Companies on the Move

Crowdfunding goes for a thong thing

EXTRA >>

THONG innovator Willi Footwear Company has set something of a record in raising capital through global crowdfunding system Indiegogo.

Just an hour after the launch of their crowdfunding campaign on Indiegogo, the up-and-coming Gold Coast footwear company generated more than $10,000 for its chic new range of thongs that are re-engineered to avoid the ever-feared toe plug ‘blow-out’. 

Willi has been awarded several patents for its ‘interchangeable range’ that allows the wearer to customise the thong base with different coloured straps. The straps have been designed with boomerang-shaped plugs to minimise the chance of a blow-out.

Willi Footwear managing director and founder, Brad Munro, said after a long and expensive process putting the intellectual property protection in place Willi was hoping the campaign would fund the launch into the Australian and US markets.

“We are overwhelmed by the support so far, but there is a long road ahead and we’re focusing on reaching our funding goal,” Mr Munro said.

He said the future was looking bright for Willi as it had already been taking enquiries from several overseas distributors.

Brand ambassadors include beach-loving thong wearers such as 2013’s Cleo Bachelor of the year, lifeguard Trent ‘Maxi’ Maxwell from Bondi Rescue, and three-times Ironwoman champion, Courtney Hancock.

With the option to change the strap colours to match clothes or accessories, the interchangeable range is being hailed as a stylish innovation on an iconic piece of essential summer footwear. 

There are four base and six strap colours including black, white, and the metallic range of red, blue, green and nude, allowing for 24 possible colour combinations.

The funding goal for what Willi calls its ‘Flip Flop project’ is set at A$30,000 over the month, but within an hour of the campaign going live, it had raised $10,722.

Through Crowdfunding sites such as Indiegogo, Kickstarter and Pozible, campaigners can raise funds for a non-profit organisation, charity, commercial product, film production, event, album launch and much more, as long as it is within the campaign platforms rules and regulations.

Crowdfunding is an avenue for start-up businesses to raise funds for a unique project by obtaining a small amount of money from a large amount of people (or backers) through a network of family, friends, social media and total strangers that would like to purchase the product or service on offer. If the campaign does not reach its ‘funding goal’ then the individual payments are not processed and no money or goods are exchanged.  

Contribute to the Willi Footwear campaign here - https://www.indiegogo.com/projects/interchangeable-flip-flops-with-no-more-blow-outs and see the video here - http://vimeo.com/100763187 

#nomoreblowouts
#changeablestraps

www.willi.com.au

ends

Piñata Farms innovates with year-round strawberries

EXTRA >>

AUSTRALIAN strawberry producer, Piñata Farms, will begin year-round production of the popular fruit for the first time this year.

Piñata Farms, which has produced strawberries at its Wamuran farm north of Brisbane since 2000, will harvest its first spring and summer crop at Stanthorpe in Queensland’s Granite Belt from September. 

This season’s first berries were harvested at Wamuran in May, heralding the start of what Piñata Farms’ managing director Gavin Scurr said had been a brilliant growing season so far.

“We had the perfect pre-harvest conditions leading into the season with mild, dry days ideal for producing quality fruit. Conditions could not have been better for our Stanthorpe farm as it comes on line for the first time,” Mr Scurr said.

More than 2.1 million runners were planted on plastic-covered beds at Pinata’s 45-hectare Wamuran farm to produce some five million punnets of fruit until late September. The farm employs up to 300 people to pick and pack the strawberries on site during the peak period between August and September.

Mr Scurr said harvesting at Wamuran steadily increased throughout winter until it reached peak production. The Stanthorpe farm would then supply Piñata’s spring and summer crops until Wamuran production began again next autumn.

“Stanthorpe production has been strategically planned to close the gap in our supply window, ensuring a 12-month supply from Piñata from here on,” Mr Scurr said.

Mr Scurr said the Stanthorpe farm – set at an altitude of 990m in one of Queensland’s coldest regions – was acquired specifically to chase summer strawberry production.

“With strawberries, varietal selection is critical,” Mr Scurr said. “We select varieties for their optimum flavour and bright red colour as well as consistent size and shape and match them with the attributes of our growing regions.”

“At Wamuran, we grow two main varieties – Festival and Fortuna – while at Stanthorpe we predominantly grow the Albion variety, chosen over other potentially higher yielding varieties, for its even-bearing abilities.

“When it comes to buying strawberries, taste is everything. Beautiful eating and good-looking strawberries will encourage consumers to buy again and again.

“A good strawberry typically is sweet and juicy. It should be of a conical shape with plump shoulders tapering to a point and have a solid centre.”

With 10 hectares of fruit under cultivation, the Stanthorpe farm is expected to produce 106,000 trays in its first season.

Stanthorpe-based strawberry production manager, Sean Riley, said consumers could expect super-sized delicious strawberries from Stanthorpe over summer.

“The Albion variety is best suited to Stanthorpe where the cool temperatures increase sweetness in the fruit,” Mr Riley said.

“We’re confident we have selected the best variety for these conditions and consumers are going to have access to consistent quality strawberries all through summer.”

Up to 50 people would be employed at Stanthorpe during harvest, he said.

All Piñata strawberries are plucked off the plant by hand and placed into trays in the field. Once trays arrive at the packing shed, fruit is kept chilled to retain freshness before being packed into 250g punnets and transported directly to supermarkets.

Piñata strawberries are available under the Piñata brand at Coles and Woolworths supermarkets throughout Queensland, New South Wales and Victoria, as well as selected independent retail outlets.

Piñata Farms is a Queensland family business with origins dating back to the 1960s in the state’'s south-east.

Founded by pineapple farmer Geoff Scurr at Wamuran, Piñata Farms is now operated by Geoff's sons, Gavin and Stephen Scurr. Piñata Farms is the largest pineapple producer in Australia, one of the largest strawberry producers and holds the breeding rights to grow specialty Honey Gold mangoes, produced in every mainland state except South Australia.

www.pinatafarms.com.au

ends

Bondor bolts up new age manufacturing

EXTRA >> 

DO NOT tell Australian insulated construction panel specialist, Bondor, that manufacturing in this country has a bleak future. Bondor has a completely different story to tell of increasing demand because of the improved construction and energy usage efficiencies to be gained from incorporating its products.

Bondor has manufacturing plants in most capital cities across Australia and is best known for its EPS-FR insulated steel panels – with a core of expanded polystyrene with fire retardant – used primarily to develop cold rooms and chilled areas in major supermarkets and food and beverage storage facilities. BondorPanel has, in fact, become a generic term in the construction industry.

But in recent years Bondor has, in conjunction with Bluescope Steel and Dulux, designed and developed a new generation of insulated wall and roofing panel systems that look set to transform construction in several areas – particularly new home builds, renovations and commercial offices. 

A test home construction at Burpengary, north of Brisbane, was the proving ground that set innovative builders around the country talking – especially as it was monitored closely by a university research team for 12 months. The results have set Bondor on a new trajectory and seen the company develop new relationships with builders, architects and engineers.

“We developed, along with Dulux and Bluescope, a product that would allow you to build a house completely out of insulated panel,” Bondor general manager Geoff Marson said.

“Our prototype house in Burpengary had all walls, ceiling and other features made out of this panel. Framing, insulation in the walls, external cladding and your internal coating such as Gyprock – we replace that all with one product called InsulWall which is essentially the steel with insulation bonded to it. We replace the roof trusses, ceiling and a roof sheet and insulation all with one panel as well.

“So you can get much greater spans and that’s one of the things architects and building designers like about it. It really opens up the living space and makes it nice and light and airy and away you go.”

Mr Marsdon said Bondor was “very happy” with both the way the home it looked and the way it performed. Plus there were major savings in build time and cost.

“We can take 30-odd percent off the build time of a house with that. It changes the mix of trades you need there – you don’t necessarily need all the trades, like brickies and that sort of thing. You just need a crew that’s trained in standing panel.”

Another time saver is the incorporation of service ducts within the panels, again saving trades time.

“Part of the system we’ve developed is there’s a service duct – we’ve developed a system for the plumbing and the wiring.

“We had a family of four live in this for 12 months. They were the subject of a study by QUT (Queensland University of Technology). They found that the average energy cost for them was the equivalent of 44 cents a day.”

In fact, QUT’s Science and Engineering Faculty team leader, Dr Wendy Miller regularly takes students to look at the house as part of their training. They take thermal imagery of the home to study its performance. In Queenslander or brick veneer homes, thermal imagery usually reveals large gaps in insulation and energy leaks, particularly between the ceiling insulations and the ducting. The Bondor system eliminates such thermal leakage.

“It’s the same product that’s used in a freezer, basically, so the advantage you get is that when you join the panels together you get an airtight seal,” Mr Marsdon said.

“Because the core is bonded to the steel, your insulation does not sag or crumble or deteriorate over time. That’s why you get better performing insulation.

“It also works that way in supermarkets – for example – so you have the same advantages across all environments that need air conditioning, whether it is an office or a supermarket or a commercial premises.

“Same goes for a house. It is just that we have not been in the housing market previously.”

Mr Marsdon said Bondor worked with Bluescope “so we would get away from the steel look”.

“We have a finish on this steel that Bluescope developed for us that allows you to paint or texture directly to the steel face,” he said. “That gives a rendered look on the outside and you can paint the internal face as well.

“We wanted to develop something indistinguishable from a normal house – it looks great because of the design, but you would not pick that it is made out of something different.”

Mr Marsdon said the entire system was based on Bondor’s new polyisocyanurate (PIR) cores and with a greater range of finishing options, the new roof and panel systems are helping to met demand for more environmentally friendly construction materials, greater roofing spans and

BRAND BUILDERS

The new products have several different brand names – Equitilt FlameGuard, MetecnoPanel, InsulWall, SolarSpan, MetecnoSpan, Purline and Equideck  -- all made by Bondor, and they are starting to crop up on some iconic nation projects as well, including the latest energy-friendly National Cricket Centre in Brisbane and the Adelaide Crows headquarters.

The PIR-centred products are all made at a new manufacturing line and research facility at Acacia Ridge, the Bondor headquarters. Other products are produced at manufacturing plants around the country.

“PIR is a process that came out of eurythane chemistry, which was developed by the Germans in the 50s and 60s and it has found its way into different types of things,” Mr Marsdon said. “This is actually very big in Europe and the US but it’s capital intensive and requires big dollar investment. 

“We have one PIR line and two EPS lines here and we have one EPS line in every capital city, plus in Tasmania as well. So we manufacture in six states and we have construction teams in six states as well.”

Mr Marsdon said a thriving use for the new insulated panel has been relocatable buildings, meeting the needs of the mining industry. The main challenge, he said, was educating the industry about the advantages – and that often required major system changes for some companies, making adoption slower.

“Educating the industry – we have put a lot of effort into talking to builders and designers,” Mr Marsdon said.

“We’ve found our best target market is not the bigger project guys, because they have their models and systems. It’s more the guys outside of that, the builder who is going to build 50 homes a year. The guy who gets involved in it himself and understands how a home goes together – they are the guys most interested because for those guys, taking the time off construction is a real benefit to them.

“We are working with a number of builder networks around the place. We have training programs that we run and give them a certificate to say they are trained in how to use the system.”

Mr Marsdon said the transformation could help builders in other areas of their business, such as raising their profiles and boosting marketing.

“We have a whole marketing kit that goes along with it,” he said. “We are there to try to help them differentiate themselves in the market. It’s really starting to get some take-off.”

So far, prestige home builders in Tasmania and Melbourne have showcased the product. Mr Marsdon said the Tasmanian project drew so much interest that it sold within three weeks of completion., who did one on spec and he sold it in three weeks. “He was pretty excited about that.”

A stylish eight-star energy rated home by Marcel Mott of Whittlesea’s DTC Family Builders, using Bondor’s InsulWall and SolarSpan thermal building products, has been something of a local sensation.

A roofing refit at the popular Perth restaurant, The Naked Fig, also garnered publicity. So did a Gold Coast company that completed 14 relocatable houses for a mining town.

“He assembled them, kitted them out and stuck them one on top of the other on the back of a truck and delivered them. When he got them there all he did was put the Solar Span roofing between them. People are doing some very interesting things with designs.”

TV APPEARANCE

The Burpengary home garnered great publicity, featuring twice on Today Tonight and the house built in ’10 days’.

“It is not the 10-day house, (Today Tonight) got a bit carried away with that … but certainly much quicker than normal home construction,” Mr Marsdon said.

“That drew a lot of enquiry from people talking to builders about building such a house. In fasct, that is still filtering through. It was in the tens of thousands of calls. Fortunately we had ramped up our website …”

However, leading the market in new products requires a special determination, even for a successful company like Bondor.

“You get a few scars,” Mr Marsdon laughed.

The publicity did have an immediately beneficial result for Bondor’s future product development.

“That gave us confidence to create our own testing facility for doing structural and cyclonic testing,” he said. “We now have a few other products in the pipeline that we are testing using that facility.

“Trying to get things tested (had previously been) a bit of a bottleneck. We’ve got a team of people working for us in that area now and we can bring things to market in half the time.

“With your own facility you can really optimise the products and do a lot more tweaking and get the best out of them.”

The laboratory performs 10,000 cycles of high pressure and low pressure stress testing, using air bags and computers, to emulate cyclonic conditions. The lab is near the PIR line at Acacia Ridge.

“We are very conscious of the fact that in North Queensland you have to be much more stringent in what you are designing and the quality of what you produce to withstand the weather conditions.”

That careful approach seems to be paying off as Bondor now exports to New Zealand, Papua Nw Guinea, and the Pacific Islands.

“We have also completed orders to Pakistan and to Sri Lanka … it was a major hospital in a military complex. We are seeing military accommodation opportunities open up too.”

The drive for greater energy efficiencies in buildings is becoming the big driver for Bondor.

“With the changes in building regulations and people being more interested in energy efficiency, we think that is only going to grow because energy charges will inevitably go up, so we think that this product’s time has come,” Mr Marsdon said.

“The Germans are always talking about net-zero energy and certainly with this we’ve got a real potential – we are pretty close to it,” Mr Marsdon said

“A small photo-voltaic on top of a house like that and you are pretty much self-sufficient.”

www.bondor.com.au

ends

Micreo gets Defence supply acclaim

THE Australian Industry Group Defence Council presented Queensland hi-tech company Micreo Limited with a Defence supply chain award at the recent Defence + Industry Conference 2014 held in Adelaide.

Micreo Limited – a small to medium enterprise (SME) – received the award for achieving 100 percent on time delivery and 100 percent quality for the past year, mainly for its unique radio-frequency (RF) systems. Micreo’s core business is the design and manufacture of RF microwave integrated circuits and subsystems to global defence companies. 

Micreo products are currently installed in several of the world’s front-line military aircraft and ships. Micreo Limited CEO Tim Shaw said the company considered this a double award as the business had benefited from becoming more competitive while the award also recognised the hard work of the entire team.

Micreo is one of only three currently recognised ‘gold level’ suppliers worldwide based upon a global benchmark of supply chain excellence derived from the UK 21st Century Supply Chain program, SC21. In Australia SC21 is licensed as the Supplier Continuous Improvement Program (SCIP).

The SCIP initiative is currently delivered through the Defence Industry Innovation Centre, under the Department of Industry and is funded by the Defence Materiel Organisation (DMO).

The DMO’s deputy chief executive officer, Harry Dunstall, said the SCIP and the Defence Industry Innovation Centre were excellent examples of DMO and the Department of Industry working together to support defence SMEs to become more globally competitive.

Liquip International and the Defence Materials Technology Centre also received recognition for their achievements under the SCIP initiative.

Liquip was recognised for its alignment to the SCIP commitments including leadership, delivering innovation, through-life solutions and continuous improvement.

The Defence Materials Technology Centre was recognised for its significant improvement in both business and operational capability over the previous 18 months.

Thales Australia CEO Chris Jenkins, who is also chair of the Australian Industry Group Defence Council, stressed the critical role of SMEs in the defence supply chain and highlighted the importance of participation in SCIP to enhance supply chain relationships and deliver innovative and reliable outcomes to the Australian Defence Force.

www.micreo.com

www.liquip.com

Crowdfunding goes for a thong

THONG innovator Willi Footwear Company has set something of a record in raising capital through global crowdfunding system Indiegogo.

Just an hour after the launch of their crowdfunding campaign on Indiegogo, the up-and-coming Gold Coast footwear company generated more than $10,000 for its chic new range of thongs that are re-engineered to avoid the ever-feared toe plug ‘blow-out’.

Willi has been awarded several patents for its ‘interchangeable range’ that allows the wearer to customise the thong base with different coloured straps. The straps have been designed with boomerang-shaped plugs to minimise the chance of a blow-out. 

Willi Footwear managing director and founder, Brad Munro, said after a long and expensive process putting the intellectual property protection in place Willi was hoping the campaign would fund the launch into the Australian and US markets.

“We are overwhelmed by the support so far, but there is a long road ahead and we’re focusing on reaching our funding goal,” Mr Munro said.

He said the future was looking bright for Willi as it had already been taking enquiries from several overseas distributors.

Brand ambassadors include beach-loving thong wearers such as 2013’s Cleo Bachelor of the year, lifeguard Trent ‘Maxi’ Maxwell from Bondi Rescue, and three-times Ironwoman champion, Courtney Hancock.

With the option to change the strap colours to match clothes or accessories, the interchangeable range is being hailed as a stylish innovation on an iconic piece of essential summer footwear. 

There are four base and six strap colours including black, white, and the metallic range of red, blue, green and nude, allowing for 24 possible colour combinations.

The funding goal for what Willi calls its ‘Flip Flop project’ is set at A$30,000 over the month, but within an hour of the campaign going live, it had raised $10,722.

Through Crowdfunding sites such as Indiegogo, Kickstarter and Pozible, campaigners can raise funds for a non-profit organisation, charity, commercial product, film production, event, album launch and much more, as long as it is within the campaign platforms rules and regulations. 

Crowdfunding is an avenue for start-up businesses to raise funds for a unique project by obtaining a small amount of money from a large amount of people (or backers) through a network of family, friends, social media and total strangers that would like to purchase the product or service on offer. If the campaign does not reach its ‘funding goal’ then the individual payments are not processed and no money or goods are exchanged.  

https://www.indiegogo.com/projects/interchangeable-flip-flops-with-no-more-blow-outs

http://vimeo.com/100763187 

www.willi.com.au

ends

 

EXTRA: Innovation, it’s a gas

EXTRA: WESTERN Australia-based ATCO Gas Australia has established an innovation showroom and operations centre that is more ‘go’ than ‘show’. ATCO is actively using all the new gas-fired technologies on display, aiming to encourage business to take up more efficient gas-powered systems.

Located at Jandakot, the purpose-built facility showcases new natural gas technologies, including state-of-the-art appliances, vehicles and back-up generators all fuelled by natural gas. 

“This new facility demonstrates how gas-powered innovations, such as gas-powered air conditioning, can provide greener energy solutions,” ATCO Gas Australia president Alan Dixon said.

“By switching to natural gas, businesses can benefit from lower running costs, improved environmental ratings for buildings and a diversified portfolio of energy solutions which provides energy security.”

Mr Dixon said the facility’s state-of-the-art natural gas-powered air conditioning units would help to minimise operating costs and environmental footprint. The facility also features natural gas-fired back-up power generation that provides security of continuous operations without the need to store fuel on site.

A compressed natural gas (CNG) refuelling station has been installed to service ATCO’s CNG fleet vehicles, which will result in lower fuel costs and reduced emissions. The CNG refuelling station also has the capacity to fuel CNG vehicles owned by other organisations.

The facility also houses the new ATCO Gas Blue Flame Kitchen, which engages the local community with cooking classes and demonstrations, in addition to offering educational programs to teach school children about nutrition, kitchen safety, and cooking with natural gas.

To celebrate the official launch of the ATCO Gas Blue Flame Kitchen, ATCO also announced an initiative to provide funding to select local City of Cockburn schools to help them establish their own kitchen gardens.

ATCO Gas Australia owns, operates and maintains the largest reticulated gas infrastructure in Western Australia, serving Geraldton, Kalgoorlie, Albany, Bunbury, Busselton, Harvey, Pinjarra, Brunswick Junction, Capel and the Perth greater metropolitan area including Mandurah. These combined networks connect more than 683,000 residential, commercial and industrial end users to natural gas and LPG.

ATCO Gas Australia is part of the Canada-headquartered ATCO Group of Companies which have more than 9,800 employees and assets of about C$16 billion.

ATCO delivers innovative business solutions worldwide with its leading companies engaged in divisions of Structures & Logistics (manufacturing, logistics and noise abatement), Utilities (pipelines, natural gas and electricity transmission and distribution), Energy (power generation, natural gas gathering, processing, storage and liquids extraction) and Technologies (business systems solutions).

It is now a global company that has thrived on the sustainable development philosophies of its founder, Samuel Southern, who returned home from World War Two and, looking for a way to raise funds to further his son Ron’s formal education, founded Alberta Trailer Hire. What began with a $4,000 father-and-son investment in a fleet of 15 utility trailers, which were used at work camps in Alberta’s booming oil industry, Alberta Trailer Company – then ATCO – soon had its first export orders to Alaska. Its international businesses began with a contract to supply housing for the Mangla Dam project in Pakistan and the company has diversified globally and technolgoever since.

ATCO is still in the hands of the Southern family and Ron’s daughter Nancy Southern is chair, president and CEO of ATCO Ltd. and Canadian Utilities Limited.

www.atco.com

ends

POSTED JULY 23, 2014

EXTRA: Telstra moves to help business deal with digital revolution

EXTRA: In very practical ways, Telstra is making the digital age transition from a one-dimensional ICT provider to a trusted multi-level collaborator in the small and medium enterprise (SME) space. That was the deeper message from a recent Business Acumen interview with Telstra Business group managing director Will Irving – who admitted with humility, “we still have a long way to go, I think, to be the kind of business advisors we would (eventually) want to be”.

By Mike Sullivan

“ONCE upon a time, what telcos generally did in the business space was all about being on the edge of the customer’s business. In other words it was pure dial tone. The dial tone might have been on a mobile phone and it might have been on a fax machine and for eftpos dialling up, but fundamentally it was just a connection thing.”

Telstra Business group managing director Will Irving is describing the essence of dramatic changes to Australia’s ‘flag carrier’ telecommunications business wrought by the digital revolution, but interpreted by Telstra’s business leaders and seers as much more of a digital business revelation.

Telstra is meeting the deep challenges of digital disruption by translating the revelation that successful businesses actually exploit the opportunity it gives for more personal contact with people – not less.

Over the past few years, Telstra has opened more than 90 Telstra Business Centres across Australia, well located along arterial roads, in business parks and in CBDs, Mr Irving said. The company has understood that explaining the advantages of digital technologies, and the options available, brings a level of client engagement that has not been available before.

Whomever the thought leadership group at Telstra is made up of, they have not only embraced what Digital Business insights CEO and researcher John Sheridan calls the three major tenements of the digital revolution – more connection, more collaboration and more integration – but they have also understood that, increasingly, the customer is in control.

 “What we are now doing, and this happens with cloud computing where we are providing software – be it everything from Office 365, security, various applications for employee management and sales and so on – for us now it’s more about being inside the customer’s business and it’s really supporting them from a productivity point of view,” Mr Irving said.

“With things like machine-to-machine, we are inside production processes and measuring what is happening inside pieces of machinery. Geo-location is a huge thing for customers, whether it’s in transport logistics, or tourism, or mining, or agriculture and so on.

“So we learn a lot more about our customers’ businesses and how they operate and how they want to operate to be as productive as they can be. And to be international too, given that for so many it is a global market and they are facing inter-global competition.

“So to be able to win hearts and minds not just in Australia but around the world is absolutely critical. We bring the technology and that is absolutely core to what we do, but the real value is in how you use it.”

A good example is the recent introduction of Blue Jeans Network video conferencing technology to the Telstra mix. It is an exercise in leading SMEs – and large corporates too – towards an understanding of the power that new, high quality video conferencing systems can add to their processes and brands. But it is much more than a simple step-up from Skype, Mr Irving said.

Telstra’s take on it is that video conferencing can help business leaders address key business challenges, including reaching customers and suppliers more effectively, enabling flexible working for skilled employees, competing in a global marketplace, or providing engaging staff training.

Research group Ovum’s survey Video Collaboration Service Requirements: Australian SMBs, earlier this year showed a third of businesses surveyed were already using professional, business-grade video conferencing services, with an additional 34 percent expecting to use it in the next 12 months.

Blue Jeans allows businesses to use the internet to connect face-to-face while sharing content and presentations with staff, customers and suppliers, regardless of their size or location, Mr Irving said. As a web-based solution that works with most video systems and devices, “Blue Jeans makes it easier and more cost-effective for businesses to adopt video conferencing, or make better use of their existing video equipment”.

“Face-to-face communications are invaluable,” Mr Irving said. “In fact, 55 percent of communication is visual – your body language and eye contact – and 38 percent is vocal – your pitch, speed, volume and tone of voice. Using video can help you to build deeper levels of trust in shorter amounts of time which means you’re able to reach decisions more quickly.

“For example, one quick five minute video conversation could eliminate 15 back and forth emails. It is also a far more engaging medium for sales and purchasing discussions or HR and training activities.”

Image and sound quality, along with portability, are the key advantages Blue Jeans brings to the Telstra offering, driving up the quality of the contact too, Mr Irving said.

The service is hosted in the cloud and can connect up to 25 people in the same meeting, whether from a conference room, or from desktop computers, laptops, tablets or smartphones.

“Blue Jeans has been on my radar for a little while now,” Mr Irving said of the Silicon Valley-based company. “They are a very professional outfit. Their business is growing very fast.

“The thing about Blue Jeans and what they have effectively managed to do is that, for a long time, you have had some terrific video conferencing products, like Cisco (Telepresence) and Polycom and a whole bunch of players who have done really great things. But they all started out in a world where they were typically used by very large companies or governments internally. Therefore they put in one system and it was … technologically designed pretty much to be a private network.

“As you had the ability to do things on tablets and with 4G networks rapidly growing – and Australia’s 4G network is probably the leading network in the world at 85 percent of the population, you don’t find any other country at that level of 4G population coverage; the US is at a fraction of that, and 4G network in geographic terms has probably four times the spread of Optus’s – just to give you the flavour of the dimension we are talking about here.

“It’s taken those kinds of networks and to add things like iPads and video to bring things down from a world where it is very expensive to put in anything like that.

“Like Cisco Telepresence, which has for a number of years been state of the art – curved screens, incredibly high resolution – it (Blue Jeans) really is like being in the room with someone.

“With the ability to use tablets and with much more remote working possible courtesy of 4G, the need to be able to inter-operate, not just between your own organisation and different parts of the system, but also between different customers and suppliers, has become key.

“That’s where Blue Jeans now fulfils the ability for people on different systems not to have to go and retro-fit. They can go on using what they had and now it’s (possible to) talk across platforms.

“It’s taking some sophisticated software to act as a translator, if you like, between those various master platforms. That’s why it’s ‘why now’ and that’s why in Australia (video conferencing) has got this sort of potential because the 4G networks in Australia now (can) really do this. We’ve got a lot more fibre out in the network now in many parts of the country, particularly in a business context. In a lot of business parks and so on you have got fibre sitting there.

“Australia now becomes a market in which every body – I think the whole video industry – expects Australia to be one of the world leaders for quite some time.

“I think part of the value of a product like Blue Jeans, particularly in a business context, where an awful lot of the business that happens in video happens in the SME space and is also B-to-SME.  Larger companies supplying into a small business in their particular customer space.

“Or they might be small businesses wanting to present into either large enterprises or medium-sized businesses and businesses of similar sizes. At that point you want to look a bit more like a fully professional, valuable business than perhaps something that runs a bit of the variability risk of Skype.”

Mr Irving said Skype has served many businesses well up until now but many were seeing they had to go to another level of professionalism.

“We’d rather see people seeing the benefit of video and if you start with Skype and think it’s great then come and see what the really high-grade stuff looks like. I think you’ll be very pleasantly surprised,” Mr Irving said.

“Particularly when you start to think about multi-point conferencing and so on. There are a bunch of things that Skype does well and there are some things that Skype tends to struggle with today.”

It is that sort of research which is paying off for Telstra now in the SME space. Mr Irving said Telstra had an international technology group that is “always on the lookout for people that are emerging”.

“In fact we have people based in the US and a couple based in Europe and so on, very close to the ground of new technology,” Mr Irving said.

As Telstra understands more about its SME customers and their potential technological needs, the scouting work becomes more focussed.

“In almost the same way all businesses get accountants to give them accounting advice, they won’t do it themselves, you really now want to be in a (technical) world in which you are getting some professional advice,” Mr Irving said.

While he finished by talking about the advantages of quality video conferencing to business, he could also have been speaking allegorically about the evolving Telstra Business approach:

“If you are building a new relationship, we still say there is no substitute for being there. When people first meet, a handshake and getting to know someone face-to-face is invaluable. Once you’ve done that, then historically people have then done things over the phone or by e-mail and that’s worked, although obviously e-mail has its big risks in that you don’t get the tone of voice and those kinds of things.

“So what this is more about is not so much the first meeting but the second, the third and the fourth.”

www.telstrabusiness.com.au

ends

 POSTED JULY 23, 2014

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