top strategies for business growth in 2015 - cci malaga business workshop
TRANSCRIPT
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2015: Here We Go Again?
Ryan Buckland
Principal Economist, Macroeconomics
CCI Economics
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Need to know more?
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Thriving and Surviving in the Current Market
Paul Rowe B.Bus ASA FFin Manager, Business Consulting
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Perception V
Reality
The financial health of your business
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Working in and on your Business is now
Not Negotiable
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“You don’t know what you don’t know!”
The 10 steps to a healthy business
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• Need for quality, timely and accurate data
• In house or outsourced
• Importance of Budgeting
• Financial advice
1. Management Information
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• Rental landscape
• Market reviews
• Your rights!
• Information is key
2. Lease Negotiation
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• Understand what you are actually paying “line fees, risk margins, liquidity margin....”
• Negotiate or seek out someone who can
3. Interest Rates & Fees
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• Knowledge is power
• Terms to pay
• Discounts/rebates
• Working capital finance options
4. Trading Terms
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5. Pricing Policy
• Understand what you are or want to be
• Put in place an appropriate pricing policy
• Understand the difference between Mark up and Gross Profit
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• Concept of finite debt servicing
• Materially change a variable
• Interest only versus principle and interest
6. High Gearing
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• Why should I?
• Understand your business
• Understand your customers
• Understand your staff
7. Working in your Business
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• SWOT Analysis
• Product Mix
• Marketing success
• New markets and services
• Staff optimisation
8. Working on your Business
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• Desert Island syndrome and its risks
• Build a network of professionals
• Have a support mechanism
• Be honest with yourself and others
9. Ask for Help
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Don’t let employee relations hamper growth
Jessica Price Manager, Employee Relations Consulting
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Employee relations challenges that can hamper growth
Compliance
RISKS
• Time
• Money
• Reputation
Right talent
RISKS
• Lost productivity
• Increased Training Costs
• Reduced Morale
• Performance management
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Compliance The risks
Unfair Dismissal
Adverse Action
Personal Fines
Professional Reputation
Litigation
Time & Resources
Bullying Complaints
Underpayment claims
Sham Contracting
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Right Talent The risks Performance
Management
Retaining talent
Workforce planning
Training
People management
Time & Resources Clear
expectations
Recruitment
Engagement
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International Trade Darren Levy
Manager, International Trade Services
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16 Years Working in Malaga for Import/Export SME’s
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A Quick Case Study Video and Cellular Batteries and Accessories – Import wholesaler in Malaga Importing from Hong Kong. Selling locally. Serving a local WA market, then expanding Australia wide. Expanded sales to over $5,000,000 p/a in 3 years Number 2 in the market for Cellular and Number 1 in the market for Video Batteries and accessories
Business Growth through Importing
How did we grow so fast?
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Lowest Cost to market Vendor Refill System
Business Growth through Importing
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Lowest Cost to market Vendor Refill System
Business Growth through Importing
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Business Growth through Importing
Critically reliant on a just-in-time import and distribution supply chain…
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Business Growth through Importing
• Which import licences apply?
• What are the rules for shipping by air and by sea?
• How do I get the lowest landed cost and still meet a just in time supply model?
• Am I using the most favourable incoterms? FOB, CIF, EXW, DDP
• What are the compliance and testing rules? – emissions, chemicals?
• What are the labelling and sales requirements for each state? (Are the manuals in English?)
• What documents do I require to land and clear the goods?
• How do I balance my buyer and supplier credit to manage cash flow?
• How much duty applies and which Free Trade Agreements can give me a price advantage?
And… resolving critical import issues:
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Free Trade Agreements
Free Trade Agreements in Force 9 in force
1 concluded 8 in negotiation Bilateral Agreements
• Chile • New Zealand • Japan • Malaysia • Singapore • Thailand • Korea • USA
Multilateral Agreements
• ASEAN
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Key Message on Importing
• Find an independent import agent.
• Recommend the most appropriate freight forwarder
• Freight forwarder must have an office in-country
• Strict import product and quarantine compliance
• Ensure your Tariff Harmonising Code is correct
• Use Free Trade Agreements to lower your import prices
• Know your incoterms
• Manage your contracts
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How CCI can help with Importing?
• Act as an import agent – unbiased advice
• Translation services in 20 languages
• Canton Fair – Trade mission in April 2015
• Free Trade Agreement research
• Import consulting
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Business Growth through Exporting
• 13 years building export business for a Malaga manufacturer.
• Grew to number 2 in the US market with sales across 40+ countries.
• Today recognised as a global leader in telecommunications for broadcast
radio stations.
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Business Growth through Exporting
Understand your export readiness gaps
Develop an export plan
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Certificates of Origin and Carnets
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Export Market Development Grant
Claim up to 50% of your export marketing costs.
$15,000 threshold
Claim up to $150,000
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How can CCI help?
- Austrade Tradestart – Find buyers through the Austrade Tradestart network.
- 4 Austrade locations in Japan - Tokyo, Sapporo, Osaka and Fukuoka - Assisted Trade Missions
- Export Consulting Services
- Australian Made Logo
- International Translation service in 20
languages
- Connection with EFIC for Export Finance
- Export Readiness Training
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Competitive advantage in a changing OSH landscape
Jennifer Low, OSH & WC Policy Adviser
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The Changing Landscape
• Challenging economic climate “More for less”
• Significant changes to the legislative landscape
• Increasing costs and responsibilities
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People
Operating Environment
Systems
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Why invest in safety?
Costs
• Workers’ Compensation
• Prosecution
• Insurance
• Reputation
• Personal Accountability
ROI
• Health and wellness programs: $1.40 to $4.705.
• Mentally Healthy workplace: $2.30 in benefits
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Major challenges for business:
Workforce Profile
Definition of ‘worker’
Officers
Mental Health
‘softer’ safety
Premiums
Contractors
Demographics
Perception of safety -
Generational
Cultural Diversity
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Looking forward
• Understanding what your clients are looking for is key!
• prosecutions,
• safety breaches,
• bad publicity,
• injuries/fatalities,
• poor systems that create inefficiencies,
• downtime due to ill health
• insurance
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CCI Membership Duncan Guy, Senior Manager, Membership
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What is CCI Membership
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Who are CCI Members?
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Industry focus