Business Problems

The Topic

"Developing your business with the right web site and electronic marketing"

Setting the Scene

Fewer companies than you think in the UK have really grasped the opportunities made available via the Internet and electronic means of communicating.

More companies have developed a web site presence in the last five years but have not kept up-to-date with recent developments.

They have simply fallen behind competitors.

The Problem

This company had been running its business by conventional direct mail and had seen its costs rise dramatically and its success drop in proportion.

The company was a small company and could not afford to spend large amounts on marketing but was in trouble.

The Solution

Focus helped the company to:

Develop a web site which was at the top of Google rankings
Create a database from which it could attack prospects
Develop a monthly programme of electronic newsletters to develop new business

The Topic

"Too low a gross margin"

Setting the Scene

Gross margin is the driver of a company's financial growth but it is seldom looked at, often passed over in the annual accounts and can without attention erode year on year.

The Problem

This company could not understand how they were making less profit each year, although they told us they were keeping a close eye on overheads.

The Solution

Focus helped the company to:

Develop higher gross profit products
Source cheaper sources of manufacture
Adopt a sales strategy of "confident pricing"
Develop a system of price comparison

The Topic

"Good loyal people make more profit for a company"

Setting the Scene

Key performance drivers of a company are often given as good products, tight systems, slick marketing and strong financial controls. Many companies ignore staff as their most precious asset.

The Problem

This company had a history of highs and lows of profit achievement, which it put down to bad marketing and bad product development. Investigation uncovered that a large percentage of the staff were undervalued and unhappy.

This was driving down profits

The Solution

Focus helped the company to:

Develop a "people are important" philosophy
Create a "Directors are open to ideas" culture
Run coaching sessions to teach managers people skills
Develop a mini appraisal system

The Topic

"Your existing customers are your most likely source of new business"

Setting the Scene

Many companies pursue the "sexy" new business route and ignore their existing customer base as a potential new business driver. When interviewing clients own customers, they often have business sitting there waiting to be picked up.

The Problem

Following an audit, this company found their business was reducing from their top fifty customers. They could not understand this since they had been dealing with these old-established customers for over twenty years.

The Solution

Focus helped the company to:

Develop a marketing programme aimed at existing customers
Create newsworthy topics and products
Initiate frequent customer contact programmes

The Topic

"Developing an exit strategy for retirement"

Setting the Scene

Many companies reach a stage in their business cycle, and Directors in their personal life, where the future is unclear. Few companies have a view beyond two years. Waiting until the year before you want to sell a company to begin planning is unwise.

The Problem

This company had built up its profits gradually over five years but the three Directors did not share a common view as to future direction. There was a danger this would lead to a stand-off situation.

The Solution

Focus helped the company to:

Formulate a 5 year strategic plan
Resolve Director conflicts
Create identifiable milestones of success
Work towards building a balance sheet which would attract buyers

FOCUS ON NEWS