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Franchisors

Don’t Just Innovate, Imitate

Sometimes the biggest successes come from the margining of existing ideas to create something new.

Basil O’Hagan

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The late David Bowie was one of the greatest pop stars of all time. He was hailed as one of the most innovative artists ever, but he saw himself slightly differently. He spoke of his works as “…hybridising European and the American sensibilities… That’s what I do best. I’m a synthesist.”

We can all learn from this. None of us can fundamentally reinvent our industry, or rebuild the entire practice of customer service from the ground up. Just about everything has been done, somewhere, by someone.

We might invent something, come up with an idea of our own. But just about everything one does has been adopted from someone else. So don’t be shy to imitate, adopt, or copy other ideas that you think might work for your business.

Unless something is trademarked, or someone’s intellectual property, it’s fair game. Try to be the David Bowie of your industry. Be a synthesist. You can combine things in such a unique way, people will start calling you the Ziggy Stardust of the Port Elizabeth liquor trade. Just about everything that comes to be standard in customer services was once a massive innovation. Pizza delivery, for instance, was introduced and popularised by Domino’s pizza in the USA, starting in the 1960s.

Related: Demanding Customers Are The Ones Who Motivate Innovation

Today just about every pizzeria on earth does it. Music streaming and download platforms are amazing. They allow us to listen to any music we want, anywhere in the world. But they are all essentially the same, copies of each other.

They are imitations of ideas by Apple iTunes, Rhapsody and Spotify. But developers can still adopt the idea, tailor it and provide a great customer experience. Likewise ATMs or those vibrating restaurant buzzers. Or SMS reminders for your forthcoming chiropractor appointment. They’re all brilliant ideas that provide better customer service. I’m not sure who invented them, but everyone who can use them, should.

Look for ideas and innovations your competitors and people in other industries introduce, and fuse them with your own unique business.

Consider a self-service solution to improve your customer service. This might mean:

  1. An online form that allows customers to explain their problem before booking your company’s services
  2. A self-service coffee machine in your waiting area
  3. A cafeteria instead of a sit-down restaurant
  4. A vending machine in the pause area of your corporate headquarters
  5. Make-your-own pizza options for kids at a restaurant.

Consider The Handicapped

wheelchair-access

As you look for new ideas to improve and innovate your business, remember the needs of our handicapped brothers and sisters when you design your business premises. Here is an existing market that you should tap into.

If someone cannot actually get into your business because they’re in a wheelchair and you don’t offer wheelchair access, you may have a problem. They will find a competitor company that does have a wheelchair ramp. They will also tell their friends and family about you, as well as other members of the disabled community.

Not only are people with different abilities a respected part of our community, but their money is exactly the same colour as everybody else’s. By not being geared to the needs of the handicapped, you are shrinking your potential market.

Related: Howard Blake Stays Hungry With His Innovation Strategy

Besides a wheelchair ramp, engage a handicapped person or an architect to advise on what your premises requires to be more accessible to people with disabilities.

This might include:

  • A wide handicapped parking space near your entrance
  • Wider doors so people in wheelchairs can comfortably enter
  • Seats that are accessible to the handicapped
  • Wider bathrooms with grab bars
  • Level surfaces without steps.

Besides the practical considerations, staff should be trained to interact with disabled people. There are quite a few consulting firms offering these services around South Africa.

Basil O’Hagan is the founder of both O’Hagan’s and The Brazen Head. Today, he runs Basil O’Hagan Marketing, which serves chains, independent operations and small family businesses, pinpointing and overcoming problems through proven neighbourhood marketing solutions.

Franchisors

3 Employment Best Practices To Apply In Your Franchise

Brand new to franchising? As a first-time franchisee, you may need some guidance on managing your recruitment processes within your business.

Diana Albertyn

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You’ve just hired your first few employees. Congratulations. As an owner-operator who is also new to business ownership, navigating the human resources aspect of your franchise may be daunting, especially when growth is imminent. Your franchisor offers support, but may not want to play a huge role in recruiting and managing your staff.

“Employee management and HR compliance is a tricky topic, especially with the relationship between franchisors and franchisees. Depending on what HR support the franchisor can and cannot provide, the franchisee may be on their own in this all-important area.” – Dean Haller, President and founder of HRSentry

This, however, doesn’t mean you’ll have to blindly search your way through human resources practices, hoping you’ll eventually get it right. Invest a little time into learning the basics, and you’ll make the best decisions until you can afford to hire an HR specialist – and pick up some expertise along the way.

1. Equip newcomers with the tools for success

Consider the type of information, tools and training your new recruits may need to function productively in their new work environment – and ensure they get it. “Studies indicate that most new employees decide whether to stay or leave a company within the first six months, so be sure to be welcoming early on to help them feel part of your team,” advises Haller.

Related: Why Your Franchise Brand Should Be Culturally Relevant

“If you’re thoughtful of your employees’ new experience, they will become more productive and engaged, and thus, more likely to stay.”

Remember the first time you went through the manuals while familiarising yourself with the franchise concept? A new employees’ experience is similar as they have to take in a lot of new information while acquainting themselves with their new workspace, colleagues and systems. Make the on-boarding easier, by reasonably introducing each aspect during orientation and training.

2. Remain stern on performance standards

Once both parties are satisfied with the training and support offered, new staff should be made aware of expectations and receive continuous and constructive feedback on their performance based on these.

Should employees fail to meet their KPIs, it’s important you’re able to identify if your best efforts have failed and whether termination is an option. “Don’t procrastinate. Make sure all performance-related reasons are documented clearly,” says Haller. “Treat the person with dignity and respect –not only because it’s the right thing to do, but because it’s good business practice and can help you avoid any potential legal action against your business in the future.”

You can avoid this situation early on by hiring employees whose CVs not only meet your business’ operational needs, your company culture too.

Related: As Consumers’ Tastes Change Can Your Franchise Keep Up?

3. Acknowledge and reward hard work

During key periods of business growth, it’s easy to overlook good performance. And even when you acknowledge your best employees, sometimes money in the bank isn’t as meaningful as creative tokens of appreciation.

“Get creative,” says Haller. “Provide flexible work schedules, interesting assignments, or a gift certificate to a great restaurant or spa. Be mindful that it’s costly to replace a good employee, so reward your employees with some kind of benefits if you can,” he adds.

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Franchisors

Why Your Franchise Brand Should Be Culturally Relevant

Are you going to wait for consumer pressure to redirect your marketing efforts, or is your franchise going to make customers believe you care about what they care about?

Diana Albertyn

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Do you understand how consumers feel about the ads you broadcast on the many media platforms they use every day? Research by Nielsen shows that all the marketing you’re paying so much for is least trusted by the buyers you’re aiming to hook. Why? Because how can you sell to a customer whose ideals you don’t identify with?

“Conversations are such a subtle but powerful tool. They can make or break reputations, brands and policies.” – Serge Vaezi, strategy and creative officer at Ogilvy

As an established franchisor with a loyal customer base, you want to ensure your marketing strategy isn’t talking at clients, but to them. Here’s how you can stop spending money in the wrong place and start measuring the right elements of your campaign:

Customers expect you to be ‘woke’

Whether you realise it or not, your brand is operating within its audience’s cultural context. Consumers are increasingly demanding that brands acknowledge and contribute to this cultural context.

“We are failing to measure the things that matter most for our client,” says Vaezi. “We spend most of the time measuring the things we create, while our colleagues in advertising spend their time measuring the impact of the things they create on consumers.”

Related: Are You On Your Team’s Wavelength?

Rather shift your focus to adapting your offering and message to your customers’ needs, desires and interests.

Watch and learn from your audience

“Listen to your audience, watch what they’re doing, listen to their behaviours, and understand what’s interesting and motivating for them,” advises Vaezi.

The insights gleaned from this exercise can be used as the basis for developing a brief aimed at becoming a part of their world, he says. Remember that the message you’ll be putting out will change as your customers change.

Sorbet, for example, launched a make-up range in early 2018 to complement its existing salon services arm and its skincare and nail products. The franchise partnered with Clicks to launch The Skin Tone Project aimed providing consumers with the most extensive foundation ranges in South Africa.

Your product doesn’t always come first

In the age of experience trumping actual products, you ought to consider developing a value proposition that shifts the focus from your product’s features and benefits, and “instead develop a narrative and positioning that acknowledges and contributes to the culture, or perhaps even resolves specific cultural tensions,” says Vaezi. “In other words, stand up for something that people consider meaningful and which is also aligned to the brand’s essence.”

Related: What To Know About Franchising Your Business

This is the secret sauce to producing creative, culturally relevant campaigns that connect with influencers and leaders, while leveraging cultural values and ideologies.

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Franchisors

Are You On Your Team’s Wavelength?

Success means being a team player as well as a team leader.

Richard Mukheibir

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Remember that old interview question, “Are you a team player?” When you run your own business you are the team leader – the captain and the coach rolled into one usually. But on top of that, you also need to be a team player.

That means more than squeezing into your bulging To Do list automated, one-size-fits-all birthday messages or the occasionally staff party. Yes, staff lunch out, a braai at the office or a few drinks after work are good ways to put the work stresses aside and get to know your staff better.

Those basic bonding exercises are taken for granted now. In reality, any wow factor was fleeting in the first place. The days since the automatic birthday greeting impressed any employee are at least one generation back and Victorian industrialists had extensive staff entertainment programmes.

What never goes out of fashion, though, is proving to staff that you are an active part of the team, not just a figurehead. I have now been with Cash Converters for almost 25 years and nearly every day, I say a thank you for the fact that I learned the business from the ground floor up by launching our first pilot franchise.

Related: 11 SA Entrepreneurs on What They’ve Learnt About Managing Staff

That quarter-century of experience has shown me that leading a team proactively means you need to be:

Present

This is more than rushing through the shop floor late for your next meeting and focused far away from the employees you are passing by. It is more than just being spotted in the hallway between your office and the carpark or even waving or nodding a greeting to an employee.

In the know

Taking the easy route here is initiating a conversation about the latest sports scores. More personalised is to ask how a staff member’s house move has gone or a child is settling into a new school. It is good for you to be reminded why your employee works for you and for your employee to know that you are aware of him or her having a life beyond a work role.

Human

humanising-conceptsThe time-and-motion pioneers who emerged after the Second World War to translate regimented army mentalities into greater industrial efficiency and productivity have long since been discredited. It rapidly became obvious that workers object to being treated like different parts of a machine.

Related: How To Know If You’re Mismanaging Your Staff

Respectful

Staff want to be treated like the human beings they are by someone who has the courage to show their own human side. In your conversations with staff, this also means showing how you are aware of the work they are doing and what they are contributing to your business.

Learning

Staff respect a boss who gives the team motivational talk and then rolls up his or her sleeves to spend some time helping accelerate the push to a new goal. As team leader, ideally you should understand and be able to carry out any job within the team. Some of the tasks might not be your speciality but keeping up to date with new techniques, materials or needs in each area means that you can make better strategic decisions.

Invested

This is about more than the capital, skills and time you have invested in growing the business. It is about sharing key goals as well as daily tasks so that your staff feel they are investing their working lives in a shared project – and so share the insights and inspirations that could be the next important key that makes your business run more smoothly and productively.

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