ROCKINGHAM MEMBERS Harvey Norman Electrical Harvey Norman               Furniture & Bedding Challenger Ford Betta Electrical Port Kennedy Sound Telegraph Malow Metals Carpet Choice Retzlaff Technology Services Lindsay Eaton Mechanical 21st Century Automotive The Loans Café Mark Chaston Insurances i-video Internet Video Promotions Trident Graffiti Wash Mark Kent Insurances Coastal Lock Service Watch 24 Security Services Rockingham City Cycle Graphix Plus Diverse Interiors Rockingham Finance Services Mundijong Mechanical & Mobile Personal Touch Fitness Centre Zocalo’s Mexican Restaurant Frontrunner Lawns Finishing Touch Detailing Service Beauty By The Beach George N Dragon Tavern Electrodry Warnbro Rockingham Towbars & Trailers Page 1 of 8 MEMBERS SO FAR… Tim Kay from Harvey Norman – Port Kennedy has joined My Mate$ Rate$ Card. Tim loves the concept of Mates Rates and likes nothing better than helping fellow business owners get the best deal possible. So if you are looking for one of those wonderful plasma TV’s, go and show Tim your My Mate$ Rate$ members card and get a great deal! HARVEY NORMAN ELECTRICAL: (08) 9524 0116 HARVEY NORMAN FURNITURE & BEDDING: (08) 9524 0119 Need some high quality furniture at a Mates Rates price, then go and see Paul Harrison of Harvey Norman Furniture & Bedding. Paul has a large range of couches, dining tables, bedding and other furniture available at Mates Rates prices. Ask Paul today about the Ebony 3 piece Recliner Suite and the Devon 4 piece Bedroom Suite that are currently on special. CHALLENGER FORD: (08) 9527 2666 John Jones Dealer/Principal of Challenger Ford welcomes all My Mate$ Rate$ card holders to come and enjoy a Challenger Ford experience. From the moment you enter our new complex at Smeaton Way, you will be met by friendly, knowledgeable staff that can provide you with quality advice from all aspects, when purchasing a new car! BETTA ELECTRICAL & GAS: (08) 9527 9777 Want that personal buying service? Situated in Kent Street, Rockingham, Paul Newcombe and his friendly staff will assist you in making a great value for money purchase from their extensive range of whitegoods and electrical appliances. Mates Rates members should check out the great deals being offered by Paul. MANDURAH MEMBERS Coastal Business Equipment Mandurah City Car Hire JM Lawnmowers & Chainsaws Harry Harding Ceramics All Occasions Karaoke Hire Salvage Plus CONTENTS Members So Far… Who Are They? 1 Keeping Your Customers The Wonders Of                Modern Technology Funny Signs Products VS Services Members Continued Who Are They? 2 Why Your Advertisements MAY NOT Be Working Always Remember, Before You Advertise Or Write Anything… Business Card No No’s Where The Word ‘Stat’        Comes From Page 2 of 8 RETZLAFF TECHNOLOGY SERVICES: (08) 9592 9777 MALOW METALS: (08) 9529 1555 Steve of Retzlaff Technology Services is a leading light in the computer industry. He fixes computers so simply and easily it has become second nature. He is so up-to-date: he turns his computer on with his thumb print and makes un-timed phone calls for 10 cents each. All can be done for you with his non- techno jargon, making it easy for everyone! James Waldeck owner of Malow Metals, is a big man with a big heart. A local lad James would love to see all businesses in Rockingham get bigger and stronger. Go and see James or one of his experienced and friendly staff for help and advice on all your metal needs. You will receive honest, reliable and straight forward service with Mates Rates prices! SOUND TELEGRAPH: (08) 9592 0207 What a coup! Janis Rowell of the Sound Telegraph has joined Mates Rates. Janis is the advertising manager of the Sound Telegraph and will take care of all our members newspaper advertising requirements at a Mates Rates price/service. With over 44,000 copies distributed, the Sound Telegraph is a perfect compliment to your online presence with Mates Rates LINDSAY EATON’S MOBILE MECHANICAL: 0438 089 593 If you ever need a mobile mechanic who is honest, efficient and extremely good at what he does, give Lindsay Eaton, the mobile mechanic extraordinaire a call. Lindsay is a qualified mechanic for all types of autos and forklift trucks. Easy to talk to, he will show you and tell you, with no mechanical jargon, exactly where your car is at. CARPET CHOICE: (08) 9527 1260 Marian and John Burt, and their hardworking team, can make your house the envy of your family and friends with the latest modern styles of floor coverings on the market. John has extensive knowledge and has been operating in the carpet industry for 40 years, the last 3 and a half years in Rockingham as Carpet Expo. COSTAL BUSINESS EQUIPMENT: (08) 9582 0123 Mike Lightfoot & Brian Squires of Coastal Business Equipment have a huge range of digital copiers, laser printers, data projectors and fax machines from both the Panasonic and Kyocera ranges. A huge showroom located on Gordon Road in Mandurah is where you can check out some of the Mates Rates specials Mike is able to do with his floor stock. Who Are They? Can you guess… Answers in no particular order: Page 3 of 8 Clue: She is very topical. Clue: She once shaved her head. Clue: A pretty women. Clue: Ladies love him Clue: … gathers no moss. TRIDENT GRAFFITI WASH: 0404 195 201 Henry Forster of Trident Graffiti Wash/Airless Spray Painting is a welcome addition to My Mates Rates Card. A gentle giant with a heart of gold, Henry is an absolute delight to do business with. His knowledge and skill on removing graffiti and preventing it recurring is second to none. Its removal as early as possible is vital. Give Henry a call, for a 25% off! 21ST CENTURY AUTOMOTIVE ENGINEERING: (08) 9529 4333   Need the services of a great Ford specialised mechanic? Then get on the phone to Peter & Louise Sumpton of 21st Century Automotive Engineering. Peter, his partner Lousie and Tenielle on reception are backed up by a great team of mechanics. Peter is a Ford Specialist of over 30 years, he can also service and repair most makes and models. My Mates Rates Card is over the moon to have Rob Brown of The Loans Café joining us. Rob Brown is a professional Mortgage Broker and has access to over 40 lenders! Rob will always go that “extra step,” and will communicate with all parties in your house buying process; including Settlement & Real Estate Agents, Surveyors and Valuers. ROB BROWN – THE LOANS CAFE: 0416 510 015 Everyone needs insurance, no matter what your business and Mark Chaston, a lovely, softly spoken, gentleman will show you what you need and why? Mark has been in the financial industry for many years (too many to mention) and his knowledge and service is second to none. He can literally save you hundreds if not thousands of dollars. MARK CHASTON INSURANCES: (08) 6311 0111 I-VIDEO: INTERNET VIDEO PROMOTIONS: (08) 9590 6210 Contact Renae from i-video for a new and innovative way of keeping in contact with potential customers and clients. If you have a database or an email list of customers you would like to contact, this is a perfect way to do it. How about a videogram for your website? Special Mates Rates prices for Mates Rates members. Contact Renae for more information. Keeping Your Customers You have probably heard it costs 5 times as much and it takes 10 times as long to gain a new customer, than it is to retain one or something like that!! But why do businesses lose customers? Did you know, on average… 1%   die 3%   move away 5%   follow a friend or relative’s advice and switch to their recommended supplier. 9%   switch due to a better price or better product. 14%   switch due to product or service dissatisfaction. 68%  of customers leave because of the indifference of the business (IE: they feel unappreciated and unimportant). Remembering every business is different with separate challengers but, generally customers are the same. Whilst the first two may be out of your control, you should be able to do something about the other 96%. This is just food for thought!! But remember to grow a business you need to… 1. Increase the number of customers.  2. Increase the average transaction value.  3. Increase the frequency of repurchase. Find a way to maximize each one, and your business will experience an astonishing rate of growth. Page 4 of 8 COASTAL LOCK SERVICES: (08) 9528 2650 ROCKINGHAM CYCLE CITY: (08) 9527 4456 Simon Williamson of Coastal Lock Rockingham. Coastal Lock has been established in Rockingham for 18 years. A member of the Master Locksmith Association, they carry a range of domestic, commercial and industrial security products including safes, combo locks, digital locks and a full range of safety lockout padlocks and accessories. Chris Charsley of Rockingham City Cycle can help and advise you on what bicycle would best suit your needs and pocket! A huge range of accessories are available including helmets, gloves, locks and repair kits. Chris and his team of enthusiastic staff will give you all the help you need when making a purchase! Phone Chris today for a great Mates Rates price! MARK KENT INSURANCE SERVICE: (08) 9592 1022 Looking for the best possible coverage and price (more for Mates Rates members), for all aspects of small business insurance? Then look no further than the services provided by Mark Kent. Mark, who lives locally, specialises in covering small business units, tradesman, public liability & workers comp. Great quotes on private house & car insurance also! An affordable security solution is available from  Fabian Santana from Watch 24 Security Services. He can supply you with a mobile/wireless security system that is just right for your home or business. Watch 24’s other services include remote video verification, alarm monitoring and security cameras. Phone him to find out the great specials he is offering WATCH 24 SECURITY SERVICES: 0412 097 821 David Peake at Graphix Plus is an experienced graphic designer and has been in the business for many years, creating awesome graphics for people all over Perth! He’s quiet, unassuming manner, hides his dynamic design skills in all types of media (Corel Draw, Illustrator). A great cartoonist and artist that can think way outside the square. Give David a call!  GRAPHIX PLUS: (08) 9434 1599 You can have a full colour change with your choice of bench top styles including post formed & square formed laminate bench tops, granite transformations and other innovative surfaces. We offer hard form laminate doors, vinyl wrap, 2-pac lacquered, veneer or solid timber doors. We incorporate plumbers, electricians, glaziers, tillers and flooring installers.  DIVERSE INTERIORS: 0414 806 069 Products VS Services Q. Are there any differences in marketing strategies between selling products vs. services? A lot of people feel that there must be a big difference between marketing a product versus a service. In reality, there is very little difference. People don't really buy products and services. They really buy what the products or services can do for them. (People don't buy a drill, because they want a drill. They buy a drill because they want a hole.) People buy solutions to their problems. Therefore, all products and services must be the solution to a problem. The problem can be a relatively easy one to solve, like the problem of being hungry and going to a restaurant for the solution. Or it can be a major problem, like the problem of having a serious illness and going to a specialist for the solution.  'Marketing is helping people get what they want.' Whether you are selling products or services you should always use a simple two- step marketing strategy: Step 1: Attract people who are seeking the solution your product or service provides, in a way that allows you to get their contact information. These are your Prospects. Step 2: Follow up consistently with your list of prospects at least 5 times by providing them with information that will be helpful to them, and information about how your product or service will help them solve their particular problem. The first step helps you attract as many opportunities as possible.  The second step helps you to convert a certain percentage of those opportunities into customers. Page 5 of 8 Public Golf Course Pub Toilet Sign Zoo Notice General Store Sign THE WONDERS OF MODERN TECHNOLOGY… FUNNY SIGNS What will they think of next? The pens on the right probably look ordinary enough to you and me. They’ve got clips for your shirt, they are a nice silver colour and I bet they write well. But, in fact they don’t write at all. Now, what if I told you that these “pens” transform into little micro machines and have feet to stand on. The pens “eye-ball” now appear to be some sort of light that can project an image, creating a virtual infra red keyboard. Another pen can create a screen. Another pen is a mouse! Yes they are mini micro computers.   Unbelievable I know, but just look at the pictures. One pen has an infra red light that acts as a keyboard that you can actually “type” in. Another pen acts as a projector that puts what you are doing on a wall. It takes the laptop computer to a completely new dimension. What will they think of next? IF YOU WANT TO PREDICT THE FUTURE  CREATE IT! WHO ARE THEY? Due to the popular response from the last newsletter we have a few more photos for you to try and guess. Good Luck! If these are driving you mad! admin@mymatesrates.com for the answers. Page 6 of 8 CLUE! He is a tough nut to crack CLUE! His candle has not blown out CLUE! Oops! Has she done it again? CLUE! Is he her majesty? CLUE! She is a nut… at the city’s edge ZOCALO MEXICAN RESTAURANT: (08) 9592 1200 Alan and Davina of Zocalo Mexican Restaurant, specialise in authentic Mexican cuisine as well as the more typical "Tex Mex" style. Experience the true tastes of Mexico. The menu offers meals based on traditional recipes that will tantalise those taste buds. Show your Mates Rates card at Zocalos when dining and receive a free margarita with your meal. If it’s a finance solution you require, Mark Townrow really knows his stuff. Mark can provides a no- nonsense financial solution with great service from over 40 different lenders for any type of challenge or investment you may have. Home loans, personal loans, business loans, vehicle and equipment finance, no-doc, lo-doc, mortgages. ROCKINGHAM FINANCE BROKERS: 0430 581 007 MUNDIJONG MECHANICAL & MOBILE: (08) 9529 1422 Mick Harding of Mundijong Mobile Mechanics and his experienced mechanics will have no problems in providing a great Mates Rates service and a great Mates Rates price for all Mates Rates members (specialising in diesel). Ensuring efficient servicing of your vehicle and with fuel prices so high, a good engine service is a necessity now. MANDURAH CITY HIRE CARS: (08) 9535 7870 Need a car, truck, bus or boat to hire? Then give Terry O’Keefe a call and he can fix you up with the right vehicle to get you on your way for a business or holiday trip at a fantastic price. You can also hire a GPS (Global Positioning System) if you are going to venture into unknown territory. Ask Terry about the great Mates Rates prices he has on all his vehicles. PERSONAL TOUCH FITNESS TRAINING: 0412 055 091 Personal Touch Fitness Training is Rockingham’s longest established personal training studio. Its continued popularity is a testament to its quality approach to health and fitness. Julie can organise an exercise & nutrition program that will help you lose weight, tone muscles & increase fitness. Phone Julie for a Mates Rates price and service! Why Your Advertisements MAY NOT Be Working 1. Message  Is what your ad promises compelling? Is it meaningful to your audience? If you’re not offering something prospective customers want, they won’t respond. If you’re not sure what prospects want, ASK!! 2. Audience  Are you reaching the people who make the buying decision for your product or service? Many big ticket sales involve buying teams or multiple layers within an organization. Are you reaching everyone you need to? 3. Attention Does your ad have stopping power? Will the intended audience take the time to look? This usually requires the synergy of an arresting visual and a powerful headline.  4. Objectives Are you asking advertising to do what it’s good at? Generating inquiries and creating awareness are reasonable ad objectives. But don’t expect advertising to SELL a product. Good ads set up opportunities to sell. Your sales channel will need to close the deal. Always Remember, Before You Advertise Or Write Anything Ask yourself the following questions: 1. What are you selling 2. What problem does it solve 3. Who are you selling to Page 7 of 8 If you are looking to turf your garden and make your garden the envy of the neighbours, get a great Mates Rates price and service from Michael Prince of Frontrunner Instant Lawns. He will give you his expert advice, and supply you with some of the best turf that is grown for WA conditions. Mick is an expert in his field when it comes to turfing a garden. FRONTRUNNER INSTANT LAWNS: (08) 9537 1261 BEAUTY BY THE BEACH: (08) 9528 3935 Tina and Leanda of Beauty by the Beach have come on board, and are offering some fantastic specials for Mates Rates members. They provide a large array of beauty products and services. Present your card and you will get a FREE eyebrow, lip or chin waxing with any other waxing. Present your card on a Monday and you will receive 20% off your total bill! J.M. LAWNMOWERS & CHAINSAWS: (08) 9581 7162   J.M. Sales have been servicing the Peel region for the past 18 years. Owners Gordon and Hazel Heron and their team of skilled technicians have just been awarded the best metro dealer of the year and quite rightly so. With their in house grinding for all types of mowers and chainsaws you can see why they are the holders of this prestigious award. FINISHING TOUCH: 0403 214 702 For a professional car detailing service, you can’t beat Gary Dickman and his team at Finishing Touch Automotive Detailing and Protection Services. If you are selling your car or want to make your car look and feel like new again, then Gary is the man! From vehicle detailing to paint protection, bore stain removal and so much more, Gary is the man! Business Card No No’s (What Not To Do) If you have any contact changes, don’t cross them out and write new ones by hand. Get new cards and chalk it up as a business expense. Don’t even think about putting a sticker over the outdated information. Get new cards. It’s your image we are talking about! Use thicker letters, rather than fine skinny letters. DON’T USE ALL CAPITAL LETTERS, THEY ARE TOO DIFFICULT TO READ! Test the print size on friends who wear reading glasses. If their arms are too short to read your card, enlarge the print size. Don’t use neon card stock, its too hard to read the print. Don’t use too many typefaces, the space is too small for variety. Don’t use script or such fancy fonts as or too hard to read. If you need any help for new business cards give us a call at Mates Rates as we are always happy to help! Where The Word "Stat" Comes From The harried doctor runs into the hospital emergency room yelling something like "I need four ccs of morphine! Stat!" You've no doubt seen dramatic scenes like this many times onscreen - and maybe you wondered what " stat" really means. Well, it means "immediately" –  from the Latin statim. Page 8 of 8 Graham and his team at the George N Dragon tavern in Safety Bay, welcomes all to his restaurant, bottle shop, pub and TAB. With Christmas fast approaching, check out Graham’s great Mates Rates specials. The George N Dragon Tavern also has a function room available at no charge, for Mates Rates members, ideal for that Christmas party! GEORGE N DRAGON TAVERN: (08) 9527 1760 ALL OCCASIONS KARAOKE HIRE: (08) 9582 8504 Bring out the best (or worst) in everyone at your next party with a Karaoke system hired from All Occasions Karaoke in Mandurah. With a simple call, Col or Bob will deliver you a great karaoke system with all the music you will need to get your party going! All systems are easy to operate and are kept in tip top condition, with a great sound system to match. Grant Hammond is the man to see at a one stop shop for all your ceramic tiling needs. Harry Harding Ceramics in Mandurah stock a wide range of ceramic tiles suitable for any home or business. You won’t be disappointed. Grant can also arrange for all your tiling requirements from grouting to fixing and all at a Mates Rates price. HARRY HARDING CERAMICS: (08) 9535 3576 ELECTRODRY WARNBRO: (08) 9593 4338 Leave your carpet cleaning to the professionals. David and Michelle at Electrodry will pre vacuum your carpet, pre stain-treat, dry clean your carpet, then reset the pile. Dry cleaning your carpet can result in more stains being removed than other processes. You will love the results, soft, “walk on” dry carpets ready to use. ROCKINGHAM TOW BARS & TRAILERS: (08) 9527 4551   When you need a trailer, then you need to contact Bryn Savage of Rockingham Tow Bars & Trailers. He and his team stock a large range of good quality tow & roo bars, trailers for sales and hire, also repair & parts are available and all at great Mates Rates prices. Bryn can also manufacture trailers to your specifications. SALVAGE PLUS: (08) 9581 3131 Salvage Plus located in Mandurah is “Big enough to compete, small enough to care,” says Brian Blakemore, owner and operator of Salvage Plus. With a huge range of hardware and building supplies for both in and outside of the home Salvage Plus can supply almost any building product you may need and all at Mates Rates prices.