Truvox Burnisher Goes on Safari
August 22, 2011
The white lions and rhinos that surround Spring Grove House, the sumptuous banqueting suite set in the grounds of West Midlands Safari Park, have been joined by a Truvox Orbis Cordless Burnisher. Having recently reopened after a £5m rebuild following a devastating fire nearly five years ago, the job of keeping a fine marble black and white chequer-board floor in its entrance hall at its best has been passed to the Orbis Cordless Burnisher.
To maintain a full high gloss on the marble floor, while carrying out maintenance during daylight hours, the management of West Midlands Safari Park purchased one of the recently introduced Truvox Orbis UHS Cordless Burnishers through Janitorial Direct in nearby Kidderminster. Janitorial Direct Managing Director Julian Gaze explained that the West Midlands Safari Park has been a regular customer for janitorial supplies for years, and contacted him when the huge task of rebuilding Spring Grove House, which, among other roles, is the head office of the company running the safari park, was almost complete.
The company’s essential requirement was for a reliable high-speed rotary burnisher capable of maintaining a high gloss on the marble reception floor area, without posing health and safety risks to staff or visitors, who were present while polishing was being carried out. Recognising this description as that of the Truvox Orbis Cordless Burnisher, Julian quickly organised a demonstration, which was carried out by Bob Orrock, Midlands Regional Sales Manager for Truvox International, based in Southampton.
Battery powered
Bob Orrock showed them the Orbis UHS Cordless Burnisher, the model was eventually bought for the task at Spring Grove House. Equipped with two 12 V rechargeable batteries, and with a built-in charger and charging lead, the machine is powered by a 480 Watt motor that routinely propels the 43 cm diameter head at 1500 rpm while maintaining a pad pressure of 3 gm/cm², ideal for polishing marble, for 2 hours on one single charge. With sound emission of only 56.6 dB(A), the Orbis UHS can be used while people are working or visiting without problems – and, should somebody rush by while the machine is working, there is no risk that they will trip over a power lead, because there isn’t one.
“The Truvox Orbis UHS delivers a great finish and is superb for our needs” said Paul Hewesterne, Park Services Manager at Spring Grove House. “The entrance hall gets more traffic than you would expect with all the conferences we host during the week, weddings at the weekends, and everybody coming to the restaurant. It takes a good machine to maintain a high gloss despite all that”.
Conference Centre
As well as being the headquarters of the business that runs the West Midlands Safari Park, Spring Grove House is a fully equipped conference centre and wedding venue, with a first-class restaurant, an excellent chef and catering staff and even a bridal suite. The presence of a great variety of African wildlife just outside offers major potential for pleasure to delegates at conferences during lunch breaks and non-business hours.
The Safari Park provides opportunities for families to see rhinos, rare white lions and white tigers, timber wolves, cheetahs, giraffes, meerkats, African wild dogs and creepy crawlies galore. There is an African village, with free-range Somali sheep and pygmy goats. In the African Village, people can visit an exciting exhibit called ‘Walking with Lemurs’. Details of the safari park are at www.wmsp.co.uk.
For more information about the Truvox Orbis UHS Cordless Burnisher, phone 023 9070 6600 or go to www.truvox.com.
For more information about Janitorial Direct Ltd, phone 01562 512870 or go to www.janitorialdirect.co.uk.
ENDS
For press enquiries please contact:
Ceris Burns – Ceris Burns International t: +44(0)1825 714329 e: ceris@cbimarketing.com
http://www.cbimarketing.com
Branding for International Success
August 22, 2011
Ceris Burns, international marketing specialist for the cleaning industry takes a look at the importance and application of branding to aid success in overseas markets.
Why is branding important?
Ultimately brands are created to avoid the commoditisation of products and services which leads to purchasing decisions being made on price alone. The buyer expects to pay a premium for a number of perceived benefits from a recognised supplier or brand. Brands can lend a sense of authority to the purchasing decision and in some cases a particular product or service might even be specified by a company as it has been placed on their preferred supplier list. In this case branding helps lock out the competition.
International branding
Branding is the most visible of a company’s activities and this is even more the case when applied on an international scale. Branding allows customers to identify products and services across multiple markets which will guarantee their satisfaction as they provide specific benefits. These benefits might be based upon performance, price, quality or image. For the company, brands provide a point of differentiation from their competitor’s products and are also a way of adding value to the company. There is potential for the company to add value through one or more ways such as: Premium pricing – brands allow higher prices to be charged compared with non-branded products, Higher volumes – branded products can generate higher volumes if they are positioned at standard rather than premium price levels. Lower costs – higher volumes lead to cost reduction from economies of scale which improves competitiveness. Improved use of assets – high sales levels should lead to the optimum use of assets such as equipment and supply and distribution channels.
Brand Components & Strategies
A brand can be made up of tangible (for example ‘product reliability’) and intangible (the purchaser experiences a specific feeling as a result i.e prudent decision making or professionalism) benefits. In business to business environments, decision making tends to be more rational and as such branding is created around product or service attributes such as specification and performance. A brand builds confidence with customers in situations where it might be difficult for them to assess the differences between competitor products.
In international markets, due to different cultures, customer expectations and market development, the appeal of a branding approach may be more appropriate for a similar product. For example in some cultures, product or service attributes will be more important while in others aspirational branding may appeal. Another challenge for companies wishing to market their products overseas is to gauge to what extent the intangible benefits of branded products and services vary between countries, cultures and individuals.
When wishing to promote a brand overseas the first decision has to be which type of branding to adopt. There are several types of branding and these include: Umbrella branding – one brand which supports several products, Product branding – each product has a unique brand, Line branding – a number of complementary products share the same concept, Range branding – similar to line branding but includes a broader range of product concepts, Sourcing branding – products are double branded with a corporate or range name and a product name, Private branding – products are supplied to a third party for sale under their own brand name. In recent times, in part due to the economic climate, there has been an increase in private branding because private brands are perceived as being value for money. Whichever strategy you decide to take, your choice is likely to be based upon whether the benefits of a shared identity outweigh the importance of differentiation between individual product brands.
Positioning
Positioning is related to brand strategy and implementation and is concerned with how a product or service is to be differentiated from the competition. In the case of international marketing it should be remembered that perceptions of certain aspects of a product’s positioning may vary across countries. It is also necessary to establish in the customer’s eyes exactly what the product stands for and how it differs from existing and future competition by creating an identity which clearly represents the value of the product. Differentiation could be based upon price, quality, product or service attributes, specific applications or even direct comparison with a competitor.
For more information about international branding or positioning contact Ceris Burns ceris@cbimarketing.com
ends
Invest in Tech
August 3, 2011
In this edition, Bradley Reames, managing director of Peartree Cleaning Services explains how specialist iPad software is helping to transform the cleaning industry
Why is new technology key to the cleaning industry?
New and innovative technology is being introduced all the time for many different aspects of the cleaning industry to ensure facilities receive a consistently high level of quality cleaning and support services. As with any industry, technology is constantly improving and advancing to keep up to date with current industry demands, be it equipment to assist with cleaning tasks, such as vacuums and scrubber dryers, or software programs specifically designed for the cleaning sector.
How can software programmes be used within the cleaning industry?
We are the first company in the UK to implement the CleanLink iPad application, which has been specially designed for contract cleaners, via the iPad 2. Specialist cleaning software via the iPad can help to easily monitor operational performance and provide a structured approach to quality monitoring for facilities managers, against agreed service levels. Software has been purposely developed for contract cleaning companies to efficiently manage all locations remotely, which means the head office can constantly monitor progress at the site, keep track of updates and maintain client satisfaction.
Many other applications are available to businesses such as training software or financial auditing processes and e-ordering for cleaning products and consumables.
How is iPad technology having an impact on performance monitoring?
Traditional methods of quality monitoring have often been time consuming with room for human error, as collective data needs to be analysed manually. With the use of iPads, live quality monitoring inspections can be carried out with clients in attendance, collecting scores, comments and signatures. Performance reports can easily be extracted, instantly analysed and emailed to the head office for review.
Operation managers can perform onsite audits, record additional services provided, place orders for supplies, log any complaints or requests from the customer, receive instructions, record client satisfaction rates and take photographs onsite.
The software application also provides managers with staff details, client and site details, specification, pay rates and hours allocated, and access to emails, enabling them to have all this information at their fingertips.
What other technological breakthroughs is the cleaning industry implementing?
The cleaning industry is perceived by some as old-fashioned, yet much is being done to improve the image and standards of the cleaning industry. Incorporating iPad application technology is a huge step for us, and for the industry as a whole.
Technology will continue to develop and improve, and the cleaning industry will continue to benefit from new innovations. There have already been many other breakthroughs in technology with regards to equipment and machinery.
‘Green technology’ has been introduced into the cleaning industry as people are becoming increasingly aware of the importance of protecting the environment and saving energy. iPad technology is helping to reduce paper wastage. A lot of the equipment implemented for cleaning now runs much more efficiently and as such is having an improved impact on the environment. Technologies have also been introduced to reduce or eliminate chemicals used in cleaning products.
Contact
For a broad range of quality cleaning services using innovative technology contact www.peartreecleaning.co.uk.
Working at Height Best Practice
August 3, 2011
Matthew Johnson, managing director of CAM Specialist Support reviews working at height practices, which are being professionalised through training and modern standards
Changes to working at height
New, safer and more technically advanced methods of working at height have been developed since the Work at Height Regulations 2005, amended by the Work at Height (Amendment) Regulations 2007 came into force. For example, water fed pole systems have replaced cleaning with ladders for work of up to 60 feet and technically advanced suspended access equipment such as cradles, mobile elevated work platforms, temporary scaffolds and rope access enable buildings to be cleaned and maintained safely.
One of the key legal requirements of the regulations is for competent, well trained people to plan, organise, supervise and carry out work at height. The Regulations “apply to all work at height where there is a risk of a fall liable to cause personal injury.”
Breadth of work at height
Cleaning and maintaining buildings often involves the need to work at height. The obvious requirement that springs to mind is window cleaning; however there is a much broader range of complex building support services which involves the need to work at high levels. This includes gutter clearances, bird proofing, roof repairs, cleaning of extractor vents and building inspections including surveys and specialist reports.
Risk assessments and emergency planning
The Work at Height regulations include planning for emergencies and rescue situations, which has made operating at height safer and more professional.
Risk assessment should always be carried out to ensure the safest way of working and any rescue plan should be site specific and detailed. CAM Specialist Support has been working with a diverse range of companies to anticipate and prevent their particular potential working at height risks. By its very nature, a rescue plan is only called upon in an emergency, so contractors must carry out regular practice sessions and refresher training to ensure that their operatives will react swiftly and appropriately should an emergency situation arise.
Duty holders need to satisfy themselves when appointing a specialist contractor that these emergency procedures are in place and well resourced. This is essential for the safety of themselves and the general public.
Accredited Training
There are a number of associations that promote a safe environment for the operation of specialist work at height equipment such as the Industrial Rope Access Trade Association (IRATA), the International Powered Access Federation (IPAF) for powered equipment and PASMA, the lead trade association in Europe for the mobile access tower industry. Duty holders should choose a reputable provider which holds these training accreditations, indicating that it has invested heavily in training and safety.
CAM Specialist Support arranges a wide range of training courses, provided by a team of experts including Ladder Association training courses, Mobile Elevated Work Platforms (MEWP) Operator and Demonstrator Courses and IOSH accredited Federation of Window Cleaner’s courses. In addition, our company provides professional consultancy services including site audits, cleanability audits, access strategy reports, risk assessments and method statements written to help operatives work safely and minimise risks identified in the risk assessment.
Industry best practice is providing safer methods of cleaning and maintaining buildings whilst working at height, ensuring that the cleaning industry meets complex building support requirements with expertise and trained, professional staff.
Hat Trick for Alpha Waste Solutions Reflects Waste and Recycling Growth
August 3, 2011
Specialist provider of waste container management, environmental services and waste recycling supplies Alpha Waste Solutions has recently enjoyed a trio of important developments that illustrates positive growth for the waste and recycling industry. The company provides waste recycling products and services to all commercial sectors from facilities management and education to local authorities.
The first development at Alpha involves a strategic name change for the company that has been involved in the cleaning, maintenance and refurbishment of wheeled refuse containers for over 10 years. Originally known as Alpha Bin Care, the new name of Alpha Waste Solutions reflects the dual offer that it has developed; service coupled with a range of complementary waste recycling supplies.
It is the company’s objective to be the premier one stop shop within its field and as such it offers all manner of waste recycling supplies from waste containers and eco paper sacks to office and household recycling and document destruction products.
In line with this objective, last month Alpha acquired recycling bin manufacturer Astor Waste Systems. Commenting on the acquisition Peter Vernon managing director of Alpha Waste Solutions said:
“We are delighted to introduce the Astor product range to the Alpha family. This acquisition is part of our long term growth plan and in immediate terms means that we are able to add secure document shredding products and service to our portfolio to further strengthen our integrated offer.”
The third component of the hat trick is Alpha’s appointment as UK master distributor for two leading manufacturers namely Busch Systems and Segezha Packaging. Alpha will distribute Busch Systems’ range of plastic recycling products and from Segezha’s quality paper refuse products range it will drive sales of ‘EcoSack’ biodegradable paper sacks.
For further information about Alpha Waste Solutions contact Peter Vernon on telephone 01634 838 540 or email him at pvernon@awsltduk.com www.awsltduk.com
ENDS
For press enquiries please contact:
Ceris Burns – Ceris Burns International t: +44(0)1825 714329 E: info@cbimarketing.com www.cbimarketing.com
New Product Development for Export Markets
August 3, 2011
There is an ever growing desire for customers to have new products. Meanwhile, companies frequently use new product development as a means to refresh their competitive advantage and some even set it as a business objective. With respect to international business, faster new product development is essential for companies wishing to secure increased export involvement. Ceris Burns, international marketing specialist for the cleaning industry considers new product development for overseas markets and outlines the implementation process that should be followed to minimise risk.
Few products these days are revolutionary which means that companies need to be innovative in every aspect of their business in order to keep one step ahead. Most often new products refresh or reinforce a product range by complementing the existing offer as opposed to being a catalyst for business change. Companies should bear in mind that the time needed to copy products is shortening and as such fast and cost-effective simultaneous launch of new products across multiple markets can be prudent.
The process used to develop products for international markets is similar to that for domestic markets. The main steps include; idea generation, market screening, business analysis, product development, market testing, marketing and product launch. The major difference is the increased requirement to analyse a product’s suitability for launch as several countries are to be targeted as opposed to one. In depth research and reliable local knowledge is crucial to ensure that local product needs are met and for products to be positioned correctly from the beginning.
The process for international product development should include:
Idea Generation
Make sure you use all resources available to you both internal and external for new idea generation. Get everyone involved from employees, R&D, competitors, customers, sales personnel and distributors through to external experts.
Market Screening
Develop tough criteria to test ideas for their suitability in all target regions or countries so opportunities and any country specific restrictions are not missed. What will work wonders in one country might not make it off the starting blocks in another. Also remember to assess the level of adaptation needed for the product to be accepted in each market.
Business Analysis
Establish criteria to measure launch success and failure and link these to your target markets. You should also make provision for contingencies and unexpected events that might just occur.
Product Development
All relevant functions from production to design should be involved in the product development process. Whether in-house or external R&D is used, it’s important that key management has easy access to the technology experts. It might also be practical if R&D were located close to your key target markets.
Test Your Market
The test area must be representative of your key target markets if the results are to be trusted. Infrastructure for market research, advertising and distribution will need to be established and you should remember to consider how your competitors may respond in your test market and globally.
Product Launch
Prepare a launch plan for either sequential launches where your primary focus is on lead markets or for a simultaneous launch where all countries are entered at the same time. Be ready for your competitors to react. If serious players they shouldn’t give up their slice of the market without a challenge.
Protect Your Competitive Advantage
Think about your competitor’s ability to copy and launch similar products. You should protect your Intellectual Property by taking out patent protection. Establishing a licensing agreement could also protect your position by enabling fast widespread distribution of your product on a regional or even worldwide basis.
Timing Is Everything
Finally, timing is critical for new product development to succeed. Get it right and you’ll be able to fully exploit opportunities or competitor weaknesses. It is also important to keep your time to market i.e. from idea generation to full market distribution, to a minimum.
For more information about new product development contact Ceris ceris@cbimarketing.com
ends
Top tips for successful acquisitions
August 3, 2011
Acquiring an established company overseas is one method of rapidly breaking into new markets. It can however also prove to be a risky business, so first-time buyers should step out with caution. Ceris Burns, international marketing specialist for the cleaning industry offers top tips to ensure acquisition success.
While the purchaser may benefit from access to ‘ready-made’ customers, a skilled workforce, technology and branding, he/she may also inherit the existing problems of the business. On top of this, the goals of the two companies could conflict and legal problems may also arise. The tips that follow will serve as a guide through the acquisition planning process to ensure a smooth outcome.
1. Write a wish list Senior management should set overarching criteria against which to select potential companies, e.g. sector experience, turnover etc.
2. Decide where your search will start Board member contacts, business advisors, solicitors and specialist agencies tend to be good starting points to seek out suitable targets.
3. Know what a potential hot target looks like The target company will tally up with your checklist of ideal qualities which should include amongst others: An established track record, a solid customer portfolio, an effective management team, a secure financial history, realistic projections and strong assets.
4. Double check the numbers It might sound like common sense but do make sure that the value of the combined business exceeds the value of your existing business plus the price of the acquired business.
5. Suss out any possible personality clashes You need to know early on if personal issues could ruin the deal. For this reason it’s recommended to meet with senior management of any potential targets as soon as possible.
6. Agree upfront who will pay if the deal gets cancelled It is acceptable to expect the vendor to pay the majority of fees if the deal fails due to problems pinpointed in the due diligence.
7. Go get a plan You will need to plan the integration, assess the strengths and weaknesses of both businesses, and adapt your sales and marketing strategy appropriately.
8. Agree the deal structure If you buy shares it is more straightforward as you buy both assets and liabilities. However, if you buy the assets, you can pick and choose the elements you want and you don’t have to inherit liabilities.
9. Treat legal and financial due diligence with utmost importance Legal due diligence covers things like the structure of the target company, employment issues, I.P rights and legal compliance. Financial due diligence on the other hand provides an independent review of the information provided by the vendor. This should include: historical earnings and profits, the customer and product mix, future prospects, bad debts and creditors, pensions and tax liabilities.
10. Be a legal eagle Make sure that the sale and purchase agreement contains warranties and indemnities. Agreements often contain pre-completion conditions and should also contain restrictive covenants on the vendors. Finally, ensure power of attorney is in place in case not all parties can attend the final meetings.
For more information about acquisitions contact Ceris at ceris@cbimarketing.com
- See how to 'watch your waste lines' on pages 12 & 13 of this months PFM http://t.co/bd0CA3WZ
- RT @TruvoxInt: Truvox article: "Should cleaning workers' health & safety in hospital cleaning be given greater priority" @TomoCleaning h ...
- RT @ICEcleanltd: A step ahead! http://t.co/OOXvptd6 @TomoCleaning ICEs most innovative new product Robo 40 now being successfully used i ...
- Read our client’s tips on waste reduction in MRW today at http://t.co/7FTxYxD7
- A great example of client coverage gained by CBI in @CHTtoday http://t.co/NJF3iNHU Be wowed by our triple page spreads!
