Business profile: TMQ

TMQ is a Brisbane-based distributor and manufacturer of marine electronics and associated hardware. The business, which now employs 19 staff, was established by Roger Webber in 1974 after coming from a background in maritime communication. TMQ has always been a Queensland company. Roger’s son Bevan Webber said there are distinct advantages of running a marine business based in Queensland.

“It’s a continuing market over the full 12 months, an active boat building area, and infrastructure to ensure costs are kept to a minimum,” said Webber. The company also has a branch in Western Australia.

TMQ manufactures a complete range of autopilot units at its Brisbane premises. About 10 per cent of these autopilots are exported each year. Other products the company distributes include: steering, sounder and sonar, radar, satellite TV and other related products. Its strongest brands include its own autopilots, JRC, Hamilton Jet and Exalto.

Bevan Webber has seen some interesting trends within TMQ’s product line-up with a technology shift to meet an increasing environmental awareness.

“Technology has evolved and people expect more from their purchases, all equipment has followed a technology path – and this has carried over to Marine Electronics,” said Webber.  

“Environmental awareness has led to the creation of conservation policies which are reshaping the use of the vessels; this is changing leisure fishing and also the fishing industry. A short term effect of these policies is a decreased number of vessels in the commercial fishing fleet.”

While the marine industry suffered during 2009, TMQ experienced growth through its core products in 2008 and ‘09.

“We were fortunate enough to have some relatively new agencies that were still experiencing decent growth through increasing product awareness. We ensured that these new agencies were getting their required exposure by our marketing activities in magazines and attendance at major boat shows,” he said.

“On top of our usual core prodsuct sales we also sold Hamilton Jet propulsion units. The jets were chosen over standard propulsion methods due to new environmental policy.”

Webber said sales slowed towards the end of 2009 and the beginning of 2010.

Even so, Webber expects a strong year of growth with TMQ’s new products including Notus net monitoring and Roxann GD. “The growth of these new products should see similar sales in 2010 for TMQ. Overall, new product sales in the marine industry at the moment are slow, however, with the reduction in new product sales we have noticed an increase in repair work. This increase in repair work helps smaller operators get through the ‘tougher’ times,” he said.

Webber said Queensland’s government has been invoking change in the industry through indirect policy changes. New environment changes have shifted the focus of TMQ’s marketing to take advantages of the these changes.

“Some examples of this include the introduction of marine protection zones – this has changed the prawn trawling industry and now requires operators to work smarter, not harder.”

“Another example was the supply of jet propulsion units to allow a ferry company to get dispensation in a go slow zone,” he said.

At a federal level TMQ believes the government offers support to manufacturers with innovation and technology in mind. “If a company is able to stay innovative with his Research & Development there will be a future for them in Australia. In reverse, the Federal Government does not support the export market in any way compared with overseas government.”

“To promote a product overseas is an expensive exercise where we get minimal assistance. Australian manufacturers need to export to get the volume and stay competitive on a world stage,” said Webber.