*day of announcement A On market trade | B Off market trade | C Exercise of options | D Rights issue | E Share purchase plan | F Indirect acquisition - acquisition by Silja Investment Limited, an associate of the director, of Eastern Petroleum Investment US LLC | G Interest on convertible notes paid by way of issue of shares Please direct enquiries to kirat.kaur@wabn.com.au

INCREASE HOLDER OR DATE NUMBER PRICE TOTAL CURRENT VALUE TOTAL COMPANY INTERESTED PARTY ACQUIRED PER SHARE COST SECURITIES PER SHARE* VALUE ($)*

CHANGE IN DIRECTORS' INTERESTS | FOR THE RECORD ■

WA Business News www.wabusinessnews.com.au November 10, 2011 | 25

with continued explorationsuccess and corporate growth,Independence Group NL is shapingthe future of world-class gold and nickel.

discoveryProsperity through

bnd4235www.igo.com.au

AXG Mining Ltd Alex Bajada 27-Oct-11 1,200,000 0.010 11,772 9,900,000 0.010 99,000 A

Azure Minerals Ltd Anthony Rovira 27-Oct-11 100,000 0.036 3,570 3,300,000 0.035 115,500 A

Blackham Resources Ltd Bryan Dixon 02-Nov-11 135,000 0.250 33,750 405,000 0.245 99,225 C

Bunnings Property Management Ltd Peter Mansell 03-Nov-11 10,649 1.693 18,033 210,000 1.650 346,500 A

Comet Ridge Ltd Tor McCaul 01-Nov-11 60,000 0.160 9,600 60,000 0.140 8,400 A

Corazon Mining Ltd Adrian Byass 02-Nov-11 200,000 0.121 24,132 3,222,696 0.130 418,950 A

Fairstar Resources Ltd Gary Lyons 01-Nov-11 184,110 0.050 9,205 1,069,056 0.034 36,348 G

Intermin Resources Ltd Michael Ruane 28-31-Oct-11 246,062 0.108 26,544 40,235,705 0.110 4,425,928 A

Korab Resources Ltd Andrej Karpinski 01-Nov-11 113,638 0.200 22,728 20,600,000 0.205 4,223,000 B

Lithex Resources Ltd Steven Crabbe 31-Oct-11 25,000 0.150 3,750 1,975,000 0.155 306,125 A

Matrix Composites & Engineering Ltd Nigel Johnson 26-Oct-11 10,000 2.880 28,800 111,176 2.910 323,522 A

Midas Resources Ltd Geoff Balfe 25-Oct-11 5,555,556 0.018 100,000 13,937,475 0.016 223,000 D

Midas Resources Ltd Geoff Balfe 25-Oct-11 429,117 0.018 7,724 14,366,592 0.016 229,865 D

Midas Resources Ltd John Hopkins 25-Oct-11 2,533,334 0.018 45,600 3,533,334 0.016 56,533 D

Midas Resources Ltd Terry Streeter 25-Oct-11 40,388,888 0.018 727,000 99,178,360 0.016 1,586,854 D

NSL Consolidated Ltd Peter Wall 03-Nov-11 500,000 0.060 30,100 12,057,031 0.060 723,422 A

Orion Gold NL Alexander Haller 20-Oct-11 20,702,317 nil nil 224,614,726 0.010 2,246,147 F

PharmAust Ltd Bryant Mclarty 10-25-Oct-11 660,000 0.019 12,843 7,928,119 0.021 166,490 A

Refresh Group Ltd Henry Heng 04-Nov-11 31,800 0.035 1,113 9,949,439 0.035 348,230 A

Refresh Group Ltd Edmund Teo 04-Nov-11 31,800 0.035 1,113 7,837,700 0.035 274,320 A

Resource Equipment Ltd James Cullen 26-Oct-11 52,000 0.394 20,503 6,608,671 0.400 2,643,468 A

Seven Group Holdings Ltd Richard Uechtritz 01-Nov-11 3,719 7.500 27,893 361,261 7.500 2,709,458 A

Seven Group Holdings Ltd Richard Uechtritz 02-Nov-11 9,615 7.350 70,670 370,876 7.290 2,703,686 A

Seven Group Holdings Ltd Richard Uechtritz 02-Nov-11 6,000 7.280 43,680 376,876 7.290 2,747,426 A

Tox Free Solutions Ltd Steve Gostlow 01-Nov-11 366,000 2.070 757,620 1,486,138 2.140 3,180,335 C

United Orogen Ltd Zhukov Pervan 27-Oct-11 425,000 0.030 12,750 837,500 0.025 20,938 B

Uran Ltd Jason Brewer 03-Nov-11 700,000 0.022 15,400 1,400,000 0.020 28,000 D

Uran Ltd Shannon Robinson 03-Nov-11 681,818 0.022 15,000 681,818 0.020 13,636 D

Uranex NL Matthew Gauci 26-Oct-11 54,000 0.372 20,090 897,033 0.375 336,387 A

Uranex NL Frank Poullas 28-Oct-11 11,850 0.367 4,345 1,582,400 0.365 577,576 A

Woodside Petroleum Ltd Melinda Cilento 31-Oct-11 138 36.180 4,993 1,382 36.560 50,526 A

Woodside Petroleum Ltd Christopher Haynes 31-Oct-11 186 36.180 6,729 186 36.560 6,800 A

Iluka Resources Ltd David Robb 28-Oct-11 114,455 16.633 1,903,721 888,528 16.740 14,873,959 A

United Orogen Ltd David Zohar 27-Oct-11 525,000 0.030 15,750 21,430,721 0.025 535,768 B

DECREASE HOLDER OR DATE NUMBER PRICE TOTAL CURRENT VALUE TOTAL COMPANY INTERESTED PARTY DISPOSED PER SHARE REALISED SECURITIES PER SHARE* VALUE ($)*

26 | November 10, 2011 www.wabusinessnews.com.au WA Business News

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African IronShane Volk has been appointed as chief financial officer and company secretary, and Grant Calderwood as project director.

Azimuth ResourcesPaul Criddle has been appointed as chief operating officer.

Cooper EnergyNeil Fearis has been appointed as alternate director for Laurence Shervington.

Emerson Stewart GroupNon-executive director Tom Lawrence has been appointed as interim chairman, following the recent resignation of chairman and director Steven Cole.

Lithex ResourcesDirector Yankel Koncepolski has resigned.

Murchison MetalsPaul Kopejtka has resigned as a non-executive director.

Noble Mineral ResourcesXi Xi has been appointed as a non-executive director.

Otto EnergyGregor McNab has been appointed as chief executive officer. Mr McNab has worked for BHP Billiton Petroleum for the past 22 years, and prior to that worked for Shell and Bechtel.

Richmond MiningLou Jelenich has been appointed as a non-executive director. Rubianna Resources

Steve Batty has been appointed as general manager, following the resignation of managing director Len Skotsch. Western Manganese

Christopher Clower has been appointed as a non-executive director, replacing Marlon Ticoalu who will be retained in a contracting role. Venus Metals

Barry Fehlberg has been appointed as a non-executive director – technical, and will also continue as senior expert exploration adviser. ZYL

Phillipe Lalieu and Ian Benning have been appointed as executive directors.

Change of addressGlobe Metals & MiningLevel 1, Suite 2, 16 Ord StreetWest Perth WA 6005Eureka EnergyLevel 1, 16 Ord StreetWest Perth WA 6005Mobilarm38 Guthrie StreetOsborne Park WA 6017

Moody joins BDOAccounting and advisory firm BDO has appointed Gerard Moody as chief executive officer in WA. Mr Moody was previously the general manager of business development at Southern Cross Electrical Engineering.

Johnson heads PIA WAThe Planning Institute of Australia WA Division has appointed Charles Johnson (pictured) as president, following the retirement of Paul Kotsoglo. Mr Johnson is a principal at TPG Planning and Design and was previously an executive director at the Department of Planning. He is chair of the Armadale Redevelopment Authority, and the State Government Physical Activity Taskforce – Committee on the Built Environment.

Ritchie heads CEDA WALiz Ritchie replaces Susan Fleming as WA state director of the Committee for Economic Development of Australia, which provides thought leadership and policy perspectives on the economic and social issues affecting the country. Ms Ritchie was previously the CEDA associate director for Victoria and Tasmania.

Abdo joins AqwestBunbury solicitor Edwin Abdo has been appointed as a member of Aqwest, the Bunbury water board, which is responsible for the management and delivery of water services to the community.He replaces Diana Phillips, who resigned earlier this year.

New roles for TrenchDavid Trench has been appointed as general manager project development and corporate relations for infrastructure group Lanco Infratech, which acquired WA coal miner Griffin Coal earlier this year. Mr Trench was also recently appointed as chair of Regional Development Australia – South West, which aims to work with state and local government for the betterment of regional Australia.

Wratt to TransfieldPhilip Wratt has been appointed as regional director, Western Australia at engineering contractor Transfield Services. Mr Wratt was previously chief executive, Middle East and Asia, and will continue with his management role overseeing the business’s Middle East operations.

Ion to imagesevenMarketing communications firm imageseven has promoted Peter Ion from director – creative services to director of operations, to oversee operations and workflow in the firm’s Sydney and Perth offices.

Johnstone joins DLA PiperAndrew Johnstone has been appointed as partner elect at law firm DLA Piper, having recently joined as a consultant in the Perth office. Mr Johnstone was previously with Holman, Fenwick & Willan in the UK.

Macquarie team growsWealth management company Macquarie Private Wealth has appointed Michael Harwood and Michael Moursellas as wealth managers, and Andrew White as a senior wealth manager in its Perth office. All three were previously with Plan B Wealth Management.

Wang joins CurtinCurtin University has appointed Xiangyu Wang as a professor in the School of Built Environment. Professor Wang specialises in virtual reality and building information modeling (BIM), and was previously a lecturer in design computing at The University of Sydney.

Papamatheos heads AssnThe Business Brokers’ Association of Western Australia has elected JP Real Estate & Business Agents director John Papamatheos as president. Seale & Associates director Adrian Seale has been elected as vice-president.

Drabble in for McGuireLara Drabble has been appointed as acting regional sales manager of specialist insurer Ansvar Insurance, following the resignation of regional manager, WA & SA Phil McGuire, who has been in the insurance market for almost 40 years.

THE federal government is predicting an additional 76,000 jobs will be created in the retail sector by 2015.

This estimate by the Department of Education, Employment and Workplace Relations came as supermarket giant Woolworths said it would be increasing its staff by 10,000 in the next financial year.

“This is a stunning vote of confidence in the strong fundamentals of the Australian economy,” Acting Prime Minister Wayne Swan told reporters in Canberra, referring to Woolworths’ plan.

Jobs Minister Chris Evans said despite coming under pressure from cautious con-sumers and ongoing global instability, the retail sector was still the second largest employing industry in Australia, engaging more than 1.2 million people.

“Retail jobs like those announced by Woolworths create real opportunities for unemployed people, and the government is connecting job seekers to these jobs through targeted pre-employment training assis-tance,” Senator Evans said in a statement.

He said Woolworths had a strong track record of creating real job opportunities for disadvantaged job seekers, including indig-enous people, mature-aged candidates and the long-term unemployed.

Woolworths said the additional staff would be needed in the current financial year when

it opens 39 new supermarkets – seven Big Ws and 15 Masters Home Improvement stores, each of which will employ more than 130 people – during fiscal 2012.

The retailer says it plans to add 117 stores to its network of 73 in 2010-11, while a new distribution centre in western Sydney will employ 350 people.

In contrast, the Finance Sector Union says bank workers are concerned about losing jobs at one of the nation’s biggest banks, Westpac.

Westpac reported a 10 per cent rise in net annual profit to just under $7 billion this week and said it was continuing its drive to cut costs.

Acting FSU national secretary Chris Gambian said it was a great profit result made possible by the contribution of the bank’s 30,000-plus workforce.

“It’s incredibly disappointing that the productivity plans announced today mean the same employees that helped deliver this great result are now watching their backs lest they become the next victim of the bank’s cost cutting,” Mr Gambian said in statement.

“Given the bank has just announced its biggest-ever profit, there is no excuse for cutting costs, cutting jobs or cutting services to customers.”

■ AAP

Feds tip retail job jump

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WA Business News www.wabusinessnews.com.au November 10, 2011 | 27

| FOR THE RECORD ■

WA Company ListingsWolf pursues London listing03-November-2011 by Dan WilkiePerth-based minerals explorer Wolf Minerals says it will list on the Alternative Investment Market of the London Stock Exchange.Wolf, which is developing the Hemerdon tungsten and tin project in Devon in the UK, expects to be admitted to the AIM from November 30.Managing director Humphrey Hale said after delivering a definitive feasibility study for Hemerdon earlier this year, a London listing was a logical step.“Wolf is committed to developing the project as a major mine in the south-west of England, and also contributing to the rejuvenation of mining in the country as a whole,” Mr Hale said in a statement.“We look forward to sharing our success with investors whilst simultaneously enjoying the benefits of UK capital market access.”

Capital RaisingsPerseus raises $77m from share offer03-November-2011 by Dan WilkieASX and Toronto-listed gold miner Perseus Mining has raised $C81.2 ($77.7 million) from its share offering launched last month, more than $10 million short of its $C93.4 million ($90 million) maximum limit.Perseus entered into an agreement with a syndicate of underwriters co-led by Clarus Securities, Dundee Securities and CIBC World Markets on October 13, for the syndicate to buy 25 million shares and sell them to the public at C$3.25 ($3.13) per share.Perseus said the underwriters would hold an over-allotment option to purchase up to an additional 3.75 million shares for the next 30 days.The Perth-based company said it intended to apply the funds principally to developing the Sissingue gold deposit at its Tengrela gold project in Cote D’Ivoire.Perseus is targeting production from Tengrela by the start of 2013. It is currently producing gold from the Edikan gold mine in Ghana, formerly known as the Central Ashanti Gold project.The Toronto Stock Exchange has accepted the new shares for listing.

Wesfarmers raises $500m01-November-2011 by AAPWesfarmers has raised $500 million through the issue of fixed-rate medium-term notes.The Coles supermarket chain owner said the note issue continued its strategy of pre-funding its upcoming debt maturities, and lengthening its debt maturities.It was launched late yesterday to take advantage of the more positive market sentiment in recent days, Wesfarmers’ finance director Terry Bowen said in a statement.The notes carried an interest cost of 6.17 per cent per year, and settlement of the transaction is expected on November 4.

Azimuth to raise $19.4m for Guyana gold31-October-2011 by Dan WilkieAzimuth Resources has announced a $19.4 million capital raising plan to fund the further expansion of its gold exploration programs in Guyana.Azimuth announced today a private placement to clients of Blackswan Equities, priced at $0.46 per share, a 7.7 per cent discount to the company’s 5-day volume-weighted average price.

FACT FILE Compiled by Dan Wilkie

The company said the raising had already received strong support, with “a number of significant Canadian institutions” taking part.“The placement provides funds to significantly progress work programs at the company’s gold exploration projects in Guyana, and provides working capital and financial security for the company in a turbulent global economic environment,” Azimuth managing director Dominic O’Sullivan said in a statement to the Australian securities exchange.

Mergers and AcquisitionsARK Fund forests sold for $46m to GMO 01-November-2011 by Mark PownallThe forestry assets of failed rural land owner The ARK Fund have been sold for $46 million in a deal struck by receivers from McGrathNicol with an international timber investment group.The New Zealand-based international division of US investment group GMO Renewable Resources is believed to be the buyer.McGrathNicol partner James Thackray confirmed the deal would not cover the group’s debt to secured creditor National Australia Bank but the group’s horticultural assets were set to be readvertised for sale tomorrow.Even with strong interest in the horticultural land, mainly mangoes and some stone fruit spread around Queensland and parts of WA such as Kununurra and Dandaragan, Mr Thackray thought it unlikely that unsecured creditors would receive even a partial payout.The Ark Fund collapsed in mid-2010 owing about $62 million.It was the listed property partner of managed investment scheme player Rewards Group which failed at around the same time.

Mystery shrouds Brockman’s Marillana01-November-2011 by Staff ReportersThe fate of Brockman Resources’ Marillana iron ore development

in the Pilbara is up in the air, after major shareholder Wah Nam International commissioned a review of the Perth-based junior’s operations.Brockman announced it had pushed back a feasibility study due for Marillana until a revised timetable had been prepared for the project at the completion of the strategic review.A bankable feasibility study for Marillana was originally due to be completed in September or October.The company said the review covered not only the Marillana project, but the entirety of Brockman’s operations.Brockman replaced most of its board of directors in September, after Wah Nam took a 53.3 per cent stake in the company.Brockman’s Marillana project has the potential to produce 426 million tonnes of direct shipping hematite iron ore.It is currently actively pursuing rail and port infrastructure arrangements for the project.

Kagara in talks on Lounge Lizard sale01-November-2011 by AAPPerth-based miner Kagara has begun talks with potential buyers of its nickel assets after its mining partner Western Areas indicated it was not interested in a purchase.Western Areas last week rejected speculation it would buy Kagara’s Lounge Lizard nickel mine in Western Australia.Under an agreement reached in May 2009, Western Areas mines and processes about 50,000 tonnes per year of ore from the Lounge Lizard nickel deposit on Kagara’s behalf, selling the product through its own offtake agreements with BHP Billiton and China’s Jinchuan.Kagara said on Tuesday it was now in talks with other potential buyers of the Lounge Lizard mine.“Kagara and its adviser Goldman Sachs & Partners Australia have commenced discussions with potential purchasers of Kagara’s nickel assets,” it said in a statement.“Kagara expects to finalise the sale process during the first quarter of 2012.”

Danger for MinMetals’ Anvil bid31-October-2011 by Staff ReportersAnvil Mining shares slipped today after the company said its $C1.3 billion ($1.2 billion) takeover offer from MinMetals Resources may be in danger of falling over.The Perth-based exploration firm announced today that the Democratic Republic of Congo’s state-owned miner, Gecamines, would seek to renegotiate lease terms for Anvil’s Kinsevere copper deposit, in light of MinMetals’ bid.Anvil said it believed there was no legal requirement for Gecamines’ approval in relation to the takeover, and Gecamines held no legal right to renegotiate the contractual arrangements already in place for Kinsevere.The company did acknowledge that Gecamines holds a right of pre-emption with regards to the Mutoshi project, which it holds a 30 per cent stake in.Anvil owns the remaining 70 per cent interest in Mutoshi, valued at approximately $52.5 million.Anvil said it would continue discussions with Gecamines and MinMetals regarding Kinsevere, but said there was a risk the offer may not be completed.

Kingsgate launches $10m Laguna takeover bid31-October-2011 by Dan WilkieGold miner Kingsgate Consolidated has announced a $3.75 per share off-market takeover offer for the minority interest in Laguna Resources it does not already own.Perth-based Laguna’s directors have confirmed they intend to accept Kingsgate’s offer in the absence of a superior bid, according to an independent expert’s advice that the deal is fair and reasonable.The offer values Laguna at approximately $37 million.Kingsgate already holds 7.1 million of the 9.8 Laguna shares in the market place, valuing its bid to buy the rest of the stock it does not already own at more than $10 million.Kingsgate chief executive Gavin Thomas said the offer made sense

for Laguna shareholders to accept, with the target not holding any cash-generating assets and ever-increasing exploration costs.

Contracts and DealsSandfire signs first copper, gold sales deal04-November-2011 by AAPCopper and gold explorer Sandfire Resources has signed a sales deal with a private Swiss commodity trading company for product from its DeGrussa project in Western Australia.The one-year contract with MRI Trading AG is for half of the direct shipping ore (DSO) to be produced at the project, up to a maximum of 75,000 dry metric tonnes.The company has also started marketing discussions in relation to sales agreements for copper concentrate, which is a processed product.The offtake deal with MRI starts in March and is the first to be sealed by Sandfire for the DeGrussa project, which is slated to begin production early next year.

Skywest announces BHP charter deal04-November-2011 by Dan WilkieSkywest has announced a new charter contract with BHP Billiton, to service the mining giant’s Area C and Yandi mines in the Pilbara.Skywest will provide jet charter services to BHP for 12 months, with an option to extend for a further 12˛months from September next year.The regional air operator will fly to Area C and Yandi four times each week, using 100-seat capacity Fokker F100 jets.Skywest said revenue for the contract would be billed at market rates, but would vary depending on the precise number of flights over the length of the contract.

Peel wins NZ gold permits04-November-2011 by AAPPerth-based junior gold explorer Peel Mining says it has been awarded two exploration permits in Central Otago, New Zealand.

Continued page 28

TAKING FLIGHT: Skywest has secured a new charter contract with BHP Billiton, to service the mining giant’s Area C and Yandi mines in the Pilbara. Photo: Jemma Howard

28 | November 10, 2011 www.wabusinessnews.com.au WA Business News

■ FOR THE RECORD | GROWING BUSINESS

“Profit From Our Experience” phone 9481 4422

BUSINESSES FOR SALE www.buyabusiness.com.au

FACT FILE

the Rise and Shine gold project near Cromwell, hosts multiple historic gold workings with historic production estimated at more than 180,000 ounces of gold.The area was the subject of a competitive permit allocation process by New Zealand Petroleum and Minerals, the government-owned manager of the Crown minerals estate.Peel says the area appears to be structurally similar to the Macraes gold mine, which is owned by the publicly listed OceanaGold Corp.

Wesfarmers enters indigenous art partnership03-November-2011 by Dan WilkieWesfarmers has signed a new partnership with the National Gallery of Australia valued at $1.4 million over the next four years.Wesfarmers will become the National Gallery’s Indigenous Art Partner from next year under an extension of a partnership first entered into in 2009.“Wesfarmers is committed to promoting the role of art and culture in society - in particular, the central place that indigenous culture occupies in defining the contemporary face of Australia and our national identity on the world stage,” head of Wesfarmers Arts, Helen Carroll, said.“The National Gallery is uniquely positioned to take a leadership role in nurturing the long-term growth and promotion of indigenous visual arts in this country.“As a Western Australian based company, we can see the very real benefits that this national

program of support for indigenous art delivers for artists and communities in the regions as well as the urban centres.”

Power plant boost for SKA bid03-November-2011 by Staff ReportersThe state government has announced a $15.5 million plan to provide power for the Australian Square Kilometre Array Pathfinder (ASKAP) radio astronomy project in the Mid-West.Science and Innovation Minister John Day and Regional Development Minister Brendon Grylls said work was set to begin on a hybrid diesel/solar photovoltaic power plant to supply energy to the ASKAP project.The construction of the facility is also expected to boost Western Australia’s bid to host the $2.5 billion Square Kilometre Array radio telescope project. A final site for the SKA will be announced next year.Mr Day said the power plant, which will be built by Horizon Power, would cater for the radio-quiet zone required for radio astronomy activities.“Horizon Power will not only build a power plant to deliver a reliable power source but will also deliver an innovative design to shield radio emissions from interfering with astronomy activities,” Mr Day said in a statement.

RCR awarded $600m FMG deal03-November-2011 by Dan WilkiePerth-based engineering group RCR Tomlinson has won a $600 million contract with Fortescue Metals Group for works at

Fortescue’s Solomon iron ore project in the Pilbara.The scope of work encompasses engineering, procurement, construction and pre-commissioning of the project’s Kings and Firetail ore processing facilities.The contract is expected to be finalised by the end of the month, RCR managing director Paul Dalgleish said in a statement.“We are very focused on delivering this exciting project for Fortescue, which, like RCR, has a history of innovation and a record of achieving promises on project delivery,” Dr Dalgleish said.“This contract award follows the recent receipt of equipment orders for apron feeders and belt feeders to RCR’s Mining business by Fortescue for the Solomon project, totalling $30 million.”

Allmine subsidiary wins $50m contract02-November-2011 by Staff ReportersAllmine Group subsidiary Construction Industries Australia has won a $50 million service contract with MCC Mining.The contract is open-ended and is the second secured by CIA’s recently formed structural and mechanical piping division.The scope of works includes installation, with a limited supply component, Allmine said.Allmine said the project works were expected to be extended over time.

From page 27

Continued page 30

Pipe & steel fabricationPrice: $3.5m including P&E.Average EBITDA $1m/year. Long-established proven success with major projects and blue chip clients. Expanding, high reputation. Large property and facilities available for lease or buy arrangements.Dennis Brede: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

NewsagencyPrice: $2.3m.Nicely presented franchise business. Outstanding location. High profit, high margin sales. Superb fit-out. Well-structured business. Outstanding location in mid-sized centre. Long profitable history. Highly ranked Lotterywest outlet. Fully computerised. Three Lotto terminals. Full training to purchasers. Excellent records.Lee Gregory: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Marine services Price: $5.8m.Marine services facility located on prime waterfront property within the Australian Marine Complex. Facilities include undercover facilities for repair and maintenance on vessels up to 60m in length plus lifting, hardstanding and wet berthing.

Dennis Brede: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Cafe/cateringPrice: 870,000.High socio-economic location. Currently run under full management. Huge sales. Excellent growth and substantial profitability.Jim Goodwin: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Transit servicePrice: $1.4m.Wide range of transit services for a variety of customers, on a daily basis. Excellent late-model equipment. Booming north-west business in non trade-related service industry. Easily learned and extremely simple to operate. Servicing blue chip companies/customers. Niche and captive growing market. Highly profitable (2010-11, $659,858). No need for skilled labour. Real opportunities to increase turnover and profitability.Tony Batista: 08 9481 4422, fax 08 9481 4441Goodwin Mitchell O’Hehir

Machine shopPrice: $2m.Established 26 years, blue chip client base. Mining related.New purpose-built premises.

Highly profitable business.Excellent opportunity for growth. Owner will stay on for handover.David Knowles: 0412 195 402Zircom

ImportPrice: $2.95m.Household products. Substantial market share. Large customer base Minimal staff. High GP and low stock Can be managed remotely. Turnover $5.5m, EBITDA $950,000.David Knowles: 0412 195 402Zircom

Steel fabrication & manufacturingPrice: $1.4m psav.Country based business (about two hours from Perth). Long lease offered and diverse income stream. Profit average of $880,000 for the past three years. Wholesale and retail clients.Wayne Cooper: 0407 99 7777Statewide Business Brokers

Pilbara logistic & transportPrice: $7.3m.Professional, modern operation, servicing speciality oil, gas and mining sectors; major client base.Large turnover,good profitability Good reputation. Fully equipped workshops, stable workforce. Wayne Cooper: 0407 99 7777Statewide Business Brokers

EVEN with Facebook, emails, texting and a whole range of other technologies, the telephone is still an important contact point for your customers and for the majority of people is the preferred method of contact.

When a customer calls, it only takes three seconds for them to gain an impression; and one dissatisfied customer can tell up to 15 others about their experience, so it’s important to get it right.

What you say to your customers in those first three seconds determines whether or not they will choose to do business with you, or not.

Keeping your customers happy is easy and here are some simple things you can do every time you answer the phone.

Be completely prepared

When the phone rings, answer on the third ring. That will give you a chance to stop what you’re doing and avoid sounding distracted, find a pen and paper, take a deep breath, exhale and smile. The caller will hear the smile in your voice.

Identify yourself properly

Identify your organisation, department and your name. ‘Welcome to XYZ company, this is John’. This helps build trust and rapport and you are more likely to get the caller’s name, which you can then use to help control the conversation towards the desired outcome.

Use the caller’s name

It’s a good idea to use the caller’s name sometime during the conversation and at the close of the call. This helps to build rapport and trust. We all know how valued it makes us feel when someone calls us by name and this courteous act will confirm in our customer’s mind that they are dealing with a friendly and professional business.

Don’t do two things at once

We can often do two things at once, though not well. The caller can always tell when you are doing something else, as they will hear the distraction in your voice. The message the caller will receive is that you are too busy to listen to them. Always show genuine interest by your voice tone. Remember, the caller cannot see you nodding so you must give verbal ‘nods’.

Take ownership of the call

When transferring a call, always let the caller know who they will be transferred to, then inform the transferee of the caller’s name and the reason for the call. Transfer the call only when you are sure it is the right person for the caller. We all know the frustration of giving our story over the phone, to be told, ‘I’ll just put you through’, then having to repeat our story again and again.

Don’t keep the caller in limbo

Whenever you place a call on hold, make sure you ask permission first and tell the caller why you are placing them on hold. There’s nothing more frustrating to a caller than being put on hold without an explanation or an indication of how long.

Never hang up first

Always let the caller hang up first in case they had something else to ask. It is very important to leave a long lasting positive impression in the caller’s mind that you have done everything you can to assist them.

Follow up when you promise in a timely manner

Take action and give progress reports when unable to respond by the promised time. The caller is not a mind reader and doesn’t know that you haven’t received the information yet. They just think you have forgotten about them.

No matter what size your business is, follow these simple tips when you answer the phone and your customers will perceive you as a friendly, professional and trustworthy business that they feel comfortable dealing with.

After all, a happy customer will be more likely to give you repeat business and tell others about you, creating word of mouth referrals that are worth their weight in gold. Always pamper your customers and show them that you care because they are the lowest cost marketing tool you have.

Three seconds makes all the difference

Ava Lucanus is the owner of Edge Communication, a customer service training business offering one-on-one or group training workshops. Contact Ava on ava@edgecommunication.com.au | www.edgecommunication.com.au |

Ava Lucanus

‘‘You don’t get a free ride just because you are indigenous.’’ - Dan Tenardi

WA Business News www.wabusinessnews.com.au November 10, 2011 | 29

GROWING BUSINESS | FOR THE RECORD ■

Ngarda takes it up to the competition ■ Carolyn Herbert

COMPANY: Ngarda Civil and Mining.

BUSINESS: Indigenous contracting company.

SOLUTIONS: Diversify; hire the right people; and stay true to your purpose.

NEW ROLE: Dan Tenardi is focused on increasing Ngarda’s profi le nationally. Photo: Grant Currall

GROWTH TIPS

DAN Tenardi has been busy in the five months since he joined Ngarda Civil and Mining as CEO, having already launched a new arm of the business and working on plans to expand the company’s services to the east coast.

The Ngarda Ngarli Yarndu Foundation, Indigenous Business Australia and contract miner Henry Walker Eltin established Ngarda in the Pilbara in 2001 as a small land-scaping business.

A decade later it has become one of the nation’s largest indigenous owned and operated contracting companies, providing earth mov-ing, civil engineering and contract mining services to the resources and construction sectors.

Ngarda has also become recog-nised as an industry leader in recruit-ing, training and employing local indigenous people.

Before his recent appointment Mr Tenardi was managing director of Bauxite Resources, had spent 13 years with Alcoa, and worked with Rio Tinto, during which time he was appointed as a director of Robe River Iron Associates.

He began his relationship with

Ngarda 10 years ago while working for Robe River.

“At the time, I was the general manager of Robe River and I negoti-ated with Ngarda and gave them their first mining job in Pannawonica. I then stayed in touch with Ngarda through the years,” Mr Tenardi said.

Ngarda has grown from six staff to more than 430, has trained almost 2,000 indigenous people and turned over more than $120 million last financial year.

The company has also worked with major players in Western Australia’s resources sector, includ-ing BHP Billiton, Woodside and Rio Tinto.

In 2008, Ngarda was awarded BHP’s $300 million Yarrie contract, the largest ever mining contract awarded to an Aboriginal company.

Despite the company’s involve-ment in major resource projects, Mr Tenardi said the rapid growth of Ngarda over the past decade has created gaps in its systems and pro-cesses.

“We have realised that, to put money and resources back into indigenous communities and provide growth opportunities, you have to be

commercially successful,” Mr Tenardi told WA Business News.

“The rapid growth of Ngarda, I think, has created a lot of gaps in its processes and procedures, so we’ve since had a series of audits and reviews and now have a strategic plan to go forward.”

Competition from larger players to recruit indigenous people, and consist-ently high overheads led Mr Tenardi and the board to make the decision to diversify the business.

The company recently launched Ngarda People, a recruitment and labor hire business to service the growing demand for indigenous participation in the state’s resource projects.

Mr Tenardi said a training organi-sation would be developed under Ngarda People to allow indigenous people to achieve national accredita-tion for their skills.

“We’ve recognised the competition for indigenous Australians to work in the mining sector is very intense, all companies have their indigenous programs and they want to employ indigenous people on their projects,” he said.

“Ngarda does a lot of pre-work training and this adds quite a bit of money to our overheads, so by split-ting off Ngarda People and having labour hire, we can offset those over-heads with a commercial business.”

In 2006, Australia’s largest contract-ing company, Leighton Contractors, bought the 50 per cent shareholding in Ngarda previously owned by Henry Walker Eltin.

Despite ongoing support from Leighton, Mr Tenardi said Ngarda was in competition with its major shareholder, as well as other top-tier contracting companies.

“The fact is we are in competition with Leighton even though we are 50 per cent owned by them … for us to be competitive we must deliver what we promise because you don’t get a free ride just because you are indig-enous,” he said.

The company has also experienced challenges relating to recruitment, as well as securing a constant stream of projects.

“It’s harder to recruit good indige-nous staff in the mining space because we can’t always offer the conditions that Rio Tinto and BHP can offer … they can offer more stability, and because we go from project to pro-ject, people tend to feel more secure in those companies,” Mr Tenardi said.

“One of the biggest challenges we’ve got is continuity of work; if we pick up a project it may last five or six months, and if we haven’t got a project to move onto straight away … we keep these people on our books and that incurs costs.”

Along with Ngarda People, Mr Tenardi plans to focus on creating greater awareness of the company both locally and on the east coast.

He has launched a marketing cam-paign that includes national newspa-per advertisements, new sponsorship programs and the delivery of capabil-ity statements to potential clients.

“We are currently in talks in Queensland and hope to move there in the next six months, because there are some real indigenous resources there that we can tap into,” Mr Tenardi said.

“Our purpose, which is to give opportunities to indigenous people, hasn’t been well understood in the past and now it’s about getting that message out.”

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30 | November 10, 2011 www.wabusinessnews.com.au WA Business News

■ FOR THE RECORD | SALES SESSIONS

Jeffrey Gitomer

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com , will lead you to more information about training and seminars, or email salesman@gitomer.com

‘I WANT my people to be accountable.’ ‘I want our people to be more accountable.’ ‘Our main issue this year is ‘accountability.’

Sound familiar? Accountability is the number one recurring theme throughout sales leadership in the US. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales.

And it’s totally wrong, totally backward, totally insulting, and totally anti-sales. How’s that for an opinion?

No salesperson wants to be accountable. They got into sales so they wouldn’t have to be accountable.

Sales leaders who want their people to be accountable are passing off their leadership duties to someone else, and then blaming them for failure. Wrong approach.

Leadership and accountability are at the opposite ends of the spectrum, especially the sales spectrum.

Think about it this way; you’re accountable to me (not good), I’m responsible for you (much better). And responsibility has a much more inclusive meaning.

As a leader, you’re responsible for your actions, responsible for your people, responsible for your attitude, responsible for your leadership skills, and certainly responsible for your results.

As a leader, the only person you’re accountable to is yourself.

And if you pass on the same strategy and philosophy to your people, that they are:

• responsible for their actions;

• responsible for their customers;

• responsible for their attitude;

• responsible for their sales skills; and

• responsible for their results.

Your acceptance and respect as a leader will ensure positive growth.

If a salesperson takes responsibility for his or her knowledge, pipeline, customers, sales, income, and success, your job as a leader shifts from a paranoid accountability manager to an encouraging, supportive leader.

What’s the difference?

• Accountability sends the wrong message. It implies forced leadership and micro-managing. It has at its base ‘you are’ and ‘you must’ as a process.

• Responsibility sends the right message. It’s individualised and team-oriented. It’s ‘I am’ and ‘I will’ as a process.

If I’m accountable, it’s less likely that I’ll ever do my best or be my best. Rather, I’ll do what’s necessary, and report at the deadline – or just after.

‘I’m responsible’ has a chance to include character building and pride in my achievement and work.

‘I’m accountable’ lowers morale and creates disdain on the part of salespeople.

Here is the most telling difference ...

‘You’re accountable’ indicates a corporate directive, and an order; ‘I’m responsible’ indicates a personal decision, and a success opportunity.

As negative as accountability is, there is one place it fits. You are accountable to yourself. You face the accountability mirror of truth every morning and every evening – in your bathroom. You are accountable to yourself for your attitude, your actions, you’re your results.

And in the end, accountability will still be ‘on message’ and erroneously rule the sales airwaves, even though what I have written is truth and reason.

What’s your take on responsibility versus accountability? Post your views at facebook.com/jeffreygitomer, or tweet them @gitomer

What do you ask of your people?

FACT FILE

$200m Waterfront deal up for grabs02-November-2011 by Staff ReporterThe state government has put out the call for a $200 million contract to design and construct the inlet and surrounding public space for the Perth Waterfront redevelopment.Planning Minister John Day said the government was seeking expressions of interest for the estimated $200 million worth of works.The works include the creation of a new inlet and surrounding public space; construction of the island centrepiece of the Waterfront; a public access jetty and public transport berth; and sites for future private sector development. “The contract also involves consultation with a variety of important stakeholders as well as critical traffic management arrangements, to ensure minimal disruption during construction, and an efficient ongoing flow of traffic into and through the area,” Mr Day said.The managing contractor will be appointed through a two-stage process.

Kiewit JV wins $247m FMG work01-November-2011 by Staff ReporterA joint venture led by US-owned construction contractor Kiewit Australia, which is a new player in the local mining sector, has won a $247 million contract from Fortescue Metals Group for works on the Cloudbreak iron ore development in the Pilbara.The joint venture is managed and 48.5 per cent owned by Kiewit Australia, and also includes international engineering firm AMEC and a local company, AusGroup subsidiary AGC Industries.The joint venture announced today it had won an engineering, procurement and construction contract for the Cloudbreak wet ore handling plant, located approximately 50 kilometres north of Newman.AMEC said its principal role would be detailed engineering, procurement of equipment and site support.It said its share was worth approximately $55 million.Work on the contract has already commenced and will be completed before September next year.Fortescue is expanding the capability of the Cloudbreak plant to process below water table, or wet, ore.

Green Rock, New World sign geothermal JV31-October-2011 by Dan WilkieRenewable energy players Green Rock Energy and New World Energy

have signed a binding joint venture agreement to explore and develop the two companies’ geothermal exploration permits in the Mid West, a move the companies say puts them in the box seat to be the recipients of state and Commonwealth government assistance.The companies announced today they would pool their resources to identify the most prospective drilling targets for two wells across their 17 collective exploration permits, to establish an initial 5 megawatts of power generation capacity.Green Rock will be the initial operator of the joint venture.New World Energy is the state’s largest geothermal energy exploration and development firm, holding permits across the Pilbara and Mid West, as well as across the Asian ‘ring of fire’.Last month New World announced its Philippines subsidiary, Geoenergy Inc, had acquired five high-potential geothermal projects in the Philippines.Green Rock holds a 100 per cent interest in nine exploration permits in the North Perth Basin, while New World Energy holds eight exploration permits.

Pacific wins Nullagine power deal31-October-2011 by Dan WilkieWestern Australia-based power utility Pacific Energy has announced it will build, own and maintain a 9 megawatt power station at the Nullagine gold project in the Pilbara for Millennium Minerals.The contract has an initial term of five years, and Pacific Energy said there was potential for a further term extension.The power station will be the third Pacific Energy has announced it would construct in the Pilbara this financial year, following contract wins to build a 20MW power station for Sandfire Resources at the DeGrusss copper-gold project, and a 12MW station at Regis Resources’ Garden Well gold mine.“This is an important contract win for Pacific Energy, marking the company’s re-establishment of its power station footprint in the Pilbara with total contracted capacity of its KPS business in excess of 185MW at 18 mine sites around Australia,” managing director Adam Boyd said.

BriefsMarmion in no hurry to decide on Vasse Coal04-November-2011 by Dan WilkieEnvironment Minister Bill Marmion says he will not be rushed into a decision on the Vasse Coal mining proposal after receiving the independent Appeal Committee’s report on the matter.Mr Marmion said the issue was “very significant and contentious”

and acknowledged the level of community concern surrounding the proposal.“I intend to consider the report of the independent Appeals Committee in full before I determine the appeals,” Mr Marmion said in a statement.The Environmental Protection Authority rated the Vasse Coal proposal to establish a coal mine 15 kilometres from Margaret River as unacceptable earlier this year, saying it had the potential to adversely impact on a range of environmental values, despite receiving advice from other government agencies that more information was needed to reject the application.

More driverless trucks for Rio Tinto02-November-2011 by AAPRio Tinto has significantly boosted its plans for driverless trucks at its Western Australian mines, increasing its order from 10 trucks to 150.Rio Tinto said it would receive at least 150 of the driverless trucks over four years from 2012 under a new agreement signed with Japanese mining and construction equipment manufacturer Komatsu. The trucks will be used in Rio Tinto’s Pilbara iron ore mines, and controlled from its operations centre in Perth, over 1,500 kilometres away.The trucks use GPS technology to navigate autonomously around a pre-defined course from loading units to dump locations, including waste dumps, stockpiles and crushers.The new deal is a 15-fold expansion on Rio Tinto’s previous plan for a fleet to 10 driverless trucks, which is part of its “Mine of the Future” program launched in 2008.Rio Tinto has been testing the autonomous haulage system in the Pilbara since 2008.

Other WA Company NewsMonadelphous to join S&P/ASX10004-November-2011 by Staff ReportersEngineering contractor Monadelphous Group will become the eighth Western Australian company included in Standard & Poor’s ASX 100 index when trade resumes on Monday.The other WA companies on the ASX 100 are Atlas Iron, Fortescue Metals Group, Iluka Resources, Paladin Energy, Seven West Media, Wesfarmers and Woodside Petroleum.The index is based primarily on the market capitalisation of companies, as well as liquidity and “free float”.Monadelphous shares closed up 3.2 per cent today, at $18.49.

From page 28

The Western Australian Trade Opportunities Service is operated by the International Trade Centre of the Chamber of Commerce and Industry WA.

BUSINESS AND TRADE

The Indian Export Promotion Council for Handicrafts wishes to advise that they will be attending the 'Australian International Sourcing Fair' in Sydney, 22-24 November and invites companies to view their range of handicrafts (India) – 17530; The Union of Chambers & Commodity

Exchanges of Turkey has released its monthly list of import, export and business opportunities for viewing on application (Turkey) – 17524.

IMPORT GOODS INTO AUSTRALIA

Customised promotional gifts: t-shirts, hats, bags, note books etc (China) – 17529; Galvanised piping (India) – 17526; Highway and railway emergency telephone systems (China) – 17528; Italian manufacturer of customised cables and connectors seeks

contact with potential Australian

agents or retailers (Italy) –

17525; Sports socks (Pakistan)

– 17527.

For full details on any of the

above trade opportunities please

contact Nick Paterniti (quoting the

relevant reference number shown)

at the Chamber of Commerce and

Industry of Western Australia on

Tel: (08) 9365 7620 Fax (09) 9365

7616 or email documentation@

cciwa.com.

TRADE OPPORTUNITIES