December 2017 A nsider Environmentally Friendly Technology Also inside... Inclusive and IncisiveBasketball Victoria Success is in the Air Air Aroma International Aiming to be the Provider of ChoiceTRILITY High Scientific and Natural BeautyAlissi Bronte Plants for the Future Generations SWA Water Australia It Does What it Says on the CanChemical Developments Pty Ltd Recognised Leaders in Digital Payment Technology 2017Mastercard The More Things Change, the More They Stay the Same Arafura Resources Limited The Ultimate Compliance Safety Net Software for Your Peace of MindGlobal Tenements Pty Ltd Latent Stella Technology Limited invests more than 20% of its annual turnover in research and development areas. We spoke to CEO Dr. Hin Yu, Mark Mak and Managing Director, Mr Anjiang, Ken Lin to discuss the services of the company and talk about its Environmental Merit Award.
2 APAC / December 2017 Editor’s Note , Welcome to the last edition of APAC Insider Magazine for 2017, your source for the latest news and updates from across the Asia Pacific region. In recent news, the leading global provider of connectivity products and services for aviation, Gogo announced on the 6th December the appointment of Alexis Girin as vice president of Asia Pacific (APAC) Sales. Arafura Resources is a rare earths development company that is listed on the Australian Securities Exchange. Recently, we sat down Managing Director, Gavin Lockyer who revealed to us more about the successful company Success is in the air as we sit down with Maggie Kyle from Air Aroma, the leading scent marketing agency, dedicated to designing custom fragrances for luxury brands around the world. Maggie took time to talk us through the secrets behind the firm’s success so far. Elsewhere in this issue, we caught up with Tracy Browning from Global Tenements, providers of worldwide tenements security software for mining companies wanting to protect their biggest assets, their mining tenements. Tracy sat down with us as we looked to explore the company’s remarkable success. Lastly, Basketball Victoria is the peak body for basketball in Victoria, Australia. Giving us an insight in to the services that the organisation offers is General Manager of Inclusion and Strategy, Karen Pearce. Here at APAC Insider, we sincerely hope you enjoy reading this informative edition, and look forward to seeing you in the New Year. Jessica Daykin, Editor Phone: +44 (0) 203 725 6842 Email: [email protected] Website: www.apacinsider.com AI Global Media, Ltd. (AI) takes reasonable measures to ensure the quality of the information on this web site. However, AI will not assume any legal liability or responsibility for the accuracy, correctness or completeness of any information that is available through this web site. If errors are brought to our attention, we will try to correct them. The information available through the website and our partner publications is for your general information and use and is not intended to address any particular finance or investment requirements. In particular, the information does not constitute any form of advice or recommendation by us or any of our partner publications and is not intended to be relied upon by users in making or refraining from making any investment or financial decisions. Appropriate independent advice should be obtained before making any such decision. Any arrangement made between you and any third party named in the site is at your sole risk and responsibility.
APAC / December 2017 3 Contents , 4. News 6. Environmentally Friendly Technology Latent Stella Technology Company Limited 8. Recognised Leaders in Digital Payment Technology 2017 Mastercard* 10. The More Things Change, the More They Stay the Same Arafura Resources Limited 14. Property Success at Its Prime Prime Estate 18. Inclusive and Incisive Basketball Victoria 22. Success is in the Air Air Aroma International 24. Aiming to be the Provider of Choice TRILITY 28. It Does What it Says on the Can Chemical Developments Pty Ltd 30. The Ultimate Compliance Safety Net Software for Your Peace of Mind Global Tenements Pty Ltd 34. High Scientific and Natural Beauty Alissi Bronte 36. Helping the Generation of Rising Stars United Overseas Bank Limited 38. Plants for the Future Generations SWA Water Australia *
4 APAC / December 2017 NEWS , Developing Intelligent Finance Technology to Empower Investment Advisory and Wealth Management Services Leading web-based financial services company, China Finance Online Co. Limited has recently announced its ceremonial signing of a strategic cooperation agreement with the leading brokerage firm in China, CITIC Securities.
APAC / December 2017 5 NEWS , On the 6th December 2017, the leading global provider of connectivity products and services for aviation, Gogo recently announced the appointment of Alexis Girin as vice president of Asia Pacific (APAC) Sales. Girin has 15 years of international experience in airline IT business development, sales and account management, most recently as the Amadeus Account Director for Singapore Airline Group developing a long term IT partnership designed to increase airline revenues, which included a next generation revenue management system, personalization and a merchandising platform. At Amadeus, he worked across several regions including Europe, the Middle East and Asia Pacific. Before relocating to Asia Pacific in 2011, Alexis spent seven years based in Nice, France where he led an airline IT sales strategy that included digital platforms such as e-commerce, mobile and passenger service systems. “Moving to Gogo was a strategic decision to help shape the future of inflight connectivity in APAC and transform the airline passenger digital experience. I am extremely excited by the opportunity to create a new inflight touch point that allows airlines to deploy their merchandising and personalization strategies using Gogo’s high speed 2Ku connectivity, open API platform and open network,” says Alexis Girin. “Airlines have been dreaming about getting closer to their passengers inflight. By connecting the aircraft, airlines will have a unique opportunity to serve their guests, and their crew and to learn more about them and to increase ancillary sales by distributing relevant digital content and offering unique experiences that will turn these guests into airline brand advocates in the future.” Girin will lead sales efforts in the APAC region from Singapore and will report to Gogo’s SVP of International Sales, Niels Steenstrup. “Gogo is committed to serving our airline partners in APAC and growing our business in this region by selling 2Ku, which is the leading global connectivity solution designed the meet the needs of aviation,” said Niels Steenstrup. “Alexis is a passionate and influential business leader with a proven track record of success and is the perfect fit to lead our sales efforts in Asia Pacific.” Gogo currently provides highspeed inflight connectivity services to Cathay Pacific, Cathay Dragon, Delta Air Lines, Japan Airlines, Japan Transoceanic Air and Virgin Australia in the Asia Pacific region. Alexis Girin Joins Gogo as Vice President of Asia Pacific Sales Leading global provider of connectivity products and services for aviation, Gogo recently announced the appointment of Alexis Girin as vice president of Asia Pacific (APAC) Sales. N On the 7th December, China Finance Online Co. Limited, a leading web-based financial services company that provides Chinese retail investors with online access to securities trading services, wealth management products, investment advisory services, as well as financial database and analytics services to institutional customers, announced its ceremonial signing of a strategic cooperation agreement with the leading brokerage firm in China, CITIC Securities. At the signing ceremony, China Finance Online and CITIC Securities announced that both parties will be committed to a long-term and comprehensive strategic cooperation on investment advisory and wealth management services by applying more intelligent finance technologies. Mr. Zhiwei Zhao, CEO and Chairman of China Finance Online commented, “In this day and age of the convergence of technology and finance, the competing area among Chinese brokerage firms is gradually moving from commission to the depth of services. The companies create more value for users get to retain customers and attract new customers through word-ofmouth. We have witnessed that science and technology enable a significant improvement of services which produce the ultimate benefits for customers. As an undisputed industry leader, CITIC securities foresaw this trend and made this strategic plan to empower its investment advisers with financial technology to improve services in the midst of broadening its brokerage business to the wealth management business.” Under the agreement, both parties will cooperate in the area of investment advisory services, and China Finance Online will provide CITIC Securities’ investment advisors with our proprietary cloud-based software products. Both parties will cooperate to carry out intelligent asset allocation research to enhance their wealth management capabilities. Using the philosophy that “science and technology to promote service, service to promote efficiency”, CITIC Securities as the industry leader has made Fintech a core priority to enhance its investment advisory services, and to promote the transition of the brokerage business to the wealth management business. Mr. Xinli Yu, managing director and the executive director of the market research department of CITIC Securities, commented, “Limited by scale, efficiency and cost, the traditional brokerage and investment advisory services cannot meet the huge and rapid growth of the wealth management needs of more than 100 million Chinese retail investors, who have not access to professional investment advisory services. The combination of financial service with artificial intelligence, big data, cloud computing and other technologies, will greatly enhance the investment advisers’ research capacity and service efficiency. We look forward to working with China Finance Online to extend our market leadership.” CITIC Securities Limited, a comprehensive securities company approved by the China Securities and Regulatory Commission (CSRC), has a wide range of financial products, services, corresponding core financial support system. CITIC Securities is committed to providing customers with convenient, fast and safe financial services. CITIC’s total assets and operating income are ranked No. 1 in China.
6 APAC / December 2017 , 1708ST01 Environmentally Friendly Technology Latent Stella Technology Limited invests more than 20%of its annual turnover in research and development areas. We spoke to CEODr. Hin Yu, MarkMak andManaging Director, Mr Anjiang, Ken Lin to discuss the services of the company and talk about its Environmental Merit Award. One of the greatest implementation of Latent Stella is a solar thermal hot water and cold air return heat exchange farming system that is successfully demonstrated in the Jiangmen, China. The system composite of green power, efficient solar energy system and air source heat pump as the energy source of heating and air-cooling. By achieving the sun - air - water green ecological environment, the entire system can reduce the power consumption up to 70%. In winter, the composition system supplies hot water and while solar energy bears little heating load. The heat will be transferred in the coil pipe throughout the farming area. Mark tells us more about the company and the work they do, along as describing what types of clients they work with. “In summer, air-source heat pump is water-cooled airconditioning system used as cooling system, which can maintain the indoor temperature within our desire range. In line with our mission of providing its customers with environmentally friendly energy solutions, we are also researching how to improve the efficiency of our products and thereby lower their electrical power demands. We design our products to be long lasting and easy to maintain, leading to a long product lifecycle. In addition to durability, features such as recyclability and the outward appearance of our products have become increasingly important focus areas for testing. Therefore, we work in close cooperation with industrial designers when designing any new products. “As consumers become more concerned about the environment and sustainability, being environmentally friendly is a good way to keep a company in the black, as to say. Companies who are interested in environmental friendly products or systems come to us, we offer tailor made system, rational system and home appliances.” Being a successful business, it is important that all staff must work towards achieving the same mission. Mark discusses what key principles the company and its staff must adhere to, outlining the business strategy which contributes to their success. “Green energy, sun - air - water green ecological system. Green energy is any energy that reduces the impact on the environment by decreasing waste or reducing the use of fossil fuels. Wind turbines, electric cars and solar energy are examples. Our business partner frequently can save money by instituting green policies, and some green energy remodelling projects can make their business eligible for a tax deduction. We are focusing to the countries that can get subsidies in green energy project so that customers are more willing and tempted to get involved.” Within the Asia Pacific region, Mark outlines the key attributes he believes the team possesses which have made it successful, before going on to tell us what challenges Latent Stella has overcome in order to reach the heights of success that the company has. “Latent Stella are a research and development company and we are investing more than 20% of our annual turnover in research and development area. More than 90% of our products are patent oriented. That’s provide us a uniqueness among other suppliers. “To be a successful company, I believe that reliability is the most important element. Reliability is doing what you said you would do when you said you were going to do it. The second most important element to me is competence. We are a research and development company and we are investing more than 20% of our annual turnover in research and development area. More than 90% of our products are patent oriented. The challenges are how to make us reliable and maintain a core competence.” Part of the company’s success can be attributed to the firm’s approach when undertaking a new client or project. Mark gives us more details about staff’s process with a new client, highlighting the notion that a whole team is assigned to each new client, meaning every question will be answered and their expectations met, and usually surpassed. “One of the most critical parts of our on boarding process is assessing our new clients existing campaigns. Understanding what they do and don’t have in place should be used to develop a scope of work. We assign teams of five to every new client. The team consists of a marketing officer, a coordinator, an engineer analyst, a designer, and a project Manager. The better our team can relate to our client’s team, the smoother the on boarding process will go. But the most important assignee from an on boarding perspective is the strategist. As the chief point of contact, it is important that the strategist has some commonalities with the client, if possible. I try to assign the team with the most relevant industry experience and cultural fit first, everything else second. If I am confident that they will hit it off on a personal note, I am confident that the on boarding process will go smoothly.” Ultimately, Mark predicts what the future holds for Latent Stella, commenting on some upcoming projects which he wants to tell us
APAC / December 2017 7 Company: Latent Stella Technology Company Limited Title1: Chief Executive Officer Name1: Dr. Hin Yu, Mark Mak Email1: [email protected] Title2: Managing Director Name2: Mr. Anjiang, Ken Lin Email2: [email protected] Web Address: www.latentstella.com Environmentally Friendly Technology g about and what the firm aims to gain from this project. Building on its ongoing success, Latent Stella and its team are well placed to become a leader in the industry. “Moving forward, we are working on the solar automatic farm in New York area. As the weather is so cold in wintertime there in New York, summer vegetables are hard to be planted. We aim to make use of our system to provide them an alternative solution so those summers vegetables can be grow in wintertime to obtain a high economic efficiency.”
8 APAC / December 2017 , 1712AP03 Recognised Leaders in Digital Payment Technology 2017 Grace Chan is responsible for Core Product in China and previously Market Development in the Greater China region (including China, Hong Kong and Taiwan) where she drives physical and digital (mobile/Ecommerce) payments and services throughMastercard branded Credit, Debit and Commercial value proposition. We profiled the firmand Grace herself as we look to find out about what makers her one of the Recognised Leaders in Digital Payment Technology 2017. As a technology company in the global payments business, Mastercard operate the world’s fastest payments processing network, connecting consumers, financial institutions, merchants, governments and businesses in more than 210 countries and territories. The company’s products and solutions make everyday commerce activities, including shopping, traveling, running a business and managing finances, which make it far easier, more secure and more efficient for everyone. Mastercard is well versed in putting technology first, and for nearly 50 years the company has been using its technology and expertise to make payments safer, simpler and smarter. The organisation aims to enable global commerce, and even though it does not issue cards, it is constantly making payments happen around the clock. The firm is committed to giving back, as it believes in its ethos that it pays to give back. Through its philanthropy and payment innovations, the company is committed to making a positive impact in communities around the world. Specialising in many different areas, Grace is able to deal with a wealth of clients in her role as Head of Product at Mastercard. Experienced in managing credit card portfolios, both general purpose and co-branded programs with global retailers, Grace is vital to the success of the company. Alongside her experience and knowledge, Grace is a versatile employee of the firm, with a specialist focus in New Market Development, Customer Management and Marketing, Project Management, Competitive Analysis, Business Development, Cards Acquisition and Portfolio Management. Since 2016, Grace has been Senior Vice President, China Consumer Products Lead, Product Management. Having been with MasterCard for over five years, Grace has taken to her new role, and she is continuing the development, commercialization and management of payment solutions that create sustainable competitive advantage for MasterCard and its customers in China. She joined the company from HSBC where, for over a decade, she held a range of functional roles across business development, portfolio management, product development and retail bank branch management in the retail and private banking businesses. Ultimately, being a versatile and experienced employee, holding a wealth of knowledge and expertise, Grace fully deserves her award. Being an innovative person, Grace fits in well at the company, with both sides possessing the ambition and drive to maintain its position as one of the leaders in the industry, aiming to be the leader. Benefitting not only clients which it puts a lot of emphasis on, both Grace and Mastercard are continuing to work hard in order to continue to have a positive impact on the communities as well as the people.
APAC / December 2017 9 Company: Mastercard Contact: Grace Chan Contact Email: [email protected] Address: Global Product & Solutions, Room 2907-14, Tower 2, Shanghai IFC, Pudong Shanghai, 200120, China Phone: 0086 2161051908 Website: www.mastercard.com Recognised Leaders in Digital Payment Technology 2017 g
10 APAC / December 2017 , BFI17001 The More Things Change, the More They Stay the Same Arafura Resources is a rare earths development company that is listed on the Australian Securities Exchange (ASX: ARU). Recently, we sat downManaging Director, Gavin Lockyer who revealed to us more about the successful company. Arafura Resources is a rare earths development company that is listed on the Australian Securities Exchange (ASX: ARU). The company’s focus is on developing its Nolans Neodymium-Praseodymium (NdPr) rare earths mining and mineral processing project in the Australia’s Northern Territory. Its headquarters is in Perth, Australia, with an operations office in Darwin, Australia. The company directly employs seventeen people, including managerial, technical (geology, metallurgy, engineering), environmental, commercial (finance, marketing, accounting), legal and administrative staff. The company’s clients include its shareholders, potential investors, potential customers, and local community and government stakeholders in the Northern Territory. Arafura’s shareholders are spread across the globe, with sizeable representation from Asia, Europe and Australia. The main ‘service’ offered by Arafura, is the prospect of attractive financial returns from the development of the Nolans NdPr project in the Northern Territory. The company is also exploring the potential to diversify its project into South Korea through a downstream refining plant via a Joint Venture arrangement with Korean chemical manufacturer, OCI Company Ltd. Managing Director, Gavin Lockyer begins the interview by telling us about Arafura’s overall mission and the steps the company is taking to achieve this. “Arafura’s overall mission is to become a key global producer of rare earths – and in particular the rare earths Neodymium (Nd) and Praseodymium (Pr) – and merchant-grade phosphoric acid from our Nolans project. NdPr is the foundation of the fastest growing and most valuable application for rare earths – ultrastrong Neodymium-Iron-Boron (NdFeB) permanent magnets used in the automotive, clean energy, healthcare and consumer electronics sectors, and in many industrial applications including robotics, elevators, refrigeration, and power tools. “Over the past ten years, we have been taking steps to achieve our overall objective. During this time, we have been progressively reducing the technical, environmental, marketing, financial and regulatory risks associated with developing Nolans. The project is now in the final phases of technical and economic feasibility, obtaining the regulatory approvals necessary to construct the project, and negotiating product offtake agreements to underpin project financing.” As for what differentiates the company from competitors, Gavin explains that there are five key attributes that marks the company out as the best possible options for investors interested in the rare earths sector.
APAC / December 2017 11 Company: Arafura Resources Limited Name: Gavin Lockyer (Managing Director) Email: [email protected] Web Address: www.arultd.com Address: Level 3, 263 Adelaide Terrace, Perth, WA, 6000. Australia Telephone: (+61) 8 6210 7666 The More Things Change, the More They Stay the Same g
12 APAC / December 2017 , “There are five attributes that separate Arafura and the Nolans project from our competitors: 1. Nolans is more strongly endowed in NdPr than any advanced rare earths development project globally, and will derive 80-85% of revenue from this product; 2. The project is ideally located with respect to existing energy, transport, and water infrastructure in one of the world’s most secure jurisdictions for mining and minerals processing, Australia’s Northern Territory; 3. Low operating costs and product diversification (phosphoric acid) to help sustain the project through cyclical downturns in rare earth prices; 4. Support from a major international group in OCI, one of South Korea’s largest renewable energy and chemical companies; and 5. Recognition by the Australian and Northern Territory governments of the economic importance and strategic nature of the project via the awarding of Major Project status.” When discussing the industry as whole, Gavin reflects on some of the current challenges and outside influences that are affecting it. Also, he notes on the techniques that Arafura employ to stay ahead of emerging developments. “The rare earths industry is characterised by a highlyfragmented supply chain with most of the world’s mining, processing and refining capacity in China. Rare earth projects are capital intensive and the development lead time is necessarily lengthy, considering their complexity and the fact that each operation has its unique characteristics. “NdPr prices escalated during 2017 after being at their lowest levels in almost seven years. This was partly driven by the continued consolidation of the Chinese rare earths industry into six large state-owned enterprises (SOEs), including stepping up of environmental compliance measures and aggressively curtailing illegal or unsustainable operations, and partly by the increase in demand for NdFeB magnets for use in the burgeoning hybrid/electric (HEV/EV) automotive and clean energy sectors. Demand for NdFeB magnets, and therefore for NdPr, will continue to rise due to the mass electrification of the auto sector and the growth in clean energy across the world (requiring permanent magnet synchronous motors or generators). At the same time, an NdPr supply shortage is highly likely due to underinvestment in new or existing mining and processing capacity, and China’s recent track record of capping production quotas for sustainability reasons. Consequently, NdPr prices are forecast to climb further over the next several years, coinciding with our timetable to bring Nolans into production. “On the back of the above developments, we have noted increased investment interest in the rare earths sector and in NdPr-enriched projects, such as Nolans, during 2017. Arafura has taken advantage of this positive sentiment and raised over A$9 million in funds during this time, including new investment capital from the Asia and North America regions. “Here at Arafura, we place enormous value on intelligence acquired from information services, market experts, technology providers and active participants in most parts of the NdPr supply chain. To that end, Arafura subscribes to several independent information services (where cross-referencing can help support the company’s marketing and financing strategy), and maintains active and regular dialogue with a number of industry operatives in China, Japan, the EU, and the USA. “The company also participates, where sensible, in collaborative technical research and development initiatives where it considers outcomes could deliver a competitive advantage in areas such as processing and refining technology.” It’s no secret that behind every successful company, is a dedicated, passionate workforce. For Arafura, Gavin describes the culture as being one that is joined together by one common purpose. “Arafura’s culture is one that is founded in achieving a common purpose, and in our case, that’s delivering on our objective to become a key global producer of NdPr rare earths. Every decision that is made by our people affords consideration of its impact on the commercial prospects of the company and its stakeholders, and the timing of the impact. Innovation is certainly encouraged in our business, but again, is tempered by commercial considerations, timeliness, and the effect on the communities in which we seek to operate. “Resource development, and rare earths development in particular, is a long game, so it’s important that prospective employees demonstrate resilience, commitment and hunger for a challenge, whether that be technical or commercial, in their employment history.” Bringing the interview to a close, Gavin envisions what developments may occur within the industry and how Arafura will adapt around them. “The rare earths business has certainly seen its ups and downs over the past decade, and changes aplenty, but one thing’s for certain: China will continue to dominate the sector in both supply and, increasingly, demand. It seems inevitable that China will soon be a net importer of NdPr if you accept the high-tech policy ambitions that they articulated in their recent “Made in China 2025” industrial masterplan. I believe that the sector has entered a new golden phase that will be driven by society’s desire for responsible development, and lifestyle considerations that reduce our impact on the environment. Clean energy and the electrification of the transport sector are just two drivers of increased demand for NdPr in the medium term, and as in the past, we can only imagine what the future holds in the development of new uses for NdPr and other rare earths.” Looking ahead, Gavin reveals to us some of the plans that lie ahead for Arafura. “In 2017, we have achieved a great deal, and have every expectation that 2018 will be a defining year for us. That’s because all elements of our Nolans project – technical and economic feasibility, government approvals, and securing product sales agreements – are coming together to support our efforts to procure US$680 million in project financing. “Our aim is to position the company to capitalise on the anticipated sustained rise in NdPr prices by readying Nolans for final execution. By this time next year, we anticipate we will be close to a Final Investment Decision (FID) on the project.”
APAC / December 2017 13 The More Things Change, the More They Stay the Same g
14 APAC / December 2017 , 1711AP06 Property Success at Its Prime Whether it be a family home or an investment property, Prime Estate, a long-standing boutique property advocacy agency, assists Australians and those living overseas with the acquisition of Melbourne properties. We profile the firmas well as speak toMartine Chauvin and Founder, Christopher Teakle about the inner-workings of the company. Founded in 2004 by Chris, and ably managed by Martine, Prime Estate have helped hundreds of first time home buyers, property investors and Australian expats secure the perfect Melbourne property. Prime Estate also provides dedicated property management services taking the stress out of managing properties and tenants. ‘The best property in the best location that best fits your objectives.’ This is buyer’s advocacy, Prime Estate’s promise. What is a Buyer’s Advocate? A buyer’s advocate, also known as a buyer’s agent, is someone who looks for and purchases property on a buyer’s behalf. Not to be confused with real estate agents, they have no connection with the seller or the agency representing them and therefore, they earn no commission on a property sale. By law, a buyer’s agent cannot act for and accept a payment from both parties in the same transaction. This means a buyer’s advocate or agent acts exclusively for the buyer. They work on the buyer’s behalf in all aspects of the purchase, from searching, evaluation and negotiation through to the purchase of the property, as Martine explains. “Throughout the company, we act exclusively for our clients and have no affiliation with real estate agents. Negotiations, purchasing, property management, we have got it covered. Our client’s objectives essentially become our mission. They are our priority.” Furthermore, a buyer’s advocate’s market knowledge and negotiation skills helps property purchasers save significant time in locating the right property and securing it at the right price, ultimately, helping buyers to make more successful purchasing decisions. Meeting a Client’s property buying objectives First and foremost, it is worth considering that a buyer’s agent’s main objective is to make sure the client has secured the best property for their financial and lifestyle objectives. Buyers agents want their clients to return to them for the next property purchase. If their service and purchase leads to a positive financial outcome for a client, the client is going to entrust future investments to them. If people are looking to purchase property, consider what they want to achieve with a property purchase. Does the client want to buy a bigger home for their growing family? Are they thinking of using the home as a rental property? Is it an interim step to meet a job opportunity or are they planning to re-sell it after a number of years? Their goals must be taken into consideration when searching for and buying property, something Chris is keen to emphasise. “Fundamentally, we unlock the best properties Melbourne has to offer. As a Buyer’s Agent, we act solely on our client’s behalf, simplifying the process and providing strategic advice and market savvy to ensure that they get the best property that best fits their criteria and budget.”
APAC / December 2017 15 Company: Prime Estate Contact: Martine Chauvin Contact Email: [email protected] Address: 299 Moray Street, South Melbourne, 3205, Australia Phone: 0061 3 9686 0058 Website: www.primeestate.com.au Property Success at Its Prime g
16 APAC / December 2017 , Working with Prime Estate With Prime Estate, it all starts with a consultation, and whenever possible, a coffee and a chat. They will establish the client’s goals and requirements including their budget, their preferred area and the types of property they are interested in. Once Chris and Martine have this information, they will then conduct a comprehensive search for properties that meet the criteria. Properties are also inspected on their behalf, saving precious valuable time and money. In Australia, the search for the dream home can take more than six months on average, that’s a lot of weekends spent researching and going from one location to another, just to ascertain if a home fits a person’s lifestyle needs, budget, and most importantly, objectives. In addition to the property search, buyer’s agents can also gain access to unlisted or of market properties, as they are usually contacted directly by agents of properties before these properties are listed on the market. Buyers can often get better outcomes from these off-market listings than in a competitive auction setting. Evaluation and assessment will then follow, which includes a detailed report on the property. Where possible, they will also learn why the vendor is selling which can provide a negotiating edge. Prime Estate assess the capital growth potential of the area based on historical and future growth trends as well as economic indicators. Valuation then takes place which is based on the following factors: property history, comparable sales in the area, street; current rental yield figures, and historical capital growth of the property. Once a property has been selected, an acquisition strategy is developed, including preauction offer, auction strategy or negotiation tactics for private sale/treaty properties. This is developed on a property by property basis and is not a one size fits all approach. “Our objective is to provide enough information to allow our clients to make a fully informed decision on the property in relation to price”. As buyer’s advocates, Prime Estate are skilled and experienced in all aspects of bidding, negotiation, contracts and the settlement process. They will bid on the client’s behalf at an auction and support or conduct the negotiation process to secure the property at the best possible price. Location, location, location Ask any buyer’s advocate, real estate agent, or experienced property investor, and they’ll say these are the three most important factors to consider when buying a home: location, location, location. Sounds simple enough, right? Not for first time home buyers and even savvy investors are unlikely to have their fingers on the pulse of every location. However, while location often tops the list, there are several other factors that all come into play to make a great buying decision. Lifestyle needs, strong capital growth, proximity to retail, schools and transport, government investment in the area, likelihood of strong tenancy, rental yield and more. A person’s buying objectives and how much they are willing to (or can) invest, will have a direct impact too on the location they can buy in as suburbs have different median price points. These are the many considerations a Buyer’s Advocate must account for when finding their client the right property, in the right location, at the right price. Dedicated to meeting a client’s property goals, Chris and Martine live and breathe the Melbourne property market – which at the moment is hot, hot, hot! They know the intricacies of the area, the best locations for market growth potential, comparative suburbs for the budget and importantly, they know a good deal when they see one. When home buyers and property investors work with Prime Estate, they work directly with the Directors Chris, and Martine, whose passion for property and 13 years of experience in the market have earned them a reputation for being two of the most successful, respected and dynamic buyer’s advocates in the Melbourne property market. This is a significant difference because it is the agent’s direct expertise and motivation which that person is tapping into. Stress-free property management For many investors, managing properties and tenants can be stressful and time-consuming. Managing a property entails looking for suitable tenants, ensuring the property is in pristine condition, ensuring rent is paid on time and rental rate increases are made in a timely manner, processing administrative documents, and making sure that council, water rates and insurance are all paid for. To add to this, potential legislation changes are expected in the state of Victoria, that can significantly change tenantlandlord relationships. The changing rental demographics has prompted the state government to review the property and renting laws. Previously, private rental was considered a short-term arrangement eventually leading to home ownership or a move to social housing. But now, one-third of renters are considered long-term, having rented continuously for more than 10 years. These renters include older people on fixed incomes and families with children, for whom stability is critical. Some of the potential changes to legislation include longterm leases of up to 10 years, extending the eviction period to 182 days, and allowing for non-structural modifications to be made to the property without the landlord’s consent. For landlords, this can make effective property management even more difficult. Prime Estate can take the stress out of managing properties and tenants, especially during this time of change, with their dedicated property management services. Their team of professionals understands and listens to the requirements of both investors and tenants, and are committed to building personal relationships that help deliver the best possible results. With an extensive portfolio of properties and multiresidential tenancies under their management, Prime Estate knows this business well, as Martine is keen to highlight. “The changes in regulations mean that the way property management is conducted should also evolve in order to remain effective. We continue to innovate, enhance and improve our systems and processes to ensure we stay ahead of the pack and provide the best possible service to our clients”.
APAC / December 2017 17 Property Success at Its Prime g Dedicated to their client’s property success Ultimately, moving forward this boutique Melbourne specific business remains as committed as ever to providing their clients a comprehensive, expert service, from searching for the best property in the best possible location through to stress-free property management. For property buyers, especially those living outside of Australia, knowing they have a professional on their side working on the best outcome for their investment can make a world of a difference. For Prime Estate, Martine comments on the fact that being able to provide this powerful dual service of buyer’s advocacy and property management is a testament to their passion for property, their commitment to excellent service, and their genuine desire to be able to help their clients achieve success in this market. “It is incredibly rewarding when our clients tell us how much they love their new home or how their investment has worked so well for them, and that is why we love what we do and why we keep doing it. Seeing our clients thrive, seeing them succeed, it is amazing.” As experts in Melbourne’s property market and with decades of experience, Prime Estate knows how to deliver results. Their services are tailored to meet the varied objectives of their range of clients that include first time home buyers, Melbourne investors, Australian ex-pats living overseas, finance professionals, accountants, and property developers. Whatever the client’s property objectives are, Prime Estate’s services are designed to give them the best chance at property success.
18 APAC / December 2017 , 1712AP09 Inclusive and Incisive Basketball Victoria is the peak body for basketball in Victoria, Australia. Karen Pearce, General Manager of Inclusion and Strategy, gives us an insight into the services that the organisation offers its clients and associations. Basketball Victoria is a not-for-profit organisation, and is a member driven governing body providing a range of services for 160 Affiliated Associations state-wide. In addition to supporting its Associations, Basketball Victoria coordinates a range of participation and player development programs, coach and official programs, as well as governance education and support that will equip the Associations to understand issues, adhere to policies and codes and subsequently create safe, supportive and welcoming environments. Providing a lot of support for a diverse community, Basketball Victoria is also the custodian for wheelchair basketball in Victoria, a natural extension of its inclusion philosophy by developing and supporting a program for people with impairment. The organisation has developed numerous entry levels, strategies and clear, integrated pathways that engage and develop players, coaches, officials, administrators and volunteers across the entire basketball system. Opportunities are also available for all people to engage in wheelchair basketball, particularly those with childhood on-set disabilities, spinal cord injury (SCI), secondary physical disabilities and physical impairment that is not traditionally seen as ‘disabled’ (e.g. chronic conditions that prevent people from participating in their chosen sport). Furthermore, the governing body also have strategies and activations targeting people who are ambulant with varying physical restrictions and ablebodied participants who, under the confines of the rules of wheelchair basketball, are able to play to help build numbers and promote awareness and education. Karen tells us how Basketball Victoria is different to other sporting bodies, describing how they have a much greater ability to attract and create opportunities for a diverse range of people and she is clearly keen to showcase the effort and focus the organisation and herself places on inclusion. “With an emphasis on leadership and maintaining an advocacy to support broader change, one of my major achievements would be the recognition by VicHealth of Basketball Victoria as the exemplary leader in inclusive practice, allowing us to leverage this status for increased access and equity particularly for people with disability not only in Basketball, but in community life. “Moreover, the Basketball Victoria Inclusion Team, including past and present team members, have all been instrumental in upholding and supporting the inclusion message and contributing to the overall success of my department. All team members are held in high regard and respected for their knowledge, awareness and exemplary conduct throughout the greater community. Providing hands on support prior to community engagement has enabled those involved to think critically and overcome potential barriers, thus improving access and the provision of successful deliverables easily achieved through this dedicated approach. Critical reflection of our activities and planning for evaluation became integrated into routine work ensuring a robust analysis from beginning to end. The Team has strengthened its evaluation skills, which has led to a sustainable legacy and increased confidence in evaluation. It has been and continues to be, a pleasure to work alongside such a committed and highly competent team on a day-to-day basis.” Karen tells us about her own role within the organisation and how she helps uphold Basketball Victoria’s excellent reputation. “As the General Manager for Inclusion and Strategy, I lead a team with significant experience, demonstrated capability and a firm commitment to provide an opportunity for people of all abilities and backgrounds to be
APAC / December 2017 19 Company: Basketball Victoria Contact: Karen Pearce, General Manager Inclusion and Strategy Contact Email: [email protected] Address: State Basketball Centre, 291 George St, Wantirna South VIC 152, Australia Phone: 0061398378067 Website: www.basketballvictoria.com.au Inclusive and Incisive g
20 APAC / December 2017 , involved in Basketball. A number of years ago we developed a framework, the Inclusive Basketball Strategy (IBS), that created a structured and clearly defined approach to creating those environs and places where people can stand the best possible chance of actively accessing and understanding inclusion and to ensure its philosophy and practice is embedded within the Business of Basketball. “Essentially, the prime objective of my department is to continue to improve our service delivery, educate the basketball community on inclusion principles, build intercultural relationships and opportunities, grow public awareness and support for inclusive programs and continue to grow participation across a wide number of areas state-wide thus enhancing the whole community by providing equitable, inclusive and accessible basketball.” Referring to inclusion, Karen tells us how despite many efforts and a marked improvement, diversity is still not normal within sport. Sport is no longer just about the development of athletes and the administration of competitions, but also about inclusion, and making everyone feel at home within the community. Nowadays, sport is expected to offer a range of programs for people, no matter their ability, age, gender, race, culture or sexual orientation. Diversity needs to be nurtured, people need to be supported and educated and it needs to be prioritized to become everyday business. This all falls in line with her ultimate goal for Basketball Victoria and for people who are sometimes unfairly excluded. “Working as General Manager of Inclusion and Strategy, my goal is to continue to empower transformational inclusion: a mental model shift that enhances the competencies and capabilities of Basketball Victoria and challenges the status quo. As a General Manager, I have the ability to influence and execute beyond my departmental positional power as I have been acknowledged as a trusted source of advice and counsel. However, it is vital that I do not become complacent and ensure we continue to lead the sporting inclusion agenda by contributing holistically to the success of our sport. It is imperative that we persist in producing enabling environments by training and supporting associations to operate effectively and efficiently in this space, increase accessibility and not lose the momentum of work we have already achieved in this area. We must maintain the key existing personnel operating within existing programs, whilst developing and leveraging their potential and knowledge to influence the agenda via continuous learning and succession planning. “Insufficient information exists for health care professionals, parents of children with impairment and people with acquired injury on how to engage in wheelchair basketball as a public health intervention. Considerable research data however does exist on the benefits to the Quality of Life outcomes for people with impairment who engage in sport. We are utilizing this data to produce a targeted marketing and communication intervention, articulating key effective messaging and program information that is assisting to facilitate social change and increased participation, which is critical to the ultimate overall success of this particular project.” Evidently, there is still a lot more work to do with regard to inclusion and diversity, but Karen has already overcome many challenges. As part of her role, Karen has opened up many avenues and presented many opportunities for people in the local community who may not always get the chance. She talks to us about the overall perception of sport, and a culture of the fear of the unknown, something she has worked to change. “Perception is still the key barrier to sport participation. There is still a fear of the unknown paving the way to marginalization and exclusion. This has led to highlighting a required need to influence thinking and action and place a focus on access and support. “Over the years, I have acknowledged the difficulties in establishing a truly inclusive basketball environment, but have remained unwavering in my commitment to diversity and inclusive practice and my belief that continued advocacy is the key driver to Inclusion.” Moving forward, Karen has identified some of the major issues which are detrimental to Inclusion programmes, and she tells us how she will plan to change these. Relying on funding alone is not something that will help inclusion programmes survive, and Karen is keen for Basketball Victoria to implement a strategy which will help solve the funding issue, which is definitely applicable under her stewardship. “Essentially, the majority of Inclusion programs under my directorship have begun due to funding, however the reliance on funding alone to be the sole contributor to program sustainability will be to our ultimate demise. Basketball Victoria must implement a strategic focus on gaining sponsorship/philanthropic support to ultimately create a sustained focus in this area and allow more people to participate in basketball. “A major challenge in the wheelchair basketball space is the cost of basketball-specific wheelchairs. Day chairs should not be used in sport: they are chunky and do not glide as smoothly on the court making the experience less pleasurable. We need financial support to purchase enough chairs to enable new programs to begin, so more people can experience the holistic benefits basketball provides. “Ultimately, the journey is not over for Basketball yet. I still see gaps in practice that if left unattended, could widen and break the work achieved to date. The scope is far greater than the capacity of a single person. Associations still need support and encouragement to begin work and internally we must continue to support, advise and strengthen capacity. I will continue to challenge the basketball landscape and the wider community to ensure that anyone can be involved, welcomed, nurtured and developed.”
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