0100 www.peopleatwork.com.au Gforce/People @ Work offers unique services through our two brands. Gforce - Apprentices and trainees, sourcing and supporting our future workers. People@Work - recruitment of permanent and temporary skilled professionals and Human Resource Consulting services.

GROSS WADDELL PTY LTD Level 6, 180 Flinders St, Melbourne, Victoria 0415 147 511 www.grosswaddell.com.au Specialising in commercial, industrial and retail real estate sales, leasing, acquisitions and property management throughout Victoria.

HEALTHY MOVE PO Box 8170, Tarneit, Victoria 0421 103 606 www.healthymove.com.au Healthy Move is an innovative mobile business committed to delivering first-class, client-centred nutrition and fitness services with professional excellence, infectious enthusiasm and outstanding customer service.

INTIMO LINGERIE 49 Steele St, Moonee Ponds, Victoria 0403 609 530 The business is run on a party plan basis, with a focus on providing a service to women in the comfort of their own home.

INTUITIVE MANAGEMENT AND TRAINING SYSTEMS PO Box 2047, Werribee, Victoria 0408 075 775 www.imats.com.au We are specialists in small business management and can offer consultancy for your business, bookkeeping services, complete business setup and maintenance, accounts software, training and project planning services.

BW NETWORK ISCAN PO Box 217, Pascoe Vale South, Victoria 9386 9449 www.iscan.com.au We set up and maintain computer networks for small business. We set up Microsoft Windows servers, remote desktop, configure routers, hard disk data recovery, desktop and laptop support, tape backup.

JENNY LEACH | APT INK 3 Princess St, Seddon, Victoria 0434 874 465 Apt Ink is the working name for freelance writer/creative copywriter Jenny Leach. Jenny writes specifically for sustainability-focused and community-minded small businesses and individuals.

KEY BUSINESS ADVISORS PO Box 385, Essendon North, Victoria 1300 815 458 www.keyba.com.au We offer public and customised sales training programs, human resources systems, service and advice.

MATCHWORKS 40 Synnot St, Werribee, Victoria 0423 783 126 Placing the right people in the right job.

NORTHERNFLOSSNPOP 14 Pro Hart Way, Caroline Springs, Victoria 0457 450 191 www.northernfloss.com.au Hire fairy floss, popcorn and snowcone machines to schools and companies. Catering at fairs and festivals.

MICRO SELLING PO Box 82, Glen Iris, Victoria 9886 9390 www.microselling.com.au We are a Mystery Shop and Market Research company that specialises in analysing the behaviours of sales teams. We determine if sales consultants are maximising their new business opportunities.

OCEAN EM PO Box 7336, Geelong West, Victoria 0409 548 958 www.oceanem.com Graphic Design, Marketing, Events. At Ocean Entertainment Marketing we design for clarity and impact. Be Bold, stand out, get noticed.

OMEGA PACKAGING AUSTRALIA PTY LTD 53 Paramount Bvd, Derrimut, Victoria 8348 5611 www.omegapackaging.com.au Manufacturing EPS Boxes for packing vegetables and food. Also protective packaging.

OMNIFIC DESIGN 59/91 Moreland St, Footscray, Victoria 1300 724 778 www.omnificdesign.com.au Omnific Design is a graphic design and web development business with skills in branding and marketing. We build websites that work and produce a return in investment for customers.

PAZE 2 TRAIN 3 Edward Crt, Taylors Hill, Victoria 0407 647 646 Sole trader working in training and development, about to change structure to a company, and will be employing staff.

POLLARD INSTITUTE 13 Centre Way, Glenroy, Victoria 1800 POLLARD Pollard’s vision is to increase the profitability of businesses and companies by providing staff with the skills required to enable profitability and support the strategic direction of the company.

PUTNEY BREEZE BUSINESS ADVISORS PO Box 532, Altona, Victoria 9395 1118 www.putneybreeze.com.au Putney Breeze works with business owners and financial controllers to steer their organisation towards strategic goals. Cash flow management, Strategic budgeting, Performance management reporting, streamlining finance systems.

RENU BEAUTY AND HAIR SALON 1 Sunbird Cres, Hoppers Crossing, Victoria 0403 929 718 www.renusbeautysalon.webs.com We provide excellent services in beauty and hair care at very competitive rates. For services and rates please visit our webpage www. renusbeautysalon.webs.com/ or call Renu on 0403 929 718 or 9734 6361.

SILK INTERIORS 27 Maxwell St, Point Cook, Victoria 0416 321 034 www.silkinteriors.com.au Silk Interiors specialises in creating stunning feature walls with wallpaper for homes and commercial businesses. We sell direct to the public via our website and we are also wallpaper wholesalers.

TECH DYNAMICS 52 Jade Way, Taylors Hill, Victoria 0434 140 620 www.techdynamics.com.au A family run business located in the Western suburbs. We offer PC service, upgrades, repairs and sales. We cater for all your computer, IT and networking needs.

TRAN HAI COMPANY PO Box 2428, Templestowe Lower, Victoria 0418 998 669 www.tranhaicompany.com.au Interpreter, translating services, language coach, consultant, (Mandarin, Vietnamese, Cantonese, Hokkien, Teochiew), Legal (courts, tribunals, conferences, etc), medical, trade/business, education, finance, IT, community. More than 25 years’ experience, prompt service, reasonable price.

THEMESKI BUILDING DESIGN & DRAFTING SERVICES 9 Gossamer St, Werribee, Victoria 97341918 www.themeski.com.au Themeski Building Design & Drafting Services specialise in building design, town planning, working drawings, drafting services, commercial/ retail, residential, multi-unit development and extensions/renovations.

THE BUSINESS MUM MENTOR 3 University Dve, Taylors Hill, Victoria 9449 0290 www.businessmummentor.com We help work-at-home mums start or grow their online businesses with success and confidence.

TRUE BLUE PIES 9 Lemco Walk, Delahey, Victoria 9364 6331 Wholesaler of home-made Aussie pies, pasties and sausage rolls. Baking fresh every Saturday.

TRW BUSINESS SERVICES 7 Liali Court, Point Cook, Victoria 0416 110 629 www.trwservices.com.au TRW Business Services - Bookkeeping Made Easy.

The CPA qualified bookkeeping service that lets you concentrate on growing your business.

We take the stress out of bookwork... too easy!

VISUAL EXPOSURE 6/102-110 North View Dve, Sunshine West, Victoria 9311 5722 Visual Exposure is one of Melbourne’s leading Sign Companies. We provide the full range of signage services from creation to installation.

WESTERN BULLDOGS PO Box 4112 DC, Footscray West, Victoria 9680 6333 To generate revenue for the Western Bulldogs through business, for example; sponsorship and corporate hospitality.

WESTERN PLUMBING SUPPLIES 227 Kororoit Creek Rd, Williamstown, Victoria 9397 1666 All the plumbing supplies that you could ever need.

WYNDHAM CITY MASSAGE AND THERAPY CLINIC 62 Derrimut Rd, Hoppers Crossing, Victoria 9974 3863 / 9974 6944 www.wyndhamcitymassageandtherapy.com.au Specialising in muscular pain management.

Our Clinic offers a comprehensive, hands-on approach to musculoskeletal health. Our treatment applications encompass a broad range of remedial modalities. Principle practitioner - John Leckie ZEMYNA MASSAGE THERAPY PO Box 332, Avondale Heights, Victoria 0413 854 714 www.zemynamassagetherapy.com.au A professional massage therapy business dedicated to providing quality services within a supportive and safe environment, the perfect place to begin your journey towards greater health and well-being.

ZEN MOMENTS 370 Mascoma St, Strathmore Heights, Victoria 0402 257 187 www.zenmoments.com.au Individually handcrafted soy and palm wax candles made right here in Melbourne. Evoking scents to ignite your senses. Custom orders welcome.

MOTIVATED OFFICE SERVICES 8 Rottnest Crt, Hoppers Crossing, Victoria 0439 637 450 Certified and registered Bookkeeper/BAS Agent.

Bookkeeping/accounts and office services tailored to meet your needs from accounts setup to taxation/BAS reporting and payroll obligations.

BUSINESS WEST

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Find me online BGT

A BUSiNESS WEST PROMOTIONAL FEATURE

www.bgt.org.au

BGT are the apprentice and trainee experts located in Melton providing apprentices and trainees to local business. BGT pride themselves in providing an employment solution for people in the West Melbourne area whilst assisting employers to find the right apprentice or trainee for their business. As a registered training organisation BGT also provide customised training services across the community. Like us on or follow us on @BGT01 531555-JM34-11

Mangosteen Fruit

www.thequeenofthefruits.com

Known as “The Queen of the Fruits” is the only mangosteen product to market that contains the “whole fruit puree”. This delicious product is all natural, no added sugar, no artificial colour, & contains a natural source of Xanthones and Antioxidants to address multiple body systems. Free Sample available. After experiencing the benefits of Mangosteen Juice - You may want to share these benefits with family, friends & others. BUSINESS OPPORTUNITY. For more information on this incredible home-based business opportunity Please contact Annie & Alex Jesaulenko Mobile: 0418142 116 Email: thequeenofthefruits@yahoo.com.au 531566-JM36-11

web.d3

www.webd3.com.au

web.d3 is a website development and design agency that specialises in helping small and medium businesses maximise their online presence and generate real results for their business. Whether you are looking for a brand new website, are building one that just never seems to get finished or are simply looking to freshen up your existing website, we have the right solution that will help boost your online presence and your business. Contact us today to discuss your needs & mention this ad for a 10% discount.

531557-JM36-11

Find me online...

Promote your business or service in BUSiNESS WEST… To advertise in this feature call Charles Ferraro on 9933 4800

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BUSINESS WEST

BUSiNESS SERVICES PRINTING

LEGAL

PERSONNEL SERVICES

Business Wills | Wills & Probate Estate Adminstration | Home Visits www.legalessentials.com.au 9326 2627

COMMERCIAL | CORPORATE | PROMOTIONAL PRINT SOLUTIONS www.suddenexposure.com.au • www.b484.com.au •M: 0411 179 847 • T/F: 03 9395 3229

SALES TRAINING & DEVELOPMENT 510873-SH18-11

TRAINING Put the right face on your business!

• For all your recruitment needs in the WEST • Permanent, part time or casual • Trades, warehousing, logistics • Clerical and administration • Resume preparation • Outplacement assistance

Call us, tell us your needs, and let us work for you.

Telephone 9369 4930 Facsimile 9369 0486 Office 3, 6 Neville Avenue Laverton Vic 3028

LINE MARKING NE MARK K’S LI I C I • Car Parks • Arrows • Safety Lines NG M • Numbering • Bollards

Turn everyday receptionists into the very best and put the right face on your business.

Call 9370 8845 or visit ERTWorkshops.com.au

• Computer Cut Lettering • Safety Signs MICK SCOTT Mob: 0408 999 643 Ph/Fax: (03) 9318 4942

24 HOURS 7 DAYS A WEEK

ALL AREAS 5 Lawn Cres Braybrook 3019

418028-KS30-11

BUSINESS SUPPORT

BUSINESS ADVISOR 510885-SH24-11

DESIGN SOLUTIONS

418012-SH22-11

SCREEN & DIGITAL PRINTING | COMPUTER CUT VINYL SIGNAGE | DYE SUBLIMATION IMAGE TRANSFER

523182-MD30-11

Calibre Personnel Solutions Pty Ltd

FINANCIAL CONTROLLER SERCVICES

Melbourne’s Raw Materials – The Studio is a state of the art demonstration kitchen studio and events space that can be used for corporate functions, team building, filming, cooking classes, product launches or intimate special events for up to 120 people.

HORMONES OUT OF WHACK? Suffering from PMS, flushing, weight gain or flagging libido?

www.prominens.com.au

FRQIHUHQFH URRPV 6WDWH RI WKH DUW $ 9 :LUHOHVV EURDGEDQG KRWHO URRPV VXLWHV 2Q VLWH FDWHULQJ )UHH SDUNLQJ

www.gcc.net.au

03 5226 2121

TRAINING & DEVELOPMENT Need Ca$h for Staff Training?

C882415-JL5-11

See www.alldegreesofhealth.com.au for more information All Degrees of Health 294 Buckley St Essendon 9331 0951

PROMINENS

BATHROOMS

Our team at All Degrees of Health offer effective treatments for hormone imbalance. Individualised Naturopathic treatment strategies include herbs, lifestyle and nutritional advice. The first 20 callers receive a $25 gift voucher for any of the following services: Naturopathy, Osteopathy, Yoga, Bowen, Personal Training, Therapeutic massage, Yoga and Meditation classes.

CONFERENCE VENUE

“In 26 years this is the most detailed reporting we have had and it has helped improve our business” – Bruce Robertson, Kingfisher International

401220-KC49-11

HEALTH & FITNESS

CONTACT: (03) 9746 6479 or EMAIL: info@platinumaccounting.com.au VISIT: www.platinumaccounting.com.au

For a reliable, professional and flexible part time Financial Controller service that adds value to your business call Peter McLean at Prominens on Ph 8618 6820

523189-MD30-11

For more details, please see the website on www.studiorawmaterials.com.au or contact the studio manager Robert Monteau on 0410 618 165

What’s the Platinum difference?

We are small business specialists. Talk to us about all business financials and tax returns; investment and property portfolios; business start-up and restructure; self-managed super funds; GST & BAS bookkeeping; and tax-effective strategies.

We can help!

Ascet Tafe 96608900 info@ascet.edu.au

897137-MD12-11

CORPORATE TEAM BUILDING VENUE

Keeping organisations healthy – specialising in business process we can work with you to resolve an immediate organisational issue or to assist in forward planning and strategy to add value.

Ph 1300 602 880 www.complianceessentials.com.au Essential Compliance and best practice for every business

C418042-JM36-11

531585-SH41-11

CONTACT US FOR A COMPLIMENTARY NO-OBLIGATION DISCUSSION.

To advertise your services to the business community phone: 1300 666 808 BUSINESS WEST

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Great vehicles available for immediate purchase.

Select from a great range of late model, low kilometre Government and Company Cars, some with the balance of new car warranty.

Realise the Value.

1013622-KC49-11

Simply Purchase & Drive Away.