About one third of customers will take up a special offer linked to their current purchase. How can you package products to include companion sales items to increase the total sales value from the sale transaction?
You can assist your customers or potential customers to make a decision if they can access copies of testimonials from current customers. This will give them some reassurance that your business is selling sound products or services.
People like receiving something for nothing, so why not throw something in that they did not expect to receive. It might be a free product, an invitation to an event or even a "white paper" on a particular subject in which you perceive the customer will be interested.
Have you checked the condition of your packaging when it arrives at a customer's residence/business premises? Is it still attractive? Is the product securely bound? Is the packaging colour conducive to the type of products and market to which you're trying to sell?
If you have been awarded certificates and business awards, display them at your premises because they can convey to customers and potential customers that you are a good corporate citizen and you're interested in quality and service to your clients.
If you have had a good article written about your business, in a newspaper or magazine, reproduce it and send it to your current customers and have it available for potential customers to read. A newspaper article can give your business a "credibility status" which all helps in the value proposition that the customer, or the would-be customer, is trying to form about your business.
Government Grants For SMEs
Commercialisation Australia – Proof Of Concept Grant
Commercialisation Australia has funding for "proving the concept" of an invention or new product, relating to testing the commercial viability of the business, model or idea for a product, process or service. Grants of between $50,000 and $250,000 are available to eligible applicants, with grants being made, on a 50% subsidy basis, for eligible expenditure for the Proof of Concept Project. Applicants for Proof of Concept Grants can include:
- A company which has a turnover of $10 million or less in each of the three preceding years.
- Researchers, who are eligible to apply through their Australian University Commercialisation Office.
- Individuals who may apply through an Eligible Partner Entity. (An Eligible Partner Entity is a body corporate whose primary purpose is to assist individuals or companies in commercialising their ideas or research. It could be a business incubator). An applicant must have ownership or legal access to the beneficial use of any intellectual property necessary to carry out and/or commercialise the project.
Proof of Concept funding does not include Research and Development.
To successfully apply for a grant under the Proof of Concept category, the entrepreneur must have concluded their basic research.
If you are interested in obtaining additional information on the operation of the Commercialisation Australia Proof Of Concept Grant please contact us.
Questions within a Business Plan Questionnaire, relating to legal advisors could include:
- Does the business have a commercial solicitor from whom it seeks advice on legal matters as they affect the operation of the business?
- Have you advised your solicitor to keep you informed of changes in the law which affect your type of business e.g. Personal Property Security Register requirements?
- There were major amendments to Workplace Health and Safety Laws in January 2012. Have you asked your solicitor to review your position?
- Do you consult your solicitor for an annual legal check up on your business which could include:
- a review of the conditions of trade;
- a review of introductory letters to new customers;
- complying with the requirements of Fair Work Australia;
- a review of letters being used on any disciplinary matters with staff;
- a review of employment contracts;
- a review of Trade Practices Laws on your business;
- a review of Consumer Laws that might affect your business operation; and
- a review of any unconscionable conduct matters affecting your business instigated by larger businesses.
There are many other matters that can be reviewed with a commercial solicitor to ensure that your business remains within the law. Next month we will consider Public Relations.
Business Plans – Why Prepare?
Business Plans are like maps for tourists. If you don't know where you're planning to go, how are you going to know when you get there? Virtually every business, large or small, requires a Business Plan to assist with effective management of the business.
The six week period prior to the 30th June is an ideal opportunity to give detailed consideration to how your business is going to operate in the next twelve months.
A proven format is to conduct a "think tank" meeting to review all aspects of the business operations with input from all of the key people within the business. This assists in developing strategies that have been made thorough analysis on and contributions made, by all of the people who are likely to be affected by decisions contained within the Business Plan.
Our approach is to review operational matters with you and then discuss your vision for production and sales in the next twelve months, together with estimates of selling prices, cost of raw materials, labour costs etc., so detailed budgets and cashflow forecasts can then be prepared.
The final Business Plan should be a "living" document and it should then be used to monitor actual implementation of strategies to assist in the achievement of the overall vision of the business. Without a Business Plan you will be flying blind in your business operations.
If you would like to discuss the preparation of a Business Plan for your business with us, please do not hesitate to contact us.
Leaders Need To Develop People Skills
Leaders need to be decisive and firm and must also develop the people skills that will enable them to create an environment, irrespective of management level, in which their team members work willingly together to support the vision and achieve common goals. The best outcomes and long term successes come from leaders working with and through others. Old ideas of making achievements simply through command and control by a dominant hierarchy have lost their effectiveness and relevance today.
Various researchers have indicated that many managers are reluctant to become involved in Leadership Development. For the successful development of any business, it is important that the leaders understand that their power rests with the people for whom he/she is responsible. A leader should work closely with the team to achieve the business' vision but at all times ensuring that all members of the team are on the "same bus". One critical aspect of leadership is ensuring that team members are seated in the right seat on the "bus".
If you are interested in discussing leadership issues, please contact us.
Risk Management Review
As we approach the end of the financial year, it is a good time to give consideration to the risks that might affect your business. If you believe that a particular risk poses a real threat to your business then it is a good idea to prepare a short commentary on the exposure and consider a Risk Mitigation Strategy. In the unfortunate event that the risk does occur, you will then have a well thought out action plan to minimise the damage from the risk. Some of the potential risks for a small business include:
- If you sell products on credit or supply property to other organisations, have you considered the benefits of registering under the Personal Properties Securities Legislation which commenced in January this year?
- Have you reviewed your Workplace Health and Safety procedures to ensure you are complying with the new regulations that commenced in January 2012?
If you would like to discuss your Risk Management Strategy for your business with us, please do not hesitate to contact us.
What Does It Mean?
Net Asset Value ....describes the market value of a business' total assets, less its liabilities. This is normally determined by adding the value of all tangible assets in a business e.g. plant and equipment, motor vehicles, land, buildings, debtors, cash-on-hand and then subtracting liabilities owed by the business, including creditors and loans.
The resulting figure is termed the Net Asset Value (goodwill is not included).