Direct Marketing, Mail Order, and E-commerce News from the National Mail Order Association
Seven Ways to Cut Cost Without
Cutting Your Lifeline
When the global economy is in a recession, all companies Ė from Fortune 500s to small, family-owned businesses Ė suffer. And some of the weakest ones become casualties, leaving their employees without jobs, and losing customers to their competitors. During these tough times, owners, executives and managers often make decisions about jobs, resources and facilities they think they can do without, and then they cut. But this isnít necessarily the best answer. The truth is, excess waste accumulates in all of these areas during prosperous times. When managers donít have to worry about the pennies, the company can quickly begin to leak dollars. And it can easily go unnoticed for months and even years.
But when the economy tightens, companies must look
for innovative ways to streamline Ė rather than cutting what might be their
lifeline. Management needs to first recognize leakage within the company,
and then involve employees, suppliers and even customers to find
Have your top managers, in-house optimists and experts lead discussion groups for employees. Itís common for companies to send employees to outside training programs that range from $199 to $1,999 per person, but this isnít necessary. Employees can meet regularly to discuss articles, books or DVDs on relevant, specialized knowledge. For example, after reading a David Allen productivity book, one executive assistant came up with an idea to set up a corporate calendar with the major events at all their sites. This calendar posted on their intranet allowed for organized planning and a reduction in their travel costs by 20 percent.
Give employees flexibility to meet their personal goals and youíll build loyalty and engagement. If youíve never asked, you may be surprised when you learn your employeesí lifestyle desires and attitudes about money. Many of them probably want more flexible work hours and breaks, instead being held accountable to work results and deadlines. If you go this route, have faith in them to help set up new pay structures. Numerous employees may take advantage of a leave-without-pay if they had the option. Compensate in proportion to incoming orders and set up pay-for-performance with cost tied to revenue.
Review your telecommuting and flex-time policies. Providing office space for all your employees is costly and often unnecessary. Consider surveying your employees for their work preferences and then set up processes and work schedules to allow more people to work remotely or from shared workstations. You can then update job descriptions, work instructions and measures to ensure that expected work results are clear to everyone.
Implement cost-saving green solutions. If youíre supplying coffee, disposable cups and other freebies to your employees, you may want to reconsider these expenses. Employees can bring in reusable mugs and utensils instead. Ask your employees, already passionate about the environment, to continually search for and implement cost-saving green solutions such as: installing thermostats with timers or motion sensor light switches to help reduce your utility bill, installing motion sensor faucets to help save water, or identifying vendors to purchase your waste products such as scrap metal or electronics, which can also cut back on your garbage. Green is in Ė go with it.
Regularly seek estimates from your suppliers and their competitors, and you may be able to tap into a gold mine. Your current suppliers desire to keep your business, so persist in getting at least two additional bids on all your services annually. Invite them to do an analysis for new cost-saving ideas. Befriend them as potential partners and youíll win their mental power in giving you potentially priceless ideas. This can save you a fortune over time. Even if you choose to stick with the same associates, itís always a good idea to have leverage to renegotiate rates and agreements.
Compartmentalize and prioritize your customers and their purchases. Any company offering multiple products or services has some that are more profitable than others. If you havenít reconsidered your less profitable ones recently, now is the time. Analyze the segments and the cash value differences among them. Once you have this data, you can restructure your pricing or sales processes to encourage customers to behave in ways that keep your costs down, or you may even choose to discontinue some of your services. If they truly want those that are less lucrative, and you choose to continue them, adjust your prices to ensure profitability.
Foster trust, mental chemistry and decision-making abilities in your employees by starting a Toastmasters Club. Many employees complain about too frequent and ineffective meetings. One solution is to start a Toastmasters Club in your company and encourage everyone to participate. Itís a nonprofit organization with a proven feedback system to advance communication and leadership aptitude. Members build self-confidence, overcome fears and grow relationships. Google, Starbucks, Dell, Disney, McGraw-Hill, Microsoft and many other top organizations sponsor clubs for their employees. At less than $100 a person per year, these clubs improve participantsí productivity in and out of meetings. Good communication is the most essential competency in any company with two or more people.
Involve employees in regularly adjusting operations to improve efficiency. You may be surprised at the excitement when you get everyone engaged in fixing their biggest frustrations and time-wasters. If you arenít ISO 9001 certified, get a copy of this latest Quality Management System document from the International Organization for Standardization. It provides a powerful set of globally-tested principles to keep everyone focused on continually improving processes and enhancing customer satisfaction. If you donít focus on improving your work systems, they quickly become outdated, reducing efficiencies and increasing risk. Your processes drive your bottom line, day by day, toward bankruptcy or prosperity.
Employees can easily learn to recognize where time or resources are being wasted. Offer them incentives for cost-saving ideas and recognize them among their peers. Give them 10 percent back in monthly or quarterly payments, for example, against the annual savings opportunities they discover. This increases their loyalty and willingness to search for more ways to save, and the company still comes out ahead. The people you least likely expect, such as your lowest producers, might come up with the best ideas, since theyíre the ones who look for short cuts anyway.
Create an environment where people expect change.
Once you systematize perpetual feedback from your employees, customers and
suppliers, your core business will thrive regardless of economic conditions.
Advertising- How to Create Great Small Business Advertising
Call Centers- Telephone Order Taking Services
Catalogs- Catalog and E-commerce Benchmarks
Catalogs- The Catalog Strategists Toolkit
Catalogs- Database Lists of Mail Order Catalogs
Catalogs- Top 150 Catalogs in the United States
Classified Advertising- How to Market using Classified Ads
Direct Mail- Copywriters and Creative Services Guide
Direct Mail- Directory of Major Direct Mailers
Direct Mail- Inside Direct Mail Newsletter
Direct Marketing- Direct Marketing Seminars and Events
Direct Marketing- Direct Marketing Statistics
Direct Marketing- Direct Marketing Response Rates
Direct Marketing- Direct Marketing Toolkit
Direct Marketing- Industry Contact Directory
Direct Marketing- Direct Marketing Speakers
Fulfillment- Warehouse and Order Fulfillment Centers
Mailing Lists- Direct Mail and E-mail Lists
New Products for Direct Marketers to Sell
Product Marketing- Promote your Product to Catalog and Direct Marketing Companies.
Product Marketing- How to Market a Product for Under $500
Start a Home Based Mail Order Business- Direct Marketing Toolkit
Wholesale and Drop Shipping- Professional Wholesale Resource Guide
Wholesale Search Engine
Direct Marketing and Mail Order Bookstore
National Mail Order Association Home
Direct Marketing Article Archive
Direct Marketing News