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Client Showcase

Every month we showcase a different client and discuss what makes them better or different. See the latest below:
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The Design Cast

The Design Cast Limited is a great example of how a Kiwi company can carve out a lucrative niche on the world stage.  Headed up by Colin and Jane Howard, this crew specialises in a very specific product with a very small market that is scattered from Bordeaux to Bucharest, Boston and beyond.

The Design Cast manufactures parts for what is one of the world’s costliest cars – the 1930’s Alfa Romeo 8C Monza.  These cars regularly change hands amongst well healed enthusiasts and Mille Miglia road racers for US$1 million and more – and even a reproduction example without a genuine original engine or chassis may fetch US$500,000.  Serious money.

Sure, anyone who has invested that sort of money in a car will pay whatever it takes to get the parts they need to keep their car in original and race-ready condition.  And due to their value, plenty of people around the world are motivated to build faithful reproductions from the ground up – for which they need parts.

But it’s not quite as simple as buying some engineering gear and opening up shop selling Monza spares – here are some of the challenges:

The specifications, patterns and measurements are not easily available – and are jealously guarded.  It’s almost impossible to produce for example a ball joint or a bonnet catch which will bolt onto the car if you don’t have the exact specifications for the part.

To say these buyers are fussy would be an understatement.  When they fit a part to their car, not only does it need to be exact – but it needs to look as though it has been on that car for the past 80 years.  No-one wants a shiny new unblemished part that would compromise the patina on their race-weary pre-war Alfa – even if its just a small suspension component that will only ever be seen from the mechanic’s pit.

The cost of producing a one-off part is high.  It is impractical to carry a full inventory of parts as some items may only sell a handful of times in a decade.

While spread around the world, the circle of Monza owners is a small clique.  Reputation within that group is everything – and without it, supplying is difficult.  They will buy the parts they need from Argentina, New Zealand or wherever – and Monza owners know and understand that the parts they require will never be cheap.  But these owners do need to know the credentials of the people they’re dealing with as the pedigree of their investment could be compromised by installing 2nd rate components.

The Design Cast have worked hard at mitigating these challenges.  Colin has networked extensively in person and on-line getting to know vintage Alfa owners around the world – and building up a catalogue of parts.  He has painstakingly photographed, measured and electronically recorded the specs for every genuine 8C component he has encountered – and now The Design Cast has a database of accurate files and drawings on just about every component of the 1930’s 8C Alfa Romeo.

And The Design Cast has perfected the process of manufacturing low volume components in a cost effective manner using the latest techniques in rapid prototyping and direct digital manufacturing on demand.  Often this can be achieved direct from a file on a USB stick  to a finished component.  The specs for each part even replicate the appearance of age, wear and exposure to the ravages of the racetrack.

Based on Auckland’s North Shore, this is an interesting Kiwi business that has found an export niche – and is quietly setting about fulfilling the exacting needs of this small but lucrative market.

 

 

 

 

 

 

Robinson Asphalts

Robinson Asphalts have been a feature of the Northland contracting industry for a long time. This is a genuine family business, with Peter and Joan Robinson establishing the business in 1972, holding the reins for 20 years and then passing the baton in 1992 by selling to the next generation – current owners, Alan and Annie Johnston.

The truth of many family businesses is that the generations following the founders often lack the fire and drive necessary to stay ahead of the pack. Sure, they may survive – but often only on the strength of the legacy left behind by the founding generation.

But that scenario couldn’t be further from the truth for Alan and Annie Johnston at Robinson Asphalts.

Contracting is a tough industry. The overheads are high with the skilled team, vehicles and specialised equipment necessary to do the job – and the tendering process is highly competitive with big players pricing projects to the bone just to keep the business working through lean times.

So what’s the secret to Robinson Asphalt’s continued success through thick and thin?

We reckon it’s all about Alan and Annie staying true to their values. We have all seen company “Value Statements” full of nice words – but in the case of this business, the team lives and breathes their values. What the Robinson Asphalts values boil down to are these:

• Always seeking continuous improvement. One only needs to spend an hour with Alan, Annie, or their key team members to see that four decades on, these guys still truly care about striving for incremental improvement their business. Their success at the Northland Business Excellence Awards in 1999 and again in 2009 confirms this.

• Being positive, loyal and considerate business citizens. You don’t have to look that hard to see the Robinson Asphalt’s brand out in the community – for example as major sponsors of the annual Allen’s Kid’s Triathlon and Northland Rugby.

• Ensuring there is a culture of employee involvement. A great business cannot be built by the owners in isolation from their team – and a big part of Robinson Asphalt’s success is down to the team buying into Alan and Annie’s vision for their business. Responsibility is delegated throughout the team.

• Demonstrating customer focused service. It wouldn’t be possible to survive long in this industry without being focussed on delighting the customer. But a visit to the Robinson Asphalt premises soon shows that this team is dedicated to meeting the needs of its customers.

In the case of Robinson Asphalts, their values statement truly is the cornerstone of their modus operandi – and it shows.  And we believe that for Alan, Annie and the team this is the difference between mediocrity and success.

Check out Robinson Asphalts online here >>>

Schnappa Rock

Schnappa Rock Bar and Restaurant is a Tutukaka Coast icon – up there with Dive Tutukaka’s blue and yellow boats, the Pacific Rendezvous motel up on the hill – and Sandy Bay’s Polar Bear Surf Competition.

Nick Keene and Esther Eves have been at the helm for the past four years.  But it’s not easy operating a successful hospitality business in a place like Tutukaka.  The crowds are seasonal with fishing, diving, surfing and holidays bringing the numbers on-season – and the much smaller local community forming the mainstay through the rest of the year.

If the tourist season lasted a full 12 months, anyone could do this, right?  But the challenge is wearing two different hats; giving the visitor population what they want – and also keeping the local community coming back regularly.  This creates a balancing act, as these are two very different markets with different requirements.

So what is the secret to Nick and Esther’s success?  Well we reckon it boils down to this:  they are obsessive about three things.  One, their role as great hosts.  Two, their team.  And three, their part in the local community.

The obsession with hospitality is obvious from the moment you walk into Schnappa Rock.  Nick will probably greet you himself and show you to the bar or to a table.  And if Nick isn’t there, the crew is impeccably trained and one of them will be right there doing the job with just as much style as Nick.  Nick leads from the front as a host – and he makes sure his relaxed and genuine style permeates through the whole operation.

Nick, Esther and Schnappa Rock are also very much a part of the local community.  If there is an event happening locally, Schnappa Rock will be part of the action whether it’s a fundraiser for the local Ngunguru School – or sponsorship of the Polar Bear Surf Competition.

Margins are tight and fixed costs are high in businesses such as these – so keeping a sharp eye on the numbers is essential.  Nick and Esther take a very close interest in the key numbers in their business – but not at the expense of a quality experience for their guests.

We believe that in a business that operates in a seasonal location and which is forced to satisfy two very different target markets, getting the basics absolutely right is even more critical than usua

Nick and Esther enjoy the visitor trade when it’s there – but they also maintain their strong local following by never compromising on their role as being great hosts, keeping the whole team at the top of their game – and being a big part of the local community.

You can check Schnappa Rock out online at www.schnapparock.co.nz

RJ Don Panelbeaters

RJ Don Panelbeaters have been on Auckland’s North Shore for 50 years now – and for the second half of that time, Chris Kelly and his family have been at the helm.

The smash repair industry is a tough one.  The powerful insurance industry is the source of most of its revenue – and it flexes its collective muscles to ensure margins are kept tight.  For example, in an era when motor vehicle dealer franchise mechanics are charging out at up to $120 per hour, the maximum rate insurance companies will pay for smash repair work is around 1/3rd of that amount.  And with the insurance companies increasingly sourcing and supplying the parts required for a repair, the traditional parts margins are under pressure as well.

So how does RJ Don Panelbeaters thrive while many others in the industry merely subsist?

RJ Don Panelbeaters - Team

Well, it all comes down to Chris Kelly’s very special skills in leading and motivating a team.  The crew at RJ Don Panelbeaters operate as a true team.  They are all highly skilled and focussed on getting the job done efficiently and right first time.  Everyone in the team is charged with ensuring customers are delighted – and that deadlines and promises are met.  With its tight margins, this is an industry where mistakes, wasteage, rework or dissatisfied customers can quickly eliminate the fruits of an entire month’s hard work.  This team is focussed on making very sure none of these things happen.

When you walk through the large bi-fold aluminium doors from the reception area into the RJ Don Panelbeaters workshop, the first thing you notice is how spotlessly clean and organised the surroundings are.  The second thing is how energised the workshop feels.  And the third is a large sign displaying the team motto:  “Together Everyone Achieves More”.  These guys live by that motto.

It’s no coincidence that the crew at RJ Don Panelbeaters are among the best paid in the industry.  Chris Kelly makes a point of sharing the business successes with those who help to make it happen.  These guys seriously have fun together – and they all enjoy the fruits of the business.  The picture above is at a recent RJ Don Panelbeaters team trip to Sydney to catch a Warriors game and to celebrate a record month.

Chris avoids individual performance bonuses and incentives like the plague – when the team does well, the whole team benefits.  If a particular person doesn’t pull their weight, the team will typically pull them into line well before Chris or his managers need to get involved.

Chris Kelly and his team demonstrate that by doing things differently it’s possible to thrive – even in difficult times and in a difficult industry.

RJ Don Panelbeaters is located at 124 Wairau Road, Takapuna – phone 09-444-9292.

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