WINTER Gift Fair 7-9 June 2015 Horncastle Arena, Christchurch www.giftfairs.co.nz
Paper from responsible sources
POLICIES & practices Health & Safety Law changes CRUISE YOUR WAY TO BETTER BUSINESS PLAIN SAILING
Levelling the price playing field Commerce Commission
ase. Educate. Sell.
Plan your visit now. Login and confirm your details or register for free online.
SPRING Gift AND Homeware Fair
WINTER Gift AND Homeware Fair
Autumn Gift and Homeware Fair
30 AUG - 1 SEPT 2015 ASB Showgrounds Auckland
12-14 JUNE 2016 Horncastle Arena Christchurch
6-8 March 2016 ASB Showgrounds Auckland
www.giftfairs.co.nz Images compliments of: Live Wires, Splosh, JF Group, Notre Vie, Stylabs and Ian Blackwell
Contents New Product Showcase A sneak peek at what’s hot this year
50 49 46 52 45 29 26
Exhibitor Listing A comprehensive reference to all exhibitors Addendum Product index Exhibitors’ offerings arranged by category
5 4 3 7 8
NZGTA terms & conditions
Fair details Your show at a glance - from parking to site plan
Exhibitors and floorplan A visual reference to your favourite exhibitors
Keynote Speaker Websites and online marketing for your retail store
10 13 14 16 18 20 22 24
IRD Are you due a Tax Refund?
Commerce Commission Levelling the price playing field
Cruise Ship Industry Cruise your way to better business
Technology Simple six ingredient recipe for you to effectively grow profit.
Health & Safety Ministry of Business, Innovation and Employment
Business Evolution - Baker Tilly
Exhibitor and Retailer profiles
Front cover imagery provided by Jenz Studio, Stand no 160 Website: www.jenzstudio.co.nz
its weight in awards. Simply visit the Ford stand today and you could win a Fiesta Sport. Loaded with smart technology and impressive fuel economy, it’s designed to keep up with your busy lifestyle, all while being the most eye-catching car on the block. FIESTA Sport with 1.0L EcoBoost ™ engine
HOW TO ENTER To be eligible to enter the competition, an individual must:
• Formally register and be validated onsite as a genuine trade visitor at one or more of the NZ Gift & Homeware Fairs, in 2015 (the Event) prior to the close date. • Visit the Ford Motor Company of New Zealand Limited exhibition stand at the Event, and have your issued Event visitor badge scanned. Each visitor to the Event is entitled to 1 entry only per NZ Gift & Homeware Fair event attended in 2015. CONDITIONS OF ENTRY Information on how to enter and prizes form part of these Conditions of Entry: 1. By entering the competition you agree that you have read, understood and accepted these Conditions of Entry. 2. The Promoters reserve the right to change the terms and conditions of the Promotion without prior notice and at its discretion or extend, postpone or discontinue the Promotion at any time. 3. Entry is only open to New Zealand residents aged 16 years or over who own a valid New Zealand driver’s licence. Employees and contractors and the immediate families of employees and contractors of the promoters and other agencies associated with this promotion are ineligible. 4. The promoters reserve the right to verify the validity of entries and to disqualify any entrant who tampers with the entry process or who submits an entry that is not in accordance with these Conditions of Entry. 5. Promotion commences 01/03/15 at 09:00am. Entries close 04:00pm on 01/09/15 and no entries will be accepted after this time. Draw will take place on 02/09/14 at Level 1, 99-107 Khyber Pass Road, Grafton, Auckland, New Zealand at 10:00am. The winner will be notified by mail, email or telephone (at the option of the promoter) and the name of the winner may be published on www.giftfairs.co.nz website on or after 07/09/15. Judges’ decision is final and no correspondence will be entered into. 6. The first valid entry drawn will win a 2015 model Ford Fiesta Sport EcoBoost Automatic vehicle (including full registration and on-road costs, but excluding insurance). The promoters may at their absolute discretion substitute this prize for a prize of equal value without notice to the entrants or winner. The prize is not transferrable or exchangeable. 7. The promoters are not responsible or liable for: a. late, lost or misdirected entries; b. any incorrect or inaccurate information, either provided by entrants to the competition or generated by any of the equipment or programming associated with or utilised in this competition, or by any technical error that may occur in the course of the administration of this competition; c. any error, omission, interruption, deletion, defect, delay in operation or transmission, communications line failure, theft or destruction or unauthorised access to or alteration of entries; and d. any loss or damage whatsoever (including personal injury) which is suffered (including but not limited to indirect or consequential loss) as a result of taking the prize, except for any liability which cannot be excluded by law. 8. The promoters collect entrants’ personal information in order to conduct the promotion. If the information requested is not provided, the entrant may not participate in the promotion. By entering the promotion, unless otherwise requested by the entrant, each entrant also agrees that the promoters may collect and hold the information, and use it in any media for future promotional, marketing and publicity purposes without any further reference, payment or other compensation to the entrant, including sending the entrant electronic messages. Entrants’ personal information may be disclosed to lottery departments and winners names published as required under the relevant lottery legislation. A request to access, update or correct any information should be directed to XPO Exhibitions Ltd or Ford New Zealand via their websites. 9. All entrants warrant that they are not contravening any national laws by entering prize draw. The promoters are: XPO Exhibitions Ltd, Level 1, 99-107 Khyber Pass Road, Grafton, Auckland 1023; Ford Motor Company of New Zealand Limited, Private Bag 76912, Manukau City, Auckland.
FOR 4129 XPO Fiesta Sport GF HP vf.indd 1
16/12/14 4:32 pm
Welcome to WINTER GIFT 2015
Published by XPO Exhibitions Ltd
Welcome, Our top exhibitors are back from overseas stacked with new sample ranges. First in first served! A big thank you to those NZ retailers investing their time to research and procure new product at the Winter Gift & Homewares Fair 2015, Horncastle Arena Christchurch. The New Zealand Gift Trade Association and XPO, the event organisers, have worked very hard to bring you an event that encompasses a fantastic selection of new product from the nation’s most important wholesalers, importers and NZ manufacturers. In the past year we acquired the long standing South Island Hospitality Show – and with that comes a brand new database of local hotel owners, restaurant and bar owners and related hospitality trade persons to invite to this event. We’ve encouraged many of the exhibitors to bring along a selection of hospitality grade product in addition to their usual gift & homeware categories so that we might help the hospitality industry ‘gear up’ for their regional growth. We intend to run a dedicated South Island Hospitality event alongside the Winter Gift & Homewares Fair once the combined industries are ready for it – something that further differentiates this event from the Auckland shows we run - so watch this space! Visitor attendance is what motivates wholesaler exhibitors from around NZ to invest in their participation at these Gift Fairs (and vice versa), and we only want to reward that visitor loyalty with a great event – so please make sure you encourage your industry peers to get along to the show. We’ve continued to see strong numbers of Canterbury retailers attend the show. We need more regional South Island retailers to take the trip here too. You won’t be disappointed. You may even win a brand new Ford Fiesta Sport Ecoboost valued at $28,850+ORC*
Published for NZ Gift & Homeware Fairs
XPO Exhibitions Ltd Level 1, 99-107 Khyber Pass Road, Grafton, Auckland 1023 P O Box 9682, Newmarket, Auckland 1149, New Zealand
NZ Gift Fairs Team Exhibition Sales Sandra Gorringe 09 976 8330 email@example.com Neil Cording 09 976 8356 firstname.lastname@example.org Emma Nightingale 09 976 8382 email@example.com Operations Nick Batty, Chantelle Walker Graphic Design Louise Brosnan Marketing Irene Smith, Jeff Edbrooke Accounts Brenda Roper Events & Sales Director Tony Waite Managing Director Brent Spillane Contributors Gary Bowering, Baker Tilly Commerce Commission, Inland Revenue, Fiona Beal Cover photography Jenz Studio Magazine Layout Louise Brosnan Print Management Compass Print Management
Have a great fair everyone. Regards Brent Spillane & Tony Waite
*Prize draw terms and conditions on Ford’s advert in the first few pages of this magazine, or visit the website www.giftfairs.co.nz
Service providers’ advertising enquiries firstname.lastname@example.org
The listings and information provided in this magazine are supplied by the exhibitors. Whilst all care is taken, XPO Exhibitions will not accept responsibility for incorrect information. Editorial opinion and advertising statements printed in Gift do not necessarily reflect the views of XPO Exhibitions Ltd and its staff, unless expressly stated.
BRENT SPILLANE Chairman NZ Gift Trade Association
TONY WAITE Event & Sales Director XPO Exhibitions
The NZ Gift Trade Association is a not for profit organisation representing wholesalers, importers and manufacturers of gift and homeware in New Zealand. For more information head to page 52 or visit www.nzgta.org.nz .
CAR If you are driving from the North take the arterial route west towards the airport and turn left into Memorial Avenue. At Hagley Park, turn right into Deans Avenue and follow this around the park and turn right into Lincoln Road. If you are driving from the South take either Lincoln Road or Blenheim Road. PARKING Parking is free at the Fair. The centre is surrounded by 3000 carparks. ACCOMMODATION The NZ Gift & Homeware Fairs are pleased to offer you special rates on accommodation from the following Hotel Partners. Book vwith the hotel directly. Please remember to quote the promo code: XPO2015 to receive the reduced rate. These are the best rates available at these hotels, all properties look forward to making your stay as enjoyable and comfortable as possible.
2015 OPENING HOURS Sunday 7th June Monday 8th June Tuesday 9th June
9am – 5pm 9am – 5pm 9am – 3pm
VENUE Horncastle Arena, Christchurch, New Zealand. The Horncastle Arena (formerly the CBS Arena) is in Jack Hinton Drive, Addington, just a few minutes drive from the city centre, adjacent to the Addington Raceway in Southwest Christchurch. REGISTRATION DETAILS You can now manage your NZ Gift & Homeware Fairs “membership” online. You can log on with your username and password at any time and update your contact details to ensure you are kept up to date with all the NZ Gift Fairs news. If you have previously attended a Gift Fair you will receive an email at the start of each year asking you to confirm your details. Once your registration is complete and your ID has been verified you will receive a barcoded email. This barcode will give you access to all three Gift Fairs in that year. Please print off the barcoded email and bring it with you on the day of the Fair for express entry. If you have never visited a NZ Gift Fair you can save $20 by pre-registering online at www.giftfairs.co.nz. All visitors must have their own individual registration. If you are not submitting your ID prior to the Fair please remember to bring it with you on the day. Once you are registered you will be registered for all NZ Gift Fairs in the future. GIFT WEBSITE For year round access to the Gift Fairs, please visit our website www.giftfairs.co.nz Your user name and password will be the same as your registration logins. GIFT MAGAZINE It’s a good idea to plan your visit in advance – using the directory in this magazine is the best way to pre-determine what products you want to see. Remember to bring this guide with you to the Fair. GIFT FAIR INFORMATION DESK For any enquiries at the Fair please stop by Show Info located in the foyer. During the Fair you can also call the show on 03 339 3589 CAFE For your convenience, the Tuck Shop Café is located in the concourse. LUGGAGE STORAGE A luggage storage facility is available at show information in the Main Foyer for those visitors travelling to or from the airport. Note: NZ Gift Fairs will take all care for your luggage however we cannot take responsibility for loss, theft or damage of items. RESTROOMS Toilets are located throughout the concourse of the Horncastle Arena. TAXIS Available on request at Show Info.
For more information on the accommodation available visit our website www.giftfairs.co.nz/details.php Terms and Conditions of Entry The New Zealand Gift & Homeware Fairs are trade only events 1. Genuine trade buyers only will be admitted to the Fair. 2. All visitors to the Fair are to register and wear their Entry Pass which must be visible at all times. 3. No product may be removed from the Fair. 4. Children under 16 are not able to attend. Babies in back or front packs are welcome only upon completion of a waiver form. NO prams or strollers will be allowed access to the Fair. 5. To protect the privacy and confidentiality of exhibitors, no video or still photography including via mobile phones. 6. Exhibitors are at the Fair to sell their products. No selling or distributing of marketing material to the exhibitors at any time during the Fair or within the Fair venue. Non-compliance will result in eviction from the exhibition. 7. No smoking anywhere in the venue please. 8. Please note: Accompanying guests are able to attend on the first 2 days of the Fair only. A guest pass may be obtained from the registration desk. There is a $20 charge for the pass. 9. XPO Exhibitions reserve the right to refuse admission to the Gift Fair. XPO Exhibitions also reserve the right to revoke registrations at any time where it is deemed necessary.
ECO FRIENDLY By displaying this table talker at their stand the exhibitor declares that they have Eco Friendly product on their exhibition stand that complies with the Guidelines for Green Marketing document issued by the New Zealand Commerce Commission.
NZ MADE, Exhibitors with the Kiwi symbol next to their name have declared that they exhibit product which complies with the Country of Origin guidelines issued by the Commerce Commission. To view these guidelines please visit www.comcom.govt.nz
NEW PRODUCT If you see this table talker displayed at an exhibitors stand make sure you pop in and check out the New Product they have to offer.
SHOW ONLY SPECIALS Many exhibitors have Show Only Specials. You can download a list of these from our website or look for Show Only Specials table talkers at the Fair.
The Company Shed (2007) Ltd Inspire Wholesalers Limited
Vision Wholesale Ltd Waxglo House (1983) Ltd R A Burt & Co Ltd Haven Distributing Alumenti Homewares
Four Corners (NZ) Pacific Optics Ltd Uncle Zito’s Ltd The Linen Collection
Rembrandt Fine Arts Ltd
Enhance Accessories NZ
The Design Edge Luscious Living
130 & 155
Flower Systems Craig Fletcher
Feel My Bamboo Pillow
Tarata + Tantrix
Nescafe Dolce Gusto Le Forge Accessories
Live Wires New Zealand Limited
Pan Pacific Marketing Creative Collections Ltd
Melric International Ltd
Chiba Enterprises Ltd
JF Group Ltd
Preston Hamilton (NZ) Ltd
Moana Road Art
The Little Import Company Rose In Thorns & Sticky Tiki
Dale Borland Marketing (1993) Ltd
Greenpark Imports Ltd
Green Trading Co Ltd The Green Company
The National Safety Show is the largest event in New Zealand dedicated to workplace safety.
21-23 June 2015 ASB Showgrounds, Auckland
Brought to you by XPO Exhibitions, organisers of the New Zealand Gift & Homeware Fairs
Visit workplace safety experts as they showcase their specialist products and services, help solve business safety problems and offer safety education for your business.You will be sure to find the right mix of first hand experience and practical advice to apply in your own workplace. The National Safety Show will host 3 full days of industry leading speakers. For seminar updates please visit www.safetyshow.co.nz
NSS just got better with the co-location of buildnz | designex. New Zealand’s leading trade event brings building professionals and construction industry innovators together to share ideas, showcase the latest products, and develop business relationships, www.buildnz.com
DON’T MISS OUT Comprehensive seminars from industry professionals Visit the website for more details
REGISTER TO ATTEND FOR FREE www.safetyshow.co.nz
USING PROMO CODE: NSSPROMO
Sunday 21 June 2015, 9am - 6pm | Monday 22 June 2015, 9am - 6pm | Tuesday 23 June 2015, 9am - 4pm
This is not a ticket, you must be registered to attend.
VISIT THE SHOW FOR YOUR CHANCE TO WIN THE RANGER XLT 4X4 DOUBLE CAB MANUAL RRP FROM
Visit safetyshow.co.nz for terms and conditions
The National Safety Show is supported by
Publishing partner of The National Safety Show
DON’T MISS OUT! Websites and online marketing for YOUR retail store
Discover how online tools can help promote your business and increase your sales. Professional seminar presenter Jamie Hansen from website expert Zeald, will show you how to get smarter results with a website and online marketing, to help customers find your business and generate more enquiries or sales. Zeald is one of the largest and fastest growing website design and e-business consultancy companies in New Zealand. Retail NZ is delighted to present, along with the NZ Gift Trade Association, this seminar by Jamie Hansen. An engaging presenter, Jamie understands the needs of small business owners. Using real life case studies, Jamie will help you realise what features you need to convert visitors into business customers by driving traffic to your website. At Retail NZ we’ve been busy negotiating great member benefits, and making some noise on behalf of the retail sector, to ensure we’re at the forefront of our politicians’ minds.
Monday 8 JUNE WHERE Seminar AREA, CONCOURSE HORNCASTLE ARENA, ADDINGTON Light refreshments will be provided
In Association with...
A Kiwi piece of Scotland I t’s the seventh biggest city in the country, has the world’s steepest street, and Cadbury chocolate is made there. Scottish settlers named it from the Gaelic for Edinburgh, Dun Eideann. The Scottish values of thrift and education are still celebrated in Dunedin today. Flashy high rise buildings never caught on and whole streets of Victorian and Edwardian buildings are undergoing a renewal. The city’s fine university is its most important industry.
Clustered on the steep hills at the head of beautiful Otago Harbour, Dunedin offers visitors a wide range of experiences, from world renowned wildlife, through vibrant cultural events and collections, to fun activities for children. And within 100 metres of its main street you’ll find shops, accommodation, bars, restaurants and cafés in abundance. The city has some of the best examples of in the country of what it takes to be successful in the exciting but often tough retail industry. Richard Thompson is Managing Director of Acquisitions , the Dunedin-based national chain of gift stores that aim to provide the best selection of gift focused product in one location. “The best thing about Dunedin shopping is that it is so contained. It all happens pretty much within three blocks, although some of the more interesting gallery type stores are in secondary locations,”
about our visual excitement, the aromas in the store, and the sense of fun that a lot of our product provides. “Our secret has been that we’re prepared to chop and change and constantly reinvent ourselves. Nothing stays still and you need to keep your wits about you. ...find your niche and if that shifts then shift with it. To do retail you have got to love what you do because it’s hard work. Most retailers know that if they were just doing it for the money they could probably do a lot better doing something else. So do what you love and maximise that. Hopefully your customers will share the love.” This small creative city has attracted many writers, artists and collectors who have left behind a legacy of art, books and treasures. Otago Museum offers visitors a wealth of Maori and Pacific material, artefacts to fascinate the most curious visitor, plus amummy, old fashioned animal attic and a tropical butterfly house for children. Toitu Otago Settlers Museum is the country’s most modern museum where the social history of the region is displayed in state of the art style. The Dunedin Public Art Gallery has an excellent selection of New Zealand, British and European art, while the Public Library and the university’s Hocken Library have large collections covering a surprising range of historical subjects. If architecture is your thing check out Dunedin Railway Station, the University Clock Tower, the modern University of Otago Library, plus an array of 19th and 20th century buildings which have been made over for 21st century life. One building not to miss is the iconic Larnach Castle . The Castle’s Deb Price says that Dunedin is a great shopping destination because of the city’s eclectic and diverse range of shops and styles of shopping – from the mainstream to the interesting and unique.
he notes. “Being Dunedin, in winter it is great that a lot of it is also undercover in the three malls (which all interlink). It creates a vibrant main street appeal and there are no free standing remotely located malls to ruin that. Richard says he’s an ‘accidental retailer’. “My partner Anita and I were looking for a way to fund a headquarters for a campaign to stop an aluminium smelter being built at Aromoana in the Otago Harbour back in the 80s and came up with the idea of a small shop run by volunteers – think Op Shop but with craft instead of clothes. We discovered we loved retail and when the campaign was over (and won) we were left with a lease but no volunteers. So we took it over and ran it as our own business and it just sort of grew from there. “We put a lot of emphasis on our visual presentation. Fun to be in and very browsable is how I’d see us. The variety and size of our store means that there are so many things to look at and we know from customer feedback that we are a store that people will spend a lot of time in. People love how we exercise all the senses. They talk
Dunedin is home of the ID fashion week, a brilliant avenue to celebrate our great local designers and their boutiques.
array of goods to tantalise the most discerning cook or baker. From the delicious aroma of freshly ground coffee as you enter the front door, to the personal and friendly greeting from the knowledgeable staff, customers will immediately feel welcomed and at home at TFE.” The city is close to the cold waters of the continental shelf which provide a rich source of food for marine mammals and seabirds. This makes for consistent year round viewing of wildlife on the glorious Otago Peninsula. In a day you can visit the only mainland breeding colony of albatross in the world at Taiaroa Head, watch sea lions asleep in sand dunes, delight in the antics of fur seals, and in the evening stand spellbound as the world’s smallest penguins, the little blues, trudge up the beach in darkness after a day out fishing. If you’re ready for a day in town you can abandon the car or camper and wander along George and Princes streets, exploring the compact inner city with its host of boutiques selling the fashion clothing of local labels such as NOM*d and Carlson, or rummage in op shops and second hand stores for vintage treasures. A 20 minute drive to the historic port town of Port Chalmers will delight the dedicated vintage shopper with its retro shops specialising in women’s clothing and hats and collectable homewares including Crown Lynn pottery. For children Cadbury World provides sweet inspiration, and in winter the Science Festival, Midwinter Carnival and Puaka Matariki (Maori New Year) all offer stimulating activities. The Scots never let winter spoil a good party and you’ll find many events and festivals to enjoy over the winter months in Dunedin. From a midwinter swim in the Pacific Ocean, to a ball at the castle, a festival for chocolate lovers, film and literary festivals, and rugby games at the covered stadium, there’s something for everyone. You can plan your Dunedin adventure by visiting www. DunedinNZ.com and check out the locals’ tips on exploring the city by Dunedin’s Insiders at www.Insidersdunedin.co.nz
“LarnachCastle is also one of a kind. Where else do you get to shop in a castle, in New Zealand anyway? We have almost been operating 50 years, since the Barker family purchased the castle in 1967. One of the most interesting things about our store is that it’s part of the Castle experience, as well as being a great shop in its own right. It’s destination shopping – you visit a beautiful garden of international significance, and you experience one of New Zealand’s most famous buildings. “Our customers, are thrilled with the variety we have here. As one of New Zealand’s most publicised visitor attractions people expect just to see souvenirs but we sell much more than that. We make sure that eye level is buy level, and don’t let the dust settle!” Linda Verity of Toyworld Dunedin says the main thing that makes Dunedin special as a shopping experience is that – unlike other cities – nearly all retail is contained in a central city area. “I like to think that we have all the choice in one area – and not spread out into suburban malls. This also results in a vibrant city centre. “Toyworld Dunedin is the last remaining specialist toy store in Dunedin and we provide variety and greater choice to customers. We also have an area that deals in depth with die cast models, paints, kit sets, etc. for the older modellers. Total Food Equipment’s Julie Feaver points out that Dunedin has, and always will be, the hub of a unique and varied retail sector. “Often at the forefront of innovation and design, Dunedin has become well recognised for offering a very satisfying and pleasurable shopping experience. “Total Food Equipment is a dedicated kitchenware store which has been operating in Dunedin’s busy vibrant environment for the past 10 years. We are proud to say we are a locally owned and operated business, and have grown to suit the needs of our customers by listening to their needs and providing them with the best quality and variety in kitchenware. “We have a large, bright store with a vast
Editorial Compliments of: Gary Bowering
Are you due a Tax Refund?
Tax refunds are on many people’s minds at this time of year. Before you do anything there are a few important things you need to know which could save you a lot of time and effort.
If you’re a salary or wage earner you might find you’re entitled to get money back if you have overpaid the tax you owe. You could qualify for a tax refund for a number of reasons. These could be that you:
• only worked for part of the year
• had more than one employer during the year
• have expenses or qualify for independent earner tax credit.
It is important to remember most salary and wage earners will have paid the right amount of tax through the year and therefore won’t have a tax refund. When do I need to check? From the middle of May, you can log on to your myIR account. If you don’t have a myIR account, now is a good time to register for one. It’s free and easy to sign up, just log on to www.ird.govt.nz and register. What happens next? Once you’re all set up, you can use your myIR account to follow a few simple steps which will help you to:
• check all your details are correct, then
• check if you have a refund, then
• request your Personal Tax Summary.
If your calculation shows you owe tax, and you decide to request your Personal Tax Summary, you’ll have to pay that tax.
When do I get my refund? From mid-June you’ll need to log back into your myIR account and confirm your Personal Tax Summary is correct. Once confirmed, you’ll receive your refund into your bank account within five working days.
How much does it cost? Using your myIR online account is free, easy and secure.
Use your myIR online account to check if you are entitled to a tax refund - it’s free and easy.
Quick tip: You can save yourself even more time by waiting until mid-June when you’ll be able to check, request and confirm your refund all at the same time. Don’t forget in the meantime though to register for your myIR account at www.ird.govt.nz.
AND TALK TO US ABOUT HOW WE CAN MAKE A DIFFERENCE TO YOUR BUSINESS
Levelling the price playing field At the Commerce Commission we receive roughly 5000 Fair Trading Act complaints a year. The majority follow a common theme – consumers being misled over price. Unfortunately, the same dodgy pricing practices emerge every year and all of them, without question, are easy for retailers to avoid. The most regular complaints we field involve: 1. Prices being different at the counter than they are on the shelf 2. Signs that give an impression a product is on sale when it isn’t 3. Products presented as heavily marked down from a price they were never sold at, or haven’t been sold at for a long time 4. A retailer claiming a sale is storewide when there are significant exceptions. Human error does play a part in some cases. Items that aren’t on sale can accidentally be tagged as discounted, only for the consumer to learn otherwise when they go to pay. Mistakes happen, and individual retailers can make their own decisions on how they rectify those – the point being that they do rectify them. marketing is close enough to the truth so it’s not a big deal. This is not an excuse that works too well on the paying public, let alone under the law. In recent years we have become increasingly concerned about businesses who, whether deliberately or (they may argue) accidentally, are employing the practices identified in points 2 and 3 above. Discounting products is a marketing tactic nearly every business on earth employs. Because it works. And because it works so well, some retailers choose to push the barrow out and ultimately mislead consumers At times we also come across the ‘she’ll be right’ attitude – as in a business decides their
into believing they are getting a better deal than they actually are. Price is the most significant factor for consumers when making a purchase, followed by quality. Most people will link the two together. So if the average consumer believes, for example, a new TV was being sold for $800 and is now $400, they are more likely to buy that one compared to a similar model that is on sale at a competitor at the same price, but discounted from $500. The problem exists, of course, if the TV model they purchased has never been sold for $800 – the discount was artificially inflated to make it appear more impressive. We also see companies tagging products with flash signs saying ‘special low price’, only for that to be the normal price. The intent of these behaviours isn’t just to boost sales, but distort the playing field. It harms the businesses that are playing by the rules. Our role is absolutely to protect consumers, but it’s also to maintain fair and genuine competition in the market. As you would expect, our enforcement approach differs based on the facts of each case. At the low end, in many cases we prefer to issue compliance advice letting a business know they are at risk of breaching the Fair Trading Act if they don’t change their behaviour. Another option is an official warning, which often includes some public disclosure that can lead to negative media attention. In the worst cases, or with repeat offenders, we will prosecute. For retailers, if you think a marketing tactic might be questionable, then it no doubt is. The Fair Trading Act protects consumers from all misleading behaviour, accidental or otherwise. If in doubt, be as transparent as possible and take the time to regularly review your pricing system to make sure it’s as robust as possible.
Consumer Investigations Manager Stuart Wallace. Commerce Commission | Te Komihana Tauhokohoko www.comcom.govt.nz/
As passengers take in the towns and cities they visit they’re also looking for gifts and mementoes...
Cruise your way to better business
N ew Zealand’s popularity as a cruise destination has skyrocketed in the last few years, with cruise passenger numbers around 80 per cent higher than they were five years ago. For the 2014-15 season, it has been estimated that there was 125 cruises bringing around 200,000 passengers and 88,000 crew visiting ports around the country. If cruise was a country of residence it would now rank third behind China as a source of international visitors.
and Australian waters next year and will be the biggest cruise ship to ever visit here. Construction will take about a year and the company says the finished cost will be about US$1 billion (NZ$1.25 billion). Latest cruise industry figures show 23 per cent growth for the NZ market. Record numbers are expected for the 2015-2016 season.” That’s just one new story that should make retailers sit up and take notice. Spend by cruise passengers is largely focused around key cruise regions, such as Bay of Islands, Auckland, Tauranga, Napier, Wellington, Picton, the Marlborough Sounds, Christchurch, Dunedin and Fiordland, but can also include further inland regions such as Rotorua, Waitomo and Queenstown. The most common cruise itinerary for New Zealand is Trans- Tasman, which typically starts in Sydney, taking two nights to cross the Tasman Sea, and then visits Fiordland, Port Chalmers, Akaroa, Wellington, Napier, Tauranga, Auckland and the Bay of Islands before returning to Australia. That’s great news for retailers, as passengers take in the towns and cities they visit they’re also looking for gifts and mementoes, as well as clothing, arts and crafts and other items they can’t find in their home country. And speaking of art, there can be an art to making sales to cruise ship passengers. One of the most important things to keep in mind is that, although they will have a cabin on board to store the purchases, most will not live in the port town their ship returns
And, as the song goes, ‘things can only get better’. As a recent story in The New Zealand Herald stated:
A new generation billion dollar plus mega cruise ship is heading for New Zealand and plans to call at ports throughout the country.
The report went on to note that: “Cruise lines are building bigger ships packed with more features as they try to out-do each other to attract increasingly discerning passengers. Ovation can carry up to 5000 passengers and will have a glass observation capsule that rises 91m above the deck, bumper cars, a circus school, a sky diving experience and 18 restaurants including a Jamie Oliver- branded one.
“Royal Caribbean’s Ovation of the Seas will be in New Zealand
12 Tips for Retailers
1. Be a good ambassador for your town – help make our visitors welcome. 2. Make sure you know what ships are in town…where they’ve been and where they are going. Use this information to engage the visitors. 3. Have a supply of free city maps in your shop. Know where the bus back to their ship leaves from. 4. Consider having a welcome board with the ships name on and offering a special deal. 5. Make sure everyone in your team has a café to recommend and knows where the nearest public toilet and other amenities are. Help your customers enjoy their visit.
to, and will need to fly home. That means the size of their suitcase and how much it weighs will be very much in mind, as will any customs limits and duties. All this means that stocking a good selection of small items could lead to sales success. You could also consider offering a packing and shipping service, having larger or heavier items held and sent to arrive after the passengers have got back home. By understanding this barrier to purchase – and offering a solution to the problem – you’re more likely to make the sale. You might also want to consider talking to other retailers in your area about combining the packing and shipping option, making it cheaper per item. There is another growing group of cruise passengers that
6. Impress the crew… they’ll be back and they talk to passengers.
7. Be open for the duration of the visit.
8. Don’t forget to smile and say ‘hello’ – Kia Ora
9. Avoid discussing the price of on-board booking excursions etc. Your customers are on holiday and don’t want to know. 10. Ensure your team are trained with customers in mind e.g. jokes about other nationalities might be inappropriate. Check the right level of staffing is in place. International guests are used to being ‘sold to’ - proactive service is recommended. 11. Accept foreign currency. Check out www.x-rates.com for rates, or a bank’s website. Consider adding a percentage on to cover you for fluctuations. Main currencies are1.$US and $AUD.
can be good customers – Kiwis. Short three or four nights cruises are proving popular.
Although they often also need to include a flight or two, the shipping option becomes more affordable. And if you have a website or mailing list, you have the opportunity to gain a long- term customer that may never otherwise had heard of your business. Dunedin city has estimated that cruise ships bring more than $45 million into the region’s economy every year. The city also has twelve top tips for retailers – and they apply to businesses everywhere.
12. Offer to post overseas. See www.nzpost.co.nz for posting prices and information. Work out a few weights and prices.
Editorial: Gary Bowering Images Compliments of: www.akaroa.com
How Many of These Profit Steps are You Missing? Here is a simple six ingredient recipe to effectively growing profit. The best part is it’s FREASY – free and/or easy.
How you spell PROFIT... Persistency
put in my newsletters, others would charge for – I have found this keeps people subscribed, reading and referring. In this day and age – priceless. Information Your most valuable business asset is an information rich database of existing and prospective clients. It’s heart-breaking how few sales people or businesses realise this. It doesn’t matter where you put it to sleep at night – a proprietary database, Email Contacts, Excel, Access…. Keep information that is relevant to them as well as you. That helps you target. And then use it. Technology Using your everyday business tools enables you to accomplish all the strategies above – no matter if you’re in the office. On the road. On an extended holiday. By learning the features of your smartphone, your software and using mobility you can make magic happen. How many of these six ingredient are you doing? Written by Debbie Mayo-Smith www.successis.co.nz , One of New Zealand’s most in-demand speakers, trainers and bestselling authors. Debbie works with companies that want more effective staff.
You never give up on a viable prospect, no matter how long it takes. If someone has potential to do business with you, has shown interest, you put them in your database and stay in contact with them. Just because the timing isn’t right to become a client immediately doesn’t mean
they won’t in the future. Also in the interim your communications can become a referral source from them to others. One critical point. Your communications to them must be in a ‘what’s in it for them’ manner. Routine Forget one off’s. Create your own systems, routines for following up. For religiously setting aside time for marketing and business development. For creating and sending your bulk WIFFM communications. Activity equals success. Do not wait for the phone to ring or for people to call you back about the proposals/ quotes you’ve sent out. Offline/Online Communications This is the main strategy of bringing in new business, keeping clients happy, adding value and improving customer service. As mentioned twice about – you develop a communication strategy. Mine has always been to put myself in their shoes and think of what information can make them more successful in many aspects of their life. While lots of the tips and information I
For more tips and business ideas sign up for her freemonthly newsletter http://www.successis.co.nz/newsletter.htm
Editorial: Debbie Mayo-Smith www.successis.co.nz
DESTINATION FEATURE BUSINESS
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Get ready for health and safety law changes
N ew health and safety (H&S) law is expected to be passed later this year and come into effect several months after that. While not all the changes are yet confirmed, enough is known for you to check what – if any – action your business may need to take. If you have good H&S policies and practices already in place, you’re in a good position to stay compliant when the law changes. If not, there’s plenty of time to rectify this to make sure you are up to speed with the new regime.
3. Workers – must take reasonable care to ensure the H&S of themselves and others, and to comply with the PCBU’s reasonable instructions and policies. 4.Other people who come to the workplace – such as visitors or customers, also have some H&S duties. It’s all about taking your share of the responsibility for what you can control.
Who will be responsible for workplace H&S? In short, everyone in a business:
1. The business itself – A new legal concept will be a Person Conducting a Business or Undertaking (PCBU). It will usually be a business entity, such as a company, rather than an individual. The PCBU will have the primary duty under the new law to ensure the health and safety of its workers and others affected by the work it carries out. That’s why it may also need to consult with other PCBUs where it shares a worksite or are part of a contracting or supply chain, to make sure all workers are safe and healthy. Learn more from WorkSafe about PCBUs at www.business.govt.nz/worksafe/ about/reform/1-pcbu. 2. Officers – includes directors and other people who make governance decisions that significantly affect a business. Officers have a duty of due diligence to ensure their PCBU complies with its H&S obligations.
What are other key changes? The new legislation shifts the focus from monitoring and recording health and safety incidents to proactively identifying and managing risks so everyone is safe. This might not necessarily mean a major change to your day- to-day operations, but it’s the PCBU’s duty to think about who may be affected by its business. This includes staff, contractors, customers and visitors.
BUSINESS FEATURE HEALTH & SAFETY
If you have good H&S policies and practices already in place, you’re in a good position to stay compliant when the law changes.
What’s the reason for these changes? New Zealand has a poor record of workplace H&S. Its workers are twice as likely to be killed or suffer serious harm compared to Australia, and six times as likely as those in the UK. WorkSafe New Zealand figures show that on average each year, across all New Zealand workplaces: • 75 people die on the job • one in 10 is harmed • an estimated 600 to 900 die from work-related diseases. The Government’s Working Safer reform package aims to bring down the workplace injury and death toll by at least 25% by 2020. The Health and Safety Reform Bill is to play a large part in this. By meeting your H&S obligations, you will too.
The PCBU will also need to engage its workers in health and safety matters through toolbox talks, H&S representatives, or other ways that suit that particular business.
What do I need to do?
If your business already has a strong commitment to H&S, you might not have to do anything new (check the list below). If not, you’ll need to think about what could go wrong in your business and how to manage your health and safety risks. Make sure all staff understand it, and use these tips to get on the right track: • Identify H&S hazards and risks, and take steps to prevent these from happening. • Make sure your H&S policies are led by management, understood by all staff and reviewed regularly. • Hold regular training on H&S matters. • Engage workers in H&S matters that affect them. • Support all officers to get up to date with H&S issues and key risk factors.
Read more from WorkSafe about the Health and Safety Reform Bill at www.business.govt.nz/worksafe/about/reform
• Report and monitor H&S goals. • Regularly review any incidents. • Carry out frequent H&S audits.
Taking these steps is good for your staff and workplace, helps productivity and it may help reduce your ACC levies. For tips on how to pay less, see Workplace Safety Discounts on the ACC website www.acc.co.nz/for-business/tax-agents-accountants- and-advisors/cover-products/BUS00073.
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