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Reach business and government in Canberra
        Local business success   government activities  culture   expert advice
                                                      www.b2bincanberra.com.au
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                                                                                                                                                  2011




                                                                                                                                                                                                                                                   About B2B
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                                                                                                                                                                                                                                                   B2B in Canberra magazine celebrates          A quality monthly publication, the
                                                                                                                                                                                                                                                   business success and government              magazine’s regular contributors have
                                                                                                                                                                          IM P R O V
                                                                                                                                                                                         E
                                                                                                                                                                                                                                                   ingenuity in the Canberra region.            included the chiefs of industry, politics,
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                                                                                                                                                                                                                                                                                                government and business in Canberra.
                                                                                                                                                                                                                                                   It is Canberra’s only monthly magazine
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                                                                                                                                                                                                                                                   Read more in our distribution section.
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                                                         s & Count
                    Associate
           Beames &




                                                                                                                                                                                                                                                   B2B in Canberra magazine is read
                                                                                                                                                                                                                                                   by Canberra’s most successful
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                                                                                  COVER STORY                                                                                                                                                                                                                                                                                                                                     COVER STORY                                                                                                                                                                                                                                                                    home
                                                                                                                                                                                                                                                                                           “With the CountPlus platform supporting us we can now provide an




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                       Inside B2B
                                                                                                                                                                                                                                                                                           even greater standard of service to clients and exciting career paths
                                                                                                                                                                                                                                                                                           for a larger group of talented staff,” Peter says.




                                                                                                                                                                                                                                                                                                “The vast majority of the CountPlus               ideals and work practices. I don’t think either
                                                                                                                                                                                                                                                                                           firms have been successful members of                  one of us could have achieved such progress
                                                                                                                                                                                                                                                                                           Count Financial Limited for many years”                individually, but our partnership is a very
                                                                                                                                                                                                                                                                                           Peter Beames explains, “they already have a            powerful combination. Our journey to date               1
                                                                                                                                                                                                                                                                                           similar and common culture of incorporating            has focused on building our practice to a size
                                                                                                                                                                                                                                                                                           financial planning services into their business.       that can provide quality training and career
                                                                                                                                                                                                                                                                                           Most of the firms have known of each other             development for staff whilst proactively
                                                                                                                                                                                                                                                                                           for up to a decade.”                                   providing a vast range of quality services that
                                                                                                                                                                                                                                                                                                James Watt, who was promoted to a                 are value for money for our clients.”
                                                                                                                                                                                                                                                                                           director in July 2009, sees enormous benefits              “With the CountPlus platform supporting
                                                                                                                                                                                                                                                                                           in becoming a shareholder in a much                    us we can now provide an even greater
                                                                                                                                                                                                                                                                                           larger accounting practice than Beames &               standard of service to clients and exciting
                                                                                                                                                                                                                                                                                                                                                                                                                                                      2
                                                                                                                                                                                                                                                                                           Associates was when he joined as a graduate            career paths for a larger group of talented
                                                                                                                                                                                                                                                                                           in 2004.                                               staff,” Peter says.
                                                                                                                                                                                                                                                                                                “We meet with the other CountPlus                     According to Ross “As a CountPlus
                                                                                                                                                                                                                                                                                                                                                                                                                                                      4
                                                                                                                                                                                                                                                                                           firms three to four times a year and have              member we will be able to further enhance
                                                                                                                                                                                                                                                                                           formal sessions where we share our good                the service offering to clients and our staff




                                                                                RIDING
                                                                                                                                                                                                                                                                                           ideas” he says. “Not only does this enhance            will receive a standard of training and career
                                                                                                                                                                                                                                                                                           our service offering to clients but it also            development previously not available outside
                                                                                                                                                                                                                                                                                           develops a variety of experts in our group             of the big 4 firms. As our staff group develops,




                                                                                                                                                                       O
                                                                                                                                                                                     n 21 December, Beames & Associates and its fellow                                                     across the country that we can access to               so do we as directors and leaders who are
                                                                                                                                                                                     members of the CountPlus group of accounting firms will                                               provide guidance and assistance on major               accessible to clients for high-end advice. Staff            3




                                                                                ON THE
                                                                                                                                                                                     float on the Australian Stock Exchange, making it one of                                              client matters. Access to so many diverse              will be motivated to work hard to increase
                                                                                                                                                                                                                                                                                                                                                                                                         1. James Watt
                                                                                                                                                                                     the largest accounting businesses in Australia.                                                       and experienced accounting practitioners is            the value of their shares, which will remove           2. Peter Beames
                                                                                                                                                                           According to Beames & Associates founder Peter Beames “this will                                                something that is normally only available to           some labour intensity from directors, allowing         3. David Rae
                                                                                                                                                                       bring many benefits to both our clients and our staff. Whilst our equity                                            the Big 4 international accounting firms.”             them to be more accessible to clients.”                4. Ross Beames




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               You’ll find in B2B:
                                                                                                                                                                                                                                                                                                So does this mean the partners have sold              So where is the wave heading next? “We’ll          Photography: Ben Marden.




                                                                                CREST OF
                                                                                                                                                                       structure will change, we will continue to run the business locally and                                                                                                                                                           Shot on location at Mossy Point,
                                                                                                                                                                       continue to operate as we always have. We will still be the ones calling                                            their equity? “Definitely not” says Ross. “We          focus on sustained growth that provides
                                                                                                                                                                                                                                                                                                                                                                                                         New South Wales.
                                                                                                                                                                       the shots, making decisions on all aspects of the business, from billings                                           sold 25% of our business to Count Financial            opportunities and benefits for clients, staff
                                                                                                                                                                       and staff recruitment to social functions and training. To the outside                                              Limited when we first became a member of               and shareholders, we certainly won’t grow for
                                                                                                                                                                       world, nothing has changed and our clients should not notice any                                                    the CountPlus Group. As part of the float              the sake of it,” Ross says.
                                                                                                                                                                                                                                                                                           we will simply be exchanging our current                   Peter comments, “for us the journey is



                                                                                A WAVE
                                                                                                                                                                       difference except for the benefits of the new ideas we get to share with
                                                                                                                                                                       our fellow CountPlus members.”                                                                                      shares in Beames & Associates for shares in            a bit like surfing – there’s always another
                                                                                                                                                                           Fellow director, Ross Beames is just as excited as Peter about the                                              CountPlus Limited.”                                    challenge and the harder you paddle the
                                                                                                                                                                       upcoming restructure. “Our staff will all receive loyalty shares as part                                                 As the oldest member of the Beames                more waves you catch. Occasionally you fall
                                                                                                                                                                       of the float,” he says “which means they will get a feeling of ownership,                                           group is the float the end of the journey for          off, but you’ve got to drag yourself up and
                                                                                                                                                                       knowing that their work performance will influence the value of their                                               Peter Beames? “Absolutely not, I believe it’s          start paddling again as hard as you can. Every
                                                                                                                                                                       shares and their dividends.”                                                                                        just the start,” he says.                              now and again the effort pays off and you get
                                                                                                                                                                           With such strong motivation, the directors expect that their                                                         “When I established the practice in 2001 I        to ride the wave of a lifetime – perhaps that’s
                                                                                                                                                                                                                                                                                           had clear ideals I wanted to be known for. This        where we’ll be on the day of the float.”




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Upfront stories
                                                                                                                                                                       existing reputation for providing excellent and proactive service will be




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         Advice
                                                                                B2B asks the Beames directors, who                                                     enhanced even further.                                                                                              was difficult in the early days as being a small
                                                                                                                                                                                                                                                                                           firm it was often hard to attract talented
                                                                                                                                                                                                                                                                                                                                                                                                        Beames & Associates was established in 2001 and now has a
                                                                                                                                                                                                                                                                                                                                                                                                        team of 30 staff based in Deakin specialising in wealth creation
                                                                                                                                                                           CountPlus is the brainchild of Count Financial Limited founder
                                                                                                                                                                                                                                                                                           staff and provide them with career paths. It
                                                                                are also keen surfers, why they have                                                   Barry Lambert. Having successfully taken the Count dealer group
                                                                                                                                                                                                                                                                                           meant important matters were always my
                                                                                                                                                                                                                                                                                                                                                                                                        strategies for small businesses. Beames & Associates has three
                                                                                                                                                                                                                                                                                                                                                                                                        accounting directors in Peter Beames, Ross Beames and James
                                                                                                                                                                       (which is made up of independent accounting based financial planning
                                                                                                                                                                                                                                                                                           responsibility.                                                                                              Watt and one financial planning director in David Rae. If you’re
                                                                                chosen to float their company.                                                          practices) from a fledging body to a successful listed company, Barry is
                                                                                                                                                                       now undertaking a similar process with CountPlus.                                                                        “When Ross joined me in practice in 2003                                                                looking for the ‘X’ factor and want to take your business to the
                                                                                                                                                                                                                                                                                           I finally had a partner with common values,                                                                  next level call any of the directors on 6282 9500.


                                                                     20           D E C E M B E R 2 010                 B2B IN CANBERR A                                                                                                                                                                                                                                              B2B IN CANBERR A                               D E C E M B E R 2 010               21




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Read about local business success.        Canberra’s business experts offer
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         advice on a range of business topics.
                                                                                                                                                                                                                                                                                       Accountin
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Opinion
                                                                          2011
                                                                                                                                                                                                                                                                                                                                                                                                         NEW YEAR’S BUSINESS RESOLUTIONS




                                                                                                                                                                                                                                                                                                                                                                        Resolve to improve your
                                                                                                                                                                                                                                                                                                                                                                        business operations in 2011
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Experts have their say on leading-edge    Hot Topic
                                                                          NEW YEAR’S
                                                                          BUSINESS                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                             issues.                                   ACT politicians have their say on
                                                                                                                                                                                                                                                                                                                                                                        Andrew Syke




                                                                                                                                                                                                                                                                                       T
                                                                                                                                                                                                                                                                                                ake a step back from your business and think about your credit terms, ensure you get your invoices out to customers

                                                                          RESOLUTIONS
                                                                                                                                                                                                                                                                                                                                                      promptly and consider offering discounts to customers who pay
                                                                                                                                                                                                                                                                                                significant actions or issues that will help your     promptly.

                                                                                                                                                                                                                                                                                                business performance improve in the New Year. Focus Improve your profit



                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         the burning issue of the day.
                                                                                                                                                                                                                                                                                                on the key areas below and you will reap the rewards. business. Here are some examples: the financial state of your
                                                                                                                                                                                                                                                                                                                                                         There are always ways to improve

                                                                                                                                                                                                                                                                                       •   Credit facilities                                                               Increase the number of customers buying from you—




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Profiles
                                                                                                                                                                                                                                                                                       •   Cashflow management                                                          implementing an effective marketing campaign focused on your core
                                                                                                                                                                                                                                                                                       •   Customer and supplier relationships                                          value propositions can bring more customers into the business. From
                                                                          Dear Reader,                                                                                                                                                                                                 •   Don’t assume that your customers are financially healthy                     there you need to work on your sales conversion rate.


                                                                                                                                                                                       NEW YEAR’S BUSI
                                                                                                                                                                                                                                                                                       •   Bargain with suppliers                                                          Increase the number of times customers buy from you—you
                                                                          Each year at around this time I jot down on a piece of                                                                       NESS                                                                            •   Improve your profit                                                          need to find ways to encourage customers to keep coming back.
                                                                          paper some goals for the year. Usually my list includes                                                                                                                                                      •   Lead your team and manage stress.                                            Implementing a loyalty scheme, a regular newsletter, a seasonal sale
                                                                          broad things like: 1. Eat less 2. Exercise more                                                                           FOR 2011                                                                                                                                                            program, or a quality service model that makes the customer feel
                                                                          3. Make more money. This year I thought it would help                                                        RESOLUTIONS                                                                                     Credit facilities                                                                special can all work. Sometimes it is even as simple as asking them to
                                                                                                                                                                                                                                                                                                                                                                        come back!
                                                                          to get some targeted advice from those professionals                                                                                                                                                                                                                                             Increase the amount customers spend with you—once a customer




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Read the personal success stories of
                                                                                                                                                                                                                                                                                           Businesses should consider their current level of financing and the




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         Networking
                                                                          that are key advisers to business ie accountants,                                                               1.                                                                                           possible need for further debt financing in the future. The opportunity          has entered the business, effective cross selling, up selling and bundling
                                                                                                                                                                                                                                                                                                                                                                        techniques can dramatically increase the average dollar spend.
                                                                          lawyers and IT gurus. With some help from the                                                                                                                                                                exists for business owners to get closer to their bank. Keep your bank
                                                                                                                                                                                                                                                                                                                                                                           Improve the gross margin on each sale—cnce a customer has
                                                                          professionals I have started off my personal New Year’s                                                                                                                                                      informed and give them plenty of notice if you’re in need of increased
                                                                                                                                                                                                                                                                                       debt funding.                                                                    entered the business, effective cross selling, up selling and bundling
                                                                          Resolutions List with the following:                                                                             2.                                                                                                                                                                           techniques can dramatically increase the average dollar spend.
                                                                                                                                                                                                                                                                                       Cashflow management                                                               Leading your team and managing stress
                                                                            1. Better cashf low management                                                                                                                                                                                While profitability is important, it is cash that determines a
                                                                                                                                                                                                                                                                                                                                                                            Focus on your workplace. Stress can be caused by poor air quality,
                                                                            2. Make a will                                                                                                  3.                                                                                         business’s survival. Do you expect to have difficulty in meeting
                                                                                                                                                                                                                                                                                                                                                                        poor lighting, high noise levels and poorly designed and uncomfortable




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Canberra’s CEOs, CFOs, entrepreneurs,
                                                                                                                                                                                                                                                                                       scheduled payments? The opportunity exists to negotiate your credit




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         See Canberra’s networkers at work
                                                                                                                                                                                                                                                                                                                                                                        office furniture. Including health tips in documents such as induction
                                                                            3. Review strategies to recover outstanding debts                                                                                                                                                          terms with your customers and suppliers. Management of inventory
                                                                                                                                                                                                                                                                                       levels is also important in the control over cash flows.                         manuals may be useful. Regular exercise helps people cope with and
                                                                                                                                                                                               4.                                                                                                                                                                       minimise stress. Your employees should not feel guilty about setting
                                                                            4. Keep working on search engine optimization                                                                                                                                                              Customer and supplier relationships                                              aside time for relaxation, pursuing hobbies or sport. If both you and
                                                                                (SEO)                                                                                                                                                                                                      In economic uncertainty or recovery, customers are likely to pay
                                                                                                                                                                                                                                                                                                                                                                        your employees keep an eye on stress, your workplace is likely to be a
                                                                                                                                                                                                                                                                                                                                                                        better, happier and more productive environment.
                                                                            5. Promote and advertise my business consistently for                                                               5.                                                                                     their bills more slowly and the liquidity of a business can be negatively
                                                                                                                                                                                                                                                                                       affected very rapidly. Businesses who rely on only a small number of             Andrew Sykes is a partner at RSM Bird Cameron
                                                                                year-round results.…                                                                                                                                                                                   customers may find themselves at risk if one of their key customers              For more information, contact RSM Bird Cameron’s experienced team,




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               professionals, heads of government
                                                                                                                                                                                                   6.                                                                                  falls into financial trouble.                                                    103–105 Northbourne Ave, Canberra.




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         and play.
                                                                          Read the suggested resolutions outlined in this feature                                                                                                                                                                                                                                       T: 02 6247 5988, www.rsmi.com.au

                                                                          and jot down a couple of ideas on the template on this                                                                                                                                                       Don’t assume that your customers are financially healthy
                                                                          page. Most importantly put a plan in place to implement                                                                   7.                                                                                    Businesses should be screening new customers very carefully and
                                                                          them.                                                                                                                                                                                                        be selective of those customers who are offered credit terms. Any
                                                                                                                                                                                                                                                                                       terms of trade should be formalised with customers. Among other
                                                                          Tim Benson - Publisher, B2B in Canberra Magazine                                                                                                                                                             things, you should actively follow up all debtors, formally negotiate




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               departments, politicians, and advisers.
                                                                                                                                                                                                                                                                                                                                                                                  B2B IN CANBERR A                             J A N U A R Y 2 0 11                 17




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                                                                               ADVICE



                                                                          Growingmoney from of
                                                                          Making importance affiliates                                                                Flu vaccination‘bad debtors’ filing
                                                                                                                                                                      Defeating the provides                                                                                           Left out of a will?
                                                                                                                                                                                                                                                                                             pixeltopaper.com.au
                                                                                                                                                                                                                                                                                                                                                                                      My company and I have been given the opportunity


                                                                                                                                                                                                                                                                                                                                                                          The importance of good design
                                                                                                                                                                                                                                                                                                                                                                                      to work with Pixel to Paper on a number of different
                                                                                                                                                                                                                                                                                                                                                                                                                                             ADVICE

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               Culture                                   Stories on diverse and
                                                                          social media                                                                                cabinet ROI
                                                                                                                                                                      1000% – Part 1
                                                                                                                                                                                                                                                                                                                                                                                      projects over the past few years.They have a




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               The connection between business, the
                                                                                                                                                                                                                                                                                                                                                                                      fantastic eye for detail; are tremendously creative

                                                                                                              CORPORATE GOVERNANCE
                                                                                                                  BUSINESS COACHING                                                                                      CORPORATE HEALTH
                                                                                                                                                                                                                           COMMERCIAL LAW                                                                                            ESTATE PLANNING                                                                    GRAPHIC DESIGN
                                                                                                                                                                                                                                                                                                                                                                          by Lester Bunnell professional at all times. When they embark


                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         interesting businesses and
                                                                                                                                                                                                                                                                                                                                                                                      and
                                                                             Wayne Bolin
                                                                          by Phil Butler                                                                                 Maurice Falcetta
                                                                                                                                                                      by Dr Jennifer Loughman                                                                                          by Stephen Bourke
                                                                                                                                                                                                                                                                                                                                                                                      on a project they commit 110% and are very
                                                                              These days, nearly all businesses have attracted as much attention
                                                                              There have been few topics that (mostly like yours included) have an                         Do you have a sick, cabinet hidden away The 2011 flu of cost
                                                                                                                                                                           When staff get filing so too does business. in the corner willyour office                                       Last month we talked about Will kits. This month we are discussing                 We all love good design and are constantly being influenced by it.
                                                                          recently as the rise of Facebook, Twitter you’re getting maximum ‘bang
                                                                          online presence. One way to make sure and other social networking                           Canberra businesses Do you have clients or customers for whom you
                                                                                                                                                                      full of ‘bad debtors’? substantial loss of income, staff down time and                                           what you can do if you have been left out of a Will.                                            passioante about every project they complete.
                                                                                                                                                                                                                                                                                                                                                                          But for many people the importance of good design is rarely thought
                                                                          for your buck’ from your business social is to for at linking up with an
                                                                          sites. With millions of people usingwebsitemedialooksharing information,                    have put production. and hard work and they have failed to to
                                                                                                                                                                      disruptedin long hours The impact is especially harsh for small pay their                                            In the ACT, the Family Provision Act 1969 aims to remedy unfair                about. Just wander round the local shopping centre, jump online or
                                                                          entertainment, networking and learning, directors need to be aware of
                                                                          affiliate program.                                                                          bills for whatever reason? Have
                                                                                                                                                                      medium enterprises (SMEs). you sometimes accidentally glanced at                                                 treatment of people who have been left without proper provision being                           Maria your living
                                                                                                                                                                                                                                                                                                                                                                          simply sit down inEfkarpidis,room and look around — good design




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               arts and the community is strong. Find
                                                                              What are affiliate programs?
                                                                          its potential for marketing and communicating with stakeholders.                                  cabinet or caught a glimpse of it from VaxVan—is your eye,
                                                                                                                                                                      theA new mobile vaccination service—thethe corner of helping and                                                 made for them in a Will.                                                                        Director, from Development Group
                                                                                                                                                                                                                                                                                                                                                                          is never very far away Rockyou!




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                         government departments.
                                                                              Affiliate programs are also sometimes called last year programs and
                                                                              A newspaper article I read about Qantas lateassociate reminded me                       shuddered? You are not alone.
                                                                                                                                                                      businesses stay healthy. VaxVan travels around the ACT and professional                                              This means that the protections of the Act apply not only if you have              It’s a crowded market place out there; every product and service
                                                                          are essentially an arrangement you make with other sites social you
                                                                          of the need for awareness and the growing importance ofto sendmedia                              Debt recovery is an unpleasant their place of work, providing
                                                                                                                                                                      nurses vaccinate staff at or close toaspect of operating a business 90%                                          been left out of a Will but also if you have been named in the Will but            is desperate to get your attention. But you might notice that good
                                                                          to an organisation, whether large or small.
                                                                          traffic (or vice versa).                                                                    protection fromitthe flu. the only solution is to put the idea of debt
                                                                                                                                                                      and sometimes feels like                                                                                         have not been adequately provided for.                                                          rockdg.com.au
                                                                                                                                                                                                                                                                                                                                                                          design doesn’t need to shout, it quietly relies on its strengths to
                                                                              In busy business owners and a merchant (the on governing our
                                                                              Asan affiliate program there isdirectors, focusedsite where traffic                          Run by the ‘too hard’ basket Medical Options, the VaxVan cabinet.
                                                                                                                                                                      recovery inCanberra’s Corporate and resolutely ignore the filing is an easy,                                         Let’s have a look at some of the legal stuff. To make a claim you must         compete with everything else around it.
                                                                                                                                                                                                                                                                                                                                                                                       loopcanberra.com.au
                                                                          is being directed) and the affiliate devote site with the time to what
                                                                          organisations, it can be difficult tosite (the the necessarylink, directing is                   Here’s extremely cost-effective way of boosting staff wellbeing.
                                                                                                                                                                      quick and a list of handy hints to assist your business to address your                                          be an eligible person. In relation to the deceased an eligible person can              Form, function material and experience are singled out or
                                                                          happening in the ‘virtual world’ but its potential impacts, both positive
                                                                          traffic).                                                                                   debt recovery issues:
                                                                                                                                                                           VaxVan stays in each business precinct for an extended period. Staff                                        be a wife or husband; partner living in a domestic relationship (this                           healthyhoops.com.au
                                                                                                                                                                                                                                                                                                                                                                          combined to create something that ‘stands out from the crowd’.
                                                                                negative, can be enormous.
                                                                          andHow it works is, affiliates make agreements to post links on their site,                 1. Have a down to the van or credit application takes only minutes
                                                                                                                                                                      simply popsigned agreement and get vaccinated. Itwith the client or                                              includes defacto couples and same sex couples); child; grandchild                  And, once that happens, it can become a phenomenon!
                                                                                                                                                                                                                                                                                                                                                                                       bffm.com.au
                                                                              According to social traffic through to the merchant’s site. These
                                                                          that when clicked, takemedia analysts, there was a wave of negative                               VaxVan handles all paperwork.
                                                                                                                                                                      andcustomer. If the client or customer is a company, have one of the                                             living the in same household as the deceased; former wife or husband;                  Ultimately, what makes a good design is a personal thing. There is
                                                                          agreements will generally be based on the number of people a affiliate
                                                                          opinion about the airline on social media sites and blogs afterannumber                          As a doctor, I see the massive impact the flu has on business. The                                                                                                                             no scientific formula to follow or magic wand to wave but generally




                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                               out more in B2B in Canberra magazine.
                                                                                                                                                                           directors sign a personal guarantee.                                                                        or person with a whole or partial dependence on the deceased.
                                                                          sends to a merchant’s site or the number media. Qantas was who buy
                                                                          of safety concerns were publicised by the of people they sendable to                        2. Don’t Government reports influenza costs business millions of
                                                                                                                                                                      Australianbe afraid to ask for a deposit or money up-front.                                                          The eligible person has 12 months from the date when                           good design exudes an aura of positivity for most people.
                                                                          a product/sign up its public relations in the mainstream media, however,
                                                                          effectively managefor a newsletter/or take some other action. Typically                     3. Maintain and keep updated list of contact vaccinated each year.
                                                                                                                                                                      dollars and recommends that allaAustralians get details for your clients                                         administration or probate of the estate has been granted to apply.                     But why is good design so important? As consumers we’ve learnt
                                                                          there the opinions expressed by the public in pay-per-sale, pay-per-click
                                                                          it was are three types of affiliate arrangements: social media that proved                       Corporate Medical Options already vaccinates staff from government
                                                                                                                                                                           or customers, including several contact telephone and fax numbers,                                               This makes it important to act quickly to ensure that your claim is           that average or standard just isn’t enough.
                                                                          and pay-per-lead.
                                                                          more difficult to manage.                                                                         big business at physical and postal addresses. Sometimes a debtor
                                                                                                                                                                      andemail addresses,the workplace. It’s an easy decision for employers,                                           lodged. In deciding whether a family provision claim should be granted,                We like to be amazed, we love to be enlightened but most of all
                                                                              An was partially because, by its very allowing affiliates to post
                                                                              Thisaffiliate example: Amazon began nature, social media has links                           will ‘disappear’. Having an accurate 1000% for each case of influenza
                                                                                                                                                                      with a return on investment of at least and comprehensive list of contact                                        the court must consider a wide variety of matters including:                       we crave uniqueness. Good design can tick all these boxes and might
                                                                          to ability to move for sale on without much control. While many
                                                                          theindividual books quickly andamazon.com and when a customer                                    details as, typically, workers take 2-7 days off work and
                                                                                                                                                                      prevented increases your chances of recovering your money.                                                       • Do any other people have competing claims?                                       even evoke the emotion of desire. Before we know it we’ve been
                                                                          clicked through and range of specialists who continually monitor
                                                                          organisations have a purchased that book, the affiliate was given a                         sometimes longer.                                                                                                • Is the estate of sufficient in size to support the extra payments                swept off our feet by a piece of creative brilliance!
                                                                                                                                                                      4. Be pro-active about enforcing your terms of payment. Generally
                                                                          percentage of media sites,
                                                                          popular social the profits. it can be difficult to manage a brand’s image                        VaxVan offers SMEs the same great service that big business                                                     which will result should provision be made under the Act?                          Maybe good design is important because it immediately makes
                                                                                                                                                                           speaking, the older the debt, the more difficult and potentially
                                                                                reputation it is to do is decide whether you want to about
                                                                          andNext, all youifneedbeing seriously threatened. The articlebecome an                      already enjoys. Most staff —without employer support—don’t get                                                   • The character and conduct of the person making the claim.                        clear the benefits and value on offer. All of a sudden we understand
                                                                                                                                                                           expensive it becomes to recover the monies owed. Being pro-active
                                                                          affiliate, acquire affiliates, or both!
                                                                          Qantas also referred to research by Convergys Corp, which indicated                         vaccinated. It’s a time-consuming process—an appointment to a GP for                                             • Any contribution made by the eligible person towards the                         the product or service and can choose to include it in our lives. It all
                                                                          that ‘one negative customer review on YouTube, Twitter or Facebook
                                                                              Becoming an affiliate                                                                        includes:
                                                                                                                                                                      a prescription, to the pharmacy to fill the prescription and then back to                                                                                                                           seems so easy, why can’t everything be like that?
                                                                                                                                                                                 a. Creating a disciplined internal debt recovery procedure.                                               deceased’s property or welfare.
                                                                              Go to a affiliate network site and fill out
                                                                          could costan company up to 30 customers’. an online application to                          the GP to be vaccinated. Some staff can’t find the time and others don’t                                                                                                                                The striving toward good design is probably aided by our
                                                                                                                                                                                                                                                                                       • Has some provision already been made in the will for the person
                                                                          become a memberwho are involved in organisationslist some details like
                                                                              For those of us —this will usually require you to much smaller than                                    Ideally they hedge their bets that highlights when a
                                                                                                                                                                      want the hassle. Soit should include a flag and hope they don’t get sick.                                                                                                                           natural instinct to continuously re-invent the wheel. This process of
                                                                                                                                                                                                                                                                                           who is challenging?
                                                                          Qantas, with limitedpayment method and information about media,
                                                                          your name, address, resources to devote to monitoring social your site                                     payment deadline has passed, and implements a ‘stop
                                                                                                                                                                           The reality is that healthy, vaccinated staff take around half the work’                                                                                                                       refinement eventually leads to creating good design. And, let’s not
                                                                          it can be quite adescription of what kind your brandit contains. You
                                                                          like its URL and challenge to ensure that of content or product is not                                     notification until payment is received.
                                                                                                                                                                      number of sick days of unvaccinated workers. Protecting staff is smart                                           • Other matters that the court considers important (e.g. the financial             forget that it’s human nature to want to feel satisfied and contented
                                                                          under threat.not need to pay to become an affiliate. The merchant will
                                                                          generally do                                                                                            especially since the flu is highly debt recovery procedures
                                                                                                                                                                      business b. Following through with yourcontagious. Workers who and                                                   means, resources and needs of the applicant).                                  — good design does just that!
                                                                          then review that social media is so fast and dynamic adds additional they
                                                                              The fact your site and either approve you as an affiliate or not. If                                   warnings. A recalcitrant client or infect others be more
                                                                                                                                                                      ‘soldier on’ taking no time off work, may well customer will in your                                                 The Family Provision Act is designed to provide a balance between a                Good design continues to set a challenging benchmark. It forces
                                                                          challenges. First, you need to be aware that your brand is suffering you
                                                                          do approve your site, they’ll establish payment arrangements with and                                      inclined you even more.
                                                                                                                                                                      organisation, costingto heed the terms of payment if they know that                                              person’s freedom to make a Will in the way they wish as against ensuring           the mediocre to look very mundane, sometimes to the point of
                                                                          fromthen you can essentially wait for your money and if you do not have
                                                                          and here, you need to do something about it — to come in.                                                  your business means round, but about its payment before
                                                                                                                                                                           Flu vaccines can be given yearwhat it says are most beneficial terms                                        that those left behind are not stranded or abandoned upon the death of             making it obsolete. It can take an everyday item or experience and
                                                                          a plan to deal affiliates issues, the impact can be devastating.
                                                                              Acquiring with such                                                                     winter and the VaxVan has already of not complying the 2011 Fluvax.
                                                                                                                                                                                     and the consequences hit the road with with those terms.                                          someone with whom they had a dependency relationship, i.e someone                  make it seem so much more than you thought.
                                                                              However, waythe acquire affiliatesisisalsojoin an affiliate network. social
                                                                              The best on to positive side, it to worth mentioning that There                         5. Engage a third party to recover your outstanding of vaccines,
                                                                                                                                                                           Corporate Medical Options specialises in all typesdebts. Often                                              they depended upon.                                                                    Maybe that’s the beauty of good design and why it’s important —
                                                                          media can be an extremely valuable stakeholder engagement tool for
                                                                          will usually be some fees involved, depending on the network you join                       including Fluvax, third party allows you B, all travel vaccinations                                                   It is also good public policy as otherwise someone who has not
                                                                                                                                                                           interposing a Hepatitis A, Hepatitis to maintain your relationship                                                                                                                             it can quite literally change your life forever!
                                                                          your organisation whencharge any where between $1,000 and $5,000
                                                                          — major networks can implemented and managed effectively. What                              andwith the customersWhoopingbecause you are directly removed from
                                                                                                                                                                            whooping cough. or clients cough—known as the 100-day                                                      adequately been provided for may become a drain on the public purse
                                                                          better format generallysatisfied customers percentage of every and
                                                                          — plus, you’ll for your pay the network a to sing your praises payment                      cough—dramatically rose in 2010. While most staffthird party pursue                                              through Centrelink payments or other social costs.
                                                                                                                                                                           the debt recovery process. In addition, having a were vaccinated
                                                                          generate word-of-mouthHowever, on the upside, the affiliate network
                                                                          you make to an affiliate. referrals!                                                        through debts on your behalf meansbooster at any age to focusis now                                                  While you cannot make a Will to completely exclude challenges, it is
                                                                                                                                                                           your childhood immunisation, a you can continue over 10 on your                                             possible to minimise conflict over your Estate. A professionally prepared
                                                                              The Australian EVERYTHING for you—including keeping track
                                                                          takes care of almost Institute of Company Directors is hosting a of                         recommended.
                                                                                                                                                                           business.
                                                                          briefingissuing March, which will explore the evolving worldlinks
                                                                          activity, on 17 payment to your affiliates and distributing your of                                                                                                                                          will together with a family conference greatly reduces the potential for a
                                                                                                                                                                      ForFinally, vaccinations improve productivity and send staff the message
                                                                                                                                                                            your debt recovery needs, contact Trinity Law.                                                             family provision claim.
                                                                          to affiliates.
                                                                          social media from a director and owners’ perspective.                                       that employers care.
                                                                                                                  Phil Butler the principal at of the
                                                                                                              Wayne Bolin isis state managerBolin Australian                                                   www.vaxvan.com.au or
                                                                                                                                                                                                         Visit Maurice Falcetta is a partner at Trinity Law.                                                              Stephen Bourke is a director of the                                                     Lester Bunnell is a senior graphic designer
                                                                                                                  Institute
                                                                                                              Accountantsof Company Directors’ ACT                                                             Trinity Law is (1300 829 firm
                                                                                                                                                                                                         call 1300 VaxVan a boutique826). which is focused
                                                                                                                    the 10X For more information
                                                                                                              andDivision. Canberra South owner.about AICD ‘s                                            Dr Jennifer Loughman is the managing director of
                                                                                                                                                                                                               on providing business and corporate legal
                                                                                                                                                                                                                                                                                                                   boutique firm, Certus
                                                                                                                                                                                                                                                                                                  If you’re ready to consider aLaw, which approach to creative design
                                                                                                                                                                                                                                                                                                                                           fresh
                                                                                                                                                                                                                                                                                                                   specialises in superannuation, trusts
                                                                                                                                                                                                                                                                                                                                                                                                                  and writer.        3
                                                                                                                                                                                                                                                                                                                                                                                                                  For creative design solutions, contact
                                                                                                              For courseinformation, please visit 02 6248 5954.
                                                                                                                   more programs and events, T: Unit 3/71                                                Corporate Medicalmotivated by long term
                                                                                                                                                                                                               services and is Options.                                                           + web services - all you have to do is connect the dots.
                                                                                                                                                                                                                                                                                                                   and estate planning. Visit Certus Law at                                                       Paper Monkey Graphic Design,
                                                                                                              Leichhardt Street Kingston or                                                              Suitebusiness relationships.
                                                                                                                                                                                                                4 Clinical Services Building, 173 Strickland Cres                                                  Level 5, 28 University Avenue, T: 6268                                                         72 Townshend St Phillip, T: 6285 2400,                                      B2B @
                                                                                                              visit www.10x.com.au/canberrasouth                                                         Deakin ACT 2600 T: 02 6282 1100
                                                                                                                                                                                                               2/214 Northbourne Avenue, Braddon ACT                                                                      9090, www.certuslaw.com.au       2                                                      www.papermonkey.com.au
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                             @ KRE        FRIDA
                                                                                                                                                                                                         www.corporatemedical.com.au
                                                                                                                                                                                                                T: 6163 5050 www.trinitylaw.com.au                                                                                                                                                                                                                                                   MLI N     Y EVEN
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                                                                                                                                                                                                                       B2B @ SMA ORKS, KINGS TON
                                                                                                                                                                                                                                                                                                                                                                                                                                                                     4
                                                                                                               2                                                                                                                                                                     Bolton and
                                                                                                                                                                                                                              GL ASSW
                                                                                                                                                                                                                        CANBE RRA                                      Dale 2. Scott Rowe
                                                                                                                                                                                                                                                          ne and Jon         Robyn                                                                                                                                                                                                                                                                                 SATURDAY NIGHT 13/11
                                                                                                                                                                                                                                               Tony Ozan an, Jon Dale and                  ski,
                                                                                                                                                                                                                                    Everson,                                5. Sofia Majew
                                      1                                                                                                                                                                                  1. Richard            3. Des Lineh Katja Everson               e                                                                                                                                                                                                                                                                          @ KREMLIN BAR
                                                                                                                                                                                                                                   Kaufhold             and               Castaly Lomb
                                                                                                                                                                                                                         Thomas Mathias, Evelyn               Hazad , and       ne, Renee                                                                                                                                                                                                                                                                                                                   8
                                                                                                                                                                                                                          4. Richard, Craig Painter, Steve and Tony Ozan
                                                                                                                                                                                                                           Craig Starr,               Ross, Jon                                                                                                                                                                                                                                                                                                    1. Phoebe Lewis, Sally Bradford
                                                                                                                                                                                                                                            ne, Jason                                                                                                                                                                                                                                                                                                                                              and Justin
                                                                                                                                                                                                                           6. Stacey Ozan Madi Ozanne                                                                                                                                                                                                                                                                                                              O’Rourke 2. Grant Woolcott,
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Clinton Mathis,
                                                                                                                                                                                                                                        e and                   1                                                                                                                                                                                                                                                                                                  Brendan Woolcott, Andrew
                                                                                                                                                                                                                            Perfontain                                                                                                                                                                                                                                                          9                                                                                               Mathis and Amelia
                                                                                                                                                                                                                                                                                                                                                    2                                                                                                                                                                                                             Swan 3. Tiffany Sham, Gemma
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                   Nicholls, Zoe
                                                                                                                                                                                                         6                                                                                                                                                                                                                       3                                                                                                                                French and Dani French
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            4. Sharon Peart, Diego
                                                                                                                                                                              FBA ACT CONFERENCE                                                                                                                                                                                                                                                                                                                                                                  Brasko and Dan Cypros
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                           5. Shane and Sharon Peart
                                                                                                                                                                             @ BRINDABELL A PARK                                                                                                                                                                                                                                                                                                                                                                  6. Sven Dalner, Joel Green
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                             and Lways Chan 7.
                                                                                                                    5                                                                                                                                                                                                                                                                                                                                                                                                                                             Marty Faux and Emma Hogwood
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                 Sally Bradfield and James           8. Rick Valner,
                                                                                                                                                                                                                                                                                                                                                                                                                                                                              6                                                                                                             Douglas 9. Sean, Boehn,
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                           10                    Tim Elliot and Megan Morton
                                                                                                                                                                             1.Tania Pirotta, John                                                                                                                                                                                                                                                                                                                                                                                                10. Tom Arbour,
                                            4                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                    Jocelyn Condon and Aaron
                                                                                                                                                                            Ballarini and Lisa Bolikovic                                                                                                                                                                                                                                                                                                                                                                                       Hockaday
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                        10
                                                                                     IN BUSINESS
                                                                                                                                                                            2. Leah Busacker, Maredydd
                                                                  WOMEN                                                                                                     Cronin, Melissa Busacker,                                                                                                                                                               5
                                                     CHAMBER
                                          B2B @ ACT Y
                                                                                                                                                                            Terry Alvaro 3. Suzie
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              11
                                                    PART                                                                                                                   Hoitink and Rebecca Hillis
                                          COCK TAILREGAT TA POINT                                        and Fiona
                                                                                                                                                                           4. Suzie Hoitink and Mike
                                          THE DECK,                                Mirriam
                                                                                             Miley-Read Sam                                                                Zissler 5. Brooke Thorpe,
                                                                       e Ruston,                    en and
                                                           ell, Janell                    , Jo Mads           Richards                                                     Andrew Thorpe, Jacqueline
                                                                            Toni Friend Dickman, Lesley Lynne
                                           1. Clara BlinksJanine Yokan,
                                                        2.                             Kerri              man,                                                             Thorpe and Steve Whelan 8
                                           Tregoning                   e McDonald, an, Sharlene What Bowyer and
                                                        ha 3. Lauri            Meeh                 Catherine tti and
                                            Andrewart                Deborah               n Risby,
                                                        Farrell 4.               5. Kriste              ha Vanze       8.
                                             and Anne               ie Shkolar Kylie Wedr at, Natas Megan Henley
                                                       and Natal           Lisle,                    and
                                             Daquino          nn 6. Sally
                                                                                                nam             rd
                                                                                  a Pakkiyaret Mook Cliffo
                                              Andrea McCaErin Moss , Kalist                    and
                                                           7.                     Julie Allard
                                              Kim Adey          ers, Kate
                                                                          Prior,
                                  7            Donna Chalm                                                                                                                  36
                                                                                               home




Advertising   Rates effective 1 July 2010 to 30 June 2011



 rate card.         Display                 Casual         3x               6x           12x

                Front cover             7000         Cover plus three page cover story

                Front cover             6000         Cover plus two page cover story

                Double page             3000         2900             2800             2700
                feature

                Back cover              -            -                2500             2300

                Inside front/           -            -                2400             2200
                back cover

                Full page               2600         2400             2200             2000

                Half page               1500         1400             1300             1200

                Quarter page            850          800              750              700




                Design                  Artwork      Photography
                (if required)           500          500

              *All prices include GST
                                                                                                home




Advertising
              Your advertising dollar will go further      government departments. A quality
              in B2B. Here’s some great reasons to         publication, we find that business
              advertise in B2B:                            owners and government departments

      rates   •	 B2B is Canberra’s only magazine
                 specifically targeting business and
                                                           generally keep back copies of the
                                                           magazine for months rather than
                                                           throwing publications away after
                 government departments. Reach
                                                           a week.
                 business leaders and key government
                 decision-makers.                        •	 B2B readers are well-educated
                                                           with ample disposable incomes.
              •	 When advertising in B2B, you’ll get
                 an cost-effective monthly advertising   Our advertising team is great at
                 spend rather than weekly advertising    tailoring packages to suit the needs
                 costs which add up.                     of different businesses, organisations,
              •	 B2B taps in directly to Canberra’s      and government departments.
                 large population (25,000) of small to   Give them a call on (02) 6161 2751,
                 medium businesses.                      email: advertising@b2bincanberra.com.au
                                                         or arrange a meeting where they will come
              •	 B2B has a long shelf life which means   to you – at a time that suits you.
                 your advertising dollar goes further.
                 B2B is displayed in business foyers,
                 waiting rooms, consulting practices,
                 staff break-out areas, and within
                                                                                       home

Distribution                               Deadlines

One of B2B’s greatest strengths is its     B2B in Canberra magazine’s booking,
tried and tested distribution network.     editorial and advertising deadline is the
Every month, B2B is distributed directly   10th of every month.
to all business PO boxes in the Canberra
region through Australia Post and also     Advertising feature deadlines vary,
to government departments.                 please contact our advertising team
                                           on (02) 6161 2751.
B2B is distributed for sale through
Fairfax Distribution to newsagencies
and other destinations, such as Qantas
Club, throughout the Canberra region.

B2B is also distributed to the region’s
great cafés through an independent
distributor.

Recent back issues of the
magazine can be viewed at
www.b2bincanberra.com.au
                                                                        home

             Double page spread            1/2 page vertical


Mechanical
    specs    Bleed 285mm (h) x 430mm (w)   Bleed n/a
             Trim 275mm (h) x 420mm (w)    Trim 232mm (h) x 89mm (w)
             Type 265mm (h) x 410mm (w)    Type 222mm (h) x 79mm (w)


             Full page                     1/4 page strap




             Bleed 285mm (h) x 220mm (w)   Bleed 75mm (h) x 220mm (w)
             Trim 275mm (h) x 210mm (w)    Trim 65mm (h) x 210mm (w)
             Type 265mm (h) x 200mm (w)    Type 55mm (h) x 200mm (w)


             1/2 page horizontal           1/4 page standard




             Bleed n/a                     Bleed n/a
             Trim 115mm (h) x 186mm (w)    Trim 115mm (h) x 89mm (w)
             Type 105mm (h) x 176mm (w)    Type 105mm (h) x 79mm (w)
                                                                                                    home



Requirements   We accept only Press Optimised
               PDF files emailed to:
                                                          Disclaimer

                                                          While our internal production
               advertising@b2bincanberra.com.au
                                                          processes may verify that the
               Microsoft Publisher files are              material is within specifications,
               not accepted.                              the onus is firmly on the client/agency
                                                          to supply material within B2B in
               Fonts must be embedded into the PDF        Canberra magazine’s specifications.
               file. We do not accept true-type fonts.
               No type is to be smaller than 8 points.    B2B in Canberra takes no
                                                          responsibility for the quality
               Supplied artwork must be sampled           of reproduction of supplied artwork.
               to 300dpi resolution, scaled to 100%
               and all colours to be process CMYK         B2B in Canberra reserves the right
               breakdowns.                                of refusal for any artwork, editorial
                                                          or images supplied.
               JPEG images should be set to best
               quality. Images should be 300dpi at
               the final size required for print.

               Artwork sized to trim must have a
               5mm bleed.

               If Illustrator files are used, they must
               be saved for CS5 or older versions
               in either .AI or .EPS format. All images
               must be embedded and all fonts
               outlined.
                                                                                         home




Talk to us   We love talking about B2B in Canberra
             magazine because it’s our passion.
             If you have any questions regarding B2B,
             please call or email our team.

             Publisher/Editor
             Tim Benson
             T: 02 6161 2751
             M: 0402 900 402
             tim.benson@b2bincanberra.com.au
             skype: timmanbitesdog

             Advertising sales
             Our advertising team can work with you to
             tailor an advertising package to suit
             the needs of your business. Call us on:
             T: 02 6161 2751
             M: 0402 900 402
             advertising@b2bincanberra.com.au


                  B2B’s mailing address is
             PO Box 4106, Ainslie ACT 2602
             For more information, visit our website:
             www.b2bincanberra.com.au


             B2B in Canberra magazine is published by Man Bites Dog Public Relations
             which is a business based in Ainslie in the Australian Capital Territory.
             ABN 30 932 483 322

				
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