CHANGE IN DIRECTORS' INTERESTS | FOR THE RECORD ■

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

Aurora Oil & Gas Ltd Grenville Schoch 22-Nov-11 100,000 3.420 342,000 5,296,554 3.320 17,584,559 A Cash Converters International Ltd Peter Cumins 23-Nov-11 27,000 0.470 12,690 8,053,030 0.470 3,784,924 A Cazaly Resources Ltd Nathan McMahon 21-Nov-11 195,442 0.257 50,295 15,557,972 0.255 3,967,283 A Centrepoint Alliance Ltd Noel Griffi n 23-Nov-11 28,572 0.550 15,715 1,287,196 0.560 720,830 A Dourado Resources Ltd Emilio Del Fante 22-Nov-11 32,516 0.185 6,015 16,782,516 0.190 3,188,678 A Dourado Resources Ltd Emilio Del Fante 22-Nov-11 50,400 0.190 9,576 16,832,916 0.190 3,198,254 A Emerson Stewart Group Ltd Thomas Lawrence 18-Nov-11 1,223,714 nil nil 1,723,714 0.180 310,269 F European Gas Ltd Rod Bresnehan 23-Nov-11 46,950 0.319 14,992 46,950 0.265 12,442 A European Gas Ltd Sebastian Hempel 23-Nov-11 21,000 0.290 6,090 21,000 0.265 5,565 A Fortescue Metals Group Ltd Andrew Forrest 22-Nov-11 200,000 5.008 1,001,500 982,888,488 4.900 4,816,153,591 I Hillcrest Litigation Services Ltd Ian Allen 24-Nov-11 742,280 0.050 37,114 18,772,037 0.031 581,933 B Liontown Resources Ltd Tim Goyder 23-Nov-11 16,553,862 0.030 496,616 75,065,306 0.045 3,377,939 J Liontown Resources Ltd Anthony Kiernan 23-Nov-11 1,331,273 0.030 39,938 3,767,364 0.045 169,531 J Liontown Resources Ltd Doug Jones 23-Nov-11 761,500 0.030 22,845 1,881,500 0.045 84,668 J Liontown Resources Ltd Craig Williams 23-Nov-11 924,346 0.030 27,730 1,540,129 0.045 69,306 J Liontown Resources Ltd David Richards 23-Nov-11 360,750 0.030 10,823 840,750 0.045 37,834 J LogiCamms Ltd Peter Watson 22-Nov-11 185,835 0.805 149,662 185,835 0.780 144,951 A Magnetic Resources NL George Sakalidis 23-Nov-11 25,812 0.140 3,614 7,531,644 0.140 1,054,430 A Mount Gibson Iron Ltd Paul Dougas 23-Nov-11 20,000 1.200 24,000 40,000 1.220 48,800 A Nido Petroleum Ltd Vincent Perez 18-Nov-11 150,000 0.135 20,250 1,000,000 0.044 44,000 G Peel Mining Ltd Graham Hardie 24-Nov-11 3,005,819 0.120 360,698 15,029,095 0.135 2,028,928 M Peel Mining Ltd Robert Tyson 24-Nov-11 1,290,005 0.120 154,801 6,450,019 0.135 870,753 M Peel Mining Ltd Simon Hadfi eld 24-Nov-11 952,513 0.120 114,302 4,762,564 0.135 642,946 M Peel Mining Ltd Craig McGown 24-Nov-11 375,000 0.120 45,000 1,875,000 0.135 253,125 M Peet Ltd Anthony Lennon 23-Nov-11 23,400 0.850 19,890 1,046,518 0.790 826,749 A PharmAust Ltd Bryant Mclarty 21-Nov-11 249,620 0.018 4,379 9,086,072 0.017 154,463 A Prairie Downs Metals Ltd Mark Pearce 24-Nov-11 3,000,000 0.100 300,000 3,000,000 0.150 450,000 K Quickfl ix Ltd Stephen Langsford 22-Nov-11 300,000 0.050 15,000 55,150,885 0.076 4,191,467 C Quickfl ix Ltd Simon Hodge 22-Nov-11 450,000 0.050 22,500 10,052,599 0.076 763,998 C Sihayo Gold Ltd Gavin Caudle 24-Nov-11 638,896 0.100 63,890 125,489,386 0.097 12,172,470 A Sihayo Gold Ltd Gavin Caudle 24-Nov-11 2,518,998 0.099 249,342 128,008,384 0.097 12,416,813 A Sihayo Gold Ltd Gavin Caudle 24-Nov-11 48,249 0.096 4,632 128,056,633 0.097 12,421,493 A Sihayo Gold Ltd Gavin Caudle 24-Nov-11 191,622 0.096 18,396 128,248,255 0.097 12,440,081 A Waratah Resources Ltd William Witham 21-Nov-11 333,334 nil nil 3,361,915 0.200 672,383 H

DECREASE HOLDER OR DATE NUMBER PRICE TOTAL CURRENT VALUE TOTAL COMPANY INTERESTED PARTY DISPOSED PER SHARE REALISED SECURITIES PER SHARE* VALUE ($)* Neptune Marine Services Ltd Ross Kennan 24-Nov-11 400,000 0.029 11,600 2,465,671 0.029 71,504 L Neptune Marine Services Ltd Robert Scott 24-Nov-11 200,000 0.029 5,800 1,160,533 0.029 33,655 L

*day of announcement A On market trade | B Off market trade | C Exercise of options | D Rights issue | E Share purchase plan | F Off-market transfer of ordinary shares to replace the trustee of the ESW Employee Share Plan Trust | G On-market trade on 16 Nov 2010, not disclosed earlier due to clerical oversight | H Shares issued to acquire Okanabora project | I Shares acquired pursuant to an arrangement where The Metal Group, an entity controlled by Mr Forrest, has provided fi nancial assistance to allow certain FMG senior executives to purchase shares on-market | J Shares acquired pursuant to offer document and result of the director's underwriting a component of the shortfall in relation to the offer document | K Issue of securities following shareholder approval | L Shares disposed due to breach of ASX listing rule | M Participation in entitlement issue Please direct enquiries to [email protected]

Prosperity through Our recent acquisition of Jabiru Metals Limited combined with the Long Nickel Mine and 30% ownership of the unifi cation Tropicana Gold Fields has further strengthened our development and exploration potential and expanded www.igo.com.au our reach into WA’s mineral provinces.

BND4186

WA Business News www.wabusinessnews.com.au December 1, 2011 | 29 ■ APPOINTMENTS | [email protected]

Norville Crowe Horwath principal Ferrier to Golden West Darryl Norville has been Craig Ferrier has been appointed as executive COMINGS AND GOINGS appointed as principal general manager of iron and gold explorer Golden of accounting firm Crowe West Resources. He was previously chief financial Horwath’s corporate finance officer at Grange Resources and prior to that CFO practice in Perth. Mr Norville of Aurox Resources. Looking for a board position? was previously a director of companydirectors.com.au/Member-Services/Directorship-Opportunities PwC’s transaction advisory practice, and has experience Bydder at Birchman ƒ Adept Solutions ƒ Golden West Resources in the mining and related services industry. Prior Business and IT advisory firm The Birchman Tony Adcock has been appointed as non- Non-executive director John Lester and chief to that he was a derivatives trader for 10 years in Group has appointed Graeme Bydder as national executive chairman, following the resignation financial officer and joint company secretary the UK, including head trader at Dalco Futures. manager – managed services, based in the of John Terpu, who remains as a non- Anthony Begovich have resigned. Sophie Perth office. Mr Bydder was previously with CSG, executive director. Raven remains as company secretary. Coelho heads United Community where he was responsible for the delivery of the ƒ Argosy Minerals ƒ Integra Mining managed services business nationally. Alan Thomas has been appointed as William Plyley has been appointed as a non- Michelle Coelho has been company secretary, replacing Peter Lloyd, executive director. appointed as WA state who remains as CEO. ƒ MOD Resources manager of United Community Mann joins MWH ƒ Condoto Platinum Executive director Derek Byrne has been credit union. Ms Coelho has Former Fremantle Dockers captain Peter Mann Non-executive directors William Hayden appointed as managing director. worked for the company has been appointed as principal sustainability and Philip O’Neill have been appointed ƒ Modena Resources for 13 years, starting as a consultant in the Perth office of engineering and as chairman and managing director, Andrew Mattin has been appointed as respectively. member service officer, and consulting firm MWH. Mr Mann returns to Perth managing director. Executive director ƒ Dampier Gold was appointed acting state from Victoria, where he was previously a director Cameron Edwards has resigned. Rod Hanson has been appointed as a non- manager earlier this year. ƒ Mongolian Resource Corporation of Domain Capital, a consultant with Boston executive director. Non-executive director Stockley Davis has Consulting Group, a stockbroker with Paterson Ord ƒ Doray Minerals resigned. Carter leads Asthma Foundation Minnett, and retail business development manager Non-executive director Peter Alexander with Macquarie Bank. has been appointed as interim chairman, ƒ Mount Gibson Iron The Asthma Foundation of WA has appointed Russell Barwick and Paul Dougas have been Crime Stoppers WA executive director Anthony following the resignation of chairman and founding director Brett Fraser. appointed as independent non-executive Carter as president of the board, following the Weir to Maxim ƒ Enterprise Metals directors, following the resignation of Ian resignation of Darren Beazley. Mr Carter was Macliver. Managing director Luke Tonkin Legal firm Maxim Litigation Former FMG director operations Paul Hallam previously chief executive officer of RAC Insurance, has also resigned. Consultants has appointed has been appointed as a non-executive and has also served on the HBF board. Shacks ƒ Navigator Resources Katie Weir as a solicitor to director. Company secretary and CFO Dennis Holden dealer principal Tony Carter and Acute Non-executive director Matt Healy has the practice. Wilkins has now resigned as interim non- Business Services managing director Spencer executive director. resigned.

Broad have also joined the Asthma Foundation ƒ Global Construction Services ƒ Paynes Find Gold board. Peter Wade has been appointed as non- Doug Taylor has been appointed as a non- executive chairman and director, replacing executive director, following the resignations Sam Mangione, who remains as a non- of Peter Salter, Paul Matich and Andrew Snow joins Intrepid executive director. Caminschi. Precious metals miner Intrepid Mines has Gray joins Walbrook appointed Gary Snow as executive general Melanie Gray has been appointed as a senior manager, exploration and new business. Mr Snow account director at Walbrook Investor Relations. is an exploration geologist and was previously Ms Gray has previously worked for FTI Consulting Take up membership now early stage operations manager at BHP Billiton. and PPR. companydirectors.com.au

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30 | December 1, 2011 www.wabusinessnews.com.au WA Business News | FOR THE RECORD ■

FACT FILE Compiled by Dan Wilkie

Capital Raisings Anvil recently advised that the deal couldn’t be completed unless prior Quickstep launches $10m consent was obtained from Gecamines raising plan on terms satisfactory to MMG and its 25-November-2011 by Staff reporter parent company. Gecamines had warned Anvil that a Quickstep Holdings has announced a change of control would result in it $10.3 million capital raising to fund the reviewing the financial terms of its construction of its new headquarters mining lease agreement for the Perth- and manufacturing facilities in based company’s flagship Kinsevere New South Wales and support its mine, which is 95 per cent held by involvement in the Joint Strike Fighter Anvil. program with the United States. It would also review the Mutoshi Quickstep announced today it would project, a joint venture 30 per cent held launch a partially underwritten one by Gecamines. for 4.25 entitlement offer to existing An MMG spokeswoman told AAP on shareholders priced at 16 cents per Wednesday that negotiations were share. continuing with Gecamines. The company’s largest shareholder, MMG remained committed to the deal, Washington H Soul Pattinson and she said. Company, will partially underwrite the offer for up to $5 million. Mermaid acquires new Dampier Quickstep said the primary purpose of supply base the raising would be to establish its 22-November-2011 by Dan Wilkie manufacturing facility at Bankstown Mermaid Marine has bought BIS Airport in Sydney, while remaining funds IN PLACE: Amex Resources executive director Cameron Shepard has overseen a share place- Industries’ supply base in Dampier for would be diverted to the JSF program ment that will fund the completion of a feasibility study for the company’s fl agship mineral $24 million. and further development of Quickstep’s The 11.7-hectare supply base is surface treatment processes. sands project, Mba Delta, in the Fiji Islands. Photo: Madoka Ikegami located in Dampier’s King Bay Industrial Gryphon to raise $68.5m for Estate, adjacent to Mermaid’s existing signing of off-take agreements covering Amex’s pre-feasibility study for Banfora Rio Tinto to take share in Tiwi Dampier supply operations. 70 per cent of revenue. Mba Delta put the mine’s cost at Islands project “The acquisition of the BIS Dampier 23-November-2011 by Dan Wilkie Base Resources said development of $US60 million, with a net present 25-November-2011 by AAP supply base is strategically significant Gryphon Minerals has completed Kwale was now underway. value of $US454 million pre-tax, in that it provides Mermaid with Mining giant Rio Tinto has agreed to $58.5 million share placement and Minemakers lines up $15m and an estimated operating cost of access to substantial extra land and $10 million share purchase plan to $US28.06 per tonne. take part in Intercept Minerals’ bauxite facilities directly adjacent to our current fund a definitive feasibility study and equity fund Amex has flagged a 20-year mine project on Tiwi Islands. operations,” Mermaid chairman Tony accelerated exploration at its flagship 22-November-2011 by Staff reporter life for Mba Delta based on a 220 Under the deal announced today, Rio Howarth said. Banfora gold mine in Burkina Faso. Perth-based minerals explorer million tonne indicated resource. Tinto will spend $5 million over four “This will enable Mermaid to continue The Perth-based gold hopeful Minemakers says it has secured a $15 It plans to commence construction years to earn a 75 per cent interest in to grow and expand its supply base announced today it would issue 45 million equity facility with New York- in the fourth quarter of 2012. a 1,431-square-kilometre Tiwi Island service offering to the growing offshore million shares to existing and new based Haverstock Fund. tenement that the junior mineral oil and gas industry in the North West investors at $1.30 per share. The terms of the facility will allow Mergers and Acquisitions explorer has applied for. Shelf.” Also, Gryphon said it would launch a Minemakers to issue shares to Rio Tinto will also pay a sign-on fee The transaction remains subject to $10 million share purchase plan, open Haverstock at any time over the next No bank letter for Hanlong’s of $50,000 to Intercept on signing of conditions precedent and is expected to all shareholders, at the same price 36 months, up to a total value of $15 Sundance bid a formal farm-in agreement, which is to be completed by the end of as the placement. subject to the negotiation of an access million, in draw-downs of up to $1 25-November-2011 by AAP December. Gryphon managing director Steve million. deal with the Tiwi Land Council and Amcom acquires L7 Solutions Sundance Resources’ suitor granting of the exploration licence. Parsons said the company was pleased Shares issued to Haverstock will be 22-November-2011 by AAP, Dan with the response from the market. priced at 94 per cent of Minemakers’ Hanlong Mining has failed to secure “We are pleased a company of the Wilkie Euroz Securities and Paradigm capital 10-day volume weighted average price a letter of confidence from China standing of Rio Tinto has agreed to acted as joint lead managers for the at the time of the draw-down. Development Bank for its $1.65 farm into our Tiwi Islands bauxite Fibre-optic network owner Amcom has placement, while RBC Capital Markets, “Minemakers’ board is very pleased to billion takeover of the iron ore project,” Intercept executive chairman bought Perth-based IT firm L7 Solutions Canaccord BGF and Global Hunter have secured this facility,” managing explorer. Sam Randazzo said in a statement. for $15 million. Securities are acting as co-managers to director Andrew Drummond said. The document is a condition of the “They have the technical and financial Amcom owns and operates over 2,100 the placement. transaction that Hanlong, a private resources to progress the project and kilometres of fibre-optic network in $9m placement for Amex Chinese company, has asked the a proven track record in negotiating Perth, Adelaide and Darwin, catering Base kicks off at Kwale with Resources target to waive. access to Aboriginal land.” primarily to businesses. funds in place L7 specialises in the provision of 21-November-2011 by Dan Wilkie Sundance has agreed, although it MMG extends bid for Anvil 23-November-2011 by Dan Wilkie said it was unfortunate the letter IT integration solutions, managed Amex Resources’ major shareholder, Mining Base Resources says it has finalised Kenny Zhang, has agreed to purchase could not be obtained. services, advisory and related services. It was established in 2004 and arrangements for its previously $9 million of the company’s shares “Hanlong will not receive the 23-November-2011 by AAP employs 130 staff, with approximately announced $US170 million finance through a placement priced at $0.95 Highly Confident Letter from China Minmetals’ $C1.3 billion $A1.28 200 clients across private and facility to fund the development of its per share. Development Bank due by 28 billion) takeover bid for Democratic government sectors. Kwale mineral sands project in Kenya. The funds will be used to complete a November 2011 and requests that Republic of Congo-focused copper Amcom chief executive Clive Stein The Perth-based miner said the facility, bankable feasibility study and purchase Sundance waive the requirement for miner Anvil Mining has been extended said the acquisition was an excellent through investment banks West LB of initial infrastructure at Amex’s Mba the letter as a condition,” Sundance as talks continue to gain the backing strategic fit. AG and FMO, would fund the Kwale Delta iron sands project in the Fiji said in a statement on Friday. of state-owned joint venture partner “It provides complementary product development through to production. Islands. Sundance chairman George Jones Gecamines. offerings and importantly, leverages Key terms of the agreement include the The funds will be delivered in two said he believed the deal could MMG Malachite, a subsidiary of China’s our existing fibre network assets and execution of security documentation tranches, with $2 million already progress under the current indicative Minmetals, today extended its bid and gazetting of taxation concessions received, and the balance of $7 million timetable and be completed by May to December 9, from November 24 from the Kenyan government and the due before November 30. next year. previously. Continued page 32

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WA Business News www.wabusinessnews.com.au December 1, 2011 | 31 ■ FOR THE RECORD | GROWING BUSINESS

FACT FILE

From page 31 offer, on the basis that it was less Engineering to carry out a processing than the full underlying value of the and surface infrastructure study for its opens opportunities to new services company, and less than the lower end Central Murchison gold project. Verne Harnish into our existing customer base,” Mr of a value range determined by an The Perth-based company also Stein said. independent expert. provided an update on a definitive “The L7 business has an extensive Seven’s offer is scheduled to close feasibility study for the mine, saying skills capability that will enable us on December 5. it had identified 19 open pit mineral to accelerate our recently launched resources at Central Murchison and Strategies to develop cloud offering. iiNet confirms TransACT buy three significant underground mines. “There are significant cross-selling 21-November-2011 by AAP Westgold is aiming to establish a opportunities into our existing 900 Shares in iiNet have soared after the central processing facility at the better managers corporate and government customer internet service provider confirmed project to blend multiple ore sources, base.” its intention to buy Canberra-based commencing with open pit production TransACT for $60 million. in the initial two to three years while Seven increases bid for access to the underground deposits is National Hire The company said it had entered into IN today’s networked economy, having a brilliant, visionary leader a binding agreement to purchase established. alone isn’t enough to keep a company growing. You’ve got to have a 21-November-2011 by Dan Wilkie TransACT, and described the acquisition Transperth launches bus well-trained executive and frontline management team to execute the Seven Group Holdings has upped its as “consistent with building scale vision – one that can out-think the leadership team at rival companies. takeover bid for National Hire Group, through consolidation”. efficiency trial However, according to a recent McKinsey study: “While frontline after its initial offer of $3.00 per News of the deal, which had been 24-November-2011 by Staff reporter employees receive extensive training and development, their managers share was rejected by the target’s widely mooted in recent times, lifted iiNet shares when the company – who may have had no previous experience leading others –do not. At major shareholder, Tasmania-based Transperth has signed on with Caterpillar dealer Dale Elphinstone, emerged from a trading halt on transport systems technology specialist all levels, executives believe that the little training they do receive fails last month. Monday. Vix Technology, formerly ERG, to carry to prepare them to take on leadership roles successfully.” Seven announced today it would now The stock climbed 19 cents, or 8.05 out a trial aimed at improving Perth’s Fortunately, there are some simple ways that every CEO can help his or offer National Hire shareholders $3.35 per cent, to finish at a $2.55, the public transport network. her team learn to work better and smarter, without the huge investment per share, rising to $3.75 per share if highest close since October 31. Vix will provide real-time vehicle of time and money large companies spend on their corporate it gains a stake over 91.55 per cent. iiNet chief executive Michael tracking and traffic management for universities. Try these strategies at your own company now. National Hire shareholders who Malone said the deal would cement Transperth’s bus network, with an aim the company’s position as “the of improving services and information Pay to read previously accepted the lower offer will automatically be entitled to receive the new number two provider” of DSL available to existing passengers, as CJ Advertising, based in Nashville, specialises in helping personal higher price, Seven Group said. broadband. well as luring new bus customers. injury law firms dominate their markets. Founded in 1994, the Seven said two of National Hire’s TransACT had about 40,000 customers The 12-month trial will be conducted on growing, profitable firm brings in about $40 million in revenue three independent directors, Stephen throughout the ACT, Queanbeyan and 80 buses operating out of Transperth’s annually. Donnelly and Clive Isenberg, were regional Victoria, iiNet said, across the Karrinyup depot early next year. One secret to its success is its book club. now in support of the bid, and would residential, business and government “We have deployed many similar sectors. To keep its team inspired, the company actually pays its people to read recommend shareholders accept the systems successfully throughout the UK, France and recently in Wellington, management, marketing and self-improvement titles and report back on offer. Mr Elphinstone’s private investment Contracts and Deals NZ, and we are seeing increased what they’re learned to colleagues in this club. Inside the cover of each vehicle, Elph Pty Ltd, a 21.9 per cent patronage of these services and book, management indicates what an employee will get paid to read it. shareholder in National Hire, has not GR wins Westgold contract improved operator efficiency as a CJ Advertising has spent $43,650 rewarding the employees for reading accepted the offer. 25-November-2011 by Staff result,” Vix Technology chief executive since the club was founded in 2006. The most active member has In early October Mr Elphinstone reporter Steve Gallagher said. earned more than $1,800. urged stock holders to reject Seven’s Westgold Resources has appointed GR Continued page 34 Management selected the books originally, including Jim Collins’ Good to Great; but the program is such a hit that employees now make the picks. Virtual learning BUSINESSES FOR SALE www.buyabusiness.com.au If your entire management team can’t attend a conference in person, look into whether some members can soak it up virtually. Hagerty Insurance, a company in Traverse City, Michigan, with 430 employees, did just that when it sent a core team of executives to the 08 9481 4441 last Fortune Leadership Summit that my company, Gazelles, organised Mining, import, Recycling & disposal Goodwin Mitchell O’Hehir in Houston. A group of managers back home watched the presentations wholesale, manufacture (e-waste) Price: $930,000. from the comfort of their offices. Manufacturing: Custom- Price: $900,000. 50 per cent return on capital, “While we were there, we were receiving real-time feedback from made product Unique business that has grown 70 per cent market share. This some of our managers,” says Eric Okerstrom, director of strategy. Price: $750,000 + work in every year for the past four years private business has growth That made it easier to build alignment around the ideas the executive progress. since it was established. All opportunities and the owner will team brought back to the company later, he says. Established in 1987, this indicators show it is growing this assist with knowledge transfer by MOM’s Organic Market, a $60 million retail food chain, is also taking business has expanded from financial year another 15 to 20 three- to four-day part-time work a small operation servicing a per cent turnover. The business is advantage of short online seminars taught by a range of business (if required) for up to three years. few industry-based customers netting about $400,000 plus. For thought leaders. Richard Marr: 08 9481 4422, fax to a company manufacturing for owner operator. The company frequently convenes the senior management team to 08 9481 4441 not only just the building trade/ Contact: 08 9486 1000, fax watch topics that will help them become better at their jobs. The Goodwin Mitchell O’Hehir company makes its gatherings into a much-anticipated event by builders, but also to the general 9486 1580 private sector, with turnover encouraging candid conversation about each online seminar. Small bar Gunnink & Co. Business Brokers approaching $2.5 million a year. Some of these sessions have lasted as long as three hours, guaranteeing Expessions of interest. Rare opportunity to purchase a Latest CNC technology and Bulk cartage the management team has time to decide, specifically, how they are computer software allows quicker Price: $1.8m. going to implement what they’ve learned. prime small bar and restaurant business. ‘Bullseye’ beach and more efficient production. City based, two hours from metro MOM’s is planning to push this online education down to its store location businesses can be Tony Batista: 08 9481 4422, fax area. Established 30 years. Bulk managers next. With a goal of opening 28 stores by 2015, MOM’s isn’t bought separately. For sale by 08 9481 4441 grain, fertiliser, hay, thousands leaving the success of its teams to chance. EOI, closing date December 30. Goodwin Mitchell O’Hehir of tonnes annually. Excellent Peer group learning profitability Richard Marr: 08 9481 4422, fax Australia Post agency/ Take a page from the successful forum process used by CEO groups 08 9481 4441 Generates a ROFI of 31 per cent like the Young Presidents’ Organization (YPO), Entrepreneurs’ Goodwin Mitchell O’Hehir retail OAP. Long-serving staff. Depot Organization (EO), and Vistage – and engage your senior management Price: $695,000. available. in phone-based peer groups. Transit service You don't have to pay for rent or Wayne Cooper: 0407 997 777 Once a month, Eric Flanagan, vice-president of store quality for Event Price: $1.35m. stock or fixing P&E. What doesn't Statewide Business Brokers Wide range of transit services sell gets sent back. Australia Network, a company with $137 million in annual sales, dials in for a Plumbing business: 90-minute phone forum with a handful of peers from various industries. for a variety of customers on a Post-guaranteed agency. Well- daily basis. Excellent late model Karratha On the professionally moderated calls, the executives update each other presented shop in extremely equipment. Booming north-west Price: $2.5m. on their news of the past month, discuss pertinent learning from the busy location. Income derived business in non trade-related from a wide range of sources One of the largest service online education they have been assigned, and help each other with service industry. Easily learned including all corporate post office business in Karratha. Preferred challenges they are facing individually. and extremely simple to operate. products and services, passport supplier to mining/oil/ “I like our group a lot, and enjoy bouncing ideas off each other,” Mr Servicing blue chip companies/ applications, police clearances, gas. Established business. Flanagan says. “Recently the group discussed various training and customers. Niche and captive driver’s licence photos etc. Ideally Owner willing to stay for given on-boarding programs, which I’ve subsequently brought into our growing market. Highly profitable suited to a husband-and-wife period. Very profitable. ROFI company.” (2010-11 $659,858). No need for team who like working in a clean approximately 55 per cent-plus. By building a book club, virtual education, and peer group learning into skilled labour. Real opportunities and relaxed environment. Offered as leasehold. Freehold your monthly routine, you can inexpensively keep everyone at a mid- to increase turnover and Tony Batista: 08 9481 4422, fax available to purchase sized company – from its frontline managers to senior team leaders – profitability. 08 9481 4441 Wayne Cooper: 0407 997 777 prepared for the challenges of the business. Tony Batista: 08 9481 4422, fax Goodwin Mitchell O’Hehir Statewide Business Brokers

Verne Harnish is CEO of Gazelles Inc, an executive education and coaching solutions provider, and author of Mastering the Rockefeller “Profit From Our Experience” phone 9481 4422 Habits: What You Must Do to Increase the Value of Your Fast-Growth Firm.

32 | December 1, 2011 www.wabusinessnews.com.au WA Business News GROWING BUSINESS | FOR THE RECORD ■ Hawkers get back to business with Medic

seeing how it worked on his wife’s sci- net side of the business and establish ■ Carolyn Herbert atica Mr Hawker decided to enter into agencies in other parts of the world,” the business venture with the Adams. Mr Hawker told WA Business News. GROWTH TIPS “David asked if we would set up “Having a good online presence the business for him and market the is extremely important and we have product, so we resigned from our posi- COMPANY: Medic Technology engaged Sensis to design a brand-new tions and began marketing the e-cell,” International. website for us to achieve that.” Mr Hawker said. Having run a retirement village for BUSINESS: Sole distributor “But after around 18 months we almost six years, and therefore under- of natural healing device the decided that it would be better suited standing the needs of the elderly to e-cell in Australia and New as a business for two people and not a large extent, Mrs Hawker decided Zealand. for four.” Medic Technology needed to tailor its In 2008, the Hawkers decided to marketing strategy towards those who SOLUTIONS: Target the right retire from Medic Technology and were the biggest sufferers of joint and markets and believe in your travel the world. ligament pain. product offering. Mrs Hawker said that, upon their “Coming out of the aged-care indus- return to Perth a year later, they try we knew how much seniors strug- became ‘bored’ and missed working gled with pain, so once we knew the for themselves. It was about this time MEDIC Technology International product was having positive results, that the Adams made an approach to directors Michael and Shirley Hawker we decided to advertise in ‘Have-a-Go the Hawkers with a view to exiting are proof that it’s never too late to get News’ and on Curtin radio, and that Medic Technology themselves. involved in a new business venture. really launched us,” Mrs Hawker said. The husband and wife team, who “When David and Carol let us know they were selling the business However, getting the product have operated a range of businesses known to the medical community has from an electronics shop to a retire- we jumped at the opportunity to buy it remained a challenge. ment village, joined forces with friends … we actually did miss it because we “Getting the medical fraternity to David and Carol Adams in 2006. spent so much time and energy estab- understand the product is still quite Mr Hawker said Mr Adams lishing it,” Mr Hawker said. approached him with a device called Since buying the business back in difficult,” Mr Hawker said. an ‘e-cell’, which had been developed 2010, the couple has doubled its turn- “Some doctors are very closed by a biotechnology engineer in Perth. over and has established e-cell sales minded and they are only interested The e-cell is an approved Class agents in the UK and Ireland. in prescribing pills, ointments and 2A bio-electronic medical device, As the sole distributor for the e-cell lotions, but I have found that the designed to speed the body’s natural in Australia and New Zealand, Mr younger doctors are different and are intrigued by the product.” healing processes by imparting an Hawker said he hoped to promote the GETTING OUT THERE: Michael and Shirley Hawker are electro-magnetic frequency. e-cell through online marketing to The Hawkers also plan to promote the While initially sceptical about the other parts of the world. e-cell in the corporate environment for growing Medic Technology’s presence in Australia and e-cell and its healing capabilities, after “We wanted to establish the inter- those who suffer pain in the workplace. overseas. Photo: Grant Currall

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WA Business News www.wabusinessnews.com.au December 1, 2011 | 33 ■ FOR THE RECORD | SALES SESSIONS

FACT FILE

From page 32 Macmahon chief executive Nick Bowen anticipated more than 2,400 flights for said the company’s work at Ewekoro, construction workers over the term of Transperth said the trial would provide the first quarry contract the company the contract. Jeffrey Gitomer key information which would be used to secured in Nigeria, was key to winning Executive chairman Jeff Chatfield determine stand allocation and traffic the project. said the contract was in line with the control at the new underground busport Sundance’s Mbalam rail link a company’s strategy of luring long-term on Wellington Street, part of the Perth charter customers. City Link project. step closer “The services, which are billed at The new cold call’s Mobilarm signs on with FESA 23-November-2011 by AAP market rates and include fuel cost 24-November-2011 by Dan Wilkie A planned rail line linking Sundance adjustments, are planned to commence later this month using 50-seat aircraft Perth-based marine safety equipment Resources’ $US4.7 billion ($A4.79 no cookie cutter provider Mobilarm has signed a billion) Mbalam iron ore project in West and peaking in the year 2015 on 100 contract to supply 218 of its Crewsafe Africa to a proposed new port is a step seat aircraft,” Mr Chatfield said. closer. “The Wheatstone project is a ‘JEFFREY, come down to the office, there is a guy here who has cookies V100 locating devices to the Fire and Emergency Services Authority. The project spans the republics of significant project in Western Australia, for you. They’re those Biscoff cookies, the ones that you like.’ The supply contract includes scope Cameroon and Congo, and is situated and as a long-term project it is a How could I resist? I love those cookies. I’ve eaten them for years. for four optional one-year extensions, about 485km east from the coast. significant opportunity for Skywest.” For 10 years, my good friend Nido Qubein sent me a case of Biscoff Mobilarm chief executive Lindsay Lyon The Perth-based iron ore explorer cookies for Christmas. They were usually gone by the first of January. said. said the Cameroon government had Briefs When I got to my office I was surprised to see Bradford Coons there, FESA will supply the devices to each of “declared” the rail corridor between beaming from ear to ear. His ploy had worked. But in reality he was not its 36 volunteer marine rescue groups Mbalam and the Lolabe Port at the Pinctada pulls out of just giving me the cookies, he was representing the cookie company. in WA for use during patrols, rescues coastal town of Kribi as land for public Rottnest bid and training. utility. 25-November-2011 by Staff He demonstrated his special ‘100 cookie caddie box’ door opener, and “The decision paves the way for the went on to enthusiastically explain that this new product package was “Mobilarm is pleasd to have secured Reporters the contract to supply our leading government to secure necessary land being designed for corporate America, and sales people in particular. It Marylyn Paspaley’s Pinctada Hotels emergency locating devices to FESA required for building the Mbalam rail and Resorts has pulled out of its bid could even be customised with the company logo or photograph. following a successful bid,” Mr Lyon line,” Sundance said in a statement. At a very reasonable wholesale price, I quickly became interested in said. “This decision also freezes all further to develop a luxury hotel at Longreach using the product myself. I thought it would make a great gift (people “The contract reflects the growing property transactions and construction Bay, a day after new data revealed always give what they want to get – keep that in mind while you are demand for the unique value provided permits along the proposed rail a slump in visitors at the holiday shopping this holiday season). by Mobilarm’s Crewsafe devices in the corridor.” destination I decided to try the cookies at our next public seminar event. As an local market.” Chief executive Giulio Casello said RIA chairman Laurie O’Meara said the board was disappointed the proposal enticement, we strategically placed one Biscoff on the table at each the proposed railway was a critical Base signs off-take agreement component of bringing iron ore from would not go ahead, but the parties seminar participant’s seat. Using the potato chip philosophy that you can for Kwale Mbalam to market. had to follow the tendering parameters never eat just one, we figured all the boxes of cookies would be gone by 24-November-2011 by Dan Wilkie “This decision will also give Hanlong set at the beginning of the process. the end of our two-day event. And except for one box, we were right. Mr O’Meara said the authority would Base Resources has signed a key off- Mining further confidence concerning But let’s go back to the original cold call. Bradford Coons did not make a continue to pursue a hotel development take agreement with Dupont Titanium the willingness of the government of cold call, he made a strategic, targeted cold call; in fact that day, I was his at Longreach Bay. Technologies for mineral sands Cameroon to endorse the development only cold call. He was well prepared, got through to the decision maker, produced from its flagship Kwale of Mbalam,” Mr Casello said in a Pinctada was chosen in November last created engagement, made the sale, and left smiling. project in Kenya. statement. year to build a 120-room hotel at the How targeted are your cold calls? How strategic are your cold calls? Base said the off-take agreement would Sundance in October backed a $1.65 site, including a restaurant, bar and How pre-prepared are your cold calls? How engaging are your cold cover approximately 72 per cent of billion takeover bid by Chinese private lounge, function room and gymnasium, calls? annual rutile production from Kwale for firm Hanlong Mining, which has ahead of a proposal from John invested in other Australian mineral Spence’s Karma Resorts. And here’s the killer question: How successful are your cold calls? six years following commencement of exploration companies and plans more. Visitor numbers released yesterday If you know me, and my sales philosophy, you also know that cold production. Also, Base said it had the option to sell Quickstep signs research deal showed winter visitors were down 15 calling is at the bottom of my list with respect to making sales per cent and summer bookings off 17 connections and sales. an additional 25,000 tonnes of rutile with Audi per year over the contract period. per cent this year, as part of a three- There are 2.5 basic understandings of a cold call. Dupont is the largest producer of 22-November-2011 by Dan Wilkie year falling trend. 1. It is the lowest percentage sales call. titanium dioxide pigment globally, Perth-based composite materials Chalice cops strike one 2. Rejection is likely. manufacturer Quickstep Holdings and is in the midst of expanding 23-November-2011 by Dan Wilkie 2.5 Several rejections in a row can cause self-doubt and can challenge its processing facilities at Altamira, says it will lead a joint development your attitude. Mexico. project with the German government Chalice Gold Mines has become the Before you make any cold call, you have to ask yourself these questions Base managing director Tim Carstens and car manufacturer Audi to reduce latest Western Australian company to about each call you are about to make: said the offtake agreement was a very manufacturing costs. receive a strike under new executive pay laws, with nearly 47 per cent • What is your desired outcome of the call? Is it a sale? Is it an significant milestone for the project, Quickstep announced today it had signed up for the PRESCHE Project, of shareholders voting against the appointment? as it would underpin around 35 per cent of Kwale’s annual revenue, or up which aims to achieve cost reductions company’s remuneration report at its • Who is the actual decision maker? to 47 per cent if the additional rutile is of up to 30 per cent for light-weight annual general meeting. • Who do I really ask for in order to get to the decision maker? supplied. composite parts. Just over 44.5 million votes were cast • What is the one question or statement that may get me to the decision The project aims to achieve the cost against the report, while 53 per cent maker? Macmahon wins $126m reductions through combining and (51 million votes) of shareholders who • What is the one question I want to ask to engage the decision maker? quarry contract developing Quickstep’s resin spray voted on Chalice’s remuneration were • Do I have anything of value to offer besides my stuff? 23-November-2011 by Dan Wilkie transfer technology and the Quickstep in support of it. • Do I have anything to show or say that’s fun? Mining contractor Macmahon Holdings Process, which speeds up curing times Around 30.8 million shareholder votes • How will I engage the prospect? has announced that its Nigerian for composite materials. were recorded abstained. Chalice has a • What’s my total plan to make the sale? subsidiary has won a seven-year, $126 Quickstep managing director total of 124 million securities on offer. Philippe Odouard said the launch Once you’ve struggled with the answers to those questions, keep these million contract for quarrying operations Changes to Australian laws brought in of the program was an “enormous this financial year dictate that if more 3.5 major elements of the cold call process in mind. for the United Cement Company of opportunity” for the company. than 25 per cent of shareholder votes 1. In sales it’s not who you know, it’s who knows you. So the challenge Nigeria (UniCem). Commencing in January next year, Skywest wins Wheatstone are cast against a remuneration report of cold calling is to become known as a person of value, so that the Macmahon said the quarrying works for two consecutive years all company prospect may recognise you and take your call or agree to your meeting. were expected to generate revenue of charter deal directors would face re-election. People will take your call if you have a great reputation, and if they around $18 million per year. 21-November-2011 by Dan Wilkie Other prominent WA-based firms perceive there is value in working with you. The scope of works includes drilling, Skywest has announced a six-year to have received a strike from 2. Why would I want to meet with you? What are you offering me other blasting, excavation and delivery of charter contract with Bechtel, the lead shareholders include miner Heron than your product or service that would create a desire to meet with you? limestone, marl and shale at UniCem’s engineering contractor for Chevron’s Resources, car dealer network AHG, Set the meeting up with something of value or impact. Mfamosing cement manufacturing plant Wheatstone liquefied natural gas (LNG) construction and contracting group 3. Could you pass the Google test? Could you leave a voicemail telling near the town of Calabar, in Nigeria’s plant at Onslow. Emeco and transportable housing firm the prospect to Google you and, based on their findings they would want Cross River State. The regional air carrier said it Fleetwood Corporation. to set an appointment with you? That’s the real test of a cold call. Not having any message and going purely on reputation. 3.5 Can you create a cold-call-close that will get the meeting or the TRADE OPPORTUNITIES appointment? “Note well: If your product isn’t as saleable as cookies, maybe you should carry a box with you to sweeten the deal. The Western Australian Trade monthly trade information bulletin Video isolation transformers and Cold calling isn’t easy, and it’s not a cookie cutter, but when you are well Opportunities Service is operated containing various import, export pulse transformers (China) – prepared, the results of your efforts can have life-long rewards. They may by the International Trade Centre and business opportunities (Sri 17548. not be a good place to make a sale, but they’re a great place to learn how of the Chamber of Commerce Lanka) – 17547. and Industry WA. For full details on any of the to sell. IMPORT GOODS INTO above trade opportunities BUSINESS AND TRADE AUSTRALIA Jeffrey Gitomer is the author of The Sales Bible, Customer please contact Nick Paterniti Satisfaction is Worthless Customer Loyalty is Priceless, The Little Expression of interest for Bulk wheat flour in 50kg bags (quoting the relevant reference Red Book of Selling, The Little Red Book of Sales Answers, The Little consultancy services for (Ukraine) – 17549; Raw jute, jute number shown) at the Chamber Black Book of Connections, The Little Gold Book of YES! Attitude, undertaking a feasibility study sliver, jute yarn, jute twine, jute of Commerce and Industry of The Little Green Book of Getting Your Way, The Little Platinum on the setting up of an institute thread waste/jute yarn waste, Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of for women's health in Mauritius jute hessian fabric, CBC, hessian Western Australia on Tel: (08) Leadership, and Social BOOM! His website, www.gitomer.com , will 9365 7620 Fax (09) 9365 7616 lead you to more information about training and seminars, or email (Mauritius) – 17545; The bags, sand bags, potato bags, [email protected] National Chamber of Commerce shopping bags and wine bottle or email documentation@cciwa. of Sri Lanka has released its bags (Bangladesh) – 17546; com.

34 | December 1, 2011 www.wabusinessnews.com.au WA Business News | COMMUNITY & ARTS SECTOR ■ More than just surf films An appealing option

CHRISTMAS shopping may be meals, accommodation, personal ■ Emily Morgan top of mind for many in Perth counselling, financial support as we enter December, but for a and practical assistance including number of organisations this time clothes and food hampers. BASED in the South West and with of year is all about the Christmas St Vincent de Paul will spend film titles including ‘Finnsurf’, appeal. $17.3 million helping 520,000 peo- ‘Come Hell or High Water’, and St Vincent de Paul has pointed to ple across Australia this Christmas ‘Minds in the Water’ in its line up the fact that Australians are expected and is aiming to raise $600,000 for next year, the Yallingup Surfilm to spend $35 billion in the lead up through is appeal through community Festival is pitching to the right to Christmas this year, and is urg- donations in Western Australia. market. ing people to think about donating to Western Power recently The festival will be held in January organisations that help less-fortunate announced it is continuing its sev- for its second year after being individuals. en-year standing support of Charity established in 2010; and it’s set to The Salvation Army reports that Link’s Christmas appeal, which aims entertain with its repertoire of nine the number of people request- to distribute more than 3,000 food local and international films, rais- ing help from the organisation in hampers and 18,000 toys to WA ing funds for local and international December is double that of any families through volunteers. Charity charities and creating a crowd for its other month; during the Christmas Link coordinates the Christmas new home, the soon-to-be opened period, 300,000 people will need appeal for more than 120 smaller Clancy’s Fish Pub in Dunsborough. care from the Salvos, which will charity organisations across WA. The festival also includes a film- spend $3 million to provide warm ■ Emily Morgan makers’ forum and a surf culture forum, with daytime films to be screened at local Dunsborough yoga cafe Samudra. A trail of surfboard paintings will Shelling out for education be exhibited in cafes and retailers in Perth, Dunsborough, Margaret River SHELL Australia has announced cess depends on being able to strike and Yallingup for six weeks prior to increased funding to support the right balance between economic the event before being auctioned, RE-ENTRY: Jesca Maas started the Yallingup Surfi lm Festival education across Australia. growth, care for the environment the proceeds of which will support in 2010 and has launched the second event, to be held in Over the next three years the and equitable social development.” SurfAid International, an organisa- company plans to give $15 mil- Speaking on behalf of the 23 tion that aims to improve the health, January. Photo: Stewart Allen lion across 23 organisations sup- community organisations supported wellbeing and self-reliance of people ported under its social investment under the funding, chief executive living in isolated regions popular with from the water for a long time,” Ms through the event, with the involve- program; 10 of these operate in of Indigenous Community surfers. Maas said. ment of surfers-cum-activists such as Western Australia, including the Volunteers Stephanie Harvey said Local charity Disabled Surfers WA “In the 1980s and 1990s, they professional surfer Dave Rastovich, David Wirrpanda Foundation and education and training was key Southwest will also be supported with would get together with a surf film who aims to highlight marine the ICEA Foundation. to strengthening disadvantaged the proceeds from a fancy dress surf- at Yallingup Hall.” and coastal-related environmental Shell Australia is focused on sup- communities. ing competition. With her son a keen surfer, Ms issues in his work. porting education through its social “Each of these 23 organisations Jesca Maas is the driving force Maas said witnessing the benefits of Nine films will feature over investment program – particularly knows that it will take time to make behind the festival. She organised the his involvement in the sport gave her the course of the event, held from in science and technology – through a long-term, sustainable difference inaugural Busselton-based CinfestOZ further encouragement to run with the January 20-22. national and state and territory ini- in our respective communities,” she and said the Surfilm Festival was a ‘surf’ theme. Ms Maas hopes the film festival tiatives. Shell country chair Ann said. response to demand in the community She has grown the festival by will be as successful as the inaugu- Pickard said education was critical “From ICV’s perspective, Shell’s for a local summer film festival. gaining support from the state gov- ral Yallingup Surfilm Festival, which to opening up choices in life. support comes at a critical point in “There are a lot of surfers down ernment’s Eventscorp, Screenwest, attracted a near sell-out crowd of 1,500 “It enables youth to seize oppor- time; now more than ever we need there and they said it would be Lotterywest and Royalties for people across the first two nights. tunities, helping them to fulfil their to be listening and working closely great to do something with surf Regions funding streams, and cor- “It is a meeting place for people of potential,” she said. together with Aboriginal and Torres culture. We haven’t had a surf film porate partners. all ages ... they are surfers and non- “Arguably, business success is not Strait Islander people to build a come through for a long time, there Ms Maas said a strong environ- surfers, lovers of the ocean and lovers simply about turning a profit. Shell stronger future together.” hasn’t been a meeting place away mental and philosophical vein ran of film. It is a great mix,” she said. firmly believes our long-term suc- ■ Emily Morgan

When you give you always get so much more

A ‘Place of Reflection’ will provide a sanctuary of peace and healing in the heart of our city, Kings Park. This haven is the shared vision of a consortium of organisations that specialise in supporting people who have experienced grief or the loss of a loved one. With help from Lotterywest and the Friends of Kings Park, the consortium has designed a transformative and restorative garden for all of the community. So while it’s easy to put a price on our support, it’s impossible to measure the true worth to WA’s community.

WA Business News www.wabusinessnews.com.au December 1, 2011 | 35