Pall Corporation launches Cognitive Reliability

10 October 2008

JWPM have been engaged by Pall Corporation to develop a new industrial brand for their Reliability Engineering division. The Cognitive Reliability brand is being used to spearhead the promotion of Pall’s RE division in to industrial markets in Australia, Asia and ultimately the rest of the world.

The practice of building complex highly engineered systems, achieving high performance for the lowest cost, but without compromising safety – is called Reliability Engineering.

Pall Corporation is respected not just for innovation; but also for applying technology to solving customer’s problems. Developed by Pall Corporation engineers, the Cognitive Reliability model is a new perspective on plant reliability programs.

The authors of this major advancement are the Pall Cognitive Reliability team; a dedicated group of professionals with years of engineering experience. Pall Corporation has ensured the team includes recognised global experts, with extensive experience across industry sectors.

JWPM is currently developing a range of promotional materials for Pall Corporation for example Click here to download their promotional flyer.

New Team Members

Angelo Piantadosi joins the team
1 August 2008

Although primarily focused on sales and marketing, it is hard to provide serious business advice without considering the financial implications of our recommendations.  Angelo is a Chartered Accountant, and was formerly the CEO of Edwards Marshall.  Angelo has expertise in financial analysis and decision making, business strategy, Information Technology, Human Resource Management and Organisational Development.
read more.

Welcome to Melanie Sorensen
14 July 2008

Our latest addition to the team at JWPM. Melanie joins JWPM from Scarpantoni Wines where she has worked as the Marketing Manager. Melanie obviously has expertise in wine marketing but also holds a Bachelor of Marketing from the University of Adelaide.  Her all round business experience and enthusiasm for industrial marketing make her a useful addition to the team.
read more

Skilled Migration
30 March 2008

Who would you rather employ, a local resident or a skilled migrant? The answer is simple; my clients would employ a local every time. But what happens when, despite constantly advertising, you can’t recruit enough people to keep up with the demand? Worse, the people that you do recruit are the long term un-employed or belong to that small percentage of people in society who really are a bit ambivalent about working and resign at the first sign of difficulty. And what if you need real skills like an experienced stainless steel or aluminum welder?

Skilled migration is being used successfully to fill the gap. It’s more expensive than local recruitment, and there is more government bureaucracy to work through but it also can be quite worthwhile. The companies that I know who have employed skilled migrants are very impressed.

JWPM has been working with CATAPULT people a specialist skilled migration company that provides a complete process for recruiting people from overseas and managing them here in Australia.

CATAPULT provides a quality approach and is committed to building a reputable brand in Australia but also overseas in the countries were they recruit from. As CEO Patrick Comerford says “We want our migrant candidates to e-mail their friends and family back home and recommend us. It’s about making future recruitment self sustaining.”

Bringing skilled migrants into Australia under the 457 VISA class is underpinned by one simple concept - sponsorship.

The Federal Government requires that an Australian company is nominated as being responsible for that migrant. Here is a summary list of some of the key responsibilities of the sponsor…

• Their continuous employment satisfying minimum wage requirements.
• Their health and worker’s compensation costs (Medicare doesn’t apply).
• Their airfare back home.
• The expense of looking for them if they run-away.
• Making sure that they are not exploited.

CATAPULT can deliver to you any number of skilled migrants in two ways…

• You become the sponsor and CATAPULT will manage the entire recruitment process and do all of the processing for you.
• CATAPULT will provide you with a skilled migrant on a labour hire basis. No need for you to take on the burden of sponsorship.

Find out more by downloading their brochure click here.

IMEX Exporting Beer to the Pacific Islands
15 January 2008

JWPM recently developed a marketing strategy for distributing the Australian range of Lion Nathan brands to the Pacific Islands. We were engaged by IMEX in Brisbane who are the exclusive distributors. A key part of the strategy was the appointment of sales representative employed by IMEX and located in Fiji. JWPM undertook the recruitment project.

It’s a popular beer in Australia. XXXX Gold is brewed by Castlemaine Brewing in Brisbane. When I started drinking beer, Australia was on the cusp of a change in beer drinking culture. Our predecessors were brought up in an era where you selected your beer brand along with your football team, made a choice between Chrysler, Holden and Ford, and your political party. Such choices were made for life.

However, boutique or micro-brewing was getting going at about that time and it became trendy to sample different brews. We learnt the difference between an ale, a larger, a pilsner and a stout. Then there were light beers, mid-strengths, full strengths and the occasional “head-banger”. I even came across a beast called scotch ale that defies description.

Beer drinking was changed forever, and has grown to the full level of complexity of the modern branded product.

XXXX Lager is a recent addition to my beer-drinking palette and welcome.

Our role was to help secure for IMEX an exclusive distribution agreement with Lion Nathan for the Pacific Islands.

After reviewing the marketing situation I concluded that a dedicated Sales Representative was essential and Lion Nathan agreed.

Exporting beer to the Pacific Islands is interesting. There is wide variety of countries, races, and cultures and political influences such as American, French, Indian, and others. In addition some countries have their own local brewery.

JWPM has been engaged by IMEX to develop their export strategy and to provide ongoing sales management.

AutoCAD in Australia
12 December 2007

JWPM has been assisting IMAGINiT with sales and marketing and has recruited a number of employees over the last two years.

IMAGINiT Technologies is a wholly owned subsidiary of the RAND Corporation Worldwide and is a specialist reseller of software solutions designed for engineering applications. These software packages are "best of breed" tools for the designing and drafting of a range of physical objects to be built, constructed, or manufactured. The suite of products marketed by IMAGINiT in Australia is as follows...

• AutoCAD.
• AutoCAD civil 3D.
• Autodesk Inventor.
• IMAGINiT 3D builder
• Right hemisphere.

To support software sales, IMAGINiT also provide the following training and consulting to its customers…

• Online and telephone helpdesk support.
• Technical training.
• Software implementation.
• Software development and customization.
• Consulting and mentoring.
• Data and document management.
• Asset and facilities management.
• Design visualization.

Autodesk AutoCAD products are used by architects, engineers, manufacturers, and consultants to design and visualise everything from cars, car components, machinery parts, boats, buildings, roads, wetlands, bridges, to airports and mine site

Fluid Line flushed with success in Karlgoorlie
11 November 2007

What distinguishes Fluid Line Services from other engineering firms is their ability to deliver purpose built hydraulic systems with inherent reliability. A lot of Fluid Line’s work involves rebuilding poorly designed systems that have become a production liability.

From its inception in the West Australian Goldfields in 1989 Fluid Line Services Pty Ltd has established itself as a leading supplier of hydraulic and pneumatic services and now employs over 30 people located at two locations – Perth and Karlgoorlie.

Fluid Line's reputation has been built on technical performance.  If your fluid power or lubrication systems aren't performing, then neither is your plant or machinery. Fluid Line’s customers rely on their services to maintain production.

Fluid Line is something of a local success story, from humble beginnings it has grown into a respected and prominent player in Western Australia servicing clients all over the state.

JWPM has been engaged to provide marketing services including the development of their new website.

Commercialising Red Button
6 August 2007

Red Button Technologies is a company that we set-up to undertake the commercialisation of an innovative mobile alerting technology. Developed by Professor Reg Coutts, the device is set to vastly improve the personal alerting device market and has global potential. We are currently seeking funds by tapping into the local private capital and angel investor market.
http://www.redbuttontechnologies.com.au

CommunicAsia 2007
24 June 2007

One of the largest ICT EXPO’s in the world is held each year in Singapore. CommunicAsia .
More than 67,457 visitors and 2,413 exhibiting companies from 65 countries particpated in the 4-day event that took place between 19th to 22nd June 2007.

The purpose of my visit was to support my client Kandysoft. We had taken a stand amongst the South Australian delegation organised by the South Australian Department of Trade and Economic Development. The South Australian stand was in turn part of the Australian delegation consisting of some 60 ICT companies from various states.
From an exhibitor’s perspective Austrade and the various state government trade departments provided an extraordinary level of support. They assisted with setting-up displays, promotional material, publicity, networking dinners, and provided outstanding business matching services.

We succeeded in locating a potential distributor in the region for a software application and used the trip to make contact with some Australian based potential clients who happened to be co-exhibitors.
http://www.communicasia.com/index.htm

JWPM in strategic alliance with Kandysoft
2 March 2007

While travelling to India in September 2005, I had the pleasure of meeting Jayantha Ekenayake, President and CEO of Kandysoft Australia.

Jayantha was in the process of setting-up his company to provide off-shore software development services to the Australian market.

Kandysoft has a team of highly trained and qualified software engineers located in Colombo – the capital of Sri Lanka.

Kandysoft provides a mix of onshore and offshore people to provide a range of Development Skills mainly in the Microsoft product range.

The offshore model provides considerable cost savings, high quality, and speed. And working with Kandysoft sales and delivery people in Australia makes the process much easier.

For JWPM that means being able to provide IT solutions for my clients suitable for sales and marketing applications, this includes…

• Point of sale applications.
• Business Intelligence Tools.
• Complex web development applications with database integration.
• Sales Force Automation.
• Loyalty systems.
• Sales Information Systems.

Kandysoft also provides us with the ability to develop custom applications that are tailored to our client’s requirements.

The combination of JWPM’s understanding of sales and marketing processes and Kandysoft’s application programming capabilities makes us ideal for delivering highly effective sales and marketing IT solutions.

Click here for more information about Kandysoft.

CAPstart appoints JWPM as an associate advisor
18 September 2006

JWPM Consulting has signed an agreement with CAPstart to act as an associate advisor.
CAPstart is a unique investor program to help fast growing SME's (Small/Medium Enterprises) advertise their ventures online to investors, without the expensive costs of a prospectus.

CAPstart serves the private equity market by matching Investors who have qualified their investment interests with SMEs who have been assessed as investment ready.

The business service includes taking SMEs through an investment ready workshop and presenting the investment opportunity in a condensed summary format designed to make it easy for Investors to be informed about suitable investments.

Investment opportunities are listed on the CAPstart website where investors can review the opportunities and follow SME progress through published updates of significant events and milestone achievements.
“Private Equity is one of the fastest growing sources of business finance.” Said Justin Wearne, Principal Consultant of JWPM Consulting.

“The difficulty with private equity has always been matching investors with suitable investment opportunities. CAPstart addresses that difficulty by providing a suitable market place." read more about CAPstart

Business Pitch In India
30 September 2005

Business Pitch in India - Download pdf (file size 531kb)

	Justin Wearne ready to go into bat at the test cricket ground in Chennai, India.

JWPM is involved in many aspects of assisting our clients in business development. In September 2005, Justin Wearne was a member of a trade mission to India organised by the South Australian government.
Maybe you are better informed than we are; but we will admit to thinking of India as a third world country until recently when we made the decision to look at export. We were thinking “Middle East”; Austrade suggested “Have you thought about India?”

India is where China was 5 to 8 years ago, with one big difference; English language and a British based political and legal system.
Importantly India’s economy is booming. Average GDP growth is forecast to be at least 7% per annum for the next 5 years. Telecommunications alone has grown by 45% in the last 12 months.
India’s GDP at US$3,319 billion ranks 5th in the world. 5 times the size of Australia’s.

It has a population of well over 1 billion people which is growing by more than the Australian population every year.
India has the world’s largest film industry (yes, larger than the US) and the second largest IT industry. The Indian people are very business and technology savvy.
India has relaxed its trade barriers, reducing taxes and duties on foreign goods and encouraging investment in target industries; IT, telecommunications, and health in particular.

The proposition is quite simple. India has a growing middle class; people who want to work hard, make money, and enjoy life - consumers. Business people in India want to deliver to these people the goods and services that this growing middle class want. These business people are potential distributors.
So there you go. It’s a fascinating place. We think our client will eventually do well in India. “Eventually” because the three ‘P’s; persistence, persuasion, and personal contact are the fundamental rules. One visit to India (or anywhere) does not an export market make.

Launch of our new website
30 May 2005

In case you hadn’t noticed, this is our new website. Designed to be a lot more in tune with our business model and to support our claim to be the leader in industrial marketing in the Australian Asia Pacific Region.

Apart from being informative about our consulting firm, our website has been designed to be useful to our clients, prospective clients and other members of the industrial community in a number of ways. We’ve provided a list of white papers about useful topics in the industrial marketing genre. Our on-line bookshop lists a large number of titles that we have found invaluable in providing new thinking about sales and marketing, business strategy, and business development. In the future we will be adding an industrial community section which will provide links to other websites about industrial marketing as well as other useful things that, well, to be honest, we haven’t finished our thinking about yet!

We encourage you to keep returning to this website to check on our progress. Even if you never engage our services, you will still find the information, thinking, and general discussion that take place in this website educational with the result that you will become a better industrial marketer.
Our consulting firm provides advanced thinking on how to increase sales for B2B organisations.

L21 Industrial Marketing Conference
31 May 2005

Our Principal Consultant and founder of JWPM Consulting, Mr Justin Wearne, was a guest speaker at the L21 Industrial Branding Conference. Here is a brief synopsis from Justin’s presentation…

Branding is a concept that we usually associate with Fast Moving Consumer Goods. In the ever practical world of industrial marketing and particularly competitive tendering ‘branding’ is considered a soft strategy that won’t cut it. However, industrial companies are increasingly looking at the concept of branding to see how it can make a difference to their businesses. In his presentation, Industrial Marketing Expert Justin Wearne, had a closer look at where and how branding applies to B2B. Justin started his marketing career working in the Advertising Industry where the major tool and most often spoke about concept was building the brand. After working in the Casino industry in a marketing role for 4 years Justin moved into the world of industrial marketing – applying brand building to a large industrial company ATCO industries. Justin faced a new challenge - how do you transfer the brand equity built-up in a well known company ATCO Industries that had been tarnished by receivership to a new name? Justin’s presentation covered the following topics…

• An engineer’s and accountant’s guide to branding. The anatomy of a brand.
• “Forget about branding – having the lowest price is all that matters.” Putting the margin back in to your bids with branding.
• From ATCO to AUSCO. Lessons I learnt from developing a new brand name for what was once an industrial icon.
• Brand building techniques.
• Checking the health of your brand.
• Some examples of some great industrial brands.
• A ‘how-to-do-it’ branding checklist.

Note: Justin will be shortly releasing a white paper based on the contents of his presentation. It will be available for download from this website visit our Free Stuff section.