These SMEs include:

1. Best Exhaust
2. Kinetic Performance Technology
3. Space Saver Rowing Systems
4. The Kanga Cup
5. The Wise Academy
6. XP Solutions

Under the supervision of Dr Vinh Lu, the course convenor, and Mr Genrikh Salata (PhD candidate in International Business), a total of 26 groups of undergraduate and Master students in the International Marketing and Global Marketing courses at the ANU competed and identified the most suitable international market for their dedicated client.

Based on the project brief and a Q&A session with the client, each team developed a comprehensive international business plan (incorporating market screening and selection exercise, SWOT analysis, competitor analysis, identification of target market and market size, potential market entry strategies, international marketing mix tactics, and implementation costs and schedule). Different countries and territories emerged as the top export/expansion destinations for the six business clients, including China, Germany, Hong Kong, Indonesia, Japan, Malaysia, the Philippines, Singapore, Qatar, Thailand, and Vietnam.

Students also produced a range of print/advertising materials such as posters and sales brochures, which were evaluated by a team of marketing professionals from Saatchi & Saatchi, Roy Morgan Research, Channel 7, Singapore Airlines, Ogilvy & Mather, Freedom Foods Group, Shingleback Wine, Selleys Pty Ltd., UniSA, University of Adelaide, etc. These professionals are former graduates of Dr Vinh Lu. The top teams were officially recognised at a School reception, and some clients offered further rewards of lunch/dinner or internship opportunities.

In addition to attending the professional presentations by the students, the business clients received full copies of the reports and the print materials. The information and recommendations proposed by the students may serve as good starting point, especially in terms of market intelligence, for the clients in their quests for international opportunities. The participation of the clients in the competitions further strengthens the University-industry linkage between the ANU and the business community and the ACT.

This international business plan competition will be implemented again in July 2012. Seven clients, regardless of your industries and international experience, are being sought to participate in the courses. If you are interested or would like further information, please contact Dr Vinh Lu, Lecturer and Research Fellow in the ANU School of Management, Marketing and International Business, at vinh.lu@anu.edu.au, or on (02) 6125 4905.

The film charts the history of legendary fighting soldier the Australin Digger from their origins in the Boer War to the present day.  Through a sequence of pivotal battles spanning the globe, THE DIGGER follows the rise of these tough-as-nails fighting soldiers and their well-earned reputation for wartime heroics and off-duty subordination.

The film’s producer, Michael Tear, says that the film was a logistic and creative challenge, “we had to condense 100 years of history into 90 minutes. The shoot took place in six counties, South Africa, France, Egypt, Korea, Vietnam and PNG.  Recreations from the battlefied scenes were shot in Queensland right in the middle of the floods of January 2011″.

For more information please contact Michael Tear on 0417 441 932 or at mail@bearcage.com.au.

Meyer Vandenberg is the Canberra member of the ALFA International Legal Network, which is one of the oldest and largest international legal networks, comprising approximately 145 law firms (and 10,000 lawyers) in the United States, Europe, Asia, South America, Africa and the Middle East.

The International Legal Practice Group of ALFA meets annually and conducts a client seminar for businesses involved in international commerce as part of its annual meeting.

This year, for the first time, the ALFA Client seminar is being held in Sydney at the Sydney Hilton on Thursday 10 November.  Click here to browse the event brochure.

Participants will include international lawyers from member firms around the world as well as local and international businesses engaged in overseas activities.

If you are interested in attending, please contact Yuko Harding on 02 6279 4489  or at yuko.harding@meyervandenberg.com.au to obtain further information.

Aspen Medical was named the 2011 ACT Exporter of the Year as well as being awarded the 2011 Large Services Award and the 2011 ACT Export Hall of Fame Award.

The Hall of Fame Award is given in recognition of an ACT business which has provided long term contributions to the ACT exporting community and promoting the ACT on the global stage.  This Award is only granted when there is a deserving recipient.  The Large Services Award recognises outstanding export achievement in a recognised services industry such as the consultancy, fashion, finance, insurance, engineering, legal, health, design, community, sports, events and tourism sectors with total annual sales of $15 million or more.

Aspen Medical was founded in March 2003, and provides complete healthcare solutions for customers, supplying whatever is required to meet customer and patient needs including people, facilities, equipment, consumables, pharmacy products, procedures or any combination to deliver the highest quality health services. 

Aspen Medical’s first three contracts were exports: in the UK in 2003 and 2005, and the Solomon Islands in 2004. Since 2005 Aspen Medical has won further business in the UK, US, Timor Leste, the Middle East and Indonesia, and opened offices in the UK, USA and Canada.  2010-2011 has proven to be a phenomenal year for Aspen, and its best export year to date. 

 The other 2011 Category Award winners are:

Benjamin Shine Studio – Arts and Entertainment Award.  This Award  recognises outstanding export achievement across all cultural industries including fine arts, performing arts, electronic and on-line entertainment:  Benjamin Shine Studio is a creative studio established in Canberra in late 2008 which focuses on the creative development of ideas for a diverse range of markets, including public and private commissioned mixed-media artworks, fashion collaborations and product design.  The studio explores and develops new ways to create unique and desirable works in art and design through sustainable and environmentally-aware methods, such as recycling and upcycling.  The artworks and products combine constructional ideas and techniques with technology and craftsmanship, creating original pieces that are visually intriguing and practical in design.

QuintessenceLabs Pty Ltd – Emerging Exporter Award. This Award recgnises outstanding export achievement by an enterprise in any industry sector which has been exporting goods or services for three years or less. QuintessenceLabs was formed in 2006 out of research at the Australian National University.  It develops link encryption and key management products using quantum key distribution to offer the next generation of information security.  Their Quantum Security Product Family (QPSF) comprises a suite of products providing key generation, key distribution, key management, and link encryption and embodies technology that is invulnerable to a range of cybersecurity threats and can be used now, and in tomorrow’s networks. All members of the QPSF integrate easily into existing infrastructure. Their security architecture incorporates the laws of physics, and in contrast to classical systems, is immune to advances in mathematics and computing offering future-proof information security.

Two other business were recognised in the Emerging Exporter category with Highly Commended certificates – mHITS, a developer and operator of a mobile payment technology and services, and IE Asia Pacific which provide tailored products and services that essentially improve the safety of civil Air Traffic Control and the detection capability for Defence radars.

eWAY - Information and Communication Technology Award.  This Award recognises  outstanding export achievement in the field of information and communication products, technology or services. eWAY was created in 1998 to address the need for an easier way for businesses to accept payments via their websites. eWAY is a payment platform, connecting online merchants to banking networks to accept credit card payments through their website. Payments are processed securely in real-time, with the transaction result returned to the merchant’s website within seconds.  eWAY’s achievements include opening a UK office this year, integration into 160 global shopping cart providers and 450 development houses, and processing over 1.5 million transactions per month and over $8 billion in transactions.

Sentinel Pty Ltd – Minerals and Energy Award.  This Award recognises outstanding export achievement in the production or primary processing of extractive and value-added minerals or energy products, technology, equipment and services to the minerals and energy industries. Sentinel  was founded and commenced exporting in 2000. Sentinel designs, installs and manages environmental and water resource monitoring networks. These monitoring station networks continuously record environmental parameters, including air quality, river depths, flow rates and water quality.  Sentinel’s services are used in projects in Africa, Asia, Australia, the Pacific and South America by small and large mining companies including mining giants such as Newcrest, Barrick, Xstrata and Rio Tinto, as well as many other smaller mining companies.  The company employs 15 personnel, has active projects in 10 countries and completed projects in an additional 5 countries. Over 70% of their work is international.

Recruitment Systems Pty Ltd – Small Business Award. This Award recognises outstanding export achievement by any business with total annual sales not exceeding $3 million. Recruitment Systems develops and markets advanced systems for data capture and recruitment operations management to the global recruitment industry. Their core product, known as TRIS Recruitment CRM, helps recruiters effectively manage relationships with their clients and job candidates by better organising key documents and communications. The Canberra-based business was established in 2001 with three employees and achieved its first export sale to New Zealand that year. Recruitment Systems now works with 252 separate recruitment industry clients across a dozen countries including Singapore, Hong Kong, New Zealand, UK, USA and Vietnam.   The company now employs 21 staff, a 20% net gain in staff over last year.

Noetic Group – Small to Medium Services Award.  This Award recognising outstanding export achievement in a recognised services industry such as the consultancy, fashion, finance, insurance, engineering, legal, health, design, community, sports, events and tourism sectors with total annual sales of less than $15 million. The Noetic Group, established in 2001, provides professional services to government and to the infrastructure, energy and resources sectors in Australia and overseas through five subsidiary companies.  Their services cover strategy and knowledge consulting services to all levels of government, specialist consulting services to the US Government national security sector, infrastructure consulting services and delivery of ‘best in class’ solutions to public and private infrastructure organisations in Australia and Asia; general consulting services in PNG; and enterprise risk and regulatory consulting services in Australia and overseas.  Noetic has grown from 2 to 45 full time staff and 200 subcontractors, with annual revenue growth over $7m.

Lipotek Pty Ltd – Microbusiness Award. This Award recognises outstanding export achievement by an ACT business employing less than five people. Lipotek is a small, privately-owned, biotechnology company established in 2001 to commercialise specific technologies developed by the John Curtin School of Medical Research.  Lipotek has developed several platform or enabling technologies for use in a range of human medical applications including the Lipovaxin platform that can be applied to treat cancers, infectious diseases like Tuberculosis, Dengue Fever or for the targeted delivery of pharmaceuticals. They secured their first licence deal with a major UK-based pharmaceutical company in 2009 to co-develop Lipovaxin-MM, a therapeutic treatment product for Malignant Melanoma now being trialed in an Australian hospital.

The Microbusiness Award is a new ACT-specific category introduced this year to recognise the large number of successful Microbusinesses operating in the ACT that employ less than five people.  It was introduced to encourage Microbusinesses that export, but aren’t yet ready to compete at the national level, to use the Awards as an opportunity to showcase their export business locally and prepare for entry into national categories in the future.

Sponsors

The 2011 ACT Chief Minister’s Export Awards are an initiative of the ACT Government, managed and delivered by Canberra Business Council and proudly sponsored by the Centre for Customs and Excise Studies, Commonwealth Bank, ACT Exporters’ Network, Austrade, Canberra Business Council, Export Finance and Insurance Corporation, Inland Trading Co (Aust) Pty Ltd, Hyatt Hotel Canberra, Meyer Vandenberg, Sentinel Pty Ltd, Staging Connections, Canberra Times and Why Wurry Internet Solutions.

In this case study a Melbourne exporter was in the running to win a lucrative contract with a major Chinese client. The challenge for them was that they had to supply bonds to the value of 50% of the contract. For an SME pushing for rapid growth, tying up that much working capital could stifle further business development. That’s when ES&S’ bank suggested they talked to EFIC.

EFIC helps Australian exporters to keep working capital flowing

Melbourne-based Environment Systems and Services (ES&S) has provided weather and meteorological solutions in locations as far afield as Antarctica and Samoa, for clients from China, Korea and Japan.

Like many SME businesses, ES&S faces the constant challenge of maintaining enough working capital to win contracts, deliver on contracts, develop business opportunities, and generally keep the business running.

To win contracts with the Polar Research Institute of China and the Defence Acquisition Program Administration of the Republic of Korea, ES&S were required to provide advance payment and performance bonds to their buyers.

These bonds give a buyer comfort that if an exporter doesn’t perform the contract obligations, they can claim for lost upfront payments and related losses. An exporter usually asks its bank to issue the bonds in favour of its buyers. However, to do so banks generally require the exporter to provide assets to secure the bond. Sometimes all available assets are already secured or valuable working capital is tied up to provide this security.

Export Finance and Insurance Corporation (EFIC), Australia’s export credit agency, helped ES&S  by providing guarantees to ES&S’ bank to satisfy the security requirement. This allowed the bank to issue the advance payment and performance bonds to ES&S’ buyers.   

“EFIC’s financial assistance helped to free up our working capital so we could meet the customer’s requirements,” said Bob Wright, CEO of ES&S.

Recently ES&S won a subcontract as part of Japan’s Grant Aid programme for improving the weather forecasting system and meteorological warning facilities in Samoa.

Under the subcontract, ES&S received periodic payments from its customer, however, the time lag between when ES&S incurred costs and received payments meant that the company faced a working capital shortage and needed additional funding to perform the subcontract.

EFIC provided a six-month $500,000 export working capital guarantee to ES&S’ bank, ANZ, enabling the bank to lend the same amount to ES&S.

“EFIC’s support enabled us to access additional working capital to undertake this contract and provide essential improvements to Samoa’s weather forecasting and meteorological warning facilities while continuing to expand our overseas business,” said Colin Cookes, Owner and Chairman, ES&S.

For more information: visit www.efic.gov.au

RELATED CASE STUDIES

http://www.efic.gov.au/casestudies/Pages/esschina.aspx

http://www.efic.gov.au/casestudies/Pages/esskorea.aspx

http://www.efic.gov.au/casestudies/Pages/Environment-Systems-and-Services-Samoa.aspx

These small-group, personalised sessions will help you get EMDG ready and maximise your grant entitlement. Sessions will be run by senior grants staff and will cover a range of topics including introduction to EMDG, how to plan for EMDG, how to apply for EMDG and how to get the best out of the EMDG scheme. 

For more information and to register go to  http://www.austrade.gov.au/EventViewBookingDetails.aspx?Bck=Y&EventID=3115.

The ACT Government and Austrade invite you to participate in a trade mission focussing on selling to the US public sector.  Join the ACT Deputy Chief Minister, Andrew Barr MLA, on a business delegation to Washington where you will gain direct market insight into what is often referred to as the largest single customer globally – the US Government.

The US Federal, State and Local authorities alone are collectively the largest consumers of goods and services in the world, with annual expenditure estimated to be worth US$1.029 trillion.  Now in a post-GFC environment, these government bodies are actively seeking new providers of innovative technologies to improve their delivery efficiency.

Why you should participate:

• Develop relationships with key customers and contacts through business receptions and a talored one-on-one appointment program;
• Understand the structure of the US public sector, procurement strategy, buying cycles anad patterns, contracting, implementation and market engagement strategies; and
• Network and engage in discussions with government officials, industry leaders, sector specialists, key influencers, integrator and service providers.

Who Should Attend?

Canberra-based businesses in the following sectors should consider attending:

• Homeland Security, Law Enforcement and Emergency Management;
• Defence;
• Infrastructure, Transportation and Maritime;
• IT Services, Health IT and Public Sector Business Efficiency;
• Energy Efficiency and Clean Technology; and
• Consulting and Service Providers.

For more information click here.  Enquiries should be directed to Glen Hassett (glen.hassett@act.gov.au; 6205 5346).

To celebrate this milestone members of the Network got together to remember past successes, as well as plan for the future at the Export Network – Towards 2020 Symposium and Gala Dinner on 4 August 2011.

Brand Hoff, Andrew Barr MLA and Peter Yuile

Andrew Barr MLA, Deputy Chief Minister and Minister for Economic Development joined with the Network in its celebrations, cutting the cake with Peter Yuile, Deputy Chief of Austrade, and Brand Hoff, Export Hero and Chair of Canberra Business Council (CBC). Having representatives from the ACT Government, Austrade and CBC was an important reminder of how the Network first began, as well the strong ongoing relationship between these three organisations as the importance of exporting to Canberra’s economy and community is recognised.

Canberra’s economic reach has always extended far beyond its geographic size – often referred to as punching above our weight.  On the global scene Canberra’s exporters have shown resilience against downward trends, with the ACT increasing the value of its exports in 2009-2010 by 8 per cent, to $1.1 billion.  We were, in fact, the only Australian jurisdiction to record growth in exports over this period.

But Canberra’s exporters know they cannot be complacent, and one of the aims of the Symposium was to identify key issues facing exporters, and look to solutions to assist exporters to continue their strong record of success and growth. Canberra’s exporters, through the Network, have had a strong record of providing input into development and delivery of key government initiatives including International Business Development Strategy, ACT Education Export Strategy, ACT Export Census, participation in the 2010 Shanghai World Expo and 2011 Trade Mission to Malaysia, and the ACT Chief Minister’s Export Awards – and the Symposium provided another avenue to continue to provide valued and relevant input.

Following the Symposium, which included a combination of guest speakers and workshop sessions, the exporters and other members of Canberra’s business community met for dinner at Old Parliament House.  BRW’s 2011 Entrepreneur of the Year and Chief Executive, Freelancer.com, Matt Barrie, was the keynote speaker at the dinner and challenged guests as he shared stories of his entrepreneurial initiatives and achievements in developing Freelancer.com, which is the world’s largest outsourcing marketplace connecting over 2.5 million professionals from around the globe.

But before dinner guests heard from Matt Barrie, the ACT Exporters’ Network revealed another exciting initiative – the ACT Trade and Investment Ambassador Program.  Just as the Symposium provided an opportunity for exporters to learn, share and develop strategies to assist our vibrant export community to grow even stronger, the ACT Trade and Investment Ambassador program is about telling the world about Canberra as a place to do business, study, live and visit. The program recognises that exporters travel regularly as they build relationships in existing markets and develop new ones and that they are perfectly placed to sell Canberra to the world.   This program designates 12 Ambassadors to take on this honorary role more formally for a period of two years, at which time other successful and active exporters will take their turn in this role.

CBC’s Chief Executive Officer, Ms Chris Faulks, announced the names of the inaugural Ambassadors, with Andrew Barr again making time to celebrate with the Network and presenting the Ambassadors with their certificates.  Ambassadors named at the dinner were Michael Cliff, Greg and Marita Corra, Brent Juratowitch, Glenn Keys, Peter Murphy, Professor Stephen Parker, Stewart Rendall, Dr Ed Roberts, Rod Sandison, Professor David Widdowson and Philip Williamson.

The ACT Exporters’ Network would like to acknowledge the generous support of the ACT Government in sponsoring Export Network – Towards 2020, as well as their ongoing willingness to listen to, and work with, Canberra’s exporters.

 Being able to share experiences, share knowledge and encourage each other in their exporting journey, while drawing on assistance from those that provide assistance and support for exporters, is what the ACT Exporters’ Network is all about.  If you would like to be involved in our events, or find out more about the Network, please visit our website (www.actexportersnetwork.com.au) or contact the Network Manager, Pam Faulks at pam.faulks@canberrabusinesscouncil.com.au or on 6247 4199.

The ACT Chief Minister’s Export Awards are the Territory’s most prestigious business awards for exporters.  They acknowledge the innovation, hard work and success of businesses, large and small, in reaching new markets.  Join us in celebrating Canberra’s success as a vibrant exporting community.

Time:  12:15pm – 2:15pm

Cost:    $90 (individuals); $850 (Tables of 10)

Venue:  Federation Ballroom, Hyatt Hotel, Commonwealth Avenue, Yarralumla

Registrations:  www.canberrabusinesscouncil.com.au (scroll down under Upcoming Events)

Contact:  Pam Faulks, pam.faulks@canberrabusinesscouncil.com.au; 6247 4199.

The ACV Triton is part of a fleet of ocean-going patrol vessels providing civil maritime surveillance around Australia’s coastline and offshore maritime area and plays an important role in patrolling and enforcing Australia’s northern fisheries.

Aspen Medical will be providing a fully qualified and equipped intensive care paramedic to support the crew, Customs Officers and passages.

The ACV Triton is operated by a civilian crew of 14 and can carry up to 28 Maritime Enforcement Officers whose primary role is to undertake armed Customs and Border Protection boarding operations. The vessel also has the capacity to hold up to 30 apprehended persons on board for short periods.

Aspen Medical has previously provided health services to the Australian Customs Service in Weipa and Horn Island in Queensland.

Aspen Medical grew out of a need to provide the highest quality healthcare in remote and areas of high medical demand. Aspen Medical has a strong presence in the Pacific, South East Asia, America and Europe. With headquarters in Canberra, Aspen Medical was the winner of the BRW Top 100 Private Company and Fastest Growing Company in Australia in 2009. Aspen Medical is a leader in innovative and cost-effective healthcare solutions supporting a local and international market.

To find out more about Aspen Medical visit http://www.aspenmedical.com.au/.