This presentation is about understanding the who, what and why of Making Business Matter (MBM) http://www.makingbusinessmatter.co.uk 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.

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. 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. What do we do?

4. Why us in 7 seconds

5. We forget 80% of what we have learnt within 30 days
Hermann Ebbinghaus’ Forgetting Curve
How do we make learning sticky?

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. 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. 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. Who do we work with?

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. 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. 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