Presentation slides from CCI's Malaga Business Workshop, Top strategies for growth in 2015. Gain insight into a range of practical and easy to implement growth and turnaround strategies which will help you continue to build your business and thrive in turbulent times. These slides provide practical advice and insights into the following key areas: - Critical market insights for the Malaga area and WA manufacturing sector. - Growth opportunities that you can implement and exploit right now. - Advice on cash flow management and business turn around. For more information please visit our website www.cciwa.com

2. 2015: Here We Go Again?
Ryan Buckland
Principal Economist, Macroeconomics
CCI Economics

7. Need to know more?

8. Thriving and Surviving in
the Current Market
Paul Rowe B.Bus ASA FFin
Manager, Business Consulting

9. Perception
V
Reality
The financial health of your business

10. Working in and on your
Business is now
Not Negotiable

11. “You don’t know what you don’t
know!”
The 10 steps to a healthy business

12. • Need for quality, timely and accurate data
• In house or outsourced
• Importance of Budgeting
• Financial advice
1. Management Information

13. • Rental landscape
• Market reviews
• Your rights!
• Information is key
2. Lease Negotiation

14. • Understand what you are actually paying “line
fees, risk margins, liquidity margin....”
• Negotiate or seek out someone who can
3. Interest Rates & Fees

15. • Knowledge is power
• Terms to pay
• Discounts/rebates
• Working capital finance options
4. Trading Terms

16. 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

17. • Concept of finite debt servicing
• Materially change a variable
• Interest only versus principle and interest
6. High Gearing

18. • Why should I?
• Understand your business
• Understand your customers
• Understand your staff
7. Working in your Business

19. • SWOT Analysis
• Product Mix
• Marketing success
• New markets and services
• Staff optimisation
8. Working on your Business

20. • 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

21. Don’t let employee
relations hamper growth
Jessica Price
Manager, Employee Relations Consulting

22. Employee relations challenges
that can hamper growth
Compliance
RISKS
• Time
• Money
• Reputation
Right talent
RISKS
• Lost productivity
• Increased Training Costs
• Reduced Morale
• Performance management

23. Compliance
The risks
Unfair Dismissal
Adverse
Action
Personal Fines
Professional
Reputation
Litigation
Time &
Resources
Bullying
Complaints
Underpayment
claims
Sham
Contracting

24. Right Talent
The risksPerformance
Management
Retaining
talent
Workforce
planning
Training
People
management
Time &
Resources Clear
expectations
Recruitment
Engagement

25. International Trade
Darren Levy
Manager, International Trade Services

26. 16 Years Working in Malaga for Import/Export
SME’s

27. 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?

29. Lowest Cost to market Vendor Refill System
Business Growth through Importing

30. Lowest Cost to market Vendor Refill System
Business Growth through Importing

31. Business Growth through Importing
Critically reliant on a just-in-time import and distribution supply chain…

32. 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:

33. Free Trade Agreements
Free Trade Agreements in Force
9 in force
1 concluded
8 in negotiationBilateral Agreements
• Chile
• New Zealand
• Japan
• Malaysia
• Singapore
• Thailand
• Korea
• USA
Multilateral Agreements
• ASEAN

34. 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

35. 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

36. 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.

37. Business Growth through Exporting
Understand your export readiness gaps
Develop an export plan

38. Certificates of Origin and Carnets

39. Export Market Development Grant
Claim up to 50% of your export marketing costs.
$15,000 threshold
Claim up to $150,000

40. 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

41. Competitive advantage in a
changing OSH landscape
Jennifer Low, OSH & WC Policy Adviser

42. The Changing Landscape
• Challenging economic climate “More for less”
• Significant changes to the legislative landscape
• Increasing costs and responsibilities

43. People
Operating Environment
Systems

44. 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

45. Major challenges for business:
Workforce Profile
Definition of
‘worker’
Officers
Mental Health
‘softer’
safety
Premiums
Contractors
Demographics
Perception of
safety -
Generational
Cultural Diversity

46. 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

47. CCI Membership
Duncan Guy, Senior Manager, Membership

48. What is CCI Membership

49. Who are CCI Members?

50. Industry focus