Cyber attacks are aimed at everyone and no businesses are immune. However, it is an unfortunate fact that 43% of cyber attacks are targeted at small businesses. This means that business owners need to invest time and resources to  protect their businesses.  

Let me share some tips on what you can do to protect your small business from cyber crime.

Invest in training

Unfortunately, humans are still the weakest link in any cyber security protection plan. This means that the key to threat reduction is staff training. Here are a few ‘red flags’ to look out for:

• Don’t open emails you don’t recognise or if the topic is worrying. Cyber criminals want to worry you. They’ll say your website has crashed, for example. They want you to open attachments or click on links designed to infect your machine/network.

• Check email addresses carefully. Fraudsters use addresses and URLs that are very similar to legitimate ones.

• Query requests for large, or urgent, payments. It’s not in our nature to query senior management, for example, but it will protect your business if your team is trained to do this.  Emails from Finance Directors requesting an immediate payment is made are a common form of cyber attack.

• Be watchful of new contractors, even if they say they’re from your IT company. Whilst most will be legitimate, some cyber criminals will be brazen enough to walk in and attempt to infect your machines. So, if you are not sure, stop and check.

These are just some examples of the threats you face. By making sure your team know what to look out for, and have permission to query/challenge things, you are protecting your network and your business.

You can check the effectiveness of the training by using simulated phishing attacks. Regular, controlled, attacks can identify who is following their training and who needs a little more. We did this internally at Redsquid and reduced click-throughs from 54% to just 4% in only three months.

Protecting your network

Your network protection can come in many guises:

Firewalls

You need a robust hardware firewall. If your firewall is a few years old its ability to protect your network needs to be upgraded as the threats to your network will have increased. Sophos is an example of a good provider of such devices.

Patching

Keep your PCs fully patched. Your operating system provider regularly publishes security updates to protect against the latest cyber threats. It is worth spending the time to install updates as it’ll take you far longer to recover if you are attacked.

Windows 7

Microsoft stops supporting Windows 7 on January 14^th 2020. Running Windows 7 after that date means seriously risking your network and your business.  You must upgrade to Windows 10. We recommend you upgrade your hardware to, to benefit from the physical security and performance enhancements built into new machines.

Vulnerability and Penetration Testing

There are many different ways to get into your network and the data it contains.

Vulnerability Scanning helps to ensure the security of your systems, services and applications from a number of common attack vectors, exploited by both automated and manual attackers. Vulnerability testing should ideally be done continuously, but at least every month.

A penetration test is an authorised simulated cyber attack on a computer system, performed by a suitably qualified third party. It’s designed to evaluate and ultimately to fortify the security of a target system through the identification of security vulnerabilities. We recommend these are done at least once a year by an independent body (not your IT provider) for the peace of mind it provides.

These tests also mean you are properly ticking the GDPR box. You need to be able to show you are protecting Personally Identifiable Information (PII) you hold on your customers and staff. If a breach does happen and you cannot prove you have taken reasonable steps, the Information Commissioners Office (ICO) can fine you up to 4% of annual global turnover.

Gateway Prevention

Email gateways are a great way to reduce mistakes. By passing all your email through a gateway, such as Cyren’s email security (https://www.cyren.com/products/email-security-gateway), you block the malware, phishing and spam emails  threatening your network.

APIs and Web Applications

Most businesses are using multiple web applications and APIs to streamline productivity. Have you checked whether the ones you use have been tested for intruder prevention? They can become a back door into your network for cyber criminals.

Multi-factor Authentication

Multi-factor authentication (MFA) uses multiple devices to protect your network. Your phone can act as confirmation you are who you say you are, when you are logging into your laptop or into an application. Multiple layers of security make it harder for unauthorised users to access your network.

Cyber Insurance

Protecting your network is always the first step. We also recommend you insure against cyber threats. The right cyber insurance will help you recover. For example, if you suffer a ransomware attack they may consider which is more beneficial – paying the ransom or paying the costs of getting you back running. Take advice on the insurance you should have and read the small print with the greatest of care.

Cyber threats are ever present.  A breach of cyber security may not immediately damage your business but the fact that it has happened can seriously damage your reputation. It is a fact of modern business life that you need to regularly review and maintain your protection against cyber crime and ensure your staff are trained and have refresher training as necessary. 

References:

https://enterprise.verizon.com/resources/reports/dbir/

https://www.bbc.co.uk/news/business-48385426

https://ico.org.uk/for-organisations/report-a-breach/

https://www.actionfraud.police.uk/reporting-fraud-and-cyber-crime

ABOUT THE AUTHOR

Mike Ianiri is Sales Director at Redsquid, one of the UK’s leading independent providers of business Voice, Data, ICT, Cyber Security and IoT Solutions.  Redsquid is not tied to a single supplier but rather helps clients boost productivity, reduce costs, and protect and grow their business by creating bespoke solutions from the best technology available in the marketplace.

Web: www.redsquid.co.uk

Facebook: https://www.facebook.com/redsquidcomms/

Twitter: https://twitter.com/redsquidcomms

LinkedIn: https://www.linkedin.com/company/redsquid

Despite what you may have heard, the death of the fashion retail industry has been greatly exaggerated. In fact, now is a great time to create a clothing brand. Globally, the retail market is actually growing ‒ 5% in the last year alone ‒ and it continues to thrive in the UK. According to a recent Mintel report, the UK’s menswear market is predicted to grow by 3.5% and womenswear by 4.1%.

However, growth is not even across the market. Fast fashion is in decline while premium fashion is on the rise. Customers are becoming more aware of the damaging effects fast, disposable, fashion has on the planet and are opting to spend their money on longer-lasting, premium brands instead.

Ultimately, customers want products that reflect their personalities and say something about who they are. Nowhere is this truer than the fashion industry. So, if brands get it right, they can capitalise on the growth in premium fashion, creating a strong brand that stands the test of time.

Having rapidly established our brand presence we have some experience. Here are our five top tips…

Find your market

The strongest brands find a gap in the market, a need that is unfulfilled. However, they also need mass appeal. Research your market to uncover trends and discover areas which are undersaturated ‒ that’s where you’ll find the sweet spot between underserved and appealing. This sweet spot maybe hidden or obscured so it can be useful to think on multiple levels at once ‒ an overlap of activities and experiences the market enjoy, for example, or of an iconic figure and a hobby.

Finding the right products for your market also requires some trial and error. We started with a wider range of products at much smaller volumes, testing what worked and cutting what didn’t. This ‘agile’ way of working ‒ failing fast and finding what works ‒ means you can rapidly tailor your products to real-world market desires, rather than basing your product range solely on research.

In the current political climate, it is also important to connect with your market’s values. After all, people want clothing that reflects their own personality. Start by defining your own values and creating a vision and mission for your brand. The aim is to take people with you on that journey, so you need to base all your branding and marketing decisions around those values. By taking the lead on your chosen values, customers will forgive areas where you are less than perfect, appreciating the areas where you place your focus.

For our brand, Edmund Hillary Collection, we defined our values around the personality of Sir Edmund himself: humility, endeavour, philanthropy. We refer to these three core values on an almost daily basis to help our decision-making process. We also ask the family, who are a key part of the brand, what Ed would do, which helps us stick to our values when it comes to difficult, real-world decisions.

Design products that last

The big trend across all of retail, and fashion in particular, is toward longer-lasting products. People are much more aware of sustainability issues and want to contribute to environmental protection through every purchase if possible.

People are also simply looking for quality in their purchases. They understand the false economy of buying cheap products that fall apart after a year. If you’re designing for outdoor and activewear, it’s even more important to be hardwearing and repairable.

My advice is to design for your market and their needs today, as well as into the future. Strong brands have longevity ‒ if your clothing is falling apart after just a few years, people won’t repurchase and your brand visibility (not to mention sales) will dry up. If you design your clothes to last, however, people will still be wearing them in 10 years’ time and you will grow a brand synonymous with quality and longevity.

People also want to invest in meaningful purchases that reflect their personality and say something about who they are ‒ a conversation starter. This personal connection also builds customer affinity with the brand, transforming them from a customer into an advocate.

Use quality, sustainable materials

Sustainability is also important when considering the materials you use to make your clothing. Good quality materials make clothing last longer. Sustainable materials help establish your brand as one that cares about your customers….and the planet.

There is also a big trend towards natural fibres. One of the main reasons for this is that people are discovering the damaging effects of synthetics. It was recently reported that polyester had been found in the Antarctic, for example, and traces of synthetic fibres were also found in our drinking water. Worried by these alarming reports, people realise the benefits of natural fibres which don’t break down to such a small size or cause anywhere near the harm of synthetics.

At the very top end of the market, you have higher quality, heritage materials. Using these materials in your clothing will establish your brand as a premium one that shows incredible attention to detail ‒ key points of differentiation when developing a strong brand.

Ethics are important to consumers

Not only is sustainability important, but the human factor is also very important. Does your company do good for the people involved?

Awareness of exploitative sweatshops has been growing for years and tragedies like the Bangladesh factory collapse highlight real ethical issues at the bottom of the supply chain.

There has also been a rise in social enterprises over the past decade. These businesses either have a social mission of their own or support a particular charity. In doing so, they highlight their values and demonstrate how they are taking real, practical, measurable steps to help that charity or cause.

For example, we try to follow Edmund Hillary’s example and values, and therefore support various charities in Nepal and New Zealand. TK Maxx collects clothes for Cancer Research UK, and Toms donates a pair of shoes to a child in need for every pair sold. These acts show that the brand is socially-conscious and actively wants to improve the world around them.

Find your story

The strongest brands have a good story. Perhaps a link to something or someone iconic. For example, we benefit from our connection with Sir Edmund Hillary through his family. And since it is Sir Edmund’s 100th birthday this year, we also have an event to celebrate.

Big fashion brands spend millions to form these iconic links with sports personalities. If you already have a link to something iconic or can capitalise on something connected to your clothing, you will start with this story already integrated into the fabric of your brand, making it particularly strong from the outset.

Of course, not every brand has links to something iconic, but every brand has a story. Why did you create your brand? What did you set out to achieve? What values do you hold or mission did you set out to fulfil? Again, link it back to your values, then tell the story. This will help develop the personality of your brand and provide the conversation starter that modern shoppers are looking for.

Creating a brand can be an exciting and challenging process with lots of decisions to be made. The strongest brands take time to consider every aspect of their business and pay close attention to detail.

If you use these tips to form the basis of your exploration, define your values to help make key decisions, and focus on being a premium fashion brand with a conscience, you’ll be on the right path to success. Best of luck!

ABOUT THE AUTHOR

Clare Hall-Taylor is from Edmund Hillary Brands. The Edmund Hillary clothing range is seasonless and durable and made from natural materials – often heritage fabrics. A percentage of every sale is donated to causes close to Hillary’s heart – supporting Himalayan communities and also outdoor education in the UK and further afield.

www.edmundhillary.com

https://www.facebook.com/EdmundHillaryCollection/

https://www.instagram.com/edmundhillarycollection/

Do you have a food or drink product you’ve developed at home and believe has potential to become a successful brand?  To take your product from your home kitchen to the retail shelves and grow a successful brand you’ll need to talk to food or drink manufacturers who can produce your product at scale. This may feel like a tall order, but it can be achieved.

For all four of the snacks brands I’ve launched over the past five years, high-quality flavour without additives is the unique point of differentiation. This meant I put a lot of energy into finding the right manufacturer. Let me share what I’ve learned and which I hope will help you succeed with your brand.

Adapting your approach

There are small manufacturers and there are large manufacturers, and you’ll to speak to them and negotiate with them differently.

Small manufacturers will usually be more flexible, more willing to help with product development, and able to handle small order volumes. They are usually more expensive, however, and could struggle to meet larger volumes.

Larger manufacturers, on the other hand, will often be able to deliver the best prices but they often need larger volumes. As a result, you will need to be more bullish with your forecasts. I suggest you get onto Companies House and investigate their accounts to help understand their business before you reach out.

Contact a range of manufacturers

Speak to as many manufacturers as possible, especially if you have no prior experience in the industry.

Start with smaller manufacturers to learn the process and find out how they might be able to help with product development. Then speak to larger manufacturers to discover their volume requirements and the price difference.

Particularly in the early days you need to be able to leverage your position to get the best pricing, and the best way to do this is to have as many options on the table as possible.

Speak the right language

Read books and trade publications to brush up on the relevant food law as well as general industry terms and jargon. The more knowledgeable you sound, the more you’ll be taken seriously.

Using the wrong word or being caught out on a piece of law may seem like a relatively minor error but companies may interpret it as a signal that you’re new to the game and take advantage. A little research is a good investment!

Don’t be over-demanding

Manufacturers are in the business of “making it” and then “shipping it”.

Many manufacturers are put off by complex demands. So, at least at the beginning, make your project sound as simple and easy as possible. Wait until the second or third meeting to introduce complexity.

Start by defining the absolute essential aspects of your product, things that are fundamental to your brand. With Awfully Posh, for example, it was essential for the pork scratchings to be full of flavour without any additives. Aside from these USPs, I could be fairly flexible and it was relatively easy to find a manufacturing partner.

Sell the brand vision

You need your manufacturer to believe in your vision, especially if you are pre-launch. Make sure you come prepared with a detailed strategy and share as much of it as you can with your potential manufacturing partners. Obviously, there will be aspects you don’t want to share, but the mission and vision need to be clear, practical and exciting.

If you can get them to “believe” in your growth plan then you should be able to convince them to start with smaller volumes and help you grow sustainably.

Develop detailed forecasts

It’s vital to deliver a detailed forecast to your manufacturing partner. Don’t be scared to be optimistic, but make sure it is still realistic. Manufacturers will want to know that your brand is likely to grow, that the price works with your commercials, and that the relationship has longevity. Remember, manufacturers will have some skin in the game, having worked out the setup and production methods for your products, so they need to know the order volumes, profits, and range is likely to grow.

Without divulge sensitive informative consider breaking it down by channel and month, over at least two years. This preparation will help you to be taken seriously.

Stepping into the world of manufacturing can be daunting but with research, preparation and a degree of flexibility you should be able to find a manufacture who’ll give you a fair deal. With luck they will continue as your manufacturing partner as you grow your brand.

ABOUT THE AUTHOR

Thomas Lock is the founder and Managing Director of Awfully Posh (AP) Brands, a FMCG snacks company. Referred to by the Daily Telegraph as “the man who made pork scratchings posh”, Tom launched his pork scratching brand, Awfully Posh, in 2013. He soon launched a further three snacks brands, The British Crisp Co., The British Popcorn Co., and Create A Crisp, selling a total of over 5 million bags to date. AP Brands’ snacks are now stocked in supermarket giants such as ASDA, Tesco, Waitrose, Amazon & Wholefoods Market.

https://www.apbrands.co.uk

Tom on LinkedIn

Awfully Posh on Facebook

@awfullyposh

You’ve created a new retail product. You can imagine it on the shelves of the leading retailers. What do you need to do to get the buyers at the leading supermarkets interested in listing your brand? 

Particularly if your company is new the task of approaching, let alone negotiating with the supermarket buyers can seem a daunting prospect.  You may find yourself envisioning a future where you’ve got it right and your brand is set up for success. Or you’ve got it wrong and you have possibly ruined any chance of making money from your products and may have damaged your reputation with the buyers.

Having launched four snacks brands into the UK market over the past few years and got them onto the shelves of several major supermarkets, I’ve gained some insights. I’m hoping you can learn from my experiences, avoid my mistakes, and find success for your brand as you navigate the process.

Here are the steps I recommend for getting your product listed with top supermarkets:

Step 1 ‒ Even more research

Most founders have done some research into their market, trends and competitors, but to be successful in the world of supermarket sales, you need to up your game.

You need to understand your product category, inside out. You’ll need to know where your product will sit on the shelf, for example, who your competitors are in each supermarket chain and what they’re doing, whether the category is in growth or decline, and whether there are any market trends to be aware of.

Having this information front-of-mind going into a meeting with supermarket buyers will help convince them of the longevity of your product and brand, making them much more likely to engage with your business.

Step 2 ‒ Know your buyers

Start by finding out when the supermarket’s buying window is for each of your key sales periods. You may be surprised by how early supermarkets plan their seasonal product ranges. Summer sales are often planned the previous autumn, for example.

Next, consider the buyer as an individual. Try to get as much information about the buyer in advance: How long have they been in the role? Do they have any particular product expertise? What previous experience do they have? LinkedIn can be good for this research and will help you develop a clear idea of who you’ll be selling to and what they’ll need/want to hear.

Step 3 ‒ Have key numbers at your fingertips

One of the most important things to have clear in your mind is your commercials. It will be difficult to negotiate a good deal without all the key financial and logistics information at your fingertips.

For example, you need to know your exact cost price, including delivery to the supermarket’s warehouse ‒ and remember, they may have more than one warehouse. You need to know the average margin the buyer would expect on the type of product you sell, and what impact this will have on the potential retail price.

If you get this stuff even a little wrong, you could hamper your growth forecasts with a cost that’s too low, or price yourself out of consideration with a cost that’s too high. Pricing needs to reflect your sales strategy and take account of the various demands and requirements each supermarket will place on you.

Step 4 ‒ Have realistic expectations

The process of getting into supermarkets can take months or even years. Make sure you build this into your forecasts and cash flow. Expecting everything to happen quickly could leave you caught short of money, undoing your business before it even gets going.

Step 5 ‒ Plan brand promotions

Promotions are a great way to gain new customers and boost sales. Supermarkets also tend to expect you to fund promotions several times a year and may charge fees for running the promotions or listing the products.

If you can get ahead of these expectations by planning your own promotions throughout the year, you can factor these promotions into your financials and present them to supermarket buyers fully-formed. This will make your brand a more attractive proposition and ensure you generate the profit you need to meet your projections.

Step 6 ‒ Develop a strong listing argument

Buyers are approached on a daily basis by companies who wish to trade with them, and you need to stand out from the crowd, especially in saturated markets. As such, you need to be able to articulate clearly why the buyer should list your product over potentially hundreds of other products, and why consumers will pick your product over the competition.

Much of this will be based on your competitor and market research. If you can show clear USPs that capitalise on a growing trend and which no other brands are even considering, you’ll have a very strong listing argument. For example, my business, AP Brands, offers snacks without additives, most of which are also vegan. This capitalises on the healthy, vegan trend as well as the growth in the snacks market, providing clear USPs and a strong listing argument.

Step 7 ‒ Work with persistence

A ‘no’ isn’t necessarily forever. Trends change, buying habits change, even buyers change. Make sure to solicit feedback from buyers (both positive and negative), keep an eye on shifts in the market, and, when things change, reach out to the buyer again.

I’d love to be able to give you a guaranteed way to achieve a sale or even a meeting with a big supermarket buyer. There’s no recipe for instant results.  You’ll need to work hard and keep plugging away. With drive and persistence you may well find yourself celebrating as you get your first break with one of the big supermarkets. I wish you every success.

ABOUT THE AUTHOR

Thomas Lock is the founder and Managing Director of Awfully Posh (AP) Brands, a FMCG snacks company. Referred to by the Daily Telegraph as “the man who made pork scratchings posh”, Tom launched his pork scratching brand, Awfully Posh, in 2013. He soon launched a further three snacks brands, The British Crisp Co., The British Popcorn Co., and Create A Crisp, selling a total of over 5 million bags to date. AP Brands’ snacks are now stocked in supermarket giants such as ASDA, Tesco, Waitrose, Amazon & Wholefoods Market.

https://www.apbrands.co.uk

https://uk.linkedin.com/in/tom-lock-ba446740

https://www.crowdcube.com/apbrands

If you ask your team how many would love to be able to work somewhere other than the office over the next few weeks?  What can you do to help them achieve this while keeping your business running smoothly and your customers happy?

Avoiding commuting and fewer distractions such as unnecessary meetings etc when combined with the right tech, can actually increase productivity within your business.  Let’s look at what you need to make this happen.

Equipping your team to work remotely

Employee will need the right technology solutions in place. They cannot work unless they can get to the network, send and receive emails and access the internet. Let’s look at what they will need:

1.       Network Access

Network access needs to be controlled to ensure your data is secure, but that doesn’t mean you cannot give remote access and remote working capability to your team.

If they are going to work remotely frequently, the simple choice is to give them a laptop instead of a desktop. Depending on your network setup, there are a number of tools you can use to connect your team to your network without compromising security:

·         Office365 means your data lives in the Cloud and can easily be accessed from anywhere with an internet connection. Generally, more suited to smaller businesses, but being adopted by more and more.

·         VPN technologies, often with two-factor authentication, are declining in popularity, but if you still have a local server infrastructure, this belt and braces approach may be the right one for you.

If they are working from home, they will use their home internet connection. Make sure they have unlimited data packages so they don’t incur any big bills whilst working.  If they are on the move, tethering to their phones and using the data packages is simple. 4G, and currently rolling out 5G, mean connection speeds are no longer an issue and dramatically increases the number of places they can work from. Local free WiFi provision, such as coffee shops and pubs, can provide that connectivity, but may be a security risk, so are best avoided.

2.       Security

Absolutely vital in today’s world. Skimping on your IT security is a very dangerous thing to do. The proliferation of ransomware and other nasties means you would simply be running a risk that doesn’t make sense.

Endpoint protection from companies such as Sophos and ESET (https://www.eset.com) make it easy to secure any device that is connecting to your network, whether that is laptops, mobiles or even an employee’s personal machine. Many will allow you to wipe data in the event of a potential security breach too.

3.       Communication

If communication is simply between staff, mobiles will often be sufficient. If clients need to talk to remote workers, and they need to talk to clients, you may need something a little better.

Most VoIP telephone solutions have multiple ways to connect your clients and employees:

·         Mobile agents: an app on the mobile that converts the mobile to a desktop during the call, using the internet as the call carrier. This can sometimes work over the GSM network but will use the 4G when that employee is out and about.

·         Softphones: if your employee is simply sat in front of the laptop, whilst working from home, a softphone app may be better. The laptop becomes the phone and the employee uses a headset

·         Divert the calls: re-routing calls to and from mobiles can be done on most VoIP solutions. The number dialled by the client (and presented to them if the employee calls them) is the DDI or your company number rather than the mobile number.

4.       Productivity

Project management and collaboration tools have been around for years now and continue to improve.  Products such as Slack or Trello are probably the most well-known, allowing your teams to share information, instant message and allocate tasks with ease. Microsoft is fairly late to the party, with Microsoft Teams, but is rapidly capturing market share, particularly amongst Microsoft fans.

Remote working without one of these tools is significantly more difficult.

Being able to enjoy the rest of the summer may well involve some flexible hours. Employees may get up early to do it, or they may work into the evening. Unless they have, for example, a customer-facing role, when the work gets done shouldn’t matter.  You have the opportunity to help them get the most from the rest of this summer and be all setup for next year as well.

ABOUT THE AUTHOR

Gary Young is Director of independent telecoms brokerage Equinox. Gary works with companies, charities and other organisations to help them choose the right telecoms packages for their needs and thereby reduce their costs. He is particularly knowledgeable on the integration of IT and telecoms in business. www.equinoxcomms.co.uk

Twitter: @CommsEquinox