Martin Apap

Business Coach

& Facilitator

Introduction

Martin has extensive experience working in residential land development and  construction including detached, medium  density and multi storey dwellings.  Working across a number of critical areas  within a business, Martin has a vast knowledge of operations organisation and design development and what’s required to drive efficiencies and ultimately results.

Experience

  • Experienced business leader

  • Construction professional with Trade and Tertiary Qualifications

Achievements

Business Management

  • Achieved top 3-volume market share position for NSW in FY 2016

  • Increased housing starts from 125 in FY 2004 to 670 in FY 2015

  • Leading role to increase Rawson Homes’ revenue from $14m in FY 2004 to $310m in FY 2016

  • Increased cost-effectiveness by over 25% through implementation of a workflow and quality control system and compliance administration

  • Launched Rawson Projects in late FY 2012. Rawson Projects has a focus on "track build" on either Rawson Communities land or land owned by third party stakeholders. This business grew from a pipeline of just 46 homes to over 1400 homes to be delivered during FY 2016 and FY 2017. In addition to detached dwellings, Rawson Projects participates in the Affordable and Senior Livings Homes sector with a number of stakeholders. This business unit now employs a team of 25 including a General Manager, Project Managers, Construction Manager and support staff.

Staff Development

  • Initiated Building Cadet program in FY 2007, providing a career pathway commencing in Estimating through to a number of departmental teams within the organisation. Result highlights include graduates from the Cadet program that make up an entire Estimating Team, Contracts Administrators and Construction Supervisors. During the 7 years of the program just 2 Cadets (31 employed to date) have left Rawson Homes' employment; both to travel overseas

Civil/Construction Initiatives

  • Determined the most economical and profitable dwelling product selection and retaining wall position on Rawson Community/Rawson Projects’ using preliminary design studies. The result provided outcome advantages in cost, ease of construction and marketability.

  • Improved performance of the Construction Team. Implemented processes and procedures to provide a high accuracy of Pre Construction documentation and developed a training and mentoring program, which included QA documentation.

Design

  • Member of the Innovation Committee.

  • Develop product /spec and to meet future design trends/lot sizes

  • Identify future Display home sites and Design and deliver all Display Homes

  • Network with Developers and Homeworld to secure future DH sites

  • Ensure that designs meet future needs of the business e.g lot sizes

  • Cost Engineering and buildability

  • Ensure designs are priced to meet the target market whilst achieving required margin

Marketing

In partnership with the Marketing Manager, developed the “Real Price” and “Price Hike” position; 

  • Real Price is a genuine Fixed Price – market leading

  • Provides a genuine fixed price list, which includes – all site costs, Basix (Energy Efficiency Rating), service connections.

  • Price Hike raised consumer awareness of the pitfalls of selecting a ‘Base Price Builder”

  • Raised Brand awareness – regarded by many as market leading within the Industry

Sales

Developed Library of construction definitions and photos;

  • Showing examples of site cut/fill

  • Piering, DEB etc

  • Coordinated site tours to demonstrate/explain Site Costs to Sales Consultants

Operations

Developed and implemented workflows for;

  • Sales – TR process - Sugar

  • Pre Con process - OSC

  • Construction and Warranty process – OSC

Policies & Processes

Integration of policies and processes between 5 unique Business Units;

  • ACT, CNSW, HUN and SYD aligned with some variation to accommodate regional requirements, such as varying DCP’s for specific LGA, DV06 in ACT, Estate Guidelines

  • PRO – adapted a Project Home model to accommodate a semi commercial business unit

Finance

Develop Business Plans and yearly Financial plans in conjunction with CFO;

  • Guide and assist BU GM’s to develop yearly budgets for Sales, Starts, Margin & EBIT

  • Monitor and report on BAT, BAS and FNC margin for ALL BU

  • Work closely with the Finance Team to proactively manage Fin performance of ALL BU

Customer Service

Led the team to become customer focused and fostered a culture of ownership;

  • Treat others how you wish to be treated

  • Identify the root problem, swim upstream and fix it

  • When we have make a mistake, put your hand up and suggest the remedy

  • The customer belongs to all of us: Beyond the journey

  • Celebrate successes (Testimonials)

Training
Building and Developing and retaining a young enthusiastic Team;

  • Circa 230 staff – over 30% under 30

  • Developed career path for Cadets through to Project Management/Site Managers

Successfully engaged by

  • Rawson Homes

  • Burbank Homes

  • HWB Group

T: 1800 387 246 

E: info@epiphanytraining.com.au

Locations:

Sydney: Suite 4 6 Cowper Wharf Road, Woolloomooloo NSW 2011

Brisbane: Level 54, 111 Eagle Street, Brisbane QLD 4000

Melbourne: Collins Street Tower, 480 Collins Street, Melbourne VIC 3000

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