2012 – ARE YOU READY?

If only we had a crystal ball, we would make all the right decisions. Although they say 'learning from our mistakes makes us stronger'!

Business in the current market is challenging. The past three years have seen some real curve balls; natural disasters, poor world economies and a new government with new policies. If only we could predict how that would affect us!

In reality there is no crystal ball, we all do our very best making decisions, second guessing and allowing for what 'may' happen. One thing is for sure, we can't sit in neutral when making decisions to grow or maintain business. Doing nothing will ultimately lead to going backwards.

I have been reading an interesting book over the break called "The Art of Being Chosen" by Martin Butler. It's an insight into the best retailers around the world and what makes them successful. I also spent time looking at the trends that I think we need to be across for 2012 and beyond. I do this towards the end of the year as I am working on our company 'kick-off' which is a full staff day dedicated to training, reviewing trends and releasing our initiatives for the year ahead. Given this is the first newsletter for the year I thought I would share some of the trends I think will be important and some insights from the book that may help you focus. The focus for us all is ultimately maintaining and increasing sales .

The following are areas that seem to come up as worldwide trends that companies see as important – they are in no particular order:

Results
Companies and consumers are looking for results not solutions. With the changing way we communicate through technology it's all become so instant, our expectations are based around quick results, not packaged long term solutions. That said, my personal view is in order to have a long term relationship being able to demonstrate that you are solution-based company is still important.

Benefits not features
Tied to results is the underlying message of the benefits rather than features. We are all too busy so cut to the chase, sell benefits first, features second.

Rethink incentives
Every day of the week it seems retailers are having a sale; no need to wait for end of year or mid-year clearance, the selling period has become so diluted. Look at what the differentiation for you might be rather than discounting; maybe it's the education/service back up. Maybe you could have a loyalty program, value add offer or promotion.

Social media
It just gets bigger and plays such an important part in businesses. 2012 will see greater attention to integrating social media into everything we do. It is fast becoming businesses most important sales, marketing and PR forum. You can't do this half baked it needs be a well planned program.

Be a leader not a follower
It's time to invest. To be a sales leader you need to develop your staff and product/service lines. The differentiator in the market place will be companies who take the lead, act bold, back themselves and back up what they say they will do. The "me too" position won't ensure your position within the market.

CRM
One of the most valuable assets is our database and the ongoing communication we have with our clients. This year customer loyalty through a CRM strategy will become increasingly important.

Be personal: telephone/face to face
How easy is it to send an email rather than pick up the telephone? It's interesting seeing the difference between companies who meet face to face and use the telephone to talk things through rather than an email. Email is great however face to face contact cannot be replaced; the feedback, the gestures, engagement, the tone all lead to a greater understanding of the clientele and develops the relationship.

Referring back to the book "The Art of Being Chosen" the interesting thing is that all the ideas are case studies of major retailers from around the world. They raise issues they have had and review practical solutions they implemented to challenges faced.

The major headings which the contents are built on are:

Being Chosen
Trust
People
Visionary Thinking
Ideas
Being Different

I found the headings provide a great framework to review what we are doing for each and provides a great checklist for all companies to review over the year ahead.

IN A NUT SHELL:

I hope the above gives some insights and stimulates some thoughts for 2012. We here are ramping up to take advantage of all the opportunities in the event calendar and see our glass as half full, not half empty.

I hope 2012 is great one for you and look forward to seeing you on the floor.


2012 – ARE YOU READY? If only we had a crystal ball, we would make all the right decisions. Although they say 'learning from our mistakes makes us stronger'! Business in the current market is challenging. The past three years have seen some real curve balls; natural disasters, poor world economies and a new government with new policies. If only we could predict how that would affect us! In reality there is no crystal ball, we all do our very best making decisions, second guessing and allowing for what 'may' happen. One thing is for sure, we can't sit in neutral when making decisions to grow or maintain business. Doing nothing will ultimately lead to going backwards. I have been reading an interesting book over the break called "The Art of Being Chosen" by Martin Butler. It's an insight into the best retailers around the world and what makes them successful. I also spent time looking at the trends that I think we need to be across for 2012 and beyond. I do this towards the end of the year as I am working on our company 'kick-off' which is a full staff day dedicated to training, reviewing trends and releasing our initiatives for the year ahead. Given this is the first newsletter for the year I thought I would share some of the trends I think will be important and some insights from the book that may help you focus. The focus for us all is ultimately maintaining and increasing sales . The following are areas that seem to come up as worldwide trends that companies see as important – they are in no particular order: Results Companies and consumers are looking for results not solutions. With the changing way we communicate through technology it's all become so instant, our expectations are based around quick results, not packaged long term solutions. That said, my personal view is in order to have a long term relationship being able to demonstrate that you are solution-based company is still important. Benefits not features Tied to results is the underlying message of the benefits rather than features. We are all too busy so cut to the chase, sell benefits first, features second. Rethink incentives Every day of the week it seems retailers are having a sale; no need to wait for end of year or mid-year clearance, the selling period has become so diluted. Look at what the differentiation for you might be rather than discounting; maybe it's the education/service back up. Maybe you could have a loyalty program, value add offer or promotion. Social media It just gets bigger and plays such an important part in businesses. 2012 will see greater attention to integrating social media into everything we do. It is fast becoming businesses most important sales, marketing and PR forum. You can't do this half baked it needs be a well planned program. Be a leader not a follower It's time to invest. To be a sales leader you need to develop your staff and product/service lines. The differentiator in the market place will be companies who take the lead, act bold, back themselves and back up what they say they will do. The "me too" position won't ensure your position within the market. CRM One of the most valuable assets is our database and the ongoing communication we have with our clients. This year customer loyalty through a CRM strategy will become increasingly important. Be personal: telephone/face to face How easy is it to send an email rather than pick up the telephone? It's interesting seeing the difference between companies who meet face to face and use the telephone to talk things through rather than an email. Email is great however face to face contact cannot be replaced; the feedback, the gestures, engagement, the tone all lead to a greater understanding of the clientele and develops the relationship. Referring back to the book "The Art of Being Chosen" the interesting thing is that all the ideas are case studies of major retailers from around the world. They raise issues they have had and review practical solutions they implemented to challenges faced. The major headings which the contents are built on are: Being Chosen Trust People Visionary Thinking Ideas Being Different I found the headings provide a great framework to review what we are doing for each and provides a great checklist for all companies to review over the year ahead. IN A NUT SHELL: I hope the above gives some insights and stimulates some thoughts for 2012. We here are ramping up to take advantage of all the opportunities in the event calendar and see our glass as half full, not half empty. I hope 2012 is great one for you and look forward to seeing you on the floor.		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