Business West June 2011

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PROTECT YOUR ASSETS HOW TO CLOSE A SALE WOMEN OF THE WEST MELTON’S BIG NIGHT

A STAR NEWS GROUP PUBLICATION | $4.95

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ISSN 1837-9869

9 123456 789013

ISSUE 10 JUNE 2011

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

Stay tuned for the next edition of Business West: coming out on 22 July and featuring a guide to Tax Returns.

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

For advertising opportunities booking deadline is 29 June, 2011.

To register for BUSiNESS WEST visit: www.businesswest.com.au

SEiiZE THE DAY SE THE Global Financial Crisis was a hurdle too many for some firms. But where some managers saw stormy seas, the team at Famous Pacific Shipping saw great opportunities.

Charlene Gatt’s report on how FPS tackled the crisis is a classic story of a business with the courage of its convictions. FPS imports and exports worldwide, with Asia its largest market.

The overseas-based freight forwarding company has been in Australia 17 years and is now headquartered in new premises in Derrimut.

Director Sam Aparo told Business West the GFC forced many clients who were hurting, to cut costs by outsourcing parts of their business. And that was the opportunity FPS needed.

“As the GFC was coming in, a lot of companies started looking at outsourcing warehousing again,” Sam said.

“So, rather than going backwards I thought that was the time to try to expand and get those companies on board.”

Now, FPS is not only handling clients’ freight but providing warehousing, transport as well as pick and pack.

The strategy has paid off handsomely for FPS. While other companies were laying off staff, FPS outgrew its Keilor Park headquarters and moved to Derrimut. Staff grew from six employees to 26 at the Derrimut site and

turnover jumped from $11 million to $18 million in two years.

FPS’s focus now is on building its fleet of three trucks servicing clients.

It’s a classic story of how firms can seize opportunities in the face of extreme adversity.

All it needs is courage…

We all know we’re living in the fastest growing region in the country. Over the next decade, we will see 175,000 more people move into another 82,000 new homes in Melbourne’s West.

Which is why we need to know when the Baillieu Government is going to make a decision on WestLink, the previous Labor government’s plan to improve traffic and transport in the West.

WestLink’s website tells us it will deliver important community benefits by taking trucks off local residential streets, improving connections to the western suburbs of Melbourne and creating more jobs and opportunities in the West.

The project will improve access for heavy vehicles to the Port of Melbourne, provide a long-term alternative to the West Gate Bridge and cater for a future with more than five million people living in Melbourne.

The government has already indicated it is going ahead with the regional rail link.

Now we need to know: When WestLink.

Jim Lawrence jim.lawrence@starnewsgroup.com.au

Design and Build Delivery Commercial Retail Industrial

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Melbourne Ph: 03 9347 2611

CONTENTS 4-5

THE VEG MOBILE A lotta lettuce

6-7

TAKING ON THE GFC … and winning

8

COVER STORY Melton’s Business of the Year

16

JOKERS’ ACE

EDITOR Jim Lawrence jim.lawrence@starnewsgroup.com.au

Learn to laugh

18-19 WOMEN OF THE WEST 22

EDITORIAL Charlene Gatt charlene.gatt@starnewsgroup.com.au

4-5

A special series

STRATEGIES How to close that sale

23

STRATEGIES Protect your assets

6-7

“

This is an extremely proud achievement in our 130 year history…

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ADVERTISING Charles Ferraro charles.ferraro@starnewsgroup.com.au Mobile: 0421 555 404 DESIGN Mark Dinnie mark.dinnie@starnewsgroup.com.au BUSINESS WEST 17 Assembly Drive, Tullamarine 3043 Phone: 9933 4800 Fax: 9933 4844

Business West is a division of Star News Group Pty. Ltd. Celebrating our 102nd year as a family-run business. Proudly Australian-owned and independent.

Produced and published

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

Star News Group Trading Terms and Conditions can be found on www.starnewsgroup.com.au

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Cover Melton Business of the Year: UFS Dispensaries’ Doug Prentice, Helen Powderly and Victor Van. Picture JOE MASTROIANNI

BUSINESS WEST

3

take

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

BY CHARLENE GATT IT LOOKS a bit like a plane, but this contraption is not made to be airborne.

Instead, the $100,000 invention is used to wash, cut and package vegetables.

Werribee South farmer Con Ballan first built the machine in 2000 for his 250 acre farm and now has three of them, each costing up to $100,000.

“We had to bag lettuce, and I didn’t know how we were going to do it,” Mr Ballan explained.

“A few ideas were thrown up in the air, and I thought I’d try to put something together.

“Thankfully, it worked.

“I could sell them if I want to, but I don’t really want to take that role up.

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“It’s a responsibility where you have to make sure it’s 100 per cent right and if it doesn’t go right they’ll ring you up, and I haven’t got the time. I don’t have any problems with mine, but I’m on the land and I do things for us.”

At Mr Ballan’s farm, all of the farming equipment is built on premises.

Mr Ballan has run the farm with his son Adam and son-in-law Andrew for the past 20 years and supplies up to 90 per cent of their produce to Coles stores across Australia.

He employs eight full-time staff and up to 60 casuals, who plant 250,000 crops a week.

“The opportunity was there to develop, so I kept buying land around me. It was an opportunity I didn’t have where I was before,” Mr Ballan said.

Mr Ballan also owns 50 per cent of vegetable supplier Fresh Select, which runs off the same site as Ballan Farm.

Today, his son Adam has taken charge, while Mr Ballan takes more of a back-seat role.

It’s an industry that runs in his blood.

Mr Ballan was brought up on a farm, and started working for his dad at the age of 15.

He was left the family business at 22 when his father died, working on an 18 acre farm in Werribee, and selling at the Victoria and Melbourne Markets.

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BUSINESS WEST

THE “I love it. I get up in the morning and ask him what he wants me to do. If something breaks down, I’m pretty handy, so I’ll do that, but I don’t physically go and harvest anymore,” he said.

Then, 20 years ago, he bought 20 acres of land in Werribee South with plans to retire and build a big family home.

“It’s great to have a family business where the whole family’s there with you. I don’t have to tell my son ‘this is what you have to do, that’s what you have to do’, he’s quite capable of doing it all, and he co-ordinates everybody.

Instead, he continued to buy neighbouring parcels of land until he ended up with 250 acres of farm and his house next door.

“I get a lot of satisfaction out of it. I enjoy it, it’s my life. You’ve got to enjoy what you do.” [BW]

Con Ballan, farmer and inventor… “Thankfully, it worked.”

Inset: Con’s creation.

Pictures: DAMJAN JANEVSKI

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BY CHARLENE GATT THE Global Financial Crisis forced many companies to slow down and take stock.

But for Famous Pacific Shipping, it provided the perfect opportunity to diversify the business and promote strong growth.

The overseas-based freight forwarding company has been running in Australia for the past 17 years, with offices in Melbourne, Sydney, Brisbane and Fremantle.

FPS imports and exports worldwide, with Asia its largest market.

Its Melbourne headquarters started out as a small office in North Melbourne with six employees, then moved to Melrose Drive in Tullamarine before the company bought land in Keilor Park to build their own office and warehouse.

It was here that the Global Financial Crisis hit, and director Sam Aparo took action.

“As the GFC was coming in, a lot of companies started looking at outsourcing warehousing again, so rather than going backwards, I thought that was the time to try expand to try and get those companies on board. So we’re not only doing their freight, we’re also doing their warehousing, their transport as well as pick and pack,” he said.

“We’ve gone to the extent of getting our customs broker licence, we’ve then gone out and got a warehouse, customs bond store licence, Australian Quarantine and Inspection Service Dairy Establishment, fumigation, then started the transport company as well.

“So it’s really rather than growing up, growing out. It’s trying to keep all the services within FPS, rather than having to use subcontractors. The majority of growth is for that reason.”

“Parts of the business were affected (by the GFC).

“The freight forwarding, I always knew it would, because volumes would definitely be lower, which is why I thought rather than trying to just survive off the core business that we had to sort of branch out into other areas where we were previously sub-contracting, to bring it all in-house and do it all ourselves.

“We saw there would most likely be a need where clients who were hurting would try and look at cutting costs by outsourcing it, because it is cheaper for them ultimately to do that.”

Sam Aparo… vision for the future.

Picture: DAMJAN JANEVSKI

The strategy was wildly successful to say the least.

At the time most companies were laying off staff and recording slow periods, FPS outgrew its custom-built Keilor Park headquarters in two-and-a-half years and moved to new premises in Derrimut in October last year.

They also took on more staff, with 26 employees at the Derrimut site.

“In our industry, it’s hard to get good staff, so as a lot of other freight forwarders were

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FPS TOOK ON THE GFC retrenching, we were picking up those good staff. We grabbed them while we could.”

In 24 months, turnover jumped from $11 million to $18 million.

The focus now is to build on that growth and expand FPS’s current fleet of three trucks.

“The area that we’ve seen that has really taken off is the warehousing transport, so that’s an area that I do want to keep growing,” Mr Aparo said.

“Freight forwarding, there’s always scope there. We know that business because we’ve been doing it for 17 years.

“It’s the warehousing transport that’s still in primitive stages, so we’ve still got a lot of room to grow.

“We’ve looked at doing it in Sydney, but it’s about finding the right land, because Sydney’s a lot harder. We do need to be situated toward the wharf, which is why we picked this area (Derrimut).” [BW]

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Doug Prentice with Elizabeth Phyland… proud achievement.

Picture: KRISTIAN SCOTT

MELTON’S BIG NIGHT Page 31

WHO FeeLS BETTER NOW?

BY CHARLENE GATT IT’S not just the medicines that make customers feel better at UFS Dispensaries in Melton.

Service with a smile has proved a winning business formula for the not-for-profit group, which took out Business of the Year at the recent 2011 Melton Powercor Business Excellence Awards.

The award recognises outstanding achievement in several areas, including development, planning, environmental sustainability, customer service, promotion, marketing, staff development and access for all abilities.

The company, which has stores at Melton Central and Melton South, also won the Best Retail Business award for the fourth consecutive year.

“We weren’t expecting the main award,” Melton Central manager Doug Prentice said.

“We are absolutely rapt and our staff could not be happier right now.

“When you see the list of finalists, it shows we are right up with the absolute best of the best. Achieving something so prestigious within your industry is an amazing feeling.

“We’re very pleased, and we don’t only work for that type of recognition of course, but it’s good to remind ourselves that what we do is for the benefit of the public at large.”

UFS Chief Executive Officer Lynne

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McLennan was thrilled with the accolades.

Ms McLennan said establishing UFS Dispensaries in Melton was evidence of the company’s long-term commitment to servicing regional community areas.

“Being a not-for-profit organisation, we have a unique business in the pharmacy industry and we’re trying to offer that to as many communities within our region as possible,” she said.

“

This is an extremely proud achievement in our 130 year history…

“We knew the Melton community, with its rapid growth and expansion, would welcome our healthcare model and it’s certainly paid off in the last six years.

“This is an extremely proud achievement in our 130-year history.”

UFS Dispensaries opened its first pharmacy in Melton six years ago and now operates another three in Melton South, Bacchus Marsh and most recently in Tarneit.

UFS also boasts two pharmacy depots,

three medical centres and a gift shop across Victoria.

One of the store’s main points of difference is a yearly membership that offers customers a 20 per cent discount off non-government medications and store items throughout the year – and 25 per cent off for the month of December.

UFS boasts up to 90,000 members.

Another is the development of Webster packing, which sets out a patient’s daily dose of medications.

UFS produces about 500 Webster packages a week and distributes them among the local community and two aged care homes.

“The business has changed substantially in the past five years,” Mr Prentice said.

“I think the organisation’s very progressive with that sort of thinking. They look at areas where the community may benefit from UFS operating in it.”

Then there’s the service.

Melton South store manager Victor Van said service was yet another key factor that sets UFS apart from other pharmaceutical chains.

“In this store, when customers walk in we ask if they need any help. The staff level is quite high, so we have good customer service and provide the best service we can,” he said. [BW]

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UDGET RIEFING 2

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LE LEADWEST held its annual budget briefing breakfast in May at Overnewton Castle in Keilor.

Fe Federal member for Maribyrnong and Assistant Treasurer Bill Shorten, left, gave a rundown on key aspects of the Federal Budget, including the need to get more pe people into work.

N Newly-elected MLC for the Western Metropolitan Region Andrew Elsbury (4) then w went through the State Budget, which was followed by a Question and Answer se section.

2 2. Peter Lewinsky, chair of the Brimbank Administrators, welcomes guests.

3 3. Former Federal Treasurer Ralph Willis, chair of LeadWest, with Fred Maddern, chair of WPC Group.

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BUSINESS WEST

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Brimbank: The key to unlocking the potential of the West With its current and expected level of growth Brimbank is playing a key role in unlocking the potential of the West.

Given its central position Brimbank provides a gateway to the region and western Victoria.

well as employment areas necessary for the sustainable development of the Western Region of Melbourne.

Sunshine Town Centre has the potential to become a primary business hub for the entire Western Region.

Research released by one of Australia’s leading population analysts, Bernard Salt has revealed that the Western Region of Melbourne is now the fastest growing region in Australia, attracting more new residents over the 12 months to June 2009 than the

Derrimut located to the southwest of the municipality plays a key role in housing Brimbank’s industrial hub.

Deer Park Town Centre is perfectly placed to take advantage of the rapidly increasing residential housing estate such as Brimbank Gardens.

St Albans Town Centre is vibrant and is fast becoming a regional focus for speciality shopping, fresh food and restaurants.

Watergardens Shopping Centre in the Sydenham Town Centre is emerging as the predominant retail location for the outer west and is home to a number of large retailers and provides a much needed regional focus for the purchase of bulky goods.

The strategic government investment and development of Brimbank offers enormous potential and benefit not only to the west of Melbourne, but also to Victoria. Private sector investment in Brimbank continues at a strong pace with the development of a number of Greenfield sites for the manufacturing and transport and logistics sectors together with major retail developments in Watergardens Town Centre and Sunshine Town Centre.

This significant investment activity combined with the residential growth and planned improvements to major infrastructure will continue to accelerate Brimbank’s economic growth.

Gold Coast, which had been the fastest growing region in the nation for decades.

With a current population of about 189,000 and with Sunshine being just 12 kilometres from the Melbourne CBD, Brimbank is well positioned to play a strategic role in the future sustainable development of the west of Melbourne.

As Melbourne grows to the west, Brimbank will become a pivotal location for employment, goods and services and facilities. Council is committed to continuing to maintain this pivotal position ensuring that the municipality remains as a prime investment site, a destination for quality business development and as a growing community offering a range of lifestyle opportunities.

Brimbank has the availability of competitively priced land, infrastructure, established town centres, transport facilities - including access to major road, rail, air and sea transport – as

The research also revealed that over the next 10 years, the Western Region of Melbourne is projected to add 175,000 people and 82,000 dwellings, with much of this growth to occur in the north of Werribee and to the west of Deer Park.

The advantages of locating in Brimbank is best described in the words of David McNeil, Director W.A. McNeil and Co who said: “What attracted us to Brimbank was the central location of the municipality, being close to the port, CBD and airport. This location means that we are close to our suppliers, our customers and visitors.”

The ongoing transformation of Brimbank presents significant development opportunities in a range of sectors. These include manufacturing, health and medical services, education and research, transport and logistics and business and personal services.

Brimbank City Council’s Economic Development Unit welcomes enquires from interested persons, on Ph. 9249 4630 or email ecodev@brimbank.vic.gov.au

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As one of the largest municipalities in metropolitan Melbourne (123 square kilometres), Brimbank occupies a strategic position in, and a significant proportion of, the established Western Region of Melbourne.

It is the interface between the established inner areas and the major growth areas of Melbourne.

In the frame… Daniel Calleja, left, with Aaron Camilleri.

Picture: DAMJAN JANEVSKI

HAVE CAMERA

WILL SHOOT

BY CHARLENE GATT THEY’RE two men from the West taking on the multimedia world.

Innovating Visuals Director Daniel Calleja, 26, and his Production Co-ordinator Aaron Camilleri, 22, have grown the business from strength to strength, starting out with a home-based business and expanding to a stand-alone office that has produced two international documentaries.

The pair creates and develops a range of video and multimedia productions in close cooperation with a wide range of clients, including Rio Tinto, Victoria University, Moonee Valley Council and various State Government departments.

Mr Calleja’s passion and flair for multimedia emerged at a young age.

In his teens, Mr Calleja used to record his uncle’s wrestling events and sell the tapes.

“I used to save the money up and buy these mad VHS players and recorders,” he laughed.

Mr Calleja pursued the same line at work while completing his Bachelor of Arts (Multimedia) at Victoria University, working as a facilities officer at Open Channel and filming and editing two Channel 31 shows, Pool TV and Regional Italian Cuisine.

In 2006, his physiotherapist asked him to help out with his computer and then referred him to Rio Tinto to film their safety and visitors inductions.

At the same time, Victoria University contacted him and asked him to film a promotional DVD on one of their courses.

It was a sink or swim moment, and Mr Callja decided to swim.

He took a loan out for a camera and set up RS Media from his parent’s Sunshine home.

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“I had a lot of help from a lot of the people I was working with,” Mr Calleja said.

“A lot of my clients were friends as well, and they taught me the ways. I think that by having good mentors, especially people that are older because they’ve got the experience.

“If you don’t have confidence in yourself, you don’t end up taking the next step.

“Doing this at this age is hard. I was dealing with Rio Tinto when I was 21. You’re walking into a professional setting and I had no idea how to be in a meeting.”

In 2008, he met a marketing professional who advised him to change his marketing, so he re-branded the business and named it Innovating Visuals.

The following year, he moved the business out of home and rented his own 30 square metre office in Keilor Rd, Essendon, and was also named the Victorian University Success Story for Multimedia.

It was then that he was introduced to Mr Camilleri through a mutual friend, who started coming in for some contract work and was taken on full-time this year.

The last year has been a big one for the company, with Mr Calleja filming a documentary on the 2010 World Cup in South Africa, and then going to Greece this year alongside the Four Diegos Media to film the Ionian International Cricket Schools Tournament.

“It was a big thing for me to go overseas and do my first international job, I think it’s really helped me to promote the business,” Mr Calleja said.

“It’s still early days, now that I have my first employee, it’s been great, because I’ve learnt how to manage the business better.

“Not only that, but he’s brought in his ideas about what I should do for the business, things that I’ve never thought of.

“Having two minds on board full time can do substantial things and I think we’ve done more in two or three months since he’s been here than what I’ve sometimes done in a year on my own. It’s amazing.”

Mr Calleja is now looking to move into a bigger office in Maribyrnong later this year and takes classes at Victoria University a couple of times a year.

He said there was a constant investment in equipment to keep Innovating Visuals ahead of the multimedia pack.

“Media is an extensive area. You have to keep up to date because it does reflect on your quality of work.

“I think putting your money back into the business is very important, especially in the early days.

“You really have to make sure you’re delivering quality and even though we’re getting all these jobs, it’s still early days, and it’s never-ending until you have 50-60 staff and even then, you have to manage those staff.

“It’s not all about making a profit for yourself, you’ve got to really look after your business and worry about that later.

“I think running the business from an early age gives you that freedom and possibility, because if you don’t have a mortgage behind you and that kind of stuff, you can put all your energy into the business.

“Running a business brings so much variety. I’d get bored if I had to do the same thing all the time and do a 9 to 5 job, I’d go crazy.” [BW]

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For more information, contact Esther Clark, Economic Development Officer on 9747 7200 or email: estherc@melton.vic.gov.au

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BUSINESS

Melton Mayor Justin Mammarella presents the Mayoral Achievement Award to Corrine Cole, right, and her sister Sheryl.

Picture: JOE MASTROANNI

BY CHARLENE GATT AS FAR as stereotypes go, Corinne Cole is not one who fits the bill.

The 30-year-old Melton woman is Director of Platinum Accounting and Taxation, a homebased accounting practice that has been running for the past five years.

Ms Cole is the first to admit that her youth has not always been an advantage in business, with a lot of people conjuring up images of balding middle aged men when they hear the word accountant.

IT ALL ADDS UP TO

“I don’t know if that image in people’s minds holds more credibility, and it shouldn’t, but people say to me ‘have you got enough experience? Are you educated enough?’

“People think that I’m younger than 30, which is a compliment on one hand, but at the same time it can be a hindrance because just to look at me, they think I don’t have the experience.

SUCCESSbusiness “I’ve always had that, I guess, prejudice, because people think I’m too young and don’t know what I’m doing. I’ve had to overcome that and that’s been a bit of a battle.”

news west

Operate a great business in Hobsons Bay?

Hobsons Bay Business Workshops

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

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

If you want to stay across current issues and network with fellow business colleagues, join a local traders’ association or business network. These groups are all like-minded business people whose focus is on improving their business and the region, why not join one today?

Our next workshop is all about Working with the Media.

Aiming to help businesses recognise the benefits of working with the media to better promote their business, the workshop will explore how to develop an effective story angle or ‘hook’ and reflect on tips and things to avoid when working with the media, this is a must for all businesses. To be held at The Substation, Newport on Wednesday, 29th June.

The Council operates a variety of workshops each month, focusing on a range of business topics.

For more information on all the workshops on offer, visit www.hobsonsbay.vic.gov.au/businessandtourism

Hobsons Bay Business Excellence Awards Nominations for the Hobsons Bay Business Excellence Awards 2011 will be open on Monday, 11th July. Whether you’re a first time entrant or defending your crown now is the time to register your interest for the awards, grab an information pack and sign up for an awards application workshop.

What a great opportunity to put your business on the radar.

Aiming to recognise and reward the best of local business, the awards are not to be missed.

Visit www.hobsonsbay.vic.gov.au/businessexcellence

Newsletter/e-Update The Council publishes a free quarterly business newsletter titled Business Works. You can register to receive this and our e-Update by sending an email to the address below, and if you have an idea for an article, we’d also love to hear from you.

Subscribe today!

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

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What’s new in the business community?

It’s a misconception that couldn’t be further from the truth.

Ms Cole started off doing a double degree in business and electrical engineering at the University of South Australia but soon realised she wasn’t enjoying the engineering side of things and instead completed her accounting degree.

She worked with other accounting practices before going out on her own at the tender age of 25.

“I was in an interview with one of my previous employers and he said ‘where do you see yourself in a year or two?’ and I said ‘running my own business’,” she remembers with a laugh.

“It was a bold move, and he said ‘okay, I’ll support you in getting to that point’.

“I was pretty lucky in that respect, a lot of people wouldn’t have that sort of support from their employer, they more or less probably wouldn’t give you a job.”

Ms Cole started up the business from her Camberwell home and built it up slowly before quitting her job and taking on Platinum fulltime.

She said taking the plunge had been a stressful experience.

“It was harder than I expected,” she said.

“I had a client base of small business clients that followed me when they found out

that I was moving, so that helped, and I guess word of mouth grew the business from that point.

“I soon realised the business runs you, you don’t run the business in that early phase. It requires more time than you imagine, it’s more than a full-time job.

“You learn a lot about marketing. You’re not just an accountant; you become a lot of different things. You become your own IT person, your own marketing person, all those things.

“You end up working outside of hours to catch up on your real work because you’ve got to stuff around with all that stuff during business hours.”

“You have to switch off. I don’t take calls after a certain time, or you might hear the phone ring in the office but you have to learn to say no and adhere to business hours.”

Ms Cole, who is currently completing her Masters in Accounting, hopes to eventually open up a commercial office within the Melton Shire, and even one day run multiple offices.

Her client base runs across Melbourne.

“I can’t say there’s a greater concentration of clients in any one place, but I’d like to grow it more in the West, given that this is where I choose to be located.”

In 2009, Ms Cole moved herself and the company to Melton, and her sister Sheryl, also a trained accountant, joined the business.

Ms Cole is a member of the Greater Melton Chamber of Commerce and the Women in Business Network. She is also trying to establish a BNI group within Melton.

“The prospects were better here – the growing population, I’m from Melton, I grew up here, so it was basically moving the business back home.”

Her hard work paid off recently, with Platinum receiving the Mayoral Achievement Award in the 2011 Powercor Melton Business Excellence Awards.

The business runs out of Ms Cole’s garage, which is separate from the house and has been transformed into an office.

“It was really exciting, it was a huge achievement,” she said.

“It (working from home) requires discipline, and I do have that discipline.

“It’s things like that that give you the motivation to keep going, because you start to wonder when things will start to happen and if the hard work’s going to pay off, and little things like that just give you that push to keep going forward.” [BW]

“I do leave the office to see business clients, and clients love that service, because they don’t have the time to leave their premises, so that’s how I get away from work.

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International Comedy Festival and Adelaide Fringe Festival and said Blah Blah was about creating more comedy venues across Melbourne.

e e on ar th ol… e h C ou Did y Rob and t u o ab VSKI re: Pictu AN JANE J DAM

“There are not enough opportunities for comedy spots in Melbourne,” Mr Cameron said.

“The Comic’s Lounge can hold 400, the Comedy Club can hold about 300, so that’s 700 people. Without us, on a Friday or Saturday night, there’s only room for about 700 people to watch the highest level of stand-up comedy. That is just ridiculous.”

The Blah Blah Comedy Club has already played host to some notable names, including Tom Gleeson, Dave O’Neil and Corinne Grant.

JOKE’S ON THEM

there was any interest in the area, before the pair took the plunge and opened the room in September last year.

“We looked at the room, we looked at the space, and we thought it was too good to be true,” Mr Cameron said.

“It’s the perfect comedy room. You need a few elements to make a room work – one is low ceilings to get that intimate feel, you need to be in a reasonably busy area, it’s close to town and it was a big enough space.”

Mr Cameron has featured at the Melbourne

“It’s been exciting, because we’ve found that we get a lot of support from people who are very excited in having a comedy club,” Mr Cameron said.

“Stand-up comedy has a reputation or a vibe that can be quite confronting for some people, you either love it or you hate it.

“The irony is that you get people that always go to the Melbourne International Comedy Festival, because they seem to see that as something different, but when it comes to the regular comedy nights, which is where all that comes from, people won’t come.”

The Blah Blah Comedy Club currently runs every Wednesday and Friday night, with the pair hoping to expand to three nights a week shortly.

Mr Gualpieri, who runs the stand-up comedy workshops every Tuesday night at the Comic’s Lounge in North Melbourne, encourages newcomers to try out the Wednesday open-mic night. [BW]

491306-JF50-10

BY CHARLENE GATT WHAT do you get when you put two funny men in Moonee Ponds? A burgeoning new live comedy venue.

Comedians Col Cameron and Rob Gualpieri have renovated the upstairs section of Solei Bar and Lounge on Mount Alexander Rd to create the Blah Blah Comedy Club, a 200seat room designed to bring top-line laughs to Melbourne’s North West.

Mr Gualpieri ran an open-mic comedy night downstairs for over a year to see if

Meanwhile, the club has also hosted Brad Oakes for the Melbourne International Comedy Festival as well as a heat of the Raw Comedy Festival.

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BUSINESS WEST

Rodpak General Manager Stephen Broadbent… looking for further opportunities.

Picture: KRISTIAN SCOTT

CRATE EXPECTATIONS

BY CHARLENE GATT IT STARTED out in a Hoppers Crossing backyard and has grown into one of the largest pallet manufacturers in the country.

Pallet professionals Rodpak produces about 200,000 pallets a year from its Hoppers Crossing plant alone and boasts warehouses across all the major capital cities in Australia, plus a packaging management business in Laverton.

Rodpak has most recently made its mark on the international market, selling into New Caledonia, Jakarta, New Zealand.

The business operates three streams – pallet and platform manufacturing, packaging management and supplying materials to the manufacturing industry.

It’s a far cry from its humble beginnings in the mid-80s.

Local fireman Kevin Roderick started up the business, then called Werribee Packaging, from his Hoppers Crossing backyard to try and make ends meet.

The business soon started picking up pace and by 1990 Mr Roderick turned Werribee Packaging into a full-time operation and changed the name to Rodpak.

He also hired his son Dean as a forklift driver.

“He was hard, but fair,” Dean said of his dad’s managerial skills.

“He had developed a very strong network;

not just through his work, but through some of his community work – he was a life member of the Surf Lifesaving Association and developed a really good network not only in Victoria, but around the country through that.

“It was a family business for a long time and we had a very cordial relationship, but it’s not an issue now, there’s no issues of conflict.”

“I think word of mouth for a small business like that was important, so we had a strong focus on quality of products and servicing clients.

During that time the business had moved from Kevin’s backyard to a Hoppers Crossing warehouse and then a custom-built site in Horne St, where the head office currently operates.

“He had a 24/7 approach to servicing clients and would often be called upon to enact throughout weekends, any time of the day.

General manager Stephen Broadbent has been with Rodpak for the past five years and said the business was looking at further opportunities interstate and overseas.

“He was happy to do that and would encourage the clients to feel comfortable in demanding that sort of service.”

“It was a very successful business in Kevin’s time, and Dean has developed it nationally, and with some international sales as well,” Mr Broadbent said.

In 1997, Rodpak opened its first interstate branch in Adelaide, followed by Sydney in 2000 and the rest of Australia’s capital cities in 2001.

At the same time Dean took over as Managing Director while Kevin took a backseat, advising his son until his death in 2005 from a lung condition.

“It was a pretty seamless transition,” Dean said. “Even though I joined the business as a forklift driver, I always had strategic input into the direction of the business, so it was pretty seamless.

“I didn’t just leave one night and come in the next day and take on the role, it was a pretty steady transition over a couple of years.

The business has continued to grow from strength to strength, enjoying a bumper year in 2008 when Rodpak won the Wyndham Business of the Year at around the same time it acquired Western Australian business Pinetec.

“That’s been a tough business to bring on board, but it’s really performing well now, we’re really pleased with it,” Dean said.

“We do (have more expansion plans), but we’re pretty discerning. Any future growth won’t be for the sake of it, it will be quite targeted and pretty well assessed.”

The business currently employs about 150 full-time equivalent staff across Australia. [BW]

BUSINESS WEST

17

Part 2 of a special Business West series

ELLENI BEREDED-SAMUEL ELLENI Bereded-Samuel was born in Ethiopia. She has focused her life’s work on strengthening education, training and employment for culturally and linguistically diverse communities in Australia.

She is the first African Commissioner for the Victorian Multicultural Commission and is on the Board of Directors of the Royal Women’s Hospital and chairs the Community Advisory & Diversity Committee. She is also on the Australian Social Inclusion Board and has been appointed to Board of Directors of SBS. Elleni was one of the recipients of the VU Vice-Chancellor’s Citations and Award for Outstanding Engagement with CALD communities in Australia.

She also received Victoria’s Premier Awards for Excellence in Multicultural Affairs – Education and Prime Minster International Year of Volunteers Award. Her name has been included on the Victorian Honour Roll of Women.

Elleni is also on the 2006 “Who is Who Australian Women” among 4000 remarkable women in Australia. In 2008, she was selected as one of 12 significant women in Victoria as part of 100 years of women’s suffrage reflection and celebration and also participated

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BUSINESS WEST

WOMEN of at the 2020 Summit. She won the 2008 Diversity@Work Individual Champion Award for Diversity and Inclusion, and was presented with her award by Sir Bob Geldof.

What problems have you encountered as a woman in business?

Yes, I have encountered a number of problems as a woman in business. Even if I do have a proper qualification and credentials I am often considered to be less suitable for the same job as a male with fewer qualifications. The culture of many businesses is dominated by male leaders.

I had a long and rough journey and made a lot of family sacrifices to be where I am today. My main challenge has been as a migrant woman from refugee background and from third world country - African heritage, the layers are very thick and I had to justify my ability consistently so people could see that I am doing OK! I could say there is little or no access for women in leadership positions and that it is very hard to break the glass ceiling.

Should the Federal Government legislate to have a quota of females in senior business positions?

Why/why not?

I believe that the Federal Government needs to give females a fair go - but probably not through quotas - in senior business positions. If I may quote Jean-Louis Barsoux, IMD article that “quotas are a bad answer to the wrong problem.

Because the lack of women on boards is a symptom, a consequence of huge underrepresentation of women at top executive levels. The proportion of female employees falls off dramatically at the higher reaches of corporate hierarchy.

And that is where organizations recruit the majority of future board members.”

There are plenty of smart and talented women in our society who are doing a fantastic job but they don’t want to be given promotion because of their gender but because they have earned it.

What is your advice to women climbing the career ladder?

For a woman to climb the career ladder requires a lot of late nights and early mornings or weekend commitments which take her away from family time.

My advice to women is to make sure your partner or your family shares your vision, understands what you do and where you would like to head off in your career. Without the support of your families it would be impossible to achieve much.

Start small and grow gradually.

Don’t be afraid to take risks.

Follow your dream. Grow your network. Have a good mentor - it could be male or female but very confident/exceptional male who gives you confidence in your ability.

What woman in business do you admire the most, and why?

There are a number of women in business I admire.

Angelique Kidjo, the UNCEF Goodwill Ambassador. She was appointed as one of the 14 Peace Ambassadors to support the implementation of the 2010 Year of Peace and Security program.

Dr. Jamber Tefere, the founder of the Integrated Holistic Approach Urban Development Project in Addis Ababa, Ethiopia who devoted her life in empowering the disadvantaged and marginalized people in Addis Ababa.

In politics, Joan Kirner, Nicola Roxon, Tanya Plibersek and of course our first female Prime Minister Julie Gillard and in business, Penny Armytage and Dr. Rhonda Galbally.

KATHRYN COOK KATHRYN Cook started as Chief Executive of Western Health in June 2007.

She began her career in health as a nurse and has progressively developed her management and leadership expertise through performing a diverse range of senior clinical, policy development and management roles in Australia and New Zealand.

During this time Kathryn continued her post-graduate studies. Having contributed to a major reform of New Zealand’s public health system, Kathryn moved from New Zealand to work for the Western Australia Department of Health in 2000.

In 2003, Kathryn took the opportunity to move to Victoria to take up a senior role in the Victorian Department of Human Services. She led a range of system-wide reforms including establishing new governance and accountability structures for public health services, and redesigning major service delivery programs.

As Chief Executive of Western Health, she continues to facilitate strong partnerships with government, communities, universities, other health services and local providers to support improved health and wellbeing outcomes for the people and communities of western Melbourne.

the WEST What problems have you encountered as a woman in business?

There’s probably one I’d share with many women that juggle both their career and their family life. As a mother of four daughters, there have been times it’s been difficult to feel that you’re being successful both as a wife and a mother, but also successful in the workplace. Sometimes you feel like you’re just getting by in all of those areas. I think that’s made me a better leader, because now there’s a whole range of women and men who are juggling their family commitments as well as their jobs. I’m very cognisant of that and we make a real effort to provide flexibility, for me to be personally supportive of people when they sometimes need to be more with their families than here at work, and we get back in spades.

On the professional front, there are times when I think it’s been lonely, particularly in the senior roles and as a Chief Executive, so it’s been really important to seek out support and to build relationships with other women who have similar roles. I’ve also had mentors, and I don’t think it matters whether those are men or women, who can help you to develop yourself as a leader.

You have to make tough decisions in this job and that’s expected of you, there are many challenges and the need to deliver the budget results, the need to deliver the performance targets. Sometimes I think when a women is making those tough decisions it can be perceived differently as when a man is being tough and decisive, and I think I’ve probably changed my style a little bit because of that. Apart from that, I think that I’ve been incredibly fortunate. I think that the positives have far outweighed any of the problems.

Should the Federal Government legislate to have a quota of females in senior business positions?

Why/why not?

I think there should be affirmative action that supports women to participate on boards, particularly because the progress has been so slow in this area. In recent years the number of women on boards, or the proportion of women on boards has deteriorated rather than improved.

I’m not sure that legislation is the way to achieve that, but I think there’s a whole range of actions that could be implemented to support women on boards. From my perspective, the boards that I’m on have benefited from having both women and men around the table who bring diverse views and different approaches in the way they consider and make their decisions.

What is your advice to women climbing the career ladder?

Be yourself. Be authentic.

Don’t try to be somebody that you aren’t. Retaining that inner integrity is really important.

Seek out mentors and take that advice. Don’t be in too much of a hurry to climb that ladder.

I think people who mentor you can help you to understand how experience can be gained laterally. I find a sense of humour invaluable, and not taking myself too seriously.

What woman in business do you admire the most, and why?

There’s a lot of women I admire, and the West is jam-packed with women you can admire.

I admire tremendously Terry Bracks and the work that she’s done to give a hand up to young people in the West to achieve their educational and career aspirations through the scholarship program that Western Chances offer.

I admire Susan Alberti and the contribution she makes in so many ways to support research into juvenile diabetes, together with her fellow Bulldogs board member Gaye Hamiliton, I think they’ve made a really strong stand on the expectations of attitudes and respect for women in board roles. Our local member Nicola Roxon as the Health Minister and Julia Gillard as the Prime Minister are women to admire for what they give to public service.

BARBARA McLURE Barbara has spent most of her working life in Melbourne’s West as an accountant, a banker, business advisor, consultant and teacher. She is a passionate advocate of the West and has arguably best the network and contact list. Circumstances have led to her pursing a range of employment options now which lead her from the board room, into businesses, to Victoria University and in recent years to the Middle East.

What problems have you encountered as a woman in business?

Not many. Early in my working life (quite a long time ago) there was the reaction from a number of managers along the lines of ‘my wife doesn’t work, she stays at home’. I’ve also been in jobs where I’ve really wanted

to advance but I’ve looked at the people above me, all men who weren’t going anywhere so it was me that made the move, out of the organisation.

No regrets!

Should the Federal Government legislate to have a quota of females in senior business positions?

Why/why not?

No. I believe that positions, including board membership, should be gained on merit, skills and expertise. People in these positions should also be business savvy, street smart and be good with people.

What is your advice to women climbing the career ladder?

■ Network, network, network.

■ From your contacts, build yourself a database.

■ Relationships will come from contacts and networking.

■ A mentor, outside of the business you are currently working in, will be invaluable as you move along your career path.

■ Know when to get out of a job that is not working for you.

■ The world is full of opportunities.

■ Be broad in your thinking.

■ Look for leaders who aren’t afraid to surround themselves with good people and encourage your professional and personal development.

What woman in business do you admire the most, and why?

I was in China last week and met a number of young women (and men) who work in this international environment. I suppose I really ‘envy’ and admire the experience they are building and the opportunities that will be available for them with this experience behind them. It is a big world out there!

BUSINESS WEST

19

BUILDING A FUTURE He moved to Melbourne with wife Narelle in 2002 and worked for other builders to get to know some tradespeople before stepping out on his own and starting DM Urban Projects about three years ago.

Mr McDonald renovated their first house in Frederick St before the couple and their two kids Eva, 5, and Callum, 3, moved into Powell St. “A lot of clients like to know where I live, they know where my kids go to school and they know I’m going to be around for a long time.

“It gives them a bit more comfort that I’m not a PO Box builder, that I’m a local living at the heart of it. People come around quite often and we sit down and talk about the job.

BY CHARLENE GATT A MAN’S home is his castle, according to The Castle’s Darryl Kerrigan.

For Doug McDonald, his Victorian-style home in Yarraville is also free advertising.

The registered builder, whose business DM Urban Projects does extensions and renovations on Victorian and Edwardian-style homes, has seen business jump in leaps and bounds since renovating his Powell St home more than a year ago.

this house was the front wall, that was the only original thing.

“The rest of it had been eaten out by termites, so I had to pretty much gut it and rebuild it and everyone saw the building going on and I got inundated with people calling up to do work.

“The business was still running, so any spare time I had on my hands I had the boys over here. We did it over Christmas 2009-10.

I spent many a late night painting.

“Melbourne has been really good for me, because it’s full of old homes, especially in the western suburbs – there’s an endless supply,” he said.

“We’ve tried to keep it all in the old style, a lot of people do old in the front and modern down the back, but we’ve tried to keep it all one style.”

“When I renovated this house, it was like a Yellow Pages ad for me, people would stop every day and take photos.

Mr McDonald kicked off his carpentry career when he finished his apprenticeship in Wellington, New Zealand, and started doing renovations and extensions on his own.

“Having Yarraville West Primary School across the road has also been great (advertising).

“The only thing that pretty much stayed in

His focus soon turned to restoring old and dilapidated buildings, and in 1995 he travelled around the world and subsequently spent a few years in London doing similar work.

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BUSINESS WEST

“I’m a little more personalised, and that’s how I like it. I don’t want to grow any bigger, I like the size that we are now. We can keep the clients happy, do good jobs and keep my reputation up.”

Mr McDonald hires two apprentices, five carpenters and a labourer and ensures there are two carpenters on the same job from start to finish.

DM Urban Projects works on about 12 houses a year. When Business West spoke with Mr McDonald, he had jobs going in Yarraville, Newport, and Williamstown.

One of his more interesting jobs is restoring the old Grove Private Hospital in Yarraville and building an extension to create a family home.

He has also done work in Albert Park, Richmond, Ivanhoe.

Mr McDonald also works with his brother Angus, who runs DM Urban Architecture from Wellington and comes to Melbourne every four to six weeks to go through drawings and liaise with clients.” [BW]

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FLYING

HiGH

BY CHARLENE GATT SHE’S the former flight attendant who has gone from living in hotels to running her own chain of self-contained rooms and apartments.

Team environment… Wendy Lakeman, right, with staffer Lori La Rocca.

Picture: SARAH MATRAY

And Amawind director Wendy Lakeman just loves it.

that same year and then Amawind was born in September 2002.

Ms Lakeman, who had been with Qantas for over 10 years, gave up her high-flying job over a decade ago when she was diagnosed with cervical cancer.

“I used to live in hotels all around the world, and I went from living in hotels to scrubbing the loo.

“I started getting more familiar with, instead of five-star hotels, B&Bs. I thought they were lovely,” she said.

“Initially, we got to 10, and then we got up to 35 and then it was 60, it was quite phenomenal with how quickly it grew.

“I was always a little bit entrepreneurial and buying and selling properties.

“I was down here for holidays one Christmas (in 2000) and I saw this absolutely fabulous home in Ferguson St that I thought would make a brilliant B&B.

“As we were building the foundations of the business, you start to name the different areas – housekeeping, administration, marketing, booking – while initially I was doing a lot of those areas, as we grew I started to be able to pass the hats off.”

“My partner and I co-ordinated that and I moved down in July and spent about five months renovating that and launched the B&B, and then I launched into self-contained

Today, Amawind has around 65 properties across Williamstown, Werribee, Newport and the Gold Coast, and boasts a steady 87-95 per cent occupancy rate.

Also, all of her staff are women – except for the handymen.

“It’s very much a team environment,” Ms Lakeman said.

“I’m not into being a dictator, as the director I need to be a helicopter and have a good overview of the business, but each person has their own ownership of their area and they need to perform.

“I would say our success if definitely attributed to the team, we have a fantastic team that have been with us and growing for about five years now.

“We’ve established fantastic systems that allow us to present the business in a fantastic light.”

The hard work has paid off, with Amawind receiving the Star Women in Business Award for Tourism and Hospitality in 2009 and 2010. The company also took out the 2009 Hotel, Motel and Accommodation Association award in the standard accommodation category. [BW]

523163-SH24-11

It was here that she also started work in short-term accommodation.

“When I set up the B&Bs, I was ironing sheets, I was cleaning bathrooms, scrubbing loos, and I thought ‘what am I doing?’

But as you get a little bit successful, a little bit more clientele, you can start passing on the jobs and focus on the important areas like getting clients in and getting your marketing together.

She spent the first year undergoing treatment and recovery and then took on a range of courses – including computer, real estate and food and wine – while living in the Hunter Valley.

Ms Lakeman said Amawind’s unique selling points included offering pet-friendly accommodation and virtual check-ins.

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BUSINESS WEST

21

STRATEGIES

HOW TO CLOSE THAT

SALE

WHY IS CLOSING A SALE SO SCARY? AS a sales coach I have seen hundreds of fantastic salespeople and business owners spend hours of their time with customers only to be told “let me think about it”, which has become code for “no thank you”.

MATTHEW POLLARD was the winner of the Young Achiever Award in 2007, as well as a number of sales and sales management awards.

He began an independent telecommunications brokerage that spread nationally in 3 years, turning over more than $4 million per annum. Now he’s created a sales method for Pollard Institute that has seen over 1500 students enrolled into a government funded sales or business course in less than 2 years.

He can be contacted on 9336 4079.

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BUSINESS WEST

This is sometimes because the product doesn’t fit the client’s needs, sometimes due to price, but most often I find it comes down to the salesperson’s inability to ask for the sale. Instead salespeople continue to talk and ask questions in the hope that the customer will eventually say: “So how do we get started?” The fact is, this generally doesn’t happen, and until salespeople learn to take initiative and ask for the sale, they will always struggle to make ends meet.

Asking for the sale can be seen as the scary part of the transaction, particularly for the novice salesperson. A good way to move through the fear is to have a few simple scripted lines or strategies up your sleeve to choose from when you can see the sale is at arm’s length. Making these simple lines just another part of your standard sales process is the key to removing the fear. Keep in mind - most prospects want you to initiate closing the sale, as it takes the pressure off them.

Picking the right close is like picking the right golf club, you must learn how to make the choice through intuition of the situation in conjunction with trial and error. The strategy you use will depend on a number of factors including: how the sales process has gone so far, the relationship you have with the prospect, how much you know about the prospect’s need and ability to purchase, and any external timelines or other factors that are in place.

These four closing strategies are simple, strong – and they work!

1. THE ASK STRATEGY “So… are you ready to go ahead today?”

2. THE CONSENT STRATEGY “Great, if you can just put your information down here we can get started.”

3. THE ASSUMPTIVE STRATEGY “Fantastic, what we need to do now is just get your details down here.”

4. THE ALTERNATIVE CHOICE STRATEGY “Now, would next Thursday or Friday be best suited for me to come out and get this done for you?”

You will notice that the statements are very specific in their language. Specific questions elicit specific answers. You will find out immediately if the customer is ready to purchase. If not, remember, a no is not necessarily a no, it’s usually a request for more information. The questions will help you identify if you need to provide further evidence or if this product is not the right fit for the customer.

Your attitude during the close of a sale is crucial.

It’s important that you don’t come across as either pushy or desperate but indifferent. This is not the last sale you will ever make. A customer needs to feel that you are completely confident in the ability of your product or service to solve their problem.

They need to make their purchase decision based on internalizing that awareness – not feeling pushed or coerced into it.

Summary: Fear is the main reason that so many talented salespeople fail to close a sale. Have your closing strategy worked out, stick to a simple script line, deliver it with confidence and you will see rapid improvements in your ability to close.

STRATEGIES

PROTECT

YOUR ASSETS Often small businesses are structured in a way that primarily minimises their taxation liability, overlooking the need for structuring around asset protection. However structuring your financial affairs to ensure optimal asset protection should be, just as, if not more important when running a business as tax minimalisation strategies.

SO WHAT IS ASSET PROTECTION AND WHY IS IT SO IMPORTANT FOR SMALL BUSINESS TO PROTECT THEIR ASSETS? First asset protection refers to the mechanisms of insulating or protecting one’s wealth from litigation by reducing exposure or risk to those assets.

Unfortunately the plight of the small business owner is that a large amount of the family wealth is very much entwined in the fortunes of the business. The lifestyle that they may have become accustomed to is dependent on the success of their business. Many small business owners have used their personal assets, such as their family home as security by the bank to help fund business operations and cash flow. Furthermore small business owners may have signed personal guarantees to obtain finance or credit from suppliers. If it all went wrong not only are the business assets at risk but also the business owners personal assets.

SO WHAT CAN BE DONE TO ENSURE BUSINESS OWNERS PROTECT THEIR WEALTH? There are a number of different levels of asset protection. The first level of asset protection refers to not taking any unnecessary risks in running their business. It is important for business owners to ensure they comply with various statutory and legal requirements such as complying with Occupational Health and Safety, and Work Safe requirements to name just a few. Having the business procedures and staff properly trained to comply with such statutory regulations will minimise exposure to such risk.

The second level of asset protection risk refers to having the appropriate insurance in place. Not only should businesses have business and public liability insurance, but should also consider having personal insurance in the event that they are injured or die.

While many business owners’ wealth is entwined in their business, the running of the business is totally dependent on them being there. Therefore if the business owner was to suffer from illness or death the entire family wealth could be at risk.

The final level of asset protection refers to structure. It is important that the risks associated with running a business are isolated from other personal assets. For this reason many businesses are run through proprietary limited companies. Apart from the goodwill of the business, these companies own very little other assets. In the event the business is sued, assets held outside of the company are protected in many cases from the creditor. However, the director of that company could also be sued in certain circumstances. Therefore it is important the director of the company does not physically own assets in their personal name either.

The family home should not be held in the name of the director of a company, instead it is owned by the spouse or within an entity that is not at risk. Similarly, where a small business owner owns property or any other business assets, a degree of protection is provided where these assets are held in different entities that do not operate the business.

In should be noted that any asset protection strategy needs to be tempered with various clawback provisions by the Bankruptcy Act. For example, if a director transfers assets to his spouse the day before being declared bankrupt, the Bankruptcy Act will clawback any such assets.

It is therefore important that any business structure is established correctly and with detailed thought long before any issue may arise, to protect the assets of the both the business and any personal assets. So, are you protected?

FABIO CAMMARANO is a partner at Collins & Co and heads up the Business Valuations and Structuring division.

He is a Fellow of CPA Australia with over 15 years experience in public practice, providing tax and business advice to his clients.

He advises small and medium sized business ranging in turnover from $500k to $100m. Fabio joined Collins & Co in 1995 and became partner of the firm in 2008.

Fabio can be contacted at Collins & Co on 9680 1000.

BUSINESS WEST

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Business Valuations GETTING THE MOST OUT OF

SELLING YOUR BUSiNESS HAVING spent time conducting due diligences, making price recommendations and involved with negotiations on behalf of a multinational organisation, there are a few tips I can offer to business owners.

It is important to have a firm grasp of negotiation tactics and methods for maximising the price of your business when selling to a larger competitor.

Dominate a niche or market segment in your industry.

Holding an advantageous position in a market niche or segment provides you with leverage when negotiating the price of your business.

How the dominant position helps is it forces the buyer to pay a premium to enter the space that you hold, moving the suitor away from cold hard numbers.

If approached by a larger established organisation, don’t be surprised if the buyer is not interested in buying the assets and infrastructure your business has as they may already have their own.

What the buyer may want is your client base and the market share that comes with consolidating your business into theirs.

Having a dominant position in a particular geographical market or product line can force the buyer to make a strategic

purchase, moving the price up from pure calculated cash flows.

Ensure your accounts are clear and discernable for your prospective buyer.

It is imperative that when the prospective buyer conducts the due diligence, they can understand and identify your cost structures.

Having the buyer understand your cost structures will allow them to identify synergies and costs savings.

The potential synergies and costs savings increases the value of your business to the buyer.

It is important that you as the seller also understands the potential synergies from a negotiation perspective, as the buyer will not point them out for you.

Having a general ledger set up aligned to your operational structure and the appropriate systems and processes in place will give the buyer confidence in your business as a going concern, as a result lower the risk for the buyer and increase the value of your business.

Ensure you are across any contingent liabilities associated with your business as a going concern.

Many small to medium sized business do not have all liabilities accounted for.

Christopher Catto – Director Putney Breeze Business Advisors Be aware that your potential buyer may use the absence of items including and not limited to; annual and long service leave provisions, unpaid super contributions, any continuing or pending workcover claims and make good provisions on property or equipment, as a tool to leverage down the price for your business.

Understanding your buyer’s motivation and level of sophistication will greatly assist your negotiating position when preparing for the sale of your business.

Putney Breeze is here to improve your cash at bank by implementing techniques refined in leading global organisations.

Get clarity on your cost structures and increase the profitability of your products, projects or service contracts through Putney Breeze. Let Putney Breeze help you take the business in the direction you want; whether that is growth, consolidation or preparation for sale.

focused on financial performance.

Tel. 03 9395 1118

Email. contact@putneybreeze.com.au

www.putneybreeze.com.au

523166-SH22-11

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BUSINESS WEST

A BUSiNESS WEST PROMOTIONAL FEATURE

DO YOU KNOW THE VALUE OF YOUR BUSiNESS? UNDERSTANDING the value of your business (or interest) prior to entering negotiations with a potential buyer can greatly improve the transparency of the process and ultimately of achieving a higher sale price!

A formal business valuation can be helpful to existing or potential business owners for a number of reasons, including buysell negotiations. In addition, a valuation may assist with: succession planning – to prepare or enable a divestment or transfer of ownership capital, balance sheet or shareholder value management – for strategic decision making or balance sheet management purposes purchase price accounting and impairment testing determining company income tax position (such as capital gains tax) as a result of tax consolidation or restructuring division of property for family law purposes commercial litigation including shareholder and partner disputes.

The process for assessing the value of a business reflects: the context of the valuation (as described above) the status of the business or interest in the business (such as shares) the likelihood that a transaction will occur.

The valuation approach can be dictated by the context of the valuation, particularly in relation to family law situations, where the interests of the parties involved are most relevant.

The status refers to whether the business is trading and profitable or expected to be profitable in future. Clearly, the value of an

Lachie McColl, Senior Manager, Valuations & Business Transactions, WHK, Western Victoria operating business will be greater than the value of a business which is insolvent and forced into liquidation.

Typically, a valuation is based on an impending transaction or shareholder event between two or more parties. The likelihood that a transaction will occur, among other things, results from the liquidity, marketability, business prospects, the perceived investment risk and the proportion of the company interest available for trade (controlling or minority interest).

For instance, transactions of small private businesses usually have a limited number of buyers and sellers, therefore restricting the marketability and value of the shares in the business.

The business value may or may not be

equivalent to the actual price achieved in a transaction.

This will depend on the valuation context and the relevance of any unique circumstances of the potential buyer or seller.

As they say “price is what you pay, value is what you get.�

A valuation reflects the future expectation for a particular business at a point in time.

Unfortunately we do not possess the crystal ball to accurately determine whether the expectation will be met.

As a result, the valuation of a business involves a little art and a little science in order to assess the likelihood of future events.

The science includes analysing the historic financial performance of the business and undertaking research with respect to comparable companies by which a benchmark for future performance can be estimated.

This is similar to the way a property valuer would use recent property sales in a particular area to estimate the value of a new property to market.

The art involves judgement based on experience.

It is rare for two valuers to derive the same opinion of value.

To paraphrase a common proverb, we do not know the worth of the water until the well is dry.

That is, we do not know the true value of a business until after the transaction or event.

418011-SH22-11

better advice for a better life

Business Valuations L1, 200 Malop Street Geelong Vic 3220 T: 5224 7700 geelong@whk.com.au L1, 72 The Terrace Ocean Grove Vic 3226 T: 5255 5077 oceangrove@whk.com.au

The value of your business is critical for making an informed and timely business decision – whether its a partnership, trust, an ownership interest (such as shares) or intangible assets.

To discuss your business valuation needs call Lachie McColl on 5224 7700.

Liability limited by a scheme approved under Professional Standards Legislation other than for the acts or

!"#

BUSINESS WEST

25

OH&S

A BUSiNESS WEST PROMOTIONAL FEATURE

MAKE HEALTH AND SAFETY WORK FOR YOUR BUSiNESS The following suggestions will help to improve occupational health and safety (OH&S) performance and reduce business costs.

MANAGEMENT Position descriptions for managers and supervisors should include OH&S responsibilities and Key Performance Indicators that raise OH&S awareness and performance.

Develop a simple safety management system relevant to your workplace.

Prepare safe operating procedures for all higher risk activities.

STRATEGIC PLANNING Establish an OH&S Strategic Improvement Plan including timeframes, performance measures and accountabilities.

Ensure access to competent OH&S advice eg: from ‘Find an OH&S Professional’.

REPORTING Ensure senior management meetings include OH&S reporting of measures such as inspections, training, hazard management, incidents and WorkCover premium and claims statistics.

SUPERVISION AND TRAINING Ensure managers and supervisors have practical OH&S skills including: risk management, safe systems of work, consultation, incident reporting and issue resolution.

Managers and supervisors also require training and information about contemporary OH&S management and their obligations in directing the work of others.

Ensure all workers are trained and competent to work safely.

CONSULTATION OH&S consultation obligations must be fully implemented.

This may include Health and Safety Representatives and Safety Committees.

HAZARD IDENTIFICATION AND MANAGEMENT Review all higher risk activities and controls, schedule and implement workplace inspections to identify hazards and monitor risk controls.

Utilise checklists tailored to your workplace.

Opportunities for improvement should be documented, allocated, prioritised and

followed up to ensure controls are working as intended.

Conduct emergency evacuation drills and maintain records.

INJURY MANAGEMENT Your Return to Work Policy should include employer and employee obligations. Include it in induction training and maintain records.

Ensure all injuries are promptly reported and followed up.

Ensure the Return to Work Coordinator (needed if remuneration is >$2 million) has regular case management reviews with the insurer and reports performance.

CHANGES TO OH&S LEGISLATION The proposed Work Health and Safety Act will begin on 1 January 2012.

Jon Temby and Associates Pty Ltd are assisting business to prepare for these changes now.

Some significant changes include: Due Diligence for Officers of the organisation; having an appropriate organisational structure, processes and reporting; OH&S Consultation, Cooperation and Coordination.

Breaches of the Act attract significant penalties.

JJON ON TEMBY Grad Dip OHM, Cert 4 TAE, Grad Dip Admin (Edu), Grad Dip Ed, ARMIT, AIMM ,FSIA, RSP. JJon on is a National Board member of the peak professional safety organisation, the Safety Institute of Australia (SIA).

He H e is aalso on its National Technical Panel and Organisational Excellence Committee.

Jon Tem Temby and Associates provide health and safety consultancy, including risk management, contractor management, site ass assessments, training and support. Jon can be contacted on: 0439 441 264 or email: jon.temby@gmail.com

Jon Temby and Associates Pty Ltd Health and Safety Management Services ABN 89 149 397 893

Jon Temby, Director Jon Temby and Associates provide practical assistance tailored to your business needs to improve OHS performance including: • Strategic Planning and Review • Hazard Identification and Risk Management • Incident Investigation and Expert Witness • Operational Assessment and Review • Management Coaching • Organisational Culture • Training and Development • Systems Development and Auditing • WorkCover Premium Control Give Jon a call to discuss the OHS performance improvement you need.

Mobile: 0439 441 264 Email: jon.temby@gmail.com

Save this OHS contact for your future reference 26

BUSINESS WEST

523171-SH24-11

Grad Dip Occupational Hazard Management, Cert 4 TAE, FSIA, RSP, AIMM

Commercial Property

A BUSiNESS WEST PROMOTIONAL FEATURE

FOCUS ON SERViCE FAMILY owned boutique office, CPN Commercial Group is servicing all of Melbourne from their office in Avondale Heights.

CPN Commercial Group handles sales in commercial, industrial, business, land/ development sites, offices, investments and retail.

They also take care of the leasing and management of commercial, industrial, offices and retail “We are specialists in commercial leasing, management and sales, with a focus on personalised management for our clients,” said managing director Nick Daris.

Nick Daris has worked in the real estate industry since 1969 and while his business predominately surrounded residential, he also spend a lot of his time servicing his commercial clients, and kept on the same focus throughout his career.

It wasn’t until 2006 that, together with his

that allowed all clients across Melbourne to son Peter (now director), daughter Kaliopi have an accessible commercial agent that and wife Voula, that he decided to shift the could provide personalised service to them. focus on commercial and offer a specialised and unique service in an industry that is CPN Commercial Group Pty Ltd is always changing. located at 33 Military Road Avondale Heights. Phone 9318 2233 for more Now, CPN has a substantial client base with information. Open Monday to Friday a portfolio spreading right across Melbourne.

“The shift to concentrate and specialise in one field has helped CPN cement its position in the commercial and industrial division in Melbourne, with its home base in the north west,” said Nick.

Today CPN commercial group has identified a niche for themselves in the commercial real estate market in the northwest and is fast gaining recognition across Melbourne as experts in commercial sales and leasing.

The CPN team: Kaliopi, Nick, Peter and Voula.

It was their vision to bring a local brand of commercial agent to the suburbs

For your commercial property sales and leasing needs, don’t go to town; we’re right next door.

p 03 9318 2233 f 03 9318 2277 e info@cpncg.com.au 33 Military Road, Avondale Heights, VIC, 3034 visit us online at www.cpncg.com.au 523169-SH22-11

BUSINESS WEST

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SMALL TALK MORELAND STREET

QENOS

THE State Government has green lighted a 25-storey apartment block in Footscray’s Josephs Rd precinct.

QENOS has opened state-of-the-art production facilities at its Altona site, enabling the production of a world-leading resin to be used to locally manufacture pipes.

State Planning minister Matthew Guy has approved the construction of a $90 million development that will comprise a 25 storey residential building, including 222 one, two and three bedroom apartments, 151 car parking spaces, a proposed café and restaurant and retail space.

The development, which fronts Moreland St, stands more than double the 12-storey limit recommended by Maribyrnong City Council’s Skyline Study.

Mr Guy said the development’s approval was a sign of the Victorian Coalition Government’s commitment to increasing housing supply to help Melbourne respond to population growth.

“After considering comments from Maribyrnong City Council and the community, I am satisfied the development complements the role and function of the Footscray Activities Area,” Mr Guy said.

“I believe that this permit may also be a much-needed catalyst to progress development in the Joseph Road precinct and the broader Footscray Activities Area.”

“

The development complements the role and function of the Footscray Activities Area...

ACCIDENT A MAN has died in an industrial accident at Nufarm’s Laverton factory.

It is believed the worker was working on an exterior pipeline at the factory last month when a flange broke spraying him with a toxic chemical.

The man, aged in his 50s, ingested some of the acid based solvent and died at the scene.

Four other men, who were affected by the chemical after assisting the dying man, were transported to hospital for treatment.

Police and Work Safe investigators will prepare a report for the coroner.

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BUSINESS WEST

The facilities are part of a $195 million plantwide upgrade to expand and modernise its Altona manufacturing site.

Minister for Manufacturing, Exports and Trade Richard Dalla-Riva said these innovative technologies would enable Qenos to meet growing market needs and double the current pipe resin manufacturing capability.

Mr Dalla-Riva said the new facilities will enable Qenos to ultimately double the amount of polyethelyne pipe resin manufacturing at the Altona site, positioning the company to supply growing demand from the water and mining industries.

“This will keep Victoria and Australia at the cutting edge of technology development for downstream suppliers and meet the challenges from overseas suppliers in the production of advanced technology plastics,” he said.

RRL FOOTSCRAY train station is tipped to become a bottleneck for commuters come July when the State Government shuts down half of the Sydenham line for Regional Rail Link works.

The State Government has announced plans to close the Sydenham line between Albion and Footscray train stations between 1 and 18 July, the term two school holidays, to realign train tracks as part of the Regional Rail Link.

Metro Trains will also use the time to conduct maintenance works to tracks, overhead wiring, platforms, bridges and drainage.

Express buses will run between Albion and Flemington Racecourse stations and between Sunshine and Flemington Racecourse stations, where dedicated trains will take commuters to the City Loop.

There will also be buses stopping at all stations between Sunshine and Footscray, where commuters can catch a train at Footscray train station on the Werribee, Williamstown or Laverton train lines.

SMALL TALK FRONIUS FRONIUS International GmbH has set up shop in Tullamarine.

The company opened its new solar electronics sales subsidiary in May because of the marked growth of the Australian solar market.

Twelve employees will initially work in the new subsidiary, which will also have its own service centre in addition to sales and storage areas.

“

The international technology company is one of Australia’s top three providers of solar inverters.

This type of insurance cover is considered good business practice...

TAX REGISTERED tax and BAS agents must have professional indemnity insurance (PII) from 1 July that meets the Tax Practitioners Board’s minimum requirements.

TPB Chair Dale Boucher reminded all registered tax and BAS agents that they needed to notify the board of their PII coverage arrangements by the end of the financial year.

“As with many professions in our community this type of insurance cover is considered good business practice,” he said.

“Consumers, by and large, expect this type of cover when paying for professional services, whether this is for tax advice, Business Activity Statement (BAS) services or other advice.”

A letter and written notice have been posted to all registered agents asking them to notify the TPB of their PII coverage arrangements.

A PII online notification form is available at www.tpb.gov.au

TRUCKING K&S Freighters employee Simon Skazlic was named a finalist at the recent National Trucking Industry Awards.

Mr Skazlic joined the trucking industry and Truganina’s K&S Freighters more than 20 years ago as the company’s Victorian Administration Manager.

The Fronius team is seen here with Managing Director David Hart, front centre.

POLARIS

AGE

BRIMBANK City Council has approved the development of the $200 million Polaris Victoria Data Centre for Derrimut.

AGE discrimination is alive and well in the workplace according to a new report by National Seniors Australia.

Construction is expected to start on the 1.2 hectare site in July. The facility is expected to be used by major banks, government bodies and agencies as well as public and private companies.

The Elephant in the Room revealed that while the 2004 federal age discrimination laws were meant to help older workers, in some ways they had made it more difficult.

“It is envisaged that the location of this facility within the municipality will have both direct and indirect benefits to the community by means of attracting investment to the area,” Brimbank chair of administrators Peter Lewinsky said.

“The form of the development is an efficient use of the highly valued industrial site on which the facility is to be located.”

“With the age discrimination laws in place, employers are now much more sophisticated in how they exclude older workers,” National Seniors chief executive Michael O’Neill said.

He was appointed as its first General Manager Compliance in 2007 and then as its General Manager OHS&E and Compliance in 2010.

Mr Skazlic has been a member of the ATA General Council for 13 years, and has worked on a series of industry initiatives including the negotiation of the driver fatigue reforms and the development of a scorecard to help companies manage their greenhouse and energy reporting obligations.

He also led the LUEZ (loading, unloading exclusion zone) Steering Committee which has developed best practice guidelines for reducing accidents during vehicle loading and unloading.

“For example they may use recruitment agencies to screen applicants, employ code terms such as “overqualified” or frame advertisements denoting youth”.

“And then, surprisingly in this day and age, there are still those employers who just come out and say ‘you’re too old’”.

“Negative stereotypes of older workers have been around for decades. The world has moved on. It’s time for the people who judge a person’s ability by their age to realise they’re the ones out of date.”

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Q&A ANNA HANCOX is a business owner with 15 years’ experience in marketing, consulting and training across a range of industried, from telcos to financial and professional services, retail and government.

WHAT WAS YOUR FIRST JOB, AND WHAT SKILLS DID IT GIVE YOU TO GET YOU WHERE YOU ARE TODAY? I initially did an Applied Science degree and worked in this area for a couple of years. I knew deep down it was not for me, however I guess at the age of 22, who really knows what they want.

I do believe all happens as it is meant to and every job I have had along the way has taught me something. My first job was at Moonee Valley City Council and I believe was all about confidence and finding my way in the big bad world. Lucky for me I had great support.

WHAT HAS RUNNING THE BUSINESS TAUGHT YOU? Where do I start? I have learnt so much about myself and who I am, how I deal with people and how I can improve. The first challenge about being in business is about getting over yourself.

While you have personal blocks your business won’t move forward. On the flip side, all I can say is wow, starting your own business is a very steep learning curve. I do really believe that you need to get your systems and processes right in your business to grow your business. This will only happen when you start working on your business rather than in your business.

WHAT WAS THE LIGHT BULB MOMENT BEHIND THE BUSINESS BOOTIQUE? I really don’t believe there was one light bulb moment, being in business is about continuous learning and having continuous light bulb moments. If I wasn’t learning I believe I’m not moving forward. If I look back to when I started my business I have probably lost count of how many light bulb moments I have had.

SOCIAL MEDIA IS FAST BECOMING AN IMPORTANT MARKETING TOOL. HOW CAN BUSINESSES USE SOCIAL MEDIA TO THEIR ADVANTAGE? Social media is absolutely the place to be. If you’re not on it you will be left behind especially in business. I do feel that social media is about connections, just like you go to networking events, this is just online. Businesses need to remember that is exactly what social media is about connection, so it’s not the place to sell but rather educate, build your brand, be heard (make comments).

If you provide value to your followers then they will want to find out more about you and will come to you. It’s a much better way of doing business.

Anna Hancox… staying focused.

Picture: DAMJAN JANEVSKI

YOU’RE A SELF-CONFESSED HEALTH NUT. WHAT IS YOUR FAVOURITE FORM OF EXERCISE AND WHY? Yep, I am a total health nut and have been for years. What I have learnt more recently is to have balance in all areas of my life including exercise. It’s about enjoying the moment rather than just going through the motions.

I go to a local gym, it’s like a local community, love it!

IF YOU COULD GIVE ONE PIECE OF ADVICE TO AN ENTREPRENEUR STARTING UP A BUSINESS, WHAT WOULD IT BE? Be clear on your business model before you go to market, have some funds behind you, believe you can do it and hang around with successful business owners. And most importantly don’t believe you can do everything yourself because you can’t.

Learn to outsource.

WHY DID YOU JOIN THE WOMEN IN BUSINESS NETWORK? I liked the culture, the energy and people I had been exposed to from networking events I had attended.

WHAT ARE YOUR TOP TWO NETWORKING TIPS? Go up and introduce yourself to people, I can guarantee they feel just as hesitant as you to approach you.

Only give your business card to someone when they ask for it, don’t just automatically give it to people.

WHAT IS YOUR BUSINESS MANTRA? Keep moving forward and stay focused.

IF YOU HAD TO INVITE FIVE PEOPLE TO A BUSINESS LUNCHEON, WHO WOULD IT BE? I like to stay grounded, so I would be happy to have lunch with local successful business owners.

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AAFTER FTER HHOURS OURS

2 BUSINESS OF THE YEAR. And the winner is… UFS Dispensaries.

From the left: Nil Fagalilo, Doug Prentice, Helen Powderly and Victor Van.

2011 MELTON POWERCOR BUSINESS EXCELLENCE AWARDS

MELTON’S

BIG NiGHT

3

4

5

2. Best Franchise – Nando’s Caroline Springs’ Sathie and Neville Govende.

3. Best Trade and Construction Business – Ted and Michelle Carvani of Exclusive Homes.

4. Best Hospitality and Tourism – Tabcorp Park’s Matthew Duddington, Megan Sharp, Jennifer Sciberras and Raylene Day. 5. Apprentice of the Year – Samantha Vella (YouthNow) with Mayor Justin Mammarella.

Pictures: JOE MASTROIANNI

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AFTER HOURS

PANEL NiGHT

1

1. Hobsons Bay Business Award winners Stuart Morrison (NQX Freight Systems), Jarrod Sanfillipo (Burbank Homes) with Paz Group’s Mario Siketa and Claudio Paz share winning secrets.

2. Tracy the Placement People’s Deleine Gavin Cox, Georgia Tainton, Luke Day and Sarah Melville.

3. Panel moderator Tanya Lacey from Intercept.

2

Pictures: NICOLE SULTANA

3

HOBSONS BAY BUSINESS CONNECTIONS

DOWN TO BUSiNESS 2

3

GREATER MELTON CHAMBER OF COMMERCE BREAKFAST

1

1. Bunnings Melton Manager Travis Patchett with Activity Organiser Val Turner.

2. Joanne Camilleri from Telstra West with Adam Scott.

3. Ollie Tabone from Practical Solutions with John Hayes, of Ballarat University.

4. Chamber President Mary Todorov.

Pictures: JOE MASTROIANNI

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BUSINESS WEST

4

AFTER HOURS

KPMG partner and demographer Bernard Salt presenting the inaugural Chancellor’s Lecture, talks about the surge West.

VICTORIA UNIVERSITY CHANCELLOR’S LECTURE

Picture: TIMOTHY BURGESS

Geoff Steer with guest speaker Chris Caton from BT Financial Group and Nine’s Brett McLeod, host of the Matthews Steer Breakfast at Ascot House.

MATTHEWS STEER BREAKFAST

2

3

4

2. Darren Bell of Techno Phobia with Des Benjamin from Triox Pty Ltd. 3. Paul Zielke (Matthews Steer) with Charles Khallouf (Quality Pharmacy Group) and Peter Weda (Weda Property).

4. Accountants Pauline Marra, Alex Clausen, Kathy Luo and Maria Gavriel, from Matthews Steer.

Pictures: NICOLE SULTANA

BUSINESS WEST

33

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

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

MICKS LINEMARKING 5 Lawn Crescent, Braybrook 0408 999 643 Specialising in line marking for car parks, arrows, safety lines, numbering, litter bins, computer cut lettering and safety signs.

PAULA’S CHOICE (AUST) PTY LTD Unit 10/22-30 Wallace Ave, Point Cook 9368 0123 On line skincare and cosmetics nationally and throughout SE Asia. Selling products from the acclaimed author Paula Begoun the Cosmetics Cop. PC sell products in Europe, Asia, SE Asia and Asia Pacific.

SPIMAR CAR REPAIRS 26 Harvester Ave, Sunshine North 0402 622 087 We are an automotive mechanical repairs workshop. We have been in business for about 18 years in the same location.

CLEAR SOLAR 8/613 Whitehorse Rd, Mitcham 0430 794 498 Clear Solar specialises in the provision of sustainability solutions for business and residential properties.

OPPERMAN LAWYERS PO Box 6475, Point Cook 9394 6305 www.oppermans.com.au Opperman Lawyers is a sole practise. Hannelie Opperman has both domestic and international experience in commercial, taxation and property law. We provide clear and independent legal advice.

POLLARD INSTITUTE 4A/60 Keilor Park Dve, Keilor East 9336 4079 www.pollard.vic.edu.au Pollard Institute is a registered training organisation specialising in offering nationally recognised fast-track diplomas and certificates.

Our School of Business also offers short course workshops, training, coaching and mentoring for individuals and businesses.

BOTTOMLEY FINANCIAL SERVICES PTY LTD Suite 2, 6A Eastern Rd, South Melbourne 9690 5602 www.bottomleyfs.com.au Authorised representative of MLC Financial Planning. Offering transparent, smart and simple advice covering financial advice and planning; superannuation and retirement planning, direct shares and managed investments, personal insurance cover, life cover and disability cover.

AGILE FINANCE PTY LTD Shop 425, 3 Main St, Point Cook Town Centre 0419 319 230 Commercial and residential finance-lender and broker. Mortgage House Australia-Point Cook branch.

IMPACT CORPORATE COMMUNICATIONS 309/1 Princess St, Kew 0411 602 233 www.impactpr.com.au IMPACT is a high level corporate communications company that works extensively in the property and retail sectors.

Go to the web site to see the testimonials.

AEROM PROPERTY GROUP 69 Eleanor St, Footscray 0407 459 926 www.aerompropertygroup.com.au Aerom Property Group is a specialist provider of property maintenance, gardening and improvements. From decking and landscaping, patching and painting, rendering to general carpentry. Visit the website for more.

PAZ GROUP 62-70 Export Dve, Brooklyn 9315 3225 www.paz.com.au Paz Group of companies (BaronForge, PazStone, Stone Liquidator) demonstrate excellence in every aspect of the supply of marble, granite, limestone and ceramic tile products for commercial and domestic use.

HOWDY PARTNERS MEDIA 198 Bellbridge Drive , Hoppers Crossing 0438 197 986 www.howdypartnersmedia.com.au Media company covering radio and newspapers.

ESSENDON FIELDS Level 2, 7 English St, Essendon Fields 9948 9408 www.essendonfields.com.au Essendon Fields is a 305 hectare mixed use development in the North West of Melbourne that creates long-term value by designing, developing, constructing, leasing and managing commercial and retail property.

INNOVA SOIL TECHNOLOGY Level 6, 189 Flinders Lane, Melbourne 9654 3522 www.innovasoil.com.au Innova has developed a unique process to safely clean contaminated soil by removing and destroying contaminants. The process offers a permanent, economic and responsible solution to a major social problem.

NQX FREIGHT SYSTEM 51-63 Horsburgh Dve, Altona 9931 4600 www.nqx.com.au We are a leading provider of freight services to and from Queenland and the Northern Territory BOUTIQUE RISK PO Box 985, Williamstown 9391 7336 www.boutiquerisk.com.au Commercial insurance broking firm providing specialist insurance advice and risk management services.

PRACTICAL OUTCOMES PO Box 3612, Caroline Springs 1300 799 610 www.practicaloutcomes.com.au Practical Outcomes is a nationally recognised registered training organisation that delivers reputable high quality education and training programs to the early childhood and hospitality sectors.

Register to get your FREE copy of BUSiNESS WEST now!

Go to www.businesswest.com.au 34

BUSINESS WEST

BW NETWORK CMP FINANCIAL PLANNING Office 2, 21 Gladstone St, Moonee Ponds 9372 7955 www.cmpfinancialplanning.com.au CMP Financial Planning specialises in insurance, investing and superannuation.

LEGAL ESSENTIALS 292 Maribyrnong Rd, Moonee Ponds 9326 2627 www.legalessentials.com.au Boutique law firm offering quality service at competitive rates. Home visits available.

Services include:Wills, powers of attorney, probate/administration of estates, business wills.

KRN DESIGN Unit 8/4-6 Commercial Crt, Tullamarine 9338 1640 www.krndesign.com.au Commercial and residential interior design services. Flexible fixed price options on projects, for your peace of mind. Packages available from colour consultancy to design and fitout. DIA member.

CRS AUSTRALIA Suite 1, Level 1 25-27 Devonshire Rd , Sunshine 9953 8000 www.crsaustralia.gov.au CRS has been providing services to jobseekers, employers, insurers and other industry partners for many years. Our range of services have been developed over time to meet our customers needs.

GREENHOUSE BUILDING SOLUTIONS PTY LTD 63 to 67 Wright St, Sunshine 0412 881 060 greenhousebuildingsolutions.com.au Suppliers of Modular houses and units.

Complete home packages. Commercial and mining buildings. Associated eco friendly products, including solar units, water tanks etc.

GALLI ESTATE WINERY 1507 Melton Highway, Plumpton 9747 1444 www.galliestate.com.au Grape and wine producer. 5 star rated winery from James Halliday. Retailer, wholesaler and exporter.

NOVAPAC PTY LTD 38 Hepburne Way, Caroline Springs 0412 083 220 www.novapac.com.au Business consulting in credit and debtor management incorporating terms of trade documentation, systems, credit reporting and debt collection Services. In provisioning these services our focus is on procedure and implementation.

J SADLER INVESTMENTS P/L PO Box 37, Taylors Lakes 0412 032 745 I own three McDonalds restaurants, Taylors Lakes, St Albans and Avondale Heights. I live in the West and have had substantial business experience over the years.

HAMPTON SUSTAINABILITY 17 North Ave, Altona Meadows 9327 7040 www.hamptonsustainability.com.au Environmentally sustainable design (ESD) consulting services for new and existing buildings. Services include NABERS; Green Star; FirstRate5; energy, daylight, shading and comfort simulation and building audits.

BUCKLEYS STORE 27 Russell St, Essendon 9370 7769 www.buckleysstore.net.au We supply cookware to the retail and hospitality industry and place emphasis on helping customers choose the correct piece of equipment for what they need to do.

KANGAN INSTITUTE Private Bag 299, Somerton 9094 3112 www.kangan.edu.au Multi discipline vocational education and training institute with eight campuses in Central and North West corridor of Metro Melbourne.

ADDITIV DESIGN & PRINT Level 2, 326 Keilor Rd, Niddrie 9938 3835 www.additivdesign.com.au We are a graphic design and printing business, servicing corporate clients with all business stationary, large format and promotional items.

We also offer personal occasion (weddings etc) services.

EFFECTIVE THERMAL SOLUTIONS 16 Ronald St, Essendon North 9379 4997 I provide 5 star energy ratings for new homes, relocations and significant extensions/ renovations. The RBS can then issue the required building permit.

HOME INSTEAD SENIOR CARE Suite 108, 44 Hampstead Rd, Maidstone 0425 745 408 www.homeinstead.com.au Home Instead Senior Care is a private non-medical provider of home care services for older people including companionship, personal assistance, meal preparation, light housekeeping, errands and incidental transport.

DRAINSTORMERS PTY LTD 6 Lothian St, North Melbourne 9329 9122 www.drainstormers.com.au Blocked drains, blocked stormwater drains, sewer drains or burst drains, Drainstormers is the Melbourne specialist. Whatever the drain, whatever the problem, We also are tree root specialists.

PROTEK DESIGN PO Box 3031, Newport 9038 8343 www.protekdesign.com.au Buidling design and drafting services.

CLICK NAMES PTY LTD 15 Military Rd, Avondale Heights 9024 1300 www.clicknames.com.au Specialist internet consultancy business specialising in Google solutions, including marketing and business productivity for small business.

Register to get your FREE copy of BUSiNESS WEST now!

Go to www.businesswest.com.au BUSINESS WEST

35

BW NETWORK CONSIDINE REAL ESTATE 1 Woodland St, Strathmore 9379 2000 www.considine.net.au Considine Real Estate take pride in our exceptional customer service which we provide to our clients and can assist prospective buyers and sellers realise their aspirations and future plans.

AMORE COFFEE Shop T9 Moonee Ponds Central 18-20 Homer St, Moonee Ponds 9372 7911 www.amorecoffeemelbourne.com.au Amore Coffee blends the finest coffee sourced from around the world - our multi-award winning coffee is roasted fresh daily on site along with teas, biscuits and chocolates.

DV TILING 10 Ayr Close, Greenvale 0417 312 553 DV Tiling specialises in wall and floor tiling, ceramic and porcelain tiles. Quality service is our number one priority.

SUNCOPY PTY LTD Unit 3, 32 Westside Dve, Laverton North 9314 6777 www.suncopy.com.au Digital printing and photocopying services, training manuals, printing for learning and development, publications, copying services for schools, brochures, flyers and catalogues, newsletters, business cards, letterhead, invoice books and presentation folders.

SLATER & GORDON 242 Hampshire Rd, Sunshine 9918 7000 www.slatergordon.com.au Slater & Gordon provides a full suite of legal services to the Western region of Melbourne, with offices in Sunshine, Footscray, Keilor and Werribee.

CANVAS THIS 287 Racecourse Rd, Flemington 9380 7788 www.canvasthis.com.au Canvas This is a quality canvas and wallpaper printing business specialising in transforming your photos into a stunning canvas print, a wallpaper feature, customised canvas collages and photobooks.

2 OARS BOOKKEEPING 16-18 Parker St, Williamstown 8340 0414 www.2oars.com.au Bookkeeping services encompassing document pick-up, data entry and bank reconciliations up to financial reporting, payroll and BAS lodgement.

MELTON TOYOTA 143-147 High St, Melton 8746 0300 www.meltontoyota.com.au Leading Western Suburbs automotive franchise able to service all retail inquiries, specialist in fleet and used vehicles. Complete finance options, dedicated service and spare parts/ accessories centres.

NOWICKI CARBONE 302 King St, Melbourne 8622 4310 www.nowickicarbone.com.au Are you Injured? You may have the right to claim compensation! Nowicki Carbone your personal injury law experts! CALL 1300 INJURED. *No Win, No Fee! *Conditions apply.

FORESITE TRAINING 548 Somerville Rd, Sunshine West 9312 2224 www.foresitetraining.com.au Foresite Training provides reach and pallet truck courses, forklift and order picker courses, RF scan pack training, warehouse certificate courses, earthmoving, training and licensing, company refresher training. government funded training, traineeships.

MELTON REGIONAL INDUSTRIES 10 Production Rd, Melton 9747 3611 www.bri.org.au Melton Regional Industries is proud to provide employment opportunities to people with disabilities in the western region. MRI are experts at contract packaging and assembly.

Call us for a competitive quote.

ARB DESIGNS 1 Bailey Ave, East Keilor 0411 227 000 www.arbdesigns.com.au We specialise in all forms of corporate and customised signage and custom airbrushing for all sized businesses. You can find us on facebook by searching ARB Designs. Please call Alan for all inquiries.

HAZSIGNS PTY LTD Factory 1, 10 Collins Rd, Melton 1300 326 437 www.hazsigns.com.au The Hazchem signage specialists. Dangerous goods class diamonds and emergency information panels. All products available through our “fast and easy� online store.

Suppliers to the transport, chemical and shipping industries.

SUPERGEEK 3 Bellin St, Laverton 0416 869 886 www.supergeek.com.au Computer problems? We come to you.

SuperGeek provides quick local response with fully stocked vans. You will be hassle free; we save you time and money.

Call us on 13-GEEK(13-4335) EDGE RESIDENTIAL 41 Chesterfield Rd, Cairnlea 9363 5296 www.edgeresidentialhomes.com.au Edge Residential is a builder of custom designed residential homes in the Western/ North Western suburbs. Our prime business focus is optimal customer service with a reputation for quality.

STRATEGIC PROPERTY DEVELOPERS Level 1, 50 Pier St, Altona 0400 552 878 Localised property developer - Hobsons Bay.

Register to get your FREE copy of BUSiNESS WEST now!

Go to www.businesswest.com.au 36

BUSINESS WEST

FFOR OR YOUR DIARY

JUNE Monday

Tuesday

Wednesday

Thursday

Friday

Saturday

Sunday

20 21 22 23 24 25 26 Marketing Workshop Wyndham City Civic Centre, 45 Princes Hwy Werribee, function rooms 4,5,6. 6pm-9pm. Free.

Call Catherine Johnston 0459 069 162 to book.

Responsible Service of Alcohol East Keilor RSL, 12-16 Hoffmans Rd, Essendon.

9am-1pm. $75. Call 1300 665 633 to book.

Interview Skills Workshop Deer Park Library.

1pm-3.30pm. Free.

Call 9249 4660 to book.

Pricing for Profit workshop Melton Civic Centre, 232 High St, Melton. 6pm-9pm. $25 GMCC and WIB members, $45 non-members.

Call 9747 7200 to book.

OTHER EVENTS IN JUNE 14th: Wyndham BizNet monthly meeting. Mansion Hotel and Spa Werribee Park, K Road, Werribee. 6.50pm-9.30pm. $35 members, $45 non-members. Call 0418 533 806 to book.

15th: Getting your business organised workshop. Melton Civic Centre, 232 High St, Melton.

6pm-9pm. $10 GMCC and WIB members, $20 non-members. Call 9747 7200 to book.

17th: Resume workshop. Deer Park Library. 1pm-3.30pm. Free. Call 9249 4660 to book.

27 28 29 30 Food Safety Level 1 course East Keilor RSL, 12-16 Hoffmans Rd, Essendon.

9am-1pm. $95. Call 1300 665 633 to book.

End of 2010-11 Financial Year

JULY Monday

Tuesday

Wednesday

Thursday

Friday

1

Saturday

2

Start of 2011-12 Financial Year

4

5

6

Food Safety Level 1 course West Footscray Neighbourhood House, Level 1, 539 Barkly St, West Footscray.

9am-1pm. $95. Call 1300 665 633 to book.

Wyndham BizNet monthly meeting Werribee Racing Club, Bulban Rd, Werribee.

6.50pm-9.30pm. $35 members, $45 nonmembers. Call 0418 533 806 to book.

Grant writing for notfor-profit organisations Melton Civic Centre, 232 High St, Melton. 9.30am12.30pm. Free.

Call 9747 7200 to book.

Rental Properties Seminar Melton Community Hall, 232 High St, Melton.

6pm-8pm. Free.

Call 9747 7200 to book.

7

8

9

Sunday

3

ATO Rental Properties Seminar Moonee Valley City Council, 9 Kellaway Avenue, Moonee Ponds.

6pm-8pm. p p Free. Call 1300 661 104 to book.

10

11 12 13 14 15 16 17 Starting your business workshop Melton Civic Centre, 232 High St, Melton. 6pm-9pm. $20 GMCC and WIB members, $30 non-members.

Call 9747 7200 to book.

18 19 20 21 22 23 24

Mobile Business Centre Corner Watton St and Station Place, Werribee.

10am-3.45pm. Free.

Quality Customer Service Workshop Wyndham City Civic Centre, 45 Princes Hwy Werribee, function rooms 1,2,3. 6pm-9pm. Free.

Call Catherine Johnston 0459 069 162 to book.

25 26 27 28 29 30 31

Food Safety Level 1 course East Keilor RSL, 12-16 Hoffmans Rd, Essendon.

9am-1pm. $95. Call 1300 665 633 to book.

BUSINESS B USINESS WEST

37

BUSiNESS SERVICES IT SERVICES

Domenic Sbaglia t 9318 9200 f 9318 9211 m 0418 346 617 e cpack1@swiftdsl.com.au a 65 Venture Drive, Sunshine West 3020

INTERIOR DESIGN

ERGONOMICS

Interior Design Services (commercial & residential)

Keep your data safe 24/7 with Alink’s IT managed services For support & sales talk to us today on 1800 225 465 or www.alink.com.au

unit 8/4-6 commercial crt, tullamarine 3043 krndesign.com.au rose@krndesign.com.au; t: 9338 1640; m: 0411 040 669

ELECTRICAL

484478-SH45-10

43 Market Road, Sunshine Vic 3020 Ph: 9312 1000 Fax: 9312 1908

503910-JF6-11

EBS are much kinder to your bank balance than hiring a full time or part time staff member. So don't use up your valuable time and money on secretarial and administration tasks... make your life easier with EBS! Ph: (03) 9307 8513 Mob: 0407 882 446 maria@executivebusinesssolutions.com.au www.executivebusinesssolutions.com.au

GRAPHIC DESIGN & PRINTING

We are a boutique event management company with over 20 years experience in making events an exceptional experience for you and your attendees.

IMS specialise in organising Conferences, Functions, Trade Shows, Exhibitions, Product Launches & Incentives and Gala Dinners.

We offer continuity and expertise, complete end to end event management ensuring delivery of a landmark event.

MARKETING 491325-KS06-11

Executive Business Solutions (EBS) provides a wide range of expert Virtual Administration and Personal Assistant Services. We can perform such tasks as general typing, digital transcription, desktop publishing, website design and maintenance and resume writing, just to name a few.

498513-SH45-10

Buy bulk and save Servicing hotels, schools, restaurants, nursing homes, cleaning contractors, etc. General public welcome Pick up or delivery 9449 4007 - 0411 588 496 Open 7 days

EVENT MANAGEMENT 503911-KS06-11

SECRETARIAL SERVICES GET YOUR VALUABLE TIME BACK, HIRE A VIRTUAL ASSISTANT (VA)

• Toilet paper • Jumbo rolls • Paper hand towels • Hand soaps • Disinfectants • Floor cleaners • And more

• Fault Finding and Breakdowns • PLC • Test and Tag • Installation & Maintenance

For further information please contact: Deanna Zammit - Event Director Level 1, 250 Queen Street, Melbourne Tel: (03) 8643 5952 or mobile: 0418 551 630 www.imsservices.com.au

491324-KS06-11

Telephone: 03 9687 5266 Email: brendan@bges.com.au www.bges.com.au

For all your cleaning products Supplier of: Paper Products and Chemicals

OUR SERVICES INCLUDE:

Keeping Business Safe in the West

Free consultation.

Fixed fee approach.

Member of the DIA.

CLEANING SOLUTIONS O’Brien Electrical has been providing electrical services to the Industrial, Commercial and Domestic industry since 1976.

brendangrimes ergonomics & safety

• Colour Consultancy • Workplace Design • Reception Fitouts • Renovations • Property Developments • Styling Services

401360-KS06-11

> Contract Packaging > Sorting > Heat Sealing > Shrink Wrapping > Pick and Pack > Assembly > Collating > Labeling > Container Unload > Storage/Distribution

491323-JF5-11

PACKAGING

DEBT RECOVERY

EMPLOYMENT SERVICES TEMPORARY STAFFING PERMANENT PLACEMENTS • Trades & Construction • Warehousing / Logistics • Clerical / Administration • Manufacturing / Process • Maintenance/Engineering Resources •24 hour service

The Wyndham Events Centre is the perfect venue for your next function or for that special occasion; distinctive in design and versatile in its spaces.

Ph: 03 8742 8304 www.wyndhamlec.com.au

TELEPHONE: 9369 4459 FAX: 9369 2849 12/22-30 Wallace Avenue - Point Cook VICTORIA 3030 info@capturerecruitment.com.au www.capturerecruitment.com.au

SMART MARKETING

BUSINESS SUPPORT 418009-SH18-11

491348-SH12-11

EVENTS MANAGEMENT

‘Servicing the local business community’

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

Contact us for a complimentary no-obligation discussion.

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

To advertise your services to the business community phone: 1300 666 808 38

BUSINESS WEST

C510857-SH12-11

503916-TB06-11

Ph: 1300 858 610 Email: sales@actionmdr.com.au Website: www.actionmdr.com.au • debt recovery • legal services • receivables management

BUSiNESS SERVICES IT SERVICES

DESIGN, PRINT & WEB SOLUTIONS

HEALTH & MOBILITY

alltasksIT -

TRAINING

418013-MD24-11

Find us online at www.alltasks.com.au Call us on 9312 7444

Complete Comfort 510851-SH12-11

providing IT solutions to businesses in the West for over 20 years.

Located in Sunshine West and the Melbourne CBD, we can meet your IT needs, no matter your industry or location.

CONFERENCE VENUE

The right face for your business

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

www.gcc.net.au

03 5226 2121

510867-JF18-11

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

PERSONNEL SERVICES

SCREEN & DIGITAL PRINTING | COMPUTER CUT VINYL SIGNAGE | DYE SUBLIMATION IMAGE TRANSFER COMMERCIAL | CORPORATE | PROMOTIONAL PRINT SOLUTIONS www.suddenexposure.com.au • www.b484.com.au •M: 0411 179 847 • T/F: 03 9395 3229

SALES TRAINING & DEVELOPMENT 510873-SH18-11

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

418012-SH22-11

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

Phone 9741 8507 21 Comben Drive, Werribee 3030

FRQIHUHQFH URRPV

Your receptionist is the most important staff member you have - the face of your business.

At ERT Workshops we ensure your ‘face’ is the very best efficient, professional and sparkling with the right attitude.

We turn everyday people into extraordinary receptionists.

Call 9370 8845 or visit ERTWorkshops.com.au

24 HOURS 7 DAYS A WEEK

• Adjustable Beds • Hi/Lo Beds • Lift Recliner Chairs • Massage Chairs • Scooters • Mobility Aids • Daily Living Aids • Sports Medical • Orthotics • Incontinence Products • Compression Socks & Stockings John & Marge Head and Staff

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

ALL AREAS 5 Lawn Cres Braybrook 3019

BATHROOMS

BUSINESS ADVISOR 510885-SH24-11

TRAINING & DEVELOPMENT

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

Ascet Tafe 96608900 info@ascet.edu.au

HEALTH & FITNESS

What’s the Platinum difference?

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

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

■

Don’t keep BUSiNESS WEST a secret… from your friends 523175-SH24-11

FERTILITY CONCERNS? Natural Fertility Specialist Doreen Schwegler and the team at All Degrees of Health have been helping couples have healthy babies for over 20 years.

We can help with: *Miscarriage *IVF support *Pre-conception and Pregnancy care *Sex selection *Natural Contraception We offer: Acupuncture, Naturopathy, Nutrition & Weight loss, Osteopathy, Therapeutic Massage, Personal Training, Yoga and Meditation classes!

For free info pack call 93310951 or email admin@alldegreesofhealth.com.au All Degrees of Health 294 Buckley St Essendon

C882415-JL5-11

We can help!

897137-MD12-11

Need Ca$h for Staff Training?

Share the success of the West’s own business magazine with your business colleagues.

After all, isn’t that what friends are for?

■ ■ ■

PROTECT YOUR ASSETS HOW TO CLOSE A SALE WOMEN OF THE WEST MELTON’S BIG NIGHT

A STAR NEWS GROUP PUBLICATION | $4.95

WWOE

N!

ISSN 1837-9869

9 123456 789013

ISSUE 10 JUNE 2011

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

39

Business need a pick me up?

We can provide finance solutions for a wide range of items including:

523172-SH24-11

• Light and heavy commercial vehicles • Motor vehicles • Earthmoving and Construction equipment • Manufacturing & industrial plant, equipment and machinery • Computer and office equipment to name a few.

For further information telephone 03 5223 3453

www.morrisfinance.com.au