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MR LOADLINK

Bank On It…

In his final blog of the year, Mr. Loadlink explains why a presentation at a recent networking event provided much food for thought heading into 2017.

They say breakfast is the most essential of feeding times. It turned out to be just that earlier this month (December) when I was invited to attend a networking session over the all-important, opening meal of the day.

Not only did the coffee and sustenance prepare mind and body for another big day, but also the content was equally nourishing. Guest speaker was Henk Potts, director of global research and investments at Barclays, who touched upon all the hot topics that have been aired in boardrooms all over the world of late.

Potts wrapped up anecdotes and bite-sized forecasts about Brexit, the state of the oil and gas market, exchange rates, Donald Trump, and more. He shared them with those present almost as though they were breakfast treats. The difference, however, was that these snippets, while just as moreish, offered more than a short-term sugar rush.

The insights Potts was offering were more dietary supplements or stimulants that will help us business owners and thought leaders run faster, last longer and hit harder in 2017, providing we took the right dosage and consumed them sensibly. To be taken after eating and washed down with a soft drink, the brainy banker’s breakfast bites were hugely satisfying.

If I had to take just one thing from Potts’ morning message, it would have been his references to uncertainty. He said nothing is more certain heading into next year than the damage we can do to businesses, the economy and our all-round stability, by being indecisive or using these all too familiar signs of our times as excuses to dither.

Trump cards

Show a bias to act, he meant. Get stuck in. It doesn’t matter whether one is a Brexit backer or has a Remain campaign t-shirt screwed up in the bottom of a wardrobe. Regardless of the percentage of business contributed by the oil and gas market during its last (barely memorable) boom. Despite fluctuating exchange rates and one’s opinion of the new USA president elect. The only Trumps that really matter are those among the cards we play.

Imports, exports, production, even the cost of breakfast, are all negatively impacted by uncertainty, Potts argued. If the market and outside world aren’t providing the security we seemingly crave, we’ve got to at least be certain about our own goals and the actions we need to take to achieve them. If it feels right, it fits the business model, an audience is ready to consume it, go ahead and launch the load cell, hoist, hydraulic press or whatever else it might be. Invest in the equipment, team and marketing. Create certainty.

To be clear, Potts didn’t add the next bit—but I’m going to. I think industry could finish the calendar year stronger, and do so with a greater degree of tenacity and certainty. As the cultures that celebrate it prepare for the Christmas season, there is a tendency to coast towards the festive period and the end of the year. I’m not going into Ebenezer Scrooge mode here—I hope everyone has a restful and enjoyable time with his or her friends and families—but do we really have to go into a holding pattern for a month?

We’ve had a strong second half of the year, like many other businesses we network with, but I fear valuable momentum is lost by a ‘Leave it until next year’ attitude. It’s the same as the ‘Let’s wait and see how the oil and gas market looks in Q2 2017’ or ‘I’ll see how hard Brexit hits’ mindsets that Potts warns us against. Feasting on turkey is one thing, but starving a business or industry of productivity for weeks beforehand doesn’t lead to a Happy New Year for anyone.

Culture of certainty

I’ve blogged about diversification before and it’s been a big part of the culture of certainty that we’ve created at Straightpoint. It’s not an attitude of presumption or arrogance about end results, but of confidence in our direction and conviction in our methods. We went ahead and launched StageSafe, a 3t load cell dedicated to the theatre and live events industry. We pressed the button on a research and development programme before unveiling Proof Test plus (or SW-PTP) software. We immersed ourselves deeper into the marine sector. And we committed to go the distance with the transportation industry. All because we were certain it was the right thing to do—so we did it.

We’ll stick at it too. Yes, the Organization of the Petroleum Exporting Countries (OPEC) has reached an agreement on lower oil production that will surely fuel growth, and oil prices might be about to hit $60 a barrel, but that isn’t going to signal a Straightpoint walkout from the markets we’ve diversified into. Certainly not.

We’ve worked hard to broaden our horizons and we don’t want to revert back to increased dependency on the oil and gas market. Of course, we welcome a likely bounce back in the offshore sector during next year, but we’ve had record months in H2 2016 without being reliant upon it and it’s important we retain that diversification to lessen the peaks and troughs associated with too deeply embedding oneself in any cyclical marketplace.

Preaching to the converted

I remember referencing Potts’ speech to Mike Duncan, managing director of the Gaylin Group of companies during a recent trip to Dubai. Neil Brodie, of Rigmarine’s (a Gaylin company) Kazakhstan facility; and George Ball, of the company’s Azerbaijan location, joined us for productive meetings. As I alluded to in my last blog, Mike and his team have shown conviction and certainty in recent times to continue a growth strategy despite the oil and gas market’s coolness. It was good to reflect on 2016 together.

Actually, I’ve extended an invitation to Mike to guest blog in my place early next year. He’s accepted and I’m looking forward to giving a kindred spirit the opportunity to connect with our audience. Having recently opened Gaylin’s sixth hub in South Korea—others are in Singapore, Malaysia, Indonesia, Vietnam and China—it’ll be good to get a different, and truly global perspective on the offshore and other markets. Watch this space!

After formalities, we took the opportunity to go to the Emirates Airline Dubai Rugby Sevens, where we saw England start the day with a dramatic victory over Scotland in the quarter-finals. Given the Scottish roots of Mike, Neil and George, it was good to punctuate the business babble with friendly banter as England continued their quest to what was eventually to be a bronze medal-winning campaign. If you get a chance to attend the event I’d thoroughly recommend the atmosphere, carnival spirit and world-class sport to anyone.

Distributing the plan

Upon my return I’ve been engaged in planning activities, largely centred on business development and marketing for 2017. A presentation will be given to all staff early in the New Year, including many of the core values shared in this blog over the last 12 months. Prevalent throughout are references to our inbound marketing endeavours, for example. I also travelled to Straightpoint Inc. headquarters in Camarillo, California this month where much of the focus was on reviewing the year before I’ll return in January for 90-day planning.

A significant change in global focus is a commitment to develop our existing distribution network rather than looking to significantly expand it, as might have been the case in earlier years. In 2016, for example, we named around 20 new partners across the world. That was very much aligned with a goal to add partners to the network, but now it’s about motivating, educating and inspiring existing distributors to be the best ambassadors for the business possible.

Others who sell through distribution channels might consider a similar change of focus. It’s one thing to have a rapidly growing network of partners, but what opportunities might be slipping through the net because they’re not fully aware of the capabilities of a product range or are lacking sufficient knowledge to effectively communicate a solution out in the field?

Barclays’ Potts will be pleased to hear we have committed to a number of product launches in 2017, which I can’t say too much about yet but they’ll certainly feature in upcoming press releases and blogs.

That’s all for 2016! Continue to connect with us on social media over the holiday period and use the hashtags #loadcell and #belowthehook to engage.

Mr. Loadlink

December 2016, , , , , , , , , ,

No Stone Left Unturned…

There are still opportunities in a flat market if one is prepared to dig deep enough to find them, says Mr. Loadlink.

The Lord Provost of Aberdeen, Councillor George Adam, gives an energising talk to LiftEx reception.

The Lord Provost of Aberdeen, Councillor George Adam, gives an energising talk to LiftEx reception.

Stood beside a Christmas tree with ‘Love Aberdeen’—the slogan of the Aberdeen Exhibition & Conference Centre—on a popup banner behind him, the Lord Provost of Aberdeen, Councillor George Adam, addressed the LiftEx networking reception.

The lights on the tree could be seen shining in the ceremonial chain he wore round his neck, which appeared to carry the Aberdeen coat of arms. At his feet was a pile of decorative presents. Around him, visitors and exhibitors from the show sipped drinks and scoffed canapés as they digested the first day of the show.

What he said resonated with me, and the festive backdrop complemented the positive tone. As the Lord Provost began, the oil and gas market might be flat, but the essence of the Energy Capital of Europe goes deeper than the rigs off the coastline. He praised the people, businesses and industry of the city for remaining energetic, passionate and optimistic as the oil and gas sector continues its recovery.

What’s more, he continued, the city is even more tenacious and energetic than it was during the last boom; its companies even more innovative, now the major market is slower paced. This wasn’t an address to say, ‘Stick with us, one day we’ll bounce back’, it was about grabbing what opportunities there are out there now by diversifying and energising workplaces.

He didn’t give such a positive address because he isn’t sympathetic of the evident plight the oil and gas slump has caused in certain quarters, nor would he say his city can rejuvenate the marketplace with a bit of positive thinking alone. It can’t. But he clearly revels in the Scottish and Aberdeen spirit, which made his address all the more hard-hitting at the LiftEx halfway point.

Energy capital

Mr Loadlink in action!

Mr Loadlink in action!

There was much positivity on the show floor too. People were engaged in networking conversations and sales meetings, none of which centred on the doom on gloom we read in the headlines every day. Instead, folks were upbeat and tenacious—energetic, even. This is the Energy Capital of Europe, damn it! Lifting professionals, end users, distributors and others stopped by our stand, as they did many others, and we left with a number of strong enquiries as a result.

Show organisers, Lifting Equipment Engineers Association (LEEA), did their bit to facilitate such positivity. The location and venue were well suited to the size of the event and they’d attracted a quality audience. The aisles have never looked like they’re going to burst at any of the 12 LiftEx shows to date, and they never will, even at the height of the market in the most popular venue, but they are always populated with serious people prepared to interact. That’s my kind of show. And the Lord Provost’s too.

If he’d have met them, I reckon he would have been impressed by Jessi Hill, sales; and David Mullard, business development manager, at Straightpoint, who I shared the stand with last week. I remember exhibiting with Jessi at LiftEx a number of years ago in the early stages of her career and, while she always showed tremendous potential, she has grown into a consummate professional, capable of conducting conversations with any visitor to our stand. She knows the products inside out and speaks about them with clarity, wisdom and passion.

Jessi and Dave welcome visitors to our LiftEx exhibit.

Jessi and Dave welcome visitors to our LiftEx exhibit.

My relationship with Dave is different because he joined us from a competitor and brought a wealth of experience to the table. He was more the finished article to that extent. However, while I’ve exhibited at shows where he’s manned another stand, I’ve never had the pleasure of spending time with him on a Straightpoint exhibit. Like Jessi, he’s a great ambassador for the company. They would both fit around the Lord Provost’s top table, I’m sure. Not that they’re available for hire!

Coffee, anyone?

The councillor’s speech might even have inspired the guys working in the coffee stand opposite us at LiftEx, who had faces like thunder for two days. No wonder they hardly sold any beverages. Didn’t they get the Lord Provost’s memo? I reference them as an aside because their body language was a timely reminder of how important it is to carry oneself in a professional and approachable manner at trade events.

If Jessi and Dave had a coffee stand next door they would have sold double what these sour-faced servers managed. The equivalent would have been Jessi knowing every coffee bean available, Dave having a hand in choosing the ingredients for the cakes, and the pair of them smiling at each and every passer by, offering an exchange of pleasantries and a welcome refreshment. Where certain drinks didn’t sell well, they’d note them down and start planning for the next show to be even better. Now I’m thinking of names for their new coffee company!

LiftEx to a coffee seller was a bit like the Aberdeen oil and gas market to a lifting equipment supplier. People weren’t knocking the door down for hot drinks, just like there aren’t hoards of offshore professionals outside the Straightpoint offices every morning. But plenty of people there were thirsty and we’re finding just as many who require force measurement, load monitoring and suspended weighing load cell equipment.

New dawn

Rigmarine get it. The lifting and marine product specialist has opened its fourth global facility in the rural village of Insch, 30 miles to the northwest of Aberdeen. As Mike Duncan, managing director of the Gaylin Group of companies, says, there is work out there for companies who are willing to turn over stones to find it and put the effort into cost efficient rigging solutions for clients. Hear, hear!

I had the pleasure of visiting the facility with fellow below-the-hook equipment manufacturer, Modulift, recently. Rigmarine is keen to stock both of our product ranges so it was opportune to take a guided tour with Mike and spend time with company representatives Alex Cobban and Garry Nicoll (the latter was also at LiftEx). You won’t hear Mike; Alex; Garry; Sarah Spivey, managing director of Modulift; or myself saying how positive market conditions are right now in the oil and gas sector, but you will see us turning over stones, as Mike would put it.

It was energising to get onto the subject of social media with the guys. We’re all at varying stages of uptake so it was fascinating to share notes. Where LinkedIn is concerned, for example, I am very proactive, Sarah similarly, but Mike perhaps less so. There’s nothing wrong with that, it’s just strategy. Since I shared the results of one or two positive Straightpoint campaigns on LinkedIn, however, I’ve certainly noticed Rigmarine and Gaylin posting there with more regularity. They’ve also joined Twitter, which is great to see.

Being productive

Meanwhile, this month, we’ve completed another two-day product development session ahead of a number of notable launches next year. Not all good companies produce lots of new products but I’d urge those that do to constantly look at their development processes. We dissected ours recently and identified a number of ways we could create more cohesion between research and development, production, operations and marketing departments.

If blog readers have been monitoring trade media recently they’d have noted that we recently launched our latest innovation, StageSafe, a 3t load cell dedicated to the theatre and live events industry. We consulted with rigging project managers, rigging contract managers, lighting technicians, technical directors and others in devising the concept, but connecting the Straightpoint team itself was equally important to the successful launch, and will continue to be so.

It’s also annual planning time again and it was uplifting to get offsite with my business partner Peter McGreal and Alfie Lee, our operations director, to plan for 2017 alongside other businesses in the Action Coach portfolio. Please look at such planning sessions if one hasn’t already. It’s amazing how productive it is to reflect on the highs and lows of the year, whilst listening to other companies and learning from their experiences. Just as it was in the Scottish village of Insch, collaboration was the buzzword.

I’m signing off this blog just as representatives from Dutch distributor Van Gool are arriving at HQ for further training and development. I know they want to focus particularly on our centre of gravity software so it should be an interested couple of days. Of course there’ll be room for some down time and a networking dinner as well!

That’s all for another month. Connect with us on social media and use the hashtags #loadcell and #belowthehook to engage.

Mr. Loadlink

November 2016, , ,