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International Trade Newsletter Copyright © 2000
Balloons @ WorkTM
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Balloons@Work is produced by Business of Balloons Pty Ltd (ABN 16-076-582-119) in Sydney Australia and published at approved web sites.
Hard copies are not mailed outside of Australia. Readers may print content to use only as trade reference material.
Email:editor@bizballoons.com.au Web Site http://www.bizballoons.com.au Phone: 61- 02 - 98981544 Fax: 61 - 02 - 98981963
Post; Balloons@Work PO Box 6868 Parramatta Business Centre NSW 2150 - AUSTRALIA.Print Publication No PC250R500054
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In This November 2000 Issue
Editorial - Contributing Your Free Time? Pro Tips #39 and #12
Business Owner - What Type Are You? (fun) This Month’s “Fab 4” Web Sites.
When To Sell D.I.Y. Special Effects
Letters To The Editor
Balloons and Horse Racing = Big Business! Good Manners On The Net
10 New Certified Balloon Artists Down Under Did You Know?
Click Here to Download Newsletter (Windows/Zip)
Click Here to Download Newsletter (Mac/Binhex)
 FROM THE EDITOR’S DESK
 G’Day!
During the past month, business for me has been “trying” to say the least. I am not complaining about the workload because I am guilty of accepting far too many
voluntary tasks. I have no one to blame - but myself! Do you ever feel that you are
“obliged” to take on volunteer work , even knowing that it will interfere with your
business commitments? Maybe it’s not balloon related? Volunteer work at the high
school? Work for the homeless? Rotary? Coaching at Little Athletics? Whatever!
It doesn’t matter what type of volunteer work one accepts! The issue in question here is the amount of volunteer work one is expected to accept, or feels obliged to accept. Sure, it makes you feel good to contribute towards volunteer programs! Let’s not forget, someone out there is counting on the work being done! But so does all the work within your business need to be done! Should it take precedence? Should the charity work begin only after a 100% effort has been devoted to your business? Do others have a right to expect your free time? It’s a tough question!
Maybe you and your business can afford for you to be donating your labour to other causes? But is there another price to pay? If you were to seriously injure yourself and become incapacitated for 2-3 months, could your business function without you for that long? Does your body know the difference between paid business stress and the additional stresses applied when on volunteer work duty? Were those chest pains brought on by the paid 50 hours a week? Or was it caused by the 50hrs + the 15 hours a week you do for “love”? I’m not a physician and wouldn’t dare guess. But lately I’ve decided to try a new approach;
Balance is the key! Many of us need mental stimulation or a hobby. That’s why I have written this free industry newsletter for many years. It’s my hobby! It serves a commercial purpose as well. It benefits both my business and the business of our readers. For exercise, I usually play weekly golf and walk for 35 minutes at least 3 days per week. But lately, the golf and the walking have been missing from my routine. Worse still .... I’ve accepted more “volunteer” workload. In hindsight, I now see that it will probably have a detrimental effect on my business if I allow it to continue. My health could suffer. I have introduced an unnecessary risk to our livelihood. But what should I do?
What I have decided to try is clearly set my priorities with attention to my health. Neglecting your health could see your business, your family, your hobby and the charitable work you love, all disappear! Then nobody wins! Our world benefits by having a healthy you! Flick back through the last 6 months of your work diary. Where was your time spent every day of every week? Did your family benefit from you attending the ISES meeting, the QBN Chapter meeting, the Chamber of Commerce, Rotary? How much time do you donate to each cause every month? Are you attending too many monthly meetings? Maybe it’s time to pass the baton and cut back on the amount of volunteer work you (or I) feel obiged to accept? Priorities!
Don Dixon CBA email:- editor@bizballoons.com.au
WHAT TYPE OF SMALL BUSINESS OWNER ARE YOU?
A bit of light hearted fun for our readers. Does your management style fit any of these famous character traits. Got any you’d like to add? If we like them, we’ll publish some in next month’s issue.
The Howard Hughs. A brilliant man turned recluse! Avoids contact with fellow decorators and retailers. Doesn’t join industry associations, the QBN or attend conventions without a disguise and never seems to have his business card on him. Inflates in a workshop without windows and has an unlisted business number in the Yellow Pages. Thinks the world wide web is “Big Brother” gone mad!
The Kramer. Innovative? Big on ideas - short on delivery! Often drops in unannounced. A lovable character with a unique appearance. Very few really know what he actually does do to earn a living. But wait, look at the big picture .......... what would the show be without a Kramer?
The Spy Vs Spy. Paranoid Plus!!! Thinks everyone is out to trick or con her. Uses multiple suppliers to conceal purchasing patterns and possible turnover. Spends more time kissing up and finding out what the competition is up to, than actually decorating. Registers 5 business names and 9 email addresses. There’s always a hidden agenda! Or is there? Who want’s to know? Where are they from? Are they a threat?
The James Cameron. King of the world! Methodical with attention to every minor detail. Winning the Oscar and the respect of his peers is paramount. The best vehicle, best marketing, best studio, the very best product and best staff. The director of talent and a business enterprise! He knows who really admires him and his work - those with the knives - and those who yearn to see his next movie is a flop.
The Scrooge. Who’s driving a delivery van built before Noah wore long pants? Who switches helium and balloon suppliers on a weekly basis chasing specials? Still owns and uses the first wooden prototype regulator? Staff must inflate 260s by mouth or share the company engraved hand pump. All advertising is a rip off! Phones suppliers that he doesn’t buy from every January and asks for a free diary or calendar.
 The Fran Drescher. Queen of stretching the truth and embellishing the facts. Always has decor work with an unlimited budget. Tells her competitors how she manipulates balloon reps to give her 75% off list price. Actually believes the “Images” reproduced on her web pages are her work.
The O.J. The venue staff conspired against me. The cheque’s in the mail. My Bronco broke down. Suppliers let me down. Go ahead and sue, I’m broke! I swear it’s true! Must have been a bad batch from the factory. I was out of town on a big deco job that day. We won that bid fair and square! Why won’t you believe me?
The Bobby Ewing. Mr Goody-2-Shoes. Honest, ethical and hard working. Well dressed, well educated, well mannered and well spoken. The IRS and 60 Minutes are wasting their time on this boy. Believes that all business management skills can be learned in a class room or from a text book. Inherited the family business in ‘98 and has plans to sell it to (or become) a multinational corporation by 2010. Will he be swallowed by the Cliff Barnes helium consortium? Will Pam remain faithful when he works late at night?
Chicago Hope. A community icon with contacts in high places, the location, reputation, top “operators” and the money. The ambulance siren never stops! You’re always fixing a crisis. Your office is like a city hospital ER. Forgot the helium. Short staffed. The computer crashed. The bride changed her colours again! Twelve midnight job strike, not twelve noon - get that van outa here! Meditation and sleep are a cruel myth - right? (pop another Mogadon) Someone answer that phone! Of course we can do a wedding tonight!
The Fonzy. So cool! Nothing upsets me. I’m hardly challenged by such easy work and the “ordinary” competition. What’s all the fuss about? I snap my fingers and customers throw money at me. Sorry! This was a trick! Fonzy is actually every small business owner’s fantasy. Dream on!
What’s A Bubblloon?
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Picture this..... A local church group comes to you wanting table centrepieces. Their
budget is zero. ???? Bubblloons could save the day! Clear plastic dome shapedcontainer with a snap-in cardboard base. There’s a hole in the top to permit you to place an air filled balloon as a “crown”. The neck or tail fixes through a slot in the base. Peanuts!
SEVEN NETWORKING IDEAS
1] Join your local Chamber of Commerce
All members are business people like you. They talk to hundreds of consumers every day. FREE word of mouth advertising. Consumers prefer a personal referal over choosing a Yellow Pages ad.
2] Trade Shows
Similar to Chamber of Commerce benefits but more focused in your market. Introduce yourself to the bridal car company, cake decorators, banquet managers, party supply w’saler.
3] International Special Events Society (ISES) Join a local Chapter. www.ises.com
A special events association. Members here rub shoulders with the “heavies” in the industry. BIG $$ for membership and big rewards providing you are VERY GOOD at what you do. Members tend to subcontract or refer all business leads to fellow members whenever possible.
4]"eballoons.com.au" - Join a relay/wire service.
Like an”Interflora” .... but for the balloon industry. A secure online balloon Business-To-Bussiness network. Consumers can also order direct online. Members earn $ both sending and receiving orders.
5] Qualatex Balloon Network Join a QBN Chapter (local to your state) An international network offering marketing, education and an accreditation program. Contact your local Qualatex Distributor for details or www.qualatex.com
6] Create a mutual buying group or cooperative with other balloon decorators under a single marketing banner. Refer work to each other by geograhic location. Join forces to bid on large projects. WARNING: This is a risky option and can strain business relationships. One must “know” and trust fellow members of such a network. Written agreements reccommended.
7] Balloon Conventions. (National and International)
Amazing how much referal work one picks up from meeting and mixing with their peers & associates.
Editor’s Note: It is my opinion, that networking is one of today’s most valuable marketing tools and skill acquired. In order for networking to benefit your small business, one must “tread the boards” . Contributing, diplomacy, ethics and professional image are of the utmost importance.
PRO TIP #39
When correctly filled, a 16” (40cm) latex balloon, holds around TRIPLE the helium and therefore takes 3 times as long to fill as an 11” (28cm) latex balloon. Are you charging nearly triple the price for 16 over 11 inch inflated balloons? Upsell to 16” ..... but only if your selling price delivers equal or more profit %
FREE CLASSIFIED ADS
We have our whole inventory for sale, from latex, foils, shred, gifts, special effects equipment and a huge super stuffer machine. E-Mail us back if you need anything. Thanks, Theresa.dryw@jvlnet.com
BSA BALLOONS ARE BACK
Business of Balloons in Sydney, expect their first arrival of BSA 28cm (11”) and 12.5cm (5”) latex balloons next month. Some great news! The BSA latex lines will be priced at a considerably lower price point to the Qualatex premium quality latex balloons that we will (of course) continue to carry. The BSA balloons are available in a range of 37 different colours in bags of 100 or 50. So now we are able to offer our customers a clear choice in latex balloon alternatives. Does your current wholesaler offer two levels of quality - two levels of price - two bag sizes - and around 90 different colours in 28cm and 12.5cm latex balloons? Visit our web site. We’ve added the BSA balloons colour chart.www.bizballoons.com.au
BALLOONS AND HORSE RACING = BIG BUSINESS!
* Would you believe that an annual horse race could generate huge (mid week) balloon decor sales throughout a country? It’s true! For more than 100 years, on the 1st Tuesday in November, the Australian public stop whatever they are doing around 2:30pm towatch or listen to the annual running of the 2 mile Melbourne Cup. Most employers provide a TV and put on afternoon tea parties for the staff whilst the race is run. Bars, hotels, sports clubs and restaurants promote Melbourne Cup Breakfast and Melbourne Cup Luncheons to attract patrons with a big screen, betting facilities, plenty of wine & beer and fancy dress competitions. The Qualatex Race Horses Around print is unique to the Australian balloon market and easily outsells every other print design in November. Think of the opportunity that may exist for the Kentucky Derby , or the Grand National in England. The sport of Kings could be the next international niche market for balloon decorators? A multi billion dollar industry!?!? Wouldn’t it be nice to have a piece of that action? One might plan to coincide Ballooniversity or some other balloon convention with the running of the big race in Kentucky? Great new theme! Just a thought?
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Carol Hamilton of Balloon Express in Ontario Canada
rigged a horseshoe sculpture overhead in the centre
of this venue. Fairy lights added the perfect touch of
“class” through the tulle draping to draw the attention
of guests to the sculptured focal point. More lights spiraled within the four corner columns. To clearly
identify the guests of honour, a row of graduated height
Cloud 9s were positioned behind the head table.
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DID YOU KNOW?
Sunday November 12th, Don Dixon offers the class he taught in Las Vegas this year at IBAC 16. His new “The Price Is Right” followed in the afternoon by;“Balloon Drops & Special Effects” Prepare for Christmas and New Year 2001 decor sales. From 9am till midday on Sunday 4th Feb 2001, Sydney Balloon School presents “Balloon Basics & Beginner’s Decor” seminar. This seminar will be followed in the afternoon by “Special Occasion Decorating” - a 3hr class by wedding decor expert, Margaret Walker CBA. Advance bookings only. No payments at the door.
* A high school “prom” Downunder is referred to as a “school formal”. The trend, in recent years, is for the students to have their (no alcohol) school formal at a lavish venue. Then, after midnight it’s off to another less formal (alcohol serving) home, bar, beach or multiple motel rooms for what the students call the “after party” where they all “misbehave” till the sun comes up. My point? An opportunity to sell more balloons. Two venues for the one customer on the same evening. Some kind of “package deal” maybe?
* The next meeting for the Central PA QBN Chapter is scheduled for November 12,2000 at 1:00 at Airheads Balloon Art in Pittsburgh PA. Any questions about the meeting please e-mail privately. Directions can be found at Directions@Airheadsballoonart.com. If you still have your questionnaires and would like to become a member please mail it back by November 11, 2000. Thanks,
Joelle weddingelegancebyjoelle@hotmail.com
* In the USA, a crew returns to the venue to “strike” the job. In Australia the term is “bump down”. And the term for the table occupied by the guests of honour at a wedding in Britain is the “Top Table”.
* The Balloon Room in Dayton, Ohio (Vandalia) is having an Open House on November 29th. Jan Iiams, Linda Bruce, Linda Squire, and Dave Metsker will be there demonstrating and teaching classes. Best of all, it's free!!! Testing for CBA on November 28th from 10-2 p.m. For more info, call Pioneer Balloon Co.
* Dean Johnson, Network Manager at eballoons, has announced they will be exhibiting at the National Halloween & Party Show in Chicago and at the Australian Balloon Convention in Bendigo Australia in May ‘01.
PRO TIP #41 “Leadership is recognised by action, not position.”
EMAIL MANNERS
* Using all upper case letters (CAPITALS) indicates that you are SHOUTING the message or emphasizing a specific word. It’s considered rude or lazy to SHOUT your entire email.
* If you subscribe to a mailing list via the internet, it’s polite to sign off your emails with the minimum signature of your name and geographical location. The internet is global! .......... Other details are optional.
* If the sender addressed an email to your private email address only, you should not forward their letter in whole, or in part, without first obtaining their permission.
* If you post to a customer list for commercial purposes, the recipients may consider your regular emails as “spam”. Give them the option to easily reply “UNSUBSCRIBE” or “REMOVE” from your mailing list.
* Use spell check or keep a dictionary handy. However, try to be tolerant of bad grammar or spelling. Many less well educated people are embracing the internet to try to improve their skills and their lives. Millions come from non English speaking backgrounds. Once again, remember, the internet is global!
* Think! .... BEFORE you write. Write it, then proof read it. Will the intent be misinterpreted by others?
LETTERS TO THE EDITOR
Don and Dolly,
Your idea of adding the little closing (signature) about saving trees and buying balloons just hit home the other day. My daughter called from her work and was all excited that she and her husband were going to be "bowling for trees" this weekend in downtown Portland. Each pin is worth money to buy and plant trees.
So me and my flip self suggested that she just buy more balloons. This is a girl who is 25 and pretty hip to recycling, the environment, etc. But she very innocently asked why that would make a difference...
A short few sentences about latex and rubber trees and she just stopped a minute, before saying how she had never thought of it that way. She still works for us installing weddings, and yet she had never made the connection between our industry and the ecological ramifications of balloons.
Thought you might be interested in the impact of one person and one question about your "sign off." Thanks from all of us in the balloon industry.
Wynn Bell CBA
Portland, OR - USA
Editor’s Note: I can’t take credit for the slogan. I just suggested balloon decorators should be reminding customers that the latex balloon is an environmental “hero” and not sold as intended fodder for wildlife.
Don,
Re: Sept. 2000 Issue Your articles "The (Green) Writing Was On The Wall" and "Should Wholesalers Sell Direct?" are such a contradiction that I am moved to my very core to implore you to think again about your words "moral obligation", "ethics" and indeed when you calmly and honestly think about it you may well "sleep soundly at night".
It must be recognised Don - we are the bad guys when it comes to the environment and we will be "heroes of the environment" when outdoor releases are banned. As balloonies we have a moral obligation to ban mass outdoor releases for a start. I am a pioneer in the Australian balloon industry. My career path led into event management with balloons still an important component of my work. I have made the decision - morally and ethically - there was no getting around it - no more outside mass releases of helium or air balloons. The balloon industry has a lot to answer for in terms of environmental pollution - It CANNOT continue. It does "matter a hoot" Don. Think about it please and not about a bank balance.
Dianne
Melbourne, Australia. (real name and address withheld)
Editor’s Note: The reader had incorrectly assumed that as I also own a wholesale balloon supply company, that we must sell balloons to trade customers for mass releases. We will not! .... even though the bank balance would be slightly higher every year if we did. I hope other readers didn’t think the same as Dianne.
OUR NOVEMBER “FAB 4” WEB SITES
www.balloonsbyjeanne.com An easy to follow, user friendly, web site. Jeanne has featured some lovely centrepieces and decor.
www.howstuffworks.com A treasure find! Easy to understand explanation of the “physics” of helium. What is helium? Where does it come from? Why does a balloon float? Interesting!
www.zibi.com Web site of Swiss based Zibi Balloon Accessories. Site can be viewed in German or English. Check out all their inflation equipment, sealers, balloon weights and more.
www.abcballoons.com.au A quiet achiever? Well, this balloon retailer and decorator has achieved what many of us would like to do. Create a web site that is informative, pleasant to look at, and makes you want to click over to view all the pages. Not spectacular ..... but very practical!
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10 NEW CBAs DOWN UNDER
CONGRATULATIONS to the following newly accredited “Certified Balloon Artists”:-
Cheryl Lavender CBA of Celebrating - NSW Australia Dean Johnson CBA of Celebrating - NSW Australia
Bettina Dixon CBA of Celebrating - NSW Australia Johnathon Worsley CBA of MAW-FX - NSW Australia
Amanda Cashell CBA of Balloons & Blooms - NSW Australia Peter Nikolas CBA of The Party People Shop - NSW Australia
Heather O’Flaherty CBA and Michael O’Flaherty CBA of Pizzazz Special Events - QLD Australia
Phil Connor CBA of Balloon Concepts - NSW Australia Andrew Flook CBA of Top Notch Balloons - VIC Australia
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When Johnathon Worsley CBA was asked how he felt
after the 4 hour CBA practical exam he replied,
“I’m udderly exhausted!”
“Certified Balloon Artist” is still the ONLY balloon industry accreditation of knowledge and skills, recognized world wide by both balloon professionals and their customers. Have you earned the respect of your peers, your customers and the personal sense of accomplishment in your chosen profession? It’s well worth the effort! QBN video tapes and education material is available at sales@bizballoons.com.au
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WHEN TO SELL DO-IT-YOURSELF SPECIAL EFFECTS & DECOR
Picture this! You have a full book of decor jobs for the weekend and a regular customer calls on Wednesday to order a mini balloon drop for little Jennifer’s 6th birthday party on the weekend. Or what if a regular customer wanted a single exploding balloon effect at a venue 30 kilometers out of your way this weekend?
Refusing either job could lose you a regular customer’s (bigger) decor work in future. Taking the job will over commit your resources. It’s unwise to send your regular customers to your competition. So????
What you do is tell the regular customer that even though they have given you very little notice .... and you have a full book of decorating this weekend ..... you can STILL cater to their needs. Because they are a regular customer, you will provide everything they need except the rigging. Because you can’t deliver and rig the balloon drop (or suspend the 3ft exploding balloon) you will only charge them for the materials they need to purchase from you. Naturally, Jennifer’s Mum thinks you are an angel! How nice of you!
Make sure that what you supply IS NOT suitable or can be adapted to large scale functions. You don’t want Jennifer’s Mum doing wedding decor in future. This is the ideal situation to sell a drop bag designed for a low ceiling. A hang-sell Balloon Drop Kit for 30 or 100 x 9” balloons. Perfect for children’s parties! For the single exploder .... you stuff the 3ft latex with 5” balloons and confetti on Friday morning using your stuffing machine. Deflate the 3ft balloon and wrap a broom stick in pretty ribbon with a pin on one end. “Loan” Jennifer’s Mum an electric air inflator to reinflate the “embryo’ when she gets home. RESULT: Another sale - another happy customer!
 CONTRIBUTIONS
If you’d like to contribute a tip, a photo, some news
announce a new product to the balloon industry ... Contact Don Dixon
dond@bizballoons.com.au The next issue of Balloons@Work will be
posted in the first week of December. Deadline for copy is Nov 21st.
Order any product shown in Balloons@Work at; sales@bizballoons.com.au
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