AUSTRALIAN
AUSTRALIA’S NATIONAL HOTEL INDUSTRY MAGAZINE
Vol. 39 No. 3 - April 2022
BRINGING DATA AND DECISIONS TOGETHER
How Quantaco are using technology to help hospitality venues make fact-based decisions faster
DATA
CORRELATION
DECISIONS
CONTENTS & ED’S NOTE
WE ENCOURAGE RESPONSIBLE DRINKING Get the facts DrinkWise.org.au
PUBLISHED BY: Food and Beverage Media Pty Ltd 41 Bridge Road GLEBE NSW Australia 2037 Tel: 02 9660 2113 Fax: 02 9660 4419
Contents SPECIAL FEATURES 8 Cover Story: Quantaco outlines three ways
pubs can use their data to add value. 10 Property Focus: Insiders reveal what’s
driving the SA pub market. 14 Venue Profile: We take a tour through
The Continental in Sorrento. 16 Beer & Cellar Equipment: Why now’s
a good time for pubs to pivot into brewing. 20 Family Friendly: Kid-centric spaces play Ed’s Pick
a starring role at Treendale Farm Hotel.
P14 24 Gaming: The power of APIs in boosting
digital loyalty solutions.
REGULARS 4 News: What’s happening in pubs across
Australia. 26 Design & Build: Sydney’s EQ is now
home to a modern, multifaceted pub called Watson’s. 30 Tales from the Top: Sand Hill Road CEO
Bianca Dawson shares the group’s post-pandemic plans.
Editor’s Note now emerging as many
Sydney’s entertainment and sporting hub. If the pub property market is more your
projects start to come
speed, you’ll find out what’s driving strong
online. One of these is
interest in the South Australian hotel market in
the long-awaited return
this issue, or if you have a taste for adventure,
of The Continental, one of Sorrento’s most
we explore the growing number of reasons to
famous landmarks. In this issue on p14, we
pivot into brewing. Cheers to that,
spaces created by publican Craig Shearer and chef and restaurateur Scott Pickett in
Amanda Bryan, Editor
collaboration.
E: abryan@intermedia.com.au
Speaking of large footprint, multifaceted venues, we also take a wander through Western Australia’s purpose-built Treendale Farm Hotel which has won numerous gongs for its family-friendly credentials, and while you’re at it, check out Watson’s, the latest
2 | Australian Hotelier
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In the
news
WHAT’S HAPPENING IN PUBS ACROSS AUSTRALIA
HOSTPLUS LAUNCHES ONBOARDING TOOLS While we may no longer be dealing with ‘hard’ lockdowns, staff shortages and recruitment issues
MACQUARIE PUBS GET BEHIND MENTAL HEALTH ‘Never Have I Ever’ themed posters, coasters, bathroom stalls and bar mats are to be displayed in 28 pubs, clubs and bars throughout the Macquarie electorate in NSW. The new initiative, which is supported by the Australian Hotels Association and ReachOut, aims to help support young adults when it comes to their mental health and healthy coping strategies. The ‘Never Have I Ever’ campaign was launched by DrinkWise and Federal Member
are continuing to cause difficulties in
for Macquarie, Susan Templeman. It follows on from ReachOut research which found a
the hospitality industry.
substantial increase in the number of young people feeling more negatively about the future
Because of the emphasis on recruitment and retention for hospitality businesses at present, Hostplus is assisting with the launch of new onboarding materials. These aim to help employers fulfil new
compared to before Covid (44 per cent vs 20 per cent pre-Covid), and that eight per cent may be turning to alcohol or drugs during tough times. With this month’s floods throughout the Macquarie electorate, which takes in the Hawkesbury region of Sydney, there is added concern for young people in the local community. The new initiative uses the popular ‘Never Have I Ever’ concept to ask questions that prompt young people to think about their mental health and to remind them that alcohol is
choice of fund obligations introduced
not the answer. It reinforces that asking for help is ok and that support services are there to
through the recent Your Future Your
provide help and advice if needed.
Super reforms. “The new tools include an interactive eBook which can be provided to new
Australian Hotels Association NSW Director of Liquor and Policing John Green said pubs are integral to their local communities and are crucial for rebuilding communities on the other side of a crisis.
employees as part of their onboarding process,” Hostplus says. “This is designed to ensure
DIY DESIGN
employees receive sufficient
Design tool maker Easil is calling on venue, event,
information to make an informed
and marketing managers to try DIY design and by
choice about their super fund.”
doing so, take control of their own promotions, event
To find out more about the new onboarding materials, or how the new
marketing, daily meal specials, and menu boards. The editing tools and templates within Easil allow
choice of super reforms apply to your
users to format designs in minutes. Logos and
business, visit hostplus.com.au to find
branding can be added with the click of a button,
your nearest Hostplus representative.
fonts and content can be easily changed, and
Hostplus has also launched new educational webinars on topics such as
images can be added and replaced by dragging and dropping. “Our DIY design tools make it a snap so there’s no more back and forward with your
investment options, environmentally
designer,” Easil says. “Easil is the quickest, easiest, and most cost-effective way to
responsible investing, and general super
create stand out venue graphics for bars, restaurants, functions and events.”
tips at hostplus.com.au/webinars. Hostplus also offers a range of financial guidance and advice to help staff now and into the future, including
Easil includes thousands of templates to enable quick creation of professional looking promotions and can be resized for all screens and socials to advertise trivia nights or monthly specials in venue, on digital screens, social media, or in print. The Easil Edge Guarantee subscription offers unlimited access to a premium designed
includes its online advice tool, Super
template collection, and for those that can’t find the right design, Easil’s design studio
Adviser, and more comprehensive advice
will create it for free.
through the financial planning team at hostplus.com.au/financial-planning.
4 | Australian Hotelier
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NEWS
FURPHY CRISP ROLLS OUT NATIONALLY Following a launch in its Victorian home state, Furphy has announced the rollout of Furphy Crisp Lager Australia-wide. The second beer release in the brand’s story, Furphy Crisp is a full-strength Lager that is sessionable, low in bitterness, light in colour and finishes clean, and is designed for easy drinking. ‘Easy drinking’ has become the largest beer segment, according to Lion, meeting a strong demand from Australians for sessionable drinks that can be enjoyed in more casual settings. In addition, a pack refresh for Furphy Crisp Lager includes a new red label and clear glass bottle to clearly differentiate from the well-known Furphy Original stubby, whilst also
Justin Tynan, Laundy Hotels COO.
showcasing the light, refreshing golden colour of the new brew. “We’re stoked to be expanding Furphy Crisp
SENIOR APPOINTMENT FOR LAUNDY HOTELS
Lager beyond Victoria’s borders to meet the
NSW-based pub group Laundy Hotels has appointed Manly Wharf Hotel’s
demand for a more sessionable beer,” Lion
Justin Tynan to the newly created role of Chief Operating Officer.
Portfolio Director Craft and Premium, Malcolm Eadie said. Furphy Crisp Lager (4.5% ABV) is now available
Tynan will report directly to Arthur Laundy and will be responsible for the sizeable Laundy Hotels portfolio when the role kicks off in April. Tynan and Laundy have known each other for twenty years, and last year
in bottle shops and pubs in NSW, South Australia
the pair partnered alongside entrepreneur Aaron Crinis in the purchase of
and Northern Territory, and in Western Australia
the Woolpack Hotel in Sydney’s Redfern.
from the end of April.
Arthur Laundy told Australian Hotelier that while the group is still making acquisitions, refurbishing projects remained a strong focus for the family. “I’m interested in the building side of things at present and my kids are too. They have a lot on their plates with that, so I’ve been left with the running of the hotels. “I’m looking for someone to take the pressure off me as well as my kids. With Justin coming on board, he will handle a lot of the hotels.” During his career, Tynan has been involved in all stages of more than 100 hospitality venues, from conception through to day-to-day operations, as well as major music festivals. Since 2013, Tynan has worked with May Hotels (Manly Wharf Hotel, Burleigh Pavilion, Mrs Sippy Double Bay, and Mrs Sippy Bali – a venue he still has a stake in) in the role of Group General Manager. In his new role at Laundy Hotels, Tynan will be tasked with overseeing two major refurbishments as well as future acquisitions for the expanding group. “I’m thrilled that there’s plenty to hit the ground running with including major refurbs at both Woolloomooloo Bay Hotel and the Log Cabin on the Nepean and no doubt more acquisitions ahead for the group, as well as for me personally,” he said. “This is an opportunity to work with one of the best publicans in the country. Arthur is an old school publican and I’ve got the utmost respect for him, and we have a good working relationship.”
6 | Australian Hotelier
COVER STORY
Is data the new oil?
Professional services firm Quantaco outlines three ways pubs can use their data to add value in 2022.
IN 2006, British mathematician and data
“This means that every time your
science entrepreneur Clive Humby coined
restaurant or pub is understaffed, or
the phrase “data is the new oil”. Post-
operating on inefficient rosters, you could
Covid, this has never been truer, according
lose a repeat customer.
to Anthony Sullivan founder and CEO of professional services firm Quantaco. As Sullivan notes, ninety per cent of the world’s data was generated in the last two
“On top of this, labour costs can
a compliant and consistent approach to mandatory incident reporting.”
Quantifying insurance coverage Data isn’t just tied into front-of-house
equate to over 40 per cent of a hospitality
and operations, according to Sullivan. It
businesses’ revenue, so this can be
can help lead business decision-making.
crippling to operating profit.”
Insurance costs, for instance, have risen
years, with 2.5 quintillion bytes of data
By using data to connect the dots
100 per cent in some cases post-Covid,
created each day, according to figures
between revenue and staffing in near-
with some pubs in outback Queensland
published in Forbes.
live conditions, however, businesses can
seeing an increase in premiums of
For the Australian hospitality industry,
optimally roster and manage staff on-shift
$16,000 in just one year.
he says, this has meant much faster
while monitoring sales as they go.
digital progression than expected, leaving
Insurance coverage is about more than
Quantaco has developed a proprietary
just machinery replacement or building
untapped potential that can only be
solution called Salesline specifically with this
repairs, he says. Businesses that collect
leveraged by using data.
in mind, Sullivan says, for business looking
and understand data can better quantify
to boost their operational excellence and
the loss of sales and revenue from
positive customer experience.
downtime due to closures from breakdowns
“As a hospitality-focused consultancy here at Quantaco, we have spent the last 15 years helping Australian-owned
and outages or even from brand damage
businesses to invest in technology and
Compliance and accountability
find ways to channel information into one
Hospitality is a heavily regulated industry
location,” he says.
and businesses must report and respond
businesses invest in the right level of
to incidents in a timely way. Mandatory
insurance at the right time.
“Here are the three opportunities that
and customer compensation. Using data, Quantaco can help
we believe will add value for forward-
training, regulatory compliance and
thinking hospitality businesses in 2022.”
accountability has become more
and forecasting for businesses that need
essential in day-to-day operations,
to get back to planning ahead and not just
according to Sullivan, which increases the
surviving,” Sullivan says.
Controlling labour costs Customer experience and hospitality go hand-in-hand but without the
management burden. To help its clients with this onerous
visibility data provides, it’s hard to
task, Quantaco has developed its Star
change consumer attitudes, according
Compliance platform, which helps to
to Sullivan. For instance, 32 per cent of
simplify this process.
consumers say they would be willing to
“The platform is able to collate data for
“This data can inform decision-making
“The new age of data is already here, and the hospitality industry is primed to seize this opportunity with both hands.” By working with a specialised company like Quantaco, hospitality businesses can harness
walk away from a business they love after
real-time decision-making while enhancing
the power of data and unlock their full potential.
one bad experience.
record retention so managers can create
Contact Quantaco at sales@quantaco.co.
8 | Australian Hotelier
Print magazine and website serving senior management in the massive clubs sector From the same stable as Australian Hotelier magazine comes Club Management, a new business magazine, website and newsletter aimed at the huge clubs sector in Australia. Club Management will bring you the latest news, plus advice and information on trends, products, best business practice and revenue-generating opportunities across all categories in clubland.
To sign up for the Club Management newsletter
For information around advertising in Club Management, please contact Simon York on 02 8586 6163 or email syork@intermedia.com.au
PROPERTY FOCUS
The lure of the south
The pub property market has been heating up in South Australia, with national, interstate, and local groups getting in on the action.
Endeavour Group recently acquired the Empire Hotel in Kilburn
THE SOUTH Australian pub market is seeing an uptick in activity, with national and interstate groups increasing their footprints in the state. Not to be left out, South Australia-based operators are also expanding their local presence. Duxton Pubs, the hotel investment fund created by prominent South Australian publicans Ed Peter, Brett Matthews and Martin Palmer in 2020, has undergone incredible growth in the past two years. The group’s rapidly growing SA portfolio includes the Saracens Head in the Adelaide CBD and The Lion Hotel in North Adelaide, and most recently Port Broughton Hotel – bringing its portfolio to
is predicting massive growth in South
12 venues.
Australia over the next five years.
Interstate hotel groups making a strong
The national groups are also making
Australian portfolio to 18 venues. “We see a lot of potential in the South Australian market,” AVC CEO Paul
entrance into South Australia include
moves down south. Late last year,
Waterson said at the time. “We’ve been
Victorian-based Black Rhino Group which
Australian Venue Co. (AVC) announced
operating in SA with a local team on
last year added four South Australian
plans to purchase the Saturno Group’s
the ground for over two years and will
hotels to its portfolio, with another seven
eight pubs and four bottle shops in and
continue to invest in the State.”
expected this year. Director David Tomsic
around Adelaide, bringing AVC’s South
10 | Australian Hotelier
Endeavour Group, meanwhile, made
PROPERTY FOCUS
two South Australian acquisitions in as
Barmera Hotel was acquired by Black Rhino.
many weeks in February – the Grand Tasman Hotel in Port Lincoln, and the Empire Hotel in Kilburn. JLL Hotels, which managed the Empire Hotel sale, says the sales campaign saw bids not only from local publicans but also multiple interstate hotel groups seeking a first asset in the growing Adelaide hotel market. “What was telling in this sale campaign was the balanced level of interest we received from both SA-based operators and interstate operators who each competed hard for the asset,” JLL Hotels vice president Will Connolly says. “This is yet another example of the
interrupted trading environment. “These factors really have drawn the
An interstate perspective Black Rhino’s Tomsic says the South
South Australian market now being
attention of interstate capital that in
Australian market is rising in popularity
targeted by a more national spread of
turn has created a super competitive SA
in line with Covid-inspired migration
capital. Our team can see this having a
market,” he says.
trends which have seen a move away
significantly positive effect on values going forward for the SA pub market. “Interestingly, our NSW team are also
Another factor that has attracted hotel groups from other states in recent times, Connolly says, has been the
from major cities in favour of lifestylefriendly locations. “With the advancement in technology,
now being sought out by operators within
“quantum of dollar in which an SA pub
people don’t have to travel long distances
their state to help them explore SA hotel
can be secured for”.
to work and are seeking to move to
opportunities as they see a lower ‘barrier to
“Our team are seeing daily the
entry’ to secure assets, as they look outside
astronomical level of value in which a pub
of a notoriously competitive NSW market.”
asset can be traded for in both Victoria
So, what’s behind all of this interest? Connolly says real value has been
and NSW. “Operators from these states are now
regional areas. We’re taking a long-term view, but we want to be part of it. “More people are moving to both metro and regional SA and we want to give people another reason to do so by
identified in the South Australian Hotel
identifying that South Australian pub
creating the best offer we can.”
market due to recent gaming legislative
values, whilst certainly not insignificant, are
changes such as the introduction of note-
more attainable and have therefore begun
its South Australian acquisitions, Tomsic
takers, along with a stable, less COVID-
to look to the SA market with interest.”
says. “As we have in Victoria, we have
Black Rhino seeks specific attributes in
April 2022 | 11
PROPERTY FOCUS
The Bentleys Hotel Matthews’ Katy Sargent and Gary McCulloch.
targeted areas where the hotels are ingrained into the
Kemp attributes the growing interest in South
local communities as well as others in metropolitan
Australian pub property to general economic
areas that need some updating.
growth, low interest rates, comparatively low
“Hotel values have already significantly risen since we entered the market last year. The secret is out.” South Australian communities, particularly in
property prices, and people returning to South Australia from larger cities in other states. “A change in habits, such as moving away from hubs and offices and working remotely means the
regional areas, have been welcoming toward the
ability of a local pub to attract a local base and
interstate group, according to Tomsic.
be well entrenched in the community is stronger
“Being Victorian-based, we were blown away
than ever.
with how excited and helpful the locals have been.
“And although the metro or suburban hotels are
“Outgoing hotel owners were clearly invested
being purchased at higher dollar figures, the regional
in their respective hotels for the right reasons and
properties are still comparably cheap. Also, banks
cared deeply for the community. They have all been
and lenders are viewing hotels as good solid security
very good to deal with in the transitionary periods
as well, so there’s an appetite for lending.”
to ensure we can carry that legacy on.”
Kemp also notes that recent gaming regulation changes meant that South Australian gaming
A local perspective
machines are now able to accept notes, rather
Operator Matthews Hospitality is one of the
than just coins.
well-known SA-based family pub groups. When
“That has triggered interstate interest from the
A change in habits, such as moving away from hubs and offices and working remotely means the ability of a local pub to attract a local base and be well entrenched in the community
it comes to portfolio growth, the group intends to
other groups. That compatibility of legislation
is stronger
continue its focus on its home state, according to
around gaming in South Australia probably helps
its CEO Andrew Kemp.
the confidence level.”
than ever.
Last month, Matthews purchased The Bentleys
Despite the rush of new entrants, Kemp says local
Hotel, a food, beverage, and accommodation-
families and groups will continue to do what they do
focused venue in the Clare Valley. Matthews
well, focusing on their own areas of specialisation.
plans to improve the accommodation offering and
“We do things differently to each other so there’s
function packages and create tourism experiences
room for all of us to operate without cannibalising
in the renowned wine region.
each other.”
12 | Australian Hotelier
Andrew Kemp
Looking
to buy or
sell a hotel? How can you find out first about what pubs are available off-market? At JLL Hotels, we are continuously transacting hotels across the country in an ‘off-market’ capacity, with over $300m sold in this manner to date in 2022. From $1m - $100m, we are constantly in discussion with valued clients looking to place capital and expand portfolios, as well as long-time private owners looking to discreetly exit their hotel assets, alleviating any concerns around unsettling staff or patrons. To ensure you’re seeing all the right opportunities in 2022, or if you’re looking to divest your hotel, talk to one of our market-leading pub specialists today.
NATIONAL John Musca
NSW Ben McDonald
NSW Kate MacDonald
NSW Greg Jeloudev
QLD Tom Gleeson
QLD Mark Walsh
QLD Christian Tsalikis
VIC/SA/TAS Will Connolly
WA Chloe Mason
+61 424 257 004 John.Musca@ap.jll.com
+61 401 670 053 Greg.Jeloudev@ap.jll.com
+61 421 562 262 Christian.Tsalikis@ap.jll.com
+61 414 182 848 Ben.McDonald@ap.jll.com
+61 449 289 845 Tom.Gleeson@ap.jll.com
+61 432 116 287 Will.Connolly@ap.jll.com
+61 412 726 676 Kate.MacDonald@ap.jll.com
+61 448 727 362 Mark.Walsh@ap.jll.com
+61 466 610 729 Chloe.Mason@ap.jll.com
jll.com.au/hospitality
VENUE PROFILE
The Continental unveiled The doors have swung open on The Continental in Sorrento and the multifaceted food and beverage partnership between publican Craig Shearer and chef-restaurateur Scott Pickett. We take a tour through the spaces.
14 | Australian Hotelier
FOLLOWING A multimillion-dollar restoration and redevelopment, The
deck with views of Port Phillip Bay. Shearer says the spaces have been
Continental in Sorrento on Victoria’s
intricately curated to provide very different
Mornington Peninsula has made its debut.
experiences, with each matched to
Officially launched last month, the mega-
compliment the style of customers they are
venue will open to the public in stages.
seeking to attract.
The venue’s new 108 room luxury
Each of the spaces will undergo a series
InterContinental resort hotel and wellness
of soft launches, he says, in order to test
centre will begin opening in stages soon. The
out the space and help in the preparation of
redevelopment will also feature an outdoor
some 150 staff across the venue.
pool, gym and three function and event
“We started opening individual spaces in
spaces, including the Conti’s original grand
the last weeks of March, and we hosted our
ballroom, which has been restored to cater
first weddings at the venue on 25 and 26
for corporate and social events.
March,” Shearer says.
Melbourne publican and founder of
“We’ll be fine tuning the service and
Kickon Group, Craig Shearer and chef-
spaces before and after those events and
restaurateur Scott Pickett have teamed
gearing up for the Easter trading period
up on the venue’s the food and beverage
which is traditionally a really busy time on
spaces and offerings – which include a public
the Peninsula, when we are looking forward
bar and beer garden, atrium, a signature
to welcoming lots of people through the
restaurant called Audrey’s, and a sunset roof
doors for the first time.”
VENUE PROFILE
TOUR THE SPACES Here’s a flavour of just some of the F&B offerings at The Continental in Sorrento.
The Conti Bar Located on the ground floor is the Conti Bar which features friendly faces, a warm atmosphere and gourmet pub food. The Scott Pickett-curated ‘Conti menu’ features pub classics reinvented, traditional wood-fired pizzas and more, available to order in the public bar, the Beer Garden and on the Promenade.
The Beer Garden Guests are invited to bask in natural sunlight
Audrey’s, named after Scott Pickett’s grandmother.
Audrey’s features flavours inspired by the sea.
beneath a vaulted glass ceiling and enjoy the lively seaside atmosphere of The Continental’s Beer Garden.
Greenery features in the Beer Garden.
The Beer Garden has a high glass ceiling with natural light, hanging greenery and two mature potted palm trees.
Audrey’s Named after his grandmother who instilled his passion for cooking, Scott Pickett’s Audrey’s, which is located on the first floor, offers an elevated dining experience with views of Sorrento and Port Phillip Bay. The Audrey’s menu features flavours inspired by the nearby sea, with a selection of seafood on the marble raw bar, along with contemporary
The Barlow cocktail bar exudes lush decadence.
dishes featuring the Peninsula’s produce.
The Atrium
Audrey’s offers an elevated dining experience.
The Beer Garden’s glass ceiling provides natural sunlight.
Also on the first floor, The Atrium features a high glass ceiling, red brick fireplace, and street-side dining called The Promenade. The Atrium all-day dining menu matches the elegance of the setting, with freshly shucked oysters, crayfish, caviar and a decadent seafood platter for two.
Barlow Lush decadence is the theme at cocktail bar, Barlow, where the extensive drinks selection will be shaken and stirred by expert mixologists. The evolving cocktail list, developed in collaboration with Speakeasy Group, will be served with signature flair and theatre.
April 2022 | 15
BEER AND CELLAR EQUIPMENT
Tanking up
With changes to excise tax for small brewers, there’s never been a better time for pubs to pivot into brewing their own beer, according to Julian Sanders of Spark Breweries and Distilleries.
BREWING IS becoming more accessible and potentially profitable for pubs thanks to shifting trends, new technology developments and regulatory change. As craft brewers continue to burst into the hospitality scene in droves, patrons are paying for providence at an ever-greater rate, and beneficial changes to excise tax for small brewers have also changed the game. For these reasons, a growing number of publicans are calling up and asking about brewing their own, according to Spark Breweries and Distilleries managing director Julian Sanders. Spark Breweries, an Australian equipment specialist, has traditionally engineered manufacturing-scale equipment but has more recently developed a compact brewing system called BrewStack. BrewStack customers now number around twenty and include Rambler Ale Works and Braeside Brewing in Victoria, and Golden West Brewing Co in Perth, Sanders says, with many more in the pipeline. “At the moment, almost half of our enquiries are from hotels and pubs who want to improve their business and build themselves to be future ready,” Sanders says. Here are four reasons pubs should consider brewing their own beer in 2022.
16 | Australian Hotelier
BEER AND CELLAR EQUIPMENT EXCISE TAX CHANGES
BrewStack facts
Recent removal of excise tax from small brewers is a game changer
Spark Breweries developed its BrewStack brewing system four
and it provides massive incentive to brew rather than buy beer,
years ago as a compact plug and play system that is fast and
according to Sanders.
inexpensive to install.
“Almost $70 of the cost of a keg of purchased beer is excise tax. If a venue or group sold 100 kegs per week and they decided to brew rather than buy them, they would receive the full $350,000 excise tax refund each and every year on an ongoing basis,” he says. “This makes brewing on site even more profitable than it was.”
To make the BrewStack compact, simple and as robust as possible, its tanks are arranged vertically. The BrewStacks come in both manual and automatic models and need only 30sqm of floor space. Many use them to serve beer direct from tank to tap, saving on cool room and kegging and improving beer quality, according to Spark Breweries and
PIVOTING POST-PANDEMIC Sanders says that during Covid, venues with their own brewery were able to distribute slabs directly to their communities which kept the cogs turning. It also built a stronger connection between the business and its locals. According to Sanders, any venue that sells eight kegs a week can solidly improve their business by brewing on site. “The equipment finance is inexpensive compared to the profit uplift, so it is cash flow positive from month one - venues make more money next month than they did last month.” In addition, he says, launching a venue›s own beer brand really sets it apart in a crowded market and gives it something engaging to market to drinkers. “A lot of publicans recognise that the Australian pub at the end of this century won’t be the same as they were at the end of last and they want to be part of writing that story.”
DIFFERENTIATION No one can compete with the individual character that a brewery expresses, according to Sanders.
Distilleries managing director Julian Sanders. “The visual appeal of the shiny installation, with a large steel pipe running to a draft tap is unbeatable beer theatre too. No matter how much or how little a customer cares about brewing, it is obvious to them that the fresh beer being poured is also brewed on site,” Sanders says. In capital cost terms, the BrewStack systems are available in different sizes, ranging from $140,000 to $240,000, although most customers who are already selling beer choose a leaseto-own system with monthly repayments of around $5,000 for a system that can brew 40 kegs per week at approximately $90 a keg, Sanders says. BrewStack’s design was awarded a global patent in 2016 and the Federal Government invited Spark onto an Entrepreneurs program to commercialise the design. “The BrewStack is a great little Australian engineering success story that we are still in the process of writing. Our first overseas units are set to head to NZ and Florida later in the year,” Sanders says.
“Drinkers are always interested to learn more about beer and brewing and we find them more than willing to help with feedback and suggestions across the bar,” he says. “One powerful way that Spark uses to develop beer recipes for clients is to engage the drinkers by asking them to taste and vote on several options – the most popular becomes the first pour beer and the community get to vote on the name. “If you think Australians like their local watering hole, wait until you see the sense of connection to their own beer from their local brewery.”
COMMUNITY CONNECTION Any venue that has the potential to be the hub of a strong community should consider brewing on site, according to Sanders. “Having fresh high quality all malt beer that matches the preferences of the locals pulls them together,” he says. Over the first six months, a core of keen beer fans will form around the bar and their influence will filter out into the community as opinion leaders, bringing new drinkers, according to Sanders. “There is no better marketing than having a beer fan hand your brand on a can to their friend at a BBQ on Sunday, while telling them about their Friday night at your venue.”
April 2022 | 17
BEER AND CELLAR EQUIPMENT
Enzyme Power HUNTER TECHNOLOGIES has added a new product to its environmentally friendly range
New brew for outback pub South Australian outback pub The Prairie Hotel has built its own microbrewery and has plans to create house beer using local native ingredients.
of beer line cleaning solutions. Maxi-Enzyme Beer Line Cleaner from Right Beer Solutions has been developed as a safe, non-toxic beer line cleaning solution. It uses enzymes to clean rather than caustic cleaning methods, and is proving popular in venues, according to Hunter Technologies MD, Carl Pavett. Maxi-Enzyme has 25 years of R&D behind it, Pavett says, and is HAACP certified as food-safe and suitable for cleaning and sanitising food and beverage equipment. Bio-film can naturally defend itself from some cleaner by building a protective layer, trapping itself within the lines, according to Pavett.
THE PRAIRIE Hotel, an iconic outback pub in Parachilna, South Australia,
“This enzyme formulation attacks and removes
will soon be brewing its own beer using a new 500-litre BrewStack
bio-film, effective even with stubborn heavily
system from Spark Breweries and Distilleries.
stained lines,” he says.
The new microbrewery is part of a broader hotel refresh that’s just been
“Maxi-Enzyme BLC is very efficient at digesting
completed at the Prairie Hotel, which is located against a stunning backdrop
organic matter. It cuts large molecules into
on the edge of the Flinders Ranges about five hours north of Adelaide.
smaller ones making it easy to flush them out.”
The hotel has been owned by the Fargher family for more than twenty years. Ross, a fourth-generation Flinders Ranges pastoralist and cattleman, and his wife Jane, run the Prairie Hotel as well as a cattle station alongside their sons Lachy and Eddie. The hotel is well-known for its feral food offer with kangaroo, emu, camel, and goat all on the menu. According to Lachy, the family plans to extend this local approach to the brewing side of the business. “We have a lot of travellers through wanting to try different things,” he says, “so I’ve been researching which bush ingredients would go well with beer.” Lachy says that given the hotel’s remote location, its growing focus on craft beer, and the absence of a nearby craft brewery, it made sense to pivot into brewing. The hotel had limited space to house the microbrewery, but thanks to the new design of the bar, the tanks are now on display. “It’s pretty appealing for people,” Lachy says. “They know the beer is in the tank, and a couple are going straight to tap, so they know it’s fresh.” He says once the microbrewery is completely up and running, there will also be bottom-line benefits. “On average, the cost of ingredients to make a 500-litre batch is the same as the cost of a keg, so we get nine to ten kegs for that same cost. “Also, it’s great having something brewed on site that you don’t have to push to sell as it’s made here and people like trying new things.”
18 | Australian Hotelier
It also works well for soaking beer taps and couplers, Pavett says. The product is water based with a near neutral pH in concentrated form and it only moves to pH9.2 when diluted with hot water at 50°C. It is ‘non-hazardous’ when diluted, and is non-corrosive, is not a ‘Dangerous Good ’, and can be disposed down the drain, according to Hunter Technologies.
www.sparkbrew.com
FAMILY FRIENDLY
Connecting a new community
Innovative kid’s play areas, interactive activations, and familycentric spaces play a starring role at the large-format, purpose-built venue Treendale Farm Hotel in Western Australia.
WHEN WESTERN Australian pub group, LocalsCo,
Bayswater, The Exchange Hotel in Kalgoorlie,
embarked on their first greenfield venue, Treendale
and The Rose Hotel in Bunbury. Treendale Farm
Farm Hotel, they wanted to design the pub from
Hotel, the groups first new build, cleaned up at the
the ground up to offer something for everyone, but
2021 AHA-Aon Hospitality Awards for Excellence,
with an especially big emphasis on family dining
winning Best Regional Hospitality Venue, as well as
and outdoor spaces.
the New Venue award, the Retail Bottleshop award
The vision was to create a perfect match between the 10,000sqm venue and the fast-
The venue went on to win at a national level in
growing local community that surrounded it
February in the Best Family Dining category, and
in Australind, which is 12km north-east of the
all of these awards served as a real motivator for
Bunbury CBD, which has seen many young families
the team during some challenging Covid times,
settling in the area.
according to Allan and Douglas.
The venue opened in late 2020, but according to LocalsCo owners Dave Allan and Lawson Douglas,
PLANNING FOR FUN
the Treendale Farm Hotel project was several
When it comes to catering for the kids, the venue
years in the making.
features three playground areas and a large family
“We have five venues now, and all of them are
restaurant. The children’s’ play areas include a
large format and have a heavy family focus,” Allan
massive outdoor adventure playground and a large
says. “Instead of a regular pub, we wanted to go
area of outdoor lawn space.
above and beyond and do something really special.”
The Adventure Playground created by Seeka
LocalCo’s hotel portfolio includes The Subiaco
Play has been themed in line with the farming and
Hotel in Subiaco, The Bayswater Hotel in
20 | Australian Hotelier
and the Family Dining award.
maritime history of the region and includes a custom-
FAMILY FRIENDLY
made interactive windmill and wooden
Most of the venue’s events, which
water tank with a connecting bridge
include markets, are also family
and kids slides. In addition, a real boat
focused, Allan says. “We get animals
has been submerged into the soft fall.
through, and we activate all the
The two grassed areas are both
spaces outside with petting zoos,
large enough to kick a footy or strike
bouncy castles, face painting and all
up a game of backyard cricket, and
sorts of things. As a result, we are
are completely fenced in to cater
well supported, seven days a week.”
for families of all ages. According
Because of the number of people
to Allan, even the landscaping
through its doors, Treendale Farm
by Seedesign Studio, a boutique
Hotel requires a high level of
landscape architecture firm, took the
consistency and speed in its kitchen.
family-friendly brief into account.
As this year’s national AHA awards
Another play zone is located indoors
winner in the Best Family Dining
and is fully gated to cater for smaller
category, the menu aims to offer
children. It features iPads and arcade
good value, large pub servings and
machines, toys, books and a 65-inch
variety and includes a kid’s menu
TV for movie nights. Tables are located
with nine options that includes free
close by for parents to sit at and watch
juice boxes.
over the kids over a meal and a drink. An old farm truck that kids are
The venue’s head chef Kyungho Jung has been with LocalsCo for
free to interact with is a fixture at the
nearly five years and runs the
venue and its tray is activated with
kitchens at both the Treendale Farm
different elements such as hay and
Hotel and the nearby Rose Hotel
farm equipment.
in Bunbury.
April 2022 | 21
FAMILY FRIENDLY
SOMETHING FOR EVERYONE Aside from the family facilities, Treendale Farm Hotel has a sports front-bar with TAB, 48 beer taps with eight dedicated to rotating craft beers, a south-west wines focus, and a liquor superstore with a two-lane ‘truck size’ drive-thru. “Our pubs are big which means we can create multiple areas to create nice divisions with different spaces for different people,” Allan says. Over 270 solar panels generating 99KW of power at its peak have been added to the roof to help cut the venue’s electricity usage. Allan says future plans for the venue include enclosing one of the large alfresco areas in order to broaden the venue’s capacity for functions. “The majority of our function spaces are outdoors and not undercover which is a problem in winter, so we have an indooroutdoor sunroom going in. “We can close it up completely in winter to create a completely private space and in summer we can open up.” According to Allan, the group’s approach is simple and drives every decision – it focuses on the needs of its local community. “We believe the pub is an important part of local life. Our venues serve as a familiar place where locals can get together to relax and socialise, no matter what the occasion. “Our venues are unpretentious, reliable and familiar by delivering on the local needs of quality, value and experience.”
Playground inspiration Freemantle boutique landscape architecture firm Seedesign Studio was tasked with designing Treendale Farm Hotel’s play spaces. In the main playground, the brief was to reference the heritage of the local area – the agricultural industry and fishing areas around the pub, resulting in the windmill, silo bin and the sailing boat features. “The client was eager for us to design a space that was not only highly functional from a kid’s perspective, but also engaged with parents,” says Seedesign Studio director Joel Barker. “To this end, we ensured that seating areas and a long dining bar were integrated into the perimeter of the play space for surveillance and interaction between parents and their kids. “Shade is an important consideration. We want children to enjoy the space for as long as they can, which means their parents will stay and enjoy the tavern a little longer too.” According to Barker, there has been a significant shift and level of investment from developers with regard to play spaces in recent years. “I think there is a lot of evidence now that family-friendly landscapes and play spaces are not only great for the bottom line from the investors perspective, but also that places like Treendale Farm Hotel become a really important community asset.” Play spaces expert Seeka Play was engaged to create the silo, windmill and connecting bridge elements within the play space designed by Seedesign. “Our approach to the design of play structures aligns with the movement towards more free and interpretive spaces,” says Seeka Play managing director, Holly Toft. “We seek to inspire curiosity by allowing space to explore and discover play opportunities and experiences.” According to Toft, a key highlight of the play structure is the impact of the lighting to “literally show the forms and materials in a different light, bringing a new energy and excitement to the space”.
22 | Australian Hotelier
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GAMING
NEW CEO FOR WGHA The Women in Gaming & Hospitality
The power of APIs
Players want three things, according to digital
Australasia (WGHA) has named Mary
loyalty solution provider, Player Elite: great
Collier, who has a number of key
gaming experiences in safe and exciting
racing and wagering posts under her
environments, value for more time on device
belt, as its new CEO.
when playing, and real time relevant rewards
Collier has an extensive background in law, media and sports
for their loyalty. If you don’t already have a loyalty strategy,
administration, WGHA said, and brings
the place to start is with tech infrastructure, the
strong advocacy, a commercial mindset, and strategic acumen to the role.
company says, which should include a powerful
Collier has held several executive roles in the racing and wagering industries
Gaming Management System, a modern POS
over the last 20 years, including former Director and Chairman of the Brisbane
system, and an API (Application Programming
Turf Club and former President of the Queensland Jockeys’ Association.
Interface) to connect these systems together.
In the new post, Collier said she aims to grow the organisation and work
When speaking to third party technology
collaboratively with partners, businesses, and governments to achieve gender
companies, it’s important to understand these
equity and an inclusive industry.
terms, Player Elite says. An API, for instance,
“I have long believed a strong industry association can play a crucial role in
is a software application that connects POS,
advocating for meaningful policy change, as well as supporting its members to
gaming, membership, apps, databases,
innovate and drive improved practices,” she said.
services, and third-party systems. This allows
Her appointment follows the departure of founding CEO, Helen Galloway, who left the post earlier this year to focus on other commitments.
disparate systems to exchange messages or data in a format that automates processes, streamlines data sharing, and delivers both the
F&B ORDERING ROLLS OUT
pub and the member a digital experience. “Less than ten years ago, and in some pubs
MAX has launched a solution
still today, POS and Gaming Systems were silos
called OrderIt that gives patrons a
and disparate. In simple terms, this means
quick and easy way to order food and
they didn’t connect or talk to each other,” the
beverages directly from their EGM
company says. “A lot of publicans still run
via Pathway.
blind when it comes to Gaming Systems being
OrderIt, which is exclusive to MAX’s Metropolis gaming system, enables
able to talk to each of their other systems.” Player Elite’s proprietary API is used in NSW
venues to customise and optimise
pubs and clubs and can also connect venues
their food and beverage offer in
and their members to market leading gaming
gaming rooms.
management systems like Aristocrat, IGT and
The offering, which is currently available across NSW, offers up to 24 menu items to players with the ability to show visual images of every item. It also lets patrons order up to five items to their cart per order, the only solution in the market to offer multiple items per order, according to MAX. As the gaming and hospitality industry looks to bounce back post the
Ebet via their published and approved APIs. “API’s are critical to your members getting the best pub loyalty experience. By connecting all your systems, members get what they deserve,” Player Elite says. APIs enable points earned on food and
COVID-19 lockdowns that impacted much of 2020-21, differentiation
beverage, for instance, to be instantly
and exceptional customer service is paramount for venues to remain
transferred to the member’s app or sent by SMS,
competitive, according to Max.
encouraging them to redeem on their next visit.
“By creating a seamless, superior in-venue experience and driving staff efficiencies, OrderIt can help venues stand out from the crowd.” OrderIt keeps track of and updates the status of orders in real-time using Service Call, captures product preferences and purchase patterns, and
“The experience needs to be fast, seamless and rewarding to make sure you can compete with the pub down the road,” Player Elite says. “Competition is getting tougher. The casino
integrates with compatible third-party paging systems, notifying staff when
is coming and the competition for the gaming
an order has been placed, with additional functionality to be released in
market in NSW will be like publicans have
future updates.
never seen before.”
24 | Australian Hotelier
HARRIS NARVO GROUP SIGNS WITH PLAYER ELITE
Harris & Narvo Hotel Group selects Player Elite for all digital loyalty needs. Continuing Player Elite’s growth in the hotel sector.
People don’t want a Punt and a Pint anymore... they want real value for their loyalty. Player Elite has delivered this through their innovative digital solutions. Digital loyalty is the future for pubs. - Jordan Harris, Group Manager at Harris Narvo Hotel Group
PLAYER ELITE Where loyalty works!
DESIGN & BUILD
A grand entrance A modern, multifaceted venue called Watson’s has risen up to replace the old P.J. Gallagher’s site at Moore Park Entertainment Quarter, writes Seamus May.
THE FORMER PJ Gallaghers Irish Pub at Sydney’s Entertainment Quarter has undergone extensive renovations and relaunched as Watson’s, with its grand opening on October 11 last year captured on live TV to coincide with the reopening of Sydney hospitality venues to double-vaccinated patrons. The pub, located centrally in the Moore Park entertainment and sporting hub is the creation of Michael Watson of Wats On Events and Danny Stapleton, director of the NRL team Wests Tigers. The pair are operating the two-storey pub under a ten-year leasehold agreement with the management team at The Entertainment Quarter, John Singleton, Gerry Harvey and Mark Carnegie. The move into pubs followed an incredibly tough year for events for Watson, who decided to seek out a venue that would benefit from his experience within events, and his long-time friend Stapleton backed his vision. Watson saw an opportunity to transform PJ Gallaghers’ large event and restaurant space into a multifaceted, family-friendly venue. Their revamped offering also caters to the diverse crowds that frequent The Entertainment Quarter.
26 | Australian Hotelier
DESIGN & BUILD
The renovation has seen every part of the venue overhauled to provide a fresher, more open space. The venue makes use of the two-storey interior and has plenty of seating and dining options both inside and out. A brand new public bar and dining space on the ground floor,
the building was constructed in 1901 – a beautiful big two-storey building, and we saw great potential in it,” Watson says. “But when we first walked through there, it was in dire need of renovations, it was very dilapidated.” Watson and Stapleton took an unusually active role in the
as well as a spacious redesign of the functions and events space
design and build of Watson’s. As Watson explains: “This is our
on the first floor, are key features.
very first venue, so funds for us were crucial. And where we
The beer garden, which is surrounded by Moreton Bay fig trees has been a major focus, with two timber-clad decks, plenty of
allocated them was very important. “We were going to spend the best part of $300,000 to have a
seating and numerous screens to broadcast sporting matches –
project manager on-site and knew that every trade or contract
including one mega al fresco screen.
we brought on-site was going to have an extra 20 per cent tacked onto it.”
A change of tone
Watson did have some experience in designing events
When Watson and Stapleton first set their sights on the
infrastructure and sets – his company Wats On Events had
property, they found a venue in desperate need of a new image.
executed a 700 person pop-up theatre for the Australian tour of
After taking ownership, the hotel’s strong Irish theme was the
Magic Mike Live.
first thing to go. “We absolutely gutted every element of anything related to the Irish pub with the demo team in the first week. It took six skip bins just to get rid of the Irish elements,” Watson explains. The dark and moody Irish theme was replaced by a light and neutral colour palette. This was a deliberate decision from
“We thought, ‘You know what, let’s just spend the time’. It’s a saving for us, and in the end, we were on the ground from day one, project managing ourselves. “Fortunately, we didn’t make too many mistakes, other than underestimating how many skip bins we would need.” The main bar and bistro redesign allowed for more natural
Watson and Stapleton, who wanted to create a venue that was
light and the main bar features tallow wood custom joinery and a
approachable and welcoming for a wide range of audiences.
Rivera stone top, home to 32 beer taps.
“We’re a bit of a chameleon, because of where we’re situated,” Watson says. “Previous owners of the building have always relied on sporting matches or events for their trade. We really wanted
The function and event space on level one is now home to Danny’s Bar which follows the same arched design from the main bar downstairs and features large bi-folding windows which look out onto the fairy-lit fig trees.
the pub to stand on its own as your local, as such, for the area, when no events are on.”
The great outdoors The venue’s outdoor area features a courtyard bar, an alfresco
Inside the design
servery and two spotted gum decks. By day, the beer garden
Watson’s boasts seven-metre-high ceilings, two floors, grand
features acoustic performances and by night, three giant
double entrances, and a spiral staircase.
hundred-year-old Moreton Bay fig trees adorned with fairy lights
“From my perspective, the place had great bones. The shell of
The function and event space on level 1 has its own cocktail bar Danny’s.
play a starring role.
Watson’s replaces the old P.J. Gallagher’s site at Sydney’s Moore Park.
April 2022 | 27
DESIGN & BUILD
The outside spaces were in a poor state
In total, the renovation took about 20 weeks,
of repair and became a major focus of the
though Watson admits that the pace slowed
renovation, according to Watson. “Danny
when they realised the Omicron outbreak
actually fell through the deck outside on a site
would put a stop to the originally planned
inspection,” he says.
opening in September.
Gone are the mouldering old decks, and
Watson’s eventually opened its doors
in their place is an expanse of spotted gum,
October 11 last year to coincide with the
decked out around the Moreton fig trees.
broader reopening of hospitality venues to
The figs are one of the centrepieces of
double-vaccinated patrons, with the first beer
the venue as a whole, as Watson explains:
sipped (somewhat controversially) on live TV
“There’s 30 kilometres of fairy lights in those
by NSW Premier, Dominic Perrottet.
trees. It gives the Oaks in Neutral Bay a run for its money!”
Watson says the overhauled venue has been welcomed by regulars of P.J. Gallagher’s. “A
This external space features a four-metre mega-screen, and has room for 500 people,
common comment is ‘Oh my god, where have the sticky floors gone?’
a capacity it often reaches, with the SCG, the
“Not to put any negative vibes over to the
Hordern Pavilion, The Royal Hall of Industries
guys at P.J. Gallagher’s, but it was definitely
and Max Watt’s concert venue all located nearby.
due for an upgrade,” he says. “Any regulars
The reopening of the Allianz Stadium, slated for later this year, will only serve to swell the foot traffic further, with the bar’s
that went before seem to be very happy with the changes.” Watson says he loves the general feeling
total, unrestricted capacity thought to be
of freshness of the renovation, as well as
about 1,100 people.
its expansive size, which gives the venue such grandeur. Watson also says the new beer garden sells
A grand opening
itself. “There are not too many other pubs that
Aside from the outside decking, Watson is
have such a large outdoor space, with such an
particularly proud of the venue’s bar. Taking
amazing vibe.”
inspiration from a Rick Stein restaurant, the
With the crowds now returning to the Sydney
front of the bar features Mini Orb corrugated
Cricket Ground, and the new Sydney Football
cladding, painted in the venue’s custom colour.
Stadium due to open this year, Watson’s do-it-
The bar is topped with Riviera Quartz stone.
yourself attitude looks set to pay off.
Watson’s new operators (left to right), Danny Stapleton and Michael Watson.
28 | Australian Hotelier
The size of the venue provides a sense of grandeur.
www.paulkellydesign.com.au
TALES FROM THE TOP
The road ahead Sand Hill Road’s recently appointed CEO Bianca Dawson shares her post-pandemic vision for the award-winning Melbourne pub group.
IF SURVIVING multiple Melbourne
keeping our teams on board with our
lockdowns wasn’t triumph enough,
vision, and ensuring that extends to our
continue to build on different types of
Sand Hill Road was named Best Hotel
guest experience.
experiential offerings like these, and will
Group Operator at the Australian Hotels
“Like all in hospitality, we found it hard
Dawson says the group has plans to
continue to focus on large, multifaceted
Association (AHA) National Awards for
to find staff as things opened up. As an
venues such as the Waterside Hotel which
Excellence in February.
industry, we have a challenge ahead of us
is currently being rebuilt, and is due to
in terms of how we position hospitality as
open later this year.
In another pivotal moment, the group also recently named its new CEO as Bianca
an industry so we can attract back those
Dawson, who has shared leadership of the
who left as well as up and coming talent.”
group with CFO Matthew Rogers for the past two years in the role of COO. Dawson’s path to the top started early
Future focus
Another strategic focus, Dawson says, is innovating with branded in-venue dining concepts such as the such as Mya Tiger, a Cantonese restaurant at The Espy, and its
With the restrictions and lockdowns of
Italian restaurant, Tippy-Tay at the Garden
– born and raised in hospo, her parents
Covid behind it, Sand Hill Road is ready to
State Hotel.
signed the lease to their first restaurant
think about the future, Dawson says.
the day she was born. Following in their
“For so long we’ve been literally taking
“We’ve focused on what people have been missing out on – that on travel
footsteps, she operated her own venue,
every day as it comes, and now it’s
element,” Dawson says. “For Tippy-Tay,
Veludo, from 2004-2011, and then moved
about switching up our mindset to move
we wanted a space that took you to the
into HR and training at The Publican
from constant concern about the next
Amalfi Coast in Italy.”
Group until 2017 when she was appointed
restriction or density quotient.
as Group People & Culture Manager at Sand Hill Road. Dawson says her people-oriented
“It’s now business as usual and we have a big job ahead to bring us back to where
of ‘The Espy’ branded batched
we were. We’re moving from financial
signature cocktails.
background has stood her in good stead
survival to a growth mentality. We can
when leading her team through the most
now start to strategise and plan.”
challenging couple of years the hospitality industry has ever seen. It’s this people side of the business, she
The group is also moving into the retail beverage space with the launch
Pre-pandemic, Sand Hill Road spent
Sand Hill Road has partnered with a distiller and a distributor on its launch into boutique bottleshops. “We’re just about to
18 months restoring the seaside icon The
go to market to launch The Espy bottled
Esplanade Hotel and it’s more than just
Negroni, and we’re looking to expand our
says, that remains the top priority for the
a pub, it’s also now a cultural destination
bottled cocktail range,” Dawson says.
business going forward.
and has an arts program that includes
“It all comes down to the people side – attracting, retaining, motivating, and
30 | Australian Hotelier
“We continue to look at ways we
using some of its spaces for dance classes
can grow, and we are open to lots of
and as a space for artists.
opportunities in terms of our growth.”
