FOR THE RECORD CHANGE IN DIRECTORS' …...Wealth management adviser JBWere has appointed Brent...

DECREASE HOLDER OR DATE NUMBER PRICE TOTAL CURRENT VALUE TOTAL COMPANY INTERESTED PARTY DISPOSED PER SHARE ($) REALISED ($) SECURITIES PER SHARE ($)* VALUE ($)*

INCREASE HOLDER OR DATE NUMBER PRICE TOTAL CURRENT VALUE TOTAL COMPANY INTERESTED PARTY ACQUIRED PER SHARE ($) COST ($) SECURITIES PER SHARE ($)* VALUE ($)*

■ FOR THE RECORD | CHANGE IN DIRECTORS' INTERESTS

Gippsland Ltd Ian Gandel 22-Mar-12 84,049,209 0.015 1,260,738 328,601,392 0.017 5,586,224 K

Perseus Mining Ltd Michael Bohm 21-Mar-12 400,000 1.800 720,000 420,000 2.350 987,000 C

CI Resources Ltd Lip Sin Tee 21-Mar-12 787,000 0.551 433,950 14,566,876 0.550 8,011,782 A

Red Hill Iron Ltd Neil Tomkinson 20-Mar-12 150,000 2.068 310,206 9,608,986 2.020 19,410,152 A

Comet Resources Ltd Robert Jones 22-Mar-12 1,500,000 0.100 150,000 13,284,452 0.063 836,920 J

Comet Resources Ltd Anthony Cooper 22-Mar-12 1,020,000 0.100 102,000 8,506,312 0.063 535,898 J

Regal Resources Ltd Angus Edgar 16-Mar-12 10,000,000 0.006 55,000 127,500,000 0.006 765,000 A

Mantle Mining Corporation Ltd Martin Blakeman 19-Mar-12 416,000 0.117 48,840 26,584,920 0.110 2,924,341 A

Rox Resources Ltd Brett Dickson 21-Mar-12 1,000,000 0.026 26,200 3,250,000 0.029 94,250 A

Chalice Gold Mines Ltd Anthony Kiernan 21-Mar-12 100,000 0.235 23,500 1,162,041 0.235 273,080 A

Falcon Minerals Ltd Ronald Smit 21-Mar-12 326,000 0.066 21,516 1,000,000 0.065 65,000 A

Viking Ashanti Ltd John Gardner 21-Mar-12 100,000 0.150 15,000 4,350,000 0.150 652,500 A

Scandinavian Resources Ltd Ian Gregory 21-Mar-12 55,000 0.250 13,750 493,334 0.250 123,334 H

Medusa Mining Ltd Robert Weinberg 22-Mar-12 2,500 5.082 12,705 59,975 5.270 316,068 A

Medusa Mining Ltd Peter Hepburn-Brown 22-Mar-12 2,000 5.185 10,370 17,000 5.270 89,590 A

Comet Resources Ltd Roger Hill 22-Mar-12 60,000 0.100 6,000 5,156,538 0.063 324,862 J

White Cliff Minerals Ltd Todd Hibberd 16-Mar-12 92,210 0.063 5,809 3,220,554 0.063 202,895 A

Gippsland Ltd Jon Starink 22-Mar-12 360,000 0.015 5,400 2,160,000 0.017 36,720 I

Arafura Resources Ltd Ian Kowalick 22-Mar-12 17,007 0.294 5,000 577,007 0.300 173,102 E

Corazon Mining Ltd Brett Smith 22-Mar-12 50,000 0.073 3,650 125,000 0.083 10,375 A

Axiom Properties Ltd Benjamin Laurance 22-Mar-12 101,000 0.032 3,232 55,162,381 0.032 1,765,196 A

Gippsland Ltd John Dunlop 22-Mar-12 200,000 0.015 3,000 1,200,000 0.017 20,400 I

Troy Resources Ltd John Jones 07-Mar-12 1325 4.025 1,308 10,331,366 4.650 48,040,852 L

Konekt Ltd Damian Banks 20-Mar-12 5,015 0.068 341 10,052,668 0.064 643,371 A

Catalyst Metals Ltd Bruce Kay 19-Mar-12 300,000 nil nil 641,308 0.460 295,002 F

Mineral Resources Ltd Mark Dutton 20-Mar-12 485,000 12.834 6,224,456 15,000 12.530 187,950 A

Iluka Resources Ltd David Robb 21-Mar-12 293,776 17.003 4,994,978 688,528 17.300 11,911,534 G

Imdex Ltd Bernie Ridgeway 22-Mar-12 220,370 2.890 636,869 2,214,630 2.890 6,400,281 A

Troy Resources Ltd Robin Parish 02-Mar-12 50,000 4.966 248,313 4,515,582 4.930 22,261,819 A


Troy Resources Ltd John Jones 07-Mar-12 36,289 4.962 180,064 10,295,077 4.650 47,872,108 A



*day of announcement A On market trade | B Off market trade | C Exercise of options | D Rights issue | E Share purchase plan | F Vesting of performance rights following satisfaction of vesting conditions | G Shares sold to meet the tax liability arising as a result of the 2009 LTIP award and for fi nancial planning purposes | H Late lodgement of options exercised 31 October, 2011 | I Allotment of ordinary shares upon conversion of rights | J Issue of securities under prospectus non-renounceable pro-rata offer | K Rights issue entitlement and sub-underwriting of shortfallL Dividend reinvestment plan Please direct enquiries to [email protected]

RANKED BY VALUE OF TRANSACTION

20 | March 29, 2012 www.wabusinessnews.com.au WA Business News

unifi cationProsperity through

www.igo.com.au

Our recent acquisition of Jabiru Metals Limited combined

with the Long Nickel Mine and 30% ownership of the

Tropicana Gold Fields has further strengthened our

development and exploration potential and expanded

our reach into WA’s mineral provinces.

BND4186

[email protected] | APPOINTMENTS ■

COMINGS AND GOINGS

companydirectors.com.au

Take up membership now

Looking for a board position?companydirectors.com.au/Member-Services/Directorship-Opportunities

Arafura ResourcesNon-executive director Chris Tonkin has been appointed as interim chief executive officer. Ausgold

Executive director Simon Trevisan is now a non-executive director. Avalon Minerals

Director Andrew Munckton has resigned. East Coast Minerals

Non-executive director Sevag Chalabian has been appointed as non-executive chairman, following the resignation of Nigel Little. Lawler Corporate Finance director Vince Fayad has been appointed as an executive director. Eureka Energy

Executive director Bill Bloking has been appointed as interim managing director, following the resignation of Peter Mills. Extract Resources

Zhiping Yu has replaced Steve Galloway as chairman. Taurus Mineral directors Lindsay Dudfield and Paul Dunbar have been appointed as non-executive directors, following the retirement of Neil MacLachlan, Alastair Clayton and John Main. Zuyuan He has been appointed as an executive director. GME Resources

Executive director James Sullivan has been appointed as managing director, following the resignation of David Varcoe.

Jupiter MinesPOSCO Australia managing director Soo-Cheol Shin has replaced Sun-Moon Woo as a non-executive director. Kresta Holdings

Non-executive director Trent Bartlett has resigned. Liberty Resources

Justyn Peters has been appointed as chief executive officer. Nyota Minerals

Neil Maclachlan has been appointed as non-executive chairman, following the resignation of Melissa Sturgess, who remains as a consultant. pieNETWORKS

Chief executive officer Craig Turner has resigned. Syndicated Metals

Peter Langworthy has been appointed as non-executive chairman, and Andrew Munckton as managing director, following the resignation of Russell Davis. David Morgan has been appointed operations director. Torrens Energy

Director Anthony Wooles has been appointed as executive chairman. Winton Willesee has been appointed as a director, following the resignations of Dennis Gee and John Canaris.

Becroft joins JBWereWealth management adviser JBWere has appointed Brent Becroft as a director in Perth. Mr Becroft previously worked with both private and institutional clients at Morgan Stanley Smith Barney.

Cowie joins Marsh CivilGeoff Cowie has been appointed as general manager of engineering contractor Marsh Civil. Mr Cowie was previously project director for Calibre Global on the Fortescue Metals Group T155 rail project and Oakajee Port and Rail development.

Malaxos, Broome to BuruPetroleum explorer Buru Energy has appointed Marie Malaxos as general manager – production and operations, and Steve Broome as reservoir engineering adviser. Both previously worked for ARC Energy.

Ryan a CBS professorHuman resources specialist Chris Ryan has been appointed as an adjunct professor at the Curtin Business School. Mr Ryan currently runs his own advisory practice CRHR, and previously led the group human resources function for Wesfarmers.

New leadership for farmersThe WA Farmers Federation has elected Badgingarra sheep and cattle farmer Dale Park to replace Mike Norton as president. Tammin farmer Tony York has been elected as senior vice-president. The wool section has elected Ed Rogister as its new president, to replace Kim Henderson. Beverly farmer Ken Clark is the wool section’s new senior vice-president. The meat section has re-elected Jeff Murray as president. David Slade was elected vice-president of that section.

Levitski heads Tenth HouseDavid Levitski has been appointed to head the newly opened Perth office of specialist recruitment agency Tenth House. Mr Levitski previously worked in the agency’s Sydney office.

Movements at MGI PerthAccounting firm MGI Perth has promoted senior accountants Eugene Lim, Jocelyn Powell, Marc Dollow, Kathy Macdonald and Wendy Tan to assistant managers within professional services. Melanie McRoberts and Justin Arnold have been appointed as senior consultants within the business services division. Ms McRoberts was previously a senior consultant and Mr Arnold previously ran his own practice.

Viljoen to LibertyServiced office provider Liberty Executive Offices has appointed Jan Viljoen as finance manager. Mr Viljoen has more than 30 years’ senior financial management experience.

Thomson joins SLSWAFormer Channel Nine Perth sports director Michael Thomson has been appointed as marketing and partnerships manager at Surf Life Saving WA. Mr Thomson has 32 years’ media experience.

Changes at PPRPR firm Professional Public Relations has appointed Michelle Ferrari as account manager and Jo Ann Blizzard, previously corporate public relations manager at Mobilarm, as senior consultant. David Brook has been promoted to senior account manager in the investor relations division, and Chris Rickard has been promoted to account manager in the corporate division.

WA Business News www.wabusinessnews.com.au March 29, 2012 | 21

MINExpo International 2012Join a trade mission where the networking happens before, during and after the conference.

The American Chamber of Commerce in Australia is taking a Trade Mission to Las Vegas for the world’s largest mining industry trade fair, MINExpo International, with the endorsement of the Government of Australia, and support of Major Sponsors and Industry Supporters.

The AmCham Trade Mission to Las Vegas benefits from AmCham’s international reputation and extensive experience in leading groups of 30 plus companies to the Offshore Technology Conference in Houston for 14 years and to other expositions around the world and our record of commercial success for our delegates.

MINExpo International 2012 is the world’s largest and most comprehensive mining industry trade show. It is held every four years and exhibits the latest mining and minerals processing technologies, and state-of-the-art machinery and equipment from around the globe for the coal, metal and non-metal mining processing industries.

MINExpo 2012 will bring together an estimated 1,300 exhibitors and 38,000 delegates from 112 countries.

AmCham trade mission to

travel arrangements;

at MINExpo;

Delegation Booklet;

for delegates.

bag.

MINExpo International is the ideal place to meet buyers, potential agents and partners, and get a first-hand appreciation of the size, potential market and competitors in this exciting industry.

Delegate removes the stress as we

Including:

MINExpoINTERNATIONAL

2012

can gain access to this world class event, please

Penelope Williamson – General Manager WA & NTAmerican Chamber of CommerceLevel 6, 231 Adelaide Terrace, Perth WA 6000Phone: 08 9325 9540 Email: [email protected]

INSIDE

NEWS

LOCAL CONTENTSteel fabricators will get one more chance to win work on the Gorgon project.Page 3

DAIRY DISPUTEConcern grows over the impact of a milk price war in supermarkets.Page 4

SHAM CONTRACTINGCCI disputes need for an inquiry into building industry contracting.Page 5

GROWING ASIAN TIESA new South Korea business chamber adds to WA’s Asian links.Page 8

PROPERTYDoric wins contract for $100m WAIMR building at Nedlands.Page 19

GROWING BUSINESSSodashi was a pioneer in the use of natural skin care treatments.5

ARTS PROFILEDesi Litis and Jade Rubino bring diverse experience to new venture.Page 29

OPINIONWA should follow the NZ lead and deregulate the taxi industry.Page 32

March 10-16, 2011 wabusinessnews.com.au $9.85

WESTERN AUSTRAL I AN

INTERNATIONAL ALLIANCE AWARDS • 2009, SILVER - BEST FRONT PAGE • 2007, GOLD - BEST SPECIAL SECTION DESIGN • 2005 & 2006 BRONZE - BEST NEWSPAPER, SMALL TABLOID, & BEST SCOOP

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$9.85

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eedition.wabusinessnews.com.au

Private investmentNine-page special report on private equity in WA. Page 9

GLYN O’BRIEN– BDO, ENZO GULLOTTI – GCS, JAMES MASSIE-TAYLOR– BDO.

BDO AND GCSA relationship built on solid foundations

“BDO is a natural extension of our team and we have an extremely good relationship. They work closely with us in reviewing and updating our processes and systems and they have provided extensive input into our tax consolidation requirements.”

ENZO GULLOTTI Managing Director, Global Construction Services Ltd

Global Construction Services (GCS) is a listed company that provides products and services to the construction and maintenance industries. Like GCS, BDO understands the importance of innovation and offers tailored solutions that deliver real value.

BDO clients enjoy the best of both worlds – strong personal relationships and the service capabilities of a large international firm.

To experience the kind of service companies like this enjoy contact Glyn O’Brien or James Massie-Taylor on (08) 6382 4600 or visit www.bdo.com.au

Distinctively different – it’s how we see you

NEWS

NEW LNG PROJECT Chevron’s Wheatstone gas project

set for approval.

Page 3

RETAIL TRENDSPop-up shops inject life into city

developments.

Page 4

LAND DEVELOPMENTSatterley kicks off new development

in northern suburbs.

Page 7

AWARD WINNERSAPTS, Alcoa win business and R&D

awards

Page 9

INSIDE

PROPERTYCedar Woods continues to lead the

listed property stocks.

Page 27

MANAGEMENTAngie Spiteri offers advice on making

technology your servant.

Page 32

GROWING BUSINESSGreat Aussie Patios enjoys the

benefits of online marketing.

Page 33

GUSTOTag team at Little Willy’s and The

Dancing Goat.

Page 36






INTERNATIONAL ALLIANCE AWARDS 2009 SILVER BEST FRONT PAGE 2007 GOLD BEST SPECIAL SECTION DESIGN 2005 & 2006 BRONZE BEST NEWSPAPER SMALL TABLOID & BEST SCOOP

September 1-7, 2011 wabusinessnews.com.au $9.85

Our 15-page report on major projects charts the rapid growth of the iron ore sector. Page 12

Full project listing. Page 16

Mining Review


Expanding overseas is a complex exercise – unknown cultures, business landscapes, taxation structures and regulatory regimes can present daunting obstacles. BDO has helped both Australian and African companies conduct successful ventures into unfamiliar territories.

We are the fifth largest audit, tax and advisory firm in the world with 1,082 offices in 110 countries employing 47,000 people. We have 31 offices in 21 countries in Africa and nine throughout Australia.

To find out how we can help make your business in Africa a success, visit us at the Africa Downunder Conference from 31 August to 2 September or contact Peter Toll on +61 8 6382 4600.

STARS ALIGNColin Barnett shines brightly in our 10-page Most Infl uential feature. Page 12

NEWS

RETAIL WOESKitchenware franchise joins the long list of retail casualties.Page 3

BUDGET ANALYSISNot-for-profit sector sees more opportunities after funding boost.Page 7

BUILDING INNOVATIONA start-up Perth business has developed a composite building material.Page 11

INSIDE

PROPERTYGavin Hawkins outlines his strategy

for rebuilding Aspen Group.

Page 22

GROWING BUSINESSRochelle Adonis has big plans for her

patisserie and food brand.

Page 29

COMMUNITY SECTOR303 Group’s Al Taylor has been a

helping hand for arts and music

groups.

Page 31

May 26-June 1, 2011 wabusinessnews.com.au $9.85








“Gearing up now for the Minerals Resource Rent Tax that is due to start July 2012, without legislation and without all issues resolved, means that relevant mining companies are working in the dark as they prepare themselves for this tax. How can we ensure the right thing is done when the level of uncertainty is so high?”

* Source: BDO 2011 Tax Reform Survey (interim results).

MRRT Making Rules Right for Tax

Do you agree?Have your say at www.bdo.com.au/taxreform.

JOHN MURRAYBDO Partner, Corporate & International Tax

PROFILEMalcolm McCusker on the law, philanthropy and his future.Page 33

NEWS

LOCAL CONTENTHertel Modern’s Gorgon win helps

assuage content concerns.

Page 4

MEDICAL RESEARCHPeter Klinken talks of WAIMR’s

coming of age.

Page 6

MODULAR BUILDINGMore players, more opportunities in

prefabricated transportable housing.

Page 8

HIGHWAY OF OPPORTUNITYRoadhouses are big money spinners,

but they are not for the faint-hearted.

Page 12

INSIDE

PROPERTYTony Morgan tipped to lead redevelopment authority.Page 26

GROWING BUSINESSMedic Technology International’s owners reflect on their healing

process.Page 33

ARTS SECTORSurfilm Festival drops in on Yallingup.Page 35

PROFILEChef David Coomer is spending a lot less time in the kitchen.Page 37

INTERNATIONAL ALLIANCE AWARDS • 2009, SILVER - BEST FRONT PAGE • 2007, GOLD - BEST SPECIAL SECTION DESIGN • 2005 & 2006 BRONZE - BEST NEWSPAPER, SMALL TABLOID, & BEST SCOOPINTERNATIONAL ALLIANCE AWARDS • 2009 SILVER BEST FRONT PAGE • 2007 GOLD BEST SPECIAL SECTION DESIGN • 2005 & 2006 BRONZE BEST NEWSPAPER SMALL TABLOID & BEST SCOOP

December 1-7, 2011 wabusinessnews.com.au $9.85

CEO salary surveyIncomes are still rising at the top end of town. Page 14Which bosses are the most overpaid? Page 16What new chiefs are getting. Page 18



GET DAILYSINESS UPDATES!BUwabusinessnews.com.auwww.w

With ambitious growth plans, an Australian mining company needed to see its vision of new rail, port and mine assets become a reality. Our Mining team brought a fresh approach and different perspectives to their ideas to ensure that funds were being used in the most effective way. We worked together to revise and re-draw the plan, which meant valuable construction cost savings of over 25 per cent. The new plan also helped the company to achieve their growth objectives more quickly. And with the prospect of creating more jobs as the business grows — which will help support the local economy — it’s proof that when digging deep, real value is uncovered.

© 2011 PricewaterhouseCoopers. All rights reserved.

Discover how we can create value together at creatingvalue.com.au

What’s the value of changing plans?

INSIDE

NEWS

GOING PRIVATEPPP in water sector set to be followed by more.Page 3

BANKING BATTLEThe major banks are fighting each other for business customers.Page 4

STOKES’ MEDIA PLAYKerry Stokes’ latest corporate play warrants very close scrutiny.Page 6

AVIATION DOGFIGHTThe Gascoyne region is

unhappy about new aviation services.Page 9

PROPERTYThe struggle for control of Aspen Group is heating up.

Page 10

SOCIAL BUSINESSRon Cacioppe says many successful businesses look at

more than profit.Page 36

COMMUNITY SECTORClontarf has gained backing for new accommodation facilities.Page 39

THE LOW DOWNA small coffee bar in the city is creating a buzz on chat forums.Page 40

February 24-March 2, 2011 wabusinessnews.com.au $9.85





ET DAILYSS UPDATES!nessnews.com.au

$9.85

& BEST SCOOPPP


Flair forbusiness

IINS

NEWS

GOING PRIVPPP in water sefollowed by morPage 3

BANKING BAThe major banksother for businePage 4

STOKES’ MEKerry Stokes’ latwarrants very clPage 6

AVIATIOThe Ga

unhaaviaPa

PROThe stAspen

Page 1

SOCIALRon Caciosuccessful

more than profPage 36

COMMUNITYClontarf has gaiaccommodationPage 39

THE LOW DOA small coffee bcreating a buzz Page 40

011 wabusinessnews.com.au

W ESTERN AUSTRAL I AN

DS • 2009, SILVER - BEST FRONT PAGE • 2007, GOLD - BEST SPECIAL SECTION DESIGN • 2005 & 2006 BRONZE - BEST NEWSPAPER, S

GEBUSINES

www.wabusi

SMALL TABLOID, &

dition.wan.wn.wan.wwn wnn.wan.w

2011

Zhenya Tsvetnenko tops the 2011 40under40 Awards. Page 15

BRAD MCVEIGH – BDO, MICHAEL BOWD – Silver Chain, JEEVA MAISTRY – BDO.

ROIRelationships Of Integrity

“We can really have complex conversations, they understand our business and our relationship has allowed BDO to identify risks and provide appropriate recommendations.”

MICHAEL BOWD General Manager Finance, Silver Chain

For over 105 years Silver Chain has been designing and delivering innovative community-based care solutions. BDO shares Silver Chain’s search for excellence and is delighted to work closely with this respected community-based organisation.


To experience the kind of service companies like this enjoy contact Jeeva Maistry or Brad McVeigh on (08) 6382 4600 or visit www.bdo.com.au





ET DAILYESS UPDATES!sinessnews.com.au


August 4-10, 2011 wabusinessnews.com.au $9.85

NEWS

VALUE ADDINGGalaxy Resources aims to go into

lithium battery making in China.

Page 3

MEDICAL MOVERMichael Henderson’s efforts to get

doctors to disasters recognised.

Page 4

CLEAN POWERWA closes in on its 2020 target for

renewable energy

Page 5

TECH INVESTMENTZhenya Tsvetnenko takes a stake in

China-focused SmartTrans.

Page 9

INSIDE

PROPERTYArchitect Mark Mitcheson-Low says Perth can benefit from being a hub.Page 19

ARTS Rio Tinto iron ore boss Sam Walsh on his passion for the arts.Page 27

GUSTO How East Riverside in Ascot

deals with being part of a hotel.Page 28

PROFILEPCYC president

Sue Gordon has a long-standing relationship

with the police.Page 29

SHERIF ANDRAWES, CAITRIONA CALLAGHAN, SIMON COOK – BDO.

SELLING YOUR BUSINESS?At BDO, we know that selling your business is more than just a financial transaction. After all, your business embodies all the efforts and risks you have undertaken as an owner.

So it would make sense to have experienced professional advisers assisting you through the sale while you concentrate on running the business. Our Sale of Business team (pictured) will work closely with you to support you through this process and help you achieve the best outcomes for the sale.


For an invitation to our upcoming seminar on preparing your business for sale and to experience the kind of service our clients enjoy, contact Simon Cook on (08) 6382 4600 or visit www.bdo.com.au.


GBUSINE

www.wabus

NEWS

VALUE ADDGalaxy Resourc

lithium battery

Page 3

MEDICAL MMichael Hende

doctors to disa

Page 4

CLEAN POWWA closes in o

renewable ene

Page 5

TECH INVESZhenya Tsvetne

China-focused

Page 9

INSIDE

PROPERTYArchitect Mark Perth can benePage 19

ARTSRio Tinto iron oon his passion Page 27

GUSTO How East

deals whotePa

PRPC

Sue long-s

with thePage 2

WA’s top stocksOur annual shareholder return survey reveals the best companies. Page 10

NEWS

UNDER ATTACKConcern over policy measures hitting

independent contractors.

Page 3

UNIVERSITY INCOMESAnnual reports reveal who’s doing

well at university.

Page 5

ENERGY REVIEWOld industry divisions remain over

energy policy.

Page 6

UNHEALTHY LAWYERSIs time-billing a health risk for

lawyers?

Page 12

INSIDE

PROPERTYWhitford City a test of WA’s new

urban centres policy.

Page 14

GROWING BUSINESSHomestyle Salads keeps growing

through generational change.

Page 25

GUSTOMooba builds its market through

social media.

Page 28

PROFILERussell Scrimshaw reflects on his

time at FMG.

Page 29

May 19-25, 2011 wabusinessnews.com.au $9.85

WES TER N AUS TR AL I AN






Stepping on the gasThree mega LNG projects tipped to proceed this year. Page 8


“90% of businesses* believe state taxes such as payroll tax and stamp duty make doing business in Australia complex and expensive. They are looking for real reform on the number of taxes they face.”

* Source: BDO 2011 Tax Reform Survey (interim results).

PAYG Positive Actions Yield Growth

Do you agree?Have your say at www.bdo.com.au/taxreform.

RUSSELL GARVEYBDO Partner, Corporate & International Tax

ve. ”

sults).

NEWS

WA ECONOMYChristian Porter says talk of a two-

speed economy is simplistic.

Page 3

SPORTING BUSINESSAndrew Vlahov is using sport to build

an events business.

Page 4

BETHESDA HOSPITALNeale Fong in talks with government

over finance for private hospital.

Page 5

NICKEL PROSPECTSPaul Garvey talks to WA’s nickel

miners about their future.

Page 16

INSIDE

PROPERTYSuper fund ARIA tipped as buyer of

QV1 office tower.

Page 19

MANAGEMENTJeffrey Gitomer reflects on Steve

Jobs’ immense legacy.

Page 26

GUSTORunning a successful fish ‘n’ chips

business isn’t what it used to be.

Page 27

PROFILEGeoff Totterdell has a new role

developing the Peel region.

Page 29






WA exports have grown to 46 per cent of the national total. Page 10

Export boomOctober 20-26, 2011 wabusinessnews.com.au $9.85

With our proven capabilities in servicing over 130 Western Australian based ASX listed companies, you can rest assured that BDO’s local Audit team will be able to meet and exceed your business’ audit and assurance needs.

All of our growing team of 90 staff are highly skilled and experienced in meeting the demands of an evolving corporate landscape. With our consistent and dedicated approach to achieving timely commercial solutions and competitive pricing, you can rely on us to deliver successful outcomes for your organisation.


To experience the kind of service our clients enjoy, contact one of our Audit Partners (pictured) - Brad McVeigh, Peter Toll, Glyn O’Brien, Phillip Murdoch or Chris Burton on +61 8 6382 4600 or visit www.bdo.com.au.


WA exports have grown to 46 per cent of the national total. Page 10

Export boom

NEWS

BUILDERS’ RED TAPEBuilders doubt benefits of new

certification system.

Page 3

OAKAJEE SAGAMore twists in the Mid West port

development.

Page 4

CONTRACTORS’ BATTLEConcern over new rules for

independent contractors.

Page 10

GRAIN TRANSPORTACCC ruling to shake up CBH

Group’s operations.

Page 12

INSIDE

PROPERTYPeet partners with the Future

Fund.

Page 23

MANAGEMENTRon Matthews cautions against

bad days.

Page 28

GROWING BUSINESSGuys Grooming seems to have

found a growth market.

Page 29

PROFILECaroline Robinson is keen to

promote agriculture.

Page 33

July 7-13, 2011 wabusinessnews.com.au $9.85






Corporate financeWhich advisory fi rm leads this year’s M&A survey? Page 14


NAME + FOCUS = STRATEGYShaw River Manganese Ltd – The Manganese Company

Building a Global Manganese BusinessShaw River Manganese Ltd 33 Ventnor Avenue, West Perth, Western Australia 6005T +61 8 9226 4455 | F: +61 8 9226 4255 | E [email protected] www.shawriver.com.au ASX: SRR CH

AM93

0-5

SHAW

NEWS

IRON ORE OUTLOOKMiners look beyond rapid growth

phase over next four years.

Page 3

REGULATORY BATTLEGas infrastructure owners at odds

with WA’s energy regulator.

Page 6

THE NEW GOVERNORMalcolm McCusker to continue

philanthropic focus in new role.

Page 7

PRETZEL CRACKS OIL MARKETInternet pioneer Steve Pretzel has

built an innovative oil & gas service.

Page 10

AUSTAL’S NEW BOSSNew CEO Andrew Bellamy focuses

on defence opportunities.

Page 12

INSIDE

PROPERTYCockburn coast boost with power

station development.

Page 24

MANAGEMENTSarah Newton-Palmer discusses the

value of emotional intelligence.

Page 28

PROFILESteve Harris on branding, football

and the digital future

Page 33

March 24-30, 2011 wabusinessnews.com.au $9.85







$9.85



State developmentNine-page report on WA infrastructure and the contractors winning the work. Page 14

SHERIF ANDRAWES – BDO, JEEVA MAISTRY – BDO, GAIL CAMPBELL – STRAITS RESOURCES LTD.

BDO. A great resource for Straits.

“ BDO is commercially astute and practical in their approach. They add value through local expertise and prompt service. They continually assist us in minimising our business risks and maximising our opportunities.”

GAIL CAMPBELL Chief Financial Officer, Straits Resources Limited

Straits is a mining and exploration company focused on copper and gold in Australia and Asia. Straits aims to build a sustainable earnings platform through its existing metals business and pursuing growth opportunities. BDO shares Straits’ vision of building value and growth through highly personal business relationships.


To experience the kind of service companies like this enjoy, contact Sherif Andrawes or Jeeva Maistry on (08) 6382 4600 or visit www.bdo.com.au


NEWS

OAKAJEE ROADBLOCKColin Barnett says the Oakajee

project needs to cut costs.

Page 3

LNG COMPETITIONDarwin chasing work as oil & gas

supply base.

Page 5

COST OF DOING BUSINESSA CCI-WABN study analyses the cost

of red tape.

Page 7

BACK TO WORKA 40under40 award winner returns

to her old cake business.

Page 10

INSIDE

PROPERTYPerth property owners starting to get

realistic about price.

Page 22

MANAGEMENTVerne Harnish offers 5 tips to

improve marketing.

Page 28

COMMUNITY SECTORHelen Sewell talks about her work

with Redkite.

Page 31

GUSTORustico Tapas & Bar enlivens the

Rockingham market.

Page 32




LYPDATES!ews.com.au

ST SCOOP

September 22-28, 2011 wabusinessnews.com.au $9.85

NEWS

OAKAJEE ROADBLColin Barnett says the

project needs to cut co

Page 3

LNG COMPETITIODarwin chasing work as

supply base.

Page 5

COST OF DOING BA CCI-WABN study ana

of red tape.

Page 7

BACK TO WORKA 40under40 award wi

to her old cake busines

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INSIDE

PROPERTYPerth property owners s

realistic about price.

Page 22

MANAGEMENTVerne Harnish offers 5

improve marketing.

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COMMUNITY SECHelen Sewell talks abo

with Redkite.

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GUSTORustico Tapas & Bar en

Rockingham market.

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Property Review

Major Projects:Oil & Gas

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INSIDE

HOSPITAL BATTLEMultiplex and John Holland join rival bidders for new hospital.Page 3

LIQUOR LICENCINGThere is a pattern behind successful liquor licensing applications.Page 9

CRUNCH TIME AT OAKAJEE This month is crunch time for the $4bn Oakajee port project.Page 10

BUILDING ON ITS ASSETSAfter 25 years in business, Emco knows a thing or two about the building and construction game. Page 14

INSIDE

MEN BEHAVING BADLYAlpha males in the workplace need to be managed carefully.Page 28

TRAVELLING SOLOAnnette Porter offers a niche travel service for those going it alone. Page 29

PUBLIC WANTS OPENNESSShirley Cowcher discusses the need for accountability in politics. Page 36

RINEHART WEALTH ON VIEW Mark Pownall says Gina Rinehart’s story shows getting rich is tougher than most people think.Page 39

Builders chase government work as private projects slow.

Page 16

What’s next?

GLYN O’BRIEN– BDO, ENZO GULLOTTI – GCS, JAMES MASSIE-TAYLOR– BDO.

BDO AND GCSA relationship built on solid foundations

Global Construction Services (GCS) is a listed company that provides products and services to the construction and maintenance industries including scaffolding, formwork, general plant hire and labour.Like GCS, BDO understands the importance of innovation. Thanks to our innovative and highly personal business relationship with GCS, we are able to offer tailored solutions that deliver real value.“BDO is a natural extension of our team and we have an extremely good relationship. They work closely with us in reviewing and updating our processes and systems and they have provided extensive input into our tax consolidation requirements.”ENZO GULLOTTI Managing Director, Global Construction Services Ltd

BDO clients enjoy the best of both worlds – strong personal relationships and the service capabilities of a large international firm.To experience the kind of service companies like this enjoy contact Glyn O’Brien or James Massie-Taylor on (08) 6382 4600 or visit www.bdo.com.au


helping business growTo know, 9288 2100.

Have you gotthe full story?

FACT FILE Compiled by Dan Wilkie

Mergers and AcquisitionsSinosteel buys Kaboko’s African manganese22-March-2012 by AAPShares in Africa-focused Kaboko Mining have risen after the manganese mine developer inked a sales deal with Chinese steel maker Sinosteel.Kaboko was up 0.2 cents, or 7.69 per cent, at 2.8 cents at 1314 AEST after more than 15 million shares in the company had changed hands.The shares had jumped more than 15 per cent in earlier trade.Kaboko, formerly uranium explorer Uran Ltd, has agreed to sell an initial 180,000 tonnes of manganese from the company’s Zambian projects to Sinosteel on an exclusive basis.The price will be based on BHP Billiton’s reference price and ore will be mainly sourced from the Emmanuel and Peco projects, Kaboko said in a statement on Thursday.First exports are expected to start later in 2012.The company is working on a $US5 million ($A4.80 million) debt financing to fund new equipment purchases, complete additional mine development and fund general working capital requirements.

WHL awarded sought-after Victorian gas fields22-March-2012 by Dan WilkiePerth-based oil and gas junior WHL Energy says it is looking for farm-in partners after being awarded a 100 per cent working interest in a highly prospective gas exploration block in Victoria’s Otway Basin.WHL announced today the Victoria Offshore Petroleum Joint Authority had offered it the exploration block V11-2, which contains the La Bella discovery and several other offset gas

prospects and leads.WHL said it has commenced farm-in discussions for the permit area, having received an early farm-in offer for the block, subject to the award of the acreage.Nearby leads and prospects contained in the block have the potential to add over 0.5 trillion cubic feet of gas and 4.9 million barrels of condensate, WHL said.The company is targeting early 2016 for first commercial production from La Bella.Mr Noske said the offer of V11-2 met one of the company’s key strategic priorities: capturing a “line of site to production”.

Auzex investors back GGG merger22-March-2012 by AAPAuzex Resources shareholders have approved the gold explorer's merger with equal joint-venture partner GGG Resources to create Bullabulling Gold.Auzex said 99.8 per cent of its investors had backed the tie-up at a scheme meeting held in Brisbane, paving the way for the merged entity to list on the Australian Securities Exchange on Friday.A second court hearing to approve the scheme is scheduled for March 27 and all going well, the merger will be effective the next day.The parties fell out last year after Auzex refused to approve GGG's planned exploration budget for their Bullabulling gold project, 165 kilometres south-west of Kalgoorlie.Both companies in early 2011 said they could manage the project better than the other.But by August, they had overcome their differences and agreed to work together to bring Bullabulling into production by 2015.London-listed GGG holds a 7.3 per cent stake in Auzex, according to IRESS data.

Hancock to sell down 30pc of Roy Hill21-March-2012 by AAPGina Rinehart’s Hancock Prospecting continues to target a 30 per cent equity sale of its $9.5 billion Roy Hill iron ore project but won’t confirm speculation about the breakdown of that interest.The private company had previously said it would retain a 70 per cent interest in the project in the Pilbara.Recent media reports suggested that Japanese trading house Marubeni was in talks to secure an interest in Roy Hill and that Korean trading and ship maintenance firm STX Corporation would buy a five per cent slice.Existing joint venture partner Korean steel maker POSCO recently agreed to increase its interest from 3.75 per cent to 15 per cent.“In terms of equity at the present time, we continue to move towards the view of selling 30 per cent but there is some flexibility depending on what the circumstance are at the time,” Hancock Prospecting general manager of carbon steel materials Barry Fitzgerald told a business conference in Perth.“Now that’s all I’m going to say - the conjecture of the press, the different comments, the different percentages, I shan’t comment on.“What I will say is negotiations are continuing.”Mr Fitzgerald said demand for product from Roy Hill exceeded its production capacity and letters of intent with prospective customers were being converted into binding offtake deals.

Contracts and DealsLeighton talks with FMG on $3.6b contract 23-March-2012 by AAPLeighton Holdings says it’s been in negotiations with Fortescue

Capital RaisingsKorab launches placement after withdrawing spin-out plans23-March-2012 by Dan WilkieFresh from withdrawing plans to list its gold assets on the ASX, Korab Resources has completed a $1.78 million capital raising to fund exploration and development activities at its projects in Western Australia and the Ukraine.The Perth-based exploration firm said proceeds from the share placement, priced at 13.5 cents per share, would be used to advance mining and exploration at the Borbrikovo gold project in the Ukraine.Funds will also be applied to exploring the Melrose gold project in the eastern Goldfields and the Geolsec phosphate project in the Northern Territory.The capital raising follows last week’s announcement that Korab had withdrawn plans to list its Ukrainian subsidiary, Lugansk Gold, and its Goldfields focused exploration company, Melrose Gold, on the ASX.The company said it was no longer seeking to list the assets because of volatile domestic and global market conditions.Executive chairman Andrej Karpinksi said the share placement had received strong interest from institutional and sophisticated investors.

Atlantic investors applaud ditching of SPP22-March-2012 by AAPShares in Atlantic Ltd jumped after the vanadium and iron ore miner ditched a share purchase plan (SPP) that was poorly received by the market.Atlantic shares finished up 11 cents, or 23.4 per cent, at 58 cents.The company said it had decided not to proceed with the SPP due to a recent slump in its share price and rules relating to the pricing of such capital raisings.“If Atlantic proceeds with the SPP at this time, the offer price for the SPP would be at a significant discount to the recently announced capital raising,” the miner said in a statement.Atlantic shares have trended lower after falling 9.09 per cent to 80 cents on March 6 when the SPP was announced.It was the second time in three months that the company had tapped the market for funds and was disclosed along with a $41.7 million funding package.The package included the issue of a three-year bond to Atlantic’s largest shareholder Droxford International that was convertible at 97 cents per share and a share placement to the miner’s managing director Michael Minosora at 88 cents each.Funding was to be used for a ramp-up of production at the company’s Windimurra mine in Western Australia and for working capital and general purposes.Atlantic said it had received $21.7 million of the funding package and the remaining funds were expected by late April, when shareholders would vote on the $10 million share issue to Mr Minosora.Production is expected to hit full rates by the end of December.

■ FOR THE RECORD |

TALKS: Fortescue Metals Group says it is in negotiation with Leighton Holdings for a $3.6 billion mining contract at its Solomon Hub in the Pilbara.


Metals Group for a $3.6 billion mining contract in the Pilbara.Leighton confirmed today that it had been talking with Fortescue over the Solomon project.But no contract had been entered into, it said in a statement.Fortescue earlier said it was still considering who to contract for mining services, but added it might undertake the work itself if talks with a short-list of contenders didn’t conclude in a satisfactory agreement.The company said it expected the value of any mining services contract it may award would be around $3.6 billion over five years.“A decision will be made in coming weeks,” the miner said in a statement.Muzz Buzz extends Wildcats dance team deal20-March-2012 by Staff reporterThe Perth Wildcats have signed up Muzz Buzz as its dance team sponsor for the next two seasons.Muzz Buzz executive chairman Warren Reynolds said the company’s six-figure sponsorship of the Wildcats dancers had been “extremely effective” in helping build the Muzz Buzz brand.“Muzz Buzz has developed a very strong brand association with the Perth Wildcats over the past four years, and I’m proud to continue our relationship over the next two seasons,” Mr Reynolds said.Wildcats managing director Nick Marvin said the team was delighted to continue the relationship.

Sundance strikes another rail sharing deal20-March-2012 by AAPAfrican-focused iron ore explorers Sundance Resources and Equatorial Resources are exploring the potential to share rail infrastructure.Sundance’s Mbalam/Nabeba iron ore project straddles the republics of Cameroon and Congo.Equatorial’s Badondo iron project is in the north-west of Congo, approximately 90km south west of Sundance’s Nabeba deposit.The two companies have signed a memorandum of understanding under which they will examine how Equatorial could invest in Sundance’s rail and port infrastructure, or strike a haulage agreement with Sundance.Sundance plans to construct a rail link to an export terminal in Cameroon, which it will also build.Sundance entered a similar infrastructure sharing agreement with a private West African company earlier in March.

RCR awarded $20m dairy contract20-March-2012 by Staff reporterPerth-based engineering firm RCR Tomlinson has won a $20 million deal to construct a process steam boiler plant for New Zealand dairy giant Fonterra.The turnkey contract is the second stage of expansion at Fonterra’s newest dairy processing site near Christchurch.The contract includes design, manufacture, installation and

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IT service & supportPrice: $1.4m.IT service and support to business including supply and installation of equipment. Key areas of service include network support, internet systems support, systems implementation, computer hardware and software. Most clients on service contracts. Profit and sales up in 2011/-2012 year to date.Dennis Brede: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Wholesale distribution automotivePrice: $575,000.Five-day operation. Low staff. Good cash income. Continual growth – not GFC impacted. After-market automotive products. Suitable ‘bolt-on’. Growth potential. 2012 financial year showing 15 per cent increase.Barry Graham: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Concrete cutting businessPrice: $465,000.WA owned and operated family business established in 1997.

Has four fully equipped mobile units on the road and offers a convenient round-the-clock service. Servicing the building, mining, government, commercial and residential sectors. Large clientele listing, major projects. Business has great potential growth opportunities.Dennis Brede: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Pilbara logistics, transportPrice: $7.3m.Professional, modern operation, servicing speciality oil, gas and mining sectors; major client base.Large turnover, good profitability. Good reputation. Fully equipped workshops, stable workforce. Wayne Cooper: 0407 99 7777Statewide Business Brokers

Mid West service businessPrice: $720,000 psav.Dominant market leaderLinks to Mining, Oil, gas, Construction, Transport. Diverse income. High gross-margin business. Excellent profitability. Can be run under management. Suit owner-operator/corporation.

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Recycling, disposal Price: $900,000.Unique business that has grown every year for the past four years since it was established. On track for 15 to 20 per cent turnover growth this financial year. Netting about $400,000 plus. Jan Gunnink: 08 9486 1000, [email protected] & Co. Business Brokers

Machine shopPrice: $2m.Established 26 years, blue chip client base. Mining related.New purpose-built premises. Highly profitable business.Excellent opportunity for growth. Owner will stay on for handover.David Knowles: 0412 195 402Zircom

Import/distributionPrice $2.95m including stock.

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High GP, only three staff, could be merged. Turnover $5.46m, EBITDA $950,000

David Knowles: 0412 195 402Zircom


GROWING BUSINESS | FOR THE RECORD ■

Verne Harnish

FINDING good recruits is always a challenge. Finding a large number in a short space of time is especially challenging. Add in the tight labour market conditions in Western Australia and the task may seem insurmountable.

But that wouldn’t stop Ajay Prabhu, COO of Singapore-based QuEST, a leader in global engineering services. His experience holds valuable lessons for businesses anywhere in the world.

Last November 30, one of QuEST’s strategic customers in Connecticut called Prabhu requesting 100 more technical workers by January. For a team that had been adding about 20 a month, this was a challenge, especially with the Christmas and New Year holidays coming up.

Companies I talk to around the world are hiring aggressively. However, it’s always taxing to find enough quality candidates to fill the pipeline. And, without a large enough pool of quality candidates, the likelihood of hiring ‘A’ players drops dramatically.

Though QuEST has undergone tremendous growth since it was started by two college graduates in 1997 – today it boasts 3,500 engineers across the globe with revenues of $175 million this year and $300 million next year – its four member recruiting department in the US would have been strained to find the highly specialised design and stress analysis engineers and manufacturing, support, and supply chain engineers required by their client’s January deadline.

One Month RACE

So Prabhu brought this challenge to the entire company. The executive team quickly huddled after the phone call and came up with an end-of-the year mini theme called RACE (Refer A Candidate & Earn). The program, launched on December 5, aimed to hire 100 engineers by January 6.

Supporting the effort, the engineering team appointed a program manager, the head of engineering lent his administrative assistant to coordinate RACE, and the marketing team churned out several eye-catching posters.

To add some excitement, the company offered a $500 bonus to anyone referring someone who was hired. In addition, it created some team rewards. The entire engineering centre was divided into eight teams of roughly 50 people each, with the teams picking their own name and logo – which added fun to the whole effort.

For the team submitting the highest number of referrals, the reward was $50 per person for dinner and cocktails at a restaurant of their choice. For the second-placed team, $30 per person, and for the third-placed team, $20 per person for dinner and cocktails (A burger and a beer, I guess).

The key is keeping the rewards modest, so it creates some friendly competition among the teams and employees. You don’t want people arguing over a referral. Yet the individual bonus was high enough to help many employees pay-off their holiday credit card bills early.

350+ referrals

“The results were astounding,” Prabhu said. “350-plus referrals and 100-plus offers with 10 days to spare. The energy and enthusiasm across the board was palpable.”

And given the recruiting momentum created by this clever theme, Prabhu extended the deadline to January 31.

“Our US customer was skeptical when it first gave us the surge order, but seeing our results the customer was even more confident in our capabilities to meet their demands, so the client loaded us up with more opportunities,” Prabhu said, thus the reason for the extended deadline.

By involving everyone in the recruiting process, people from all walks of life were referred (the team reward was for number of referrals, not just hires), from PhDs in engineering to maths and English teachers to insurance professionals.

“One particularly interesting referral was a high-school science teacher, someone we might have never found,” noted Prabhu. Looking for a career change, she had made it to the last round of interviews at the time of this writing.

“All this happened spontaneously,” Prabhu said. “It was Christmas time, after all. A lot of people gave extra effort; it really brought the team together.”

Verne Harnish is CEO of Gazelles Inc, an executive education and coaching solutions provider, and author of Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Fast-Growth Firm.

Finding top talent with teamwork

FACT FILE

commissioning of a 65 tonne per hour coal-fired steam boiler and associated equipment, which will feed steam to what will be the largest milk powder drier in the world.RCR managing director Paul Dalgleish said the contract built on a series of successful energy projects for Fonterra.“This project, in addition to our recent Yarnima project, continues to build the RCR Energy business following our AE&E acquisition last year,” Mr Dalgleish said.“We are starting to build momentum in the project revenue side of the Energy business which should translate to stronger margins.”

AusGroup wins $160m Karara contract19-March-2012 by Staff reporterAusGroup subsidiary AGC Industries has extended its relationship with Gindalbie Metals, announcing its preferred supplier status had resulted in a $160 million structural and mechanical and piping contract at the Karara iron ore development in the Mid West.Perth-based AusGroup said the contract would further strengthen the relationship between the two companies, while demonstrating AGC’s construction delivery capabilities.The company announced in August last year it had been appointed as Gindalbie’s preferred structural, mechanical and piping supplier.AGC also completed the early works contract for the Karara development.The company said it currently has a workforce of 530 onsite at Karara with the potential to

increase to approximately 700 in peak activities.AusGroup, which is listed on the Singapore stock exchange, said the contract took its order book to $441 million.

BriefsWA winners at national real estate awards23-March-2012 by Staff reporterThree Western Australian real estate companies were honoured at the Real Estate Institute of Australia’s national awards last night.Kalamunda’s Provincial Real Estate won the prize for Medium Residential Agency of the Year; Realmark was awarded the national prize for communications; and Dee Marlow, from Tuart Hill’s Marlows real Estate, won the national award for community service.Real Estate Institute of Western Australia president said it was a tremendous result for Western Australia, after a tough few years in the residential real estate sector.“I’m delighted to see our state punching above its weight in a hotly contested national competition,” Mr Airey said.“Our local winners are hugely deserving of their respected wins.”Mr Airey said Realmark had repeatedly proven itself to be an excellent communicator, illustrated through its website, printed materials and customer relations.“Provincial real Estate has also shown itself to be a great success story in the hills area of Perth,” he said.“It’s a relatively new company

with a small team of staff, teriffic marketing and strong community connections, while Dee Marlow continues to inspire us all with her dedication, passion and astonishing fund raising success for the cause of Autism.”

Azimuth announces North America move23-March-2012 by Dan Wilkie

Azimuth Resources is shifting its headquarters from Perth to North America, to be closer to its gold and uranium operations in Guyana.Azimuth also announced today it would recruit a new chief executive to be based in North America.The miner said the structural changes were part of its upcoming listing on the Toronto Stock Exchange, which is expected to occur within the next few weeks.Current managing director Dominic O’Sullivan will be appointed as company president, and will assist the new chief executive to promote the company in Guyana.Azimuth holds a portfolio of gold and uranium exploration licences in Guyana, covering more than 12,000 square kilometres.Finally, Azimuth said it would also shake up its senior management structure, with all Guyana operations to now report to chief operating officer Paul Criddle.

Continued page 24

■ FOR THE RECORD | SALES SESSIONS

The Western Australian Trade Opportunities Service is operated by the International Trade Centre of the Chamber of Commerce and Industry WA.

IMPORT GOODS INTO AUSTRALIA

High accuracy electrode calendaring equipment (China)

– 17670; Jackets, waistcoats, trousers, skirts, pants, blouses, shirts, polo shirts and t-shirts (Sri Lanka) – Non-basmati rice (Israel) – 17671; Waste bins and bathroom accessories (Turkey) – 17672.

For full details on any of the above trade opportunities

please contact Nick Paterniti

(quoting the relevant reference

number shown) at the Chamber

of Commerce and Industry of

Western Australia on Tel: (08)

9365 7620 Fax (09) 9365 7616

or email documentation@cciwa.

com.

TRADE OPPORTUNITIES

Jeffrey Gitomer

Jeffrey Gitomer is the author of The Little Book of Leadership, and Social BOOM! President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to [email protected] He can be reached at 704/333-1112 or e-mail [email protected] © 2012 All Rights Reserved. Don't reproduce this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112 www.gitomer.com.

I’M celebrating my 20th year of writing about sales, networking, loyalty, trust, attitude, leadership, business social media, and personal development. My core of information transformed into a body of work that includes 11 books – all bestsellers. I did it while you were watching TV.Last week I began the celebration by talking about what’s to come in the evolution of the selling process, and how it will affect you and your sales for the next 20 years. I will continue with more this week, and next. If you missed last week, go to Gitomer.com and enter “twenty” in the GitBit box.Here’s the continuation of what’s new and what’s next:6. Value-based messages. Any message you’re sending better have value to the customer or it will be deleted. Any tweet, any blog post, any business Facebook post, any YouTube video. Show me the value.7. Value first. ‘Value-added’ and ‘value-add’ are dead. Those words assume you have to buy something in order to get any value. I am all about providing value in advance of a purchase. (It’s been working for 20 years.) There are ‘experts’ who warn against giving unpaid consulting. Those people are off the mark. Value first allows your customers to like and respect you as a person. Here’s what I have found to be an unwavering, ultimate truth: The more you give, the more you get. The more information you give away, the more business you receive.8. Buying motives. My trademarked, first rule of selling is, ‘People don’t like to be sold, but they love to buy’. If you’re looking to be a top 5 per cent salesperson, uncovering buying motives is the only way.9. Business social media. It’s the single, biggest business imperative of this decade. Here are the minimums that make you a player. A thousand people who ‘like’ your Facebook business page. (Have two pages – one personal, one business.) Five hundred twitter followers who receive at least one value tweet a day. Five hundred connections on LinkedIn. This makes your profile page look like mine. Twenty five videos on your YouTube channel that include vital information, ideas, thoughts, and testimonials. Now is the time to get serious about this new business strategy. I have, and it’s working far beyond my expectation in both exposure and remuneration. 10. Face-to-face. Live networking is still the most viable non-internet prospecting strategy. Ten hours a week is the minimum.11. Community social. Attend the ball, the charity event, the fundraiser, the theater, and the ball game. Be seen and known as a community supporter. 12. Find the link. When you meet someone face-to-face, it is important to find something in common. When you do, the relationship deepens and becomes more relaxed at the same time.13. YouTube. YouTube gives me visibility, credibility, and global exposure – for minimal investment. At the time of this writing I have exceeded 2.3 million views on the BuyGitomer channel. Got yours?14. Internet promotion. What are you waiting for? Your marketing department? Your lawyers? The internet is looking for human beings, not employees. Change your hat. Master your online presence.15. Personal website. No longer an option. Register yourname.com tonight. Start your personal website today. Start with a one-page site that presents your philosophy of how you treat customers.16. Blog. This is a personal way to convey thoughts, ideas, and stories. Better than Facebook, blogging is more professional and more personal. If done correctly, you can level the playing field with The New York Times. Many people have.17. E-zine. My weekly email magazine, Sales Caffeine, now 10 years old, plays an integral roll in conveying my value messages. In a decade, it has transformed from a message into a business. Start sending a weekly, value-based email to your customers this week. Share your ideas. Share your wisdom. Your customers will like you, love you, respect you, refer you, and continue to buy from you. Mine have.18. Reputation. Reputation of the salesperson is more important than reputation of the company or the product. What are you known as? What are you known for? What’s your image? What’s your Google image? What’s your social image? All of these elements turn into ranking and reputation. And it is visible to all – good or bad.Out of space (again). The balance will appear next week. And keep in mind, this is not a list of things. It’s a challenge manifesto. To you.

Lay the foundation for the next 20 years


FACT FILE

State puts $5m towards Goldfields freight plan23-March-2012 by Staff reporterThe state government has allocated $5 million to begin planning for a central freight distribution hub in the Goldfields.Minister for Regional Development Brendon Grylls said $5 million in Royalties for Regions funding would be used to begin the planning phase of the PortLink Inland Freight Corridor Development Plan.The PortLink project, which was allocated an additional $2 million from the federal government last week, includes the construction of an intermodal terminal and rail realignment in Kalgoorlie-Boulder, and a sealed road link between Wiluna and Meekatharra.“Unprecedented growth in the state’s resource rich areas has created exceptional demand for goods and services,” Mr Grylls said in a statement.“This had led to increases in freight from the eastern states and an almost total dependence on Perth as a distribution point.”Mr Grylls said freight diverted north along the Goldfields Highway at Kalgoorlie-Boulder could save a distance of almost 600 kilometres.“The PortLink concept ultimately links Port Hedland, Kalgoorlie Boulder, Esperance and Geraldton, and has the potential to build a more robust and flexible freight network that will deliver economic development and employment opportunities in regional areas.”

RAC starts search for ad partner21-March-2012 by Staff reporterThe RAC is on the lookout for a new marketing partner, launching a formal tender process to fill its creative advertising account.Western Australia's largest car insurer said it had invited a number of agencies, including current partner The Brand Agency, as part of the first stage of the tender process.The RAC said it intended to announce its successful partner by the middle of the year, after a shortlist of agencies progress to a creative pitch stage.Tender consulting firm Trinity P3 will assist the RAC through the tender process.

ABBC abolition green light for lawlessness: HIA21-March-2012 by Staff reporterThe Housing Industry Association says ‘lawlessness’ is set to return to building sites after the Senate passed a bill to abolish Australia’s peak building industry watchdog last night.HIA senior executive director

David Humphrey said the Australian Building and Construction Commission was a sound and effective regulator, that had helped re-establish rules of law to the construction industry.“Moreover, economic benefits have flowed to the community at large from its law enforcement work over the last seven years,” Mr Humphrey said.Mr Humphrey said the legislation that passed last night watered down penalties for illegal conduct.“Worryingly, the new regime also permits those that engage in unlawful conduct to go unpunished when a so-called settlement has been reached,” he said.“These new laws, which potentially allow a lawbreaker to escape punishment by intimidating their victim into silence, benefit no one but the unions in the building and construction industry.”

Woolworths opens $31m Bunbury centre21-March-2012 by Staff reporterSupermarket group Woolworths has officially opened its meat processing centre in Bunbury, which cost $31 million to upgrade and will employ 70 workers.Agriculture and Food Minister Terry Redman officially opened the Bunbury Meat Centre, saying it was a show of confidence in the domestic market for beef and lamb.“This modern new processing and packaging centre is a unique facility which will enable direct distribution to retail outlets across the State,” he said in a statement.“With a major abattoir next door, the two centres form one of the biggest employers in the Bunbury region, with more than 650 employees.” The processing centre is located next to the V&V Walsh sheep and beef abattoir.

Gas hub land take re-advertised21-March-2012 by AAPThe state government has re-advertised notices of intention to compulsorily acquire land in the Kimberley for a $30 billion gas hub after the original notices were ruled invalid by the Supreme Court.Chief Justice Martin ruled in December that the notices to take land and extinguish native title at James Price Point were unlawful because they did not contain a description of the land required.New notices of intention to take the land were advertised in The Koori Mail newspaper today, a spokesman for Lands Minister Brendon Grylls confirmed.The Kimberley community has been divided over the proposed gas hub and protesters have had an ongoing battle with

Woodside Petroleum over its plans to build the liquefied natural gas precinct 60km north of Broome.Traditional land owners, Neil Patrick McKenzie from the Jabbir Jabbir people and Phillip James Roe from the Goolarabooloo people, went to court over the three original notices to take the land.After the court ruled in their favour in December, Premier Colin Barnett said the judgment was not a major setback and would not hold up the development.Woodside, the state government and the Kimberley Land Council have signed a deal over the hub that would see $1.5 billion in benefits going to the region’s Aboriginal people over 30 years.A final investment decision by Woodside and its joint venture partners is expected later this year.

Norwest, AWE to frack for gas in June19-March-2012 by AAPShale gas fracking is set to begin in the lower Mid West in June, after months of regulatory delays.Norwest Energy said that its hydraulic fracture stimulation program for the Arrowsmith-2 well in the Perth Basin, around 60 kilometres south of Dongara, was now locked in.This followed service provider Halliburton confirming it would mobilise equipment for the project by early June.Environment Minister Bill Marmion earlier this month dismissed appeals against the fracking program and upheld a decision by the Environmental Protection Authority to not assess the plan.The EPA had said that any potential environmental impacts were not significant enough to warrant a formal assessment.Fracking to produce coal seam gas in Queensland and NSW has proved controversial amid concern that the fluids used in the process will contaminate farming land and underground water.In the United States, where the shale gas market is booming, there were reports earlier this month that a string of earthquakes in northeastern Ohio were induced by the injection of waste water into the earth as part of the fracking process.The companies drilled the Arrowsmith-2 well in June last year but need to undertake fracking - which involves pumping liquids into underground shale seams to fracture the rock and liberate the gas - to prove that the project has shale gas potential.

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| COMMUNITY & ARTS SECTOR ■M

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You wouldn’t know it but you’ve seen Apace’s work all over WA. They have been planting and regenerating bushland with native plants and seeds from their nursery and seedbank since 1983. At the same time they’ve created a welcoming work environment for people from all walks of life. And you’ve done your bit to support them by playing Lotterywest games.

lotterywest.wa.gov.au/grants

Nurturing our environmentfrom the ground up

IN BRIEF

Perth loves a free exhibitionCOTTESLOE’S Sculpture by the Sea event attracted record numbers this year, with 250,000 people attending the annual event, more than 35,000 above last year.Tourism Minister Kim Hames said the attendance figure was “great news”.“The event’s busiest day was the first Sunday when more than 33,700 people attended,” he said.“It is fantastic to see West Australians embracing this international exhibition and making it one of the brightest features on the state’s exciting and diverse events calendar.”The state government events department Eventscorp sponsored the event, along with Woodside and Crowe Horwath, which is in its eighth year at Cottesloe.“Sculpture by the Sea Cottesloe continues to grow each year and I believe that is a reflection of the hard work of founding director David Handley and his dedicated team,” Dr Hames said.He added that the 2012 event also attracted more interstate and international artists than ever before.“This year more than half the works on display were submitted by artists from interstate or overseas demonstrating the exhibition’s popularity in the international artistic community,” Dr Hames said.The exhibition was in the media for all the wrong reasons for its last week, after one of the sculptures was damaged and stolen. Two men have now been charged over the incident.

Making an impact on depression

ALTHOUGH he may not have been the first to use the metaphor, for-mer British prime minister Winston Churchill most famously used the term ‘black dog’ to describe his peri-odic bouts of depression.

Yet while many of Churchill’s writ-ings refer to his illness, and his heavy drinking and manic behaviours are well documented elsewhere, the issue of mental health was not commonly spoken about in public at the time.

To some extent, not much has changed in the 60-plus years since WWII; awareness and treatment have improved dramatically but there’s still a lot of stigma associated with acknowledging and discussing mental illness.

Twenty per cent of all Australians will experience mental health issues in any 12-month period.

The Black Dog Institute is among the organisations working to gener-ate an inclusive discussion and cre-ate research-based services to take the stigma away from depression and other mood disorders.

The institute has been around since 2002 and was built on the back of what was known for 17 years as the Mood Disorder Clinic at the Prince of Wales Hospital in Sydney.

While 90 per cent of Black Dog’s operations are in New South Wales, general manager Will Bonney and Black Dog speaker Matthew Johnstone were in Perth last week to scope out opportunities to develop a presence in Western Australia and widen the organisation’s impact.

Making an impact is the main focus of the institute and Mr Bonney said he was not precious about the Black Dog brand – he was here to explore partnerships to leverage impact

“We are here to investigate, talk to potential partners and find

■ Emily Morgan

out ways that we can effectively help bring around some positive impact,” he said.

“At the end of the day if it is decid-ed that there is nothing for us to do, that is fine, but we are putting it out there to see if there are any players that would like to work alongside us or with us.”

Black Dog has three main func-tions: it was founded for research purposes; it works to disseminate its research findings by partnering with education organisations; and it delivers social services founded on its research.

Mr Bonney said the focus for Perth would be delivering services out of the research findings.

“We will probably start at the clin-ical level; we might have a physical clinic or a virtual clinic, or our pro-fessional education programs, train-ing psychologists, psychiatrists and

GPs, or our community programs,” Mr Bonney told WA Business News.

“We don’t have a fixed idea, but we know that many of our programs would benefit Perth and WA and it is a matter of working out how we can do that.

“We are not precious about our brand. If we can be a content provider to local service providers we would be really happy to do that.”

Mr Johnstone spoke at a breakfast event in Perth last week that aimed to introduce the institute to the Perth market, and told his personal story of suffering from depression over many years, experiences that eventually led him to express his state of mind through writing a book called I Have a Black Dog.

After the book was published, Mr Johnstone contacted the institute in 2004, having heard of the work it was doing. The institute now uses I Have

a Black Dog as an educational tool.“Ever since then I saw the oppor-

tunity for what I could bring to the table and could offer. It was a meeting of minds if you like,” Mr Johnstone said.

“I think depression is a difficult thing to talk about, and if you can soften it with imagery, you are half-way there.”

Mr Johnstone speaks with profes-sional groups, corporations and sports associations to try and generate a healthy dialogue around depression and mental health issues, and his very personal and touching story often resonates with his audience.

“Quite often really fruitful and interesting conversations can come as a result of it. The thing I like about it is that it lets people off the hook. It gives people an opportunity to look at themselves and their situ-ation,” he said.

MAKE A MARK: The Black Dog Institute’s Will Bonney wants to make a positive impact on mental health services in WA. Photo: Grant Currall

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