Mid July to end of August my side of the interiors business goes relatively quiet. Key people off and staff shortages through holiday make it difficult to arrange appointments. Others are waiting for September, which is a significant month in the year for exhibitions such as BITA showcase events and Focus 13 at The Design Centre, Chelsea Harbour London.
For me personally I am still keeping busy. I am self employed and do not have the luxury of a salary or a support team to fall back on like company representatives have, so I need to stay proactive.
During quiet periods I make use of this time by updating old contact lists, web researching potential new customers, researching my competitors, reviewing and familiarising myself with my current brands and price lists. This is in addition to planning my diary and trying to arrange meetings.
I also allow some of this time to read and watch motivational and training video's. This provides me with the opportunity to improve my skills and to refresh me on existing skills that I have.
Procrastination and complacency will prevent you from working efficiently and will start to affect your business. Don't make excuses for business being slow, instead, make good use of your time, be proactive, focused and motivated, only hard work and dedication will make your business a success!
John Northwood
Tuesday, 30 July 2013
Thursday, 18 July 2013
New Autumn collection from Sandberg AB
Come September there is a buzz surrounding the interiors industry as it is SHOWTIME!
Various trade exhibitions and events take place where manufacturers and suppliers showcase their new Autumn collections. This comes with a media frenzy where all the magazine editors and bloggers are being invited along to special events and they are out and about looking for the new trends and styles of 2014.
This year Decorex event will be coming from their new venue at Kensington Palace, Focus 2013 will be the showcase event for the showrooms at the Design Centre Chelsea Harbour, and I shall also be hitting the road with the BITA travelling showcase events that take place in various locations across the UK.
Sandberg AB are launching their first new collection this year which is being introduced in Sweden 15th August, and it will be presented to the UK at LIZZO showroom during Focus 2013 which is situated on the ground floor centre dome at The Design Centre.
Sandberg AB are Sweden's premier wallpaper company, and one of only a few that still design and produce their own product. A traditional company steeped in history that holds the Swedish Royal family warrant.
Gotheborg is a textile and wallpaper combination collection in which exotic motifs meet classic designs and stylish elegance.
Inspiration for the collection has been taken from the sailing of the Seven Seas theme. The East India Company's voyages to the far East and Gotheborg's flow of new goods and impressions.
Gotheborg is a tale of travel. About the sea and encounters with new cultures, people and ideas. The setting off on a voyage, but above all, returning home.
The anticipation of coming ashore and sharing new experiences, memories and stories.
Available to preview from Sunday 22nd September.
John Northwood
Various trade exhibitions and events take place where manufacturers and suppliers showcase their new Autumn collections. This comes with a media frenzy where all the magazine editors and bloggers are being invited along to special events and they are out and about looking for the new trends and styles of 2014.
This year Decorex event will be coming from their new venue at Kensington Palace, Focus 2013 will be the showcase event for the showrooms at the Design Centre Chelsea Harbour, and I shall also be hitting the road with the BITA travelling showcase events that take place in various locations across the UK.
Sandberg AB are launching their first new collection this year which is being introduced in Sweden 15th August, and it will be presented to the UK at LIZZO showroom during Focus 2013 which is situated on the ground floor centre dome at The Design Centre.
Sandberg AB are Sweden's premier wallpaper company, and one of only a few that still design and produce their own product. A traditional company steeped in history that holds the Swedish Royal family warrant.Gotheborg is a textile and wallpaper combination collection in which exotic motifs meet classic designs and stylish elegance.
Inspiration for the collection has been taken from the sailing of the Seven Seas theme. The East India Company's voyages to the far East and Gotheborg's flow of new goods and impressions.
Gotheborg is a tale of travel. About the sea and encounters with new cultures, people and ideas. The setting off on a voyage, but above all, returning home.The anticipation of coming ashore and sharing new experiences, memories and stories.
Available to preview from Sunday 22nd September.
John Northwood
Monday, 15 July 2013
Back to the future
I consider myself a bit of a traditionalist, I hold doors open for ladies, I generally wear a tie for work and I miss using things like telephone boxes and paper diaries.
When you have been brought up in an era of black & white TV, party line telephones, no mobile phones, and no computers or electronic games, you tend to get a little nostalgic for the past as this generation will be in 20-30 years time when things like the X-Box will be a thing of museums.
My kids always laugh and joke with me when I start to talk about the "old days", but I just know that this is a generation thing and they will be doing exactly the same themselves in the future.
The reason I have gone on this trip of nostalgia is the news that after 163 years India are ceasing their Telegram service. Now, for one, I have to admit that I didn't realise that telegrams were still in use, but for those in remote areas of India that have had to rely on this vintage form of email, it must be a sad day.
For many of us, the development of computers and Internet technology along with mobile telephones where we can speak or send a text message to someone on the other side of the world while walking down a street is now part of our everyday life. To have these taken away from us would be unthinkable, but this is how some people in India may be feeling today.
Our working life has changed dramatically from the days of reps having to stop to use a telephone by the side of the road to call the office or a customer. Or companies employing 100's of typists for their typing pool all writing the same letter for a "mail shot" which can now all be done automatically. From the days of spending hours of hand drawing plans and interior designs, architects and designers now have computer programs to assist them.
Even today as I write this it is with one click of a button going to be, within seconds, reachable to an audience worldwide.
In an ever changing world, lets remember the past with fondness, but look forward to the future with excitement.
John Northwood
When you have been brought up in an era of black & white TV, party line telephones, no mobile phones, and no computers or electronic games, you tend to get a little nostalgic for the past as this generation will be in 20-30 years time when things like the X-Box will be a thing of museums.
My kids always laugh and joke with me when I start to talk about the "old days", but I just know that this is a generation thing and they will be doing exactly the same themselves in the future.
The reason I have gone on this trip of nostalgia is the news that after 163 years India are ceasing their Telegram service. Now, for one, I have to admit that I didn't realise that telegrams were still in use, but for those in remote areas of India that have had to rely on this vintage form of email, it must be a sad day.
For many of us, the development of computers and Internet technology along with mobile telephones where we can speak or send a text message to someone on the other side of the world while walking down a street is now part of our everyday life. To have these taken away from us would be unthinkable, but this is how some people in India may be feeling today.
Our working life has changed dramatically from the days of reps having to stop to use a telephone by the side of the road to call the office or a customer. Or companies employing 100's of typists for their typing pool all writing the same letter for a "mail shot" which can now all be done automatically. From the days of spending hours of hand drawing plans and interior designs, architects and designers now have computer programs to assist them.
Even today as I write this it is with one click of a button going to be, within seconds, reachable to an audience worldwide.
In an ever changing world, lets remember the past with fondness, but look forward to the future with excitement.
John Northwood
Thursday, 11 July 2013
Use factory tours to showcase and sell more products
Having worked in the Interiors industry for as long as I have, there are a lot of things that remain with you.
I have just read a Blog from one of my principles LIZZO where they have recently visited one of their distributors in Japan. It got me thinking about the companies I have had the pleasure of visiting over the years. Sadly some are no longer with us or have been taken over and now part of larger organisations.
I have had the privilege of seeing furniture being made at White & Newton, Stag, Karel Mintjens in Belgium, Wood Bros, J Coyle in Ireland, beds produced by Staples, Myers and Silentnight, carpets by Carpets of Worth and German company Anker, wallpaper by Cole & Son and Swedish brand Eco Borastapeter and upholstery by Derwent and Cavendish.
What really stood out for me was the feeling of enthusiasm of wanting to sell these products after visiting these factories. Seeing something made and seeing what actually went into it and understanding why they cost what they did gave me the knowledge and confidence to sell them over all other brands.
Today, it has to be said that a lot of companies do not actually manufacture their own product, but for those that do, factory tours are far more beneficial and educational than in-house training or brochures, and it is a shame that more manufacturers do not seize this opportunity.
The fact that I am able remember fondly all the manufacturers I listed (some go back to the 70's!) and I can still visualise the furniture and flooring being made, is testament that these tours do work.
John Northwood
I have just read a Blog from one of my principles LIZZO where they have recently visited one of their distributors in Japan. It got me thinking about the companies I have had the pleasure of visiting over the years. Sadly some are no longer with us or have been taken over and now part of larger organisations.
I have had the privilege of seeing furniture being made at White & Newton, Stag, Karel Mintjens in Belgium, Wood Bros, J Coyle in Ireland, beds produced by Staples, Myers and Silentnight, carpets by Carpets of Worth and German company Anker, wallpaper by Cole & Son and Swedish brand Eco Borastapeter and upholstery by Derwent and Cavendish.
What really stood out for me was the feeling of enthusiasm of wanting to sell these products after visiting these factories. Seeing something made and seeing what actually went into it and understanding why they cost what they did gave me the knowledge and confidence to sell them over all other brands.
Today, it has to be said that a lot of companies do not actually manufacture their own product, but for those that do, factory tours are far more beneficial and educational than in-house training or brochures, and it is a shame that more manufacturers do not seize this opportunity.
The fact that I am able remember fondly all the manufacturers I listed (some go back to the 70's!) and I can still visualise the furniture and flooring being made, is testament that these tours do work.
John Northwood
Wednesday, 10 July 2013
The importance of the smaller accounts
Speaking with a customer recently, I was very surprised to hear that they do not get a regular visit from certain companies representatives, so therefore do not get serviced and updated with new collections or P.O.S. (point of sale) marketing products.
Having worked within a corporate organisation, I understand the reasons why this can happen, and why these companies are missing fantastic opportunities to increase their business with these smaller accounts.
Retailers and Interior designers hold many supplier accounts, and in particular when trade goes quiet they are not going to be able to use all the suppliers products which in turn sees their turnover with some companies decrease.
This is where the parameters of the level of service starts to change. Based on the companies cost for servicing each account within a representatives area, a company or the representative will make the decision to only regularly visit accounts that are producing the business with them, this then alienates the smaller accounts as they will not get serviced properly.
By ignoring the small account holders the business with them will never recover. If the account holder isn't receiving the service they are not going to sell the product, and if they are not going to sell the product then they are not going to get the service. And on it goes!
First and foremost the representative should find out why the business dropped away and then work with the customer to find a way of improving the current situation. Allow a timescale of say 12 months to do this but evaluate at quarterly intervals on how things are progressing. Sometimes nothing can be done to bring the business back up to an acceptable level, and it is at that point they have to make a decision to "move on".
However, they shouldn't just stop by ignoring the customer! They should discuss at length the options and what the next step is going to be so the customer feels valid and understands the reasons.
Reducing the time spent visiting the "good" accounts, (unless there is a specific reason or they want regular visits) a regular telephone call to stay in touch would be sufficient for those accounts. This can reduce costs and free up time which can be used to develop the smaller accounts. The "good" accounts are still receiving an acceptable level of service with the regular contact and the smaller accounts are receiving a good service by the visits.
The smaller accounts will flourish by generating more business and therefore increasing the areas potential.
Smaller, larger & good accounts refers to turnover not size of business.
John Northwood
Monday, 8 July 2013
Similarities of sport & business
This weekend the UK witnessed some great sporting achievements. The most notable among them was Andy Murray winning Wimbledon, the first time a British player has achieved this in 77 years and the first Scotsman since Harold Mahony won it in 1896! The second was the British Lions Rugby Union team beating Australia 41-16, winning the series for the first time in 16 years.
For me, two key things stood out. First was the massive decision by the Lions coach Warren Gatland to leave arguably the best player of the tournament Brian O'Driscoll out of the squad for the game against Australia. For this he was ridiculed and attacked by the press quite ferociously for this decision that he took.
But, for all that was said he proved to everyone that as the coach with the responsibility of getting the best from his team, he made the right decision. It wasn't done on a whim, or a rushed decision or done for the sake of it, it was calculated, planned and structured for the team that was going out to play that match. A tough unpopular decision, but one he new was right.
The second was the determination and the will to win by Andy Murray. Not only was this a battle of skill and fitness, but also with mind. To beat the World No.1 Novak Djokovic was in itself an achievement, but Murray also had the huge expectations of the nation on his back willing him to win, the unusually hot conditions at Wimbledon to deal with, and then, at three match points to win, sees Djokovic fight back and go to three break points is a testament to his strength of character and determination to win.
His change in coaching staff, his new fitness regime, dedication and determination all attributed to this wonderful victory that he has worked so hard to achieve.
These two achievements should in future now be featured in business workshops.
Business decisions, however unpopular, can have a positive impact on your business providing they have been calculated and planned. Commit to your business, work hard, take advise if needed and don't be frightened to change your approach to business if it means you are going to be a winner!
John Northwood
For me, two key things stood out. First was the massive decision by the Lions coach Warren Gatland to leave arguably the best player of the tournament Brian O'Driscoll out of the squad for the game against Australia. For this he was ridiculed and attacked by the press quite ferociously for this decision that he took.
But, for all that was said he proved to everyone that as the coach with the responsibility of getting the best from his team, he made the right decision. It wasn't done on a whim, or a rushed decision or done for the sake of it, it was calculated, planned and structured for the team that was going out to play that match. A tough unpopular decision, but one he new was right.
The second was the determination and the will to win by Andy Murray. Not only was this a battle of skill and fitness, but also with mind. To beat the World No.1 Novak Djokovic was in itself an achievement, but Murray also had the huge expectations of the nation on his back willing him to win, the unusually hot conditions at Wimbledon to deal with, and then, at three match points to win, sees Djokovic fight back and go to three break points is a testament to his strength of character and determination to win.
His change in coaching staff, his new fitness regime, dedication and determination all attributed to this wonderful victory that he has worked so hard to achieve.
These two achievements should in future now be featured in business workshops.
Business decisions, however unpopular, can have a positive impact on your business providing they have been calculated and planned. Commit to your business, work hard, take advise if needed and don't be frightened to change your approach to business if it means you are going to be a winner!
John Northwood
Thursday, 4 July 2013
Scare yourself to build confidence
A few years ago I started a business networking group called 'Social Networking for Business'. It wasn't as the name may suggest an online social media group, but events that were organised in bars and clubs.
The reason I decided to start the group was because I found that the established groups I attended were a little too regimented and they wasn't really for me, so I came upon the idea of something more relaxed, where people could mingle and socialise at the same time as discussing business.
It was at one of these events that a young lady attended who had just started her own business and this was her first networking event. She was quite nervous, and found it difficult to interact. At these events I offered a select few to do a '5 minute pitch' about themselves, their company and what they could offer and what they were looking for.
I suggested to this young lady that she took this opportunity, but, she was scared to do it. We spoke about it and I explained that we all started at this point and it is about overcoming your fears to build your confidence and I would introduce her and explain it is her first event etc, and I finally won her round.
Nervously she started her presentation, and, although as you would expect the odd stutter here and there, she did brilliantly. Over time her confidence built to a level that she started and organised one of my networking groups in her area and now successfully runs her own VA business.
I was reminded of this story only just recently when I went to see a new client. We talked about their business and the type of work they did. They had recently completed a large design and installation for a wealthy client who had a few large properties. He had retained their services for what they thought was going to be a few window treatments. In reality, it turned out to be a complete design and install project in a very large period house.
This had completely removed them from their comfort zone, and for a small company they were quite apprehensive about taking on a project of this size. However, not only did they successfully complete the project on time and on budget, but it had overcome their fears and has given them the confidence to know that they have the capability to take on any project that comes their way in the future.
So, in the words of the Baz Luhrmann song Sunscreen "at least once a day do something that scares you"!
John Northwood
The reason I decided to start the group was because I found that the established groups I attended were a little too regimented and they wasn't really for me, so I came upon the idea of something more relaxed, where people could mingle and socialise at the same time as discussing business.
It was at one of these events that a young lady attended who had just started her own business and this was her first networking event. She was quite nervous, and found it difficult to interact. At these events I offered a select few to do a '5 minute pitch' about themselves, their company and what they could offer and what they were looking for.
I suggested to this young lady that she took this opportunity, but, she was scared to do it. We spoke about it and I explained that we all started at this point and it is about overcoming your fears to build your confidence and I would introduce her and explain it is her first event etc, and I finally won her round.
Nervously she started her presentation, and, although as you would expect the odd stutter here and there, she did brilliantly. Over time her confidence built to a level that she started and organised one of my networking groups in her area and now successfully runs her own VA business.
I was reminded of this story only just recently when I went to see a new client. We talked about their business and the type of work they did. They had recently completed a large design and installation for a wealthy client who had a few large properties. He had retained their services for what they thought was going to be a few window treatments. In reality, it turned out to be a complete design and install project in a very large period house.
This had completely removed them from their comfort zone, and for a small company they were quite apprehensive about taking on a project of this size. However, not only did they successfully complete the project on time and on budget, but it had overcome their fears and has given them the confidence to know that they have the capability to take on any project that comes their way in the future.
So, in the words of the Baz Luhrmann song Sunscreen "at least once a day do something that scares you"!
John Northwood
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