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EDITOR Ashley Penny (02) 9458 7255 [email protected] EDITORIAL ASSISTANT Elizabeth StrangDESIGNER Rebecca SolbergPHOTOGRAPHER Melinda Hird, Dan Gosse, Tom LaneADVERTISING ENQUIRIES Ashley Penny (02) 9458 7255 [email protected]

NSW Business Chamber Locked Bag 938, North Sydney, NSW 2059 t 13 26 96 f 1300 655 277 e [email protected] w nswbusinesschamber.com.au

Chief Executive Officer: Stephen Cartwright

Business Connect Magazine is published quarterly. Subscriptions: $44 per annum (incl GST). Registered by Australia Post publication number: pp255003/03891 ISSN: 1328-259x. The information published in Business Connect Magazine is subject to copyright and may not be reproduced in any form without written permission from NSW Business Chamber. The opinions expressed in Business Connect Magazine do not necessarily represent the opinions of NSW Business Chamber or its staff. The information published in Business Connect Magazine is intended as general information only and should not be relied on in place of specific legal or professional advice. No responsibility or liability is accepted by NSW Business Chamber or its staff for any claim which may arise from any person acting on the information published in Business Connect Magazine.

World Chambers Congress 5

Local Chambers of Commerce Support Service 6

Export Growth China 8

FEATURE TOPIC: Industry-Research collaboration

Innovation equation 12

DNA collaboration 17

The inner eye: Ocular Robotics 20

PROFILES

Firing the furnace: John Cooke 22

Guiding Light: NSW Office of Environment & Heritage 24

Breaking the sound barrier: RODE Microphones 25

Eternal sunshine of the business mind: Gallop Solutions 30

GENERAL

Marketing Advice 33

Women in Trades 34

Streamlining: CareSuper 36

Breakdown: NRMA 38

Young Business Minds 39

NSW Business Chamber presents the 2014 State Business Awards 41

Contents

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FROM THE EDITORTo keen observers, the recent G20 in Brisbane reflected the shift in global economic and political influence away from the West, towards Asia – and acutely, China. In signing a Free Trade Agreement with the world’s largest economy, Australia is stepping up its game in the Asian century.

Our country has grown a brand for trustworthy, clean and green products and services. And yet many small-to-medium sized businesses have found the prospect of exporting to China too daunting. In response, the Australian Chamber movement has launched a new trade program that utilises a state-of-the-art showroom in Shanghai. Through Export Growth China, your products can be showcased to China’s hotbed of wholesalers – minus the cost and risk.

In this new global order, Australian businesses are facing increased pressures of competition. We explore the untapped potential of Industry-Research collaboration in helping businesses to innovate successfully, and in raising the productivity of our economy as a whole.

It’s equally important to bring the world to us. On 28 November 2014, Sydney and Sydney Business Chamber (a division of NSW Business Chamber) won the right to host the prestigious 10th International Chamber of Commerce (ICC) World Chambers Federation (WCF) World Chambers Congress in 2017. Uniting more than 12,000 Chambers, this global forum represents the pinnacle of business networking. CEO of NSW Business Chamber, Stephen Cartwright, outlines the road ahead.

All of these activities rely on people. In a world of rapidly-increasing change, our country will need to foster a highly-skilled, flexible and diverse workforce. Against this backdrop, we ask why there is an alarming shortage of young women in trades, and what can be done to redress the imbalance.

Ashley Penny Editor

Business Connect 3

Sydney has won the right to host the prestigious World Chambers Federation Congress in 2017. A global forum uniting more than 12,000 Chambers, the Congress represents the pinnacle of business networking through the global Chamber movement.

“This is an incredible coup for Sydney,” said NSW Business Chamber CEO, Stephen Cartwright, just moments after the historic announcement was made by the President of the International Chamber of Commerce World Chambers Federation, Peter Mihok.

The World Chambers Congress is held every two years and will bring together more than 1,000 Chamber leaders and business executives from 130 countries to Sydney, many of whom will bring trade delegations with them. It is the first time that the Congress will be staged in Australia.

“It’s important to not only acknowledge the incredible hard work and dedication of our bid team from the NSW Business Chamber and Sydney Business Chamber, but the highly professional support of the NSW Government through Business Events Sydney, which was vital to our success. Prime

Minister Tony Abbott also recorded a video of support for the bid which highly impressed the judges.”

The ICC World Chambers Congress will be staged in September 2017 at the brand new International Convention Centre at Darling Harbour. “We know how great our city is, but to show it off to world business leaders and Chamber representatives from across the globe at a brand new state of the art facility will give them a fantastic lasting impression of Sydney,” says Cartwright.

“Now the hard work begins to ensure that the 2017 ICC World Chambers Federation Congress is an unforgettable experience for all attendees.”

Case study of international appeal

Off the back of an Australian brand that is viewed as credible, trustworthy and green, international markets are acquiring a distinct appetite for Australian products and services, as witnessed by the Chamber's trade delegation to Japan in October 2014. Featuring seven regional businesses, the delegation garnered immense interest from Japanese buyers, and even secured trade contracts for the businesses. Trade delegate, Jasper Parkes of Jumping Jerky Australia, is

among the converted. “There’s no doubt the Japanese are fascinated by our product, and it’s certainly a great door opener for us over here," said Parkes, whose kangaroo jerky is intriguing Japanese buyers. “The food and beverage buyers are really interested in products that are made to a really high standard, that have a long shelf life and can be easily consumed, and we fit those criteria. Being Australian made is definitely a strong selling point."

We did it! Sydney to host the World Chambers Congress

To learn more, visit www.wcfsydney2017.com.

HOW DOES THE CONGRESS BENEFIT YOUR BUSINESS?

This Congress will enable Australian Chamber members of all sizes to forge ties with international Chamber representatives, led by many significantly influential business leaders in their own right. The delegates are eager to explore bilateral trade opportunities, explore tourism and hospitality offerings, and invest in Australian businesses for mutual benefit.

NSW Business Chamber is preparing a delegation for the 2015 World Congress in Torino, Italy, with the goal of promoting the Sydney Congress.

SPRING/SUMMER 2015 | BUSINESS CONNECT 5

5Business Connect

Above: The NSW Minister for the Central Coast, Rob Stokes MP, and NSW Business Chamber CEO, Stephen Cartwright, officially opened the Support Centre, based at Tuggerah on the Central Coast.

The Local Chamber Support Centre team.

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6 Business Connect

NSW Business Chamber is lending a helping hand to Local Chambers of Commerce across the State through a new administrative support initiative.

Chamber CEO, Stephen Cartwright, says the Local Chamber Support Centre is designed to underpin the role that Local Chambers play in assisting local businesses, which employ their fellow Australians.

“It will help local chambers be even better at what they do, and be even bigger than they are today,” Cartwright says.

“Most of these local chambers are run by volunteers, and these volunteers have day jobs - they run their own businesses. For local chambers to be active and grow their membership, it’s a big demand on volunteers and their time.

“The idea of creating the Support Centre is to provide centralised administration support for those 200 local chambers. We’ve resourced it with dedicated staff members whose job it is to ensure that our Allied Local Chambers across NSW can effectively support and represent their members.”

Penny Dorsett, Team Leader of the Local Chamber Support Centre at

the NSW Business Chamber, says the centralised operation offers support to local chambers on a daily basis.

“That includes calling the members and making sure that they know all

about the Chamber and all about their entitlements and what support they are able to access,” Dorsett says.

“It also includes supporting local chambers with their activities, with their events, helping them with admin-type activities – perhaps even calling their members to discuss events that are happening

in their area, along with registration and what we can do to help.”

Cartwright says the Support Centre comes at a time when the NSW Business Chamber’s membership has expanded to its highest level in its 188-year history – over 17,000 members and growing.

“That’s why the Board of the NSW Business Chamber made

the decision to provide tangible support to the very people who are the heart and soul of the Chamber movement,” he says.

“We have one of the biggest memberships of any Chamber anywhere in the world, so we are starting from a position of strength

and we’re going to take that strength and make ourselves

even more effective by creating stronger links with all of the business communities across our

state through the local chambers.”

Want to know more?

Local Chambers of Commerce wishing to take advantage of this new service can call the Support Service on 1300 139 910.

New Chamber service provides helping hand to volunteers

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Most of these local chambers are run

by volunteers, and these volunteers have day jobs - they

run their own businesses. We've resourced it with dedicated staff

members whose job it is to ensure that our Allied Local Chambers across NSW can

effectively support and represent their members.


7Business Connect

On the day that Australia and China announced the conclusion of negotiations on a historic Free Trade Agreement, NSW Business Chamber unveiled a new trade program that redefines the export landscape for small-to-medium sized business.

China is now a reality for you. The numbers are astounding – a nation of 1.3 billion consumers, with cities larger than the entire population of Australia. Until now, the journey of Australian products to Chinese shelves has been fraught with risk, calling for serious skin in the game from those prepared to try their hand.

Export Growth China turns that notion on its head. For only a fraction of the cost typically associated with trade shows, Australian businesses will have the ability to feature their sample products in a custom-designed showroom located in Shanghai’s international zone, where wholesalers congregate in the thousands.

When a product does generate interest from the Chinese market, the Chamber’s International Trade Division will then work with the Australian company to facilitate individual trade agreements so that they can retail their products throughout China.

“What this does is substantially reduce the risks and costs to SME exporters by offering a low cost export entry point, as well as end-to-end assistance - from identification

of an opportunity to the ultimate export sale,” says Stephen Cartwright, CEO of NSW Business Chamber.

“Rather than commencing the incredibly time-consuming, costly and often frustrating process of getting Australian products on the shelves in Chinese stores, all they have to do is register to become part of this program and find out for themselves whether their product is suited to the Chinese market.”

Export Growth China

The bilateral launch welcomed the Vice Chairman of the CCPIT, Mr Yu Ping (centre), with CEO of NSW Business Chamber, Stephen Cartwright, and Chamber Deputy President, Professor Trevor Cairney OAM.


HELPING BUSINESSES CLOSE THE GAPCartwright first conceived the idea of the program in 2012 when leading a trade delegation of Australian SMEs to Shanghai.

“I was struck by how well other countries, including New Zealand, marketed themselves and their products. Upon my return to Australia, it became clear that there was a gap in the market. Exporting can be a frightening prospect for small and medium sized businesses, particularly those from regional Australia.

“China is now Australia’s number one export market with 250 million emerging middle class citizens with a known preference for clean, green and safe products. Australian small businesses have products that fit these ever increasing demands, but the complexity and costs can be daunting for the smaller players.”

EXCLUSIVE TO CHAMBER MEMBERS Cartwright believes the strength of the national Chamber Movement can be harnessed to remove the stress from these business owners and ‘hold their hand’ through the entire process. “We will be there every step of the way and keep them updated on the interest in their products from the Chinese buyers.”

The Chamber’s intelligence on the ground in China will focus on providing real time advice where it matters – for example, redesigning the labelling or packaging to fit the local market, or tailoring the size or ingredients of the product for a market niche.

Cartwright is adamant that any member of a Chamber of Commerce throughout Australia is eligible for the program. "So many business owners across Australia have told me that they are ready to back the strength of their product internationally, but haven’t known where to start. That’s

"So many business owners across Australia have told me that they are ready to back the strength of their product internationally, but haven’t known where to start. That’s now been taken care of, and the Chamber movement will be alongside them every step of the way. “

The signing of the Memorandum of Understanding (MoU) for Export Growth China, with senior Chinese Government officials.


now been taken care of, and the Chamber movement will be alongside them every step of the way. “

Registrations for the program have begun in earnest, ahead of the showroom opening in July 2015. “The whisper campaign has already

seen us inundated in recent weeks as business owners have heard about our new service offering in China. My message to all Chamber members is that I hope you seriously consider this opportunity to test your products in this enormous market to our north.”

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Export Growth China is an initiative of the Australian Chamber Movement and the program received funding from the Australian Government as part of the Austrade Asian Business Engagement Plan. Learn more by visiting exportgrowth.com.au or calling 1800 505 529 today.

A SIGN OF GOOD LUCK? Export Growth China was officially unveiled at a ceremony in Sydney on Monday, 17 November, 2014 – the same day that Australia announced the conclusion of negotiations on a Free Trade Agreement with Australia, which had been in negotiation for over five years. The ceremony was attended by senior Chinese Government officials, including Mr Yu Ping, Vice Chairman of the China Council for the Promotion of International Trade.

Showcase your products Find your future buyers

This activity received funding from the Australian Government as part of the Asian Business Engagement Plan

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The innovation equation


12 Business Connect

“We’re near the top 10 in the world when it comes to investment in research and development, but when we get to commercialisation we fall down, just when we urgently need to move our products and services up the value-added curve,” says Paul Orton, Director of Policy and Advocacy at NSW Business Chamber.

Australians have proven themselves to be innovative thinkers, with the research and development spending at a record $30 billion a year contributing to Australia ranking 11th on the 2013 Global Innovation Index for research as a percentage of GDP. However, when it comes to collaborating with researchers to turn that research into commercial success, Australia ranks last out of 33 countries in the OECD.

NSW Business Chamber, working with Sydney Business Chamber, wants to change this by accelerating the process of collaboration between businesses and researchers. The way forward is outlined in the Industry-Research Collaboration Report, which forms part of the Chamber’s ongoing Thinking Business program. This initiative is dedicated to identifying, and suggesting solutions to problems that stand in the way of business and community growth.

Drawing on the feedback from over 100 industry, government and research sector leaders, the report identified growth opportunities for businesses if only they could tap into the knowledge of researchers in universities and research institutions. Behind it all, there is a hope of broadening the State’s economic base in the face of growing macro-economic pressures being created by the mining downturn.

Battling the ‘Lucky Country’ mindset

Professor Roy Green, Dean of the UTS Business School, identifies the problem as cultural and that Australian businesses and researchers, for the most part, see themselves operating in “separate silos”.

“There is no systematic level of collaboration,” says Green. “We have had no history of a national innovation system framework whereby incentives and structures are provided

to encourage such collaboration, except for isolated policy initiatives.”

“We have to get out of a mindset whereby we think that we can maintain what is an effective Third World economic structure of exporting unprocessed raw materials and, simultaneously, a First World lifestyle with the import of consumer goods that, in the end, can’t be paid for by our exports.”

It’s not that Australian businesses are not open to innovation – 92% believe they would be more profitable teaming up with researchers than going it alone, confirms the report.

“Our nation has already established a strong global reputation in medical and health sciences research, and 95 per cent of work in this area is at or above world standard,” says Orton.

“However, we must move into advanced, high-end manufacturing adding more value for customers

and allowing our businesses to charge more for their products and services which compensates for Australia’s higher cost base.”

Multiplying economic growth

As an example of the value of Industry-Research collaboration, the report identified the unique opportunity for Western Sydney to capitalise on the collaboration model to address the critical jobs shortage confronting the region. David Borger, Western Sydney Director of the Sydney Business Chamber, says the region supports two million residents. However, 200,000 of them travel out of the region each day to access work.

“They’re stuck in very long commutes, and that’s a cost to business and an impact on their family lives,” he says. “The solution is that we either widen the transport pipes from west to east, or we do what we can to get jobs created in Western Sydney.

“Knowledge jobs, jobs that involve innovation, are really important because they have an economic multiplier. They create five jobs for every one innovation job.”

Borger says Western Sydney also has a big migrant population which brings with it an entrepreneurial spirit that could be harnessed to create more innovative enterprises. The region already has a strong research base, with the Westmead Millennium Institute for Medical Research employing 1000 scientists.

“In fact, Westmead has the second-highest number of PhDs of any suburb in NSW, so it’s a big labour market that we need to capitalise on,” says Borger.

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“We’re near top 10 in the world when it comes to investment in research

and development, but when we get to the commercialisation we fall down.”

"We must move into advanced, high-end manufacturing adding more value for customers and allowing our businesses to charge more for their products and services which compensates for Australia’s higher cost base.”


13Business Connect

Leadership in action

“This is very much a live issue for us,” says Luke Aitken, Senior Manager of Policy and Advocacy. “We don’t want to simply discuss change; we want to be active drivers of that change. It’s about making a better operating environment for business.”

Aitken concedes a legal minefield exists around intellectual property, but he says he is encouraged by more universities and research organisations attempting to simplify the approach.

“Going through that IP process adds significantly to costs and scares people off.”

NSW Business Chamber initially plans to promote collaboration next year through what it calls a “reverse trade show”.

“Instead of businesses promoting themselves, universities and research organisations will be promoting their capabilities,” says Aitken. “Like a trade show combined with ‘speed-dating’ - businesses can meet with the researchers face to face and hopefully from that they can identify a problem or opportunity on which they can start collaborating.”

NSW Business Chamber intends to play an ongoing role in the evolution of the collaboration process. “The basis is about putting people together,” says Aitken.

1. GOOD PRACTICE FORUMS The purpose of these forums is to provide a practical way for companies and researchers to share their own specific experiences – successes and failures in collaborating with each other.

2. GUIDELINESEssentially, the guidelines will answer the burning questions that companies and researchers face on the road to healthy, productive collaborations. They will also include a standardised intellectual property agreement for short-term engagements.

3. WORKSHOPS TO BREAK DOWN THE BARRIERS For motivated small-to-medium sized enterprises, a series of capability development workshops is proposed. These are designed to break down the barriers to participation by addressing resource and skill constraints on capturing and deploying research knowledge.

4. BUSINESS TO SHAPE CURRICULUM The idea is to introduce a series of forums that will allow companies to provide input into university curriculums. By increasing the exposure of students and researchers to real life companies and cultures, the translation gap shrinks.

5. MARKETPLACE FOR RESEARCH EXPERTISEThe marketplace targets the fundamental match-making challenge, bringing willing buyers and sellers of research closer together. It is proposed to include a combination of an online platform and intermediary service to contextualise requests for expertise. In reality, a central point for problem owners and problem solvers to start the search process.

6. GOVERNMENT REFORMFocal points for government reform could include:

• Initiatives to incentivise collaboration between research organisations and industry

• Review of government procurement policies to encourage collaborative innovation

• Review of the competitive neutrality provisions within the context of how much research organisations can charge for commercial services

• Improve access to government funded innovation programs, and information sharing between government departments

• Consolidate government innovation programs to reduce fragmentation, duplication and complexity.

• Encourage mobility between companies and research organisations

An update on the implementation of these action points will be communicated by NSW Business Chamber to members in the first quarter of 2015.

6 action pointsTo address the barriers to effective collaboration, six practical recommendations have been identified:

Get onboard!

You can become an active contributor to the program. To voice your opinion and help shape practical outcomes, email Luke Aitken on [email protected] today.


14 Business Connect

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UTS

Professor Roy Green, Dean of the

UTS Business School, is among a growing band of academics who see “huge potential” in a more collaborative approach and who want to bring the business and research worlds closer together.

UTS researchers have a strong track record in collaboration, helping commercialise a number of medical technology and pharmaceuticals products, as well as automation

and robotics – including the robot that paints the Harbour

Bridge.A key initiative focuses on the engagement of MBA students to undertake paid problem-solving services for businesses. “We are looking to set up a manufacturing initiative on campus to encourage us to go up the value chain in manufacturing.

“Rather than spending too much time getting disappointed about the closure of car assembly plants, we should reposition the car components sector to be among the world’s best suppliers of car components or aerospace, defence electronics or renewables.

“There are plenty of areas where our SMEs and micro-multinationals are the best at what they do.”

Industry-Research collaboration seems to have a life of its own. How can innovation emerge from the complex world of relationships? These innovators explain the chemistry.

The university researchers

“Rather than spending too much time getting disappointed about the closure of car assembly plants, we should reposition the car components sector to be among the world’s best suppliers of car components or aerospace, defence electronics or renewables.”

Collaboration DNA

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17Business Connect

NEWSOUTH INNOVATIONS

UNSW, through its NewSouth Innovations arm, is also making significant inroads after leading the way three years ago as

the first university in Australia to introduce Easy Access IP. The initiative allows companies to access the intellectual property of UNSW researchers for free as the basis of forming a working relationship.

“People have seen IP as something to be fought over in terms of who

gets the most financial return from it,” says Dr Kevin Cullen, the Chairman of NewSouth Innovations.

“We’ve changed the equation. If a company makes money from the IP and the university gets its research put to use and enhances its reputation, then everyone wins. ”The move has had a marked effect on the collaboration equation at UNSW. “We’ve seen a significant increase in the number of companies working with us and wanting to work with us, and also an increase in the number of researchers wanting to work with industry,” says Cullen.

“It really seems that we’ve tapped into the virtuous cycle.

“The companies get the IP for nothing, but they form a relationship with the researchers and that leads

to future benefits for both sides.”

Cullen says the process has lowered costs across the board and paved the way for greater participation by SMEs, which he says often can be “desperate” to get results quickly due to budgetary constraints.

“We’ve changed the equation. If a company makes money from the IP and the university gets its research put to use and enhances its reputation, then everyone wins.”

The university researchers


18 Business Connect

The corporate innovators

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NORTHROP GRUMMAN

What about large corporates making the first move? US technology

giant Northrop Grumman is on the front foot in relation to forging closer ties with universities.

The company is best known for national defence security products such as the Global Hawk and the Trident unmanned aircraft systems, and has played a key role in developing the Super Hornets and Joint Strike Fighters.

Earlier this year, the company announced it was working with the Royal Melbourne Institute of Technology (RMIT) University to develop solutions for the safe and efficient operation of unmanned aircraft systems in Australia.

It also signed a memorandum of understanding with the University of Sydney to work towards enhancing education in science, technology, engineering and mathematics through collaborative research programs, technical training and internships.

“We see huge benefit in having these relationships,” says Ian Irving, CEO of Northrop Grumman Australia. It’s our social responsibility to be investing in the future talent of Australia – to provide some career pathways for students and some investments into scholarships and some collaborative research.”

In Australia, where it has 420 staff, the company works in cyber security, secured communications

and aircraft maintenance and modification. Irving regards university collaboration as a way of harnessing local innovation, and in the big picture, increasing manufacturing operations on Australian soil.

“We’ve been supplying products into Australia for quite some time, but we have changed our position to establish local capability and that very much involves engagement with academia and development of local products.”

Evidence lies in the company’s ‘M5 Network Security’ business, which is developing a local portfolio of products for the global secured-communications market. “We are the centre of excellence for our secured communications portfolio in the world market, and in the logistics field, we’re becoming the regional hub for South Asia operations.”

“We’ve been supplying products into Australia for quite some time, but we have changed our position to establish local capability and that very much involves engagement with academia and development of local products.”

GE HEALTHCARE GE Healthcare is another corporate giant ramping up its relationship with the research community, and CEO Michael Ackland says the process is “evolving rapidly”.

The company has expertise in medical imaging, medical diagnostics, patient monitoring systems and biopharmaceutical manufacturing. Looking outside the company for the latest technological advancements is a corporate reality, says Ackland.

“Our research teams never assume they will have all the answers, and constant engagement externally is absolutely crucial. For us to grow, we need to see our technology applied in new and innovative clinical processes.”

Ackland also sees opportunity across the wider business community. “Our participation across diagnostic imaging, monitoring, radio- pharmacy, IT, big data and life sciences make us probably the broadest medical technology company on the globe.”

“This means when we set up research relationships, they can be very broad - just the way most research organisations are - and we have a great capacity to help join the dots in a way that perhaps other companies cannot.

Taking a patient, long-term approach from both sides is also vital. “Collaboration works when you build personal, trusting relationships, and have a clear set of objectives with a deep understanding of each other’s objectives.”

Irving regards collaboration as a way of harnessing local innovation, and in the big picture, increasing manufacturing operations on Australian soil.

Member since 2000


19Business Connect

The idea is born

Five years ago, Mark Bishop was a researcher developing a robotic eye that could skilfully mimic its human equivalent.

He was so confident in his technology that he walked away from laboratory research in a bid to commercialise the product that he had spent three years developing. Now his company Ocular Robotics has cracked what many businesses would consider the holy grail of corporate deals - a contract with the US Army.

The Sydney-based technology firm, whose RobotEye can focus in a dynamic space much more quickly than a human eye, has done so on the back of growing interest in its products after little more

than 12 months on the market. It is a pivotal moment for the company that was born from the study of robotics in unstructured environments.

Bishop, the Ocular Robotics Founder and CEO, has a background in physics and engineering and developed the technology as a researcher with the Australian Centre for Field Robotics at the University of Sydney. However, he says it wasn’t a great leap from there into the business world where he applied his research to commercially develop products with a range of applications from private security to space exploration.

Prior to his research career, Bishop was a farmer who built a family aquaculture business near Tamworth. He says

while that business was worlds apart from what he is doing today, they still required similar base skills.

The hurdle of investment capital

Bishop felt the need to take his research to the next step with the vision he had from the outset and the knowledge he had acquired along the way. The biggest hurdle in the early days was raising capital.

“In Australia, there tends to be a gap between seed money from business angels and the point at which venture capital is interested,” says Bishop. “That is to say, venture capitalists who only get interested in $5 million-plus investments.

“However, Ocular Robotics was founded on a seed round in

Ocular Robotics Founder Mark Bishop switched the lab coat for a business suit – and hasn’t looked back. His unconventional path to success shows how a farmer from Tamworth has built an award-winning tech business through innovation and collaboration.

Member since 2011


20 Business Connect

“Rather than being a collaborative relationship between business and research, we took the innovation from the research and created a business to commercialise it.”

2009 and the first few years were mainly spent in development of the technology and getting it to a point where it was productised.”

Ocular Robotics has filled this funding gap by raising capital on the Australian Small Scale Offerings Board, where it earlier raised $700,000 in development capital. The company continues its efforts to raise growth capital to realise the opportunity presented by the RobotEye technology and the products developed from it.

The power of unconventional thinking

Bishop concedes he has taken an unconventional path in bringing his technology to the market. “Rather than being a collaborative relationship between business and research, we took the innovation from the research and created a business to commercialise it,” he says.

Ocular Robotics’ core technology, RobotEye, is at the cutting edge of visual-sensing robotics which caught the attention of the US military earlier this year. Bishop says it was a word-of-mouth deal that stemmed from a sale made to Georgia Tech and a “significant” development for Ocular Robotics.

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About the tech

“Our technology matches and exceeds the human capability to redirect vision significantly, and exceeds very significantly the capabilities to redirect sensing of existing technologies,” says Bishop.

“In terms of the rate at which it can redirect the vision, it mimics the eye. It, somewhat, looks like an eyeball and moves about those two axes in the same way as the human eye can. The innovative design is lighter and more agile, making it more resistant to shock and vibration, and giving it a reliability benefit on top of the performance benefit.”

Broad appeal

Bishop says the technology has the virtue of broad commercial applications, including remote operation of mining equipment, monitoring safety in coal-loading facilities and managing oil rig and mining disasters.

The technology is being used to map the catacombs in Europe, as well climate-change research in mapping vegetation. Toyota and Hyundai also are also using Ocular Robotics’ systems in advanced driver automation work. Bishop says the company continues to research and develop new turnkey products and plans to maintain a local high-value manufacturing base.

“We anticipate as we expand the application areas of the RobotEye technology that collaborations with research institutions will be an important element (of the business),” he says.

The company has worked with the Australian Centre for Field Robotics at the University of Sydney exploring the capabilities and properties of the RobotEye technology for use as a plenoptic camera.

Bishop says there also is a broad range of high-volume applications for the RobotEye, including use in the general security market. “There’s a strong case for using our systems in the general security market, where a single system of ours can cover the same area that a number of other cameras would be required to do. At the same time, they can react dynamically to what’s happening.”

Price point

The former researcher believes his RobotEye technology is currently too expensive for the security market, but the commercial opportunities are being explored. “We are able to engineer systems that will meet the price-point for that market. However, as the volumes are likely to be significantly higher, we may have to move at least some of the manufacturing offshore.”

Mark Bishop

Visit ocularrobotics.com to learn more about the business, visit businessannualawards.com.au for more on the Awards.


21Business Connect

THE ZEALOT

Cooke has lived and breathed Australian manufacturing for the past 30 years. As a youth, he swept filings off the factory floor, learning the ropes in a tough environment where fools were not tolerated. By his own account a restless soul, Cooke became a metallurgist and materials scientist, pushing the limits while working with molten metals, roll forming, sheet finishing, welding and wire drawing, both here and in south-east Asia.

He worked as a scientific researcher with the world-class Comalco Research Laboratories in Melbourne, but over time the hunger to steer organisational change saw a career redirection towards senior management and the boardroom, where he led strategy development and change programs for some of Australia’s biggest companies.

The fire in the belly is evident as Cooke speaks forcefully about fighting a tide of apathy that permeates Australia’s manufacturers at both the small and big end of town. “Manufacturing is going to be lost to us if we aren’t careful,” he forewarns.

FIRST WORLD SOCIETY

“If anyone really wants an advanced First World society in the future, there are many people that would argue manufacturing has to be a part of that.”

Cooke believes the key to that future lies in innovation and acceptance of change, and that generally comes through strong leadership. “You don’t get to rebuild your business with a strategic renewal unless you have confronted the issue of change and transformational leadership. I came to understand in the early 90s that any business that didn’t have a good idea of where it was going, in other words had a strategy, was not going to go very far.”

Cooke says the need is even more acute today in manufacturing which operates in a fluid landscape, and that means the strategy needs to be open to continual change. “There’s a lot happening in advanced manufacturing at the moment, but the one thing that’s missing is leadership development - this ability to change, to manage change and to confront the unknown. I aim to position the Chamber to be seen as not only thought leaders across the manufacturing sector but also the providers of enablement.

“For example, we can take a company with 30 people whose leader is a great electrician, who is busy and smart, but not necessarily a leader. We might be able to help those people rise above it.”

The former scientist pauses to reflect on the past 20 years of manufacturing. “In some ways, the sector hasn’t changed. We still need more education,

a supporting framework through the whole economy and we need vision and leadership from the government – but we still don’t have that.”

He also argues there is a growing sense of urgency. “Very often change doesn’t happen until there’s a crisis. We’d like to be able to head that off and act before any crisis potentially hits.”

Cooke is off to meet with members to discuss their needs, and how the fledgling Manufacturing Industry division, backed by the substantial resources of Australia’s largest Chamber of Commerce, can become the enabler that manufacturing is calling out for. A firm handshake and he’s off. The body language is clear – there’s work to be done.

FIRING THE FURNACE John Cooke is fired up. The manufacturing veteran heads up the Manufacturing Industry division, recently introduced by the NSW Business Chamber to help members in this challenging sector. It’s still early days, but Cooke has already targeted the enemy – apathy.

Get onboard!

John wants to connect with you. Email [email protected] or call 02 9458 7474 today.

John Cooke


John Cooke is fired up. The manufacturing veteran heads up the Manufacturing Industry division, recently introduced by the NSW Business Chamber to help members in this challenging sector. It’s still early days, but Cooke has already targeted the enemy – apathy.

“Manufacturing is going to be lost to us if we aren’t careful.

John Cooke”


Undertaking energy efficient upgrades or installing renewable energy has become good business practise – who wouldn’t offset rising electricity and gas prices?However, choosing the right finance for projects has typically proven a headache for business owners and managers. In a bid to help decision making, the NSW Government has

released The Energy Efficiency and Renewables Finance Guide, outlining the different financial options available, from bank loans and lease agreements, to innovative types of finance such as Environmental Upgrade Agreements.

Checklists for finance eligibility, cash flow models for various financial options and case studies give the reader a clear understanding of what the process involves and how the business can save on utilities by investing in clean energy projects. What’s more, additional information and contact details of various financiers

are listed to help kick-start enquiries.

The guide is available now from www.environment.nsw.gov.au/business/project-financing.htm

GUIDING LIGHTInvest wisely in renewable energy and reap the benefits to the bottom line of your business.


24 Business Connect

RODE Microphones founder Peter Freedman is a local entrepreneur and exporter beating the Germans at their own game. Who says Australian manufacturing is dying?

No short cuts

Peter Freedman has taken an unorthodox approach to manufacturing in Australia, one that has kept the founder and CEO of RODE Microphones at the top of his game for 24 years. His studio-grade products for the professional and home recording industry have found a lucrative world market, and their affordability has shaken up an industry once dominated by the Germans.

“We go against the grain of best practice worldwide by owning machinery and being vertically integrated,” Freedman says.

“A lot of the big companies are just brand managers.”

The Silverwater-based RODE Microphones has always been in control of its production line, even when Freedman started the business by importing microphones from China and then modifying them for improved performance.

Over the past two decades the company has built a $20 million arsenal of plant and equipment which is the foundation on which it has built a reputation for quality manufacturing and an ability to quickly adapt to changing market trends.

“There’s no magic bullet, just investment in high-technology machinery and tooling – that’s the key,” says Freedman. “I did it over 24 years, built the brand and now I have the pipeline. I own the machine.”

Freedman’s comments understate the continuous improvements needed to

B R E A K I N G T H E S O U N D B A R R I E R

Peter Freedman


25Business Connect

“It not only has a future, it’s here now. We’re already leaders in avionics for fighter planes and

commercial jets, but people don’t know this ... they (universities) have some incredible IP. It’s

there for the taking.” Freedman on manufacturing

keep abreast of the dynamics of the audio market. A decade ago, Freedman was reported saying that he was continually refining his manufacturing processes to keep ahead of low-cost Asian competitors. Today he says that battle is still being waged with a continued focus on productivity and innovation that comes from a strong understanding of his target markets.

Design with drive

“I design products that I want to buy,” Freedman says. “We undertake design thinking from the start of the product – everything about it from what’s it going to be, what’s it going to do, to the ergonomics and performance is all thought of at the very beginning. We know what we’re after, then we push it. A lot of the big companies don’t have that drive.

“I could make toothbrushes here if I wanted to and they’d be awesome. The plastic prices and machine prices are the same as in China. It’s just about the machine and the IP behind it.”

RODE, which sells into more than 100 global markets and was named Australia’s Manufacturing Exporter of the Year in 2013, says automation is an integral part of the process. However, this has not stopped Freedman from increasing his workforce to more than 200 worldwide.

“Our employee base has grown because a lot of what we do you cannot do with labour. I am machining to sub-micron tolerances

and you can’t do that manually.”

RODE Microphones has just started employing large plastic moulding equipment similar to those used by Leggo.

“The tooling is spectacular with robotic arms. We can go home on the weekend and these machines are making them and stacking them and they are perfect.”

The outspoken Freedman is critical of the negative mindset surrounding Australian manufacturing, describing it as “spin” from some quarters.

“It not only has a future, it’s here now. We’re already leaders in avionics for fighter planes and commercial jets, but people don’t know this.”

He also says Australia is developing “mind blowing technology” and he has found more of it landing on his

doorstep in recent years as universities become more engaged with the business community. “They have some incredible IP. It’s there for the taking - we’ve just got to mine it.”

Mistakes worth making

RODE Microphones is tapping into that resource by spending millions of dollars each year in research and development.

“I’m good at R&D now because I’ve made every mistake,” says Freedman with a wry smile. “My staff can burn $10,000 or $20,000 on something and I don’t care, as long as they don’t do it twice. “I’ve made a whole heap of mistakes which I learned from, but I also have kicked a lot of goals. The one thing I’m not scared of is risk, but I won’t bet the farm.”

Freedman, who is currently looking at making his own integrated circuits, allocates most of his R&D budget to “bread and butter” projects that he says he knows will earn him money, and a smaller slice into “edgier and harder” projects.

“That’s how you do it. We’re here for the long term. You have to be safe and you have to be excited and go for it.” Amen.

“I design products that I want to buy. We undertake design thinking from the start of the product – everything about it from what’s it going to be, what’s it going to do, to the ergonomics and performance is all thought of at the very beginning. We know what we’re after, and then we push it. A lot of the big companies don’t have that drive.”


26 Business Connect

These are temporary and part-time professional staff – ‘Older Workers’ and

seniors with lifetimes of experience & knowledge, with ALL the leads you could

want, ALL the contacts you could wish for and all at a price you can afford.

Call us and be surprised - Let Us Help You Grow

Bill Marlow, Managing Director, Greys Assist PO Box 310, Belrose West, NSW 2085 Tel: (02) 8604 4050 Email us: [email protected] See us at: www.greysassist.com.au

“We continue to have great experiences with Greys Assist personnel. Greys make it easy to work with them and Greys take care of all the paper-work, leaving us to take care of our business.”

Jon Piro, Managing Director, Snap Printing, Chatswood and Rydalmere, Director Chatswood Chamber of Commerce

BUSINESS OWNERS, EMPLOYERS AND HR MANAGERS Your BIGGEST potential assets walk past your business every day

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Regional communities across the State continue to embrace NSW Business Chamber’s Unfinished Business: Towards 2015 and beyond advocacy campaign. Unfinished Business highlights the five challenges which will need to be met by whichever political party forms government following the State Election in March 2015.

NSW Business Chamber CEO Stephen Cartwright, and NSW Treasurer Andrew Constance, met with a large number of members in the

Northern Rivers town of Lismore to better understand what the region’s business community needs most.

Unfinished Business

HEADS NORTH

Andrew Constance MP, NSW Treasurer; John Murray, Northern Rivers Regional Manager, NSW Business Chamber; Kris Beavis, National Party Candidate Ballina; Stephen Cartwright, NSW Business Chamber CEO; and Thomas George MP, Member for Lismore.

27Business Connect

The Energy Saver program delivered by

the NSW Office of Environment and Heritage

has helped thousands of businesses across

New South Wales gain a competitive advantage

through reduced energy consumption, improved

productivity, and lower operating costs.

Setting new benchmarks in sustainable excellence

The Energy Saver program offers NSW businesses

comprehensive training programs, accessible tools

and resources, subsidised technical investigations,

as well as project, financial and technical support.

VISIT environment.nsw.gov.au/business

EMAIL [email protected]

PHONE 1300 361 967

FIND OUT MORE TODAY

Statistics based on the current Energy Saver program, which incorporated the Energy Efficiency for Small Business program and the Energy Efficiency Training Program in 2013

Energy Saver participants in NSW are saving more than:

127,000GJof gas annuallyfrom their power bills over ten years

115,000 MWhof electricity annually

$310M

The Office of the Small Business Commissioner has partnered with the NSW Business Chamber to develop a ground-breaking new program to increase the number of councils working and engaging proactively with small businesses.

Participating councils commit to a Charter which sets out a number of benchmarks that councils agree to meet in order to support small businesses in their areas. Launched in September 2014, forty councils have signed up to the program so far.

“The Chamber believes that through structured engagement and a commitment to continuous improvement, small business friendly councils can become a reality,” said Stephen Cartwright, CEO of NSW Business Chamber.

“It’s a unique program,” said the NSW Small Business Commissioner, Robyn Hobbs. “Next year we’ll have another 30 councils in the program, taking participation to 70 councils all up.”

The idea was conceived by John

Murray, NSW Business Chamber’s Regional Manager for the Northern Rivers – having witnessed the frustration between small business and local government on a daily basis. “This program will change the relationship between the two parties,” said Murray. “It’s got to be good for business.”

If you are interested in the Small Business Friendly Councils Program, please contact Lisa Robilliard, Strategic Project Manager, on 02 8222 4834 or [email protected].


of the business mind


What is the difference between money and wealth? Profit is not just a balance sheet, but a state of wellbeing, according to Gallop Solutions…

Centrum Printing was once struggling under the weight of $1.5 million in debt and losing $500,000 a year, but now it is a business hungry for growth. The company this year moved from Mascot to Chipping Norton, tripling its factory space in the process.

It is a remarkable outcome, and one of many that can be traced back to Gallop Solutions, a business consultancy that aspires to transform companies and business owners’ lives for the better. In four short years, the group that has helped more than 200 businesses, and in 2014, won the Excellence in Small Business category at NSW Business Chamber’s South East Sydney Business Awards.

THE COMMON THREAD OF CONFUSIONThe solution begins with empathy. Gallop Solutions CEO and co-founder Daniel Davis was a young firebrand, kick-starting his first small business at the ripe age of 21, and then setting up numerous small businesses across various industries over the coming years. Those formative experiences enabled him to see the common thread that runs through troubled businesses today. “Prospective clients come to us with a head full of confusion. They are struggling to achieve all their dreams

for their business – and the businesses are challenged to realise meaningful and sustainable profit margins.

“Often they complain that their teams are not performing effectively, and that they don’t seem to care as much about the business as the owners and leaders. These factors lead to a huge sense of frustration and, in some cases, hopelessness after trying the traditional routes of business advisors.”

Centrum Printing found itself in a similar position before approaching Davis. Since adopting the Gallop SME Program, Centrum has converted a $500,000 annual loss to a $500,000 profit, despite a slight fall in turnover. It’s a change that sits well with Centrum CEO Percy Vij, who now lives the mantra “turnover is vanity, profit is sanity”.

CHASING TARGETSIn many situations, Davis can identify an all-consuming chase for revenue that would – if left unchecked – potentially derail the business. “So much of the financial management of a company is run retrospectively and focused on minimising taxes.”

“The focus is on sales or revenue growth rather than on the key indicator of healthy business profits. Sales teams are encouraged and incentivised to get the sale no matter what, rather than focusing on the most profitable outcomes.

“Leadership teams often do not have a strong sense of how to create a

healthy bottom line and because there is not clarity or transparency, the team as a whole is unable to focus on the activities that will achieve the profit margins which truly signify success.”

ROADMAP OF CHANGEDavis believes his business is about leading change by playing the role of educator, not a director. “We teach clients ‘how’ rather than what to do, which truly empowers them in the long term.”

In many situations, the CEO and his team draw on ‘hard tools’ that create a clear structure and measurable view of the client’s business through a seven-division organisational board.

“This offers statistical reporting in real time on the key company targets. The owners, leaders and their teams have a clear and robust roadmap of what targets they are working towards, who is responsible for achieving what, and a wide range of tools to enable them to develop measurable short and long-term action plans. It also allows them to achieve and track results.” Additional ‘soft tools’ stimulate the work culture, promoting health and happiness to ensure that teams can thrive.

“We don’t shy away from the tough conversations and decisions, but we do stand alongside our clients every step of the way.”

Member since 2012

Gallop Solutions

“Leadership teams often do not have a strong sense of how to create a healthy bottom line and because there is no clarity or transparency, the team as a whole is unable to focus on the activities that will achieve the profit margins which truly signify success.”

[

Above: Lindy McNocher, Daniel Davis, CEO; and Nadia Davis, Director.

For more, visit gallopsolutions.com


31Business Connect

9651 2022 I 628 Old Northern Rd Dural NSW 2158 I bivianosdural.com I [email protected]

Biviano’s Dural is Sydney’s newest, purpose built event venue, and welcomes events of any and every style you have in mind.

Located just 15 minutes from Norwest business park and 45 minutes to the Sydney CBD, Biviano’s Dural is the perfect venue for your corporate, social or family event - from a product launch or conference, to a wedding or birthday celebration.

Spoil your guests with canapés in the garden which leads into the bespoke dining room, boasting luxurious décor, a timeless palate of chocolate, coffee and cream. Radiating with warmth and sophistication, it provides the ideal setting for an impressive and unforgettable event.

Events at Biviano’s Dural


33Business Connect

9651 2022 I 628 Old Northern Rd Dural NSW 2158 I bivianosdural.com I [email protected]

Biviano’s Dural is Sydney’s newest, purpose built event venue, and welcomes events of any and every style you have in mind.

Located just 15 minutes from Norwest business park and 45 minutes to the Sydney CBD, Biviano’s Dural is the perfect venue for your corporate, social or family event - from a product launch or conference, to a wedding or birthday celebration.

Spoil your guests with canapés in the garden which leads into the bespoke dining room, boasting luxurious décor, a timeless palate of chocolate, coffee and cream. Radiating with warmth and sophistication, it provides the ideal setting for an impressive and unforgettable event.

Events at Biviano’s Dural

Thinking clearly and ask the right questions, says consultant Laila Hage-Ali. It all comes down to the marketing strategy that fits your business.

As the team leader at Australian Business Consulting & Solutions (ABCS), Hage-Ali is spearheading a new phone advice line, exclusive to all NSW Business Chamber members. ABCS, the commercial division of NSW Business Chamber (a specialisation of Australian Business Solutions Group) has assembled a team of experts to advise members on all-things marketing in a diverse offering that guarantees practical, waffle-free answers in the space of a phone call.

“A lot of the questions we have been asked so far have been in regards to strategy development,” says Hage-Ali. “Businesses want to know how to grow, which directions they should be taking and what exactly is suitable for them. Through this service they can have a conversation with someone who

is not trying to sell them something. Regardless of the budget there’s always a solution. We look at what you’re trying to achieve and how best we are able to achieve that goal.”

The first hurdle

When confronted with the task of creating a marketing strategy, knowing where to start is half the

battle, says Hage-Ali.

“We receive a lot of enquiries from smaller businesses that are excellent at their craft, but not necessarily marketers – and that’s absolutely fine. Asking the right questions at the outset is

the best way to start your journey.”

“In reality, your tactical actions – whether building an online presence, developing social media assets or creating sales strategies, will be governed by a strong business plan. This also prevents costly and ad hoc strategies that won’t impact the bottom line.”

“We receive a lot of enquiries from smaller businesses that

are excellent at their craft, but not necessarily marketers

– and that’s absolutely fine. Asking the right questions

at the outset is the best way to start your journey.”

Thinking digitalShould your marketing strategy harness digital channels? ABCS has helped literally hundreds of small businesses to improve their online presence, delivering the Digital Enterprise Program on behalf of the Australian Government. Along the way, Hage-Ali developed a list of questions for participants that she considers vital for any business considering a digital strategy.

1. What are my business goals for the next 12 months?

2. What am I going to achieve by creating a marketing strategy?

3. What are the business' three most important goals?

4. Who is your target market?

5. What channels are relevant to your business?

• Website• LinkedIn• Newspaper ads• Facebook• Google Adwords• Blog

6. How are you going to achieve your revenue goals, and who is going to be responsible for each channel?

7. What will be the measurement of success? How will you know if your marketing worked?

“I encourage our members to work through this list, because it will help shape critical thinking. And if this raises any questions, don’t hesitate to call us! We’ll give you the facts.”

To contact the Marketing Advice Line, call 13 26 96 today.

With almost eight million Australians shopping online, more businesses are rushing to upgrade their websites and create social media assets. Should your business join the race?

THE ASPIRANTRosa Hollows says it’s rare to see another woman on the worksite. In fact, the 24-year-old carpenter, who recently completed her apprenticeship, says over the past three years she has only ever worked with one other female tradie.

This isn’t surprising as 2012 statistics on gender segregation in the trades in NSW show carpenters and joiners in the State consisted of close to 40,000 men and just over 400 women. And, across three decades, women’s participation in trade and technical occupations has only risen from 10 to 14 per cent despite many of these professions

being on the skills-shortage list.

But Hollows doesn’t let the male-dominated field deter her from building the career she has always wanted. “I studied construction at TAFE and was the only girl of 17 boys in the class. The first time I walked in they thought I was their teacher,” she says.

Hollows says it wasn’t easy finding an apprenticeship. “It was a bit frustrating because the people that I was calling needed to know my experience with the tools. As I understand it, an apprentice is someone who is learning.

“I knew nothing apart from what I learnt at TAFE, the same as any other male apprentice. I was a bit taken

aback because if it was a guy wanting to do an apprenticeship that question would not have been asked.”

Hollows says it took time to find an employer willing to take her on. It was a company specialising in restoring heritage buildings. She says there needs to be a shift in early education and gender stereotypes if the situation is to improve.

“Maybe females are not perceived to be strong enough or tough enough to do the work involved. However, it isn’t about proving who can carry the most or who can lift the heaviest thing. If you are a good worker, it doesn’t matter what sex

ONE IN A THOUSAND

Outnumbered but not outclassed. A shortage of young women in trades and technical jobs is nothing new, but the answer could lie in early education to break down the gender stereotypes.

Rosa Hollows, Carpenter


you are and that really resonates on the sites that I have been on.”

The Chamber’s Director of Member and Commercial Services, Darren Cocks, backs this claim.

“The issue is that women aren’t exposed to these professions early enough, which is a shame when you look at how they are excelling in them,” says Cocks.

He refers to diverse case studies on the Australian Business Apprenticeships Centre website; one being a young woman who is excelling in smash-repair spray painting, and another nailing her carpentry apprenticeship.

“Non-traditional trades often come attached with a misconception that they are dirty and dangerous, and as such are domains for boys only – but this is far from the truth.”

Women are most noticeably absent from construction, automotive and electrical jobs, with the latter being the largest single trade occupation in Australia. This is despite women making up only 1.3 per cent of the workforce for these trades.

OVERCOMING STEREOTYPESNSW Business Chamber’s Education and Training Policy Advisor Nick Minto says discussion has been tangled with many pain points, such as prevailing gender stereotypes and discrimination issues.

“There has been a range of government initiatives that have tried to tackle the problem, but the number of women in these professions still hasn’t really shifted,” says Minto.

“A major root of the issue is general gender stereotypes that stay with us from an early age about certain occupations.”

Minto says the Chamber’s advocacy in recent years for greater employer

support services has been reflected in the Australian Apprenticeship Support Network arrangements that will come into effect from July 2015. The arrangement will endeavour to assist employers to improve their recruitment and retention practices.

“This, along with changing how these professions are portrayed in schools, are two important initiatives required to generate change. Greater employer support may provide further opportunities to focus on some of the recruitment bias and selection practices that may be limiting participation of young women in non-traditional trade areas.

“Now the focus needs equally to be on presenting apprenticeships in non-traditional trade areas as realistic career options for young women when they are at school.”

Although women tend to be absent

“The issue is that women aren’t exposed to these professions early enough, which is a shame when you look at how they are excelling in them”

2012 statistics on gender segregation in the trades in NSW show carpenters and joiners.

on the construction site, high representation is often associated with traditional domestic trades, such as hairdressing and hospitality. Small business owner and NSW Business Chamber Board member Ellie Brown trained more than 20 apprentices at her former beauty salon in Orange. Her work to promote small business growth and career pathways at a local community level has led to her being named as one of the 100 Women of Influence in The Australian Financial Review and Westpac 100

Women of Influence Awards for 2014.

Somehow Brown finds time to teach business-minded tradespeople at TAFE Western, but she acknowledges that something has to change to attract and keep apprentices in all trades.

“We should be reassessing incentives for employers taking on apprentices,” she says. “The majority of employer reimbursement comes at the end of the training period, but perhaps it should be paid in instalments to encourage business owners when

apprentices are learning basics and not bringing in much money.”

The working mother believes the incentive for youth entering these fields is just as weak, resulting in a missed opportunity to target youth unemployment – currently at its worst since 2001 – and youth under-employment, which is at its highest level since 1978. “There isn’t much of an incentive to enter these professions if you are getting less than minimum wage.”

WOMEN OF INFLUENCE

Close to

40,000 men

Just over

400 women Darren Cocks,

NSW Business Chamber

Ellie Brown


35Business Connect

Making superannuation contributions to employees is a slow and arduous journey for thousands of Australian employers. If you can relate, it’s time to streamline your operational boat.

It’s no secret that the superannuation landscape is a changing beast. Former treasurer, Peter Costello, recently criticised the industry as “too complicated” for the average Australian to understand. That’s small comfort for employers charged with a growing list of obligations– most recently with the introduction of SuperStream and the increase to compulsory super guarantee contributions.

So how can the employer prevail? For Peter Hosper, Managing Director of The Travel Authority, it’s about streamlining the whole experience.

Think lean

During a period of rapid business expansion, Hosper worked with his super fund’s contact, CareSuper Client Partnership Manager John Affleck, to pinpoint the ways to make payroll and super process leaner and centralised.

“Streamlining the way you make super contributions is paramount, especially because it’s common for employers like myself to make contributions to a number of different super funds, which is time consuming,” says Hosper.

One possible solution is a superannuation clearing house, says Affleck. “Clearing houses allow you to pay multiple super funds with one single payment and are a smart way to reduce manual administration. Employers with 19 employees or fewer have access to the Government Small Business

Clearing House which is a cost-effective, SuperStream compliant solution.”

Hosper also points out that employers can tap into support from their super fund to help refine the contribution process.

What is SuperStream?

SuperStream is the invisible elephant in the room – it’s there, but many employers are uncertain on what to do. In a nutshell, SuperStream is a Government initiative that entails changes to the ‘back office’ administration of

super, including the introduction of mandatory online data standards and payments for all employers.

“For many employers this will mean a change to the way they make their super contributions,” says Affleck. “The superannuation industry is currently one of the highest generators of paper cheques in Australia.”

Action point!

The deadline to transition to online data and contributions is 1 July 2015 for employers with 20-plus employees, and 1 July 2016 for employers with 19 employees or fewer. Anticipating a late reaction, the ATO is encouraging

employers to comply with these standards well before the cut-off dates to ensure a smooth transition.

Believe in the relationship

Just as you need a reliable, efficient team for your business to flourish, you need a good partner in super too. It was the strong partnership CareSuper formed with The Travel Authority that set them apart from other super funds.

Affleck, and fellow CareSuper Client Partnership Manager Matt Adlam, regularly visit The Travel Authority to offer support, assistance and hold free

workplace seminars for employees on a range of financial literacy topics. “As a company that works in customer service, personal service is really important to us,” says Hosper.

“Streamlining the way you make supercontributions is paramount, especiallybecause it’s common for employerslike myself to make contributions to anumber of different super funds, whichis time consuming.”

To speak to a CareSuper Client Partnership Manager about your super contributions, SuperStream obligations or any super-related queries visit caresuper.com.au/CPM or call 1300 360 149.To find out more about your SuperStream obligations visit ato.gov.au/superstream.


36 Business Connect

Now choosing CareSuper is doubly smartAs a CareSuper member you get flexibility and control, plus the performance of a double award-winner.

You can even invest some of your super in ASX 300 shares, ETFs, LICs or term deposits. Without the hassle of an SMSF.

And if you already have an SMSF, we can arrange help for you to wind it up.

It’s a winning combination.

To find out more, go to caresuper.com.au

Please note that past performance is no guarantee of future performance. The information provided in this advertisement is general advice only and has been prepared without taking into account your particular financial needs, circumstances and objectives. The features, risks and fees associated with each investment option can be different so you should consider your own investment objectives, financial situation or needs and read the Product Disclosure Statement prior to making an investment decision. You may also wish to consult your own licensed financial adviser.CARE Super Pty Ltd (Trustee) ABN 91 006 670 060 AFSL 235226. CARE Super (Fund) ABN 98 172 275 725.

Motor vehicle breakdowns are expensive at the best of times, but for small businesses whose reputation depends on reliable service, the cost of lost income and downtime quickly adds up. Not to mention the potential cost and risk of employees being exposed to unsafe roadside situations.

As a needs-driven service to remedy the problem, NRMA Business Motoring was established to provide roadside assistance specifically to business. In the past year, the service came to the rescue of 68,000 business vehicles and drivers. In real terms, the assistance translates into hundreds of thousands of dollars in savings for businesses, says Matthew Beattie, the Head of Business Motoring at NRMA.

“It could be a refrigerated van full of

oysters travelling from the Sydney Fish Markets to Gosford, or a truck transporting fruit and vegetables interstate,” says Beattie. “When a breakdown happens, there’s a lot more on the line than just lost productivity.”

By necessity, service capacity extends across vehicle types and sizes –

from motorbikes, cars and vans to trucks of any size. Performance is routinely measured, with current statistics showing that 98 per cent of heavy vehicles get back on the road following a call-out.

“Our product range for commercial vehicle assistance is really what distinguishes us from other services,” says Beattie. “We have over 5000 service providers across Australia who we can deploy to repair a vehicle at

the roadside. We pride ourselves on getting a member’s truck full of freight to where it’s supposed to go, instead of getting towed to a repair shop.”

NRMA Business Motoring also offers like-for-like replacement of motor vehicles and transportation of goods, drivers and passengers to ensure the wheels of business keep moving.

“We also focus on keeping yourself and employees as safe as possible when a breakdown occurs. The cost is far too great when it comes to people’s safety. Safety is one of our core values and we apply it to businesses by keeping employee drivers in the safest possible hands when breakdowns occur.”

“When a breakdown happens, there’s a lot more on the line than just lost productivity.”

NRMA Business Motoring provides Roadside assistance for more than 136,000 vehicles and over 22,000 businesses. To join the club go to mynrma.com.au/business


38 Business Connect


39Business Connect

Young entrepreneurs are tomorrow’s business leaders. NSW Business Chamber recently supported an awards program that rewards the entrepreneurial spirit and emerging business acumen of school students in North West Sydney.

President of Dural & Round Corner Chamber of Commerce, Rod Cuevas, prompted his chamber to establish the Young Business Minds Awards to encourage the region’s youth while also promoting local businesses and chamber ties with the community. NSW Business Chamber CEO, Stephen Cartwright, congratulated Rod on the establishment of the program.

“I believe that Local Chambers of Commerce have an important role

to play in recognising and rewarding entrepreneurship and business related achievements of young people in their local region. Engaging schools, parents and students is a great way to build the profile of Local Chambers and support our young people. I

am keen to encourage other Local Chambers to establish similar awards programs for young people.”

Nick Minto, NSW Business Chamber Policy Advisor for Workforce Skills had

the distinction of chairing the judging panel. “It was encouraging to see an impressive level of entrepreneurship and business acumen from all eight finalists. The quality of proposals made the judging a difficult task,” says Minto.

“Engaging schools, parents and students is a great way to build the profile of Local Chambers and support our young people.”

Young Business minds

Bright sparks from the Young Business Minds awards. The winners (from left) were Myla Swallow, Cohen Bosworth, Arvin Bayatpour and Ella Bricknell.

To learn more about the Chamber's policy and advocacy in support of youth skills and development, email [email protected].


T3-4131

When your vehicle isn’t moving, your business isn’t earning.Get Australia-wide roadside assistance with NRMA Business Motoring.

When it comes to keeping your vehicle on the road, why not let us take care of it? NRMA Business Motoring gives you legendary roadside assistance wherever you are in Australia. That’s over 90 years of NRMA experience, supporting your business at every turn. There are packages tailored for one vehicle or a whole fleet — everything from motorbikes, cars and vans, to buses and trucks of all sizes. So whatever happens, you can count on us to keep your business moving.

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Darling Harbour sparkled with the late afternoon sun - a fitting backdrop to the year's premier celebration of business excellence.Hosted by NSW Business Chamber, the 2014 State Business Awards Gala Dinner represented the end of a state-wide journey that began months ago with the Regional Business Awards Program. Building recognition of local businesses at a community level, NSW Business Chamber worked closely with Local Chambers of Commerce to deliver a

Regional Program that celebrated 143 winners across 13 regions of NSW.

On Friday, 28 November 2014, these winners converged on Darling Harbour as category finalists for the black-tie State Gala.

More than a thousand guests boarded Sydney’s largest floating venue, the Dockside Pavilion, in Darling Harbour. Among them were special guests, NSW Premier, The Hon. Mike Baird; and Sydney Lord Mayor, Clover Moore.

“The annual Awards program is an opportunity to recognise and reward amazing businesses, whose passion,

determination, innovation and success inspire everyone,” said the President of NSW Business Chamber, Tony Dormer, in his opening address.

NSW Business Chamber heartily congratulates the winners and finalists of the 2014 State Business Awards.

2014 State Business Awards


T3-4131

When your vehicle isn’t moving, your business isn’t earning.Get Australia-wide roadside assistance with NRMA Business Motoring.

When it comes to keeping your vehicle on the road, why not let us take care of it? NRMA Business Motoring gives you legendary roadside assistance wherever you are in Australia. That’s over 90 years of NRMA experience, supporting your business at every turn. There are packages tailored for one vehicle or a whole fleet — everything from motorbikes, cars and vans, to buses and trucks of all sizes. So whatever happens, you can count on us to keep your business moving.

T3-4131 Business Motoring resize ad.indd 1 5/12/2014 11:13 am

Over 400 photos from the Gala are on the NSW Business Chamber Facebook page. Search for the NSW Business Chamber State Business Awards photo album to view them now.

For more about the awards, visit businessannualawards.com.au.


41Business Connect

passion courage determination



Business of the Year (sponsored by NSW Business Chamber) – Superair

Excellence in Small Business (sponsored by City of Sydney) – Superair

Young Business Executive (sponsored by Australian Business Apprenticeships Centre) – Ross Cargill, General Manager, Men at Work

Young Entrepreneur (presented by Office of the NSW Small Business Commissioner) – Dean Williams, Vision Personal Training

Business Leader (presented by Australian Chamber of Commerce and Industry) – Mark Bishop, Ocular Robotics

Employer of Choice (sponsored by CareSuper) – Earlyrise Baking Company

Excellence in Business (sponsored by Westpac) – The Smith Family

Excellence in Business Ethics (presented by Australian Business Lawyers & Advisors) – G.J. Gardner Homes, Shoalhaven

Excellence in Export (presented by Export Growth China) – Macleay River Meats

Excellence in Innovation (sponsored by Qantas) – SNP Security

Excellence in Sustainability (sponsored by NSW Office of Environment and Heritage) – De Bortoli Wines

Excellence in Workplace Health and Safety (presented by Australian Business Consulting & Solutions) – Norske Skog Paper Mills (Australia) Ltd Albury

Local Chamber of Commerce (sponsored by NSW Business Chamber) – South Sydney Business Chamber

NSW Business Chamber’s 2014 State Business Awards winners

There's more to know... Business Connect Magazine looks forward to featuring the success stories of this year's winners in coming editions.


42 Business Connect



Business of the Year

Local Chamber of CommerceExcellence in Workplace Health and Safety Excellence in Sustainability

Excellence in Small Business

Excellence in BusinessJulia Morris, Master of Ceremonies

Business Leader

Excellence in Business Ethics

Employer of Choice

Young Entrepreneur

Excellence in Innovation

Young Business Executive

Excellence in Export


43Business Connect

Things you should know: Conditions, fees and charges apply. Lending criteria apply to approval of credit products. This information does not take your personal objectives, circumstances or needs into account. Consider its appropriateness to these factors before acting on it. Read the disclosure documents for your selected product or service, including the Terms and Conditions or Product Disclosure Statement, before deciding. © 2014 Westpac Banking Corporation ABN 33 007 457 141 AFSL and Australian credit licence 233714.

Keep your business moving with the right lending solution. Whether you need to manage cash fl ow, upgrade equipment, start or grow your business, Westpac has a range of business fi nance options available.

Let’s talk about how we can support your business today.

fast-trackyear plan

yourfast-trackyear plan

yourfiveNice one!CareSuper is proud to support the NSW Business Chamber Awards.

Congratulations to all the winners.

From your Employer of Choice award sponsor CareSuper

Giaan Rooney, CareSuper’s Brand Ambassador

Please note that past performance is no guarantee of future performance. The information provided in this advertisement is general advice only and has been prepared without taking into account your particular financial needs, circumstances and objectives. The features, risks and fees associated with each investment option can be different so you should consider your own investment objectives, financial situation or needs and read the Product Disclosure Statement prior to making an investment decision. You may also wish to consult your own licensed financial adviser.CARE Super Pty Ltd (Trustee) ABN 91 006 670 060 AFSL 235226. CARE Super (Fund) ABN 98 172 275 725.

congratulations

NRMA Business MotoringNRMA BusinessWise prides itself in keeping businesses moving. We are the longest running and most experienced roadside assistance provider for businesses in NSW and the ACT.

CareSuper – the industry super fund for professionalsCareSuper is the largest industry fund for people working in professional, managerial and administrative occupations. We understand that as an employer you want a fund that is both easy to deal with and focused on delivering flexible retirement options for your employees. That’s where CareSuper comes in.

We are committed to providing superior service and developing long-term relationships with members and employers.

This driving passion makes us:

• A leading industry super fund with over $9 billion in funds under management and over 258,000 members

• A MySuper authorised fund and the fund of choice for over 48,000 employers across Australia

• Award-winning, consistently achieving top ratings by independent agencies, including Smart Investor’s Industry Fund of the Year award for 2013 and 2014

• A profit-for-members fund (we have never paid commissions to planners or shareholders)

• A fund that helps members make the right decisions by providing access to advice and educational opportunities

• A proud sponsor of NSW Business Chamber.

Want to get in touch?

Contact Mark Patman, Client & Member

Relationships Manager, at [email protected] or on 02 9216 5400.

Visit caresuper.com.au or call 1300 360 149.

City of SydneySydney is a globally competitive and innovative city - the premier place in Australia to live, work and visit. The City is renowned for its creativity and productivity, with an economy that is robust, resilient and dynamic. The City of Sydney is the local government authority responsible for the central business district and surrounding villages, comprising up to 30 suburbs.

The flagship of the City’s actions and services is its Sustainable Sydney 2030 program that seeks to ensure Sydney remains green, global and connected. The program was developed following the most comprehensive community consultation project in the council’s history. Sustainable Sydney 2030 is an ever evolving, integrated plan that addresses the environment, society, culture and the economy, and is predicated on bold ideas, solid governance and partnerships with community and business.

Office of Environment and HeritageWorking with the community, Office of Environment and Heritage (OEH) cares for and protects NSW’s environment and heritage, which includes the natural environment, Aboriginal country, culture and heritage, and built heritage. OEH supports the community, business and government in protecting, strengthening and making the most of a healthy environment and economy in NSW.

A key role of OEH is to promote environmental sustainability and resource-efficiency practices across NSW. OEH offers programs,

resources and financial support to help NSW organisations save money, increase productivity and gain a distinct competitive advantage.

Over the past three years, OEH programs have saved NSW businesses, householders and government agencies an estimated:

• $63 million in energy costs

• 277,000 megawatt hours energy use

• 246,000 tonnes of carbon emissions.

Key OEH programs include:

Energy Saver

The Energy Saver program helps businesses identify opportunities to reduce electricity and gas usage, implement technical projects, access financial support and measure and verify savings.

Sustainable Government

The Sustainable Government program provides assistance to state government agencies to harness energy efficiency opportunities and make significant savings on their energy bills.

Sustainability Advantage

The Sustainability Advantage program is assisting organisations across NSW to achieve increased competitiveness and improved bottom lines through better environmental practices.

QantasFounded in the Queensland outback in 1920, Qantas has grown to be Australia’s largest domestic and international airline.

There are plenty of reasons why you fly for business; here are a few reasons why you should fly with Qantas.

• Earn Aquire Points for your business, on top of Qantas Points for you

• More flights around Australia than any other airline with Qantas and QantasLink

Business Awards sponsors


46 Business Connect

• Fares inclusive of baggage, entertainment, inflight dining and Qantas Points for Qantas Frequent Flyer members*

• Award winning lounges around Australia and across the world for eligible customers

• Faster, Smarter Check-in for eligible passengers

• Mobile apps for iPhone and AndroidTM.

Start being rewarded for the many things your business is already doing by earning Aquire Points on everyday business spend with our partners. In addition, your employees can still earn Qantas Points on top of Aquire Points earned by your business. Aquire Points can easily be converted to Qantas Points at a rate of 1:1 to any Qantas Frequent Flyer account. Once Aquire Points are converted to Qantas Points, you can enjoy a range of benefits including flights and upgrades, hotels, shopping in the Qantas Store and more.

Terms and conditions apply, visit aquire.com.au

Rawson GraphicsRawson Graphics is a family owned quality printing operation based in North Ryde and is proud to be a sponsor of this years’ statewide Business Awards program. We operate the latest in printing technologies on site including a recently installed HUV press which can print directly onto a wide variety of papers and plastics.

We have been helping clients such as Saatchi & Saatchi, Johnson & Johnson and NSW Business Chamber produce annual reports, brochures, booklets and many other print pieces with high quality results for over 35 years. If you’d like someone to look at your printing from a different perspective, please call the number on our advertisement located in this program and take the first step to looking at your printing

requirements from a different angle.

Staples AustraliaStaples Australia is part of the world’s largest office products company and a trusted source for office solutions. The company provides products, services and expertise in the categories of office supplies, technology solutions, business furniture, print solutions, promotional marketing, kitchen supplies, safety and facility solutions. Staples operates in 26 countries throughout the world and is headquartered at Framingham, Massachusetts, USA.

WestpacAt Westpac, we have a simple philosophy; if something’s worth backing, we back it.

Founded in 1817, Westpac is Australia’s first bank and first company. A constant thread through the history of the nation, Westpac started out with the idea to create security and wealth, and to serve the Australian community. This is at the heart of our vision and strategy today – to be one of the world’s greatest companies, helping our companies, communities and people to prosper and grow.

Over the course of almost two centuries, Westpac has contributed to the prosperity of Australia. It has grown, adapted and strengthened to become the country’s second largest bank.

The company, along with its 36,000 strong team provides consumer, business and institutional banking services along with wealth management, wealth administration and insurance services, to customers across Australia, New Zealand and the region.

Our customers are supported through a nationwide network of 687 branches and 70 business banking centres, home finance managers and specialised consumer and business relationship managers, with the support of cash flow,

financial markets and wealth specialists and customer service centres.

Westpac also maintains branches and offices in New York, London and throughout Asia to support our customers both at home and overseas.

Drayton’s Family Wines Drayton’s Family Wines is a 6th generation winemaking family company, located in the Parish of Pokolbin, right in the heart of Australia’s oldest wine region, The Hunter Valley.

This family enterprise, originally started by Joseph Drayton, more than 160 years ago is now in the hands of Max Drayton and his two sons John and Greg.

Drayton’s Family Wines have 55 hectares of vines which includes four vineyards that have been listed as significant because of their age.

In particular the Old Flat vineyards of Shiraz and Semillon were both planted in the 1890’s.

These 55 hectares with Chardonnay, Semillon, Traminer, Verdelho, Cabernet Sauvignon, Cabernet Franc, Merlot and Shiraz, producing 500 tonnes of fruit that is made into 400,000 litres of wine.

This wine is sold locally, intrastate, interstate and internationally.

The recently refurbished winery and sales area is now one of the most modern sites in the Hunter Valley.

It boasts a contemporary wine sales area with two additional separate tasting areas, a café, and a modern well equipped winemaking and production facility.

Drayton’s Family Wines – 160 years of pioneering endeavour and viticultural expertise embracing modern winemaking techniques – Pioneers of the Hunter - Since 1853.


47Business Connect

Congratulations from Staples.™Staples™ congratulates all the winners and nominees at the NSW Business Chamber 2014 Annual Awards.

Staples™ is the world’s largest office products company and a trusted source for office solutions. The company provides products, services and expertise in office supplies, technology solutions, business furniture, print management, promotional marketing, kitchen supplies and facility solutions.

Call 13 26 44 or visit staplesadvantage.com.au to form a winning partnership with us.

Staples Australia Pty Limited. ABN 94 000 728 398 Phone: 13 26 44

You’ve just taken the firststeps to looking at things differently.

www.rawsongraphics.com.au

If you want to do the same about your print spend, give us a call: Rawson Graphics02 8873 2500

Congratulations from Staples.™Staples™ congratulates all the winners and nominees at the NSW Business Chamber 2014 Annual Awards.

Staples™ is the world’s largest office products company and a trusted source for office solutions. The company provides products, services and expertise in office supplies, technology solutions, business furniture, print management, promotional marketing, kitchen supplies and facility solutions.

Call 13 26 44 or visit staplesadvantage.com.au to form a winning partnership with us.

Staples Australia Pty Limited. ABN 94 000 728 398 Phone: 13 26 44

Thank you for giving small business the recognition it deservesThe City of Sydney is the proud sponsor of the Excellence in Small Business category of the 2014 NSW Business Chamber Business Awards.We continue to celebrate the contribution small businesses make to our community. I wish the very best of luck to all NSW Business Chamber Awards state fi nalists and participants across all categories.

Clover Moore Lord Mayor of Sydney

Excellence in Small BusinessProudly brought to you by the City of Sydney

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Thank you for giving small business the recognition it deservesThe City of Sydney is the proud sponsor of the Excellence in Small Business category of the 2014 NSW Business Chamber Business Awards.We continue to celebrate the contribution small businesses make to our community. I wish the very best of luck to all NSW Business Chamber Awards state fi nalists and participants across all categories.

Clover Moore Lord Mayor of Sydney

Excellence in Small BusinessProudly brought to you by the City of Sydney

9035 City Business City Business – Business Awards 297x207 DE1.indd 1 4/12/14 10:02 AM

Businesses lead with a sustainability advantageMore than 550 businesses are saving over $85 million each year with support from the NSW Government’s Sustainability Advantage Program.

Sustainability Advantage helps build competitive, profitable and resilient businesses in NSW.

Find out how your business can benefit: Phone 1300 361 967 Email [email protected]

Sustainability Advantage leaders that have achieved Gold Partner recognition:

Do you need help selling the business case for resource efficiency?

Are high energy prices hurting you?

Do you want to become a more sustainable business?

$

OEH_221261_BusinessConnectAd_FA.indd 1 18/06/14 12:24 PM

Brought to you by the National Roads and Motorists' Association

Roadside assistance for business vehicles


When it comes to keeping your fleet on the road, why not let us take care of it? NRMA BusinessWise gives you legendary roadside assistance wherever you are in Australia. That’s 9o years of experience, supporting your fleet at every turn. There are packages tailored for one vehicle or a whole fleet — everything from motorbikes, cars and vans, to buses and trucks of all sizes. So whatever happens, you can count on us to keep your business moving.

When your fleet isn’t moving, your business isn’t earning.

Get Australia-wide roadside assistance with NRMA BusinessWise.

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magazine

Important Information:+ An eligible flight means a domestic or international flight which has a Qantas ‘QF’ flight number on the ticket that is purchased in Australia; is operated by Qantas, Emirates or American Airlines; has a ticket

number commencing with ‘081’; and is booked and travelled for business on or after the date the business registers for Aquire. Exclusions apply. Minimum earning thresholds and eligibility conditions apply. Visit aquire.com.au/qantas.

* A business must be an Aquire Member to earn Aquire Points. A $50 join fee and an annual membership fee of $179 (inclusive of GST) usually applies. However, Aquire will waive these fees for businesses who join Aquire via aquire.com.au/nswbcjoin until 31 January 2015. Aquire membership and Aquire Points are subject to the Aquire Terms and Conditions available at aquire.com.au/terms.

^ You must be a Qantas Frequent Flyer member to earn and redeem Qantas Points. Membership and the earning and redemption of Qantas Points are subject to the Qantas Frequent Flyer program terms and conditions. A joining fee may apply. The number of Aquire Points earned may be limited and subject to minimum thresholds.

# We recommend you consult your accountant or tax adviser to ensure you understand possible tax implications, for example fringe benefits tax (if applicable).

GET MORE VALUE FROM YOUR BUSINESS EXPENSES.

Aquire allows your employees to earn Qantas Points on all eligible flights+ and at the same time, earn Aquire Points* for your business on flights and expenses with our partners.

Your business could convert Aquire Points to Qantas Points to any Qantas Frequent Flyer account at a rate of 1:1^.

Join Aquire by 31 January 2015 and start earning real rewards# for your business with this great offer:

• $50 join fee waived

• First year’s annual membership fee of $179 also waived

Join now at aquire.com.au/nswbcjoin

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get more value from your business expenses. · eternal sunshine of the business mind: gallop...

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