Posted by martinparry on October 5, 2010 under Business Planning, Marketing, Sales, SME News, Start Ups, Strategic Planning | 
20 Years of marketing management in such corporate giants as Rover Group, AT&T and ntl: taught me little about the marketing and development needs of SMEs. The objectives and imperatives of such companies are light years away from the focus and immediacy displayed by small companies who rarely have a clear view of their objectives and strategies preferring to move forward on a day to day basis. This lack of clarity and simplicity however was not totally new to me. Before my marketing career among the corporate giants I had owned and managed business within the Travel, Leisure and Computer Services sectors and was very aware for the need to generate profitable sales at minimum investment in cash and time based on clear and simple objectives.
The size of business and market sector however has little impact on the essential truths of business marketing. All need to deliver the right products competitively but profitably priced; backed up by effective promotion and communication and supported by everyone in the business to deliver the best possible customer service and positive messages. It is therefore vital to remember that marketing is not the responsibility of a single part of the business tasked with generating enquiries. Marketing, like quality, is the responsibility of everyone. There is no point in investing thousands of pounds in websites, brochures and advertising if the installation engineers are scruffy and unhelpful!
This holistic marketing approach is reflected in a number of projects on which I have worked. The first example is a business that imported and distributed electric and woodworking tools to hobby modellers. Distributing via a team of sales agents to the retail industry my client had a respectable and profitable turnover of circa £3m. Family owned, the problem was that the business was not thriving. It hadn’t grown in years and chairman dad wanted to retire and was pressuring CEO son to deliver the growth that would enable him to do so.
The whole business was flabby! Dispatch from the warehouse was slow; sales unremarkable; too many customers buying too little. The company lacked direction, strategy and meaningful targets. Working with the board we undertook a complete review of the business resulting in a re-organisation of the sales team; a sharp knife taken to the retail customers cutting out those who failed to reach sales targets, focussing on those willing to respond positively to a new retail incentive scheme. As far as delivery was concerned, we invested in the distribution centre reducing average dispatch from 5 days to 1 thus allowing us to improve customer service; speed invoicing and improve cash flow by cutting stock and debtor days. All this activity was underpinned the identification of management criteria and reporting available at management meetings and ensured that senior management took responsibility for their delivery.
As a result sales revenue grew; profitability improved and morale throughout business recovered rapidly. Since the completion of this project the business has been successfully sold for a good sum; dad has retired and son is a senior director of the new expanded business.
A second project involved a larger business, circa £10m revenue working in motor components. They manufactured suspension systems for manufacturers like GM, Land Rover and Scania. Their problem was simply despite having a number of successful product lines they had identified a product gap during 2011 – 2012 and wanted to develop a product to fill it. The excellent management team had discussed this on several occasions but had failed to agree. And it is true to say that my suggestion to ask the staff was met with a degree of scepticism. However I was given a team made up of machine operators and junior supervisors and we set to work.
Our task was to make new product recommendations that would make maximum use of existing skills and resources within the company. Three days was spent brainstorming the project and undertaking detailed SWOT and PEST examinations of each idea put forward. After hard work from all involved I was given 10 product ideas to put to the leadership team. Of these, three were adopted by the business for initial development and my team were asked to be heavily involved in programmes that ultimately delivered two new and profitable products for the business.
My purpose in selecting these two case studies for discussion was simply to demonstrate the truism that marketing is not websites, brochures or social networking. Marketing works at a strategic level within businesses to deliver high quality, profitable products and services by a trained and motivated team of people led by those who have a clear commitment to the company’s objectives. Lack of sales is often blamed on the web site or the sales manager. As advisors and consultants we should be prepared to look much deeper than that!
Sc: martin.parry@mgba.co.uk
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Posted by martinparry on June 23, 2010 under Business Planning, HR, SME News |
The coming months are set to be a crucial time for the education and training landscape. As the new government finds its feet, the initial signs are very encouraging and indicate a continuing commitment to the value of apprenticeships in the workplace.
In May the CBI/EDI Education and Skills Survey was published which asked over 600 UK employers to give their priorities for the new government. Ensuring young people are equipped with the employability skills they need to succeed in the workplace was top of the wish list for 70% of those polled. The survey also showed continuing enthusiasm among employers for providing apprenticeships, with 54% currently offering them and another 14% hoping to get involved in the coming months. Despite all the upheaval of the past 18 months, employers still know a good thing when they see it.
Under current economic conditions, employers need to ensure they have a steady stream of skilled employees to help them meet the demands of their customers; apprenticeships can play a vital role in sustaining this flow. Investment in apprenticeships not only increases the skills base of a company, it has a direct impact on the bottom line. According to statistics published by the National Apprenticeship Service (NAS), 80% of apprentice employers said they noticed a significant increase in productivity when employing apprentices.
EDI works in partnership with employers, further education colleges and private training providers to award a wide range of vocational qualifications, including apprenticeships. We’re committed to maintaining the highest standards for these vocational qualifications to ensure they offer a robust alternative to more traditional academic routes.
This year we’re once again sponsoring the Apprentice of the Year category at the National Apprenticeship Awards, our way of celebrating the valuable contribution of apprentices from across the country and the commitment of the organisations that employ them.
With over 190 different apprenticeship programmes now available, there is scope for employers of all types and size to get involved. As well as programmes in the traditional trades of carpentry and plumbing, apprenticeships are now offered in new areas such as creative and cultural, information technology and retail.
In terms of the training apprentices receive, I would argue that the mixture of practical experience and theoretical knowledge required by all apprentices to complete their qualification is exactly what modern businesses need in order to meet the challenges of tomorrow. While it is important to learn the theory of something it is also essential that this learning can be applied practically. We are in danger of restricting the potential of those who learn better in a more practical setting. Apprenticeships are not the easy way out for people with poor academic records. They are challenging programmes that present a different route to success for individuals looking to reach their potential in the world of work.
I would challenge the 32% of employers we surveyed who don’t yet have an apprentice on board, or aren’t yet contemplating hiring one, to find out what they’re missing. And I can vouch for the benefits; EDI has three apprentices and is currently recruiting more.
If you want to learn more about hiring an apprentice for your business go to www.apprenticeships.org.uk.
Sc: Chris Bolton, Director of External Relations, EDI
Sc: www.ediplc.com/news www.ukba.co.uk
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Posted by martinparry on June 20, 2010 under Business Planning, Finance, SME News, Start Ups |
New businesses set up by graduate entrepreneurs are giving the economy a significant boost, it has been claimed.
The statement came from the National Council for Graduate Entrepreneurship (NCGE) which has just published the results of a study into the impact of its graduate programmes.
The organisation, which was set up six years ago, currently supports 3,550 graduate businesses, works with 90 universities cialis on lineand has received £2.25m in funding from organisations such as Barclays, Microsoft and HSBC.
“Over 80% of new, growth companies are set up by graduates,” said Ian Robertson, chief executive of NCGE.
“At this critical time for our economy we need to improve the environment for wealth creation and build a closer, more productive relationship between business and universities.”
Jonathan Lloyd started Falling Pixel while studying at Portsmouth University in 2006 and has taken part in the NCGE’s Flying Start programme. His turnover has doubled year-on-year since launch and he’s predicting the same growth for the year ahead.
Lloyd received a £1,000 grant and visited the USA as part of a fellowship programme where he met with Google’s chief executive Eric Schmidt.
He said: “I first found out about NCGE’s Flying Start Programme when I went along to a rally they were organising in Reading. There I got some fantastic start-up advice and help on developing a business plan to help get me going.”
For more information on the NCGE visit www.ngce.com
Sc: www.startups.co.uk www.ukba.co.uk
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Posted by martinparry on June 18, 2010 under Banks, Business Planning, Finance |
A quarter of all small businesses are unhappy with the support offered by their high street bank, a new report suggests.
The research by the Federation of Small Businesses (FSB) found over a million small business owners have expressed dissatisfaction with their bank over the past year.
The level of unhappiness with bank service directly corresponds to the number of different bank managers business owners have to deal with, the report found.
Over a quarter of those who have dealt with two bank managers over the past year expressed dissatisfaction but the figure increased to 52% for those who had dealt with three bank managers and 70% for five.
Some 26% of respondents said a good relationship with their bank manager was one of the most important factors for choosing a bank. Other factors cited were the convenience of the branch location and the competitiveness of the account package, both cited by nearly a third of respondents.
The FSB is now calling for a Post Bank, which utilises the Post Office network, to be established. The lobby group believes this would provide a ‘local and trusted’ option for small business owners as well as increasing competition in the sector.
Sc: www.ukba.co.uk
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Posted by martinparry on June 16, 2010 under Business Planning, Fleet Vehicles, SME News |
Paul Barker writing in Business Car warns that fleets are increasingly concerned about the viability of electric vehicles, with three-quarters of large businesses worried about the number of recharging points, according to research from leasing and fuel management expert Arval.
Arval head of market analysis and BusinessCar blogger Mike Waters said the industry is uncomfortable with the lack of clear direction from the Government. “The market is asking for clarity in terms of the coalition position in this crucial area both now and over the longer term,” said Waters. “There are potentially worrying parallels to the LPG debate in the 1990s; there was a lot of positive noise made about the technology, but no infrastructure was ever fully supported in the UK, unlike in Europe.”
Among larger fleets, only 30% of those surveyed had plans to add EVs, compared with 61% opting for hybrids, and for SME operations only 12% are considering EVs compared with 26% looking at hybrids.
More information: http://www.businesscar.co.uk/story.asp?sectioncode=7&storycode=6148&c=2&theme=0
Sc: http://www.businesscar.co.uk
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Posted by martinparry on June 13, 2010 under Business Planning, Marketing, Sales, SME News, Social Networking |
| Social networking is not a new phenomenon. It has been used as a business marketing tool to develop tighter customer relationships and spread brand awareness but it also has the ability to directly impact on a company’s profits. In June of last year Dell announced $3 million in revenue from using Twitter. This success was not immediate and 18 months after launching on twitter the revenue stood at $1 million. Once their following was established the revenue continued to build more quickly. It is not only large companies that are using this medium successfully. Many smaller businesses have found great success marketing in this environment where the main investment is that of time rather than cash.There are now so many websites that give you the option to become a Fan of their Facebook page. So how could this work for you? The way these tools are used is going to vary massively by your business area and the clients you work with. The key to success seems to be providing value and interest to the clients you interact with. Offering exclusive discounts, valuable information, details of up coming events, photos, videos etc. Links to these sites can be promoted on email footers, in store, on websites or business cards. |
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| Many companies are now using Facebook, Twitter, My Space, You Tube or other business focused websites such as Linked In as marketing tools. Do you know if your competitors are marketing in this way already? Do your clients use social networking as part of their marketing approach? In today’s business world there are relatively few opportunities for free marketing. Social networking sites are an area where this opportunity still currently exists and where some companies have found great success. It could be well worth investigating!Sc: www.wallacestein.co.uk
Sc: www.ukba.co.uk |
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Posted by martinparry on May 26, 2010 under Business Planning, Finance, Grants, Loans, Resources, SME News, Start Ups, Strategic Planning |
According to an article in Regen.net The Treasury has announced that England’s regional development agencies will have to save £270 million in the current financial year through “ending lower value spending”.
Setting out how the coalition government intends to save £6.2 billion in 2010/11, chief secretary to the Treasury David Laws said that RDAs will “have to cut back on spending which has the lowest economic impact”.
A document published by the Treasury following the announcement said that the budget for the RDAs would have to provide £270 million of savings in 2010/11 “from ending lower value spending”.
Laws said: “Tough decisions are being made … Quangos across government will have to make major savings in their budgets.”
A spokeswoman for the Department for Business, Innovation and Skills said that no decisions had been made yet on how the cuts would be spread across England’s nine RDAs.
But speaking in Warrington last week, new business secretary Vince Cable picked out the South-East England Development Agency (Seeda) and the East of England Development Agency (Eeda) as examples of RDAs whose existence is hard to justify.
Cable was quoted by the Financial Times as saying: “It is very difficult to see the justification for RDAs in the South-East and East, prosperous regions with a large private sector.
“There are areas like the North-West, Yorkshire and the West Midlands, where there are really serious structural problems and there seems to be a broad agreement with local businesses that the RDAs are doing a good job.”
Sc: www.regen.net Sc: www.ukba.co.uk
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Posted by martinparry on May 18, 2010 under Business Planning, SME News |
According to Cobweb, The new coalition government has wasted no time in announcing its plans for the next parliament. But what proposals will be put forward to help, or even hinder, businesses when the Queen officially opens parliament on 25 May? And how successfully will the coalition parties be able to work together for the benefit of the economy? Click here to get the views of Cobweb News .
http://www.cobwebinfo.com/site/article_detail/item13747/?link_466=13747
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Posted by martinparry on under Banks, Business Planning, Finance, Grants, Loans, SME News |
Do you or your clients need funding for their business? Business Link West Midlands “Finance for Business Consultancy” grants are now available to help with applications for the following activities (a) Work on grant applications such as GBI or GRD (b) Assistance with the development of a business plan as part of a fund raising project. (c) Charges levied by business finance consultancies in support of their work on fund raising projects. The average contribution to consultancy fees £2,500 ex vat (50% of project cost). If you would like to know more email martin.parry@mgba.co.uk
Sc: www.mgba.co.uk www.ukba.co.uk
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Posted by martinparry on May 17, 2010 under Banks, Business Planning, Finance, Loans, SME News |
According to Midlands Business Insider, a key indicator of the strength of the regional economy has revealed that the number of businesses insolvencies in the Midlands has dropped. Nottingham-based research company Experian’s latest insolvency index shows a year-on-year fall in the number of businesses going under in April. The East Midlands was the UK region showing most improvement, with an insolvency rate of 0.11 per cent in April 2010 compared to 0.15 per cent in April 2009. Some 116 companies went under in the East Midlands in April compared to 166 the previous year. In the West Midlands there were 194 insolvencies in April compared to 253 12 months earlier. But Rolf Hickmann, managing director of pH, an Experian company, warned that it continues to be vital for businesses to understand the circumstances of those they are doing business with and the risks to which they could expose their company. “It is easier for the smallest businesses, with just one or two employees, to make adjustments to their operations and pull in the reins when times are challenging. For the largest business, there is the flexibility that comes with economies of scale. Mid-sized businesses do not typically have the luxury of either of these benefits,” he said.
Sc: Midlands Business Insider and http://www.ukba.co.uk
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Posted by martinparry on May 12, 2010 under Business Planning, SME News, Strategic Planning |
Last month EnterQuest carried out its latest subscriber survey of small business owners to identify the issues that are causing the most concern in the year ahead, irrespective of which party will form a new government. We also asked for views about business owners’ own abilities and weaknesses, where they might require support, and who they preferred to turn to for help and advice.
Survey participants were mainly service-based enterprises with between one and nine employees in a wide range of sectors and professions ranging from design, consultancy, tourism, cleaning, training, crafts, security, advertising, childcare, IT, complementary therapy, catering and retail.
The headline results reveal that business owners are most concerned about tax, business rates, red tape and business costs – with 80% of respondents saying they were quite concerned or very concerned about each of those particular issues. Respondents were least concerned about finding skilled/qualified staff and IT/technology issues. The weakest reported skill was in sales and marketing, with one in three business owners saying they were quite weak or very weak in this area.
For more details about this survey, click here
Sc: Cobweb Infornation for Business Sc: www.ukba.co.uk
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Posted by martinparry on May 5, 2010 under Business Planning, Marketing, Sales, SME News, Social Networking |
UKBA regional operator MGBA, based in the Midlands opened it’s summer marketing season with the first of a series of Food For Thought Dnners. This one, hosted by Hogarths Hotel, in Dorridge, was a great night. Twelve regional business leaders from around the region debated some of the key issues facing business leaders at the present. “Excellent, I would definitely come again” said Barron Laight of Academe Properties.
The next Food For Thought Dinner is to take place in Leamington Spa on 27th May. If you would like to know more email martin.parry@mgba.co.uk
Sc: MGBA
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Posted by martinparry on under Marketing, Sales, SME News, Social Networking |
Yahoo Answers — by far the largest answer search engine on the web —says it passed the one billion answer mark within the past week. In today’s announcement, Yahoo has also shared several other interesting stats about the Q&A service, for example: Yahoo! Answers currently receives 823,966 questions and answers per day.
Also last December, Yahoo announced Answers has more than 200 million users around the world, with 350,000 new visitors per day.
Today’s Location Alliance Bank, N.a. post says Yahoo answers is “available in 9 languages across 21 countries.” But back in October, a Yahoo blog post said the service was “available in 26 markets and 12 languages.” Which is it I wonder.
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Posted by martinparry on March 31, 2010 under Business Planning, Finance, Marketing, Operations, SME News, Social Networking |
The UKBA group in the Midlands(MGBA) are launching a season of
The Board Room
dinners for business leaders in the region. The events will offer an opportunity for entrepeneurs to get together in relaxed civilised surrounding and thrash out problems and issues that affect them all. The first dinner will take place at Hogarth’s Hotel and Restaurant on 27th April 2010.
Invitations are being sent out over the next few days and MGBA are looking forward to hosting a fascinating evening of debate, discussion and hopefully, some answers to the challenging questions and issues before the business community today.
Any business owners and leaders who would like to join MGBA on the night or would like details of future events email martin.parry@mgba.co.uk
Sc: MGBA, Midlands Group Business Advisors
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Posted by martinparry on March 15, 2010 under Business Planning, Operations, SME News |
The final plans for changing the way new electricity generation is connected to the UK’s power grid were published for consultation today by Energy and Climate Change Minister David Kidney.
The plans, called Connect and Manage, will clear the way for renewable energy projects such as wind farms to connect to the grid in time to meet the 2020 renewable energy targets.
David Kidney said: “Access to the electricity grid has been one of the key barriers to the generation of renewable energy in this country. There is currently around 78 gigawatts of prospective new generation capacity – some 160 projects – that are waiting to be connected to the grid, including over 19 gigawatts from renewable sources.
Connect and Manage will enable new generators to connect to the electricity transmission network and start generating as soon as their local connection has been built, without having to wait for wider network reinforcement to be completed.
National Grid then manages the increased constraints on the network as more generation is connected before the completion of wider reinforcement work. Under the proposals, these additional constraint costs are socialised equally across all generators and suppliers in a way that supports new generators.
Sc: DECC
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Posted by martinparry on March 12, 2010 under Finance, SME News |
I am told that on Tuesday 6th April Location Anchor Commercial Bank 2010 Royal Mail’s new prices will come into effect as follws:
Key changes
- The 1st Class Letter price will increase to 41p for stamp and meter will remain at 36p.
- The 2nd Class Letter price will increase to 32p for stamp and meter will remain at 25p
- Royal Mail Special Delivery® Next Day will increase by 10p to £5.05 for mail up to 100g
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Posted by martinparry on March 1, 2010 under Finance, Grants, SME News, Training |
The Welsh Assembly Government (WAG) has announced a £15 million business support package to help businesses prepare for the economic upturn. The funding will primarily be used for training and will go toward extending the ProAct programme, which helps employers who are facing difficulties during the downturn. The ProAct programme was due to close at the end of March, but applications are now welcome until the end of June. The skills growth initiative will be in operation from 1 April 2010.
For more on this story go to:
http://wales.gov.uk/news/latest/100211twintrack/?lang=en
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Posted by martinparry on February 25, 2010 under Finance, HR, SME News, Tax |
According to Rachel Burgess of Business Car Magazine plans for workplace parking taxes are emerging across the UK, with York and Exeter city councils first to follow Nottingham’s confirmed scheme by revealing proposals for charging businesses that providing parking for employees.
However, states Rachel, the Forum of Private Business has branded the additional tax burden, intended to cut congestion and reduce carbon emissions, as “unfair, unsustainable and unacceptable”.
“It is an attempt to tax struggling businesses for employing people at a time when we should be facilitating them to take on staff. Instead we are penalising them,” a spokesman told BusinessCar. “It is very much a case of looking for short-term gain at the expense of longer term economic stability.”
Sc: http://businesscar.co.uk
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Posted by admin on February 22, 2010 under Business Planning |
In December 2009 Cobweb carried out its latest survey of UK business advisers to find out their opinions on whether business support policy and delivery should be driven locally, regionally or centrally (ie nationally).
The survey was carried out among subscribers to Cobweb’s BAD News service and 254 individual business advisers participated. Respondents were located across the whole of the UK and were working for (or with) a range of support agencies including regional Business Links, local enterprise agencies, local councils, Chambers of Commerce, RDAs, charities and trade associations, as well as independent business advisers and consultants.
The headline results reveal that only 11% of respondents believe that support policy, strategy and delivery should be driven centrally, with over 80% saying policy should be decided and driven without any central Government influence or control. Almost half of survey respondents were of the opinion that business support should be entirely locally driven, as far from the centre as possible.
Download full report: http://www.cobwebinfo.com/servlet/file/pdf006_complete.pdf?ITEM_ENT_ID=13363&COLLSPEC_ENT_ID=439
Read more: http://www.cobwebinfo.com/site/article_detail/item13346/
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