Having been through a “recovery” myself, I understand the challenges faced by businesses in the multi-channel retail sector facing a distress situation.  I’ve therefore assembled a consortium of investors willing to provide recovery finance, management input and board level advice to small and medium sized multi-channel retailers.  If this is of interest to you, please contact me.

2009 looks set to be challenging year for multi-channel retailers of all sizes.  Inevitably, the combined pressures on cash flow of a squeeze in margins and a drop in consumer spending will be more than some companies can bear, given a heavy reliance on cash from sales to keep up with creditor payments.  Fixed overheads are often not easy to slash and the very nature of a multi-channel business that relies on direct mail as a significant generator of sales means that investment in printing and mailing can require additional funding.

In 2004 my own business reached a stage where, despite healthy sales growth, it became virtually impossible to raise further funding for recruitment due to the level of creditor liabilities in the business.  A costly outsourcing error compounded the problems and took the business to the brink.  The ensuing insolvency proceedings and rescue package were possibly the most challenging period in my career.  However, the brand was saved along with the jobs of the team and, freed of the crippling burden of its liabilities, the new business structure took the brand to profitability in its first 18 months of trading.

Of course it’s always easier the second time round.  Costly mistakes can be avoided and the optimum business model can be adopted from the outset.  High level advisory input will help the management team remain focussed on the important strategic levers and targets within the business.  In short, a business recovery can unshackle you and your team from the burden of financial stress and help your brand realise it’s true potential.

For a discrete and no-obligation preliminary conversation, please contact me.

I’m not currently offering consultancy services as I’m fully occupied with my investment group (Gramar Investments) and its investee businesses. However, I’m always willing to connect with colleagues in the industry and am happy to have an informal discussion on any subject.

My client-side experience includes a number of multi-channel start-ups and relaunches. I have managed fast-growing businesses and understand how to plan, prioritise and lead in a dynamic (and sometimes stressful) environment of constant change and challenge.

My areas of particular specialism are as follows:

Business planning

Whether start-up or multi-million pound turnover, every business needs to plan in order to set clear objectives, benchmark performance, identifying the key strategic levers, and prioritise the deployment of its resources. It sounds straightforward, but in the hurly burly of running a business, it’s a critical activity that’s all too often parked on the back burner. My business plan and financial modelling templates can be adapted easily to your business, allowing you to focus on the detail of the plan, rather than the plan itself, making the exercise focussed, efficient and highly productive.

Brand appraisal

Is your brand worth anything in terms of IP, added value and customer loyalty – or could someone else come along and do exactly what you do? In our multi-channel world, a strong brand is essential if you are to differentiate yourself from your competitors. Not many of us have the budget for a fully fledged brand review, but I can offer a cost effective and tailor-made overview that will help you secure your brand territory, reinforce your USP’s, identify/understand your customers, and polish your execution. You’ll enjoy it too!

Next level e-commerce

E-commerce has revolutionised the mail order market to such an extent that it’s had to have a change of name. It’s a direct marketer’s dream – process driven, data-orientated, measurable and almost instant! No surprise then that it’s also super-competitive, extremely fast-moving, and strewn with potential pitfalls that can cost your business dearly. I can help you with the evaluation, implementation and management of your project, and will always encourage a holistic approach to e-commerce that considers the various strands of your e-commerce strategy together, rather than in isolation.

Start-up planning

My one-day overview of what’s involved in running a successful multi-channel retail business has resulted in a handful of would-be entrepreneurs putting their plans on ice. It might have cost them a few hundred pounds, but it will have saved them a significant amount more! With luck, they’ll come back with their eyes open to the real challenges of launching a brand in this exciting sector. If you’re thinking of launching a new business, give me a call for a fast-moving no-holds-barred one-day session that will leave you slightly stunned but a whole lot wiser.

If you’d like to get in touch, please contact me.