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Business Landscape

How To Leverage Partnerships, Industry Associations & Endorsements

Nobody can succeed in business entirely on their own without personal as well as professional support. ‘Signing up’ can be a deciding factor in the growth of a company, says the Proudly SA CEO.

Eustace Mashimbye

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Leverage by association can be a great business tool. Hitching your wagon to an industry associated body, joining a local chamber of commerce, or seeking a respected contemporary’s endorsement can change your brand recognition struggle to an opportunity. Becoming part of a whole new entity can be one of the best decisions you will ever make.

How to choose your partner or affiliation?

You know the expression ‘Two heads are better than one’ so you should choose a partner or affiliation that exposes you to twice as big an audience as you can reach alone, preferably with a different customer base. Find an association that fits with your own business ethos and has the same goals as you, otherwise you will find you are working against each other rather than complementing each other.

What do you stand to gain?

By association you will appear in listings, on websites, you will be invited to related events where you can network your socks off, and in some cases, doors will automatically be opened for you. Visibly aligning yourself with an organisation that can propel your brand and/or product into the market place should be grabbed with both hands.

What does the partner stand to gain?

Your relationship with a partner should be symbiotic, benefitting from each other’s contacts as well as a platform for sharing ideas.

Related: How Do I Register A Partnership And What Documents Are Involved?

What are my responsibilities towards the other party in the relationship?

Perhaps you will have to add a logo to your marketing collateral or packaging, perhaps you will have to comply to standards even higher than those you set for yourself. Perhaps you will have to pay subs or a small joining fee, or even a large joining fee, so you need to decide what you can afford and when.

But you must view the relationship in a positive light even if it involves redesigning artwork or re jigging your material. There is no point in ‘signing up’ if you’re not prepared to share your brand affiliation with your customers and suppliers. It’s like getting married and refusing to wear a ring.

How long should I sign up for?

You really should take a long-term view of any marketing relationship. Your hook up may take time to filter down into the market place, you may have a lot of pre- relationship stock that doesn’t have the logo of your new partner on it, so you will need to give a fair chance to the whole exercise.

What happens if one party brings the other company into disrepute by association?

No one wants to be brought down if someone or something with which you are closely associated is found not to be quite as ethical or honest as you. Don’t forget this isn’t a JV, it’s a brand partnership, and so as long as you are operating separately, you will always be able to distance yourself from any scandal should the need arise. (But hopefully you chose your brand affiliation well!) , but by and large, being the single part of a whole can only be beneficial when you’re starting to build your brand.

How does using the Proudly South African ‘tick’ logo fit in?

The Proudly SA logo is the mark of an authentically locally grown, manufactured or produced item or service that is of proven high quality. It can be leveraged in the same way as any other brand affiliation and can assist in providing access to market and building trust with your buyers and suppliers.

Eustace Mashimbye is CEO of Proudly South African. His passion for all things local permeates everything he does, including his choice of locally made outfits. His favourite travel destinations are local (of course) and he still lives close to his birthplace, Mamelodi. He remains an avid fan of his home team, Mamelodi Sundowns. His second love after soccer is local music, and he can be found on weekends taking on the role of part time DJ.

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Business Landscape

The Differences Between A Supplier Relationship, Agency And Distributor

To a large extent I suppose it depends on industry, the vision of the business and how quickly you wish to scale.

Nicolene Schoeman-Louw

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Many businesses reach the point where they have to consider in which way to best expand its market share and reach. In many industries, a customer and supplier arrangement are sufficient, but in others different arrangements such as agency or distribution are preferred.

So, the question is – what is best and when?

Well, to a large extent I suppose it depends on industry, the vision of the business and how quickly you wish to scale.

1. Supplier / Customer

This is a typical arrangement of a willing buyer willing seller. In most instances this is the typical way in which business is run or at the very least to a large degree this is the starting point. Clients or customers are typically engaged by agreement usually a form of terms and conditions or perhaps even an agreement detailing credit.

Related: Supplier Agreements – Do I Need A Written Agreement?

2. Agency

An agency agreement could either relate to an individual or an organisation. This means an individual or a business could represent the supplier of the goods or services and earn a commission or remuneration for their efforts to sell the goods or services.

In this context an individual is often referred to as a “rep”, which is a typical arrangement for wholesalers marketing products to retailers.  In many instances these agreements do not constitute employment contracts and further, the agent does not buy and on-sell the products.

The agent usually refers orders to the supplier and therefore is cost effective for both parties and further limits risk. This also means that the supplier benefits from a relatively low input cost and commitment but increased sale. An important portion of an agreement such as this is that the agent has certain powers in representing the supplier.  It is therefore of crucial importance that the agent’s powers are constructed in such a way as to serve the needs and best interests of both parties.

3. Distribution

A crucial difference between agency agreements and distribution is twofold – one: that the distributor does not have any power of representation as an agent would typically have. Secondly, that the distributor usually purchases the goods / products from the supplier and then stores, transports and sells, as the case may be. In most cases these agreements are confined to goods.

It is therefore important for the business to assess what would sell the most products or services in the shortest space of time. Then to seek professional advice to construct the most suitable agreement.

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Business Landscape

Are You A Commodity Or A Brand?

Have a look at your business and consider whether you could be classified as a commodity or a brand.

Andrew Seldon

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As access to technology continually improves and evolves, innovation becomes an everyday occurrence for the consumer who has an almost endless array of products, services and solutions to choose from. At the same time, competition among vendors increases exponentially and the ability to differentiate products or services based purely on features or customer service alone is a near impossibility.

There is a slim margin of success for companies that offer feature rich products combined with outstanding customer service, that does retain a degree of competitive prowess but eventually due to incessant pressure even the most fortunate of organisations can be tempted to default to competing based on price alone which is without question an unsustainable race to the bottom.

Consumers today are also more brand-aware than ever before and have evolved into critical, thinking buyers who want to spend their money with a company that inspires an emotional connection with them and their values, while solving a real problem for them.

This emotional intelligence takes precedence over flashy advertising and even lower prices. A study analysing shopper habits (The Meaningfully Different Framework, Millward Brown, 2013), found that strong brands were commanding a 13% price premium over weak brands, and a 6% premium over average brands.

The same analysis found that strong brands can also capture, on average, three times the sales volume of weak brands.

“This means that competing on price is a fool’s game and a no-win situation,” says Kyle Rolfe, brand engineer and founder of creative agency, Idea Power.

“When you compete on price you exist only for the lifespan of the product. A brand, however, spans product life cycles and lasts for years.”

“The only reliable way to stand out today, no matter what the industry, is to develop a brand that resonates with customers and makes an emotional connection as an authentic and trustworthy brand.”

Related: Why Your Franchise Brand Should Be Culturally Relevant

But what is a brand?

“A brand is the emotions you inspire,” says Rolfe. “If you have a good reputation and people enjoy their experience dealing with you; if they trust that you are true to your values and an authentic participant in their society, your brand has value to them.”

A brand, at its heart, is based on trust and this is a rare commodity that has become eroded in the minds of consumers. Because it is so rare, it is an important asset for companies large and small.

Trust is linked to corporate reputation, which is a company’s most valuable commercial asset. By 2015, around 84% of the value of all businesses was intangible value, of which brand value is a key component, according to Ocean Tomo LLC.

How do you develop a brand?

Brand building is all about trust and authenticity. Rolfe believes there are two aspects to a brand. The first is the internal brand that defines what the company believes and stands for, in other words, who you are. This is more than a bland company vision that is plastered on the walls of the company. It is the essence of the company, the authentic values and principles your whole company buys into.

“If your employees believe in the company and what it does, if they identify with your internal brand, you will automatically have more motivated employees, a positive company culture staffed by motivated people who take better care of customers,” Rolfe adds.

“In addition, if your employees trust and believe in the brand, the will naturally take that brand message with them when they leave the office and broadcast it far and wide to family and friends, as well as to their extended circle of friends on social media, which is a powerful and authentic voice in society today.”

Related: Bring Your Brand to Life

When this happens, your customers and potential customers will see, feel and experience the brand and its effect. This will expand your internal brand outwards to your customers and the market in general, supported by the most valuable marketing there is – word of mouth.

It’s worth noting that, according to Effectiveness in the Digital Era (2016) by Les Binet and Peter Field, brand-building activity drives much stronger sales growth over periods of 6 months than the temporary boosts driven by short-term sales activity.

Rolfe concludes: “Does your brand have that emotional connection to the market? Is it authentic and does it automatically command trust? If it does, you can outpace your competitors in terms of sales and price.”

The truth of the market today is that trust and authenticity are the biggest deal makers or breakers. If you create and maintain that emotional brand connection, you create and maintain a lifetime customer who stays with the brand for the long haul.

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Business Landscape

4 Common Mistakes Entrepreneurs Make

Entrepreneurship has its hurdles so don’t trip over the obvious ones.

Chris Ogden

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Starting your own business is a brave step, but saying a fairly fond farewell to the stable 9-to-5 comes with its own set of challenges. Even the most successful entrepreneurs can identify with common challenges that come with operating in an unpredictable economic and industrial climate. As a young entrepreneur, it’s easy to make mistakes and some of these can be avoided if you learn from the mistakes that other people have made.

Under or overestimating your market

Entering entrepreneurship is great – you’re following your dreams, right? However, entrepreneurs need to beware of being caught in the undertow of their passion. Just because you developed a convenient device that helps you put your sock on without bending over it doesn’t mean there’s a large market for it. It’s important to conduct thorough research on new product developments, even if it means walking door-to-door asking people if they truly need assistance wearing their socks.

Research provides you with the numbers you need in order to determine market viability. I’ve spent time building an expensive product with little research and this resulted in a complete waste of time and money.

Related: What are the most common business plan mistakes to avoid?

Missing opportunities due to lack of confidence

Entrepreneurship challenges you to approach people or organisations that can fund your initiative or projects. You need to be prepared to do what it takes to get through to a funder and you also need to always keep an ear to the ground for opportunities to grow your business. Be wary of not having the confidence to do one thing in your business that can generate funds right now.

Not understanding operational costs for the entire business

Each business decision is likely to have a financial implication; if you want a fancy office in an affluent business park, then understand the entire cost implication. Furthermore, small businesses tend to undercharge for their products and services to retain clients but this doesn’t consider the bigger picture nor does it support the vision. Don’t shoot yourself in the foot by under-pricing your products, make sure that you take everything into account.

Wasting money, instead of reinvesting it in the business

As your business grows it’s easy to spend money on frivolous things and convince yourself that ‘you worked for it.’ This is great, however the long-term implication of splurging on a brand new Mercedes can be damaging for your business. It’s wiser to reinvest your money into your business or save your money in a high-interest account instead of buying depreciating assets. It is best to reward yourself by setting a salary and paying yourself every month as an employee of the company.

Read next: 10 Stupid Mistakes Smart People Make

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