Issue link: https://maltatoday.uberflip.com/i/934206
maltatoday WEDNESDAY 31 JANUARY 2018 12 Business Today Regular market closed –30/01/2018 Symbol Code Volume Traded Value Traded Trades High Price Low Price Open Price Close Price Change t BOV 70,523 126,938.90 12 1.800 1.795 1.800 1.800 -0.010 l HSB 15,309 27,003.84 3 1.770 1.760 1.770 1.760 0.000 l MDI 3,000 1,020.00 1 0.340 0.340 0.340 0.340 0.000 t MMS 684 1,217.52 2 1.780 1.780 1.780 1.780 -0.010 t MTP 2,000 3,820.00 1 1.910 1.910 1.910 1.910 -0.080 t SFC 7,822 59,217.40 6 7.700 7.500 7.700 7.500 -0.300 t G20B 9,600 10,554.24 2 109.940 109.940 109.940 109.940 -0.060 l G21A 29,340 34,259.71 4 116.800 116.760 116.760 116.800 0.000 t G22A 16,340 20,019.77 2 122.520 122.520 122.520 122.520 -1.480 s G22B 3,000 3,517.50 1 117.250 117.250 117.250 117.250 0.040 t G28A 3,000 3,996.00 1 133.200 133.200 133.200 133.200 -0.900 t G28B 47,300 61,737.80 4 130.550 130.500 130.550 130.500 -0.500 t G29B 164,600 178,528.45 5 108.500 108.450 108.500 108.450 -0.840 t G31A 6,000 8,538.60 1 142.310 142.310 142.310 142.310 -0.780 t G32A 19,400 26,508.16 4 136.640 136.640 136.640 136.640 -1.010 t G32B 53,800 72,037.56 2 133.920 133.620 133.920 133.620 -0.730 t G34A 9,200 12,102.60 2 131.550 131.550 131.550 131.550 -1.300 t G35A 20,000 20,838.00 1 104.190 104.190 104.190 104.190 -0.610 t G36A 51,700 56,027.29 2 108.370 108.370 108.370 108.370 -0.830 s G39A 203,400 207,304.00 14 102.000 100.800 100.800 102.000 0.940 t G40A 118,200 137,983.00 3 116.780 116.500 116.780 116.500 -0.500 t G41A 55,000 57,959.00 2 105.380 105.380 105.380 105.380 -0.620 t BV18A 8,200 8,209.40 2 100.120 100.100 100.120 100.100 -0.010 s BV19A 16,300 16,627.63 4 102.010 102.010 102.010 102.010 0.010 l BV30A 50,000 50,000.00 2 100.000 100.000 100.000 100.000 0.000 t BX27A 8,500 8,751.75 3 103.050 102.900 103.050 102.900 -0.150 s CF26A 260,000 264,386.00 5 103.980 101.500 102.520 103.980 1.470 t GP23A 5,000 5,125.20 2 102.510 102.500 102.510 102.500 -0.010 s IH24A 5,500 5,885.55 1 107.010 107.010 107.010 107.010 0.990 s IH26A 4,900 5,073.95 1 103.550 103.550 103.550 103.550 0.050 s MD26A 10,300 10,621.40 5 103.500 102.800 102.800 103.500 0.500 t MM26A 10,000 10,450.00 1 104.500 104.500 104.500 104.500 -0.500 l MS26A 16,800 17,391.36 4 103.520 103.520 103.520 103.520 0.000 t SD27A 53,000 54,590.00 1 103.000 103.000 103.000 103.000 -0.800 s SF27A 3,300 3,498.33 1 106.010 106.010 106.010 106.010 0.030 t ST27A 16,000 16,569.00 2 103.650 103.500 103.650 103.500 -0.190 s VR27A 100,000 103,000.00 3 103.000 103.000 103.000 103.000 0.010 Market Summary as at 30/01/2018 Equity Official List Session State ................................................................... Market Closed Number of trades ........................................................... 1 12 Volume Traded ................................................................. 1,477,018 Value of € denominated securities .................................... 1,711,308.91 Value of US$ denominated securities ................................ 0.00 Value of GBP£ denomi nated securities .............................. 0.00 Current Index ................................................................... - Previous Index ................................................................. - Change in Index (%) ......................................................... - Bank of Valletta plc ........................ 1.800 -0.55% Mapfre Middlesea plc .................... 1.780 -0.56% FIMBank plc .................................. 0.680 0.00% MIDI plc ........................................ 0.340 0.00% GlobalCapital plc ........................... 0.380 0.00% Plaza Centres plc ........................... 1.020 0.00% GO plc ........................................... 3.520 0.00% RS2 Software plc............................ 1.450 0.00% Grand Harbour Marina plc ............. 0.760 0.00% Simonds Farsons Cisk plc ............... 7.500 -3.85% HSBC Bank Malta plc ..................... 1.760 0.00% Tigné Mall plc ................................ 1.050 0.00% International Hotel Investments plc 0.640 0.00% Pefaco International plc ................. 2.240 0.00% Lombard Bank Malta plc ................ 2.300 0.00% Santumas Shareholdings plc ......... 1.500 0.00% Malita Investments plc ................... 0.845 0.00% Malta Properties Company plc ........ 0.515 0.00% Malta International Airport plc ....... 4.880 0.00% PG plc ........................................... 1.390 0.00% MaltaPost plc ................................. 1.910 -4.02% Trident Estates plc ......................... 1.240 0.00% Medserv plc .................................. 1.230 0.00% MSE Index Future proofing your business – it's time to listen to your customer You've heard it once, you've heard it a million times. The digital age has transformed the sales arena. And, as many are looking to technology and new sales approaches to adapt their business, a continued focus on quality customer service and added value is at risk of being overlooked. The digital age arrived in tandem with globalisation. Globalisation saw a greater focus on cost reduction such as outsourcing and offshoring. Has this led to a loss in quality and value for the customer? Many would argue yes. And it's a key consideration for sales professionals. Whilst many feel the digital age must be accommodated and that's certainly borne out by the increase in digital and social selling activity – there is also a growing need for a more focused and human approach to selling. The rise in demand for organic produce, ethical business practices and locally-sourced product is no coincidence. Society is breaking away from traditional capitalist behaviour and instead looking to feel more human again. Enter the 'hipster' movement – people looking to re-connect in an overly digital world. So, what does all of this mean for sales? A rise in digital products and services should never mean the fall of quality customer service – and that includes sales. The savvy consumers now require more than just a cost-effective product or service, they want a cost-effective solution. Buyers – whether consumer or corporate – want to feel important, like they matter. As globalisation and digital connectivity has risen so too has our need for individual acknowledgement. We want the bespoke approach. We see this time and time again in contemporary marketing. From the success of the personalised Coca-Cola bottle, to the multi-million- pound budget channelled into bespoke digital marketing. If it isn't bespoke, it isn't of interest. Does this mean our product offering need to change? Thankfully no. But whilst your product may not be bespoke, your approach to selling it can be. The real priority for sales people is to position their products as solutions. It's nothing new but it's still a widely neglected part of the selling process. Where historically you may have sold features or even benefits, it's now more important more than ever, to adopt a more consultative approach. Before jumping into a sales pitch, get to know your customers' needs. What are the issues they are facing, what is it they want from your product or services? This information is vital – whether you're making a multi-billion-pound deal or selling a chocolate bar. If you don't understand the needs of your customer, simply put, you don't know what you're selling. Let's take the high value sale as an example. Is your customer buying it to save money in the long term, or to increase revenue in the short term? Are they buying it to replace an existing obsolete model? Or to replace jobs previously done by people. Purchase drivers can be more varied and complex than these simple illustrations but you get the idea. The lesson is, ascertain the answer and you can position your product more persuasively. It may be the high value product you've sold a million times, but you're selling it to an individual every time – change your sales approach to accommodate their needs. We desire greater recognition of our humanity and individuality. The seller who recognises and responds to this truth will differentiate far more effectively than the seller who doesn't.