The ICEHOUSE - Business Growth Centre
ICE Bridge (Education for Owner Managers)
ICE Accelerator (Incubation for start-up businesses)
ICE Angels
ICE Network
From our partners
The ICEHOUSE - Business Growth Centre
From the Chairman - Greg Cross:
Value propositions – they make the world of difference
In May I was in Dallas for a major Trade Show and saw a real live elevator pitch. Between the fifth and ninth floors of a conference hotel in a lift full of strangers, I saw a VP of Business Development deliver his value proposition, engage everyone present and secure 2 sales leads – in short, he nailed it!
Now, more than ever, you need to be doing the basics really well if you want to compete for market position in your chosen international markets. As the impact of the GFC continues to linger, sales cycles are longer, new investment is being deferred and generally the idea of risk taking is increasingly foreign. At the very core of your international market strategy is your value proposition. The strength of that will be tested to the max if you are serious about making progress and continuing to close deals in these challenging times.
Here’s a quick test – lets see how many boxes you can check:
Does your value proposition….
- Identify the customers you are targeting or enable them to identify with you?
- Focus on a pain point that is a big problem?
- Provide a point of differentiation (from your competitors)?
- Provoke a response, which is the basis for an ongoing conversation?
- Form the focus of everything you say and do?
For most of us that’s a lot to say and communicate – I’ve certainly seen many people take 30 minutes and still end up confusing everyone in the room. Delivering any form of communication in a short focused manner is always a lot harder, but until you can do this you probably haven’t succeeded in capturing the essence of your value proposition.
How would you go delivering a live elevator pitch at your next international trade show?
The ICEHOUSE Forbes party - 29 July
Last night, 150 of our closest friends partied hard to celebrate the international recognition by Forbes.com that The ICEHOUSE is one of the top 10 technology incubators in the world. These things can never come together without some attitude, some great supporters and something to choo choo about. We got the win, but we did not have the money to paste around.
That is where the great team at The ICEHOUSE have come in - being creative and thinking - how do we do that with no budget? I just love them to bits because they treat every dollar we spend as if was their own. Then come the party supporters who made it possible to really have a good time. A HUGE thank you to:
- Veuve Clicquot - because you have to have Veuve when you are celebrating Forbes
- Steinlager - because we all want to have a pure future - what is your pure future?
- Vodka Cruiser and Seagers Gin who saw us through the later hours
- Farmers Market - the wine match with the gorgeious food was stunning, we particularly liked the Petite Pinot Noir and the Pinot Gris was out of this world.
And of course, the guests - you rock! Frankenstein, Fred Flinstone, Flipchart, Fountain, Fred Dagg and lots of french people, fire-fighters, fairies and failed financiers. Add in the floor show and the DJ, what a great night! See some photos here.... cheers, Andy
We welcome two new ICEHOUSE staff members
We are really excited to welcome Amy Lyons and Nick Egerton to the The ICEHOUSE team.
Amy joined The ICEHOUSE as Events and Database Manager. After completing a Bachelor of Communications majoring in journalism from Auckland University of Technology, Amy worked in event management in London and then was transferred to Sydney with the same company to set up the events and training arm for Australasia. In Auckland, she was event co-ordinator at The Wharf, organising events from conferences to weddings.
Nick joined The ICEHOUSE as Incubator Manager. Nick is responsible for the day-to-day operation of the ICE Accelerator and ensuring that the residents’ journey through incubation is a positive and rewarding experience. Nick has extensive commercial qualifications and has studied management both in New Zealand and the USA. Nick has held company directorships and committee memberships in multiple technology based companies and not-for- profit organisations. Prior to The ICEHOUSE, Nick worked in general management and leadership positions both in New Zealand and overseas, with particular focus on customer service, business start-ups, change management, business efficiency and performance optimisation.
Andy's Picks
- Japanese living in New Zealand - the challenge for the future - Meishi Sonobe is chair of Japan's NZTE Beachhead Advisory Board and is an advisor to the ICEHOUSE, helping companies with market entry into Japan. I found the article extremely interesting about the culture of Japan and New Zealand. Japanese living in New Zealand>
- Gaye Miller founder of Kids Friendly Travel is a finalist in the 2010 Internet Industry Awards under the Entrepreneur Category
- ICEHOUSE Panel - Hear experts and share stories on online viral marketing, 3 August.
- New Zealand Global Women Forum 2010 Innovation: Crossing the Global Chasm - For New Zealand to prosper and grow our businesses – large and small – need to take their business to the world. It takes resilience and courage to make the leap across the global chasm – the theme of New Zealand Global Women’s second forum being held in Auckland on September 7. For more information>
- Spark $100K Challenge Qualifiers Event – Friday 20 August, 6.15pm. Register on Linked In
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ICE Bridge Overview
We look forward to watching the growth and progress of the businesses owned and managed by two new groups of ICEHOUSE Alumni.
Congratulations to the graduates of Owner Manager Programme 20 who finished the residential component of their ICEHOUSE journey on 26 June at Northridge Country Estate. The evaluations from the group were outstanding with an overall programme satisfaction rating of over 91%. Thanks, as always, to the Directing Team - Deb Shepherd and Chris Woods.
Congratulations also to the graduates of Agribusiness Programme 7 who finished their programme on July 3rd at Clearwater Estate in Christchurch. The evaluations from this group were also outstanding with an overall programme satisfaction rating of over 94%! Thanks to the Directing Team - Chris Woods, Nicola Shadbolt and Bill Malcolm.
A big thanks must also go to our Relationship Manager, Raewyn Goodwin for the role she plays in creating a great customer experience. Have a look at why Raewyn thinks you should join the League>
No rest for the weary however! We kicked off Owner Manager Programme 21 on July 22nd, welcoming a new lot of "OMPers" to The ICEHOUSE. We look forward to getting to know this exciting new group over the next 5 months.
Turn your business dreams into action plans - come to an Achieving Business Growth Workshop near you
Growth is good. It is good for you, your business and your staff. Don’t waste a good crisis. Give your business a kick-start.
No more wheel-spinning, just forward motion that turns your ambitions into action plans. The ICEHOUSE can assist you to discover new ways to unlock your true potential. Spend a day-and-a-half challenging your thinking, looking at new opportunities and figuring out how to put them into practice.
This seminar is designed for owner managers of small-medium enterprises that have been in business for two years or more and have $500k plus turnover.
Business owners walk away, having had a hard look at their own business and see immediate benefits. The tools, confidence and renewed focus they gain translate into improved profitability and greater growth. We have seen businesses flourish with product range extensions, business expansions and acquisitions. The next success story could be yours.
Take advantage of the last opportunities for the year to attend one of The ICEHOUSE's famous "Achieving Business Growth" workshops. Contact Rob Holmes today on 09 308 6203 or r.holmes@theicehouse.co.nz
Leading & Managing for Growth programme
Our new short format programme proved to be a great hit. Without compromising the objectives and outcomes of this proven programme, to ensure your key staff have the least time out of the business we have condensed our Leading and Managing for Growth programme to 6 days over two residential blocks of three days.
This programme supports our owner-managers by empowering your senior business managers to drive your business forward.
The next programme dates are as follows:
2010
Block 1 1 - 3 September
Block 2 13 - 15 October
Implementation Day 18 November
2011
Block 1 23 - 25 February
Block 2 23 - 25 March
Implementation Day 6 May
This is a great programme for developing your managers for the busy times ahead.
More information>
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Nick Egerton's first impressions
Today highlights the third week that I have been with the ICEHOUSE... It is fantastic to be here! What I find is a great mix of talented residents, experienced executives (EiRs), and capable and passionate ICEHOUSE team members. Currently my focus is to get to know our residents, understand their key priorities, obtain feedback on their programme so far, and ensure that all residents achieve the best ongoing outcomes from the journey. I have already found at least 6 reasons why your incubator cup is overflowing (this list is not exhaustive) !
- Concise business planning and maintaining its relevance
- Focused resources
- Understanding of cash flow and funding
- Clear objectives, time management and simple metrics to measure
- Consistent communication
- The mix of art and science
Welcome to our new residents
- Dani and Glenn Beh, from “The Database” online assistance employers to find the right candidate.
- Bevan Ryan, from “PC Ice Strap” product providing hot/cold treatment of injuries.
- Charles Broadhurst, from “Bully Boy”, automatic security bollard.
First Wednesday is extremely popular!
On the First Wednesday of every month, The ICEHOUSE opens up to ambitious entrepreneurs who are hungry to understand the steps to start-up business success. Spend a free afternoon in Parnell with the experts at The ICEHOUSE Business Growth Centre, recognised by Forbes.com as one of the world’s Top 10 Technology Incubators. Access our knowledge, tools and contacts to discover how to turn your idea into a business success.
Attend a seminar to learn the Five Rules for Successful Start-Ups. These key lessons from 10 years of working alongside entrepreneurs will be presented by Ken Erskine, Director of Start Ups at The ICEHOUSE.
Meet Andrew Hamilton, CEO of The ICEHOUSE and our Executives in Residence. Stay and network - get matched up with ICEHOUSE experts and angel investors. Talk over a beer with current and past ICEHOUSE incubator residents and other members of the ICEHOUSE network.
Time: 3.00pm - 6.00pm
Where: The ICEHOUSE
August, September and October seminars are now full, so get in for November now!
Three month Free subscription to Start-Up Magazine
- Visit: http://www.techday.co.nz/shop/category/Subscriptions/
- Select "Start-Up NZ 3 Months - $18" and click Buy Now
- Log in to your Techday account, or create one, and click through to confirm your postal details
- Enter coupon code SU810ICE and select "Internet Banking" to proceed to the confirmation page.
- Your Subscription should now show as a $0 cost and will be processed as soon as you click confirm order.
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ICE Angels Overview
The flow of high potential start-ups requiring investment remains high for the ICE Angels. Last month’s Investment Evening featured presentations by four start-ups that were selected from the 10 applicant shortlist. Each month, the member-led Screening Committee assembles to identify the two-to-three applicants best fit for ICE Angel funding. As a result of the particularly high quality and quantity of applications screened last month, the Screening Committee opted to host four at the Investment Evening. Fortunately, the ICE Angels remained well fed and hydrated over the three hour evening by Toto’s Restaurant, the event host.
The ICE Angels would like to welcome three new members who joined the team this month: Brent Ogilvie, Sarah Davis, and Robbie Paul. Brent has been appointed to the Advisory Board of the ICE Angels and is currently the Director of Pacific Channel, a venture capital firm that invests in life sciences and clean technology start-ups. Sarah is a highly-regarded lawyer and former senior partner of Russell McVeagh and Minter Ellison Rudd Watts. The team is especially excited (and relieved) to have her on board to provide in-house legal support. Robbie Paul, the ICEHOUSE Start-up Funding Manager, is joining the ICE Angels team after 18 months with the incubator. His charge is to bring the incubator and ICE Angels closer together in order to enable more ICEHOUSE companies to become “angel ready”. Finally, the team would like to acknowledge and thank the members of the recently established Screening Committee: Brian McMath, Angela Brock, Perry Cornish, Carlos Carvalho, and Paul Dyson.
Following a rewarding and impactful visit by Bill Payne, the ICEHOUSE is on the hunt for another international Entrepreneur in Residence of comparable brilliance. In our sights is Rob Adams, author of A Good Hard Kick in the Ass, who is based in Texas. Check out a recent article by Rob, titled (LINK) The New Normal: Adventure Capital- In With 5 Out With 50.
Press Release: The ICEHOUSE launches William H. Payne Active Angel Award for angel investment
27 July 2010
Business growth centre The ICEHOUSE has marked a visit to New Zealand by American angel investment pioneer Bill Payne by establishing the William H. Payne Active Angel Award.
Press release>
News from one of our founders and international members
Greg Casagrande, founder of ICE Angels and Micro Finance Guru. Hear Greg on Nine to Noon about what he is doing and has done with his life, including his life as part of the Micro Finance Industry. Nine to Noon>
Angel Capital Education Foundation - Group profile on ICE Angels
New Zealand has a history of risk taking and achievement. Bungee jumping was invented there. Sir Edmund Hillary, the first person to climb Mt. Everest, was a citizen, and New Zealand has won the most Olympic medals per capita of all participating countries.
New Zealand also has hundreds of angel investors working together across a dozen or more angel groups.
ICE Angels of Auckland, founded in 2003 and one of the first New Zealand angel groups, has more than 90 members and affiliates who have invested more than NZ$14 million (US$9.8 million) in forty-two investment rounds that totaled more than NZ$26 million (US$18 million). There are seventeen companies in ICE Angels' portfolio...
Group Profile>
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The ICEHOUSE Panel - Online Marketing
Hear experts and share stories on online viral marketing. Join other owner managers to hear and share stories about growing successful businesses. Throughout the year, The ICEHOUSE will bring together a diverse group of business owners alongside a panel of experts and entrepreneurs to discuss ideas and experiences focused on a specific issue. Speakers for August are: Dr Leith Oliver (The University of Auckland / The ICEHOUSE); Duncan Shand (Managing director of Young and Shand); and James Madelin (Managing Director of enlight photo).
Tuesday 3rd August
6.00 - 7.30pm
The ICEHOUSE, Level 2, Textile Centre
117-125 St Georges Bay Road, Parnell, Auckland
For more information is contact Mike Stokes at m.stokes@theicehouse.co.nz or +64 9 308 6221
Business Growth Essentials Series
The Business Growth Essentials Series is a series of one day in-depth workshops. League members (or your key decision makers) can benefit from these intensive knowledge updates at substantial discounts.
Market Validation Breakfast - 27 July
Recently we held a very successful breakfast introducing the concepts of Market Validation. This session was led by Duncan Ledwith who explained the importance of established businesses following a market validation process before they embark on new market places or introducing new products.
Due to excessive demand we hope to run another session in the short term. If you would like to reserve a place or discuss a new opportunity please contact Mike Stokes m.stokes@theicehouse.co.nz.
Customer conversion toolkit
Delivered by experience design and branding experts, this toolkit is focused on the needs of onwer-managers who have already completed an ICE Bridge programme.
You will come away with a number of tools to improve your sales success:
Sales process
1-page profile
Critical web pages
Graphical presentation
Social media connection
For more information>
League News
The ICEHOUSE League is an exclusive business owners’ club that gives you direct and ongoing access to ICEHOUSE knowledge, tools and contacts. It is designed for you to celebrate, connect and learn alongside your peers, continuing your experience with The ICEHOUSE. The League began officially on 1 April 2010. We invite you to get involved early, join our 28 Foundation Members and get free registration to our Power Up for Growth workshops in February.
Membership is exclusive to business owners who have graduated from one of the ICEHOUSE journey programmes. If you are eligible, this is a brilliant opportunity to get in league with a powerful group of business owners with common aspirations - to grow themselves, their networks and their businesses. League>
Denis O’Shea, Mobile Mentor, ICE Accelerator Graduate, 2007
Mobile Mentor partners with ZiCi
Two specialist service providers in the mobile industry have joined forces to attack the costs and complexity of running mobile phone fleets within NZ businesses.
Mobile Mentor has just signed a partnership with ZiCi that will see them working together to reduce running costs, provide better analysis of mobile usage and improve productivity.... Read more>
NZI Business: SME Spotlight Mobile Mentor, Wednesday 28 July 2010
In this week's SME Spotlight, NZI Business looks at Mobile Mentor, a company that makes its Moblie Mentor.
NZI Business>
James Madelin, enlight photo, ICE Accelerator Graduate, 2010
Big news at enlight photo this month was the relaunch of our website www.orbisflash.com. In common with most NZ companies I speak to, we'd tied ourselves down with a company that had over-promised and under-delivered from the start, based in Panmure. They have won several awards so I assume have a lot of happy customers, but I was rarely one of them. Although they'd given us a working website and hadn't charged us vast amounts of money, ongoing upgrades and maintenance were a nightmare as I was stone-walled for customer service issues or told that simple upgrades that I knew would take less than an hour would take days and cost thousands. Not to mention the SEO-unfriendly website structure they'd put in place. I was sick of it. I finally made the jump and had a small company up north (of all places) called "creative ideas" (www.creativeideas.co.nz) rebuild my website on a very common platform called WordPress. Ben Young of new digital agency Young&Shand (www.youngshand.com) handled the domain changeover brilliantly, ensuring that very few links expired and our SEO (Search Engine Optimisation) juice wasn't wasted. The new website is full of fantastic functionality that I've wanted for a long time (Google Maps, Video, etc.). The best bit is that WordPress is such a common platform that almost anything you could want done has already been done and can be implemented by downloading the right plugin. Brilliant. If this sounds like an advert, it's not.... I owe nothing to creative-ideas or Young&Shand other than the fact that they have both unlocked my company website's long-suppressed potential and I couldn't be happier. I think that excellent service deserves to be raved about from the rooftops so here I am doing it. I just discovered that within a week of the changeover, plugging the search term "orbis" into google now puts my website way up near the top. Something the website administered by the company in Panmure hadn't been able to do for two years.
The postscript is that just before I left, the old web company swept away their terrible customer service structure (nothing to do with me) so may well now be much better than they were. But probably not. I'm not going to name and shame publicly as I'm sure legal papers would start to fly, but buy me a coffee if you want the gory details.
By the time this goes out I'll have been to Italy for a whistle-stop tour with a new distributor there.... A largely speculative trip, it will be interesting to see how the ROI works out. Watch this space. <UPDATE: I returned with a head full of espresso and an order for €8,000 of products, with solid volume projections and great dealer support. Happy days.>
It's all about sales. Now go and watch the ShamWow ad on Youtube if you want some sales inspiration. And a good laugh.
Chris Maclean, Maclean Computing, LMFG 6
Don’t be a mug! Get your telecommunications working smarter
Free Breakfast Seminar for CFOs & CIOs
Reasons to attend:
- Geoff Lawrie - Country Manager Cisco NZ - on the latest Global trends in telecommunications
- Stu Cowdell – Director Digital Island – Understanding changes in the NZ telco landscape
- Learn how local businesses are utilising the latest Unified Communications to improve their business
-
When: 7:30 - 9:30am, Wednesday 11th August
Where: Northern Club, 19 Princes Street Auckland CBD
RSVP to notamug@maclean.co.nz or go to www.maclean.co.nz/notamug for more details.
Our favourite League photo of the month
Tony Gorton, Cardinal Freight, OMP 20
From our partners
Cash flow is king
Cash flow to a business is king, unlocking it is the challenge, so stick to the fundamentals
The lifeblood of a business is the ability to sell products or services to their defined market and receive payment in a timely manner to pay the bills, that’s Cash flow 101.
In the current economic environment, with growth stalled in most sectors and the road to recovery likely to be up to 12 months, businesses that have tightened their belts monetarily and procedurally will weather the storm better than the ones that have buried their heads in the sand and ignored the fundamentals. So what are the fundamental things you should do to unlock the cash from your business, survive the “R” word and succeed well into the future;
If you spend $1 will you make $2?
Probably a bit harsh to expect this but the more you keep control of your expenditure from day one, the easier it will be in tougher times and you won’t waste hard earned profit. Tighten that belt a little, it feels uncomfortable to start with but as time passes, you don’t notice it.
(1) Avoid the credit crunch: If you intend to sell your products or services on credit, have a good account opening, debtor account management and collection process. If you don’t, the sales you make may actually just be potential losses waiting to be realised. This will ultimately starve your business of cash, and many good businesses have failed from lack of cash flow.
(2) At the end of the day, it’s all about profit: Growth for the sake of growth is not sustainable if you dilute your margins past your break even gross profit point. Gross and net profit are the key to growth and sustainability, so retaining a healthy gross profit margin that supports your fixed cost base will ensure your business survives. If you must chase that “large” contract or sale at a lower margin, make sure you top up with other sales at better margins to retain your gross profit. No use having a “marquee” client if half way into the contract you can’t fulfil it for lack of cash in your business. Better to do less growth in sales at better margins than high growth at reduced margins. Think bottom line profit for longevity of your business and future personal wealth.
(3) Fund your working capital correctly: Ensure you have the right working capital funding line available to you from your bank. Overdrafts and Line of Credit are fine if you have balance sheet strength (equity) to fund your business, debtor collection is under control and you have security to back your funding needs now and into the future. If you don’t, alternatives are available that you need to explore, such as using Lines of Credit (usually backed by property security) to inject cash to fund your working capital at lower rates. Chat to your Partner about solutions that would suit your business needs.
Traditional bank working capital funding has been under a General Security Agreement (ex Debenture lending) usually up to 50% of debtor and stock asset values, but is this enough to fund or secure your working capital needs? If you are in rapid growth, or don’t have the security of tangible assets (property), or need to leverage the companies balance sheet, you will likely need an alternative funding mechanism.
BNZ understands “cash is king” and offers market leading solutions that can fund up to 80% on Invoices and 70% on Stock. This provides the business owner the ability to leverage these key business assets to generate up to 30% more “cash” to meet supplier payments, fund today and future requirements including growth and ensure a business stands the test of time.
Cash flow is king, make sure you stick to the fundamentals, have a bank that understands your business and a funding solution that matches.
If you would like to know more about BNZ Cash flow funding options:
Visit: BNZ – Cashflow finance (bnz.co.nz/debtorfinance)
BCG Alumni Matrix Newsletter
A decade ago, Alan Jackson and the ANZ Partner group agreed to become foundation sponsors in an innovative new venture in Auckland called the ICEHOUSE. The ICEHOUSE provides technology incubation services to start-ups and runs business education programs for owner operators and SMEs. It is a collaborative partnership between The University of Auckland Business School, BCG, Telecom and Gen-i, BNZ, Ernst & Young, HP and Microsoft.
Incubators are a critical link in the building of successful new technology companies, providing the access to early capital and expert mentoring needed to turn good ideas into great new businesses. Since 2001, the ICEHOUSE has helped to launch over 75 technology companies, raising over $50 million for them through the ICE Angels and its partners, and has created 500 jobs.
Over that time, almost everyone in the Auckland office has been involved in the initiative at one point or another. Both Alan and then Dave Tapper served on the Board, Paul Newfield (alumni) had a 12 month secondment running the incubator, while Matt Mooney and other staff have been involved on advisory boards and in providing direct advice to residents and presenting on management programs.
We were thrilled to learn that the business website Forbes.com has included the ICEHOUSE in a list of technology incubators that are 'changing the world'. In fact, it's the only incubator outside North America included on the list. This is a significant achievement, given the incubator community in the US alone has over 300 organisations hosting around 3000 companies.
ICEHOUSE CEO Andy Hamilton has acknowledged BCG's and other partners' contribution to the creation and growth of the incubator, as well as their commitment to getting it to the next level. For our part, we have been delighted to play a role in such an influential and successful venture.
Congratulations to Andy, the ICEHOUSE team and our Auckland office, past and present!
20 expert tips to grow your business and boost your profits
We've assembled 20 tips from entrepreneurs and experts that will get you thinking about ways to grow your business and your profits. Find out how>
Pass it On ‘Expat Recon Tour’ blazes a trail through NZ
Last month, four Kiwi expats won a once in a lifetime opportunity to bring a friend, who had never been to New Zealand, home for ten days to show them the best our country has to offer - and they sure did it in style!
The Expat Recon Tour was the largest prize in the monthly prize pool of Kea New Zealand’s Pass It On campaign. The aim of the tour was to show the expats and their guests all that New Zealand has to offer, in the hope that they would return home and spread the word.
The lucky winners were drawn randomly but had each passed on videos from the Pass It On website multiple times, increasing their chances of winning.
The tour was truly unforgettable and the tour party were exhausted by the end. From riding the world’s highest swing to getting up close with the All Blacks, from rafting through a snow covered river in Queenstown, to an incredible degustation lunch at Cable Bay Vineyard on Waiheke Island, the four expats proudly showed off their home country, aided by some thrilling activities, friendly people, world class food and wine and stunning scenery.
A tour diary was kept to capture all the experiences and the tour party used their social media channels to spread the word to their contacts back home. Two members of the tour party were even interviewed by Paul Henry on TVNZ’s Breakfast - click here to watch the clip.
Kea would like to sincerely thank all sponsors for their invaluable support during the tour.
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