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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?
Why us?
The Challenges from learning professionalsThrough 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 generally enjoyed the courses, but did little with the learning after the course.
x Months later, attendees had remembered very little from their training course.x Many attendees didn’t know why they were going on a 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 professionalsA training method and evaluation that you want because it solves your problems:
Over 400% more knowledge retained by Learners. Line manager engagement improved from ‘low’ to ‘medium’. ‘At their desk’ use of learning increased by 4x. Learners achieving their ‘Individual Learning Objective’ doubled. A 5 level Evaluation conducted, summarised and detailed in a Chain of Evidence
report.
What do we do? Try our popular
Category Management Training
A typical People Development programme with a supplier to the big four UK supermarkets consists of a combination of the items that
helps suppliers to achieve their business objectives.
We forget 80% of what we have learnt within 30 daysHermann Ebbinghaus’ Forgetting Curve
Why do we make learning sticky?
Why Sticky Learning ® Works and the Science Behind it
1. One Day Training Courses have a Very Limited EffectIn the late 1800’s a German Psychologist, Hermann Ebbinghaus, researched how we forget over time.
2. Incorporating the 70:20:10 Model is EssentialThe 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 ObjectivesGibb (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 MoreProfessor 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 RepetitionHerrmann Ebbinghaus discovered the ‘Spacing Effect’.
6. Behavioural Change is Delivered Through New HabitsProfessor 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.
Why Sticky Learning ® Works and the Science Behind it
8. Mnemonics Help Learners to Learn MoreEach of our trainers understands the importance of what cognitive researchers call ‘encoding’.
9. Quizzes Challenge Us to Retain What We Have LearntRoddy 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 LearnEach Learner, on their learning journey through our training courses has access to the Knowledge Vault.
11. Knowing Your Learning Style Helps Learners to Learn MoreHoney and Mumford created a questionnaire that helps Learners to identify their learning style.
12. Learners Learn More if they Are Asked to Teach Someone ElseA study by John Nestojko, a researcher in psychology at Washington University.
13. No-One Wants to Look Bad in Front of Their PeersFor 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 DayLearners are able to remain focussed throughout the day for longer because popcorn releases energy slowly.
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: ReactionHow 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: ResultsHow much effect did the Learner's learning have on performance?
Level 5: SponsorHow much did we achieve the sponsors objectives?
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”.
What do our Learners say?
Good flow
Really useful and enlightening courseRich and useful content
Well planned with different tasks throughout the day to keep things moving
Well organised and structured
Explanation of progress good
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
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 Training and
Development. 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.
Runners up of the ‘John Sainsbury Award’
for Learning & Development
Winner of the ‘General Mills Award’
forConsumer Understanding
Darren A. Smith
Andy Palmer
Sally Booth
John King
Sue Raeside
What now?- Masterclasses
Masterclasses to begin the relationship:
Each Masterclass is £750+vat for ½ day and up to 12 people.
What now?- Development Needs Analysis
The objective of this box is to put in place a
framework to conduct the DNA and understand the
expectations of the leadership team.
• Scope• Benchmark skill
capability• Background
investigation• Business Plan• Values• Performance• Culture
Output: definition of the scope for the DNA plan & expectations of the ‘top’ team.
The objective of this box is to gain a deeper
understanding of your business through speaking
with a cross section of your team
• Current challenges• What would help you
perform better?• Strength and
weaknesses• Describe the culture • From different teams,
grades and locations.
Output: a breadth of understanding of the business, to input into the DNA plan.
Stakeholder Meeting121 Interviews
2 hou
rs
1
week
The objective of this box is to have a collective
understanding across the business of general and specific learning needs.
• The survey will be sent to every individual within scope.
• The survey takes no more than 15 minutes to complete.
• Respondees will have the option to remain anonymous.
Output: comprehensive understanding of individual requirements for DNA plan.
Individual Online Survey
1
week
What now?- Our Unique Product – ‘Must Win Meetings’
Working with suppliers to the big four UK supermarkets for over a decade…
…we realised that whatever we did to support our clients was never as significant as the decisions that were made by the buyer at the ‘Must Win Meetings, such as JBP’s, tenders and category lead pitches.
We created a product that supports a supplier at their time of need by extending their team to include our team. Using experts in influencing, negotiating and pitching, we work intensively with your team for a short period of time to ensure that your chances of winning are the very best.
The first steps of working together on a ‘Must Win Meeting’We arrange a convenient time for the person that is leading your pitch to meet with one of our consultants for 2 hours. They discuss what you want to achieve, what could be lost if you were to lose must-win meeting and how we would approach the pitch.
Your investment is £750+vat and 2 hours of your time. Our next step is to propose back to you the investment required and a structure of how we would work together to greatly improve your chances of winning.
Training Course Outlines
This training course is about understanding how the learner can learn more, more quickly and more easily for themselves, and transfer the skill to be learnt to the long term. The benefits are simple – over 400% more knowledge retained by Learners!
There is always more to be done than hours in the day. This programme goes beyond time management and focuses on helping Learners to prioritise on the reason they are on the payroll, so that they deliver their business KPI’s.
This programme will change the way Learners think about influencing and their ability to get people to do something, to go along with or support their own agenda, without relying on formal authority.
This unique training is designed specifically to meet specific and challenging demands. This programme will change the way Learners deliver impactful presentations, internally and externally to convey key messages and engage the audience.
This programme will change the way Managers approach management, giving them the tools, techniques and confidence to more better deal with situations, leading to improvements in team performance.
Get more of what needs to be done, more quickly and more in the way that it needs to be done. Identify various communication styles and how best to communicate to different people. Develop more powerful ways to communicate messages to improve influence and buy-in.
Everyone needs to be able to communicate effectively & particularly when tension is running high. This programme will change the way Learners approach difficult communication giving them tools, techniques and confidence to more better deal with situations.
Training Course Outlines
The objective of the Development Needs Analysis (DNA) is to identify the needs of your people. By understanding the gaps in performance versus the KPI’s & objectives of the business, we can begin working together to close those gaps and improve performance.
This unique training is designed to meet the specific and challenging demands of sales and marketing teams. The programme will improve the way Learners identify opportunities & increase their ability to gain buy-in from buyers to take on and implement recommendations.
This programme will change the way Learners think about negotiation. The programme goes beyond basic negotiation skills and focuses on helping Learners to improve their confidence, achieve win:win outcomes and build long term mutually profitable relationships.
Using experts in influencing, negotiating and pitching, we work intensively with your team for a short period of time to ensure that your chances of winning are the very best.
The programme will give leaders greater skill in handling tough performance conversations and being on clear on what is expected. They will become more confident, knowing what great leaders do and do not do, and be able to set and have a team that understands and buys-into a vision.
Our extensive experience of coaching has led us to a formula that works. That said, this product is flexible and is first and foremost about identifying your challenges and working together to overcome them.
A team building event will aim to create a real difference in the way you and your team approach the coming year’s challenges together. We don’t have you climbing mountains or swimming across lakes – we do get into the psychology of true team development making our days about understanding each other better.
