Top Strategies for Business Growth in 2015 - CCI Malaga Business Workshop
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Transcript of Top Strategies for Business Growth in 2015 - CCI Malaga Business Workshop
2015: Here We Go Again?
Ryan Buckland
Principal Economist, Macroeconomics
CCI Economics
Need to know more?
Thriving and Surviving in the Current Market
Paul Rowe B.Bus ASA FFin Manager, Business Consulting
Perception V
Reality
The financial health of your business
Working in and on your Business is now
Not Negotiable
“You don’t know what you don’t know!”
The 10 steps to a healthy business
• Need for quality, timely and accurate data
• In house or outsourced
• Importance of Budgeting
• Financial advice
1. Management Information
• Rental landscape
• Market reviews
• Your rights!
• Information is key
2. Lease Negotiation
• Understand what you are actually paying “line fees, risk margins, liquidity margin....”
• Negotiate or seek out someone who can
3. Interest Rates & Fees
• Knowledge is power
• Terms to pay
• Discounts/rebates
• Working capital finance options
4. Trading Terms
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
• Concept of finite debt servicing
• Materially change a variable
• Interest only versus principle and interest
6. High Gearing
• Why should I?
• Understand your business
• Understand your customers
• Understand your staff
7. Working in your Business
• SWOT Analysis
• Product Mix
• Marketing success
• New markets and services
• Staff optimisation
8. Working on your Business
• 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
Don’t let employee relations hamper growth
Jessica Price Manager, Employee Relations Consulting
Employee relations challenges that can hamper growth
Compliance
RISKS
• Time
• Money
• Reputation
Right talent
RISKS
• Lost productivity
• Increased Training Costs
• Reduced Morale
• Performance management
Compliance The risks
Unfair Dismissal
Adverse Action
Personal Fines
Professional Reputation
Litigation
Time & Resources
Bullying Complaints
Underpayment claims
Sham Contracting
Right Talent The risks Performance
Management
Retaining talent
Workforce planning
Training
People management
Time & Resources Clear
expectations
Recruitment
Engagement
International Trade Darren Levy
Manager, International Trade Services
16 Years Working in Malaga for Import/Export SME’s
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?
Lowest Cost to market Vendor Refill System
Business Growth through Importing
Lowest Cost to market Vendor Refill System
Business Growth through Importing
Business Growth through Importing
Critically reliant on a just-in-time import and distribution supply chain…
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:
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
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
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
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.
Business Growth through Exporting
Understand your export readiness gaps
Develop an export plan
Certificates of Origin and Carnets
Export Market Development Grant
Claim up to 50% of your export marketing costs.
$15,000 threshold
Claim up to $150,000
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
Competitive advantage in a changing OSH landscape
Jennifer Low, OSH & WC Policy Adviser
The Changing Landscape
• Challenging economic climate “More for less”
• Significant changes to the legislative landscape
• Increasing costs and responsibilities
People
Operating Environment
Systems
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
Major challenges for business:
Workforce Profile
Definition of ‘worker’
Officers
Mental Health
‘softer’ safety
Premiums
Contractors
Demographics
Perception of safety -
Generational
Cultural Diversity
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
CCI Membership Duncan Guy, Senior Manager, Membership
What is CCI Membership
Who are CCI Members?
Industry focus