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Summer 2010

$6.95 inc GST

NORTHERN RIVERS

MAGAZINE

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MAGAZINE

Publisher

Ashley Burke-Smith

Editor's Note
Editor

Moyra Burke-Smith

Design

W
elcome to your Summer issue of NRBM. Our storm season has given us a few
reminders of what nature can kick up with high winds, rain storms and high www.aguawebs.com
temperatures.
info@aguawebs.com
Our feature this issue is Go Green where we explore some of the products, offers, rebates
and grants available to businesses. When assessing ‘green’ options sometimes the choices seem 02 6676 2980
overwhelming, we aim to simplify what’s available to you so you can make an informed choice.
See how being environmentally aware can save you money, build your business and help save
the planet for future generations. Contacts
Apparently the global economic crisis is coming to an end, at least for Australia, but have
interest rates been raised too soon? For businesses that have managed to get through the last Editorial Contributions:
year let’s hope the government doesn’t take its foot of the stimulus pedal too quickly.
editor@nrbm.com.au
Christmas is coming and as a present to you, we have sourced a terrific reader prize for NRBM
readers. We have 3 Business Coaching vouchers worth a total of $1500 to give away. We all Advertising Enquiries/Media Kit:
recognise the benefits of a personal trainer for fitness, the results speak for themselves and in sales@nrbm.com.au
the case of elite athletes they are seen as essential for success. Business is no different - Using
a business coach helps you give your business direction and plan how to reach your goals. So, Subscriptions & General Enquiries:
if you’re in a position to grow your business and need that helping hand to direct you through, admin@nrbm.com.au
enter the prize draw for a chance to win some personal training for your business.
Summer is traditionally the peak period for our retail, hospitality and tourism sectors and there
are some great initiatives being used by local towns to keep revenue flowing onto their local
NRBM
economies. We wish all of our regional businesses a great summer season.
Finally I’d like to wish a Merry Christmas and a prosperous New Year to all our NRBM T: 02 6685 4516
advertisers, suppliers and readers.
F: 02 6685 4518
W: www.nrbm.com.au
P: PO Box 130, Suffolk Park, NSW, 2481

Moyra Burke-Smith
Editor The Small Print :
NRBM
Notice: While every effort has been made to ensure
the accuracy of the information in this publication
the publisher accepts no responsibility or liability
for any errors, omissions or resultant consequences,
including any loss or damage arising from the
Special Contributors reliance on information in this publication. The views
Geoff Kelly, Newcastle Permanent, has Matt Denehy, Eagle Insurance Brokers, a leading
a wealth of experience in financial service expert in both business and consumer insurance expressed in Northern Rivers Business Magazine are
and commercial business management he giving expert advice to ensure you’re covered.
covers business banking and planning. not necessarily endorsed by the editor or publisher.
Clayton Oates, QA Business, our business
No part of this publication may be reproduced,
Noven Purnell-Webb, MageData, our technical efficiency guru cuts through the red tape
expert covering essential business IT issues to ensure to make your business run smoothly. stored in a retrieval system or transmitted in any
your business is getting the most from technology.
Jacinta Weir, JHA, with over 12 years experience form, or by any means electronic, mechanical,
Jon Dale, Small Fish, making business grow in HR Jacinta advises on recruitment, change
is Jon’s business he focuses on what issues management, performance, mediation and strategy. photocopying, recording, internet or otherwise,
need to be overcome to achieve goals.
without the prior written permission of the publisher.

The paper used to produce this magazine is manufactured by an ISO 14001 environmentally rated mill.

NORTHERN RIVERS

www.nrbm.com.au Summer 2010 MAGAZINE


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www.nrbm.com.au
Contents

12 14

28 32 16-23

Business Matters Cover Story


Insurance 12 Go Green 16-23
Protect your business, don’t be exposed to Find out how your business can save money, energy and the
costly negligence. planet. Learn about what systems can benefit your business and
how you can access rebates and loans. Throughout the feature
Business Efficiency 14 we showcase companies that make it simple for you to change
Learn about customer relationship management, over and reduce your carbon footprint.
CRM in ‘Who’s Looking After Your Customers?’

Accounts 28 Regulars
The benefits of sponsorship and how
it can make a real difference to your bottom line.
News & Events 6-8
Marketing 32 Keeping you up to date with what’s on and who’s doing what.
Investment or cost? Don’t fall under your Including The Round Up – news from the region’s chambers.
accountant’s scalpel.

Special Reader Prize Business Matters 9-15 & 26-32


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www.nrbm.com.au Summer 2010


news & events

New Burleigh Office for Visitor Centre Building Sector


Successful Team Open Hit Hard
The financial crisis may be over
for some but the commercial
building industry is suffering. John
Volunteers on opening day Crittall from the Master Builders
The Tweed Heads Visitor Association recently commented:
Information Centre is now officially "The commercial sector is about
Hard work and commitment boards in excess of 70%. open. The project is a partnership 40% down on year to date
has paid off for the team at Ray This outstanding result has between Tweed Shire Council, turnover, we've had over 20,000
White Commercial Coolangatta/ firmly established Jared and his Tourism NSW and the Australian redundancies out of the commercial
Tweed Heads with the opening team as top line performers in Government’s Economic Stimulus sector and the latest report to
of another office at Burleigh the local commercial property Plan. September 2009 showed that we
in the ever-growing Southern arena as well as the residential The state-of-the-art centre, had $3.3 billion of projects that
Gold Coast and Northern market particularly around located at the corner of Bay and had been deferred and another
Rivers region. Tweed Heads. Wharf Streets, will showcase the $500 million worth of projects
The new office in Burleigh, After a stellar performance many natural and built attractions which had been abandoned."
located at Tree Tops Plaza comes in 2009 Jared Hodge is looking of the Tweed and North Coast of Most current building projects
just over 6 months after principal forward to further business NSW. were commission well over a year
Jared Hodge opened the growth and expanding his Tweed Tourism, has reported ago and these are in the process of
Coolangatta/Tweed Heads office, dedicated team to become the increased visitor patronage since finishing. As for new work although
which has achieved a Ray White dominant commercial agency the doors opened to the public a the government has some projects
Commercial market share on sign from Burleigh to Byron Bay. few weeks ago. underway for schools, these
Tweed Tourism General development projects are often not
Sorry Just the Start Says Clarence MP Manager Phil Villiers said, “It is in full time work.
The state member for Clarence 2-years-old up to 7 and 8, and a wonderful position strategically The godfather of Queensland
says the apology to the Australians they missed out on that love - located on one of the most construction, Kevin Seymour, says
and former child migrants who it was just cold, there was no significant intersections in the the worst is yet to come. "I'd say
suffered in institutions or in compassion or anything shown," Tweed Heads CBD and adjacent that unless something dramatically
care must be followed up by he said. to the park and Jack Evans Boat happens in the next say six months,
meaningful action. The Nationals MP said Harbour.” we'll all be looking for work." he
Steve Cansdell has spoken "It's okay saying sorry but The purpose-built $658,720 commented.
frankly about the abuse he you've got to follow up with VIC includes an information service Steve Greenwood from the
suffered in an orphanage from meaningful programs to address area, an administration section, property council fears what will
the age of 11. the past and I think that many public toilets, a plaza and a grassed happen to the building industry
"I think I was fortunate, of these people do suffer, the area linking to the Jack Evans Boat when the Government projects
I didn't go into any of the same as people in the aboriginal Harbour redevelopment which is end.
orphanages until I was 11 and community still suffer... you stick currently underway. "The cranes you're still seeing
a half and I had 11 years of your hand in your pocket, not The building’s display area offers on the skyline, but most of those
great strong family support' Mr throw money at them but throw a unique open-air design which projects will finish off, but then
Cansdell said. money at programs to ensure it integrates with the surrounding those cranes will disappear and
"Many of these kids were doesn't happen again and help park reducing the need for they probably won't come back
brought out anywhere from the people that have suffered," airconditioning. for a number of years."

Vandal Caught on Camera


A new high-tech security system at Lismore’s City Toyota car yard. to go straight to his house and triggered, an SMS is sent and you
installed by City Toyota in Ballina General Manager Mark Pidcock arrest him. are able to view the footage from
Road, Lismore, has already claimed said the footage from their high- The German security system your own home. The technology
one scalp – a young man caught in tech security cameras gave a high was installed by Lismore company is not expensive to secure your
the act of vandalising cars. resolution picture of the vandal in Linear G, Sales Manger Amanda business,” Ms Morris said “A
An 18-year-old man was action. Morris commented: “It’s a security camera costs about
caught on camera smashing The footage from the camera high-resolution online security $2500 and installation starts from
windscreens with a shopping was handed to police who knew monitoring system. You can be $800.”
trolley and jumping on car bonnets the repeat offender and were able at home and if an online alert is

06 Summer 2010 www.nrbm.com.au


the round up

Ballina Success Byron WE WON!


experienced and survived a
Celebrates WE'RE STOKED!
Bypass. They said signage and
town centre upgrades were crucial Schoolies once again visited
to their town’s capacity to recover Byron Bay in November and
(and usually flourish) post bypass. December and we were ready
Another component of the to welcome them, offering
Chamber’s Bypass Readiness a safe and enjoyable visit. Brunswick Heads Chamber of
Campaign has been a Destination Byron United co-ordinated a Commerce was recently awarded
Style Promotion incorporating Safety Response Group with the honour of Best Business
Television, Print and Web representatives from the Liquor Organisation in Regional NSW in
focussing on bringing locals and Accord, Byron Youth Service, the Regional Achievement and
visitors alike to Ballina Town centre Byron Shire Council, Holiday Let Community Awards 2009.
to shop. Bluefox Productions, Organisation, Police, Hospital, Matthew Denehy, Kim Rosen
Ballina Chamber of Commerce is local film company, sponsored Byron High School, The Buttery and Robert Rosen made the trip
excitedly popping the champagne the production of a 30 second and Byron Core Values Group. to Bathurst for the Awards last
corks. Not just because Santa commercial which is currently A 24/7 central hub was set Saturday and brought home two
and the economic benefit he on air with Southern Cross Ten up to offer a safe haven and certificates, a heavy glass trophy
brings is coming either! Ballina and our www.ballinatowncentre. assistance to our young visitors. and a lucrative PRIME TV ad
Shire Council recently resolved com.au website will be live by Thanks also go to volunteers package. Now we will brainstorm
to invest $4 million in completing December. Red Frogs and Point Zero who the best way to use this prize!
the upgrade of the Ballina Town Additionally a 28 page Ballina provided invaluable assistance We met the Industry and
Centre along with seeking Federal Town Centre Brochure will be out throughout the day and night. Investment NSW Minister Phil
Funding of an additional $4 in early December. The safety initiative made a big Costa, and then gave a brunch
million dollars so both stages of With 2010 looming the Board difference in town. presentation the following morning
the upgrade can be done in 2010 of Management and Chamber The Christmas Women’s to tell Brunswick's story. We have
– well before the Ballina Bypass staff are working on an action Lunch will be held at Byron at also received an invitation from the
which is great news for the whole packed events program along Byron Resort on 10 December DSRD Western Regional Manager
community. with professional development and will give all who attend to meet with the EDO for the small
The Chamber invited initiatives and projects across a little more to think about struggling inland town of Warren.
representatives from Brunswick various sectors. Call Nadia or Kim over the holiday period. Cathy They like our entrepreneurial
Heads and Taree who have on 6681 5049 to find out more. Burke, CEO of the Hunger and lateral approach to leveraging
Project is a guest speaker and talent, enthusiasm and small
Jacaranda A Success will talk about their goal for amounts of money to achieve
Well we’ve just had a very successful trees and implementing a sound ‘every person to have enough some great outcomes.
Jacaranda and the blooms seem to replanting policy to ensure that of the right food to be healthy Everyone also seems to love
get better and better each year. we will forever be known as the and productive’. our "Simple Pleasures" campaign
Certainly, the publicity we have Jacaranda city. Byron United’s annual Light and the way we are growing the
been getting for our Jacaranda Following Jacaranda, our Up Byron has once again been economy and jobs, but not at
festival is fantastic and our visitors next function is to promote supported by local businesses expense of our village lifestyle and
go away with praise for our the Christmas season and the and the Christmas Tree will shine community values.
beautiful city. Chamber is working with Council on Byron Bay throughout the We have proven that an
Not only is jacaranda a great time and the Ministers Fraternal to Christmas period. We also raised ongoing co-operative effort
for us to celebrate, but it also has organise an opening to the festive enough funds to contribute to between businesses, residents,
a significant economic impact for season with Carols at Market Carols by the Sea which will be community groups, Council and
our city. Our festival draws visitors square. held on 11 December, this has partners does actually work!
from all across Australia and these The committee has been become an annual event in the The Award was sponsored by
visitors play an important role in active and a draft budget and Bay, organised by Sharny Russell Industry & Investment NSW, Prime
our economy. Long may it live and programme has been prepared van Herp and the Ministers’ TV and the Land Newspaper.
our congratulations to Libby Pigg for the next 12 months. Our Fellowship. Thank you everyone who has
and her team for their professional membership is increasing and The past year has brought made a contribution, especially the
organisation of this years event. we are planning to upgrade many challenges for the Board Executive and sub committees past
It is also pleasing to note our web site. All members are of Byron United which continues and present, who have represented
our Councils commitment to encouraged to look at our site and to represent the interests of the the membership so diligently and
maintaining these beautiful provide feedback. business and wider community. enthusiastically.

www.nrbm.com.au Summer 2010 07


business matters
nsw chamber

Sponsored by: NSW Business Chamber


hip Kellon Beard is the Regional Manager covering Northern
NSW for the NSW Business Chamber.

hare
Is Your Business Prepared for
cations,
Fair Work? Some of the key changes include:
Businesses employing 15 or more Businesses employing less than

A
recent national study by CompliSpace into SME preparedness full time staff 15 full time staff
as well for the Fair Work Act 2009 has revealed that half of Australia’s An employee can make an unfair New Small Business Fair Dismissal
u to To small
find outtomore about
medium-sized companies do not understand the key dismissal claim if employed for six Code for small businesses.
membership please call months or more.
changes to be introduced
Sharon Cadwallader,
with the Fair Work Act.
An employee can make an unfair
vice Line, The early results
Regional Manager of the study show that two in five employers are 14 day cut off to lodge claim with dismissal claim if employed for
n issues unprepared
on 6686 for
8282 Modern
or visit Awards, and 52% of small corporates believe Fair Work Australia. twelve months or more.
www.nswbusinesschamber.
& Safety. seniorcom.au/memberbenefi
staff members don’t know that 1 January 2010 is the start date
ts Fair Work Australia is the new 14 day cut off to lodge claim with
NBC 1529

for these new standards. industrial relations tribunal and Fair Work Australia.
47% of organisations with 50-200 employees believe management regulator.
Fair Work Australia is the new
does not have a good understanding of key changes to be introduced industrial relations tribunal and
Invigorating Business
in the final phase of the Fair Work Act. regulator.
“It’s understandable thatts businesses have had more pressing
nswbusinesschamber.com.au/memberbenefi
issues than Fair Work to contend with, being focused for the last Figures released by Julia Gillard’s office earlier this year show that
twelve months on surviving the downturn and steering their business
18/2/08 4:43:10 PM
unfair dismissal claims have doubled in the first ten weeks since the
towards recovery,” said NSW Business Chamber Regional Manager commencement of the Fair Work Act, compared to the same time
Kellon Beard. period last year.
“But there are significant changes for almost all businesses, and it is And it’s only going to get more complicated for businesses, when
fair to say that ignorance is no excuse for non-compliance” the 10 new National Employment Standards and the new Modern
New unfair dismissal rules, effective from 1 July 2009, removed the Awards system commence on 1 January 2010.
WorkChoices exemption from unfair dismissal claims for businesses
NSW Business Chamber specialises in helping businesses of all sizes meet their
with 100 employees or less. This has greatly increased the number of workplace obligations as an employer, and comply with the new legislation. Call
employees that can make a claim for unfair dismissal. 13 26 96 for more information.

what's on
December
9 Korea ICT Market Briefing Brisbane www.austrade.gov.au
10 Getting Into Export Brisbane www.austrade.gov.au
12-13 Lismore Christmas Carnival Lismore 0414 442 533
13 Grafton Rowing Regatta Grafton 6642 6885
16 Twilight Market Brunswick Heads 6685 1003
24 Christmas Eve Street Party Bangalow 6680 8558
26 Boxing Day Races Ballina 6686 2603
27-Jan1 Woodford Folk Festival Woodford www.woodfordfolkfestival.com.
27 Maclean Rodeo Maclean 6647 7120
31 New Years Eve Regional Contact your Local Council

January
2-5 Great Eastern Fly-In Evans Head 6621 5592
17 Show and Shine Ballina 6628 1042
26 Australia Day Regional Contact your Local Council
27 SMED Lismore 6621 3460

Febuary
3 Considering a Business Springwood www.dtrdi.qld.gov.au
8 Small Business Management Program Kingscliff garry.macdonald@tafensw.edu.au
TBA Starting a Small Business Ballina info@ablcc.com.au
TBA Home Based Business Planning Lismore info@acenorthcoast.com.au
TBA Small Business Management Kingscliff garry.macdonald@tafensw.edu.au

If you have an event you would like to submit to the calendar please e-mail details to editor@nrbm.com.au
Whilst all care has been taken in compiling event information, details are subject to change. Please confirm dates and times using the contact details given.

08 www.nrbm.com.au
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employment & training

Succession Planning for Small Business


Jacinta Weir, JHA Recruitment

O
ne of these days you may consider This is not just a matter of having people ’in mind’ should
reaping some of the rewards of something happen, but a plan of attack. This is not something
operating your own business by which can be achieved overnight; it involves time and effort and
entrusting its future growth and prosperity having strategies in place before the need arises.
to another person or team. Sometimes this The success of this will be impacted by your succession
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your own mortality. Having a plan in place What are the benefits?
makes good business sense. • Increased likelihood in maintaining a competitive edge by
What is a succession plan? withstanding unpredictability.
In a nut shell it is ensuring you have the right • Increased employee engagement loyalty and productivity.
people in the right place at the right time when key positions • Formulated business goals which are focused on making this
become open. Generally these people tend to be your existing happen.
employees who possess the motivation, competence, capability and Where to start?
culture fit to support your business objective. 1. Plan on Leaving - if you set a date, you can plan for it.
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to operate in any unforeseen circumstances. within your business?
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10 www.nrbm.com.au
business matters
employment & training

Careers Expo a Terrific Opportunity


O
rganisation of the 2010 Northern Anglican College in Ballina. Georgia was
Rivers Careers Expo is well the winner of the Diploma of Events
underway with more than half scholarship with Mackintosh College on
the stands available already booked. This the Gold Coast.
local initiative connects businesses with job Georgia said she was completely
seekers. Its aim is to provide local school overwhelmed when she was called
leavers and job seekers with genuine long explaining that she was the lucky winner.
term local career prospects. “This is a really good opportunity for
Economically it is vital for the region to me and I am lucky to get such a great
retain and grow a skilled workforce and head start.” she commented. Georgia
this is recognised by local group NETPAC will start her Diploma of Events on 25th
who support this event. January 2010.
The 2010 Careers Expo is being held on Thursday Organiser Ashley Burke-Smith comments:
29th April and Friday 30th April 9.30am-3pm at “We’re really excited about the 2010 Expo. In 2009,
Lismore City Hall, Bounty Street, Lismore. more schools attended than ever before, particularly
Exhibitors cover a variety of industries from from the Tweed Shire. Exhibitors had record number
the Defence Forces to Nursing, Accounting to of enrolments and job vacancies were filled. That’s
Agriculture and the Music Industry to Teaching. One what makes this worth doing - this is a local Expo,
of the highlights of the Expo is the popular ‘Try a Trade’, where visitors can run by locals for locals, and is recognised as a significant contributor to
roll up their sleeves and get hands on experience in a number of trades, finding a solution to our skills shortages.”
including: Beauty Therapy, Auto Mechanics, Catering, Electrical, Building For exhibitors, this is an ideal opportunity to talk to future employees,
and Tourism to name a few. ‘Try a Trade’ is hosted by Northern Rivers sign up trainees and apprentices, market direct to job seekers and
Group Training and Connect Workplace Learning. introduce young people to an industry. Many local firms are experiencing
With an increased focus on filling immediate vacancies, NETPAC invites the ‘win win’ of gaining a new member of staff whilst helping boost the
local businesses to promote their business/vocations to local school leavers local economy and their own business.
and job seekers. Many career seekers don’t know what is available locally Employers can literally give someone a skill, a job, and a career for
and businesses benefit by raising their profile in the community. life in an area of traditionally high unemployment. The loyalty and long-
Last year visiting the Careers Expo turned out to offer a lot more than term business gains from this are immeasurable. For more information
just career advice for year 12 student Georgia Linton from Emmanuel call 6685 4516.

Northern Rivers Careers Expo 2010


Sponsored by State Training Services,
NSW Department of Education and Training

Employers - Training Organisations - Universities

Here’s what exhibitors said “The venue was 100%” “Worked Very Well”
about the 2009 event
“Very busy all day” “Lots of interest... fantastic.”

The region’s biggest careers event - attended by schools


and jobseekers from Grafton to Tweed Heads.

Promote Your Vacancy, Course or Training Program - Call Now


T: 02 6685 4516 F: 02 6685 4518 E: info@ammarketing.com.au
www.nrbm.com.au 11
business matters
insurance

You’re the Boss:


Protect Your Bottom Line
Matthew Denehy, Eagle Insurance Brokers

I
t’s challenging for business owners to be up to speed with Any of these types of claims
all the rules and regulations that go with running a business. can inflict major damage to your
But there is a way to safeguard your assets should things go profitability – and also create a massive
wrong. distraction for you and your staff from your
One of the scariest things about being a business owner is that main game. Even if you believe that a claim made against you is
sometimes, you simply don’t know what you don’t know. And let’s face baseless, it is still costly for you to defend it – or to settle it to make it
it – there are a lot of rules and regulations involved in running a business. go away.
From company law, employment regulations, to responsibilities involving Take for example the recent case of an employee who had a history
internal financial procedures and more, it’s almost too much for any one of poor performance and who was terminated for smoking in a
person to get their head around. restricted area of the business premises. The terminated employee sued
Whilst you try to be as careful as possible in the way you manage his employer for wrongful termination, citing age discrimination based
your business, it can be relatively easy for something to slip by that can on comments by his manager such as ‘you’re too old.’ The employer
result in a costly and distracting claim against you. subsequently settled with the employee for $350,000 and also paid
The good news is that there is a simple way to make sure you are $130,000 in defence costs.
protected if something like this happens to you. Had this employer had Management Liability insurance in place,
Management Liability insurance can protect you and your company it could have covered him for the legal fees and the cost of the
in relation to exposures associated with how the company is managed. settlement.
It can, for example, cover you in the case of: Whilst most businesses take out cover for personal injury and
• Employment breaches including wrongful dismissal, discrimination, property damage, many are left exposed to crippling costs when it
harassment, deprivation of career opportunity and breach of comes to claims arising from their management practices.
contract. To reduce the cost and inconvenience of these types of exposures,
• Negligence, breach of duty, misrepresentations by a Director or Management Liability cover is essential to consider. If things go wrong,
Officer of the company it can play a critical role in keeping your bottom line safe.
• Theft by employees and more... This article is general in nature. We recommend you seek expert
advice specific to your circumstances before taking any action.

Insurance you can


count on when
you need it most!
Why wait until you make a claim before finding out how good your insurance policy
is? Don’t risk it! Our insurance brokers are objective and can make sure that your
policy covers your businesses needs. At Eagle we can help you:
• Make an informed decision
• Avoid paying for what you don’t want
• Access the full range of offers and products
• Objectively assess what covers your business needs
• Save time and focus on your business – let us shop around for you.
Our brokers live locally so you don’t have to speak to a call centre in another
state (or country!).

We know insurance so you don’t have to.


Call Eagle today for a no obligation, free assessment of your insurances.

BYRON BAY BALLINA SYDNEY


Freecall 1800 132 453 Phone 02 6681 5128 Phone 02 9797 9096
Freefax 1800 650 453 Freefax 1800 650 453 Freefax 1800 650 453
byronbay@eagleinsurance.com.au ballina@eagleinsurance.com.au sydney@eagleinsurance.com.au
PO Box 2176, Byron Bay, NSW 2481 PO Box 2176, Byron Bay, NSW 2481 PO Box 85, Haberfield, NSW 2045
www.eagleinsurance.com.au

12 www.nrbm.com.au
business matters
it

Reduce Business Costs with


Open Source Software
Noven Purnell-Webb, MageData

I
t is no secret that business grade IT costs money – significant Despite the benefits,
money. Software costs are a major component of IT budgets do not get sucked in
and represent not only an initial up front outlay but often by the zealots who will
ongoing subscription fees. Smart businesses are realising that claim that Open Source
substantial amounts of money can be saved by switching to Open software is a panacea
Source alternatives. for all software evils.
Open Source software differs from proprietary software in that Moving platforms takes
its license allows for redistribution and modification by the public. professional expertise and
One of the more significant benefits of this is the cost of obtaining a causes business disruption.
license – $0. But don't equate this with 'cheap' or 'Freeware'. Open Some retraining may be needed
Source software is developed and distributed by some of the world’s for your staff and some of your line
biggest IT companies, including Google, Apple, Sun and IBM. Even of business applications may not be compatible. You will still require
Microsoft is experimenting with it. professional support and maintenance services or in-house IT staff.
Open Source software powers nearly 80% of the world’s web sites. Like everything else in your business, you need the right tool for the
Mac OSX is built on top of Open Source software. A recent Gartner job, and sometimes that tool costs money. But where there is an
study found Open Source software is in use by 85% of Fortune alternative that offers equivalent or better performance for less cost
500 companies. These companies can afford to buy proprietary then it bears investigation.
software but choose Open Source because of higher performance, Many of the benefits that attract the big boys are also applicable
security and reliability. Saving millions of dollars each year in software to small business. Reliability, security and performance are things we
licensing costs is a nice bonus. all want in our IT systems. Whatever your primary driver, do yourself
Would saving even a few thousand a year make a difference to a favour and ask your IT provider about Open Source alternatives for
your business? Calculate what you spend on licenses for Windows, your business. If they don't have the skill or experience to give you
Office, backup, antivirus, Sharepoint, Exchange and even your CRM. a balanced analysis then ask someone who does.
Moving to Open Source software could allow you to put that money If you'd like to learn more about Open Source for yourself start
back into your bottom line. by visiting http://makethemove.net/

www.nrbm.com.au 13
business matters
business efficiency

Who’s looking after your customers?


Clayton Oates, QA Business

I
t looks like we have come though the worst of the GFC and • Sales Funnel / Pipeline Management – recording the various
what have we learnt? What business systems can we put in place stages within a sales cycle and reporting on the performance
to ensure that next time (and there will be a next time) this cycle of the sales team – e.g. tracking the conversion rate within an
comes around we are well positioned to not only survive but thrive organisation.
through the event? • Campaign Management – such as the co-ordination of an email
One stand out point is having loyal customers. Building enduring marketing campaign, the distribution of a personalised email to
customer relationships during the good times means when the downturn your customers for an event you are running, tracking of the
arrives we at least have a consistent track record of keeping clients, respondents and ultimately the volume of business
customers & patients. There is little need to rely on the concept which was generated by the event or campaign.
of “buying business” by discounting our services • Current CRM systems also have in built integration
and undercutting our competition – which with your accounting system, eliminating the
is unsustainable long term. need to maintain separate databases of contacts.
Technology can help us in this The systems should have the ability to synchronise
pursuit. A well maintained Customer contacts eliminating duplication of records.
Relationship Management (CRM) This can be an issue where the CRM system is
system that compliments our maintained independently to your accounting /
business and how we interact with invoicing systems.
those who ultimately sustain us. • The ability to interact with your website
CRM systems have been around is also a desired aspect of current CRM
for decades and primarily help systems, such as the automation of a web
facilitate the interaction we have based prospective customer enquiry details
with our prospective and existing that are automatically updated within your CRM
customers. Functions of a CRM system include the following; system.
• Maintaining an accurate database of Individual Contacts and Traditionally the implementation of a CRM system was the domain of
Businesses you are looking to (or currently) do business with. “Big” business. However, in recent years we have seen the introduction
• Contact Management – recording of points of contact – such of several, high quality, low cost systems designed for smaller businesses,
as emails, correspondence (inwards and outwards) and phone making CRM an essential tool for businesses of today – and especially
calls of “who said what to whom” within an organisation. those that wish to take care of their customers in the future.

He’s not worrying


about his business
systems. Are you?

Specialists in
Accounting Systems
CRM Systems
New Year’s
Payroll Systems Resolution I WILL
make my business
Point of Sale Systems more efficient
and profitable
Management Reporting

Call 1300 BUY TIME to make sure works as well for you as it’s supposed to.

Channel 7’s ‘My Business’ Business Systems Experts

QA Business Pty Ltd PO Box 900 Alstonville NSW 2477 PO Box 4925, GCMC, QLD 9726
T: 02 6628 1500 F: 02 6628 1518 E: info@qabusiness.com.au W: www.qabusiness.com.au
14 www.nrbm.com.au
business matters
business coaching

Sales and Marketing -


Do You Do Enough?
Jon Dale, Small Fish

I
wrote about sales activity last issue and I’m going to flog That can mean how many outbound phone calls to prospective
the same horse this time. Why? Because as a business coach, customers are made – ones whose purpose is actually asking people
I see that people neglect this area time after time and it’s to buy, how many people read your ad, see your sign, walk in your
what every business can benefit from the most. shop, read your flier, visit your website.
My question is - are you active enough in your sales and The results can be quite confronting but they will definitely teach
marketing? you something about your business, such as:
Do you know how many times, each day, your business attempts 1. It shows you how few times you invite people to buy something
to contact a prospective customer to give them an opportunity to (and perhaps how little responsibility you are taking for driving
make a buying decision? this).
The answer is likely to be ‘I don’t know’ so my advice is; measure 2. By pointing out how little you do, it stimulates you to do more (I
it. As a NRBM reader you can access a simple report to help you hope!)
track this and, if you complete this report for a couple of months, 3. If you keep it going, it shows you what positive things can happen
you will be surprised at the results. when you go and do a bit more……
To download the report simply go to: www.smallfish.com.au click This reinforces the activity.
on the Resources menu and it’s under Sales. From here, try to think of how you can increase the number of
I’ll tell you what to expect because this will be a short and dull people who see your sales and marketing messages (appropriate
article if I don’t. ones) every day.
The report was inspired by WOMBAT Selling by Michael Hewitt- You could place an ad in your local paper or business paper; you
Gleeson - an excellent book and available as a free download from could start calling all your old customers to see what they are doing;
his website. It comes with instructions but essentially allows you to you could get a flier designed, find a joint venture partner and make
record, on a daily basis, how many times your business puts itself an offer to all their customers.
into contact with a prospective customer. There are many things you can do – so do something!

The Wallabies have one


The Manly Sea Eagles have one
Donald Trump has several

Can a coach help your team? We’ll help you decide, Small Fish
visit www.smallfish.com.au or call 02 6680 8036 Business Coaching
www.nrbm.com.au 15
go green

Simple Solutions
G
oing green is not a new concept, many air-con thermostat by one degree in summer can
companies have been doing it for make a big difference to your costs and
years. In our beautiful Northern carbon footprint.
Rivers region we recognise more than The NSW government has an
most how important our actions Energy Efficiency for Small Business
are towards our environment. Program which offers an energy
However, sometimes the amount assessment, tailored action plan
of red tape and information and a rebate of up to $5,000
overload can prevent us from for making energy efficiency
making the most effective improvements. To find out
changes. This feature aims to more go to p19.
simplify what’s on offer and If you opt to invest in
source simple solutions to solar power, not only do you
help you ‘Go Green’, saving support your energy needs but
you time and money whilst you can also sell excess power
reducing your impact on the back to the grid which has to
environment. be a win/win situation. You save
Much of our region has money, help the environment
particularly high rainfall. A simple and get financially rewarded too.
solution to utilising this ‘gift from the Recycling has always been a
sky’ is a rainwater tank. You may be popular way to be green and today
eligible for a rebate on both federal and is no different, whether you hold a
local levels. Depending on which system garage sale of things you don’t need
you get, you could be eligible for a rebate anymore or use recycled paper products,
of over $2000. So buying a rainwater tank it all helps. Many Northern Rivers councils
has never been more affordable. Northern have Revolve or Re-use Centres or Tip
Rivers Rainwater Tanks is a family owned and Shops. They recover, repair and sell goods
operated local business dedicated to providing and second-hand items that have been
sound advice and assistance when you decide dropped-off at the tip.
to add a rainwater tank to your home, farm or Ballina has had a privately operated tip
business. They can also explain and help you to shop for about 13 years and the Revolve Shop
access the available rebates. at Lismore has been running for 6 years. Both
More rebates are available for solar hot are popular and successful operations, which
water and ceiling insulation so you can benefit help reduce the amount of waste going into
from hot water that costs a lot less and a roof landfill, as well as providing plenty of
that keeps you cooler in Summer second hand bargains.
and warmer in Winter. The Byron Shire is planning to
funding is extremely simple open a Tip Shop by mid
to access; all you have to 2010 and it is estimated
do is register with an to divert 400 tonnes of
approved Government landfill per year.
Installer. Business does have
If you’re looking at to beware when
building a new home buying green though
you can go ‘Energy as it can be confusing.
Smart’. Energy efficient For example, when
homes are homes you buy ‘green print’
that, through their make sure you buy from
design and construction, an accredited printer.
maximise the use of Whilst using recycled
renewable energy sources paper and vegetable based
(such as sunshine), and use less inks is a good start, the new
energy. They are ‘smart’ because they Sustainable Green Print Program has
simultaneously help preserve scarce resources, reduce the level three stages of accreditation, similar to quality assurance. The
of greenhouse gas emissions, and provide significant savings for printer is audited every year and has to show an improvement
home occupiers. each time. This new training covers cleaner production practises,
A study conducted by the Australian Consumers Association waste management, recycling, water, incident management
(July 1997) estimated an energy efficient home is almost $1,000 a storage & handling of printing chemicals energy & air emissions.
year cheaper to run than an average new home. So enjoy our feature where you can find out more about your
Even small changes like making better use of natural light, options and how to access rebates and services quickly and easily
turning things off, emailing instead of posting, increasing your making it simple for your business to “Go Green’.

16 Summer 2010 www.nrbm.com.au


Get Your Business in LET YOUR WATER TANK
Front of Customers SAVE YOU MONEY
Your total rainwater tank solution is only a phone call away.
n 1000’s of items available
• OBLIGATION FREE QUOTE by our Licensed Plumbers
Pens n streamlined service Bags • Assistance with Government Rebate Scheme
• FREE Advisory & Water Harvesting Design Service
n speciality theming • All Pumps, Fittings & Accessories

n items to suit all budgets Northern Rivers Rainwater Tanks FREE DELIVERY
is your local family owned * Ask about roofing &
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rainwater tank specialist!! & repair service*

KEEN 2 B GREEN?
Huge Range of
Eco Products
to Choose From Northern Rivers Rainwater Tanks
64 Lancaster Drive, Goonellabah.
6624 4662
www.nrrtanks.com.au

For All Your Promotional Needs


Call on: 6685 4516
info@ammarketing.com.au

www.nrbm.com.au
go green

Reuse Recycle and Recreate


R
ecycling is the godfather of ‘going green’ it’s something The second hand materials are supported by new
that has been around forever. Originating from a time products like second-grade pine, plywood, liquidated
when resources were limited and the need to make paint and reproduction brassware.
do and improvise were essential because there weren’t Recycled building materials include: timber doors,
other options, our grandfathers and mothers were the aluminium doors, timber windows, aluminium windows,
kings and queens of recycling. kitchen sinks, vanity sinks, hardwood, laundry tubs, and
From reusing yarn to knit new clothes to taking bathtubs.
parts from engines to make something new, the bottom Second hand doesn’t mean poor quality, shops refit
line is the same: reuse and recycle. all the time just for a new look. Customers range from
Local company AJ Magnay have been doing just solicitors offices looking for heavy duty racking to hold
that for 27 years and their company mantra is "reuse, their archives to printers using them to store stock.
recycle and recreate". Shop fitting projects produce their fair share of
Alan Magnay comments: “We love the question waste. However, in a lot of circumstances, there isn’t
" What have you Got..?", it's our catch cry/phrase necessarily the room to store such waste. Health and
because you never know what you'll find, we have safety of other workers and the general public around
pretty much everything you need.” the site is paramount. Combine this with possible issues
The business was established with a car trailer, one with space and vehicle restrictions, waste management
demolition job, hard work and half a shed at their can become a major hassle when renovating a shop. If
Macauley Street location in Lismore. Today they have you are about to refit your shop, instead of ripping out
6 sheds and numerous yards. all of the old fittings and tipping them AJ Magnay can
They specialise in second hand building materials strip out your old shop fittings so you can reduce your
and second hand shop fittings, steel shelving and pallet landfill footprint by recycling.
racking. Their range of fittings is perfect for shop fit outs It’s a terrific resource to have on your doorstep when
and to help you pack, stack and rack stock in a warehouse you’re looking to refit your business or simply organise
or store archives. It’s also great when you need to get the your storage systems and costs a lot less money. With a full
car back in the garage and have to reorganise or if you have to tidy delivery service it’s simple to reduce your footprint and buy great
up the shed. treasures at great prices.

At AJ Magnay, it doesn’t cost


the earth to be green!
We’ve been recycling for 27 years, bringing you:

♻ Great Storage Solutions Glass


♻ Commercial Fittings for Your Business
♻ Reduced Environmental Footprint Paint
♻ Recycled Building Materials
♻ Keen prices Doors
So ʻReduce, Reuse and Recycle’ - You’ll feel better, you’ll save
money and your customers will be happier with you too.
Shelving

AJ MAGNAY TIMBER AND HARDWARE


Windows
P: 02 6621 5549 F: 02 6622 2258 Shopfittings
2 Macauley St, North Lismore 2480
www.ajmagnay.com Factory Seconds
Storage Solutions
Building Materials
18 www.nrbm.com.au
go green

Helping Businesses Save Money


and the Planet.
C
ommercial energy assessments help small and skylights, heating, ventilation and air conditioning, boilers,
medium sized businesses find new ways to save air compressors commercial refrigeration, electric motors,
money and energy. insulation and solar hot water.
Often small changes like making better use of natural To qualify your business must spend up to $30,000 a
light or increasing your air conditioning thermostat by one year on electricity or employ up to 20 people.
degree in summer can make a big difference to the cost of your Local company Coolplanet (contracted by
power bills over a year and reduce carbon pollution. the NSW D.E.C.C.W.) has conducted energy
Over the long term, significant energy and financial savings can assessments on over 50 local businesses,
be achieved by operating existing equipment more efficiently or including; Santos, The Echo, Lois Lane, Byron
replacing outdated equipment. For example, switching to Community Centre, Byron Bowling Club, Lois
compact fluorescent lighting can cut electricity use by up to Buckett, Corner Store, Bridglands and Cape Byron
75%, and replacing air conditioners that are more than 10 Imports.
years old can reduce your energy costs for heating and cooling by up Also available are residential sustainability assessments under
to 40%. D.E.H.W.A's Green Loans Program. These home assessments are
The Energy Efficiency for Small Business Program offers a commercial free and a 4 year interest free loan of up to $10,000 is available for
energy assessment, a tailored action plan and a rebate of up to $5,000 improvements.
for making energy efficiency improvements. This program can both save As well as energy assessments, they also conduct greenhouse gas
you money and reduce your impact on the environment. the assessment audits, are a carbon broker, carbon offset retailer and can certify your
is subsidized so the only cost to the business is $50. business as carbon neutral. Being carbon neutral combined with an energy
After your onsite energy assessment, you receive an action plan to assessment is a great way to minimise your businesses environmental
help you save electricity by improving the efficiency of existing equipment impact and promote your green credentials.
or installing new equipment that is more energy efficient. ROI time Current carbon neutral clients include; Ant Packaging, Byron Yoga
frames are included in the plan for each action identified. Clothing, Refreshed Lemon Myrtle, Wild Finger Lime, Earth Car Rental,
The rebate of up to $5,000 is available to pay for half of your costs to The Byron Shire Echo and Puncture Proof.
implement action plan recommendations that have a ROI period of more For more information and to register go to:
than two years. Rebates will be paid for improvements to lighting, including www.coolplanet.com.au

business ENERgy assessments

• Backed by NSW D.E.C.C.W. • Coolplanet also conducts


• To be eligible, a businesses annual residential sustainability
electricity bill must be under around assessments under D.E.H.W.A’s
$30,000. green Loans Program.

• Rebates of upto $5,000 are • Coolplanet provides greenhouse


available for improvements to gas audits, is a carbon broker, carbon
lighting, including skylights, heating, offset retailer and can certify your
ventilation and air conditioning, business as carbon neutral. Being
boilers, air compressors commercial carbon neutral is a great way to
refrigeration, electric motors, minimise your environmental impact
insulation and solar hot water. and promote you green credentials.

• Commercial energy assessments • Over 100 assessments


are only $50. undertaken in the Northern Rivers.

Call 0405 459 565 or visit www.coolplanet.com.au


www.nrbm.com.au 19
go green

Your Business Can Make a Difference


R
ous Water’s Blue & Green Business Program is an excellent If you or your business would like to participate in a water saving
example of local government supporting green initiatives by project but are unsure of where to start, Rous Water can help. They
businesses. The program provides funding for water saving can carry out a walk-through water audit free of charge. As the
projects undertaken by businesses that are using town water. name suggests, this involves taking a walk around your business and
Targeting the top business water users in the Rous region and identifying water saving opportunities
accommodation premises in particular the aim is to save water and that you may not have thought of.
help business become more efficient, thereby saving them money. They also provide advice about
Any project that reduces the demand for water from the Rous the most cost effective
regional water supply system is eligible for financial assistance. options for your business
This also includes any project that results in the use of reclaimed and can help you
wastewater, rainwater and/or greywater, as a permanent substitute through the application
for potable water. for funding.
Funding is based on the actual volume of potable water saved To find out where
per year and the cost of the works done to achieve that reduction. your business can save
Projects are currently eligible for up to 50% of the cost of the project, water and money at
or a maximum of $3,500 for every 1 million litres of water saved the same time call
per year. 6621 8055.

Over the past few months, a number of businesses have taken advantage of this great funding
opportunity.
Alstonville Leisure Village located on the Bruxner Highway in Alstonville have installed two rainwater
tanks totalling 16,000 litres. The tanks provide water for toilets, showers and laundry facilities in the amenities
block and are expected to save about 800 kilolitres of potable water per year.
The Clean and Green Laundry in South Lismore have replaced a number of top loading washers with front loaders. The latest addition is an
Aussiewash front loader that only uses 30 litres of water per wash. The Blue & Green Business Program provides funding of up to $1,000 per
washing machine.
Xavier Catholic College in Skennars Head installed five 40,000 litre rainwater tanks at various spots around the school. The tanks provide water
for all of the toilet blocks and other outdoor uses. The tanks are expected to save around 1.65 megalitres of potable water each year.

Financial Assistance for Water Saving Projects


SAVE WATER AND MONEY!
If your business uses potable water supplied by: Ballina, Byron, Lismore and
Richmond Valley Councils and Rous Water, then you could save money on your
next water saving project.

ARE YOU ELIGIBLE?


Any project reducing the demand from the Rous Water regional water supply
system can qualify for financial assistance.

This also includes projects that result in the use of reclaimed wastewater, rainwater
and/or greywater, as a permanent substitute for potable water.

WATER AUDITS
Water audits are available for businesses that qualify. Walk-through audits are free
and assistance can be provided with more complex audits.

$$ HOW MUCH CAN YOU GET? $$


Based on the volume of potable water saved per year and the cost of the works
done, projects are currently eligible for up to 50% of the cost of the project, or
$3,500 for every 1 million litres of water saved per year, whichever is less.

HOW DO YOU APPLY?


Call Elizabeth Seidl, Demand Management Coordinator on (02) 6621 8055 for an
application form.

20 www.nrbm.com.au
go green

Solar Credits Explained


O
n June 9 this year, the “Solar Credits Scheme” was introduced Stop Press
as an incentive to assist householders and businesses to From January
install solar electricity on their premises. To be eligible, you 2010, NSW will be
must deal with a solar energy installer who is accredited by the adopting a gross
Business Council for Sustainable Energy and the chosen installer will feed in tariff of 60
help you through the paperwork. cents (3 X normal
How does it work? price) per unit for
First, we must understand Renewable Energy Certificates (RECs). systems under 10
The government has mandated renewable energy targets, ie. kilowatts. At this
industry must produce a certain percentage of their power from rate, each kilowatt of
renewable sources or else face hefty fines. Alternatively they may power you put on your
purchase the rights to the renewable power generated by systems roof will earn you up to $1000
installed by householders and businesses. For example, a one per annum!
kilowatt (1 kw) solar power system installed in Northern NSW is Solar Power And The Investment Allowance
entitled to 20 RECs. The price of these certificates is set by the Exciting News forBusiness
market and is currently $31 per REC. Part of the economic stimulus package is the “Investment
The Solar Credits Scheme offers a 5 X multiplier for the first Allowance”. Businesses with an annual turnover of less than $2
1.5kw of eligible PV systems. million can claim a tax deduction of 50% of the cost of eligible new
For example; tangible depreciating assets ordered between 13 December 2008
A 3kw PV system in Lismore is entitled to 62 RECs. Half of the and 31 December 2009. For other business entities, the additional
system earns 155 RECs while the second 1.5 kw will earn the deduction is 30%.
standard 31 RECs . Solar PV Systems are classified as plant and equipment so can
Total RECs = 155+31 = 186 RECs. At today’s price of $31, the be claimed under the investment allowance. Consider the benefits
rebate is $5,766. of investing in a solar power system for your business, taking into
Feed in Tariffs account the solar credits scheme, feed in tariffs and the investment
The best method of supporting renewable energy is by a feed allowance as well as the public relations and environmental benefits.
in tariff. This means that you receive more money for the power This is a unique opportunity to make your business climate friendly,
which you put back into the main electricity system than what you while achieving excellent business outcomes. For more information
normally pay. call 6633 1257.

Last chance to get 50% Tax Bonus on your Solar Installation


9.8 Kilowatt Suntech 1.4 Kilowatt 2.8 Kilowatt
Grid Connect System Family Home System Family Home System
• Up to $9,500 p.a. earning potential • Earns up to $1,400 p.a. • Earns up to $2,800 p.a.
• Requires approx 80m2 roof space • Produces 6.5 kwh per day • Covers all power usage
• Will produces enough power for for the average home
• Reduces greenhouse gas
three average families
• Only $5,405 after rebates • From only $12,044
• Very low maintenance (conditions apply)
• For farmers and businesses, order before (suntech) $6,930 (Sharp
Solar) (conditions apply) Must Order
Dec 31 and collect the investment Before Dec 31 –
allowance
Phone Simon for advice on
December
• Only $49,713 after rebates (conditions apply) Specials
• For business or farmers, only $36,105 stand alone off grid systems
investment after relevant deductions
lla tion | Solar Wind Hydro Systems
Design | Sale | Insta
(conditions apply)

sunsparkselectrics@gmail.com

Solar Power Professionals Phone 02 6633 1257 Mobile 0427 972 494
Licensed Electrician 105621C BCSE accredited

www.nrbm.com.au 21
go green

Swap Your Hot Air for Hot Water


O
n a hot summer’s day, have you ever thought there must you 75% off your energy bill. The higher the air temperature means
be a way to use the heat around us to heat our water? more savings. With the predicted increase in energy costs and
Well the good news is that there the cutting of Greenhouse Gas emissions
is, and I don’t mean just letting the pipes it makes real sense for both householders,
get hot. businesses and the environment.
Stiebel Eltron is one of Europe’s largest The system is also eligible for both Federal
manufacturers of water heaters making RECs and State based rebates, check with
it one of the most successful companies www.stiebel.com.au for full details.
involved in manufacturing household and The pump is a recent award winner just
system technologies. They are renowned having been announced “2009 Energy
for inventive genius and a capacity for Saving Product of the Year” by Master
innovation and dedication which extends Sales Director of Stiebel Eltron, Jason Kerr Plumbers and Gasfitters Association of
throughout the company. One of their accepting the MPGA WA Award Western Australia. Finalists in this category
leading products is a heat pump hot water were asked to demonstrate how their
unit. products are environmentally conscious, can
Their WWK300A Heat Pump Hot Water system delivers hot provide outstanding savings to customers and how consumers will
water without a fuss. It draws its energy from the ambient air and benefit from the products excellence in design and innovation. The
transfers this to an internal cylinder. Sufficient hot water at 60°C award also assesses products on their installation and ongoing
can be delivered purely by the heat pump even down to 0°C air maintenance requirements.
temperatures. “We’re proud to win this award because it shows our focus to
The Payback provide consumers of Australia a reduction of CO2 emissions and
The beauty of this technology is that the amount of electrical provide long term energy savings against rising energy costs” said
energy required to operate the heat transfer process is far less than Graham Biesse, Chairman of Stiebel Eltron, Australia, “It takes
the energy used by a conventional electric element. For example experience and knowledge of over eight decades to continually
25°C air temperature, 70% humidity and 45°C rise of water provide customer innovative and efficient products. We feel
temperature, the fan and compressor consume 1kW of electricity to honoured to be recognised by the Master Plumbers as they look
generate 4kW of heat to the water cylinder (COP). The energy use to acknowledge organisations that are in the business of selling
is approx 25% of conventional electric hot water cylinders, saving products that focus on sustainability in plumbing”.

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22 www.nrbm.com.au
go green

Ceiling Insulation, Take the Plunge


T
he Australian Government is investing $4,000,000 into the home owner and the installer invoices the government directly.
the Energy Efficient Homes Package to improve the energy If a quote comes in at $1350.00 then the homeowner is required
efficiency of Australian Homes. Part of the package being to pay only $150.00, a small price to pay for getting a whole ceiling
promoted is ceiling insulation. So what’s in it for house owners, insulated which will save money on electricity bills well into the
why should they get involved? We asked local expert Bill Lowrie future.
from HBI ceiling Insulation. There are some conditions to qualify for the rebate and you
As well as the feel good factor of actually doing something can access these at: www.environment.gov.au/energyefficiency/
constructive for the environment, the insulation or call 0415 120000.
benefits for the home owner are multiple. There has been some bad press regarding
Ceiling insulation makes residential housing companies using sub standard products
more comfortable, cooler in summer and and some insulation products that have
warmer in winter. In addition to this you no effectiveness in winter and are not
are also reducing your carbon footprint, completely effective in Summer. To avoid
reducing energy waste and saving money these problems ensure you contact an
on energy bills. The industry estimates put approved installer and ask about the product
the saving at around $200 a year on the they are going to use. Insulation should have
average home. an RV rating of 3.5 which is highly effective
The beauty of the way it’s organised is in both ends of our climate spectrum and
that the funding is extremely simple to should be approved to Australian standards
access, all you have to do is register with an and be heat retardant.
approved Government Installer. Once you take the plunge your installer
The rebate currently provided by the will arrange a convenient time for installation
Government as of Nov 2009 is $1200.00. to take place. They turn up, access your roof
Every home owner who does not have insulation in their property is space and a couple of hours later they’re finished and your ceiling is
entitled to take up the offer and is encouraged to take advantage insulated. I don’t think there is any easier way to make a difference
of the rebate. to the environment by reducing your energy use, save money by
So how does it work? For example if a quote provided by an cutting your power bills and increase the comfort and value of your
approved installer comes to $1200.00 there is absolutely no cost to home. It’s just too easy.

HBI AUSTRALIA IS PROVIDING

FREE CEILING
INSULATION
USING THE GOVERNMENT REBATE
HBI AUSTRALIA is working with the Australian Government to provide home owners with
FREE CEILING INSULATION
which is part of the economic stimulus plan.
Home owners without ceiling insulation or poor conditioned insulation are eligible to receive free
insulation in their property. HBI Australia will invoice the federal government and you the home owner will
not pay a cent unless costs exceed $1200.00. A standard size home will cost approximately $1200.00.

HBI Australia is a member of the Governments Installer Provider Register and is ready to insulate
your property. HBI Australia uses GlassWool which is 3.5 RV in value ensuring your home stays cool in
summer and warm in winter. Our product is fire retardant and vermont proof meeting
Australian Standards.

HBI Australia are proud sponsors of sporting groups and local communities in the Northern Rivers.
Please give us a call at HBI Australia to book your free insulation on

1300 100 424


or register on our website
www.hbiaustralia.com.au
www.nrbm.com.au 23
$1500
Prize
Draw Add Muscle to Your Business
$1,500 Business Coaching Prize Draw
“Small Fish helped us

Merry Christmas Readers!


shape our vision for our
company and our plan for
We’ve twisted the arm of our colleague Jon Dale the future. We have already
at Small Fish Business Coaching in order to bring seen the great benefit
in naming and focusing
you a fantastic prize to kick off 2010 for you and
on our business goals.”
your business. Glen Wallis, Byron Hire.
We have 3 x $500 Small Fish Business
Coaching Certificates to give away. Small Fish
Business Coaching

What’s in It for You?


A business coach is more than a tool to help you drive
change into your business. A coach will help you
get the most from your business and from yourself,
just like a sports coach. They will facilitate a process
that you’ll take your business and yourself through
to work out what you want from your business and
how to make it happen. Then you and your coach
work together to make sure it happens – that you
implement your plan, no excuses, no forgetting.

The free coaching session will do this in miniature - a


mini audit that will help you figure out what you’re
doing right and wrong and where you want to be .
Definitely a good place to start! – Jon Dale

To enter, simply tell us what your business is, the area of your
business you’d like to improve, and your contact details. We will
be drawing one certificate from all entries for each month of
our Summer edition so that’s Dec, Jan and Feb.

Brought to you by:

Small Fish You can enter by:


Business Coaching Post: NRBM, Business Coach Draw, PO Box 130, Suffolk Park, NSW 2481
NORTHERN RIVERS Email: admin@nrbm.com.au, subject header Business Coach Draw
Web: www.nrbm.com.au
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business matters
banking & finance

Do You Ask for Referrals?


Geoff Kelly, Newcastle Permanent

Y
our existing customer base is potentially the richest Who Do You Ask?
source of new business referrals you will ever have. So Customers with connections. Prepare a lead list, you can take it
why is it we ask less than 30% of our customers with you on client visits and ask them if they know anyone
for referrals? If you’re proud of the job you do they could introduce you to. You never know, your
then don’t be shy to ask. biggest prospect might be their friend or relative.
When Should You Ask? Talk to your most loyal customers, they
Generally within 90 days of completing the already know and like you and want you to
business and especially if you have gone the succeed so are happy to give you referrals. If
extra mile for the client or exceeded their you don’t ask, they won’t know.
expectations in some way. If you have a If you know any industry leaders who
regular personal contact program either by understand current business trends and
phone or in person it’s a great opportunity opportunities, they have their finger on
to ask for a referral. A relaxed social the pulse and can point you in the right
occasion when you have time to talk to direction.
clients is also a good opportunity. One thing Action
to avoid is asking in a letter, it’s impersonal Set yourself some targets, these could
and unlikely to get a result. be as simple as every Tuesday ask anyone
What Do You Ask For? you speak to for a referral or contact 2 past
If you have a specific target, ask for an customers every day, attend networking functions
introduction to that person. If you have a customer and actually network.
in a particular industry then ask for referrals of similar Obviously to do any of the above, you need
businesses that they know might need similar services. confidence and commitment. Develop your own style, watch
Having completed work successfully for a business within a how other successful businesses gain results. You need to get out
business building you could ask if there are any other tenants they of your comfort zone to be successful. Involve your team – do
know well enough who would be interested in your service. whichever feels the most comfortable but remember, if you are
When you’ve helped a client to expand their business, let them not pro-active around getting referrals your business will not reach
know how much you enjoyed helping them to grow and ask if they its true potential.
have a referral that could help your business grow too. The key is … Just Ask.

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26 www.nrbm.com.au
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Are you managing a business


but letting your personal finances slip?

When you’re a busy professional it’s easy to let your personal financial planning slip. But are you making the most of
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Whatever your situation, at AXA Financial Planning Tweed Coast we take the time to get to know you, understand your
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www.nrbm.com.au
business matters
accounting

Why Sponsor?
B
usiness awards, sporting teams, community groups, clubs,
schools, agricultural shows and concerts. This list represents
some of the things that make our community what it is and
every day they need sponsorship to survive. don’t, namely an opportunity to involve our staff and assist our
There are many reasons why a company would sponsor an community.
organisation or event. Some see it for the promotional aspect or So next time you are looking at your marketing budget, consider
the opportunity to rub shoulders to improve their business, both your sponsorship activities for the year. It can be most worth while.
very legitimate reasons, but why else should a business take up
sponsorship opportunities? WHK proudly supports
Because it builds relationships, sponsorship in any form should • Ballina Shire Business • Lismore Women’s Golf
never be about just handing over some money and getting your logo Excellence Awards • Grafton High School
on something prominent. It is much more than that. An effective • Park Beach Bowling • South Grafton High
sponsorship means you can build relationships internally through Club School
staff involvement, externally with the recipient and by connecting • Coffs Harbour Legacy • Yamba Variety Club
with target markets. • Grafton Rugby Union • Brown and Hurley
Now because this article has been provided by an accounting firm • Grafton to Inverell Charity Golf Day
it is also very important to note the financial benefits of participating Cycle Classic • Southern Cross
in sponsorships. In broad terms sponsorship can be tax deductable, • Clunes Tennis Club University WHK Prize
and when you team that with possible savings on associated • Casino Ladies Golf Day • Australian National Sikh
benefits, it can be quite affordable. It is always best to consult with • Corindi Red Rock Surf Games
your accountant regarding your own situation. Club • Ballina Chamber
So do we practice what we preach? This financial year alone WHK • The WHK Ramornie International Women’s
Northern NSW has sponsored over 40 events and organisations. Handicap Day
Why the company chooses to do this is simple, it’s a win / win • Lismore Turf Club • Kyogle Soccer
situation. For us we value sponsorship highly within our marketing • Grafton Dragon Boat • Tabulum Campdraft
activities. While we could spend a lot of money advertising in every Races • North Coast National
medium, sponsorship brings benefits that other marketing activities

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• Superannuation* & SMSF* • Tax Consulting Grafton

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* Advice on these services is provided under the licence of WHK Financial Planning Pty Ltd ABN 51 060 092 631 AFSL 238244

28 www.nrbm.com.au
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www.nrbm.com.au
business matters
energy

Artists in Record Countryscapes


Finalists’ Field
T
he Far North Coast has achieved its greatest ever representation in
this year’s $35,000 Country Energy Art Prize for Landscape Painting.
– Countryscapes.
Of the record 49 works selected from across country and coastal New
South Wales to contest the 2009 prize, 21 were by local artists, although
none were able to surpass Graham Lupp of Bathurst, who won the major
prize with his work Hen and Chicken Lane.
Leading art market analyst and critic, Michael Reid, made the
presentation at the Lismore Regional Gallery – host of the 2009 exhibition,
observing ‘a talent cluster’ occurring in the Northern Rivers region.
“The competition came down to three very strong works but what made
Graham’s piece stand out was the trees – they took on a sinewist, abstract
texture, in what is otherwise a traditional landscape,” Michael said.
“It was encouraging to see that the Prize has grown to include the
full breadth of what is considered ‘landscape’ – moving from being a “We’re proud that Country
traditional landscape competition to reflect the broader environments Energy’s investment in the cultural,
that we live in including cityscapes, seascapes and even mindscapes – the sporting and social life of local
internal reflection.” communities – coupled with our
Speaking at the Lismore Regional Gallery, Country Energy’s Managing massive investment in the network
Director, Craig Murray, said the depth of talent displayed by the finalists and local jobs, which amounts to
was testament to the vigour of the regional Arts scene. a record $99 million on the Far
Byron Bay artist Lynne Wallace won the Employees’ Choice Award, North Coast this financial year –
while Bangalow’s Clare Hopkins, Rosebank’s Anthony Leitch and Byron contributes to the sustainability of
Bay’s Jan Rae were all highly commended for their work. regional areas,” Craig said.
Initiated in 2003, Country Energy established a landscape art prize to Countryscapes will exhibit at
encourage and showcase the wealth of artistic talent in regional NSW and the Lismore Regional Gallery 5
develop the State’s visual arts industry as a whole. November to 12 December 2009.

Our
apprenticeships
help keep kids
off the street.
Country Energy’s apprenticeship program is one
of the best in NSW. It’s brought hundreds of
job opportunities to rural communities over the
last six years and gives country kids careers
to aspire to. Just another way Country Energy
finds better ways to deliver essential services.
CPX1629_JUN08

30 www.nrbm.com.au
business matters
meetings & events

The Show Goes On


S
o you’ve had a successful Expo made some good contacts, their business. The more tailored you can make your communication, the
maybe even signed some contracts. The show may be over bigger edge you have on the competition.
but the real work is only just beginning… Your biggest hurdle is getting them to open your email.
Although it’s tempting to think you can sit back and After attending a trade show and leaving business cards
relax once the exhibition is closed, it’s just one part of at a hundred stands, there will be a vast influx of
your sales journey. Park those aching feet under communications all vying for their attention.
the desk and get to work on the follow up. You have to offer them a reason to open
Now is your opportunity to reinforce your email or letter and read it. Things like a
the good impression you made with your tailored special offer, feedback opportunity,
prospects by sending them a personal tailored assessment, an industry report,
follow up, and I emphasis the word useful business tips and information,
personal. You’ve just met them face something that is of benefit or interest
to face and had the chance to find to them. You need to engage them in
out about them both personally and order to continue to build the rapport
professionally; their likes and dislikes; you started on your stand.
whether they have kids; their hobbies You also need to confirm at every
and interests etc. point of communication that they
If you send a generic follow up after are happy to receive information from
all that interaction then you’ve just blown you, so offer an opt-out link on all
all the time you spent on attending the communications. Without this courtesy
Expo and given your competitors a chance you are little more than a spammer. Make it
to get ahead. simple to opt out and send a return message
So think personal, thank them for coming to apologising for any inconvenience and confirming
your stand, mention the trade show they attended their status. It pays to be polite and keep the door
and add a personal comment relevant to the conversation open for the future.
you had with them at your stand. Email in particular is the communication of choice by companies
Use the information you collected on them to tailor the products and today as it is low cost, direct and instant. With everyone using it, it’s
services you’re offering so they only get the details that are relevant to imperative you make yours stand out.

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www.nrbm.com.au 31
business matters
marketing

Marketing - Get To It
Moyra Burke-Smith, AM Marketing

M
arketing is often seen as an expense and is a favourite to the small firm
fall foul of accountants scalpels in tough times or any times as appearing in
really. To compete successfully in the market place experts the Australian
agree that marketing needs to be integrated with other business Financial
processes. It's a vital process and should be recognised as such. Review for the
Business owners need to overcome the fallacy that marketing is large corporate
selling, and the belief that this taints the image of their practice. firm.
Successful marketing is a combination of a number of strategies 4. "We don’t need
including pro-active attention to corporate branding, advertising, public it."
relations, client relationship management (CRM), and below-the-line Many firms devote
promotional activities (including direct mail, online communications too few resources to
and sponsorship). marketing and some none at
There are several more misconceptions that keep businesses from all. Others don’t use their resources profitably. Determine your firm’s
maximising their marketing opportunities. These include: marketing need by measuring time spent on non-core activities devoted
1. "We’re good at what we do, that speaks for itself." to client development.
Wrong attitude, clients assume a certain level of technical expertise 5. "We placed an ad in a leading newspaper and didn’t get enough
from any firm. However, in an increasingly competitive marketplace, calls to pay for the ad."
it’s the service quality that counts and firms need to differentiate their Marketing is an investment. While results from some programs are
business in a crowded market. Complacency loses you clients. immediate, clients can take months, or longer, to win. A famous agency
2. "Time spent on marketing is time we could be billing." head once said there were 18 months between the first phone call
Don’t judge marketing time against billable hours. Instead compare and the first cheque. Organisations with a long-term commitment to
the value of doing billable work for unprofitable clients against spending building their business are those that ultimately reap the rewards.
non-billable time on marketing growing more profitable clients. Develop a communications strategy, use a professional marketing
3."We’re too small." consultant if you don’t have in house expertise, it’s more cost-effective,
Marketing and PR are not the privilege of large firms. EG. If a law in both time and money, to get it right.
firm wants to develop its reputation as a specialist, then maintaining a In summary, a strategically planned long-term campaign will help
high profile within that industry is important for the firm no matter what you to build successful client relationships, so invest in marketing.
its size. Appearing regularly in a niche publication is just as valuable for

32 www.nrbm.com.au
local government
pollies points

Small Business Rules Red Tape Riot


Don Page Geoff Provest
State Member for Ballina State Member for Tweed

When you consider that there are 650,000 small businesses I recently had occasion to speak in Parliament on behalf of the
employing more than 1 million people in NSW it’s clear how important Opposition in a debate the Rees Government put which congratulated
small businesses are to the economy. So supporting small business is itself on cutting red tape for small business.
clearly critical to economic recovery. Some key facts the NSW Labor I’d be interested to hear from any local small business which
Government should take on board include: believes their red tape burden is decreasing courtesy of the NSW Labor
• 56% of business liquidations in Australia are occurring in NSW Government. I talk to a lot of small business operators in the Tweed
• The Reserve Bank says the level of bad loans in the business sector is 6 and I have yet to meet any who agree with that absurd proposition.
times higher than the home mortgage sector. Ironically on the eve of the debate, the Government introduced
• NSW Labor Government is regarded as the least small business friendly new legislation requiring hotels and cafes to spend another $250 per
Government in Australia. (Sensis Business Survey). employee to get mandatory new food safety training certificates.
Small business surveys show the sector believes taxes are too high in NSW The nearer you get to QLD, the more red tape you face, and
and there is too much red tape. the more unfair the competition is against similar businesses across
If the NSW Government is serious about supporting business they the border.
need to: For example, if you built identical houses on either side of the QLD
• Reduce the number and rate of taxes in NSW including an immediate and NSW border, it would be approx. $30,000 cheaper in QLD and the
cut of 15% in payroll tax to compare with other States. approval time would be half that in NSW.
• Guarantee that Government agencies will pay their bills within 30 days There are several initiatives the Government could take up to
of invoice. remediate this sad state of affairs.
• Cut delivery times for major infrastructure projects as many SMEs are It could keep its pre-election promise to establish a cross-border
employed as subcontractors. commission to iron out the mass of paperwork and regulations.
• Set specific targets for removing unnecessary red tape and report It could also declare the Northern Rivers a special economic zone
progress to Parliament annually. with lower state taxes to stop the current trend of investors fleeing to
NSW has a high unemployment rate, the highest taxation rate and QLD where taxes are much lower.
one of the lowest growth rates in Australia. With the highest population This would not only revitalise our local economy, but generate more
NSW should be performing better in all of these key economic areas. revenue for the cash strapped NSW Treasury.

Hospitality Receives a NSW Labor should take up


Punch Coalition economic plan
Steve Cansdell Thomas George
State Member for Clarence State Member for Lismore

If your small business serves food, start saving up for another red A new independent report confirms what North Coast small
tape slug from the State Government. business operators already know: Economically speaking, NSW is
The Rees Government wants you to train your employees the worst performing state in Australia.
in ‘food safety supervision’, and charge you $250 a pop for The CommSec study 'Economics: State of the States' analysed
the privilege. the performance of all States and territories across eight key
Labor argues that this works out at less than five bucks a week, indicators over the past decade.
but this simply isn’t true. When assessed on its economic growth, home building starts
Firstly, the hospitality industry has a notoriously transient and construction work over the past 10 years – NSW is the worst
workforce, so chances are you’ll have to put several workers performing of all States and territories.
through the program each year. According to the report, the NSW economy has been “held back
Secondly the $250 doesn’t include the Government-approved by weak construction activity”, with home building starts over the
trainers coming to your premises. You have to send your employees last financial year falling to the lowest levels in 56 years.
at your expense to wherever the training is taking place. That could That is why the NSW Liberals & Nationals are calling on the
be Lismore, Coffs Harbour or Tweed Heads. Government to implement our plans to restore the State’s economy
Of course it’s perfectly reasonable for consumers to expect safe, and bring hope and pride back to NSW.
healthy food when they go out for a meal, but this extra burden We need to cut payroll tax by 15% for this financial year – with
means they will pay more for their dinner (if you pass on the costs) an added 5% cut for areas of high unemployment like the North
for no demonstrable safety benefits. Coast. This would enable businesses to keep people in their jobs.
I believe instances of food poisoning from North Coast cafes, Establishing Infrastructure NSW would restore business
hotels and restaurants are extremely rare, anyway. confidence by ensuring every infrastructure project announced is
We suggested combining some of the requirements into a single delivered.
course so you only lose your employee for one day. Couldn’t the We also need to end the Government’s ongoing campaign of
government amalgamate courses in food safety with responsible job and service cuts to regional NSW, every time a government
service of alcohol and responsible conduct of gaming? employee is cut it’s one less pay packet in our local economy.

www.nrbm.com.au Summer 2010 33


Advertiser Quick Find:
Aguawebs 32 Northern Rivers Careers Expo 11
AJ Magnay 18 Northern Rivers Discount Batteries 27
AM Marketing 29 Northern Rivers Group Training 9
AM Promotions 17 Northern Rivers Rainwater Tanks 17
AXA Financial Planning 27 QA Business 14
Cool Planet 19 Ray White Commercial 4
Country Energy 30 Ron Howard Printers 31
Eagle Insurance Brokers 12 Rous Water 20
Gold Coast Airport Limited 4 Shaws Office National 25
Grafton Regional Airport 34 Small Fish Business Coaching 15
HBI Australia 23 Smartclix 29
Invercauld House 31 Stiebel Eltron 22
JHA Recruitment & Staff @ Work 10 Summerland Catalogue Distributors 27
Lismore City Printery 17 Sunsparks Electrics 21
Magedata 13 Thomas, Noble & Russell 27
Newcastle Permanent 26 Tweed Central Outside Back Cover
North Coast Nationals Inside Back Cover WHK 28
North Coast Petroleum Inside Front Cover Xerox 29

34 Summer 2010 www.nrbm.com.au


CHRISTMAS GREETINGS
All the staff at We wish all our
NORTEC would like clients and friends a
to wish our valued Happy Christmas and
customers a very a Prosperous New
restful and happy Year from the ACE
WHK Northern NSW would like to festive season! Stay North Coast Team.
extend Season’s Greetings to all of safe and we look Our ACE North
our clients and the entire forward to serving all of your business Coast Community Colleges will be
business community. staffing and training needs again in the closed from December 23rd until
May 2010 bring everybody a prosperous brand New Year. Monday the 11th January 2010. For
and successful year. course information, check out our
www.nortecltd.com.au website:
better advice for a better life www.acenorthcoast.com.au
www.whk.com.au

NORTHERN RIVERS Merry Christmas,


a safe and happy
holiday season and a
MAGAZINE prosperous 2010 from
all of us at Lismore City
We wish a truly Merry Christmas to Wishing You and Your Family a Safe and
Printery and thank you
all Northern Rivers businesses and Merry Christmas from the Linear G Internet
for your support in the past year.
staff and a big THANK YOU to all our Solutions team.
customers, supporters and suppliers. We will be closing from Tuesday,
2010 is our Tenth Birthday so look out for
22nd December and re-opening
Our offices will close from Dec some very special offers in the New Year.
Wednesday 13th January 2010.
21st to Jan 11th. Outside these Happy Holidays!
dates, we hope to help make Thanks to all our clients’ support in 2009 -
2010 a great year for you. Happy Christmas and a Prosperous
New Year!

s � r eet ings!
Christma

We wish you a great Christmas and a prosperous New Year!


Please get in touch with us if we can help in any way.
Thomas George MP Don Page MP Geoff Provest MP Steve Cansdell MP
Member for Lismore Member for Ballina Member for Tweed Member for Clarence
PO Box 52 PO Box 1018 PO Box 6695 11 Prince Street
Lismore 2480 Ballina 2478 Tweed Heads South 2486 Grafton 2460
Tel: (02) 6621 3624 Tel: (02) 6686 7522 Tel: (07) 5523 4816 Tel: (02) 6643 1244

for Regional NSW

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