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    Why New Businesses Fail
    I was a Yellow page consultant for nearly 25 years and spoke to thousands of businesses during that time. We received what were called, ‘New Ins,’ or ‘New Connects,’ throughout the campaign. They were companies with newly connected business phone lines that presumably were just opened and needed a contact. They didn’t always want advertising, but received at least a complimentary listing in both the white and yellow pages. Therefore, when I got one of these companies, they got my full attention and a phone call.So we would meet and I would do some fact finding about their business. More often than not, I was surprised to find out that they lacked a business plan. They had no idea what to expect over the next several years: no short or long term goals, marketing program, customer tracking system, or follow up procedures. Instead, they open their doors and expect the customers to come in droves to buy their tires,
    o two categories, actual loss and perceived loss. Perceived loss is where it is assumed that the equipment is lost as no one can account for its physical location. In reality the equipment is sitting in a warehouse or yard area unaccounted for and ignored. Actual loss is as its name would suggest and the equipment has been permanently mislaid or destroyed. Effective management will identify actual loss via audit trailing facilities and should negate perceived loss.

    Damage will always occur to packaging equipment in the supply chain. However experience would suggest that an estimated 70% of damage is avoidable. Effective management will allow you to identify who is damaging equipment in the supply chain and handling processes of regular offenders can be examined and changed or improved to ensure damage is reduced. Damage data can also identify any design areas within the equipment itself that could be changed to reduce overall damage levels and therefore costs.

    The example

    If You Want New Customers, You Better Try Something New!
    If you want new customers, you better offer them something new. Competition is stiffer today than ever and you are competing with people all over the country if not the globe, so you better give your customer something unique if you want to attract them.Look at television right now. You have entertainment shows from all networks, cable companies, specialty channels, movie houses, video stores, the internet and gaming devices, so how do you get an audience. What's hot now on television is game shows again. Why? People love something free and love it even more if it involves little work. Take the game show Deal or No Deal. Basically you choose a random person and give them money for arbitrarily picking a brief case. People love it and the ratings are through the roof. Imagine so many people watching a complete stranger win money and they are addicted to watching.This sounds right but now you are saying you are not on television,
    Over the last decade more and more companies have implemented returnable and reusable transit packaging fleets and pools, whether it is pallets, tote bins, steel stillage, cages or even wooden crates. What is guaranteed is that these fleets require a capital investment, (whether directly or by a fleet / pool provider), and should be protected as you would any other company asset.

    The specifications of the packaging vary enormously depending on the industry, the application and budget. However one thing common to many of the established packaging fleets or pools is that when they were originally specified, costed and implemented, a number of elements were not considered, and often still aren’t. These include repair and maintenance costs due to normal wear and tear as well as misuse, equipment loss, stockpiling and extended dwell and cycle times, lifespan of the equipment and the flexibility of the chosen design to adapt with developing and changing supply chain demands. These elements all have a cost impact, which can be substantial, and surprisingly many companies are either unaware of the real cost of their packaging pools, or just accept that it is a high cost and budget accordingly.

    The key to managing costs of a packaging fleet is the in the initial equipment design and specification, the processes specific to the fleet within the supply chain and having an effective management and control system which can be easily integrated into the existing supply chain operation.

    The starting point is therefore establishing the objectives of the packaging fleet and the requirements within the supply chain that you are looking to satisfy. Analysis of the operation and supply chain requirements, now and for the next five years, needs to be carried out and once the objectives and requirements are confirmed then the methods of handling and the type of packaging required can be established and specified. Success will be facilitated by a simple cost effective process design, which adds value to the existing operation by generating “self funding” fleets, to include cost control mechanisms to reduce cost of damage, loss and misuse.

    Process designs are unique to the individual customers supply chain needs, whether it is a simple hub and spoke operation or a complex multi tiered supply chain. Identifying the subtle differences between the needs if an inbound or outbound pallet or container pool is crucial to a successful solution.

    The actual equipment design must take into account the physical requirements of the packaging, as well as the lifespan under actual working conditions, the ease of maintenance and repair, the ease of handling and of course the capital investment. It must be remembered that when costing a fleet it will probably be an initial high capital cost, compared to disposable packaging, but it is also an asset that can be depreciated over a number of years. The annual cost of running the fleet can be budgeted and this will vary depending on the individual supply chain needs. However these costs can also be monitored and controlled with a suitable management system.

    There are a number of asset management systems being used to manage fleets or pools, and experience shows that a simple system, using established technology can provide the perfect tool for controlling your fleet effectively.

    The objectives of a fully integrated pro-active fleet management system are as follows:

    • To reduce overall packaging fleet costs
    • To increase fleet visibility and cost control
    • To optimise packaging fleet utilisation and minimise cycle times
    • To provide proof of accountability for damage and loss
    • To manage a repair and maintenance program

    A suitable system should be modular, enabling it to cope for example, with a simple hub and spoke operation developing into a more complicated multi-tiered supply chain over a 3 to 5 year period.

    Equipment losses can be put into two categories, actual loss and perceived loss. Perceived loss is where it is assumed that the equipment is lost as no one can account for its physical location. In reality the equipment is sitting in a warehouse or yard area unaccounted for and ignored. Actual loss is as its name would suggest and the equipment has been permanently mislaid or destroyed. Effective management will identify actual loss via audit trailing facilities and should negate perceived loss.

    Damage will always occur to packaging equipment in the supply chain. However experience would suggest that an estimated 70% of damage is avoidable. Effective management will allow you to identify who is damaging equipment in the supply chain and handling processes of regular offenders can be examined and changed or improved to ensure damage is reduced. Damage data can also identify any design areas within the equipment itself that could be changed to reduce overall damage levels and therefore costs.

    The example b

    Photo Postage Stamps - Great Innovations in Stamps
    Photo postage stamps aren't such a new idea; its been around for years! The USPS (United States Postal Service) briefly suspended the use of such a stamp due to security concerns. There are certainly a number of reasons that the USPS would want to abolish all photo stamps, for example in the height of the anthrax scares a stamp with a scull and cross bones plus the word Anthrax caused a sorting office to shut down for several hours. Although custom photo stamps are legitimate, perhaps getting rid of them would put people off trying to get away with counterfeit postage stamps!The USPS decided that it would allow another phase of a pilot program allowing companies to sell their customers photo postage stamps. The first stage of the trial was a huge success; however the USPS wants to make sure that these custom postage stamps aren't just a fad.What is a photo postage stamp?Photo postage stamps allow people to put a photo o
    ments all have a cost impact, which can be substantial, and surprisingly many companies are either unaware of the real cost of their packaging pools, or just accept that it is a high cost and budget accordingly.

    The key to managing costs of a packaging fleet is the in the initial equipment design and specification, the processes specific to the fleet within the supply chain and having an effective management and control system which can be easily integrated into the existing supply chain operation.

    The starting point is therefore establishing the objectives of the packaging fleet and the requirements within the supply chain that you are looking to satisfy. Analysis of the operation and supply chain requirements, now and for the next five years, needs to be carried out and once the objectives and requirements are confirmed then the methods of handling and the type of packaging required can be established and specified. Success will be facilitated by a simple cost effective process design, which adds value to the existing operation by generating “self funding” fleets, to include cost control mechanisms to reduce cost of damage, loss and misuse.

    Process designs are unique to the individual customers supply chain needs, whether it is a simple hub and spoke operation or a complex multi tiered supply chain. Identifying the subtle differences between the needs if an inbound or outbound pallet or container pool is crucial to a successful solution.

    The actual equipment design must take into account the physical requirements of the packaging, as well as the lifespan under actual working conditions, the ease of maintenance and repair, the ease of handling and of course the capital investment. It must be remembered that when costing a fleet it will probably be an initial high capital cost, compared to disposable packaging, but it is also an asset that can be depreciated over a number of years. The annual cost of running the fleet can be budgeted and this will vary depending on the individual supply chain needs. However these costs can also be monitored and controlled with a suitable management system.

    There are a number of asset management systems being used to manage fleets or pools, and experience shows that a simple system, using established technology can provide the perfect tool for controlling your fleet effectively.

    The objectives of a fully integrated pro-active fleet management system are as follows:

    • To reduce overall packaging fleet costs
    • To increase fleet visibility and cost control
    • To optimise packaging fleet utilisation and minimise cycle times
    • To provide proof of accountability for damage and loss
    • To manage a repair and maintenance program

    A suitable system should be modular, enabling it to cope for example, with a simple hub and spoke operation developing into a more complicated multi-tiered supply chain over a 3 to 5 year period.

    Equipment losses can be put into two categories, actual loss and perceived loss. Perceived loss is where it is assumed that the equipment is lost as no one can account for its physical location. In reality the equipment is sitting in a warehouse or yard area unaccounted for and ignored. Actual loss is as its name would suggest and the equipment has been permanently mislaid or destroyed. Effective management will identify actual loss via audit trailing facilities and should negate perceived loss.

    Damage will always occur to packaging equipment in the supply chain. However experience would suggest that an estimated 70% of damage is avoidable. Effective management will allow you to identify who is damaging equipment in the supply chain and handling processes of regular offenders can be examined and changed or improved to ensure damage is reduced. Damage data can also identify any design areas within the equipment itself that could be changed to reduce overall damage levels and therefore costs.

    The example

    So You Want to be a Hot Dog Man (or Woman)?
    Why be a Hot dog man (or woman)? If you're reading this, maybe you're looking for the answer. As someone once said: "Just when you think you have the answers, I change the questions!"For me, I wanted a low key business that involved lots of interaction with people. I like most people and enjoy chatting about the news of the day, the Red Sox, football, the weather, kids, wives, families etc. I was a commissioned salesperson for 20 years before I started this venture, so I know about people. I just wanted to deal with people straight up, without an angle. I have something they want and I give it to them-SIMPLE. I wanted no more of the stress and high pressure of commissioned sales.I also wanted to be involved with hot dogs because I like hot dogs and I feel the way I cook and serve my hot dogs is the best way; I have never found a hot dog anywhere that tastes quite like mine. The secret is in the way I cook them (not telling...y
    process design, which adds value to the existing operation by generating “self funding” fleets, to include cost control mechanisms to reduce cost of damage, loss and misuse.

    Process designs are unique to the individual customers supply chain needs, whether it is a simple hub and spoke operation or a complex multi tiered supply chain. Identifying the subtle differences between the needs if an inbound or outbound pallet or container pool is crucial to a successful solution.

    The actual equipment design must take into account the physical requirements of the packaging, as well as the lifespan under actual working conditions, the ease of maintenance and repair, the ease of handling and of course the capital investment. It must be remembered that when costing a fleet it will probably be an initial high capital cost, compared to disposable packaging, but it is also an asset that can be depreciated over a number of years. The annual cost of running the fleet can be budgeted and this will vary depending on the individual supply chain needs. However these costs can also be monitored and controlled with a suitable management system.

    There are a number of asset management systems being used to manage fleets or pools, and experience shows that a simple system, using established technology can provide the perfect tool for controlling your fleet effectively.

    The objectives of a fully integrated pro-active fleet management system are as follows:

    • To reduce overall packaging fleet costs
    • To increase fleet visibility and cost control
    • To optimise packaging fleet utilisation and minimise cycle times
    • To provide proof of accountability for damage and loss
    • To manage a repair and maintenance program

    A suitable system should be modular, enabling it to cope for example, with a simple hub and spoke operation developing into a more complicated multi-tiered supply chain over a 3 to 5 year period.

    Equipment losses can be put into two categories, actual loss and perceived loss. Perceived loss is where it is assumed that the equipment is lost as no one can account for its physical location. In reality the equipment is sitting in a warehouse or yard area unaccounted for and ignored. Actual loss is as its name would suggest and the equipment has been permanently mislaid or destroyed. Effective management will identify actual loss via audit trailing facilities and should negate perceived loss.

    Damage will always occur to packaging equipment in the supply chain. However experience would suggest that an estimated 70% of damage is avoidable. Effective management will allow you to identify who is damaging equipment in the supply chain and handling processes of regular offenders can be examined and changed or improved to ensure damage is reduced. Damage data can also identify any design areas within the equipment itself that could be changed to reduce overall damage levels and therefore costs.

    The example

    Tell Me The Reasons Why I Should Believe You?
    Have you ever heard the phrase, 'PREPONDERANCE OF PROOF'?I recently heard it to describe a situation where a person was backed up against a wall (legally speaking) and needed a way out of the mess.The legal guy came in and said, 'I feel we may win this case'. The defendant was furious with his lawyers. I want you to have an abundance, a 'preponderance of proof' so that we bury them in evidence. I want them to 'surrender' because of the unending proof we can give them!That real life example helps to reinforce the fact that generally we're a nation of sceptics.But, if someone was able to win us over, with just amazing proof, reasons and credibility to back up what they say, we'd be pretty much sold on whatever they were trying to persuade us with.To illustrate things, let's say were planning on selling our car and we want to give the prospective buyer enough evidence to buy from us.The question is "wh
    is will vary depending on the individual supply chain needs. However these costs can also be monitored and controlled with a suitable management system.

    There are a number of asset management systems being used to manage fleets or pools, and experience shows that a simple system, using established technology can provide the perfect tool for controlling your fleet effectively.

    The objectives of a fully integrated pro-active fleet management system are as follows:

    • To reduce overall packaging fleet costs
    • To increase fleet visibility and cost control
    • To optimise packaging fleet utilisation and minimise cycle times
    • To provide proof of accountability for damage and loss
    • To manage a repair and maintenance program

    A suitable system should be modular, enabling it to cope for example, with a simple hub and spoke operation developing into a more complicated multi-tiered supply chain over a 3 to 5 year period.

    Equipment losses can be put into two categories, actual loss and perceived loss. Perceived loss is where it is assumed that the equipment is lost as no one can account for its physical location. In reality the equipment is sitting in a warehouse or yard area unaccounted for and ignored. Actual loss is as its name would suggest and the equipment has been permanently mislaid or destroyed. Effective management will identify actual loss via audit trailing facilities and should negate perceived loss.

    Damage will always occur to packaging equipment in the supply chain. However experience would suggest that an estimated 70% of damage is avoidable. Effective management will allow you to identify who is damaging equipment in the supply chain and handling processes of regular offenders can be examined and changed or improved to ensure damage is reduced. Damage data can also identify any design areas within the equipment itself that could be changed to reduce overall damage levels and therefore costs.

    The example

    Home Buying Seminars - Powerful Marketing for Real Estate Agents
    Why conduct a home buying seminar — (the benefits) Seminars are a perfect complement to your personal marketing program. They're educational, popular and much more personal than any marketing piece. They can also position you as an authority, which can easily lead to future clients.And who knows, you might even have some fun and meet some nice people along the way!Where to conduct a home buying seminar — (the venue) One of the first steps in conducting your seminar is to identify a location. When scouting out the location, be sure to ask yourself the following questions:1. What will the venue cost? Sometimes you can find an excellent location at no cost. If you happen to know the principal of your local high school, for example, you may be able to use the school's auditorium for an evening seminar. Otherwise you'll have to rent some space. But the potential gains far outweigh the smal
    o two categories, actual loss and perceived loss. Perceived loss is where it is assumed that the equipment is lost as no one can account for its physical location. In reality the equipment is sitting in a warehouse or yard area unaccounted for and ignored. Actual loss is as its name would suggest and the equipment has been permanently mislaid or destroyed. Effective management will identify actual loss via audit trailing facilities and should negate perceived loss.

    Damage will always occur to packaging equipment in the supply chain. However experience would suggest that an estimated 70% of damage is avoidable. Effective management will allow you to identify who is damaging equipment in the supply chain and handling processes of regular offenders can be examined and changed or improved to ensure damage is reduced. Damage data can also identify any design areas within the equipment itself that could be changed to reduce overall damage levels and therefore costs.

    The example below shows the effect that increasing or decreasing the delivery trip cycle time in a pallet pool has on the pallet pool costs.

    Cycle time management is key to the fleet size and therefore cost, so all efforts to reduce or maintain a minimum cycle time are paramount. This can be achieved through synchronous container flows integrated with lean manufacturing process. Cycle times should not be averaged out across the whole fleet and a good system will enable you to set individual cycle time parameters for specific user requirements. Minimising and reducing cycle times can create a surplus of equipment in the packaging fleet or pool. However this should not be regarded as wasted capital, but as cost avoidance on future packaging requirements as your business expands.

    In order to ensure your objectives and requirements are met the system specification process must be thorough and realistic and tailored to suit the individual customer and supply chain needs.

    • Your current management systems and process will be evaluated, and a suitable packaging management system designed and implemented
    • Packaging fleet data can be captured via RFID readers, bar code scanners, or by manual entry of bulk movements.
    • Data entry should be minimal so as not to increase on-costs and the risk of human error.
    • There must be a high degree of control and a wide range of reporting capabilities, available via a local network or over the internet on a secure password access basis.
    • The system must manage overall packaging fleet performance, including additional operations such as repair and maintenance, cleaning, damage inspection procedures and KPIs.
    • There should be no limit on pallet / container types or the amount of locations where the fleet can be used in order that it can be flexible to a growing business.
    • Data synchronisation with other systems within your business will facilitate accurate equipment planning for future or seasonal requirements.

    The impact of packaging on overall supply chain costs, and indeed the impact on packaging costs brought about by changes elsewhere in the supply chain, can be tested theoretically using various cost modelling soft ware prior to actual implementation.

    Gideon Hillman Consulting can assist you with knowledge and experienced based proposals and modelling solutions for Asset Management in the Supply Chain Investment into planning and consultative project management at the outset can negate over investment and additional cost in the longer term.

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