CLUB MANAGERS’ ASSOCIATION AUSTRALIAThe Club Managers’ Association Australia is registered as an industrial organisation of employees in the terms of the Federal Workplace Relations

1

Club Management December 2005

CLUB MANAGERS’ ASSOCIATION AUSTRALIA

“Club Management in Australia” is published monthly byJim Henry on behalf of the Club Managers’ AssociationAustralia. All material is copyright and cannot bereproduced without the explicit permission of the Publisheror Editor. Editorial contributions relating to the club

industry are welcome. Submitted copy should be typed and double spaced. We don’taccept any responsibility for keeping and returning unsolicited material. Photographs

submitted must be captioned. Those sent without prior arrangement cannot be returnedunless accompanied by a stamped, self addressed envelope. Views expressed in thismagazine are not necessarily those of the Club Managers’ Association Australia.Although we do exercise the utmost caution, we don’t accept responsibility for claimsexpressed in advertisements appearing in our issues.Subscription rate is $55 a year.ISSN 0045-7205

Please address all business correspondence tothe Federal Secretary

The Club Managers’ Association

Australia

is registered as an industrial organisationof employees in the terms of the FederalWorkplace Relations Act, 1996, andThe Club Managers’ Association is aregistered Trade Union in the terms ofthe New South Wales IndustrialRelations Act 1996. The CMAA is affiliated with the Australian Council ofTrade Unions (ACTU) and the CMA isaffiliated to the NSW State Branch ofthe ACTU, The Labor Council of NSW.

Registered Office

67-73 St. Hilliers RoadAuburn NSW 2144

Phone (02) 9643 2300Fax (02) 9643 2400

P.O.Box 845 Auburn NSW, 1835Email - [email protected]

Office Hours

Monday to Friday 9am to 5pmSeven day telephone answering servicein operation.

OFFICE BEARERSFederal PresidentJim Henry, OAMACCMFederal SecretaryAllan Peter ACCMFederal ExecutiveMembersBill Clegg ACCMDanny Munk ACCMFederal CouncillorsDivision A -City/Eastern Suburbs ZoneLes Clarke, ACCMDivision B - St George/CronullaSutherland ZoneIan Todd ACCMDivision C -Manly/NorthernSuburbs ZoneMario MachadoACCMDivision D - Inner WesternSuburbs ZoneTo be advisedDivision E -Nepean ZoneMichael WiezelDivision F - HunterZone & CentralCoast Zone

Stephen Byfield ACCMDivision G - Great Lakes & MidNorth Coast ZoneRoy AndersonACCMDivision H -Far North Coast Zone& North West StateZoneBrad WhittakerACCMDivision I -Brisbane ZonePam Shelton ACCMDivision J -Illawarra Shoalhaven& Far South CoastZoneGary WilbrahamDivision K -ACT Zone Julie EvansDivision L -Riverina Murray Zone& Mid State ZoneDominicConnaughton ACCMDivision M -Sunshine Coast Zone& Central &Northern Qld. ZoneChris Keen ACCM

Division N -Gold Coast Zone &Ipswich Darling

Downs ZonePeter Constance

Division O -Victoria ZoneGrant Duffy ACCM

Executive OfficerTerry Condon, CCM

AdministrationOfficerGerry Sarlemyn

Industrial RelationsAdvocatePeter Cooper

Education ManagerRalph Kober B.Ed.

Student Services Co-ordinatorNarell HarrisonPeter Schmidt

AccountsPriscilla San Luis

ReceptionistCarol Quirke

TrainingAdministratorKerrie Treasure

Assistant TrainingAdministratorMaria Hudson

Life Members

Harry Walker (decd.)

Norm Robinson

(decd.)

Arthur Justice (decd.)

Len Ewart (decd.)

Lou O’Neill (decd.)

Peter Cameron (decd.)

Bob Harbutt (decd.)

Keith Nolan (decd.)

Les Evennett

John Milne

Fred Chubb, CCM

Alan McDougall,

MBE (decd.)

George Elliot, CCM

Peter Strachan,

ACCM

Hans Sarlemyn,

ACCM

Jim Henry, ACCM

Terry Condon, CCM

Lew Cooper

Barry Stevenson

Greg Pickering,

ACCM

John Allan, ACCM

Allan Peter, ACCM

Wayne Forrest, ACCM

Jim Henry OAMFederal President

Allan Peter ACCMFederal Secretary

Bill Clegg ACCMFederal Executive Member

Danny Munk ACCMFederal Executive Member

Terry Condon CCMExecutive Officer

Publisher Jim Henry, OAM

Editor Peter SharpPhone: (02) 4274 9971 Mobile: 0410 140 036

Email: [email protected]

ContributorsHenri Lach, Katie Cincotta.

Photographer Barry Norman.

Advertising Manager Judy Rayner, Sue FlynnAdvertising Bookings

(02) 9332 2363 & 9360 6177Fax (02) 9361 5142

CorrespondenceThe Editor,

c/- Club Managers’ Association Australia67-73 St. Hilliers Road

Auburn NSW 2144P.O Box 845 Auburn NSW 1835

Phone (02) 9643 2300 Fax (02) 9643 2400

SPONSORS OF THE CLUB MANAGERSCAREER DEVELOPMENT CENTRE

Centre SPONSOR:

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It has been anotherchallenging year for theclubs and hospitalityindustry, so it’sappropriate that high-profile experts lookback on 2005 - NSWGaming and RacingMinister GRANTMcBRIDE (P6), CMAAEducation ManagerRALPH KOBER(P23&26) and CMAASenior IndustrialAdvocate PETERCOOPER (P28&29)

To highlight the issuesof the StateGovernment’s GamingTax and the spirit of theclub industry’s charitywork in NSW, a groupof NSW country clubmanagers andsupporters outdidthemselves in raisingalmost $20,000 for theStarlight Children’sFoundation of Australiawith a three-day charitywalk from Young toWagga Wagga in NSW.P21

CMDA 2006 EducationProgram Planner.P24&25

CMAA 2006 ExpoFloorplan. P38&39

The Leasing Trapsseries, which hasopened the eyes ofmany club managers tothe pitfalls of notproperly researchingleasing contracts,concludes in thisedition with Part IVwhen DEBBIE ORGANoffers more helpfuladvice about returningrented equipment andlooks at a leasingscenario involvingmobile phones.P33-35

FIRE destroyed one ofMelbourne’s mostpopular venues whenClub Kilsyth was guttedlast month after anelectrical fire began inthe roof. Victoriancorrespondent KATIECINCOTTA reports thatthe community hub inBayswater North hadfour function rooms, arestaurant and agaming machine venueand was the clubhousefor Victoria’s largestbasketball club, with15,000 members. Whatremained was a pile ofrubble, a $6 milliondamage bill and apassionate commitmentto rebuild.

P36&37

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2005 has been another year ofchallenges and achievement forthe NSW Club Industry.

During the year I have workedclosely with your industry at all levelsto meet these challenges head-on.

At this year’s ClubsNSW ConferenceI took the opportunity to speak on arange of issues affecting your industry.

These issues are just as relevant toyour readers as they were to thataudience.

A major challenge for clubs is theneed to expand in an era vastlydifferent to when clubs were firstlegally established in the 1950s.

Clubs are now competing witheverything from dvd’s and homeentertainment systems to sportingevents, hi-tech cinemas and themyriad of other options available tothe younger generation.

As a result, clubs need to know theircustomers better and re-positionthemselves to reflect changingdemographics.

Meeting these marketplacechallenges requires a consistentbusiness strategy - so I was heartenedto read in the September 2005 editionof “Club Management In Australia”Tony Parks’s article on the 15th annualAustralasian Gaming Expo.

In it, he outlines the message ofchange and re-connection, for example

on Page 4 where Australasian GamingMachine Manufacturing AssociationExecutive Officer Ross Ferrar states:“The Industry needs to reconnect withthe younger population and connectwith its customers in general.”

This is something I will work onclosely with the Club Industry over thenext 12 months.

A major focus of the last year hasbeen listening to the concerns of yourindustry - the Club Industry Task Forcewas established in a genuine effort toprovide a clear and coherent processfor policy development, and toimprove the transparency,accountability and probity standards ofthe industry.

I also set up the Special Ministerial

Advisory Group (SMAG) as my“sounding board” on policy that affectsyour industry.

These groups are comprised of yourpeers ... people with decades ofexperience in your industry ... peoplewith your interests at heart. And theyhave made important progress and wewill continue to do so in 2006.

Another issue it’s important to touchon is the Government’s review of theCommunity Development and SupportExpenditure Scheme (CDSE).

Despite what you may have heard,the Government remains committedto keeping the 1.5% tax rebate.

We are simply looking at ways toimprove the scheme.

This is the first major review of thesystem and the Government wants toensure that the wider community isgiven as much help as possible throughthis scheme - a partnership betweenthe State Government and the clubsindustry.

A lot of clubs are giving more thanthe 1.5% - and they are goingto becongratulated - whilst others are doingthe bare minimum.

These are just some of the issues Iwill be working on closely with theclub industry in the New Year.

I would like to take this opportunityto wish your readers a very merryChristmas and a safe New Year.

Minister reviews another bigyear for gaming and racingBy GRANT McBRIDE, MP, NSW Minister for Gaming and Racing

Grant McBride

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As the year comes to a close I would like to reflecton a number of events that have had, and willcontinue to have, a dramatic impact on our

industry. As you are aware the ongoing NSW pokermachine tax increases have had a detrimental effect onmany clubs in NSW with the direct result being that thecultures of many communities have been decimated,where previously they had been the envy of manythroughout Australia.

Sporting grants, previously the mainstay of the cultureof the young and old, have been slashed; donations tocharities bludgeoned, and of course members’ facilitiesdramatically reduced ... all sacrificed on the altar of theState Government’s greed for more money.

The captain and chief purser, the architects of thiswanton grab for cash, were Premier Bob Carr and hiserstwhile Treasurer, who together, abandoned the “SSNew South Wales” when they feared a full frontal stormwas approaching. From what we know, theiraccountability on the failure of State infrastructures,utilities and God knows what else has allowed them todepart without any serious condemnation of note.

Political hypocrisy has reigned supreme. Where clubmanagers are accountable and can be legally judged ontheir management competency - and punished ifnegligent - these politicians resigned and blame others.

This is wrong. These elected officials must find thebackbone to strongly oppose ministerial bullies whodominate and intimidate the decision making in StateParliament at the expense of the ordinary person of thisState.

The Federal Government’s Workplace ReformsLegislation defies logic in application - and in the spirit ofwhat Australia’s all about. I can see nothing but socialdiscord evolving from this legislation and what will itachieve? I wonder why the Howard Governmentcommitted itself to this widely condemned legislation andrisk the retribution of voters, creating a catalyst forindustrial unrest and damaging our internationalreputation. The facts of this legislation are simple - morepower to the employers and to hell with workers’ rights.

The CMAA is reviewing its options since thislegislation will affect all members as the Association willlose the right to negotiate industrial wages andconditions. However, CMAA members have two years ofaward wages and conditions before they get caught up inthis industrial bureaucratic madness.

So, where to from here? The CMAA is totallycommitted to fight for decent wages and conditions for allmembers as well as the on-going education and trainingof club managers. We will not willingly surrender ourcommitment to the management of the club industry.

Not now, not ever. Compliments of the season.

The good fightcontinuesBy CMAA Federal President JIM HENRY, OAM

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It was “Viva Variety” at theeighth annual AustralianClub Entertainment

Awards, which were presentedat Canterbury-Hurlstone ParkRSL Club on October 26.

It was a night of “pureimagination”, celebratingpuppeteers and ventriloquists,also dedicated to the memoryof Calvin Winetroube, whopassed away this year.

The Australian ClubEntertainment (ACE) Awards,first presented in 1998,acknowledge the high qualityand variety of performers whoentertain club members andguests around the nation.

The Canterbury-Hurlstone Park RSL Club auditoriumwas, as always for this event, packed to capacity with 650guests as Nikki Bennett and the Popset Dancers opened theevening before awards host Ian Turpie performed andintroduced Jeanne Little to present the first ACE Award.

In all, there were 26categories and Patti Newtonpresented the main awards withKaren Beckett taking FemaleVocal Performer, StephenFisher-King accepting the MaleVocal Performer and DarrenCarr named Australian ClubPerformer of the Year.

John Watson took out theSolo Piano/Vocalist category,sponsored by the ClubManagers Association ofAustralia.

Popular recording, concertand club performer MelindaSchneider, who took out theCountry Female Performercategory, enjoyed a special

personal moment when she was asked to honour the work oftwo special people in her life - her mother, Mary Schneider,and aunt, Rita Schneider - by presenting the sisters withACE Lifetime Achievement Awards for their work in theentertainment industry.

Industry celebrates finest inentertainment at ACE Awards

The 2005 ACE winners are ...Australian Club Performer Of The Year: Darren Carr Male Vocal Performer: Stephen Fisher-King Female Vocal Performer: Karen Beckett Lifetime Achievement Award: Mary and Rita Schneider Comedy Act: Darren CarrChildren’s Show: The WigglesVocal Group: Cotton, Keays and Morris Variety Production Show: Magic to the Max Show Band: AkingaTribute Show: Forever DiamondCompere: Mark Kristian Instrumental Act: String Fever Versatile Variety Act: Joey Fimmano Sight Act: Darren Carr Best New Talent: Amber Jade Country Male Performer: Troy Cassar-Daley Country Female Performer: Melinda Schneider Country Group/Band: The Wolverines Solo Piano/Vocalist: John Watson Solo Guitar/Vocalist: Chris Connolly Covers Band - 2 or 3-Person: The Robertson BrothersCovers Band - 4 or more: Jellybean JamOriginal Music Group: Birtles, Shorock & GoblesOriginal Music Performer: Missy HigginsTechnical Support: Michael Pepper & Craig Sandstrom(Rooty Hill RSL Club)Accompanying Band: Western Front - Mounties

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The hospitality industry hasresponded positively to theCMAA’s decision to relocate the

2006 Annual Conference and HospitalityExpo to Darling Harbour. The 2006 Expowill be staged in Hall 4 at the SydneyConvention and Exhibition Centre onMarch 28 and 29.

Judy Rayner, of Rayner Sales andMarketing, who is the Expo’s exclusivesales agent, said in late November that85% of exhibitor space already had beensnapped up for the event. “There has beena very positive and encouraging responsefrom the industry to the move to Darling Harbour and I’mvery excited about the way the Expo is shaping up,” Judysaid. “I expect the move from Rosehill Racecourse to thecentral city location with the more ‘up-market’ feel to theevent will bring more out-of-town industry professionals anddelegates to the 2006 Expo.

“The fact people who book accommodation can be closerto the event and the associated entertainment factor ofbeing in the centre of Sydney will attract more people toconsider making the trip. The Convention Centre is a verypositive move for the CMAA Expo and I’m confident it will

get bigger and attract more exhibitors andpatrons as it becomes established in thecity.”

CMAA Executive Officer Terry Condonsaid a highlight of the first Darling HarbourExpo would be the CMAA Gala AwardsNight on Tuesday, March 28, when theAssociation recognises the outstandingwork and contribution of members andindustry associates. “The Awards Dinner isvery popular with the CMAA delegates,their partners, our sponsors and industrysupporters,” Terry said. “To be at DarlingHarbour in late March is sure to add a new

dimension to this prestigious event.” The Exhibitor List and Floorplan for the 2006 Expo is

presented on Pages 38 and 39 of this edition with moreinformation about the Expo and the Gala Awards Dinneron Pages 30 and 31.

Industry sponsors and suppliers interested in participatingin the 2006 CMAA Hospitality Expo are invited to makestand reservations by contacting Judy Rayner at RaynerSales and Marketing - (02) 9360 6177, (02) 9332 2363 orvia the internet at www.raynersalesmarketing.com.au [email protected]

Exhibitors back new venue for CMAA2006 Conference and Hospitality Expo

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The Hills Physical DisabilitiesTeam has a new apparatus - the“Universal Grasshopper

System” - which allows its youngpatients to be treated in difficultphysical situations.

The $4500 equipment, funded bythe Baulkham Hills Sports Club, willmake life much easier for the team andtheir patients.

Most of the team’s clients arestudents from Jasper Road PublicSchool, which has a physicaldisabilities support unit, andCrestwood High School.

Most of the students suffer from avariety of physical disabilities,including cerebral palsy, musculardystrophy and spina bifida.

Baulkham Hills Sports Club GeneralManager Nick Howlin said the HillsPhysical Disabilities Team’s work isvital to help young people in our Hillscommunity.

“The club congratulates the team ontheir efforts and wishes them the bestfor the future,” Nick said of the club’s

generous donation.The Universal Grasshopper System

allows the team to keep patients inpositions they could not sustain ontheir own, but which are necessary forproper therapy.

“This is going to make things awhole lot easier for us and ourpatients,” Hills Physical DisabilitiesTeam occupational therapist AnnetteScott said.

“With the equipment, they cancomfortably be kept in whateverposition is necessary, be it on theirsides, their stomachs, their backs orsitting. No effort is required to holdthemselves in position while receivingtherapy.

“It was very generous of theBaulkham Hills Sports Club to buythis for us.”

The Hills Physical Disabilities Team- comprising therapists, therapy aidsand a clinical nurse - works inconjunction with Westmead Hospitaland the Hills Community HealthCentre.

Grasshopper offersspecial help forspecial youngsters

Nathan, from Jasper Road Public School, lies in the Universal GrasshopperSystem provided by the Baulkham Hills Sports Club to the Hills PhysicalDisabilties Team.

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The CMAAcelebrated thefestive season

and the end ofanother busy yearwith a luncheon forcorporate sponsors ofthe CMDA andAssociation membersat Brighton Le Sandslast month.

CMAA ExecutiveOfficer Terry Condonwelcomed luncheonguests to Le Sandsrestaurant andintroduced CMAAFederal President JimHenry, who addressedthe gathering aboutmajor issues that havearisen during the pastyear, including theNSW Government’scontroversial andunpopular GamingTax.

Jim also welcomedCMAA Life Memberswho were able toattend the functionbefore paying tributeto corporate partnerswho have sponsoredthe CMDA trainingprogram which haseducated more than4600 club managerssince the program wasintroduced.

Jim then presentedsponsors with a gift torecognise thesecontributions to theCMAA and theimportance ofeducation incontinually upgradingthe skills andbroadening thehorizons of managersacross Queensland,NSW, ACT andVictoria.

Photographs byBARRY NORMAN

Spirit of Clubs and Christmas

John Newson - Maxgaming

Darren Pressley - Coca-Cola

Len Ainsworth - Ainsworth Gaming Technology

Allen Barry - Barrington Group

Warren Jowett - Aristocrat

Nicole Sylvester - British-American Tobacco

Tony Gapes - Foster’s Group

Paul Godfrey - Generate Group

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Norris Goudy -IGT

Danny Gladstone -Konami Australia

John O’Donnell -KPMG

Steve Cowan -Paltronics

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David McIntosh -Paynter Dixon

Jim Hollington -PKF

Dwayne de Souza -Presidential Card

Russell Gartner -Stargames

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Richard Skarzynski -TCP

Brett Boon -Thomson Playford

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Aristocrat Leisure Limited hasacquired a 50% interest in theElektroncek group of companies.

Elektroncek, which trades under theInterblock brand name, manufactures arange of electro-mechanical multi-terminalgaming products, including Roulette, Diceand Sic Bo, with a number of otherproducts in advanced stages ofdevelopment.

Aristocrat Chief Executive Officer andManaging Director Paul Oneile announcedthe acquisition last month.

Electroncek is based in Slovenia, which ispart of the European Union, and sells products in a widerange of gaming jurisdictions, including territories inEurope, the US, Canada and Macau.

It has products awaiting approval in a number ofjurisdictions, including NSW.

Aristocrat’s initial investment will be $A48 million (30million Euros) with up to a further $A16 million (E10million) payable, depending on achieving certain financialperformance targets for the years to December 31, 2005 andDecember 31, 2006. Elektroncek is forecasting revenues forthe year to December 31, 2005, of approximately $A64million (E40 million) and EBITDA of approximately $A16

million (E10 million). The acquisition willhave minimal net impact on Aristocrat’s2005 earnings and is expected to beaccretive by around 1% per share in 2006.

Acquisition of the Elektroncek interestallows Aristocrat to compete in theincreasingly popular multi-terminal segmentof the gaming market.

Elektroncek will gain significant benefitsfrom Aristocrat’s extensive sales channelsacross 200 global jurisdictions.

Completion of this transaction remainssubject to a number of proceduralconditions, including regulatory approvals.

Mr Oneile said Aristocrat had been very impressed withthe Interblock product range and the momentumElektroncek has been building across a range of veryimportant gaming markets. “We believe the two companieshave complementary products and we look forward tojointly developing the markets for the Interblock productrange around the world,” he added.

Aristocrat is a leading global entertainment companyproviding a comprehensive range of gaming solutions toentertainment venues around the world.

The company is licensed by more than 200 regulators andits products and services are available in over 90 countries.

Aristocrat Leisure Limited acquires 50% interestin global multi-terminal gaming manufacturer

Paul Oneile

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Agroup of NSW country clubmanagers and supportersoutdid themselves in raising

almost $20,000 for the StarlightChildren’s Foundation of Australia.

Young Services Club coordinated athree-day charity walk from Young toWagga Wagga in NSW on November10, 11 and 12 - via Cootamundra andJunee - with a target of $10,000.

Young Services Club ChiefExecutive Officer and event organiserDean Café wanted to highlight thespirit of the club industry’s charitywork in NSW and show the Youngcommunity the club’s commitment tolocal organisations. The StateGovernment’s gaming machine tax hasseriously affected financial support formany charities and donations to theStarlight Children’s Foundationdonations have dropped 70% in thepast 18 months due to the tax.

To highlight both issues, YoungServices Club decided to support theFoundation, which in turn supportedlocal communities from Young toWagga Wagga by allowing them togrant wishes to seriously ill children.

Walk organisers set a target of$10,000 to enable the Foundation togrant wishes to two local children -each wish is valued at $5000.

However the $20,000 result allowedfor four wishes to be granted.

An early start of 6am on Day 1allowed walkers to cover 50km fromYoung to Cootamundra beforeattending fund raising activities atCootamundra Ex-Services Club.

Day 2 brought a chilly 5am

departure for the 45km trek to Junee,which included a Remembrance Dayceremony at 11am in the township ofIllabo. The group pressed on tocomplete the walk and a warm countrywelcome at Junee Bowling Club, afund-raising bowls event and dinner.

Another 5am start on Day 3 set thewalkers on their final leg - 40km to theWagga Wagga highway junction. Thejourney was taking a physical toll ofthe team, but there were tears ofelation and relief as they reached theirdestination The final fund-raisingevent was a rousing night at WaggaWagga Rules Club as walkers sattogether, unwound and reminiscedabout the testing but wonderful

experience they had shared over theprevious three days.

Dean Café said the lasting highlightwas the generosity of people that thewalkers encountered along the 135kmroute both financially and with supportand encouragement of their efforts.

“Even the drivers of the Sydney toMelbourne XPT trains let their airhorns run wild as they passed us byevery morning and afternoon,” Deansaid. “This has been a remarkableexperience and valuable to so manypeople at so many levels ... we are veryproud of what we have achieved.”

The curtain came down on thefundraising on November 18 and 19weekend with a raffle night and speedshearing competition at YoungServices Club.

“Our sincere thanks to everyone whoparticipated in the walk and tobusinesses and anyone who donated tothe Starlight Children’s Foundation ofAustralia,” Dean added. “We havebeen able to make an immensedifference in the lives of four seriouslyill children ... and that’s a wonderfuloutcome.

“It’s also important to congratulateand thank the Board and Managementof each club who helped us almostdouble our target.”

Young Services Club’s “Walk for a Life”delivers for Starlight Children’s Foundation

The Young Services Club walkers (back row from left) Greg Davidson, DougGibson, Paul Cameron, Sheree Baker, Dean Café, Greg Willmette, BrettGorham, Ray Bourke, Judy Reid, Tom Preston and Mick Watts with(kneeling) Angela Noon and Marita Cameron.

The Young Services Club walkers head off for the135km trek toraise funds for the Starlight Children’s Foundation of Australia.

22


Organisers have initiated majorchanges to the annual NewZealand Gaming Expo in

Auckland early next year. Event host Australasian Gaming

Machine Manufacturers Association’s(AGMMA) Executive Officer RossFerrar said the Expo, to be staged atSKYCITY Auckland ConventionCentre on Wednesday and Thursday -February 15 and 16 - was sharpeningits focus on gaming.

“Gaming in New Zealand isundergoing great change with newrequirements on virtually every aspectof operations,” Ross said recently.

“It’s very important for everyoneinvolved in the industry to be up-to-date with the latest thinking andchanges, so that we can build apositive future.”

Comprising a Gaming Equipment

Exhibition and the Expo Conference,the event is set to provide a distinctivegaming environment. The world’sleading suppliers of gaming equipmentand technology will showcase thelatest products and services which arehighly relevant to NZ venues.

AGMMA is a not-for-profit industryassociation representing the interestsof its members, which providetechnology and equipment tohospitality venues in over 250jurisdictions around the world.

AGMMA’s members, includingAinsworth, Aristocrat, IGT, Konamiand Stargames have made a majorcommitment to this event and willdisplay latest games and machines.

The Expo Conference will bringtogether leading presenters on gamingin New Zealand and abroad.

Conference Chairman andIndependent Chairman of the GamingMachine Association, Garry Ward,recently underlined the importance ofthe conference. “The timing of thisconference couldn’t be more relevant,with the rollout of monitoring about tostart in clubs and pubs, the impact ofnew technical requirements for gamingmachines and continuing adjustmentsbeing made to accommodate a host ofother changes,” Garry said. “We willfocus on all these issues, along with thepolitical scene and the media.

“But the most important discussionof the conference is a focus on the

future, so we know where we’re headedand start going there.”

Ross Ferrar said SKYCITY AucklandConvention Centre provides an idealenvironment for the event. “Theentire event will be held on Level 5 ofthe Convention Centre, just across theFederal Street airbridge from thecasino,” he added. “SKYCITYAuckland is certainly New Zealand’spremier gaming venue and it makessense that the national Gaming Expois located there.”

With the conference in themornings, the exhibition in theafternoons and the casino across theroad, visitors and delegates will havean enjoyable time, Ross added.

Entry to the Exhibition is free formanagement representatives of gamingindustry organisations.

Registration for the ExpoConference is NZ$150 ($A139),which compares favourably with otherinternational conferences and includesa range of additional extras including aconference delegate’s satchel.

AGMMA also hosts the annualAustralasian Gaming Expo in Sydneyand the Asian Gaming Expo at MacauTower in the People’s Republic ofChina, which enables AGMMA toapply lessons learned elsewhere to theNZ Gaming Expo.

In particular, the online systems usedin its other Gaming Expo events willprovide better support for exhibitorsand improve service to delegates andvisitors.

Online visitor registration isavailable at www.nzgamingexpo.comand a Gaming Expo Help Line isavailable an NZ Freecall 0508 987 111if delegates prefer to register bytelephone (or 02 9211 7639 inAustralia).

“These events require a great deal ofthought and management - and wewill be applying international systemsand experience to ensure that thisGaming Expo delivers a useful,informative package for the industryhere in New Zealand,” Ross added.

Major changes for 2006 New Zealand Gaming Expo

Ross Ferrar

23


CMAA Annual Conference atRosehill Gardens in March

This year’s annual CMA RosehillConference and Hospitality Expo waswell received by delegates and visitorsto the trade show. The conferenceopened with Ian Stephens and hispresentation, “Team Dynamics andMotivation - Keys to Business Success”.

Ian is a management consultant whohas developed and equipped leadingAustralian and international businesseswith the skills and tools to facechanging and diverse challenges.The conference program featured arigorous educational theme with sixworkshops devised to introduce linemanagers to areas of club managementnot usually within their scope of dutiesand to “refresh” the skills of moresenior managers. Topics included:* “Smart Pricing for Improved Profits”,delivered by Ken Burgin of ProfitableHospitality;* “EEO, Harassment and DiscriminationIssues for Employers”, delivered by theNSW Anti Discrimination Board;* “Why Have a Marketing Plan”,delivered by Culburra Bowling andRecreation Club CEO Phil Boughton;* “Combating F&B Fraud: Culture andDeterrents”, delivered by Greg Madigan;* “Dealing with Difficult People”, deliveredby Paul Lyons;* “Dealing With the Changing ComplianceEnvironment”, delivered by CMAA EOTerry Condon and ClubsNSW CEODavid Costello.

The Conference, which moves fromRosehill Racecourse to the SydneyConvention Centre at DarlingHarbour in 2006, is well regarded inthe industry for its “Reality Check”forum, which this year used the “openspace” methodology which empoweredparticipants to drive the agenda. Morethan 150 delegates participated in thesession with many topics challengingclub managers, including staffretention, reward and recognitionprograms, smoking and gaminglegislation, dealing with localindigenous communities and more.CMAA Mid-Year Conference -Conrad Jupiters, Gold Coast

Delegates enjoyed a smorgasbord of

educational and social activities. Theconference program featured 16 high-impact executive leadershipworkshops, numerous charity events -including the Ted Noffs CharityExecutive Leadership Luncheon and theTed Noffs Charity Golf Day, CMAAMembers Meeting and the State ofOrigin III Luncheon and Game.

The conference opened on Sunday,July 3, with Paul Lyons delivering anentertaining and provocative session,“Overcoming the Fear of Success”,dealing with the strong relationshipbetween Emotional Intelligence (EI)and job performance. EI has proven tobe an excellent predictor of individualand group success in corporate

environments. The workshop exploredthe world of EI for those who want tostand out from the rest and propeltheir clubs to the top.

The Federal Executive addressedmembers at the CMAA MembersMeeting later that day where PresidentJim Henry and Federal Secretary AllanPeter discussed issues such as theproposed Industrial Relations reformsand their impact on CMAA members.

CMDA Board of ManagementStudies Chairman David O’Neilpresented the “Education Report”,which included the launch of anCMAA initiative to research how theAssociation can meet the needs of clubmanagers - members and non-members- in the under 35 years demographic,the industry’s future leaders. The Under35s Network Meeting at the CMAACareer Development Centre, atAuburn, in August provided an

opportunity for the CMAA to attractnew members and create products andservices that will be relevant for allcurrent and future managers.

The Mid-Year Conference’s openingkeynote presentation, “Leaders DoThings! - They Just Don’t Happen!” byPeter Hobart of the EnterpriseDevelopment Network, focused onhow managers can achieve sustainablelong-term successful change throughstrong leadership. Other EnterpriseDevelopment Network workshopsincluded “Effective PerformanceManagement”, which challengeddelegates on what performancemanagement must be in clubs todayand the way they treat employees aspartners in their own performance;“Conversations: A Dying Art Form”,which identified conversations are thevehicle for relationships and yet in toomany workplaces conversations arebecoming a dying art form;

“A View to the Future throughStrategic Thinking”, which highlightedone of the greatest challenges facingour industry is the question ofmaintaining our relevance - not onlyas a business, but also as managers andleaders; “Racing Against the Clock”,looked at the key principles of problemsolving and decision making.

Debbie Mayo-Smith, an expert inharnessing electronic media, presentedworkshops on “3 Step Plan to SkyrocketClub Profits in 2005” and “Leading theE Business Charge Utilising Your Club’sWebsite, Email and the Internet”.

Customer Service consultant SteveSimpson delivered three workshops onhow clubs can improve their customerservice delivery and culture ...“Discretionary Customer Service -Profiting from a Point of Difference”,introduced the discretionary serviceconcept that enables clubs to trulydifferentiate themselves based onservice; “Introducing UGRs - Creating aCulture of Service”, introduced theglobally acclaimed concept,“Unwritten Ground Rules” (UGRs),which can be used for dramatic impacton team culture; “Making Customer

New frontiers in educationBy CMAA Education Manager RALPH KOBER

CONTINUED P26

Ralph Kober

26


Service Feedback Strategies Work”,focused on how clubs can get insidethe minds of their customers.

HR consultant Jillian Diroupresented delegates with theconfronting workshop, “From ‘NO!’ to‘Let’s GO!’ - The Human Side ofChange”, which looked at the reasonswhy change initiatives - from greatinnovations to necessary but unpopulardecisions - fail.

“Making Ice Burn - Setting a ColdTeam on Fire”, presented by MikeSchoettler, exposed delegates to thetwo faces of low morale and the fivesimple steps to turn teams around withthe resulting benefit of how customersrespond to the change in a team.

“Project Plan a Virtual ClubRefurbishment”, allowed candidates toworkshop each stage of the planningproject with input and advice fromindustry specialists, including MingaraClub Property Manager Andy Yelds,Lindsay Verdon, Steve Alley andMatthew Green from Paynter Dixon,Stephen Mee from Rider Hunt, RolfeLatimer from Altis Architecture, andTony Musico from TCP.

The “Ted Noffs Charity ExecutiveLeadership Luncheon” featured apresentation by Debbie Watson,OAM, a gold medalist at the 2000Sydney Olympics with the AustralianWomen’s Water Polo team. Debbiedrew on her achievements to highlighthow leaders can drive successfuloutcomes in business and their peopleby establishing clear goals, developinga passion for encouraging andnurturing team members,demonstrating a constructive approachto interpersonal communication, andinstilling personal and teammotivation.

As the conference closed, a panel ofState of Origin legends - DarrylBrohman, Steve Mortimer, GregConescu, Artie Beetson and PaulLangmack - entertained delegates atthe State of Origin III Luncheon as partof the build-up to the SuncorpStadium game.

The CMAA’s Federal Executivethank delegates and sponsors for theircontinued support of the Mid-YearConference and making it a successfulindustry event.Inaugural Under 35s CMAANetwork Meeting

The CMAA has, for many years,been prominent in the industry as theadvocate of club managers pursuant toState and Federal Awards.

The CMDA is the premier providerof professional developmentopportunities for club managers,supervisors and more recently line staffon a state wide and national basis.

The CMAA prides itself onproviding relevant services andproducts to meet the needs of itsmembers and future members.

To sustain this philosophy, theCMAA Federal Executive and CMDABoard of Management Studiesidentified it was timely to hold anannual event for club managers in asection of the industry that usually haslimited access to the CMAA’s servicesand information - members and nonmembers and under 35 years of age - sothey can have “their say” in how theCMAA can support their careerdevelopment.

The inaugural Under 35s ConferenceNetwork Meeting was held at theCMAA Career Development Centrein Auburn on August 29 and 30.

The Network Meeting format offereda series of presentations whichaddressed career and personal financialneeds and the opportunity toparticipate in an active network “thinktank” discussing issues pertinent totheir demographic and educationthrough management/leadershipseminars. More than 90 managers fromregional and metropolitan NSWattended with Victorian colleagues. Training

Almost 3000 club industry personnelhave undertaken training with theCMAA in 2005 taking the totaltrained since 1999, when the CMAbecame a registered trainingorganisation, to more than 30,000participants.

Courses that have been popular ...■ CMA Duty Manager Program■ CMA Food & Beverage Manager

Program■ CMA Gaming Manager Program■ Gaming Analysis Program■ Financial Fundamentals■ OHS Risk Management■ Food Service Efficiency■ Organising Profitable Functions■ Café’ Espresso

The CMDA 2006 Training Calendar

has been distributed to all membersand is enclosed as a centre-spread lift-out - Pages 24 and 25 - in this editionof the magazine for your convenience.The first courses for 2006 start onJanuary 23. The calendar also can beaccessed on the CMAA website -www.cmaa.asn.au - along with courseregistration forms.National Bursary Program

More than 50 bursaries were offeredin 2005 totalling $100,000 for CMAmembers. Special thanks to oursponsors for providing such asubstantial opportunity for ourmanagers’ professional development.

The full list of National BursaryProgram recipients will be published inthe February edition of the CMAAMagazine.ACCM Awardees

Congratulations to the 20 CMAAmembers who have receivedrecognition for their contribution tothe industry and achieved ACCMAwards this past year.

Special congratulations to DooleysLidcombe Catholic Club GamingManager, Scott Bennetts, and WestPennant Hills Sports Club ChiefExecutive Officer, Jason Read, whoachieved their Awards in November.

Sharon Purnell, who also recentlyreceived her ACCM, was excited ather achievement: “It has been arewarding experience to achieve thiscertification, the Club ManagersAssociation has been a great help. Ihave been a member of the CMAA fora number of years and highlyrecommend employees in the industryto join and further their education. Iam very honoured to be associatedwith the CMAA which providesmembers with the opportunity tofurther their education and career. Iattended a number of courses andseminars also did a lot of study viacorrespondence, assisted by myemployer. Since commencing as theClub Manager of Caloundra Golf ClubI have gained a great deal ofexperience and knowledge and this hasreally contributed to me obtaining thisaward.”

For further details on how you canachieve this prestigious industryrecognition, contact CMAA StudentsServices Coordinator Narell Harrison(02 - 9643 2300) or on email [email protected]

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27


By KEN BURGIN

Just spending lots ofmoney on equipment andshaking hands with

suppliers doesn’t meanmembers will be happy orgross profit figures turn outthe way you want.

A good kitchen teamsupported by good systems isessential.

So, what makes for a goodproductive team?

■ Good qualityinformation every week -costs, sales, customernumbers, stock levels anditem sales. Supply accurateinformation so your chefknows how the business istravelling, and feels someownership of his/her contribution.

■ An organised workplace - abusiness that has simple and effectivework systems, is easy to work in, hassupplier and ordering lists, worksheets,costed recipe cards and reliablesuppliers. This means staff can followthe book rather than always asking theboss.

■ Equipment that works with anefficient layout. When the pressure ison it’s no wonder staff “lose it” if thesecond fryer still isn’t working threedays after the boss was asked to fix it.

■ Good quality help - when it’s timefor service and all hands on deck, thisis not the time to deal with kitchenhands who can’t do the job, familymembers who are there for a free rideor the slow and shifty. False economy.

■ Office space for the head chef.Not to avoid work, but to have a spacefor paperwork, phone calls, menuplanning and cost control. Plus a goodcomputer on the network.

■ Rewards and recognition for workwell done. Praise is scarce in manykitchens and, when you have reliableperformance indicators relating tocosts, productivity and staff stability,make sure you praise success.

■ Consequences for poor-performance. It’s noticed and yourquality systems ensure the causes areuncovered quickly and corrected. If

human error is involved, managementis not too shy to take action.

■ Information about currentindustry trends. Occasional eating outexpeditions will be useful - and goodfor relationship building. Keep up thesupply of food and trade magazines andencourage internet access. Make sureeveryone visits the trade fairs eachyear, both locally and overseas ifpossible.

■ Good number skills. Let’s face it,most chefs were not offered a job inbanking, so chances are theirexperience with percentages,computers and numbers in general maybe limited. Take it slowly and startwith a calculator, working out simplecostings.

■ An opportunity to learnmanagement skills - operating costs,recruitment, negotiating withsuppliers, using a computer - these areon the “wish list” of most chefs.

■ A chance to improve writtenEnglish. This may be essential for stafffrom a non-English speakingbackground, so don’t be shy to raisethe issue if you see writtencommunication being avoided.

■ Leadership skill development. It’sa hot, sweaty and intense atmospherein most kitchens and communicationcan become strained. If you putsomeone in a leadership position, makesure they can truly lead the group.

Effective leadership is verydifferent to bossing andnagging - which is how manypeople “manage”. You’ll needto be the coach and supportyour chef in this area.

■ Finally, a good team ismade up of people who wantto be there - supporting eachother on the field, enjoyingthe effort, keeping track ofthe score and basking in theapplause.

Clubs are now the“preferred employer” for manykitchen staff who want fairconditions and an organisedworkplace.

But it’s easy forcomplacency to set in.

Check the scorecard aboveand see how well your team is

performing.For further information about

Profitable Hospitality, call 1800 001353, or visitwww.profitablehospitality.com

Building a productive kitchen team

Manufacturer of fine quality poker machine basesPO BOX 507 COOTAMUNDRA NSW 2590

Telephone 02 6942 3633 Facsimile 02 6942 3936SYDNEY

PHONE/FAX 02 9686 7077 02 9899 8400MOBILE 0419 448 932 0408 803 450

(COPYRIGHT) REGISTERED DESIGN

Established since 1984, COOTAMUNDRA BASESare the leading Designers, manufacturers andsupplers of Poker Machine Bases supplying majorCasinos, Clubs and Hotels throughout Australiaand New Zealand.Our highly advanced computerised manufacturing facilitiesprovide the option to select from our standard range ofBases or to an Architects or Interior Designers Specifications.Our services include:Specialists with difficult floor plan configurations,Assistance in changing existing floor layouts andSupplementary Joinery Items.

28


As we approach our festiveseason I have reflected onwhat happened in the old days

of industrial action around the “sillyseason”.

What used to be taken as read in thelead-up to the Christmas break ...Australia would be confronted with abreweries strike resulting - “shockhorror!” - in the possible shortage ofbeers supplies to clubs and hotels ...and throw in an airline strike.

As a general barometer to industrialunrest we could rely on the NSWTeachers Federation to hold a series oflighting strikes.

In this system that is so brokenaccording to the Federal Government,we find that the teachers have justnegotiated a new three year awardwith the NSW Government through aprocess overseen by the NSWIndustrial Relations Commission.

The Australian Industrial RelationsCommission in 2004-2005 dealt with1675 industrial disputes (down from2564 in 2001-2002).

NSW CMAA members haverecently been advised in a circularfrom the Federal Secretary that theAssociation had successfully completednegotiations with ClubsNSW on anew two-year award delivering a 6.4%increase over its term.

These negotiations were conductedin good faith between the partieswithout the need to revert to thearbitral powers of the IndustrialRelations Commission.

The Award was ratified by thecommission on a consent basis.

All of this goes to show that oursystem of industrial relations hasgreatly matured over the years wheregenuine consultation and negotiationson workplace issues are capable ofresolution within the currentjurisdictions of our various IndustrialRelations Commissions.

To suggest the AIRC’s manner ofsetting minimum wages and conditions

and dispute resolution process is “ananachronism of an old system” - a termused by the Federal WorkplaceRelations Minister Kevin Andrewswhen introducing the FederalGovernment’s Work Choiceslegislation.

The AIRC President, JusticeGeoffrey Giudice, in his annual reportto Parliament, provided the followingstatistics on the activities of theCommission for 2004-2005.

Of the 24,558 total matters lodgedin 2004-05 ... ■ 6707 were unfair dismissal

applications (the lowest figure in fiveyears);

■ 3836 were applications forcertification of union agreements;

■ 1564 were applications forcertification of s170LK employeedeals;

■ 1633 were award variationapplications;

■ 1177 were AWAs referred to theCommission for approval.Of the 6707 unfair dismissal

applications lodged, the vast majority(4116) were in Victoria, which doesn’thave a state-based dismissaljurisdiction.

Some 77% of all claims wereconciliated - the highest figure in 10years.

From the start of January, 1997, until

June 30, 2005, just 1168 unfairdismissal claims resulted in an order forpayment in lieu - and 243 forreinstatement.

Some 1215 were dismissed on themerits, 682 rejected because they wereout of time, and 1212 dismissed forlack of jurisdiction.

Just 0.3% - or 163 - of theapplications lodged since the start of1997 resulted in the Commissionissuing certificates for cases to proceedsolely on unlawful termination grounds(the jurisdiction that will surviveWork Choices unscathed).Work Choices Legistation Update

The nation-wide rallies for theNational Day of Community Protest,organised by the Australian Council ofTrade Unions on Tuesday, November15, proved to be an astounding success.

More than 500,000 people gatheredin every corner of Australia to send apowerful message to the HowardGovernment.

Together, we vowed that we wouldnot be the first generation ofAustralians to leave our children withfewer rights at work than we inherited.

The ACTU thanks every personwho attended the rallies.

Your hard work spreading the wordabout the event helped make it thelargest community protest in ournation’s history.

Visit the website -http://www.rightsatwork.com.au/campaigns/ - to see highlights of the rally,download key speeches, and watch theJohn Clarke and Bryan Dawes skit thatbrought the house down. Final State Award for NSW CMAA Members

Justice Schmidt, of the NSWIndustrial Relations Commission,formally ratified the new replacementAward at a hearing on November 16,2005.

Our new State Award is a truereflection of collecting bargaining on

New maturity in Australia’sIndustrial Relations systems

Peter Cooper

CONTINUED P29

By PETER COOPER, CMAA Senior Industrial Relations Advocate

29


an industry basis to provide ClubMangers in NSW with minimumsafety net wages and conditions.

However the Commission and theparties on the day could not ignore thefact the Federal Government’s WorkChoice Legislative Bill was before theFederal Parliament, so it was agreed todepart from the normal Award renewalprocess by making a replacement awardto have affect after the expiry date ofthe old Award (January 3, 2006).

This will be the final State Award tobe made to cover Club Managerswithin NSW because, under theFederal Government’s WorkplaceReform Legislation, theCommonwealth will take over theNSW Industrial Jurisdiction.

Our two-year term award willcontinue to operate for a transitionalperiod until wage adjustments will behandled by a Government-appointedbody, referred to as the “Fair PayCommission”, and five standardsemployment conditions will beprescribed in the Workplace RelationsAct.

These laws will affect all CMAA

members with the first impact beingthe ability and legal right to negotiateindustry wages and conditions with theemployer respondent to the Award(ClubsNSW).

The CMAA is reviewing whatoptions - if any - might exist tosafeguard members’ conditions gainedover many years of industrialnegotiations.

The Government’s legislation isexpected to be passed by both housesof Parliament in December 2005 withroyal assent to follow in early January2006.Staff Xmas Parties

The celebrations and merriment ofthe festive season doesn’t always escapethe frailties of human nature.

It appears each year that IndustrialTribunals around Australia have todeal with situations arising from staffChistmas parties.

The NSW Administrative DecisionsTribunal dealt with a case where acompany receptionist claimed bothsexual harassment and sexualdiscrimination.

While she failed on both claims, theTribunal found the company did

discriminate against its femaleemployee in that it had not invited herto a work Christmas party for thecompany’s clients and staff.

The employee became upset and lefther job when she learnt that a toplesswaiter had been engaged to servedrinks at the lunch-time office event

The review panel agreed with thetribunal’s original decision the incidentcould not constitute sexual harassmentunder the state Anti-DiscriminationAct’s definition of having it occur “inrelation to” the woman.

Nor could it constitute sexualdiscrimination because the conductcould not amount to “treatment” ofher because that was a more directconnection with the person thanconduct “in relation to”.

However, the appeal panel found thecompany had discriminated against thewoman because it had not invited herto the Christmas party while it hadencouraged all the men to attend.

It awarded her $500, finding it couldnot award more because she had leftthe job because of the topless waitress,not because she was not invited to theparty.

FROM P28

Call Judy or Sue at

Rayner Sales & Marketing Pty Ltd

Ph: 02 9360 6177Email: [email protected]

Let us help you to book

and arrange your

advertisement in

Club Management in

Australia magazine:

Check out our website: www.raynersalesmarketing.com.au

The CMAA Gala Charity Awards Dinner

Tuesday 28th March, 2006

Support the Association and purchasea table/tickets for your Club/Company andenjoy an evening of good food, good wine,

good company and sensationalentertainment.

THIS IS A GOLDEN OPPORTUNITY FORAN INDUSTRY CELEBRATION!!!

CMAA Hospitality Expo 2006Sydney Exhibition & Convention Centre,

Darling Harbour.

Tuesday 28th and Wednesday 29th March 2006.This Expo will be the premiere hospitality Expo in Sydney in 2006

- a great way to start the year!!!!

BOOK YOUR STAND NOW call Judy Rayner or Sue Flynnon (02) 9360 6177 or (02) 9332 2363.

32


Thank you the people whohave contacted IntegrityCorporate Finance Group PtyLtd regarding both theirexisting lease and serviceagreements, and to assist innegotiations of newagreements. Within two hours of receivingdocuments recently, we wereable to save a Club $600,000on only one drawdown undera contract, showing that thereare substantial benefits inhaving existing agreementsreviewed.Again, we will address issuesraised by Clubs, and inparticular issues we haveseen in the Club industry inthe last few months.I thank and applaudClubsNSW and the ClubManagers Association ofAustralia for their unwaveringsupport and determination toprotect the club industry.

Equipment being rented must bereturnable

You must be able to return theequipment, in good order.

So, it makes sense that equipment,for example cemented into the groundcan probably not be returned in goodorder.

Items that are fixed should not befunded under an Operating Lease.

I have seen printing equipmentrented which was cemented into theground.

When the Club realised it could notbe returned, the current market valueto purchase was at the lessorsdiscretion, which turned out to bemore expensive than new replacementequipment.

In a commercial kitchen, allequipment, including the splashbacktiles was funded via an OperatingLease.

The cost of equipment was $1million.

The club paid rentals for three yearsand was then caught into a one yearextension.

At the end of the now-four-yearterm and, after some $1.7 million inrental payments, they were told thecurrent market value of the equipmentwas $500,000.

Unfortunately, all these terms andconditions were in the Master RentalAgreement, which the club hadsigned.

We recently reviewed a RentalAgreement for mobile phones.

While it is arguable whether mobilephones should be rented at all (do theyhave a life of three years?), the issuesraised were:■ Can all mobile phones be returned in

good order?■ Can all chargers be returned in good

order?■ Are all manuals available in good

order?In this case, if it was decided that an

Operating Lease was appropriate, allmanuals should, for example, havebeen placed in safe keeping so theycould be returned at the end of theterm.

Without all manuals, chargers andphones, the club is exposed.

When returning equipment, the clubmust ensure each item in the RentalSchedule is returned, including whereapplicable, manuals, power cords,cables etc.

Check that the Master RentalAgreement does not require you toreturn equipment in original packagingor boxes.

Leasing Traps - Part IV

Clubs must demand morefrom leases - and themselves

How can our organisation assist?

Our advisory service business at Integrity Corporate Finance GroupPty Ltd is increasingly forming a reputation for efficient, honestadvice based on ethical business practices.

We are working to save clubs substantial amounts of money. We will review all your current financing and servicing documents andwill provide a written report, together with required action plans. If we need to correct your documentation or provide necessary notices,we will draft these on your behalf. Ultimately, we will do whatever action is required to protect your club. We can review new agreements, or even write agreements for the club touse. Some clubs have outsourced the administration of all theirequipment financing and administration to us. We can also provide assistance/advice regarding club corporate financeneeds, or advice in choosing financiers. Clubs are welcome to call (02) 9240 9803 or [email protected] and discuss any issues.

CONTINUED P33

33


For these reasons, you should alsokeep a copy of the invoice, so that itcan be verified at the beginning of thelease what equipment has beensupplied and does the equipment onthe Rental Schedule reflect that listedon the invoice.

We have seen additional computersor gaming accessories listed on RentalSchedules when, in fact, theequipment was never ordered ordelivered.

At the end of the term, allequipment must be adequatelypackaged and insured duringtransportation to ensure no damage tothe equipment.

All equipment will be tested whenthe rental company receives it and theclub will be billed for damages ifapplicable.

The club is entitled to a writtenreport of any damages and the methodof charging for damages.

We recommend the club internallywrite up its own report detailingequipment and noting its currentcondition and working order for clubrecords.

Then, the club will be in a positionto negotiate any issues that it does notagree with.

If the club wishes to fund equipmentvia Operating Lease, it needs to becomfortable as to the method that willbe used to ascertain the “currentmarket value” of the equipment at endof term in case the equipment ismisplaced or damaged or if the clubwishes to make an offer to purchase.

Often, Rental Agreements give therental company the right to decide “attheir discretion” the current marketvalue of the equipment.

If the club cannot return theequipment, it will be obliged to payany amount the leasing agency seesappropriate.

If a club knows in advance, thatequipment cannot be returned in goodorder, or is wishes to own it, then itshould fund the equipment via anotherform of finance.

Equipment Suppliers/ServiceProviders supplying their own financeor recommending financiers

Many equipment suppliers and,increasingly, service providers haveentered into mutually beneficial

strategic alliances, offering rental aspart of their total asset solution.

Their aim is to sell the equipment tothe club.

Logically, the initial sale is morelikely to be closed if an immediatelarge capital expenditure is presentedas smaller fixed, recurrent payments.

In regard to this practice, we makethe following comments andobservations:

I have been in the finance industryfor more than 20 years and, during thattime, have been advising andproviding finance for the club industryfor 15 years.

Added to this are substantial years ofstudy in finance and management.

While I am qualified to advise clubs

on their financing and contractualarrangements, it does not make mequalified to advise clubs on issues suchas which computer system the clubshould buy (that advice should comefrom an I.T. expert), what conversionshould go into a gaming machine(there are gaming experts for that), orwhat speakers are best for the plasmascreen (should be referred to an audiospecialist).

How then are equipment suppliersexperienced to be advising clubs onfinancing?

The answer is ... they are not. The majority of suppliers have no

finance background, but rather areasking clubs to sign RentalAgreements, solely to close the sale.

Many have no idea about theproduct or of the consequences of theagreements the clubs are signing.

Others are simply referring financiersor forming joint ventures in return fora fee if the club signs the RentalAgreement.

We wonder if equipment suppliershave considered the consequences ofwhat will be the effect on theirrelationship with the club if theyrecommend a financier, and the club issubsequently adversely affected by thedocumentation outlined above?

We have seen a few opposingexamples:

First, a computer supplier wins alarge tender for the supply of I.T.equipment to one of Australia’s largestcompanies.

They in good faith, introduce arental company to the organisationwith the aim of assisting with the costof acquisition.

The clients, however, had a very badexperience with the rental company inthe past (they had been caught inextension terms which cost them morethan $1 million) and resented therelationship between the twoorganisations.

In turn, the supplier lost thecontract.

We would consider the supplier to bean innocent bystander in this instanceas he had no knowledge of the rentalcompany’s background, reputation andwork ethics, or the terms andconditions in their Rental Agreement.

We have also seen many cases whererental companies have beencollaborating to finance invoices,which are substantially higher thanwhat was agreed between the club andthe supplier.

On settlement of the higher invoice,the difference is split between the twoparties, while the club is paying rentalson the higher invoice cost.

In some cases, we have seen$200,000 added to the invoice cost.

Rental companies frequently do notsend a copy of the invoice and there isa risk the club will be exposed.

In reverse, funding of fraudulentinvoices is currently a concern forfinanciers.

They are funding invoices forequipment which either does not exist,or that has been financed before withother funders.

This is why we recommend clubscheck the invoice against the RentalSchedule they are signing.

Second, finance provided byequipment suppliers is generally more

FROM P32

CONTINUED P34

Debbie Organ

34


expensive than can be received byindependent rental companies.

This is because the suppliers areeither supplying their own finance andare taking no residual investment inthe equipment, or because the rentalcompany to cover the commission tothe supplier is adding on substantialfees.

One way suppliers cover the facttheir monthly rental is higher thancompetitors is to “blind price” theequipment.

Blind pricing occurs on the supplier’sassumption the club will focusattention on the monthly rental quoterather than the capital cost of theequipment.

Blind pricing occurs when suppliers,who are confident the club will rentthe equipment, provide rental quotesand provide a highly inflatedequipment cost.

On the off chance the club comparestheir rental quotes to alternative rentalquotes (based on what is perceived tobe the capital cost), their rental quoteappears cheaper than competitors.

This practice is common withsuppliers who offer their own finance,and so have the ability to manipulatethe invoice. We come across thispractice on a weekly basis.

Always obtain more than one quotefor equipment and make sure thesupplier is aware that you may chose topay cash for the equipment.

In this case, they cannot risk the saleby providing a capital costsubstantially in excess of theircompetitors.

We also recently came acrosscontracts in a club for the supply oftelephone services.

This is a fixed term contract for fouryears (which, in itself, is an articlewaiting to happen) however, attachedto the service agreement was a rentalagreement for the phone system itself.

The monthly rental for the phonesystem was, by coincidence, verysimilar to the monthly service fee.

We are confident the club has signedthese agreements thinking they wereone, and not realising it had signed arental agreement that was detrimentalto the club.

How is it that a telephone serviceprovider can also be experienced infinance?

The answer is ... they are not andthey tricked the club into signing twoagreements.

The club will be locked into anagreement where they pay for thephone system four times over - andstill will not own the equipment at theend of the term.

While there are some suppliers andreputable rental companies partneringin successful programs, the decision topurchase and the decision to financeshould be handled independently.

Executing DocumentationHaving revised all the issues outlined

in this and previous issues, it is timefor a club to execute documentation.

The Master Rental Agreement andattached documentation is executed bythe club and returned to the rentalcompany who then execute thedocument.

A copy of the entire executeddocument should then be provided tothe club for their records.

This is standard procedure and, infact, documentation will note there isno offer to rent until the rentalcompany executes the document.

I have seen instances where clubshave executed agreements, only to findthat inside pages in the agreementswere changed prior to the agreementbeing returned to the club.

It is the final executed agreementthat will apply once drawdowncommences.

It is for this reason that we requestall clubs check the numbering of allpages of the agreement they receive,that every page of the agreement isinitialled and a copy of the executedagreement is kept before it is returnedto the rental company.

Learn By Your MistakesIt is interesting that clubs that have

been caught in these contracts, whichhave cost them hundreds of thousandsof dollars, are again accepting quotesfrom the same rental companies andaccepting them because they appearcheaper.

Surely commonsense dictates that ifyou get stung once, do not use thatprovider again.

Do not accept the excuse they havechanged their ways, or it was all thedoing of one individual in theircompany.

Also, if you come across detrimentalclauses like the ones we have outlined,why not send a general warning toother clubs in your area.

FROM P33

“Surely commonsense dictates that if you get stung once, do not use that provider again.”

35


Management and Staff at Victoria’s Club Kilsythrecently experienced both ends of the emotionalspectrum.

In late October, Club Kilsyth came to the rescue of theMaroondah Hospital’s Day Chemotherapy Unit, whichdesperately required a refit and makeover.

A few weeks later, Club Kilsyth was burnt to the groundfollowing and electrical fire that started in the roof of theclub.

The club has always taken a leadership role in thecommunity and recently raised $1.8 million for a foyer atthe Kilsyth Sports Centre and $15,000 for the renovationsat Maroondah Hospital.

It is estimated the club alsohas raised more than $150,000for the Country FireAssociation since it opened inDecember 1998.

The clubhouse was built bythe Appleby family, who hadbeen in the Bayswater Northarea since 1916.

It was a terrible blow foreveryone associated with theclub, but Club Kilsyth GeneralManager Sue Munro hasvowed that the club will berebuilt and trading before theend of next year.

As part of the Victorian club’s community sponsorshipprogram and five-year partnership with MaroondahHospital, Club Kilsyth organised and delivered a project tocompletely refurbish the area.

The Unit’s facilities were less than ideal due to the rapidexpansion of the service and the location of the area in the

older part of the hospital. The renovation has totally improved the “feel” of the

area, not just for the staff, but - most importantly - for thepatients.

On top of the $10,000 donated towards renovation,electrical works and furniture for the new waiting area, ClubKilsyth staff and volunteers staged a “weekend blitz” in lateOctober to complete the project with work that includedpatching, painting, hanging artwork, moving furniture andcleaning.

The Good Guys Bayswater delivered the electronics,appliances and other items that provide comfort to patientsand their visitors who are experiencing a significant changein their life.

CLUB KILSYTH BLAZE TRAGEDY - P36 & 37

Bitter-sweet time for Club Kilsyth after‘Weekend Blitz’ at Maroondah Hospital

Maroondah Hospital’s Day Chemotherapy Unit, got a $15,000 makeover from Club Kilsyth staff and volunteers.

Club Kilsyth staff and volunteers put the finishingtouches to the Chemotherapy Unity makeover.

Sue Munroe

Before ... After ...

36


By KATIE CINCOTTA

FIRE has destroyed one ofMelbourne’s most popular clubs.Club Kilsyth was gutted last

month after an electrical fire began inthe roof.

About 75 firefighters were unable tosave the community club at the foot ofThe Dandenong Ranges east ofMelbourne, after its roof collapsed andthe structure went up in flames.

The community hub in BayswaterNorth had four function rooms, arestaurant and a gaming machinevenue and was the clubhouse forVictoria’s largest basketball club, with15,000 members.

What remained was a pile of rubble,a $6 million damage bill and apassionate commitment to rebuild.

Club Manager and CMA memberSue Munro said the reconstructionproject would take some of the club’syoung staff on new career paths.

She believes her chosen team will belike the phoenix rising from the ashes -the tragic fire offering them a rareopportunity to develop new skills tohelp create the new Club Kilsyth.

“We’ve been fortunate with ourinsurance company to keep at least 10staff on board,” Sue said. “I want themto have the ownership and the passionthat I had eight years ago. I want tohand it over to the younger ones andhope that they can rebuild with meguiding them.”

As CMAA Victoria’s 2004 TabaretManager of the Year, Sue eminentlyqualified for the tough slog ofrebuilding the club.

As a former property developer withTabcorp, she took on the clubmanager’s role in 1997 and supervised

the entire construction of the venue.But, because of her intimate

involvement with the club’s inception,Sue has been unable to visit thecharred ruins. “I haven’t been backsince the fire,” she said. “It’s toodifficult at the moment. But some ofthe staff have been back for thehealing process and to see if they cansave anything from the debris.”

Functions coordinator ChantelleMcClean said staff were devastated bythe damage and managers were trying

$6 million Club Kilsythwill rise from the ashes

Club Kilsyth was gutted by an electrical fire in the roof last month.

Club Kilsyth, one of Melbourne’s most popular club.

CONTINUED P37

37


to move staff and clients to nearbyclubs.

“It’s been devastating for everybody,”Chantelle said. “Some of us can’t eator sleep. And there’s always the worryof where I’m going to go now.”

The club has been running atemporary office from the its basketballclub’s stadium, which was inundatedwith inquiries regarding the hundredsof cancelled Christmas and New Yearfunctions that were booked at thestunning sandstone venue.

Management held regular staffmeetings to keep their 100-oddemployees briefed on matters ofemployment and insurance.

Staff members also were offered a listof up to 70 hospitality venues wherethey could seek work.

Chantelle said the communityrallied around the club following thetragedy. “Clients have been sounderstanding,” she said. “They’vesaid, ‘as soon as you rebuild we’ll beback again’,”

The five nervous brides who hadweddings booked in the New Year wererelocated to other venues, which

Chantelle said showed the support ofthe business community in crisis.

“Our competitors have beenfantastic,” she added. “And we’d dothe same for anyone else.”

Chantelle said that Sue hadmaintained an important leadershiprole in the face of the disaster.

“Sue is an amazing person and she’sdefinitely chin up,” Chantelle added.

The club hopes to be open forbusiness in late 2006.

Karma is sure to be on their sidethrough Club Kilsyth’s commitment tolocal fundraising. The have raised $1.8million for a foyer at the Kilsyth SportsCentre and $15,000 for renovations atMaroondah Hospital’s chemotherapyward. For words of support andencouragement, work offers ordonations to the Club Kilsythreconstruction, phone (03) 9761 4233or log on to the websitewww.clubkilsyth.com.au

Club Kilsyth Manager and CMA member Sue Munro (centre) with some hermore than 100 staff.

FROM P36

Best wishes from Judy, Sue, Janel & Jackie at

Rayner Sales & Marketing Pty Ltd

P0 Box 91, Paddington, NSW 2021, AustraliaTelephone: (61 2) 9332 2363 (02) 9360 6177Facsimile: (02) 9361 5142 Mobile: 0417 990 000Email: [email protected]

Let us keep Christmas, holding it close to our hearts.For its meaning never ends and its spirit is the warmth and joy of remembering friends.

Merry Christmas“ ”

SYDNEY EXHIBITION& CONVENTION CENTRETUESDAY 28TH MARCH, 11 AM - 5 PM

WEDNESDAY 29TH MARCH, 11 AM - 5 PM

make a note in your diary now !Entry to the expo is free ofcharge to all managers, directors and staff ofRegistered Clubs.

52 Abbacus Cash Systems Pty Ltd61 Ainsworth Gaming Technology170 AMZ Furniture Pty LtdPB16 Apex Cleaning Chemicals211 Aristocrat Technologies Australia165 Arnotts Snackfoods103 Aruze Gaming Australia164 AVS Group of Companies210 Barringtons 145 Bevcon Solutions & Premier Hospitality Services110 Bounty Limited43 British American Tobacco Australia75 Cadbury Schweppes & WGA / Club Games Services58 Canterbury-Hurlstone Park RSL Club / HRT Solutions12 Cash Handling Systems Pty Ltd116 CashCode Company. Inc34 Cleanaway 56 Clear Security NSW139 Club AV 55 Club Plus Superannuation57 Coca Cola Amatil (Aust) Pty Ltd78 Collections Design Group111 Cootamundra Components Pty Ltd146 Corrective Services Industries33 Daily Press 81 De Bortoli Wines138 Deane Apparel / Hyperbola177 Delacon Pty Ltd / Kinetik Internet Systems Pty Ltd15 Ebet Gaming Systems98 Eco Elegance PB18 Essential Bathroom Services77 Essential Cleaning Group Pty Ltd204 Feastcorp Pty Ltd100 Feltex Carpets176 Finrent Pty Ltd46 Foster's Australia83 Fugen Constructions Pty Ltd179 Furniture New Vogue11 Generate Group 53 Global Coffee Solutions137 Global Gaming Industries Pty Ltd113 Golden Games 59 Gopher Graphics58 HRT Solutions / Canterbury-Hurlstone Park RSL Club138 Hyperbola / Deane Apparel180 IGT 166 i-Mobile Pty Ltd48 Independent Gaming161 Insight Services

99 JCM Australia 207 Jensen Data Systems94 Karo Australia Pty Ltd177 Kinetik Internet Systems Pty Ltd / Delacon Pty Ltd119 Konami 109 KPMG 93 Loss Prevention Australia Pty Ltd25 Maxgaming 39 Merlot Constructions (Aust) Pty Ltd60 Micros Fidelio 163 Multiscreen Channel Pty Ltd73 Network Construction209 NuFurn 143 Orlando Wyndham Group Pty Ltd148 Osram Australia205 Paltronics Australasia95 Paul Langmack Financial Seminars102 Paynter Dixon Constructions42 Pinnacle Stainless112 Premier Building Group145 Premier Hospitality Services & Bevcon Solutions32 RaffleTV Networks51 Reed Contructions Australia175 Retail Systems Australia45 Rhima Australia79 Ricmar Commercial Furniture and Upholstery14 RJ Graphics 208 Screencheck Australia74 Security Plastics142 Shadola Sunscreen Systems84 Spacebud Pty Ltd117 Sprintquip Pty Ltd10 Stargames 174 Statewide Business Training141 Supagas 101 Superior Fit 114 Technoprom Pty LtdPB17 The Robin Hunt Organisation97 Thomson Playford168 Tooheys NSW 91 Total Concept Projects40 Tree Creation 96 Tyrrells Vineyards80 Universal Tickets178 Video Craft (Aust) Pty Ltd75 WGA/Club Games Services & Cadbury Schweppes41 WineSource 82 Zig Zag Apparel Pty Ltd

CMAA HOSPITALITY EXPO 2006 EXHIBITORS LIST

40


By HENRI LACH

There’s a common thread in themindset of top club executives... a need to be innovative and

move with - or be ahead of - the times.Jason Lynch is typical of these

innovative managers and he’s puttingit to good use at the Arana LeaguesClub, on Brisbane’s north side, wherehe took over as General Manager lastNovember.

Jason is the first to admit that heinherited a club that was in goodshape, with a plan on the drawingboard for a major expansion program.

He also inherited a friendly, loyalstaff.

Some of the 50 full-time employeesand 40 casuals have been with the clubfor more than 10 years, and he’s quickto pay tribute to them.

“Without these people I would nothave been able to achieve any of theresults since I’ve been here ... it’s beena team effort,” he said.

During these past 12 monthsmembership has topped the 10,000mark, net profit has reached $1.1million and he’s successfully applied foran increase in the club’s gamingmachines from 146 to 200.

He’s also fought - and won - a battlewith Council for extensions to the

club’s car park and negotiated plansthrough Council for the $2 millionmajor expansion to the club premises.

The club itself is on leasehold land,but it bought two privately ownedresidential properties to increase carparking space.

“It’s been a long, drawn out process

to get permission for the car parkingand to get the major plans approved,”he said.

The major extensions will give theclub an additional 700 square metres offloor space.

This will include an al fresco diningarea with its own kitchen, new bar andnew coffee shop - all facing the club’soval so patrons can watch the football,day matches as well as games underlights.

Arana Leagues is home to a seniorteam in the Mixwell Cup competition,regarded as South-East Queensland’ssecond-tier competition.

The Arana under 18s won thepremiership this year.

Jason Lynch was looking to thefuture when he insisted the extensionplans include special provision forsmokers in the face of looming tougheranti-smoking legislation inQueensland, due to come into force onJuly 1 next year.

So far, he believes the restrictions onsmoking have not had a great impactin his new club.

“We budgeted for a downturnbetween 5% and 10% in gamingrevenue, but that does not appear tohave happened,” he said.

Jason working to deliverArana Leagues Club’s vision

The Arana Leagues Club...a new look by Christmas.

Arana Leagues Club’s GeneralManager Jason Lynch.

CONTINUED P41

41


It’s the first time in his club careerthat Jason has worn the mantle ofgeneral manager.

While there were other contendersfor the job his sound background andpast experience obviously won the day.

Jason has a graduate certificate inbusiness from the Australian Instituteof Management that has given himfour units towards his Master ofBusiness Administration (MBA).

He’s also a Bachelor of Business inAccounting from the University ofSouthern Queensland, and he’s anACCM.

His involvement with the CMAAincludes a stint as treasurer of theBrisbane Zone from 2001 to 2003.

That was while he was finance andgaming manager with the LoganDiggers, a club still under the directionof CMAA Hall of Fame member PamShelton.

Jason has a high regard for Pam andacknowledges that four years with theLogan Diggers was an excellentspringboard for his top-level role atArana Leagues Club.

From January 1997 until he went tothe Logan Diggers in March 2000,Jason was finance manager at RedlandsRSL Club, on Brisbane’s bay side,where he helped oversee a major

redevelopment of the club’s facilities.His first senior executive job was as

racing manager of the QueenslandPrincipal Club at Toowoomba, onQueensland’s Darling Downs, from1990 until 1997.

Responsibilities there includedmanagement of staff and ensuringcompliance with legislation, skills thatcertainly are important in the clubindustry today, particularly in the areaof legislation.

With all that in his experience bank,Jason is tackling his Arana postingwith confidence and looking forwardto the club’s new extension opening intime for the Christmas trade.

“It’s all about moving forward,creating a new and better atmosphere,”he said.

Jason’s appointment at AranaLeagues Club came with a bonus.

Two weeks into his new job, his wifeSusan presented him with a son, Toby,a brother for their then two-year-olddaughter, Taryn.

“I met Susan in the club industry,”Jason said with a smile. “She was aduty manager at Redlands RSL club,but she’s a full-time mum now.”

There is no doubt that they, and thepeople of the Arana Hills area ingeneral, will benefit from the newexpansion and from Jason Lynch’sstewardship of this progressive club.

Jason Lynch

Arana Hillsa diversecommunity

The Arana Hills area, onBrisbane’s north side, is thepopulation catchment of theArana League Club.

Arana Hills is a fascinatingmixture of socio-economicgroups encompassing areas offormer housing commissionhomes to million-dollarmansions set in landscapedgardens.

It’s also an area that is hometo many families and providingsporting facilities and supportfor the local youth is a highpriority in the club’scommitment to its community.

To this end, the Arana Sportsentity has been formed withinthe auspices of the AranaLeagues Club.

“Arana Sports was created tomanage and coordinate thesporting and recreationalinterests associated with themany sporting groups that useand are based at the clubprecinct,” Arana Leagues ClubGeneral Manager Jason Lynchexplained.

“There about 1200 juniorsunder the umbrella of AranaSports, with another 200seniors who play sport here.”

The list of organisationssupported by Arana Sports isimpressive and includes thelocal Police Citizens Youth Club,whose members have access tothe club’s sporting facilities.

FROM P40

Arana Leagues Club’s Bistro attendant Denise Newman is one of theclub’s long-serving employees.

42


DOOLEYS at Silverwater hostedan evening that broughttogether people from all levels

of the community with the theme,“successful partnerships”.

Local Government, business,community groups and clubrepresentatives - including DOOLEYS’Board and management, life membersand sports council representatives -gathered at Waterview at DOOLEYSon October 26.

The gathering was headed by StateMember for Auburn Barbara Perry,Auburn Council and ClubsNSWrepresentatives who heard keynotespeaker, Stella Axarlis, endorse themerits of investment in communities.

Stella has faced enormous challengeson three fronts; as an educator, aninternationally acclaimed opera singerand as an elite business person.

Stella became a Member of theOrder of Australia in 1998.

DOOLEYS hosted the event to

recognise their investment in andcommitment to their local communitythrough their recent renovations andrefurbishment of the Silverwater Club.

The focus of the event was bringingbusinesses and community togetherand celebrating the rewards thatsuccessful partnerships bring.

Stella endorsed and consolidated thisphilosophy in her presentation, statingthat building successful and sustainablebusinesses result in positives for theircommunities.

The club industry was born ofcommunity and has always promoted,supported and facilitated communityimprovement and growth. Clubs worktowards “community profit sharing”,providing necessary funds to localschools, sporting clubs, supportprograms, youth groups, arts andentertainment.

The evening was generouslysponsored by Yellowglen, Wolf BlassWines and Vittoria Coffee.

DOOLEYS Lidcombe Catholic ClubPresident Peter Ross, State Memberfor Auburn Barbara Perry, keynotespeaker Stella Axarlis and DOOLEYSLidcombe Catholic Club GeneralManager Greg Kearins.

Keith Nolan

Life Member, sports legend passesThe club and racing industries and the

Illawarra region lost a legendary figure with therecent passing of former Thirroul Leagues ClubManager Keith Nolan, a CMAA Life Member.

The man known to friends and colleagues as“Shoulders” died on Thursday, November 24,aged 75, following a long illness.

Keith, who was involved with Thirroul RugbyLeague Club, also served as Chairman andChief Executive of the Illawarra Turf Club duringhis long career as a club and sportsadministrator in the Illawarra.

The main grandstand at Kembla GrangeRacecourse is named in Keith’s honour and oneof the feature events on the club’s racingcalendar is the Keith F. Nolan Classic.

Keith also was on the steering committee thathelped put the Illawarra Steelers into theNSWRL premiership in 1982. Keith’s sons,Peter and Mark played rugby league withThirroul during the club’s best seasons.

Keith is survived by his wife Jill, childrenPeter, Cathy, Mark and Julie and 12grandchildren.

DOOLEYS event spotlights partnering

43


More than 200 delegatesattended the fourth annualconference of the RSL and

Services Clubs Association - “Switchedon for Success” - at the Hyatt Hotel inCanberra last month.

The number of delegates was up morethan 10% on the 2004 attendance, areflection of the high standard of theconference program and the increasednumber of the Association’s memberclubs - up from the 23, when formed inearly 2002, to 70.

Following a day-and-a-half ofsessions, the conference - fromNovember 20 to 23 - ended with itssignature dinner at the Australian WarMemorial, preceded by a remembranceservice in the Tomb of the UnknownSoldier.

During the conference, theAssociation made a specialpresentation to acknowledge the workof the founding chairman of theAssociation, Craig Fantom, who leftthe industry in September to pursue acareer in hotel management.

Craig had been chairman since theorganisation was founded in late 2001.

The Association also signed theMemorandum of Understanding withthe NSW Opposition on theCoalition’s future Gaming Taxproposals and long-term strategy for

the NSW club industry.Leading the presenters was keynote

speaker Ross Honeywill, a formerdirector of KPMG, internationallypublished author and co-founder of theprivately-funded internationalconsumer think-tank the Centre forCustomer Strategy.

Ross focused on the New EconomicOrder (NEOs) and their spendingpatterns as opposed to the ‘traditional’

member and their likely impact on theclub industry.

“While traditionals and NEOs areequally likely to go to a club, NEOs -generally younger - are more attractedto food and entertainment,” he said.“Further, NEOs are as attracted tochange, as traditionals are opposed toit.”

Ross told delegates they shouldunderstand their club’s “economictype” in business and not confusecustomers by creating products orpromotional campaigns that aremisaligned. Clubs must recognise andreward customers; think and behavelike a customer themselves; put a‘traditional’ in charge of ‘traditionals’and put ‘NEOs in charge of ‘NEOs’.

Other key speakers included SteveSimpson, who focused on theunwritten ground rules of managementcultures improving profits from animproved culture; and Peter Thurin,who left delegates with key messageson excellence in management.

Topics addressed at the conferenceincluded strategies to increase foodprofitability; the new wave oftechnology coming over the industry;water recycling; a look at the emergingAsian gaming market; an enlighteningsession on how Star City Casino isgoing about changing its serviceculture.

RSL Clubs Conference numbers up

Newly appointed RSL and Services Clubs Association Chairman Tony Jeffcott(right) makes a presentation to the Association’s founding chairman CraigFantom during the annual conference in Canberra last month.

(from left) Raelene Breakwell (Club Keno Holdings), Jenny White (WhitenowConsulting) and Anne Fitzgerald (ClubsNSW) at the 2005 Conference’sEntertainment Showcase.

44


Day Date Meeting Venue Zone Lunch

DECEMBERFriday 2/12/05 09:30 Revesby Workers Club Inner West 13:00Friday 2/12/05 11:00 Collegians Illawarra/Shoalhaven 13:00Tuesday 6/12/0 09:30 St George Sailing St George 13:00Tuesday 6/12/05 09:30 TBA Mid North Coast 13:00Wednesday 7/12/05 09:30 West Diggers Tamworth North West State 13:00Wednesday 7/12/05 09:30 Sydney Club Industry Advisory Council N/AThursday 8/12/05 09:30 Mount Druitt Workers Club Nepean 13:00Friday 9/12/05 09:30 Maroochydore Surf Club Sunshine Coast 13:00Monday 12/12/05 09:30 Currumbin RSL Club Gold Coast 13:00Wednesday 14/12/05 09:30 TBA Far North Coast 13:00Wednesday 14/12/05 11:00 Cardiff RSL Club Hunter 13:00Wednesday 14/12/05 09:30 TBA Victoria 13:00Thursday 15/12/05 09:30 Auburn CMAA Executive Meeting N/A

JANUARYFriday 20/1/06 11:00 Brisbane Waters Central Coast Social Cruise 13:00

FEBRUARYFriday 10/2/06 07:00 Carnarvon Golf Club Inner West Golf Day 13:00Tuesday 14/2/06 09:30 Caloundra RSL Club Sunshine Coast AGMTuesday 14/2/06 09:30 Everglades Country Central Coast AGM 13:00Tuesday 21/2/06 N/A Las Vegas, Hawaii. 79th World Conference N/A

- 5/3/06 www.cmaa.asn.au on Club Management in Hawaii

MARCHTuesday 28/3/06 13:30 Darling Harbour Inner West Zone AGMTuesday 28/3/06 09:00 Darling Harbour Sydney CMAA Annual Conference www.cmaa.asn.au Tuesday 28/3/2006 09:00 Darling Harbour Federal Council Meeting 09:00Tuesday 29/3/2006 12:30 Darling Harbour CMAA AGM 10:30Tuesday 28/03/06 18:00 Darling Harbour CMAA Annual Awards Dinner 18:00

APRILFriday 7/4/06 07:00 Horton Park Golf Day Sunshine Coast Golf Day 13:00Tuesday 16/5/06 07:30 TBA Inner West N/ATuesday 23/5/06 09:30 Tewanton Noosa RSL Club Sunshine Coast 13:00

CMAA DIARY DATES FOR ZONE MEETINGS & INDUSTRYFUNCTIONS IN 2005 / 2006

Liverpool Catholic Club Directorsvisited All Saints Senior Collegein Casula to announce a $71,600

donation and reviewed the results ofthe previous year’s funding.

“Liverpool Catholic Club is proud tobe able to help the College for anotheryear,” Club President Tony Atkinssaid. “Our donation, which forms partof our broader aim of supportingschools and parishes in the Liverpoolarea, will go to funding a range ofprograms within All Saints.”

With the club’s help, All SaintsSenior College will again employ threepart-time teachers who specialise in

literacy, numeracy and teachingstudents of non-English-speakingbackgrounds. The funding also willpurchase 10 laptops for students who,due to physical difficulties, need to usea computer in their Higher SchoolCertificate. The laptops will beavailable to the students on a dailybasis so they are not disadvantagedduring exams. The funding also backsthe hire of buses for the school’sCommunity Support Program totransport All Saints students on visitsto assist local community organisationssuch as nursing homes, pre-schools andthe refugee centre.

The club also has supported aprogram, to be created andimplemented by the school’s careersadviser, which will give All Saintsstudents greater access to post-secondary career and training options.Most of these programs are already inplace thanks to previous donationsfrom Liverpool Catholic Club.

Tony and club directors SilvioMarucci and Val Hood expressed greatsatisfaction at how the programs havebeen implemented.

“It is a pleasure to see that the clubhas been able to give a real hand tostudents,” Tony said.

Liverpool Catholic Club adds $71,600 to All Saints Senior College donations

46


By HENRI LACH

Caloundra RSL Services Club’sstaff quietly celebrated a verypersonal piece the club’s

history at an informal gathering over afew drinks. November marked a decadesince Tony Costain took on the job asGeneral Manager of what was then asmall club on the Sunshine Coast ofQueensland.

When Tony arrived at Caloundra inNovember 1995, the club membershipwas around 2000, with a handful ofpoker machines tucked away in thecorner of the lounge, and a staff of acouple of dozen volunteers.

“The current committee had decidedthe time had come to put the club inprofessional hands,” Tony said.

“I could see there was a big jobahead and I needed good help. I’dworked with Jim Darcy at SouthportRSL Club on the Gold Coast andasked him to come up and give me ahand. We’ve been a team ever since.”

The club - and its team - have neverlooked back. Tony’s first move back in1995 was to upgrade the club’s gamingmachines and launch a membershipdrive. Two years later, the club had

money to expand. The tired, oldbuilding got an overhaul in 1997 ... theinterior modernised and additionalgaming machines increased cash flow.

The club formulated a master planand, by 2000, stage two of the plan wascompleted, giving the club its presentpeople-friendly look and facilities.

Tony Costain is somewhat matter-of-fact about the club’s progress and

achievements. “We’ve spent $20million on upgrading the club in thepast seven years, and we’re debt free atthe moment,” he said.

“We’ll spend another $12 millionsoon for further expansion.”

That expansion includes aconference centre accommodating 400people and a new al fresco dining area.

He expects this work to be finishedbefore the end of next year.

The club bought an entire block ofresidential properties across the roadfrom the club and has successfullyapplied for a street closure toamalgamate the properties.

“An accommodation block of 15storeys is part of the master plan forthe next five or 10 years down thetrack,” Tony said

During this major planning andacquisition period, there’s been timeand money to bail out the adjacentbowling club, the Caloundra SurfLifesaving Club for around $500,000,and Caloundra Power Boat Club for $1million to bring them under the RSLClub’s administrative wing.

“They were all in trouble but are alltrading profitably now,” Tony said.

The parent club has consistentlyshown a profit of $6 million to $7

Caloundra RSL growth continuesas Tony marks personal milestone

Caloundra RSL Services Club’s impressive exterior and arrival area.

The view across Pumicestone Channel from the Caloundra Power Boat Club.

CONTINUED P47

47


million during recent trading yearsfrom a turnover of $26 million a year.

Membership is approaching 40,000with a full complement of 280 gamingmachines.

Food from its three in-houserestaurant operations has accounted for$750,000 of the annual profit.

Quality is a byword ... the best beefcomes from King Island and seafoodfrom local trawlers. “We do about35,000 meals a month,” Tony said.

The club provides freeentertainment seven nights a week, atan annual cost of $600,000. “Otherclubs charge $12 a head for the sort ofentertainment we provide,” Tonyadded.

The club recently won a three-yearbattle to extend its licensing hours to3am.

“There are a lot of ex-Sydneysidershere who don’t want to go to bed at8 o’clock,” Tony explained with asmile.

The club’s list of awards since 1997includes: Best Club on the SunshineCoast, eight times; Best Club FoodOutlet in Queensland, five times; Hallof Fame Membership in 2001 for threeBest Food wins; Best Licensed RSLClub, three times; Best Gaming Venue,twice. It’s also been named Best Clubin Queensland, four times.

The club also has won theRestaurant and Catering Queensland -Best Family Establishment Restaurantand Best Pub/Club/Tavern Award forthe Sunshine Coast several yearsrunning along with the ProfessionalDevelopment Award for staff for the

past two years.Tony Costain has been twice named

Best Club Secretary Manager, in 2000and 2004.

If all that isn’t enough, Tony and hisdeputy Jim Darcy - both long-termCMAA members - also have evolved a“big brother” approach to countryclubs over a wide area of Central andNorthern Queensland.

Each year they invite club staff andmanagers from as far a field at Biloelato visit the Australasian Gaming Expoand the Fine Food and Wine Expo.

And Tony, who is CMA Education

Officer for the Sunshine Coast and anACCM, is enthusiastic about his club’srecent State Governmentaccreditation as a hospitality trainingfacility, under the direction ofKatharina Radziwill, also a CMAmember.

Tony Costain is a man who hasfound his niche and is focussed oncontinuing the successful andimportant work at Caloundra RSLServices Club.

“We are heading for exciting timesand I want to be here for the nextdecade and beyond,” he said.

Caloundra RSL Services Club Generalmanager Tony Costain is another personliterally born into the hospitality industry.

His parents were in hotels in Launceston,Northern Tasmania, where he was born.

While his two sisters showed no inclinationto head in that direction, Tony decided to followin his parents’ footsteps and worked in theirhotels for a number of years. When his parentssemi-retired, moved to the Gold Coast and triedtheir hand in the real estate industry, Tonytagged along but soon found the real estatebusiness not to be his cup of tea.

With the advent of gaming machines in

Queensland clubs, the state’s hotel industry inthe early 1990s was left fighting for survival.Many hotels went bust before laws werechanged allowing them to install gamingmachines and Tony’s skills were in demandfrom receivership administrators.

In 1992, he took a job with Southport RSLClub during that club’s massive expansionprogram, until the Caloundra job came up.

Tony’s wife Kelly also worked in thehospitality industry on the Gold Coast. Theyhave three children - Christopher 12, Ryan 10,and Sharnii 9. Kelly now also works in the clubas the Group Functions Manager.

Tony follows rich family heritage into hospitality industry

Caloundra RSL Services Club General Manager Tony Costain with the club’sEducation Director Katharina Radziwill.

FROM P46

48


ACTGreta EvansWoden Tradesmen’s Union ClubPhone: (02) 6285 1995Fax: (02) 6285 2592

NSW

CITY/EASTERN SUBURBS:Shane DollimoreBronte RSL ClubPhone: (02) 9389 7544Fax: (02) 9389 2568

MANLY/NORTHERN SUBURBS:Luke SimmonsNorth Sydney Leagues ClubPhone: (02) 9202 8888Fax: (02) 9955 7619

INNER WESTERN SUBURBS:Stuart JamiesonCarnarvon Golf ClubPhone: (02) 9649 6255Fax: (02) 9749 4240

ST GEORGE/CRONULLA:Tracey Van Rossum, ACCMClub RiversPhone: (02) 9533 3144Fax: (02) 9533 3812

NEPEAN:Joseph Bayssari, ACCMSeven Hills RSL ClubPhone: (02) 9622 2800Fax: (02) 9621 8121

CENTRAL COASTDelia WedesMingara Recreation ClubPhone: (02) 4349 7799Fax: (02) 4349 7800

HUNTER:Andrew Walker, ACCMPelican Flat RSL ClubPhone: (02) 4971 2165Fax: (02) 4972 1660

THE GREAT LAKES:Christine ShannonForster Bowling ClubPhone: (02) 6554 6155Fax: (02) 6555 6526

MID NORTH COAST:Glenn Buckley, ACCMWoolgoolga R.S.S. & A. ClubPhone: (02) 6654 1234Fax: (02) 6654 0156

FAR NORTH COASTPhillip Mallon, ACCMCabarita Beach Sports ClubPhone: (02) 6676 1135Fax: (02) 6676 1245

ILLAWARRA ZONE:Matthew O’HaraOak Flats Bowling & Rec ClubPhone: (02) 4256 1400Fax: (02) 4257 1050

FAR SOUTH COASTMichael O’Sullivan, ACCMMilton Ulladulla Bowling ClubPhone: (02) 4455 1555Fax: (02) 4454 0539

RIVERINA/MURRAY:Paul Barnes, ACCMMoama Bowing ClubPhone: (03) 5480 9777Fax: (03) 5480 9888

SOUTHERN RIVERINA:Craig MuirCoomealla Memorial ClubPhone: (03) 5027 4505Fax: (03) 5027 4350

NORTH WESTERN:Sharon GoodhewNarrabri RSL ClubPhone: (02) 6792 1844Fax: (02) 6792 1696

MID STATE:Andrew SpiceForbes Services Memorial ClubPhone: (02) 6852 1488Fax: (02) 6852 3227

VICTORIA:Wayne Rinaldi, ACCMSebastopol Bowling ClubPhone: (03) 5335 9146Fax: (03) 5335 5440

QUEENSLAND

BRISBANEChristine MannixSunnybank Community & Sports ClubPhone: (07) 3344 7222Fax: (07) 3344 2944

IPSWICH/DARLING DOWNS:Paul PhillipsGoondiwindi RSL ClubPhone: (07) 4671 1269Fax: (07) 4671 3330

SUNSHINE COAST:Tony Costain, ACCMCaloundra RSL ClubPhone: (07) 5491 1544Fax: (07) 5491 7101

GOLD COAST:Anne StovinCurrumbin Palm Beach RSL & Ser. Mem ClubPhone: (07) 5534 7999Fax: (07) 5534 7831

QUEENSLAND SUB ZONES:

BUNDABERGHellen RyanHervey Bay RSL & Services ClubPhone: (07) 4128 1133Fax: (07) 4124 2370

ROCKHAMPTON/GLADSTONEWill Schroeder ACCMYaralla Sports ClubPhone: (07) 4972 2244Fax: (07) 4972 6355

Zone Education Officers

Documents

CLUB MANAGERS’ ASSOCIATION AUSTRALIAThe Club Managers’ Association Australia is registered as an industrial organisation of employees in the terms of the Federal Workplace Relations