| [00:00.00] |
Initially, we set out strategic and financial targets for the next three years, |
| [00:05.39] |
and now we're pleased with just how many of those objectives we've met. |
| [00:09.36] |
The value of bringing in outside expertise was that it gave us objectivity. |
| [00:14.62] |
It's so easy to take things for granted, and to go on in the same mindset. |
| [00:19.10] |
Using consultants meant we received invaluable advice on our business priorities. |
| [00:25.80] |
Planning has allowed us to make notable improvements. |
| [00:29.23] |
For instance, by segmenting our customer base, |
| [00:31.95] |
we realised that we could put our customers, |
| [00:34.32] |
currently in excess of a thousand, |
| [00:36.35] |
into four distinct groups,according to their buying behaviour. |
| [00:40.44] |
That made us realise we could increase sales if we allocated different people to deal with each group. |
| [00:46.28] |
So we set up four specialist divisions, and the most successful one has increased its sales by over 20%, |
| [00:53.64] |
and that's the division involved with the training sector. |
| [00:57.07] |
We're signing off the next plan for growth. |
| [01:00.08] |
People are sometimes concerned that planning leads to rigidity, |
| [01:03.31] |
but we certainly don't find that it stops us from being as flexible as we need to be. |
| [01:08.89] |
Thank you. |
