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    Tips for selling products and services online

     

    Have you considered selling products and/or services online? Have you already jumped into this lucrative market? If so, how are your sales? If you are reading this article then you most likely haven’t reached your sales goal. So read on to find out helpful tips for selling your products and services online. Enlist the help of technological gurus to get you up and running on the Internet quickly. Don’t seek out a website design firm because they are often too slow. You need to manage the website. Have the website designer create a shell model from which you can build your own websites. You can learn how to create, manage, and update your WebPages in as little as a few hours. Try to find inexpensive tools that are going to yield a high rate of return. An inexpensive tool that you must invest in is a “sequential Autoresponder”. A sequential Autoresponder sends out email after email to your customer list. You can send out a free e-course with this Autoresponder. Make sure that you send a product link as this can lead to sales conversions. When you are selling products and services online it is beneficial to understand the type of revenue sources available. Utilize as many, or all, of these revenue sources to maximize profit. The revenue sources include: direct sales, joint venture deals, residual affiliate program, EBay affiliates & EBay direct sales, Google AdSense program The first revenue source is through direct sales. This includes sales letters which connect directly with the customer. The second revenue source is joint venture deals. Joint venture deals entail working with another colleague to help sell each other’s products. You then give each other commissions. The third revenue source is a residual affiliate program. A residual affiliate program is when you recommend a colleague’s service or product to help turn it into a sales conversion. Basically, you will earn a commission as an affiliate for life. The fourth revenue source consists of EBay affiliates and EBay direct sales. EBay is growing significantly every day allowing EBay to be used as a lead generator. The fifth revenue source is to participate in the Google AdSense program. In this program, Google puts advertisements on your website for you and if somebody clicks on them, then you get paid. Finally you can earn revenue from telephone seminars that you can disperse across the Internet and mentor coaching retreats.

         
    Tips for successful negotiating by phone

     

    Most of us negotiate something every day. Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has “special-interest” donors, our ability to haggle effects our results. Here are some useful negotiating tips. 1. Define Your Negotiables Other than Price. Inexperienced, unconfident, or plain old lazy reps take the easy route and drop price at the first sign of the other person seeking to get a better deal. Instead, first determine what you could offer, if needed, that has high perceived value to them, but little cost to you. For example, moving up the delivery date if they need it quickly, extending the warranty period . . . some distributors and suppliers like to throw in some products the customer isn't buying. This has high perceived value, and gets the customer to test the new product, which might pay off with future purchases. 2. Analyze Your Strengths, Their Needs. Before calling, list what you know they require and emotionally want, what you have, and what you want. You might know that this buyer always tries to pound you on price, but you also know you're working from a position of strength because you're the only one who has the quality of product he needs. 3. Set Your Objectives. Just like every call, define, “What do I want them to do as a result of this call, and what do I want to do?” 4. Aim High, Set Minimums. As part of your objectives, swing for the fence! Think big. Set the most favorable objective possible (one that is within reason). The richest sales reps I know can't believe anyone would think otherwise. Likewise, set minimums that you're willing to accept. You'll know how much you have to play with. 5. Prepare for their Possible Tactics. It's easier if you know the person. For example, knowing that Joe always starts with an outrageous request helps you prepare your counter-tactic. Otherwise, you need to dry-run through possible demands and tactics along with your responses so you're not blindsided into giving away something you didn't intend to. 6. Gather Information. As with all sales calls, the more you know the better. 7. Don't Give More Information (or Anything Else) than Necessary. I've seen sales reps offer price concessions that weren't asked for (“The price starts here, but I might be able to do a little better.”), and give up information that the customer used to ask for more concessions (“You mentioned another customer had additional training manuals thrown in free. I want those too.”) 8. Don't Split the Difference. It's human nature, but it costs you money. Let's look at the math. Your asking price is $50. They offer you $30. You counter with $40 and they figure splitting the difference is fair. Your tactic: come back with a pained tone of voice, “I might be able to do $46 or $47.” It's more likely you'll end up better than $40. 9. Trade Your Concessions. Get something in return. If you get them the better volume price, ask for a commitment for a blanket purchase order. One-sided giving rarely makes for a healthy relationship. 10. “If I, Will You?” A tactic to accomplish the previous point. Before agreeing to what they want, get commitment on what they'll give in return. “If I'm able to move your request to the front of the line, will you increase the order by 500?” I believe I read this in an ad in an airline magazine for a negotiation seminar: “You don't get what you deserve; you get what you can negotiate.”

         
    Tips to maximize the sale of your business

     

    Question: How can I maximize the amount of cash I receive when I sell my business? Answer: Acquire every last after tax dollar and get paid in cash. Also, follow three critical steps before proceeding: 1. Preplan the sale of your business. This should not be a spur of the moment decision. Rather, it should be well planned in advance. Though it is not possible to control the external environment, such as interest rates and strength of the economy, it is possible to plan for an orderly transition. Start thinking about some obvious sources for a potential buyer. For example, should an employee be groomed for possible succession? Might a good customer be interested in acquiring your business in the event of its sale? 2. Recognize the importance of finding the right buyer. Most businesses don't have a value that is set in stone. Instead they have a range of value. This means that different buyers will have different perceptions of the same business's value. It becomes important to pre-plan your confidential marketing effort to gain exposure to multiple buyers, especially synergistic buyers. Synergistic buyers are those individuals who, because of their location, complimentary customer base, financial resources or market position, can profit more from owning your business and are therefore willing to pay more. 3. Consider getting professional help. Unless you have a background in taxes, legal issues and merger and acquisition work, you will probably unknowingly make a multitude of costly mistakes by trying to sell your business yourself. Those mistakes may cost you substantially more than any fees paid for competent professional assistance. Do some homework on various alternatives. Become informed by attending seminars regarding tax issues, estate planning, and so on. Ask your CPA or lawyer to recommend “general knowledge” seminars that might assist your learning curve. Question: How do I legitimately minimize my tax obligations when I sell my business? Answer: Plan well in advance by reviewing your corporate structure on an ongoing basis. This will enable you to maximize the amount of proceeds you retain from your business's eventual sale. As one would expect, the tax rules make it difficult for any quick fixes that give rise to immediate benefits. Consider changes to structure now that may result in more favorable tax treatment when the business is sold in five or ten years. Start by getting up to speed on recent developments in the tax code. Chances are the code is very different today than when you bought or started your business. So sit down with your professional advisor and review your current business structure and its appropriateness for your business's eventual sale. For example, if you are structured as a corporation, the substantial difference to your after tax dollars on sale depends on whether you proceed with an “asset” sale or a “stock” sale. Selling the corporation's assets can result in proceeds being taxed at the corporate level as well as the individual level when the remaining proceeds are distributed to the stockholders. However, if the stockholders sell their stock, it is likely that capital gains provisions would apply. The difference this makes to retained proceeds can be enormous. Paying our share of taxes in the United States is an economic reality of life. Yet after tax dollars in the sale of a corporation can vary between 45 percent and 85 percent of the sales price based solely on tax structuring issues. The earlier you start planning for the sale of your business, the more likely you will be to minimize tax obligations. Question: When is the best time to sell your business? Answer: The best time to sell your business is determined through a careful consideration of the factors that can and cannot be controlled to maximize the amount of cash you receive. These factors include: Environmental/External Issues - Beyond our Control Low interest rates and a low inflation environment with plenty of liquidity and a buoyant economy create an ideal scenario for mergers and acquisitions. Clearly, we have enjoyed this scenario in the United States over the last few years. As a consequence, there has been a flurry of activity in corporate America as well as small business America. Well-run, sound businesses are selling relatively easily for nice multiples. Yet, as we all know, the economy goes in cycles. If the sale of your business is on the immediate horizon, then perhaps consideration should be given to bring the “sell” decision forward in order to take advantage of these robust conditions. Internal Issues-Within our Control A potential buyer is going to pay significantly more for a business that demonstrates a consistent track record of growing revenues and profitability. However, all too often a business is allowed to stagnate or even decline because the owners have taken their foot off the accelerator. Getting “burned out” and other health issues are probably the most often cited reason for a small business owner wanting to sell. This is understandable, but also often controllable. Recognize the warning signs and take whatever corrective action possible. Again, choosing to sell for a good price while the business is buoyant is far superior to forcing a sale because of health or other issues that have impacted revenues and reduced the business's value. Above all, think with the head and not with the heart. A decision to sell can be very difficult for a host of good reasons. Most small businesses don't have boards of directors holding management accountable. However, sometimes it is prudent to seek outside objective advice from respected confidantes or professionals. These individuals bring a fresh perspective and insight that will assist you in making good strategic decisions for the future of your business. Question: When a business is sold, what liabilities are the buyer responsible for and which remain the obligation of the seller? Answer: In general, whether it is as an asset sale or a stock sale, just remember that sellers are obligated to provide “lien free” assets to the buyer. While all transactions are unique, buyers will typically assume liability for the following: leaseholds related to real estate, unless they are relocating the business; accounts payable (and if they do they will also get the accounts receivable); advertising commitments such as Yellow Page contracts; customer deposits, provided seller relays to buyer a like amount of cash; and any other liabilities that are agreed upon in writing. Sellers will typically be obligated to pay off out of the sale proceeds the following: lines of credit; installment debt and/or leases related to vehicles, computers, equipment; all obligations to employees up to the date of closing; all tax related matters; and all other debt that has any claim against any of the assets that are being transferred to the buyer. There is another issue related to liabilities. The seller is obligated to give the buyer strong “warranties and representations” (guarantees) that there are no undisclosed or unknown liabilities that might create claims against the assets being sold. The California Bulk Sales Law essentially states that a buyer can be held liable for goods transferred to him or her that has not been paid for by the seller. Obviously, all buyers want and are entitled to protection from having to pay for the same goods twice. In summary, it is essential that both buyer and seller commit to having everything in writing (i. e. no verbal agreements) and that both sides be represented by competent legal advice before signing on the dotted line.

         
    Tips to sell in a buyer s market

     

    The experts say that it is no longer a seller's market. This doesn't mean that it will be hard to sell, but you might need to make the extra effort to get your house to move faster. By completing a few easy steps, you should be able to get your house sold in the optimal amount of time. 1. Pick a realistic price. Buyers are learning to be more cautious when it comes to investing their money in a new home. With prices leveling off a bit, they want to know that they are making a wise choice. Be practical and choose a price that reflects the current market, not the market six months ago. Tip: It is recommended that you list your price at or below the competitive market price. (e. g. If your neighbors are asking $400,000, list your home at $395,000 to generate interest.) 2. Go the extra mile. You can attract more buyers by providing an incentive. Gone are the days when people are willing to pay more for less. Buyers are going to be more cautious and sensible about their purchase. You can make them feel like they are getting a good deal. Tip: You can offer to pay the buyer's closing costs as a perk of the sale. Or you can be flexible with the length of escrow and willing to fix items in the home inspection report. 3. Spruce up the place. Spending a little money to improve the appearance of your house can work magic when it comes to attracting a buyer. Tip: Fix that wobbly doorknob, plant a new flowerbed, or put on a fresh coat of paint to give your house a fresh and new appearance. 4. Clean, clean, clean. Make sure your house is always clean and pleasing to the buyer. Remember that they are most likely going to be looking in closets, opening the oven door and peeking in showers. You want to show your house in the best possible light. Tip: Polish the hardwood floors, clean the tile grout, scrub walls, dust high shelves to provide your house with a sparkly appearance. These are not foolproof methods for a quick sale, but they can give you a leg up on the competition. It's important to show that you are keeping the buyer in mind and that you want to provide a fair sale. That can go far in today's real estate market.

         
    To a power professional sell is a four letter word

     

    You're a power engineer and manager & now you have to develop business? After all your effort getting a technical education, the last thing you want to be is a salesperson! So, you're a manager now and have risen through he ranks with hard work and dedication to that lofty level in your firm. Recently, you discovered that small line in your new position description they never mentioned during your interview. Top management expects … maybe demands ... you go out and sell your group's expertise to prospects. What kind of long anticipated aspect of career development is that? It certainly isn't what you expected in a management position. Your focus has always been on doing the best job you know how solving problems for clients. You've been able to be the leader on many recent projects and have worked your team to a high level of proficiency. That's what you do best and your firm has been very pleased with your work. Now, the reward is to go out and do something else … to do something you have no idea how to do … to sell?! That's not what you thought being a manager was all about. Before you start updating your resume, take a good look at what the role of Business Development … not sales … is all about. From our own technical background and from working with hundreds of highly proficient technical professionals in the Power Industry for the past 25 years, we know you are the ideal individual to represent your firm in developing business. Upper management sees potential in you that your peers do not intrinsically have: a high degree of technical expertise along with your "people skills … ingredients to make the full 360 degree turn to Technical Business Development Professional. The first and most critical item to consider is your thinking about the role in Business Development. It's really not selling. Business Development is really doing what you already know and do … keeping the client's needs first in solving their problems. The only thing different is that you now are responsible to leverage your technical expertise and that of your team in the process of getting the projects, not just doing them. Your purpose, putting the client first in solving their technical problems, it the thinking that is the key to Business Development. Of course, you have to consider your firm's and your own goals, too. But, if you take care of purpose first, your goals will be taken care of also. How do you do this? It's really not "smoke and mirrors" or motivational tricks, soft skill tactics. Business Development is a role that requires executing a system, not unlike those you already know well in your technical field. Developing business is a systematic process of leveraging your considerable expertise into revenue and involves thinking like a business person, not a salesperson. Whatever business getting method your company chooses to use it needs to incorporate this business oriented way of thinking and behaving … and you need to use it … every day and all the time in your Business Development role. So, rather than throwing yourself into doing the next power project, consider acquiring professional development training for your management role. Certainly, some university management courses can help. But, be sure to get assistance in that aspect of your manager role that will propel you up the ranks faster than anything else you can do. Get some training in Professional Business Development. Bill Scheessele is CEO/Founder of MBDi, a Business Development consultancy based in Charlotte, North Carolina. For the past 27 years, MBDi has assisted client firms in leveraging their high level expertise into bottom line business. Information on the company and the MBDi Business Development Process™ access: mbdi.

         
    To the salesmen who have prejudged me... i want you to know the costly mistakes you made

     

    Salespeople who prejudge prospects based on appearances, the car in the driveway or the home they live in are missing out on some of the best clients. Having experienced this personally, I hope the two salesmen who decided I couldn’t possibly be a buyer are reading this. They never knew how much they lost. My new husband and I relocated to a new city, from the East to the West. We started a marketing company and soon after, opened a printing plant. The hard work and the long hours started to pay off and it was time to purchase a home. We found a brand new 2 bedroom, 2400 sq. ft. beauty. An in-floor spa in the master bathroom, an atrium with skylight in the living room, it was really a lovely place. In my travels, looking at model homes, I remembered seeing one with all the interior windows shuttered and we both really loved the look. Noting the name of the design studio, my husband and I decided to stop in on the way home. Thinking back, I guess after a tough day at the office, in blue jeans and sweat shirts, we may have looked a bit seedy but still clean and fairly presentable. As we walked through the door of the studio a little bell rang and a gentleman in the back peered out at us. We could hear him say, “Oh, they’re just walk-ins.” Someone finally came out front, I told him I saw the shutters in the model home and I would like someone to go out to our new home and measure the windows. Please note that I did not ask for the price or an estimate. I knew what I wanted. This salesperson said with a definite snooty air about him, “They’re expensive, you know.” I looked at him and said, “That’s okay.” He agreed to send his ‘measuring guy’ over and would call me tomorrow. He called our office the following day and these were his words, “Oh Mrs. Robinson, that’s all I can say is WOW, what a house!” I would love to do your whole decorating job.” It seems the man he sent to measure called him to come and see the place. The moral of the story… I did buy the shutters, because they were what I wanted but because of his initial attitude, someone else did the decorating and that sale would have made a lot more than his day. I guess we are an impetuous couple. One evening with no previous thought, we decided to buy a new car. We left our office, not really a place for formal type business suits, but again presentable. We walked into a Cadillac dealer’s showroom and while peering out the window I saw the car of my dreams. It was a deep turquoise Eldorado with the covered wheel on the back. It was a bit late and there was only one salesman left. When he approached, my husband pointed outside and said, “We want to buy that car!” Would you have taken that as a buying signal? I would have had my order form out and the keys in the customers hand before they knew what was happening. Here’s what this car salesman said, “We’re closing in about 20 minutes. Why don’t you come back tomorrow and I’ll give you a test drive?” The moral here…we crossed the street and bought a Lincoln Town Car. To prejudge means to judge before hand, prematurely, and without all the facts. You can easily judge the character of others by how they treat those who they think can do nothing for them. I’m certain both these cases were a matter of prejudgment. We are both blue jeans kind of people, no airs about us, but don’t automatically dismiss us. It’s your pocket that will suffer.

         
    To the salesmen who have prejudged me. . . . i want you to know the costly mistakes you made

     

    My new husband and I relocated to a new city, from the East to the West. We started a marketing company and soon after, opened a printing plant. The hard work and the long hours started to pay off and it was time to purchase a home. We found a brand new 2 bedroom, 2400 sq. ft. beauty. An in-floor spa in the master bathroom, an atrium with skylight in the living room, it was really a lovely place. In my travels, looking at model homes, I remembered seeing one with all the interior windows shuttered and we both really loved the look. Noting the name of the design studio, my husband and I decided to stop in on the way home. Thinking back, I guess after a tough day at the office, in blue jeans and sweat shirts, we may have looked a bit seedy but still clean and fairly presentable. As we walked through the door of the studio a little bell rang and a gentleman in the back peered out at us. We could hear him say, “Oh, they’re just walk-ins.” Someone finally came out front, I told him I saw the shutters in the model home and I would like someone to go out to our new home and measure the windows. Please note that I did not ask for the price or an estimate. I knew what I wanted. This salesperson said with a definite snooty air about him, “They’re expensive, you know.” I looked at him and said, “That’s okay.” He agreed to send his ‘measuring guy’ over and would call me tomorrow. He called our office the following day and these were his words, “Oh Mrs. Robinson, that’s all I can say is WOW, what a house!” I would love to do your whole decorating job.” It seems the man he sent to measure called him to come and see the place. The moral of the story… I did buy the shutters, because they were what I wanted but because of his initial attitude, someone else did the decorating and that sale would have made a lot more than his day. I guess we are an impetuous couple. One evening with no previous thought, we decided to buy a new car. We left our office, not really a place for formal type business suits, but again presentable. We walked into a Cadillac dealer’s showroom and while peering out the window I saw the car of my dreams. It was a deep turquoise Eldorado with the covered wheel on the back. It was a bit late and there was only one salesman left. When he approached, my husband pointed outside and said, “We want to buy that car!” Would you have taken that as a buying signal? I would have had my order form out and the keys in the customers hand before they knew what was happening. Here’s what this car salesman said, “We’re closing in about 20 minutes. Why don’t you come back tomorrow and I’ll give you a test drive?” The moral here…we crossed the street and bought a Lincoln Town Car. To prejudge means to judge before hand, prematurely, and without all the facts. You can easily judge the character of others by how they treat those who they think can do nothing for them. I’m certain both these cases were a matter of prejudgment. We are both blue jeans kind of people, no airs about us, but don’t automatically dismiss us. It’s your pocket that will suffer.

         
    Top 10 tips for getting started in the wholesale business

     

    Whether you are just thinking about, or you have decided that you would like to start running a wholesale business, there are a number of items that you should spend considerable time planning and researching before going full steam ahead. Proper planning and fact-finding up-front can not only save you from a lot of headaches in the beginning, but can also mean the difference between a successful wholesale business versus a monetary disaster waiting to happen. In this article we will provide you with ten tips to help guide you along the way as you begin planning for your business. They are presented in chronological order so that you can use them as a way to plan out the proper steps along the way. Remember, success depends on many factors – and the most important factor is your determination and energy you put into making your business a success! Step 1: Ask Yourself Why? Why do you want to get into the wholesaling business? It is because you would enjoy working with other businesses and manufacturers being the main point of contact between the two? Or is it because you think it is an easy way to make money quick? Wholesaling is a demanding business, and can require lots of up-front capital, warehousing, logistics planning and customer service skills. As the main channel between the manufacturer and retailers you may find yourself dealing with hundreds of thousands of units of merchandise needing to be shipped across the country on a moments notice. Large retailers often pay on a Net-10 or Net-30 schedule, meaning payment is made after the goods are delivered. What would you do if a retailer did not pay or went bankrupt before you received payment? Step 2: Study Your Competition It does no good to enter a market where there already exist established, credible wholesalers for a given product. Retailers want to know they have a dependable supply source that meets their terms and often will not change wholesalers for an established product. Just because you build the warehouse does not mean they will come. Use your local Chamber of Commerce, the Internet and even visit with retailers to find out what wholesalers exist in your area. If you want to specialize in a specific product, contact the manufacturer directly to find out who handles wholesaling for them already in your region. There may be none in your state, or there could be three down the street. Step 3: Assess your Financial Situation Wholesaling can require a lot of up-front capital and expenditures before you even see one cent of income. Do you have the resources to spend on setting up a relationship with a manufacturer who will most likely require you to buy in huge quantities from them? Can you afford to wait up to 30 days for payment? Do you have the money to invest in shipping freight or setting up your own delivery service? Be sure to look past the startup costs as well. Employees, taxes, property rental and insurance are just a few of the things you will need to factor in as ongoing costs. Step 4: The Business Plan A solid business plan is the foundation of any business. You need to make sure that you have spelled out what you intend to do and how you intend to get it done. Not only will banks require this for financing, but often other businesses you deal with will want to see it as well. It should be the guidelines that you follow every day in your business to achieve the goals you have set forth. For this part, it is often wise to work with a business lawyer or seek professional advice from business consulting services. A good resource to help you find people in your area with the necessary skills and background is the Small Business Administration government site. Step 5: Apply for Licenses, Taxing Certificates and Other Necessary Paperwork Nothing is as certain as death and taxes. It is no different in business, with one exception. As a wholesaler you will be required to pay taxes and other fees to your state and to the federal government. The one exception is that you will be granted tax-exempt status for the actual goods you are moving between the manufacturer and other retailers. This can be a tricky process and is handled at the state level. Again, for this part you will want to make extensive use of your state taxing authority as well as local Chambers of Commerce. One wrong mistake here can end up costing you not only money, but possible your entire business. Step 6: Establish Your Facilities Location, location, location. Businesses must exist somewhere and like most things in life there are rules and regulations on where they can be. Will you be having semi-trailers coming to your location at all hours of the day and night? Will you have a storefront for vendors and clients to come calling at? What about electrical, water and sewage needs? Zoning laws exist to make sure that the right structures end up in the right places. Nobody wants a warehouse next door to them in a residential neighborhood. Work with commercial real-estate agencies to find a suitable place for your business. Step 7: Establish Your Relationships You have the facilities, you have the finance – now do you have anyone supplying you product or customers for that product? Work with manufacturers and retailers to build a relationship. This can be one of the most difficult parts of the experience, and is where the rubber hits the road. In addition, relationships extend beyond your customers and suppliers. It is good practice to establish relations with your local Chamber of Commerce, retail associations and labor organizations in your area. Step 8: Marketing Wholesalers traditionally do not advertise. That does not mean you should not market your business to others, after all how can you build relationships or expand on existing ones? Wholesaling guides are published and distributed to many retailers and this is where the bulk of your marketing efforts will be directed. The other half should be in going to retailers directly, meeting with buyers and outlining your services. Just because you have a customer today does not mean you can rest on your laurels. Marketing works hand in hand with building a relationship and maintaining it. Step 9: The Machine in Motion: Servicing Your Customers Product is coming in, retailers are placing orders – we are all done right? Not exactly. Getting the product to your customers, answering questions about delivery timeline, working with vendors to obtain new product lines, it is a complex and demanding part of the business. In today’s “just in time” marketing model a delay in shipment could mean the end to a business relationship. You must keep your customers informed of any status changes, pricing concerns and product movements from your facility to their loading dock. This is where back end systems come into play by maintaining records and logs of all activity with that customer. Do not underestimate the value of a good Customer Relationship Management system. Step 10: Employees, Accounts Receivable and Other Financial Matters Once everything is up and running your next focus is your business financial present. Employees need to be hired and fired. Payroll needs to be met. Money must come in, and money must go out. Here you should invest in financial talent and services if you do not possess them already. One oversight can mean the loss of hundreds of thousands of dollars; a missed payroll deadline could mean your entire business comes to a halt. It is critical that you constantly keep an eye on the books and on your expenditures. Know when to tighten the belt, and know when to expand.

         
    Top uses for a portable heater

     

    : Having a portable heater can be very useful, and some of these uses might be things that you never even stopped to consider. From supplemental heat to plant care, you can find a variety of interesting ways to use a portable heater that will make it indispensable in your home. If you haven't ever thought of ways that you could use a portable heater, here are several things that a portable heater would be perfect for. Bathroom Heaters It generally seems that the coldest room in most houses during the winter is the bathroom. Porcelain bathtubs, linoleum or tile floors, and a generally more humid environment than the rest of the house can cause the bathroom to feel several degrees colder even when the rest of the house is reasonably warm. By putting a small portable heater in the bathroom you can provide instant heat when you need it most. Heat for Flowers, Plants, and Pets Winter can be hard for flowers, plants, and small pets… they can't just move to a warmer part of the house or turn up the thermostat if they get cold. By using portable heaters you can help to make sure that the air temperature around your plants and furry friends doesn't get too cold, which can lead to wilting in the plants and health problems for animals. Even larger animals like dogs and cats can appreciate a small heater placed near their preferred sleeping spots on cold days. Outdoor Heat Sources If you and your family like outdoor activities, having a propane portable heater can make them much more enjoyable when the weather turns cold. The heater can be placed wherever you need a little extra heat, or a group of heaters can be used to create a “warm zone” that can surround a picnic area or spectators' chairs. You can also use portable heaters like this to help you stay warm while stargazing or watching the several meteor showers that tend to occur in autumn and winter. Shop or Workplace Heat Portable heaters aren't just for fun and games, of course; you can also use them in your shop, garage, or workplace to give you a little extra heat when and where you need it. Shops are usually large enough that trying to heat them with a central heating unit is a nightmare, since most of your heat will end up rising to the ceiling while leaving you and anyone else with you in a chill. Portable heaters generally have directed heat, and you can even buy heaters with larger blowers on them that will send quite a bit of heat to exactly where you want it. Instead of having to try and keep the entire shop or garage warm, you can focus only on the specific parts of it that you're using; if you move to another part of the shop, then you can move the heaters so that they're warming your new location instead. Supplemental Heat for Furnaces and Fireplaces Not everyone has central heat and air… many people still use wood stoves, furnaces, and fireplaces to provide their heat. Unfortunately, these heat sources might not reach all parts of the house. Portable heaters can be used to supplement heat sources such as furnaces and fireplaces, providing a little bit of extra heat in those areas of the house where the main heat source just doesn't reach. You can even use a single heater for several parts of the house, as all you'll have to do is carry it with you when you go from one location to another. Emergency Heat during Power Outages The problem with a lot of heat sources is that they rely on electricity to function. When the power goes out, not only is there the inconvenience of not having lights, television, and computers, but if the power outage lasts for too long the house can start to get cold as well. This is where propane and kerosene portable heaters can come into play. Many people choose to buy portable heaters as an emergency heat source in the winter, making sure that they buy a heater that uses some sort of fuel instead of electricity. These heaters can produce a lot of heat, and that heat will stay in the area around the heater. If you're caught in a power outage that seems like it's going to last for a while, you can keep your family and pets warm by using a heater and then put the heater back into storage once the power has been restored.

         
    Train your customers to think of you first

     

    In sales, you can train your customers by building a relationship that will ultimately yield tremendous rewards. If you don't train them, your customers may forget you're out there and go instead to your competition, even if they were happy with you and the service you provided. They simply won't even think of talking to you about their current needs. That's why you need to develop a level of familiarity and presence that makes you unforgettable, even indispensable. Generate more sales by using this plan to train your customers to always think of you first. First, Build a Relationship Animal trainers spend two to three hours a day building the relationship with the animal they're training. This time is essential to building trust. Trainers make contact of some sort that the animal especially loves, from playing fetch with a dog to rubbing the belly of an affection-loving monkey. They determine as the relationship grows how best to give each animal the attention he or she needs. Though it's probably best if you don't rub your customers' bellies every day, you can rather easily make yourself a more valuable resource to all of your customers by determining what will give added value to each. Find a way to build your relationship with each of them, such as regularly passing along information via e-mail, even on a daily basis, that will benefit the customer. Relationship-building activities keep you in the forefront of customers' minds, and while these activities won't necessarily be immediately income-producing, they will have a positive impact down the road when the customer thinks of you and the value you added to routine service. Second, Impress with Consistency Animals, like children and many adults, need routine to feel secure and trusting. Trainers behave predictably so as not to frighten, confuse, or upset the animal. From a sales standpoint, you need to be consistent with your customers, so they know what to expect from you and how much they can depend on you. For example, you should always return their calls within an hour or two of their leaving a message, not sometimes call back an hour later and sometimes call back three days later. If you have this professional approach, and you consistently deliver what your customers want without being asked, you'll be the first one they think of because you have made yourself indispensable. In other words, they'll use you consistently if you behave consistently and consistently produce good results for them, even if they're not officially your customer. Third, Recognize and Meet Individual Needs Part of building a relationship with an animal involves knowing what its needs are. For example, one primate may love vegetables and despise fruit, while another won't touch his veggies but can't get enough bananas and apples. Customers also have needs, and they do business with you because you can meet, anticipate, and predictably fulfill those needs. The human equivalents of those picky primates might be those customers who insist on being able to place their orders on-line, while others want nothing to do with computers and need to be able to pick up the phone, day or night, to order what they want. To meet your customers' needs, you must take the time to get to know each individual. Your familiarity with them will help you discern what their particular needs are, thus allowing you to better meet them. Don't limit the lengths to which you're willing to go to accommodate your customers. If it's not illegal, immoral, or unethical, do it. If anyone in your organization complains that you're favoring a client for whom you're going a bit out of your way, explain that you're not giving preferential treatment so much as you're meeting one particular customer's different needs, and that you're committed to meeting all needs equally. Fourth, Learn From Your Lions Lions are solitary and territorial animals. They don't want to be around each other, so getting two to lie down side by side in a circus act, for example, can be a huge feat. Trainers have to learn which ones are more likely to remain friendly to another tiger by learning their individual preferences. As you learn your customers' needs, learn as much as you can about the intricacies of their business, the individuals on their staff, and their roles and relationships within the organization. Especially if you're selling to different industries, be willing to go into their businesses and learn the idiosyncrasies of the industrial manufacturer, the habits of the healthcare facility, and the quirks of the cleaning supply company. Pick up every detail you possibly can that will help you build that relationship and show you how to better serve those customers. The payoff is that you begin to look like one of them, and they perceive you as being a part of their internal team, which is what you really want, as opposed to being perceived as a salesperson who just comes in to make a sale. Fifth, Become a Resource When trainers have developed a relationship with the animals they train, the animals become completely dependent on them for everything; the trainer is the animal's sole resource for most primary and secondary needs, such as food, shelter, and even companionship. To train your customers to think of you first, every time, you must seek to become a full-service resource, as hands-on as you can manage to be. At that point, you'll achieve the coveted top of the mind status that will bring them to you again and again. If you can demonstrate that you are able to meet all of their needs, you'll be the first person they think of when they have a new need that you can either meet or give them a referral to someone who can. If you're in real estate sales, for example, don't limit your client contact to just selling them property. Extend yourself to meet all of their real estate needs by sending someone from your office to make a presentation to the planning commission, or to track down permits. A simple rule of thumb is to always go above and beyond what your competition is doing to provide services for the customer. Do more and you'll find you'll obtain coveted word-of-mouth advertising, the very best kind, as your happy clients send their friends and colleagues directly to you. Sixth, Build Your Menagerie With Your Competition's Clients, Too! If you train your customers to think of you first, they won't give a thought to your competitors. Now consider how you could use this training strategy to steal business away from your competition. If the competition isn't giving this personal level of service, if they're just filling orders and aren't familiar with their customers and their needs, they are vulnerable. Use your excellent animal training skills to go in there and make the competitors' business your own. When you do, you may find yourself turning even tough old lions into happy pussycats!

         
    Tucson withstands downward curve in domestic housing gross revenue

     

    While orders and pre-sales of brand new United States households slumped by 10.5 percent, the most turgid drop in nine years, and orders and pre-sales in the Western U. S. pushing the direction with a declination of 29 percent, Tucson permit number continues potent at 1,644 for the first two months of 2006, a little grander than the record 1,622 permits registered within January and February of 2005. According to the up-to-date Southern Arizona Housing Market Letter, published by data analyst John Strobeck, father of Bright Future Business Consultants, brand new housing closings in addition moved higher, extending to 1,180 for the initial two months of 2006. This was comfortably better than results of last year's record 1,149 closings in the period of the same two months of 2005 and opposite the operation on the resale market, where total sales were low 18 percent, from 3,334 during the initial two months of 2005 to 2,744 for the like period of time in 2006. In comparison the rest of the nation, Tucson rested in defiance of the slow down that's inducing people in other areas to be extra deliberatepared to a 2.9 percent declination, across the nation, the mean and median sale costs of young households additionally went higher, making $283,487 and $253,928 by the conclusion of February, upwards from an mean fee of $277,999 and average price of $250,355 around January. Despite the fall off around figure, resale house numbers kept going upwards, the Strobeck report declared, reaching $220,000 for the average and $259,085 for the typical by the conclusion of February 2006. Each regionally and nationwide, affordability is a thriving topic for consumers. Climbing lending loads have come up from 6.15 around January to 6.25 percent around February 2006, driving more conceivable house purchasers away from the marketplace, just as prices and tolls keep Growing. As a whole, around the urbanized Tucson vicinity, merely 19.2 percent of new and 42 percent of resale home orders and pre-orders are at present around the less than $200,000 fee range, During a time when 23.7 percent of young and 38 percent of resale houses are being sold for extra than $300,000. Because of this, Strobeck is foreboding that the young home marketplace will cool off, as the inventory of uncommitted resale houses and an ebb off within need take the fringe off the hysteria. brand new construction at the final stage of February showed 745 spec homes being produced. This is a one month supply of fresh construction houses, and there appears to be no conclusion within the not too distant future to this fury of building specs. Strobeck predicted that although spec home construction prove to be a style to cancel the six to nine month waits that beset the new housing market around 2005, care needs to be the moniker of the game. We may not view the frenzied buying that we did in 2005, and being stuck with specs can be a really costly proposition. around addition, a large total of spec households might affect prices and tolls, stimulating the young housing marketplace to become less fruitful for the builders. quick taking possession is a being marketed feature, he articulated, “but it’s additionally risky.”

         
    Tv brackets. co. uk plasma wall mount brackets

     

    The system you are able to visit is based on first class products and they have managed a way of making tv bracket and lcd bracket easy for customers to buy. tv-brackets. co. uk propose varied ways of stands, wall mounts and lcd brackets. These plasma tv wall mounts, brackets will hold the television in place on your wall. Because plasma TVs have excellent sightlines from a wide spectrum of angles, much of the guesswork has been taken out of where to mount one. They also have adapter plates for your plasma television set, since some TVs need these in order to complete a mounting solution. However, you may prefer one of our universal brackets, which eliminate these confusing adapter plate options. Many people find the easiest and most convenient way to do this is to mount the TV on the wall. Not only does this work for displaying the plasma TV, it also clears space in the living room where a bulky television set used to sit. When you have just splashed out an expensive TV the very last thing you will want to do it ruin the overall appearance by placing it on a shoddy tv stand. Wall mount is best in order to have a modern living room and very futuristic. Lcd wall mount is an option if you don’t have to much space to lose by placing your plasma tv on a stand. There are a lot of tv stands available on tv-brackets, so if you chose this option you automatically face a tough decision from the very beginning - how to choose the best tv stand that would give you the best results and safety. The site contains rackets and stands for all the brands. There are different ways to choose that perfect tv stand that will accompany your tv. You can either go to site store to view them one by one identifying tv stands you like or you can even sit around in the comfort of your own home and buy tv stands online.

         
    Understanding sales recruitment services

     

    Undoubtedly, employees are the backbone of any business! Regardless of the size and the renown of your company, the efficiency, profitability and longevity of your business are direct proportional with the professionalism, seriousness and implication of your employees. In order to achieve and maintain a solid and prosperous business, you have to make sure that you are surrounded by loyal, trusty, dedicated and hard-working employees. This rule is even more prominent in marketing, as every single action of your employees can trigger a pronounced increase or decrease in your profits! Thus, during the process of recruiting new members for your business, you should account for a wide range of personal traits and abilities in your future employees. Apart from a satisfactory professional training level, your employees should have good communicational and interaction skills, good negotiation abilities, good decisional skills and so on. These traits can only be revealed during job interviews and testing periods. Elaborate individual evaluations are very time-consuming and few business owners can afford the luxury to personally assist in the process of recruiting new employees. The solution is to either assemble a reliable recruitment team that can take care of the recruitment process in your place, or better yet, ask for the help of a professional recruitment service. Lots of businesses are nowadays turning to Sales Recruitment Services in order to find well-trained professionals with minimal time and effort. There is a wide range of reliable Sales Recruitment Services on the World Wide Web that can take care of all the aspects of employee recruitment in exchange for a previously established fee. If you simply don’t have the time to personally supervise the process of employee recruitment, online Sales Recruitment Services are best solution to your problem! Once you have requested the help of a certain Sales Recruitment Service, you will be asked about the nature of your business and the exact profile of the sales persons you need in order to complete your business team. According to your instructions, the service will then take care of every single aspect of the recruitment process, frequently providing you with feed-back regarding the progress of the recruitment program. You will quickly start to receive appliances from well-trained professionals in the branch, allowing you to choose the sales persons that best fit your business. You also have the freedom to access the database of contacts at any time, in order to find the best candidates for your offered job vacancies. Sales Recruitment Services are effective means of finding the most suitable candidates for your business. With the help of a professional online Sales Recruitment Service, you can enter in contact with a wide range of suitable candidates with a minimal investment of time and effort. Whether you are looking for a salesman, advertiser, telemarketer or a sales executive, territory manager, business development manager or sales director, online Sales Recruitment Agencies can quickly fulfill your requests!

         
    Unique selling proposition what s yours

     

    Unique selling proposition is a marketing concept that refers to the one element that sets a firm apart form its competition. Your unique selling proposition is what differentiates you in the market place . Every business needs to have a unique selling proposition because that's what you use to convince people to buy from you as opposed to the other guy. What Is Your Unique Selling Proposition (USP) What makes you or your firm unique? You want to list eight or ten things and start out with the most important. List what’s different. Your background? Service area focus Service level guarantee Certain kinds of responsibilities and proactive monitoring? Certifications Industry experience Credentials Whatever you unique selling proposition is, you should be able to list eight or ten things that make you different from your competitors. Your unique selling proposition then becomes the single most compelling benefit that your firm will provide to clients. When you talk about the features and benefits you offer, your unique selling proposition is the benefit. The Bottom Line On Unique Selling Propositions The main element that differentiates you from your competition is you unique selling proposition. Identifying and keying in on your unique selling proposition early on. Use this unique selling proposition to market your services to clients in a way that highlights the features and benefits that you alone offer. Copyright MMI-MMVI, Small Business Computer Consulting. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

         
    Us government sales marketing

     

    Copyright 2006 PJM Consulting What’s the difference between selling to the US Government and selling to the Commercial market? It’s like night and day. Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are--until you’ve actually come from one side--and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well! First of all, in the Government world, the term "marketing" is a standard term. But its meaning in the government world is very different from its definition in the commercial world. When you hear someone talk about “Marketing” to the government—they really mean SELLING. That’s in large part because those businesses that deal primarily, or exclusively, with the government really don’t do much in the way of marketing in the commercial sense. Everything's Different In a traditional government contractor, there is usually no one with a sales title. There are often a couple of people with grand titles like “Vice President of Marketing” or “Vice President of Business Development”. These people have very little in the way of real marketing responsibilities--they are the chief sales people of the company. They are usually former government employees, and in the case of a military contractor, often an ex-general or ex-colonel. Key to their hiring was that they are very well connected in the government or service branch that the company is targeting. Included in their charter are some “light” Marcom activities--putting together data sheets, and coordinating a few targeted trade shows. In addition to the dedicated “Marketing People”, much of the technical selling of individual deals is done at the project manager level. Of course, it’s not just the sales & marketing functions that are so different in the government world vsmercial. Almost everything is! The typical government contracting business model more closely resembles a grocery store, than it does a typical high tech company. Margins are very thin, but profit is pretty much guaranteed once you’ve secured a contract. Up front R&D (“IR&D” in government terminology) is generally discouraged, as it’s a great way to lose money. IR&D can also be funded by the government; that is utilized heavily, but it has limitations. Spending an amount(without government funding) that would be modest in the commercial world on up front R&D can easily wipe out the thin margins that the government contracting business yields. The government contracting model works like this: Hire an ex-employee from the agency that you are targeting your “marketing” at. Leverage that relationship to secure the contract, with a minimum of up front product development expenses. Then hire the people to staff the project, and of course do a good job executing the project. Add new “marketer” from another agency and repeat. So for those purely commercial readers out there, this must sound pretty different than what you’re used to. That’s only because it is! There is no Product Marketing/Product Management function in a true government contractor. In the government world your “market” is one customer, or a small number of customers, who are basically specifying the product for you. There are a few sales people, but as I mentioned earlier, they’re called marketing people. The actual marketing tasks are few and far between—collateral creation, trade shows, a party here or there. Difficult to make the Jump As you imagine from the discussion above, it’s difficult to move between the two worlds. That’s the reason that nearly EVERY government contractor that has tried to enter commercial markets in any major way has failed abysmally. Government-oriented companies typically don’t have the entrepreneurial cultures found in commercial high tech companies. They lack fundamental Market Evaluation and Product Planning skills required for success in the commercial world—because it’s not required in their core market. Senior managers at Government contractors are often profoundly aware of all of this. They may intellectually understand that they need to do things differently for their companies to make the jump to the commercial side. But especially if they have been very successful in the government business, a difficulty emerges that won’t be obvious on the surface. And this is the worst of all: Successful senior managers tend to fall back on their what I like to call their “Common Business Sense”, when they encounter new or stressful situations. Often they don’t even realize that they are doing it. Unfortunately, when an executive with a government contractor utilizes their “common business sense” to make a decision involving a commercial business, the results can be disastrous. The “right way” of doing things in the two businesses are so fundamentally different that it would work out better if they took the OPPOSITE path from what their instincts told them. Not an easy way to do business. Commercial to Government So what’s a C-level manager in a commercial company, which would like to secure some government orders, to do? Given the different business cultures of the two markets, it seems pretty daunting. Those poor government guys who have tried to go commercial have had their hats handed to them—does the same fate await me? Fortunately, it doesn’t necessarily need to be so bad. If you are selling services, or highly customized products, you may need to closely replicate the government-contracting model, if you are going to be successful. If you are selling fairly standard products, however, it may be possible to gain significant government business leveraging your normal commercial marketing efforts. A few years back, I was running a startup commercial software product group within a company that was otherwise a pure government contractor. It was a diversification effort for the company. Our sister groups within the company were all very successful, and extremely well connected within government contracting and procurement circles. I expected, and was promised, a lot of help in placing our products in large quantities within various government agencies and military branches. For a lot of different reasons, that help never materialized. But a funny thing happened—this startup software product group ended up with 40% of its revenue from US and foreign governments. This was without a government-specific product, no real marketing advantage provided by our well-connected parent, and no special government emphasis in our sales and marketing programs. Contrary to popular belief, if you have a great commercial standard product that has use within the government, the agencies and branches will find a way to purchase it. Our product was aimed at Network Administrators, and their needs were similar to their commercial counterparts. The government market is huge, and we did well in the government sector. With a few modest investments, however, we could have done even better. So what steps should a commercial company do to maximize its penetration in the government marketplace? Tips for Success Create a great product—Above all, your market research and product planning are the starting point to success. Make sure to include a few potential government customers in your upfront planning, which should ensure that you don’t miss any special requirements they might have. This is a huge market you don’t want to miss. Have a modest entry-level price for your product—Even if in a production environment your product costs hundreds of thousands of dollars, or even millions, it’s very helpful to have an entry-level price of less than a thousand dollars. This will allow a motivated prospect to acquire your product initially by “going around” the laborious, lengthy, confusing—and often competitive—contracting process. Even if you have to go through a contract later to secure the full production purchase price, the bidding process may then be “written to your specifications”. Hire an experienced government sales executive—This can NEVER hurt. It really helps having someone who knows his way around your target agencies, to head your Government Sales Division. Place your products on the GSA schedule via an established Government Reseller—Getting on the GSA (Government Services Agency) via your own company is a long and complex process. For most commercial entities, it isn’t worth the effort. It’s much easier to give up a few margin points to a reseller already on the schedule. It’s much easier for him to add your products. They won’t do much for you in the way of promotion, and I’ve found that being on the GSA schedule in most cases isn’t REQUIRED to buy your products (although some will tell you otherwise). But it does make it easier for the customer inside the government, and if nothing else, raises their comfort level. They will know that they won’t face a major hassle to buy your product. That’s my take on selling to the US government. Hopefully there’s a nugget or two in there that can help you. Send me a note with a few of your own tips.

         
     
         
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