Small Business Marketing Solution – Let Brand Guide Your Staff

Your employees should know your Brand–what you stand for. We’ve written on this before, but it is just a vital concept for small business success. As we discussed in an earlier article, following process and procedures is important, staff training is a must, but there comes a time when you must trust you employees “in the field” to do what is right and make a decision on their own that is in accord with what the company brand stands for.It’s at this critical point that their training in proper procedures is most helpful, but sometimes they are faced with questions outside of strict training or procedural guidelines. Here they need to make the right decision–for the customer and the company. It’s at these junctures that a solid working knowledge of what the company stands for can help them make the best choice.And understanding the company brand starts with your Achievers.Your junior staff will follow the example they see the Achievers set. The Achievers must intimately understand what your company’s Brand represents–they need to also recognize that this knowledge can help them make a decision.It sounds basic, but your customers’ impression of what your Brand is–what your company stands for–will be far more influenced by what your staff does during a tough situation than through all your advertising. This is especially true for a small business on a limited marketing budget.When customers and staff agree on what your Brand means, then you can trust that decisions your staff makes will truly be in the best interest of the company. Will those staff decisions be exactly what you would do? No, but they’ll be close enough.Occasionally they will even be better.Remember: Brand (who you are) + Package (your Face to the Customer) + People (customers and employees) = Marketing Success.© 2006 Marketing Hawks

Rep V. Direct: How to Best Organize a Sales Team

Sales executives are constantly searching for the ideal structure of the sales team. Should the team be composed only of direct sales people? Should the team be composed only of manufacturers’ representatives? Experience shows that a hybrid sales organization, composed of a blend of direct and indirect sales employees (manufacturers’ representatives), combines optimal performance, cost effectiveness and flexibility.If one observes several sales organizations over an extended period, she’s able to see that relatively often, sales executives make sweeping changes to those organizations, from all direct to all rep, and from all rep to all direct. Invariably, the observer is able to note that sales management ultimately reverses many of those sweeping changes. Sometimes sales executives benefit from observing changes made by others. Unfortunately, too many sales executives develop the understanding of the benefits of a hybrid organization by making one or more poor decisions and then repairing the organization after problems surface. The most durable of sales organizations are those that use a hybrid technique, employing a mix of both direct sales staff and manufacturers’ representatives. Sales teams composed entirely of all direct people or entirely of manufacturers’ representatives are generally not ideal.Why “Direct Only” Teams Are Not IdealMany CEOs and executive teams believe that the best way to build relationships with customers is with a sales team composed only of direct employees. In this example, sales staff cannot be distracted with unrelated business and other product lines. No one can blame the inexperienced CEO and executive team for thinking this way. A salesperson is able to devote 100 percent of this time to the company. A direct sales team suffers from far fewer distractions than a rep sales team. However, experienced CEOs and executive teams understand that they must thoroughly look at a direct sales team before converting to it. Direct sales teams are quite expensive to train and support. The company must support offices in all major markets. Those offices bring along with them assorted costs: rent, administrative support, office equipment, utilities, etc. A competent manager who can work well and represent the company without direct supervision must manage the office. The company must train and occasionally upgrade each office manager.When sales are growing, the office manager must hire and train new sales staff. The company must train the manager in hiring and training techniques. The company must also train the office manager in firing techniques, in hopes of avoiding legal problems.As sales grow, the office must expand to meet growing demands upon the sales office. Cost of sales rises as sales grow. Sales, however, do not grow forever. Ultimately, sales flatten and roll over. Sales usually roll over earlier and more abruptly than hiring plans. Sales may dip at anytime during the year, but hiring plans are usually set at the beginning of each calendar or fiscal year. As a result, hiring is sometimes still underway when industry and office sales are falling. Such dynamics create an environment whereby cost of sales, (as measured by the total cost of running the sales office, divided by the total revenue that the office generates, expressed as a share of sales) rises rapidly.


When a sales office has healthy sales, the company can manage its cost of sales and support them at a predetermined level. If sales grow for a long period, the company can manage the office to cut cost of sales. The sales office can benefit from economies of scale. A sales office supporting 20 salesmen doesn’t need more copiers, fax machines and conference rooms than an office supporting only 10 salesmen. Unfortunately, sales ultimately roll over. It is difficult to cut costs immediately. The office manager must usually see several months or quarters of declining sales before realizing that he must cut costs, including headcount. During this time, cost of sales rises, sometimes well above tolerated levels. The sales office manager and the company cannot cut costs quickly. Which is a chief reason that totally direct sales teams are undesirable.Why “Rep Only” Teams Don’t Yield Peak PerformanceRep only sales organizations afford a number of benefits to the sales executive. The sales teams are already in place. Hiring and firing of salesmen is not the direct responsibility of the sales executive or his regional sales managers. Manufacturers’ representatives generally hire and fire as sales move up and down. The cost of running a rep only sales organization rise and fall directly with the level of sales. A significant benefit of the rep only sales organization is that cost drops immediately when sales drop. It’s possible to accurately forecast cost of sales as a share of total revenue. Cost can never get out of control by hiring too many salesmen, buying too many computers, or leasing too large an office; not infrequent problems for direct sales organizations.Manufacturers’ representatives are not always the panacea for companies looking to hire or expand a sales organization. Large customers often demand direct sales staff; not indirect staff from a manufacturers’ representative. Large customers view their largest suppliers as strategic partners, and like the ability to communicate directly with those suppliers. Communications is sometimes slower and less clear when a customer must communicate with a manufacturers’ representative, who in turn communicates with the supplier. Customers may set the style with which they deal with suppliers as part of their purchasing strategy. For example, they may decide to deal with no more than two or three suppliers on any commodity and to deal with those suppliers directly. This disallows conducting business through manufacturers’ representatives. A supplier must recognize and honor such a strategy, or be ready to suffer undesirable consequences. A supplier must never turn a tin ear to a request from a customer demanding direct sales representation.Large suppliers view their largest customers as strategic partners, and like the ability to communicate directly with those customers. They view the delay when communicating through a manufacturers’ representative as an unnecessary burden. When large suppliers invest management time with strategic customers, they do not want to dilute that investment by sharing management time with manufacturers’ representatives. The incapacity to offer direct coverage to strategic customers is the primary reason that a sales team composed only of manufacturers’ representatives is unattractive.First and Foremost: Do No HarmRecognizing that something is wrong, many sales executives make bold, sweeping structural changes to their sales teams. Fire all reps and hire a direct sales team. Fire all direct salesmen and hire a network of manufacturers’ representatives. Either approach will certainly repair some problems. More than likely, however, extreme changes are very prone to creating new problems of equal or greater scale.Why do so many companies replace one poor-performing sales organization with another that destined to yield performance that is no better than the original? The two most common reasons are inexperience and weakness of the sales executive compared to the rest of the management team. Perhaps the inexperienced sales executive has risen through a single company with an all-direct or all-rep sales force. Now, managing the global sales organization, he opts for sweeping change from all-direct to all-rep, or from all-rep to all-direct sales without benefit of understanding thoroughly the benefits and problems with either a pure-rep or pure-direct organization. Alternatively, the inexperienced sales executive may have developed his management skill at a company employing an all-direct sales organization. He may not feel comfortable managing if hired into an all-rep company. No one can fault a sales manager if he sees massive problems and concludes that he must make sweeping change to an all-direct sales organization. Only inexperience allows him to make a major, highly disruptive change.Another reason companies make dramatic changes in the structure of a sales organization is that the sales executive is weak. If cost-of-sales, expressed as a share revenue is too high, the CEO, the rest of the executive team, or both can apply pressure on the sales executive to affect change and cut cost. If the sales executive lacks the strength to defend his team or the structure of the sales organization, he merely becomes the messenger, not the manager.


The message to the sales executive feeling pressure to make sweeping change in a sales organization is to adhere to the Hippocratic Oath: First, do no harm. Any sweeping change imposed upon the structure of a sales team will initially be disruptive. Make sure to justify the disruption and be very sure that the change, once implemented, is most likely irreversible. Sweeping change brings disruption, higher cost of sales and lower productivity. All of this might be worthwhile. However, if a sales manager imposes sweeping change and then reverses course within a year or two, disruption from the reversal is much greater and more costly. A reversal of an organization change brings with it disruption, higher cost of sales and lower productivity just like the original change. However, an organizational reversal can erode the sales team’s enthusiasm. A company can handle disruption, higher cost of sales and lower productivity if repaired relatively quickly. Repair of an unmotivated sales team takes much more time.”Hybrid Sales Teams” Work BestA supplier always looks to optimize its sales organization. If a company continuously focuses on cost of the sales organization, use of manufacturers’ representatives is mandatory. The benefits of manufacturers’ representatives are too great to ignore. However, manufacturers’ representatives may not satisfy the requirements for some customers. Strategic customers demand direct interface, excluding the use of reps. The best alternative then, is to merge some of the best features of both a rep and a direct sales organization. Implement a direct sales team to cover the sales to all strategic customers, while simultaneously bringing about a sales team of manufacturers’ representatives to cover all other customers.A hybrid sales team benefits from the cost effectiveness of manufacturers’ representatives. The same team can deal directly with strategic customers. The sales executive may take advantage of the non-disruptive flexibility when adding or deleting customers on strategic customer list. A secondary benefit of a hybrid sales organization is bench strength. Well-seasoned, top-performing direct sales personnel represent a talent pool from which from which to draw regional sales managers.ConclusionExperience shows that a hybrid sales organization, composed of a blend of direct and manufacturers’ representatives combines optimal performance, cost effectiveness and flexibility. The most durable sales organization is one that uses a hybrid technique. Sales teams composed entirely of all direct staff or entirely of manufacturers’ representatives too often underperform.

Politics And Politicians

I hate politics and politicians! What have they done for you lately?We need balance – not extremes. Our government is supposed to represent its citizens and “provide for the common good” – not focus on special interest groups that try to influence legislation and regulations that support their unique agenda. Libertarians have a lot of good points – such as smaller government – but not their extreme view of gun and drug “freedoms”. Progressives also have some good points – such as social “protections” – but not the extreme views on abortion and gay “rights.” Politicians often pay attention to irrelevant issues. Like when we are at war (2 or 3!) and have debt that our kids and grandkids will never be able to pay off, and 10% unemployment, etc., etc. What do they focus on? Trivial stuff – like when Congress considered banning shopping bags that are purchased to save plastic and paper bags – that were found to have some lead in them. Did anyone ever ask Congress to do something about the lead in the solder in your copper water pipes?But we have a kind of system of government that, in the long term, seems to work. Some things are bad and some are good – about the “greatest democracy in the world.” Winston Churchill once said “It has been said that democracy is the worst form of government except all the others that have been tried.” The U.S. is considered by many to have an ideal model of democracy, but it is imperfect and democracy itself has its own inherent problems and limitations. Some things are necessary – like Defense, Environment, Health and Safety, Civil Rights, etc. – which we need to do right at the national level because they can’t be done effectively at the individual or state level. The U.S. federal government’s organization and processes are archaic and inefficient – but sometimes it seems to work – for example, the “Stimulus Package/Bill” in 2009 actually did help the country recover from a serious recession (despite some its shortcomings and problems). Others don’t seem to work well or belong at the national level – like the unbelievably complex, convoluted and inequitable tax code (more on that separately).There are lots of examples of stupid, unproductive, and irrelevant political actions. Here are just a few of my favorites:• Earmarks – those projects for specific congressional districts or states that are funded by tacking them onto unrelated congressional bills in exchange for votes – so called “pork barrel.” So, if you look at a major funding bill – that may be essential, such as the Defense Department budget – you will find hundreds of earmarks attached to it to fund a lot of strange, arcane, and sometimes useless projects (like the famous “bridge to nowhere” or local airports with almost no passengers, etc.). These projects may bring some federal money back to their districts, but they are in many, if not most cases, funding pet projects of political contributors. The individual requests in many cases are relatively small (at least by Washington standards) – perhaps a few $ million – but there are thousands of them every year. Collectively they can amount to hundreds of billions of dollars. And without a line item veto by Congress or the President, these projects get funded automatically when the major bill passes. How’s that for representative government spending your money?


• Political Priorities – The Congress and the President are often involved in the absurdities and travesties of what they view as political priorities – at our expense. For example, pursuing a constitutional amendment against gay marriage while passing a law exempting gun manufacturers and dealers from all potential liabilities – including illegal sales to criminals! That’s just screwed up!! Who thinks up this stuff – and who do they think they are representing?• Gerrymandering – Our elected Congress works very hard to get re-elected – on our dime. From Wikipedia: “Gerrymandering is a practice of political corruption that attempts to establish a political advantage for a particular party or group by manipulating geographic boundaries to create partisan, incumbent-protected, and neutral districts.” With the manipulation of election districts, it is possible for minority parties to win a majority of districts in an election – or neutralize a strong district of a majority party. This is a process that is facilitated by the mandated re-assessment of congressional representation after every 10 year census – and it can neutralize your vote! There are no uniform electoral districts. Your representatives design the election districts to protect incumbents. For example:o “In 2004, not one of California’s 173 state legislative and federal congressional seats changed party-hands.”
o “No House member from Tennessee ever lost a bid for re-election during 1980-2005.”Other developed countries have established processes for “defining constituency boundaries” by objective third-party organizations. But politics in the U.S. is not that progressive – so much for “one person, one vote.”• Subsidies – Our government, which we pay for, thanks to our politicians, provides substantial subsidies to some very profitable industries – at our expense. Here are a couple of examples:Agriculture – Agriculture is obviously very important to an economy, so what is wrong with federal programs to support it? First, a few facts (from The Cato Institute): “The U.S. Department of Agriculture distributes between $10 billion and $30 billion in cash subsidies to farmers and owners of farmland each year… More than 800,000 farmers and landowners receive subsidies, but the payments are heavily tilted toward the largest producers… Although policymakers love to discuss the plight of the small farmer, the bulk of federal farm subsidies goes to the largest farms. For example, the largest 10 percent of recipients have received 72 percent of all subsidy payments in recent years. Numerous large corporations and even some wealthy celebrities receive farm subsidies because they are the owners of farmland… In 2008, Congress overrode a presidential veto to enact farm legislation that extended existing supports and created new subsidy programs… The 2008 farm bill added a new sugar-to-ethanol program under which the government buys excess imported sugar that might put downward pressure on inflated domestic sugar prices. The program defends domestic sugar growers’ 85 percent of the U.S. sugar market, and it provides for the government to sell excess sugar, at a loss if need be, to ethanol producers… Since 2000 the USDA has paid $1.3 billion in farm subsidies to people who own land that is no longer used for farming.” Agricultural subsidies in the U.S. comprise 11% of farm production.So, why are subsidies to farmers bad? Simply, because they don’t achieve the intended results. Most of the money goes to large, profitable farms and corporations. They can upset the natural balance between supply and demand – by facilitating over-production – which can unrealistically affect the prices of food commodities and farm land. “Perhaps the biggest scandal with regard to farm subsidies is that congressional agriculture committees are loaded with members who are active farmers and farmland owners. Those members have a direct financial stake whenever Congress votes to increase subsidies, which is an obvious conflict of interest.”Other countries have experimented with eliminating agricultural subsidies – with some success. New Zealand is one example. “New Zealand’s farmers have cut costs, diversified their land use, sought nonfarm income, and developed niche markets such as kiwifruit… New Zealand farm productivity, profitability, and output have soared since the reforms.”Oil – The largest, most profitable industry in the U.S. – and worldwide – receives federal subsidies! Why?? Technically they are tax breaks, but only because of the way our Congress writes the rules and defines the terms. The subsidies/tax breaks to the U.S. oil industry amounts to about $4 billion each year. This includes a “depletion allowance” that treats oil reserves as capital equipment – in addition to very favorable terms for writing off exploration costs. But the major oil companies have been making more than 10 times that in profits each year. Do they really need incentives to explore for oil – when the world market price for oil has been in the neighborhood of 3-5 times the cost of production for decades? And what is the attitude of our politicians? – “we’re only talking about four billion dollars.”!!• Social Security – One of my pet peeves has been the most sacred of all federal government programs. For over 70 years, Social Security has been “an insurance program for everyone”. But up until 1984, government employees, including Members of Congress, did not pay into the Social Security program – when all of us “citizens” were required to by law. The Social Security program, which has been going broke for decades, was good enough for “the people”, but not for the government employees and politicians who are supposed to be serving them. So now it is an example of how a political abuse can be fixed. However, the benefits for federal employees are still very attractive – and not typical of industry jobs. In addition to now participating in Social Security, federal employees have a defined benefit pension plan (which no longer exists in most of industry today) as well as a “Thrift Savings Plan” – the equivalent of a 401K plan – with up to a 5% match. Members of Congress are eligible for full pension at age 62 after only five years of service – and they are eligible at age 50 if they’ve served 20 years. So our “public servants” have more rewarding benefits than most taxpayers receive.


And there is more – much more!!So, how can the “greatest country in the world” be so screwed up (at least at times)? I blame it on the politicians and the uninformed/uninterested electorate. Other countries must just be worse. Part of the problem is that the public is often not well informed – or just doesn’t care. How do you communicate important political issues so that the general public really understands – the complete facts and truth? Most news and views are at too high a level (e.g., small “sound bites” – or talk show opinions) so that they leave either a limited or wrong impression. For example, issues like abortion and stem cell research are highly controversial and emotional and don’t really get covered objectively.Is there a solution? It would be nice if we could focus on real/important issues and attract intelligent, sincere people into politics. What kinds of people want to run for political office? – ego-centrics, power hungry, self promotional – are these the type of people we want to represent us?? Why would you trust a politician with your life and welfare? But that is what we have – at least in many cases. And what are the financial implications? How can really good political leaders afford to be politicians? Even with the elevated salaries and benefits for politicians (at least at the Congressional level), the cost of the life style in Washington, DC is far too expensive to be covered by federal payments. So, they must either be independently wealthy – or seek an opportunity to capitalize on their political position – either during or after their term in office. What would make a constituent think that their representative is working in their best interest?
I don’t have a solution. That’s why I hate politics and politicians.All Rights Reserved © 2011 Henry P. Mitchell

A to Z Guide to Wedding Planning!

A is for Atmosphere
Setting the scene for the perfect wedding can be a daunting task and with wedding trends changing rapidly over time, it can mean decision making is hard. Often the best place to start is by thinking about the formality of the event and how you would like your guests to feel on your wedding day! Whether you choose a relaxed garden wedding with subtle coloring and natural tones or a themed wedding at a wild venue with bold wedding colors and outlandish wedding decorations, whichever way you go it is the wedding atmosphere that you create that will generate the most memories!

B is for Bachelorette Party & Bridal Shower
Second to choosing your bridesmaids, this is often the next stage in the planning of your pre-wedding activities! This is the event, other than the wedding itself, that the girls look forward to most! Renowned as the tamer of the two, a bridal shower is a gift-giving party held for a bride-to-be in anticipation of her wedding, it is a time for the females in your life to get to know each other and to share advice before your big day.The Bachelorette Party also known as a hens night, hens party or hens do on the other hand is deemed “an evening of debauchery,” a girls night out in honor of the bride-to-be in the style that is common to that social circle. This is when the bridesmaids take control, organising silly outfits for the bride, dares and games along with gifts for the girls including name tags, fun drinking straws along with personalised bachelorette koozies for a unique gift idea!

C is for Ceremony
Ultimately your ceremony, the moment where two people are united in marriage, is the reason you are planning this special day. The way that you choose to perform your ceremony and the wedding reception that follows are often linked in formality and theme and the options are endless.For the ceremony you will have to give some thought to the location, a church or temple, beach, garden or formal venue often this is driven by the choice for a civil or religious ceremony. Most ceremonies have a similar structure, with your vows, readings and music making a personal service.

D is for Destination Wedding
More and more couples are escaping the traditional big celebration wedding in favor of a smaller more intimate ceremony in an exotic location. Whether your destination wedding is overseas or interstate it can still take a lot of organization, not only for the couple and the wedding day itself but in making it fabulous for the guests that have gone that extra mile to share in your special day!

E is for Engagement
Congratulations on your Engagement, let the fun begin. Start with your engagement announcements, maybe a notice in the newspaper to inform the community or an item that you can send in the mail to let your friends and family know the good news! If you are moving fast you could even add your wedding save the date to your engagement announcement to help with your planning budget.Some couples will choose to have an engagement party, an opportunity to celebrate with family and friends and for future guests to get to know each other before the big day. Engagement party favors are often handed out to the guests as a thank you for attending, such as candy treats or custom beer koozies to take home as a memento.

F is for Favors
Wedding favors also known as bonbonniere are small gifts given as a gesture of thanks to guests from the bride and groom. Wedding favor ideas have become a major part of wedding planning, with modern gift trends including: CDs with the favorite music of the bride and groom, candy jars, picture frames and wedding koozies. Gifts may also be personalized with the couple’s names, initials or wedding date and even an individual guest name to create a gift and place card.


If you choose wedding Koozies as your wedding favors then it is a great idea to start browsing the designs a few weeks before you need them to be delivered. There is an extensive range of designs available to help you create the perfect match to your wedding color scheme, theme and more. Please read a previous article to help with your design; Personalized Wedding Favors on a Budget – Inspiration for Wedding Koozies to Wow Your Guests!

G is for Gift
A wedding present is a gift taken by a guest to congratulate the couple on their marriage. There is usually some etiquette when it comes to gift giving, some couples may choose to take the hard work out of this for their guests and have a gift registry with a wish list to choose from. Others may have a wishing well, this is where guests can anonymously drop cards and monetary gifts into a box known as a wishing well to help the couple on their way to starting a new life together.

H is for Honeymoon
A honeymoon is the traditional holiday taken by newlyweds to celebrate their marriage in seclusion. Jetting off to somewhere exotic and romantic is not uncommon although the holiday should be something of choice that suits the couple’s outlook and interests. For couples on a budget a destination wedding can be a great way to spread the cost making the addition of a few days for a honeymoon easy.

I is for Invitations
Wedding invitations are a great way to set the scene for your guests. As a follow on from your wedding announcement or save the dates, your wedding invitations can be fun or formal but should be informative and hold an RSVP date so that you can keep to a deadline in your wedding planning.In modern times the way an invitation arrives is becoming more and more imaginative, you might choose a link to an online wedding website where guests can respond electronically or include a link to a video message. Items sent in the mail can also be creative and unique such as origami style folded gifts, printing a message on a balloon that can only be read once blown up or sending custom wedding koozies for your guests to enjoy at home and on bring on the day!

J is for Jewellery
Wedding jewellery can be simple and sophisticated or bold and colorful. This is a very personal choice that that bride will make when choosing her wedding dress and bridal party attire.Sometimes traditional jewellery will be passed down the generations within a family, bridal accessories can include earrings, bracelets, tiaras and hair combs to name a few.

K is for Kiss
“You may now kiss the bride”… the words that the groom has been waiting for all day! Many couples will have a discussion prior to the wedding about the kiss, some even finding this the moment that makes them most nervous! Questions like, how long should it be? Should it be a full-on smooch? Or just a peck? What is the etiquette in wedding kisses? The answer to which is that there is not really an etiquette, just show each other how happy you are to be making this promise to each other and show this off to your guests, just bear in mind that you might be in front of your parents, grandparents and young children.

L is for Love
LOVE. An intense feeling of deep affection and the reason you have been ploughing all of your time into planning the ultimate wedding celebration. Say no more.

M is for is for Music
One big question for your wedding reception, DJ or Band? Often the answer to which is dependent on budget, formality of your event and location. There is also the decision of which music you should be walking down the aisle to, creating an amazing playlist that will get your guests on their feet and of course the first dance! Here are our choices for a first dance song;Top 5 First Dance Wedding Songs

Make You Feel My Love – Adele

You Are The Best Thing – Ray LaMontagne

Kiss Me – Ed Sheeran

The Way You Look Tonight – Michael Bublé

Better Together – Jack Johnson

N is for New
If you are following tradition in the sense of the rhyme “something old, something new, something borrowed and something blue” then this is your something NEW! You can include your wedding dress as your something new if it is made to order, or perhaps one of your bridal accessories or a fancy new pair of shoes. Let’s face it when it comes to your wedding there will be a whole heap of items that you can consider using to tick this box!

O is for Outdoor Wedding Venue
Weddings are often planned for the perfect weather, the most popular seasons for a wedding are spring and summer so that you can have great light for your wedding photographs and that you have the best chance of enjoying sunny spells outdoors with your guests over welcome drinks.Your outdoor wedding venue might be in a national park, flower garden, winery or a beautiful beach, whichever you choose for your outdoor wedding be sure to have a wet weather plan on hand, just in case!

P is for Photographer
Wedding photography for a lot of couples is a big box to tick. It is lovely to be able to capture your big day and all of that hard work into images that you can cherish for years to come. Choosing a photographer can be a daunting task, be sure to ask around for recommendations, view portfolios of previous work and get to know your photographer so that they learn to capture what is important to you. Looking at your photographs together as a family is a beautiful way to connect after the event, each image will tell its own story and each story will be a memory captured for life!

Q is for Quiz
The Mr & Mrs Quiz, the ultimate quiz that any bachelorette should have to complete on their ‘last night of freedom’..! It is a fun way for the maid of honor to connect with and get to know the groom before the event. She will prepare a series of questions that the groom will answer, things can of course get a little cheeky depending on the formality of the bridal shower or bachelorette party, the bride will then need to see how many answers she can match to the groom’s responses, often followed by a forfeit for every wrong answer.

R is for Reception
Wedding reception, this is the fun part, after you have nervously said your vows in front of your family and friends you can relax with food, drinks and dancing at your wedding reception. Wedding reception ideas include a formal sit-down meal, cocktail reception or a casual beach BBQ. You can usually leave this up to your wedding planner or venue to organise, that way you can enjoy the celebration and spending time with your guests.

S is for Save the Dates & Stationery
Your wedding announcement and first item of wedding stationery is your Save the Date! An ideal gift used for long engagements this is designed to be sent out to your guests well in advance of the formal invitation, once you have your date set you can mail these out so that your guests can save the date in their diary. Some popular methods of sending a save the date include; postcards, calendars, tickets, magnets, custom beer koozies and more.

T is for Table Plan
T is also for troublesome, often considered one of the most controversial parts of the wedding planning process, the dreaded table plan! Great aunt Joan cannot be near second cousin John and really you’d like to sit with your pals rather than follow the traditional top table style with your parents… at the end of the day this is your wedding and as a couple you should be able to choose a seating plan to suit your wedding formality and your guests.

U is for Ushers
An usher, also known as a groomsman is normally a friend of the groom that has been recruited to direct guests at the ceremony, and generally be available to the bride and groom for assistance throughout the whole wedding event. The ushers would generally be dressed in the same wedding attire as the groom and best man and would feature in the formal wedding photographs alongside the bridesmaids.

V is for Vows
The exchange of wedding vows is an important part of your wedding ceremony. It can be a very romantic moment and often the perfect place to express your feelings for each other. Vows can be modern or traditional, led by a minister or celebrant, written for you or by you and can be tailored to your individual personalities.

W is for Wedding Dress
Almost every girls wedding dream begins with the dress! There are so many gorgeous styles available and all designed to suit different shapes and sizes… you can find the perfect wedding dress style amongst these… Ball gown, mermaid, A-line, Sheath. Strapless, V-neck, halter-neck, one-shoulder, illusion and more!Once you have found the perfect style, you can start to create a unique look through the color and density of the material, heavier fabrics such as brocade and jacquard or lighter materials like silk and chiffon, traditionally a wedding dress would be predominantly white or ivory in color, but these days anything goes!

X is for X -rated (entertainment at bachelor party)
Although it is not necessarily the way every groom will spend their last night of ‘freedom’, the bachelor party, as portrayed in the movie The Hangover, certainly has a reputation for being a night or indeed a weekend of debauchery! Some will go all out with a weekend in Vegas, but generally the party vibe will include trendy bars, nightclubs and, most importantly, strip clubs!Much like the bachelorette party, this is where the best man and other members of the bridal party will shine with ideas, organising embarrassing outfits for the groom, along with drinking games and dares! Gifts for the guys might include matching t-shirts, shot glasses, beer horns or custom beer koozies personalised for each of the guys!

Y is for Years
The number of years spent together, number of years engaged and then number of years married. Once your wedding day becomes a wonderful memory you have the many years of wedding anniversaries to look forward to and to celebrate. Each anniversary that passes will have a symbolic gift that is presented, there is both a traditional and modern gift here is the traditional list;

1st Paper

2nd Cotton

3rd Leather

4th Fruit/Flowers

5th Wood

10th Tin/Aluminium

15th Crystal

20th China

25th Silver

30th Pearl

35th Coral

40th Ruby

45th Sapphire

50th Gold

60th Diamond

Z is for Zero Regrets
In a perfect world, every bride and groom would have the perfect wedding with absolutely no mishaps. However, this is not the perfect world and every turn makes for a new story! Our only advice is to enjoy every minute of your special day, spend as much time with each guest as you possibly, and have zero regrets!