New – The European Electronic Manufacturing Services (EMS)
     Industry 2012-2017

Peter Brent co-authors new European EMS report

The eleventh edition of The European Electronic Manufacturing Services Industry 2012-2017 has just been released. This comprehensive report, which is now published every year provides:-

  • A country breakdown of EMS production in 2012 and regional production in Western, Central and Eastern Europe, and North Africa
  • Detailed analysis of the key market trends impacting the European EMS industry
  • Specific and detailed analysis of the Top 20 European EMS Providers
  • Further analysis by industry sector such as Aerospace & Defence, Consumer etc..
  • Analysis and commentary of the major EMS companies in each major country and sub-region, for example France, Nordic, Benelux, UK etc..
  • A comprehensive directory by country of over 900 companies engaged in EMS activity

Country Coverage:

Austria; Belgium; Denmark; Finland; France; Germany; Ireland; Italy; Netherlands; Norway; Portugal; Spain; Sweden; Switzerland; United Kingdom; Central & Eastern Europe and North Africa; Bulgaria; Czech Republic; Estonia; Hungary; Lithuania; Morocco, Poland: Romania; Russia, Slovakia; Slovenia, Tunisia, Turkey, Ukraine.

For more information on the contents and to order the report Click Here

  MBC announces Marketing & Sales Workshops

Mathieson Brent Workshop Series

Over the last five years, Mathieson Brent Consulting have developed a number of standalone workshops which can be tailored for in-company use. The workshops which run for 1 or 2 days are ideal for small teams tackling strategic sales or marketing issues who would benefit from a guided, facilitated process which utilises their own internal information and leaves them with a roadmap which they can follow, either independently or with extended input and review. The workshop style is a mix of case studies, theory and models with practical application through highly interactive discussion and breakout sessions.

Topics in the Workshop series include:

Developing Compelling Value Propositions in B2B – 2 days

Market & Competitive Analysis – from information to strategy – 1 or 2 days

The Challenges of International Marketing – 1 day

From Customer Information to Customer Insight – 1 day

Strategic Account Management Strategies – 1 or 2 days

Developing your Personal Value Proposition – 1 day
A personal development workshop which takes marketing principles
and applies them to individuals’ career management

To find out more about how these workshops could benefit your team, contact:
Lynn Mathieson at or call 01494 582069

  Article on Sales Behaviour published in ‘Winning Edge’ magazine

‘Mind the gap’

An article from the selected findings of a research study by Peter Brent and Beth Rogers (Portsmouth University) has been published in the March/April 2012 edition of ‘Winning Edge’, under the title ‘Mind the gap’. The article compares how salespeople perceive themselves, and their performance, with that of the buyers’ view of salespeople and how well they come up to expectations, or not.

To read the full article, click here to download the pdf

If you would like to find out more about Sales Behaviour Research and how it can be adapted to benchmark how your salespeople compare, call Peter Brent or Lynn Mathieson on +44 1494 582069 or email Peter Brent at

We are grateful to The Institute of Sales & Marketing Management (ISMM) for their permission to allow us to share this article with customers and friends of Mathieson Brent Consulting.

We would also like to thank The Chartered Institute of Purchasing and Supply (CIPS) and The Chartered Institute of Marketing (CIM) for their assistance in the completion of this research and allowing us to use their member databases for the online questionnaires.

  Developing Compelling Value Propositions – easy to say, but not so easy to do...

It’s the buzz phrase of the moment - put the phrase ‘Value Proposition’ into Google and you come back with 1.4 million searches. Check out leading companies’ press and every CEO will be telling you that he has been concentrating on ensuring that his value proposition is strong, particularly in this testing economic environment. The CIM/Accenture study titled ‘In Search of a Strategic role for Marketing – Leading, Influencing, Supporting?’ published in May 2008 stated that Strategic/cross functional skills were acknowledged as requiring development and in five years time ‘Value proposition development and customer experience management skill development would still be critical’.

So with all this emphasis on Value Propositions, are we sure that we are all using the term in the same way? Put the phrase ‘Value Proposition Definition’ into Google and the searches narrow – to a mere 5,250! If we can find a definition that works well, and most definitions have the same constituent elements, why does the CIM/Accenture study identify this as one of the major areas of concern identified by senior marketers? Surely, if we can agree broadly what a Value Proposition is, producing one can’t be that difficult? And therein lays the real challenge. Developing a compelling value proposition is easy to say and one of the hardest things that a senior marketer needs to do.

To read the full white paper, follow this link.

  Sales Behaviour Research identifies gap between Sales and Purchasing

New research completed examining best practice ‘Sales Behaviour’ from the perspective of both sales and purchasing professionals in B2B

Have you ever wondered why some sales people achieve more than others? What behaviours do sales professionals think that buyers want to see? And what key behaviours do buyers really want to experience from the sales people they meet? This recently completed in depth study uncovered the contrasting views of sales and buying professionals on what constituted successful sales behaviour.

Following an earlier qualitative study with personal interviews of selling and buying professionals an on-line quantitative study uniquely identified:-

  • The 5 key behaviours and their rating by buyers
  • How the views of sales people compare with those of buyers
  • The relative importance of the sales person in the suppliers view of the value proposition
  • How salespeople and buyers are measured and rewarded in their respective roles
  • How the ‘class’ of the supplier impacts how the sales/buying interface

This research has been completed with the assistance of The Chartered Institute of Marketing and The Chartered Institute of Purchasing and Supply and supervised by Beth Rogers of the University of Portsmouth Business School.

For more information on this important research, contact:-
Peter Brent on