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Scrap Metal Dealer Waste Mangement Licensing Requirements

Scrap Metal Dealer Waste Mangement Licensing Requirements

On May 1st 1994 a new waste management licensing act became law which required any operator who deposited, recovered or disposed of waste required a waste management licence (WML) or exemption. If you operated without either of these then you could be fined and sent to prison. A WML can be applied for and issued by the relevant regulatory authority usually SEPA or the EA.

When obtaining a licence, you are required to be a ‘fit and proper person’ as well as being technically competent to do the job. A ‘fit and proper person’ is someone without any environmental convictions, are technically competent and have taken all reasonable precautions to meet their licence requirements. A certificate of technical competence (COTC) is issued by the Waste Management Industry Training and Advisory Board (WAMITAB).

Metal recyclers do not face the full burden of waste legislation following heavy lobbying of government over the past 10 years. But they still face strict licensing controls and a less strict Duty of Care regime.

Metals recyclers in the UK either to have a licence to carry out their work or alternatively have to register for an exemption on grounds of size of business.

Over the past two years, and with the support of the metal recycling trade associations, the Environment Agency has been clamping down on unlicensed and non-exempt sites.

Licences issued under the Act are known as “Metal Recycling Site Licences”. Licence conditions include security fencing, covered storage requirements, road and storage surfacing and drainage, sign and notice boards and other conditions.

A key element of the licensing and control system is Duty of Care. As a business, you have a duty to ensure that any waste you produce is handled safely and in accordance with the law. This is the ‘Duty of Care’ and it applies to anyone who produces, imports, carries, keeps, treats or disposes of controlled waste from business or industry or acts as a waste broker in this respect. This involves the waste producer transferring a document to the waste disposer containing all relevant details about the waste.

But the practicalities of always obtaining this document and the fact that some suppliers might choose to go to merchants who did not enforce the rules rigorously prompted a change of heart on the part of the government in agreement with the Environment Agency which enforces the rules.

A concession was struck that the Environment Agency would not fully enforce the Duty of Care as far as the non-ferrous metal recycling industry in particular is concerned.
This concession was welcomed by the British Secondary Metals Association.

The Duty of Care rules apply to materials whether they are destined for recycling or disposal and the Environment Agency has said that the duty of care is the piece of legislation that links waste controls together linking waste with carriers.
There is now flexibility in the way the regulations are implemented for generally small loads of material. The Agency has given guidance saying that duty of care must be understood as a concept that requires all reasonable precautions to be taken so that waste, including metals, in the care of a business or carrier doesn’t escape and is carried in a secure container.

When it is transferred to a registered broker, carrier, a business registered exempt and others there must be a description of that waste.

The agency accepts that it is clearly impractical to have a transfer note for every container of non-ferrous material, and if the way the notes are used allows the next person in the chain to be able to know what it is and handle it properly then the aim of the duty of care is in a large part being achieved.
Following the agreement with the British Secondary Metals Association earlier this year, the Agency will not generally take action especially as its resources have been focused on getting unlicensed or unregistered metal recycling sites into the licensing and exemption system.

The concessions on the duty of care apply to transactions where the total quantity of scrap metal being transferred does not exceed 1,500 kilogrammes. The transaction may cover a number of different metals but the total weight of the transfer must not be greater than 1,500 kg. This means that if the transfer weight of metals that are waste exceeds the 1,500 kg limit, then the waste transfer note must contain all the details as in the regulations.

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How You Can Create Advertising That Sells…

How You Can Create Advertising That SELLS!

Businesses spend too many dollars, however, on ads that simply will not result in increased sales and profits. These ads are poorly conceived, poorly written, poorly designed, poorly targeted, and poorly placed.
Sounds like a poor way to do business, doesn’t it?
I often ask clients (as tactfully as possible), why they have run a particular ad. I get a lot of blank stares. A few tense moments will pass while the client tries to think of a clever answer. “To get the company name out in front of the public so I can get more business.” they reply, with some relief.
This poor soul has just described a lack of a well defined goal, which leads almost inevitably to what I call an institutional ad. An institutional ad can best be described as one which identifies the advertiser and lists address, telephone number, hours of operation, and (maybe) the company logo. That’s it. What a terrible waste of money!
Unless your company grosses a billion dollars a year, you can’t afford to do institutional ads. If your company does gross over a billion dollars a year…you’re probably too smart to run institutional ads.
Every ad you run must result in increased sales and profits and an enhanced image for your company. Every ad should make the customer a solid offer and give the customer sound reasons to buy from you now. Remember, the customer is sitting back and asking, “What can you do for me?” If you’re careful to answer that question with a powerful offer and reasons to buy now, you’re on your way to advertising success…which results in increased sales and profits.
How can you improve your chances of increasing sales?
Let’s look at some profit-producing ideas…
Very few businesses are prepared or qualified to produce quality advertising. If you spend more than $2,000 per month in advertising, you should seriously consider hiring a qualified advertising professional. There are any number of skilled freelancers who can develop strategy, and create your marketing materials with a keen eye to using proven methods and techniques.
Good advertising talent always pays it’s own way through increased sales and profits, improved cost-effectiveness, reduced selling costs, and shortened selling cycles.
If your resources are limited, don’t feel lost. There’s no reason why you can’t learn to write an effective ad. That’s what the rest of this article is all about…how you can create advertising that sells.
One of the oldest and most useful formulas for ad design takes its name from the opera Aida by Giuseppe Verde. In this case the letters A-I-D-A stand for ATTENTION, INTEREST, DESIRE, AND ACTION.
In it’s simplest form this formula serves as a structural blueprint. It guides us to: (1) Get the prospect’s Attention, (2) Foster his or her Interest in your offer, (3) build Desire for your product or service and (4) Generate some type of Action on the part of the buyer.
As we expand on each of these elements individually, you’ll discover for yourself how to apply the formula to your specific situation.
ATTENTION (The Headline)
Hit your prospect right between the eyes with a magic wand. How? With a powerful benefit headline. The headline is the most important single element of your ad. You have two to three seconds to stop the reader as he or she passes by. You must stop the reader, and interest them in your benefit, if you expect them to read further.
A powerful headline will (1) stop the reader (2) isolate and qualify your best prospects, and (3) pull your reader into the sub-heads and body copy.
How do you write the attention-getting headline? First, carefully review all the benefits of-use of your product or service. Second, take your most important benefit and weave that benefit into your headline. Use action words to describe the benefit to one individual reader.
Here are some examples…
“Save 50% On Office Supplies…Send For Your Free Catalog Today !”
“How YOU Can Create Advertising That SELLS!”
“New! Amazing Techniques That You Can Use To Land A High-Paying Job…Today!”
“How To Design Profit-Producing Web Sites That SELL!”
When writing your ad to a business-to-business audience you should keep in mind the six key benefits most likely to get attention:
1.Save Money 2.Save Time 3.Increase Sales 4.Increase Profits 5.Enhance Image 6.Boost cash flow
Most other benefits are subordinate to these key six. I call them the”Business Benefit Six-Pack.” Show your customer how your product or service provides these benefits, and you will dramatically improve your results.
INTEREST AND DESIRE> (The Offer, Body Copy, Benefits-Benefits- Benefits)
You build interest in your product or service (and the desire to buy) by making the customer a compelling offer and by describing as many benefits as possible in simple and interesting terms.
Tip # 1: Top ad pros always write the ad first, then buy whatever space necessary to display the ad message with clarity and power.
Tip # 2: Words sell…graphic design displays the words in a visually appealing way. Don’t confuse the two. No amount of trendy design will make a poorly written ad sell for you. Good design reinforces good copy…it cannot take the place of it! The implication for internet marketers is that content is king. Avoid glitsy, moving graphics that only distract from your message and increase load times. Good design and good copy should work synergistically.
Tip #3: Long copy sells…as long as it’s good copy. I call it “greased slide” copy. You get the reader on the top of the slide when he reads a powerful headline, and he can’t get off until he has taken the action asked for (i.e., ordered the product, made the trip to the store, dialed the phone, clicked the order/inquiry button, filled out the on-line order, etc.).
ACTION(Ask For The Order)
Now comes the moment of truth. You must ask for the order. Give reasons for the customer to buy now…and make it easy for him to do so. In direct response marketing, this will involve a coupon for mail orders, a toll-free order line, an e-mail address, an on-line order form, a fax order line..any means to make it easy and simple to order!
Take the fear out of the purchase. Give solid guarantees. Offer secure ordering for on-line customers. Show testimonials from satisfied customers.
Show what the customer is going to lose if he doesn’t order now.
If you are a retailer, include a map to your store(s) (newcomers love them). Show the credit cards you accept, list the hours of operation, tell them about your friendly staff, include a special coupon or other incentive. In other words, “Roll out the red carpet.”
So there you have it. A primer on good advertising. If I’ve piqued your interest to learn more, then check out the other articles available at this resource.
Remember, bad advertising…no matter what the media…is an unproductive expense.
Good advertising is an investment in future profits!
Good advertising and good management go together. You can’t have a successful business on-line or off-line—without both.

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Businesses Should Specialise Not Generalise

Businesses Should Specialise Not Generalise

In the 1980s it was the fashion for businesses to be diverse and to offer a variety of service. This strategy was found to be wanting in the 1990s when many businesses decided to stick to the core businesses they know best and to dispose of non-core businesses. Hence one of the basis fundamental rules of starting a small business is “find a niche and stick to it.” What this means is that businesses should specialise in a sector of the market they are in rather than generalise. A good example of this is a retailer who sells men’s suits rather than all the range of clothes for men.
Yet entrepreneurs do not always take that advice seriously enough. They often think selling to the widest possible market is a likelier path to success rather than to focus on a particular segment of the market as illustrated by the above example. The aim of this article is to explain how a small-business owner defines their niche, target the right customers and, have the courage to decline business from the “wrong” people.
Why be afraid of specialising?
A common question that needs to be answered is why do so many small-business owners seem to have so much trouble finding a niche. I believe the main reason is that they are afraid. They believe that if they concentrate on one specific area and stay commit to it that they will have to turn away potential customers. This is something that worries many business owners especially when they’re getting started.
In addition to this many people believe if they offering various products/services that they see this as a benefit. For example a general retailer in the clothes industry may offer all types of products for men, women and children. However by doing this they may find it difficult to focus on the target market. Following on from the same example, the retailer may find it difficult to attract customers to buy baby clothes. The customer would instead prefer to go to a shop specialising in baby clothes since it will offer more variety in the clothes it sells. Hence I believe when a business owner tries to be all things to all people they’re really not being very helpful to anybody.
Another point that needs to be raised is whether every business needs its niche. The vast majority of successful businesses stick with a very narrow niche. For example Microsoft has been successful by mainly sticking to its Windows operating packages. In Cyprus, Charalambides has been very successful by concentrating on milk. The principle of specialising applies to large organisations as well as small. They can lose their focus just like the sole proprietor who is so excited that the phone is ringing that he’ll do anything just to make a sale. On a grand scale one only has to look at the success of EasyJet that is a no frill airliner and compare its recent performance to British Airways that provided a more full service. Even companies such as British Airways are now realising that their needs to be more focus on its core operations.
How entrepreneurs avoid falling into traps:
In addition to the above one needs to identify how an entrepreneur avoids falling into that trap of providing a general service. The more astute entrepreneurs will, from the very beginning, define what they are about. They will get better quality customers with a more narrow focus and they will get their ideal clients without having to compete on price because the clients will see that the company understands their concerns.
It will take much less of a sales job to convince their customers they know how to serve them. If for example a management consultant narrows their focus to working strictly with sole proprietors then they will immediately define themselves and will dent the competition since very few management consultants focus on sole proprietors. The potential clients will be really excited to find them because they will be specialised enough to know everything there is to know about their business and their problems.
An interesting question that needs to be considered is whether start-ups that are desperate to break even are going to be hard pressed to turn away potential clients. That is what most of business owners are afraid of but just the opposite is true. For instance, when I speak to pathologists about developing a niche they will usually present their business card that gives no indication of their specialisation. If a particular problem occurs it would be difficult to recommend that doctor since one is unaware of what he/she specialises in.
On the other hand, what if you were having a breathing problem and a friend told you that they could recommend a doctor in helping patients with breathing. Assuming you are happy with the doctor would you not think of the doctor the next time or if one of your friends was having a breathing problem. Of course you would. That is the way of establishing a niche and using it to find the right clients.
How does an entrepreneur find the right niche?
If they have a mission statement (i.e. what the purpose of the organisation is) then this can be used to provide focus of the business. I believe business owners should write their mission statement based on what problem they most care about solving [the overall purpose of the business], who benefits from this solution [who their target market is], and how they will solve the problem in a way that upholds their values, standards, and ethics [what you do for your customers].
Business owners need to consider the relationship between a niche and the marketing effort. A point that needs to be considered is how defining a niche will help with marketing, sales, and public relations efforts. It should be mentioned that everything in business is easier when you have a well-defined niche. For instance your current customers will be more likely to refer you to people who have the same problem they had. Your marketing and public relation campaign will have a natural, sharp focus. Your sales staff can deal in the specific, rather than the obscure, and they will waste less time on general prospects opting instead to target much more likely clients.
Businesses can be successful without having niches:
A number of people will argue that there are businesses that seem to be successful and yet don’t have just one niche area. A case in point here is British Homes Store (department store) that provides a wide range of products. My answer to those people is that companies can be incredibly lucky to start out with because of having an appropriate position, good contacts or because they become fashionable. However in the majority of cases I believe being a generalist is not a plan that will sustain long-term business growth because they never create an identity that can sustain them. Not having a well-defined target market is like having a ship without a captain. Though many business people seem to realise all this, few act on it. This is because they think they already have an identity. In their minds they know perfectly well what they’re doing and they don’t realise their customers aren’t picking up on it. In the past the case of British Homes Store was a good example because the concept recently is not working due to the fact that customers prefer specialised retailers. This has occurred despite the fact that it is recognised that BHS offers value for money.
The question that may be asked by generalists is how they should remedy the situation. I personally would recommend that they obtain data from their current customers through a questionnaire. The firm should ask them anonymously to answer what they believe are the firm’s strengths and weaknesses. It is important to question them on the reasons why they chose the firm over others and what they tell people when they refer the firm. A well-designed questionnaire can pinpoint the areas where the business owner is not in harmony with his customers.
I believe that business owners should talk to their customers on a regular basis and should not be isolated from them. They need to identify their needs, get to know them and do some careful listening. Though I accept it is impossible to meet all the needs of the customer, the owner should at least know what they are looking for. A golden rule is to focus on your ideal customers and their needs. What every customer wants and needs should not sidetrack the business. This is because it can’t be all things to all people. In my opinion the best efforts need to be carried out on the firm’s largest, most loyal and long-time customers.
The final point to be considered is how the typical overworked and undercapitalised business owner find time to do all of this. The golden rule is they have to make time. Planning seems to take time away from running your business but if you spend at least a few hours a month then the businessperson will save lots of hours and thousands of pounds every quarter because they will be focusing their time and their money on ideal customers.
In my opinion people put off planning because they are responding to problems and they don’t think they have time to think of a strategy. But they need to guide their business where they want it to go instead of letting it get out of control and then trying to catch up to it.
With Cyprus getting ever closer to EU membership, we are nearing the point when we are entering a new business environment when our European operators are lean and focused (specialised) operations. I believe that those Cypriot companies that will survive will be highly focused companies with a niche. To give an example I believe there are good prospects for professional run firms that export halloumi (a specialist cheese) rather than a firm that produces all types of shoes. Hence it is important for Cypriot businesses to concentrate on what they are good at rather than to be a jack-of-all-trades since the later is a strategy that may not pay in the long run.

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Canada’s Waste Reduction Week (Oct 15-21) – Just A Place To Start…

Canada’s Waste Reduction Full week (Oct 15-21) – Simply A Place To Begin …

Canada’s Misuse Reduction Week (WRW) develops around mid-October and also is a great time to review just how our team, as people, may take part in rubbish management. Given that some people are actually therefore overwhelmed along with Planet’s issues, they experience that their payments possess no true repercussion eventually. For others, social barricades may be a concern. A woman we as soon as knew confessed that she did certainly not wish to be actually viewed buying used things or being worried about power make use of. She was actually troubled individuals would observe her as economical– a tightwad– when the family members was thus abundant. However, she was actually quite mindful to be observed with recycling containers out on the visual on pick-up time, given that THAT was actually thought to be actually the thing to perform socially. WRW is a great time to put an end to these unfavorable ideas as well as feelings of incorrect pleasure. Rubbish reduction is not regarding pride – that concerns the health and wellness of the earth and also from our country.

Areas would certainly be actually a good idea to check out Nova Scotia’s rubbish decrease results and aim to imitate that in their location. With the highest refuse decline prices in Canada, Nova Scotia has actually lessened land fill contributions through 46% – conserving concerning $31 million each year – merely through maximizing the natural and also recyclable components. Curbside reusing service (Blue Package) is actually accessible to 99% of its homeowners as well as 76% right now appreciate curbside all natural service (a.k.a. Eco-friendly Container). Numerous cities are actually promoting compost bins for those with accessibility to a yard and also earthworm bins for those that don’t.

Folks will find that they carry out certainly not must place the waste out as often, since both the stenches and volume are greatly minimized. Many trash firms supply price cuts to properties along with lowered litter as an economic reward. Services, including bistros and also cafe could lessen their rubbish extraction prices through a massive volume simply by recycling their natural misuse.

Our team may additionally aid the refuse monitoring industry operate much more properly. For example, when only complete trash can and also Blue or Veggie packages are actually produced on the aesthetic, the trash vehicle performs not need to cease as typically and also waste fossil fuels inefficiently while idling. (Mind you, car idling is responsible for 3% from the sky contamination concern.) Likewise, by falling down things like cardboard and paperboard (cereal or even dog meals) packages before reprocessing we are actually ensuring that room is utilized much more effectively – therefore lessening the lot of bins needed to have for delivering materials.

Reprocessing alone, possesses a huge effect on the setting. Studies have revealed that if 100 house units performed the greatest recycling where possible, that will spare 21.93 thirty-foot plants, 26.86 cubic gardens from landfill space, 8,389 kilowatts from power, and 77.4 extra pounds of air contamination in merely one year!

So you observe, these relatively small options and efforts in the direction of waste control definitely perform make a variation.

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Canada’s Waste Reduction Week (Oct 15-21) – Just A Place To Start…

Canada’s Rubbish Decrease Full week (Oct 15-21) – Merely A Spot To Beginning …

Canada’s Rubbish Reduction Week (WRW) happens around mid-October as well as is actually a great time to review how our company, as people, can easily take part in misuse control. Considering that some people are actually thus overwhelmed with Earth’s complications, they feel that their additions have no true repercussion eventually. For others, social barricades can be an issue. A female our experts the moment knew admitted that she did certainly not desire to be viewed purchasing utilized items or being interested in power make use of. She was actually anxious folks would find her as economical– a penny pincher– when the family members was actually therefore abundant. Yet, she was actually very mindful to become viewed with reprocessing cans out on the curb on pick-up time, since THAT was actually thought to be actually the many things to perform socially. WRW is a happy times to put an edge to these unfavorable thoughts and feelings from misleading take pride in. Misuse reduction is certainly not concerning vanity – that is about the wellness of the planet and also from our country.

Communities would certainly be important to take a look at Nova Scotia’s rubbish reduction success as well as aim to replicate this in their region. Along with the greatest refuse decrease rates in Canada, Nova Scotia has actually lessened landfill payments by 46% – sparing concerning $31 million annually – merely through taking advantage of the natural and also recyclable products. Curbside reprocessing company (Blue Container) is accessible to 99% from its own citizens as well as 76% now delight in curbside organic solution (a.k.a. Green Container). Lots of areas are actually stimulating compost bins for those with accessibility to a yard and also earthworm bins for those which don’t.

People will locate that they carry out certainly not have to place the rubbish out as commonly, because both the odors and also quantity are greatly minimized. A lot of trash business use discounts to houses with lowered waste as an economic reward. Services, including restaurants and also coffee bar might lower their refuse removal prices by a large quantity simply by recycling their all natural waste.

Our team could also aid the refuse administration industry manage even more successfully. For instance, when simply full trash can as well as Blue or Eco-friendly boxes are actually put out on the aesthetic, the waste truck carries out certainly not need to cease as commonly as well as lose fossil fuels inefficiently while idling. (Mind you, auto idling is responsible for 3% from the air contamination complication.) Likewise, through breaking down products like cardboard and paperboard (cereal or pet dog meals) containers just before recycling our company are actually ensuring that room is made use of much more efficiently – consequently lowering the lot of containers required for carrying products.

Reusing alone, possesses a big impact on the atmosphere. Researches have presented that if ONE HUNDRED condo devices engaged in optimal recycling, it will save 21.93 thirty-foot plants, 26.86 cubic backyards from landfill area, 8,389 kilowatts of electrical power, and 77.4 extra pounds from sky pollution in simply one year!

So you view, these apparently little options and also attempts towards rubbish monitoring really do make a variation.

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Getting Your Services Used

Getting Your Services Used

Or they may get some attention from prospects as a result of an ad, published article, or speech…but then the early attention kind of fizzles into phone tag and no real client, in the end.

So what’s the problem? In most cases, they’re not getting far enough with the prospect to reveal the quality of their work…so it’s not about their professional work. And some professionals DO have decent positioning and credibility-building things in place like client testimonials and case studies on their websites (although the latter — done effectively – is rare, unfortunately).

There are a lot of things that can go wrong in the marketing and sales process. But in most cases, the key thing I see missing is a decent approach to packaging your professional services. Part of successfully packaging your services means putting what you offer into a variety of formats and “packages” that your clients need, at prices they’ll pay.

Networking and asking for referrals are a waste of time (or are a lot harder), if you don’t have something for prospects to easily buy…a choice of easy “yes’s” in the form of thoughtfully packaged versions of your services.

Real Life Examples that Work

Here are some examples to illustrate what I mean. These are simple ways to repackage what typically is only offered as consulting services (whatever your specialty may be). Each format offers your clients a different level of commitment, time, and money…increasing the chances that you’ll find the right fit for their needs:

* Weekly Coaching to Get & Stay On Track: Good for prospects who hesitate to take that first step or just need a little encouragement to start small. Great for people who need the structure and discipline of a regular meeting (telephone or in person) to keep on track.

* Multi-Hour Strategy Session: Particularly useful if you sell to other businesses. A quick, affordable way for prospects to get specific feedback and new ideas on their existing approach to what you offer.

* 1-Day Jump-Start Retreat: A more in-depth version of the idea above. Especially useful if you bring a management team together.

* Multiple-Day or Monthly Workshop or Clinic: A different way to impart your expertise and help your clients “learn to fish for themselves.”

* Quick Audit: An affordable, finite commitment to let a prospect get a small sample of your approach. Can often develop into a longer engagement.

* Strategy + Action Planning: A safe way for prospects to get real value, without buying the whole nine yards. Again, this is a finite engagement that produces a blueprint for future work.

* Implementation Services: This is typically the primary service professional service firms offer. To make this more “buyable,” break it into phases and smaller, incremental commitments.

* The Round Table: Collaborate with trusted peers to provide a multi-faceted approach to helping your clients.

How do I know that these approaches motivate prospects to become clients? Because I use all of them in my practice and they all get results. My business model represents a mix of revenue streams, none of which is tied completely to a traditional consulting model.

For more tips on how to get your services used by offering options through creative packaging, keep reading…

Give your prospects choices and you’ll increase the odds they more quickly turn into paying clients. Here’s how:

1. Package your services to offer clients have a variety of ways they can work with you. Think small, then incrementally add steps in larger sizes. Before you know it, you’ll have a range of ways to help your clients.

2. Give each service a catchy title that’s all about how your client will benefit. For example, I offer the “More Clients Than You Ever Thought Possible!” Marketing Clinic and the “Maximize Your Online Strategy” Website Audit. Make the title about your clients, not you.

3. “Productize” your services to generate passive income. Record your public talks and sell them as tapes on your website. Combine sets of articles and sell them as mini-books. These are fairly easy, low-cost things to do.

4. Go back to current and past clients with your new range of services and/or product-based solutions. Just because they bought one type of service from you in the past, doesn’t mean they wouldn’t be interested in new ways you can help them.

5. Make sure your pricing structure offers prospects a range of choices. Make it easy for them to take the first step by offering something small and relatively inexpensive. There’s a lot that can be said about pricing, which I’ll cover in a future issue of this newsletter.

6. Don’t be afraid to spell out your range of services in your marketing materials and on your website. Demystify what you do by offering lots of information, including details of what your clients can expect in terms of deliverables, timeframes, targeted results, and what they need to do to ensure success.

7. The bottom line is to use client-centered descriptions and language. Even though this is about your services, it’s not. It’s about how your clients will succeed and what problems they’ll solve by choosing a particular service. I just can’t emphasize this enough!

Experiment with a number of packages and see what works and what doesn’t. Play with the variables: title, size, price, description, deliverables, and so on. You’ve got nothing to lose, but future clients.

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Why You Want to Attend Your Software User Meeting

Why You Want to Attend Your Software Application Individual Complying With

You just acquired a welcome off your software program company for the “Annual Customer Software Consumer Satisfying”. Which from the complying with are going to you do?Jump for

  • joy as well as instantly start making plans to watch! You have been waiting on this terrific chance all year long as well as the enthusiasm created may rarely be actually contained!Put the invite aside. If you have absolutely nothing much better to perform you might go, or you may deliver someone else coming from your firm that may benefit.Toss it in to the”circular file “without opening this.
  • “Those points are actually a full waste of time “. What could you possibly obtain through joining? You toss this out annually. There are actually many different perspectives when that involves a client software application consumer
    appointment. Some point of views are actually based upon positive or non-favorable knowledge at previous meetings. Others are actually opinions accordinged to exactly how “the specific thinks the conference will definitely be”. Last, you possess a team that doesn’t believe there is actually any type of value in mosting likely to a”software appointment “considering that they are certainly not” technological folks “. Why carry out folks go to these conferences anyhow? Exactly what is the account of these”customer

    meeting guests “? Are they a”technical ton “that takes pleasure in talking about”software application stuff”? That actually can profit from a software client individual meeting? To determine answers to all these, this’s ideal to go to

    the next software customer meeting that you are welcomed to. Each software organization operates its own conference and also has its personal style and concentration for an individual meeting. The usual string is that software program organizations run these meetings to teach the customers from their program. What differs is actually the style in which the education and learning takes place. The appointment plan ought to offer you along with really good understanding as to just what to count on. Generally, software organizations aim these meetings at owners/managers of their customer providers. The objective is actually to inform the”leading metal”to ensure that suitable decisions may be created at the top relating to the software program used. This also means that the sessions are going to not be actually as specialized as you might anticipate. The goal of every software application firm is to generate software program that the individuals will gain through utilizing long-term. A
    program answer bought today may rapidly end up being unrelated tomorrow. The world adjustments and also software have to modify as well. To service the demands from the client, that is necessary the software application agency have some dialogue along with its clients. This is important throughout the year, but may be especially meaningful at a customer appointment. A customer user appointment has individuals out of their busy daily activities, as well as allows thought and discussion with folks that possess a popular objective. Though no one truly possesses time for these conferences, this is actually an assets that the client and the software application agency will certainly bring in. That has actually been actually confirmed that clients that take advantage of the chance, constantly do better with the software application. Your typical client consumer appointment are going to use a blend of a few of the adhering to elements: brand new product introduction existing product enlargements education and learning on how to make use of present items sound speakers offering knowledge on

    general business issues like advertising, business subject matters of enthusiasm, and also management/financial roundtable discussions one of users seminars food as well as really good

  • firm. “Hobnobbing”with other individual
  • that make use of the same software application could be very important.
  • Info sharing, media and structure partnerships with others consumers can offer terrific idea and improve the means you operate
  • with the software. A program consumer meeting enables you to deal with the software application firm at a various level. You’re giving assistance and also in a sense becoming part of the advancement group. This enables you to safeguard your assets by obtaining additional from just what you want and needs. Your industry adjustments and also you need to clarify to the software program company what you wish so that they can easily inflict you in the form of new items as well as improvements. A lot of conferences supply finding out treatments to strengthen your use of the features that you possess. Customers leave conferences nearly in disbelief that they possess some remarkable attributes that they didn’t realize they had. Over most likely that was covered in instruction, however with a lot to absorb, which can bear in mind all the resources as well as whistles and bells that are actually created in to a complete as well as extensive software suite. That is actually a fantastic possibility to comply with the voice over the phone that services you. That’s likewise stimulating to become some of the first to find brand-new enhancements that will certainly very soon be discharged. It’s feasible you will possess found out about some powerful new ways that your agency may be using the software to boost sales as well as advertising and marketing, company customers and employees far better or even broaden

    your service. Individuals consistently walk away from a client appointment richer compared to when they happened. Therefore, the following opportunity you acquire an invitation to a client software application consumer appointment, exactly what are you going to finish with this?

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Sales in an Age of Falling Multipliers: Training Scientists and Engineers to Develop New Business

Sales in an Age of Falling Multipliers: Training Scientists and Engineers to Develop New Business

Over the past 30 years, the consulting engineering business has become increasingly competitive. Advances in technology from Fed Ex to Fax and, of course, in all aspects of computerization have allowed almost unimaginable increases in efficiency and the speed with which information can be analyzed and delivered to clients.

The ‘hazardous waste boom’ in the 80’s and the increasing need for infrastructure in growing economies led to more entrants to the market and increasing, more efficient competition in consulting engineering.

As competitive pressures increased, hourly rates for services were forced downward. The multiplier of raw salary to billing rates continued to free fall from numbers on the order of 3.5 in the late 70’s, to the high two’s in the 80’s, to the present range which is on the order of 2.5 or less. The net result of falling rates has been increasing pressure to keep billability high and overhead low.

The largest firms (those with over 1,000 employees) can do more with lower overhead because of efficiencies gained from having the same internal services distributed over larger numbers of employees and gross revenue. Mid-sized firms (those with 500 employees or so) still need internal services such as dedicated senior management, human resources, marketing, accounting, etc. but must distribute these costs over lower revenue. Very little overhead money is left for people dedicated full time to developing new business. To control overhead, almost everyone has to be billable.

Given this situation, it’s become increasingly necessary for technical staff – otherwise billable scientists and engineers – to develop new business. Unfortunately, scientists and engineers seldom see themselves as ‘salespeople’ and are seldom trained and coached in business development skills. Their daily routine is not geared to visiting potential clients they’ve never met – and they are usually very uncomfortable doing this. So, it doesn’t happen.

What can be done? How can mid-sized consulting engineering firms give their technical staff the skills necessary to become effective ‘seller / doers’? Even more important, how can scientists and engineers be motivated to make business development a key part of their professional life?

Our work at MBDi, where we specialize in teaching scientists and engineers to sell technical services, has shown that several factors are critical. Most of the problems that people have in business development can be characterized as either ‘mechanical’ (they don’t know what to do) or ‘conceptual’ (they know what to do, but they won’t do it). In our experience, the vast majority of people (60%) that fail in the role of business development fail because they cannot overcome conceptual problems. Because of this, we find that it’s important to work on these ‘conceptual’ problems first.

The first task is enabling technical people to understand that building a professional practice is the key to their success in consulting. We can give them all the business development skills they’ll need, but if they don’t believe in it, they won’t do it.

The first thing that scientists and engineers must understand is that as ‘professionals’ it’s necessary for them to develop a ‘professional practice’ like the other professions – attorneys and physicians, for example.

Second, developing a professional practice gives them the ability to manage their own destiny. They will be able to ‘take care of themselves’ rather than putting their future in someone else’s hands.

Third, the key to security in a mid-sized consulting business is the ability to bring in new business. Unpaid work that may be required is an investment in one’s self and in one’s security.

Finally, and probably most important, is that business development is ethical. Their purpose in business development is to help their clients get the services they need – they should never have to ‘push’ anything that won’t help their clients.

Engineers and scientists must truly believe in these principles or they won’t choose to take on the role of business development. If they accept this, training can begin.

Once past the ‘Conceptual Problems’ we can start working on the four ‘cornerstone’ competencies that are essential for success in business development: Technical Knowledge, Money Knowledge, Business Knowledge and People Knowledge.

• Technical Knowledge is understanding the problems that the services we offer can solve for our clients. It is the ability to translate what we provide into the specific issues and concerns that the client has.

• Money Knowledge is understanding how your client makes money, how their business develops a profit, and the issues that affect that profitability.

• Business Knowledge is understanding your client’s business as well as understanding your client’s customers’ business. It is knowing their business strategically and tactically from their perspective.

• People Knowledge, in addition to understanding ourselves, is organizational and client knowledge, understanding why the organization is structured the way it, assessing the leadership capability of the individuals and understanding the issues that drive the behavior of those in a leadership position.

In our experience, the least understood of these cornerstone competencies is ‘People Knowledge’, but it’s essential for success. It’s much more important to know how and why clients buy services than to learn how to sell services. So, it’s important to train people in the ‘psychology of the sale’.

We believe that it’s the one who best understands a client’s problems from the client’s perspective who will win the business. Therefore we also concentrate our training efforts in the skills necessary to elicit, completely understand and develop clients’ problems.

Because it’s important to control overhead, it’s critical to qualify prospective clients. Those who don’t have problems that your firm can solve don’t need your services. The sooner you can find that out, the less expensive it will be – so, qualify ‘early and often’. If a client can’t convince you that he has a problem, you shouldn’t try to convince them that you have a solution.

Young engineers and scientists in a consulting company have lots of opportunities to practice these skills before they try face-to-face cold calls. As they develop professionally, they should be getting an understanding that it’s up to them to keep themselves billable – at first through developing their practice internally. Understanding whom in the firm needs their skills and joining these teams will keep them billable.

As their careers progress, technical staff often begin managing projects. For many, this is their first client contact and the first real opportunity to develop new business for the firm. Nevertheless, it’s surprising that even though Project Managers are sometimes on site and have frequent contact with clients, they often don’t develop any new business. In most cases, this is because they work ‘with blinders on’ thinking that ‘sales’ is someone else’s job. Often, they don’t have the imagination to see a client’s problems that their firm could solve. Obviously, their first priority must be to deliver high quality service, bringing in the project on time and on budget. With training and coaching, however, they can be taught to develop any firm’s most important source of new revenue – repeat business.

Finally, as they reach senior level, scientists and engineers must learn to develop new business with new clients—ones that they have never met – while they maintain some billability. We find that in many cases this is a half-hearted effort at best. It’s often reactive, not proactive. Answering the mail. Bidding. Finding ‘opportunities’ by reading Commerce Business Daily. Anything and everything — but not frequent, effective business development calls that qualify clients and proactively identify problems and develop them in a way that results in new business.

But it doesn’t have to be this way. With effective training and coaching in the necessary conceptual and mechanical skills, scientists and engineers can become highly ‘effective seller / doers’. But senior management has to make the commitment to give their staff these skills.

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Coosing The Right Accounting Software

Coosing The Right Accounting Software

For nearly 20 years I have been involved in writing accounting software and in training users on how to use both my own and other leading accounting software packages. Their knowledge when I met them for the first time ranged from being qualified accountants to those that had never even switched a computer on – let alone run an accounting software package.
Please understand that there are thousands and thousands of different accounting packages available in the world today and no single article
Is your accounting software suitable for your business
I have seen time and time again businesses that have bought a package that has been recommended by a particular software vendor or a friend or by an accountant that just can’t do the job properly.
Think about what you have bought and if it is not suitable cut your losses now. The cost to change later on is going to be far greater. You will either stick to the unsuitable package because you don’t have the time or inclination to set up yet another package or, here we go again to set up another new package later on with all of the learning curve, data input etc all over again.
I have seen companies that have changed their accounting package two or three times in as many years. What an incredible waste of time, effort and money.
If you haven’t bought a package yet make a list of your business’s requirements and make sure that the software seller actually shows you how to perform these tasks easily. If you don’t understand ask again and again.
If you work in an industry where you have requirements that are outside the normal then speak to others in your industry, see what they are using.
There are a whole lot of software companies out there that specialize in accounting software that meets the specific requirements of this or that industry.
Remember one thing in choosing your accounting software if nothing else – You can probably buy an off the shelf package from your local computer store for a few hundred dollars, whereas specialist packages probably start at a few thousand. If the few hundred dollar package is not right for your business you have wasted your money. However much you spend – invest it wisely. This initial cost is just the beginning. The software needs to do a good job for you over many years.
Most specific requirements for your business will be on the customer invoicing side. Some of the common questions that people have had in my experience are –
• I have this or that discounting or pricing structure does the package handle this situation. Even the need to show two discounts at the same time. Will the software handle this or will I have to change the way I do things.
• I sell a product that has multiple sizes per product as in the timber and glass reseller markets – can the invoice list the different tally list on one line.
• I sometimes sell the product in a bulk pack, sometimes as a single unit. Does the software cope with this as a single product or do I have to set up a several similar, but individual, products in order to invoice and to show on the invoice as I want.
The list goes on. One thing that you need to understand is that many of the software vendors out there want, or need, you to buy their package. It doesn’t really matter after the sale if it was best for you or just best for them.
Also be absolutely sure that if you aren’t absolutely sure about what you want and need it will be even harder for someone else to understand what you want and need. Sit down quietly and make a list of all the things you need. Don’t rely on being able to come up with it all when you are under pressure looking at a software demonstration.
I have had the experience of selling software and then after installation finding that the business has a specific requirement that is paramount to their business and no one thought of mentioning it. Don’t just assume that accounting software does everything. Find out.
Don’t just take the salespersons word for it. See it happen on their demonstration and understand it. Sit at the keyboard, if necessary, and drive it yourself.
If the way they work around your situation is long winded and awkward maybe you should look somewhere else. If it is too complicated for them to set it up during the demo make sure that you talk to several of their existing clients, preferably in allied industries to you, who have been with that software supplier for some time and are still happy.
There are those around that can tailor software to your specific requirements. BEWARE – this is sometimes a costly exercise at best and very often a recipe for disaster.
Be wary of using a package recommended by your accountant solely on the basis that it works in with their package, and thus reduces the work they have to do, to do your tax. Consider whose interests are being served best. Choose a package that will work efficiently for your businesses best interests 365 days a year and not your accountant’s best interests for only a couple or so weeks a year.
Understand what you are buying and how it is going to benefit your business. Understand that the software needs to work around your business and not your business around the software.
Be wary of packages written overseas – do they cater for all of your tax and accounting requirements and, most important, do they have a good support network in your country. What will happen if there are legislative changes, tax law changes and the list goes on.
If you are going on the recommendation of a friend or business collegue make sure that their business and requirements are similar to yours. Businesses and software packages are not all equal. Because it works for them doesn’t mean it will work for you.
There are countless numbers of accounting packages now available with each claiming to have a unique advantage or benefit over the others.
Be careful in your choice – it can be very easy to make an extremely costly mistake.

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Top Ten Funny Franchise Names That Mean Serious Business

Top Ten Funny Franchise Names That Mean Serious Business

Nerds ToGo

So many individuals and businesses rely on their computers for communication. Furthermore, many businesses simply can not function if their computers are not working properly. As people struggle to keep up with advancing technology, many of them work on computers everyday and still have no idea how to make even the simplest repairs when things go wrong. Of course, this is true because computers and complex machines and someone who is not qualified to work on them should always call for help. Even so, many computer repair stores have a “bring it in and we’ll fix it” sort of approach. Nerds ToGo, however, has revolutionized the computer services industry by offering a “we come to you model.” After all, people do not have the time and energy to break down their computers and take them to the repair shop. Moreover, this would be an impossible task for a small business in need of computer services.

Of course, the best part about owning a Nerds ToGo franchise is that you do not have to be a nerd to own one. Now, if you happen to be a nerd by nature, you can make your own service calls or hire nerd employees. Either way, the secret to success with this innovative franchise opportunity lies in how you manage the business and not just how well you fix computers. What’s more, the Nerds ToGo company offers a great deal of support to help you become a successful franchise business owner. There are a lot of computers out there just waiting to be fixed and with a Nerds ToGo franchise, you can cash in on this opportunity with only a small investment.

College Hunks Hauling Junk

Just like the computer support businesses like Nerds to Go are gaining popularity across the nation, College Hunks Hauling Junk is a great franchise opportunity well on its way to becoming a national brand. The geeks fix computers and the hunks lift heavy things. That sounds about right, doesn’t it?

On a more serious note, don’t let the name fool you into thinking that College Hunks is anything but a great business franchise opportunity that is growing everyday. Furthermore, the junk-removal industry appeals to highly segmented publics, which can translate to great income for franchisees that are affiliated of a nationally recognized brand. College Hunks is a business that appeals to homeowners and small business owners who need items like furniture, appliances, yard waste, construction materials or renovation leftovers removed from their properties and more. The only items that the hunks can not haul are hazardous materials like chemicals, paint, spouses or pets.

And, now that going green and helping the environment is becoming a standard in the U.S., our customers will be happy to hear that everything we haul is recycled, donated or otherwise disposed of properly.

Of course, not only do customers love College Hunks Hauling Junk, franchisees enjoy helpful resources, including a national toll-free number and centralized call center (Customer Loyalty Center), a website where customers can schedule pick-ups online, truck beds that are bigger than those used by competitors, customized propriety software used for scheduling, and finally, a low investment and high potential for business growth.

Pet Butler

This name may not suggest that you are actually looking into a poop scooping business but a Pet Butler franchise is exactly that. Since so many families include pets, particularly dogs, there is a lot of scooping to be done. In fact, 40 percent of all households in the U.S. include at least one dog. However, some pet owners do not have the time, energy or desire to pick up after their pets. Plus, Pet Butler offers not only waste removal services but also pet stations for parks and other public areas.

As a franchise owner, you will be trained to use the most sanitary methods for waste removal. Additionally, the company will provide you with a downloadable training manual, state-of-the-art equipment and even marketing materials. Like so many other business franchises, Pet Butler wants to experience growth, which means the company is willing to help your franchise business operate smoothly and efficiently. And, that’s the scoop.


For the great tasting food served in these innovative restaurant franchises, the secret really is in the sauce. Boneheads features grilled fish and Piri Piri chicken, which is seasoned by the South African Piri Piri pepper. But, the taste is not the only unique flavor of Boneheads. This restaurant franchise also utilizes the increasingly popular concept of fast-casual dining. If you have never dined at a Bonehead’s, perhaps you have been to a Moe’s Southwest Grill, Doc Green’s Gourmet Salads, Planet Smoothie or the Flying Biscuit Café. These are just a few of the restaurant franchises owned by Raving Brands. And, if the portfolio of delicious dining choices does not convince you that Bonehead’s means serious business, you may be interested to learn that Raving Brands also has real estate expertise. Since location is one of the most important factors in franchise success (if not the most important), a Bonehead’s franchise can mean a leg up on the competition. So, if you have five years of experience working in a restaurant, this is your chance to own one.


“No thanks, I’ll hold it” is usually the response you hear from someone when their only option is to use a port-o-potty. However, ElizaJ is not your typical port-o-potty business. In fact, it offers three levels of deliverable restrooms with high-quality amenities like designer soaps and lotions, fresh flowers, air fresheners and even fresh water. Now, you might be wondering who would be interested in these new high-class portable restrooms. Take a moment to consider the growing special events industry. So many weddings and other formal events are held outside and nowhere near a restroom. The standard port-o-potty just will not do when it comes to this kind of special event. Instead the typical old John, you need an ElizaJ. And, if you decide to become an ElizaJ franchisee, you will become part a groundbreaking new luxury restroom industry and gain access to an untapped market. What’s more, the ElizaJ company offers all the training and support you will need.

Brick Kicker

This might seem like a funny name for a home inspection company but this catchy name has helped the company become a nationally recognized industry leader. Plus, Brick Kicker offers accurate, trustworthy home inspections to homeowners, buyers and sellers, which means there will always be a demand for these services. The main advantage to entering the home inspection business as a franchisee is that you start off as an established brand. Additionally, you have access to on-going support from the company as well as seminar and conferences to help you build your business, not hit a brick wall. With the right tools, you’re sure to become a successful Brick Kicker franchisee.

Nanny Poppinz

At first glance, the name of this franchise might give the impression that this is just another group of nannies. However, Nanny Poppinz is far more. In fact, this company is a full-service child care referral agency. Not only do they specialize in placing children with the best, most professional nannies, they also help busy moms find childcare outside of the home. What’s more, services offered through Nanny Poppinz include baby nurses, housekeepers, cooks, tutors, butlers, drivers and even household managers. Whether the need is full-time, part-time or temporary, Nanny Poppinz is there to help. Plus, this franchise opportunity is great for entrepreneurs who are looking for a great work from home franchise opportunity. This business franchise is fast and easy to start up because you do not have to worry about the initial cost of inventory. In fact, your nannies are the inventory and the specialized software offered to franchisees makes keeping track simple. Nanny Poppinz makes success simple for everyone who is interested in this exciting business opportunity, even stay-at-home moms looking to start a home-based business franchise.

Froots Smoothies

Now more than ever, eating fresh is all the rage. People are looking for healthier alternatives to traditional eateries who serve greasy food loaded with calories. But, they still want food that tastes great. This is where Froots Smoothies comes in. This restaurant franchise specializes not only in salads, wraps, shakes and smoothies that taste terrific, they also pride themselves on serving foods that are healthy and refreshing. Guests who lunch at Froots can say goodbye to that afternoon sluggishness they feel after a greasy lunch at a traditional fast food restaurant. Froots offers delicious lunch, dinner and snack options and the company is ready to serve its freshness all across the country. That’s where you come in. If you are ready to take advantage of the fresh food frenzy, consider a Froots Smoothies franchise. This company offers training, marketing support and even helps with site selection.


This business franchise is literally fun on wheels. In fact, FunBus travels right to your school, birthday party or any other special event. And, it’s filled with progressive gymnastics equipment and a staff that is eager to make physical activity fun, not competitive. What’s more, FunBus will travel to your daycare center or school once a week with instructors who will teach 45-minute lessons to children ages two and a half to six years old!

In a society where parents are faced with warnings of increased childhood obesity and diabetes, the FunBus offers an exciting way for kids to get active and enjoy every minute of it. As the potential franchisee, FunBus offers you the chance to find success as a franchise business owner. Moreover, these fitness academies on wheels are always stocked with the latest and greatest equipment. Plus, FunBus provides its franchisees with a marketing system to help ensure a steady flow of business.

Dogtopia Dog Spa

In 2005, pet-related spending $35 billion, making it the seventh largest sector of retail. In fact, pet spending came in ahead of toys and candy. This increase symbolizes the modern attitude that pets are like “kids” in the family. Because so many pet owners think of themselves as “parent” to these four-legged kiddos, they feel guilty leaving them at home alone all day. After all, they send their children to preschools and daycare centers. Why shouldn’t they do the same for their dogs?

Dogtopia Dog Spas give pet owners the opportunity to leave their dogs in a fun-filled doggie daycare where they will enjoy supervised play and human interaction all day. Plus, Dogtopia even offers do-it-yourself dog washes, spa services, training classes and overnight boarding. And, you’ll find nothing less than premium quality toys, treats, food and grooming supplies. What you need to know as a potential franchisee is that Dogtopia offers on-site assistance and continuous management consulting, marketing materials, a website and a comprehensive training course to help you start of on the right paw.