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.

Sunday, December 16, 2018

2018 Small Business Articles of the Year


by Dr Greg Chapman


With 136 posts this year on the Australian Small Business Blog, it is now time to reveal the top post as ranked by Google for page views.

3. Business Owners – It’s always your fault
When it all goes pear shape, even if it’s not your fault, it is.

2. Steve Job’s Top 10 Tips for Business
If you are going to listen to anyone, listen to the master.

But the number one business article, rated by views, is:

Thursday, December 13, 2018

Attention Small Business Owners – You can check out any time you want – but Can You Ever Leave?


by Dr Greg Chapman



Owning a business is a 24/7 job. Even when you are away from the office or store, it is hard to switch off. Almost everything you see somehow reminds you of something you need to do in your business.

You might be reading a book, and the hero enters a store that is selling in a way that gives you an idea for your business. The author may not own a store, but is likely to be very creative and wants to make their hero’s time in the store memorable in some way. Of course you would like that for your customers.

It is like the science fiction writer who dreams up all sorts of new devices to create a wonderland for avid science fiction fans. The funny thing is many scientists and inventors like science fiction, and are often inspired by the creativity of the science fiction writer who may have little or no science training. The scientist who reads about the idea then becomes intrigued by it, then obsessed, until they actually work out how to make it happen. There are numerous documentaries on inventions inspired by programs such as Star Trek.

Wednesday, December 12, 2018

How One Business Spends 50 cents to Make $100


by Dr Greg Chapman


The best earning marketing dollars are spent on your customers rather on advertising where the money goes to some media mogul. Consider this example:

Coles is currently offering to pay the GST on feminine hygiene products under the banner “Why should you be taxed for being a Woman”. Why are they doing this and will it work?

This is a fairly emotional appeal, but as a male I can be objective on this (he says quickly ducking to avoid sharp objects being propelled at him by the females in his life).

Clearly many women feel this is an unjust tax. It was very controversial when first introduced, although the then opposition and now government has done nothing to remove it.

Tuesday, December 11, 2018

2018 Ad of the Year


by Dr Greg Chapman


Each month over the past year, the Australian Small Business Blog has presented ads or items about advertising which illustrated specific strategies that are critical for success. Now, as voted by the number of views as recorded by Google, here are the top three ads of 2018.

3. Local Ads When you have a local business, and there are far fewer people you are likely to offend if you mock well known people.

2. Innovation If you have a product which is basically the same as your competitors, perhaps you can change the packaging to create a point of difference.

Thursday, December 06, 2018

Do Your Customers Fight Like Cats and Dogs?


by Dr Greg Chapman


One of the most popular articles I have ever written was Are Your Customers Cats or Dogs? In it I warned that businesses can have both Feline (High Value Customers) and Canine (Budget Customers) but you need to ensure that you keep them apart. After all, we know what happens when you put Cats and Dogs together. (I am talking about market segmentation!)

If your segmentation is poor, you find that your customers are looking over the fences and seeing that the grass appears greener on the other side. Perhaps your budget offer might appeal to the customers you previously thought to be premium.

In market segmentation, I often like to compare Qantas and Jetstar. Both, of course are owned by the same company, but one is cheap and cheerful, and the other is focused to the business traveller. While the business traveller is still cost conscious, they want reliability and flexibility. Jetstar does not offer this, with delays far more frequent.

Wednesday, December 05, 2018

Ad of the Month – Deceit?

by Dr Greg Chapman


This month rather than an ad, I am going to lift the veil on how they are made. Obviously you want to show off your product in the best way possible, so here are some tricks people use in food advertising to enhance the appearance of their products.

Tuesday, December 04, 2018

The Value of Your Big New Business Idea


by Dr Greg Chapman


I am often approached by people with a big business idea who want someone to pay them for it. How much is your big business idea worth?

Back in the early eighties, I worked for a year in the US for another company. Whilst there, I noticed that they had home delivered pizza. This was especially great in the winter when there was snow on the ground and I did not want to go out. It was when I first heard the Domino’s pizza slogan – delivered in 30 minutes, or its free!

This service was so taken for granted, that they talked of those dreaded areas in town which were pizza delivery no-man’s lands- outside the delivery area for any pizza shop. You wouldn’t want to buy a house there!

So what has this to do with great business ideas? This was before the time there were any pizza home delivery stores in Australia. They didn’t exist. So I came up with the idea that pizza home delivery would work in Australia… if only I knew how to implement such a scheme. I was sure this idea was worth a lot of money. Then I came back to Australia, but what do you think I did next? If you said nothing, you would be absolutely right. At that time, I had no idea how to implement such an idea, and there was no way I was going to quit a well paid job to risk everything on this great idea. Clearly there was one big impediment for me: I was not convinced that I had the ability to make this idea work. It was safer for me to keep on doing what I had always done. It was about 3 years later, Dino’s pizza home delivery started in Australia, which grew to be a national franchise which was within a few years sold for millions. I had the idea 3 years before Dino’s started up. I had a first mover advantage, except for one thing…. I didn’t move! You can’t patent an idea. Someone else can have the same idea.




So how much is your great new business idea worth?

Nothing unless you do something with it. Prove the concept works. Set up a pronto franchise or a pilot. Once you prove the concept works, then the people with money will come along. People with money to invest in business are inundated with opportunities, and they would not invest in one without a track record, except with their own efforts and resources because that way they can capture most the value.

If you aren’t prepared to invest in your own idea, why should anyone else?

It’s not the idea that’s worth the money, it is the person implementing it, and if they aren’t implementing it, it will just remain an idea.


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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Wednesday, November 28, 2018

Forecasting Your Business

by Dr Greg Chapman


Making predictions is difficult, especially about the future! But if you can’t predict the future, how can you make decisions about your business? Should you expand your business? Should you hire a new employee? Should you invest in new software or equipment? Everyone of these decisions is a risk, but only if you don’t know what the future holds for your business.




Now traditionally, business owners, justifiably, pay a lot of attention to their revenue and their bottom lines and their bookkeepers provide them regular reports on this information. Good business owners pay a lot of attention to these reports, but even if they are produced in a timely fashion, rather than a month after the end of a quarter, they only tell you what has happened, and not what’s going to happen. It’s like driving a vehicle by looking in your rear vision mirror.

So how can you forecast your business? You need to look at leading indicators, not your history. 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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Tuesday, November 27, 2018

Attention Small Business Owners – You can check out any time you want – but Can You Ever Leave?

by Dr Greg Chapman


Owning a business is a 24/7 job. Even when you are away from the office or store, it is hard to switch off. Almost everything you see somehow reminds you of something you need to do in your business.

You might be reading a book, and the hero enters a store that is selling in a way that gives you an idea for your business. The author may not own a store, but is likely to be very creative and wants to make their hero’s time in the store memorable in some way. Of course you would like that for your customers.

Thursday, November 22, 2018

Blog Spam Rant


by Dr Greg Chapman


As this blog is highly ranked by Google (try searching on "Australian Small Business") I get a lot of blog spam.

What do I mean by blog spam?

I mean short comments, often with bad English, usually off topic, and perhaps flattering, all with the purpose of getting a free backlink from a highly ranked website. Some examples (with the link deleted are below).

Thanks for sharing your post and it was superb. I would like to hear more from you in future too.

This blog was absolutely fantastic. lots of great information and inspiration, both which we all need it.

Recently, most of the business owner published their product through internet, sometimes from social media and some of them are through blogging or commenting.


Wednesday, November 21, 2018

Start-Ups: Are You Serious?


by Dr Greg Chapman


As a business coach I get approached by lots of people who are thinking of starting a business, or who have just started. There is one thing in common with all start-ups: they either don’t have much money, or don’t want to spend any. This is understandable. They don’t know whether the business will actually work, and how much time and resources they will devote to it.

So the start-up tries to save money by printing business cards on their home inkjet printer using pre-perforated cards from Office-works. They have a hotmail email account, or maybe their home Bigpond account- only marginally better. Their only phone number is either a mobile, or a home phone number that goes to an answering machine when they are not there. The address is a home address or a PO Box.

All these cost saving attempts scream AMATEUR!

Tuesday, November 20, 2018

Don't be a Price Taker


by Dr Greg Chapman


Possibly the biggest opportunity I see with small business clients I have helped over the years is to increase their prices. It is also the one with which most struggle so they become price takers. Increasing your prices is a great strategy as in most cases, the extra revenue goes straight through to the bottom line. A 10% increase in prices can double your net profit…. as long as you don’t lose customers. That’s the challenge and fear. For this reason, my second book, to be released in July will be on how to increase your prices. It is called:

Price: How You Can Charge More Without Losing Sales

Friday, November 16, 2018

Mastering the Strategy of Failure


by Dr Greg Chapman



There is a saying: “If you owe the bank $100,000, you are in trouble but if you owe the bank $100,000,000, the bank is in trouble”

In this time of economic turmoil, the same goes in business. If you are a small business that employs, say five people, and you lay off one, ie 20% of your workforce, apart for the unfortunate person involved, no one takes notice. If you however employ 5000 people and you need to lay off 20% of your workforce to stay viable, and they belong to a union who funds the government’s re-election campaign, one of two things will happen. If you play the game, you get a bailout. If not, you are vilified in the media.

So the obvious choice, particularly for the largest businesses is to take the money. That works for a while. However, taking the money means that you don’t have to take the hard decisions necessary to have a sustainable business. Almost certainly, one bailout leads to another, where each time the stakes are higher. The management soon realises, they can afford to take risks because they know the government can’t afford to let them fail.

Just look at the auto-manufacturers. Each job is subsidised to the tune of $300,000. Apart from the sheer volume of jobs, why would the government subsidise so many unprofitable jobs? Well if your electoral fund providers would lose their ability to fund your next campaign if the businesses failed, you have to keep paying subsidies, albeit with other people’s money.

Wednesday, November 14, 2018

The Best Salesperson in Your Business


by Dr Greg Chapman



A common myth in which many small business owners believe is that all they need to do is find a great salesperson to be successful. They already know how to make great widgets, and they are really good at providing their service to their clients, but if they just had someone who is good at door-to-door to bring in new customers, their business would be brilliant!

The problem is to find great salespeople. On average, most sales people are average. By definition, half are below average! You can, of course train a new sales person, but if you are not great at sales, it will be the blind leading the blind.

You may find a great salesperson – they certainly exist. A great salesperson may be good at selling lots of things, but the thing they are best at selling is themselves. They know their value. They know the value of the business they generate.

Tuesday, November 13, 2018

How to Get the Best Marketing Advice for Free


by Dr Greg Chapman



Is there an elephant in your industry? There is usually at least one. They spend $100,000’s on branding, customer surveys, demographic analysis and focus groups. They spend even more on campaign analysis, testing and measuring to work out what works and what doesn’t. If you are a small guy, how can you compete with that?

Well you can. Just become a flea on the elephants back. That is what “Crazy John” Ilhan did. In retail, probably the most costly decision is your location. Go for a low cost location, and you get no traffic. If you go for a high cost location, and it is the wrong sort of traffic, you go out of business. Rather than spending a lot of money on geo-demographic surveys to identify customer shifts, he waited for Telstra or Optus to open a store in a new expanding area, and then open a store opposite and offered every passer-by lower prices.

By being a flea on the elephant’s back, he let the elephant take him to the fertile feeding locations they had spent large sums identifying.

Thursday, November 08, 2018

Sales for People who hate Selling


by Dr Greg Chapman



Are you someone who could sell ice to Eskimos? Not everyone is a natural salesperson, but in business, nothing happens until a sale is made. So what do you do if you hate selling, or you can’t find staff to sell for you?


You can create a marketing strategy that does not rely on strong sales skills. Imagine someone just comes into your business and when you ask: “How can I help you?”, they say: “I want to buy that and here is my money.”Does that sound too good to be true? Well it happens all the time. Look what happens when you go into McDonalds. The person just says: “May I take your order please?” They don’t spend time explaining why their burgers are superior to everyone else’s or that their prices are the best. They don’t have to, because this is all done by the marketing that the buyer is exposed to prior to entering the store- and when they enter, they will buy.

Wednesday, November 07, 2018

Growing Your Business by Accident


by Dr Greg Chapman



All businesses go through predictable changes throughout their lifecycle. From being a solo-preneur to having 20 or more people in the business. At each stage there is a step change in the way the business needs to be managed, and until these changes are made, growth will be difficult. Many businesses have stopped growing and have deliberately shrunk because the owners did not know how to make these changes and how to handle the resulting stress. Unable to cope, they have retreated to the comfort zone that existed in the time when their business was smaller and easier to manage.

Often growth is accidental, not planned, and the owner starts employing many others to get the work done without having in place the structure to manage them. They continue to manage their business in the same way they always have, but find that the old ways don’t work in the larger organisation, and may even be counterproductive. It is like driving from your home to participate in Formula 1 racing, but continuing to drive your old sedan on the racing track, rather than changing the vehicle for the new conditions.

When considering the Lifecycle of a business the following milestone stages can be identified.


Tuesday, November 06, 2018

Are you a victim of identity spam?

by Dr Greg Chapman


I have noticed on a couple of my older, personal email addresses that I was getting “Mail Delivery Failure” emails for mail I did not send to people I did not know. I was concerned that my computer was being hijacked and asked my computer guru Andrew what was happening.

Here I share his response as others may also be affected:

When I run some tests (http://www.dnsstuff.com) on the domains you mentioned I see the following:

Your domain does not have an SPF record. This means that spammers can easily send out E-mail that looks like it came from your domain, which can make your domain look bad (if the recipient thinks you really sent it), and can cost you money (when people complain to you, rather than the spammer). You may want to add an SPF record ASAP, as 01 Oct 2004 was the target date for domains to have SPF records in place (Hotmail, for example, started checking SPF records on 01 Oct 2004).

Friday, November 02, 2018

How Average are Your Salespeople?

by Dr Greg Chapman

On average, most salespeople are average. How surprising is that?

I often hear business owners complaining that their sales staff aren’t paying their way. They can’t produce the same the results as the owner. On one level this is not surprising, as the owner has the greatest incentive, with the profits going to them.

Thursday, November 01, 2018

Competing with Your Business Owner Customers

by Dr Greg Chapman


Let’s say your business was to supply landscaping materials to landscapers and then you decided to get in the landscaping business yourself as a side business. What would your landscaper customers think?

For materials may be as much as a third of the cost of a job. So when they see their supplier competing with them, they will believe that they will have a significant cost advantage over them. They would also ask: “Why should I be giving money to a competitor to take business away from me?”

Which is why, most businesses in this situation go out of their way not to compete with their customers, even accidentally, as can happen sometimes. For example, distributors will in most cases refer retail sales to their retail resellers, but sometimes they may end up supplying a retail customer who has had a poor retail experience.

However recently, Google decided to compete with some of its customers, and they are not happy! Fairfax and News, owners of Domain and Realestate.com pay Google millions of dollars for keywords to send searchers to their websites. Now Google wants to provide listings of real estate directly on google maps for free. This will directly undercut the businesses of two of its largest advertisers. Another issue will be poor quality control from this free service on the accuracy of these free listings with out of date information appearing as well as allowing scammers.

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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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