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WELCOME TO

OUR VISION To grow our economy through business education, to help New Zealanders build better businesses and to increase the financial literacy of our next generation.


A note from Nick When I was twenty-one I wanted nothing more than to own my own business. The idea consumed me. Like many of you reading this letter, I was full of ambition and ideas, I couldn't wait to get started. 5 years later and it would be fair to say that I learned a lot from the failure of my first business. The most important lesson I learned was that there is so much more to running a successful business than just being good at your job. There are so many facets to running a business and that is why I have developed this game, to help you gain a better understanding of entrepreneurship and provide you with some of the resources you will need to build a profitable and sustainable business. I want to see more New Zealanders step up and give business a real go, and not just in New Zealand. We need more New Zealand companies competing in world markets. I want you to find your purpose, develop your dream and build your business. I can assure you that running a business is not easy and you will learn a tremendous amount on your journey, as all successful business people would share with you. You will need a tremendous amount of confidence and faith in yourself. As a Christian, I draw on my faith for confidence, creativity, ideas and courage. Believe me, when things get difficult in life, you'll need a great deal of courage to get you through the challenges. While business is full of weird and wonderful challenges, it is also very rewarding and fulfilling. Each of us has a unique set of gifts and talents and we should use these to succeed in life and in business. It is my hope that through playing Market Share® you will be inspired and encouraged to give business a go or be encouraged to take your business to the next level. As a country we have the talent, resources, environment and determination to be very successful on the world stage. “All men dream, but not equally. Those who dream by night in the dusty recesses of their minds, wake in the day to find that it was vanity: but the dreamers of the day are dangerous men, for they may act on their dreams with open eyes, to make them possible.” - T. E. Lawrence Please join me as we venture out and make a difference for our nation and the youth of tomorrow. Be bold in all you do, Nick Hindson Market Share International Limited

“Find your Purpose, Live your Dream!” - Nick Hindson

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD


Contents

ACKNOWLEDGMENTS

1

INTRODUCTION

2

INSTRUCTIONS

3

SOHO

7

SMALL

11

MEDIUM

15

LARGE

19

INTERNATIONAL

21

GLOSSARY

23

RECOMMENDED BUSINESS READING

27

RECOMMENDED ONLINE BUSINESS RESOURCES

28

BUSINESS EDUCATION AND BUSINESS SUPPORT

29

GRAPHIC DESIGN BY TITANIUM DESIGN - www.titanium.net.nz BOX AND BOARD PRINTED BY BOXKRAFT - www.boxkraft.co.nz BOOKLET AND CONTENTS PRINTED BY PMP PRINT - www.pmplimited.co.nz

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD


Acknowledgements

In any great endeavour it is never the contribution of any one individual who makes the endeavour great. In the creation and development of Market Share there have been many people who have contributed their ideas, time and support to the success of this business board game. As the developer of Market Share I would like to take this opportunity to acknowledge the generous contributions of the many people who have had an input into the creation and development of this project.

Braam Swanepoel Luc van der Veen Karen Hindson Julian Hindson Yvonne Godfrey David Riddell Ian Forrester Lloyd Gutteridge Robyn Pearce Leigh Hopper

Tim Brooks Dale Beaumont Mike Stokes Peter Wogan Anna Downie Kate Hindson Stephen Hindson Angela Hindson Wayne Hudson Tony Kelman

Sarah Davies Christo Swanepoel Roy Bates Kevin Thesiger Lucas Remmerswaal Rodger Eaton Ken Smith Elias Kanaris Doulton Cunniffe Philipp Ripa

Kate Lee Tina Sidhu Nikki Verano Varun Vaidya Janelle Baptist Sam McLaren Phillip Arnold Roshan Peri Colleen Sluiter

Without the generous contributions of these people Market Share would not be what it is today. Thank you to each and every individual for your input, encouragement and support throughout this project and it stands as part of your legacy in the future of all the individuals who will play and enjoy this game in the years to come. A very special thanks must go to my incredible wife Karen for her undying love and support throughout this entire life changing event.

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MARKET SHAREŽ COPYRIGHT Š 2009 MARKET SHARE INTERNATIONAL LTD


Introduction

Welcome to the Market Share business strategy board game. Market Share has been designed to help those interested in business learn more about building a profitable and sustainable business. It is our hope that the game will inspire you to build and grow your own business and we will endeavour to show you how this is possible. Please start by playing Market Share and then take time to review the glossary, recommended reading and online resources listed at the back of the book. These business resources can help you discover the ingredients required to help grow your business and reach your goals. We are all continuously learning and it is our recommendation that you develop an attitude of life-long learning.

The challenge of entrepreneurship As an entrepreneur you will be faced with many challenges, decisions and opportunities. At each point in your journey, your character, knowledge and ability will be tested. To succeed you will have to continue developing each of these personal attributes. For most, owning a business is a natural progression from working for someone else’s business where they have developed in their field of expertise. The challenge arises when they discover there is a major difference between being a great plumber or florist and being a great business person. There are just so many things they don’t yet know about running a successful business.

Finding a solution The new business owner is going to have to grow beyond being a great technician and learn how to become a manager and an entrepreneur. This means understanding how to manage people, systems and finance. It means knowing how to assess risk and opportunities and how to grow as a leader. Market Share is only the beginning of a journey of self-directed learning. We recommend that you read regularly, learn from others, ask a lot of questions, learn from your mistakes, give things a go and never give up!

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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Instructions 1. Introduction Market Share® is a game of skill and chance that engages each player in building their own business by acquiring business resources and customers to generate income and to amass the most profit throughout the game. 2. Object of the game Market Share® is based around each player developing their own office products business operating in the New Zealand market place. Opponents battle it out to gain market share in a market of 64 companies. Each player is competing to sell their office products to these potential customers. The aim is to create more wealth and a more valuable business than your rival/s. Your business starts out as a Small Operation Home Office and will grow throughout the game into a large international company doing business with the giants. Learn to manage your resources, finances and opportunities as you gain insights into business practices and risk analysis. Compete for the best companies to gain the higher incomes and learn to manage risk and formulate strategy to give you a competitive edge.

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6. Duties of the Auditor The auditor is responsible for ensuring that the players are adding their income correctly, updating their player record sheets correctly and that the players have the correct resources in place for the customers they wish to acquire. 7. The money The money is set out in denominations of $100, $500, $1,000, $5,000, $10,000, $50,000, $100,000 and $500,000. As $100 is the smallest denomination within the game, this means that all amounts are rounded to the nearest $100 using Swedish rounding. This means that $50 or higher is rounded up and $40 and lower is rounded down.

3. How does the game start? Each player is given a player sheet, a game booklet and 5 Acquisition cards along with their starting cash. The starting cash differs depending on the number of players. For two players you will start with $6000 each. For three players you’ll start with $8000 and for four players each person starts with $10000. Each player then selects the coloured counters they wish to use. Each player places their name on their player sheet and they are now ready to play. The banker (refer to rule 5) lays out the game board, Acquisition cards, Risk cards and money. You are now ready to commence play. You may elect one player to be the banker and another to be the auditor. The banker starts the game and play proceeds clockwise. The banker and the auditor also receive an extra $500 dollars at the beginning for services they will provide throughout the game.

8. A game turn On any given turn the player chooses to take a Risk card and follows the instructions on the card. A Risk card is optional. The player is then paid their monthly income. The player then plays their Acquisition card/s and records and pays for their new acquisition, the cost of the resources is shown in the centre of the player sheet. Players play one Acquisition card per turn for the first two turns and on their third and all turns following they can choose to play one or two Acquisition cards. The player then picks up one or two cards from the blue card pile to replace the cards just played. Each player must always maintain 5 cards in their hand. If you have acquired a new customer this turn you will need to place one of your coloured counters on the customer space on the game board. This is so that all the players can see who owns which customers. The player records their new income and bonuses if applicable. The player can then assess if it is appropriate to invest in professional development for this turn and increase their income by ten percent. Once these steps are completed, game play progresses to the next player. See the bottom of your player sheet for a reminder of the game turn steps.

5. Duties of the banker The banker is responsible for managing the bank and distributing and receiving payments to and from the bank. The banker will pay each of the players their monthly income and receive all payments from players for acquisitions and payments. The banker will also explain the rules to any players playing for the first time.

9. How do I acquire new customers? At the beginning of the game you can acquire new customers without needing resources within your company. You will however shortly need to start resourcing your business to be able to do business with further customers. (See rule 10 How do I grow my business?) As you look through the game booklet you

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD


will notice that the companies require differing resources (indicated by the black dots next to the customer Bio.) As you look through the game booklet you will notice that the companies require differing resources (indicated by the black dots next to the customer Bio.) for you to do business with them. You’ll need to establish which resources you will need and in which order you need to acquire them in order to continue acquiring customers in an effective and timely manner. Remember that you need money coming in to continue growing your business, so make sure you invest in several customers before investing all your money in resources. 10. How do I grow my business? Nearly all of the customers on the board require you to have some resources to be able to do business with them. This means you’ll need to acquire resources throughout the game as the demand requires it. You will need to assess which resources you need and when. The resources are made up of two groups: human resources and non-human resources. The human resources are your staff, the people in your organisation that carry out their daily duties and enable you to do business with a multitude of other businesses. Their skills and experience differ to help you within the differing business centres of your organisation. The non-human resources are the computers, vehicles, plant, showrooms and training that you invest in, to enable your team to be more effective. Managing all of these resources is an important part of running a business effectively and profitably. 11. How do I generate income? As you acquire new customers you will record the Net Monthly Income on your player sheet. The more customers you have and the higher the customer income, the greater your income will grow. 12. Acquisition cards At the beginning of the game you will be dealt 5 Acquisition cards. These cards are used to acquire human and non-human resources, along with new customers. Each turn you will have opportunity to play two cards (except for the first two turns) and pick up the necessary resources or new customers. Some Acquisition cards allow you to acquire several resources or a resource and a customer. You may acquire both or choose to acquire just one of the items on the card.

Play these cards wisely: they will determine how your business grows and how your income will increase. The resources on the Acquisition cards are coloured to match the business centres on your player sheet. If you have a green sales resource on your card this allows you to purchase a sales team member or a non-human resource for the sales team. If you are waiting for a certain card and the person who played before you discards the card you are looking for, you may choose to pick up that card on your turn and discard one card from your hand. (Hint: choose a redundant or the least useful card in your hand). This will use one of your turns and you may only play one more Acquisition card this turn. You may use the card you have just picked up. Resources are acquired in order as they appear on the player sheet. A player may not acquire or receive a resource without first possessing the preceding resource. 13. Risk Cards Each turn you will have the chance to take a Risk card. These cards contain opportunities that may positively or negatively affect your resources or income. You’ll need to weigh the risk before taking a card on your turn. Bonus Cards The bonus sums displayed with some of the companies represent a promotional advantage that you may occasionally gain through the game. Bonuses are accumulated, added together and recorded on your player sheet. The bonus amount is paid to you when you pick up a bonus card from the Risk pile. The Bonus card will reward you with either your bonus, double bonus or triple bonus. Companies with bonuses usually cost more initially, so calculate your chances before you buy. Losing a staff member If you have lost a staff member this turn and your customers require you have that staff member then you must replace that member of your team on your next turn. You may not make any other acquisitions until you replace the lost staff member. If you have an Acquisition card that lets you acquire the required member that you lost, then you can elect to play that card and play your turn as normal. Takeover The Takeover card can be kept or played when it's picked up. The Takeover card enables the player to select MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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another player’s customer and take it over. The current holder loses the income and the new recipient adds the income to theirs. The player taking over the customer must have all of the required resources within their business to take on the new customer. The player adds this new customer to their income and receives the new amount on this turn. Sabotage A player may play this card immediately or keep it to play at a later stage. The Sabotage card allows the holder to select an opponent to miss a turn. The player missing the turn cannot play any cards on their following turn but will receive their net monthly income. Strategy The Strategy card is kept to use when an opponent attempts to take over one of your customers or tries to sabotage your business. Keep this card to mitigate a Takeover or Sabotage card played against you. 14. How do I use the game booklet? The game booklet displays each of the customers from the game board and identifies the resources required to do business with each company. Each company has an acquisition cost. This cost represents the investment you will make in pitching for the business and setting up the new account. You will want to assess each customer by its income vs. its acquisition cost. You will also want to take into account any bonus the customer may provide. For instance, if a customer has an acquisition cost of $1800 and an income of $600 per month, then it will take 4 turns to realise a return on your investment. However, for the same investment you can also acquire a customer that returns an income of $500 and a bonus of $400. While the bonus looks attractive, it relies on you picking up a Bonus card to receive this payment, whereas the customer with the $600 income nets you an extra $100 per month. Therefore you would need to pick up a Bonus card every four turns to match that income difference and that is just not likely, so selecting to acquire the customer with the $600 income would be a wise idea. These are the decisions that the info in the booklet will help you make throughout the game. Some of the customers are more profitable than others, so select carefully and remember that your opponent will be after those same customers. You will need to get there first to gain the advantage. Use the booklet to help you formulate your strategy.

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MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

15. How do I manage my resources? Resources are acquired so players can conduct business with customers. As play progresses the customers require more and more resources within the player’s business, so it’s important to acquire the appropriate resources for the customers you wish to do business with. Remember to balance the acquisition cost and the resources required with the net monthly income and bonuses. 16. How do I manage my finance? At the beginning of the game you won’t have a lot of cash, so you’ll need to start acquiring customers to create cash flow. If you neglect to acquire customers, opting to spend heavily on the resources, you may soon run out of cash and this can slow down your whole strategy. Make sure you balance your income with your expenses (acquisition costs). As the game progresses the cash flow will become easier to manage, but remember to always assess your return on investment (ROI). 17. Reaching a new business level As the game progresses your business will grow and you will need to move to the next level as you acquire more customers and you will naturally proceed to the next level as your resources allow you to. Moving to the next level has a cost (an investment in expansion). This investment will also be counted and included in your final score at the end of the game. 18. Professional Development Investing in the professional development attributes increases a player’s Net Monthly Income by 10%. The investment cost increases with each subsequent attribute so players need to assess when an attribute is best acquired. Professional development attributes are acquired at the end of a player’s turn and will include any increase in income from that turn. The player takes their current or new income and adds 10% and records this as their new income. The 10% is applied once per attribute, on the turn in which it is acquired. The Professional Development investment will also be included in your final score at the end of the game. 19. Risk Management Risk management, insurance and business continuity are a big part of any business and it is an area that you need to pay attention to. There are Risk cards in the


game that will present dire consequences if you don’t have the adequate planning and protection in place. Ensure that you plan ahead for any unforeseen mishaps. The Risk Management fees will retain their value and be included in your final score at the end of the game. 20. The game board The game board is made up of 64 companies. These companies represent the market place and are your potential customers within the game. Each player will be competing to acquire as many of the profitable customers as they can throughout the game. Each player is given a set of coloured counters and they place these on the board as they acquire new customers. The counters represent the customers that have been acquired so that players can easily see which customers are still available. The game board also allows you to see all of the market place at once and may help you to visualise your strategy. 21. Miss a Turn If a miss a turn card is picked up or a player has a Sabotage card played against them, that player misses out on both drawing an Risk card and playing any acquisition card(s) on their turn. The player still receives their Net Monthly Income and then play moves to the next player. Only a Strategy card can negate a Sabotage card. 22. Negotiation If a player does not have the Acquisition cards they require to progress, they may on their turn ask other players for the card they need and then negotiate a swap. Cards must be swapped so that players retain 5 cards each. Money can be used to sweeten the deal. Only one card can be swapped per turn. The player may then proceed to play two acquisition cards. 23. Picking up cards from the discard pile If a player does not have the card they require to progress then they may choose to pick up the top card from the discard pile. The player can only pick up the top card of the discard pile and no other. The player then discards a redundant card from their hand and may proceed to play either the new card or an existing card from their hand. This can only be done on the player’s turn.

24. How does the game end? The game can end in several ways. Firstly, by selecting a time period and ending the game when the time is up. Secondly, by default the game finishes when all the customers on the board have been acquired. Thirdly, you can finish when a selected level in the game is reached. e.g. when all players have reached the medium business level etc. Fourthly, you may choose to start from the middle and play to the end. It will pay to make this decision at the beginning of the game. 25. The winner of the game When the game has come to an end, each player uses the reverse side of their player sheet to calculate their accumulated wealth. This will include counting all of your cash in hand, calculating all the of acquisition costs of your customers and resources and totaling the investment you have made in your professional development, risk management and your business growth, along with one month's income. Example: Cash in hand = $24,600 One month’s income = $13,700 Acquisition costs of the 11 customers you have acquired = $32,800 Acquisition costs of the 22 resources you have acquired = $13,400 Investment in the small and medium business expansion = $12,000 Investment in professional development = $4,300 This represents the money you have earned and invested in your business, a total of $103,400 in the above example. The winner is the player who has earned and invested the most and whose total is the highest. Enjoy!

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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HEALTH LIMITED

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Health Ltd provides natural health solutions to people of all ages suffering with ill health. We will work with you to identify the root cause of your illness and provide a plan to regain and enjoy vital health. Karen Hindson is passionate about helping people to regain their health.

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www.13habits.org changes the way children think about money using books and games to learn about the habits that lead to financial literacy. We can give you the tools that will enable you to fulfil your dreams. '13 Habits that made me Billions’ - inspired by Warren Buffett. www.13habits.org

WASP SECURITY Auckland-based Wasp Security knows how to provide solutions in the form of alarm systems, CCTV installations, home intercoms and access control. Our team are licensed installers who can implement and maintain all manner of security setups, working around the region in Silverdale, North Shore as well as Auckland Central. www.waspsecurity.co.nz ACQUISITION COST: NET MONTHLY INCOME: BONUS:

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“I want to put a ding in the universe.” Steve Jobs

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Cabu! has developed a unique online solution that enables schools to have their own interactive online school newspaper. An educational tool that helps students to develop/utilise journalism, photography and video skills plus much more. It also enables businesses to advertise directly to school communities, earning schools a passive income. www.cabu.school.nz

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TITANIUM DESIGN Titanium is an Auckland based design company run by creative director Julian Hindson. Our services include advertising, branding, graphic design, print and web design. We create great ideas and designs that provide solid results for our clients and treat every project as an opportunity to create something exceptional, for one pure and simple reason: We love design. www.titanium.net.nz ACQUISITION COST: $ 1,600 NET MONTHLY INCOME: $ 400 BONUS: $ 300

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Jurado Architects, founded in 2006 by Scott Jury, is a design based practice focusing on quality architectural commissions. Engaging a sustainable and detailed approach to all aspects of architecture across New Zealand and the Pacific, our attention to form, light, materials and spatial qualities respond to the client’s brief and landscape. www.jurado.co.nz

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“Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.” Dale Carnegie MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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Living Wisdom is an association of relationship and family counsellors, motivators and consultants in personal/emotional issues, based throughout New Zealand and Australia. All members are personally trained and supervised by David J Riddell, author and pastoral therapist, working from his clinic in Nelson, NZ. www.livingwisdom.co.nz

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AIRCRAFT DETAILING NZ Aircraft Detailing NZ specialize in delivering professional interior and exterior aircraft grooming services to general and commercial aviation. Services include: CorrosionX - Anti Corrosion Treatment, AGlaze - Paint Protection Treatment, Leather Care, Plastic, Vinyl and Leather repairs. Services extend to Marine, Cars, Motorhomes and Caravans. www.adnz.co.nz ACQUISITION COST: $ 3,000 NET MONTHLY INCOME: $ 900 BONUS: N/A

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“In the business world, everyone is paid in two coins: cash and experience. Take the experience first; the cash will come later.” Harold S. Geneen MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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“In order to succeed, your desire for success should be greater than your fear of failure.” Bill Cosby

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RNRV Our quality range of RVs are a must see, if you’re considering investing in your lifestyle with an RV! It's all about options. At RnRV we have a great range of motorhomes and caravans of very good quality with a great range of prices. Our RV sales park is right next to the motorway, just along from Snow Planet at 66 Small Rd, Silverdale – North Auckland. www.RnRV.co.nz ACQUISITION COST: $ 4,400 NET MONTHLY INCOME: $ 1,400 BONUS: $ 800

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FRESH AS Home of the world’s most innovative, premium freeze dried ingredients from New Zealand. Fresh As produce a wide range of freeze dried herbs, fruits, vegetables and other ingredients for restaurants, caterers and food manufacturers, along with an excellent selection of retail products available online or through selected retailers. See our site for details. www.fresh-as.com ACQUISITION COST: $ 4,800 NET MONTHLY INCOME: $ 1,200 BONUS: $ 1,000

REMARKABLE PLUMBING

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Our company was born from a desire to be the best and leave the customer with a great lasting impression. A company that grows from word of mouth advertising. Committed to doing the job once and growing a team of skilled and passionate staff with an eye for excellence.

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 4,800 $ 1,600 N/A

Pushpay™ is a smartphone universal wallet application, helping listed businesses and organisations ‘get paid quicker’. Pushpay™ creates a link between people and the organisations they interact with, by making payments secure, simple and quick. People love the freedom to safely pay immediately – money transfers in seconds. www.getpushpay.com

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PUSHPAY

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 5,000 $ 1,600 N/A

“If you don't drive your business, you will be driven out of business.” B. C. Forbes

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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$ 5,400 $ 1,400 $ 1,000

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theresabetterway.org.nz

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There is a Better Way has joined forces with Basketball New Zealand & FIBA International. By using 3x3 basketball as a platform we are able to reach out into our communities with corporate sponsorship and support. This provides positive pathways for our youth nationally along with professional development in sport and business. www.theresabetterway.org.nz

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THERE IS A BETTER WAY

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$ 5,600 $ 1,800 N/A

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Cranston Homes operates in Auckland, Whangarei and on the Coromandel Peninsula. What sets a Cranston home apart from that of other builders? It's quality. Whether the home you want is a one-off individual design or one from our own Design Collection, the same principles of quality and attention to detail are maintained. www.cranston.co.nz

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CRANSTON HOMES

SALES

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Katabolt helps companies export. By using proven frameworks tailored to each client's requirements, we help clients validate their product, find the most attractive market internationally and enter that market to turn revenue on. Our services include strategic consulting, in-market sales & marketing and access to our global network of associates who act as in-market intelligence, connectors and sales people. www.katabolt.co.nz ACQUISITION COST: $ 5,800 NET MONTHLY INCOME: $ 1,600 BONUS: $ 1,000

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KATABOLT

FRESH PERSPECTIVE LEADERSHIP Fresh Perspective Leadership is about creating leadership clarity and showing owners and senior executives how to lead in their business. The work we do is personal, situational and practical and results in detailed plans for taking action. We work in businesses to help execute these action plans taking accountability for getting the results that the owners deserve. peter@fpll.co.nz ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 5,800 $ 1,800 N/A

“Formal education will make you a living; self-education will make you a fortune.” Jim Rohn

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Ultracom is an innovative company determined to bring you access to everything the exciting new world of Ultra fast Broadband & IP telecommunications can deliver. Ultracom offers fast and affordable next generation broadband and telephone services with friendly personal service. www.ultracom.co.nz

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ULTRA COM

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 6,000 $ 2,000 N/A

Business Changing offers business coaching and advisory services and we help to build exceptional businesses and people. We work with you in a totally bespoke way to suit where your business (or team) is at, and we guarantee to give you solutions that work... Our vision is to impact on NZ business, one business at a time! www.businesschanging.com

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BUSINESS CHANGING

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 6,400 $ 2,200 N/A

Buy NZ Made has created distinctive branding and marketing collateral to make local goods instantly recognisable. Buy NZ also runs social media advertising campaigns, supports local trade shows and hosts a sophisticated online service www.buynz.org.nz that helps local businesses sell online. Buy NZ Made is a non-government, membership based organisation.

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BUY NEW ZEALAND MADE

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 6,800 $ 2,000 $ 1,200

Pure SEO are New Zealand’s leading search engine optimisation (SEO) and search engine marketing (SEM) company. Trusted by some of New Zealand’s largest brands, Pure SEO utilises cutting edge technology and techniques to stay ahead of the competition. Pure are regularly asked to contribute to digital marketing articles in the national media. www.pureseo.co.nz

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PURE SEO

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 7,000 $ 2,200 $ 1,200

“You can't operate a company by fear, because the way to eliminate fear is to avoid criticism. And the way to avoid criticism is to do nothing.” Steve Ross MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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New Zealand Trustee Services Limited is proud of being privately owned and offering Trustee Services only. We are not aligned to any financial institution. We believe that this impartiality leaves us free to work purely for the benefit of our clients. Our mission is ‘to educate individuals in relation to matters concerning both Asset Protection and Asset Preservation.’ www.nztrustees.co.nz ACQUISITION COST: $ 7,400 NET MONTHLY INCOME: $ 2,400 BONUS: N/A

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NZ TRUSTEE SERVICES

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$ 7,600 $ 2,400 $ 1,200

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Boost your business by working with experienced, qualified business professionals who can help you navigate the bends and corners, and accelerate up the back straights of business to cross the finish line at the time and in the style you want. Being chartered accountants means you get a trusted, reliable pit crew. www.basca.co.nz

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BALDRY & SANFORD

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Pauling Industries is NZ's leading contract formulator, manufacturer and packaging of cosmetics, food, veterinary and household products. We take our customer’s dreams from ideas to finished products using our in-house team to develop to customer’s specifications and then manufacture and pack the product to produce the finished goods. www.pauling.co.nz ACQUISITION COST: $ 8,000 NET MONTHLY INCOME: $ 2,600 BONUS: N/A

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PAULING INDUSTRIES

SUCCESS GROUP Traditional accounting is about looking in the rear-vision mirror and reviewing past performance. The Success Group is all about looking forward and anticipating the road ahead - tuning, tweaking, progressing, performing and succeeding… with a sense of fun. That's what we're about at The Success Group, helping you achieve your goals. www.successgroup.co.nz ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 8,200 $ 2,800 N/A

“Try not to become a man of success, but rather try to become a man of value.” Albert Einstein

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Inspiring, educating and transforming students through enterprise experiences, Young Enterprise Trust has been working with schools across the country for over 30 years. We offer enterprise programmes and financial literacy resources for students aged 5-18. Thanks to our supporters, we can offer almost all programmes for free. www.youngenterprise.org.nz

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YOUNG ENTERPRISE TRUST

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 8,600 $ 2,600 $ 1,400

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AUCKLAND CHAMBER OF COMMERCE Auckland Chamber of Commerce supports Auckland businesses by providing a platform for success. Networking events, training, advice, advocacy, employment services, and international trade support are among the opportunities, products and services provided by the Chamber for businesses of all sizes from sole traders/partnerships to some of New Zealand’s largest firms. www.aucklandchamber.co.nz ACQUISITION COST: $ 9,200 NET MONTHLY INCOME: $ 3,000 BONUS: N/A

The Cable Ways Group is a fully integrated design and build organisation, with 25 years of experience in creating successful solutions to serve the diverse needs of the communications industry. Both our inside and outside cabinets offer secure network containment and peace of mind against external influences. Contact us for your customised solution. www.cable-ways.co.nz

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CABLE WAYS

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 9,200 $ 2,800 $ 1,200

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PLAN-B Plan-b is the leading provider of end-toend business continuity services in New Zealand. Plan-b ensures your business data and IT systems are safe and secure, backups are fully tested, recovery timeframes established and the business is rehearsed in recovery and continuity. Services also include access to standby infrastructure and offices to enable resumption of operations with minimal interruption. www.planb.co.nz ACQUISITION COST: $ 9,400 NET MONTHLY INCOME: $ 3,200 BONUS: $ 1,400

“The secret of business is to know something that nobody else knows.” Aristotle Onassis

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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Matisse is New Zealand’s leading importer of the world’s greatest designer furniture, kitchens, bathrooms, lighting, flooring and office furniture including prestigious brands such as B&B Italia, Cassina, Vitra, and Herman Miller furniture; Arclinea kitchens; Hansgrohe bathrooms; Foscarini lighting from the world’s top designers like Eames, Le Corbusier, Citterio, Urquiola and Lissoni etc. www.matisse.co.nz ACQUISITION COST: $ 9,800 NET MONTHLY INCOME: $ 3,000 BONUS: $ 1,400

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MATISSE

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The ICEHOUSE is a development factory of owner managers and entrepreneurs that will shape the future of the New Zealand economy. Since 2001, The ICEHOUSE has worked with over 2,500 ambitious owner managers, from startups to established multi-million dollar companies, and has helped raise over $50million in capital, to accelerate business growth and drive wealth creation. www.theicehouse.co.nz ACQUISITION COST: $ 10,000 NET MONTHLY INCOME: $ 3,200 BONUS: N/A

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THE ICEHOUSE

HOPPER CONSTRUCTION

PRODUCTION

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$ 10,400 $ 3,400 $ 1,600

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Hopper Construction is a civil engineering construction company, proficient in a full range of construction disciplines. The company employs a wealth of construction and management skills which together with a commitment to quality and customer service, ensures that our clients receive a cost effective and hassle free quality outcome. www.hopperconstruction.co.nz

URGENT COURIERS Urgent Couriers is the number one courier company in New Zealand for service delivery, sustainability and technology. Our goal is to increase our market share by continuing to surpass customer expectations. Our vision “Setting the standard for the courier industry”. www.urgent.co.nz

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 10,800 $ 3,600 N/A

“It's easy to make a buck. It's a lot tougher to make a difference.” Tom Brokaw

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HOPPER DEVELOPMENTS Hopper Developments is a privately owned land development company that provides unique canal, coastal and lifestyle developments. Hopper’s vision is encompassed by their motto, ‘The World’s Best Coastal Lifestyle.’ Their detailed planning, innovation, high standard of construction, and protection of the natural environment, results in quality developments of lasting value. www.hoppers.co.nz ACQUISITION COST: $11,200 NET MONTHLY INCOME: $ 3,600 BONUS: $ 1,200

The leading supplier of premium ready baked chilled and frozen pies & Sausage Rolls in New Zealand and export markets globally. Dad’s vision is to be loved as the tastiest pies on the planet. Dad's Pies employ state of the art technology and food safety to produce mouth wateringly delicious pies, consistently. www.dadspies.co.nz

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DAD’S PIES

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 11,400 $ 4,000 N/A

Zeald is a full-service website design company, passionate about designing and developing websites that are easy to manage, grow with your business and generate results. Specialising in innovative website design and eCommerce web development; Zeald’s vision is to help small to medium sized companies generate amazing results online. www.zeald.com

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ZEALD

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 11,600 $ 4,000 N/A

Fidelity Life is a New Zealand owned and managed Life Insurance, Investment and KiwiSaver provider. Our values are Listening and Responding, Stewardship and Fidelity. The name “Fidelity” embodies our promise to care and “keep faith” when someone dies, is diagnosed with a critical illness or becomes disabled. www.fidelitylife.co.nz

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FIDELITY LIFE

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$ 12,000 $ 4,000 $ 1,400

“There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” Colin Powell MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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KENSINGTON SWAN

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$12,600 $ 4,200 N/A

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Kensington Swan is a full service law firm with offices in Wellington and Auckland. Our specialist team of lawyers solve legal issues for NZ businesses – large or small, straightforward or complex. Start a conversation with us and see how we can help you. www.kensingtonswan.com

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$12,600 $ 4,200 $ 1,600

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Safe Kids In Daily Supervision

sKids is New Zealand's largest private provider of Out of School Care Services which is delivered through our local franchisees. Our motto is 'We Care when YOU can't be there". Our vision is to provide safe, fun and affordable care for every child in New Zealand irrespective of their financial circumstances. www.skids.co.nz

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SKIDS

WAREHOUSE STATIONERY

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MARKETING

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$13,000 $ 4,400 N/A

SALES

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From paper to printers, tablets to tables, craft to computers, we have everything you need to Work, Study, Create or Connect. We know time is precious, so we make shopping easy - with our Best Price Guarantee, extended trading hours, easy parking, delivery, an extensive range on our web store, payment and warranty options and of course friendly staff. www.warehousestationery.co.nz

PGG WRIGHTSON PGG Wrightson offers an unsurpassed range of products, services and solutions to growers, farmers and processors in New Zealand and internationally. PGG Wrightson has a rich heritage of more than 160 years working alongside New Zealand farmers to service their onfarm needs. PGG Wrightson is listed on the NZ Stock Exchange (NZX:PGW). www.pggwrightson.co.nz ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$13,400 $ 4,400 $ 1,800

“All lasting business is built on friendship.” Alfred A. Montapert

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TELECOM

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Telecom is a telecommunications and ICT company based in New Zealand. Telecom provides fixed, mobile and IT products and services to consumer, small and medium-sized enterprise (SME), corporate, enterprise and wholesale customer segments. www.telecom.co.nz

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$14,000 $ 4,600 N/A

PBT (Peter Baker Transport) is a 100% Kiwi owned provider of integrated freight solutions with 40 years of experience and knowledge. The company offers a fully integrated service that includes Courier, Transport and Bulk movements. PBT can move anything from an envelope to a container anywhere in New Zealand. www.pbt.co.nz

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PBT

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$14,600 $ 4,800 $ 1,600

Massey University is New Zealand’s only truly national university, with a proud 80-year tradition of academic excellence and three campuses in the North Island and a distance learning programme that delivers university qualifications to all parts of New Zealand and the world. www.massey.ac.nz

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MASSEY UNIVERSITY

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$15,200 $ 5,200 N/A

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THE WAREHOUSE The Warehouse is one of New Zealand’s largest retailers, loved by Kiwis for its wide range of products, with everything from baby, toys, technology, clothing, jewellery, everything for the home and garden, to health and beauty, petcare, and all your everyday family essentials. We have been providing Kiwis with "a bargain" since 1982, while supporting our communities and environment. www.thewarehouse.co.nz ACQUISITION COST: $15,800 NET MONTHLY INCOME: $ 5,400 BONUS: N/A

“Whenever you find yourself on the side of the majority, it is time to pause and reflect.” Mark Twain

MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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BARTERCARD

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$16,200 $ 5,800 N/A

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Bartercard is committed to helping New Zealand businesses grow and achieve financial success by facilitating a trade exchange network that offers dynamic and effective ways of conducting business. www.bartercard.co.nz

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$17,000 $ 6,200 $ 1,800

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Yahoo! New Zealand is the country’s largest media site, serving up news, views and entertainment from New Zealand and around the world. It is the go-to place for informing and connecting Kiwis with friends, family and the community. Yahoo! employs more than 40 dedicated editorial, digital and media specialists in New Zealand. www.yahoo.co.nz

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YAHOO

AIR NEW ZEALAND

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$17,800 $ 6,400 N/A

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Air New Zealand is a multi-award winning international airline which carries more than 13 million passengers to, from and within New Zealand each year. With an operating fleet of more than 100 aircraft, the airline connects customers to 28 domestic New Zealand ports. www.airnewzealand.co.nz

RICOH By partnering with Ricoh, businesses can streamline the way they work, become more efficient and profitable, and share knowledge more effectively within their organisations. This is achieved through Ricoh’s expertise in Managed Document Services, business solutions, IT services and production printing. www.ricoh.co.nz ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$18,400 $ 6,400 $ 2,200

“Success or failure in business is caused more by the mental attitude even than by mental capacities.” Walter Scott

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AIA NEW ZEALAND

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We have been protecting New Zealand families and businesses since 1981. Through an extensive network of insurance advisers and organisations, we provide simple, yet innovative, life insurance solutions that suit the Kiwi way of life. www.aia.co.nz

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$18,400 $ 7,000 N/A

Life’s about more than having the latest electronics. It’s about the experiences technology creates. From TVs and innovative home appliances to mobile phones and computer products, LG New Zealand delivers electronics that let you embrace life and prepare you for its greatest moments. www.lg.co.nz

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LG

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$19,000 $ 7,400 $ 2,400

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OFFICE MAX OfficeMax are leaders in integrating products, solutions and services for the workplace, whether for business, in the classroom or at home. We have the office supplies you need to manage your workload and your day. Whether you shop online, in a retail store or by phone you'll find you can count on OfficeMax to be with you every step of the way. Work with us today. www.officemax.co.nz ACQUISITION COST: $19,600 NET MONTHLY INCOME: $ 7,600 BONUS: N/A

3M captures the spark of new ideas and transforms them into thousands of ingenious products. Our culture of creative collaboration inspires a never-ending stream of powerful technologies that make life better. 3M is the innovation company that never stops inventing. For more information, visit www.3M.co.nz

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3M

ACQUISITION COST: NET MONTHLY INCOME: BONUS:

$20,000 $ 8,000 N/A

“The entrepreneur always searches for change, responds to it, and exploits it as an opportunity.” Peter Drucker MARKET SHARE® COPYRIGHT © 2009 MARKET SHARE INTERNATIONAL LTD

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Glossary Ability Skills and qualities that an individual possesses that allows for the competence in an activity. Accounting The process of analysing the financials of the business/entity to develop reports on current and prospective standings, which ultimately will result in better decision-making processes. Account Manager The individual within a firm that is in charge of managing sales, relationships and the satisfaction of clients. Acquisition The process or action of taking possession of something that adds value to the organisation. Administration The management and operation of a firm or office that provides organisation and direction. Advertising A marketing tool that may be utilised by the firm to gain awareness in the market. Examples include rented time or space on radio, magazines and television. Advertising is a method to inform, persuade or create a need for the product. Agreement The formation of a consensus between two or more parties. This can be either verbal or in written form but it is important to have a clear understanding of what is included in the agreement and how it affects both parties. Bankruptcy A state of financial depletion for an individual or entity. Bonus A complimentary sum of money that is provided in addition to what is promised as a token of appreciation. A Bonus can also be a form of financial motivation. Brand The intangible value that the product or service holds that is symbolized and communicated through the imagery of a logo or trademark. Brochure A form of printed direct communication that allows individuals to view the profiling and catered offerings of the business. Business The operation of providing products and services to cater to the needs of customers in return for profit. An entity which tries to satisfy the needs and wants of its target market usually, but not exclusively for profit. Cash Flow The movement of money that flows into and out of the business. Change management Ways in which progressive change in policies, design and other business activities can be managed to ensure a smooth implementation and transition. Charity Donations in the form of money or goods to help the less fortunate and those in need. Circle of influence The group of people a person has the immediate ability to affect, persuade or inform of your beliefs, values or ideas. Client An individual that reaps the benefit of consuming the product or service of the business. Communication A form of conversation or conveyance of thoughts or information through word of mouth, written words or signs. Communication can be both formal (within the hierarchy of the organisation) or informal where individuals communicate with each other outside the usual

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MARKET SHAREŽ COPYRIGHT Š 2009 MARKET SHARE INTERNATIONAL LTD

channels. Both are necessary in order to allow a business to communicate effectively. Company A corporate establishment or association formed by a group of people wanting to carry out business actions. Competition Rivalry among firms in order to gain market share. Consultant Someone that offers skilful or professional advice, encouragement and verbal support provided to infuse an individual with high hopes and spirits to achieve their intended aspiration. Data Entry Entering information to a specific informational database through various devices such as mouse, keyboard, stylus, touch screen or any information recognising software. Entrepreneur An individual competent in business logic that manages businesses and enterprises. Often regarded as the risk-taker who brings the other key resources such as land, labour and capital together to create the opportunity for productive use. Enterprise An organization or commercial company. If applied to an individual it can be an attribute indicating that this person has demonstrated innovative and commercially successful ways of thinking. Environment The external landscape and surroundings that have an influence on the business. The external environment can be taken to have both a positive and negative influence on a business and includes social, technological, economic, ethical, political, legal and environmental impacts. Ethics A set of moral rules that are congruently followed by society because it is socially accepted. Executive Summary An outline of the business strategy or proposal, which outlines the key important factors of a decision to act, made with a final conclusion. Expansion The growth or increase in the capacity of the business. Expansion can be organic which is when the business itself grows through increased activity or inorganic when a business mergers or acquires another concern. Experience Knowledge that is learnt from observation and doing, which can later be used as practical guidance. Experience and gut-instincts are key features of intuitive decision-making, which is a vital attribute of many NZ entrepreneurs. Favour Friendly or well-disposed regard; goodwill: to win the favour of the king. Feedback A reaction or response to a particular process or activity: He received good feedback from his speech. Finance The management of revenues; the conduct or transaction of money matters generally, esp. those affecting the public, as in the fields of banking and investment. The monetary resources, as of a government, company, organisation, or individual; revenue. Fleet A large group of automobiles, etc., moving or operating together. A fleet of company vehicles. Formulate a plan The creation of a working document designed to allow a business to organise its resources to allow it to achieve a tactical objective (shortterm) or a longer-term strategic goal.


Freedom The power to determine action without restraint. Exemption from external control, interference, regulation, etc. Fundraising The act or process of raising funds, as for non-profit organisations or for a political cause. Future Pertaining to or connected with time to come: one's future prospects; future plans. Gains To get (something desired), esp. as a result of one's efforts; To obtain as a profit: He gained one hundred dollars by this deal. Game A competitive activity involving skill, chance, or endurance on the part of two or more persons who play according to a set of rules, usually for their own amusement or for that of spectators. Goal The result or achievement toward which effort is directed; aim; end. Goal Setting The process by which overall business objectives are set by senior management. In many cases consultation with direct stakeholders takes place to increase goal acceptance. Goals should be S.M.A.R.T Specific, Measurable, Achievable, Realistic and within a given Timeframe Goods Articles of trade; wares; merchandise: Consumer goods are designed for households, whereas capital goods generally refer to those used by business to enhance productive capacity. Hardware Computer hardware is made up of the electronic components and devices that comprise a computer system, such as CPU, printers, displays, keyboards, etc. Hierarchy A ranking system of people within a group or organisation. In traditional organisations, individuals at the top of the hierarchy are those with the greatest responsibility and accountability compared to those at lower levels of the hierarchy. Human Resources The people within an organisation that work to enable the business to function. A department within an organisation charged with the responsibility of managing the people within the business. Income Money received from sales of goods and services (operating), or from investments such as rent or dividends (non-operating) as the income is not generated from the actual trading of goods and services. Influence The ability to persuade or affect others to take action, make decisions or form opinions. Insight The understanding of the true nature of something or someone, e.g. This fresh understanding gave us the necessary insight required to develop a solution to the challenge we were facing. Inspire To encourage or motivate a group or individual to action, e.g. Her comments were inspiring. Insurance The act, system, or business of insuring property, life, one's person, etc., against loss or harm arising in specified contingencies, as fire, accident, death, disablement, or the like, in consideration of a payment proportionate to the risk involved. Intelligence Capacity for learning, reasoning, understanding, and similar forms of activity; aptitude in grasping truths, relationships, facts, meanings, etc.

International Business A term used to collectively describe all commercial transactions including sales, investments, logistics and transportation that take place between two or more companies operating within different nations. Investment The investing of money or capital in order to gain profitable returns, as interest, income, or appreciation in value or to add productive capacity to allow future expansion possibly into new markets or products. IT - Information Technology The study, design, development, implementation, support or management of computer-based information systems, particularly software applications and computer hardware. Knowledge Expertise and skills acquired by a person through experience or education; the theoretical or practical understanding of a subject. Law The principles and regulations established in a community by some authority and applicable to its people, whether in the form of legislation or of custom and policies recognised and enforced by judicial decision. Leadership The position or function of a leader: He managed to maintain his leadership of the party despite heavy opposition. Loan Something lent or furnished on condition of being returned, esp. a sum of money lent at interest: a $1000 loan at 10 percent interest. Large loans made by financial institutions may demand that the borrower places collateral or security. This is usually a business asset, which can be sold if the borrower is unable to repay the loan Logistics The planning, implementation, and coordination of the supply chain of a business or other operation. Logistics refers to how the production process and customer service is organised from the acquisition of raw materials to final delivery of the good or service to the end user. Loss The identifiable and calculable monetary detriment that is suffered or will be suffered as a result of an act or event where total revenue of the business fails to adequately cover total costs. Management A collective group of managers charged with the running and operation of a company or organisation. Manager A person working within the organisation responsible for overseeing and coordinating people, systems and resources to allow the organisation achieve it goals. Marketing The function of a business which allows the design, development and promotion of goods and services to consumers to generate revenue for the organisation. Market place The marketplace or market is made up of customers who are willing to pay for the goods or services that are available for purchase from vendors. Increasingly with global markets now popular, many market places are now virtual. Market Share Market share is an indication of the percentage or ratio of business conducted by the various competitors in a given market place, e.g. Company ‘A’ has 42% market share of the total overall market. Mentor A person who takes an interest in helping guide and nurture a group/individual who is wanting to learn and grow in a particular endeavour or business.

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Money Any item which can be used for the facilitation of trade of goods, services or investments. Commonly, money includes notes and coins, EFTPOS or other bank transfers but has included shells, precious stones and even livestock. For money to have any genuine value, it must be generally acceptable to all those who use it as a medium of exchange. Motivation The positive and energising thoughts and feelings possessed by a group or individual preparing to make a decision or take action. Intrinsic motivation has been termed as wanting to achieve something, whereas extrinsic motivation is defined as having to do a task. Needs The basic necessities of life, those goods and services that are required by an individual or group to function. They include food, water, clothing, shelter but increasingly have been re-categorized to include the ability to communicate and the right of freedom of speech and democracy. Negotiation The art of communicating with another party to find a mutually beneficial outcome for both parties. Net Monthly Income The total income earned after all overheads and taxes are paid each month. Network Administration The function of taking care of and overseeing the organisation’s computer network. Generally run by a specific department within an organisation Networking Networking is the activity of meeting like-minded business people with the intention of creating mutually beneficial relationships. There are networking groups available in most towns and cities around the world. Networking has become synonymous with the use of social media websites such as Facebook and Twitter. Online Store An online store refers to a secured website where you can purchase products and services for sale. The online store generally hosts a catalogue, shopping basket and a payment gateway. Opportunity An opportunity gives a person or organisation a chance of gaining value out of a given situation. There are business opportunities, market opportunities, employment opportunities, all of which may enable you to create value for yourself or your business. Payroll Systems The system of an organisation which allows full and part-time employees to be paid regularly, usually through the electronic transfer of funds to a nominated bank account. In NZ, many payroll systems will pay their workers every two weeks. Personal Development The process of developing human capital within an organisation by allowing workers to attend workshops and seminars which focus on building competencies such as career path and softer skills such as leadership and self-management. Professional development is usually defined as allowing workers to develop skills which will directly impact on a businesses ability to provide improved operations such as customer service. Philanthropy The act of providing value to individuals or groups by means of money, property, time or resources to enable those people to live/function effectively or reach their goals. This may include giving money to a less fortunate person or group, providing resources to an aid organisation, or gifting art to a gallery. Philanthropy covers a wide spectrum of opportunities to help others and comes from a gesture of generosity. Production Production is the function of making an item/s using materials, resources energy and labour. The process of taking inputs such as raw materials and transforming them into finished products.

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Production Plant Often referred to as fixed capital, which is used to house the means of production to allow the process of the transformation of raw materials into finished products. Production plants include, machinery, land, equipment and other longer-term assets. Profit Profit is the outcome/reward of selling goods, services or investments for more than their overall cost. Business profit is generally considered at the end of each financial year as the amount of money left over after all sales are concluded and all costs are paid for. A profit is the outcome if sales exceed costs, a loss is the outcome if costs exceed sales. An entrepreneur also defines profit as the reward for successful risk-taking. Promotion The art of communicating with your audience to take action, make a decision or change a belief or person’s values. Promotion has been categorised as ‘above-the-line’ and ‘below-the-line’. In above the line, such as media devices (TV, radio), it is not always possible to gauge consumer reaction to the promotional tool. With below-the-line, such as sponsorship, point-of-sale leaflets or special offers in stores, it is usually much easier to gauge consumer feedback. Public Relations Public relations is the practice of communication about a person or organisation with the public. This may include using digital media, print media, radio or television. It can often include news stories of public interest. PR is used to inform the public, stakeholders, employees and investors of recent events involving the company with the intention of boosting intangible assets such as goodwill. Purchasing This is the acquisition of goods and services that are used by the company. Recycling An aspect of acting in an environmentally friendly and sustainable manner by re-using older materials/resources for the production of goods and services. Resources These are the materials, items, energy and people that a company employees to create value for their customers. Human resources is a term used to reference the people within an organisation. Natural resources are materials that an organisation will use to build products. Risk Risk is the chance that an adverse outcome may or may not occur. Almost all human endeavours involve some sort of risk and each of us weighs those risks as we are faced with them. Some people are more comfortable taking bigger risks while others may be more risk averse. Risk Analysis Risk analysis is the practice of assessing the potential issues and problems that might arise in a particular situation or circumstance. This is used to determine a course of action, taking into account all of the risks. ROI – Return on Investment This is a percentage of money or profit returned on an investment. If $100 is invested and the profit on the investment at the end of the year is $20, then the ROI is 20%. The return on investment is then compared between competing investments to determine which project will be chosen if finance is limited. Sabotage The art of secretly creating some sort of a negative outcome for your opponent. Industrial sabotage or espionage can be quite common and may include the theft of data, information, intellectual property, ideas and trade secrets. It may also include bribery, blackmail, theft and surveillance. Sales Income generated from business activity. The selling of goods and services to the end user. Sales can be made in cash, electronic transfer or through credit where final payment is delayed normally for 30 days.


Sales Manager Overall person responsible for sales performance of a business Sales Rep Lower down in the hierarchy than a manager, the sales representative is usually the first person to interface with the customer or end-user in the process of trading goods and services begins. Sales Support Area/function of the business designed to ensure that the customer’s experience of the business is a positive one, especially after the goods or services have been purchased. Sales support handles customer service issues such as complaints, faulty products, or exchanges. Service Technician The role created to ensure that networks function, especially computer systems or payment mechanisms, to the satisfaction of stakeholders within the business. Showroom A room used for displaying a company's products. Software Organised information in the form of operating systems, utilities, programs, and applications that allow computers to work. It is a series of code written by programmers in any of various computer languages. Solicitor Is an English name for the lawyer who confines his or her practice to meeting and advising clients and who does not litigate a matter in a court. This distinction is not observed in the United States and is limited to the English system. Sponsorship Financial backing or funding of a public-interest program or project by a company or an individual, as a means of enhancing its image and ability to operate. Storeman Increasingly used as the guardian of inventory or stocks of raw materials or finished products in a business. With online business, the storeman’s role may be more IT focused allowing him/her to be the guardian of inventory in a number of different regions or even countries. Strategic Planning An organisation's process of defining its strategy, or direction, and making decisions on allocating its resources to pursue this strategy. In order to determine the direction of the organisation, it is necessary to understand its current position and the possible avenues through which it can pursue a particular course of action. Strategic planning has been defined as the Who, What, When, Why and How of business decision-making and may take a good deal of resources to find a final overall strategic solution. Strategy A strategy is a plan of action designed to achieve a specific goal. Strategy is all about gaining (or being prepared to gain) a position of advantage over adversaries or to best exploit emerging possibilities. Success Achievement of an action within a specified period of time or within a specified parameter. Success can also mean completing an objective or reaching a goal. Success can be expanded to encompass an entire project or be restricted to a single component of a project or task. It can be achieved within the workplace, or in an individual's personal life. For example, if an individual's personal goal is to be accepted in a new career, success would occur after the individual has been officially accepted into his or her new place of employment.

SWOT SWOT stands for strengths, weaknesses, opportunities, and threats. Situation analysis in which internal strengths and weaknesses of an organisation, and external opportunities and threats faced by it are closely examined to begin the process and then finally chart a new strategic direction. Takeover In business, a takeover is the purchase of one company (the target) by another (the acquirer, or bidder). In the UK, the term refers to the acquisition of a public company whose shares are listed on a stock exchange, in contrast to the acquisition of a private company. Tax Compulsory monetary contribution to the state's revenue, assessed and imposed by a government on the activities, enjoyment, expenditure, income, occupation, privilege, property, etc., of individuals and organisations. Technicians A technician is a worker in a field of technology who is proficient in the relevant skills and techniques, with a relatively practical understanding of the theoretical principles. Technicians may be classified as either highly skilled workers or, at times semi-skilled workers, and may be part of a larger (production) process. They may be found working in a variety of fields, and they usually have a job title with the designation 'technician' following the particular category of work. Technology Technology is the making, modification, usage, and knowledge of tools, machines, techniques, crafts, systems, methods of organisation, in order to solve a problem, improve a pre-existing solution to a problem, achieve a goal or perform a specific function. It can also refer to the collection of such tools, machinery, modifications, arrangements and procedures. Technologies significantly affect human as well as other animal species' ability to control and adapt to their natural environments. Vision Ideas for the direction and activities of business development in the future usually codified in a document called a vision statement. It is expected that all company managers and stakeholders share the same vision for the company and make decisions according to the shared principles. Wants The human motives that induce the business and economic activities, which produce the desired goods and services, or the means to acquire them. Warehouse A warehouse is a commercial building for storage of goods. Warehouses are used by manufacturers, importers, exporters, wholesalers, transport businesses, customs, etc. They are usually large plain buildings in industrial areas of cities, towns and villages. They usually have loading docks to load and unload goods from trucks. Web Marketing Web marketing, also known as internet marketing, online marketing, webvertising, or e-marketing, is referred to as the marketing (generally promotion) of products or services over the internet. This type of marketing uses various online advertisements to drive traffic to an advertiser's website. A more aggressive and controversial form of web marketing has been termed ‘viral’ or ‘guerrilla’ where the intention is to create buzz or public relations by the use of provocative images and messages.

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Recommended Business Reading

The Young New Zealander’s Guide to Entrepreneurship The E-Myth Revisited – Michael E. Gerber The Tipping Point – Malcolm Gladwell Think & Grow Rich – Napoleon Hill 7 Habits of Highly Effective People – Stephen R Covey Rich Dad Poor Dad – Robert Kiyosaki Cash Flow Quadrant – Robert Kiyosaki

Brandwashed – Martin Lindstrom Own your Niche – Stephanie Chandler Who Moved my Cheese – Spencer Johnson PHD 21 Laws of Leadership – John C. Maxwell Net Profit – Jim Higgins Choose & Grow your Business in 90 Days – Wendy Evans

Business Stripped Bare – Richard Branson The Wisdom of Andrew Carnegie as told to Napoleon Hill How to Win Friends and Influence People – Dale Carnegie The Little Red Book of Selling – Jeffry Gitomer High Trust Selling – Todd Duncan All Marketers are Liars – Seth Godin

Purple Cow: How to transform your business by being remarkable - Seth Godin Good to Great – Jim Collins Power Listening – Bernard T. Ferrari Taking People With You – David Novak Abundance – The future is better than you think – Peter H. Diamandis & Steven Kotler The Advantage - Why organizational health trumps everything else in business – Patrick Lencioni Business model you – Ian Clark

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Recommended Online Business Rescources

inc.com – good allrounder squidoo.com/blog incubators.org.nz riskbuster.com/blog articles.bplans.com/startinginbusiness entrepreneur.com/businessplan nzte.govt.nz youngentreprenuer under30ceo.com nzfundinggrants.org bplans.com mashable.com forbes.com theunfairbusinessadvantage.com streetdictionary.com businessinsider.com startupnation.com sbinformation.about.com powerhomebiz.com hbr.org businessblueprint.com.au businessknowhow.com businessopportunities.biz businessballs.com businessstudies.co.nz bizbuzz.co.nz

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Business Education and Business Support We simply don’t know what we don’t know, this provides us a great opportunity to grow & learn. The organisations mentioned below can provide you with the education and support you need to go to the next level in your business. There are many great organisations and coaches available who would be happy to help and support you. Don’t be afraid to ask for help when facing challenges in your career or business.

BNI - www.bni.co.nz Chamber of Commerce - www.aucklandchamber.co.nz Icehouse - www.theicehouse.co.nz The eCentre - www.ecentre.org.nz NZ Business Mentors - www.businessmentors.org.nz Results.com - www.results.com Business Blueprint - www.businessblueprint.com.au Biz Buzz - www.bizbuzz.co.nz New Zealand Trade & Enterprise - www.nzte.govt.nz The Young Enterprise Trust - www.yetrust.co.nz Auckland University- www.auckland.ac.nz Massey University- www.massey.ac.nz Unitec - www.unitec.ac.nz Otago University - www.otago.ac.nz Victoria University- www.victoria.ac.nz AUT- www.aut.ac.nz MIT - www.manukau.ac.nz Open Polytechnic - www.openpolytechnic.ac.nz SIT - www.sit.ac.nz Southern Institute (SIT) NZIE - www.nzie.ac.nz New Zealand Institute of Education in Auckland

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Market Share Player Booklet