The Australian Small Business Blog

The Australian Small Business Blog

This Blog has been providing a Forum where Australian Small Business Owners can exchange Ideas old & new and get Advice from experts in Australia on how to Improve their Businesses through better Business Management, Planning & Strategy, Business Systems and Marketing Strategy and Systems for over 10 years. They will also learn about the Small Business Best Practice Benchmarks that are critical for their success. Our Ultimate Objective is to help Australian Small Business Owners take their Business to the Next Level and achieve their Goals whatever they may be.

Monday, August 13, 2018

Ad of the Month – Innovation

by Dr Greg Chapman


Innovation is a great way of creating a point of difference. But what if you are producing a product that that is pretty standard, and perhaps not even your best customers want you to change? Why change the box it comes in!

Wednesday, August 08, 2018

Marketing Moments - A Going Concern


by Dr Greg Chapman

Accountants refer to a business as a going concern if it can function without the threat of liquidation for the foreseeable future, usually 12 months. That their current assets are greater than their current liabilities.

However, this doesn’t mean that the business is a going concern in the marketing sense. What would happen if you stepped out of the business? How long would it continue? Would the enquiries still come in? Would the sales still happen?

Monday, August 06, 2018

Being there when Your Customer Needs You


by Dr Greg Chapman

Ever been out walking, and you’ve felt a little peckish, and up ahead you see a convenience store where you know you can buy a snack for yourself. That’s why they call them convenience stores. They have predicted how you might feel, and where you might feel that, and voila there they are. Of course they are there whether you are there or not, but they are expecting you.

More...

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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Thursday, August 02, 2018

Discounting or Average Pricing


by Dr Greg Chapman


Everyone (including me) says discounting is a bad idea if you are using it as a way to increase gross profit through sales volume. For example, if your gross profit is 30% and you offer a 20% discount, you will have to double your sales, just to break even. It also creates a reputation for your business that your prices are negotiable. Not a great strategy.

Most people discount when they see their stock just sitting on the shelves and then they panic, but what if you planned to discount from the start. What might such a plan look like?

Let’s say the product cost you $30. Keeping the arithmetic simple, you decide to sell it at $100, a 70% margin. You don’t expect to sell many at this price, perhaps 10% of your overall sales. Next you decide to announce a 15% discount to your customers as part of a ‘mid season’ sale. You expect to sell 30% of your stock at this price. Remember, by having priced it at $100 initially, the 15% discount seems like good value, with the initial price being an anchor point.

Monday, July 30, 2018

Fixing Your Cashflow Problem


by Dr Greg Chapman



So you have a ‘Cashflow Problem’ and you want to fix it, but first we need to ask a question. What is the cause of the problem? You see a ‘Cashflow Problem’ is just a business symptom and we need to diagnose the cause before we can treat it. If left untreated, it turns into accumulated debt, a rather more advanced symptom.


There are two basic causes:

1. Insufficient sales
2. Margins too small to cover costs

In the first case, the margins may be ok, if only you were able to make sufficient sales, but why aren’t you making sufficient sales? Is it that:

Thursday, July 26, 2018

Because You're the Expert


by Dr Greg Chapman

Unless you are selling a commodity product or service, such as petrol where all prices displayed on roadside boards where you can compare 3 or 4 stations’ offers before you have to stop to refill, you need to give your buyers clues on the value of your services. Even brands may be treated as a commodity in this respect. You have decided on a particular brand and model of plasma screen TV and now you browse the internet for the cheapest price.



More...





May You Business Be - As You Plan It!

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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Wednesday, July 25, 2018

Getting the most from your people


by Dr Greg Chapman


One of the biggest impediments to growth in most small businesses is lack of people systems. When there is poor alignment between your staff’s and your business’ objectives, this becomes a major obstacle to your success.

In this Small Business Success Club podcast learn how to obtain peak performance from the most important assets in your business with good people management systems.

Tuesday, July 24, 2018

Marketing or Systems – The Chicken or the Egg?


by Dr Greg Chapman


Your business is doing pretty well, but you can tell it could be a whole lot more productive. You notice that your staff spend a lot of time putting out fires to keep clients happy. On the other hand, you know that the marketing is unfocused and sales, while at a reasonable level, are unpredictable. Great one month, and not so much the next.

Monday, July 23, 2018

Breaking: Top 50 Small Business Blogs 2018



The Australian Small Business Blog has been voted as one of the Global Top 50 Small Business Blogs for 2018 by Design Wizard . Thanks guys for the recognition.



Dr Greg Chapman


May Your Business this Year be - As You Plan It.


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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Lea ding Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

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Thursday, July 19, 2018

Finding Your Marketing Silver Bullet


by Dr Greg Chapman

Like the never ending search for unicorns, businesses seek their own holy grail, their own marketing silver bullet. They try advertising in different media, they rely on word of mouth and may even try cold calling. Nothing seems to work.

Online gurus promote SEO, Adwords and pretty new websites with pop-ups, pop-unders, chat boxes and every other new internet gadget that has an affiliate program. Nothing seems to work. But the search continues. There are only four enquiry generation marketing strategies: More...





May You Business Be - As You Plan It!

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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Wednesday, July 18, 2018

Lessons for Small Business from Big Business – Business Expansion


by Dr Greg Chapman


Many years ago, I was in the corporate world, and every couple of years, there would be an acquisition of another company, whether in a different geographical area or in an allied business that was supposedly to add ‘synergies’ to our existing business. This growth strategy was in many cases driven by ambitious executives and a planning group that was seeking to justify its existence.

This ‘grass is greener on the other side of the fence’ strategy was attractive because it’s appealing to believe that expansion in new areas in which you don’t have in depth knowledge might be easier than competing in your existing market. Two examples of this are Woolworths’ expansion into hardware with Masters, a new sector for them, and Bunnings’ expansion into the UK with the takeover of Homebase.

Tuesday, July 17, 2018

It’s all in the Pipeline


by Dr Greg Chapman

How is the best way to increase your sales? Should you advertise more? Perhaps a new website is needed. Is there some product improvement necessary? Or should you reduce your prices? Does your staff need sales training? Which should you do first, or do you have to do everything at once?

The answer to all these questions is in your Sales Pipeline. Every Sales Pipeline has a bottleneck, and often more than one. The first step is to identify the biggest bottleneck which is where you will get the biggest bang for your buck.

More...


May You Business Be - As You Plan It!

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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Tuesday, July 10, 2018

If You are Finding it Hard, You are doing it Wrong.


by Dr Greg Chapman


Whenever you start something for the first time, it’s not easy. When you are learning to ride a bike, you will fall off and graze your knees, but no one ever learnt to ride a bike from a manual, so you just have to get back on the bike and learn how to find your balance. If, however, after many attempts you are still falling off, you are doing it wrong.

Similarly, when you start out in business, everyone finds it hard as they learn the ropes in the first year, but if you continue to struggle in the years after that, you need to consider if there is a better way of running your business.

Reality is somewhat different as I observed while watching the biopic on Steve Jobs. By all reports, he was not the easiest person to work with, in spite of (because of?) his genius.

Thursday, July 05, 2018

You just made a Sale

by Dr Greg Chapman, MBA
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The 5 most beautiful words in the English language for a business owner are probably “You just made a Sale”. It almost certainly puts a smile on your face whenever you get an email from your website, a call from your sales staff, or even hear it from a customer that you just made a sale. But do you hear those words as often as you would like? The road between an enquiry and a sale can often look more like a dirt track, rather than a 6 lane highway.

More…



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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses, providing Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

Wednesday, July 04, 2018

What kind of tie to wear in the Sahara?

by Dr. Greg Chapman

A man lost in the desert was wandering aimlessly becoming more and more dehydrated. After crossing endless empty dunes, he sees a dark shape moving in the distance. He started shouting and running toward the speck in the distance. After a few minutes, the speck seemed to have changed its course and started moving towards him. As it came closer, he could see that it was a man in traditional Arab attire apart, from a very colourful tie, on a camel. Within a few minutes, he was standing at the camel’s feet begging the Arab seated above for water.


Tuesday, July 03, 2018

Lessons for Small Business from Big Business – Appointing General Managers


by Dr Greg Chapman


It’s the dream of many small business owners to one day appoint a General Manager to their business so they can step back and enjoy life. In this dream world, the GM sends the owner regular reports, and a monthly cheque with little need for involvement from themselves except an occasional guiding hand.

Reality is somewhat different as I observed while watching the biopic on Steve Jobs. By all reports, he was not the easiest person to work with, in spite of (because of?) his genius.

Monday, July 02, 2018

Steve Job’s Top 10 Tips for Business


by Dr Greg Chapman


At a recent Australian conference, an associate of Steve Job’s, Guy Kawasaki, gave Job’s top 10 tips for running a business. I particularly like no. 3.

Saturday, June 30, 2018

The Best Known Secret of Sales

The best known secret of Sales is that on average most Sales People are average. So what should we do?




May You Business Be - As You Plan It!

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Over to You. What do You Think? Post Your Comments Below. [Note to those seeking a free ride on our google ranking, blog spam will be deleted,but genuine contributions will be happily published.]

Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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Thursday, June 28, 2018

Predicting Your Business' Future


by Dr Greg Chapman

Wouldn’t it be great to have a crystal ball so you can see what’s going to happen in your business in the next few quarters? If you did, you would know if you should hire that new employee you have been thinking about for some time. Perhaps you could finally decide on that expansion interstate or whether to invest in that expensive system that could increase your productivity by 50%.

But you don’t take these decisions because you don’t have a crystal ball, or your old one is just filled with smoke. More...



May You Business Be - As You Plan It!

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Over to You. What do You Think? Post Your Comments Below. [Note to those seeking a free ride on our google ranking, blog spam will be deleted,but genuine contributions will be happily published.]

Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.



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The Australian Small Business Blog

To send this article to a friend, click on the envelope below.

Wednesday, June 27, 2018

Increasing Prices in a Difficult Market

by Dr.Greg Chapman



It seems there is never a good time to increase your prices, even if your costs have gone up. So it is interesting to see how it is done in one of the most competitive industries around- restaurants.

THE AUSTRALIAN SMALL BUSINESS BLOG IN TOP 100 GLOBALLY

Awarded Top 100 Small Business Blog

Award from Feedspot, the international RSS blog syndicator.

Featured Book

Dr. Greg Chapman is also the author of
The 5 Pillars of Guaranteed Business Success

The Five Pillars of Guaranteed Business Success

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