Business Transformation for Growth
Grant Rockman
CFO
M G Kailis Group
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MG KAILIS GROUP OF COMPANIES
Business Transformation Growth
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MG Kailis Group History
•
Established by the late Michael George Kailis by selling his wife’s car
•
In 1967 Michael convinced three Cray fishermen in Dongara to convert their
vessels to Prawn vessels to experiment with Prawning off the Exmouth
Coast, WA
•
In the 70’s we developed the ‘K Class’ fishing vessels and built over 100
vessels
•
With our Prawn infrastructure we developed the Pearl Production business
off the coast of Broome, - became second largest pearl producer.
•
In early 2000’s developed the Tropical Rock Lobster Industry in Cairns
Business Transformation Growth
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Prawning in 1967 in Exmouth
Business Transformation Growth
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Prawning today in Exmouth
Business Transformation Growth
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Balance Scorecard Strategy Map – Seafood Business
Business Transformation Growth
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Objective: Raise Fish Trawl Productivity
Project: A Data Driven Targeted Fishing Strategy
Challenge
• Traditional fishing
methods:
• hours can be
wasted, fish in areas
at wrong times,
fishing by markers
• There is no controlled
alignment between
fish caught and
market demand.
• Retailers now award
supply contracts
based on specie
Business Transformation Growth
Solution
 move to a ‘Targeted
Fishing Strategy’ to
reduce fuel cost, person
exertion, increase catch
rate and target specific
species.
 Requires a
transformational process
involving: vessel
technologies, business
analytics, and industry
based data scientist and
data warehouse support.
Results
In operating two different
vessels for 6 months, one
using the traditional
methods and the other
using data driven method
we achieved:

A catch rate
improvement of
over 30%.

A profit
improvement of
over $400k
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Fish Trawl Hours Utilisation Report by Area
Business Transformation Growth
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Objective: Optimise Ship Repair & Maintenance Staff Utilisation
Project: Data Driven Trade and Project Management
Challenge
• Workforce Requirements
are project based and
highly seasonal
• Trade requirements are
highly variable dependent
on the project
• Short range pipeline
visibility
Business Transformation Growth
Solution
 Employee key staff, and
transform 60% of
workforce as project
based contractors
 Use business analytics to
review and monitor
utalisation by trade daily
 Use historical data to
forecast future labour
requirements
Results
 An increase in utalisation
by 5%
 significant pipeline growth
from being able to rapidly
scale quality labour
aligned to project
requirements.
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Kailis Marine
Business Transformation Growth
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Kailis Australian Pearls
Business Transformation Growth
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Objective:Increase
Increase‘Number
‘Numberof
ofDoors’
Doors’Selling
selling Kailis
Kailis Jewellery
Jewellery
Objective:
Project: Integrate Business Analytics into MRP Process
Challenge
• Luxury jewellery requires
a tactile experience
• Excess slow moving
inventory freezes the flow
of working capital
• MRP process did not
integrate inventory ‘sold’
to retail and wholesale
channel
Business Transformation Growth
Solution
 Utilisation of business
analytics to incorporate
inventory ‘sold’ by
production by held in a
Retailer’s inventory
 Development of Vendor
and enhanced
consignment model to
increase physical
inventory exposed to the
end customer
Results
 Growth in wholesale
channel footprint
 Removal of bottleneck of
slow moving items held
with stockists
 Improved efficiency in
working capital
management
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