local business is our business · tools. learn how to escape “excel hell.” the pace of business...

www.rosebankbusiness.co.nz 1ISSUE 128

LOCAL BUSINESS IS OUR BUSINESS

Issue 128. May / June 2017

BNZChief Economist Tony Alexander and

Senior Partner Tony Dench

www.rosebankbusiness.co.nz

Stronger together

www.rosebankbusiness.co.nzISSUE 1282

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Mike Gibson, CEO

FROM THE TOP

“FOMO” as in Fear of

Missing Out

Michelle Maitland, Chairperson

“Tomorrow” noun

A mystical land where 99% of all human productivity, motivation and achievement is stored.

Many of us in business and life have come from a scarcity model which give us a mindset of “making it” in life. Then our whole purpose is measured by our relationship to success and what we utilize as our own measures. For me it has been measured by:

Are my kids happy and well equipped to deal with whatever life throws at them? tick

Have I made it financially ie is my business turning a profit? tick

Does my business have a sustainable future? tick

The problem I have had with these of late is that now I feel redundant because my “make it model” did not have a structure for what to do after “I have made it.”

My experience is one of stepping off a train after reaching my destination quite excited and fulfilled; however this is the last stop and there’s no other train coming. My model is extremely limiting as it does not allow for what’s possible beyond this.

You will notice many things missing from my list that many of you would have at the top of yours.

“What do I do after I have made it?”

Imagine if we made a “once I have made it list” in advance. Life would have been so much easier and directional if I had written that list first.

Also imagine the impact of this model on our children’s education. I’m sure they would be more inspired and motivated early in their learning as to the actual value of education and what it makes possible.

‘Once you stop learning, you start dying’ - Albert Einstein

It’s never too late to learn new skills and further develop ourselves; in fact the more we develop ourselves the more opportunities become available beyond what we already have and know.

If we carry on doing what we are already doing then we will have what we already have and know.

I am excited to say recently I got back on the education court and am volunteering on a course that allows me to coach 5 x people in the area of community projects - part of this is taking on one for myself.

As an outcome lots of new things are happening for me - I’m house hunting and have signed up to do a harbour master course because I have always fancied having a boat.

There are many mediums for personal development ie the experience of travelling often opens up people’s minds beyond what they already know.

Wishing you all an extraordinary life!!

Michelle Maitland, RBA Chair, Managing Director, George Walkers Office Furniture Megastore

Recently the RBA and CPBA (shortly to become Central Henderson Business Association) proudly hosted over 120 business leaders, business types and West Auckland community supporters in a BNZ sponsored early breakfast with their chief economist Tony Alexander as the guest speaker.

Tony is gifted in his analysis of economic facts and happenings, and speaks in a sense that is entertaining; an easy listen, and current, which was well appreciated by this audience and sobering for recent residential property investors. He referred to these as “FOMO” as in Fear of Missing Out which for some would have sounded like being irrational / emotional buyers. The downside in his analysis is the reality that if under bank-driven mortgage pressure, who is going to bail them out? Migrants maybe? More likely wealthy real long term investors.

He spoke with passion about the difficulties of rampant growth in the construction industry at both residential and commercial levels, the care and attention of better infrastructure if tourism is to continue at its giddy pace.

Finally, his attention focussed on migration where not unlike tourism, his message is around central and local government ensuring appropriate infrastructure motors along at the same rate as our population increases.

It’s this reference to migrants that I want to bring to your attention via a newly published book by author David Goodhart called “The Road to Somewhere.” Well promoted by the London Guardian, this book is a finely tuned comparison between foot loose liberal society supporters he labels as ANYWHERE’S and their opposing challengers niched as SOMEWHERE’S. A centre right group often rooted in a specific place, often less educated and often opposed to migration trends in their towns and surrounds. His views and analysis had clearly recognised the emergence of migration troubles in the UK around 2004 and the influence the SOMEWHERE’S had recently in the Brexit vote given their absolute preferences for a very influential no migration policy. And ultimately the resignation of highly respected British PM David Cameron and more recently the thrashing by Theresa May from the centre right Conservative party and the disappearance of Jeremy Corbyn and Ed Milliband before him.

So what’s this got to do with Kiwis? You may well ask. In this quarter, it is the tender side of immigration that we don’t want to recognise.

We’re happy to take their $500,000 minimum entry requirement but we don’t want them doing U-turns on our roads, clogging up our motorways and golf courses, and ultimately fuelling up house prices. And we really don’t want them dominating school Grammar zones, and driving up property prices there - but it’s these types of issues that have driven the SOMEWHERE’S to rebel in the UK.

Dare I say it, listening to Tony Alexander had me pondering whether we aren’t approaching a not dissimilar turnaround in values and viewpoints towards migration in our forthcoming September election. I’m not an alarmist, far from it, but I suggest you google the Guardian and continue The Road to SOMEWHERE; I am sure you will understand my comparison.

Thank you, Tony Alexander for a great presentation.

Mike Gibson, RBA CEO, Mobile 027 294 0551


7

[ CONTENTS ]

IN THIS ISSUE

3 FROM THE TOP

RBA Chairperson, Michelle Maitland

RBA CEO, Mike Gibson

6 ROSEBANK NEWS

6 Quality Hotel Lincoln Green Hosting

7 Regal Beloit NZ April Hosting

11 JUMP for Business - Exercise in Disguise

12 BNZ Business Leaders Breakfast

14 C-TECH turns 20 years old

16 RBA member profiles

21 BUSINESS NUTS & BOLTS

21 5 Tips to Put the Flow into your Businesss Cash Flow

22 Visa changes target employers

24 10 Safe Strategies For Ramping Up Your Revenue

25 Workplace Drug Testing

26 What Is A Management Buyout?

With thanks to our partners ...

The Rosebank Roundabout is published by the Rosebank Business Association Inc. 3000 copies are distributed free to approximately 1200+ businesses in the Rosebank and Central Park business districts. Editorial included in this publication reflects the opinions of the contributing authors and does not necessarily represent the views of the RBA and CPBA.

www.rosebankbusiness.co.nzwww.facebook.com/rosebankbusiness

EDITORIAL AND

ADVERTISING ENQUIRIES:

Phil Clode, Sales ManagerMobile: 027 448 7009E: [email protected]

ROSEBANK BUSINESS ASSOCIATION

Unit C, level 1/485 Rosebank Rd, Rosebank. PO Box 151190, New Lynn, 0640, AucklandPhone: 09 820 0551E: [email protected]

12

14Cover: BNZ Chief Economist Tony Alexander and Senior Partner Tony Dench

Here to Help!


Terms and conditions apply. See spark.co.nz/businesshubs for more info.

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GETTING

Relationships are everything in business. They’re especially important to the Bowans. Their relationships within their industry, and with suppliers like Spark, have helped them create a brand and market for Heartland Potato Chips. Every chip they manufacture and market has been grown by them. It’s a great story for them to bring to life – one that requires locals like Richard from the South Canterbury Business Hub who get their business.

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[ ROSEBANK EVENTS ]

Rosebank Business Association and Smetic Consulting present Rosebank Plus Workshops for 2017!

“Big Data for Smarter Decisions” Presented by Warwick Russell of Smetric ConsultingLearn about the possibilities for SMEs and bigger businesses to become data driven through new, affordable Big Data and Analytical tools. Learn how to escape “Excel Hell.”

The pace of business is accelerating, putting pressure on making more rapid decisions. With the right analytics and data, you can quickly apply the right tools to gain competitive advantage or efficiency in your business.

This session will introduce attendees to what’s possible in their organisation. It will help you develop your understanding of the application for big data to make sense of your place in the data-rich world.

Key topics covered:

• Learn the three categories of analytics for critical decision making• Where and when you should look to invest in Big Data• Examples to help you recognise best data platforms to suit your business• Learn how to leverage data driven insights that impact the bottom line• Learn what’s available to jumpstart your data strategy Outcomes:• Be able to identify key uses for Big Data in your organisation

• Understand the business case for leveraging data and analytics for meeting business outcomes• Be able to identify the potential to leverage Big Data and Analytics to provide better insights to gain competitive advantage, improve efficiency, and/or improve customer relationships.• Be able to use Big Data for smarter, quicker business decisions and competitive advantage

Who should attend:

• Business owners and managers who want to make their organisation data driven• All team members who have an interest in IT and data, and what it can do for business

When: 7am-9am, Wednesday 14 June 2017

Where: Rosebank Business Association Level 1, Unit C, 485 Rosebank Road, Rosebank

These workshops are strictly limited to 15 attendees; the intimate group size allows time to ask questions specific to each company - confidentiality assured.

Don’t delay, book your place today

RSVP: To [email protected]. RSVPs taken on a first come, first served basis.

1, 2, 3 Go! Preparing for Growth in 2017 Plus

RosebankRBA

Hosted by Lincoln Green

WHEN: Tuesday, 27th June 2017,

4pm onwards

WHERE: Quality Hotel Lincoln Green

159 Lincoln Rd, Henderson

RSVP: to register please contact

[email protected]

Remember each member business has two complimentary tickets - if you can’t come along, please send someone else from your team!

The Quality Hotel Lincoln Green is located under an easy 20 minutes drive from downtown Auckland. It is located close to the corporates hub of Rosebank Road/Lincoln Road. For leisure guests it is handy to the Waitakere Ranges to explore, with award winning beaches, golf courses and wineries close at hand. The property has just completed a $200,000 remodelling of 50 rooms which range in size from 19 to 48 square metres. This include Studio, Superior, Superior Deluxe, Superior Balcony, and Premium Balcony. Standard

rooms have not been remodelled. In addition to new furniture, new Sheridan luxury triple sheeting and bath sheets along with additional services such as a popular pillow menu, new Only Good toiletries, increased magazines, deck table and chairs, plus other benefits including free breakfast.

JUNE RBA PREMIUM MEMBER HOSTING


Regal Beloit April HostingWhat an awesome RBA member hosting recently, courtesy of local Rosebank business Regal Beloit NZ.

They create a better tomorrow by efficiently converting power into motion to make the world run more efficiently! It was great to see the operation of a leading global manufacturer of air flow, motion control, power transmission and power generation solutions used in commercial, industrial and residential applications.

They are located in 27 countries with a team of over 25,000 employees serving over 100,000 customers. Regal’s 70 factories and 14 design centers are well positioned to serve their global customers. The Regal Beliot crew

Denise Harrison, Westpac, Michelle Maitland, RBA Chair, Suresh Chandra, Westpac David Priestley, Regal, Mike Hern, AMCC and Mike Gibson, CEO RBA

Explaining the rebuilding of Electric motors, fascinating!Fiona Norris, Regal, Julie Stevens, RBA and Keryn Ryan, Paxon

Regal Beliot’s David Priestley presents his company’s history

Phil Clode RBA presents a cover print of David Priestley to the man himself Karyn Armstrong wins a business card prize

[ ROSEBANK EVENTS ]

Ian Featherstone, SMEtric, Sam Swan, BNZ and Warwick Russell, SMEtric


[ ROSEBANK EVENTS ]

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Licensed Private Investigators | Repossession No nonsense, zero tolerance approach.Local Rosebank Rd business operating nationwide.

Sick and tired of debtors?

The Trusts’ New Initiative Donates $1 Million to Charities

A new initiative which allowed public votes to decide which charities receive funding has donated $1million to 30 different causes.

With 200,000 public votes received in under a month, a range of charities will now be able to help those living in poverty as well as a range of health, cultural and other projects.

The million dollar grant was generated by ‘The Trusts’ which operate liquor stores and hospitality venues in West Auckland. Formed in 1972, it is the largest of 19 entities of its kind in NZ and is tasked with reinvesting profits from the sale of alcohol back into community programmes, grants and sponsorships.

Simon Wickham CEO of The Trusts says it was incredibly rewarding to be able to help so many worthy causes.

“Thousands of people in need are going to benefit from this money as charities use it to implement programmes for the benefit of their community.”

“We are proud to be able to provide assistance to these groups and the people they support, with more than half of those organisations who submitted funding targets achieving 100 percent of their goal,” he says.

Wickham says the causes were chosen by a judging panel including Dai Henwood, Sir Bob Harvey and Linda Vagana who selected 30 finalists from over 130 applicants.

Some of the funding will go to charities such as Kidscan which will use the money to create an orchard to help feed thousands of children with fresh fruit, and the Well Foundation whose funds will also go to a mobile dental service for those living in poverty and equipment for a programme at Leataata O Tupulaga Preschool

Sir Bob Harvey and The Trusts CEO Simon Wickham

which aims to reduce the levels of obesity in preschool children and their parents.

The 30 charities which received donations include: Piha Surf Life Saving Club, Netball Waitakere, Zeal Education Trust, Family Action, The Order of St John Northern Region Trust Board, Kelston Girls College, Bay Olympic Soccer Club, Big Buddy Mentoring Trust, KidsCan Charitable Trust, The Parenting Place, Karekare Surf Lifesaving Club, Well Foundation, Auckland Swimming Association, West Auckland Hospice, YMCA of Auckland, Te Atatu Rugby League, Bay Roskill Sports Club, Titirangi Badminton Club, Massey Athletic Club, Massey Matters, Waitakere Badminton Association, Corban Estate Arts Centre, Waitakere College, French Bay Yacht Club, Raukatauri Music Therapy Trust, Auckland Sexual Abuse HELP Foundation, Matuku Reserve Trust, Save Cornwallis Old Wharf (SCOW), Leataata O Tupulaga Preschool, Community Waitakere Charitable Trust for He Tohu Aroha.

Book your ad today so you don’t miss out on: • Showcasing your products and services to customers and other local businesses.• A trusted, reliable and retained guide to the local business community.• A commitment to building business in West Auckland.

Stronger together

The Business Directory

2017 / 2018Don’t miss out on the RBA Business Directory

For more details contact: Phil Clode, Sales Manager

Ph 820 0551 | Mobile 027 448 7009, Email [email protected]


SUPPORTING OUR RESTAURANTS, BARS & STORES, SUPPORTS WEST AUCKLAND.

OUR BURGERS ARE OUT OF THIS WORLD. BUT OUR PROFITS STAY HERE IN THE WEST.

46228 The Trusts Brand Maintenance 2016 A4.indd 1 23/06/16 1:45 PM


[ ROSEBANK NEWS ]

Get rewarded for member referrals!Help grow your community. We offer a $20 voucher to a local Rosebank Café of your choice for referrals. All referrals for membership are appreciated. There is no limit to the number of referrals you can make or the number of vouchers you could receive. Simply send their contact details to Julie Stevens [email protected]

Shout out to Kelvin Armstrong from KAAR, another recipient for the $20 voucher for his referral. We love rewarding our members!!! Also lovely to see Karyn and Kelvin Armstrong celebrate 26 years of marriage and never a cross word said to each other!

Camille De Guzman, Number Nurses, Tim Livingstone, UHY Haines and Julie Stevens, RBA

Julie Stevens Membership and Business Development Manager, mobile 021 940664, [email protected]

The Juice from JulesVery exciting times in our local Rosebank community with new businesses coming in the ‘hood every week. The landscape of business is changing and on my travels visiting businesses I have found there are good people who are passionate about what they do and willing to share their knowledge. It certainly is an advantage to have good people in your network who you can count on for support, advice and connectivity.

We have good problem solving business advice provided by our members’ blogs, which we now share on our website ranging from “Put the flow back into your cashflow”, “Tips for staying safe online” to “Preparing to take your business global.” So, go and have a look www.rosebankbusiness.co.nz

To Blog or not to Blog. You may ask what are the benefits of business blogs. The best business blogs answer common questions their leads and customers have. If you’re consistently creating content that’s helpful for your target customer, it’ll help establish you as an authority in their eyes. This is a particularly handy tool for Sales and Service professionals.

A blog is a simple, easy-to-use platform for connecting with and sharing timely and relevant information with customers. It’s your direct communication channel. Your blog fuels SEO. Search engines love valuable content and will reward you for it by driving traffic to your website in organic search.

Every time you write a blog post, you’re creating content that people can share on social networks - Twitter, LinkedIn, Facebook, Pinterest - which helps expose your business to a new audience that may not know you yet.

We welcome new businesses and members to the association: Aeroqual - Air quality monitoring equipment for indoor and outdoor

pollution, and home of the world’s best ozone sensor.Systems Commercial Furniture - Fit out Your Office with Quality Office Furniture from The Largest Commercial Furniture Showroom in Auckland. SW Scaffolding who are setting up to service the West Auckland market at 555 Rosebank Road. White Star Products - Marine fittings, Manual pumps, garden and hardware products manufactured and distributed throughout the world. MJF Lighting - Professional Lighting and Theatre Services. Autospot - Quality Used Vehicles in 27 Patiki Rd. Lotech Media - Video, Graphic, Design. Rockshop Quarry Products - the leading quarry products supplier in Auckland.

My final note - Never be too big to ask questions, Never know too much to learn something new.

P: 09 828 4462

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[ ROSEBANK NEWS ]

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Our Dedicated Business Development Team:

JUMP for Business- Exercise in Disguise Many people nowadays spend more time at work than they do at home with their families so it is important to prioritise the health and wellbeing in the workplace. Preventable diseases can be avoided through regular physical activity and eating well.

JUMP Indoor Trampoline Park has the solution for local businesses to get on board with workplace wellness whilst having fun at the same time.

Get the team out for some fun together, while exercising in disguise. Did you know that 10 minutes of jumping is equivalent to 33 minutes running? … and much more fun - and kinder to your body!

JUMP will make your team activities a blast. Whether you are looking for a great team-building activity, searching for an innovative way to have a product launch party, need a fun place for your company’s annual family day, or simply want to add excitement and fitness to your workforce – the staff will JUMP into action and help create activities to suite your workforce such as exercise classes, boot camps held before or after work or during lunch breaks and team building competitions.

Sandra Mu, JUMP Managing Director says, “We aim to work with you to customise your activities to bring a fun and healthy culture to your workforce.”

They can accommodate groups of up to 120 at their Avondale, North Shore and Hamilton Parks and 70 at East Tamaki with conference and meeting spaces for up to 40 people that will trigger your creative juices, and their JUMP fuel café will be happy to fully cater your event.

JUMP is an indoor trampoline park made up of thousands of square metres of

interlocking trampolines covering the floor space and going up the walls. In addition, they also have a 20ft foam pit area to JUMP into from a set of ‘runway’ trampolines, a trampoline dodge ball court and other fun accessories like a basketball hoop for extreme dunking and battle beam.

S t e a d y , H o t & S t r o n g

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Phone: 09 829 0440www.hermetic.co.nz

RHEEM NZ LTD 475 Rosebank Rd, Avondale, Auckland

LSL404 Hermetic_Compslip.indd 1 9/2/10 9:31:01 AM

Jump Avondale 6 Jomac Place Avondale

Phone: 0800 JUMP WITH US

Avondale (09) 600 5397

www.jumpwithus.co.nz


[ BNZ LEADERS BREAKFAST ]

What a great way to start one’s day. The West Auckland business community was invited last month by the RBA and ever supporting partner BNZ to an early morning treat at the newly refurbished Quality Hotel Lincoln Green in Henderson. Not only the attendees were served a delicious breakfast but were also served with an outlook for the New Zealand economy in an uncertain world.

After a warm welcome from our RBA CEO Mike Gibson who reinforced why the West Auckland business community will always be ‘stronger together’, and from Tony Dench, BNZ Senior Partner, the crowd was introduced to BNZ Chief Economist Tony Alexander.

A very entertaining speaker, Tony began his presentation by talking about his theory in the property market. In the last three years, with property prices going up, anyone and everyone wanted to invest in property in Fear of Missing Out and without any experience. Just to ‘join in’ they made the

assets market even more volatile forcing the reserve bank to introduce the 20 to 40% deposit rate, restricting new buyers.

In the next year or so, Tony reckons the alarmed amateur investors will begin to sell and there won’t be an audience to buy but maybe only the real investors out there.

Then he proceeded to highlight what the economy looks like today.

Although the Dairy industry took hit 3 year ago, New Zealand has not suffered too much and is looking pretty healthy with a rate growth from 2.2% to 3.1% just last year. But it is important to know that 3 major factors off set the export decline by substantial growths.

First factor is a booming Construction industry, residential and commercial, with numbers of consents given having tripled in the past 3 years.

Then secondly you find Tourism, with our foreign visitors spending nowadays $10

BNZ Business Leaders Breakfast

billions a year (up from $7b 3 years ago) nationwide.

Finally, Migration. An increase in our population has been beneficial so far but has its downfall in terms of our infrastructure not keeping up with the growth.

Tony believes we head for a “capacity restrained economy.” A shortage of workers and post Global Financial Crisis constraints is foreseeable.

The upcoming elections should not impact us too much but he predicts another rise in interest rates in 2018. And that will.

His advice from a business point of view is to review our margin management. These days no-one can pass on rising costs onto the customers as they will not accept them, and seek cheaper options especially overseas.

In the end, a very informative morning was enjoyed by all. It is important to stay

The BNZ West Crew

Kelvin Aromstrong, KAAR, Stefan Crooks, Westie Foods and Bob Mackie, Fullworks BNZ Chief Economist Tony Alexander delivers a rousing speech


[ BNZ LEADERS BREAKFAST ]

focused on our business needs but also important to take time and look at the bigger picture.

BNZ has and will continue to be part of our West Auckland community by allowing us to be informed, in depth and by making a difference in supporting our local businesses.

And that’s why their partnership with the RBA and CPBA shall remain and grow.

Stronger together, remember?

Your very own West Auckland BNZ team will help you ‘be good with money’, to enable a high-achieving New Zealand. This sits at the heart of everything they do.

Please do not hesitate to contact any of the following team members.

Tony Dench - Senior Partner (09) 415 3931Neil Craigen - Senior Partner (09) 924 3893Mike Taylor - Commercial Partner (09) 837 6877Sam Swann - Commercial Partner (09) 837 3566Nick Thompson - Business Partner (09) 835 1703Greg Norman - Business Partner (09) 835 1704

Call Lee on 09 376 5386 - 461 Rosebank Road - www.productionpartners.co.nz

Complete Print ManagementMuch more than print - We innovate and add value.

Fountains of innovation.Oceans of experience.A whole mountain of ‘YES’ attitude.We take that headache off your plate and lead it to pastures green!

Paul L’Amie, Bon Accord and David Priestley, Regal

Corporate Cabs provide premier taxi services including luxury vans, limousines and will also offer professional events, mobile and touring services. They even have their own app to make your corporate life easier. Contact them on (09) 377 0773 (Auckland) or www.corporatecabs.co.nz

The presentation was brought to you by BNZ. Thank you to our supporting sponsors Hire Plants and Corporate Cabs.

HirePlants is a Plantscape specialist. Their plants always look great because they have their own nursery, a wide product range, 35 years of experience, and a dedicated, trained team to design, install and maintain any Plantscapes. From the one day event to large commercial long term plant installations, Hire Plants has it covered. Contact them on 0800 800 175 or email [email protected]

Gary Bennett and Jeff Coyle, Corporate Cabs

Mark Carley, Sue Gray and Paul Crowhurst, Hire Plants

Invited guests were given an insight in the New Zealand’s economic future


NiallGREATDEAL

AVONDALE, 642 ROSEBANK ROAD, PH 828 1116 • TRUCK SHOP, 354 ROSEBANK ROAD, PH 828 1117

CARS • TRUCKS • TRACTORS • TRAILERS • FORK HOISTS

C-Tech, now a favoured supplier to the world’s sailing elite, began life as a small back yard operation in West Auckland. Founder Alex Vallings drew on his engineering background, expertise in composite materials and years in sailing to establish C-Tech in 1997. Today C-Tech is a premium marine composites manufacturer with a passion for sailing, a proud yachting history and extensive experience across a broad range of applications.

In 1998 C-Tech started exporting carbon products to the high-performance sailing dinghy markets. These included a wide range of carbon masts, carbon fibre tubing and, from 2010, carbon fibre sail battens that are now supplied to customers world-wide. Today, exports make up 75% of C-Tech’s overall sales.

Alex Vallings, an accomplished skiff sailor, has built C-Tech’s reputation as a company that manufactures superior, high-quality marine products and incorporates leading-edge technology and design to provide maximum performance benefit. C-Tech’s marine clients have included super yacht, Volvo ocean race, Grand Prix and Americas Cup race teams. From this race-proven background C-Tech staff have migrated their knowledge of composites to engineer products for a diverse range of applications including a current high profile aerospace project.

Lyn Holland, Director, formed her own software development

company in 1997 and as a natural progression Lyn merged her own business with that of C-Tech in early 2000. Lyn’s experience and insight has been invaluable in ensuring effective communication and understanding between staff and clients. A keen sailor also, Lyn has competed nationally in the Zephyr and 3.7 classes. Currently she is the only female to have won the Leander Trophy (R-Class), acting as crew for Alex.

Team C-Tech has a positive, close-knit crew of 37 staff; with the growth of the business C-Tech moved to Rosebank in 2010, into its 2000 square metre purpose built factory. The team on the shop floor have diverse backgrounds, from school-leavers and apprentices to high profile boatbuilding backgrounds with years of experience working in the industry.

Key success factors are their teams’ passion for sailing, round the world racing experience, practical engineering skills and an innovative mindset. As new processes and materials become available (e.g. robotics, advanced composite materials, Nano additives) they are introduced into C-Tech products. Manufacturing processes are enhanced by custom-built machinery, making small product runs and one-off items more cost-effective. The ability to design and build machinery in-house enables C-Tech to migrate their experience and expertise to new markets.

[ C-TECH TURNS 20 ]

C-TECH : Design without Limits, Celebrating 20 years in business


[ C-TECH TURNS 20 ]

551 Rosebank Rd, Rosebank

Phone 09 810 8406

Director Alex Vallings

Director/Admin Lyn Holland

www.c-tech.co.nz

[email protected]

C-Tech has a lot to celebrate after 20 years in the business. Their composite technicians have produced over 50,000 custom designed carbon spars, all to a high specification. C-Tech is also proud to have been involved with Emirates Team New Zealand for yet another cup campaign.

It has been 15 years since C-Tech and Emirates Team New Zealand first worked together, with C-Tech supplying sail battens during the 2003 America’s Cup campaign. Despite radical changes in the boats themselves, C-Tech continues to supply top-end carbon components to the high-tech foiling race yachts. C-Tech has now supplied the team with wing components, rudders, dagger board cases, fairings, lifting posts, tiller extensions, accumulator tubes, struts, prods and ‘bike components’ for their 2017 challenge.

C-Tech’s managing director Alex Vallings has been working with the Team since day one. “Over the last 5 campaigns we have seen a massive change in technology - foiling has turned sailing on its head. There has been a huge amount of learning needed from the teams, which has given us a fantastic opportunity to learn with them, and keep abreast of the latest developments and manufacturing techniques,” says Alex.

Emirates Team New Zealand Shore Manager Sean Regan commented, “C-Tech have taken on a key role building specialised componentry as part of the build group for our current AC class yacht. The team at C-Tech ensures the constant last minute changes to design and construction are communicated, planned and implemented efficiently to ensure the parts are completed on time and quality controls remain at the highest standard.”

So where to next? Latest developments at C-Tech include a growth in staff numbers along with

a significant increase in expertise and diversity in skills, two large pieces of equipment being added to their plant (a plotter and a new laminating and wrapping machine) and adding a world-class clean room. Expansion of infrastructure and staff has enabled C-Tech to take on bigger projects, in turn providing development opportunities for staff. As the team enters the next chapter of business growth, one thing is for sure, change is the only certainty, as the composites industry is constantly advancing with improvements in technology. C-Tech is set for the challenge.

Credit: Hamish Hooper, Em

irates Team New

Zealand

Alex Vallings

35 YEARS LITIGATION EXPERIENCE IN the Court of Appeal, High Court, District Court, Arbitration, Mediation, Employment Tribunal and Employment Court.SPECIALISES IN: General Civil and Commercial, Contract disputes, Guarantees, Debt collection and enforcement, Employment, Health and Safety, Shareholder and Director disputes, Partnership disputes, Construction and leaky buildings, Property purchase and sales disputes, Property lease disputes, Construction Contract claims, Company liquidations, Insolvency and bankruptcy, Injunctions and Equitable remedies, Judicial review and Trust and Estate disputes.

E: [email protected]: +64 21 220 9707P.O Box 55022, Eastridge, Auckland 1146


[ MEMBER PROFILES ]

G3 Group Limited

Through its document and data management services, G3 offers businesses multi-channel communication delivery with evolving technology solutions

G3 operates three principal business divisions:• Document management and data management operations in New Zealand and Australia• Retail tourist product operations in the United Kingdom;• Business mail and mail fulfilment operations in New Zealand

G3 is NZ owned and listed on the stock exchange. The business operates globally in Australia, London and Scotland with their head office here in Rosebank Road. They have 11 years of solid earnings history, with consistent year-on-year revenue growth for 11 years, and EBITDA growth for the last seven years.

G3 delivers over 60 million mail items per

year on behalf of its business customers.

Through industry leadership, G3 and its predecessor companies were instrumental in introducing the concept of:

• prepaid and personalised envelopes into the NZ business mail market;

• lateral and colour-coded filing systems and related software in New Zealand;

• tourist stamps into the UK mail market.

G3 is very much a growth story, and they

G3 Group Limited309 Rosebank Road, Avondale, Auckland 1026

Phone 09 307 5858

www.g3group.co.nz

Rob Alker, Group Chief Operating Officer

For a fixed fee of just $375* you’ll see how fast your bad debtors pay when they get a letter of demand and a friendly phone call from our experienced debt collection team.

Customers owe you money?

Lincoln Manor 293 Lincoln Road Henderson, Auckland

PH: 09 836 0939 EMAIL: [email protected] smithpartners.co.nz

Get started today, call 837 6884* Includes initial consultation, letter of demand and follow up phone call. Excludes office expenses, disbursements and GST.

look forward to delivering both short and long-term strategies to the market.

The G3 Group owns and operates several companies and brands across several industry areas:

- including Filecorp incorporating Eureka, Dalton and Access Filing are G3’s New Zealand Document Management brands offering specialist filing and document cataloguing solutions. -

The Formfile Group in Melbourne specialises in document and data management and storage including the conversion of physical paper documents into automated digital workflows

In the MAIL INDUSTRY, they operate the following brands: NZM - NEW ZEALAND MAIL, SEND, PETE’S POST, FASTWAY POSTROCKET MAIL, UNIVERSAL MAIL UNITED KINGDOM

Rob Alker, Group Chief Operating Officer, says, “We have been operating in Rosebank for 2 years now and we are very committed to working with our local business community. We can service from the small to the large orders.”


[ MEMBER PROFILES ]

Education and Employment Waitakere

Education and Employment Waitakere has been offering innovative training programmes and a ‘no charge’ recruitment service to cater for employers throughout West Auckland since 2012.

The agency has raised its profile with the business community during the past four years through pre-arranged site visits with employers in order to understand company profiles, work culture and identify recruitment shortfalls/ opportunities. The repeated key message from employers universally is - “give me a job applicant with attitude, someone that will make a commitment to work five days per week and we will make an offer of employment.”

This ‘mantra’ is instilled in trainees attending Education and Employment work based training programmes.

The Diversity Works Return to Work programme is a 16 week programme and during this time frame Richard looks to place people into a work experience placement of 4 weeks. The intention of the work experience is to upskill or provide trainees with a new career pathway, and in a number of cases it has provided employers with a no risk ‘look before you buy’ opportunity, prior to a ‘potential’ employment offer.

A number of trainees attending the current programme are returning to work after a work place injury, most have acquired specific skills and qualifications prior to an illness/injury which makes them a valuable acquisition to the workplace. and is reflected in Phil O’Reilly’s (former Head of Business NZ - NZ Herald 28/9/16) comments:

“Employers need to orientate their business planning from the

Jacqui Sawada and Richard Vernall

outset to include people with disabilities. They need to think about integration at every turn - training, job design, employment

branding, HR recruitment and staff retention.”

RRBA Member, Kevin Graham (Director, Friendlypak), who has utilised Education and Employment said, “I had a need for 4 days of help bagging one of our production runs. The person provided was ideal, as a result, 5 months later I have today asked for the same experience again.”

To discuss your current or future recruitment needs

contact Richard or Jacqui on - 09 838 0991

Website: http://educationandemployment.org.nz/

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[ MEMBER PROFILES ]

Wyatt Sargent & Associates

Wyatt Sargent & Associates provides independent strategic human resource management services designed to:

• help organisations become more efficient and effective

• help managers deal with people-related issues

Wyatt Sargent & Associates LtdPO Box 95 135, Auckland 0653

Email: [email protected]

Tel: (09)814 1823

Mob: 0274 715 299

www.wyattsargent.com

• reduce the risks of employing people.

They are an established and experienced Auckland-based consultancy that has operated since 1998. Wyatt Sargent & Associates enjoys a reputation for successful problem solving, thinking laterally to find effective solutions to human resources issues.

As they work closely with clients, they get to know and understand the organisation’s culture and internal dynamics and are able to develop tailored human resource management solutions that positively support that client’s strategic goals and culture and resolve their “people” issues.

Their client base is across the public, private and charitable/not-for-profit sectors, and covers a broad range of industries, from health and accounting to commercial refrigeration and heavy construction. While they work with all sizes of organisations, it is fair to say that the majority of their clients are SMEs.

They are characterised by:

• developing a partnering relationship with a client built on trust and integrity

• sharing their knowledge and research with a client throughout the relationship

• providing clear and well-supported advice that adds value to the client

• endeavouring to provide positive solutions for both the client organisation and employees

• being accountable and transparent

As generalists, Wyatt Sargent & Associates offers a range of HR services with a special emphasis on:

• employment law• change management• conflict resolution• problem solving

Jennifer Wyatt Sargent CMHRINZ is the director and principal consultant and works with a team of associates whose areas of expertise include negotiations, the health sector, and health and safety.

360 Rosebank Road, AvondaleFloor Area: 610 SQM, Land Area: 1057 SQM

Industrial Building providing Medium Stud Warehouse/Workshop incorporating gantry crane plus basic office, amenities and low stud mezzanine storage, and yard

Road front Warehouse available in 2 - 3 months By appointment only - please contact to arrange viewing with Michelle on 021 760 548

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[ MEMBER PROFILES ]

French Country Collections

An exceptionally curated collection of French and European inspired homewares and furniture from around the world.

Established in 1987, the French Country brand has become synonymous with ‘Beautiful Products for the Home’ throughout Australasia. French Country Collections supply to retailers and interior designers - and more recently to the public via their new website and flagship retail store in Herne Bay.

French Country Collections was founded by Sonia Watts with creativity and kiwi ingenuity, combined with an international background of design. She started the business designing and manufacturing decorative products; photo frames, lamps and bookends which were all finished with various painting techniques

www.frenchcountry.co.nzFor nationwide stockists call 0800 503 500

Outlet Stores; 8 Pollen St, Grey Lynn, Auckland

and Triton Drive Albany 09 376 7586

that she handcrafted from home around the kitchen table!

As French Country Collections moved from manufacturing to importing, the Company grew, employed staff and the nights spent working around the kitchen table grew fewer.

Thirty years later, all family members are still actively involved in the day to day running of French Country Collections and they employ a team of over thirty staff.

Last year French Country Collections moved their warehouse and distribution to Rosebank Road and are pleased to have made the move and to be part of the Rosebank business community.

For the first time in the new warehouse, French Country Collections will be holding a massive EOFY clearance sale, with hundreds of discontinued lines of furniture, giftware and homewares including bedside tables, dressers, mirrors, chairs, dining tables, dinnerware, glassware, Christmas decorations, gifts and more. Priced to clear and for a limited time.

Sale starts Friday 10th June, 9am - 4pm, 460 Rosebank Road.


[ MEMBER PROFILES ]

Ragtag

NZ Specialists in Cleaning Rags Supplies

Ragtag Cleaning Rag Supplies is a New Zealand owned and operated business that has been supplying various industries for over 10 years. In 2006, due to increased product variety, they moved to larger premises in West Auckland.

Their aim is to minimize impact to the environment by giving reclaimed clothing an alternative use other than increasing our landfill. This also reduces waste and damage to our forestry created by production of ‘one use’ paper based cleaning cloths and wipes.

Their mantra: “Don’t Litter, it makes the world bitter. Don’t

throw away, recycle for another day!”

They supply to businesses nationwide and internationally to a wide range of industries from plumbing, automotive, engineering to retail on sellers. They stand by their product by offering a moneyback guarantee. At the same time, they are always looking at new ways to better their business to provide their customers, with optimum service and product.

They stock a vast variety of cottons, which have great absorbency, very low lint and are very soft, which makes them ideal for various applications. Most of these products they can supply coloured or white, taking costing or special needs into consideration.

Theo Geurts - Founder and Director - started the business 10 years ago after 30 years as a print engineer and has never looked back. “No matter what the size is of your operation, no company or individual is too big or small for us to provide them with their rag needs,” says Theo. Joining him in the business is his wife Margo, as well as Angela and Simon.

When chatting to Theo and Margo about their future directions they tell us, “We will be incorporating cleaning products across the board to service our customers with all their cleaning needs.”

Contact Ragtag today and they will assist in supplying a rag for your requirements.

Shop online www.ragtag.co.nz/shop/Call us 09 838 4837 or 09 296 0353

Store Location 1 /10 Mihini Road, Swanson, Auckland



[ BUSINESS NUTS & BOLTS ]

As in nature where the sun is vital for life and growth, so cash flow is essential to the life and growth of your business. It is the oil that lubricates the cogs of industry.

In a recent survey conducted for Small Business Week to identify major areas of stress for small business owners, it concluded that small business owners struggle to maintain adequate cash flow. In fact, of the small business owners polled, managing cash flow is the main stress producer (43%), coming in well ahead of the next stress producer at (29%).

Considering its significance to business, and to the emotional wellbeing of business owners, we thought it would be timely to focus on how you can put the flow back into your cash flow with these 5 simple tips.

1. Effective Cash Flow ForecastingAn inordinate amount of small businesses tackle the management of their business cycle without an effective form of cash flow forecasting in place. According to Paul LaRock a principal at consultancy Treasury Strategies, “too many companies get blindsided by unfavourable movements in cash flow that are predictable if they really sat down and thought about it.” By thinking about and planning for your cash flow movements you are in a much better space to deal with unfavourable movements, and indeed the day to day management of your business. In addition to this, once the cash flow forecast has been agonised over and set, it is vital that ongoing monitoring of the forecast becomes part of the ‘DNA’ of the business, to ensure its continued health and growth.

2. Debtor ManagementWe’ve all heard the expression “the cheque’s in the mail!” However, businesses need that cheque to be cleared funds in their bank account, where the cash can continue to support and grow the business. However, debtor management can be one of the most difficult and sensitive areas in effective cash flow management. Let’s face it, not many of us like picking up the phone to politely but firmly inquire when last month’s invoice will be paid. So we tend to put it off with the result being your average debt turn blowing out!

That being said, make a plan and commitment to put the right procedures in place to chase up outstanding debts. For instance, as recently revealed by a business associate, it can be as simple as her recently retired mother in law hearing how long it was taking her to collect on her invoices. She started emailing and calling her debtors resulting in a massive improvement in the prompt payment of her debts! Failing that, you may want to consider engaging a company that offers debtor management services and who are experts in all things pertaining to debtor management.

3. Flexible Working Capital FacilitiesYou want working capital facilities that provide you with breathing space to develop as your business grows. Discuss the facilities

5 Tips to Put the Flow into your Businesss Cash Flow

Wayne Simmons Scottish Pacific Business Finance Ltd

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available with your bank or financier, and understand how they operate. This includes any facility limitations that may stifle your ability to gain access to cash at critical growth periods in your business. This may mean investigating other options outside of your traditional financing relationships including companies that specialise in cash flow lending, such as invoice funding.

4. Supplier Payment TermsIt kind of seems hypocritical, but negotiating favourable payment terms from suppliers such as paying late or by instalments can be an effective way to ‘horde’ your cash. Other businesses may have the ability to offer these terms, and by asking you may be able to tap into a valuable cash flow advantage. However, negotiating terms of payment with your suppliers is a skill that needs to be honed and developed. It’s therefore a good idea to have a strategy before entering into talks with your supplier and decide what are non-negotiable factors, such as payment dates etc.

5. Stock ManagementMake sure that there is enough cash available for the operation of, and investment into the business by not tying up cash in stock unnecessarily. While your hard earned cash is tied up in inventory it’s not able to work in other areas of your business, such as investment in sales or operational staff which could grow your top line revenue.

Following through on these simple yet timely tips will help put the flow back into your cash flow and keep the sun shining and your business healthy and growing.

Contact Wayne at Scottish Pacific Finance Ltd, phone 09 3024640, 021 644930 [email protected]



Recent changes to immigration policy settings have been intended to target employers and will have significant impact on business.

ComplianceIn April the Government indicated a stronger working relationship between the Labour Inspectorate and Immigration New Zealand. Where an employer is found to be in breach of labour laws to a point where penalties are imposed by the labour Inspectorate, the employer will be prohibited from supporting work Visa applications. Existing work Visa holders will not be able to renew their work Visa with the same employer during the period of prohibition.

There is now significant activity within the Labour Inspectorate and the number of workplace inspections is going to rise significantly.

The message is clear - employers must be vigilant to ensure ongoing compliance with labour laws if they need to recruit skills and expertise from offshore.

Changes to Skilled Migrant residence criteriaThe increase in the points score required to be a successful resident visa applicant had a significant impact on those trying to obtain residence based on having job offers with Auckland-based employers. Achieving 160 points when you can only claim a maximum of 50 points for a job offer in Auckland is difficult.

But when the same job offer can score 80 points because the employment is outside of Auckland there is strong incentive for people to move out of Auckland.

But they are not moving because they want to. Nor are they moving because they see greater opportunity in terms of career prospects. They’re simply moving to achieve residence. This could

Visa changes target employers

Aaron Martin LL.B, LawyerNew Zealand Immigration Law

make recruitment by Auckland-based employers more difficult, and potentially prolonged persistent skill shortage in the Auckland labour market.

The proposed August 2017 changes may make recruitment more difficult, and not just for Auckland employers. The proposal to recognise only work experience that is “skilled” in the manner currently proposed will run the risk of making it more difficult for people to qualify for residence. Currently any work experience relevant to the job offer from the New Zealand employer counts towards a resident visa applicant’s points.

The proposal to measure the skill level by reference to an income figure of $49,000 is misguided because it uses a statistical figure for a purpose it was not designed for.

It indicates a mentality of knowing “the cost of everything and the value of nothing.”

New Zealand businesses and employees been told by consecutive governments the market should determine wages and salaries because the market is a good measure of demand for skills.

Business owners know market rate of pay does not necessarily reflect the value of that person’s service to the company in the context of revenue generation, transfer of skill and knowledge to other employees’ talent.

I suspect the real prod to New Zealand businesses through this change is to start paying wages reflective of value, and not what is currently determined by market.

Immigration New Zealand may classify a job as “low skilled”, but where such an employee represents real value to a business, New Zealand employers will, if they need to recruit from offshore, potentially need to increase the wage to meet the $49,000 threshold.

If that creates a disparity in the salaries between work Visa holders and local employees, there will be wage increase pressure from local employees. That will result in an upward movement in wages. I suspect this is an underlying motive in these changes - an indirect way to achieve wage increases in a slow progressive manner in lower skilled roles without the need to increase the minimum wage.

Proposed Work Visa changesWork Visa holders in what are considered “lower skilled” roles will

• you’re NOT insured and you know you should be;• you want to make sure your present policies are right for you;• you want to discuss the range of protection packages

that modern business executives should have;• you want straight forward advice and down to earth

recommendations, then give Bernie a call.

We’re big on lifeBernie McCrea loves life. His own, of course. But he’s also passionate about his job of putting together life insurance packages that help people protect what matters most to them; namely the wellbeing of them, their families and loved ones.

Bernie’s knowledge and experience in the field of life is second to none. He delivers solutions that clients - from businesses to individuals - can bank on. Plus, more importantly, can afford.

He’s a proud sponsor of the Rosebank Business Association and offers a "street savvy" approach to developing and driving business relationships that people value and trust.

As part of the IC Frith network - established in 1983 and with offices around New Zealand and around the world - Bernie can take advantage of the buying power of a major insurance group that benefits his clients.

If:Bernard McCreaDipPFP DipBank DipBA SFFINGeneral Manager Life and HealthTel: 09 820 9710Fax: 09 820 9720Mob: 027486 [email protected]

KEEP IT SIMPLE – PRACTICAL IMMIGRATION ADVICE FOR EMPLOYERS

At New Zealand Immigration Law we are here to solve Immigration visa problems and avoid applications running into needless difficulty. Don’t try and do it on your own, with over 20 years’ experience we understand the NZ immigration system and requirements.

Get in touch today – [email protected] | 09 869 2952

1 Saunders Place, Avondale, Auckland | www.nzil.co.nz

Do you want to recruit candidates from outside of New Zealand to work in your business?Found the ideal employee in New Zealand, but they’re on a working holiday visa?Having problems securing a work visa for an existing employee?



Aaron Martin LL.B, Lawyer New Zealand Immigration Law

Phone: +64 (0) 9 869 2952


www.nzil.co.nz

face a stand down period of one year after holding work visas for 3 years.

A salary threshold is proposed to define what constitutes a “lower skilled” role. That salary threshold is the same for residence discussed above.

The imposition of a stand down period seems pointless.

If the employer can demonstrate at the end of 3 years they still can not find a New Zealand citizen or resident to perform the job why should the employer be prohibited from recruiting the same person for another year?

The government has said it is to reinforce the temporary nature of work Visa entitlements. Every employer who has gone through repeated work Visa renewal processes is fully aware of the temporary nature of the work Visa entitlement.

Saying to a work Visa holder the temporary nature of that Visa needs to be reinforced, is like saying to an Auckland renter on an annual tenancy we need to reinforce the temporary nature of your accommodation.

I suspect the real nudge to the business sector is that it will have to actively train people alongside the work Visa holder to ensure that they have a replacement for when the work Visa holder must leave.

In short the government has become frustrated by a perception that New Zealand employers are not doing enough to train local people into jobs. That of course begs the question whether there are people in the local labour market capable of being trained and who want to be trained into such jobs.

The government’s investment into training has been inadequate for a long time. The mixed messages sent to young New Zealanders about higher education and careers has been confusing. The current education system is falling behind in terms of making people ready for the workforce.

Once more, private industry is asked to pick up the slack without incentive to do so except fear of punishment.

For a business to undertake training to a level to replace an experienced and qualified work Visa holder means they

have to recruit twice: one person with the skill; and one person without the skill but enough talent to be trained. One allows the business to generate revenue; the other is a cost centre until such time as that training is complete.

But that is the privilege of bureaucracy - it gets to make the policies without having to wear the cost of achieving the outcome.

Existing visa policies were adequate. While some strengthening of the labour market testing for work visas around why the employer has not trained or up skilled may have been desirable, the solutions in the proposed work Visa changes go too far.

• you’re NOT insured and you know you should be;• you want to make sure your present policies are right for you;• you want to discuss the range of protection packages

that modern business executives should have;• you want straight forward advice and down to earth

recommendations, then give Bernie a call.

We’re big on lifeBernie McCrea loves life. His own, of course. But he’s also passionate about his job of putting together life insurance packages that help people protect what matters most to them; namely the wellbeing of them, their families and loved ones.

Bernie’s knowledge and experience in the field of life is second to none. He delivers solutions that clients - from businesses to individuals - can bank on. Plus, more importantly, can afford.

He’s a proud sponsor of the Rosebank Business Association and offers a "street savvy" approach to developing and driving business relationships that people value and trust.

As part of the IC Frith network - established in 1983 and with offices around New Zealand and around the world - Bernie can take advantage of the buying power of a major insurance group that benefits his clients.

If:Bernard McCreaDipPFP DipBank DipBA SFFINGeneral Manager Life and HealthTel: 09 820 9710Fax: 09 820 9720Mob: 027486 [email protected]


PlusRosebank

RBA

10 Safe Strategies For Ramping Up Your Revenue

Warwick RussellSmetric for RosebankPlus+

Believe it or not, there are only four ways to increase your revenue:

• Increase the number of customers.

• Increase the average transaction size, i.e. upselling.

• Increase the frequency of transactions per customer.

• Raise your prices.

I will mostly focus on the first way – increasing your number of customers. But first, remember that not all customers are ideal customers. If you’re spending a lot of energy serving customers who don’t buy very often, have a low average transaction size, don’t spread the word, and complain about the price, it doesn’t make sense to attract more of those customers. The more ideal customers you can attract, the better your business. Be very clear on what they look like and where you will find them.

Here are 10 safe strategies for ramping up your revenue suggested by Jay Abraham, internationally respected marketing guru:

Strategy 1: Find other businesses that have the same target audience as you but are complementary, not competitive. Work out an arrangement with them where they introduce your non-competitive product or service to their client base.

Strategy 2: Find easy, low cost ways to form a relationship and develop trust with the target market for your new product. You might start a relationship with a special report on how your target market can get the benefit or result they are pursuing in their business or personal life.

Strategy 3: There may be companies that sell products or services that are sold concurrently, before or after yours. Offer to bundle your product or service along with it.

Strategy 4: Before you release new products or services, send out provocative article and press releases. Try to reach everyone of influence you can - magazines, newspapers, radio,

All RBA member companies are invited to a free 1 hour confidential business review with Smetric through the RosebankPlus programme. Whether your company is struggling, or struggling to get the support you need, visit abv8.me/4n0 to discover how Smetric can help you, or email: [email protected]

websites, bloggers - to talk about your new product that will be coming available soon. Build anticipation before it comes out with a stimulating media campaign.

Strategy 6: Expanding your distribution sources can significantly boost your sales and revenues without requiring any changes to your marketing or pricing. Research the effects of using online selling, direct mail, wholesalers, retailers, distributors and outside sales reps to project how each method can affect your sales volumes, profit margins and total profits.

Strategy 7: Make sure that your sales team are trained on how to sell before you train them on how to sell your product or service. Train them in consultative selling.

Strategy 8: Make your sales team as effective and efficient as possible by helping them get leads. Don’t just leave it to them to figure it out.

Strategy 9: Study your competitors. Look at their advertising, their websites, social media etc. Look at their sales approaches. You have to know what the competition is doing to be successful.

Strategy 10: Constantly review your own business. Look at all the alternative products and services you are competing against. Look at your current business processes and operations. Don’t get complacent. The market keeps changing.

There is no silver bullet. No one strategy on its own will deliver results so you need to try a number of them.


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The issue of drugs at work is a major concern to many employers.

But how significant is this problem in New Zealand workplaces?

Quite obviously, nobody wants drugged-out workers operating machinery, driving cars or being part of the employment relationship, any more than we want drunk workers doing the same.

The PM recently made headlines (and was supported by various industry groups) when he commented that employers were struggling to hire Kiwis because too many had failed drug tests. Yet the numbers provided contradict this view.

In an article on the RNZ website in February 2017, a drug testing company is quoted as saying: “…the rate of positive tests has remained at about 5 percent…”*

The article continues to quote the company, which then says: “…the company is doing more tests and therefore failing more people…”*

The trend is flat.

More failed tests are simply a product of more tests being conducted. The rate of failure, as a proportion of the working population, is the same.

It seems we have an issue with a hardcore 5 out of every 100 workers who can’t stay clean long enough to pass a drug test, meaning they would most likely be unable to stay straight for work.

These 5% are a risk to their fellow workers, the public and themselves. Action is justified and drug testing will help manage this risk. But clearly, these people are not a large group and thankfully not a growing group.

So where are all these drugged-out applicants coming from, that the PM refers to? Are they beneficiaries? Another RNZ article of May this year states: “In the last six months of 2016, more than 18,000 beneficiaries were sent for drug tests and 80 failed.”**

The 80 includes those who didn’t turn up, so it has been assumed that they’re hiding something, probably a fair enough assumption,

Workplace Drug Testing

Jason EnnorMyHR

but an assumption none-the-less.

That is a failure rate of 0.44%

The article also states: “Over the previous three years, nearly 95,000 beneficiaries were drug tested - and only 450 failed or didn’t turn up.”**

A three-year failure rate of 0.47%.

Once again, essentially a flat-line trend. Clearly the 5% of people who are failing tests are not beneficiaries.

So, what is to be done?

If you assume (based on the higher number above) that one out of every twenty people you will interview for a job will not be fit due to drug taking, this leaves 19 applicants who are clean and therefore need to be screened on objective job criteria.

Use a reputable drug testing company to filter out the small number of bad users, then get back to focussing on a quality robust recruitment process.

Drug use is a wider societal problem. The impact of hard drug use on our society cannot be ignored and sadly some communities appear more afflicted by this than others. However, the numbers do not support that this is a significant workplace problem. Using it as a platform for political point-scoring, or mounting arguments for and against immigration, appears to be disingenuous.

Surely the bigger issue is that Youth Connections quote: “Auckland currently has around 23,000 young people who are not involved in education, employment or training.”***

Meanwhile, industries all over the country are crying out for willing workers.

Let’s support these agencies and put more effort into connecting these willing young people with the employers. Immigration policy then becomes targeted and tops up any worker shortfall with quality future New Zealanders.

*http://www.radionz.co.nz/news/national/325490/drug-use-not-the-whole-worker-shortage-story-employer

**http://www.radionz.co.nz/news/national/330226/few-beneficiaries-fail-pre-employment-drug-tests

***http://www.youthconnections.co.nz/about/

Jason Ennor, MyHR Phone: 0800 MyHR NZ


www.myhr.co.nz

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What Is A Management Buyout?

Peter SmithSmith & Partners Lawyers

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A management buyout is when employees of a business - usually executive directors and/or managers - purchase the business.

What are the other options for selling a business?

A management buyout is just one of the options that are open to the proprietors of a company when the proprietors are considering their succession plan. A management buyout can be compared to the other options such as:

• An open market sale.

• Finding a partner to acquire part of the business with the object of buying out the proprietor over time.

• Preparing the business for a public listing on the Stock Exchange.

• Selling the business to a private equity company.

FinanceThe common denominator among most businesses that participate in a management buyout is that the businesses are long established, with a proven track record in both business management and financial management so that the bankers proposing to lend the money to the management team for the buyout of the existing proprietors are confident about the company’s future.

Very often there are two tiers of lending. The first tier of lending is provided by the banks who may lend to say 50% of the net assets of the business, the outgoing proprietor will stomp up say 25% of the price by way of loan, with the management team together finding the balance of the purchase by providing mortgages over their homes or other securities that the banks are prepared to accept.

Buyout documentationThe documentation for a management buyout will comprise;• an agreement for sale and purchase of either the shares in the

company or the assets of the business; and

• a shareholder agreement reflecting the agreement between the management team that will be completing the buyout.

The Agreement for Sale and PurchaseThe Agreement for Sale and purchase will specify the price, how the price is to be paid and the warranties concerning the past management and performance of the business. These warranties are provided by the outgoing proprietors. There may be warranties as to the tax position of the company and matters relating to the company known only to the outgoing proprietors but that should be disclosed to the management team.

The shareholders agreementThe shareholders agreement on the other hand will record the rules as between the new shareholders in the business in terms of the capital structure of the business, its governance, managing risks, the employment expectations of each of the principal participants in the buyout and an agreement in respect of exit from the business should one of the new owners at any time decide that they want to leave the business.

Smith and Partners are able to advise on management buyouts from beginning to end and are happy to discuss with the participants at an early stage their proposals in respect of a management buyout and to put them in touch with other people who will help such as bankers and accountants so as to form a professional team tasked with getting the deal across the line.

If you are interested in pursuing a management buyout of the business you work for, or are a business owner wanting to sell your business in this way contact Peter Smith on 09 837 6882, email [email protected]

Freephone 0800 4WORLD – 0800 [email protected]

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