Joining the team at G&B Electronics
I’m very pleased to be joining the team at G&B Electronics Designs as Business Strategist.
G&B Electronic Manufacturing Services (EMS) specialise in supplying competitive electronic manufacturing services. Working closely with their customers G&B develop a bespoke electronic manufacturing outsourcing plan with the aim to drive down manufacturing costs and optimise the commercial benefits of outsourcing.
G&B have over 30 years contract electronic manufacturing experience and are strategically supporting a growing number of customers to increase their market share and enhance their reputation for quality by using their UK based manufacturing facilities.
I am retained by the company to help create and implement business growth strategies and develop strategic partnerships.
What Manufacturing and Engineering Businesses Can Learn from the Service Sector
It’s been interesting for me over the last four years to see how my career has continuously intertwined with the service sector.
It’s surprising how often the deep divide is between manufacturing and service although I do see some companies bridging that divide. Some enlightened manufacturers have realized that they can add value, and significant margin, by offering more services to their customers as opposed to just simply delivering the product. Some have added through life support, some the ancillary supply of consumable materials. Others have cone the whole way and amortised the delivery and servicing of their products so that the customer pays for the product on a usage or “annuity” basis.
The key thing manufacturers can learn from service businesses is that most service companies deliver what is essentially a commodity service. Think of lawyers and accountants doing their daily work. The customer has a multitude of options and there’s little IP to differentiate anyone. The service company frequently has to ask itself “why me?’ why would a customer choose me over my competitor? This creates an essential tension that makes a service company work harder to retain customers or to win new ones. One often sees service companies looking at different delivery and pricing models, models that improve the customer experience.
I often see service companies attending events to learn from what’s going on in the real world and forge relationships that could benefit their business in the future, either by partnering or even acquisition. Service businesses seem more than happy to share business prospects and customers too if this adds value to their customer. The term “networking” is often overused and abused but many individuals in service companies have significant networks to hand which they can use to grow business or help their customers by referral. They realize that they must get out of the business as often as possible to be able to learn and to grow. This is often outside of “normal” working day. In contrast some manufacturers seem unconcerned with what’s happening outside of their key relationships with customers or the daily machinations of producing products on time. I know from personal experience that life on the shop floor can be all consuming and it’s tough to find time to take opportunities outside. In the end the businesses that are introspective will lose out to the enlightened ones that have embraced the approach used in the service sector and correspondingly have achieved greater and faster business growth.
The original article is here
Latest blog on the SME Rocket “Exceeding your client’s expectations”
I often write about how manufacturing businesses innovate to survive and thrive in the tough economic conditions we have faced and continue to face.
The common assumption of a manufacturing business in the South East is that they must be high tech to be successful. However in our report on IP (Intellectual Property) we demonstrated that IP could take many forms and need not be confined to technology.
I recently visited Spirit Circuits, one of three businesses privately owned by Steve Driver that manufactures printed circuit boards (PCB) in the electronics industry. For those that haven’t examined the internal functioning of electrical equipment, it’s the green or brown board that the electronic components are mounted on to with conductive tracks, electrically connecting the components together.
Spirit Circuits employs 65 staff and has invested and grown in every year of the recession. In December 2013 they acquired Lyncolec in Poole, taking its total employees to over 100. This acquisition further endorsed their commitment to UK manufacturing and enabled them to broaden their product range.
One would imagine that this is a highly competitive sector and one would be right. Low cost manufacturers from overseas dominate the market and because of the volume, they can often make the finished component for less than the material cost to a UK manufacturer.
So how do Steve’s businesses compete? The simple answer is that they offer exceptional service and think of the customer first. They offer several innovative services that delight their customers and ensure repeat business. Alongside a passion for “lean manufacturing” following “lean” principles throughout the business, their Innovation and IP is in customer service and “lean” is one of the main enablers.
Amongst their services is “Ask Dave” a fast turnaround service which offers guaranteed delivery of the PCB within either 48 hours or 72 hours at lower cost. If they fail to deliver on time they give the customer their money back and £1000 in compensation. In six years of offering this service they have only failed to deliver three times and on each of those times they were only a day late but still gave the customer their money back and the cheque of £1000.
“Rescue Me” is a service built around the problem that often faces customers when they need more of an order that’s already been delivered due to a stock shortage or an urgent customer demand for a small quantity. Instead of charging a premium for these items the customer can order them online and Spirit Circuits will expedite them quickly at a REDUCED price!
Finally the intriguingly named “Go Naked” offers free fully functional and tested PCBs for those embarking on prototype products. The only caveat is that these PCBs are NAKED, they do not have the protective solder resist coating. That’s the green stuff for the non-technical readers.
The company has also now branched out into China to help customers obtain great deals on very large order requirements.
When visiting Spirit Circuits I found an exciting vibrant business determined to delight its customers and break the traditional mould of customer-supplier relationships. This has led to them being successful in a massively competitive market, securing wealth creation opportunities and employment for their staff. Their example is surely one for similar businesses to follow.
the full article can be found here http://smerocket.net/2014/04/30/exceeding-your-clients-expectations/
Regional Chairman IoD South
I’m very pleased and honoured to have been appointed Regional Chairman at IoD responsible for the South East.
It is a great privilege to have been chosen for this role and I am looking forward to working with colleagues across the region to promote the work of the IoD and represent the thousands of business leaders who choose to be members of the IoD in the region.
I’m looking forward to working with Rodger Broad and the team and slightly nervous of filling the big shoes of Chris Dodson! We will do our best to promote great leadership, provide informative and quality events to members locally and take our rightful place in influencing policy and the business agenda.
The result of this appointment is that I will be standing down from my role as Chairman of Surrey branch at the AMM in May.
I will miss working with the team at IoD Surrey immensely and I would like to record my heartfelt thanks and gratitude for the support they have given me, not to mention the incredible amount of hard work the Committee and supporters do on behalf of the branch and members.None of our activities would happen without their energy and commitment.
It’s also been a very enjoyable role too and hopefully we have had some fun on the way. Personally I have learned an enormous amount about how the local business economy works and how innovative, talented and hard working local businesses are in such a competitive environment.
The case for transparent taxation
My latest article in South East Business magazine. In the run up to the Budget, The IoD has been seeking long lasting reform of the taxation system. A particular frustration is National Insurance.
The full magazine can be found here
An uplifting story of a great business
This is a blog resulting from a very enjoyable visit to a fantastic company.
The original article can be found here http://businessbeanstalk.net/2014/02/10/a-different-view-of-what-engineers-do-for-us/
Latest article in SE Business magazine
the latest article can be found in this edition http://www.southeastbusiness.com/section/features
My Posts on the DMH Business Beanstalk website
For those that are not aware I post blogs regularly about manufacturing in the South East on the DMH Stallard “Business Beanstalk” site
This is an article about how medical equipment manufacturer Eschmann stays competitive in a global marketplace http://businessbeanstalk.net/2013/12/19/re-aligning-the-operational-side-of-your-business-and-responding-to-the-changing-demands-of-your-customer/
Another article discussed how Brighton Sheet Metal had won work back from China http://businessbeanstalk.net/2013/11/29/turning-the-tide/
This article is about how Welland Medical had grown their business despite cutbacks in UK health expenditure http://businessbeanstalk.net/2013/10/18/winning-in-times-of-adversity-welland-medical/
More articles are to follow.
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