Walesbiz

A time for productivity benchmarking

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Feb 232012
 

When a specialist chemical company wanted to increase their competitiveness they signed up to a Benchmark Index programme, had a very detailed analysis undertaken by a government-funded business expert of their company’s current position, and used this to improve their profitability, financial management, customer satisfaction, innovation, supplier management and capital investment amongst others.

The only problem is that this company was in England and a similar firm would struggle to get the same support in Wales. In areas such as this, we appear to still have a way to go to catch up. At its most basic level, we need more promotion of high business standards in order to boost competitiveness in Welsh companies, and the Welsh Government needs to build databases and networks to help inform Welsh firms about their global competitors.

Clear information is needed on where competitors across the world economy are extracting greater margins, whether in production, marketing or distribution. Such data can be a catalyst of change, enabling better decisions about how to allocate resources. The idea of benchmarking against world-class competitors is particularly important for small businesses, who often have a smaller knowledge base about sectoral conditions than big corporates.

Knowing the opposition and exactly where it is achieving better margins is one of the most crucial bits of information you can get in business. Benchmarking offers a powerful tool for improving the focus and motivation of everybody in a company.

When bosses talk to staff about the need for change it can just seem like just another demand. But if staff look at a benchmark and see the competition is doing better, they say ‘Well, if they can do that, so can we’.

In the example above, the company in question was Catomance Technologies Limited in Hertfordshire. They compared themselves against other chemical manufacturers, but also benchmarked against several food processing companies. That may sound strange, but the business model of combining ingredients in a production process to create a finished product was actually very similar to their own.

When they had completed the information gathering and comparisons, Business Link helped them to independently analyse the data. It was immediately obvious that some things needed to change. For example, they compared very well on innovation, R&D and customer satisfaction, but badly on managing suppliers and capital investment. The areas of weakness centred on our manufacturing operation. They looked at ways of improving the production process, but the capital investment needed was huge. So they decided to outsource production for all but a handful of products. This cut their overheads and capital spending dramatically. They could then concentrate resources on what they were good at, which was creating innovative solutions for their customers and marketing them effectively.

The lesson here for Wales is obvious: we need to see more promotion to Welsh companies of data regarding performance indicators of leading firms such as profitability, earnings per worker, product lead times, stock turn rates, staff absenteeism and productivity. This is a stark message when we look at past surveys which have found major variations in the performance of UK businesses in terms of competitiveness which had an exponential affect on profitability. It’s a well-used statistic that the top 25 per cent of businesses achieve profit margins five times greater than those in the bottom 25 per cent. But it’s also a fact that the top quarter also achieves 98 per cent supplier accuracy and delivery reliability against 60 per cent accuracy and 85 per cent reliability for the bottom quarter. And spending on training is 10 times greater and staff absenteeism rates are up to 75 per cent better for top firms.

These statistics do not vary greatly sector by sector, suggesting that high-achieving companies perform well across a variety of indicators regardless of their type of trade. This sort of database enables useful comparisons for all businesses, and shows that if Welsh companies across all sectors increased their average competitiveness to that of the best performers in their sectors, then we would generate an estimated £30 billion more in gross domestic product.

We should be looking to the Welsh Government to create a database that will enable businesses of all sizes to benchmark themselves against the best performers across Europe.

This internationalising of benchmarking for our businesses should then be marketed to the business community in a straightforward and easy-to-understand manner. We must begin to realise that benchmarking is a powerful tool for closing the GDP gap between Wales and the EU average.

Rural businesses need support too

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Feb 062012
 

There has been much discussion about the Business, Enterprise, Technology and Science (BET&S) Minister, Edwina Hart’s approach to economic development sectorally – through the sector panels – and more recently through regeneration in Enterprise Zones. However, we need to be mindful of not neglecting rural businesses when looking at our approach to a well-rounded economy.

The rural economy faces many particular economic and social challenges which need to be recognised when, for example, looking at which infrastructure projects to invest in. Operating a business in a rural environment has always been a struggle, and things aren’t set to get any better in the near future.

For example, the issue of transport is an important one for all of us, and many businesses argue transport is vital to their operations. Private transport is allowing the highest degree of access the countryside has ever known, from the ability to transport goods to a wider choice of labour market.

Drivers from rural areas make 21% more trips per year than the national average, as public transport is unable to meet the needs or expectations of those living in rural communities.

However, car-based transport brings its own problems, with almost two-thirds of rural employers unhappy with the cost of fuel and the impact this has on their business. The state of roads also remains a greater concern for rural businesses than their urban counterparts.

Rural employers are at an automatic competitive disadvantage as transporting and taking delivery of goods generally requires longer distances and higher fuel costs.

A growing trend, particularly in the countryside, is the rise of home-based businesses: there’s a higher proportion of rural people in self-employment when compared to their urban counterparts.

The impact of these businesses may alter the dynamics of the traditional rural economy. Working from home generally indicates less commuting, which relieves congestion. Further, most of these businesses are sole traders in the professional services sector. Such businesses may well choose to obtain supplies from the local village high street, leading to greater income for local communities.

However, home businesses will also require access to public services, such as banks and post offices. An even greater priority is access to telecommunications. A robust telecommunications infrastructure is vital to the development of the home-based business and potentially, a more sustainable countryside. Government statistics estimate that 2.2 million people in the UK are home workers. From this number, 1.8 million cannot work without a computer and telephone.

Business growth in rural areas is also being hampered by a lack of housing. People are unable to buy in the communities where they grew up, resulting in a loss of labour.

But the problem goes deeper. The urban to rural migration of wealthy commuters and retirees is driving up prices, and the limited supply of appropriate land in areas with both housing needs and appropriate planning policies is resulting in difficulties in securing access to finance for both occupants and developers.

Rural tourism makes a valuable contribution to the national economy, with the total value spent by UK residents being £9.7 billion per year. A revitalised tourism campaign will assist this process. The particular assets of the countryside will always be in demand. But increased tourism can only be successful within a healthy physical environment, where economic and social benefits are maximised.

More decisions affecting the countryside should be taken at a local and regional level, where businesses are best placed to identify the potential of their area and how it can be successfully developed. We want to see more business engagement at a local level when deciding Local Development Plans, local authority budget setting, etc.

There also needs to be consistency between decisions taken at a local level, with the economic value of developments taken into consideration, and national policies to be filtered through more effectively to this grassroots level.

The opportunities for businesses in the countryside are endless. However, the correct infrastructure must be in place for employers to best exploit the economy, wherever they are located.

Don’t fear the Chinese dragon

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Jan 312012
 

When approaching the question of ‘Chinese trade’, Welsh firms need to “grab the bull by the horns” and grasp the many opportunities that exist rather than fear the impact on manufacturing businesses in Wales.

China has a growth rate three times higher than that of Europe, but wage levels there are typically close to a tenth of the UK’s.

The mere fact that China is such a successful player in the global economy means that small businesses in Wales are affected by the growth of the Chinese market. But there are mutual benefits for both Welsh and Chinese businesses. China has a strong manufacturing base but is in need of technical expertise and innovative technologies that can be provided by Welsh companies.

Moreover, there is a strong incentive for Chinese companies to co-operate with Wales as it can be used as a gateway to Europe, and in turn the biggest consumer market in world.

Chinese labour costs are very low. There is a fear from some small firms that our manufacturing base could be undermined. Indeed if a large manufacturer relocates to China this has implications for small manufacturers who are first or second tier suppliers to the large manufacturer.

In terms of labour costs a Welsh small manufacturer cannot compete and many are suffering as a result. But many indicate, however, that labour is not their highest overhead and when transport costs are included they believe that they can compete favourably with Chinese products.

And as China’s economy develops its workforce, it will grow in wealth and in turn is potentially an extremely large consumer market for goods.

There is also potential for business-to-business commercial activity. Opportunities exist for western experts to provide services and sell innovative technologies. Indeed there is a keen demand for environmental technologies to reduce pollution outputs.

The point is that you can either fear the situation, or try to take advantage of it. But how could you go about doing this?

As a first step for a small business exporting into China it is important to find local distributors for products as it is unlikely that a small business without a local presence would be in a position to service the Chinese market.

Sourcing goods from China can be particularly demanding and it is necessary to go to China in order to verify that the work is of the right standard and that the correct control systems are in place.

If this is not properly managed it is possible that the goods will be of poor quality with potentially damaging consequences to the business concerned. A small business may not have the resources to manage the supply chain and many small businesses complain about uncertain service and quality during the first stages of sourcing.

It is possible to mitigate this risk and one technique is for a small business to ‘piggy-back’ on a larger company and source products from Chinese companies that have already have well established European or North American customers who have already helped the Chinese company implement best practices.

Initially a business will need to make a visit to China and they may find it difficult to obtain a business visa. To secure a visa it is necessary to first have a formal invitation letter from China inviting them to attend a meeting or an event. If this requirement is not met a visa will not be issued by the Chinese Embassy.

Understanding local laws and customs is important. For instance there is a lack of protection of intellectual property (IP) in China and some businesses run the risk of having their products copied. It is therefore advisable to register trademarks, patents and copyright with an accredited agent.

With China’s adhesion, however, to the World Trade Organisation (WTO) it is hoped that the problem of protecting your IP will be reduced. One of the main conditions of accession to the WTO was that China sign international treaties on business law. Nonetheless, a small business will not have the resources to take enforcement action in China to stop infringements against its intellectual property.

Import / export regulations and customs tariffs on both the Chinese and UK side can cause problems for small businesses, especially if they are doing this for the first time. It is therefore, important for small businesses to find a good freight forwarder who can deal with customs, documentation, storage and insurance.

Letters of credit can be difficult to obtain and understand for a small business. They are nonetheless vital as they are a promise from the bank to pay. The seller gets the money and the purchaser is then able to specify the quality parameters, standards, specifications and delivery time.

Post-crisis lessons: a postcard to the EU

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Jan 242012
 

The financial crisis in Europe has become so severe that it has put the future of the euro, and indeed the future of the EU itself, in doubt. If the financial system in Europe collapses, it is going to plunge the entire globe into chaos.

If the financial system in Europe breaks down, we are all doomed. An economic collapse in Europe would unleash a financial tsunami that would sweep across the globe. The nightmarish sovereign debt crisis in Europe could potentially bring about the end of the euro. The future of the monetary union in Europe is being questioned all over the continent. Without massive bailouts, there are at least five or six nations in Europe that will likely soon default.

So it might seem a bit odd to write an article looking on the ‘bright side’ (so to speak), but that’s what I thought I’d do. I wanted to pen something that worked on the assumption that we all got through to the other side in – relatively – one piece.

I’d actually like to rewind to March 2004 when the heads of state of the EU member states met for the European Council and set the strategic goal for the EU “to become the most competitive and dynamic knowledge-based economy in the world, capable of sustainable economic growth with more and better jobs and greater social cohesion”.

However, these admirable objectives fell woefully short of realisation, even before the economic turbulence of 2008. Much of this was down to a lack of action in reducing regulatory burdens.

The European Charter for Small Enterprises identified ten key areas of action to help small businesses prosper and was adopted by the European Council in Feria, Portugal in 2002 and followed on from the Lisbon Agenda. The overarching principle of these various accords was to recognise the important role that small businesses played in the European Economy.

Whilst this was a step in the right direction, in reality that was pretty much all it turned out to be. Enterprise policy continued to be made in a vacuum and these agendas were rarely adopted throughout the various Commission Departments and across all EU institutions.

So should the EU get the other side of its current nightmarish scenario, it needs to outline a ‘New Deal’ for its dealings with the private sector. Previously, for example, there has been much debate and criticism of the way the European Union has consulted with stakeholders, and in particular the fact that SMEs are not well represented and their views are all too often ignored.

In future, the EU needs to consider the needs of SMEs in four key areas: firstly by organising periodical SME round tables with the TUC also being present, and to organise market research of SMEs on issues that the Commission is consulting on prior to a formal invitation to the Social Partners to negotiate an agreement.

Secondly, it should improve the conduct of the social dialogue by making it more transparent and accountable. This would be achieved by direct market research of SMEs and a longer time being allocated for consultation and an increased number of organisations being consulted.

Thirdly, it needs to create a new SME forum at the EU level with advisory status which would be restricted to Employment and Social Affairs in order to give substance to Article 137(2) of the EU Treaty that states Directives “Shall avoid imposing administrative, financial and legal constraints in a way which would hold back the creation and development of SMEs”, a principle that is often ignored.

And finally, a new social dialogue committee should be established where, unless a piece of legislation passes through this forum, SMEs in the European Union would not be bound by that piece of legislation.

There has long been a wide recognition of the need to improve dialogue with SMEs. The European Commission has developed several policies most notably: the European Small Business Charter, The Green Paper and the follow up Action Plan on Entrepreneurship, and the Better Regulation Action Plan.

These policies have all devised ways of improving dialogue with SMEs including the appointment of an SME Envoy, and the introduction of Impact Assessments to inform policy options.

Yet in spite of these efforts SMEs were still being ignored in favour of social and environmental lobbies. Rather than pay lip service to these concerns, politicians and policy makers need to enter the private sector mindset at all stages of the policy process.

For example, pre-2007 the burden of red tape had greatly increased. While individual laws may not be over burdensome on their own, the cumulative effect can be overwhelming. This is particularly the case with laws relating to health and safety, employment and the environment. Compliance costs can be enormous and have a disproportionate impact on small businesses that are invariably placed at a competitive disadvantage to their larger competitors.

Moreover, there were huge inconsistencies within legislation that made it impossible for businesses to know what there rights and responsibilities were. Therefore, it is about time that there is a review of all existing EU legislation to remove the burdens and inconsistencies. In future, legislation should contain review and sunset clauses and Regulatory Impact Post-Implementation Assessment (RIPIA) should be completed to check that the legislation is doing what it set out to do.

When flat VAT makes sense

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Oct 052011
 

What are the savings that can be made?

IT HAS been said that governments will last only as long as the under-taxed can defend themselves against the over-taxed, which is why small businesses need to take advantage of any tax breaks that come their way whenever the can.

So those which fail to take advantage of ‘flat VAT’ registration may be missing an opportunity to improve their profit margins significantly – and at the Government’s expense. Yet surprisingly few small firms seem to recognise what is on offer. Even businesses I speak to regularly seem unaware that flat rate VAT exists and how it operates.

What is interesting is that, whenever we ask what government has done for small businesses, they point out that they have made VAT easier to administer. I welcome the moves that have been made, but small firms’ awareness is low.

The effectiveness of the reform is questionable because not many small firms have taken them up on the offer. Not many small businesses are aware of what is available and, in particular, they are not aware of how much they could save.

Flat rate VAT operates with admirable simplicity. Under the standard system, a trader records the VAT invoiced through sales, and deducts the VAT paid on purchases to produce a net figure payable to Customs & Excise. With the flat rate system, the trader can ignore the amount of VAT paid on purchases. The amount payable is a set percentage of VAT charged on invoices. That percentage varies according to the trade sector of the small firm.

For example, a self-employed advertiser currently has a flat rate percentage of 11%. As their VAT-able purchases are low, they can make a nice saving as a result of flat rate registration by retaining some 9% (the difference between 11% and the current 20% standard rate) of VAT received – and that is all legitimate profit.

Few traders can expect to gain as much as this and people with low profit margins or high levels of VAT-chargeable purchases might lose. But small firms should certainly check their own position. However, the facility is only available to traders whose annual turnover is less than £150,000 – up from £100,000 at its inception.

When the former Labour Government launched flat rate VAT, it said this was a measure to cut business administration. This may be why few small firms have latched onto the cash benefits for their businesses.

In fact, administrative savings are questionable. Small firms have to maintain much the same books as before. And VAT-registered firms still have to complete quarterly sales returns, advising on their level of exports. It is the possible financial saving that is the attractive feature for many firms.

There is no sensible alternative for firms but to check what the scheme would mean for them, recognising that claims of administrative savings could be illusory. The first thing anyone is going to do is to work out whether it’s worth it. Doing this will be more work than you save in the first year on administration, and then you will want to check out each year to see if you are still saving.

But people in certain trades, such as running a sweet shop, could make significant time savings by not having to calculate and record the VAT element on a large number on inputs. Many of those who stand to gain the most are traders who are currently not registered at all for VAT, especially as newly-VAT registered businesses are given a one per cent reduction in flat rate payment in their first year of registration. This appears to be aimed, at least in part, at taking people out of the shadow economy.

So what should small firms should do now if they have not yet registered for flat rate VAT? If you are under the threshold, it really does make sense to take look at it.

Health and safety really gone mad

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Sep 232011
 

Beware this dangerous weapon...

ONE business in Wales was shocked earlier this year to find out that his company’s health and safety provision was not adequate and that bringing it into line would cost £8,000.

The owner of a small engineering company was given 24 hours’ notice that his health and safety records were not up to scratch and that his firm’s annual insurance policy could not be renewed. Without it, his firm could not function.

At the heart of this story is the new and almost-obsessive health and safety culture that has developed in recent years, whereby company bosses are asked to dream up theoretical situations where anything that could go wrong would go wrong.

This includes issues such as the somewhat-bizarre state of affairs where a pencil sharpener becomes a pretty dangerous piece of kit in the (theoretically) wrong pair of hands. And while many are happy enough to blame this state of affairs on the Health and Safety Executive, it appears that there are many other factors at work.

This particular firm had for years been using the same old health and safety document: it was about four pages in length and had a two-line or three-line assessment of each piece of equipment used in his business. It had been designed based on the recommendations of the Health and Safety Executive but now, it seemed, the document was no longer valid. The insurance company insisted that the firm call in a team of health and safety consultants to compile a new document. This seemed ridiculous enough – the £8,000 bill made matters worse.

The new document was drafted and the firm was astonished to see that it contained several hundred pages. Inside were risk assessments on 150 items of equipment, some as mundane as fax machines – and each assessment was up to three pages long. To make things worse was the fact that just about every piece of equipment in the company now had to be treated almost as if it was a potential weapon. They were expected to make the assumption that each member of staff was suicidal. Every item in the office was viewed as a means of ending someone’s life: in fact, there had been just two injuries at the company in the last five years – a couple of cut fingers.

Many other businesses are in the same boat. Another one reported having to write six pages of health and safety text about the ammonia used in the office photocopier, while another, a company servicing oil rigs in Scotland, was forced to produce a risk assessment for a pencil sharpener.

But although the Health and Safety Executive had been much maligned over the issue, the new culture of obsession has been largely brought about by insurance companies rather than the HSE itself. In fact, the HSE is generally opposed to much of the pressure from the insurance industry to bring in new rules and regulations, which it sees as largely irrelevant.

The HSE’s requirements, as far as risk assessments go, are usually very reasonable and it is generally insurance companies that are demanding ever-more complicated and comprehensive assessments. Many insurance companies now have their own assessors, who are creating more and more regulations each year. They are always asking for more than the HSE legislation requires, whereas they should be looking at the overall way in which the organisation manages itself.

If the management is acting responsibly and is aware of the risks connected with its line of business, there should be no cause for concern. Unfortunately, a rather different culture has developed in recent years.

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