1CANZNEWSLET TER • ISSUE 1, 2013

I N S I D E T H I S I S S U E :• Money Matters • Imitation commercial door openers

infiltrating the Australian market

• Introducing... The Merlin Over Drive™ (MRC950 EVO)

• Five Minutes with Mark Sanzaro• Chamberlain Perth Charity Golf Day

• Global Perspective on the market by Chamberlain Oceania

• Chamberlain’s DIY Solution• Added safety with Grifco door openers

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canznewsChAMbERlAIn AuSTRAlIA AnD nE w ZEAlAnD

Thinking about it I could call this article “New Year’s resolutions? Forget it... just do it!!”… Because it’s never enough just to resolve to do something. It needs to be carried out. Committing and taking action is the only thing that delivers anything. That said it’s also important to set up your brain to succeed by being positive!

That’s where resolutions fit in - they pre-condition your mind to make the best of the opportunities

that come your way, or that you attract through your everyday patterns of behaviour.

So here we are – the second month of the New Year and possibly not making the progress we’d hoped for or expected. Now is the time to re-think and actually change some things for the better. With that in mind, here are some thoughts on moving forward, which I’d like you to consider when reviewing and planning your SMART (Specific, Measurable, Actionable, Relevant and Time-bound) goals for the rest of 2013.

1. Be better at listening – we all know that we have two ears and one mouth, but hearing ‘isn’t understanding’ that’s simply what we do with our ears. Listening is what we do with our brains. Not only is this a crucial life skill, but it’s invaluable in every conversation or interaction with any friend, customer or colleague. Listening - really listening and not just thinking about what you’re going to say next - enables you to understand others, empathise, build relationships, and guess what – enjoy life more!

2. Seek and enjoy change - There is nothing more certain than change; it is the only constant in business and life! Some change will be good, some not so... every change is an opportunity, don’t think of it as a problem, and every opportunity requires change. So this year make change your best friend!

3. Stand out & set goals - There’s no doubt that it will be another tough year in our markets - all the more reason to set that B.H.A.G.! That’s a Big Hairy Audacious Goal - make it something to really stretch you! Goal setting is a powerful process for thinking about your ideal future, and for motivating yourself to turn your vision of this future into reality. Get outside your comfort zone - do different things, trust in your innate ability - we all have it in spades! Realise your true potential.

4. If you aren’t growing you are shrinking - Set yourself that goal to grow - don’t allow yourself to get away with soft targets - you owe it to yourself to make the most of your time and ability.

5. Believe in yourself - You know you have the potential! Try writing down all the things you have done and achieved in your life - both in business and outside - create a personal confidence list - all those things that you are good at and have accomplished, remind yourself just how good you really are. The only barrier to your progress is you!

6. Prioritise action - Above all else, action will get you to where you want to be. No action = no progress, no rewards, no satisfaction, no fulfilment - it’s as simple as that.

7. Focus - Make procrastination your enemy and do it right now! Ask yourself what activities you find yourself doing when you don’t really want to tackle those big tasks? Don’t just do the easy stuff – focus and stay on task!

So what are you waiting for? Go for it and make this your best year yet! And enjoy your success.

Why not make 2013 a Year to Remember!

Can you believe it’s February already, so here’s a question - exactly how are your new Year’s resolutions going? be honest... have you given up or not even thought about one change? well you’re not Robinson Crusoe - although that isn’t much consolation because now you are together with all the other people who start the new Year without truly committing to

make a difference! but it doesn’t need to be like this.

Sales & Marketing Manager, Mike Fraser

Grifco has raised the alarm on imported imitation Grifco door openers entering the Australian market that produce inferior performance and pose potential risks to public safety.

We have recently seen an influx of imported imitation Grifco door openers in the Australian market, particularly in the Melbourne area. A recent independent test commissioned by Chamberlain, the manufacturer of Grifco commercial door openers, found that the tested import functioned at below 20% of the durability capability of the Grifco door openers, said Chamberlain Sales and Marketing Manager, Mike Fraser.

Two additional imitation openers tested on the same apparatus also uncovered that all the tested imitation openers failed completely, one failing so dramatically that, in an industrial application, the door would have dropped violently causing injury to a person or damage to a vehicle below. All three tested units showed signs of serious wear and malfunction, including: oil leaks, worn gears and a significant amount of bronze particles in the gearbox.

Like many lower cost imitation products, a key issue is the lack of rigorous testing that the genuine product undergoes, posing potential threats to public safety and the wellbeing of workers. By comparison, Chamberlain’s Grifco products undergo rigorous and extensive testing of both the individual components and the finished product under door load.

“The imitation door openers are seemingly identical in appearance and also feature a copy of the patented ACEM technology, but can be identified by the absence of the Grifco brand name and the poor quality of the materials, which ultimately undermine the product’s performance and safety.”

Chamberlain’s genuine Grifco openers have been manufactured in Australia for more than 50 years and Chamberlain has taken

action to prevent further imports of the imitation products.

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The Grifco mDrive

FIgure 1: Oil leak below gearbox

FIgure 2: Bronze particles in gearbox

FIgure 3: Worn surface of the gearbox

Imitation commercial door openers infiltrating the Australian market

Imported imitation product

F I n A n C EI n D u S T R Y n E w S

Money Matters

Think back to the last time you purchased a product or appliance – did you base your decision on the initial price, or did

you consider the overall running costs?

It is often a common occurrence for buyers making a purchasing decision, to offer no consideration to the overall cost of the item and base the decision solely on the initial purchase price. Decisions like these can cost you money over the lifetime of the purchase.

Total Cost of Ownership (TCO) ensures an informed and well-planned decision and is designed to reveal all the lifetime costs associated with ownership of certain kinds of assets.

For many kinds of acquisitions, TCO analysis uncovers a substantial difference between purchase price and long term cost. However, as the running expenses or maintenance expenses of the purchased item are not easy to identify – particularly when running a small business – they are often overlooked. The purchaser may be short on time or may not even be aware of the support or maintenance costs and hence focuses on the purchase price only.

TCO can be used to consider the viability of a purchase and as a product comparison tool.

For example, in the motor car industry, depreciation is the largest overlooked cost and is forgotten by many when deciding which car to purchase. An industry that allows buyers to establish a better indication of TCO is the white goods industry, with many products offering information on energy efficiency ratings, providing buyers with an understanding of running costs. In our industry – automatic door openers – the main criteria for deciding which products the dealer/installer will purchase will usually centre on the purchase price only. However, there are other considerations such as cost to service, support by the supplier and the end user satisfaction and hopefully their personal recommendations to other potential customers.

Cheaper automatic door openers may appear to be the better option due to the initial price, but ease of installation, technical support and easily accessible stock will make a difference to product cost. Over time, factors such as limited or no warranty may end up costing the dealer reputation issues and the owner more money than the more expensive, premium products, which offer a warranty.

TCO analysis is effective when the owner includes two major kinds of cost categories that will see cost impacts across ownership life. These cost categories include:• Obvious Costs – costs familiar to most people involved in the

selection process e.g. initial purchase cost and installation cost.• Hidden Costs – less obvious cost consequences that are

easily overlooked e.g. operating costs through energy usage, cost to service, depreciation and supplier support.

Offering customers the TCO method would add value to your service and genuinely show the customer or client that you have all their considerations covered.

Money matters with Chamberlain’s F inance Director, Tony Harlick.

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Merlin has launched its new and improved OVERDRIVE (MRC950 EVO) roller door opener, which is specifically designed for heavy domestic and light commercial applications and is available at an affordable price.

Designed for lower cycle use, the product is ideal for owners of small to medium businesses, boasting the latest technology to ensure efficient operation, safety, security and energy efficiency.

Available for spring tensioned, light commercial rolling door types up to 25m², the Merlin Over Drive offers an array of key benefits including: • Security+2.0 – Technology inside the transmitter is designed to communicate on

multiple frequencies with the latest security+2.0 encrypted rolling code. The radio technology selects the strongest frequency every time, virtually eliminating interference from other devices while providing the highest level of security available.

• 75% Less Energy *– The advanced design uses less than 1 watt of electricity when in standby mode meeting the world’s toughest energy saving standards. * when compared to competitor products

• Quiet and Powerful Motor – The powerful and fast DC motor is quiet and built to last.

• Adaptive Technology – Automatic power adjustment and electronic mapping of the door means the silent drive adapts to the change in door spring and hinge operation that naturally occurs with varying weather conditions and age. This technology means less maintenance and trouble free, reliable operation for years to come as the opener adapts to the door every time it is activated.

• Improved Transmitter Range – Tested in side by side comparisons* the Security+2.0 transmitters have up to 18% better range which means it is not only more reliable, you can also start opening the garage door sooner. *Comparison to major Australian & New Zealand brands

• Works even when the power is out – Optional Evercharge® Battery backup system ensures you can always open your garage door even when the power is out.

• Warranty – Product is backed by a 2 year/ 5000 cycle warranty.

The product also boasts the latest in safety features, including the Automatic Safety Reverse and manual release. For more information, visit: www.gomerlin.com.au/support

FIgure 3: Worn surface of the gearbox

Imitation commercial door openers infiltrating the Australian market

G u E S T C O l u M nF ive minutes with.... Mark Sanzaro

Mark is the Director of Remote A Door in Brisbane and

Dealer for Chamberlain. We recently caught up for a chat

with Mark to discuss his role

What’s your story, Mark? Tell me how you began working as a

Dealer for Chamberlain?

Initially, I tried to organise a garage door opener for a friend and after

being stood up three times for an appointment, decided to conduct

some research into the market and found that there was opportunity in

the industry. I then commenced the product selection and as I was only

interested in premium products, Merlin was the obvious choice. From

there, I ran some ads in local papers, selling a couple of motors a week

and then progressed to more volume, which saw the birth of “remote-

a-gate” in 2005. Merlin Gate Openers then entered our product line up

and we have never looked back. When Chamberlain bought Merlin and

Grifco, we came along for the ride and immediately saw progression

from Chamberlain management, beginning with a more professional

business practice to the implementation of new products into the

lineup.

What do you enjoy most about your work with Chamberlain?

The product range is in continual evolution and as a result, we are

consistently able to offer innovative products to our customers.

We also have great communication with Chamberlain and if we ever

have a problem, need advice or would like to pass on some feedback,

someone is always available and we have formed great relationships

with some of the management staff.

What major changes to the industry

have you seen in recent times?

The infiltration of imitation door

openers into the marketplace is now

common. In fact, some well known

door and automation companies are now simply

badge engineering their product lineup!

Are you noticing any particular trends or increases

in popularity of certain Chamberlain products at this time?

We have seen the openers become increasingly compact and quieter,

with inclusions like LED lighting and longer warranties now standard.

Other great options such as battery backup and belt drive are also

becoming common requests.

What do you get up to outside of work?

I keep extremely busy outside of work and ride motorcycles (both Dirt

and road), bicycles (mountain and road) and have just bought a large

RV to get away on the weekends.

Any advice for those thinking of taking the leap and becoming a

Dealer for Chamberlain?

The best advice I can offer is to not let price be your only selling point,

as being the cheapest only attracts a certain type of customer.

Most people are looking for honest advice, affordable products

and someone they can trust. Essentially, in my experience, customers

are willing to pay more to receive “buyer confidence.”

CAnZNEWSLET TER • ISSuE 1, 2013 3

F I n A n C EI n D u S T R Y n E w S Introducing...

The Merlin OVERDRIVE™ (MRC950 EVO)

MERLIN UPDATE

From left: Alan Hassan , FST CANZ WA; Barry Price, Sales Manager Doors, Doors, Doors WA; Brian Moss, Mirage Industrial Doors WA Sales; and Steve Carter, WA Sales Manager Chamberlain.

From Left: Brett Rowley, Jim Cowling and Tony Cervi from Gryphon Garage Doors; Steve Carter, WA Sales Manager Chamberlain; and Garry Long from WA Roller Doors.

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Chamberlain Perth Charity Golf Day The Chamberlain wA Annual Golf Day held in December last year was transformed into a Charity Golf Day, raising $2050 for the CancerCouncil Prostate Cancer Fund.Forty-four Chamberlain customers, employees and supporters all enjoyed a day on the greens to sink a few putts, enjoy a barbecue lunch and raise money for this worthwhile cause.

Each player contributed $50 on the day to the Cancer Council, to go towards prostate cancer research.

The afternoon was a roaring success, with prizes awarded for first, second and third place, the three longest drives and closest to the pin. The norm of “awful and colourful” trousers were worn by a few and next year, all players will be encouraged to wear coloured trousers and pay for the honour with a donation to the Cancer Council.

The Cancer Council is Australia’s peak national non-government cancer control organisation that aims to help prevent, detect and treat cancer.

“All involved had a great day, with many staying on afterwards to share drinks and stories,” said Chamberlain WA Sales Manager, Steve Carter.

“It was fantastic to see Chamberlain customers, employees and supporters all getting together for a day out. Raising funds for such a worthwhile cause was certainly the highlight,” he added.

Starting with the economy, it’s plain to see that we still have some tough times ahead of us, in both Australia and New Zealand. However, while the media generally portrays the future full of doom and gloom, the reality is that the rest of the world would gladly change places with us in a heartbeat.

Despite the strength of our local currencies and plenty of other positives, the global economy remains fragile. The record high value of the Aussie dollar has also encouraged the importation of cheap products, primarily from China.

Local interest rates continue to move downwards, while inflation and unemployment are both largely under control at relatively low levels. This is being countered by falling investment levels locally, along with the ongoing concerns for the potential flow-on effects from a worsening situation in Europe and North America. With a softening economic outlook, consumer sentiment is unlikely to rise in the short term.

Looking within our industry, there’s certainly been a lot going on in recent months. Firstly, Dulux was finally successful in its protracted battle to takeover Alesco and with it, the businesses of B&D and Automatic Technology. Dulux picked up these assets for far less than Alesco paid for them, so it will be interesting to watch how they steward the investment going forward. Crescent Capital is now almost five years into its ownership of the Steel-Line group of companies, well past the planned four year strategy to exit the business. It’s obvious that Crescent investors aren’t likely to get all their money back, let alone realise an acceptable return on their investment. GWA has very recently undertaken a major restructuring of Gliderol, with considerable job losses, two years after that acquisition. History should be telling potential investors in the door space to tread warily, as the old maxim rings true that owning is a lot

tougher than buying. On the opener side of the industry, 2012 saw Marantec wind up their unsuccessful foray into the Australian market, six years after arriving.

Even more significant than those investment changes within our industry in recent times, is the fact that many door manufacturers have added, or are planning to add, significant additional door manufacturing capacity. This comes despite the industry having excess capacity and ongoing downward pressure on door volumes. Blind Freddy can see that manufacturing margins for both doors and openers are not where they need to be, if the industry wants to reinvest in new technology and support improved safety standards.

At Chamberlain, we don’t see a market upswing in 2013, however we are optimistic about opportunities for continued growth in these difficult times. As such, we’ll be increasing our spend on new product development, as well as investing in new sales and marketing initiatives to drive sales growth in both of our core business categories and into select market adjacencies. One example of a recent move into neighbouring space has been the successful launch of a range of intelligent or sensor lighting products via the retail channel.

So where to from here? As a privately-owned family business, Chamberlain is very clear about what it stands for and why it exists. It is an automation specialist, not pretending to be able to straddle the divide between manufacturing doors and openers. Chamberlain continues to work at developing long-term partnerships with folks who want the best openers to automate their doors and gates, regardless of where they source them. With this positive outlook, Chamberlain will be planning prudently for the short term and not over-extending ourselves and only selective opportunities for growth will be aggressively pursued.

Global Perspective on the market by Chamberlain Oceania

Managing Director, Jim Mole

welcome to a new year and all the promise of fresh challenges and opportunities that come with it. There’s no doubt that we live in the most interesting of times, as a business, industry and broader community generally.

CAnZNEWSLET TER • ISSuE 1, 2013 5

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Chamberlain’s Director of

Engineering, Mike Melis.

1) Tell us a bit about yourself.

I originally studied and worked as an Industrial Designer, working in Australia, UK, the Netherlands and Singapore and have spent extensive time in China. I returned to live in Australia to continue my studies in business management and finance.

Over the years I have been lucky enough to be able to follow my passion for travel and adventure as well as develop my career and have taken long stints to travel through areas of Africa, the middle East, West and South East Asia. I really enjoy visiting some of the wilder places of this world and the people and cultures that live there.

I am married and have a 9 year old son, who I am lucky to say tolerate, my interests!

2) When did you begin working for Chamberlain and what’s involved in your current position?

I started working for Chamberlain at the end of July, 2012 and my official title is Director of Engineering – Oceania Region, which is a new role within Chamberlain ANZ. This exciting new role is focused on new product development and the delivery of new products to ANZ and the broader region. My initial priority is to enhance our product development capabilities to deliver new products that are designed for customers in our region. Overall, the aim is to build a regional design and engineering centre that has extensive technical knowledge of our product categories and market and to provide sound insight into the development of new product opportunities for Australia and New Zealand and then to grow internationally.

3) What do you bring to your role with Chamberlain?

I have a background of over 25 years in consumer product design and development, commencing my career as an industrial designer in an Australian based manufacturing organisation. I have since worked in various design and engineering management roles in Australia, Europe and Asia/Pacific. My experience includes management of product design and engineering, project management, production and manufacturing, quality assurance and supply chain/operations management. My new role at Chamberlain gives me a fantastic opportunity to utilise my consumer focused product development and commercial background to develop a stronger link between the technical engineering capabilities, our customers and our markets.

4) What drives you?

I firmly believe that developing a successful product means providing the customer with a well designed and engineered product that delivers the quality, features and performance that the customer requires. A good product always features these elements and I am constantly striving to achieve these qualities in all my designs. I enjoy the creative process involved in product development and in particular, developing the skills and knowledge in the team that are more in tune with the end need in mind. It often surprises me to see the innovation that comes out of this process when people have the willingness and energy to try new things.

5) What do you like to do outside work hours?

I enjoy bushwalking, scuba diving, backcountry skiing and building things. I also participate in charity activities raising funds to support Education for Children with Autism.

6) What’s your future vision for Chamberlain?

Chamberlain has a large resource base behind it and has a willingness to invest in innovation and growth, with the ability to leverage this innovation and knowledge for a wider international market. Having a regional design centre is a major bonus as it gives us the ability to better understand the specific needs of our local market to develop products that are ultimately better suited to our customers.

Global Perspective on the market by Chamberlain Oceania

Managing Director, Jim Mole

In the second half of 2012 a full review of AnZ Distribution and warehousing was undertaken as part of the Chamberlain Operational Excellence program. The objective was to identify opportunities to improve our Supply Chain and cost base while maintaining superior Customer Service and product supply.

As a result, the decision has been taken to rationalise our Melbourne Warehouse operation and as such the following changes are being made;

• All Victorian and South Australian orders will be serviced from our North Ryde warehouse. This will result in the closure of the current Melbourne warehouse and office located at 71A Merola Way, Campbellfield.

• A new Sales office will be established at Unit 5/23 Lentini Street, Hoppers Crossing and it is anticipated that this office will be operational from the last week of February 2013.

You can expect the same fast service from customer service as no change to your ordering process is required.

The Warehouse at 71A Merola Way, Campbellfield will be closed at the end of February 2013. From this date all orders will be shipped from 75 Epping Road, North Ryde.

The new contact details for the Melbourne Sales Office are;

Address: Unit 5 / 23 Lentini Street, Hoopers Crossing, Victoria, 3029

Phone: 1800 638 234

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GRIFCO uPDATE

Safety and well-being of workers is of the upmost importance and Grifco offer a comprehensive range of openers that offer the latest in safety innovation.

Specifically designed for most commercial and industrial doors, Grifco offers a safe solution to operating a door during a power cut and as time is so crucial during these emergency situations, offers a more efficient way to restore movement to the door.

During a power outage, a number of commercial door openers can fail to operate and can only be operated by releasing the gearbox at the motor.

Grifco has eliminated this problem with its innovative ACEM system, (Automatic Chain Engage Mechanism). The ACEM ensures the doors can be hand operated in times of power cuts with an easy to use pull system, saving the need for someone to climb a ladder to open the door by manually disengaging the gearbox.

The convenient pull system works off the opener gears, requires little physical effort and is a safer option for all commercial door owners during times of emergency.

With a product range of automated door solutions for light commercial through to sectional doors and heavy industrial roller shutter openers, Grifco offers security and convenience and can be utilized by most industries.

Grifco Product Marketing Manager, Luke Porter, says that Grifco is the better option for all commercial door opener owners.

The implementation of a door opener that can be easily overridden without the risks involved with climbing a ladder should be a priority for everyone with a commercial door, said Luke.

“Grifco door openers ensure efficiency in opening and require little physical effort, which are two vitally important factors to consider when thinking about the safety and wellbeing of your workers.”

“Grifco can provide you with a full range of industry recognised products, expertise and service levels. Partnering with Grifco enables you to grow your business,” added Luke.

Grifco – always there when you need it.

Added safety with Grifco door openersSafety and well-being of workers is of the upmost importance and Grifco offer a comprehensive range of openers that offer the latest in safety innovation.

After careful review and consideration, Chamberlain has recently announced its intent to close its manufacturing facility in Kuala Lumpur, Malaysia, and move most of the production to Gosford, New South Wales.

The strategic decision to close the Malaysian facility, will further Chamberlain’s efforts to streamline its global

supply chain by reducing complexities and logistics.

The movement of production of the market leading roller door openers (RDO) to the Australian facility will place production closer to customers and suppliers, providing Chamberlain with a competitive advantage in the region and also create 13 new Australian jobs in the process.

Additionally a completely new Chamberlain designed entry-level sectional door opener (SDO) with our patented evolution technology will be launched in the second quarter of 2013, manufactured by our strategic alliance partner in China under our quality control.

The change will take place between April and June 2013, and customers will not notice any changes to the RDO product, delivery or service, as Chamberlain continues to meet required deadlines, offer expert technical support and excellent quality products. Final operations and closure in Malaysia are scheduled for early in the second quarter of 2013.

Chamberlain is committed to providing its customers with the highest quality products and exceptional customer service and is excited to be offering another product “Made in Australia,” which means more than half of the Chamberlain ANZ product is manufactured locally.

Should you require any further information please contact a member of the Chamberlain team.

Chamberlain creates new jobs in Australia

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