Industry Insight Carpe diem - seize the moment


Andy Campbell, independent business development consultant, specialising in the gardening and DIY sectors, provides some advice on forecasting sales.


When asked what qualities a politician needs, Churchill replied, “The ability to foretell what is going to happen tomorrow, next week, next month, and next year - and to have the ability aſterwards to explain why it didn’t happen.” One can’t help thinking there are


some parallels here with garden centre retailing. Due to the highly seasonal, weather-dependent and in the case of horticultural


products, perishable nature of what we sell – we are constantly trying to forecast what will happen in the future. Overlay on top of this the uncertainty brought about by a global pandemic in terms of supply and demand, and it is no surprise trading can seem rather chaotic right now. To make the most of the current opportunity, we need to have at our fingertips robust management information to enable good quality rapid decision- making. This is using the best possible information to support one’s judgment to make well- informed commercial decisions. Many garden centre businesses hold regular weekly sales meetings, probably every Monday through the peak trading periods. At these, the primary focus will be to review the performance of the business for the previous week. If, however, all they do is look back and highlight what went well and


what didn’t; and to seek to explain why – then they will not be achieving all that they could. Twenty percent of the time can be spent looking back, but 80 percent should be looking forward. The art is to take these learnings and to turn them into specific actions that can be implemented quickly to drive immediate performance gains, to really trade the business proactively. For example, if a particular line sold extremely well last week, do we know the reason or reasons why? Was there a set of prevailing circumstances that contributed to its success? If so, can this be built upon quickly to keep the momentum going? Can the same


approach be applied to other products before next weekend? Equally, if something didn’t work last week, such as a promotion, can remedial action be taken? If not, can it be halted and an alternative with greater potential be substituted? How can this learning be captured and not repeated next month or next year? It is vital for all businesses ‘to make hay while the sun shines.’ This overall approach is not


intended to replace the over- arching strategic direction for a business, simply to maximise the opportunity when it presents itself, within the existing longer-term strategy. Good quality management information is the key.


Andy Campbell is an independent business development consultant, specialising in the gardening and DIY sectors at both the retail and production ends of the supply chain. Get in touch with Andy, by calling 01225 864331, e-mail: andy@andycampbellconsulting.co.uk or visit his website at: www.andycampbellconsulting.co.uk


Global expansion and re-structuring of Bond It


Bond It , one of the UK’s fastest growing manufacturers of sealants, adhesives and building chemicals, is about to undergo a huge change as we enter quarter two of 2021.


On the back of its recent acquisition of the Rescue Tape brand of self-fusing Silicone Tape, manufactured in North Carolina and distributed through warehouses in North Carolina and Los Angeles, the Company has now successfully launched the Bond It brand into the North American market As a result David Moore, one of the company’s founding partners, will take on the role of CEO Bond It Group. He will split his time equally between the UK and the USA to oversee the smooth integration of distribution of Bond It products into the States. To help him in this role Bond It are pleased to announce the appointment of Dean Morgan as Managing Director of the UK operation. Dean will bring with him a wealth of experience of manufacturing as well as already having a long established relationship with Bond It. “Dean was instrumental in guiding Bond It through the implementation of ISO 9001, 140001 and the recent 450001 systems and has worked with us for 12 years as a consultant. I believe Dean is the right person to guide Bond It to its next level of evolution” said David Moore.”


GCU May 2021


David Moore, left, moves to become CEO Bond It Group, with Dean Morgan taking up the position of Bond It UK MD


Dean has gained over 40 years experience in


various manufacturing companies and has in- depth knowledge of trouble shooting, product development, management systems and driving improved financial performance, so he will be a major asset in his new role. He will direct the Company looking to streamline the processes


already existing as part of our ISO Management System, looking to improve efficiency, productivity and quality of the reputable Bond It brands.


• For more information on Bond It contact our Sales Team on 01422 315300 or visit www.bonditgroup.com


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