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Trainers to the UK Grocery Industry - Making Business Matter (MBM)


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This presentation is about understanding the who, what and why of Making Business Matter (MBM)

Enabling suppliers to the big four supermarkets to secure more profitable wins. We are from your industry delivering People Development. Using our unique ‘Sticky Learning’ you too can have the best people for the long term.

The most popular training course is the Category Management Academy training course.

Published in: Self Improvement
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Trainers to the UK Grocery Industry - Making Business Matter (MBM)

  1. 1. We are the training provider to the UK grocery industry. We help suppliers to the big four supermarkets to develop the soft skills that will secure them more profitable wins. Who are we, what do we do and why us? Established 2002
  2. 2. Why us? The Challenges from learning professionals Through extensive qualitative and quantitative research of the Learning and Development market, our competitors and most importantly the problems Supermarket Suppliers faced, they told us that: x Attendees did very little with their training after the training course. x Line Managers didn’t really get involved in their team’s learning. x There was not much evaluation of the training to know whether it worked or not. The Solutions for learning professionals A training method and evaluation that you want because it solves your problems:  Over 80% of our Learners are still using their skill 5 months later – money back guarantee.  Line manager engagement improved from ‘low’ to ‘medium’.  A 5 level Evaluation conducted, summarised and detailed in a Chain of Evidence report.
  3. 3. What do we do?
  4. 4. Why us in 7 seconds
  5. 5. We forget 80% of what we have learnt within 30 days Hermann Ebbinghaus’ Forgetting Curve How do we make learning sticky?
  6. 6. Why Sticky Learning ® Works and the Science Behind it 1. One Day Training Courses have a Very Limited Effect In the late 1800’s a German Psychologist, Hermann Ebbinghaus, researched how we forget over time. 2. Incorporating the 70:20:10 Model is Essential The 70:20:10 learning model is based on research by the Centre for Creative Leadership. 3. Line Managers are Key to the Learner Achieving Their Objectives Gibb (2002) suggested that greater Line Manager involvement in learning and development promoted the notion of ‘lifelong learning’. 4. Learners Aiming to Solve a Particular Problem Achieve More Professor Edwin Locke’s research said that we are more motivated if the task is challenging and specific. This research is used for ‘Individual Learning Objectives’. 5. The ‘Spacing Effect’ States that Higher Learning is Achieved Through Repetition Herrmann Ebbinghaus discovered the ‘Spacing Effect’. 6. Behavioural Change is Delivered Through New Habits Professor BJ Fogg of Stanford University is the pioneer of habit research. 7. People are More Motivated by What they Could Lose, Than What They Could Gain ‘Loss Aversion‘ was first demonstrated by Amos Tversky and Daniel Kahneman.
  7. 7. Why Sticky Learning ® Works and the Science Behind it 8. Mnemonics Help Learners to Learn More Each of our trainers understands the importance of what cognitive researchers call ‘encoding’. 9. Quizzes Challenge Us to Retain What We Have Learnt Roddy Roediger, Psychology Professor at Washington University, says that if we are not tested we’ll remember only 27%. 10. Self Discovery is a Motivating Way To Learn Each Learner, on their learning journey through our training courses has access to the Knowledge Vault. 11. Knowing Your Learning Style Helps Learners to Learn More Honey and Mumford created a questionnaire that helps Learners to identify their learning style. 12. Learners Learn More if they Are Asked to Teach Someone Else A study by John Nestojko, a researcher in psychology at Washington University. 13. No-One Wants to Look Bad in Front of Their Peers For each training course each Learner is paired- up with another Learner for the 6 months of the learning journey. 14. Learners Experience Sugar Rushes Throughout the Day Learners are able to remain focussed throughout the day for longer because popcorn releases energy slowly.
  8. 8. How do we measure R.O.I.? - Chain of Evidence ‘Measuring Your Return on Investment from Training’ Is a key part of the service that we provide for our clients Level 1: Reaction How did the Learners react to the training? Level 2: Learning How much learning did the Learners get? Level 3: Behaviour How much have the Learners used the learning? Level 4: Results How much effect did the Learner's learning have on performance? Level 5: Sponsor How much did we achieve the sponsors objectives?
  9. 9. Who do we work with?
  10. 10. What do our clients say? Simon Spence, Sales Director, Westbridge Foods “Ensuring newly created teams hit the ground running is not easy alongside the day job and that’s why we engaged MBM. We needed the individuals within our new team to gel fast and work together from the start, and we then we needed this new team to collaborate openly and effectively internally cross function. MBM provided the framework and support that met our needs and exceeded expectations…MBM took a relevant no-nonsense approach that was quick to realise and at an appropriate cost.” Graham Isaac, Head of Retail, Greencell “MBM quite simply gave me the tools to do the job in a far more advanced and professional way. From delivering professional coaching to effective category management practices, these learnings have allowed me and my team to undertake these skills very effectively with our key retail customers. Thanks to the whole MBM team for their continued support of our business.” Kim Matthews, Commercial Director, O’Brien Fine Foods “I have worked with DAS and his team for the last 6 years within different companies and have found them to really understand the challenges and barriers which FMCG companies come up against with retailers. The courses are well structured and all about results delivery and how to maximise them. The courses take you out of your comfort zone and slowly put you back in, making the journey tough but worthwhile, especially when you get that light bulb moment and the negotiation examples work in practice”.
  11. 11. What do our Learners say? Goodflow Really useful and enlightening course Rich and useful content Well planned with different tasks throughout the day to keep things moving Well organised and structured Explanation ofprogressgood Day was very well organised and insightful Thought there was a great mix of involvement and listening “MBM are a great catalyst for Category Managers to work with to really bring out their potential. They quickly demystify the jargon of the category with you, they get your teams thinking like your different shoppers and consumers and then talking in terms that truly engages with Retail Buyers. A lot of other businesses say they can do this, the MBM difference is that they really do deliver. “ Richard Morris – Cranswick PLC “People are surely an organisation's most valuable asset and MBM are market- leaders in helping companies get the most out of their staff.” Mark Bradshaw – Delico “I learnt a huge amount during the Time Management course. Practical, fun, very, very useful and lots to take away and use straight away.” Nigel Whittaker - Greencore “Very structured but flexible and an easy way to learn which means a lot of the information is recognised.” Anya Dawson – New Ivory Available on request:  By phone testimonials  Written testimonials  Video testimonials  Case studies
  12. 12. Who are we?  Licensed HBDI practioner.  BA Hons French language and literature.  Diploma in Business Coaching.  Certificate in Workplace Counselling.  Licensed Firo-B practioner.  Vocational Qualifications & Training.  CPCAB Level 2 Certificate in Counselling Skills.  CPCAB Level 3 Certificate in Counselling Studies.  CPCAB Level 4 Diploma in Psychotherapeutic Counselling.  Introduction to Counselling (D171).  Associate Member of the Institute of T & D.  Understanding Fear and Sadness (D240).  Exploring Psychology (DSE212).  IPD Certificate in Training & Development.  FIRO-B Measures Licence.  MBTI Licence (Steps 1 and 2).  Saville & Holdsworth OPQ Occupational Testing Licence.  Member of CIPD.  Licensed Myers Briggs (MBTI) practitioner. Darren A. Smith Andy Palmer Sally Booth John King Sue Raeside Kate Burrows Award Winning Blog Award Winning Training Provide r Double IGD Awards Runner Up All our trainers are ex Supermarket and / or ex Supplier