< Previous40 East Midlands Business Link www.eastmidlandsbusinesslink.co.ukNETWORKINGGain new custom from your customers by Fiona Duncan-Steer, founder of RSViP Business Networking AgencySo we’re one month into a brand-new year already and I hope that 2019 is shaping up to be what you imagined it would be so far. However if it is not meeting your expectations and you are feeling a little despondent then do not fret… January can be a tough month - not for all businesses of course but one of those dry months everyone just wants to ‘get out of the way’, though in my line of work, networking, it happens to be one of the busiest months, as many are motivated to get themselves signed up to a new business network/take themselves out of their comfort zone to try networking for the first time or simply incorporate a new marketing strategy this year. So for me this is when I really need to invest time in conversations and be as efficient as possible in our marketing, so as to build upon the positive ‘stuff’ happening within the business. Have you noticed it is so much easier to shout about the good things that are happening/case studies/testimonials/real life examples as they happen, rather than creating potential scenarios in a desperate attempt to attract attention to your already quiet business? Riding the wave is the way to go in every aspect, but that wave can sometimes crash and you suddenly find yourself drifting with no real plan or solution to get more customers - Hello January. Searching for new customers is not an easy task - yes we can all put together a super shiny new marketing plan for the year, spend thousands on advertising with no guarantee on return or spend 75% of our day on social media telling anyone who will listen just how great we are. Just putting it out there - what about your existing customer base? How can they help you ask? Well you technically already have a network around you - your happy customers, suppliers and connections who you have invested time in cultivating a relationship with, built trust and impressed them with your knock-out skills and service – why not ask them to help spread the word for you? A happy customer will tell an average of nine friends and contacts about you naturally anyway, but going one step further to request their assistance would in most cases be welcomed… This could be anything from creating a ‘refer a friend’ or ‘bring a friend for free’ scheme, (something that we operate at our events), a loyalty scheme - all of which reward with a gift of some kind (I have gifted anything from hampers, bottles of wine to vouchers and extra value on our services, as a simple thank you for passing over converted customers), or if none of the above appeals then why not ask your customers for a simple testimonial - let them shout about how great you are, then post them on your platforms and use them within your direct mail. Perhaps you have a wish list you plan to target this month– a video testimonial would work just as well - particularly if you are a tech/visual/creative company. It shows forward thinking and many people love to watch short videos on their phones these days. Bottom line ask yourself what are you doing to gain new customers – RIGHT NOW. If your answer is not a lot, then take my advice - you have nothing to lose and perhaps a lot to gain. To summarise: Look at your existing customer list. Look at it again. Create and action a scheme to go with it, which involves making direct and personal contact - personal interaction goes a long way. Don’t forget to reward and thank your customer base for their efforts. Watch the new connections roll in and convert as necessary. Good luck!For more information contact Fiona Duncan, Director, RSViP, Tel:0115 9417 548 Email: fiona@rsvipnetwork.co.uk, Web: www.rsvipnetwork.co.uk 40-41.qxp_Layout 1 04/02/2019 10:34 Page 140-41.qxp_Layout 1 04/02/2019 10:34 Page 242 East Midlands Business Link www.eastmidlandsbusinesslink.co.ukBUSINESS TRAVELBusiness or leisure? Business or leisure? 42-44.qxp_Layout 1 04/02/2019 10:37 Page 1www.eastmidlandsbusinesslink.co.ukEast Midlands Business Link 43 BUSINESS TRAVELThe East Midlands region sits in the centre of the UK, providing superb transport links via rail, road and air, making it the crème de la crème for business travellers both from and visiting the area. Despite the increase in digital messaging technologies, collaboration tools and improvements in video conferencing all reducing the need for travel, the value of meeting clients and associates face-to-face cannot be disregarded. While on the surface it may seem like there is less of a need for business travel, statistics show that this is not the case - the global business travel industry is booming. The industry is predicted be worth £1.3 trillion by 2023 (worth £1.01 trillion in 2017) and accounts for £39 billion of spending in the UK annually. Much of the information we communicate stems from non-verbal body language and expressions that are quite simply lost on the phone and during a videoconference, making in-person visits essential. Additionally, making the effort (that a rival firm may not) to travel out to see a potential client or visit an exhibit can mean the difference in winning or losing a contract, for it allows for deeper, more memorable connections and insights to be formed. Travel in business is therefore still a requirement of most professionals whether it be for maintaining business relationships, forging new ones, or travelling to conferences to see the latest advances in one’s industry. As Wi-Fi becomes more widely available on transport, along with the ability to purchase pocket hotspots and dongles, the time it takes to travel can now be used much more usefully and does not hinder our ability to work as it did 10 or even 5 years ago. With a laptop and 4G, one can complete as much business as in an office. The act of travelling for business has become much simpler too, with an influx of business travel programs, websites and apps for hotels and transport making booking easier and less costly. How employees travel to and from work, meetings and events is changing. The number of employees in the UK with company cars, for © SHUTTERSTOCK.COM / RAWPIXEL.COM© SHUTTERSTOCK.COM / FIZKESThough improvements in technology have made business travel less necessary, firms continue to step out of the office. How people travel, though, is changing.44 Á 42-44.qxp_Layout 1 04/02/2019 10:38 Page 244 East Midlands Business Link www.eastmidlandsbusinesslink.co.ukBUSINESS TRAVELexample, has fallen – by 20,000 in 2016/17 – in response to rising tax bills. What are some viable alternatives to this, though, for business travel? Car sharing clubs, not too dissimilar to regular car hire, are one option now more readily available across the East Midlands which can be used by staff whenever required and are a flexible and cost-effective alternative to owning cars or providing company cars. Some of these clubs offer plans specifically for business travel which can give a firm sole access to vehicles in an area and provide vehicles which emit low levels of CO2, supporting a business’s CSR policies and reducing an employee’s carbon footprint as they travel around the region for work. Car clubs are also useful in reducing the administrative burdens than come with fleet management. Employees can make reservations independently with online and mobile platforms and reservations can be made last minute if necessary. Car sharing clubs can also be used in a complementary manner to public transport. Perhaps one might travel to, say, Nottingham on the train, then hop into a car to complete the rest of the journey to visit a facility. These cars however, often donning a logo of the club operating them, might not be the right choice for business leaders looking to impress a client they are chauffeuring to a location for corporate hospitality purposes. Luxury car and driver hire services are perhaps better options here, which breathe professionalism and status. Hiring a driver, who is trustworthy and discreet, for business travel also presents the added benefit of providing time to talk privately with one’s guest, and of course drivers usually know the best routes for reaching destinations. The small added touch of a driver opening the car door for you and your guest is also sure to indulge and impress a client. Hiring a driver for oneself when travelling alone also has its benefits, allowing an individual to relax, complete more work, gain local insight to the area, avoid parking payments and travel safely around what may be an unfamiliar city. In business travel the overnight stay is commonplace and therefore finding a suitable hotel is vital. Fortunately our region holds a wide variety of hotels, ranging from independents to large chains, that can accommodate the business traveller’s needs such as breakfast, sturdy desk space, conference rooms and strong Wi-Fi. While a common concern when booking a hotel is the chance of rowdy neighbours and screeching children, if one cannot stay in a hotel focused on corporate travellers, some hotels in the region now offer a business floor to ensure a quiet environment which allows for focus when working and rest. Business travellers are also now looking to alternative options to hotels for their overnight stays with the rise of services like Airbnb for Work in the search for a more ‘homey’ environment to stay in. The service has seen the number of business trips booked through it triple with almost 700,000 business using the service for work purposes by 2018. Coming alongside the changing variety of options now available to business travellers for their transport and accommodation is the change in how travellers are using their trips, with many - 49 per cent of business travellers according to Booking.com - opting to extend their stays into a personal holiday, rather than spending only the required amount of time away. ‘Bleisure’ travel is thus on the rise allowing employees to complete work while taking deserved downtime to improve their wellbeing and find the all-important work-life balance, which research notes is good for boosting productivity. © SHUTTERSTOCK.COM / MONKEY BUSINESS IMAGES42-44.qxp_Layout 1 04/02/2019 10:38 Page 3FEATURES Petrochemical Spotlight Freight, Storage & Movement Materials & Components Finance Legal Services REGULARS Commercial Property Corporate Hospitality Motoring Watch out too for the latest news from across the region in every sectorNext month in March 2019 - Deadline 20th FebruaryVisit us at www.eastmidlandsbusinesslink.co.uk where you’ll find the latest news as it breaks – and why not subscribe to our newsletters so you can have. the latest news emailed to your inbox45.qxp_Layout 1 04/02/2019 10:40 Page 146 East Midlands Business Link www.eastmidlandsbusinesslink.co.ukAUTOLINKThe latest figures from the Society of Motor Manufacturers and Traders (SMMT) reveals that the UK new car market suffered a second year of substantial decline with sales figures of -6.8% in 2018, and annual registrations falling for a second year to 2,367,147 units. Mike Hawes, SMMT Chief Executive, remains positive as he looks ahead to 2019 saying: “With some compelling deals on offer, the industry is continuing to invest to grow the market despite the headwinds.” His statement comes as the industry reported a 5.5% decline in December capping a turbulent year of model changes, regulatory upheaval and continued anti-diesel policies, adding to the ongoing decline in consumer and business confidence. Private, fleet and business registrations all fell in 2018, with the biggest losses felt in the fleet sector (down -7.3%), while private motorists and smaller business operators registered -6.4% and -5.6% fewer new cars respectively. Demand also fell across all vehicle segments bar the dual purpose category, which grew by +9.1% to take a fifth of the market (21.2%). Despite registrations of superminis and lower medium cars falling by -2.5% and -9.4% respectively, these smaller vehicles remain the most popular – with a combined 58.7% market share. The biggest volume decline was seen in the diesel sector, down -29.6% in 2018, with the volume loss equivalent to some 180% of the overall market’s decline. Anti-diesel rhetoric and negative fiscal measures took their toll, with December marking the 21st consecutive month of decline for the fuel type – despite new emissions tests showing diesels deliver in the real world. Growth in registrations of petrol (+8.7%) and alternatively fuelled vehicles (+20.9%) replaced some of the loss but not enough to offset the full shortfall as many diesel owners adopt a ‘wait and see’ approach, keeping hold of their older, more polluting vehicles for longer. In the AFV sector, petrol electric hybrids remained the most popular choice, up +21.3% to 81,156 units. Plug-in hybrids (PHEVs) also recorded a strong uplift (+24.9%) over the year, though the figures suggest growth is slowing following the removal of the Government’s plug-in car grant for these vehicles in October. Demand for PHEVs grew almost 30% in the first 10 months, but year on year increases fell to 3.1% and 8.7% in November and December respectively. Pure electric cars, meanwhile, grew 13.8% in the year but, with just 15,474 registered, they still make up only 0.7% of the market. Given the reduction in government incentives, the pace of growth of plug-in cars is now falling significantly behind the EU average. The figures come as SMMT publishes data showing the UK new car fleet average CO2 rose for a second successive year, by 2.9% to 124.5g/km. This is despite huge investment by manufacturers to deliver ever more efficient cars, with the average new or updated model emitting -8.3% less CO2 than that it replaced. While part of this fleet average CO2 increase was due to segment shift and the introduction of the new, more onerous WLTP test which produces higher figures, the move away from diesels is having a significant impact. Motor Industry invest in 80 new models in a bid to recover the market Over 80 exciting new generation models, 31 of them plug-in electrics, are set to make their showroom debuts in 2019 as the motor industry tries to stimulate growth. © SHUTTERSTOCK.COM / SUKIYASHI © SHUTTERSTOCK.COM / MIKBIZ 46-47.qxp_Layout 1 04/02/2019 10:48 Page 1www.eastmidlandsbusinesslink.co.ukEast Midlands Business Link 47 AUTOLINKDiesels are, on average, 15-20% more efficient than petrol equivalents and so have a substantial role to play in addressing climate change. The hard won gains made by the sector since CO2 records began in 1997 (when the new car fleet average was 189.8g/km) are being undermined by the shift away from diesel and disappointing growth in alternatively fuelled vehicles. This only underscores the challenge both industry and government face in meeting ambitious climate change targets. Mike Hawes, SMMT Chief Executive, commented: “A second year of substantial decline is a major concern, as falling consumer confidence, confusing fiscal and policy messages and shortages due to regulatory changes have combined to create a highly turbulent market. The industry is facing ever-tougher environmental targets against a backdrop of political and economic uncertainty that is weakening demand so these figures should act as a wake-up call for policy makers. “Supportive, not punitive measures are needed to grow sales, because replacing older cars with new technologies, whether diesel, petrol, hybrid or plug-in, is good for the environment, the consumer, the industry and the exchequer. “Despite the overall decline in 2018, demand for new cars in the UK remains solid, with volumes on a par with the preceding 15-year average, 3 and the market still the second biggest in the EU, behind Germany. It is also one of the most diverse, with buyers able to choose from some 350 different models available in fuel types and body styles to suit all driving needs. “Meanwhile, more than 80 exciting new generation models – 31 of them plug-in electrics – are set to make their showroom debuts in 2019, and with some compelling deals on offer, the industry is continuing to invest to grow the market despite the headwinds.” © SHUTTERSTOCK.COM / JENSON46-47.qxp_Layout 1 04/02/2019 10:48 Page 2AUTOLINKPorsche Panamera Turbo S E-Hybrid Sport Turismo Courage changes everything Fast Facts Panamera Turbo S E-Hybrid Sport Turismo Max speed: 192 mph 0-62 mph: 3.4 seconds Combined mpg: 94.2 Engine layout: 3,996cc 8-cylinder twin turbo + electric motor Max. power (PS): 680 CO2: 69 g/km Price: £139,287 (£158,407 as tested)48 East Midlands Business Link www.eastmidlandsbusinesslink.co.uk48-49.qxp_Layout 1 04/02/2019 10:50 Page 1AUTOLINKBudget-conscious people are supposed to look at hybrids, so we had better get this out of the way first: this is a £140,000 car. Think of it as a super-estate for people who want all the power but want to protect the ice caps, too. It is almost a question of where to start. It is frighteningly powerful, producing 680PS and it has a zero to 62mph time of just 3.4 seconds. You will reach 124mph in only 12 seconds, and it tops out at 193mph. Oh, and it somehow manages 94mpg. With a twin-turbo 4.0-litre V8. What’s not to like? If you are environmentally minded, it will even do over 30 miles on electric power alone, enough to get you to nearly 90mph. In short, it is brilliant – and that is in no small part down to all the Panamera’s trickery. Its active anti-roll bars limit body roll, and it has ceramic brakes as well as torque vectoring (which sends optimum amounts of power to each wheel). The interior is delightful, filled with futuristic screens. Furthermore, it is very refined to drive – and exceedingly comfortable, despite all that performance under the bonnet. It also has unrelenting grip and, considering it is a big and somewhat heavy four-door estate, the Panamera Turbo S E-Hybrid Sport Turismo handles wonderfully. In fact, the most difficult thing to handle is the price tag. Sure, if you are in the market for this sort of car and don’t scoff at parting with £140,000, then that’s great (you lucky devil). But just bear in mind that attaching ‘eco’ to the words ‘performance car’ usually jacks the price up significantly. Someone else can also have a brand new Panamera for little more than half what you will have paid: the entry-level petrol-only model is a mere 75 grand.www.eastmidlandsbusinesslink.co.ukEast Midlands Business Link 49 48-49.qxp_Layout 1 04/02/2019 10:50 Page 2Next >