[ BUSINESS FOCUS_COMPANY PROFILE ]
NAI Harcourts: Building a Business for Prosperity When two great real estate brands come together, the result is exciting for the whole industry.
P74 I BUSINESS FOCUS I ISSUE 39 I www.businessfocusaustralasia.com
[ NAI HARCOURTS ]
NAI GLOBAL is a network of independent commercial real estate firms and one of the largest commercial real estate service providers worldwide. Within its network there are 5,000 professionals at 350 offices in over 55 countries, completing more than $45 billion in transactions and managing over 200 million square feet of commercial space. Harcourts is the biggest real estate group in New Zealand and the fastest growing in Australia. It has 780 offices in eight different countries, including the United States, exceeding $20 billion in written sales in the last financial year. You put two power houses like that together and something special is going to happen. In 2010 that’s exactly what happened, when NAI Harcourts New Zealand came into existence. Already the company is on its way to becoming one of New Zealand’s biggest real estate brands, with over half a billion dollars in written sales achieved over the last year alone. It’s a fantastic opportunity. Richard Laery, general manager of NAI Harcourts New Zealand is visibly excited by the possibilities. “We have seen such a high level of growth at levels that are simply not normal for the industry, and it’s unusual that you have two big players coming together to form one business like this,” Laery says. “We’ve already done $70 million worth of business in August, settling over half a billion dollars in the last 12 months. We’re seeing big numbers and we’re only just starting. Once we get going I see huge opportunities.” And all this in three years!
[ NAI HARCOURTS ]
The Kiwi Touch! At PMP Maxum we realise that while technological progress is vital, being human means enjoying interaction on a personal level. We have always strived to retain our human identity in a world of automation, cold technology and little interpersonal communication. We have a dedicated team that can meet with you across the table and discuss your personal and very specific requirements with originality and creativity, a skill no automated process can provide. Specialising in the Real Estate industry for over 20 years, PMP Maxum has developed a unique mix of products and services to assist in Real Estate office marketing, property marketing and agent promotion along with a range of marketing material that is widely used by a SME (small to medium sized enterprises) customer base. PMP Maxum can help in the design process, personalisation of marketing material, and provide key information on who your product should be delivered to. PMP Maxum has always been proud of the extensive range of skills and products we offer as sheet fed printers & pre-press service specialists for publishers, the Real Estate Industry and marketers across New Zealand. We are proud printers of the Key Assets Magazine for NAI Harcourts and have a strong and long serving partnership with Harcourts Group. Contact Rachael Sampson 029 979 3116 firstname.lastname@example.org
… so contact rachael today to set up a consultation!
some things are impossible on your own
Contact Rachael NOW on 029 979 3116 or email to email@example.com
P76 I BUSINESS FOCUS I ISSUE 39 I www.businessfocusaustralasia.com
For the month of October quote ‘NAI Harcourts’ during your call and you will receive …
your consultation package
[ NAI HARCOURTS ]
“We’re now rolling out the strategy we have in New Zealand across Australia. I’m convinced we’ve got a fantastic model that’s working exceptionally well. We’re bringing in good people who want to grow a great business, and it’s hard to go wrong from there. We’re going to be pushing the business out into Australian markets. They’re dominated by a few big players and lot of smaller independents, so there’s a huge opportunity for a new player in that market that has that small business cultural feel but is connected on a national and international level. We want to grow something that’s lasting, something that’s still here in 50 years.” A MEETING OF WORLDS Of course, while this joint venture is doubtlessly profitable, that doesn’t mean it was easy. There were challenges along the way. Each company had their own culture and way of doing things, and for the venture to be a success they would have the meld those methods together. “Effectively the way I viewed it was we needed to establish a culture inside both companies, a culture of sharing information and working as one team,” Laery says. “It sounds fluffy and nice but it had to come out of strong leadership. We now have a team of professionals ringing each other up across the company, comparing and exchanging information. A lot of companies say they do that but don’t actually do it, but you can see from our growth what we’ve been doing.” Indeed, NAI Harcourts’ results speak for themselves. From the 70 professionals they started out with in 2010 the company has grown to employ 116 full time sales professionals, with representation in over 60 locations around New Zealand. In 2012 and 13 the company saw 41% and 39% growth in written sales accordingly, and settled values have
risen by 60% and 49% over the same period. The combined culture of both companies, NAI Global and Harcourts, places an emphasis on providing their clients with an exceptional experience. Their mission statement is “To create clients for life through the finest service” and for NAI Harcourts this isn’t just lip service, it’s an idea at the core of everything they do. They believe in putting people first, doing the right thing and making courageous business decisions. “Our unique selling point is how we put our clients first,” Laery explains. “We put our clients first in every respect, looking after their interests, and providing a level of service that surpasses everything else in the market. We exceed their expectations and provide a service they will want to use again and again.” At the heart of NAI Harcourts’ approach is the knowledge that every business is different. Everything from cash flows, inventories, location and reliance on key staff can be a crucial variable that influences the value and returns on a property. The firm also boasts a team of business brokers made up of highly qualified specialist consultants. Every
www.businessfocusaustralasia.com I ISSUE 38 I BUSINESS FOCUS I P77
[ NAI HARCOURTS ] member of their team is constantly working to stay on top of industry, technological and social trends and engaging in their professional development in areas such as employment law, tax and contract law. A TEAM OF GREAT LEADERS “We’ve found our biggest challenge has been getting the right leaders,” Laery emphasises. “We work hard to put the right people in the right seats. The process of finding those people is extensive and thorough. A lot of it is just talking to people, asking questions, finding out what makes them tick and where they want to go.” This is particularly important because NAI Harcourts works on a franchise model, where every outlet needs to operate as a business in its own right. “It’s a franchise, so we want people who can set up an independent business. So we choose the right business leaders who have a vision of themselves as part of a network and are able to share information across that network and work as a team,” Laery explains. “A surprising number of companies out there don’t have a system in place for sharing knowledge, and that makes it harder for them to look after their clients. But we have everyone working together, networking to help our clients succeed.” This means that very early on you need to identify the right qualities in people, something Laery has developed a knack for. “I suppose it comes down to finding what their key drivers are,” Laery reflects. “After sitting down with a lot of people you tend to get an understanding of what they want. You want to get those people who are dedicated to creating something with long term clients. They provide us with the motivation and personal qualities we need in business owners, and we provide them with technology, training support and the systems they need to succeed.”
BUILT TO LAST It’s a strategy that is panning out well for the company. “This last year has been fantastic, it couldn’t be better to be honest,” Laery tells us. “We have seen the market pick up, we’re seeing more transactions settling, it looks like banking confidence is returning. People are getting more confident in the market place and are beginning to make positive decisions.” Things are looking bright for the future of NAI Harcourts as well. “Things are going exceptionally well in New Zealand, and I’ve just been appointed CEO of NAI Australasia, based in Brisbane,” Laery says proudly. “We’re now rolling out the strategy we have in New Zealand across Australia. I’m convinced we’ve got a fantastic model that’s working exceptionally well. We’re bringing in good people who want to grow a great business, and it’s hard to go wrong from there. We’re going to be pushing the business out into Australian markets. They’re dominated by a few big players and lot of smaller independents, so there’s a huge opportunity for a new player in that market that has that small business cultural feel but is connected on a national and international level. We want to grow something that’s lasting, something that’s still here in 50 years.” We’re looking forward to checking back in 50 years to see how they’re doing.
.EREH STRATS SSECCUS
SUCCESS STARTS HERE.
The main area of our business which encompasses the supply of sign boards and related advertising materials to the real estate industry.
ABC Print handles our commercial client base in the general printing of signage, supply/print of A frames, banners, booklets, product brochures & more.
Your #1 channel for results Average unique visitors per day 1 140,000 120,000 100,000
This is a really fast growing arm of the company involved in vehicle branding - from small magnetic signage through to cut lettering designs and full wraps.
We have a team of professional photographers. We offer specialised photography in both the real estate and commercial fields.
Shop Signage We are able to design and install full exterior shop frontages, light boxes etc, as well as internal window displays and reception signage.
40,000 20,000 0
Trade Me Property
If you want to get results, get on the phone 0800 866 266
Three of our nearest competitors 1. Unique browsers, 6 monthly average; Nielsen Online Reporting, January 2010 to July 2013.
P78 I BUSINESS FOCUS I ISSUE 39 I www.businessfocusaustralasia.com
[ NAI HARCOURTS ]
www.businessfocusaustralasia.com I ISSUE 38 I BUSINESS FOCUS I P79